I spent the better part of this afternoon reviewing articles about how to motivate sales people and real estate agents, and was surprised to find nothing of real value.  The problem is, the articles that I read focus on a one-model-fits-all mentality, when we all know that people respond differently to various modes of motivation.

For example:  The reason I clean the kitchen is different from the reason my wife cleans the kitchen — She cleans it because she likes a very clean kitchen.  I clean it to have a happy wife.  And, I have to admit…I occasionally lose track of my motivation.  When this happens, I don't clean the kitchen until I am reminded of my real motivation.

Here's another example of motivation:  I have a client who just set a goal of doubling his net worth.  He has already led a successful life and has accomplished numerous goals, and simply needed a new one.  He really doesn't value money that much.  Rather, he is simply using the goal as the "flag on the hill" to help him create, plan, network and execute the next chapter in his life.

There is no substitute for one-on-one coaching to help agents explore, confirm, or for the first time, assess their own motivation for selling homes.  What is it that they want for their family… their future…this next year?  Will they do what it will take to get there?  How can they keep their primary goal front and center?  Knowing why they are sitting in so many open houses, besides just saying that they have a job, is what will keep them doing the work that will keep them in business.

Your responsibility is to spend time with them.  Get to know them.  Pry into their lives.  Most people will invite you to.  If you haven't noticed, people love talking about themselves… especially when you can help them stay focused on what counts.

For those of you who are uncomfortable prying…In the next edition, I'll share the two most important ingredients to productivity that will surely change your mind…

Editor's Note:  This article was written by Dr. David Mashburn.  Dave is a Clinical and Consulting Psychologist, a Partner at Tidemark, Inc. and a regular contributor to WorkPuzzle.  Comments or questions are welcome.  If you're an email subscriber, reply to this WorkPuzzle email.  If you read the blog directly from the web, you can click the "comments" link below.