Summarized by: Dr. Kenneth Kee Kia Hiong Date : 12th August, 2008 Patterson, K. et.al. (2008), Influencer, The Power to Change Anything, McGraw-Hill, Boston. Summarized by: Dr. Kenneth Kee Kia Hiong Date : 12th August, 2008

CONTENTS: Who is an Influencer? Search for Vital Behaviors Changing Minds Six Sources of Influence Six Sources of Influence Model Intrinsic Satisfaction Opinion Leaders Make Un-discussables Discussable Social Capital Administering Rewards & Punishment Change the Environment Structural Ability How to Become An Influencer? Influencer, the Power to Change Anything.

An influencer motivates others to change. WHAT IS AN INFLUENCER? An influencer motivates others to change. An influencer replaces bad behaviors with powerful new skills. An influencer makes things happen. Influencer, the Power to Change Anything.

SEARCH FOR VITAL BEHAVIORS SEARCH FOR BEHAVIORS – take care that you’re searching for strategies that focus on behavior. You already know what you want to achieve; now you want to learn what to do. Influencer, the Power to Change Anything.

SEARCH FOR VITAL BEHAVIORS SEARCH FOR VITAL BEHAVIORS – look carefully for the vital behaviors that can create a cascade of change. When behaviors must be customized to your personal or local circumstance, look for vital behaviors by studying positive deviance. Look for people, times, or places where you or others don’t experience the same problems & try to determine the unique behaviors that make the difference. Influencer, the Power to Change Anything.

SEARCH FOR VITAL BEHAVIORS SEARCH FOR RECOVERY BEHAVIORS – people make mistakes, & yet some find a way to quickly to get back on track rather than sink further into despair. TEST YOUR RESULTS – conduct your own research & test your ideas in order to see if they yield the results that you want. Don’t merely measure the presence or absence of the vital behaviors; also check to see whether the results you want are happening. Influencer, the Power to Change Anything.

CHANGING MINDS People will attempt to change their behaviors if (1) they believe it will be worth it, & (2) they can do what is required. Instill these 2 views, & individuals will at least try to enact behavior or perhaps stop an old one. When it’s impossible to create an actual experience, it’s best to create a vicarious experience. For most of us, that means we’ll make use of a well-told story. Influencer, the Power to Change Anything.

SIX SOURCES OF INFLUENCE PERSONAL MOTIVATION PERSONAL ABILITY SOCIAL MOTIVATION SOCIAL ABILITY STRUCTURAL MOTIVATION STRUCTURAL ABILITY Influencer, the Power to Change Anything.

Harass Peer Pressure Make the Surpass Undesirable Your Desirable SIX SOURCES OF INFLUENCE MODEL MOTIVATION ABILITY Make the Undesirable Desirable Surpass Your Limits PERSONAL Harass Peer Pressure Find Strength in Numbers SOCIAL Design Rewards & Demand Accountability Change the Environment Influencer, the Power to Change Anything. STRUCTURAL

INTRINSIC SATISFACTION Helping people extract intrinsic satisfaction from the right behavior or feel displeasure with the wrong behaviors often calls for several influence strategies. Influencer, the Power to Change Anything.

INTRINSIC SATISFACTION With individuals who believe that the required behaviors won’t be pleasurable, simply immerse them in the activity. Focus on the sense of accomplishment associated with the result. Revel in achieving for the sake of achieving. Tap into people’s sense of pride & competition. And when it comes to long-term achievement, link into people’s view of what they want to be. Influencer, the Power to Change Anything.

INTRINSIC SATISFACTION As people slip further into appropriate behavior – even causing severe damage to themselves & others – help them reconnect their actions to their sense of morality by fighting moral disengagement. In dealing with highly resistant people, talk with them about what they want & allow them to discover on their own the links between their current behavior & what they really want. Influencer, the Power to Change Anything.

PERSONAL ABILITY When it comes to complex tasks that matter a great deal to you in your quest to resolve persistent problems:- Set aside time to study & practice new & more vital behaviors. Devote attention to clear, specific, & repeatable actions. Ensure that the actions you’re pursuing are both recognizable & replicable. Then seek outside help. Insist on immediate feedback against clear standards. Break tasks into discrete actions, set goals for each, practice within a low-risk environment, & build in recovery strategies. Make sure that you apply the same deliberate practice tactics to physical, intellectual, & even complex social skills. Influencer, the Power to Change Anything.

OPINION LEADERS Enlist social support to help you enact the vital behaviors. Particularly, engage the help of opinion leaders. They are employees &/or any body with influence & who’re well respected, admired & connected with others. Enlist them & partner with them in your efforts to institute change more successfully. Influencer, the Power to Change Anything.

MAKE UNDISCUSSABLES DISCUSSABLE Encourage & support others to discuss on matters that are considered taboo. It is only through discussing these normally “untouchable” matters that we are able to discover the truths. Also, by doing so, we can then built a high trust level with others. Influencer, the Power to Change Anything.

SOCIAL CAPITAL Social capital refers to the profound enabling power of an essential network of relationships. Consider what help, authority, consent, or cooperation individuals may need when facing risky or daunting behaviors. Then, develop an influence strategy that offers the social capital required to help make change inevitable. Influencer, the Power to Change Anything.

ADMINISTERING REWARDS & PUNISHMENT Administering rewards & punishments can be a tricky business. When you look at the extrinsic motivators you’re using to encourage or discourage behavior, take care to follow a few helpful principles: Influencer, the Power to Change Anything.

ADMINISTERING REWARDS & PUNISHMENT Rely on personal & social motivators as your first line of attack. Let the value of the behavior itself, along with social motivators, carry the bulk of the motivational load. When you do choose to employ extrinsic rewards, make sure that they’re immediately linked to vital behaviors. Influencer, the Power to Change Anything.

ADMINISTERING REWARDS & PUNISHMENT Take care to link rewards to the specific actions you want to see repeated. When choosing rewards, don’t be afraid to draw on small, heartfelt tokens of appreciation. Remember, when it comes to extrinsic rewards, less is often more. Influencer, the Power to Change Anything.

ADMINISTERING REWARDS & PUNISHMENT Do your best to reward behaviors & not merely outcomes. Sometimes outcomes hide inappropriate behavior. If you end up having to administer punishment, first take a shot across the bow. That is, let people know what is coming before you drop the hammer. Influencer, the Power to Change Anything.

CHANGE THE ENVIRONMENT “You are a product of your environment. So choose the environment that will best develop you toward your objective. Analyze your life in terms of its environment. Are the things around you helping you toward success – or are they holding you back?” - Clement Stone Influencer, the Power to Change Anything.

STRUCTURAL ABILITY In developing a change strategy, we need to focus on things as our first line of influence. Given that things are far easier to change than people, & that these things can then have a permanent impact on how people behave, it is essential that we add the power of the environment to our influence of repertoire. Influencer, the Power to Change Anything.

HOW TO BECOME AN INFLUENCER FIND VITAL BEHAVIORS ADD A SOURCE DIAGNOSE BEFORE YOU PRESCRIBE ADD MORE SOURCES  draw on all 6 sources of influence.  If one source doesn’t work, try more sources. Influencer, the Power to Change Anything.

HOW TO BECOME AN INFLUENCER MAKE CHANGE INEVITABLE PUTTING IT ALL TOGETHER  fact-free planning.  search for vital behaviors.  change how you change your minds. Influencer, the Power to Change Anything.