If you had a person, let us say Jeff, who places a very high valueon freedom and fun, and you compared him with someone else, called Sam who places a very high value on security and comfort. Wouldthey behave very differently and make very different decisions? Of course they would. Will they go on the same kind of vacation? I do not think so.
You know, Jeff who values freedom and fun might go mountain climbing ,sky diving, while Sam who values comfort and security may go on acultural museum visit for example. They will buy very different cars, marry very different kind of women and probably be in very different jobs.
When I wanted to find out what drove the top insurance agents in Singapore, I interviewed the top three and asked them, “What gave them the energy and the passion that made them different from all their colleagues?” The first lady I interviewed remarked that she was really driven every single day by her family. The way she wakes up at 6 a.m.every morning, she plans her day, makes the calls and followsthrough, she thinks about her family and how she is going to give them what she never had before. See, her value of family was totally in line with her goals ofbeing successful in her career.
But when I asked the second insurance agent who was equally successful, what drove him? He said it was not family at all. What drove him was the sense of achievement, of beating the competitionand always being ranked number one. This other person was just as successful again but what really drove him was a difference sense of value.
The third agent, who was equally as successful, was totally different. She said that every time she sold an insurance policy she felt so wonderful inside, knowing she had made a difference to the security of the family she was serving. And this inspired her to go on and on in spite of all the hard work and rejection. Again, her value of contribution and making a difference was totally in line with her goals.
These are all different values that drive all these people. But then when I worked with agents who were below average, those who were struggling to get by, I found out it was because either theywere not clear on their values or that their values were totally misaligned with their goals sabotaging their goals in the process.
It is very important for you to know what your towards values are. What are the significant emotions do you move towards on a daily basis?
What are the values do you move away from? Knowing and clarifying these values will allow you to make better decisions and take the required actions that are in line with yourvalues thus allowing you to accomplish your goals naturally.
