{"version":1,"type":"rich","provider_name":"Libsyn","provider_url":"https:\/\/www.libsyn.com","height":90,"width":600,"title":"Episode 105 - The Aikido Approach","description":" Rod Santomassimo breaks down a counterintuitive framework for handling the toughest objections in commercial real estate \u2014 one borrowed from the martial art of Aikido. Instead of pushing back against resistance, the Aikido approach teaches brokers to&amp;nbsp;redirect the energy: acknowledge the objection, validate the prospect's position, and pivot to curiosity. The result is a conversation that never turns adversarial and always moves forward. Key Takeaways  Objections are not roadblocks \u2014 they are redirectable energy Always acknowledge and validate before pivoting Questions beat arguments every time \u2014 curiosity keeps the conversation alive Market uncertainty is a prospecting opportunity for brokers who are prepared Have a scripted, rehearsed response for every common objection before you pick up the phone   ","author_name":"The Massimo Show","author_url":"https:\/\/rodsantomassimo.com\/podcasts-1\/","html":"<iframe title=\"Libsyn Player\" style=\"border: none\" src=\"\/\/html5-player.libsyn.com\/embed\/episode\/id\/41724610\/height\/90\/theme\/custom\/thumbnail\/yes\/direction\/forward\/render-playlist\/no\/custom-color\/88AA3C\/\" height=\"90\" width=\"600\" scrolling=\"no\"  allowfullscreen webkitallowfullscreen mozallowfullscreen oallowfullscreen msallowfullscreen><\/iframe>","thumbnail_url":"https:\/\/assets.libsyn.com\/secure\/content\/203503760"}