Today we’re talking about the law of curiosity. Growth is stimulated by asking why. The single greatest difference between curious, growing people and those who aren’t is the belief that they can learn, grow, and change. That’s it in a nutshell. Those who believe they can learn, grow, and change, and who believe it with all their heart, go out and look for solutions and look for answers for growth.

Think about this: Have you ever dealt with someone who already had all the answers? I think we all have, haven’t we? But what happens when I already know the answer to the question? And what happens when I stop asking the question? It sounds like this: “How do I grow my business double or triple?” versus “I’m only going to grow 10%.” “How do I create million-dollar producers or providers?” versus “I can only do half a million dollars.” So when you start talking to somebody, you can very quickly understand whether they have established a low level of belief about what they can attain or whether they are on a quest to elevate their belief. When I deal with any business owners, I ask very simple questions. In the past three years, how many million-dollar providers have you created in your practice as associates? Very few people have the answer to that. In fact, very few people have said “I’m a million-dollar provider.” Now, contrast that with someone who says “I’ve created five million-dollar providers.”

Wouldn’t you want to know how they did that? Wouldn’t you be curious if it could be done? Wouldn’t you ask a lot of questions as to how they found the people, how they trained the people, how they developed the people, how they incentivized the people? Wouldn’t that be the list of questions, the primary focus of your exploration into how to do it yourself? Or are you going to sit back and say “I tried that and it didn’t work”? What about your employees who will tell you these things can’t be done, or we tried to do that but it doesn’t work? Did they ever think to ask whether they did it right in the first place? Did you think to ask the question “I wonder if, when my employees tried something, they did it right in the first place?”

See, the law of curiosity says you’re always asking how, when, where, who, and why. These are natural questions; when you ask them about everything, and you quantify those things, you end up with process and programs and systems that work. But when you take an emotional approach to it — which is “Tried it, doesn’t work, doesn’t feel good, not going to do it” — then it’s guaranteed not to work.

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