TURNING ACTIVE LISTENING INTO A BILLION DOLLAR BUSINESS

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I was transfixed when a 13-year-old girl raised her hand and declared she tried to kill herself twice, once by hanging. She said this to Tony Robbins, renowned life strategist, in front of a diverse audience of 8000.  Tony Robbins & Peter Guber
Tony Robbins & Peter Guber

I've known Tony Robbins as a great story teller for almost a quarter of a century. But it was only then that I realized that story listening was as important as story telling. For the next hour and a half the girl spewed forth her story and then retold it in response to Tony's prompts. later, explaining his method to me, Tony said, "My job through the questions, prompts and listening with acute sensitivity, is to lay the narrative bread crumbs, like a trail they can pick up and follow to change their own story." Tony's acute listening and laser-sharp questions, guided the girl to tell herself a new totally authentic story, yielding a new meaning.

Tony's larger goal is to give individuals in his audience the insight and opportunity to craft a new story to tell to themselves and others - one whose meaning can change their lives. The process of engaging a volunteer in the audience to share his or her problem provides the content whereby Tony becomes the surrogate teller. In this role Tony listens "like a hawk," reading every aspect of the person's behavior and psyche. This creates an empathetic connection allowing the vulnerability of the teller to come forth and be transparent to the entire audience so they get they can make that change, too. This process translated to big back of the room book and product sales.