Think Fast Talk Smart: Communication Techniques

190. Motivation Matters: How to Leverage What People Already Want

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Mar 11, 2025

Dan Heath, a New York Times bestselling author and expert in persuasion, shares his insights on mobilizing change without crafting new motivations. Instead of convincing others from scratch, he encourages tapping into their existing desires. Heath discusses the concept of 'leverage points'—small efforts that yield significant results—and emphasizes the power of storytelling in engaging audiences. He explores how personal anecdotes and practical strategies can enhance communication and drive organizational success. Discover how to turn latent motivation into an engine for impactful change!

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INSIGHT

Storytelling Power

Stories have the twin powers of simulation and inspiration, making them powerful communication tools.
They let listeners experience the protagonist's feelings and inspire action.

ADVICE

Study Bright Spots

Study "bright spots" to learn from successes instead of dwelling on problems.
Obsess over what's working to discover how to improve everything.

INSIGHT

Leverage Points

Leverage points are areas where small efforts yield big returns, crucial in complex systems.
Focus efforts on these points for maximum impact.

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How to turn latent motivation into fuel for change.

If you want to be a changemaker, you’ll have to convince others to join your cause. But according to Dan Heath, persuading your audience isn’t about creating new motivation — it’s about leveraging the motivation that’s already there.

“The most important fuel for any change effort is motivation,” says Heath, the number-one New York Times bestselling author of Reset: How to Change What's Not Working. Instead of struggling to persuade people to want what you want, Heath suggests finding where your goals overlap with the things they already desire. "Before you even get to persuasion, if you can just tap and unleash the energy that's already there, you've already catapulted yourself toward success,” he says.

In this episode of Think Fast, Talk Smart, Heath and host Matt Abrahams explore how to create more compelling communication using “leverage points,” or as Heath says, “where a little bit of effort yields a disproportionate return.” Whether getting buy-in from one teammate or achieving change across an entire organization, Heath shares practical tips for turning latent motivation into an engine for change.

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Chapters:

(00:00) - Introduction
(02:29) - The Power of Storytelling
(05:39) - Leverage Points for Change
(09:02) - Wasted Resources & Motivation
(12:15) - Latent Desire in Systems
(14:23) - Communicating Progress
(18:00) - The Final Three Questions
(24:43) - Conclusion

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