Bridging The Potential Gap: Creating Momentum That Matters

Last week, we uncovered 'The Potential Gap' - the disconnect between how you see potential and how others perceive it. We also exposed a hard truth: new ideas aren’t judged on their merits alone, but on how they fit into someone’s existing mental model. Today, we’ll explore how to bridge the gap and create real momentum.

I have a question.

Why do we treat ideas and people (the core of human magic) like they're widgets with fixed specifications? We've created entire systems for presenting potential as if it comes with an instruction manual and guaranteed outcomes.

It baffles me.

Think about it: We interview job candidates with "Tell me about a time when..." as if past stories predict future value. We evaluate new ideas by asking "Do I get it?" as if understanding should be instant rather than unfolding. We even approach relationships with "What are you looking for?" as if a connection works like a shopping list.

Potential, by definition, isn't determined yet. It's not fixed, it's fluid. It's not finished, it's still forming. Potential lives in the realm of "what could be," not "what already is."

This is why I get so frustrated when I see people trying to package their potential or the potential of their ideas into tidy elevator pitches or bulleted PowerPoints. We're trying to force something expansive into something contained. In our hearts, we know what matters most. It's why we're drawn to artists rather than assembly lines, to creators rather than copiers. We value the gasp of what's possible over the predictability of what's proven. We applaud at a magic trick, but not once we know how it works. Yet when it comes time to create momentum around potential, we reach for tools designed to measure the known, not discover the new.

It just doesn't work. It can't work. And still, we keep doing it.

When we treat tomorrow like something that can be perfectly described today, we miss the whole point. The magic in ideas and people is the ability to create momentum

The Many Faces of Momentum

You know I’m obsessed with the word Poential. I’m equally obsessed with momentum. It’s the catalyst that gets things going, and specifically when the future is unknown, dare I say it, scary.

Let’s talk about human momentum for a moment.

Momentum isn't just about getting a "yes." It’s about someone else leaning in and asking “Tell me more.” It’s curiosity and questions, it’s lean in vs sit back. You know that moment I’m talking about and you’ve been both the deliverer and the recipient. The who, what, how, where and when all matter. Context matters enormously.

Who are you talking to? Where does this person sit in the power matrix? Are they a decision-maker with authority, an influencer with reach, or a connector who can introduce you to others? Are you meeting in a formal boardroom where you have 10 minutes, or over coffee with an hour to unfold your thinking? Is this a first conversation where you're just introducing a concept, or your fifth meeting where you're pushing for concrete action? How much momentum do you need right now?

All of these factors influence which type of momentum will serves you best. Like anything in the human-to-human world, one size definitely does not fit all.

So what does effective momentum creation look like in practice? Well the first question you might ask yourself is what kind do you need? Here are the different forms I've observed in my work:

• Curiosity Momentum: The spark that makes someone lean in and ask, "Wait, tell me more?" This is how unfamiliar ideas take root.

• Action Momentum: The first small step. A low-risk "just try this" moment that helps people invest.

• Emotional Momentum: Excitement that spreads. People want to be part of a feeling before they want to be part of a plan.

• Social Momentum: When others are already engaged, people want in. "Everyone’s talking about this."

• Intellectual Momentum: The "aha" moment when something clicks. Understanding breeds commitment.

• Creative Momentum: When people start adding their own ideas. Ownership builds investment.

• Commitment Momentum: Once someone has taken action, they’re more likely to stay engaged.

• Transformation Momentum: Each step makes the next easier. It begins to feel inevitable.

• Progress Momentum: Seeing visible movement motivates continued action.

• Anticipation Momentum: Building excitement for what’s next. "Something big is coming."

Have you chosen one?

Be careful with the answer “All of the above.” Because “All of the above” often translates to “None-of-the-above.”

Because momentum, even if you’re trying to instigate it, isn’t about you.

Momentum isn’t about pushing, it is about pulling. It is not about how well you explain an idea, but about how others respond. Real momentum starts when they lean in, ask a question, or contribute. If you’re the only one talking, you’re not creating momentum. You’re just making a speech.

So the next time you feel stuck trying to move an idea or opportunity forward, ask yourself:

What kind of momentum is missing here?

Practical Experiments with Potential

Once you identify the type of momentum you need, the next question becomes: how do you start to create it? This is where understanding Silent Sentences becomes crucial.

Your idea isn't the problem. Their Silent Sentence is shaping how they perceive its potential. And that’s the thing stalling momentum.

The answer isn't to 'fix' them. It's to recognize that their reaction isn't about logic or even resistance. It's about how they categorize what's in front of them. Remember The Potential Gap from last week? This is what’s tripping you both up.

Here are four experiments to try when you're introducing something new:

1. Detect their Silent Sentence first.

You can’t hear someone’s Silent Sentence, but you can reveal it. My go-to question? 'What did you hear?' It’s deceptively simple but exposes the hidden assumptions shaping their response. (I've written more about this powerful question more than once).

You can also try:

• "When I mention [your idea], what's the first thing that comes to mind?"

• "What does [your concept] remind you of?"

• "How would you describe what you think this might be?"

Their answer will tell you volumes about the story they're already writing in their head; the story you need to work with or gently redirect.

2. Create space for curiosity.

Instead of answering every question, respond with "What makes you ask that?" Their questions often reveal the Silent Sentence they're writing. When someone seems hesitant, try: "It seems like you've created an image in your mind about what this is. What are you seeing?" If they appear confused, ask: "I'm not sure we're seeing the same thing. What picture is forming for you?" When they raise concerns, explore with: "What don't you like about this idea?" or "What parts intrigue you?"

