Influencer: The New Science of Leading Change, Second Edition

by Joseph Grenny

Source 1. Personal Motivation We’ll start with the source people most frequently include in their influence attempts: personal motivation. As you watch others not doing the right thing while repeatedly doing the wrong thing, ask: Do they enjoy it? In most cases—particularly with deep-rooted habits—this source of influence is an important factor in propelling and sustaining behavior. For instance, when it comes to education, far too many students find school both boring and pointless. At KIPP, you’ll find the opposite. Hard work is constantly connected with bright futures. People constantly talk about getting “to and through college.” Children introduce themselves by saying, “I’m Clifton, class of 2018.” With time and success, students learn to associate hard work with good grades, which makes the work more enjoyable. Most end up enjoying the act of learning itself because it’s routinely connected with success. Plus teachers make the in-class learning fun. Walk into almost any classroom, and you’re likely to hear times tables done in percussive rap rather than in morose drills.