The Power of Influence in Business and Life

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Transcript:

Let’s look at the influence model here quick. The world’s most influential people have three things in common. One, they teach us how to think. Number two, they challenge us, and number three, they role model the way. 

Let’s grab the worksheet here, you guys can work through it on your own. Did you ever read Think and Grow Rich, Martin Luther King, or Mother Theresa, in terms of being very conscious about sharing with others how they think about a given topic. It’s their articulation that make us follow, believe in, and admire them. 

Think of a person or group you’re trying to influence. Maybe it’s a seller prospect. Here’s some phrases to keep in in mind:

I could influence this person or group if I could get them to think in the following way…

• The way I could get them to begin thinking this way is…
• To get them to think this way, they’d have to believe…
• To get them to stop thinking in competing ways, they’d have to believe…
• The benefits they would get in thinking this way are…

So with a seller looking to overprice their home:

• If I could just get them to realize that pricing their home at market value is the smarter idea, that’s awesome. 
• The way I could get them to begin thinking this way is to objectively look at the data. 
• To get them to think this way, they’d have to believe that pricing their home too high will lead to a worse outcome with less money. 
• To get them to stop thinking in competing ways, they’d have to believe that I am a trusted professional and the advice I’m giving is for the purpose of a better outcome. 
• The benefits they would get in thinking this way are they would get their home sold quicker and for more money, with less hassle.

Number two, they challenge us. Think of a person or group you are trying to influence, and ponder these phrases. A challenge I could issue to this person or group to give them an exciting vision of the future would be, maybe with your team. If you prospect two hours a day, you will sell 3 homes per month, guaranteed. That’s the challenge. 

This is a challenge for people to raise up because it demands they take accountability for their production. Your ability to cash commission checks isn’t based on my team's ability to hand out business to you, it’s based on your ability to get in there and call for a few hours a day.

It helps them believe they are in control of their future. The way I am going to communicate this challenge to them is maybe to make a game out of it. 

Then they role model the right way. People who are really good at influencing  role model the way. 

Think of a person or group you are trying to influence.

• If I'm going to be more influential with this person or group, they would need to believe I am a person who leads by example, sold 70 homes in a year, prospected for 12-15 hours a week. 
• The best parts of who I am, that I have to show and demonstrate to them are… 
• The reasons I am willing to become a better person in order to serve this person or these people are… 

Spend some time with this tool here, this is the last one we will go through in this section of high-performance coaching.