Start With Why

I recently finished reading the book "Start With Why" by Simon Sinek. In it, Sinek argues that the "What" of what we do makes a far less compelling a sales pitch or motivation than the "Why" of what we do. 

It isn't that the What isn't important.  It's simply that the Why should come first. Having established the Why, we should choose What's—the specific features of a  product or action steps we take—that support and align with our Why.

A recent New York Times article "The Secret Effect of Motivation" develops a similar idea. In this article, the writers assert that a sense of inner purpose is far more motivating than an awareness of external rewards. 

In these two pieces, we find a compelling argument for how human motivation really works, and the key element that is taken for granted far too often.

To combine the two discussions, a company like Apple is more successfully motivated by their inner Why's of revolution and independent thinking (illustrated by slogans such as "Think Differently"), than it is by their desire for external rewards such as "to make a lot of money selling computers."  Sure, Apple makes a lot of money selling computers, but Steve Jobs could have made a lot of money selling computers in any number of ways. He could have taken a job working under Bill Gates at Microsoft, for example. But, Jobs didn't because his inner sense of Why differed from that of Bill Gates. One leader's Why was no better or worse than the other's. The two Why's were simply different. In order for Jobs to fulfill his personal Why, he developed the What that became Apple.

While I initially picked up Start With Why to explore ideas relevant to my entrepreneurial pursuits, it clearly reflects not only the way I run my business, but also the way I engage students in the test prep process.

Test prep should start with "Why," not "What." Without a strong Why, it is too easy to slip up on the What's necessary for effective prep. To procrastinate homework, or not do it at all. To avoid taking full practice tests. To move on before reviewing wrong answers. 

Most test prep organizations don't get to the Why at all. They might connect students and parents with external motivators, like good scores or getting into college. But, maximum results require more than the promise of some external payoff. They require internal drive on the part of the student. Sometimes inner purpose  shows up on its own, but ideally students have supportive parents, mentors, teachers, and coaches to further engage and nurture it.

It's one thing to motivate someone to take an action, it's another to fuel someone's inner motivation so that they take consistent actions.

One action might create an opportunity, but consistent actions create results.  {Tweet It}

Best of all, the results of starting with Why don't end with one specific What like a test score, or even college admission. Rather, they spark interest, curiosity, engagement, and passion that propel us forward in our pursuit of future What's that reflect our Why.

Watch a video of Sinek's TED talk below.

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