Why understanding motivation isn't something to skip over

My first order or business after the birth of my daughter was attending a 3 day workshop for 100+ advisors... Aka ‘my happy place at work’. I was surrounded by financial advisory teams in Asheville, NC who were ready to roll up our sleeves, work on their businesses, and share ideas that might be the ‘game changer’ in 2023. It was in that moment I realized, THIS is what motivates me... the collaboration, the peer sharing, and yes- the satisfaction that I helped plan an event that was actually going to make a difference after the conference was over.

Building rapport, and ultimately trust, allows coaches and consultants like myself to do our best work and understand what motivates you.

Take a moment and think about your favorite few clients and, if I had to guess, ‘friend’ might feel like a better word given the relationship you have. It’s that fine line between knowing about someone and really knowing someone that takes your relationship to the next level. You may recognize this acronym below that helps you ask the right questions when getting to know someone else:

FORM: F - Family | O - Occupation | R - Recreation | M - Motivation

One of the best ways to really understand another person is to tackle ‘M’- Motivation. After all, ‘F – O – R’ is just context I can likely find in the ‘About You’ section of your website; what motivates you helps me understand what makes you, YOU. What gets you out of bed in the morning? What keeps you going when facing adversity? And finally, what truly brings you joy?

Whether it be a client you are hoping to develop a deeper relationship with, a COI that you just can’t seem to engage, or someone on your team that you are hoping to motivate, digging deeper might just be the answer you need. It’s likely that the thing that motivates them is personal or even a vulnerable topic that will open new doors in creating an authentic, trusting relationship.

What about my team?

We are likely working with people whether in be in a formal employee/manager relationship or cross-functionally. When you want to reward someone or make them feel valued, many of us go for the 'obvious' approach- money. Sometimes, thats not an option or even more dangerous, it sets a precedent you can't follow through on. This is where motivation comes in. Outside of money, what's the best way to recognize or reward someone's achievements? The answer to that question will help you create a meaningful recognition moment for someone. PS- if you don't know the answer to the question above, its time to start asking!

When times get tough, markets are volatile, or you face challenges at work, it’s a person’s motivators and trust you’ve built that will help you whether the storm.

FAST FACT: InvestmentNews reported the #1 effective marketing initiative in 2021 was community involvement. People tend to contribute their time to causes and people that align with their motivation. Get out there and build those new relationships!