In today's fast-paced, everything's
possible, instant global access world we live in, most people have more
freedom and opportunity than in any period in history. We can virtually do
almost anything, go anywhere or be whatever we want. The paradox is that
many people don't know what they want for their life. Most have only a
vague or incoherent image of their future.
You can help. By asking one magic question, you can help other people (and
yourself) to clarify what's important for their future. The question is
called a 'future review' question. Here's how it works: Ask the people
around you, "If you and I were meeting here three years from today,
and you were looking back over the three year period, what must have
happened during that time to make you happy with your progress?"
It's as easy as that. And what do you do next? Just sit back and listen
very attentively. You have just asked that other person to describe their
preferred future. Some people will respond immediately with the enthusiasm
of someone who is painting a portrait of their life as they desire it to
be. Many others will have difficulty answering this question. Some may not
want to tell you. In any case, their response will tell you volumes about
them. Let's look at the possibilities.
With those people who readily answer your question, you will likely have
an interesting conversation about what is most important to them and what
would make them satisfied. In those cases where you can value-add to their
preferred future, or where you can help them achieve their desired
results, you have the basis for a long and satisfying business
relationship. In cases where you cannot help them, perhaps you can
recommend a resource who can.
The famous speaker, Zig Ziglar, says "You can get anything you want
in this life if you help enough other people get what they want out of
life." The future review question can open the door for doing
business together, pursuing joint ventures or just for a terrific
conversation.
With people who have difficulty answering your future review question,
help them by asking a series of smaller questions. Help them articulate
the things that are important to them. Ask what they would like to do,
where they would like to go, what they would like to have. Ask how they
would prefer spending their time, what kind of people they want to be
with, and so on. This can be a very creative and stimulating discussion.
It's not unusual for someone to have a fuzzy or incomplete image of their
short term future. This is not, after all, how most of us were taught to
think. Yet, one of the greatest services you can perform for these people
is to coach them to think through and talk about their desired outcomes.
And, here again, if you can help make their future come true for them, you
have just established the foundation for a great business relationship.
What about the people who refuse to answer your future review question?
Their unwillingness to answer likely means one of two things. First, their
commitment may be to the past, not the future. They may not have thought
about their future as something where they have any influence.
Secondly, their unwillingness to share their desired future with you may
indicate a lack of trust. In either case, you have no basis for a business
relationship. Some people don't have the courage or desire to dream, or
they don't trust you enough to share their thoughts with you. Don't waste
your time. Move on to someone else.
When should you ask the future review question? Think of it this way. When
do you want to know if you have a basis for a mutually satisfying business
relationship? Ask early and ask often.
We have been discussing this future review question in terms of business
situations. How useful would it be to ask this same question of friends
and family? What might you learn? For starters, you'll learn what would
make them happy. You then have the most wonderful opportunity to help them
pursue the desired future that will bring happiness to them.
Instead of second-guessing what it would take for your friend or family
member to be happy and satisfied, ask. You'll not only have the fun of
helping make their dreams come true, but just asking the magic question of
friends and family creates the most fascinating conversations.
The future review question is not really a magic question. It just works
like magic. And, by the way, it works not just for the people around you.
It works for you, too. Let me ask you a question. "If you and I were
meeting here three years from today, and you were looking back over the
three year period, what must have happened during that time to make you
happy with your progress?"
Your turn.
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