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?"
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