1. Summarized by: Dr. Kenneth Kee Kia Hiong Date : 12th August, 2008
Patterson, K. et.al. (2008), Influencer, The Power to Change Anything, McGraw-Hill, Boston.
Summarized by: Dr. Kenneth Kee Kia Hiong
Date : 12th August, 2008

2. CONTENTS: Who is an Influencer? Search for Vital Behaviors
Changing Minds
Six Sources of Influence
Six Sources of Influence Model
Intrinsic Satisfaction
Opinion Leaders
Make Un-discussables Discussable
Social Capital
Administering Rewards & Punishment
Change the Environment
Structural Ability
How to Become An Influencer?
Influencer, the Power to Change Anything.

3. An influencer motivates others to change.
WHAT IS AN INFLUENCER?
An influencer motivates others to change.
An influencer replaces bad behaviors with powerful new skills.
An influencer makes things happen.
Influencer, the Power to Change Anything.

4. SEARCH FOR VITAL BEHAVIORS
SEARCH FOR BEHAVIORS – take care that you’re searching for strategies that focus on behavior. You already know what you want to achieve; now you want to learn what to do.
Influencer, the Power to Change Anything.

5. SEARCH FOR VITAL BEHAVIORS
SEARCH FOR VITAL BEHAVIORS – look carefully for the vital behaviors that can create a cascade of change. When behaviors must be customized to your personal or local circumstance, look for vital behaviors by studying positive deviance.
Look for people, times, or places where you or others don’t experience the same problems & try to determine the unique behaviors that make the difference.
Influencer, the Power to Change Anything.

6. SEARCH FOR VITAL BEHAVIORS
SEARCH FOR RECOVERY BEHAVIORS – people make mistakes, & yet some find a way to quickly to get back on track rather than sink further into despair.
TEST YOUR RESULTS – conduct your own research & test your ideas in order to see if they yield the results that you want. Don’t merely measure the presence or absence of the vital behaviors; also check to see whether the results you want are happening.
Influencer, the Power to Change Anything.

7. CHANGING MINDS
People will attempt to change their behaviors if (1) they believe it will be worth it, & (2) they can do what is required.
Instill these 2 views, & individuals will at least try to enact behavior or perhaps stop an old one.
When it’s impossible to create an actual experience, it’s best to create a vicarious experience. For most of us, that means we’ll make use of a well-told story.
Influencer, the Power to Change Anything.

8. SIX SOURCES OF INFLUENCE
PERSONAL MOTIVATION
PERSONAL ABILITY
SOCIAL MOTIVATION
SOCIAL ABILITY
STRUCTURAL MOTIVATION
STRUCTURAL ABILITY
Influencer, the Power to Change Anything.

9. Harass Peer Pressure Make the Surpass Undesirable Your Desirable
SIX SOURCES OF INFLUENCE MODEL
MOTIVATION
ABILITY
Make the
Undesirable
Desirable
Surpass
Your
Limits
PERSONAL
Harass
Peer
Pressure
Find
Strength in
Numbers
SOCIAL
Design Rewards
& Demand
Accountability
Change the
Environment
Influencer, the Power to Change Anything.
STRUCTURAL

10. INTRINSIC SATISFACTION
Helping people extract intrinsic satisfaction from the right behavior or feel displeasure with the wrong behaviors often calls for several influence strategies.
Influencer, the Power to Change Anything.

11. INTRINSIC SATISFACTION
With individuals who believe that the required behaviors won’t be pleasurable, simply immerse them in the activity.
Focus on the sense of accomplishment associated with the result. Revel in achieving for the sake of achieving.
Tap into people’s sense of pride & competition. And when it comes to long-term achievement, link into people’s view of what they want to be.
Influencer, the Power to Change Anything.

12. INTRINSIC SATISFACTION
As people slip further into appropriate behavior – even causing severe damage to themselves & others – help them reconnect their actions to their sense of morality by fighting moral disengagement.
In dealing with highly resistant people, talk with them about what they want & allow them to discover on their own the links between their current behavior & what they really want.
Influencer, the Power to Change Anything.

