Think Fast Talk Smart: Communication Techniques

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

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!

25:21

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Episode guests

Dan Heath

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Episode notes

Podcast summary created with Snipd AI

Quick takeaways

Effective communication leverages storytelling to inspire audience engagement and evoke emotions, prompting personal reflection and action.

Identifying and focusing on 'leverage points' can drive significant change with minimal effort, fostering positivity and productivity in organizations.

Deep dives

The Power of Storytelling

Storytelling is highlighted as a crucial element of effective communication. It has the unique ability to induce simulation and inspiration in the audience, allowing them to engage with the narratives on a personal level. By recounting specific stories, such as a customer’s extraordinary service experience, communicators can evoke emotions and provide relatable understanding. This dual power encourages listeners not only to feel but also to reflect on their own behaviors and move towards action.

Intro

2min

The Power of Storytelling in Communication

2min

Harnessing Bright Spots for Engagement

14min

Creating Meaningful Family Moments

3min

Crafting Memorable Communication: The Recipe for Impact

4min

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
(02:08) - The Power of Storytelling
(05:18) - Leverage Points for Change
(08:41) - Wasted Resources & Motivation
(11:54) - Latent Desire in Systems
(14:02) - Communicating Progress
(17:39) - The Final Three Questions
(24:22) - Conclusion

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