If you’ve been following the blog, you will know that we’ve spent a lot of time lately thinking about what motivates people, and the importance of “Why” people do what they do. Often times the best way to make sense of something is to relate it back to your own life, and your own experiences.
Given that, who are the top five people in your life that motivate you? Take some time to really think through that. Even more importantly, take some time to think about what it is about those five people that motivates you.
Chances are, you’re not attracted to the “something” that they do—you’re attracted to why they do that “something.” Have your parents motivated you simply because they were your parents, or did they motivate you because of the “Why” that led them through parenthood? Does your friend, who is a surgeon, motivate you just because of their profession? Or, do they motivate you because of the reason why they choose to be a surgeon? Did your favorite teacher from high school motivate you just because they were your teacher, or was there a deeper “Why” at play?
All of this is to drive home the point that people are motivated by “Why”. The right clients won’t gravitate towards you just because of the fact that you’re a financial professional—the right clients will gravitate towards you because of your “Why”.