The Motivating Process

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All communication is selling. People buy on emotion and justify with fact.

– Bert Decker, You’ve Got to be Believed to be Heard

This week I’ve been recapping a section of Bert Decker’s great book on communication, “You’ve Got to Be Believed to Be Heard.” He has created the following chart that shows the path from information to influence.

The end result of the process displayed above (and described in blog posts here, here and here) is that your communication will move from information to influence. You will be able to more effectively persuade your listeners, not just by the power of your person, but by the power of your presentation as well.

As leaders, we often think that if we say words, people will get them. That is not necessarily true. They might get the words and our message if we are enthused and confident – but not if we’re nervous and we block our message by inappropriate behavioral habits.

In the matrix depicted above, your communications reach their maximum effectiveness when they are in the active and emotion quadrant. In Decker’s words, you have moved from merely providing information to a place where you are influencing the listener. You have created a climate for motivation.

John Maxwell has a famous definition of leadership: “Leadership is influence.”

If you believe that, then what are you doing today to make your communications move from information to influence?

The Involving Process, The Memorable Process

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Author and communication expert Bert Decker has developed a matrix that shows how to move your communications from information to influence. A previous post was about the educational process; today  a look at the next two quadrants of his matrix: the Involving Process and the Memorable Process.

The Involving Process

To move people from passive to active, there are many options. One of the most important is to convey our energy and enthusiasm, which resonates in the listener. It’s hard to be passive when someone is excited, but it’s easy when someone is uninteresting, low on energy, and monotonous.

There are several things you can do that deal more with content and process. You can ask questions, getting people to think. You can do interactive exercises, or take people through simulated exercise or though processes. How about fill-in-the-blanks in handouts? However you can, get people involved, and move them from passive to active by interacting with them.

The Memorable Process

Moving people from the intellectual to the emotional realm is more difficult. This idea is not about ignoring the intellectual or reasoning processes in the listener, but adding the emotional dimension to your content. This is not something that is taught to us, but it is a very powerful mindset that you can learn quickly and use continuously.

Emotional perspective comes from the energy of our behavior, of course, but it can also be applied in our content. We want to become memorable by using techniques and methods that get us out of the dry and didactic world of facts and figures. We want to use our creativity, to become storytellers and interesting visualizers, to move deeper into the world of ideation and metaphor.

Decker’s book is entitled “You’ve Got to Be Believed to Be Heard.” It’s a great resource for anyone who speaks before a group of people – from 5 to 500. My focus (which ends tomorrow) has only been on one section – From Information to Influence.  There are four other sections that will help you create, organize, and then deliver – powerfully – your message.

Tomorrow: The Motivating Result

The Educational Process

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Author and communicator Bert Decker developed a chart that illustrates the path from information to influence. In developing it, he starts with a typical four-quadrant diagram, and then expands it one further step, finally adding a diagonal path.

Step one of the path from information to influence starts with the educational process.

Starting in kindergarten and continuing through college into graduate school, we are mostly taught passively. Basically we sit in chairs and teachers lecture at us. They appeal to our intellect, our cognitive side.

That is our educational system, and it continues into business and into life. It is the world of information. It is on the Passive and Intellectual side of Decker’s chart, Create Your Experience.

Take a journey back to high school or college, and remember your favorite teacher. It probably wasn’t the teacher with the longest tenure, or who was most published, or who had the most degrees. It was probably the person who was the most excited about the subject – and that enthusiasm was contagious.

You caught it, and because of that they influenced you to “get” the information and knowledge.

The journey from information to influence has to start with the Educational Process, but there has to be movement: from passive to active, and from the intellectual to the emotional mental states.

Tomorrow: the Involving Process.

From Information to Influence

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Jack Ryan, the historian-CIA-politician hero from author Tom Clancy’s fiction writings of the 1990s is always good for a quote:

Next time Jack, write a #@$!! memo!

He muttered this to himself as he was being lowered in a raging storm from a helicopter to a submarine, on the way to averting WWIII. His research led to an astounding discovery, but it was his willingness in presenting the information first-hand that led to the quote above. It may make for good summertime reading and an action movie, but there is actually an instructive lesson in it for anyone who seeks to become a better communicator.

The written medium is a cognitive, linear, literal, and didactic process that’s great for transferring information.

Speaking is the medium of action and influence. In speaking, we create an experience where people get us and our message together – and the two are inseparable. In speaking, we use information to influence. The power is in the presentation.

The two previous paragraphs come from Bert Decker’s book “You’ve Got to Be Believed to Be Heard.” Whenever I’m working on major presentations I always find myself coming back for a refresher course.

This week I’ll be posting excerpts from this book along with observations for ChurchWorld.

2 Questions for Your Consideration

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Alan Webber, co-founder of Fast Company magazine and author of the book “Rules of Thumb“, thinks every leader needs to keep 2 lists:

  • What gets you up in the morning?
  • What keeps you up at night?

