“Is it an objection, or is it a smokescreen? When you know which is which, you know how to win.”

- Dan Rochon

Episode Summary

How to keep conversations flowing (and clients on track) with a simple sentence-question technique

By Dan Rochon | No Broke Months for Real Estate Agents

One of the most overlooked skills in real estate isn’t negotiation. It’s objection handling.

And when done right, it’s not about being pushy or clever—it’s about being calm, confident, and in control.

Let’s talk about one of my favorite objection-handling moves: the one-two punch.

✔ What Is a One-Two Punch?

It’s simple:
Sentence. Question.

That’s it.

It keeps the conversation moving. It keeps you in control. And most importantly, it avoids turning a potential objection into a debate.

For example:
Client: “The other agent said they’d do it for 4%.”
Me: “I understand.” (← that’s the sentence.)
Me: “When do you want it on the market by?” (← that’s the question.)

You don't have to fight every objection. Sometimes you just let the momentum pass you—side sweep it—and keep going.

✔ Not Every Objection Needs a Response

Here’s the thing: some objections don’t need to be handled.

If someone tosses out a random comment—like a fee comparison—and you give it more weight than necessary, you might actually make it a bigger deal than it is.

You don’t have to engage in every topic just because it was said out loud. You can move through it with grace. That’s what I call a side sweep.

And then you follow it with your one-two.

✔ Control vs. Dominate

There’s a huge difference between controlling a conversation and dominating it.

• Controlling means you're guiding with questions.

• Dominating means you're talking too much.

If you're the one talking 90% of the time, you're dominating—not connecting.

But if you’re asking thoughtful, guiding questions? Now you’re in control—and your clients feel heard.

✔ The Three-Step Process (for When You Do Need to Handle It)

Not every objection gets swept. Some need to be addressed head-on. That’s where the three-step process comes in:

1. Repeat and Affirm – Make sure they know you heard them and you're on their side.

2. Isolate – Ask if there’s anything else standing in the way.

3. Handle – Solve the actual concern with confidence.

So instead of, “You’re wrong about the price,” you say:
“You’re smart for wanting to get the most for your home. Is there anything besides price that would stop you from moving forward today?”

That’s how a pro communicates.

Final Thought

Objection handling isn’t about winning. It’s about keeping rapport, guiding the conversation, and helping your client make a confident decision.

The next time someone throws a curveball your way, try the sentence-question one-two punch. Side sweep. Stay in control. And move forward.

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