There are many roles we as brokers, owners or managers play in the lives of our agents. One key role is as a motivator. I've found that most people are motivated by one of two things... rewards or fear. Agents can become discouraged, lazy, complacent or just tired. There are many things we can do to assist them in getting out of their funk and back into a positvie, productive groove again.
In order to inspire and challege, we can offer rewards in many forms. Sometimes it's a plaque, trophy or physical reminder of a goal reached. More often than not, it's a positive word, a card or gift that says I care or I believe in you. I've been in offices where they set up competitions to encourage the agents to strive for more and offer incentives to keep them on target for their goals. While I believe in this, I also like to assist agents in becoming self-motivated as much as possible. When agents have personal goals, whether it be a vacation, new luxery or income earned, these things can remind agents of the reason they work so hard.
I've also found many times that humans are motivated by fears. Sometimes it's the fear of failure and sometimes is the fear of consequences. The first office I worked in believed in motivating by fear and actually reduced commissions for delayed closes, not enough sales and other such "problems." Looking back I recognize the negative impact this had on the agents and the work environment. However, fears can be used to positively motivate us since there are definately things we don't want to experience. For instance, I'm highly motivated to work out when my clothes start getting tighter! I guess I need to focus more on the rewards...
Every agent is unique and the more ways we can learn to motivate them the more successful we will all be. If any of you would care to share, I would love to hear of ways you have motivated your agents to greater success.