MAXIMIZING. Influence PART 1 BUILDING TRUST

Transcription

1 MAXIMIZING Influence PART 1 BUILDING TRUST

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3 SUPPORT & CHALLENGE MATRIX High Support PROTECTOR Culture of Entitlement and Mistrust LIBERATOR Culture of Empowerment and Opportunity Low Challenge High Challenge ABDICATOR Culture of Apathy and Low Expectation DOMINATOR Culture of Fear and Manipulation Low Support, Source Credit: DDA Consulting

4 GOAL To be a Liberator more often each day in every Circle of Influence

5 5 CIRCLES OF INFLUENCE INTENTIONAL Community Org. Team Family Self ACCIDENTAL

6 TALK OUT LOUD Snap Shot Challenge! - In the last week what color would you give your predominant Leadership Behavior for each Circle of Influence?

7 5 CIRCLES OF INFLUENCE INTENTIONAL Community Org. Team Family Self ACCIDENTAL

8 MAXIMIZE Make as large or as great as possible. To make the best use of

9 INFLUENCE The capacity to have an effect on the character, development, or behavior of someone or something.

10 THE INFLUENCE MODEL CHARACTER CHEMISTRY COMPETENCY CREDIBILITY TRUST INFLUENCE IMPACT RELATIONSHIP TRANSACTION YOU OTHERS + S E L F P R E S E R V A T I O N S E L F P R E S E R V A T I O N

11 STAGE 1: BUILDING TRUST YOU TRANSACTION + CHARACTER CHEMISTRY COMPETENCY CREDIBILITY TRUST

12 FILTERS - WHAT ARE PEOPLE REALLY ASKING? 1.CHARACTER - Do I trust you? Are you a person of integrity? 2.CHEMISTRY - Do I like you? Do I connect with you? Do I enjoy spending time with you? 3.COMPETENCY - Are you competent? Are you confident in the way you communicate your competence? Do you have a proven track record of success? 4.CREDIBILITY - Are you able to take your competence, understand the complexity of my reality and design a bespoke solution that helps me achieve my goals? ACT LIKE YOU BELONG! - What you believe about yourself is what you will be communicating!

13 BARRIERS TO RELATIONSHIP UNLOCKING INFLUENCE Character, Chemistry, Competence and Credibility function as sequential filters to Relationship. You have to unlock all four to Unlock Influence with them! GiANT

14 BARRIERS TO RELATIONSHIP GREEN No Barrier to Relationship YELLOW Potential Barrier to Relationship RED Definite Barrier to Relationship

15 NURTURER

16 CHAMPION OF NURTURER Relational Harmony, Values and People, Fairness and Equality

17 5 VOICES MEETS THE INFLUENCE MODEL NURTURER CREATIVE (F) CREATIVE (T) GUARDIAN CONNECTOR PIONEER CHARACTER Do I Trust? CHEMISTRY Do I Like you? COMPETENCE Competent? CREDIBILITY Relevant?

18 FILTERS - WHAT ARE PEOPLE REALLY ASKING? 1. CHARACTER - Do I trust you? Are you a person of integrity? 2. CHEMISTRY - Do I like you? Do I connect with you? Do I enjoy spending time with you? 3. COMPETENCY - Are you competent? Are you confident in the way you communicate your competence? Do you have a proven track record of success? 4. CREDIBILITY - Are you able to take your competence, understand the complexity of my reality and design a bespoke solution that helps me achieve my goals?

19 NATURE START POINT FOR 5 VOICES vs INFLUENCE MODEL NURTURER CREATIVE (F) CREATIVE (T) GUARDIAN CONNECTOR PIONEER CHARACTER Do I trust you? CHEMISTRY Do I like you? COMPETENCE Are you Competent? CREDIBILITY Are you Relevant?

