Is there a winning formula that can help us handle objections effectively? Should we actually encourage objections?

In this post, Dale Archdekin shares his winning tactics for reverting objections and making them work in his favor.

Chase the no

You need to know the unique headspace of each type of lead you call. Overcome objections by chasing the no. Go deeper into the rabbit hole with them.

Between each phone call, give yourself a power statement or a mantra such as “This is the call. They are waiting for me to call.”

Unpack the NO

Objections are never pleasant, however you can use them to your benefit. When leads say no, don’t just give up, but try unpack it.

Ask them why they’re saying no, and then see what you can do to change their mind — to offer them what they might be missing.

Start seeing rejection as an opportunity, rather than failure.

Furthermore, always remember that different groups of leads have different experiences. You can’t treat a first-time seller and a FSBO the same way because they have a completely different view of real estate agents.

“What is the unique headspace of each lead type? Because that lead type is going to be in some different area of the sales funnel,” Archdekin said.

Modify your script to suit every individual group.

Finally, don’t focus too much on your scripting. Own the conversation, and listen to what the other person is saying, and you’ll find not only more success but also that you’re enjoying the call a lot more.

“If you’re working with somebody who hasn’t bought and sold homes before, or hasn’t done it in a long time, it’s much easier to get that appointment.” – Dale Archdekin

Watch the full episode to see the insights we shared on:

  • Lead generating with ISAs
  • The problems with the 100 percent commission model
  • The role of body language
  • Using rejection to your benefit
  • Unpacking the “I have to talk to my wife” excuse
  • Two-step listing presentations

Matt Johnson is the founder of Pursuing Results, a podcast production firm. He is also the co-host of Real Estate Uncensored, a real estate training podcast and video series.

Show Comments Hide Comments


Sign up for Inman’s Morning Headlines
What you need to know to start your day with all the latest industry developments
By submitting your email address, you agree to receive marketing emails from Inman.
Thank you for subscribing to Morning Headlines.
Back to top
Only 3 days left to register for Inman Connect Las Vegas before prices go up! Don't miss the premier event for real estate pros.Register Now ×
Limited Time Offer: Get 1 year of Inman Select for $199SUBSCRIBE×
Log in
If you created your account with Google or Facebook
Don't have an account?
Forgot your password?
No Problem

Simply enter the email address you used to create your account and click "Reset Password". You will receive additional instructions via email.

Forgot your username? If so please contact customer support at (510) 658-9252

Password Reset Confirmation

Password Reset Instructions have been sent to

Subscribe to The Weekender
Get the week's leading headlines delivered straight to your inbox.
Top headlines from around the real estate industry. Breaking news as it happens.
15 stories covering tech, special reports, video and opinion.
Unique features from hacker profiles to portal watch and video interviews.
Unique features from hacker profiles to portal watch and video interviews.
It looks like you’re already a Select Member!
To subscribe to exclusive newsletters, visit your email preferences in the account settings.
Up-to-the-minute news and interviews in your inbox, ticket discounts for Inman events and more
1-Step CheckoutPay with a credit card
By continuing, you agree to Inman’s Terms of Use and Privacy Policy.

You will be charged . Your subscription will automatically renew for on . For more details on our payment terms and how to cancel, click here.

Interested in a group subscription?
Finish setting up your subscription