190. Motivation Matters: How to Leverage What People Already Want

Think Fast Talk Smart: Communication Techniques

How to turn latent motivation into fuel for change.

If you want to be a changemaker, you’ll have to convince others to join your cause. But according to Dan Heath, persuading your audience isn’t about creating new motivation — it’s about leveraging the motivation that’s already there.

“The most important fuel for any change effort is motivation,” says Heath, the number-one New York Times bestselling author of Reset: How to Change What's Not Working. Instead of struggling to persuade people to want what you want, Heath suggests finding where your goals overlap with the things they already desire. "Before you even get to persuasion, if you can just tap and unleash the energy that's already there, you've already catapulted yourself toward success,” he says.

In this episode of Think Fast, Talk Smart, Heath and host Matt Abrahams explore how to create more compelling communication using “leverage points,” or as Heath says, “where a little bit of effort yields a disproportionate return.” Whether getting buy-in from one teammate or achieving change across an entire organization, Heath shares practical tips for turning latent motivation into an engine for change.

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Episode Reference Links:

• Dan Heath
• Dan’s Book: Reset: How to Change What's Not Working
• Ep.164 Rethinks: Using "Pre-suasion" to Influence Others
• Ep.49 Make Numbers Count: How to Communicate Data Effectively

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• Matt Abrahams >>> LinkedIn

Chapters:

• (00:00) - Introduction
• (02:23) - The Power of Storytelling
• (05:33) - Leverage Points for Change
• (08:56) - Wasted Resources & Motivation
• (12:09) - Latent Desire in Systems
• (14:17) - Communicating Progress
• (17:54) - The Final Three Questions
• (26:21) - Conclusion

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