Jan 19 2000 12:53PM ET
                                                                                        
                6 Steps to Solving Your Problems
                Are you worried that your loan application will get turned down? Or that you
                won't get that raise you wanted? Stephen Pollan says that if you become an
                expert problem solver, you will be able to eliminate many of your career,
                business and money fears. On today's Power Lunch, Pollan gave us these
                six steps that will help turn that no into yes. He is author of "Turning No Into
                Yes: Six Steps to Solving Your Financial Problems."

                6 Steps to Solving Your Problems:

                1. Figure out your real problem. Often, what initially appears to be one
                problem is actually a series of problems. At least one-third of my clients are
                focusing on the wrong problem. For instance, if you are turned down for a
                raise, it may be because you are in the wrong career. You can determine your
                real problem through self-analysis, or better yet, by talking to a problem
                mentor - someone who knows you well and whose judgement you trust.

                2. Take on one problem at a time. Many times we try to bite off more than
                we can chew and treat a series of problems as one. This can only lead to
                failure and frustration. If you can't solve your problem by taking one specific
                action, then you're dealing with more than one problem. For example, the
                question of whether you should retire is a series of problems. You have to
                figure out if you can afford it, where you would live, etc. Tackle each problem
                one at a time.

                3. Focus on facts, not feelings. Rational problems can be solved. Emotional
                problems can only be mitigated, or eased. Make sure you are dealing with
                practical issues, not emotions. For instance, if someone says, "I don't love
                you," you can't turn that into a yes because it's based on feelings. But if
                someone says, "I won't give you a raise," you can turn that into a yes
                because it's based on facts.

                4. Become an expert in the problem. The more you know about the
                problem and the people or issues surrounding it, the easier and quicker it will
                be to solve it. Research the problem. Sometimes you won't even need to use
                your expertise. Just the confidence and insight it provides will be sufficient.

                5. Create an environment of trust. It's much easier to solve problems when
                there's an atmosphere of cooperation rather than competition. Trust is
                normally only built over time. But you can take a shortcut to trust by showing
                that you care about the other person(s). You can do that through your facial
                expressions, body language, and asking questions and listening.

                6. Turn No into Yes.  If all of your best efforts fail and you receive a no, you
                can still appeal and turn that no into yes. The secret is to look behind the no
                and learn the real reason for it. Once you discover that reason, you have the
                key to turn it around. Launch an effective appeal addressing that specific point
                and you'll give the party no other choice but to turn that no into a yes.

                Stephen Pollan is a financial and legal consultant in New York City and the
                former CNBC "Answer Man." Pollan teaches his clients how to identify and
                solve their most pressing problems - from real estate and credit issues to
                establishing career paths to restructuring businesses to negotiating
                employment contracts and severance packages. In addition to "Turning No
                Into Yes," Pollan is the author of "Die Broke" and "Live Rich."



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