CONFIDENTIAL AND PROPRIETARY Any use of this material without specific permission of Intelligent Influence, Inc. is strictly prohibited Intelligent Influence Dale G. Caldwell, CEO Strategic Influence LLC

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What does “Influence” mean to you?

Influence Hall of Fame Who/What has influenced you the most over the last 100 years? (Person, Product or Company) Briefly explain why  Business Leader (Who?; Why?)  Inventor (Who?; Why?)  Product (What?; Why?)  Company (What?; Why?)

The Secret of Effective Human Interaction

Copyright Intelligent Influence Inc. 6 Human Social Interaction  1 Year History of the Universe  Big Bang: January 1 st  Earth: September 25 th  Humans: December 31 st around 10pm

Why Influence?  Webster’s defines “Leadership”, “Command” and “Authority” using “Influence.”  Hidden in Plain Sight  “We do what we do, think the way we think and accomplish what we accomplish because of influence.”  Example: Accents  The Best Music in the World Copyright Intelligent Influence Inc. 7

8 My Dad, Ralph Abernathy and Dr. King My Influencers

Two Types of Influence Social Influence: Our Environment Copyright Intelligent Influence Inc. 9 Neuroinfluence: Our Brain

Copyright Intelligent Influence Inc. 10 Malcolm Gladwell on Influence  The Tipping Point: The dramatic moment that is the peak of the influences that lead to epidemics.  Blink: The influences in our lives that cause us to make instantaneous judgments.  Outliers: External influences are one of the fundamental reasons for extraordinary success.

Intelligent Influence Framework TM Internal External Influence TM Influence TM Influence Understanding TM Influence Actions TM 11 Step 1 Influence Awareness TM Step 2 Influence Impact TM Step 3 Influence Management TM Step 4 Influence Maximization TM Copyright Intelligent Influence Inc.

Step 1: Influence Awareness  Who has influenced me in the past?  How have they influenced me?  What impact has their influence had on me?  Are my perspectives reinforced because I spend time with people who think the way I do?  Do I spend enough time trying to understand the perspectives and influences of people who are very different from me? Copyright Intelligent Influence Inc. 12

Intelligent Influence Framework TM Internal External Influence Influence Influence Understanding Influence Actions 13 Step 1 Influence Awareness Step 2 Influence Impact Step 3 Influence Management Step 4 Influence Maximization Copyright Intelligent Influence Inc.

Step 2: Influence Impact The Six Types of Intelligent Influence Copyright Intelligent Influence Inc. 14 ① Authority ② Belief ③ Inspiration ④ Reputation ⑤ Resource ⑥ Thought

Step 2: Influence Impact ① Authority: Influence based on position, authority or ability to command. (i.e. Phil Knight)  How often do you utilize your position to direct the actions of others? Copyright Intelligent Influence Inc = Daily 4 = Frequently 3 = Occasionally 2 = Rarely 1 = Never

Step 2: Influence Impact Copyright Intelligent Influence Inc = Daily 4 = Frequently 3 = Occasionally 2 = Rarely 1 = Never ② Belief: Influence derived by appealing to the common beliefs or faith of others. (i.e. Jeff Bezos)  How often do you use the passionately held view points of a group to motivate them to action?

③ Inspiration: Influence derived from the ability to motivate people to act. (i.e. Richard Branson)  How often do you appeal to the senses of others in a way that motivates them to take the actions that you would like them to take? Copyright Intelligent Influence Inc. 17 Step 2: Influence Impact 5 = Daily 4 = Frequently 3 = Occasionally 2 = Rarely 1 = Never

Copyright Intelligent Influence Inc. 18 Step 2: Influence Impact 5 = Daily 4 = Frequently 3 = Occasionally 2 = Rarely 1 = Never ④ Reputation: Influence derived from the broad based respect of others. (i.e. James Burke)  How often do people tell you that they have heard wonderful things about you or the quality of your work?

Copyright Intelligent Influence Inc. 19 Step 2: Influence Impact ⑤ Resource: Influence based on the ability to share valuable corporate assets. (i.e. Eric Schmidt)  How often do you exert control over personal resources that others need or want? 5 = Daily 4 = Frequently 3 = Occasionally 2 = Rarely 1 = Never

Copyright Intelligent Influence Inc. 20 Step 2: Influence Impact 5 = Daily 4 = Frequently 3 = Occasionally 2 = Rarely 1 = Never ⑥ Thought: Influence derived from ones innovative ideas, thoughts or skills. (i.e. Steve Jobs)  How often do you receive compliments on the uniqueness of your abilities, thoughts or ideas?

Intelligent Influence Framework TM Internal External Influence Influence Influence Understanding Influence Actions 21 Step 1 Influence Awareness Step 2 Influence Impact Step 3 Influence Management Step 4 Influence Maximization Copyright Intelligent Influence Inc.

Step 3: Influence Management Copyright Intelligent Influence Inc. 22 P + S + I = E PersonalitySkills Internal Influence External Influence ++= Ones behavior or character as determined informally or a formal personality assessment Ones special abilities or expertise that helps provide services to others Methods in which an individual is influenced by coaching, training, events, activities or other people The ability of an individual to achieve goals and objectives by influencing others

Copyright Intelligent Influence Inc. 23 Step 3: Organizational Influence Management O + C + I = E Org’s CultureCapabilities Internal Influence External Influence ++= Shared values, attitudes, goals and practices that characterize the company Special abilities of the employees in the company (i.e. technical, research, development, production, sales, etc.) Organizations developmental influence action (consulting, acquisitions, divestitures, etc.) Methods in which the organization influences others as a result of the organizations actions.

Copyright Intelligent Influence Inc. 24 Intelligent Influence Plan (IIP) P ersonality: S kills/Abilities/Assets: I nternal Influence: E xternal Influence: P + S + I = E

Intelligent Influence Framework TM Internal External Influence Influence Influence Understanding Influence Actions 25 Step 1 Influence Awareness Step 2 Influence Impact Step 3 Influence Management Step 4 Influence Maximization Copyright Intelligent Influence Inc.

Step 4: Influence Maximization 26 Rational Influence TM Reputation Thought Behavioral Influence TM Authority Resource Emotional Influence TM Belief Inspiration Influence Maximization TM Copyright Intelligent Influence Inc.

Caldwell Spheres of Influence TM 27 Creativity Credibility Connection Copyright Intelligent Influence Inc. Influence Maximization TM

Copyright Intelligent Influence Inc. 28 CredibilityCreativityConnection Influence Skills Development  Authority: Set clear vision, mission and goals for a group that you have authority over.  Resource: Share your resources in a way that produces the most benefit for others.  Reputation: Take the time to understand how you are viewed by others and make the necessary public image adjustments.  Thought: Demonstrate that your thoughts and ideas are original and innovative and relevant to the needs of other people.  Belief: Learn how to eloquently connect the strongly held beliefs of others to specific action steps.  Inspiration: Seamlessly integrate what you are requesting with people’s desires, hopes, values and dreams.

Other Books on Influence How To Win Friends and Influence People: Dale Carnegie Influence: Science and Practice: Robert B. Cialdini Influence Without Authority: Allan R. Cohen and David L. Bradford Copyright Intelligent Influence Inc.

30 Dale G. Caldwell (732) Final Questions Designed by Donna Morris,