Influencer
Important:
Focus on Vital Behaviors: (Don't confuse OUTCOMES with behaviors)
Best practices research
Positive Deviance
Recovery Behaviors – How to get back on track if you screw up
Compare it to yourself
Test your results... rapid, low risk, min-experiments
If you want to change a behavior, you have to change the maps of cause and effect
Vicarious experience... modeling
Two questions:
Is it worth it?
Can I do it?
Verbal persuasion usually doesn't work
Personal experience is the best persuader
The next best is vicarious experience... modeling and story telling
Why storytelling is better than other things
Understanding
Believing
Motivating
Must offer a way to change-Provide Hope
Combine story and experience... to encourage self reflection
Making Change Inevitable
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| Motivation(profit of action) | Ability(principle of least effort) |
| Personal | Make the desirable undesirable or vice versa | Surpass your limits or vice versa |
| Social | Harness Peer Pressure positive or negative | Find Strength in Numbers or go it alone |
| Structural | Design Rewards and Demand Accountability or design punishments and demand accountability | Change the Environment to make it easier or harder |
Personal Motivation
Get people to try it (Mikey, I think he likes it!)
Stories... same things we talked about
Make sure the emphasis on it isn't easy
Make it a game
Reasonably challenging goals and clear consistent feedback
Connect to a person's sense of self... part of who they are
What makes people forget to do this?
Moral Justification (focus on other outcomes)
Dehumanization (think of people as numbers)
Minimizing
Displacing responsibility
Connecting to broader values is biggest thing for quitting long term addictive habits
Connect to human consequences
“Motivational Interviewing
Personal Ability
self discipline, athletic ability, mental ability can all be learned\
Much of will is skill
Learning to delay gratification using distraction
Much of prowess is practice
Deliberate practice-focus and feedback
Demand full attention for brief intervals
Provide immediate feedback against a clear standard
Break Mastery into mini-goals
Provide Rapid Positive Feedback
Goals
Short term
Specific
Easy
Low stake
Steps
Prepare for plateaus... build in resilience
Build emotional skills
Distractions
Make them fun
Argue with your emotions
Cognitive reapprasial
Distance yourself from the need by labeling it
Debate with yourself by introducing competing thoughts or goals
Distract yourself
Delay yourself
Social Motivation
Praise and dissappointment
One person can make the difference
When a respected individual attemps a vital behavior and succeeds, the effect is far reaching.
Influence Theory – Everett Rogers
Innovators- People who embrace new ideas
Avoid them like the plague... bad for your idea
Early Adopters
Embrace new ideas... but are socially connected and respected
Get others involved
Share your commitment with others
Ask people you respect to check in on you
Team up with someone.
Make the undiscussable discussable
Prevent opinion leader with facts
Stress that it's important
Create a village
Some behaviors need a whole new lifestyle... you need everyone's help.
Social Ability (find strength in numbers)
Enlist the power of social capital... get suggestions from others
When to use it?
When others are part of the problem (beating wives, banging pots
When you can't solve the problem on your own
Interdependence
Group counts on eachother
Novelty
More heads are better than one when creativity is needed
Risk (use it cause it's more likely to make a change)
Blind spots (real time feedback from an expert)
Group solidarity
group over individual
Structural Motivation(design rewards and demand accountability)
Choose Extrinsic rewards as a last resot
Use Incentives Wisely
Soon
Gratifying
Tied to vital behaviors
Symbolic awards (only after social and personal)
PRIVELAGES
Reward Behaviors, not results
Watch for divisive incentives
Punishment sends a message, and so does it's absence... so choose wisely
Place a shot across the bow (warning)
When all else fails, punish
You have to follow through on threats
Structural Ability (Change the Environment)
Fish Discover water last (we rarely think about how our environment affects us)
Learn to notice physical things
Make the invisible visible
allow things to be measured (fifth potato chip)
give reminders
Mind the data stream
People can only work with the information they have... give them more information
Space
Propinquity (how physically close people are)
Affects relationships profoundly
Make things easy through automation and proper tools
Make things unavoidable through structure into daily routine
Final overview
Find Vital Behaviors
Add a source (six sources of influence, add one)
Diagnoe before you prescibe (figure out the source)
Add more sources
Draw on all six sources
if one source doesn't work, add another
Make change inevitable
Overdetermine Vital behaviors
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