By Mary McLoughlin.
Direct Selling leaders have such amazing hearts. I never tire of watching you love on your people. Heart is one big reason people are attracted to direct selling and why they stay engaged. Heart builds relationships and brings joy. What resides in a person’s heart is what matters to them.
When, you, the leader, discover what’s in your team member’s heart, you create a strong bond, and you help them identify what matters. It’s where their why resides. Imagine a team where each member has a clear picture of what matters most to them personally and connects this picture to their business. I imagine a team on fire!
You can discover a person’s heart when you take the time to dig beneath what they want to uncover why it matters to them. You will know they have arrived at this place when you hear their emotion shift. Let’s explore how to uncover their why.
Listen and then listen some more. Often when we hear our team member share what they want, we stop and get started on an action plan. The shift to action puts all the focus on DOING and does not engage the power of their motivation.
Ask questions. Help them connect WHAT’S important with WHY it’s important. Here are a few possible approaches:
- What makes this important to you?
- Who do you impact when you achieve this?
- What difference will this make to you and your family?
- What will it look like when you accomplish this?
- How will you feel when you accomplish this?
Acknowledge what you hear. Repeat back what you hear said. When you receive confirmation and see emotions shift, you will know that they have found their why. Spend some time exploring what it will be like when their why is their reality.
Connecting to the hearts of your team will transcend your business and build those lifelong relationships. Help them connect their why to their business and keep it in front of them. Motivation creates action, and actions produce results. Enjoy the journey, and go ahead, lead with your heart.
