HEADLINES 

• There's "simple direction" and "motivating direction"
• "Simple direction" is just a command, request or instruction 
• "Motivating direction" is a command that includes a reason to act 
• "Motivating direction" is much more effective 

COACHING POINTS  

• "Motivation" is a reason to act - think of it as the "why"
• Your direction is the "what"
• "Motivating direction" includes both the what and the why

3 WAYS TO GIVE DIRECTION 

1. "Request" - your direction includes only the command, request or instruction (least effective) Ex. "I need your forecasts on Thursday this week"
2. "Request" before "Reason" - you lead w/your command and follow w/your reason to act (more effective) Ex. "I need your forecast on Thursday this week because I’m leaving town"
3. "Reason" before "Request" - you lead w/your reason to act and follow w/your instruction (most effective) Ex. "I’m leaving town early on Friday, so I need your forecast on Thursday" 

WHY THIS WORKS

1. Research shows that story telling is the most effective form of communication
2. Stories help people follow and experience the information being shared
3. The "why before what" technique is a short story formula
4. It allows you to tell the story in one sentence 

HOW TO BUILD THE RIGHT HABIT

1. Prepare - think about the "why" upfront 
2. Tinker - experiment w/the "why" before and after the "what"
3. Rehearse - role play the conversation in your mind 
4. Evaluate - adopt the motivational style that works best for you