One Question Cost Me Over $100,000. Five Questions Changed Everything.

The Most Expensive Words I Ever Spoke.

I still remember the coffee shop where it happened.

For forty-five minutes, I delivered what I thought was the presentation of my life. I explained the business model, showed the income projections, painted the picture of financial freedom. The person across from me nodded, smiled, and even took notes.

When I finished, I leaned back and said the five words that haunt me to this day:

“Do you have any questions?”

They paused, tilted their head, and then came the deal-killing reply:

“Not really. Let me think about it.”

I never saw them again.

The $100,000 Mistake

A few months later, that same person joined someone else doing the exact same business. Within their first year, they earned over $100,000.

That could have been my commission. That could have been my success story.

Instead, it became my most expensive lesson.

The Turning Point

Three months later, I was driving home from another failed presentation, frustrated and ready to quit.

That’s when I decided to invest in myself.

I started devouring every training I could find—audio programs during my commute, books before bed, seminars on weekends.

I studied the greats—the legendary closers, the masters of persuasion, the mentors who had built empires by mastering communication.

One concept kept appearing across every program I consumed:

"Closing isn't about giving a great presentation. It's about asking the right questions."

The more I learned, the clearer it became.

When I asked, “Do you have any questions?” I was handing prospects the steering wheel and saying, “Here, you drive now.” But most people don’t know where they want to go—they need guidance.

As one mentor put it:

“A professional doesn’t ask if they have questions. A professional asks questions that guide them to a decision.”

That realization changed everything.

The Transformation

Two weeks later, I sat across from someone else in the same coffee shop.

Same presentation. Same business opportunity. Same income potential.

But this time, when I finished, I didn’t ask if they had questions.

Instead, I leaned forward and asked:

“Which part of what you just saw convinced you this could work for your situation?”

Their eyes lit up.

“Well,” they said, “I loved the part about working from home. And the idea that I could start part-time while keeping my job... that really appeals to me.”

They were selling themselves—not me selling to them.

From there, I guided them through four more questions. Each one pulled them deeper into ownership of the decision.

By the end of our conversation, they weren’t asking if this was right for them—they were asking when they could start.

That person became one of my most successful partners. In their first year, they earned nearly $100,000.

The difference between losing one and winning the other?

Five questions.

Real-Life Proof

Over the years, I’ve seen this pattern repeat itself.

- A former colleague from my early career days—who once earned just enough to get by—later became one of my strongest business partners because I guided them with the right questions.

- A mother of four who worked as a sound engineer at a TV station, living on a modest salary, also transformed her life by answering these very same questions. Within a year, she went from surviving month to month to building a new lifestyle for her family.

The lesson? The questions you ask matter more than the presentation you give.

The Questions That Kill Deals

Most people lose deals because they ask what I call “weak questions”—questions that sound polite but kill momentum:

- “Do you have any questions?”

(Translation: Please find reasons to say no)

- “What do you think?”

(Translation: You’re in control now, not me)

- “Are you interested?”

(Translation: It’s okay to be wishy-washy)

- “Would you like to think about it?”

(Translation: Here’s your exit ramp)

- “Should I follow up later?”

(Translation: I’m afraid to ask for a decision)

These questions hand control to the prospect.

And here’s what I learned:

Most people don’t want control. They want guidance.

The Questions That Close Deals

After studying the top closers in my industry, I discovered they all use variations of the same five questions.

I call them “power questions” because they create results—for you and for your prospect.

Here’s the sequence that transformed my business:

Question 1

“Which part of what you just saw convinced you this could work for your situation?”

Question 2

“How much would you need to earn each month for this to be truly worthwhile for you?”

Question 3

“When you’re earning that extra $[their number] per month, what will you do with it first?”

Question 4

“What do you see as the biggest obstacle standing in your way of reaching that income goal?”

Question 5

“If I can help you overcome that obstacle and reach [their number], what’s stopping us from getting you started today?”

The Final Lesson

One weak question cost me over $100,000.

Five strong questions gave me partners who built lifelong businesses with me.

The choice is simple: ask weak questions, and lose. Ask strong questions, and win.

Which of these five questions feels most uncomfortable for you?

That’s the one you need to practice first.

Share your experience in the comments—I’d love to hear how it goes.

Want More?

This is just one lesson from my journey of building businesses and creating financial freedom.

👉 Visit my blog for more strategies www.andresuccess.com/blog

👉 Explore my books on Amazon: www.amazon.com/s?k=Andre+Abouzeid

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Andre Abouzeid

Wealth Strategist | International Entrepreneur | Co-Author with Brian Tracy

Helping entrepreneurs and investors build sustainable wealth through proven strategies, smart partnerships, and entrepreneurial leadership — backed by 25+ years of global experience.

👉 Learn more: www.andresuccess.com/blog📚 Explore my books: View on Amazon

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