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Got a minute? If you're a busy manager, that's about all you have. That's why Carla Cross, management coach, speaker, and author, has created this blog just for you, with ready-to-use tips to master management through people.

Archive for motivation

Motivation: Does it come from the inside or outside?

There are two ways to get that motivation, that appreciation, that support you need. We already discussed ‘going outside’ (see the earlier blog). But, there’s another method. That’s the method so few of us use: Going inside. We shy away from acknowledging our own efforts. Why? Perhaps your mom (as mine did) told us not to brag. It was unseemly to be immodest.

Not about Bragging

Acknowledging yourself is not bragging. It is not only positive, it is absolutely critical to do if we are to be effective leaders. We must use all the methods as our disposal to keep ourselves ‘up’, so we can be models for those who follow us.

Going inside. Someone you can always count on. When I was in college, I remember going sailing with a group of people. It was a gorgeous day. We sailed around the large lake, enjoying moderate winds. Then, about 6 o’clock, we decided to sail back to the dock. Problem. No wind. We had no choice but to wait for that wind to bring us back. (or use the little outboard motor, which the purest ‘captain’ was loathe to use.)

Frequently, we count on others to ‘sail us back to the dock of positive attitude’ when we’re down. Like the wind, though, they may not be there when we need them!

Draw a Different Conclusion

Actually, though, we have our own outboard motor on board–our own minds. We have the ability to change our minds about things (especially we women, men say…). We have the ability inside us to re-draw a conclusion about an event. For instance, we managers get ‘down’ when the agent we thought we were going to hire went to another agency. We can look at it as a loss, or as an opportunity to learn from the experience. If we’re good at managing our attitude, we’ll call that agent to find out what attracted that agent to the other company–and learn from the experience.

What’s your best way to get motivated? How do you you ‘tap’ those inner fires of motivation?

A Training/Coaching Program Online with Motivation Built In

As a manager, you have a million things to do. You’re expected to be ‘up’ all the time. It’s challenging to provide the motivation — the attitude–needed to keep those agents keeping on. So, I’ve built in motivation in my unique online training/coaching/accountability program, Up and Running in Real Estate.

Take a look. Let me help you train and motivate your agents to great success fast! Click here to learn more.

What’s changed about motivation–and how to take advantage of it…

Are your motivating methods working? If you’re using the methods most managers use, they aren’t working like they used to. Why? Because today’s agents just aren’t motivated by the things ‘workers’ used to respond to. Today, it’s very important that we motivate effectively, because we have to get out agents back out into the market.

Motivational Methods Must Change

In his 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 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. The agents all say they need to make more sales. But, what have you noticed they 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:

  1. Autonomy
  2. Mastery
  3. Purpose

Questions to Ask Your Agents to Get Them Excited 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.

My question to you: Do you have agents that you believe will never operate in autonomy? Don’t you need to invite them to another profession?

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

Our Coaching Helps You Motivate

Carla Cross’s extensive background and study into effective motivation is an extra benefit to you in her Leadership Mastery coaching program. Click here for a complimentary consultation.

Great Topic for a Convention/Management Retreat

Yes, the desire and need to motivate is very strong today with managers. But, they need new information and new motivation methods for those millennials. Why not invite Carla to your next convention or management meeting and let her help your managers help more agents?

Greatest Motivational Method in the World!

Behavior that’s rewarded is repeated. 

 

coachingHave an unmotivated agent? Tips to light ’em on fire!

Do you have any seasoned agents in your office who have lost their fire? There’s probably no challenge for a manager today greater than that of rejuvenating your experienced, valued agents. Even though your market is better than it was, these seasoned agents just don’t seem to be able to re-light those fires of desire. You’ve tried being supportive and empathetic. You’ve even given them leads. Nothing has seemed to work. What are you going to do to retain these agents, motivate these agents, and get them back into the fray?

Before We Start: What Doesn’t Work

As a coach, I’ve been working with management teams to save and re-generate the careers of experienced agents. One of the biggest mistakes I’ve seen managers make is to try to help these seasoned agents through support and empathy. That’s just not enough. And, it’s actually demeaning. Yes, some empathy is needed. But, my observation is that it too often drifts into sympathy. Instead of motivating these seasoned agents to get back at it, these well-meaning but misguided managers are sympathizing the agents into a deeper

You Can Fill the Motivational Void Left by the ‘On Fire’ Market

As a manager, you have the ability to not only provide an atmosphere, along with a platform, to motivate that agent back into the business, you can go much further than that, to “inspiration”.

Just think what would happen if you could get that seasoned, slumping, ‘stuck’ agent back into the business with fervor. The whole attitude of your office would improve. Your coaching would work. Your training would be well attended. Your bottom line would look much healthier.

Two Steps to Create an Awesome Motivational Office

I’ve created a two-step approach to re-ignite your seasoned agents. In the next few blogs, I’ll show you exactly how to not only motivate those agents, but go way beyond motivation to inspiration.

Before I give you my approach, let me ask you to think about what motivates you. What re-lights your fires of desire? How have you noticed your seasoned agents ‘checking out’? Do some observation and research before you read my next blog post.

Want to Be Approved as a Clock-Hour Instructor in Washington–and Learn from Carla?

IDW_coverGet approved for teaching real estate clock-hour approved courses. Receive 15 clock hours of continuing education credits. Learn from the only Washington’s only National Realtor Educator of the Year. Gain invaluable strategies; worth so much more than just clock hours or certification!

New! Bring the course you want to teach and we’ll apply new teaching methods for you. Get strategies to be the engaging, creative instructor you know you are!

2018 scheduled courses:

May 22-23, 2018 in Bellevue, Wa..      Click here for more information and registration.

Fall course: Oct. 23-24, 2018 in Bellevue, WA. (registration link to be included later).

Need to get approved as an instructor right away? Order our distance learning course  Train the Trainer. Fulfills the same requirements, has the same curriculum, has 15 clock hours. Take this course at your own speed and fulfill the requirements to become a Wa. state approved clock-hour instructor.

Your knowledge of my part of the business helped me to recognize ideas I can use in title insurance and escrow. Judy Williams, Chicago Title

Carla is fantastic! I will always be appreciative. Kim Emmons, manager, John L Scott, Maple Valley, Wa.

Instructor is 100% competent. Her passion, professionalism, and knowledge of the subject is passed on to her class. Mike Kerwin, Keller Williams Realty

Bonus: 30% discount on 3 of Carla’s training resources to attendees.

Space is limited. Don’t miss this opportunity! Click here for more information and registration.

 

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