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 Retaining Top Personnel
MOTIVATION

  

The Cost of Turnover

Orientation

Motivation

Coaching and Mentoring

Training

Goal Setting

Performance Assessment

Resignation and Termination

More Resources: Retaining Top Personnel

Code of Ethics: Retaining Top Personnel		   Intrinsic vs. Extrinsic Motivators

The most powerful motivators—and the ones that drive many people to success—are often those within each individual. Individuals who require extrinsic motivation can be just as successful in their jobs, but will probably require more help from you.

Intrinsic Motivators

  • Enjoyment of the work for its own sake
  • Pride in performance excellence
  • Need to prove oneself
  • Desire to have responsibility and a role in leadership
  • Excitement of a challenge

Extrinsic Motivators

  • Desire to provide for family
  • Commitment to support the efforts of the team or company
  • Fear of failure or of supervisors
  • Money

Adapted from Reaching the Peak Performance Zone, Gerald Kushel, American Management Association, 1994

Top Motivators From Top Motivators

Stuck for a motivation idea. Let these top trainers help.

Danielle Kennedy, International Speakers Bureau, Sun Valley, Idaho
  • Once upon a time, you would have been grateful for the clients you now complain about. Remember how lucky you are that you’ve earned the referral network that makes you prosperous.
  • Remember how lucky you are to have the flexibility of real estate to grow a better life for yourself—join a theater company, take a class one day a week, coach your child’s sports team, do whatever you love.

Dave Beson, Dave Beson Seminars, Minneapolis
  • Keep your eyes on the prize. Have a clear vision of your short- and long-term goals and keep a written list with you as a motivator
  • Celebrate your wins. Send yourself flowers, buy that expensive cigar, send yourself a congratulatory card.

Ralph Roberts, Ralph Roberts Real Estate, Warren, Mich.
  • Make motivation simple and immediate. I frequently give a $100 bill to a salesperson who has excelled.
  • Feed them. We hold our weekly motivational sales meetings at a nice banquet hall and serve lunch.

Ed Hatch, Ed Hatch Seminars, Greenbelt, Md.
  • Do the things that are essential to your success, even if you don’t like doing them. E.M. Gray said, ”Successful people have the habit of doing things that failures don’t like doing.”

ADVANCED TIP: Don’t neglect your top performers when planning motivational activities. Create a small, select recognition group and have the group meet regularly with top management to share ideas and express concerns. —Cindy Ariosa, regional manager, Long and Foster, Baltimore

5 Contest Variations >		    
 
 
 
 
 
 
 
 
 
 
 

 







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