A client I was coaching a number of years ago told me, “Coach Mark, I can’t wait to get started doing what we discussed today.”
I asked what may seem like a silly question:
Q: “Why is that important to you?”
The response was:
A: “It would help me sell more homes!”
I then asked her:
Q: Why she wanted to sell more?
A: “So I can make more money.”
My next question?
Q: “Why do you want to make more money?”
A: She said, “Because I need the money to buy a larger home.”
So I asked, “Why?”
A: And she said, “Because I want my mother and sister to move in with me.”
Why?
A: “Because it has been our dream for a few years to co-own a big house and live together as a family.”
So NOW you have identified what you really want.
It’s a large house with your family living with you.
You don’t really want to sell more houses (that is a good thing but a by-product, the enabler of what you really want).
What she REALLY wanted is the experience of having her family living in the same house.
Success for her was being able to provide a home for her mother and sister!
So what is it you REALLY want?
