"If you skip the ‘isolate’ step, you’re boxing with the client—when you should be dancing."

- Dan Rochon

Episode Summary

How to Handle Objections Like a Pro (Not a Boxer)

If you’ve ever felt like you’re in a verbal boxing match with a client during a listing or buyer consultation, there’s a reason for that—and a way out of it.

Objections are a natural part of real estate sales, but how you handle them makes all the difference between a stressful conversation and a productive one.

I’ve coached hundreds of agents through this, and here’s the truth:

You’re not trying to “win” the conversation.
You’re trying to guide it.

That’s why I use two proven frameworks to handle objections—and both are designed to help you dance with your client, not fight them.

Framework #1: The 3-Step Method

This is simple, repeatable, and effective:

• Step 1: Repeat and Affirm
  Acknowledge what they’ve said—and affirm their intelligence.
  Example: “I understand you’re worried about listing too high. That tells me you’re a smart seller who’s really thinking this through.”

• Step 2: Isolate the Objection
  Before jumping in with your response, isolate the real issue.
  Ask: “Aside from that concern, is there anything else that would keep you from moving forward?”

• Step 3: Handle the Objection
  Now that you know what’s truly holding them back, you can respond effectively.

Skipping the isolate step is what turns the conversation into a struggle.
When you isolate, you create clarity—and from clarity comes connection.

Framework #2: The 5-Step "Columbo" Method

This one's a bit more advanced but incredibly effective when used correctly.

Here’s how it works:

1. Repeat and Affirm – Just like in the first method.

2. Change the Subject – Shift gears slightly to break the pattern.

3. Come Back Around – Reintroduce the topic, now with fresh energy.

4. Pull a “Columbo” – Use curiosity: “By the way, can I ask you something?”

5. Handle the Objection – Respond once you have more insight.

This method keeps the tone light, curious, and natural—not confrontational. It’s about staying in rhythm with your client’s energy instead of going head-to-head.

Why Affirmation Matters

Real estate is personal. When someone brings up an objection, it’s easy to see it as resistance—but most of the time, it’s actually vulnerability. It’s fear, uncertainty, or an unspoken past experience.

That’s why affirming your client’s intelligence isn’t just a nice touch—it’s a must.

When people feel respected, they open up. When they feel challenged, they shut down.

Final Thought

Handling objections isn’t about having the perfect answer—it’s about understanding the real concern beneath the surface and approaching it with empathy and structure.

So next time you hear,

“I want to think about it” or
“I’m not sure we’re ready to list,”

Don’t push. Dance.

Use the frameworks. Lead with affirmation. And isolate before you respond.

It’s the difference between a sale that feels smooth—and one that feels like a struggle.

Thanks for tuning into the No Broke Months podcast and reading the blog. Until next time—
Be grateful. Make good choices. Help someone. And you’ll find a listing.

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