1. ASKING THE RIGHT QUESTIONS A TEAM EXERCISE
WORLD CLASS TRAINING: GETTING YOUR FIRM ON TRACK
PRESENTED BY SAM M. ALLRED,
FOUNDER & DIRECTOR OF UPSTREAM ACADEMY
ASKING THE RIGHT QUESTIONS A TEAM EXERCISE

2. “Those people who develop the ability to continuously acquire new and better forms of knowledge that they can apply to their work and to their lives will be the movers and shakers in our society for the indefinite future.”
Brian Tracy

3. That we live in an information-driven world is hardly headline news
That we live in an information-driven world is hardly headline news. In many ways, knowledge truly is power in the 21st century.
What may be surprising to some is the key role questions can play in acquiring the knowledge so essential to success.

4. “I never learn anything talking
“I never learn anything talking. I only learn things when I ask questions.”
Lou Holtz

5. But not just any questions
But not just any questions. The questions that help us to succeed are those that get to the heart of the matter, that reveal enduring principles, and help us chart a sure course.
“Asking the right questions takes as much skill as giving the right answers.”
Robert Half

6. WHAT DOES THIS MEAN TO YOU?
“The ability to ask the right questions is more than half the battle of finding the answer.”
Thomas J. Watson, Jr.

7. WHAT DOES THIS MEAN TO YOU?
“My greatest strength as a consultant is to be ignorant and ask a few questions.”
Peter Drucker

8. WHAT DOES THIS MEAN TO YOU?
“Quality questions create a quality life. Successful people ask better questions, and as a result, they get better answers.”
Anthony Robbins

9. DEFINING THE TEAM EXERCISE
For purposes of this exercise, each of you are Upstream Academy consultants. The following slides will depict a variety of situations you find yourself in. You need to brainstorm the very best questions to ask in each of the following situations.

10. SITUATION #1
You will be meeting with a key firm client for lunch and you have a great desire to generate more work from this client.
Brainstorm and select your two best questions.

11. SITUATION #2
You will be meeting with a key prospective client for what you perceive to be the final meeting before a decision is made.
Brainstorm and select your two best questions.

12. SITUATION #3
You will be meeting a firm’s key referral source for lunch. Your desire is to encourage this individual to continue to send high quality referrals to you and the firm.
Brainstorm and select your two best questions.

13. SITUATION #4
You have the opportunity to spend 15 minutes with one of the brightest minds in our profession.
Brainstorm and select your two best questions.

14. SITUATION #5
You have a chance to spend 15 minutes with one of your firm’s best competitors.
Brainstorm and select your two best questions.

15. SITUATION #6
You have the opportunity to eat lunch with a very successful partner who is in the process of retiring.
Brainstorm and select your two best questions.

16. SITUATION #7
You are coaching someone and feel like this individual is not putting forth the best effort toward career growth.
Brainstorm and select your two best questions.

17. SITUATION #8
You supervise someone and want this person to grow by moving out of a long-established comfort zone.
Brainstorm and select your two best questions.

18. SITUATION #9
You have a B or C-level client and sincerely want to improve your relationship and have this client become an A-level client.
Brainstorm and select your two best questions.

19. SITUATION #10
You are around someone who is negative all the time. You want this individual to understand the impact such an attitude has on career opportunities.
Brainstorm and select your two best questions.

20. SITUATION #11
You want to hire someone out of college who feels strongly about loyalty.
Brainstorm and select your two best questions.