Grameen Bank Micro-credit loans are based on the concept that the poor have skills that are under-utilized, and with incentive, they can earn more money. A group-based credit approach is applied to use peer- pressure within a group to ensure the borrowers follow through and conduct their financial affairs with discipline, ensuring repayment and allowing the borrowers to develop good credit standing. Micro-credit loans are based on the concept that the poor have skills that are under-utilized, and with incentive, they can earn more money. A group-based credit approach is applied to use peer- pressure within a group to ensure the borrowers follow through and conduct their financial affairs with discipline, ensuring repayment and allowing the borrowers to develop good credit standing. Who is the Influencer in this picture?

What do we want to achieve? we want to achieve? By when? WHY?

+ Idaho, Colorado, Oregon… 25 cars? By 1/1/2016?

100 cars & it is sexy to go fast! 75 cars!

1 Notice the Obvious 2 Look for Crucial Moments 3 Learn from Positive Deviants 4 Spot Culture Busters A Mower that works, Duh!! Breakdown, rain! Tested on a Small Scale Cheap????? Coaching?, Customer Service?

1 Notice the Obvious 2 Look for Crucial Moments 3 Learn from Positive Deviants 4 Spot Culture Busters Schedule Activity? Sell, Sponsor, Coach? Booking, Sponsoring, Team Building… The hole in your Business Biggest thing you do? 30 seconds of Courage…Repeat Keep looking, testing… Do a quick search of the Experts Quick Consensus = Vital Behavior(s) O b v i o u s U n d e r u s e d B e h a v i o r s Example: Off-shore oil rig safety – successful 98% of the time 1 – When the rig is down 2 – A big storm is coming 3 – When working with ladders Example: Off-shore oil rig safety – successful 98% of the time 1 – When the rig is down 2 – A big storm is coming 3 – When working with ladders Example: Fast food Restaurant – “fast” most of the time ignoring customers trying to order, long time to complete, poor quality 1 – Short staff by 2 or more 2 – Oven breaks 3 – Unanticipated rush Example: Fast food Restaurant – “fast” most of the time ignoring customers trying to order, long time to complete, poor quality 1 – Short staff by 2 or more 2 – Oven breaks 3 – Unanticipated rush Positive Deviant – Someone who by all rights should have a problem but doesn’t. Flight Attendant with a mob of screeching, crying, out-of-control kids Positive Deviant – Someone who by all rights should have a problem but doesn’t. Flight Attendant with a mob of screeching, crying, out-of-control kids Toys FISH DISCOVER WATER LAST Culture so quietly and invisibly surrounds us That we often don’t recognize Its unique norms, practices, and unwritten rules! FISH DISCOVER WATER LAST Culture so quietly and invisibly surrounds us That we often don’t recognize Its unique norms, practices, and unwritten rules!

Make the Undesirable Desirable Surpass Your Limits Harness Peer Pressure Find Strength in Numbers Design Rewards & Demand Accountability Change the Environment Social Psychology Organizational Theory Creating methods that both ENCOURAGE & ENABLE people to enact those Precious Vital Behaviors! Creating methods that both ENCOURAGE & ENABLE people to enact those Precious Vital Behaviors!

Surpass Your Limits Harness Peer Pressure Find Strength in Numbers Design Rewards & Demand Accountability Change the Environment Hard work pays off in the future. Laziness pays off now. Can we learn to LOVE what we currently hate? what we currently hate? Tedious Distraction Sacred Duty Bureaucratic Bore Demonstration of Integrity Gruesome Chore Precious Moment Make the Undesirable Desirable “Convicted Felon Runs!” vs “I’m OK/You Suck” Awards 1) Table Setting 2) Diploma, Team Leader “Convicted Felon Runs!” vs “I’m OK/You Suck” Awards 1) Table Setting 2) Diploma, Team Leader 1.Allow for Choice 2.Create Direct Experiences 3.Tell Meaningful Stories 4.Make it a GAME 1.Allow for Choice 2.Create Direct Experiences 3.Tell Meaningful Stories 4.Make it a GAME Booking Blitz!! Booking Blitz!! Hot Potato!!! 100% The Power of a Committed Heart The Power of a Committed Heart

Make the Undesirable Desirable Surpass Your Limits Harness Peer Pressure Find Strength in Numbers Design Rewards & Demand Accountability Change the Environment Find Strength in Numbers Learn and Burns, Getting Started, Coaches Corner… Super Saturday, Role Play, Coaching, Presentations with your Sponsor… 3 Coaching Confidence Competence Confidence comes with Practice, practice, practice… Practice, practice, practice… Deliberate practice … Elite Status Master turning a ME problem Into a WE problem. Master turning a ME problem Into a WE problem.

Make the Undesirable Desirable Surpass Your Limits Harness Peer Pressure Find Strength in Numbers Design Rewards & Demand Accountability Change the Environment A group-based credit approach is applied to use peer- pressure within a group to ensure the borrowers follow through and conduct their financial affairs with discipline, ensuring repayment and allowing the borrowers to develop good credit standing. The Right People provide encouragement, coaching, & even accountability during Crucial Times! The Right People provide encouragement, coaching, & even accountability during Crucial Times! Leaders ask for Candor… And when you get it, embrace it, And when you get it, embrace it, celebrate it, & reward it Leaders ask for Candor… And when you get it, embrace it, And when you get it, embrace it, celebrate it, & reward it 1.Make the Un-discussable DISCUSSABLE. 2.Create 200% Accountability. 1.Make the Un-discussable DISCUSSABLE. 2.Create 200% Accountability. Create an environment in which everyone is responsible not just to enact the vital behaviors – But to hold others accountable as well. 200% Create an environment in which everyone is responsible not just to enact the vital behaviors – But to hold others accountable as well. 200%

Make the Undesirable Desirable Surpass Your Limits Harness Peer Pressure Find Strength in Numbers Design Rewards & Demand Accountability Change the Environment

Make the Undesirable Desirable Surpass Your Limits Harness Peer Pressure Find Strength in Numbers Design Rewards & Demand Accountability Change the Environment

Become an Influencer 1. Identify what you really want. Then create measures that rivet your attention on your Inspiring Goal. Measure frequently…. 1. Identify what you really want. Then create measures that rivet your attention on your Inspiring Goal. Measure frequently…. 2. Find Vital Behaviors. High leverage actions the improve results at Critical Moments that have a disproportionate effect on many things that follow. Bust old Cultural Norms. 3. Engage all 6 Sources of Influence