1. NLP - Attitude & Methodology That Leaves Behind a Trail of Techniques
Let me tell you a story about magic. It's a magical story, full of
wows AND woes!. It's a story of magicians and wizards and frogs turning
into princes. It's an adventure into the very magic that occurs everyday
in human neuro-linguistics, a story about you and the magic that's
going on this very minute in your neurology.
What we call NLP is really the story of a new cutting-edge model about…
• How to run your own brain.
• How to effectively represent your experiences.
• How to map the world your world of experiences
• How to take charge of your emotional states.
• How to develop effective strategies to produce massive results.
Now what we call, "the magic," is simply the highest and
best of human experiences, "excellence" in human functioning.
And the magic of that magic is this: there is rhyme and reason to
your everyday experiences. In NLP, we say, the magic has structure.
Above and beyond the details and content of any experience-- there
is a framework that explains how it operates. And when you know that,
you know many of the secrets of magic.
Yes, the magic of getting over past hurts, the magic of forging a
great big compelling future and making it happen, the magic of implementing
your knowledge, the magic of getting into rapport with others, working
through conflicts, taking another person's point of view on things,
etc. We use the term "magic" in NLP to speak about the very
structure and experience of excellence. So when anybody does something
in a superb and wonderful way-- from learning, decision making, staying
motivated, being resilient, operating proactively, managing, making
wealth, selling, etc., we know that that experience has structure
and that we can learn and replicate that magic.
that's what NLP is all about!
NLP literally stands for: Neuro-Linguistic Programming. It means that
we have a mind-body system that we can program very much the way we
can program software for a computer. This mind-body system or our
neuro-linguistics is made up of our neurology (our nervous systems
that enables us to live, breathe, think, and function) and our linguistics
(the symbol systems that run the neurology). Put mind-body together
- the linguistics of the neurology and we have a marvelous, mysterious
and even magical human bio-computer. And the best news, it's programmable.
Yes, it's hard-wired with a few basic dispositions, but for the most
part, "as we think (symbolize, give meaning to things), so we
are." And with that, are adventure begins.
How? What do you mean?
We mean that if you don't have a great strategy for making friends,
learning, staying healthy, looking at the world with the eyes of opportunities,
etc., then you just need a strategy. Because you work perfectly well.
There's nothing wrong with any of you. You simply may not have the
right strategy for the job, or you may have strategies running your
programs of thinking, feeling, speaking, and behaving that get in
NLP, as a model of human functioning, takes a very different attitude
from some of the old psychologies. In NLP, we do not start from the
assumption (and what an assumption it is!) that people are broken.
No. Instead, we assume the opposite, that people work perfectly well,
that they have all the resources that they need, and that the only
problem isn't with them, but with their programming.
If that sounds familiar and similar to other fields, it is. NLP is
a branch of the Cognitive Sciences and Cognitive Behavioral Psychology.
It grew out of General Semantics (Korzybski), Transformational Grammar
(Noam Chomsky), Anthropology and Cybernetics (Bateson), Reframing
(Watzalawick, et al.), Family Systems (Virginia Satir), Gestalt Therapy
(Perls), Medical hypnosis (Milton Erickson), and several related studies.
This is most of the respectable body of knowledge from which NLP arose.
To understand the story of how NLP came to be, you have to understand
the times of the early 1970s in America and specifically in California.
In a time of social upheaval, Vietnam War protests, drugs and rock-n-roll,
a young college student happened upon the work of Fritz Perls and
then Virginia Satir and found that he could mimic their high-level
therapy skills to a degree that surprised him. So he got a young college
professor of linguistics to help him figure it out and supervise a
class and suddenly they both were replicating the skills that were
supposed to be graduate therapy skills.
So the student (Richard Bandler) and the professor (Dr. John Grinder)
teamed up to see if they could figure out (or model) the magic of
these therapeutic wizards. So there on the campus of the University
of California at Santa Cruz, Bandler used what he knew about patterns
in mathematics and computers and Grinder used what he knew about patterns
in linguistics to create a model about the Perls and Satir model--
a meta-model ("meta" is Greek for "above, beyond, and
about). Bandler's natural gift for mimicking enabled him to hear and
replicate the language patterns by Virginia and Fritz. So he play
acted with a group of students to see what he could do.
After enjoying immediate and powerful results from this initial modeling,
Richard and John set out to model the hypnotic skills of Milton Erickson.
And it so was that he and Dilts and others of the original group were
taking classes from Gregory Bateson at the University who not only
introduced them to Erickson, but to other influential people as well.
Within two years, they produced the original NLP books:
The Structure of Magic, Volumes I and II
The Patterns of the Hypnotic Language of Erickson, Vol. I & II
And that's how it began. They built a communication
model about human "thinking" and "processing"
and used that model of how we see images, hear sounds, reproduces
smells and tastes and touches in our mind to track and model the structure
of subjective experiences.
NLP - The Study of Excellent Experiences
Robert Dilts was soon commissioned to write the first scholarly book
on NLP. He entitled it, Neuro-Linguistic Programming, Volume I: The
Study of the Structure of Subjectivity. This set forth NLP as a model
and the key features of the model. For example, NLP speaks about "thinking"
or information processing as the reproducing in the mind the sensory
components of what we see, hear, smell, taste, and touch with our
sense receptors. This is known as Representational Systems, the VAK
systems and these stand for the "modes" by which we represent
Visual (Eyes) - for the Pictures, Sights, Images
Auditory (Ears) - for the Sounds, noises, tones, volumes
Kinesthetic (skin/body) - for the sensations, touch, pressure, etc.
