In order for a positive change to take root, there must be a clear and compelling payoff for the person making the change.
“Compelling payoffs” come in two flavors—those that benefit you personally and those that benefit others.
Personal payoffs are often simple and straightforward:
I’ll earn $10,000 more if I meet my recruiting goals this year.
Payoffs that benefit others are more difficult to conceptualize, but more powerful:
I’ll be able to provide my daughter the wedding of her dreams if I meet my recruiting goals this year.
Research from various sources suggests the payoffs benefiting others are more effective at creating change.
When identifying your compelling payoff, keep in mind that it must be:
Well-defined. Here’s exactly what is going to happen if I make this change.
Time-related. Here’s the deadline for realizing the benefit.
What is the clear and compelling payoff of the change you’re trying to make?