Do you know what motivates you? Motivation has changed dramatically in the last few years. Most of us don’t even know what motivates us. Or, we may be using some old motivational method that just doesn’t do the trick.
Identifying What Motivates You–and What Doesn’t Work
In his revealing book, Drive: The Surprising Truth About What Motivates Us, Daniel Pink lays out a persuasive case, backed by extensive scientific studies, about why the traditional ‘carrot and stick’ motivational methods just don’t work for us today. It’s especially true with real estate professionals. Why? Because we in effect work for ourselves. We have to be self-starters, initiators, and tenacious in our pursuit of our goals. That means we have to be motivated (and motivate ourselves) by things other than promises of material things.
Why Money Doesn’t Work as a Motivator
First, as Pink points out, money and/or material things are good short-term motivators. (Read Herzberg’s studies on short and long-term motivation). In fact, just take a look at the number of real estate agents who are motivated to visit an open house when there’s food! But, as Herzberg and others have pointed out, money is a lousy long-term motivator. You know that if you’ve tried motivating your kids with money—or threats (the carrot and stick). It’s true. Money is a short-term motivator. But, what happens when your kid gets $5 bucks a week and tells his friend? Then, his friend goes to his mom and gets $6. Back to your kid–who now wants $7. Sound familiar?
I know.We say we want or need to make more sales. But, what you are willing to do to make those sales? Lead generate more regularly? Make more sales calls? We all know that lead generating is the answer to that money problem. Yet, the vast majority of agents avoid lead generating as if it gave us some chronic disease! So, money is just not an effective long-term motivator.
Best Motivators to Motivate Others
Pink shows, via extensive studies, that there are three driving motivators which we should put to work today to fire ourselves up, keep those fires lit, and achieve what we want to achieve. They are:
- Autonomy
- Mastery
- Purpose
Questions to Ask Yourself to Get Excited about Sales Again
About Autonomy
Are you in charge of your own business, or are you waiting for someone else to tell you what to do?
Do you expect your manager to make you go to work, or are you self-directed and self-starting?
Are you disciplined in your business, so you can enjoy that autonomy?
Seth Godin, author of Tribes, says about autonomy: The art of the art {of autonomy} is picking your limits. That’s the autonomy I must cherish. The freedom to pick my boundaries.
If you’re an agent–are you willing to truly be autonomous?
About Mastery
Are you working just to get by, or are you consistently working to get better? What do you want to excel at? How does that translate into your business?
About Purpose
What excites you so much you can’t sleep at night?
Is there a way to translate that to your real estate business?
The desire to do something because you find it deeply satisfying and personally challenging inspires the highest levels of creativity, whether it’s in the arts, sciences, or business.
Teresa Amabile, Professor, Harvard University
What changes have you seen in what motivates people? The signs are all around you!
Are You Ready to Get Fired Up and More Productive?
Our coaching program, Career Achievement, helps you identify your best motivators and use them to get you fired up and more productive. Why not take advantage of a complimentary consultation see if it’s for you?