When we think about something, anything, we encode our "thoughts"
using our "senses."
So we speak about our sensory systems or modalities. This makes our
"thoughts" much more specific.
Think about your home or apartment. Got it?
What does it look like?
Sound like? Any noises or sounds associated in your picture?
What about smells?
Here's an "Thought Experiment" that we have in the
book, User's Manual for the Brain. Try it out. Have you ever
experienced anything that you would call "pleasant?" Go
ahead and recall a pleasant experience from your past. As various
things may pop into your mind, just allow yourself to go with some
pleasure memory for the moment and allow yourself to go with that
thought.... As you experience this pleasant memory, notice its visual
aspects. What do you see? Notice the images. Now make the picture
larger. Let it double in size... and then let that picture double
again... Notice what happens. Do your emotions intensify?
Now shrink the picture. Make it smaller and smaller. Allow it to become
so small you can hardly see it... Stay with that a moment... Do the
intensity of the feelings decrease? Experiment again with making the
picture bigger and then smaller. When you make it smaller, do your
feelings decrease? And when you make it larger, do your feelings increase?
If so, then running the pictures (sounds, feelings) in your awareness
in this way functions as it does for most people. However, you may
have a different experience. Did you? No big deal. We all code our
experiences in our minds uniquely and individually. Now, put your
picture of that pleasant experience back in a format where you find
it most comfortable and acceptable.
As you maintain the same picture, move the picture closer to you.
Just imagine that the picture begins to move closer and closer to
you, and notice that it will. What happens to your feelings as it
does? ... Move the picture farther away. What happens when you move
the picture farther away? Do your feelings intensify when you move
the picture closer? Do your feelings decrease when you move the picture
farther away? Notice that as you change the mental representation
in your mind of the experience, your feelings change. This, by the
way, describes how we can "distance" ourselves from experiences,
does it not?
Now experiment with the color. Are your pictures in color or in black-and-white?
If your pictures have color, make them black-and-white, and vice versa
if you have them coded as black-and-white . . . When you changed the
color, do your feelings change? What about the focus of your images?
Are they in focus or out of focus? Do you see an image of yourself
in the picture or do you experience the scene as if looking out of
your own eyes? What about the quality of your images: in three dimensional
(3D) form or flat (2D)? Does it have a frame around it or do you experience
it as panoramic? Experiment by changing how you represent the experience.
Change the location of the picture. If you have it coded as on your
right, then move it to your left.
Playing with the Brain!
Did you like that playing with your brain? The neat thing about playing
with our brains in that way is that as we change our coding, we change
our feelings. The neurology of our emotions responded to the linguistics
(or symbols) of our brain. When we change various features of our
representations, it affected our responses. This describes, in part,
how "the magic" of NLP works. As we work with the very structures
and processes of representation, rather than content, we change the
programming. In the Thought Experiment, you might have changed how
you feel by changing the quality and structure of your images. Amazing,
is it not?
And when you know the structure of experience, then we can begin to
use that knowledge to create more generative processes for improving
life all around. What would happen if you made all your unpleasant
pictures small, dim, and far away? What would happen if you made all
your pleasant experiences big, bright and up close?
To learn to play with your brain and make it do wild and wonderful
things, to run it for fun and profit, to induce the kind of positive
states of mind-and-body, emotional states and states of value and
belief, you only need to understand some of the basic components and
how they work.
The VAK Representational Systems-- Sights, Sounds, Sensations, Smells,
etc. These are the basic components.
Each of these have certain Audio-Visual components. Think of a TV
or Radio and we have volume, tone, pitch, location, etc. We have distance
(close/ far), clarity (clear/ fuzzy), dimension (3_D or flat and 2_D),
etc. The NLP term for these qualities or distinctions is "sub-modalities."
Perceptual Positions-- the point of view that you take in thinking
about something: your own (first person), another person's (second
position), the point of view of the larger system (third position).
Running Your Own Brain
In the past 25 years, hundreds of techniques (the NLP technology)
has arisen that provide step-by-step processes for "running your
own brain" to produce outstanding results. There are patterns
for effecting lasting change with phobias and trauma (the Phobia Cure
pattern), for changing long-term habits (the Swish Pattern), for changing
old traumatic reactions to memories (Decision Destroyer), for altering
meaning (Reframing patterns),
Co-founder, Richard Bandler has said,
"NLP is an attitude and a methodology that leaves behind a trail
attitude of NLP involves one of intense and excited curiosity. It
involves the desire to know what goes on behind the scenes. With this
kind of attitude of curiosity, we want to know what makes the human
mind work. So NLP runs on an attitude of experimentation. This attitude
leads us to try all kinds of things. After all, we do not sort for
"failure," but only for "feedback." If we find
that something doesn't produce the results we want, we just try something
else. When you get the attitude or spirit of NLP, you'll experience
a wild and wonderful passion for exploration, experimentation, and
innovating. It will make you more creative, more open to the world
of possibilities, and more of a pioneer. The methodology of NLP is
that of modeling: copying and replicating how something works.
2. Celebrity Weight Loss Secret Finally Uncovered
Can you guess what the secret really is about losing weight quickly and naturally?
It’s not about any specific exercise requiems, or doing cardio until you feel like a wet sponge, or weight training to build muscle mass, and to your surprise, it's not even about the food you eat. Can you guess? Do you know what truly thin people know that you don't...YET?
