FOCUS DIRECTING QUESTIONS

On determining CRITERIA: CRITERIA: is a name for a certain set of perceptions or behaviors What do you want in an X? Whats important about X? What do you value in an X? What will having x do for you? _ What is important to you when you X? What do you pay attention to when you X? What is significant when they x? When you X, what are you evaluating? The important considerations when you X, then, are? If X= Criteria thenWhat does X mean? ow do you !now when you or others are being X? What do you you need to see"hear"feel in order to !now that you"others are being X? When is someone being X? ow would you describe X? OUTCOME UE!TIO"! What do I want? What is the ob#ective? What do $ want for you"me?

What am $ here for?

3 UE!TIO"! T#AT CO"TRO$ %OUR &E!TI"% %&&What do focus on '&&What things mean to you (&&What to do to create the results you desire, What youre going to do about them& Eva'(ations) What does this mean?, What shall $ do? )res(ppostions: ow can $? What $f? T#E O))ORTU"IT% UE!TIO"! What am $ most excited about today? ow can $ go *the extra mile for someone today? What am $ reading or listening to today that will enlighten me? ow can $ exercise today to create greater energy? +o $ wan to ignore these ,uestions and suffer the conse,uences later? A!* +ETTER UE!TIO"!, ow can $ get this done? Whats the best way to get this done? -nd en#oy the process? Forward and Backward Thinking

-or.ard: What"Who am $ going to need to get the #ob done? +ac.ard: $f the #ob is to be completed by the '.th of the month, What steps must be made, -nd at what time to achieve it?

On estab'ishing a &IRECTIO"/ and a &E!TI"% ow can $ ta!e immediate control of my life? What actions can $ ta!e today that will shape my ultimate destiny? What can $ do today that ccan ma!e a difference/ that could help me and others to shape our destinies? ow can $ expand, grow, learn, and share that !nowledge with others in a meaningful and en#oyable way? What will $ now demand of myself? What will $ no longer accept in my life? What will $ no longer tolerate? Where will $ be in %.,%0 years? What will $ be then? What will you be li!e? Who will be your friends? ow are you going to live the next 0,%. years of your life? ow are you going to live today in order to create the tomorrow youre commited to? What are you going to stand for from now on? Ten years from now, Where will you have arrived? Who will you have become? ow will you live? What will you contribute? -re you interested or are you committed? Where do you really want to go? +REA*I"0 A )ATTER" !co(t $ee The E1ce''ence )rincip'e 232 $452 %&& delete one or more steps '&& reverse the order of the steps (&& change content 1&& insert new pieces 0&& change the response to the content #6p $ang(age )atterns 2$ want you right now to remember to forget all the things you no longer need to remember -3+ $ want you to forget to remember the things you need to forget45 )o'ite Commands 7Conversationa' )ost('ates8 6an you allow& There is no need $s it possible

!oftening )hrases $m wondering $m curious Would you be willing $m wondering, what, specifically, you mean by Would you be willing to tell me how, specifically, to? I"-O 0AT#ERI"0 UE!TIO"! What do you want? ow will you !now when you have the desired state? When do you want the desired state? Conte1t ow will your life be different if you get it? What stops you from getting it?

$m curious about

9A%! TO E$ICIT !TRATE0%: !TATE 6an you tell me when you were able to X? What is it li!e to X? 6an you X? ave you ever X? When were you best able to X? ow would you !now if could X? What do you need to do to x? What would have to happen in order for you to x? 777 ave you ever done X in the past? ave you ever felt X, even for a moment? ave you ever had one of those moments in your whole life? What did you do bac! then? $n you body, mind,, first ,, second,, and then what? 777 What is your recipe"strategy"mental se,uence for X $f $ really wanted to feel X, What would be the first thing $ would do? $f you felt X in the past, ow did you do it? What was step one, two, three? ow do you start it off? ow does it wor! for you? 777 What are we wor!ing toward? +isplay the behavior for me? ow would 8ohn act? 9how me how you wouldnt act? Well $ !now you dont !now but, if you did !now, what would it be? 6an you guess? $f you dont !now, lie to me, ma!e it up& ow would you feel if you did !now, What would you loo!/hear/feel? +o you !now anyone who !nows how to do this? +o you remember the last time you Xd? 777 %& thin! of something that one day a long time ago made you X& :emember a previous time in your life when you were totally X& '& something that could get you X because it might happen in the future& ;y anticipating something in the future that if it came about could ma!e you X& (& or you could focus on something that right now, that could be Xing you& <r by focusing on something in the moment that ma!es you feel X&

