Law #14 – The Law of Buy-in
Vocabulary
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Proposition - an idea, offer, or plan put forward for consideration
Viable – able to be done or worth doing
Credibility – the ability to inspire belief or trust
Credible - easy to believe or trust
Ingenuity – cleverness and originality
Complacent - self-satisfied and unaware of possible dangers
Personality - the totality of somebody's attitudes, interests, and behavioral patterns
Trait - a characteristic or quality that distinguishes somebody
Capsulized - to express something in a very brief or condensed way
The Law of Buy-in – The People Buy into the Leader, then the Vision
 You are the message.
 People want to go along with people they get along with.
 As a leader, your success is actually measured by your ability to take your people where they
need to go. You can only do that if they buy in to you first.
The Law of Buy-in – The People Buy into the Leader, then the Vision
Every message that people receive is filtered through the messenger who delivers it. If you consider the
messenger to be credible, then you believe the message has value.
1) Actors promote causes. Have the actors being employed suddenly become experts in the cause they're
promoting? Usually not. But that doesn't matter. People want to listen to them because they believe in
them as people or because they have credibility as performers. Once people have bought into someone,
they are willing to give the person's vision a chance.
Leader
Don’t Buy In
Don’t Buy In
Buy In
Buy In
+
Vision
Don’t Buy In
Buy In
Don’t Buy In
Buy In
=
RESULT
Get Another Leader
Get Another Leader
Get Another Vision
Get Behind the Leader
Bad Leader and Bad Vision
This only happens when there is leverage. Hitler is a good example of this. As time went on, people were not
buying into him as a person and they began to lose sight of his vision. He needed leverage in order to keep his
position. There is a threat of physical violence.
In the business world, bosses use money in order to keep the people under control. The paycheck is the
leverage.
Bad Leader and Good Vision
The reason why coaches leave teams in professional sports is because the team didn’t buy-in to him or the
methods he used. Teams buy-in to the coach and his leadership ability and methods. The coaches were not
incompetent but the teams didn’t buy-into them. Other teams rehire these coaches in hopes that the
leadership style and ideas fit into their team’s philosophy.
In the business world, some successful companies hire select leaders who can motivate their workers. They
look for people who can connect with the people.
Good Leader and Bad Vision
Sometimes, these people work to convince their leader to change the vision. They might abandon their point
of view and adopt their leader's. Other times they find a compromise. But as long as they still buy into the
leader, they will rarely out-and-out reject him.
Good Leader and Good Vision
This is a great match! However, having a great vision is admirable but people expect someone with leadership
abilities to bring the vision to life. As a leader, your success is measured by your ability to actually take your
people where they need to go. You must constantly build your leadership skills.
How do you have people buy-in to you?
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Build Relationships – Communicate and show people their worth and how they fit in.
Build Credibility – Tell the truth. Be transparent.
Build your leadership mindset – Know what people want in a leader. Know what a leader is.
Show your competence in knowledge and/or skill – Do your homework about the cause.
BE AWARE: As a leader, you don’t earn points for failing in a noble cause. You don’t get credit for being right and
failing in your efforts. Understand that a good effort will sometimes not work. You should learn how to build on
failed efforts. This earns you more respect.
Build your Leadership Qualities, one at a time.
Relationships: If you get along, they’ll come along
People don’t care how much you know, until you show how much you care. Never underestimate the power of
relationship in people’s lives.
How can you cultivate a good relationship as a leader?:
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Have a leader’s mindset – UNDERSTAND People. People have some things in common:
a. They want a better tomorrow, so show them hope.
b. They want success, so help them win.
c. They desire direction, so help them navigate
Treat people as individuals. Everyone is different with different needs.
2. Have a leader’s heart – LOVE People. Have empathy for others. Learn about their needs and try to connect
with their ideas and emotions on a basic level.
3. Extend a leaders hand – HELP People. People respect leaders who keep their interests in mind. If you focus on
what you can put into people rather than what you can get out of them, they’ll respect you and this will create a
foundation for building relationships.
How can you grow as a “relationship” leader?:
1. Improve your mind. Read books on the subject. Any insights are helpful!
2. Strengthen your heart. Make a list of little things you can add value to other people. Don’t wait until you feel
like it to help other people. Act your way into feeling.
3. Repair a hurting relationship. Think of a relationship that faded. Do what you can do to rebuild it. Try better
understand others.