Fear can be a powerful motivational force.

• Fear is a valuable psychological condition that triggers action. If we didn't feel fear, we couldn't protect ourselves from legitimate threats. 
• Fear can be used in a positive, productive fashion. 
• Fear is an uncomfortable emotion. People want to act on their fears.
• When inaction becomes uncomfortable enough, people are motivated to act.  

You never want to threaten people, you simply want to create discomfort. Here's how -

Highlight... 

• Things of value that may be lost due to inaction 
• Negative situations that can be avoided by taking action 

PRACTICE TIPS - listen for the things people value (and want to protect) and the things they find unpleasant (and want to avoid). 

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