;I &O"<T *"O9= TEC#"I UE! Act as if 6o( did >no. ho.? Acs as if 6o(<re a'read6 there? Well, good, if you did !now, What would they be? =uess what they may be? +ream it tonight and let me !now tomorrow& Thin! of someone who does behave effectively in that context& 3ow watch and listen to what he does& -s! some friend what he would do& ow would you stand, tal!, breathe, face if you did !now? What stops&prevents you? What would happen if you did"didnt? What stands in y"way? )#%!IO$O0% Move 6o(r bod6 .ith a sense of intensit6/ certaint6/ and po.er? The CA)E 9A$*? +reathe strong/ ma@or e1p'osive movements// de'iberate? >hysical body, movements, gestures e&g&& *$m so depressed ow do you !now that? ow do you get yourself to feel so terrible? %o( have to do certain things in 6o(r mind and bod6 to fee' depressedA What are you picturing in your mind? What are you saying to yourself? Use / shift / a'ter/ change: ?uality of @oice) Tonality 9tand as if you felt totally excited and #oyous -9 $A you were happy& ow would you stand? >osture, ;reathing, Aacial Bxpressions, =estures, Wal!, Tal! ;reathing, Aace Change) What youre picturing in your mind ? 7interna' representations8 What youre saying to yourself? ow are you breathing? 6hange the way youre using your body appiness? 9it"9tand the way you would be if you were totally and completely X5 ;reathe the way you would breathe if you were totally and completely X 9ay something to yourself in your own mind 9ee what you would be seeing if Ca!e your face loo! li!e Dse that tone of voice 9it"9tand// ;reathe// >icture in your Cind// ear the sounds// Aacial BxpressionsE T#E &IC*E"! )ATTER" Or Using )ain/ )'eas(re/ $everage $everage) 9omething must change, $ must change it, $ can change it& )AI": What are the conse,uences that those beliefs have in your life? Whats the painful conse,uence that they create? What have you missed out in your life so far because of those beliefs"

What !ind of frustration and pain have you had? What will it cost you if you +<3T change now? What will happen if you dont stop X? Whats it going to cost you over the next ',(,1,0 years? Whats is going to cost you emotionally? $n terms of your selfFesteem? Ainancially? $n the relationships w"the peple you care about the most?

ow does that ma!e you feel? What will it cost you if you dont change? Dltimately, what will $ miss out on in my life if $ dont ma!e the shift? Whats it already now costing me mentally, emotionally, physically, financially, spiritiually? ow does it affect your loved ones, your children? )$EA!URE: $ots of reasons// strong eno(gh reasons// 9h6 change m(st ta>e immediate'6 not someda6 in the f(t(re? 9#% comes first? What is all the pleasure you will receive by ta!ing each of the actions right now" What will you gain? $f $ do change, how will that ma!e me feel about myself? What are all the positive impacts both in the present and in the long term? ow will you feel when youre already there? CREATI"0 &OU+T ow is this belief ridiculous or absurd? Was the person $ learned this belief from worth modeling in this area? What will it cost me emotionally if dont let go of this belief" What will it ultimately cost me) in my relationships,, physically,, financially? What will it ultimately cost my family"loved ones if $ dont let go of this belief? +E$IE- &I!!O$BI"0 UE!TIO"! +e'iefs: 9hat .e are/ and 9hat .e can do/ 9hat is tr(e/ 9hat .e be'ieve to be possib'e or impossib'e? I amC $ife isC )eop'e areC I<m notC IfCThenC What beliefs do you want to change? What beliefs would be useful for you to change? $f $ do change, ow will that ma!e me feel about myself? What !ind of momentum could $ create if $ change this in my life? What other things could $ accomplish if $ really made this change today? ow will my friends and family feel? ow much more happier will $ be now? What are the reasons as to why the change should ta!e place immediately? Why are you driven to ma!e the change now? E$ICITI"0 A"& MO&E$I"0 +E$IE-! Why do you do what you do? 3 -orms) What causes, cause and effect&

What things mean? What is important, what matters most& Why do you do what you do? What does that mean to you? What would happen if you didnt do that? What is that li!e? What do you compare it to? What is empowering to you about this? -fter eliciting, -6T -9 $A, as if it were true for G<D& What actions would you ta!e if you believed that? What would you do differently? What else would you be capable of ? FINANCIAL DESTINY
1. 2. 3. Value for Value if you want more, make yourself worth more. Concentrate on Quality + Service first, and profit will follow. lways !ive more than you e"pect to !et in return.

