Page 22 - Workbook - CLC Action

DAY 2 – OVERVIEW: THE 7 MASTER STEPS OF LASTING CHANGE

Step 2: Connect & Get Leverage: Find What Makes Change a Must

Make sure there’s pain if they don’t change and pleasure if they do.

People often trap themselves by failing to realize that change is almost never a matter
of ability, but nearly always a matter of motivation. First, you must find the old challenge,
determine what already influences them and then use it to get them to move from a
place of “I should” to “I must.” This is leverage – and leverage is power!

• Leverage comes in two forms: pain and pleasure. By changing what we link pain
and pleasure to, we will instantly change our behaviors. Just remember: pain is
great short-term leverage, but there has to be pleasure for the change to last.

• Use different leverage for different people. (This is called “contextual leverage.”)
Don’t use yourself as a yardstick unless you’re trying to change yourself. For some
people, even the fear of death is not leverage. For others, leverage is the impact
on someone they care about or that their identity means more than money. Ask
questions to determine the “bargain” that makes change worth it for them and
failure to change too costly.

• Use rapport, responsiveness, trust and physical leverage so that change is no
longer a question; it is a must.

• Find the leverage that meets this person’s needs, Model of the World and beliefs.

• Leverage must be immediate: immediate pain for not changing now, immediate
pleasure for changing now.

“The moment you judge someone, you lose the power to
influence them in a significant and ongoing way.”

– Tony Robbins

www.tonyrobbins.com 21