Originally posted at Pro/Vision Coaching.

It seems that the issues we deal with are so ever-present and ever-encompassing that no one has any time for things that don’t require tissues. But what are the issues? What is it that keeps everyone paying “the man”? The video below is a beautiful look into those issues and brings up some interesting points from a business perspective.

http://www.youtube.com/watch?feature=player_embedded&v=4g8TF1uYa50

In the world of business coaching, we often deal with issues that different business owners and professionals face, and many of those issues can easily boil down to areas of motivation. Why do people act? Why do people buy? Why do people participate in reality TV? The topic of motivation can answer many questions along this line. Understanding why people change can make a drastic difference in the sales meeting, board room, and international sweat shop. After all (as the video points out), why does the price of sneakers keep rising when production keeps their overhead so low?

Here it is: no one will ever make a change of any kind until the pain of changing becomes LESS than the pain of staying the same. At the base of every decision, there is an underlying reason. No one will go to the effort of picking up a glass of water until the thirst for that water becomes greater than the effort it would take to pick up that glass. No one will buy a $1000 pain relieving pill unless the pain they were feeling was greater than the pain of spending that $1000.

Listed below are the four main reasons that people change—do anything. They are general but powerful, and can revolutionize the way you talk with people and motivate someone to listen to what you have to say.

The 4 Reasons People Change

1. Pleasure in the Future | You’ve been saving up for years to buy a cruise and it’s only six months away. You cannot wait and are totally excited, to the point that time crawls slower than Congress’ ability to get anything done. While waiting, you come across a sale for the super-powered computer of your dreams, and with your cash, you can have it today! Which one do you choose?

2. Pleasure in the Present | That computer is awesome. It actually has real intelligence and can do more than just follow programs. It’s going to take every penny that you have saved (and considering it was made by SkyNet you are slightly worried), but it’s worth it! That is until you consider the fact that you already have a computer, and though it’s no Arnold Schwarzenegger, you force yourself to debate the necessity. Does your money go to the early edition Terminator, or do you hold onto the cash knowing that your 1987 jalopy probably only has a few more years left?

3. Pain in the Future | An old Jalopy is an ugly nemesis, and as any good financial steward, you sacrifice the computer so you can be prepared to replace “Clancy” (the name you gave your car after having too many White Castle burgers one late night). Thus, you’ve decided to put that money back in the bank, so it will be available when it’s needed. Satisfied with your financial willpower, you decide to do a dance in your living room while listening to the Red Hot Chili Peppers. After all, that group is the reason for your super long hair. Turning the music up loud enough to head bang properly, you forget about the screeches that come from Flea. When they hit, your living room windows literally jumped outside and ran away. Since you’d rather not air condition the entire neighborhood, do you use the money to replace your busted windows, or hold on to it for the car at some point down the road?

4. Pain in the Present | Coming to terms with your ability get more money later, you go ahead and fix the windows. After an exhausting afternoon watching the handyman replace the windows, you decide two things: 1) it’s time to cut your hair, and 2) you are really thirsty. Even though you would need to run to the grocery store, your senses can already feel the fresh, cold fizz of a tasty Coke. Do you take your leftover pennies and splurge on that Coke, or do you risk one last head bang?

We are faced with choices every day, and those decisions are affected by the above motivations.  Test time: who will be the first person to comment on this post with the answer to this question – what is the most important reason for changing and why does that reason trump the other three? Keep it funky, my friends!