I’m big on “how to”. I like learning how to do things and getting good at doing them. To be the best that I can be so I can accomplish my goals, feel pride in creating things and changing people’s lives.

So I read and study and practice the how-tos

But while “how” is important, it’s not as important as “why”.

You say you want to grow your practice by one-third this year? Why do you want that? What will you do with the money?

Pay some bills? That’s probably not enough to motivate you to do what you need to do to achieve your goal. Money in, money out, another day, another dollar.

On the other hand, if the reason you want to earn more money is to help your aged parents finally retire, because they worked hard all their lives and are still working to pay their bills. . . that’s a big reason why.

That’s the kind of “why” that will motivate you to make the calls or start a newsletter or do other things to bring in more business. It’s what will keep you trying new ideas, staying the course when things get tough, get past rejection or disappointment or fatigue that might otherwise cause you to give up.

Ask yourself what you want. And then ask yourself why you want it.

When you have a big enough why, you’ll figure out how.

Why is more important than how