The right question asked to the right person at the right time starts the process of that person hiring you...

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1 Full Practice 100 #37. Lazer Marketing Questions Page 1 of 5 Lesson 37 Using Lazer Marketing Questions Full Practice 100 Program Help/Q&A/Past Lessons PDF Please note: We are not able to resend lessons, but you may view/print them at You may also listen to any RealAudio clips and supplementary resources at that location. The right question asked to the right person at the right time starts the process of that person hiring you... So, if you're someone who doesn't like to market, or is afraid to market, or doesn't have anyone to market to, then you'll just love today's lesson because ANYONE who can ask a simple question can get paying clients. In 1999, we ran a poll of coaches and asked them to send in the questions they used with potential clients that were most effective in turning those folks into paying clients. Below is a list of the 50 most effective questions. You may ask anyone these questions. Don't wait to be asked to ask these questions. Just pick a couple of questions and start asking them. Of anyone. Whether you know them well enough or not. Treat it like an experiment. You see, just asking these questions puts you in the coaching mode and folks will sense this. I mean, who ELSE is gunna ask them this type of question? Step 1. Ask a powerful question. Here are the Nifty Fifty lazer marketing questions... Courtesy of Coach U which conducted the survey. 1. Where do you want to be in five years? 2. What's the biggest challenge you have? 3. What interests you most about coaching? 4. How perfect is your life? 5. If you could have anything, it would be When shall we start? 7. What are you looking for in a coach? 8. Would a coach help you earn more? 9. What are you wasting your time with? 10. What's holding you back the most? 11. What is your business vision?

2 Full Practice 100 #37. Lazer Marketing Questions Page 2 of What is your most urgent problem? 13. Where are you falling behind? 14. What opportunities are you missing? 15. What changes should you make now? 16. What goal are you ready to achieve? 17. Are you earning enough? 18. What holds you back financially? 19. What needs immediate attention? 20. Are you up for a personal makeover? 21. What are you putting up with? 22. What's the dream you have given up on? 23. What are you waiting for? 24. Is there a single change worth making? 25. What will your legacy be? 26. What does your ideal life look like? 27. What skill do you most want to learn? 28. Would you like to master the Internet? 29. Who is taking advantage of you? 30. What gifts aren't being fully developed? 31. Are you coaching or managing? 32. What measurable results are important? 33. What have you worked with a coach before? 34. May I tell you how I work? 35. What are you selling on your website? 36. What gets you out of bed each day? 37. What's your strategy to achieve that? 38. Would you like to sort that out? 39. What keeps tripping you up? 40. What's possible for you financially? 41. How might I be able to help?

3 Full Practice 100 #37. Lazer Marketing Questions Page 3 of Would support make the difference? 43. How would you use a coach for that? 44. Are you feeling a bit out of balance? 45. How open are you to collaboration? 46. Ready for the next level of your life? 47. Whose life are you living? 48. In you company, who needs coaching? 49. What is your most important project? 50. How much freedom is that costing you? Step 2. Listen, listen, listen quietly. Don't help. Don't interrupt. Don't share your wisdom. Don't offer your coaching services. Don't make annoying noises. Don't offer a solution. Don't rush them. Don't push for clarity. Don't react. Don't do what you normally do. Rather, incline your head or your ear and be INTERESTED, not INTERESTING. The absolutely fatal mistake that coaches tend to make is to insert their solutions, ideas, follow on questions, opinions, etc. before the person is open to hearing about them or you. The above questions are OPENING and expanding questions. They take a little time to hear, process and respond. Honor the person with this time. Be silent. Let the questions do their work, which is to get the person to think. Just be with them at this point. Let them feel your presence, even if over the phone. When the person is done responding [1 to 30 sentences later], nudge them some more to expand on what they said. Say something like "Interesting, tell me more." or "That's impressive. How did that happen?" Another approach is help the clarify by asking something like "Let me make sure I understand this. Are you saying X or Y?" Step 3. Offer to help. After you've engaged with them right where they are, and you've having a 2 way, expanding conversation, then you can offer to help, which is the lesson for tomorrow. I'll share with you 25 statement and questions that can move the person from this open place to agreeing to work with you as their coach. Stay tuned!

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5 Full Practice 100 #37. Lazer Marketing Questions Page 5 of 5 Improvements? What would you like to see added, expanded or clarified about this Full Practice Step? Please your suggestions/requests to julie@coachville.com. Every suggestion is carefully read but please understand that we cannot reply to individual s or provide tech support. The Full Practice Program is available exclusively to members of CoachVille.com