Gamification isn’t just about adding points or awarding badges — it’s about creating meaningful systems that inspire advisors to connect, grow and perform at their best.  

For agency leader Jason Staas, FICF, CLTC, gamification has been transformative. His innovative approach to leadership has helped his team achieve 96% year-over-year growth and earn the MDRT Culture of Excellence Diamond Agency Award in 2024. 

For leaders looking to introduce gamification at their own agencies, Staas offers these seven tips: 

1. Start small.

Begin with one or two gamified elements, like a points-based system or a team competition. This allows you to refine your approach before scaling. “Don’t try to gamify every process overnight,” Staas said. “Identify one area where you can make a difference, test your approach, track the data and refine it over time.” 

2. Focus on intrinsic motivators.

While extrinsic rewards like bonuses can provide short-term boosts, intrinsic motivators such as personal satisfaction, purpose and connection create lasting engagement. Intrinsic motivation taps into emotional and psychological rewards that align with a person’s values and beliefs. They don’t diminish in the same way as extrinsic rewards, for which “the law of diminishing returns always applies,” Staas said.  

3. Use data to drive decisions.

Track the effectiveness of gamification strategies and align them with broader business goals. For example, Staas’ activity-point system predicts income based on calls made and appointments set, giving advisors clear, actionable targets.  

4. Promote teamwork.

Design challenges that encourage collaboration and celebrate team achievements. For example, pair a tech-savvy Gen Z advisor with a Baby Boomer experienced in strategic planning. When advisors collaborate, Staas said, they bring value to each other in areas where they’re strong. This reinforces the sense of belonging. 

5. Don’t make assumptions based on age.

While Baby Boomers may value structure and millennials may thrive on flexibility, focus on individual learning preferences over generational characteristics. The benefits of gamification are universal across all ages. 

6. Solicit feedback.

Regularly gather input from your team to ensure gamification strategies resonate and evolve. This collaborative approach builds buy-in and leads to continuous improvement. 

7. Don’t delay.

Pick one area to gamify and start now. Staas just redesigned his team’s 90-day onboarding process to incorporate gamification elements like milestones and collaborative activities. 

By following these tips, leaders can unlock the full potential of gamification to inspire engagement, boost retention and drive meaningful growth. 

Jason Staas shared this advice during the 2024 MDRT Global Conference session, “Gamifying agency dynamics to bridge generational gaps and drive business growth.” 

Darin Painter is a freelance writer and editor in Strongsville, Ohio, USA, and owner of the content development business Writing Matters (www.writingmatters.com).