20 GUARDIAN

21 CHAMPION OF GUARDIAN Truth, Stewardship of Money, and Systems

22 5 VOICES MEETS THE INFLUENCE MODEL NURTURER CREATIVE (F) CREATIVE (T) GUARDIAN CONNECTOR PIONEER CHARACTER Do I Trust? CHEMISTRY Do I Like you? COMPETENCE Competent? CREDIBILITY Relevant?

23 FILTERS - WHAT ARE PEOPLE REALLY ASKING? 1. CHARACTER - Do I trust you? Are you a person of integrity? 2. CHEMISTRY - Do I like you? Do I connect with you? Do I enjoy spending time with you? 3. COMPETENCY - Are you competent? Are you confident in the way you communicate your competence? Do you have a proven track record of success? 4. CREDIBILITY - Are you able to take your competence, understand the complexity of my reality and design a bespoke solution that helps me achieve my goals?

24 NATURE START POINT FOR 5 VOICES vs INFLUENCE MODEL NURTURER CREATIVE (F) CREATIVE (T) GUARDIAN CONNECTOR PIONEER CHARACTER Do I trust you? CHEMISTRY Do I like you? COMPETENCE Are you Competent? CREDIBILITY Are you Relevant?

25 cyber warfare CONNECTOR

26 CHAMPION OF CONNECTOR Relational Networks, Branding and Messaging, and Internal Collaboration

27 5 VOICES MEETS THE INFLUENCE MODEL NURTURER CREATIVE (F) CREATIVE (T) GUARDIAN CONNECTOR PIONEER CHARACTER Do I Trust? CHEMISTRY Do I Like you? COMPETENCE Competent? CREDIBILITY Relevant?

28 FILTERS - WHAT ARE PEOPLE REALLY ASKING? 1. CHARACTER - Do I trust you? Are you a person of integrity? 2. CHEMISTRY - Do I like you? Do I connect with you? Do I enjoy spending time with you? 3. COMPETENCY - Are you competent? Are you confident in the way you communicate your competence? Do you have a proven track record of success? 4. CREDIBILITY - Are you able to take your competence, understand the complexity of my reality and design a bespoke solution that helps me achieve my goals?

29 NATURE START POINT FOR 5 VOICES vs INFLUENCE MODEL NURTURER CREATIVE (F) CREATIVE (T) GUARDIAN CONNECTOR PIONEER CHARACTER Do I trust you? CHEMISTRY Do I like you? COMPETENCE Are you Competent? CREDIBILITY Are you Relevant?

30 PIONEER

31 CHAMPION OF PIONEER Strategic Vision, Tough Decisions, and Problem Solving

32 5 VOICES MEETS THE INFLUENCE MODEL NURTURER CREATIVE (F) CREATIVE (T) GUARDIAN CONNECTOR PIONEER CHARACTER Do I Trust? CHEMISTRY Do I Like you? COMPETENCE Competent? CREDIBILITY Relevant?

33 FILTERS - WHAT ARE PEOPLE REALLY ASKING? 1. CHARACTER - Do I trust you? Are you a person of integrity? 2. CHEMISTRY - Do I like you? Do I connect with you? Do I enjoy spending time with you? 3. COMPETENCY - Are you competent? Are you confident in the way you communicate your competence? Do you have a proven track record of success? 4. CREDIBILITY - Are you able to take your competence, understand the complexity of my reality and design a bespoke solution that helps me achieve my goals?

34 NATURE START POINT FOR 5 VOICES vs INFLUENCE MODEL NURTURER CREATIVE (F) CREATIVE (T) GUARDIAN CONNECTOR PIONEER CHARACTER Do I trust you? CHEMISTRY Do I like you? COMPETENCE Are you Competent? CREDIBILITY Are you Relevant?

35 CREATIVE (F)

36 CREATIVE (T)

37 CHAMPION OF CREATIVE Future ideas, Organizational Integrity, and Social Conscience

38 5 VOICES MEETS THE INFLUENCE MODEL NURTURER CREATIVE (F) CREATIVE (T) GUARDIAN CONNECTOR PIONEER CHARACTER Do I Trust? CHEMISTRY Do I Like you? COMPETENCE Competent? CREDIBILITY Relevant?