By exploring their questions rather than just answering them, you get insight into how they're processing the potential.

Your own energy in this exploration makes a tremendous difference. Approaching these conversations with "I hope they like me" energy creates a completely different dynamic than entering with "They want me here" confidence. Remember the power matrix concepts of Liked, Wanted, Invited, or Honored? They apply directly to how you create space for curiosity. When you feel wanted and invited rather than hoping to be liked, you can genuinely explore their questions without defensiveness or people-pleasing. This authentic curiosity creates a shared space where potential can unfold naturally.

3. Invite wonder over certainty.

Try "I'm still exploring this myself. What aspects of this catch your interest?" This invites them to co-create the potential rather than judge a finished product.

We've all been brainwashed by the "I must give feedback" culture. Think about it: how often do you share an emerging idea only to have the listener immediately jump to evaluation mode? Feedback, by definition, assumes understanding and that the listener actually knows the "right" answer. I've lost count of the number of times I've shared something in its idea phase and watched the listener automatically assume it was a complete thought; their reaction is based entirely on that massive potential gap.

When you present your idea as evolving rather than complete, you invite others into the creative process. This shifts the dynamic from evaluation to exploration. You're no longer asking them to pass judgment; you're inviting them to discover alongside you. The goal isn't to get their approval; it's to spark their imagination.

4. Offer multiple entry points.

Different people categorize new ideas differently. I've found it helpful to give people a few different ways to connect with an idea. It's like offering multiple doors to the same room. You might try:

"I've noticed people connect with this in different ways. Some folks get excited about how it could [benefit A]. Others are drawn to [benefit B]. And some just find [aspect C] fascinating. Which of these resonates most with you?"

When you offer these different entry points, you're basically saying, "Here are a few ways to think about this; pick what makes sense to you." It's much more likely they'll find a path that clicks with how they already see the world.

Remember, this approach to potential is just one piece of the momentum puzzle. It works alongside power and positive-sum thinking (as we covered in previous newsletters).

But honestly? It might be the most critical piece when you see that hesitant, slightly confused look from someone you're hoping will get excited about your idea.

Learning From Experience: My Potential Gap

Silent Sentences can open and close doors. This concept of Silent Sentences is one I learned the hard way.

For years, when I spoke on stage about "How to answer the question 'What do you do?'", I would invite audience members up on stage with me for the "Future You Experience." I thought I was helping people create momentum for their ideas and careers. But I noticed something strange: people would nod enthusiastically during the experience and applaud wildly for my “victim” but then struggle to implement the ideas afterward.

What I didn't realize was that I wasn’t paying attention to the Potential Gap I created. In my head, I was teaching people how to create intrigue about their potential in others' minds. Because as I often say, "Every decision made about you and your opportunities is made in a room you're not in." That "room" can't talk about your potential if they don't remember it or don't know how to describe it.

But the Silent Sentence in my audience's heads was completely different: "Oh, she wants me to craft the perfect elevator pitch." While I thought I was teaching something nuanced about potential and momentum, they were hearing a lesson about pitching.

Remember, you’re not a pen.

Even I (someone who thinks about this stuff constantly) fell into the trap. I was stuck using power ("I'm the expert on stage, follow these steps"), pleading ("Please try this approach"), and pitching ("This will help you stand out!"). These are the very tools I now realize don't work well when exploring potential.

When I finally “heard” the Silent Sentences people were creating in their minds, I transformed the experience. This is why the on-stage "Future You Experience" now has everyone engage with each other in real-time. Everyone gives everyone one of my famous “makeovers” and yes, the results are astounding. In a moment of barely controlled chaos, we create magic. They discover potential together, rather than being told about it, or even seeing it in others. And because they can see and feel it for themselves, in a visceral way, they create a different Silent Sentence. A Silent Sentence powered by their momentum.

The lesson I need to learn was not to say "And do this for yourself." It was figuring out how to let everyone experience the transformation.

Even when you think you're being clear, hidden categories and Silent Sentences are still at work. Sometimes even in your own thinking.

Dancing around in the Space of Ambiguity

You might know that I call myself a Potentialist. Why? Because Potentialists roll in the space of ambiguity. The moment right before clarity. Where, in my opinion, the magic lies.. Where others rush to categorize and label, I've learned to navigate the chaotic, unpredictable terrain of "what could be." Where others see uncertainty as a problem to solve, I see it as a field of possibilities requiring concurrently holding multiple future states. It’s fun, weird, and mainly FULL of potential.

This isn't just a professional orientation, it's a way of seeing the world that points out opportunities others miss. And in a time when the future arrives faster than our categories can keep up, this ability to navigate potential becomes increasingly valuable. I’d also argue that this ability is uniquely human.

The future won’t belong to ideas that fit neatly into existing boxes. It will belong to those that create new categories entirely. But those ideas won’t sell themselves. They need guides, people who can bridge The Potential Gap, shape new mental models, and spark momentum in others. Are you one of them?

Want to join in? It’s easy. next time you're about to introduce something new, pause and ask yourself:

What Silent Sentence might they be writing in their head?

And then: How might you invite them to explore rather than decide?

Reminder: This exploration of potential is the second ingredient in our momentum series (we covered power last time). Next up is intrigue - the element that turns curiosity into genuine interest. Together, these tools help us create future momentum in a world that's increasingly hard to navigate with old methods alone.