Personal Motivation and Ability
a. Personal Motivation: All influence starts on a personal level. If you are not personally motivated to change, nothing will move you—best just to grab a bag of chips and a beverage of your choice and watch TV! “Hard work pays off in the future. Laziness pays off now.” (Steven Wright, page 83) According to the authors, getting people to try it (change or use new behavior), take pride in doing it, and connect it to their values goes a long way toward motivating them.
b. Personal Ability: Engaging their personal ability and helping them surpass their perceived limits requires influencers to do more. They must engage in deliberate practice—people need immediate coaching and feedback. It’s not just a practice-makes-perfect attitude. Rather, it’s a perfect-practice-makes-perfect attitude—paying full attention when practicing and having self discipline. All of these make a big difference in a lasting change of behavior.