What truly motivates you?
The common belief is that motivation is a mysterious force that some people have and others don’t. We often chase big commissions, awards, or public recognition, believing that external rewards are the key to staying driven. But what if the real secret to lasting motivation is something far more powerful and personal?
Harvard researcher Teresa Amabile, whose work on creativity and engagement spans decades, has a different take. She discovered that the most powerful motivator isn’t the finish line—the prize, the perk, or the big sale. Instead, it’s the sense of forward movement, even in the smallest steps.
She calls this the “progress principle.”
Think about that moment when you finally solve a complex problem for a client, get a buyer under contract after weeks of searching, or simply check off a dozen calls on your to-do list. These small wins, or “micro-moments,” are what fuel the fire. They create a quiet yet powerful energy, reminding you that your hard work matters and is moving you toward something worthwhile.
This isn’t just a psychological trick; it’s a deep truth about human nature. As leaders and high-performing agents, your work is more than a transaction—it’s about helping people make one of the most significant decisions of their lives. Seeing progress in that meaningful work isn’t just a psychological boost; it’s a way of affirming your purpose.
The challenge is that progress is often invisible. You can put in a full day’s work and feel like you’ve barely scratched the surface. So, how do we make this hidden value visible?
Here are five strategies based on Amabile’s research, tailored for your world:
1. Keep a “Done” List
Instead of only focusing on what’s still on your plate, spend a few minutes at the end of each day writing down what you’ve accomplished. This could be anything from a successful negotiation to a follow-up email you finally sent. Seeing a growing list of completed tasks is a powerful, tangible source of encouragement that can help you feel more productive and in control.
2. Break Down Big Goals into Milestones
Closing a year with 50 transactions or leading a top-producing team can feel like a massive, endless task. Instead, break these large goals into smaller, more manageable milestones. Celebrate when you hit ten transactions, when your team signs a new agent, or when you complete a new training course. Reaching each milestone reminds you that the greater goal is not only possible but already well underway.
3. Use Visual Cues
Make your progress tangible. This could be as simple as using a calendar to track your prospecting days, a whiteboard to show your team’s sales pipeline, or a notebook where you jot down your daily wins. A physical marker makes the intangible visible and keeps you focused on your momentum.
4. Celebrate Micro-Moments
Don’t wait for the big closing to celebrate. Take a moment to acknowledge a successful showing, a client’s positive feedback, or a difficult conversation handled with grace. Sharing these small wins with your team or a trusted colleague reinforces positive behavior and builds momentum.
5. Revisit Your “Why”
Tracking progress isn’t just about counting tasks—it’s about reconnecting with the meaning behind them. At the end of the day, ask yourself: How did today’s effort contribute to what matters most to me? Whether it’s providing for your family, building a legacy, or helping people find their dream home, linking your progress back to your purpose is the ultimate motivator.
Motivation isn’t a mysterious force you either have or don’t.
It’s a flame you can stoke and maintain by paying attention to the small, steady unfolding of your work. By making your progress visible, you give yourself the gift of noticing that you are already moving, already building, and already participating in something far greater than yourself.
This post was inspired by the work of Harvard researcher Teresa Amabile, as highlighted in a recent article from the Catechetical Institute at Franciscan University.
