The "Why"

As a coach, I often feel we spend entirely too much time discussing the “How” and never enough time talking about the “Why.” Clearly the “How” of building a successful Farmers Agency is well chronicled. Our new University of Farmers has organized these success principles into some tremendous business building courses now available to all agents and staff. I encourage you to make this a part of your plan in 2008.

Although vital, understanding the “How” is not the most important element to building a successful agency. By themselves, proven business building steps and techniques will not build anything. The “How” cannot and will never implement itself! It needs the energy and passion of a spirited entrepreneur to bring it to a reality. This energy and passion comes from a core motivation, a dream or desire that becomes the high octane fuel that propels the “How.” What is this fuel? I call it the “Why!”

How much time do you spend thinking about your “Why?” It has been my experience that very little time is spent on this topic and yet it is the most important building block to success. We are told in Proverbs, “Where there is no vision, the people perish.”

Consider these questions:

• What are your life dreams, goals, objectives, wants and desires?
• Can you articulate them in a meaningful way?
• If you could paint a picture of the future, what would it look like? Family? Free Time? Relationships? Personal Income? Freedom? Flexibility? Peace of Mind? Contribution?
• Can you specifically describe this picture to yourself or better yet someone else?
• How would you feel if you were able to achieve this?
• What difference would it make in your life and in the lives of others?
• When would you like this to happen? Sooner or later?

These thought provoking questions will help you shape your “Why.” Grant Von Harrison, in one of my most favorite books, Drawing on the Powers of Heaven, said, “Desire is more than a mere wish, it is the motivating conviction that moves one to action.” What is your motivating conviction? When properly cultivated, your “Why” will move you to action. Hyrum Smith of the acclaimed Franklin-Covey organization said, “When your daily actions are in concert with your governing values (core motivations) you will experience inner peace.” At the end of the day, isn’t that what we all are searching for, that inner solace and peace of heart that says “all is well.”

And so the introspective question remains, Are your daily actions in concert with what you value most?

Without question, the Farmers Agency Opportunity is the best small business opportunity in America today! With all of the changes and enhancements that have been marshaled in the last 5 years, I cannot think of a better place you could be than right here, right now, with the people you are associated with. Congratulations for your insight and wisdom by positioning yourself in this way. But, make no mistake, Farmers is just a business vehicle. In a sense it is just a “How.” You must apply your burning desire, your “Why,” to make your dreams come true.

As you travel this journey, if you are like me, you will come to intrinsically realize that your own perspectives are limited. To become a high performer you need a coach, mentor and even a relationship with an organization or group of people to help you along your way. Would Michael Jordan have ever reached his incredible success without Phil Jackson, the NBA or a team like the Chiciago Bulls? Of course not! At the lest he needed 4 other players on the court with whom he could interact. For long term success, it always takes some type of team...

I enhanced my support team this year with such an organization and individual. Richard Geno was a business coach before it was fashionable to be one. He has been coaching people to success since the mid 1970’s. Richard built his personal career and substantial fortune over nearly four decades in the financial services field. I could go on and on about Richard, but suffice it to say that Richard is an accomplished business professional and author who walks the walk and spends a significant part of his life helping others achieve what he calls, “The Balanced Life Experience.”

Early in 2006 I joined one of Dan Sullivan’s Goal Cultivator communities along with a handful of other successful District Managers and met Richard who is our course facilitator. The quarterly Goal Cultivator experience has been life changing for me. The experience has added new distinctions and learning methodologies relating to goal setting and living a balanced life that I had never before considered. Dan Sullivan’s materials and insights are simply exceptional. It has been a rich and rewarding experience thus far.

Last year I gave each agent a copy of Richard’s book, The Balanced Life Experience for the Holidays. Knowing Richard personally made reading his book all the more enjoyable. I hope you read his book and enjoyed his comments… I would encourage you to revisit his thoughts from time to time.

