MDTP #105: Catch People in the Act of Making Money
Each week acknowledge that person, have them stand up and share with the team what’s working.
Why Commission Checks Don’t Motivate
Have you ever understood why a commission check does not motivate an agent to do more sales?
In fact, the opposite of motivation is more likely. I have seen more agents struggle after a big commission check than for any other reason. It isn’t the success. It isn’t the money. It’s the distance between what made the money and when they actually received it.
The Real Work Behind the Reward
What made them that money was picking up the phone 100 times to find the one motivated and qualified buyer and showing that buyer homes over and over again. But the reward didn’t come for 45, 90, even 180 days.
They start to believe the closing coordination was the performance that made the money. So, they wait for the next “closing coordination” opportunity instead of creating new ones.
The Leader’s Role
As a team leader, you must catch people in the act of making money.
They aren’t inspired by being told what they should be doing. The only way to create lasting change is by catching them doing the right things at the right time.
Celebrate the calls, not just the closings.
Recognize the effort, not just the earnings.
When you do, you’ll see a cultural shift from waiting for success to creating it.
