When I first started in the mortgage business I was working for a small broker that was in the process of becoming a licensed lender. During the growth process the gentleman I was working for had developed some contests to get everyone motivated. I remember one of those contests was set around hitting a certain funding goal. The reward for the goal was brand new office furniture. In fact, he was going to pay for it out of his own pocket!

One morning I walked into my office with it’s old beat up furniture and on my desk were 2 glossy office furniture brochures. Wow! My interest peaked. I thought, "Wouldn’t it be nice to be able to win this contest and get this furniture?" Then later that week he took me out to lunch and on the way back we stopped at the office furniture place. He told me to sit in the big leather chair and slide behind the big oak desk. I could smell the newness. Then he said, "Picture yourself in your office with this very furniture. You can do it man." 

At the time I brushed it off as a stupid sales gimmick. Now, however, I realize that this was a brilliant move on his part. What was he doing? He was teaching me how to dream build and visualize. He knew that putting the dream in front of me would motivate me. And I did start seeing it for myself.

I know I didn’t win the contest and I don’t think anyone did. And the reason no one won is because he forgot one crucial element to this kind of motivation - he didn’t take the time to figure out what MY dream was. It almost worked but when it came down to the bottom line, the office furniture was HIS dream for me, not mine. That is vitally, vitally important.

Next time you want to motivate someone, find out what THEIR dream is - not your dream (or requirement) for them or the company’s dream for them, but what it is THEY want. Go meet with them, have a meal with them, get to know them. Find out what their most important dreams are for them and their families. Really invest the time to do this. You won’t be disappointed.

We’re all great at developing contests. The part we suck at is the reward piece. When you make sure that it’s the reward THEY want, it will make all the difference. I believe in you!