Tune Into This Essential Component of Genuine Influence

How do the most successful people consistently move others to adopt their ideas?

Hint: It’s not the way most people tend to go about *attempting* to do so.

In John David Mann’s and my book, The Go-Giver Influencer, one of the mentors, Judge Celia Henshaw, states that…

Key Point: “Pushing is telling people what *you* want; pulling is finding out what *they* want.”

She goes on to say:

Because all of this — negotiation, persuasion, solving problems, winning in business — ultimately, at its core, is all about influence. And as a dear friend of mine says, ‘The substance of influence is pull. Not push.’

Yes, “The substance of influence is pull.” {Thank you John David Mann for coining that phrase.}

In the end, it seems that “pushing” is about *us,* while “pulling” is about *them* (which is a bit ironic, in a sense, since one “pushes others” and “pulls toward oneself”).

To the degree you make it about *them* — that’s the degree to which your influence will soar.

And that is what we call “Genuine Influence.”

Today’s Exercise: Catch yourself pushing (making it about you and your agenda)…and right away adjust to pulling (making it about them and their agenda). Note the results in how influential and persuasive you suddenly become.

Genuine Influence: The Go-Giver Way

In an AI-driven world, human connection is your ultimate advantage.

If you’d like your team to sell more, lead better, and serve clients at a higher level — grounded in empathy and authentic influence — let’s talk about your next meeting or conference.

Feel welcome to visit burg.com, then call 561-575-2114 or email speaking@burg.com.