What IS the Challenge?
Have you ever tried in vain to lose a few extra pounds, or even many of them? Silly question because we all have, at some point, wanted to rid our body of an amount of unnecessary pounds. I’m sure in the past you’ve set goals, made a commitment to yourself AND others, started out with great intentions only to find after a couple months or even weeks, you’re back to the same old negative patterns of over eating again, or something like this, am I correct?
In order to achieve ANY change in our behavior, we must FIRST make the change within our own mind. Example; have you ever tried to WILL YOURSELF into doing something? If we could we’d be able to accomplish EVERYTHING we set our mind to just by thinking about it, couldn’t you?
It’s for this reason that dieting, even coupled with exercise cannot possibly work out unless you’ve engaged your SUB-conscious mind working towards shedding those extra pounds you’ve accumulated. Ninety percent of who we are and who we’ll become is regulated by your unconscious mind. Thoughts generated from our subconscious mind have the most powerful effect on your body. Because your subconscious minds prime directive is to protect the body, therefore it’s always working to keep you consistent and resolute with your daily actions. What you program into your subconscious computer shows up in your outside world. Where attention goes, energy flows, results show! Knowing this is the hard pill to swallow because it means that ANY diet will work when you’re subconscious is aligned with the results you desire. (Search; Twinkie Diet – Dr. Mark Haub)
Motivation IS The Answer!
The number one reason people overeat is they’re trying to avoid or suppress their emotional pain. Because of this, in order to lose weight, we need to learn to develop a higher self esteem, forgive ourselves, and practice more self-love. Hypnosis for weight loss requires that we affirm a new empowering self and release our old eating behaviors and over-weight mindset by interrupting these patterns and conditioning into the subconscious mind new behavioral patterns such as; eating half, self-esteem, confidence and self-worth. Then a more healthy, happy and fit you will emerge!
Hypnosis can literally shift and jack-up your motivation to help the mind affect the body the same way that eating healthy food and drinking clean water eliminates fat and toxins. It also teaches you how to utilize deep breathing which activates your body’s metabolism to burn extra fat more rapidly.
What IS Hypnosis?
The real secret to losing weight and keeping it off for good is to “teach” your subconscious mind to do the work for you. By far, the easiest method for “re-programming” your subconscious mind so you can easily lose weight and keep it off for good, is by using hypnosis. Hypnosis is nothing more than a light state of trance, which we’ve all experienced; right before dozing off, passing your exit, or even zoning out watching TV are all examples of light trance/hypnosis.
“The subconscious mind moves in the direction of your currently dominant thoughts.”
So the real secret to finally losing all the weight you want AND keep it off is to start cultivating EMPOWERING thoughts and turn your subconscious mind into your best fitness partner that WANTS you to LOSE WEIGHT, feel amazing, and keep those results for life!
Can I Learn To Re-Program MY Subconscious Mind?
Back to your “million dollar” question that you’ve probably been asking yourself right now,
“Will hypnosis work for ME?” The answer is YES! YOU CAN be hypnotized and you can reap all the benefits of transforming your subconscious mind quickly and easily into a weight loss machine, because hypnosis is simply accessing your deepest thoughts and beliefs, that in the past, have limited you in becoming the very best YOU. Relaxing your body/mind using hypnosis and activating the belief that you are who you are truly meant to become is the where all change begins with empowering suggestions that are embedded and accepted by your subconscious mind. Your subconscious mind then responds and acts to help achieve this new, thin, you.
Can you now, imagine yourself, using hypnosis and losing all the weight you want easily… being able to just listen and lose? If this is something that you’d like to be. do and have, go to our weight loss hypnosis site: www.JustListenAndLose.com We'll be up and operating VERY SOON with this site!
Reasons To Take Our NLP Training
1. Real-World Experience
First and foremost, which may not seem to be of importance on the
surface is, we bring decades of REAL-WORLD corporate and clinical
"in-the-trenches" work experience to your NLP training.
This benefits you, our graduates, by maximally preparing you for doing
truly effective work with people once you're out in the field. You'll
find most trainers have NO real world experience what-so-ever! They
get certified and then go on to train others but never USE what they
have in a corporate or clinical environment. LANLP offers you the
expertise and education from an experienced professional speaker &
trainer IN THE SPEAKING BUSINESS! Ask questions of us like, "when
and how" the techniques and exercises truly apply to real people
within our world. John works closely with each and every student making
sure you receive the very best information at a conscious as well
as UN-conscious level so you receive more for your time and your investment!
We work around YOUR schedule! Our program is designed so you'll become
certified over the course of six weekends, so you can have a life
and take only the necessary time off to train and learn with us.
Integration Of Material
Because you'll train only on the weekends, it gives you plenty of
time to practice and integrate the information in between classes,
form out-of-class study groups with fellow students during the week
to learn the information at a deeper level. Many students have experienced
that the short/advanced courses which other companies offer are leaving
them with no real practical memory or benefits of the traditional
pure 12-day, 120-hr program. Because this is how Richard Bandler and
John Grinder developed and founded GENUINE NLP, we acknowledge and
respect the model they created because IT WORKED! Don't be fooled
by other courses giving you reasons why they cannot give you the traditional
12-day 120-hrs of face-to-face time with the trainers. Yes, the CD's,
reading and studying are necessary, but not a substitute for pure
hands-on instruction. You become certified as a practitioner of NLP
the way is was originally designed, and we plan on remaining true
to NLP roots. Come learn from the best!
