Gail L. Dobbs
Business Coach, Speaker
& Trainer
The John Maxwell Team
THE FOUR PILLARS
Leadership is influence, nothing more, nothing less
Everything rises and falls on leadership
Leadership can be taught
The three stages of leadership:
Learn it
Live it
Lead it
THE LAW OF LEGACY
A leader’s
lasting value is
measured by
succession
“A life isn’t
significant except
for its impact on
other lives.”
• Gain a better
understanding of
influence
• Learn how to
increase your
influence with others
WHO DO I INFLUENCE?
Principle
As a leader, I
attract who I am,
not who I want.
DO I INFLUENCE…
Leaders or followers
Thinkers or Doers
Positive or Negative
Insecure or Secure
Successful or Unsuccessful
Givers or Takers
Eagles or Turkeys
HOW DO I INFLUENCE OTHERS?
Principle
How I influence people will determine how
many, how long, and how effectively I
influence them.
METHODS OF INFLUENCE
Force – no choice in the decision
Intimidation – “My way or the highway”
Manipulation – There’s a winner and a
loser
Positional – We follow because we have to
Exchange – We both win something
Persuasion – We follow because we want to
Respect – We follow because of the respect
for the influencer
Principle
Our value and
significance rises
when we influence
others at a time
when it is needed
most.
•
Hurt enough that
they have to change
•
Learn enough that
they want to change
•
Receive enough that
they are able to
change
“There comes a special moment in
everyone’s life, a moment for which
that person was born. That special
opportunity, when he seizes it, will
fulfill his mission – a mission for which
he is uniquely qualified. In that
moment, he finds greatness. It is his
finest hour.”
- Winston Churchill
WHY DO I INFLUENCE OTHERS?
Principle
Why you do something will ultimately
determine what you do.
LEVELS OF INFLUENCE
Modeling
Motivating
Mentoring
Multiplying
MODELING
People are first
influenced by what
they see
Positive & trustworthy
Over time – build or
bust
MOTIVATES
Creates a bridge
Builds confidence
Builds self-worth
MENTORING
Mentoring is pouring your life into
other people and helping them
reach their potential
MULTIPLYING
The people that you have mentored and
influenced have now become positive
influencers in the lives of others
GENUINE INTEGRITY
Integrity is not for sale
Integrity is about the small things
Character isn’t created in a crisis; it only comes
to light
IT’S AN INSIDE JOB!
Integrity is not…
Determined by circumstances
Based on credentials
To be confused with reputation
INTEGRITY MEASURES
How well do I treat people from whom I can gain nothing?
Am I the same when I’m in the spotlight as I am when I’m alone?
Do I put other people ahead of my personal agenda?
Do I have an unchanging standard for moral decisions, or do
circumstances determine my choices?
Do I make difficult decisions, even when they have a personal cost
attached to them?
“When I lay down the reins of my
administration, I want to have one friend
left. And that friend is inside of myself.”
QUALITIES OF INTEGRITY
Model consistency of character
Employ honest
communication
Value transparency
Exemplify humility
Support others
Fulfill your promises
Embrace an attitude of service
NURTURES PEOPLE
NURTURES PEOPLE
Depth of your concern
determines the height of
your influence
Position versus people –
which do you love more
Leaders who love their
people strengthen their
position
NURTURES PEOPLE
“There are a lot of coaches with good ball
clubs who know the fundamentals and have
plenty of discipline but still don’t win the
game. Then you come to the third
ingredient: If you’re going to play together
as a team, you’ve got to care for one another.
You’ve got to love each other. Each player
has got to be thinking about the next guy.”
– Vince Lombardi
IT’S ABOUT GIVING – NOT GETTING
Love
Respect
Sense of Security
Recognition
Encouragement
RESULTS OF NURTURING
Positive Self-Worth
Sense of belonging
Perspective
Feeling of significance
Hope
BECOME A NATURAL NURTURER
Commit to them
Believe in them
Be accessible to them
Give with no strings
Give them opportunities
Lift them to a higher level
NURTURES PEOPLE
“There are two great motivators in life. One is
fear. The other is love. You can lead an
organization by fear, but if you do, you will ensure
that people won’t perform up to their real
capabilities.”
- Jan Carlzon
Don’t have faith in themselves
Don’t have someone who has faith in them
Can tell when someone has faith in them
Will do anything to live up to your faith in them
“Difficulties seldom defeat
people; lack of faith in
themselves usually does it.”
- John Maxwell
Believe in them before they
succeed
Emphasize their strengths
List their past successes
Instill confidence when they
fail
Experience some wins
together
Visualize their future success
Expect a new level of living
“It is wonderful when
the people believe in
their leader. It is even
more wonderful when
the leader believes in
the people.”
- John Maxwell
“Men are developed the
same way gold is mined.
