Chapter Nine - Napkin Presentation # 9 - Motivation and Attitude
Motivation and Attitude
This napkin presentation gives you real insight into what drives people and how to help your team stay motivated for the long haul.
Motivation
Start by writing the word Motivation at the top of your napkin or board. Then draw two arrows, one pointing down and one pointing up. There are two kinds of motivation:
- Down motivation - like a hot bath.
- Up motivation - steady and ongoing.
Think about it this way: many people go to big motivational events. They leave fired up and ready to change their lives. But a few days later, that energy fades.
Just like a hot bath, the hotter it is, the faster it cools off.
I have seen people come out of three-day seminars pumped up, then feel completely flat two weeks later. Why? Because they got inspired, but no one showed them what to do next.
Even reading this book is a form of down motivation. It feels great, but it is temporary. Seminars, sponsor meetings, training calls, all of those help, but they do not last by themselves.
Before We Get to Up Motivation, Let's Talk About Attitude
Imagine talking to someone who knows nothing about your business. Their attitude level is zero. Yours needs to be at least 50° to start that conversation.
If you are below that, do not engage. Low energy attracts low energy. It is better to recharge first.
Now say someone signs up and starts at 65°. They are excited, but they have not learned to handle objections yet. Then they hear:
- "It is one of those things."
- "You will never make it."
- "I knew someone who tried that."
Their attitude drops below 50°. You reconnect, lift them back to 70°, and they are good for a while, until life happens again.
Up Motivation
Here is how it works: your sponsor may have helped you bring in your first few people. That is good, but it only gives you about 25° of motivation. You do not reach 50° until you start creating your own depth.
Many people keep recruiting - five in, five out - and stay stuck at the same level. That is exhausting. Up motivation comes from depth, not width.
Building Up Motivation Through Depth
Your sponsor helped you get your first five. Now it is your turn. Help each of your five sponsor their own five.
Here is the motivation math:
- Each person on your first level adds about 5°.
- Each person they bring adds 10°.
If even one of your five sponsors their own five, that is:
- 5° from your first level
- Plus 5 × 10° = 50° from your second level
Total = 55° - above the 50° line. That is up motivation and it sticks.
Action Beats Inspiration
Action creates progress. Progress builds belief. Belief fuels motivation.
If you ever feel stuck, do something simple:
- Call a prospect or teammate
- Help someone on your team
- Share your story
- Review your goals
Final Thoughts
Now you know the difference between down motivation and up motivation.
Hot baths feel good, but they cool off. Depth builds long-term fire.
Start with one person. Help them sponsor five. Then repeat.
Depth is where belief is built.
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