We often hear that people make decisions with their heads, but in reality, the main drive comes from a deep, inner feeling of why we do what we do. When we ask someone what they do or how they do it, the answer can often be superficial: “I lead a team,” “I produce a product.” But when we ask why they do it, the answer becomes emotional, deep, and connected to what gives them meaning. “Why” often changes everything, not only our understanding of our work, but also what motivates us to continue even when it’s difficult. It is this deep understanding that has the power to create trust, loyalty, and influence, qualities that characterize true leaders and strong brands. The limbic system of the human brain is a place that does not have language, but governs emotions, behavior, and decisions, responding to ideas that come from the heart. When a person shares with us why they do what they do, it resonates with the limbic system. This is where the invisible trust and connection that is essential to leadership is formed.
Leadership, trust, and influence begin not on the outside, with what we say or do, but on the inside, with our “why.” This connection is emotional, biologically real, and fundamentally human, and when we think about it as individuals or managers, we realize that our most powerful influence begins not with instruction, but with content, with the idea we feel.