How Top CRE Brokers Use the Aikido Method to Handle Objections Without Pushing

Tired of hearing, “We already have a broker” or “The market’s too uncertain right now”? You’re not alone.

If you’re a commercial real estate broker, objections are your daily reality. But what if there was a better way to handle them—without resistance, pressure, or feeling salesy?

There is. It’s called the Aikido Approach to Objections—and it’s changing the way elite brokers engage with prospects.

Let’s break down this powerful framework and how you can start using it today.

What Is the Aikido Objection Method?

Borrowed from the martial art of Aikido, this method isn’t about fighting resistance. It’s about redirecting energy—acknowledging the concern, validating the prospect’s position, and then pivoting to value and curiosity.

As Rod Santomassimo says:

“Never argue. Always explore.”

Why It Works in Commercial Real Estate

Traditional rebuttals feel confrontational. The Aikido method is conversational. It aligns with how high-level decision-makers think: they want to be heard, respected, and guided—not sold.

This approach was introduced to Rod by Justin Michael, author of Sales Algo, and it’s already helping Massimo Members handle objections more confidently and close more deals.

Common Objections + Aikido Responses

1. “We already have a broker.”

Response:
“That’s smart—most successful owners do. I’m not looking to replace anyone, but I’m curious… how’s that relationship serving your long-term goals?”

Follow up with:

• What made you choose them?

• Are they proactive or reactive?

• When did you last hear from them?

2. “We handle that in-house.”

Response:
“Totally respect that—shows you’re hands-on. Just out of curiosity… what’s your biggest challenge right now? Deals? Data? Market shifts?”

Then pivot:
“Even in-house teams benefit from outside intel. Want to see what I’m seeing in your market?”

3. “We’re not making any moves.”

Response:
“Fair enough—timing is everything. But can I ask… what would need to change for you to make a move?”

4. “The market is too uncertain.”

Response:
“Absolutely—smart investors stay cautious. But here’s what I’m seeing: uncertain markets create the best opportunities for those prepared. What’s your take?”

5. “Interest rates are too high.”

Response:
“Yep—rates changed the game. My best clients are creating returns with value-add deals. What’s your threshold for making deals right now?”

6. “We’re waiting for prices to drop.”

Response:
“Got it—many are. But I’m seeing sellers already pricing to move. Want to see deals already adjusted for today’s market?”

Final Word

If you’re still countering objections instead of redirecting them, it’s time to shift your strategy.

The Aikido method will:
✅ Build more trust
✅ Position you as a guide
✅ Open doors others slam shut

And guess what? Justin Michael himself is going live with Rod Santomassimo at the Global CRE Broker Virtual Summit on November 19. 11 of the world’s top brokers. 1 powerful day. Tiny price. Massive value.

🎟️ Register at CREsuccess.com