Yes, And...
In improv comedy, there’s one rule you can’t break. It’s called Yes, And. You agree with your partner and then you build on the concept. It keeps the scene moving forward.
We as salespeople need to take that same approach in business. "Yes, And" needs to be part of our sales strategy.
That means when someone calls you about a deal - even if it’s one you don’t normally do or one you don’t really want - you start with yes. "Yes, I can help". And then you find the best path forward.
This reminds me of a story I hear from the David Lee Roth's guitarist. Early in his career said yes to everything. Free gigs, traveling events, and even kids’ birthday parties. He did it all. Why? Because he wanted agents and promoters to know he was game for whatever came his way. Another guy in his circle took the opposite approach. That guy cherry-picked every opportunity because he "made it" in a previous band. He thought he was above certain gigs. Over time, the calls stopped coming for him. Everyone just assumed he’d say no.
The same thing happens in our business. If you’re the person who always says yes, you’re the person people call first. If you’re the one who picks and chooses and passes on the harder stuff, the referrals start to slow down. Eventually, they dry up.
For years, I didn’t have a one-time close product. People would call and ask if I could do an OTC. I’d say yes. And then I’d walk them through their situation. If they truly needed a one-time close, I had a friend at a bank who could do construction loans in her sleep. In one year, I sent her about $8M in loans. I didn’t get paid on those, but you better believe I got remembered as the guy who could get it done. The referrals kept coming.
That’s what "Yes, And..." does for you. It keeps you in the conversation. It builds trust. And it makes you the first phone call every time. You start saying yes to those mobile homes, those tricky deals, the stuff most people avoid, and pretty soon you’re closing more loans, making more money, and growing your business in ways you didn’t expect.
Say yes more often than not. And when you can’t personally do it, say yes anyway and point them in the right direction. You’re still the one who solved the problem.
Keep Chasing Excellence.
PS. Please share this with someone who needs to hear it.
Join Chasing Excellence
Join a community for sales professionals who want to grow with intention. We share stories, strategies, and systems that actually work—because iron sharpens iron.
Subscribe now to get the weekly insights and resources delivered straight to your inbox.
We hate SPAM. We will never sell your information, for any reason.
