The One Minute Millionaire Diamond Mine
 Inner Wealth Perspective
 Law of Involvement: Create & Awaken Curiosity
 by Kurt Mortensen

The Law of Involvement suggests that the more you engage someone’s five senses–involve them mentally and physically, and create the right atmosphere for persuasion–the more effective and persuasive you’ll be. Listening can be a very passive act; you can listen to an entire speech and not feel or do a thing. As a persuader, you need to help your audience be one step closer to taking action. As a master persuader, your goal is to decrease the distance someone has to go to reach your objective.

When you get a prospect to start something, it is most likely they will follow through and complete your desired outcome. The more involved they become, the less psychological distance between the start and the finish. The desired outcome becomes more and more realistic instead of just an idea you are proposing. If you put on your shoes to go to the store, you are more likely to continue in that direction. If you sit down and turn on the TV, your goal of going to the store is more unlikely.

There are many ways to use involvement. We are going to focus on the following:
1. Increase Participation
2. Maintain Attention and Create Atmosphere
3. The Art of Questioning
4. Tell Mesmerizing Stories
5. Repeat and Repackage
6. Build Suspense and Distraction
7. Generate Competition
8. Master the Five Senses

Participation: Power of Mental Engagement

You can create involvement through increased participation. The more we take an active role and get involved, the more open to persuasion we become. When we take an active part in something, we feel more connected to and have stronger feelings for the issue at hand. We have a personal stake in what we are doing. One of the keys to successful participation is making your problem their problem. This technique creates ownership and a willingness to help on the part of your prospects. Obviously, asking for help is much milder than telling someone what to do or think. You will have more success involving your prospects in the solution if you give them the option of participating rather as opposed to just giving them the solution. Feeling that it was their choice and their solution, your prospects will take ownership – they have persuaded themselves. It becomes their own problem and their own solution. By nature, people will support what they help create.

One tactic to get your audience more involved is to use role-playing. This technique has proven to be effective in getting people to actually convince themselves of something. Role-playing is the single most powerful way to induce attitude change through vicarious experience. In essence, you are getting people to make up arguments against their own beliefs. Do you want to know just how powerful role-playing is? One experiment used role-playing to convince people to stop smoking. The subjects role-played cigarette smokers having x-rays, receiving news of lung cancer, and coughing with emphysema. When compared with a control group of smokers, those who role-played this situation were more likely to have quit than those who passively learned about lung cancer.

In another study, students were tested to see what types of persuasion techniques were most effective in delivering an anti-smoking message. One group was assigned to write, stage, and put on the presentation, while the other group was simply required to watch the presentation. As you might imagine, the group that was more involved in the presentation held more negative feelings about smoking than did the group who had just passively listened.

During World War II, the United States government had to ration traditional meats such as beef, chicken, and pork. However, Americans tend to be very picky about the meats they eat and often do not accept meat substitutes. The Committee on Food Habits was charged with overcoming the shortages of popular foods. How could they override the aversion to eating other meats? Psychologist Kurt Lewin devised a program to persuade Americans to eat intestinal meats. Yes, your favorite – intestinal meats. He set up an experiment with two groups of housewives. In one group, the housewives were lectured on the benefits of eating intestinal meats. Members of the committee emphasized to them how making the switch would help the war effort. The housewives also heard fervent testimonials and received recipes. The second group of housewives was led in a group discussion about how they could persuade other housewives to eat intestinal meat. This group covered the same main topics as the other group. Of the group that was more involved in "role-playing" and discussing the question of "how they would persuade and convince others to eat intestinal meats" 32% of the housewives went on to serve their families intestinal meats. This was compared to 3% of the first group.

Another way to get people to participate with you is to ask their opinions or advice. Simple phrases such as, "I need your help." "What is your opinion?" "What do you think about…?" "How could I do this?" "How would you do this?" "Do you think I am doing it right?" and "Do you have any ideas?" can immediately spark the interest of your listener. Watch how another person brightens up when you ask for his or her advice. For example, if you ask your neighbor, "Frank, how about helping me fix my fence?" he will probably tell you he is busy and has plans for the next twelve weekends. But if you say, "Frank, I have a challenge with this fence that I can’t solve. I don’t know what I am doing wrong and can’t seem to get anywhere. I am not sure if I am doing it right or what to do next. Do you have ideas about how I could mend this fence? Could you come take a look?" You will see a marked difference in response between the first request and the second. People have an innate desire to feel wanted and needed. When you fulfill this need, you open the door to persuasion and action, a fact which has been proved beyond a doubt by records kept on industrial workers. Workers who have no voice whatsoever in management, who cannot make suggestions, or who are not allowed to express their ideas simply do not do as much work as workers who are encouraged to contribute. The same is true in families. Dr. Ruth Barbee said, "It is surprising how willingly a child will accept the final authority of the father, even if the decision goes against him, provided he has had a chance to voice his opinions, and make his suggestions, before the final decision is reached."

Our opinions play an enormous role in changing our minds about issues. For action to occur, the change must be internalized. Consider this example: Suppose you surveyed people’s opinions on some topic, let’s say capital punishment, then divided them into two groups. Both groups are to write an essay on capital punishment that is against their true views. One group is "required" to write the essay, while the other group is asked to "volunteer" to write the essay. Both groups are then surveyed again for their opinions on capital punishment. What do you think the results would be? When this experiment was actually tried, the individuals required to write the essay showed almost no change at all in their opinions. Those volunteering to do so showed changes in opinion when tested later, even though their essays were written from a standpoint in conflict with their true views. From this, we learn two things: First, there was greater compliance from those who were given the choice and not forced to participate; and, second, as discussed in an earlier chapter, when people feel conflict or dissonance internally, they will often adapt or even change their position.

In the next Millionaire Diamond Mine, I will introduce you to the Law of Involvment.


Excerpts taken from Magnetic Persuasion by Kurt Mortensen

Kurt Mortensen, author of Exponential Success Skills and Weapons of Influence, is one of American’s leading authorities on Persuasion, Motivation and Influence. After receiving a Masters of Business Administration and a Bachelors of Arts, he began many successful entrepreneurial ventures, through which he has acquired many years of both experience and success. In addition to his extensive entrepreneurial and sales experiences, Kurt is a sales and persuasion coach helping thousands of people reach higher levels of success, income and persuasion mastery. Currently, he is a speaker, consultant, and a Trainer for Mark Victor Hansen and Robert G. Allen Protégés.