Are you motivated by ambitious goals, such as Barbara’s goal of doubling the number of sales agents every year? Why or why not?
2. Barbara’s rivals in the real estate industry probably paid the same commissions on sales to their agents that she did to hers. Given that all the agencies paid the same rate, why was Barbara able to grow her firm so rapidly?
3. What else did Barbara do to motivate and attract the best agents?
4. Besides money, how will you motivate your employees? Provide some rationale for your choice of motivator(s).
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