How a Five Minute Mentoring Conversation Delivered a New Direction

David Norris a business coach but his initial conversations with potential clients are classic mentoring. Five minutes and a few questions enabled one man to turn around his poorly performing business and do what he loved.

The business-owner was an IT specialist supporting local companies. His responses to David's first questions: How long have you been in business? How is it going? And, How many other IT people are there in this area? painted a gloomy picture. The business owner slumped in his chair. Asked: Who are your customers? He answered: "Anybody".

However, when David asked his next questions: Who is your favourite customer? and what do you like most about working with them? the guy lit up, he got energised, sat up and spoke with enthusiasm. It turned out the IT guy was an expert in, and loved working with, hotel booking systems. His best client was a local five star hotel. When David asked: Do you think there might be other clients with similar needs? the light went on - our area is a popular short-stay tourist destination with hundreds of motels as well as a growing number of resorts. The IT man suddenly realised that by specialising in what he was good at and loved, instead of trying to be everything to all customers, he could carve a specialist niche for a profitable business. He never looked back.

David Norris can tell business owners what to do to have a better business, he can show them and teach them. But David knows that the first step to making a difference in someone's life is to ask the questions that make people think for themselves. Questions enable people to gain insight, to have the "Ah Ha!" moment. This generates incredible energy that can be captured and turned into enthusiasm for a goal and actions. This is the power of mentoring. David says: "My approach always is to tap into and find the person's energy spot. What gets them going, enthusiastic. I know that once I find this we connect properly and the rest is easy. This is joy."

Whether it is a business, a career, an issue, problem or decision, a mentoring conversation uses four basic questions to develop strategies.

David's questions, all variations of "where are you now?" took just five minutes to produce a dramatic result. The business owner instantly knew what he wanted and what to do to get it. Other people and situations need more conversation to develop a specific goal and strategy. A mentor will use questions to elicit ideas and options, help identify the pros and cons of any proposed course of action and arrive at a plan.

The key to mentoring is skillful questioning and listening, guiding a person to tap into their own energy, wisdom and creativity.

This is mentoring at work. Mentoring works.