There is a lot for leaders to think about in those two sentences. Here is a summary of  Webber’s challenges:

Some people just have jobs. Others have something they really work at.

Some people are just occupied. Others have something that preoccupies them.

It makes all the difference in the world.

Consider this: you spend at least eight hours a day working, five days a week. A minimum of forty hours a week for at least forty-eight to fifty weeks a year. That’s a minimum of 1,920 hours a year. For how many years? You do the math.

What gets you up in the morning?

The level of energy put out by an organization’s people is one of the things that you are aware of as soon as you enter their space. There’s a buzz in the air (sometimes literally) created by people who are working  hard and working together. They want to be there – they came in ready to go.

What keeps you up at night?

This is a chance to be honest with yourself. Many times leaders rarely get a chance to reflect on the things that really matter to the organization’s goals. Most of the time, day-to-day urgent concerns crowd out broader issues that are the really important ones. The things that often keep leaders up are the things that never seem to find the time or place for serious engagement in the course of an ordinary workday.

We all want to do work that excites us. We want to care about things that concern us. So, about that list…

Take out a stack of three-by-five cards. Use one to write down the answer to the question “What gets you up in the morning?” Keep it to one sentence. If you don’t like your answer, throw away the card and start over – it’s only a card. Keep doing it until you’ve got an answer you can live with.

Now repeat the exercise for the question “What keeps you up at night?” Work at it until you’ve got an honest answer.

Now read your answers out loud to yourself. If you like them – if they give you a sense of purpose and direction – congratulations! Use them as a compass, checking from time to time to see if they’re still true.

If you don’t like one or both of your answers, you have a new question to consider: What are you going to do about it?

Whatever your answers are, you’re spending almost two thousand hours a year of your life doing it.

That makes it worthwhile to come up with answers you can not only live with but also live for.

Lessons in Teamwork

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…courtesy of the Miami Heat

Here’s a repost from last year I thought was appropriate since the Miami Heat won the NBA Championship last night.

I’m not really a fan of pro basketball, but I must say that the free-agent talent raid pulled off by the Miami Heat has made for interesting conversations since last summer. From marketing hype at it’s most annoying (LeBron James’ announcement –“The Decision” – that he was going to the Heat) to instant pundits proclaiming them the next dynasty to a chorus of “I told you so”, it’s been more like a three-ring circus than a basketball team.

But leave it to Fast Company magazine’s Chuck Salter to find some great lessons in teambuilding from, well building a team. You need to read the whole story here, but for a quick taste read the following:

6 Steps Required to Create a Dream Team (in any setting)

  1. The Ego Equation: start with sacrifice. High-priced talent doesn’t ensure success. Think New  York Yankees – or the Knicks. Sports not your thing? Remember when Steven  Spielberg, Jeffrey Katzenberg, and David Geffen looked like a can’t-miss  team at DreamWorks? Turns out, no one bothered to account for the polarity  of their personalities. Teaming up has its trade-offs. Where once Wade had the spotlight, now he has to share it. No more entourage traveling with James. All three have seen less of the basketball. In other words, the team’s leaders have done what stars need to do when they merge: show a  willingness to sacrifice. It’s a necessary start.
  2. The Rule of Many: stars  can’t go it alone. New hires perform better when they bring a former colleague with them. Miami brought over a player who had been with James for seven seasons. The team also kept a longtime buddy of Wades who had been on the team eight years. All told, Miami added six new players in a span of 21 days: three-point specialists, guys to do the grunt work of rebounding, setting picks, and feeding the ball to the “Big 3.”
  3. The Platoon Principle: adversity is an asset. Nothing brings a team together like a common enemy. Google needs Facebook. Under Armour  needs Nike. The Heat need everybody who’s not the Heat. Coach Erik Spoelstra hoped to turn the vitriol to his advantage. The real bonding didn’t occur until the team began to lose – and badly. Said Spoelstra: “When it’s raw, when you don’t get along, that’s when there’s the most opportunity for growth.” Under duress, Miami found its identity.
  4. The Trust Theorem: when  the going gets tough, turn to one another. Watching the three  superstars at practice, it’s obvious these guys get along. But camaraderie  doesn’t necessarily translate into collaboration. When you assemble a team of experts, it’s better to have complementary, not competing, specialties.
  5. The Credibility Conundrum: manage from the inside out. Coach  Spoelstra’s position is like any manager operating between the CEO and the  in-the-trenches talent. Spoelstra needs to tread carefully, balancing his obligations to his boss and his commitments to his players, all in his  quest to build his own credibility for leadership. The coach must wrestle when to coddle and when to push, trying to master the sleight of hand that allows the young millionaires to feel they have ownership of the team even as he calls the shots.
  6. The Law of Patience: beware the blame game. Everyone remembers the six NBA titles the Chicago Bulls won with Jordan, Pippen, and a cast of specialists to support them. What we tend to forget is how long it took the Bulls to put all those pieces together. They didn’t win the first year. Or the second. Or even  the third. It took the team four years. Chemistry takes time. The playersrespect one another’s individual skills and even learn from one another. But those patterns don’t emerge right away. Chemistry isn’t something you create and then ignore. It’s a reflection of the bonds between members, and those bonds are fragile and needy – and constantly changing.

