One
You’ve heard the trite old saying: “Give a man a fish and you feed him for a day; teach him to fish and you feed him for life.” It applies to persuasion as well as teaching. When you provide external incentives to get someone to change their behavior, it’s like giving them a fish. It’s easy to get people to do things to gain rewards or avoid punishments, but the desired behavior only lasts as long as you have the ability to a) monitor the behavior and b) furnish the necessary reward or punishment. If you want to drive lasting behavior change, you’ve got to find ways to get people to do things for their own reasons, and the best way to do this is to use their sense of who they are to provide internal, long-lasting motivation.
I actually first learned this when I was 15, though I didn’t know it at the time. I was a member of the Jack Nelson Swim Club. Nelson had been an Olympic swimmer and Olympic coach, and was a legend in swimming circles. I wasn’t good enough to be coached directly by him, so when I was summoned to his office, I was terrified. I had been a smart-aleck and all-around pain in the rear to my coach and pretty much ignored his yelling and threats, but now I knew that I was in for it. I was already figuring out how I was going to tell my parents I had been thrown off the team.