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33. Leveraged Influence

For every person, there are actions that increase our influence disproportional to the amount of effort required to earn it. Just like a lever in physics, a little bit of action on onside results in a lot of return on the other. I am calling these actions “Leveraged Influence.”

For some people, buying them a gift results in a lot of earned influence. For other people it is helping them take out the trash, or answering the phone when they call. For others, simply writing them a thank you card can result in a substantially different relationship.

Leaders who are trying to figure out how to compel actions of others, should consciously take into account how others see the world, and then give people that which they value most.

But all actions are not for all people.

However, these same actions applied to other people will not have the same leveraged results. In fact, some of them may actually cost us influence rather than earn it. One has to get to know who a person is and what they value, to really understand how leveraged influence can be applied.

Consider using their Personality Temperament.

Using Personality Temperament can be a shortcut way of figuring out what others deeply appreciate and wish from others. Below is a cheat sheet chart that gives some ideas about how a person can do small actions that have a large influence on the other person. It is organized by “how you can lift the spirits”, “how you can get them gifts” and “how you can physically do actions for them.”

Guardians
1. Praise their helpfulness
2. Gift them thank you notes, greeting cards, and literal pats on the back.
3. Act on the small actions they ask of you.
Idealists
1. Praise their willingness to uphold high values.
2. Gift them political, spiritual or “alternative idea” books in the areas they like most.
3. Act by giving them an audience that really listen to their feelings.
Artisans
1. Praise their skill set.
2. Gift them access to resources or tools that improve their craft.
3. Act by providing physical assistance on their bigger projects.
Rationals
1. Praise their ingenuity.
2. Gift them non-fiction books that invoke deep thinking.
3. Act on what they ask, but go above and beyond showing great competence.

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