Session 8: Joseph Grenny

Leadership is more than being motivating. Courage, inspiration, people skills are all good.

Influence is the new currency that trumps authority.

people spend 3 billion hours a week playing video games
1 in 34 in the United States are incarcerated
Worldwide obesity has doubled since 1980
smoking droppped from 44% in the 50s to 21% in 2008

All of these changes happen because of influence. Maybe intentional influence, maybe not.

There is a reason people are moving from pews to video games

80% of people know a christian

15% see anything different in the Christians' behavior

Whenever the word BARNA comes up, you're gonna get a butt whoopin.

A woman in Nairobi (Jane), her only job choice was the sex trade. She worked with tourists first, but then had several children and had to work for locals close to home because of childcare. She worked for $0.25 a gig for locals.

There are 800,000 women like her in Nairobi.

What if there is something we could help her do once a week that would improve her life completely?

They did a study, and of all the kids that were able to earn $40 or buy insanely overpriced candy, the average kid left with $13.

When asked why, the kids didn't know! They couldn't explain what had happened!
| |Motivation|Ability|
|personal |gave the kids a bite of their favorite candy| no training
|Social| They planted tempters|
|structural| they went on credit, instead of cash in hand|they had posters hanging with kids enjoying candy

When they took away those things, the average kid left with $34!!

Influence affected these kids over 200%
wallpaper, kids saying they wanted to save, cash in hand, 200%

Good things feel like struggle, sacrifice, and effort. The bad things always feel good and desirable.

Our mission as an influencer is the make the bad stuff feel bad, and the good stuff feel good. Halloween guy that put a sign up that said, "What would batman eat?" made 50% of kids take an apple instead of candy. Before that 91% of kids took the candy.

As an influencer, we control the frame.

don't teach principles, connect to people's values.

Frame specific daily decisions in specific activities and specific goals.

You can overcome an impulse just by framing a goal. People put more money into a "new roof account" than they put into a "savings" account.

10 year old girl Zia on a 40 meter ski jump. That was a great video. She called it a long 20 and went for it!

The greatest influencers start with Ability instead of motivation.

Joshua spent 40 years with Moses before he led the people.

Moses spent 40 years with Pharoah learning to be a ruler.

The practice setting must approximate the real world. If we are going to train folks, we have to train them in reality, not in a church, which is not in reality.

• small bites,
• intense focus,
• immediate feedback

Learn to shift your focus on critical moments. Focus on the long term goal, not the power of the impulse.

HOV lanes for 2 or more people. Within weeks, 1 out of 5 people were cheating. They put up a sign that said, "Report HOV violations: 921-HERO"

If you got called out, you got a letter.

The number of lane violators dropped 80% in weeks.

It's no longer a time or economic decision, it becomes a social decision.

Use Ability and Motivation and keep people in their social setting. Social influence, influence among your peers and friends, is a more powerful force than our own self discipline.

Lady that makes chicken head protein pez things on the street. She knows economics and knows how to measure her progress, and she's jamming.

Idea

What if we did a micro-credit thing at the mission??

Escalators

Learn to take apart influence problems. Break them down into the 3 blocks.

Just a sign saying "burn 7 calories" influenced a lot of people to take the stairs.

space, data, cues, tools, processes, and other environtment factors.

Are the comfortable chairs by the video games or by the reading lights?
Are the healthy foods easy to grab in the fridge or on the counter next to the chips?

Make good choices easier and more obvious!
Make bad choices harder and more concious!

We don't get to VOTE on the aspects of influence, they are there, for us or against us

When we use all 6 factors of influence, the change goes up 1000%

If you want to change the world, lose influence.

"Dear God! when did a woman like me get a house like this!"

"Jane, you didn't go from nothing to something, you were always something, and influence helped you to become what it is."