by Mike Stewart, CSP

A professional speaker friend of mine was honored at a formal black-tie dinner during the National Speakers Association convention a few weeks ago, a gathering of high achievers.

As he accepted the prestigious award, a tribute from his peers, he told the audience about the death of his parents when he was seven years old. He was left with an uncaring grandmother who turned him over to the state to be placed into foster care. When the authorities came to take him away, his grandmother said to him, "This will be the end of you. You'll never amount to a row of pins."

My friend, a self-made millionaire, held the impressive trophy high above his head and told the rapt audience, "I would just like to say to my grandmother, wherever she may be, "Nyah na na na nyah na."

The audience roared its approval and rose spontaneously to give this high achiever, one of their own, a standing ovation. We related to his story instantly because we recognized the enormous motivational impact that one defining moment had on his entire life.

Although each of us have led very different lives, almost every professional speaker in that ballroom had experienced defining moments of truth that contributed in large measure to the success we have achieved.

As professional communicators who are experts in numerous elements of human performance, most speakers are acutely aware of the potential for synergistic cause and effect relationships between human experience and personal performance. I urge you, whether you are a sales professional, team leader, or other aspiring high achiever, to explore this relationship in your own life and in the lives of those you lead.

What drives you? What goals define success for you? If you lead others, do you know what drives each of them and what their goals are? How do they define success?

"I believe that success is being happy and having a lot of money." - Kathy Lee Gifford

Although I personally like Kathy Lee's definition of success, yours may be quite different. Whatever your definition is, the deeply desired goals that truly define success for you can be powerful motivators.

I encourage you to set aside a few minutes to look back at the defining moments in your life - the turning points - and examine the impact those experiences are having on you and your personal performance today. Consider the additional potential energy these experiences could generate within you if you concentrated on them and drew on the emotional intensity they hold.

Once you identify the experiences that have the power to motivate you at a visceral level, and decide how you want your life to be different as a result, you can find the purposeful energy to perform at a much higher level.

For example, in my own case, the near-poverty my mom, my sister, and I endured following my parents' divorce continues to impact my life today. Because we had no car, I understand my desire to drive the finest car possible; because we lived on the charity of others, I acknowledge my fierce independence; because we were broke, I am determined to have enough money to feel safe.

"As God is my witness, I'll never be hungry again!" - Scarlett O'Hara

These goals, as well as others in my life, are not negotiable as far as I'm concerned. I think about them consciously and make them my priorities. They motivate me deeply. As a result I have always been willing to pay whatever price was required to achieve them, and I still am today.

You know what? My speaker friend, you, me, and the people we lead are all pretty much the same in this regard - we all have experiences in our past that are capable of motivating us to high achievement today. We just need to know where the motivational buttons are, and how to push them.

Once you begin to focus on what you truly and deeply desire in your life, you will find the motivational keys to drive you toward the success you seek. As a leader, when you take the time and make the effort to understand and reward the deepest desires of the people you lead, you will motivate them to extraordinary levels of personal performance and achievement.

I'm not sure who said this, but I agree with it completely: "I don't see many salespeople who are suffering from too much motivation."


Copyright (C) 2001 by Michael M. Stewart and Stewart & Stewart, Inc. All rights reserved.
Michael M. Stewart is the author of "Close More Sales! - Persuasion Skills That Boost Your Selling Power" (AMACOM, New York).

He may be contacted at:
www.MikeStewartSeminars.com
Tel +1-770-512-0022
Fax +1-770-671-0023

A FREE COPY of Stewart's white paper "The Impact of Personal Interests, Attitudes, and Values on Sales Performance" may be requested by e-mailing Info@MikeStewartSeminars.com