4. Enhance Business Performance
With an NLP training course you will be able to influence others,
increase sales, learn leadership, coaching, and management skills.
NLP training for business is best suited for Managers, Sales People,
Marketing Professionals, Human Resources, Recruiters, and Corporate
5. Develop Professional Coaching Practices
NLP training will help with setting goals, communication mastery,
techniques for motivation and achievement, techniques to resolve fears
and phobias, and weight loss techniques. NLP Training for coaching
is best suited for Business Coaches, Life Coaches, Personal Coaches
and Fitness Trainers. Or for therapy; our training will give you a
mastery of communication techniques to help resolve deep rooted issues,
fears and phobias, habits and addiction, and moving people from unresourceful
states to resourceful ones. NLP Training for therapy is best suited
for Psychologists, Psychiatrists, Doctors, Nurses and Dental Professionals.
With our NLP training course you will learn techniques for instilling
motivation, understanding learning and coding of experience, how to
enhance memory and create faster learning. NLP Training for Education
is best suited for Teachers, Professors, and parents.
Some people decide to take an NLP training course simply for self-development
and empowerment. And still some people just come because they have
heard that NLP can fix certain very big problems very fast. On average
there are up to 3 phobias cured per course, in less then 10 minutes!
NLP training can help with trauma, fear of public speaking, motivation,
weight loss, insecurity, and more. Our NLP training course helps to
give you a mastery of communication which can be used for media interviews,
influencing others, and giving you the ability to appear to be charismatic
and a great public speaker.
do YOU do stress?
often during your week do you feel really stressed out? If more than
two or three times, then you’re within the national average!
A 1996 Prevention magazine survey found that almost 75% of people
feel they have "great stress" one day a week, with one out
of three saying they feel this way more than twice a week. Job stress
tends to be the leading cause of stress for adults. Children, teenagers,
college students and the elderly experience an ever-increasing level
of stress from a multitude of causes. It is estimated that 75 - 90
percent of all visits to primary care physicians are for stress-related
problems. No doubt this number will continue to rise as the decades
Selye (father of the “stress theory”) describes stress as
“the non-specific response of the body to any demand made upon
it.” Stress can be either physiological or psychological in nature.
Stress is a response to events in our environment. First come the stressors
(cause) and then the stress ( the effects.) If stress isn’t controlled
or alleviated it can literally be stored up in the body and may lead
to physical and emotional disruption such as sicknesses, cold, flu,
headaches, insomnia or more severe such as chronic pain, depression,
heart attacks, cancer or even suicide.
is important to understand that it is not the ‘stressors’
of our environment which cause us to become stressed. Our response to
the stressors, rather than the actual events, produce our stress. Think
about it. How can the same experience, such as losing or transferring
your job, garner such a dissimilar response from two separate individuals?
In simple terms, it’s the meaning we place upon the events that
cause the emotional reactions we experience. Clinical research has shown
that stress is “the perception of not being in control.”
Since we cannot control all of our outside circumstances or events,
the only way to regain a sense of control is to effectively manage our
things predicate our behavior; focus and physiology. Focus, the meaning
we place upon the
events in our world and what we choose to focus on internally. Physiology,
how we use our bodies to respond to those outside conditions. Either
we control our emotions or we allow our emotions to control us! The
most effective way to handle stress or anxiety is to change our physiology,
specifically our body posture and breathing. Our state of mind is tied
directly into the positioning of our body. Think about how you stand
or sit when you’re depressed. Slumped and slouching? Breathing
shallow and restricted? How is your posture when you’re happy
or excited? Upright and open? Breathing full and deep?
that stress can be managed by our response to demands made upon us,
we each have the capacity to alleviate unnecessary stress. Whenever
you are confronted with a challenge in life, STOP, and ask yourself
“what does this mean?” Then immediately change your posture
and your breathing. Since each emotional state of mind has a specific
physiology associated to it, it only seems to reason if we shift our
physiology to a more resourceful posture then our emotional state will
change, and vice-versa. Your thoughts or comments?
Are Like New Shoes…
... they look great in the store but once you get them home they become
a success coach, I work in many areas of life; career desire, fitness
and weight management, goal clarity, emotional mastery and relationship
balance. I find relationships the most interesting and yet the most
complex. Everything we in life we engage in IS a relationship. There’s
a direct correlation as to how we react in an intimate relationship
and how we respond to our friends, family, and social or work environments.
With relationships the challenge is never the other person, it’s
your choice of that person in the relationship! And because we’ve
all had an opportunity to engage in good and bad ones, everyone can
relate to the intention of this article. I’ve interviewed thousands
of people in relationships to find what ingredients make up a great
recipe for success.
can be challenging, but marriage can be overwhelming if you are not
with the right partner. Yes, I know, there will be bad and tough times
as well as good and great times. But it’s not if those experiences
will happen, it’s when and how will you react to them that will
determine the survival or growth of the relationship. There’s
a cute joke that is; “It’s true that love is blind but marriage
is definitely an eye-opener.”
you know all this already don’t you? So why then do we repeat
the same mistakes again and again? Habit? Genetics? Insanity? Einstein’s
definition of insanity was; “doing the same thing over and over
again, expecting different results.” Sound familiar? Well, the
real answer is because it’s what we’re most comfortable
with. Our nervous system, our body/mind, as Deepak Chopra calls it,
is stuck on auto-pilot. It’s constantly searching out our environment
for what we KNOW! What looks, sounds and feels familiar… comfortable!
