The most effective way to gain the commitment and cooperation of others is to get into their world and blend with their behavior style. By meeting a person’s behavioral needs you are able to earn endorsement. Through this endorsement you are able to diffuse many problems before they happen. Also, endorsement allows a person to gain the most benefit from their time with you. Every interaction you have with a person either increases or decreases your endorsement. Human performance is directly proportionate to endorsement.

There are 6 ways in which you can build endorsement of which 1 is earned (position) and all the others can be learned.

1. Position - A person’s position gives them a certain amount of endorsement. However, this endorsement increases or decreases based on how they act and what they believe.
2. Appearance - Whether you like it or not, your appearance will dictate whether you are liked or not. People notice the way you dress, your stationery, briefcase, eye contact, handshake, walk, etc. Anything a person sees can positively affect your endorsement.
3. Beliefs - People who do what they say and say what they do will develop greater endorsement than people who are wishy-washy in their actions. A straight shooter will develop a greater level of endorsement because of his/her reliability and trustworthiness.
4. Competence (technical, systems, and people relations) - A specialist in a field is seen as the one to listen to in order to solve problems. Also, if you develop good people skills you have a competence that can build your endorsement.
5. Oral Presentation Skills - A person who stands up and is unable to effectively present his/her ideas will have trouble gaining endorsement.
6. Feedback - The ability to give, receive, and act upon various forms of information from others greatly impacts endorsement. Most people want to do a good job. The manager’s task is to give effective feedback allowing the employee to make appropriate changes.

The following 5 steps will assist you in achieving greater endorsement with those around you:

1. Know Yourself - Awareness of your own behavioral tendencies provides the basic foundation for increased communication. Each of us has certain inherent behavioral tendencies that make us unique, and to be aware of these provides us with the knowledge to modify our behavior.
2. Control Yourself- Once you have developed a heightened awareness of your behavior, you can begin to consciously control your behavior.
3. Know Others - Know yourself first, and then learn to recognize behavioral differences in others.
4. Appeal to Others’ Basic Needs - Before you can appeal to a person’s basic needs, you must know their needs. By knowing their basic needs, you can intentionally do something that will appeal to their basic needs, giving you greater endorsement.
5. Provide a Climate for Motivation - There are three types of motivation:

a. Fear Motivation - Do it or else we can replace you approach. Fear motivation always results in inner anger and resentment against the person using the fear tactics. Sometimes the threat of loss or punishment must be used, but should only be used when all other methods have failed. Fear motivation is the lowest form of motivation and usually results in: when the cat is away, the mice will play.
b. Incentive Motivation - Is the carrot held out that causes the person to want to run the race. If you do this, then we will do this for you. Incentive motivation can be vary powerful and should be a part of your compensation program. However, it is not the strongest or highest form of motivation.
c. Causal Motivation - The highest form of motivation occurs when an environment is created that causes people to want to work and be the best they can be. As the title implies, casual motivation is working toward a cause.

Lastly, here are some thoughts you should discuss with others in your organization:

• You cannot motivate another person; you can only create an environment in which people become self-motivated.
• All people can be motivated.
• People do things for their reasons and not yours!
• An individual’s strengths overextended may become a weakness.
• If I understand me better than you understand me, then I can control the communication or the situation!
• If I understand me, and I understand you better than you understand yourself, I can control you!

WHAT DOES IT TAKE TO BE A MASTER OF SUCCESS?You will find answers as well as tips and ideas on how you can be a success in your own life from these fascinating entrepreneurs.

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There is nothing like a dream to create the future.
- Victor Hugo

It is not your aptitude, but your attitude, that determines your altitude.
- Zig Ziglar

Live out your imagination not your history.
- Stephen R. Covey

Too many leaders act as if the sheep - their people - are there for the benefit of the shepherd, not that the shepherd has responsibility for the sheep.
- Ken Blanchard