The 5-Step Formula to Persuade People

Read on my website | Read Time: 5 Minutes

Ever wonder why some speakers get standing ovations while others get blank stares?

The difference isn't talent. It's structure.

Today, I'm sharing a 90-year-old formula that turns scattered thoughts into powerful presentations. It's called Monroe's Motivated Sequence.

What Is Monroe's Motivated Sequence?

Back in the 1930s, a speech professor named Alan Monroe figured out something brilliant. He discovered that our brains follow a predictable pattern when making decisions.

Monroe turned this into a 5-step formula:

1. Attention - Grab their focus
2. Need - Show them the problem
3. Satisfaction - Present your solution
4. Visualization - Help them picture success
5. Action - Tell them exactly what to do

Think of it like this: You're taking someone on a journey from "I don't care" to "I'm ready to act."

Why This Works So Well

Most people try to convince others by dumping facts. That doesn't work because facts don't change minds - feelings do.

Monroe's sequence creates an emotional rollercoaster:

• First, you make them curious
• Then you make them uncomfortable (showing the problem)
• Next, you give them hope (your solution)
• Then you make them excited (visualizing success)
• Finally, you give them a simple way to act

It's psychology in action.

You've Seen This Formula 1,000 Times

Ever wonder why infomercials are so successful? They use Monroe's sequence perfectly. Let's break down the famous Snuggie commercial:

Attention: "You want to keep warm when you're feeling chilled, but you don't want to raise your heating bill."

Need: "Blankets are okay, but they slip and slide. When you need to reach for something, your hands are trapped inside."

Satisfaction: "Now there's the Snuggie - the blanket that has sleeves. Keeps you totally warm and gives you freedom to use your hands."

Visualization: "Now you can work the remote, read a book, use your laptop, enjoy a snack - all while staying snugly warm."

Action: "Call now and get the ultra-warm Snuggie for just $14.95."

Result? Over 30 million Snuggies sold worldwide.

It Works for Serious Topics Too

Ron Finley used this same formula in his TED talk about urban gardening:

Attention: "I live in South Central: liquor stores, fast food, vacant lots."

Need: "Just like 26.5 million other Americans, I live in a food desert. The drive-thrus are killing more people than the drive-bys."

Satisfaction: "So me and my group started planting food forests. My garden became a tool for education and transformation."

Visualization: "I want to plant a whole block of gardens where people can share food. Turn shipping containers into healthy cafes."

Action: "If you want to meet with me, come to the garden with your shovel so we can plant something together."

His talk went viral and sparked a global movement.

How to Use This in Your Next Presentation

Let's say you want your team to adopt a new project management system:

Attention: "How many of you have ever missed a deadline because someone forgot to update the project status?"

Need: "Our current system is costing us 3 hours per week per person. That's 15 hours of lost productivity on our team alone."

Satisfaction: "This new system automatically tracks progress and sends updates. Other teams using it have cut project delays by 40%."

Visualization: "Imagine walking into Monday morning knowing exactly where every project stands. No more surprise delays. No more frantic emails asking for updates."

Action: "I've already set up accounts for everyone. Let's spend 30 minutes after this meeting getting you logged in and trained."

The One Thing That Makes or Breaks This

The magic happens in the Need step. If you can't convince people there's a real problem worth solving, nothing else matters.

Don't just say "communication could be better." Say "Last month, we missed the deadline because three people thought someone else was handling the final review."

Specific problems create urgency. Vague problems create yawns.

Your Challenge This Week

Pick one idea you've been struggling to sell - whether it's a new process, a budget request, or even convincing your family to try a new restaurant.

Write out all five steps of Monroe's sequence. Then test it.

I guarantee you'll see the difference.

The business world expects you to communicate clearly, but nobody teaches you how. Monroe's formula gives you the structure to turn any scattered thought into a compelling case for action.

Your ideas deserve to be heard. Now you have the roadmap to make that happen.

By the way, since you're in The ISA, you can practice your public speaking alongside me. Just jump to the course to hear more examples from me and master it yourself. I'd love to hear how it goes for you.

Best,

Preston

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