No one seems to be listening anymore. Have you noticed? Everyone is so busy, there's no time left to listen. This presents a problem because the human animal has an innate need to express thoughts and feelings and to be understood. People spend good money on therapists just to have someone who will listen to them for an hour a week.

As the information age bombards us with e-mail, voicemail, faxes, cell phones and videoconferences, the problem is only going to get worse. As entrepreneurs, we all know that when a societal problem becomes a phenomenon, the opportunity to ease or solve that problem for a profit becomes red hot--and that's exactly what I'm recommending.

Using a system created by legendary professional speaker Dave Yoho, Sr., called LQR, you can skyrocket your sponsoring numbers over time.

LQR is an acronym for Listen, Question, and Respond. The idea is simple yet profound: You build a series of highly targeted questions designed to uncover the primary needs, desires and wishes of your prospect; then, you listen, question, and respond. The power of the process is based on the idea that no one is listening to your prospects, and people need to be heard. Here are 10 open-ended questions to help you get started:

Feel free to use these questions, or make up your own. Once you ask the question, the real magic of the process begins, which is listening.

If you've established a little trust in your opening presentation, the prospect will open up and give you more information than you probably wanted to know. More importantly, the prospect will tell you exactly where to focus the next phase of your presentation.

The question we've had the most success with is "What keeps you up at night?" If you can solve a problem that's creating so much stress for someone that he's breaking out in a cold sweat just thinking about it, your value proposition is magnified substantially.

Chances are that stress levels in the workplace are going to continue to escalate. As our partner Larry Wilson says, we are living in a "permanent whitewater world"--change is happening at unprecedented speeds. Polls show that people are more uncertain about the future than ever before, and most lack the opportunity to take control of their lives. This is where you ride in on your white horse and save the day with your proposition. Here are some examples of what keeps people up at night:

Prospect: "I worry that if something happens to me, my family's future is in jeopardy."

You: "If I could show you a way to build a residual income in the next two to five years, an income that would come in every single month whether you were here or not, would you be willing to investigate it further?"

Prospect: "Sure."

You: "Great--here's the next step in the information process."


Prospect: "Our entire industry is in turmoil; I know my job is eventually going to be eliminated. This is all I know how to do, and I have no idea what I'm going to do next."

You: "If I could introduce you to a group of people who might be able to help you make the transition from employee to entrepreneur, would you be interested in meeting them?"

Prospect: "I'm not sure I'm the entrepreneurial type."

You: "You may not be--but if you're sick and tired of worrying about your situation, why don't you let me help you find out? I'll introduce you to our leadership team and together we can see if there's a fit."


Prospect: "I have three kids to put through college--and no idea how I'm going to pay for it. I don't want my kids to be saddled with debt the day they get their degrees."

You: "If I could show you a way to pay for all three of your kids' tuition--in cash--would you be willing to invest eight to ten hours week to make it happen?"

Prospect: "What do I have to do?"

You: "Make a list of everyone you know. List their name, address, and phone number. Let's meet next Tuesday at my office and I'll explain the details. I can't promise you anything, but I'm willing to explore the possibilities. Is that fair enough?"


Listening, questioning, and responding is a simple and systematic strategy for building your business. If it helped you achieve your goals and live your dreams, would you be willing to try it?

I'm listening.


Steve Siebold is co-founder of the Gove-Siebold Group (http://www.gove-siebold.com), a training organization that helps networkers develop world-class communication skills.