This is what any team aspires to: passion, unity, and absolute conviction that you can achieve whatever you want as a group.

What teamwork lessons can you learn from the Heat and apply to your team?

The Gospel Project

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As a lifelong learner, one of the most exciting developments announced at the SBC this week was The Gospel Project, LifeWay’s first new Bible study series for adults, students, and children in more than 10 years.

The Gospel Project (TGP) is a three-year, in-depth study that launches this fall. Over 12,000 churches have already participated in a pilot project this spring, and the response has been overwhelmingly positive.

TGP draws its focus from The Baptist Faith and Message, where the last sentence of the Scripture section states: “All Scripture is a testimony to Christ who is Himself the focus of divine revelation.”

Trevin Wax, managing editor of TGP said “The main emphasis is Jesus Christ, who He is, and what He has done for us. It’s centered on how all of the Bible tells us this one over-arching story of redemption about what God has done to save us through the work of Jesus Christ.”

For more information about The Gospel Project, go to GospelProject.com.

To see the video announcing The Gospel Project, click here.

History Being Made

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Today, in all likelihood, the Southern Baptist Convention will elect an African-American as its first president in its 167 year history.

That says a lot about a group that has its roots in the politics of slavery.

The Southern Baptist Convention began in 1845 largely due to the refusal of Northern Baptists to recognize slave owners as missionaries. For over 150 years, the Convention remained silent on the issue. Over the past two decades, though, the Convention has taken steps to recant its past. At its 150th anniversary meeting in 1995, it passes a resolution of apology and reconciliation for its racist past.

Fred Luter helped write it.

Today, Fred Luter Jr., pastor of New Orleans’ Franklin Avenue Baptist Church, is unopposed for election as president. Perhaps the most eloquent description of Luter was given by Thom Rainer, president of LifeWay – read it here.

I’ve always loved history – but it’s really exciting being a part of it.

How to Grow a Large Church – Elmer Towns style

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Dr. Elmer Towns, Co-founder of Liberty University and now Dean of the School of Religion, stopped by the Auxano booth this afternoon. In a fascinating conversation spanning only a few minutes but covering decades of church growth and health, one comment stands out. When asked about the founding of Liberty along with Jerry Falwell, he said:

Everybody wanted to know how to grow a big church. The answer is simple:

Go where the pulpit was hot!

He went on to explain that it meant preaching about the Gospel and how it changed lives. Chapel speakers weren’t faculty members – they were local pastors who came in and preached on what they did in ministry last week. He would give the same advice today to pastors and church planters – learn by doing from people who are doing it.

-from the SBC floor

30 Years Ago…

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30 years ago this week I was just finishing up the first year of my master’s program at The Southern Baptist Theological Seminary in Louisville, KY. I was also employed by SBTS as an audiovisual technician, and I was working the convention in two roles: running the multimedia program for the Seminary’s alumni luncheon, and serving as a photographer for the Seminary’s new President, Roy Honeycutt, who had just been named the Seminary’s 8th president.

I was also a part-time staff member of one of the largest SBC churches in the state, serving as Minister of Media for Highview Baptist Church in Louisville. The pastor did a live radio show every afternoon during drive time, and using that connection, I was able to do live radio news reports throughout the convention.

1982 was still the “early years” of the controversy in SBC life, so there was a lot going on at the convention. I love history but am not a historian; I wrestle with theology but am not a theologian. This post is not about what happened in SBC life during the early 80’s – history records it.

This is about today.

I am in New Orleans this week, once again attending the Southern Baptist Convention. A lot has happened in 30 years…

This time around, I am attending the SBC Pastor’s Conference and the Convention as an Auxano team member. My role at Auxano includes that of convention manager, coordinating our team at convention events. I will also be working in the Exhibit Hall area, in the LifeWay exhibit where Auxano has a white board conversation space.

Last night I served as host of the Green Room for the Pastor’s Conference. The Green Room is like a speaker’s lounge, where the speakers and family can relax before and after an event. As it was father’s day, the opening lineup consisted of father and son teams: Bailey Smith and J. Josh Smith; Don Wilton and Rob Wilton; Ronnie Floyd and Nick Floyd; and Tony Evans and Anthony Evans. It was great meeting these men, and since several of them were Auxano clients, we caught up on where they’ve been – and where they’re headed next. Exciting stuff!

I will be Tweeting as time allows (@auxano) and also trying to make notes for later reflection. I would love to hear any comments you might have about the SBC, the past 30 years, and where you are today.