3 Tricks to Always Get the Yes!

Have you ever looked at someone successful and thought, What’s he doing that I’m not? Maybe it’s a senior agent at your office who closes deals left and right, or the owner of your local gym who just got a huge investor and is planning to franchise, or a kid you went to middle school with who just sold a company to Google. The truth is, getting clients, investors, or anyone to say “Yes” to you isn’t really about luck—it’s about how you approach the process. In other words, it’s a skill that can be learned. And I’ve learned it.

As someone who went from being a hand model with zero real estate experience to the top broker in New York City, I had to learn how to read people and situations closely. My paycheck literally depended on my ability to get people to say “Yes” to me. So, through trial and error, I came up with a few techniques that almost always lead to a favorable outcome. These three tricks will help you get the “Yes” you’re looking for and find more success, both in business and in life.

Trick #1: Plant a Seed and Step Back

The hard sell is not always the right technique. Sometimes, planting a seed and then giving someone time to mull it over is the right way to get the ball rolling. Pressure is needed in sales sometimes, but it can also kill a deal if you apply it to the wrong person or situation. Instead, try the “seed” approach: Send a former client a link to an eye-popping report detailing how hot the market is, and how much he could get for a property he’s been hesitant to sell. Let your boss know that you went to a marketing conference over the weekend and had some amazing ideas for how to boost your brand’s social media engagement. Reach out to a local business with a listing that you think would be perfect for them to use for a second location. If you do your job right, the information you shared will be valuable enough to speak for itself. You’ll get their attention, and once they’ve had a chance to think it over, you’ll get their interest.

Trick #2: Present a Solution to Their Problem

The best way to get a “Yes” from someone is to offer something that makes their life easier. Look for a problem they have and be the person who solves it. This way, instead of asking for something from them, you present a solution to them. Does a local developer have ten units that won’t sell and are still sitting on the market? Tell her your genius plan to get them sold by September. Did your coworker (who happens to have the job you want) just quit? Offer to handle the weekly report she used to do. Presenting a solution is a roundabout way of asking for a job/chance/opportunity, and because you’re offering help instead of asking for a favor, you’re far more likely to receive a “Yes.”

Trick #3: Offer Multiple Possibilities

My final tip to get someone to say “Yes” to you is one of the simplest: Always broaden the options on the table. “Do you have time for a meeting next week?” is a less successful question than, “Do you have a free day next week for a quick coffee, call, or Zoom?” Avoid yes/no and black/white offers and instead, offer choices and multiple possibilities to up the odds of providing an appealing option. You’ll be far more likely to get a positive response.

Now, go put these tricks into practice and let me know how they work for you!