Discerning enrollment

Someone can be interested in the conversation you’re having.

Or engaged when you put on a good show.

Enrollment, however, is what happens when someone is eager to lean into doing something difficult. Or listening to what you have to say. It requires agency, because it’s an intentional choice.

Bribery or brute force don't create enrollment. Neither does short-term attentiveness.

What does?

Respect.

Understanding that the people you’re trying to work with, sell to, or teach, these people have a right to walk to away. To dismiss what you’re saying and ignore you altogether.

That they have a right to how they allot their attention, even if forced to spend an hour or three with you.

Enrollment happens when the people you're leading are willing to go where you’re going. To stick around after hours. And the only way that happens is if you earn their respect. Show don’t tell. Offer up a vision based on mutual benefit. And encourage forward motion with respect to their goals, not yours.

Indeed, you don’t get enrollment by being selfish. It’s a collaborative effort that requires patience and effort and lots of things you probably wouldn’t expect.

But it’s worth it. Because being ignored is pointless.