Smart leaders extend their influence by gaining and holding the attention of those around them. "Attention is the currency of leadership," states Harvard University Professor Ronald A. Heifetz. Smart leaders understand that influence begins with attention. No one is influenced by what they ignore.
UNDERSTANDING ATTENTION
To influence someone you must get and hold their attention while moving them in a positive direction. If you get someone's attention but you do not hold it, you become a fascination. If you have someone's attention and you hold it but you do not move them in a positive direction, you become a distraction - not an influence! A smart leader will get and hold the attention of followers while moving them in a positive direction.
ENGAGING ATTENTION
Leaders often ask followers to pay attention. Yet, smart leaders know that attention is not something that is paid; it is something that is earned. The first step in earning someone's attention is to understand this principle of attention: Attention is given in direct proportion to the extent to which a person is being engaged. This principle means that a speaker's ability to maintain the attention of an audience depends on his effectiveness in engaging that audience. Likewise, a leader will be able to gain the attention of followers only in relationship with how much she engages them. A leader who is aloof, unconnected, or untrusted by her followers will have difficulty holding the attention of her followers.
THE RULES OF ENGAGEMENT
The ability to engage others is the key to getting and holding someone's attention while moving them in a positive direction. Smart leaders are able to engage people because they possess four powerful qualities:
1) A consistent ethic
In a world of compromise and cover-up, honesty and integrity will turn heads. Billy Graham is regularly awarded the honor of being one of the most admired men in the world. Why? Because everyone believes his message? No. Because everyone in the world has spent a lot of personal time with Dr. Graham? No. Billy Graham is able to capture and hold the attention of people worldwide because he is known as a person who has a consistent ethic. Acting in an inconsistent or unethical manner will cause you to lose the trust and attention of those around you. A consistent ethic leads to a positive reputation, which gains attention and allows engagement to happen.
2) A contagious enthusiasm
Contagious enthusiasm may be a redundancy. Have you ever met an enthusiastic person who wasn't contagious? Enthusiasm engages people; it draws them in to see what the excitement is all about. Enthusiasm grows out a commitment to a consistent ethic - what you believe. You will never be enthusiastic about something you do not believe. If you believe in where you are going and you present it in an enthusiastic manner, people will be compelled to follow you. A contagious enthusiasm engages those around you.
3) A course of excellence
Excellence stands up and demands attention. Excellence reaches out and engages people. Slackers are a dime a dozen (as are sloppy bosses who only want their employees to make them look good), but the smart leader is committed to excellence in all things. This does not mean that everything they do is perfect - it's not. It does mean that smart leaders are committed to producing the best possible results - whether in a speech, a presentation or an internal memo. Excellence means that you pay attention to the details. Harvey Mackay was right when he said, "Little things don't mean a lot, they mean everything!" Remember that external excellence stems from an internal commitment to excellence.
4) Continual empowerment
When you begin to empower others to achieve their maximum potential, they will give attention to you. The most engaging people are those who empower us. To continually empower others, and thus hold their attention, you must do two things: a) hold others in high esteem and b) connect on an emotional level. If you think you can empower people without esteeming them, remember the words of Les Giblin who said, "You can't make the other fellow feel important in your presence if you secretly feel that he is a nobody." Connecting on an emotional level is the second step. Listen to the wisdom of Lisa Kird, "A gossip is one who talks to you about others; a bore is one who talks to you about himself; and a brilliant conversationalist is one who talks to you about yourself." Smart leaders empower others by becoming brilliant conversationalists!
By living these four rules of engagement, you will attract and hold the attention of those around you and move them in a positive direction. Pay attention to these rules and others will pay attention to you.