As so the question lingers, “Are your daily actions in concert with what you value most?” Spend time with your “Why” and make it a burning desire. If your daily actions are not consistent with your “Why” then make the necessary course corrections to get back on track. The worst thing in life is to look back and have regrets.

Live On Purpose! Dream a little bigger, stretch a little further and you will become who you were meant to be…

But Where Are The Nine?

During this time of Thanksgiving I am reminded of a story in the New Testament which engages our thinking with respect to the topics of thanksgiving and gratitude. It is found in the 17th Chapter of Luke, verses 11 through 17.

“And it came to pass, as he went to Jerusalem, that he passed through the midst of Samaria and Galilee. And as he entered into a certain village, there met him ten men that were lepers, which stood afar off: And they lifted up their voices, and said, Jesus, Master, have mercy on us. And when he saw them, he said unto them, Go shew yourselves unto the priests. And it came to pass, that, as they went, they were cleansed. And one of them, when he saw that he was healed, turned back, and with a loud voice glorified God, And fell down on his face at his feet, giving him thanks: and he was a Samaritan.”

And Jesus answering said, Were there not ten cleansed? but where are the nine?


With so much to be grateful for in my life I have often asked myself, “Am I like the one who came back to express thanks or is my behavior more like the nine who went their way giving no recognition for what they had received?”

This story urges us to ask ourselves, “How would I respond?”

We have so much to be grateful for… For our freedom, our health and safety, our families, our friendships, our faiths, our favorable circumstances, for our capacity to work and to give and to share with others. Also, for the Farmers organization and for the significant network of support we find ourselves being the beneficiaries of on a daily basis….

The list goes on and on…

It’s overwhelming how much we have in America and the bounteous blessings that are ours. Please take the time to not only express thanks, but to express gratitude. Have you ever wondered what the subtle difference is between expressing thanks and gratitude? Expressing thanks is often a simple verbal expression, but expressions of gratitude are much deeper. Gratitude denotes some form of extended action or service or a measure of contribution relating to that of which we are expressing thanks.

David O. McKay said, “Thankfulness is measured by the number of words; gratitude is measured by the nature of our actions.” What a great rule to live by...

So…

• If we are thankful for the free country in which we live, then we should vote and let our voices be heard in the American political process.
• If we are thankful for our families and the relationships we hold dear, then we should spend time with those we love and express our thankfulness through acts of service and kindness.
• If we are thankful for the favorable economic circumstances that are ours, then we should seek to give back, in our own way, to help others become more successful and self-reliant.

These are individual choices, but what a difference there would be if all of us moved from simply expressing thanks to showing gratitude. Can you imagine the shift in our culture? Can you imagine the impact felt by this outpouring of contribution? Never discount the power of one...

I am reminded of another story that continues to pull at my heart:

“The District of Columbia police auctioned off about 100 unclaimed bicycles Friday. ‘One dollar,’ said an eleven-year-old boy as the bidding opened on the first bike. The bidding, however, went much higher. ‘One dollar,’ the boy repeated hopefully each time another bike came up.

“The auctioneer, who had been auctioning stolen or lost bikes for 43 years, noticed that the boy’s hopes seemed to soar highest whenever a racer was put up.

“There was one racer left. Then the bidding mounted to $8.00. ‘Sold to that boy over there for $9.00,’ said the auctioneer. He took $8.00 from his own pocket and asked the boy for his dollar. The youngster turned it over—in pennies, nickels, dimes, and quarters—took his bike and started to leave. But he went only a few feet. Carefully parking his new possession, he went back, gratefully threw his arms around the auctioneer’s neck and cried.”

Let us resolve to be more grateful! May each of you enjoy a safe and glorious Thanksgiving Holiday. I express my sincere gratitude to each of you for the goodness that you represent and the hard work that you exemplify in shepherding the needs of others. I continue to pledge my efforts to help you in any way I can to reach the heights that you desire, to experience greatness in your pursuit of happiness!

Have an enjoyable week!