Doing This Trick Will Let You Handle Objections Easier
"All that we're doing right now is we're just letting that energy pass through us. When the energy passes through us, we can start to handle the situation."
- Dan Rochon
Episode Summary
There’s a moment in every conversation when someone throws an objection your way—and it feels like they just punched you in the gut. Maybe they say, “Interest rates are too high,” or “I’m not selling until I find a new home.” Most agents tense up and rush to defend, explain, or fix it.
But what if you didn’t?
When I talk about handling objections, I often compare it to martial arts—specifically, judo. In judo, you don’t fight force with force. You let the energy pass by you. The punch comes, and instead of resisting it, you move with it. That energy flows right through, and suddenly, you’re still centered while the other person’s energy moves elsewhere.
That’s exactly how objection handling works in real estate.
Agree Before You Answer
When someone says, “Rates are high,” agree with them. “You’re right, they are.”
When they say, “I can’t buy until I sell,” you respond, “I get it. That makes sense.”
You’re not conceding defeat—you’re aligning. Because when you let that energy pass, you disarm resistance. You create space for connection. And only after that connection is made can you start to guide the conversation forward.
Stop Fighting Objections
Too often, agents try to handle the objection immediately. They want the perfect comeback, the clever script, the instant solution. But objection handling isn’t about talking someone into something—it’s about moving with their energy until you’re both on the same side of the table.
The goal isn’t to “win” the objection. The goal is to stay calm, stay present, and keep the relationship intact. That’s how you build trust—and trust leads to transactions.
Master the Flow of Conversation
So next time you hear an objection, don’t fight it. Let it pass through. Once the energy settles, that’s when you can really start to handle the situation.
Every conversation becomes easier when you master that flow. Every objection becomes a moment of understanding instead of tension.
Want to master the kind of communication that turns “no” into “let’s talk”?
👉 Grab your copy of Teach to Sell today.
