Wired To Notice What’s Important
The brain is inherently motivated by what we think is relevant to us. Our self-referential nature is linked to the brain’s default mode network (DMN), a system of interconnected brain regions that become active when we are engaged in introspective activities. When information is aligned more closely with a person’s goals, desires, or values, the DMN activates, and the information is more likely to resonate. The DMN effectively cements this memory into our brain so that we can recall it at future dates. Understanding how neuroscience impacts influence can transform how we connect, persuade and inspire as leaders.
The DMN Influence Map
Mapping the Default Mode Network (DMN) to specific influence techniques is a powerful tool for great leadership. Influence goes beyond simply sharing information — it’s about shaping how others interpret and internalize that information for maximum impact. The DMN plays a key role in this process, influencing interpretation through these core areas:
Master The Moment
With the understanding of the DMN, leaders can leverage this information to tailor their messages to the audience for more impact. Through active listening, leaders can discern what is most relevant to their audience. What are the audience’s motivations, concerns, and aspirations to better frame their ideas in a way that aligns with the audience’s priorities?
I often use skiing to illustrate this idea. Before heading down the mountain, you tighten your boots and study the trail, focusing on what will help you reach the bottom safely and smoothly. By paying attention to the snow conditions, the terrain, and other skiers, you can plan the best way to navigate the slopes. No skier would close their eyes and hope for the best while racing downhill at full speed. In the same way, leaders should first survey their audience to understand what matters most to them, so they can deliver their ideas more effectively.
Picture The Future You Want
Visualization is a powerful driver of behavior change. Research shows that when people visualize achieving a goal, the brain activates many of the same regions as it does during the actual experience. The Default Mode Network (DMN) is especially engaged when we imagine the future, build personal narratives, and connect experiences to our identity. Guiding someone to vividly picture a future scenario makes it feel real, increasing their commitment to act. This mental ‘roadmap’ also evokes the emotions associated with success, fueling the motivation to turn vision into reality.
Conclusion
Influence through the DMN works with how people naturally process information — through self-reflection, stories, and connection. Designing your message with the DMN in mind means speaking to their mental world, where real influence begins. To do this well, leaders must understand how neuroscience shapes influence. They must also identify what matters most to their audience. Once they do, they can help people visualize the future, linking feelings and emotions to behavior change. Understanding how neuroscience impacts influence will uplift your leadership capabilities in signifcant ways.
