The Two Types of Motivation to Know About

Most of us are motivated by contests and incentives or earning recognition.

We like to work toward goals. This type of motivation is called “Toward Motivation.” There is another very powerful type of motivation that often gets overlooked, “Away Motivation.”
Let’s say it’s 3 o’clock in the morning, on a very cold night in early spring. You’re laying in bed and your phone rings. Your buddy down the street is calling you to say, “There’s a big sale happening at the end of the street. They’re selling patio furniture and grills for really cheap. I know you really wanted to buy those. Come down here now!” You’re thinking, “It’s 3 o’clock in the morning; why would I get out of bed?”
Let’s look at another example. In this scenario, you’re laying in bed at 3 o’clock in the morning. It’s freezing cold, and you get a phone call from the same buddy who says, “Hey, there’s someone on your back porch stealing your patio furniture and your brand-new grill!” Would you get out of bed? Most people say they would pop out of bed and chase the thieves out of their yard right away! That is “Away Motivation.”
Everybody is motivated a little bit differently, but typically the fear of loss is an even more powerful motivator than excitement for gain. We overlook the type of motivation called “Away Motivation.”

We are away motivated when we are trying to avoid consequences.

Here is an example in your business realm. One of our clients was having a really hard time asking for referrals. He would either just forget to ask or oftentimes would not ask because he was afraid to. We really needed to get him to ask for those referrals. Now, we have the “Toward Motivation.” The opportunity to earn more business, the opportunity to get more results and get more prizes. But this really wasn’t motivating him. We needed to put that “Away Motivation” in place. What we did for him was ask him who was someone that he really did not like. Unfortunately, he really didn’t like his assistant. This person wasn’t his assistant by choice; this was a company chosen assistant that was decades older than him, didn’t report to him, and didn’t respect him in his eyes. So, what we decided to do was every time he forgot to ask for a referral, he had to write her a check for $50. He had to tell her he was giving her that because he didn’t do what he said he was going to do. That was embarrassing enough to him that it only took one time of forgetting to ask for referrals and he never wanted to experience that again.

Think about this for yourself.

What are some consequences that you can put in place that will help you to be more motivated and hit your goals? Would it motivate you to have to donate money to the political party you are not a fan of? Would it motivate you to have to cancel a trip if you don’t do what you say you will do? What about giving sales to your competitor? Think about those consequences, put them in place, and watch how things will change for you.
We need to have consequences in place, not just rewards in order to sufficiently motivate ourselves. Make sure you have “Toward Motivation” and “Away Motivation” in your plan to achieve your goals!
What are some things that have helped you?

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