No Broke Months For Salespeople - The Two Ways to Handle an Objection

Episode Date: August 12, 2023

The Two Ways to Handle an ObjectionReal Estate Coach Dan Rochon of No Broke Months for Real Estate Agents talks about The two surefire ways to handle an objection.In this episode, Dan gives two scripts to properly handle objections in order to still get the listing.Find out what these scripts are in this new No Broke Months for Real Estate Agents episode.--To find out more about Dan Rochon and the CPI Community, you can check this link:www.NoBrokeMonths.com --Stop 🛑 wasting your time ⏳ or spending too much money 💸not getting the results you want in sales; I would love you to join me for the upcoming 5-Day Listing Challenge.You will learn how to find YOUR Way to having closings every month.www.get3morelistings.com--Get your free copy of the Real Estate Evolution here:bit.ly/RealEstateEvolution_GetYourBookThis book shows you the step by step on how to:Step 1: Believe in your unknown potentialStep 2: Deconstruct persuasion techniquesStep 3: Find a business and get hired consistentlyStep 4: Be proactive in the relationship with your clients.Step 5: Learn and implement the exact steps to hire, train, lead, and train virtual assistants so that they can build, support, and guide a winning team to scale.And if you’d like to have a consistent and predictable income, like this page, and don’t forget to join the Facebook group to network with the top agents:https://www.facebook.com/groups/thecpicommunity/ To find out more about Dan Rochon and the CPI Community, you can check these links:Website: No Broke MonthsPodcast: No Broke Months for Salespeople PodcastInstagram: @donrochonxFacebook: Dan RochonLinkedIn: Dan Rochon

Okay, so the art of sales is to dance, right? So I'm teaching you, I'm teaching you how to dance right now, right? But if you miss the isolate part, instead of dancing, now you're boxing. Welcome to the No Broke Months for Real Estate Agents podcast. Working as a real estate agent

can be incredibly rewarding and fulfilling, but it can also be frustrating if you aren't making the money you deserve. So if you're ready to end the stressful cycle of working hard for no results, then get started with a proven step-by-step system so that every month is No Broke Months. My name is Dan Roshan. I'm the host of the No Broke Months podcast, which is a show for real estate agents to help you have no broke months. Thanks for joining me. Enjoy the show.

The two ways to handle an objection. Real estate coach Dan Rashan of No Broke Months for Real Estate Agents talks about the two surefire ways to handle an objection. In this episode, Dan gives two scripts to properly handle objections in order to still get the listing. Find out what these scripts are in this new No Broke Months for Real Estate Agents episode. I want to talk about objections today. And so to remind you, we have two objection handling techniques. I'll tell you what those are first, and then I want to give you some additional pointers about objections today. So why don't we start with you guys?

What's the three-step objection handler technique? Who knows that? For those of you that have gone through the training before. Some of you are new, so you may be learning this the first time. What's the three steps to handling an objection? Acknowledge or identify, isolate, then handle. I'm going to change the acknowledge or identify to repeat and affirm. So acknowledge, identify, I'm going to say repeat, affirm. All right. So what's the best way to affirm something

or affirm somebody rather? Call them smart. Okay. Now, what do you do if they're saying something stupid that you're repeating? So if, for example, it's three hundred fifty thousand dollars all day long. OK, two bedroom, one bath condo. And there's six identical to that. They have sold in the last 90 days. There's one that's on the market. Every single unit is in the same condition, every single unit. So for three hundred fifty thousand dollars and the market hasn't changed. And the seller says to you, I want $500,000. Well, I don't want to say that's stupid, but it's not something that's viable. Some may say, well, that's stupid. So if that's the case,

then how in that case do you handle something that's not aligned with reality? What's a way that you could acknowledge that person to call them smart? What's a way that you could acknowledge that person to call them smart in that scenario? Well, you're smart for wanting to get the most amount of money for your property. I understand that. I want the most amount of money as well. So that's the repeat and affirm. The three steps again, if you want to repeat and affirm, isolate and handle. Now there's a five-step process to handle an objection as well. So it's the same three steps, repeat, affirm, isolate, and handle, but we add two additionals to this. This is ninja style. So it's going to be repeat, affirm, isolate, change the subject,

pull a Colombo, handle the objection. So repeat, affirm. So you repeat the last few words of what they said. You affirm, you call them smart, you isolate. So the isolate is, is there anything besides X that would cause you not to move forward today? Okay. So that's the isolate. What's important to you? What's important about isolating, by the way, you don't want to, you don't want to go through all the effort and all the skill to handle an objection simply to then get another objection. Okay. So the art of, the art of sales is to dance, right? So I'm teaching you, I'm teaching you how to dance right now, right? But if you miss the isolate part, instead of dancing, now you're boxing, you're dancing. And then they come with another

objection. Now it sort of seems like you're punching. Thanks so much for listening to the No Broke Months podcast today. Until the next show, I invite for you to be grateful, make good choices, help someone, have the best day of your life, and go find a listing.