What Is the Best Timing When Handling Objections?
"Don't wait till you get the objection. Handle it up front."
- Dan Rochon
Episode Summary
Working as a real estate agent can be rewarding, but let’s be honest—it can also be frustrating when you’re putting in the effort and not seeing results. One of the biggest reasons deals stall is because of objections.
But here’s the truth: most objections aren’t surprises. They’re predictable. And because they’re predictable, you can handle them before they ever come up.
That’s the difference between chasing your tail and running your business with confidence.
Timing is Everything
When do you think is the best time to address a buyer’s concern—after they bring it up, or before?
I’ll give you a hint: the answer is always before.
For example, take Northern Virginia. I’ve lived in the DC area for more than 30 years, and in all that time, there’s never been a stretch (outside of the 2008 crash) where people weren’t saying prices were “too high.” That objection isn’t going away. It’s part of the marketplace.
So if it’s always going to be there, why wait until your client says it? Handle it upfront.
Here’s how I frame it:
"Washington, DC is one of the most expensive real estate markets in the country—alongside New York, LA, Boston, and San Francisco. But once you buy in, you’re in. And that makes your second purchase much easier. Prices have always been high here, and in five, ten, or twenty years, they’ll likely be higher than today."
That’s how you handle a predictable objection before it stops your client in their tracks.
Interest Rates: Another Predictable Objection
Rates are another hot button.
Right now, buyers might say interest rates are too high. But compared to historical averages, we’re actually in better shape than many realize. In my own lifetime, average rates have hovered around 8.5%. When I bought my first home in Reston, Virginia, that was the rate I locked in—and I was thrilled when I refinanced later at a lower rate.
So I don’t wait for clients to complain about today’s rates. I bring it up first:
"You may have noticed rates are higher now than last year, but they’re still under the historical average. If they go lower later, you can refinance. If they go higher, you’ll be glad you bought now."
Again—handled up front. Objection neutralized before it’s even spoken.
The Big Takeaway
You’re not going to talk someone into writing an offer they don’t believe in. But you can guide them by addressing what’s on their mind before they ever voice it.
So remember: don’t wait for the objection. Handle it up front, move the conversation forward, and keep building trust with your clients.
That’s how you create no broke months.
