Page 270 - The Power to Change Anything

Become an Influencer 259

The patient had a new boyfriend with whom she was stay-
ing half the time. Her mother had typically administered the
treatments, but now the patient was often not at home at the
prescribed times. She had started a job and was working nights.
The school she attended changed policies and now required a
nurse to administer her medicine. Deciding that this was a pain,
she stopped taking the medicine. Worst of all, in spite of los-
ing 20 percent of her lung capacity in the previous two months,
she felt fine and concluded that fewer treatments were okay.
The more Dr. Warwick talked with the patient, the more he
realized that she was failing to follow standard procedure for
several different reasons. When he understood the sources of
influence he was up against, he and the patient were able to
develop a plan that literally saved her life.

ADD MORE SOURCES

When the behavior you’re trying to change is currently sup-
ported by several sources, you’ll have to load up your influence
strategy to address everything you’re up against. The world is
perfectly organized to create the results you’re currently expe-
riencing.

Draw on All Six Sources of Influence

To achieve new results, you’re probably going to have to change
several elements in order to both motivate and enable the new
and healthier behaviors.
However, that’s not how people tend to operate. Over the
years we (the authors) have worked with corporate leaders who
knew that they needed to change the very culture of their
organizations. They knew that people’s behavior across the
company was sapping productivity, driving away customers, and
swallowing profits. When we described the breadth of six-
source strategies that would be required to create the results