I get asked to do lots of things.

Generally, I don’t want to do anything, so I have a negative first response. I’d rather watch TV.

I think most of us are hesitant to take on anything else. We all feel overwhelmed by whatever we’ve already got on our list.

Sometimes, however, we’re not the one being asked to do something: we’re the one doing the asking. Sometimes, it’s our job to get others to commit to something.

How can you get them to agree? How can you get them to say yes?

The Foolproof Technique for Getting to Yes

This technique has worked on me and for me. It’ll work for you.

Instead of asking someone to do it now or soon, ask the person to do it way, way off in the future.

If, for instance, you’re asking speakers to talk at a CLE you’re organizing, ask them early—really early—like six months out or longer.

Why This Technique Works

Everything seems easier when it’s way off in the future.

• If you call and ask me to speak to a group next summer, then I’m likely to say yes.
• If you call and ask me to speak to the same group next week, then I’m likely to say no.

Of course, when summer arrives, I may regret having agreed to speak, but I’ll be locked in. I’m doing it regardless of whether I like it.

Lock In the Commitment Now

Time passes. There’s nothing we can do to stop it. Start thinking now about what you’d like others to do by the middle of next year. Ask them to commit now and get it locked down on the calendar. You can even let them decide on the date for their commitment.

Need your associate to put together a new set of blank forms? Ask today, but instead of asking for it to be done by the end of December, ask for it by the end of June. You’ll get easy agreement and, in June, you’ll have your forms.

Do it the old way and you get resistance, excuses, and, in many instances, a lack of results. Ask for it way off in the future, and you’ll get what you need.