1. Agenda
Q / A
Enlist Others

2. Enlisting Others What did you like about the chapter?
(Big, Small, ??, LLL)
Appeal to Common Ideals
Animate the Vision
Let’s go round the room

3. Enlist Others Shared sense of destiny
Listen deeply to others - what excites them?
Find the common ground
Discover and appeal to a common purpose
A chance to be tested, to do something well, do something positive, a chance to change the way things are
Give life to vision by communicating expressively
Use powerful language – use the three peat, speak from the heart, image-analogy-feel,

4. Dr. King Let’s read (out loud) the “I have a Dream” speech
Then deconstruct it

5. Skill Development - enlist others
Pat calls Chris into his/her office to discuss his/her progress in selling the new index fund. Chris is now within 2 % of making quota, and Pat wants to motivate him/her into surpassing quota. Pat is confident that Chris can do better, but Chris feels that Pat is unappreciative of the substantial progress s/he has made.
Before assuming the roles imagine how you would feel in such a circumstance - plan your thought and then play the role.

6. Review Focus on Learning – Changing Behaviors & Attitudes
Roles: Counselor, Adviser, Mentor, Facilitator
How:
Communicate – Question, Listen, Feedback
Collaborate – Input, shared Goals, Trust
Commitment –Choice, Develop Competencies, Critical Tasks, Agreement
Influence too …

7. Let’s Chat Pat - what techniques did you use?
Chris - what techniques did you use?

8. Skill Development Opportunity to Coach
Chris calls Pat into his/her office to discuss a challenge – Pat has been performing well lately – met annual goals already. Chris wants to re-set the goals for the last month of the year.
Pat feels that Chris is pushing too hard.
Before assuming the roles imagine how you would feel in such a circumstance - plan your thought and then play the role.

9. Next Day
Read Chapter 7 (BB) Questions?