On Motivation…

Our 16 year old, Dan loves soccer.  I got that wrong…Dan LOVES soccer.  Although the nearest professional soccer is 2 hours north in Chicago, HOW MANY TIMES over the past year or two have I thought to myself “We should check out the Chicago Fire’s schedule and take Dan up to see them”.

Last monday that same thought popped into my head, yet again. This time I acted on it, and  by evening a plan was in place.  On Saturday Dan, his buddy Jake, The Amazing Stacko and me had a hell of a road trip.  Yup, it was a long and expensive (club level seats + buffet + parking, + jerseys for the boys) day, and on a scale of 1-10 for Dan, it was a “22″.  He was having so much fun that he actually let me take his picture…

That night, as we plunked down exhausted shortly after midnight (even the boys went straight DOWN) Carol said to me softly from her pillow: “I think we really showed him a good day today”. 

“Yup”.

We all have our very personal reasons for working.  Some of us want to become financially free.  Some really do love to help people.  Others like being part of a community that energizes them.  A few aspire to master their crafts.  Some of us smile inside when we find ways to break through with our kids.

It’s not about units, or volume. 

Whatever it is for YOU, find it!  It may take some reflection, or reading, or journaling.  You can’t do it in the midst of your busyness.  Your MOTIVATION can’t be supplied by teacher, or coach, or manager, or market. It can’t be given to you at all, for it’s already there, inside you, waiting to be discovered..  Once you’ve discovered WHAT MATTERS MOST for you: seize it, claim it, own it, cling to it, for it will propel you forward when nothing else can.

Once you know WHY, the HOW becomes (much) easier.

Leaders know WHY.

Lead.

“OUR Sales Meetings are Great!” (No…They’re Not.)

I’ve conducted many, I’ve participated in many, I’ve observed many…Sales Meetings.  Most organizations have them every week.  Most of them are unimaginative, unnecessary, and uninspiring. “But OURS are great!” you say…  “We always have a great turnout”.  Is attendance really an accurate measure of the … Continue reading

The ONLY Recruiting Model that Actually Works

You say you’ve been sending some really great recruiting marketing pieces, tweeked your scripts, compiled a mind-blowing value proposition, and have instituted management accountability for recruiting but the TARGETS on your HIT LISTaren’t responding the way you’d hoped? Maybe you should consider a different strategy … Continue reading

Quit Scrounging for Pennies… (When There’s a Goldmine Underneath You)!!!

Brokers everywhere have slashed expenses over the past few years – many to the point where they believe significant further savings are futile - incremental at best.  As they contemplate survival strategies in the “new normal”, many are convinced that their future depends not in cutting … Continue reading