What Motivates You

Real Estate Agent with Sutton Group West Coast Realty

Where Do You Fit on the Motivation Continuum?

Physiological and Safety Motivators at the bottom. (Survival)

I don't think there are many Realtors who are motivated by the bottom two. First we live in a society with a social safety net and protection from harm. Sure if we lived in previous centuries, were not part of the social and economic elite, experienced the depression or fought a war we would be operating at the bottom fighting for basic survival. Secondly, people attracted to become Realtors are high functioning individuals with tons of transferable skills who if they just need to survive can find another source of income.

There are exceptions. My mother was a broker/agent in the 1950s, 1960, and 1970s and what she wanted in a new agent was; a young man who was broke and had a hungry wife and kids at home. He would crawl across broken glass for a pay cheque. Then a great influx of women came into the business often with children to support motivated by inadequate or no child support.  Survival prevailed. (Yes ladies I know there are other factors so please post them.) Guys you better be on you're "A" game if you're competing for a listing against a woman with children to feed.

I taught the real estate course for two years and have been back selling for three year. I haven't observed the hunger described above. I've seen people highly motivated but never by physical harm or basic physiological need.

I conclude money is no longer a prime motivating factor in our business.

Self Actualization (The Top)

I'm brutally discounting self actualization as a motivator for Realtors. I hope I get a ton of comments on this position. Self actualization can be a navel gazing cul-de-sac. I can become fulfilled without ever taking a listing, selling a house or making a cold call. Give me a warm robe, a bowl of rice, quiet space and I can OM eternally.

Social and Esteem (The Middle)

Here lies the true motivators; self esteem, love, recognition, achievement, belonging, duty, acceptance, valued by others, fame, glory, guilt, shame, feelings of superiority, revenge, hate, feeling important, contribution, mission, service, etc. etc. etc. Please add to this list.

You will have noticed some unhealthy needs in my list. Revenge could kill you but if it burns inside you enough you'll close deal after deal. I prefer you pick a healthy motivating need but my claim remains constant. Successful Realtors are motivated by something other than $money$.

We are emotional beings not cash registers. If the trainers who teach us to obtain huge GCIs were right we would be going ca ching-ing all day long.

If I was running the real estate universe I would want to know which of my Realtor's emotional needs were not being met and push that button ... again and again and again.

Perhaps I have the making of a motivational workshop? Of course I wouldn't be motivated by the humongous profits.

Have Fun Today

Please comment


Comments (4)

Terry Chenier
Homelife Glenayre Realty - Mission, BC

Great post Bob,

Yeh, you have the makings of a course. here.

Apr 17, 2009 01:16 AM
Dan Callahan
Callahan's Home Inspections - Casper, WY

I am motivated by Friday afternoons! Knowing that it is the end of the work week and I don't have to think about work for a couple of days. Well, there is that never ending "Honey-do list"!! DAMN!!!!!

Apr 17, 2009 01:19 AM
Bob Dunn
Sutton Group West Coast Realty - Abbotsford, BC

That's pretty good motivation you have in your arms Dan

Apr 17, 2009 06:05 PM
Liz Moras Migic
Chilliwack, BC
Chilliwack, British Columbia - Realtor

Hmmm very thought provoking -I'm sorry it took me this long to get to it........Especially interesting in light of my earlier post and question "what makes a realtor be the best they can be?' It would have been a great comment to post :-)

May 05, 2009 03:29 PM

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