39 FILTERS - WHAT ARE PEOPLE REALLY ASKING? 1. CHARACTER - Do I trust you? Are you a person of integrity? 2. CHEMISTRY - Do I like you? Do I connect with you? Do I enjoy spending time with you? 3. COMPETENCY - Are you competent? Are you confident in the way you communicate your competence? Do you have a proven track record of success? 4. CREDIBILITY - Are you able to take your competence, understand the complexity of my reality and design a bespoke solution that helps me achieve my goals?

40 NATURE START POINT FOR 5 VOICES vs INFLUENCE MODEL NURTURER CREATIVE (F) CREATIVE (T) GUARDIAN CONNECTOR PIONEER CHARACTER Do I trust you? CHEMISTRY Do I like you? COMPETENCE Are you Competent? CREDIBILITY Are you Relevant?

41 NATURE START POINT FOR 5 VOICES vs INFLUENCE MODEL NURTURER CREATIVE (F) CREATIVE (T) GUARDIAN CONNECTOR PIONEER CHARACTER Do I trust you? CHEMISTRY Do I like you? COMPETENCE Are you Competent? CREDIBILITY Are you Relevant?

42 AHA! Every foundational Voice has a barrier to influence they have to overcome!

43 PRIMARY BARRIERS TO INFLUENCE Nurturer - Competence Everyone knows you care, but can you communicate your competence and track record with confidence and true authority? 95% - It s all too easy for your self depreciating tendencies to communicate a sense of insecurity and self doubt! Creative (Feeler) - Competence Everyone knows you are a person of enormous integrity, but can you discipline your external communication to establish your competence and professionalism. When you communicate externally and go off your agreed script it invariably gets worse and leaves people confused!

44 PRIMARY BARRIERS TO INFLUENCE Creative (Thinker) - Chemistry Everyone sees your competency and commitment to integrity but can you connect with people and communicate your desire to establish a mutually beneficial relationship? Your apparent distance, reluctance to share how you re feeling and social awkwardness rarely leaves a great first impression! Guardian - Chemistry Everyone trusts your integrity and hard earned competency but do you know how to connect with people and communicate your desire to establish a mutually beneficial relationship? Can you relax, be emotionally present with people in 2nd and 3rd Gear without defaulting to task and work centred conversation?

45 PRIMARY BARRIERS TO INFLUENCE Connector - Character People connect easily with you and enjoy your infectious enthusiasm and positivity but ultimately question whether you are for real and whether you will truly deliver on what they heard you promise. Can they trust you to deliver projects under pressure, are you charismatic salesman who over sells and under delivers? Pioneer - Character People deeply respect your competency but often question why everything has to be a fight to the death competition. They assume that ultimately you are manipulating them to advance your own position! If you re being nice to me then you obviously want something! I can easily feel like I m pawn on your chess board and ultimately expendable when I am no longer useful?

46 INDIVIDUAL EXERCISE What are the biggest Aha s for you as you see 5 Voices engage with the Influence Model? How are you going to overcome your primary barrier to Influence and Impact?

47 GOAL Long Term Relationships - We become significant and memorable in people s lives

48 GROUP EXERCISE What are the primary barriers to establishing lasting influence and impact for your foundational voice?

49 MAXIMIZING Influence PART 2 OVERCOMING SELF- PRESERVATION

50 THE INFLUENCE MODEL CHARACTER CHEMISTRY COMPETENCY CREDIBILITY TRUST INFLUENCE IMPACT RELATIONSHIP TRANSACTION YOU OTHERS + S E L F P R E S E R V A T I O N S E L F P R E S E R V A T I O N

51 STAGE 2: BREAKING THROUGH 1. What are you afraid of losing? 2. What are you trying to hide? 3. What are you trying to prove? To whom? S E L F P R E S E R V A T I O N

52 SELF-PRESERVATION What causes you to stop at Transaction and retreat from Relationship?

53 INHIBITED OR PROHIBITED Who says you can t? INHIBITION vs. PROHIBITION

54 TYPICAL AREAS OF SELF- PRESERVATION Vulnerability: Am I prepared to be that vulnerable? Rejection: What if they don t want relationship with me? Priority: I have immediate financial targets to hit. Value: Do relationships have any place in the business world? Time: I d love to but I don t have the time. Capacity: I don t need more relationships.

