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

- Dan Rochon

Episode Summary

Stop losing leads to hesitation—learn how to read between the lines.

When a prospect tells you “I’m just browsing”, they may actually be:

• Testing to see if you’ll give up

• Protecting their time or avoiding a sales pitch

• Unsure about their readiness

• Giving an automatic response without much thought

Welcome to No Broke Months for Real Estate Agents. I’m Dan Rochon, real estate coach and host of the show. This episode is about helping you stop wasting time on dead-end conversations—and start leading them with confidence.

Not All “No’s” Are the Same

There are two kinds of pushback you’ll encounter:

• True objections – Valid concerns like credit, income, timing, or life changes

• Smokescreens – Surface-level excuses meant to avoid engagement

How to Tell the Difference

When you hear something vague or noncommittal, follow up with this question:

• “If you could buy right now, would you?”

This helps you:

• Identify if there’s actual interest beneath the surface

• Separate emotional hesitation from real financial or logistical concerns

• Avoid guessing what’s holding the client back

What Comes Next

If they answer yes but mention a specific issue, you’re dealing with a real objection. From there:

• Acknowledge the concern with respect and empathy

• Ask a follow-up like: “Is there anything besides that stopping you from moving forward?”

• Offer a next step or solution if appropriate (referral to lender, future follow-up, credit guidance, etc.)

If they stay vague or resistant without explanation, you’re likely dealing with a smokescreen. In that case:

• Avoid over-investing your time

• Politely disengage or shift focus to more qualified leads

Key Takeaways

• Objections are often hidden under surface-level responses

• Smokescreens are not rejections—they’re deflections

• Use clarifying questions to get to the truth

• The faster you identify what you're dealing with, the more productive your conversations become

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