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These are questions I am often asked.

Q. Can YOU motivate people?
A. When I am asked this question my answer will always be the same. No. I cannot motivate people.

Q. How can I be a leader in a business if I cannot motivate people?
A. Being a leader is not about motivating people. It is about leading people to their OWN motivations.

Motivation Comes From Within

If you want to bring a person to the point of taking a particular action you need to LEAD them to their own motivation. Only by finding what makes a person take action can you hope to have any influence on them. Every human being has their own set of motivating factors. For some it is money, for others it is charity and for others it will be family.

So how do you lead someone to their own motivation? You will first need to know more about the person. One of the most effective ways of doing this is to use the F.O.R.M. system.


Family - ask about their family. Do they have a wife and children? Do they live with their parents? Do they come from a large or small family? Do they spend time with their family?

Occupation - ask what their main source of income is. Do they work for someone? Do they own their own business? If they could choose any job what would they choose?

Recreation - ask what they do for fun. Do they like outdoors or indoors activities? Do they play sport or are they a sport watcher? Do they read books?

Motivation - ask what makes them take action. Why do they do the job they do now? What do they want from life in the next 5 years? What makes them smile? Where would they like to travel to?

By asking these questions and TRULY LISTENING to their responses you will get to know about the person and their life, you will make them feel important. Be sure your interest is genuine. The human brain has a unique warning system that lets us know when we are being flattered. When we feel flattery our defensive instincts come into action and we become suspicious. Suspicion leads to distrust and there will never be a way to help a person if they don't trust you.

Fill In The Gaps

That is the first step to leading a person to their own motivation. They will listen to you when you have demonstrated that you are genuinely interested in them.

Now you need to have something attractive to offer them that fits in with the answers to their questions. Fill in the gaps for them.

"John, you say that you want to spend more time with your family and work less hours. You could do this by making money from home on the Internet. If you would like to know how to do this just let me know and we can sit down and have a chat about it".

"Mary, you don't like working for someone else so why not work for yourself from home? If you don't know how to do that we could spend a little time together and show you how you could create your own home business".

"Brian, if you want to paint pictures and travel but don't have the time you probably need to change a few things in your life. Why not take a bit of time out and we could look at some ways to improve your income and decrease the number of hours you have to work".

You see, it is not that difficult to lead a person to their own motivations. We all live in our own worlds and sometimes it takes someone on the outside to show us that we are not truly doing what we want to do. That we are not following our own motivations. If we do not follow our motivations we never attain our greatest level of achievement.

Only You Can Motivate You

If you have problems motivating yourself look into your own desires, find what will make you get up early in the morning, complete the tasks before you and plan for the day ahead. It may be something as simple as having extra time with your children on the weekend. It may be a big house looking over the blue sea without a financial worry in the world. It may be helping others through charity. Your motivation is in your own heart and there is no one else in this world who can bring that to action but YOU.

Practice FEELING YOUR DESIRES and you will be motivated. When you are motivated and moving your momentum will carry you through any obstacles that come into your path.

I hope this is helpful to everyone who reads it.

As Always
Michael Burgess
SFI Team Leader
SFI Since 2006

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