Earlier this week, I shared the importance of learning what motivates your agents. While writing, it became clear to me that many managers are very uncomfortable doing this. Many feel that asking about an agent's personal life is out of bounds, inappropriate, or at least irrelevant. Nothing could be further from the truth...
Over the past six years of consulting in this industry, it is with great confidence that I can tell you that the best managers in the business are curious about the lives of their agents. They take great pride in knowing the names of their agents' dogs. Previously, I pointed out why this knowledge of an agent's personal life is important for motivation and goal setting. So, in this and the next blog, I'll help you stragglers get over your fear of getting too personal with your agents, by helping you see that making the next coaching session a very personal one could improve this year's productivity significantly.
First, some research: The Hawthorne Studies (Western Electric Company, 1929-1932) has helped us understand the connection between workplace relationships, morale, and productivity. It was found, without question, that interest and attention increases commitment and productivity.
INTEREST AND ATTENTION! Brilliant!
After 25 years in Clinical Psychology, I can say, without any hesitation, that interest and attention from parents to children would solve 75% of all mental illness across the country.
And, so too, a high percentage of problems with productivity could be likewise addressed with interest and attention. So, put away or delegate the busy work, and get on with the important task of attending to your agents.
In the next edition, I'll help those who may not know how to pry...do it well!
Editor's Note: This article was written by Dr. David Mashburn. Dave is a Clinical and Consulting Psychologist, a Partner at Tidemark, Inc. and a regular contributor to WorkPuzzle. Comments or questions are welcome. If you're an email subscriber, reply to this WorkPuzzle email. If you read the blog directly from the web, you can click the "comments" link below.
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