The challenge is we do not recognize our mistakes until it becomes UN-comfortable
for us, usually about 6 months to 2 years down the road. Deep into the
relationship is too late to be asking yourself, what am I doing here?
life, everything we are and will become will be predicated upon one
thing; the decisions we make. Every moment of your life you’re
making decisions, deciding on something. Making simple and complex decisions
shape the course and direction of your life. Decisions are the basis
for the quality of life you lead. Each decision you make; to go left
or right, buy this or that, take this job instead of that, go out with
him or her, produces the results we live with every day of our lives.
The challenge is most people utilize poor decision-making strategies.
We make decisions based on the emotional state we’re in at the
moment we are deciding. We typically decide in the moment rather than
taking into consideration how the results will impact our future. It’s
like blaming the shoes for being too tight!
often say to my clients and when presenting my NLP workshops, “it’s
literally impossible to make a logical decision.” Think about
it, every decision we make is predicated upon what? How we feel at the
moment we are making it! Logic plays a secondary role within our decision
making strategies. Regardless of the quality of information we’ve
gathered, we often decide based upon our feelings about the choices
best decisions are made being mindful of our values; what is most important
to us. Therefore, it is critical to understand your personal values
before making life-changing decisions. When you are aware of your values
and criteria, and faithfully follow them in selecting a partner, your
chances of success improve tremendously. You will no longer be running
by the soles of your feet!
are 50 characteristics which will help you recognize what is most important
for you in your current or next relationship. Looking at the list before
you, circle 20 traits that you desire in a mate. Of those 20, choose
and write out 10 on a separate sheet or on the back. Prioritize those
10 traits from 1 being most important to 10 being of lesser importance.
The top 3 traits are the ones you require in a relationship. These are
Open minded .................................................Hairy
Goal oriented .................................................Blue/Grn/Brn
Positive attitude .............................................Secure
Financially secure .........................................Romantic/Nasty
Athletic/Physically fit ......................................Generous
Health conscious ...........................................Independent
Dress’ well .......................................................Great
Family oriented ...............................................Organized
Been married or not .......................................Sexually
Has kids ...........................................................Spontaneous
Using these 10 values as a template for your wants, desires and needs
will give you a better understanding and awareness when selecting a
prospective date/spouse the next time you go shopping. Now knowing what
is most important to you, you will shop with confidence -- as you’ll
have no delusions about what you’re looking for. And, yes, the
secret is in making a quality decision based upon knowing
your deal breakers and choosing wisely. Do a little "sole-searching!"
You will find someone who's head over heels for you!
6. What Is NLP?
|Neuro- Linguistic Programming is defined as the study of the structure
of subjective experience and what can be calculated from that and is
predicated upon the belief that all behavior has structure. People such
as Virginia Satir, Milton Erickson and Fritz Perls had amazing results
with their clients. They were some of the people who's linguistic and
behavioural patterns Richard Bandler built formal models of. He then
applied these models to his work.
Because these models are formal they also allow for prediction and calculation.
Patterns that may not have been available in any of these people's work
could be calculated from the formal representations he had created.
New techniques and models were (and still are being) developed.
Since the models that constitute NLP™
describe how the human brain functions they are used in order to teach
them. NLP™ is not a diagnostic tool. It can only be applied and
can therefore only be taught experientially.
Well trained Neuro-Linguistic Programmers™ will always teach by
installation, not by teaching technique after technique. Techniques
outdate themselves too quickly to base the field of NLP™
on a set of techniques. It is based upon the attitude, the models and
the skills which allow for constant generation of new techniques which
are more effective and work faster.
Although many providers make certain courses prerequisite to the attendance
of other courses, Dr. Bandler has no such prerequisites for any of his
seminars. Learning does not come in levels. Once the underlying pattern,
by which something can be learned has been taught, the material becomes
not only easily accessible but a logical extension. For example, once
somebody has learned how to read it no longer matters whether a book
is five pages or two-hundred pages long. Similarly, once someone has
been taught the spelling strategy it does not matter whether the word
is two or five letters long, you just have to look at the picture. Each
seminar is based upon different sets of knowledge. Therefore it is not
necessary to do them in any specific order.
Each seminar that Dr. Bandler teaches is different. Once someone has
attended one practitioner course it does not mean that the practitioner
material has been learned and that person should therefore go to a different
course. You have to remember that the names and certificates are only
names and certificates not the material nor the knowledge!
was specifically created in order to allow us to do magic by creating
new ways of understanding how verbal and non-verbal communication affect
the human brain. As such it presents us all with the opportunity to
not only communicate better with others, but also learn how to gain
more control over what we considered to be automatic functions of our
|In our Los Angeles NLP Training,
"anchoring" refers to the process of associating an internal
response with some external or internal trigger so that the response may
be quickly, and sometimes covertly, reaccessed. Anchoring is a process
that on the surface is similar to the "conditioning" technique
used by Pavlov to create a link between the hearing of a bell and salivation
in dogs. By associating the sound of a bell with the act of giving food
to his dogs, Pavlov found he could eventually just ring the bell and the
dogs would start salivating, even though no food was given. In the behaviorist's
stimulus-response conditioning formula, however, the stimulus is always
an environmental cue and the response is always a specific behavioral
action. The association is considered reflexive and not a matter of choice.
