“Why” Matters More Than “What”!
- Posted by Stephanie
- 23 January 2012
- Blog, Financial Behavior
As I shared in January’s newsletter I am using Darren Hardy’s Your Best Year Ever program to help organize myself to implement my plans for 2012. Darren shares this analogy on his audio program:
If I asked you to walk the length of a 20-ft board placed on the ground for $20, you’d probably do it. If I asked you to walk across the same plank perched between two 100-story buildings for the same $20, you’d say no. However if your child was on the other side of the plank and the building they were standing on was on fire, you’d cross that plank to save them.
Darren’s point was that the plank and the task didn’t change between the second and third scenario but the “why” changed a lot.
Knowing your clients’ “why” is the only way to know they’ll commit to the plans you create. If your clients tell you their “what” is to save $500,000, keep digging. Find out what they want to do with the $500,000; help them paint a vivid picture of what that life will look like, this is their “why”…then tell them what they need to do. The change in results can be astonishing.
