2Find Vital Behaviors

It is not enough to do your best; you must know what to do, and THEN do your best.

—W. Edwards Deming

Before you can influence change, you have to decide what you’re trying to change. Influence geniuses focus on behaviors. They’re universally firm on this point. They don’t dive into developing influence strategies until they’ve carefully identified the behaviors they want to influence.

And now for the big idea: A few behaviors can drive a lot of change.

The breakthrough discovery of most influence geniuses is that enormous influence comes from focusing on just a few vital behaviors. Even the most pervasive problems will often yield to changes in a handful of high-leverage behaviors. Find these, and you’ve found the beginning ...

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