In Neuro-Linguistic Programming this type of associative conditioning has been expanded to include links
between other aspects of experience than purely environment cues and
behavioral responses. A remembered picture may become an anchor for
a particular internal feeling, for instance. A touch on the leg may
become an anchor for a visual fantasy or even a belief. A voice tone
may become an anchor for a state of excitement or confidence. A person
may consciously choose to establish and retrigger these associations
for himself. Rather than being a mindless knee-jerk reflex, an anchor
becomes a tool for self empowerment. Anchoring can be a very useful
tool for helping to establish and reactivate the mental processes associated
with creativity, learning, concentration and other important resources.
is significant that the metaphor of an "anchor" is used in NLP terminology. The anchor
of a ship or boat is attached by the members of the ships crew to some
stable point in order to hold the ship in a certain area and keep it
from floating away. The implication of this is that the cue which serves
as a psychological "anchor" is not so much a mechanical stimulus
which "causes" a response as it is a reference point that
helps to stabilize a particular state. To extend the analogy fully,
a ship could be considered the focus our consciousness on the ocean
of experience. Anchors serve as reference points which help us to find
a particular location on this experiential sea and to hold our attention
there and keep it from drifting.
process of establishing an anchor basically involves associating two
experiences together in time. In behavioral conditioning models, associations
become more strongly established through repetition. Repetition may
also be used to strengthen anchors as well. For example, you could ask
someone to vividly re-experience a time she was very creative and pat
her shoulder while she is thinking of the experience. If you repeat
this once or twice the pat on shoulder will begin to become linked to
the creative state. Eventually a pat on the shoulder will automatically
remind the person of the creative state.
and Learning -
A good way to begin to understand the uses of anchoring is to consider
how they can be applied in the context of teaching and learning. The
process of anchoring, for instance, is an effective means to solidify
and transfer learning experiences. In its simplest form, 'anchoring'
involves establishing an association between an external cue or stimulus
and an internal experience or state, as in the example of Pavlov ringing
the bell for his dogs. A lot of learning relates to conditioning, and
conditioning relates to the kind of stimuli that become attached to
reactions. An anchor is a stimulus that becomes associated with a learning
experience. If you can anchor something in a classroom environment,
you can then bring the anchor to the work environment as, minimally,
an associative reminder of what was learned.
an example of this, they did a research study with students in classrooms.
They had students learn some kind of task in a certain classroom. Then
they split the class in half and put one of the groups in a different
room. Then they tested them. The ones who were in the same room where
they had learned the material did better on the exams than the students
who had been moved to a different room. Presumably this was because
there were environmental cues that were associated with the material
they had been learning.
have probably all been in the situation of experiencing something that
we wanted to remember, but when we go into a new environment where all
the stimuli are so different, it's easier to forget. By developing the
ability to use certain kinds of anchors, teachers and learners can facilitate
the generalization of learning. There will certainly be a greater possibility
that learning will be transferred if one can also transfer certain stimuli.
another aspect to anchoring related to the fact Pavlov's dog had to
be in a certain state for the bell to mean anything. The dogs had to
be hungry; then Pavlov could anchor the stimulus to the response. Similarly,
there is an issue related to what state learners are in, in order to
effectively establish an anchor. For instance, a transparency is a map,
but it's also a stimulus. That is, it gives information, but it can
also be a trigger for a reference experience. An effective teacher needs
to know when to send a message or not to send a message. If people have
a sudden insight - an "Aha!" - and you turn on a transparency,
it is going to be received in a different way and associated in a different
way than if people are struggling with a concept.
can be very important. It is important for a teacher to time the presentation
of material in relation to the state of his or her learners. If the
teacher has a cognitive package to present, such as a key word or a
visual map, he or she must wait for the moment that the 'iron gets hot'.
When the teacher senses that there's a kind of a readiness, or a surge,
or an openness in the group, at that moment he or she would introduce
the concepts or show the key words. Because the point of anchoring is
that a teacher is not just giving information, he or she is also providing
stimuli that gets connected to the reference experiences of the learners.
This is why stimuli that are symbolic are often more effective anchors.
8. Anxiety and NLP
do anxiety "sufferers"
run these annoying synesthesias? Ericksonian therapist David Higgins
(in Yapko, ed, 1989, p 245-263) points out that all of us live in an
"As if" world. In order to act, we make certain guesses about
what will happen. These guesses are all "hallucinations",
but they have the potential to generate hope or fear, happiness or pain.
This is an active ongoing self-hypnotic process, and is potentially
healthy. In anticipating future challenges, we estimate the significance
of the challenge, and the strength of our resources to respond to that
challenge (Beck and Emery, p 3-53). Some fear is a realistic appraisal
of serious challenge level, and usefully mobilises the body to deal
with such challenge, by increasing the pulse and breathing rate, and
mobilising the muscles etc. Severe anxiety
is a disorder of the "As -if" process. The anxious person
(as opposed to the person who is realistically afraid of a current threat)
demonstrates certain "cognitive distortions" (to use NLP terminology,
they make certain key submodality/strategy shifts). These are:
for the future. By attending to potential future events to the exclusion
of present and past, the person is unable to access resourceful memories,
or effectively use resources at hand. Thus, a person who spoke to a
crowd of 1000 people and loved it last week may panic as they think
about repeating that tomorrow. Sorting for danger. The person pays more
attention to potential risks and less to potential safeties. They do
this by using focused "tunnel vision" and its auditory and
kinesthetic analogues (eg a person afraid of public speaking may see
only one angry looking person staring at them, and not notice those
smiling. A person with chest tightness may pay attention to that and
speculate about its cause, rather than feeling the comfort in their
Associating into their internal representations of danger. This is the
key SMD changed by the NLP Phobia cure. Increasing the significance
of the danger. The anxious person increases submodalities such as size
and closeness on the feared object/situation, so that the threat seems
greater than their resources. They diminish submodalities on their own
resources and memories of success. The person afraid of public speaking
may see a room of huge eyes staring at them, as they shrink into the
floor. They may do this in auditory digital by "talking up"
the power of the audience to reject and humiliate them.