Copyri!ht 1##3$1##% &y 'ane (u&lishin!, )nc. and *o&&ins *esearch + ,-. /0- 1) ./ +)/0). $$ Chapter 22 2ay 3our4 3inancial 2estiny4 Small Steps to a Small 5or 6ar!e7 3ortune 8our 9utcome4 /ake control of your financial future &y learnin! the five foundational elements for esta&lishin! wealth.

8ou and ) know, intellectually, that money is merely a medium of e"chan!e. )t allows us to simplify the process of creatin!, transferrin!, and sharin! value within a society. )t:s a convenience that to!ether we:ve created in order to allow ourselves the freedom to speciali;e in our life:s work without havin! to &e concerned as to whether others will find our work worthy of &arter. 6et:s &e!in &y remem&erin! the power that our &eliefs have to control our &ehaviors. /he most common reason most people do not &ecome financially successful is that they have mi"ed associations to what it would take to have more money, as well as what it would mean to have e"cess money, i.e., money &eyond what they need to support their current lifestyle. /he second most common reason why so many people never master money is simply that they think it:s too comple". /hey want an <e"pert< to handle it for them. /he third ma=or &elief that keeps people from succeedin! financially and creates tremendous stress is the concept of scarcity.

Let's review the five fundamental lessons for creating lasting wealth . /hen ):ll immediately put you to work on &e!innin! to take control of your financial destiny. 1. /he first key is the a&ility to earn more income than ever &efore, the a&ility to create wealth. ) have a simple >uestion for you. Can you earn twice as much money as you do now in the same amount of time? Can you earn three times as much money? /en times? )s it possi&le that you could earn 1,@@@ times the amount of money you do now in the same amount of time? &solutelyA $$ if you find a way to &e worth 1,@@@ times more to your company or your fellow man. /he key to wealth is to &e more valua&le. )f you have more skills, more a&ility, more intelli!ence, speciali;ed knowled!e, a capacity to do thin!s few others can do, or if you =ust think creatively and contri&ute on a massive scale, you can earn more than you ever thou!ht possi&le. /he sin!le most important and potent way to e"pand your income is to devise a way to consistently add real value to people:s lives, and you will prosper. 3or e"ample, why is a doctor paid more than a doorman? /he answer is simple4 /he doctor adds more value. 0e has worked harder and developed himself so that he is worth more in terms of his capacity to add measura&le value to people:s lives. nyone can open a door. doctor opens the doors of life. +hy are successful entrepreneurs so well rewarded financially in our culture? )t:s &ecause they add more value than virtually anyone around them. /here are two primary &enefits that entrepreneurs create. 3irst, they o&viously add value to their customers &y increasin! the >uality of their lives throu!h the use of their product.. /he true purpose of any corporation is to create products and services that increase the >uality of life for all the customers they serve. )f this is achieved on a consistent &asis, then profit is a&solutely assured. 0owever, a company can profit in the short term and not &e here in the lon! term if it doesn:t continually add value to people:s lives. /his holds true for corporations as much as individuals. /he second thin! that entrepreneurs do is that, in creatin! their products, they create =o&s. Because of these =o&s, the employees: children can !o on to hi!her education and &ecome doctors, lawyers, teachers, social workers, and add more value to society as a whole$$not to mention the fact that these families spend the money that they earn with other vendors. /he chain of value is never $endin!. /he more value you contri&ute, the more you will earn if you put yourself in the position to do so. /he lesson is simple. 8ou don:t have to &e an entrepreneur to add more value. +hat you must do every day is to continually e"pand your knowled!e, your skill, and your a&ility to !ive more. /his is why self$education is so critical. )f you want to earn more money where you are today, one of the simplest ways to do so is to ask yourself, <0ow can ) &e worth more to this company? 0ow can ) help it to achieve more in less time? 0ow could ) add a tremendous amount of value to it? re there some ways that ) could help cut costs and increase >uality? +hat new system could ) develop? +hat new technolo!y could ) use that would allow the company to produce its products and services more effectively?< .0ow can ) !ive a &ettery >uality of product or service?

0ow can ) increase my skill, a&ility, talent, attitude, and education?