Outcomes: A Different Approach to Motivation

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You already know that each of your people is motivated by different rewards or outcomes. Outcomes is a test that tells you what these motivators are. Managers use Outcomes to create a better atmosphere in the field office, establish empathy with producers, increase a sales force's motivation, and open up lines of communication.

Researchers have identified 12 specific "outcomes": independence, recognition, achievement, leisure time, power, prestige, money, pressure, self-esteem, family life, security, and personal growth. LIMRA's Agent Development Committee applied these 12 outcomes to the insurance industry and determined the behaviors that identify a particular individual's desired outcomes and what supervisory techniques can be used to take advantage of these outcomes.

(26 pages)