Even though the market has improved in many areas, real estate professionals are still very challenged about getting their businesses back on track. Or, if you’re new, you’re probably experiencing some ‘negative vibes’ from those seasoned agents in your office. How are you going to motivate yourself to get into the swing of the market to meet your goals?

We’re Not Motivated by What We Think We Were…..

In his new 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 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 MacGregor’s and 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).

I know. You’re thinking, “If I just had more money, I would be fine.” So, let me ask you, what are you willing to do to get that money? 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.

The Best, Deepest, Strongest Motivators We Can Use to Motivate Ourselves

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:

  1. Autonomy
  2. Mastery
  3. Purpose

Questions to Ask Yourself to Fire Yourself Up

About Your 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.

About your 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 your 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

Webinar on Motivating Yourself/Others

Webinar on Motivating Yourself/Others

More about effective motivation today: I’m doing a webinar on motivation for the National Association of Realtors on motivation–March 17, at 2 PM EST. Click here for more information.

Want expert, professional support and motivation? Check out our unique coaching programs. Click here for a complimentary consultation.