A one hour presentation I delivered at the AG Institute in Sydney Nov 2018 on how to influence effectively without having to rely on positional authority. I hope this will help elevate your personal leadership and effectiveness both at work and at home.

1. DOMINIC SIOW
CHIEF TRANSFORMER AND PRINCIPAL, EQ STRATEGIST
INFLUENCING IN THE ABSENCE OF AUTHORITY

2. The High EQ Influencer
Influencing in the absence of positional authority

3. Copyright
NO PART OF THIS WORK MAY BE REPRODUCED IN ANY
FORM WITHOUT PRIOR PERMISSION FROM
EQ STRATEGIST, PO BOX 258, ROSEVILLE,
NSW 2069, AUSTRALIA.

4. Desired Outcomes
Enhance your profile as
a trusted advisor and
someone who delivers
great outcomes
Learn and
apply the
science and art
of effective
influence

5. Great influencers have a high EQ
Emotional Intelligence is a form of social
intelligence that involves the ability to
monitor one’s own and others’ feelings and
emotions, to discriminate among them, and
to use this information to guide one’s
thinking and action
“
” Salovey and Mayer

6. Tip #1 - Develop your Emotional Competencies
A learned capability based on emotional intelligence that results in outstanding performance work
– (Goleman, 1998b)
”
Self-Management
• Emotional Self-Control
• Transparency
• Adaptability
• Achievement Orientation
• Initiative
• Optimism
Self-Awareness
• Emotional Self-Awareness
• Accurate Self-Assessment
• Self-Confidence
Social Awareness
• Empathy
• Service Orientation
• Organisational Awareness
Relationship Management
• Inspirational Leadership
• Change Catalyst
• Influence
• Conflict Management
• Teamwork & Collaboration
• Developing Others
“

7. Sample
ECR
(Emotional Capital Report)
360
Source: Roche-Martin

8. Tip #2 – Be Service-Oriented
Make it a key priority in everything you do to make a positive difference
to your stakeholders
Create Value

9. Your Actions and Deliverables must Deliver Benefits
“Don’t compromise effectiveness in the pursuit of efficiency”
Task Output Outcome
“You can have anything you want in life if you help
enough other people get what they want”
– Zig Ziglar

10. Identify and Understand your Stakeholders’ Needs
If anything were possible, what would be the ultimate outcomes for you
and your stakeholders in your projects?
Customer
Your organisation
Your staff
Your peers
Your suppliers
You

11. Beware the “Curse of Knowledge”
“The greatest problem
of communication is
the illusion that it has
been accomplished” –
George Bernard Shaw

12. Tip #3 - Be clear about the “What” and “Why” before you
work out the “how”
VISION
PURPOSE
ACTION
MONITOR
AND ADAPT
Source: Anthony Robbins – “Awaken the Giant Within”

13. Rapport
Empathise
Sell
Agree
Step 2: E – Empathise and listen without judgement
Step 3: S – Sell your perspective
Step 4: A – Get Agreement
Step 1: R - build Rapport
10 %
20 %
30 %
40 %
Tip #4 – Make TRUST building a priority
“Resistance is a sign of an absence of rapport” – NLP
Presupposition

14. “Nothing’s faster than the speed of Trust”
(S + E) T = R
Speed is the currency of business success in this new
“flat word” and Trust is the source of speed
“ ” S M Covey “Speed of Trust”

15. Proactively reach out and establish rapport
• Dictionary definition – “mutual trust”
• Trust - ‘an absence of vulnerability.’
• Rapport - a ‘mutual absence of
vulnerability.’
The ability to enter someone else’s world,
to make them feel you understand them,
and that you have a strong common bond
“
”

16. Tip #5 – Be adaptable
(Content of our communication)‫‏‬ WORDS (7%)
TONALITY
(38%)
• Tone of voice
• Timber
• Tempo
• Volume
PHYSIOLOGY
(55%)
• Breathing
• Body posture
• Skin color
• Movement
“Kinesics and Communication (R. Birdwhistle 1970)”, University of Pennsylvania
We TRUST people who are LIKE us

17. We TRUST people we LIKE
Tip #6 – Be likeable

18. Physiology
Perspectives
Language
Tip #7 – Project positivity
We Like Energy-Givers

19. Tip #8 - “Don’t Judge” – Assume the Best in Others
Actions ResultsEmotionsThoughtsEvent - Situation
We TRUST people who LIKE us
“You lose the ability to influence the
moment you judge them”

20. i
Tip #9 - Build a reputation on Character and Competence
• Talk Straight
• Demonstrate Respect
• Create Transparency
• Right Wrongs
• Show Loyalty
Character
• Deliver Results
• Get Better
• Confront Reality
• Clarify Expectations
• Practice Accountability
Competence
Source: “The Speed of Trust”, Stephen M R Covey
• Listen First
• Keep Commitments
• Extend Trust

21. In Summary
Develop your EQ
Create value, make
a difference,
deliver benefits
Seek first to
understand – What
and Why before
How
Make relationship /
trust building a
priority
Be adaptable Be likeable Project positivity
Don’t judge – find
and celebrate the
best in others
Be dependable

22. KICK GOALS
1.
2.
3.
Set 3 actions you are committed to taking to apply what you have
learned from this session:
Le Moal Olivier ©123RF.com

23. CONTACT DETAILS
EQ Strategist
Inspiring Leadership
Tel : +61 2 8901-3239
Fax: +61 2 9475-5378
Email: info@eqstrategist.com
Web: www.eqstrategist.com
Blog: http://dominicsiow.com
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