“The power of questions is the basis of all human progress.” ~ Indira Gandhi
I’m not sure who counted, but research says we can have as many as 60,000 thoughts a day. Go figure: the person we have the most dialog with is ourselves.
The implication? Ask a better question and get a better answer.
Better Questions for Yourself
- “What can I learn from this?” vs. “Why does this always happen to me?”
- “How will I set aside more money for my emergency fund next time?” vs. “Why do I never have enough money?”
Over time, if we are not aware of our self-talk, our questions become a habit, and more often than not, a negative one. With some intention, you and I can turn that around.
Better Questions for Real Estate
- Instead of “Why is the market so slow?” ask “Who in my database needs to hear from me today?”
- Instead of “Why did that recruit say no?” ask “What did I learn that will help the next conversation?”
- Instead of “Why can’t I stay consistent?” ask “What is the smallest step I can take every day?”
Write one better question on a sticky note and put it where you will see it every morning.
Four Questions Peak Performers Ask
- The value question: “How can we increase the value of our services to our customers today?” Rewards come in direct proportion to your service to others.
- The simplify question: “What can I eliminate, simplify, automate or outsource?” Whatever’s left is the most important part of your business.
- The want question: “What do I really, really want?”
- The trade question: “What am I willing to give up to get it?” This is the one most people skip. Chill time for gym time? Busy work for prospecting or recruiting? Your 7 to 9 p.m. for writing that book?
When you’re willing to do whatever it takes, you earn what you really want.
Five Quality Questions to Close the Year Strong
As you read this, how many days remain in the year? My business partner and I go through this exercise for our business and our personal lives. Maximizing the time you have left starts with five quality questions:
- What are the most important lessons you learned about yourself and your business this year?
- As a result of question #1, what is your plan to correct the course and close stronger than you started?
- What new disciplines must you start NOW and master to create the most successful close to the year?
- Who will hold you accountable?
- What new skills will you need to master to compete in the next 90 days?
- Marketing to create more appointments?
- Upgrading your capabilities presentation?
- Handling the most common objections using David Knox’s P.A.I.D. model (Pause, Acknowledge, Isolate, Discover)?
- Mastering the tools, technology or lead generation resources you already have but underuse?
Change the question and you change the answer. What’s your answer? What’s your next step?
Framework: This post is part of Action Produces Data, the coaching framework for consistent production: take the next right action, track it and let the results, not opinions, guide what you do next.
Want help applying this in your brokerage? Book a 30-minute conversation with Mark at calendly.com/mjsession.
2 thoughts to “Ask A Better Question”