Expectations Matter: How What We Believe Motivates Us

Real Estate Sales Representative with Royal LePage / Pro Ledger Online Software

"Motivation" is a term used to describe the drive that moves us to take specific courses of action and to maintain that course over time.

So what causes us to be motivated? How can we stay motivated or increase our motivation?

According to Victor Vroom (Expectation Theory creator): the strength of our motivation is determined by the our belief in these three expectations:

  1. That our efforts will result in higher performance.
  2. That this higher performance will lead to a reward.
  3. That the reward is something we really want.

So.. how does this all relate to real estate agents you may ask? Perhaps the following scenario will help:

Let's assume you a person who isn't drawn to taking classes on marketing and sales. 

But you are highly motivated to take these classes because you strongly believe that they will help you accomplish your important key objectives of career success.

This simple scenario shows that when we believe that putting in the effort will result in in important outcome, we are more likely to be motivated to act, even if it is something we do not naturally enjoy.

Overall, this 'Expectancy Theory of Motivation' can help your motivation when you learn to "combine goal setting with strong expectations  in order to achieve something significant".

What motivates you? Share in the comments section below.


Comments (6)

Michael Jacobs
Pasadena, CA
Los Angeles Pasadena 818.516.4393

Hello Steve - realistic expectations will likely bring a more satisfying experience.  

Jan 31, 2023 07:38 AM
Steve Penner

Yes, good point.. this motivational idea even motivates those chasing unrealistic goals and outcomes.. I 'm sometimes reminded of this when watching "Ameria's Got Talent" :) 


Jan 31, 2023 07:41 AM
Charles Ross - (785)-819-6944
eXp Realty LLC Salina Group - Salina, KS
Love To Help People

Great information Steve.Thank you for sharing.Have a wonderful day and a blessed week,

Feb 01, 2023 05:52 AM
Steve Penner

Thanks Charles.. same to you.

Feb 01, 2023 06:08 AM
Jan Green - Scottsdale, AZ
Value Added Service, 602-620-2699 - Scottsdale, AZ
HomeSmart Elite Group, REALTOR®, EcoBroker, GREEN

A former broker described activity as either producing results or just busy work.  It's easy to get caught up in the latter if we don't focus on the outcome!  Have a great day!

Feb 02, 2023 09:09 AM
Steve Penner

yes... an important distinction. thanks for the comment


Feb 02, 2023 11:16 AM
Kathy Streib
Cypress, TX
Home Stager/Redesign

Hi Steve- when I managed an office of sales consultants, I tried to discover what each person's motivation was. Everyone is different!   I've been surprised at some of the people on AGT but good for them for trying. 

Feb 02, 2023 01:06 PM
Steve Penner

yes... I'm sure what each person finds most or least "important" can vary.. and as well as each person's belief structure can vary... very wise to see each person as an individual with different needs, wants, and desires.  Good comments


Feb 02, 2023 01:15 PM
Mary Hutchison, SRES, ABR
Better Homes and Gardens Real Estate-Kansas City Homes - Kansas City, MO
Experienced Agent in Kansas City Metro area

It's like that saying that goes something like:

if you think you can, you will.  If you think you can't, you won't. 

Just do it!

Feb 04, 2023 08:09 AM
Diana Dahlberg
1 Month Realty - Pleasant Prairie, WI
Real Estate in Kenosha, WI since 1994 262-308-3563

Knowing your Motivation is the same is knowing your WHY?  It's one of the first questions we need to ask of buyers, sellers and in any business looking to meet the wants and needs of the consumer!

Feb 04, 2023 10:19 AM
Steve Penner

Excellent point.

Feb 04, 2023 03:23 PM