Unrealistic evaluations as a result of 4). Rather than grading risk
(eg "On a scale of 1-10 how risky is this?") the anxious person
tends to act as if any danger = total danger. Persons with a phobia
of flying, for example, may estimate at normal times that the risk of
harm from a flight is one in a million (1:1,000,000). At the time when
the airplane takes off they may estimate it as 50:50, and with slight
turbulence at 100:1 in favour of a crash (Beck and Emery, 1985, p 128).
They may then bring into play a series of beliefs about what "has
to happen" in such situations (eg "I have to get out of here.",
"I have to take my pills."). Another such set of beliefs may
involve the estimate of the importance of what others think of them
and their responses. Doing something embarrassing in public may be estimated
as likely to result in physical consequences every day for the next
sixty years. Thus, in the state of anxiety, the person generates a whole
separate set of beliefs which they respond to, in NLP a sequential incongruity.
Not being "at cause". Synesthesias are available in all people.
The anxious person runs them more frequently and with less conscious
awareness, leading to a belief that their feelings just happen, or are
caused by the environment, rather than being a result of their attention
to representations of "danger".
Physiological activation. The anxious person acts in several ways to
activate their body. They attend to their in-breath rather than their
out-breath. They walk and move more, and often allow less time for sleep
than other individuals. They breathe through their dominant nostril
(Rossi, 1996, p 171-2). Ernest Rossi points out that this is part of
their remaining in the alertness phase of the normal rest-activation
cycle for prolonged times. Where anxiety peaks at a certain time in
the day, Rossi suggests that this indicates a damaged rest cycle reaching
critical level at that time.
In a previous article we discussed NLP treatments for depression.
Someone can run strategies which generate anxiety and strategies which
generate depression. Both conditions involve the person sorting for
what is wrong, and associating into unpleasant experiences. However
the two sets are different, and it may help to distinguish them before
we consider how to resolve anxiety.
the case of depression,
the focus is on past experiences - failures, losses and defeats which
have already happened and are thus fixed facts. The depressed person
may not even have a future time line to be anxious about, let alone
to have goals in. Their comments about life and their own self are thus
based on a "permanent pervasive style" of explanation ("This
is the way I and other things are; everything is like this, and it always
will be"). The depressed person has understandably little interest
in doing anything, because they expect failure ("What's the point,
it only gets you to the same place I've always been - nowhere.").
They may get hopeful about specific tasks (and then use the patterns
we are calling anxiety), but generally the depressed person has given
up trying to avoid the kind of pain that the anxious person is running
the anxious person, the focus is on potential future defeats, failures
and losses. The anxious person considers these disasters as being possibly
avoidable, if they can only escape in some way from certain feared events.
Their style of explanation is thus more tentative, conditional and more
focused on particular events ("If I can only avoid elevators /
crowds / thinking about death, then I might be able to escape this terror.").
The anxious person has objectives, then, but is unable to reach them.
They fear failure. The anxious person does not give up on doing everything
(unless they finally got depressed about their anxiety) but gives up
on doing the things they fear (the triggers for their anxiety).
Do We End Anxiety?
There's more to this question than meets the eye. Anxiety itself is
driven by an attempt to avoid some feared consequence. The "simple"
solution to anxiety for the person with a spider phobia seems to be never to think about or come into contact with anything
to do with spiders. For the person with anxiety about loss of self-control
the "simple" solution would be to never be in a situation
where loss of self-control was remotely possible. Of course these are
impossible goals, but many people with anxiety clutch at the illusion
of such solutions in the form of drugs, distractions, lifestyles totally
organised around their fears and dependent relationships where the other
person cannot be out of their sight or reach. What is usually called
"secondary gain" (the accidental advantages which the problem
brings to the person's life, in terms of sympathy, avoidance of challenges
etc) is really primary gain in anxiety conditions. It is often the immediate
aim of the person who has anxiety.
an NLP Training Practitioner in Los Angeles, your first role is not
to create such illusory solutions. One example of an illusory solution
would be presenting NLP as a series of tools which will automatically
solve the person's problem, regardless of what they do. Another example
would be offering to be the person's total life support system ("Call
me any time!"). Being a "magician" can be very satisfying,
but this satisfaction is small compared to the joy of empowering the
anxious person to learn their own magic. Your role, then, is to be a
kind of coach or consultant.
anxious person is hiring us to give them advice and support to put into
action a plan that will change their life. This will be a collaborative
relationship, in which they will need not only to "help",
but also to experimentally follow the advice we give. We have no magic
way of solving their problems for them. But if they do the things we
suggest, we believe that they will experience change. This is the same
deal a consultant in the business setting makes. We often say "NLP
doesn't work. You work... NLP just explains how you work, perfectly.".
