When NO Does NOT Mean NO!

Mortgage and Lending with National Credit Fixers - Matt Listro

When NO Does NOT Mean no!


I do a lot of reading to help grow my business and hopefully, help you expand yours.  The following article was written by Tom Hopkins, long regarded as one of the top Real Estate Trainers in the world.  Hope you enjoy!


“Awhile back, I heard about a super salesperson who was extraordinarily successful prospecting by telephone. She seemed to have a real knack for it, even though she was fresh out of college - having no previous sales experience.


The company's other salespeople had targeted a list of high-profile potential clients and had been calling repeatedly month after month without success. This young woman was given an opportunity to work through the same list.


Almost immediately, the young woman began to get confirmations for the salespeople to make presentations to the real 'powers that be' at each company. It seemed the woman had an uncanny ability to get through a company's bureaucratic layers and into the decision maker's offices.


When asked about the key to her success, her employer said, "She just doesn't hear the word 'no.' When one method doesn't work, she simply tries another approach."


This woman's example offers a good lesson: No doesn't always mean no. In fact, it often means something entirely different.


As you meet more and more potential future clients and as you improve your skills, you should find yourself not hearing 'no' when they say 'no.' You should no longer timidly back out of the door or end the call, apologizing all the way for interrupting your prospect's busy day with your unworthy intrusion. You should respond with courage and conviction, press on, and try another tack. Extol the benefits of your product or service that the prospect so richly deserves. Capture their attention. Find the hot button that makes them give you a second look.


You need to understand what is really being said between those two little letters that have you so intimidated - N and O.


  • No may mean "Slow down, you're going too fast for me to absorb all of this
    wonderful and fascinating information. Take it easy. I want to get all of this." 
  • Or, "Wait, go over that part again. I'm really interested, but I'm a detail sort
    of person." 
  • Or, "That's all well and good, but what's in it for me? You really haven't shown me anything about the features and benefits that I am most concerned with."
  • Or, "You're doing all right, but you are really not keying in on my personal likes and dislikes."
  • Or, "I need to hear more about the value of this investment."


Of course, there will be occasions where 'no' really does mean 'no,' but those times are actually very rare - especially if you've done your homework on the potential client before making the first call. Tucked in there between N and O is a wealth of hidden potential.


Remember, nothing of tremendous value comes easily. It's your job to don the miner's hat and do a little excavating. Focus on the end result of having another happily satisfied client, rather than on the dust and rock you encounter along the way.


As you progress and enhance your skills, you will begin to develop your ability to read between the lines...or should I say, between the letters.”


Have an awesome week!


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Stefan Winter
Real Estate in IL & NV | Owner of Real Estate Web Tech | Daily Vlogger - Las Vegas, NV
Owner - Winter Group & Real Estate Web Tech

Not as much in real estate for me, but for my other businesses I have always followed this. To me if someone says NO I hear Maybe, then Maybe Yes and hopefully a YES later. 

Have not had one complaint of my training or coaching not helping someone reach a higher level of success so I guess persistance does pay off. 

Jun 04, 2015 02:42 AM #1
Rob Marken
Bend River Realty - Bend, OR
25+ years experience in Bend

What a great story! I agree that some times no doesn't always mean no. Thanks for sharing. 

Jun 04, 2015 06:08 AM #2
Hannah Williams
HomeStarr Realty - Philadelphia, PA
Expertise NE Philadelphia & Bucks 215-820-3376

Matt Listro Almost like when a seller says they will not take less for their house

Jun 04, 2015 06:30 AM #3
Ed Silva
Mapleridge Realty, CT 203-206-0754 - Waterbury, CT
Central CT Real Estate Broker Serving all equally

For many people No doesn't mean no except when I get a caller that I find annoying.  They get my understanding of No real quick

Jun 04, 2015 01:06 PM #4
Matt Listro
National Credit Fixers - Matt Listro - Vernon, CT
Your Credit Repair Expert

Ed - that made me chuckle! 

Hannah - sometimes the sellers get too focused on "persuading" their own realtor!

Jun 09, 2015 02:05 AM #5
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