13. PERSONAL ABILITY
When it comes to complex tasks that matter a great deal to you in your quest to resolve persistent problems:-
Set aside time to study & practice new & more vital behaviors.
Devote attention to clear, specific, & repeatable actions.
Ensure that the actions you’re pursuing are both recognizable & replicable.
Then seek outside help. Insist on immediate feedback against clear standards.
Break tasks into discrete actions, set goals for each, practice within a low-risk environment, & build in recovery strategies.
Make sure that you apply the same deliberate practice tactics to physical, intellectual, & even complex social skills.
Influencer, the Power to Change Anything.

14. OPINION LEADERS
Enlist social support to help you enact the vital behaviors. Particularly, engage the help of opinion leaders. They are employees &/or any body with influence & who’re well respected, admired & connected with others.
Enlist them & partner with them in your efforts to institute change more successfully.
Influencer, the Power to Change Anything.

15. MAKE UNDISCUSSABLES DISCUSSABLE
Encourage & support others to discuss on matters that are considered taboo.
It is only through discussing these normally “untouchable” matters that we are able to discover the truths.
Also, by doing so, we can then built a high trust level with others.
Influencer, the Power to Change Anything.

16. SOCIAL CAPITAL
Social capital refers to the profound enabling power of an essential network of relationships.
Consider what help, authority, consent, or cooperation individuals may need when facing risky or daunting behaviors. Then, develop an influence strategy that offers the social capital required to help make change inevitable.
Influencer, the Power to Change Anything.

17. ADMINISTERING REWARDS & PUNISHMENT
Administering rewards & punishments can be a tricky business.
When you look at the extrinsic motivators you’re using to encourage or discourage behavior, take care to follow a few helpful principles:
Influencer, the Power to Change Anything.

18. ADMINISTERING REWARDS & PUNISHMENT
Rely on personal & social motivators as your first line of attack.
Let the value of the behavior itself, along with social motivators, carry the bulk of the motivational load.
When you do choose to employ extrinsic rewards, make sure that they’re immediately linked to vital behaviors.
Influencer, the Power to Change Anything.

19. ADMINISTERING REWARDS & PUNISHMENT
Take care to link rewards to the specific actions you want to see repeated.
When choosing rewards, don’t be afraid to draw on small, heartfelt tokens of appreciation. Remember, when it comes to extrinsic rewards, less is often more.
Influencer, the Power to Change Anything.

20. ADMINISTERING REWARDS & PUNISHMENT
Do your best to reward behaviors & not merely outcomes. Sometimes outcomes hide inappropriate behavior.
If you end up having to administer punishment, first take a shot across the bow. That is, let people know what is coming before you drop the hammer.
Influencer, the Power to Change Anything.

21. CHANGE THE ENVIRONMENT
“You are a product of your environment. So choose the environment that will best develop you toward your objective. Analyze your life in terms of its environment. Are the things around you helping you toward success – or are they holding you back?” - Clement Stone
Influencer, the Power to Change Anything.

22. STRUCTURAL ABILITY
In developing a change strategy, we need to focus on things as our first line of influence.
Given that things are far easier to change than people, & that these things can then have a permanent impact on how people behave, it is essential that we add the power of the environment to our influence of repertoire.
Influencer, the Power to Change Anything.

23. HOW TO BECOME AN INFLUENCER
FIND VITAL BEHAVIORS
ADD A SOURCE
DIAGNOSE BEFORE YOU PRESCRIBE
ADD MORE SOURCES
 draw on all 6 sources of influence.
 If one source doesn’t work, try more sources.
Influencer, the Power to Change Anything.

24. HOW TO BECOME AN INFLUENCER
MAKE CHANGE INEVITABLE
PUTTING IT ALL TOGETHER
 fact-free planning.
 search for vital behaviors.
 change how you change your minds.
Influencer, the Power to Change Anything.