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

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

Author: Matt Abrahams, Think Fast Talk Smart March 11, 2025 Duration: 28:09

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
  • (03:24) - The Power of Storytelling
  • (06:34) - Leverage Points for Change
  • (09:57) - Wasted Resources & Motivation
  • (13:10) - Latent Desire in Systems
  • (15:18) - Communicating Progress
  • (18:55) - The Final Three Questions
  • (26:51) - Conclusion

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Ever find yourself scrambling for the right words in a high-stakes meeting or struggling to get your point across clearly? That’s the territory Think Fast Talk Smart: Communication Techniques explores. Hosted by Matt Abrahams, a Stanford lecturer and author who understands the real-world pressure of thinking on your feet, this podcast digs into the mechanics of how we connect and convey ideas. Each episode features conversations with specialists across various fields, moving beyond theory to deliver concrete methods you can use immediately. Whether it’s navigating a difficult conversation, structuring a persuasive pitch, or simply becoming a more engaged listener, Matt focuses on the tactical skills that build confidence. The discussions are grounded in his professional experience and academic background, offering a blend of research and relatable application. You’ll hear specific techniques for organizing your thoughts under pressure, using storytelling to make data memorable, and adjusting your communication style for different audiences. This isn’t about abstract concepts; it’s a resource for anyone who needs to influence, lead, or collaborate more effectively in their career and daily interactions. Tune in to this practical podcast for a regular dose of insights that aim to make your communication more intentional and impactful, one conversation at a time.
Author: Language: English Episodes: 284

Think Fast Talk Smart: Communication Techniques
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