Motivation

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Motivation
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MOTIVATION
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MOTIVATION IMPROVING INDIVIDUAL PERFORMANCE
Overview This provides you with an overview of
different approaches to the challenge of
motivating yourself and your down-lines. You will
receive feedback on what motivates you, and
discuss how rewards are managed in your
organization. Most importantly, you will learn a
technique which will help remove obstacles to
your motivation and your down-lines motivation.

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Objectives
Upon completion of this you will be able to

• Develop your own personal needs profile as a step
  toward increasing your own business satisfaction.
• Employ a method for clarifying the relationship
  of rewards to performance for your business and
  your down-lines business.
• Increase the performance of your down-lines by
  removing obstacles to their motivation, and more
  closely aligning their needs with those of the
  organization.

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Motivation Improving Individual Performance
Lets first start by saying that people act in
order to meet unsatisfied needs. When people
malfunction, it is because they cannot meet
their needs through constructive and socially
acceptable behavior.
Motivation was generally considered something
that one person did to another.
Abraham Maslow (great psychologist) However,
stood conventional wisdom on its head by arguing
that motivation is an internal drive which
prompts an individual to take some kind of
action. Put another way, motivation is something
we do to ourselves---stimulation to satisfy a
need.
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Many business still operate on the principle that
certain levels of management have an exclusive
franchise on intelligence. SHUT UP AND DO WHAT I
SAY and subtler variations of that message form
a kind of unwritten credo in many business.
These business typically experience little
innovation, poor quality, high turnover. It
will take positive motivation to keep your
down-lines on track and productive. Positive
motivation is more important than ever before,
but its also very difficult. Its difficult
because here at Primerica we offer it as a part
time/full time opportunity, knowing that our
down-lines have other options besides building a
great business.
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FIVE DISTINCT CATEGORIES

• Go Getter young, ambitious, motivated to get
  ahead 15
• Work Before Pleasure older, dedicated,
  hard-working-19
• Habitual Worker older, poorer, blue collar,
  wanting structure, job security, guidance 22
• Middle Management young, educated, hungry for
  challenge, seeking interesting, satisfying work
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• Turned Off poorly educated, low income, least
  motivated, living for today 27

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The important thing for our business is that we
recognize were dealing with many different
categories of people and that there is no one
best way to motivate everybody. As a business
owner we have to find out what motivates our
down-lines.
Managers/up-lines must realize that down-lines
produce beneficial results only as long as they
feel that they are also satisfying their own
needs. Here are three principles that are still
widely accepted as the foundation for research on
motivation.
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• People are needing animals. They seek to
  satisfy their needs in a certain order. As soon
  as one of mans needs is satisfied, another will
  appear in its place. This process is unending and
  continues from birth to death.
• A satisfied need does not motivate or cause
  behavior. Only an unsatisfied need can provide
  motivation. A starving person can be made to do
  things in promise of food, but food will not
  motivate a person who is in the middle of his
  third day at a Roman banquet.
• Needs can be thought of as arranged in a
  hierarchy of importance. Each of us has a
  predetermined order of needs, each with its own
  rank and level of importance to each individual.

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I will Identify five levels of need
These are classified under two general headings
Primary Secondary

• Primary Needs
• Physiological
• Safety

• Secondary Needs
• Social
• Esteem
• Self actualization or self-fulfillment

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Self Actualization or
Self-fulfillment
Realizing individual potential winning achieving
Esteem
Being well regarded by other people appreciation
Social
Interaction with other people having friends
A sense of security absence of fear
Safety
Physiological
Warmth Shelter food Sex a human beings
animal needs
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As people grow and mature, different goals become
important, depending on the relative states of
satisfaction of ones needs. Among high school
students, social needs ( as represented by peer
pressure) are influential in determining
behavior. At later stages in life, an
individuals definition if what constitutes self
fulfillment changes. Example Andrew
Carnegie Having struggled up from abject
poverty, Andrew Carnegie spent the last years of
his life giving away millions of dollars to
churches and libraries. Since the higher needs
are almost never satisfied, they provide a
constant source of motivation for many people.
The search for self fulfillment explains why many
people seek a better opportunity or look for that
quick dollar thinking that would fulfill their
needs.
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Today we recognize that the boundary levels of
the hierarchy are not fixed, but tend to overlap.
The link between need and behavior are often hard
to sort out. Even an act as simple as eating may
be motivated by several needs, including social
needs. The choice of where to eat and with whom
may very well complicate what appears to be a
relatively simple expression of human needs. Our
first need is obviously to earn enough money on
which to eat, live and achieve a desirable
standard of living both now and in the future.
Our expectation for increased income may reflect
social and esteem needs as well as safety needs.
A business can provide opportunities for
satisfying many social needs. Working together as
a group we can provide help, friendship, status
and esteem. Most people already have their
primary needs met.
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The big question is how can we help each other
meet our secondary needs? Lets look at two-
factor theory Motivators Negatives Achievement
Company Policy Recognition Pay Working
together Working Conditions Responsibility Su
pervision Advancement Benefits
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Here at Primerica

