we don’t get to not be an influencer.

all of the problems we collectively face are challenges because we don’t know how to help people change their own behavior.

intractable habits. no idea how to even think about this problem. almost all profound, pervasive and persistent problems can be solved.

of the crucial conversation.

it’s a challenge to change behavior.

• mimi silber has worked with multiple felons.
  • she has a 91% success rate in turning their lives around
  • she uses the exact six principles of influence
• everyone can learn how to do it.

i’m watching PBS – between the lines with barry kibrick. the book is called Influencer. joseph grenny wrote crucial conversations too.

think systematically about how to influence behavior change.

we give up on our spouses who are ruining our relationships

think about influence more systematically and make a real difference.

most of the problems we face are the same problem over and over again.

They’re problems with influencers

there are people in the world who know how to get around it – we need to bring this to the rest of the world.

make each new follower lead the next newbie.

• people expect praise
• punish together

• people won’t just line up – that’s naive
• social norms create the behavior you’ve got
• think more effectively about how to engage them in the force of positive change

credit is infinitely divisible – give it away as much as you can and everything else will increase

don berwick = “i have all this responsibility but no authority. how am i supposed to influence change?” baloney. with no formal authority over anyone in healthcare has influenced all kinds of hospitals away from medical errors. he goes about thinking about influence differently.

if you are feeling small and powerless you should think about what this guy managed to do.

i want people to have as much potential influence as they can. it’s a source of wealth.

here’s his website

it’s the power to change vital behavior.

for most people, they think “influence” is something that flows through their lips.

most of our behavior is not a result of verbal persuasion. it’s the structure of our environment.

• shape of our houses
• the friends we hang out with
• what else encourages and enables behavior?

in the moment, people don’t think it’s worth doing.

we don’t think about the consequences of a small act – it’s not a big deal.

try to orally awaken people

• see the connection between consequences they really care about and the choices they make in the moment
• that’s how people start to change

it takes wisdom to make a difference.

get people to stop cooperating with the disease.

within 18 mo 90% reduction in aids in thailand b/c of behavior change. every one uses the same six sources of influence. you can lose ten pounds this way.

get at least four or else you’ll get less than 90%

what are the six sources?

• make the undesirable desirable
• convey your personal authority
• harness the oppressor
• find strength in numbers
• change the environment
• demand accountability

find a way to have him understand and experience the moral consequences of not washing hands.

put peer pressure on them – no permissive social environment.

economic and personal consequences when people don’t wash their hands. if they never get fired it’s hopeless.

to feel a lack of power

a change of heart can’t be imposed; it can only be CHOSEN.

feel so empathetic; don’t just sympathize

• it gives you some power right off the bat

empathy is a source of influence

• you can’t compel anyone to change
• we must empathize with ourselves
  • be reverent towards yourself and others
  • don’t be judgemental
    • their challenges are complicated too

personally go find a patient who was injured in your hospital !!!

they’ll come back with tears in their eyes and remorse for their part in creating the conditions that led to this

the ultimate influence is direct experience

• helping someone experience the consequences of their actions
• taking everyone out to customer sites to see consequences of bad products is expensive

another effective and cheaper experience:

vicarious experience

• storytelling
• experience what happened to someone else when they were under the spell of your bad job

they’ll find whole new sources of power they didn’t even know about if they scour their environment.

put your HOUSE on a diet.

the size of your plate will lead you to eat 30% more.

wear a belt to thanksgiving dinner to get some feedback.

subtle changes change our behavior

align those with our goals

tactics to mindlessly move us in a direction we wanted to move in anyway

bad behaviors are happening because of SILENCE

silence is broken by the very first voice to speak out

“We typically don’t think of ourselves as influencers. The common thread is our ability to exert influence anywhere. look closely between the lines and you will find the influencer within.“