Jenna Marzullo-Stockwell - My Texas Takeaway: Don’t Forget the Power of Asking ‘Why’


Recently I was in Texas participating in the launch of Viridian in the largest deregulated state in the nation! This event was easily one of Viridian’s largest yet. It was so inspiring to see thousands of people from all different walks of life join myself and other Viridian leaders to celebrate this significant milestone for the company.

I decided to travel to Texas the week leading up to the launch – where I was lucky enough to share a townhouse with several of my CT and MA based teammates – that was located right in the heart of Dallas. While we had a great time learning and working together, what added to my experience the most was getting to connect with the people of Texas, who are so wonderful, warm and open minded to the business model. I was able to have some really engaging conversations during my stay, which I foresee evolving into exciting working relationships in the near future.

Overall, it was very much worth my time to go to Texas for this launch. One takeaway in particular that I walked away with from my trip, however, was that most of us need to ask the question “why” more often. It’s vital that we ask “why” more than just once, rather than stopping after the first time, so that we can get to the core of our own personal challenges and problems, build up our team, and better prospect and sell.

There are two ways you can ask this very powerful question. The first is by asking yourself “why” and the second is by asking others “why.” I advise you do both…here’s why (no pun intended):

Ask Yourself “Why”

There are a few good reasons to ask yourself “why.” For instance, if you’re not where you want to be in this business model, ask yourself why that is. But don’t just stop there; dig deeper, beyond the surface level, to determine what lies at the root of the situation. So, for example, in asking yourself “Why did I join Viridian?” you might conclude that the answer is because you needed more money, wanted to find more time freedom or wanted to become part of a greater community.

This is a great start, but I encourage you to keep asking why. So, if you need more money, ask yourself why this is the case. Perhaps the answer is that you need to be able to send your children to college. Well, why do you need more money in order to put your children through college? You’ll be surprised by just how much you discover about yourself in committing to the continual pursuit of “why” things are. You’ll eventually arrive on an emotional, clarifying and much-needed response.

Asking yourself “why?” also goes far beyond the business model; you can ask this question whenever you run into any obstacle in life.

Ask Others “Why”

In addition to asking yourself “why” ask others, as well. Whether these other people are your teammates or prospects, you can continue to nurture relationships with others by continually asking “why.” This realization hit me hard in Texas, as I had to establish solid relationships in a short amount of time. The best way for me to do this was to continually ask “why”; in fact, in doing so I was able to personally enroll new frontline during my very short time in Dallas.

For example, in Texas I started conversations by simply asking prospects “Do you like Dallas? Why?” or “What brought you here? Why?” You can essentially follow every question you ask with “Why?” It helps you to completely step outside of your comfort zone and start an open-ended conversation with someone where the outcome cannot be predicted.

It’s easy to ask more questions of yourself and those around you. Anybody can do it, and you can get started immediately. Remember: You don’t have to know everything. It’s okay to ask questions. There’s this misconception that as top leaders in this business we know everything, but really we’re just asking a lot of questions!

So, here’s one last question for you: Are you ready to get started asking “why?” I guarantee you will see outstanding effects as a result.