Power Questions: Build Relationships, Win New Business, and Influence Others

“Why do you do what you do?”
Suggestions for How to Use This Question
“Why do you do what you do?”
We do things for many different reasons. But when you put “should” in front of those
reasons, you can be certain all the pleasure and excitement will be soon drained away.
You will not find passion associated with the word should. No one gets excited about
should.
In contrast, when you unveil the true why of someone's work and actions, you will
find passion, energy, and excitement.
When to use the question
When you want to understand what motivates and drives the other person.
To help reenergize other people about their vocation.
Alternative versions of the question
“What are the most exciting parts of your job/of what you do? Why?”
“What are you most passionate about in your professional life? Your personal
life? Why?”
Follow-up questions
“Why are you especially passionate about that?”
“What gets in the way of your satisfaction?”
“What would make it even more rewarding?”

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10
In a Hushed Moment
Do you know anyone who smokes a corncob pipe? I didn't think so. Do you
even know what a corncob pipe is? I didn't think so.
Well. . .Alan G. Hassenfeld smokes a corncob pipe, And it's not because
he can't afford better. But the pipe isn't all that's unusual about Alan. In a
few moments, you will learn more about this corporate leader,
philanthropist, and world traveler.
The former Governor of Rhode Island, Bruce Sundlun, told me one day,
“Alan is the most influential person in the state, one of our strongest and
most effective leaders.” It's not just that Alan at the time was CEO of the
largest employer in the state, although that is a factor.
“He's an inspiration,” says the Governor. “He leads by example. He's
involved in dozens of activities that are good for the state and good for his
Temple.”
At age 41, Alan becomes CEO of Hasbro, the family corporation his
grandfather founded. The company produces toys and games.
Hasbro grows by leaps and bounds under Alan's leadership. It now has
revenues of $4 billion a year (that's a lot of toys and games) and is the
juggernaut of their market. Fortune magazine called it one of the hundred
best companies in the nation.
Alan left active involvement in Hasbro a few years ago. He remains as
Chairman of the Board. I'm impressed with the company's mission: We Are
Determined to Succeed. Alan also lives by that tenet.
I have been with him many times. On this particular evening I am writing
about, we are having a leisurely dinner at the Harvard Club in Manhattan.
We talk and talk.
“Hasbro more than doubled its earnings during your tenure, Alan. As
CEO, how did you handle tough situations and problems?”

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“I have a saying,” he tells me. “It's my philosophy: ‘Problems are like an
ice cream cone. If you don't lick them, they cause a mess.’” (I match this
with one of my own: Winners are like teabags—you never see their true
strength until they're in hot water.)
He treats me to a dozen more of his sayings. It is magnificent fun.
“You have been an immense success in life,” I tell Alan. “A recognized
corporate leader nationally. A mover of great regard within the Jewish
community locally and nationally. One of the most important spokespersons
in Rhode Island. Add to that a half-dozen honorary doctorates. What in your
life has given you the greatest fulfillment?”
It's a question I never raised before with Alan. Even with someone as
facile as he is, I was certain he would have to take some time to think the
question over before responding. But that isn't the case.
“It's very clear what has been most fulfilling for me,” Alan tells me. “It's
Hasbro Children's Hospital (in Providence). Our family put up the money
for the hospital. When you see the kids we help and you talk with some of
the grateful parents, it makes everything else I've done in life pale in
comparison.
“You know what I like best? At Christmastime I visit every room with a
present. What could possibly be more important? What could possibly give
you greater joy?” Alan speaks with buoyancy and a deeply etched spirit.
The question leads to his telling me about his sponsorship of the
Leadership Scholarship Program at Harvard and also at Bryant University
in Smithfield, Rhode Island. Alan also provides major funding to supply
clean water and assist with eliminating poverty in Sudan, Haiti,
Afghanistan, Thailand, and Israel.
Alan is among the blessed ones. He seems to seize the trunk of life. He is
committed to inspire others to dream more, learn more, do more, and
become more.
After my simple question, he continues talking. I learn so much. There is
a Russian word, shamanstuo—the quality of enchantment.
Then, something incredible happens. It is all a result of my question. He
swears me to secrecy.
“I want to tell you something,” he says. “But it has to be kept in the
strictest of confidence. We'll probably announce it in the next few weeks.

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For now only a few know about it, and now you.”
He leans closer, almost whispering. He makes certain no one is
overhearing our conversation.
“We are giving what will end up being close to $100 million to a project
in Manhattan. It will take the city and perhaps the country completely by
storm. It is one of the most exciting and most needed programs in the city.
Just thinking about it gives me shivers.”
You may recall that I initially asked Alan, “What in your life has given
you the greatest fulfillment?” That early question opens up a whole new
area of Alan's life I hadn't before known about. It's a vein that leads to a
mother lode. And because it's such an engaging question, it also provides a
confidential conversation I would not otherwise have been privy to.
Try this question with your friends, colleagues, and family. Ask them,