Chris Hunsicker argues that failure to follow through is a design problem, not laziness. He breaks down BJ Fogg's behavior model and shows how to anchor tiny habits to existing routines: one push-up after the bathroom, one burpee after a call. Shrink goals until they're so small you can't fail.
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Foreign. You ever open up your CRM on a Monday, stare at 47 overdue tasks and just freeze? Not because you're lazy, but because you know you are never going to get to all of it. You see, you don't have a motivation problem. You have a design problem. You're not lazy. You're overbuilt. Because you've confused ambition with architecture. And if you want to win this week, it's time to dial back and not gear up. And this one minute shift that I'm going to share with you will outperform every goal you have ever set. I'm Chris Hunsicker and this is the dealership war room Leadership fire. Seven minutes. Built daily, fueled intentionally and delivered relentlessly. And today we're going to show you how to use tiny habits to build a system to make your 1% impossible to miss. Let's rewind for a second. On Monday, in episode 91, we reframe competition as self evaluation. You versus yesterday's version of you. On Tuesday in episode 92, we gave you a weapon. 1% gain stacked daily equal exponential growth. And then on Wednesday, we dropped targeted thinking because you need focus before you need force. Now let's dive into the execution layer and show you exactly how you can live the 1% life every single day. And it begins by mastering the art of tiny habits. BJ Fogg is the Stanford researcher behind the tiny habits model and his research inspired James Clear. That's where James Clear went to to get his research to do the Atomic Habits book. It's where most of the social media companies early on went to his lab to understand what creates habits and how to get people to use their apps. He says the real reason people fail to change isn't because they're weak. It's because their system is overbuilt. You see, it's not us that's the problem. It's our approach to change that's the problem. It's a design flaw. Not like a character or a personality flaw. That's permission not to push harder, but to design better. Let me share with you one of the most simple, elegant and effective tools at creating change behavioral change in yourself and other people. It's called the behavior equals map model. BJ Fogg built the simplest behavioral model in the world. B equals map or B equals math. Behavior happens when M motivation you want it. A ability, you can do it. P prompt your cue to act. When all three of those show up together, boom. You will get behavior every single time. If a habit fails, one of those three elements is missing. You're trying to do too much, you're trying to do it too inconsistently or you don't have a clear prompt built into your day. This is why so many dealership leaders burn out. They set fire breathing goals with no oxygen system. Stephen Geiss, a genius in the field of habit formation and the author of Mini habit, has this quote that when I first heard it, absolutely changed my life. Be the person who has embarrassing goals and impressive results and not the person with impressive goals and embarrassing results. So what's the fix? Tiny habits. So how do tiny habits work in the real world? We're going to apply that map formula, right? Behavior equals map. So as soon as we see it, what we want is a prompt to do the tiniest, simplest behavior. This, what this is about is basically saying, what's the habit I want to form? And then decide what is the smallest, simplest step that I could take to make that happen. So take someone who wants to work out in the gym instead of I'm going to work out four days a week. What if we reduce it to the absurd, the something that is so simple, so easy, you can't not do it. And Stephen Geiss actually shares this in his book that he wanted to work out more often. He's literally the author on how to form habits. And he couldn't get himself to go to the gym. Let that sink in for a minute, and he said, you know what? I'm going to make it a tiny habit. So what did he do? He needed to set up a prompt in his daily behavior and then make the action so incredibly simple that he couldn't not do it. And then finally he would celebrate what he did afterwards to go through. So here was his thing. Every time he went to the bathroom on his way out, he'd stop and do one pushup. Now how hard is it to do one pushup? It's not. It's incredibly easy. That's why it works. Now. It's hard to get in your car, drive to the gym, go do a workout program, shower, change, come back, get back and go to work. You know what's easy? Doing one push up. But once you start, you've got momentum. How many times do you think he went to do one push up? He's like, I feel pretty good. He did a second, third, fourth, fifth, or sixth. Absolutely you could do that. So do you understand the power of a prompt? An offensively simple action that there's no way that you could do and the motivation it takes to Start. It doesn't take any motivation to do one pushup. So what does this look like in the real world? After I log my first ro, I'll text one customer a thank you. After I finish my first coffee, I'll write one sentence of my daily plan. After I unlock the showroom, I'll check with one teammate. After I close a deal, I'll take 15 seconds to reflect on what worked. When I finished Stephen Geiss's book Mini Habits, I thought, I'm about to run a spartan race. I'd never run a spartan race. And every time you miss an obstacle in a spartan race, you have to do a burpee. I'd never done burpees, and I knew I needed to start doing burpees and I needed to get to the point where I could do 100, 150 burpees a day. But that was overwhelming. I needed to make it offensively simple, so, so easy I could do it. One burpee after every call. So when I finish a one on one coaching call, boom. I go do a burpee. And as soon as I finish the burpee, I'm like, that's like me. Because I was building the identity of someone who does burpees, not someone who doesn't do burpees. But it's forcing himself to do it. Can you see that distinction? Pretty soon, my brain started to crave it. And as I'm finishing a call, I'm like, cool. I get to do another burpee. And like anyone else, once I did one, I wanted to do two, and then I want to do five. And. And sometimes I'm knocking out sets of 10 burpees in between calls. But my goal was one. The tiny habit was one. That's the power of tiny habits. So here's your war room challenge. I want you to shrink your habit down to the most laughable version you can. Wanna be more consistent with sales training? Then open the huddle with one question. Wanna develop stronger leadership presence? Do one personal check in a day for one minute. Want to reclaim your morning? Start with one minute of silence before you turn on any screens. So let's go back to where we started. You're not lazy. You're just overbuilt. So shrink the system, lock in the wind, and reclaim the fire. And if you or someone that you know keeps setting monster goals and fading out halfway through the month, then go through these frameworks. How to set tiny habits. A, B, C. Anchor behavior. Celebrate and share this with them and help them reclaim control. Reclaim confidence and reclaim the fire. And with that, I will see you tomorrow in the dealership war room.