55 PAIRS EXERCISE Which area is most difficult for you? When are you transactional?

56 BARRIERS TO RELATIONSHIP? NURTURER 43% CREATIVE 9% GUARDIAN 30% CONNECTOR 11% PIONEER 7%

57 INDIVIDUAL EXERCISE Take time to honestly answer the 3 Self Preservation Questions. What keeps you from building relationships effectively?

58 STAGE 3: GETTING TO INFLUENCE RELATIONSHIP INFLUENCE IMPACT S E L F P R E S E R V A T I O N OTHERS

59 THE INFLUENCE MODEL CHARACTER CHEMISTRY COMPETENCY CREDIBILITY TRUST INFLUENCE IMPACT RELATIONSHIP TRANSACTION YOU OTHERS + S E L F P R E S E R V A T I O N S E L F P R E S E R V A T I O N

60 AHA! Learning how to establish, maintain and develop Relationships produces more transactions and opportunity than those who seek it.

61 MAXIMIZING Influence PART 3 TOOLS & APPLICATIONS

62 How to Avoid Minimizing Your Influence

63 KNOW YOURSELF TO LEAD YOURSELF CONSEQUENCES REALITY KNOW YOURSELF LEAD YOURSELF ACTIONS TENDENCIES (PATTERNS)

64 5 CIRCLES OF INFLUENCE INTENTIONAL ACCIDENTAL

65 4 FOUNDATIONAL TOOLS FOR MAXIMIZING INFLUENCE 1. Provisional / Plan / Promise 2. Discretion & Discipline 3. Go To the Source 4. Power of the Medium

66 TOOL #1: PROVISIONAL / PLAN / PROMISE CERTAINTY PROVISIONAL PLAN PROMISE

67 TOOL #1: PROVISIONAL / PLAN / PROMISE 1. Ask yourself - Is what I am about to share - 1.Provisional - We are thinking out loud, brainstorming, all ideas are welcome. 2.Plan - This is our considered opinion having reviewed all the options. This is what we are committing to do and will only change in extreme circumstances. 3.Promise - You can bank this, I ve given my word. To go back on a promise undermines my integrity.

68 PAIRS EXERCISE How could you use Provisional, Plan, Promise vocabulary to aid communication and maximize your Influence?

69 PROVISIONAL / PLAN / PROMISE > LEADERSHIP INSIGHTS 1. When Intuitive Perceivers (NP) talk out loud they assume everyone knows they are speaking Provisionally! 2. Sensor Judgers (SJ) invariably hear all external statements as concrete Plans! 3. Judgers (J) dislike Provisionality and will often move to Plan immediately, short circuiting the dreaming / brainstorming process 4. Perceivers (P) enjoy Provisionality because it keeps their options open, when it s time to Plan they have to commit and deliver! 5. All - If you ve been accused of over promising and under delivering in the past invite your team to clarify when they are not sure it! 6. All - A Promise is powerful, if you don t deliver people remember!

70 TOOL #2: DISCRETION & DISCIPLINE What To Share How much? Who To Share It With Are they the right people? When To Share It Is now the right time?

71 TOOL #2: DISCRETION & DISCIPLINE WHAT TO SHARE - How Much? 1. Why are sharing? Is it primarily for your benefit? 2. How are the different Voices going to respond? 3. Have you used your Advisory Board?

