We’re all human so we need incentives to keep us focused, productive and inspired. Don’t assume that your staff is as self-generative as you are. They never will be, that’s why you’re the boss. They need incentives to be consistently and highly productive.
Give your staff a reason to win for you. Incentives might include:
- Money…bonus, raise, rewards perks benefits.
- Stature…a promotion, responsibility, visibility, reputation.
- Strength: Skills inside track, higher-end relationships.
- Power…Resources, authority access, a career track, freedom to create, and a chance to win.
- Money is rarely the #1 motivation.
- Ask your staff what motivates them.
- It helps to have a big vision in place before offering incentives – the vision provides the context.
- Turn your firm into one that sells a cause, not just a service.
Carpe diem,
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I had two really good agents enter into an extended slump. Not all that uncommon over the last couple of years. After talking to them at some length I discovered they were spending way to much time in their cushy home offices. So I took them away – not literally of course, but figuratively. I told them that they had to close the door and they weren’t allowed in for 30 days. Instead I asked them to go to Starbucks with their laptops and do their work from there. 