I'm working through a great book called "Influencer." Figured I would write some thoughts down as an attempt to do some third-person teaching. I'm very interested in the idea of influence. It's an area that I value and one in which I believe I am skilled. However, I want to grow in it.
The book is more about change and how to change behaviors than I originally suspected but now that I think about it, I should have figured that. In reality isn't influence the ability to change someone or something? Further, change their behavior or actions?
For example, I'm struggling through trying to figure out how to motivate and inspire my loan officers. They are set in their ways, they've got a consistent volume of business and don't see a need necessarily to grow. However, I'd like to see them to more, have greater success both professionally and financially. How can I change their behavior to accomplish this.
The book would suggest that there are a few vital behaviors that I need to isolate that would create the outcome I would like.
Questions I have...
1. Is the outcome the right one? Is it selfishlly motivated or based on authenticity?
2. What are my measurements going to be? Each person going to the production trip or hitting certain numbers, etc...
3. Where do I start?
4. If the outcome is the right one, how do I get there?
See, I know all the stuff about vision and purpose and values and convictions and strategy. I'm just struggling with getting them to see the value in it and to instill that as a force in their life. I can see how it would benefit but I'm not sure...
Maybe that's my desired out come. Is for them to each create a business plan, implement that plan and utilize to accomplish their individual goals. And as a branch, I want to see us grow and expand our volume even in the midst of a new manager coming in.
"It's not enough to do your best; you must know what to do and THEN do your best." W. Edwards Deming