72 TOOL #2: DISCRETION & DISCIPLINE WHO TO SHARE IT WITH - Are they the right people? 1. Do these people need this information right now? 2. Do you trust their integrity? Will they keep it confidential? 3. Is this a safe relationship to brainstorm and think out loud?

73 TOOL #2: DISCRETION & DISCIPLINE WHEN TO SHARE IT - Is now the right time? 1. Why do they need to hear it now? 2. Is this the best context to share this information? (Intimate, Personal, Social or Public space?) 3. Will sharing now increase productivity and engagement or cause confusion?

74 PAIRS EXERCISE Do you struggle with Discretion and Discipline in your external communication? Where have you gotten into trouble in the past?

75 DISCRETION & DISCIPLINE > LEADERSHIP INSIGHTS 1. Extroverts - when you think out loud, learn to use the 3 Filters of What, Who and When! 2. Introverts - remember that under extreme stress you will extrovert your frustrations with yourself, the situation and others! 3. Thinkers (Pioneers / Guardians and T Creatives) - remember the power of your weapon system and plan your contributions and external interactions carefully. 4. If you need to talk / brainstorm a lot (you know who you are!) then find a safe relationship or partner who processes the same way! 5. Ask - What does High Support and Challenge look like for the person you are talking with?

76 TOOL #3: GO TO THE SOURCE ISSUE 1 2 CONDUIT FIRE WALL? DRAMA 3 GOSSIP

77 TOOL #3: GO TO THE SOURCE Know Yourself to Lead Yourself enough to Go To The Source otherwise, the consequences of repeated Gossip and Drama will have a very negative affect on the reality of your culture. CONSEQUENCES REALITY KNOW YOURSELF LEAD YOURSELF ACTIONS TENDENCIES (PATTERNS)

78 TOOL #3: GO TO THE SOURCE Remember - Leaders Define Culture : 1. Do you choose to believe the best and Go to the Source when others offend or upset you? 2. Do you function as a Conduit or a Firewall when others come to you to complain about colleagues? 3. How toxic is Gossip and Drama inside your Team and organizational Circles of Influence?

79 PAIRS EXERCISE How could you use this the Go To The Source tool to shape your leadership culture?

80 TOOL #4: POWER OF THE MEDIUM MEDIUM TEXT MESSAGE BRINGING EFFECTIVE CHALLENGE 10% 15% PHONE CALL 35% VIDEO CHAT 70% IN- PERSON 95%

81 TOOL #4: POWER OF THE MEDIUM Know Yourself to Lead Yourself enough to utilize the Power of the Medium wisely otherwise, you could fail to bring effective challenge, create miscommunication, and cause more problems than when you started. CONSEQUENCES REALITY KNOW YOURSELF LEAD YOURSELF ACTIONS TENDENCIES (PATTERNS)

82 AHA! The greater the challenge, the more important it is to do it face- to- face!

83 TOOL #4: POWER OF THE MEDIUM Remember - Leaders Define Culture : 1. How good are you at bringing effective challenge? 2. Is your tendency to hint, or to actually communicate the pain? 3. When have you gotten it horribly wrong before? What happened?

84 PAIRS EXERCISE How could you use the Power of the Medium tool to shape your leadership culture?

85 INDIVIDUAL EXERCISE What are the biggest Aha s for you personally as you engage with these Foundational Tools?

86 SUPPORT & CHALLENGE MATRIX High Support PROTECTOR Culture of Entitlement and Mistrust LIBERATOR Culture of Empowerment and Opportunity Low Challenge High Challenge ABDICATOR Culture of Apathy and Low Expectation DOMINATOR Culture of Fear and Manipulation Low Support, Source Credit: DDA Consulting

87 THE INFLUENCE MODEL CHARACTER CHEMISTRY COMPETENCY CREDIBILITY TRUST INFLUENCE IMPACT RELATIONSHIP TRANSACTION YOU OTHERS + S E L F P R E S E R V A T I O N S E L F P R E S E R V A T I O N