Several tons of dirt must
be moved to get an ounce
of gold. But you don’t get
into the mine looking for
the dirt. You go in
looking for the gold.”
-Andrew Carnegie
Shows respect
Builds relationships
Increases knowledge
Generates ideas
Builds loyalty
Helps others and
yourself
They stop gaining wisdom.
They stop "hearing" what isn't
being said.
Team members stop
communicating.
Their indifference begins to
spread to other areas.
Leads to hostility,
miscommunication, and a
breakdown of team cohesion.
Overvaluing talking
Stereotyping
Lacking focus
Personal emotional baggage
Mental fatigue
Preoccupation with self
Look at the speaker
Don’t interrupt
Focus on Understanding
Determine the need at the moment
Check your emotions
Suspend your judgment
Sum up at major intervals
Ask questions for clarity
Always make listening your priority
What is their heart?
What is their hope?
What is their hurt?
How can I help?
“Few things will pay bigger dividends than the time and trouble
you take to understanding people. Almost nothing will add
more to your stature as an executive and a person. Nothing
will give you greater satisfaction or bring you more happiness.”
- Kienzle and Dare
Fear
Self-centeredness
Failure to appreciate
differences
Failure to acknowledge
similarities
Wants to be somebody; be valued
Needs somebody to come along side of them
Can be somebody when somebody understands
and believes in her/him
Make up your mind to…
Consider the other person’s perspective
Extend personal empathy
Display a positive ATTITUDE about people
Has integrity with people
Nurtures other people
Has faith in people
Listens to People
Understands People
“It’s one thing to build a product; it’s another to build a
company, because companies are nothing but men, and
the things that come out of them are no better than the
people themselves. We do not build automobiles,
airplanes, refrigerators, radios, or shoestrings. We build
men. The men build the product.”
Raise their level of living & their potential for success
Increase their capacity for growth
Increase the potential of your organization
Improve yourself
Choose people:
With a similar philosophy
With potential you truly
believe in
Whose lives you can
positively impact
Match the men and women
to the mountains
Start when the timing is right
See their potential
Cast a vision for their future
Tap into their passion
Address character flaws
Focus on their strengths
Put resources in their hands
Expose them to experiences
Teach them to be selfenlargers
What do they cry about?
What do they sing about?
What do they dream
about?
“I have seen competent
leaders who stood in front
of a platoon and all they
saw was a platoon. But
great leaders stand in front
of a platoon and see 44
individuals, each whom has
aspirations, each whom
wants to live, each whom
wants to do good.”
Navigators:
Show people where they need to go
Tell them what they need to know
Show them how to grow
Everybody faces problems
Successful people face more
problems that unsuccessful
people
Money doesn’t solve problems
Problems provide an
opportunity for growth
Don’t listen to doubting critics
Don’t be overwhelmed by challenges
Seek simple solutions
Instills confidence
Don’t take people for granted
Possess a make-a-difference
mindset
Initiate movement toward
them
Look for common ground
Recognize and respect
differences
Find the “key” to others’
lives
Communicate from the
heart
Share common experiences
Once connected, move
forward
“The number one managerial productivity problem is
America is, quite simply, managers who are out of
touch with their people and out of touch with their
customers.”
- Tom Peters & Nancy Austin
Giving your influence to
others for the purpose of
personal and professional
organizational growth
Sharing yourself, your
influence, your position, your
power, your opportunities
Seeing people’s potential
Sharing your resources
Showing you believe in them
Position
Relationship
Respect
Commitment
Evaluate them
Knowledge – Skills – Ability
Model for them
Give them permission to succeed
Transfer authority to them
Publically show your confidence in
them
Supply them with feedback
Release them to continue on their
own
“The man who gets the most
satisfactory results is not always the
man with the most brilliant mind,
but rather the man who can best coordinate the brains and talents of his
associates.”
- W. Alton Jones
Raises your influence to a new level
Raises the new leaders’ personal potential
Multiplies resources
Ensures a positive future for your organization
Lead yourself well
Look continually for
potential leaders
Put the team first
Commit yourself to
developing leaders,
not followers
Model good leadership
Provide leadership training
Provide leadership resources & experiences
Create a growth environment
Others are Ahead of me
I am continually Challenged
My focus is Forward
The atmosphere is Affirming
I am often out of my Comfort Zone
I wake up Excited
Failure is not my enemy
Others are Growing
People desire Change
Growth is Modeled and Expected
Model
Integrity
Motivate
Nurtures
Faith
Listens
Understands
Mentor
Enlarges
Navigates
Connects
Empowers
Multiply
Reproduces
JOHN MAXWELL
“The reality is that influence is a choice.
We can be indifferent to people, pursue our
own agenda’s, have bad attitudes, and refuse
to work with a team. Or we can care about
people, be inclusive, work to be positive,
cooperate with others, and try to positively
influence them. Every day is a choice.”