Turning No into Yes: Six Steps to Solving Your Financial Problems (So You Can Stop Worrying)

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At last, a single book that really can show how to solve your money problems and end worries about your business and career?better yet, a book that actually shows you how to turn adversity into success and how to get your own way even in "hopeless" situations. You'll find out how to locate the hidden problems, every unspoken no behind evry sort of money worry, and how to turn no into yes.

First, determine your problem. is the loan delayed because the banker doesn't like you, or ...

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Overview

At last, a single book that really can show how to solve your money problems and end worries about your business and career—better yet, a book that actually shows you how to turn adversity into success and how to get your own way even in "hopeless" situations. You'll find out how to locate the hidden problems, every unspoken no behind evry sort of money worry, and how to turn no into yes.

First, determine your problem. is the loan delayed because the banker doesn't like you, or beacuse your income statement doesn't show enough in the asset column?

Second, make sure you're dealing with one problem at a time. Don't try to rework your marketing at the same time that you trim your staff.

Third, focus on facts. Make sure that your own fears and worries aren't blinding you to the way things really are.

Fourth, become an expert. Immerse yourself in your problem; assemble all the information you need to understand your needs and wants, as well as those of your opposite number.

Fifth, create an environment of trust; and, if you need to, Turn no into yes.

The first part to Turning No into Yes is quick yet thorough course in Stephen M. Pollan's problem solving method, from problem identification through tuning no into yes. The second part includes literally hundreds of scenarios, showing how the method can be applied to a range of issues. It's like having a coach, strategist, and motivator at your beck and call, twenty-four hours a day!

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Product Details

  • ISBN-13: 9780066619927
  • Publisher: HarperCollins Publishers
  • Publication date: 1/5/2000
  • Pages: 272
  • Product dimensions: 6.12 (w) x 9.25 (h) x 0.99 (d)

Meet the Author

Stephen M Pollan is a New York City-based attorney, financial advisor, and life coach.

Mark Levine has been Stephen Pollan's collaborator for more than eighteen years. Together they have authored numerous books, including the national bestsellers Lifescripts, Live Rich, and Die Broke, and most recently, Second Acts. They have been nominated for three National Magazine Awards.

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Read an Excerpt

Part 1
The Discipline of Problem Solving

There's Always a No
Tell him to live
by yes and no—yes to everything good,
no to everything bad.
William James

Turn no into yes. Sounds too good to be true, doesn't it? I bet it reminds you of a pitch made by a former game show host during one of those Saturday morning infomercials. But believe me, this is no empty promise; it's real. You can turn a loan rejection into an acceptance, and a raise rebuff into an income increase. You can conquer your fear of starting your own business or shifting careers. You can solve every single one of your business or financial problems—and almost all your nonmoney problems too—using a simple checklist. And you can trust me. I'm not a former game show host; I'm a financial and legal consultant who spends his time helping people like you solve all their money problems and turn the nos in their lives into yes.

I believe a problem is anything that keeps you from being successful or that could keep you from being successful. I'm not looking to evaluate your problems or psyche any more than I judge my clients' problems or psyches. It doesn't matter to me whether they are real or imagined, or whether they are caused by you or someone else; they are still problems. I simply look at them as extant or expectant problems, equally worthy of treatment.

The checklist I'll be outlining in this book really does work with all business and financial problems. (It also works with most, though not all, personal problems.) That's because all those problems are fundamentally the same. Don't get me wrong: every single problem that every individualperson has is, in some ways, unique. After all, every person and situation is unique; your career or business is different from everyone else's; your perceptions are different from everyone else's. But underlying the unique specifics of your business or financial problem is a sameness: there's always a no.

I believe every business and financial problem has, at its core, some form of no. It could be an outright rejection: "We won't loan you the money." It could be a stall: "I'd love to give you the raise but the company just doesn't have the money." It could be a rationalization: "You're more valuable to the company where you are right now." It could be a set of outrageous conditions tacked on to a maybe: "I'd be happy to loan you the start-up funds if you give me thirty percent interest and pay it back in two months." It could even be a self-generated roadblock: "I'm afraid to give up my job and start my own business." In effect, no is any roadblock or obstacle blocking you from getting what you want. Turning no into yes is the process of overcoming or hurdling life's roadblocks and obstacles.

Whatever kind of no you're facing, the very fact that it's there also means there's a possible yes: "You've qualified for the loan"; "We're giving you a ten percent raise"; "We're promoting you to district manager"; "I'll loan you the seed capital for three years at two points above prime"; or "I can succeed in business on my own!" In other words, I believe there's a solution (a yes) to every business or financial problem (the no). There's a way to overcome every one of life's hurdles.

Nos, Obvious and Hidden

Sometimes, the no inside a problem is conspicuous, as in the case of Mitchell and Beth Lewis. They saw me as their last hope. Mitchell, thirty-two, had spent ten years managing a liquor store owned by his family. After the store had been sold, he stayed on at the suburban New York store, managing it for the new owners. Beth was a stay-at-home mom, who took care of their two children, Marcia, age six, and Nick, age three.

Mitchell and Beth had been looking to buy a home for more than six months. They had finally found the house of their dreams, a Cape Cod that was close to Mitchell's store as well as being in one of the area's finer school districts. They and the sellers had agreed on a price and had signed a contract. But their hopes were dashed when they were rejected for a mortgage . . . twice. In desperation they came to me because they'd heard I could help people turn a no into a yes. Within two weeks we were able to do just that. We uncovered that Mitchell and Beth were rejected because they didn't show sufficient income on their tax returns for the size mortgage they were seeking. We, however, knew they could afford it. Mitchell and Beth turned a no—mortgage rejection—into a yes—mortgage acceptance—by explaining to the banker that they received a regular annual gift from Mitchell's mother of $10,000. Including that as income in their application allowed them to fit the bank's lending ratios.

The no was painfully obvious for Kenny Donovan, since it came directly from the mouth of his boss. Kenny, a forty-two-year-old managing editor of a well-known entertainment magazine, hadn't gotten a raise in three years. Like clockwork, every April he would go in to ask his boss, the magazine's publisher, for an increase. And also like clockwork, he'd come out of the office with a rejection. He came to see me on the advice of his brother-in-law, a client of mine who worked as an editor for a different magazine in the same company; him I'd helped land a raise. After doing some digging we discovered Kenny's publisher simply didn't value the kind of administrative work Kenny was doing, since he didn't see it as contributing to the bottom line.

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