Making Change Inevitable

GET READY TO PLANT THE FLAG — YOU ARE NEAR THE SUMMIT 
 
Ya-hoo!  We are ready to make the final push to the summit of the steep mountain climb we have ascended up together - namely one of the most difficult challenges faced by leaders everywhere — how to effectively influence human behavior.Today our final step is to focus on how to make change inevitable — which is really tying together all the things we have covered over the past 5 - The Weekly Trio messages. 
 
“How much better is it to get wisdom than gold! 

And to get understanding is to be chosen over silver.” - Proverbs 16:16

Any effort to change someone’s behaviors (or habits, or consequences) will, at best be short-lived, and very likely not result in any change, unless you impact and change the preceding elements.  So, to change behaviors, first change the beliefs, and then continue on with the sequential process shown below:
 
Influence masters understand that people will attempt to change their behaviors if two key conditions are met:  1) They believe it will be worth it; and 2) If they believe they can do what is required.  These two keys boil down to a person asking —-

Am I able?   and     Am I motivated?
 
A NEW WAY OF THINKING ABOUT INFLUENCE

Master influencers follow a 5-step process:

   1) Discover the high-leverage vital behaviors

   2) Identify the source of influence behind the behavior you are trying to change

   3) Change the way you change minds

   4) Design an influence strategy using individual/social/structural forces

   5) Make the change inevitable

1. Discover the High-Leverage, Vital Behaviors:  Before the masters of influence develop a strategy of how to change/influence someone, they first carefully identify the specific behaviors they want to change, by:

     1. Asking, in order to improve the existing situation, what must people actually do?

     2. Assessing the best - what are the key behaviors of those getting the best results

     3. Looking for positive deviance - go into the center of the family, organization, or community

that you want to change; discover and study settings where the targeted problem should exist but doesn’t; identify the unique behaviors of the group that succeeds.

     4. Looking for recovery behaviors - when someone that normally does the right things right, gets off-track, but self corrects and gets back on-track, find out what they did that likely caused them to get off-track, and more importantly what did they do to get back on-track.

2.  Identify the source of influence behind the behavior you are trying to change (see step #4 - the weapons you strategically use for influencing others, are already at work influencing the wrong behavior)

3. Change the way you change minds:  To most effectively change someone’s mind is not by relying on verbal persuasion, but rather, you must help individuals experience for themselves the benefits of the new or changed behaviors.  You best do this by telling vibrant and credible stories that create touching moments and memories.  A well designed and delivered story provides:

     1. Understanding (provides concrete and vivid detail; changes people’s views of how the world works; and presents a plausible, touching and memorable flow of cause and effect that can alter the view of consequences of various actions or beliefs);

     2. Belief (mitigates mistrust by helping the listener drop their skepticism of the credibility of the source, and transports the listener out of critic and into participant); and

     3. Motivation (emotionally connects by giving the listener the opportunity to empathize, not just sympathize).

     4. Hope (don’t just vividly describe the problem but offer hope with a credible solution). 

4. Design an influence strategy using individual/social/structural forces [Weapons of Influence]: 

There are 12 weapons/sources of influence, divided into 3 categories as follows.

Category 1: Personal

a. Contrast - Compare to an extreme, to bring comfort and lower perceived risk

b. Reciprocation - You, then me, then you, then me

c. Consistency and Commitment - Starting points

d. Scarcity - The rule of the rare

Category 2: Social

a. Social Proof - people proof is people power

b. Liking - People tend to be persuaded to change, join-in & be influenced by those they like

c. Authority - Show that you know

d. Recognition - Praise in Public, Reprimand in Private

Category 3: Structural

a. Rank - similar to authority, but here the idea of status & perks that come with rank are key

b. Reward - Show me the money:

c. Accountability - The power of pride and ego:

d. Environment - You are a product of your environment, so choose wisely:

5. Make the change inevitable: 

To make change inevitable, first, effectively employ steps 1, 2, 3 and 4 in the process.  And then, commit to achieving the best possible outcome for all parties involved.  Becoming a master influencer is not an option, if you expect to be a leader of people, a purposeful world changer, someone that desires to improve and personally grow.

Influence for good, for the benefit of others, for your health and welfare,for the good of your family, your business, and community!
DAILY PRAYER 
Father, please help us to become master influencers with a pure heart, sweet words and commited actions.  Use our skills to advance your will, and to serve others with a grateful and loving heart.  In Jesus name, Amen.
 
Plant your flag, enjoy the view, celebrate a hard climb — but keep an eye out on the brewing storm on the horizon.  Your newly improved influence skills will be called into duty soon!
 
Grace and peace multiplied to you.