separates you and your company from the competition?   This question gives them permission to brag about their business.   4. What advice would you give someone just starting in the widget business?   This question makes them feel superior and allows them to do some mentoring.   5. What one thing would you do with your business if you knew you could not fail?   This question allows your friend to fantasize and they will be thankful that you cared enough to ask. 6. What significant changes have you seen take place in your profession through the years?   Asking people who are a little bit more mature in years can be perfect because it allows them to reminisce about the good old days.   7. What do you see as the coming trends in the widget business?   This is a speculation question and positions them as an expert in their industry, which makes them feel important.   8. What was the strangest or funniest incident youve experienced in your business?   People love to share war stories but dont usually get a chance to tell anyone about their experiences.   9. What ways have you found to be the most effective for promoting your business?   This question, again, elicits a positive reaction and also gives you an opportunity to see how they think.   10. What one sentence would you like people to use in describing the way you do business?   You are allowing them to give themselves a compliment. Who doesnt like compliments?   Youll notice something in common with each of these questions. They all center on the person you are talking to and allow her an opportunity to talk about herself. Dont expect to ask your Center of Influence each of these questions, but do have a few ready when you talk to others.   Start (or join) a Referral Group