Covey on Motive

Covey, on p. 78 of The Speed of Trust. The One Thing that Changes Everything. (New York: Free Press, 2006), gives three components of Intent: Motive, Agenda, and Behavior. We already talked about Agenda--I got ahead of myself. So, let's back up on step and talk about Motive.

Covey says, "Motive is your reason for doing something. It's the 'why' that motivates the 'what.'"

Caring is the motive that puts people in your camp. We're pretty suspicious of people who act like they care. We see examples of all the time. Companies that rename customer service people "Customer Care Agent." We get bulk mail addressed to "Dear Valued Customer." He hear corporate tag lines that say "We care about you" when they don't even know you.

So we get jaundiced when people's statements aren't consistently manifested in their behavior. Still you have to show you care not just say you care. People will pick up on right away. Your motive has to be that you care.

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