Dan Heath

And they start flagging these very mundane things like, you know, they push the packages around on carts and some of the carts have those kind of janky gummed up wheels like you get in the supermarket sometimes. And so this new guy says instantly, okay, new carts, new wheels, whatever it takes, that shouldn't be a source of friction in our work. What's next?

And they start flagging these very mundane things like, you know, they push the packages around on carts and some of the carts have those kind of janky gummed up wheels like you get in the supermarket sometimes. And so this new guy says instantly, okay, new carts, new wheels, whatever it takes, that shouldn't be a source of friction in our work. What's next?

And so that becomes a theme as well, is if we're trying to get unstuck, motivation is the fuel for that change. And so this outsider, Paul Seward, that came into the receiving area, he was very, very attentive to motivation as the force that would help him achieve a higher level of performance.

And so that becomes a theme as well, is if we're trying to get unstuck, motivation is the fuel for that change. And so this outsider, Paul Seward, that came into the receiving area, he was very, very attentive to motivation as the force that would help him achieve a higher level of performance.

And so that becomes a theme as well, is if we're trying to get unstuck, motivation is the fuel for that change. And so this outsider, Paul Seward, that came into the receiving area, he was very, very attentive to motivation as the force that would help him achieve a higher level of performance.

It is hard. And that's why it doesn't happen naturally. Why these... equilibria, if you will, kind of set in and we adapt to them. So one of the principles that I offer is the notion of finding leverage points, which is to say in situations where we're stuck, there's a lot of variables. There's a lot of factors involved. We can't change them all.

It is hard. And that's why it doesn't happen naturally. Why these... equilibria, if you will, kind of set in and we adapt to them. So one of the principles that I offer is the notion of finding leverage points, which is to say in situations where we're stuck, there's a lot of variables. There's a lot of factors involved. We can't change them all.

It is hard. And that's why it doesn't happen naturally. Why these... equilibria, if you will, kind of set in and we adapt to them. So one of the principles that I offer is the notion of finding leverage points, which is to say in situations where we're stuck, there's a lot of variables. There's a lot of factors involved. We can't change them all.

We've got to find a place to push where a little bit of effort yields a disproportionate return. And so the next logical question is, OK, well, how do you find these magical leverage points? And that's what I devote many different principles to helping people explore. And one of those, just to give you a flavor, is the idea of studying bright spots. So this is a story actually from a therapist.

We've got to find a place to push where a little bit of effort yields a disproportionate return. And so the next logical question is, OK, well, how do you find these magical leverage points? And that's what I devote many different principles to helping people explore. And one of those, just to give you a flavor, is the idea of studying bright spots. So this is a story actually from a therapist.

We've got to find a place to push where a little bit of effort yields a disproportionate return. And so the next logical question is, OK, well, how do you find these magical leverage points? And that's what I devote many different principles to helping people explore. And one of those, just to give you a flavor, is the idea of studying bright spots. So this is a story actually from a therapist.

There's a branch of therapy called Solutions Focused Therapy that is obsessed with bright spots. And one of my favorite examples has to do with this kid, Bobby, who was a ninth grader, always in trouble at school, always getting sent to the principal for discipline. Comes in, one day there's a new counselor, just started, and he is a practitioner of this branch of therapy.

There's a branch of therapy called Solutions Focused Therapy that is obsessed with bright spots. And one of my favorite examples has to do with this kid, Bobby, who was a ninth grader, always in trouble at school, always getting sent to the principal for discipline. Comes in, one day there's a new counselor, just started, and he is a practitioner of this branch of therapy.

There's a branch of therapy called Solutions Focused Therapy that is obsessed with bright spots. And one of my favorite examples has to do with this kid, Bobby, who was a ninth grader, always in trouble at school, always getting sent to the principal for discipline. Comes in, one day there's a new counselor, just started, and he is a practitioner of this branch of therapy.

Counselor immediately asked Bobby, Bobby, when do you not get in trouble as much at school? I mean, think about the beauty of that question. Like it's so natural to just kind of wallow in the problems and what's not working. The counselor's immediately looking for where are the bright spots? When is Bobby not getting in trouble?

Counselor immediately asked Bobby, Bobby, when do you not get in trouble as much at school? I mean, think about the beauty of that question. Like it's so natural to just kind of wallow in the problems and what's not working. The counselor's immediately looking for where are the bright spots? When is Bobby not getting in trouble?

Counselor immediately asked Bobby, Bobby, when do you not get in trouble as much at school? I mean, think about the beauty of that question. Like it's so natural to just kind of wallow in the problems and what's not working. The counselor's immediately looking for where are the bright spots? When is Bobby not getting in trouble?

And so Bobby says, well, I don't get in trouble as much as Mrs. Smith's class. the counselor starts peppering him. Okay, well, what's different about Mrs. Smith's class? What does she do that's different? How does it feel different? And eventually identifies these three very specific things that Mrs. Smith does, one of which is to green him at the door with a smile.

And so Bobby says, well, I don't get in trouble as much as Mrs. Smith's class. the counselor starts peppering him. Okay, well, what's different about Mrs. Smith's class? What does she do that's different? How does it feel different? And eventually identifies these three very specific things that Mrs. Smith does, one of which is to green him at the door with a smile.

And so Bobby says, well, I don't get in trouble as much as Mrs. Smith's class. the counselor starts peppering him. Okay, well, what's different about Mrs. Smith's class? What does she do that's different? How does it feel different? And eventually identifies these three very specific things that Mrs. Smith does, one of which is to green him at the door with a smile.