"Pull the string, and it will follow wherever you wish. Push it, and it will go nowhere at all."
--Dwight D. Eisenhower
Why do managers lie awake at night worrying about people who are not lying awake at night? They worry about whether their associates are going to produce enough sales to take care of themselves, their families, and to cover their share of expenses. Guess what? Many of these associates are not lying awake at night worrying about their production. They are not motivated enough to do the work required. Managers who are over-committed to this uncommitted group are trying to push strings!
A good manager is a valuable asset. Their time, talent, and energy need to be invested wisely. When they pour their heart and soul into an unmotivated associate (when they push strings) what are the potential consequences?
It is time for a pattern interrupt.
Philosophy: I’m committed to working with people who are committed. I’m not going to lie awake at night worrying about people who don't want to put in the work to be successful.
Strategy: If I have an unmotivated associate, I’m going first to see if I can help them discover their why. Their why is their motivation. I’ll help them connect their why with how a successful real estate career can help them achieve it. I will show them the specific activities that will lead to their success. I will know they are motivated when I see them doing the productive activities. If they’re willing to do the work; I will be there to support them by giving them my time and energy.
What if the associate can’t discover their passion, or can’t connect it to a real estate career? What if they want to live their life by default, and I don’t see them doing the productive activities? Then, I will not put time and energy into those who are not putting in time and energy. I will direct my energy to those who are committed. When I see associates putting in the effort, I will reward effort with effort, energy with energy, productive activities with attention and support. I am committed to working with people who are committed. I will give my committed people my very best. And I will sleep well tonight.
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