The Simple Method That Will Increase Your Influence 60%

If you’re like most people, you face influence challenges that have you stumped. Whether you’re a new CEO who wants to overhaul the corporate culture of your organization, or a parent who wants to help your children create effective studying habits, or simply someone who wants to make a difference, the ability to exert influence is what will make or break it.

In Influencer: The New Science of Leading Change, authors Grenny and Patterson share remarkable insights and real-life, powerful stories of extraordinary influencers from all walks of life. The following is a summary of robust strategies for creating lasting change.

An influencer, by definition, is a person who motivates and enables others to change. Influencing “requires changing hearts, minds, and operations to create long-term, sustainable positive changes, as opposed to simply managing people through tasks or inspiring short-term, specific actions.”

The authors share a simple three-step framework on how to create sustainable, behavioral change. 

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Step 1: Clarify Measurable Results

Understand the big picture and paint a picture of success.

Stephen Covey says, “Begin with the end in mind.” By crystallizing success in your mind, you will understand what key performance indicators will align and reinforce success. In this case, use both quantitative and qualitative metrics. 

As a hypothetical example, assume you are embarking on a weight loss program to promote a healthy body. You envision yourself in the next 6 months to be fit and wear the suit suit or dress you always wanted to wear. Quantitative measures include: decreases in amount of body fat, frequency of visits to the gym, amount of calories consumed. Qualitative results include stories of increased morale, stronger brain and physical power etc.  

Step 2. Find Vital Behaviors 

Discover, reinforce, and celebrate specific and real actions that accelerate progress.

Find bright spots and make them brighter.  Most change efforts fail because they don’t identify crucial moments which are when the right choices matter. There are some actions that sound great on whiteboards, but turn into a waste of time. There are other actions that seem hard, but they create small successes where others fail. Continuing with the same example, here are some vital behaviors that will help you achieve your desired goal:

  • Sharing progress with friends and family: This provides a support system that increases the likelihood of achieving your desired goal. 
  • Taking picture of yourself every week: Leads to greater motivation by seeing the tangible improvements in your body shape 

Step 3. Use Six Sources of Influence 

AKA Use a strategic, varied approach to influencing individuals and groups.

The best leaders are flexible and employ different and multiple strategies in various situations. Influencer provides a powerful framework with six different sources to boost your skills in influencing:


Here is a summary of the six sources:

  • Source 1 – Personal Motivation – Do they want to engage in the behavior?
  • Source 2 – Personal Ability – Do they have the knowledge, skills, and strengths to do the right then even when it’s hardest?
  • Source 3 – Social Motivation – Are other people encouraging the right behavior and discouraging the wrong behavior?
  • Source 4 – Social Ability – Do others provide the help, information, and resource required at particular times?
  • Source 5 – Structural Motivation – Are rewards, pay, promotions, performance reviews, perks, or costs encouraging the right behaviors or discouraging the wrong behaviors?
  • Source 6 – Structural Ability – Are there enough cues to stay on course? Does the environment (tools, facilities, information, reports, proximity to others, policies) enable the right behaviors or discourage the wrong behaviors?

Watch this Video: Did you know every year almost 100,000 people die from hospital acquired infections.Watch this fascinating video where a young kid uses the six sources of influences to effect behavioral change among kids.