What does “Yes, And…” really mean?

“Yes, and…” are two words that can be used to diffuse conflict almost immediately.

Negotiation experts from around the world are teaching this simple, effective, technique to help people get what they want.

The concept of “Yes, And…” actually originates from the world of Improv.

In fact, celebrity agent Ryan Serhant from Million Dollar Listing claims,

“The most important training I ever did to be a real estate agent was taking Improv classes… and I still make everyone who works for me take improv.”

Ryan Serhant currently leads one of the top real estate sales teams in New York City (ranked by The Wall Street Journal). He continues in this interview,

“Because the most important thing you can do as a salesperson is learn how to listen, and learn how to act on your feet.

Those are two things that a lot of people think they have but is it's a muscle.

To be able to think on your feet and never use the word ‘No’ is a really hard thing to do.

To be able to say ‘Yes, and…’ over and over and over to whatever your client is saying… really helped me a lot when I first started.”

I need to clarify that when Ryan insists on ‘saying yes to your client’ he does not mean you should agree with what your client says.

In improv terms, ‘Yes’ does not necessarily convey agreement.

‘Yes’ is the acknowledgement and the acceptance of an idea. The “And…’ is your response and reaction to the idea.

This allows your clients to feel seen and understood, so you can work with them to resolve problems. 

When you catch yourself using or saying “Yes, but…” replace this with “Yes, and…” then watch what happens.

Give it a try today!