Understanding What Motivates People

by Zig Ziglar

Everyone is motivated, but not in the same way. How one person demonstrates motivation may be quite different from the next person. Some people are initiators, and other people are "waiters."

Everybody is motivated periodically or temporarily to do something worthwhile, to make a contribution, to be somebody, to move forward and so on. The problem is that many people are motivated to do something so seldom or so sporadically that they take from society more than they contribute. The major difference between the givers and the takers is the consistency in their motivations.

Being motivated means being ready to take action. Having knowledge is not enough. You are not ready to begin the journey to success until you are ready to act on the knowledge that you have. All motivation can be attributed to two concepts: the desire for gain or the fear of loss. Both of these motivators are valid reasons for actions and responses.

Desire for gain has been defined as four basic desires by Rabbi Daniel Lapin:

• Desire for gold or wealth—OK as a motivator as long as it is not the motivator
• Desire for power or strength—this gives you security and helps you to feel good about yourself
• Desire for wisdom—enabling you to make good decisions and treat people ethically
• Desire for honor—to maintain integrity

There are legitimate fears as motivators, such as fear of ignorance or fear of poverty or fear of disease. Healthy fear is essential for survival. Legitimate fear for realistic reasons is not only natural but also desirable. However, don't allow fear to run rampant through your life, to the point where it becomes so devastating that it produces failure. The problem isn't getting rid of fear, but using it properly.

It is important to distinguish healthy fears from unhealthy ones. For instance, worrying that a friend or relative may be hurt whenever you hear a siren would be an unhealthy fear. When you can do that, fear is a friend. Until you can do so, however, fear can be an enemy. Figure out what you should fear, and approach the rest with confidence.

Adapted from Success for Dummies © 1998 The Zig Ziglar Corporaton