Rod Santomassimo tackles one of the most common — and most mishandled — objections in CRE prospecting: "I already have a broker." Most brokers hear it and hang up. Rod reframes it entirely: this isn't a dead end, it's the beginning of a relationship. He lays out a clear three-step process for turning this objection into a long-term pipeline opportunity.

Key Takeaways

• "I already have a broker" is a pipeline opportunity, not a rejection
• Asking what they value most reveals gaps and gives you powerful prospect intel
• Silence after your question is a feature, not a flaw — let them think
• Asking permission to follow up almost always gets a yes
• Consistent, relevant follow-up turns today's no into tomorrow's client