Third, you must share your dream emotionally. Paul knew how to do this: “You Philippians became my partners…what makes me happiest is the well-earned reward you will have” (vv.15-17 TLB). Get people excited about the rewards. So show them the dream from their perspective! Ralph Waldo Emerson struggled, trying to wrestle a young calf into his barn. He was ready to give up when an Irish servant girl walked over to the calf, stuck her finger in its mouth, and the calf, associating the sensation with its mother, followed the girl into the barn. Pushing and prodding people doesn’t work. But if you help them to feel that they will benefit personally, they’re likely to go along. People do things for their own reasons, not yours. And their reasons are almost always tied to their emotions. Don’t be afraid to show people your heart. People buy into the dreamer before they buy into the dream. You may be able to communicate the idea of your dream in a few minutes, but it will take a lot longer to convince people of where your heart is. It will require patience. Of course you are enthusiastic, but you must adapt your stride to the slower pace of others. If you run too far ahead, you will lose your power to influence them. Generally, people have to hear an idea at least seven times before they embrace it and call it their own. Ten percent of people are pioneers, 70 percent are settlers, and 20 percent are antagonists. Make it your goal to win over the pioneers, to wait for the settlers, and to leave the antagonists behind.
Published on Wednesday, February 15, 2012 @ 9:37 AM CDT