Influencer

The New Science of Leading Change

by Joseph Grenny, Kerry Patterson, David Maxfield, Ron McMillan, Al Switzler

4.6(1,775 ratings)

11 min read

Brief overview

This book explores the science of identifying which actions truly matter and systematically helping people adopt them. It demonstrates how careful goal setting, practical examples, and strategic rewards or social support can create lasting change. By blending research with real-world stories, it reveals how to motivate individuals, teams, and entire organizations to do what was once considered impossible.

Introduction

Imagine being able to tackle any major challenge—whether it’s getting a team to work more cohesively, urging family members to adopt healthier routines, or transforming a stressful workplace into a results-driven culture. Often, these efforts fail because we either set vague goals or rely on quick fixes.

In our day-to-day lives, we see countless attempts at change—from new diets to corporate turnarounds—yet only a small fraction succeed. The missing piece is a clear, science-backed methodology for personal and collective influence.

This book’s ideas matter because they zero in on the key moments when behavior can be shifted. Instead of scattering effort on dozens of approaches, it describes how to leverage six sources of influence that shape human action.

By the end of this summary, you’ll see how individuals and organizations have overcome persistent troubles—like poor performance or unhealthy habits—by identifying and focusing on just a few vital actions. It’s all about knowing exactly what to do, and how to motivate and enable others to do it.

People fail not because they lack willpower, but because they don’t rely on the right strategies at the right time.

Focus and Measure

One foundational step toward effective change is setting a clear and compelling goal. Vague statements like “Improve customer service” or “Be more productive” rarely stir people to act. Instead, a specific, time-bound target—such as saving 100,000 lives by a certain date—can ignite both urgency and creativity.

We also need meaningful metrics to track whether we’re getting closer to the finish line. Leaders often overlook this, monitoring the wrong data or measuring only occasionally. Routine and consistent measurement combats drift. It helps everyone see results in real time and adjust quickly.

When a famed healthcare pioneer asked hospitals to save 100,000 lives by June 14, 2006, at 9 a.m., the specificity of that challenge united staff around a laser-focused objective. By tying a major goal to an exact number and date, people tackled the root causes of patient harm instead of sinking into broad talk about "quality."

"I think we should save 100,000 lives. I think we should do that by June 14, 2006—by 9 a.m."

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What is Influencer about?

"Influencer: The New Science of Leading Change" is a transformative read for those seeking to unleash the power of influence. Authored by a team of experts, including Joseph Grenny and Kerry Patterson, this book delves deep into the mechanics of behavioral, environmental, and social modifications. By intertwining research with practical narratives, "Influencer" guides its readers through mastering crucial behaviors that lead to lasting change. The authors emphasize that influencing isn't a mystical talent; it's about mastering scientific methodologies that allow anyone to motivate individuals, teams, and even massive organizations toward meaningful goals.

Central to the book's philosophy are the Six Sources of Influence, which provide a framework for instigating change. By systematically targeting behaviors, the book champions the notion that change is not only possible but predictable. Whether you're aiming to transform corporate culture or inspire personal growth, "Influencer" provides actionable insights, showing just why and how some strategies succeed where countless others fail. Ultimately, the book empowers readers by stripping away the guesswork surrounding influence, replacing it with empirically backed strategies that promise real-world impact.

This book is indispensable for understanding how to drive impactful change through the art and science of influence. It highlights the pivotal role of identifying high-leverage behaviors, crafting strategic environments, and offering social incentives, proving that with the right tools, significant transformations are achievable.

Review of Influencer

"Influencer: The New Science of Leading Change" excels in exploring the nuanced intricacies of influencing behavioral shifts on a personal, group, and organizational level. What sets this book apart is its synthesis of evidence-based strategies with compelling real-life examples. Readers can comprehensively understand how pivotal behaviors are identified and reinforced within influential environments.

Practical takeaways from the book include precise techniques for defining goals and measuring progress. The authors masterfully intertwine theory with practice, advising readers on overcoming motivational hurdles and achieving sustainable results. The writing maintains clarity throughout, making intricate concepts accessible to a wide range of audiences, from corporate leaders to individual change agents.

The greatest strength of "Influencer" is its ability to present influence not as an abstract concept but as an actionable skill set. Readers will find themselves equipped with tools to navigate common pitfalls in change initiatives, making this book a vital resource for anyone aspiring to harness the power of structured influence strategies. Highly recommended for anyone aiming to leave a mark in their personal, professional, or community endeavors.

Who should read Influencer?

Corporate Leaders: Learn effective methods to motivate teams and execute organizational change while understanding key dynamics involved in influencing large groups.
Community Organizers: For those involved in grassroots movements or advocacy, this book offers tools for effectively communicating goals and promoting social change.
Self-Improvement Enthusiasts: Ideal for individuals committed to personal growth and mastering behavioral changes within themselves.
Educators and Trainers: Provides insights into influencing learning environments and motivating students through identified behavioral strategies.
Healthcare Professionals: Especially those in roles requiring motivational tactics to influence patient health behaviors and outcomes.

About the author

Joseph Grenny is a four-time New York Times bestselling author, dynamic keynote speaker, and leading social scientist for business performance. He co-founded VitalSmarts (now Crucial Learning), a globally respected corporate training and organizational development company. Grenny and his co-authors, Kerry Patterson, David Maxfield, Ron McMillan, and Al Switzler, are renowned for their work in leadership and management training.