Latest / From Chad / Incentivizing #1162

Transcript

Incentivizing #1162 · From Chad

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  There's sugar on the floor. There's a story behind that.
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  This is your daily message from Chad #1162 to upgrade your
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  mental game today by telling yourself a better story.
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  Because the most important story you hear is the story you tell
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  yourself. This message is dedicated to
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  Tavares Brown. You can get a free copy of my
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  book, The Most Powerful Story in the World by going to from
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  chad.gumroad.com. The transcript of this message
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  and hundreds of others are always available at
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  www.fromchad.com. Here's the upgrade.
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  You think you have a personal problem, but upgraded thinking
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  knows you almost always have a reward problem.
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  Here's the story. You get more of whatever you
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  reward. This is true personally.
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  This is true as a manager or team leader.
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  This applies to parenting. Incentives are the biggest
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  driver of behavior. If you wonder why you act the
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  way you do, look at the rewards you give yourself.
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  Where do your desires get satisfied?
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  Your desire for recognition, comfort, or control?
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  If you have sugar on the floor, you're going to have ants.
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  If you give yourself or those around you a certain reward,
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  you're going to get the behavior that leads to that reward.
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  Larry Ellison Co founded the software giant Oracle in 1977.
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  At 82 years old, he still leads the company.
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  He tells a story about how he got incentives wrong.
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  At one point in Oracle, he paid salespeople a bigger Commission
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  when a deal ran through an outside vendor than when they
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  closed it directly. So $1,000,000 deal sold direct
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  earned the reps 100,000. The same million routed through
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  a partner earned him 120 and handed the A cut to the partner.
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  So Oracle walked away with far less.
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  So guess what the reps did? They ran everything through
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  partners. The sales people were happy.
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  The partners were happy. The only one bleeding was
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  Oracle. Were the reps crooks?
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  No, they were ants. They walked straight to the
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  sugar somebody poured on the floor.
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  The system was set up for that behavior.
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  The reps were just acting rationally within that system.
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  Now turn it on yourself. You keep failing at the thing
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  you swore you do, and the story you tell yourself is what's
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  wrong with me? Why am I so weak, so lazy, so
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  undisciplined? This is like yelling at ants
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  that have infested your kitchen when you have a bunch of sugar
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  on the floor. The ants are just doing what
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  they're wired to do. They aren't the problem.
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  The most important question to ask yourself is what am I
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  actually rewarding? If you want to finish the
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  project, don't let yourself open that app until you work on it.
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  If you want to get fit, once you hit 10,000 steps then you reward
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  yourself with the snack. If you need the team to be on
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  time, reward them for it. You say you want to write, but
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  the second you sit down, you reward yourself with your phone.
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  You say you want to get out of debt, but every hard day ends
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  with the thing that feels good. Tonight you're not broken.
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  You're doing what every living thing does.
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  You're walking to the sugar. So quit sweeping ants.
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  Find the sugar and move it. Put the reward on the behavior
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  you actually want and watch how fast you March toward it.
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  The better story to tell yourself is don't blame the
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  ants. Find the sugar you get more of
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  whatever your reward. Tell me a story of a reward
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  pointed the wrong direction to from chadsmith@gmail.com.
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  Send someone a text and ask them what's one thing you keep
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  rewarding by accident.