• Achievement
• Recognition
• Work is based on yourselves / team
• Responsibility
• Advancement
• Working Conditions
• Pay
• Benefits
• Company policy

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Understanding the concept of personal growth is
the key to harnessing the potential of
individuals who are destined to be continually
dissatisfied. The desire for ever-increasing
mastery over ones environment is potentially the
most powerful motivator because it can never be
satisfied. So linking your business to your
personal growth is the best way.
So lets look at four steps to help you grow your
business and understand yourselves / your
down-lines
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Step 1. Describe desired objectives and obstacles.
In column 1, describe up to three objectives that
need to be accomplished which present problems
for you. It might be helpful to choose objectives
which could be attainable within a short time
frame, for example three months. Once you get
comfortable with this technique, any realistic
time frame would be possible In column 2, list
the obstacles that might get in the way of
achieving your desired results. Obstacles might
include a lack of resources, your up-line, your
friends, family, peers, or the organizations
system
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Step 1.
Objectives
Obstacles
A
1 2 3
1 2 3
B
C
1 2 3
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Step 2. Develop strategies for removing obstacles.
In this step you will examine the obstacles which
are preventing you from reaching your objectives
and identify alternative strategies for removing
them. List below up to three strategies for
removing the obstacle(s) that you have identified
in step 1. Be prepared to weigh the pros and cons
of each strategy and then select one to implement.
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Step 2.
Alternative Strategies
1 2 3
1 2 3
1 2 3
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Step 3 . Define relationship between performance
and rewards.
In this step, you will be linking your desired
results to rewards which you value. That is, you
will be asking yourself to identify rewards that
are possible if you achieve your objectives. In
Preparation for this look over the needs which
you identified. List below the rewards you feel
are possible if you achieve your objectives.
Remember that it is possible to receive more than
one reward for reaching a particular objective.
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Step 3.
Rewards
1 2 3 4
1 2 3 4
1 2 3 4
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Step 4. Develop action steps
Now that you have identified objectives,
potential obstacles and rewards, you must get the
support and agreement of your up-line. This step
is to be completed with your up-line. Where
necessary, you will need additional clarification
or more information. Both you and your up-line
will probably require additional time to think
through the issues and to get more information.
Remember this is a process which requires a
win-win outcome. All parties must be comfortable
with the assumption, objective, and rewards that
are being considered.
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Step 4. Meeting
with your up-line
Area of agreement Additional clarification
required Action steps
Area of agreement Additional clarification
required Action steps
Area of agreement Additional clarification
required Action steps
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END Results EFFORT PERFORMANCE REWARDS BIG
BUSINESS
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NEEDS SATISFACTION QUESTIONAIRE On a scale 1to 10
and 10 being satisfied

• How satisfied are you with the recognition you
  receive from your up-line to the company?
• How satisfied are you with the friendliness of
  the people with whom you work with?
• How satisfied are you with the amount of job
  security you have?
• How satisfied are you with the opportunities you
  have to develop yourself to your fullest
  potential?
• How satisfied are you with the amount of
  interaction you have with other team members?
• How satisfied are you with the chances you have
  to accomplish something worthwhile?

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7. How satisfied are you with the money you are
making? 8. How satisfied are you with the
opportunities you have to develop your skills and
abilities? How strongly do you agree or disagree
with the following statement On a scale 1 to 10
and 10 being you strongly agree 9. In
relationship to others in this organization, I am
treated fairly. 10. All in all, pay is
administered very well in this organization. 11.
If I do well will I be rewarded well with bonus
or trips. 12. If I do what I have to do well, I
will be promoted. 13. If I go to class and
listen and learn all the services, I will have
the same opportunity as others to develop my
skills and abilities 14. If I do well, I will
get a feeling that I have accomplished something
worthwhile.