This is a time-limited arrangement, and it is important to arrange at
the start to meet for a specific number of sessions.
other side of this is that if we are not hired as a consultant, we accept
that. We do not carry on trying to "sell our services". This
becomes important in practice if we suggest some task (such as having
the person, at the end of each day, identifying three things they achieved
that day) and the person does not actually do the task. In this case,
we don't carry on suggesting other such tasks hoping to "find one
that works". Often, in that situation, we will explore with the
person what they did instead of the task, and help them discover how
that got them the results they complain about.
following five sets of NLP tools are intended to be used inside this context, to reverse the "cognitive
distortions" of anxiety. The tools are:
Reframe Anxiety and its Symptoms
2. Access Resources/Solutions
3. Teach Trance and Set Relaxation Anchors
4. Alter The Submodalities
5. Create More Integrated Beliefs
9. Communication Skills; Why
Are they So Important?
purpose of communications
skills is to get your message across to others. This is a process that involves
both the sender of the message and the receiver. This process leaves
room for error, with messages often misinterpreted by one or more of
the parties involved. This causes unnecessary confusion and counter
productivity. In fact, a message is successful only when both the sender
and the receiver perceive it in the same way.
By successfully getting your message across, you convey your thoughts
and ideas effectively. When not successful, the thoughts and ideas that
you convey do not necessarily reflect your own, causing a communications
breakdown and creating roadblocks that stand in the way of your goals
– both personally and professionally.
a recent survey of recruiters from companies with more than 50,000 employees,
communication skills were
cited as the single more important decisive factor in choosing managers.
The survey, conducted by the University of Pittsburgh’s Katz Business
School, points out that communication
skills seminars, including written and oral presentations, as well
as an ability to work with others, are the main factor contributing
to job success.
spite of the increasing importance placed on communication skills, many
individuals continue to struggle with this, unable to communicate their
thoughts and ideas effectively – whether in verbal or written
format. This inability makes it nearly impossible for them to compete
effectively in the workplace, and stands in the way of career progression.
your message across is paramount to progressing. To do this, you must
understand what your message is, what audience you are sending it to,
and how it will be perceived. You must also weigh-in the circumstances
surrounding your communications, such as situational and cultural context.
Skills workshops - The Importance of Removing Barriers:
Communication barriers can pop-up at every stage of the communication
process (which consists of sender, message, channel, receiver, feedback
and context - see the diagram below) and have the potential to create
misunderstanding and confusion.
To be an effective communicator and to get your point across without misunderstanding and confusion,
your goal should be to lessen the frequency of these barriers at each
stage of this process with clear, concise, accurate, well-planned communications.
We follow the process through below:
To establish yourself as an effective communicator, you must first establish
credibility. In the business arena, this involves displaying knowledge
of the subject, the audience and the context in which the message is
must also know your audience (individuals or groups to which you are
delivering your message). Failure to understand who you are communicating
to will result in delivering messages that are misunderstood.
Next, consider the message itself. Written, oral and nonverbal communications
are effected by the sender’s tone, method of organization, validity
of the argument, what is communicated and what is left out, as well
as your individual style of communicating. Messages also have intellectual
and emotional components, with intellect allowing us the ability to
reason and emotion allowing us to present motivational appeals, ultimately
changing minds and actions.
Messages are conveyed through channels, with verbal including face-to-face
meetings, telephone and videoconferencing; and written including letters,
emails, memos and reports.
These messages are delivered to an audience. No doubt, you have in mind
the actions or reactions you hope your message prompts from this audience.
Keep in mind, your audience also enters into the communication process
with ideas and feelings that will undoubtedly influence their understanding
of your message and their response. To be a successful communicator,
you should consider these before delivering your message, acting appropriately.
Your audience will provide you with feedback, verbal and nonverbal reactions
to your communicated message. Pay close attention to this feedback as
it is crucial to ensuring the audience understood your message.
The situation in which your message is delivered is the context. This
may include the surrounding environment or broader culture (i.e. corporate
culture, international cultures, etc.).
Barriers At All These Stages. To deliver your messages effectively,
you must commit to breaking down the barriers that exist in each of
these stages of the communication process. Let’s begin with the
message itself. If your message is too lengthy, disorganized, or contains
errors, you can expect the message to be misunderstood and misinterpreted.
Use of poor verbal and body language can also confuse the message. Barriers
in context tend to stem from senders offering too much information too
fast. When in doubt here, less is oftentimes more. It is best to be
mindful of the demands on other people’s time, especially in today’s
ultra-busy society. Once you understand this, you need to work to understand
your audience’s culture, making sure you can converse and deliver
your message to people of different backgrounds, cultures within your
own organization, & in this country and even abroad.
The Basis Of Mirroring & Matching
Rapport is the foundation for any meaningful interaction between two or more
people - rapport is about establishing an environment of trust and understanding,
to respect and honor the other person’s world. Which gives a person
the freedom to fully express their ideas and concerns and to know that
they will be respected by the other person(s). Rapport creates the space
for the person to feel listened to, and heard and it doesn’t mean
that they have to agree with what the other person says or does. Each
person appreciates the other’s viewpoint and respects their model
of the world. When you are in rapport with another person, you have
the opportunity to enter their world and see things from their perspective,
feel the way they do, get a better understanding of where they are coming
from; and as a result, enhance the whole relationship.
1970 study conducted at the University of Pennsylvania by Dr. Ray Birdwhistle
concluded that 93% of our communication transpires non-verbally and
unconscious. NLP rapport
skills teach us how to communicate at that unconscious level. Mirroring,
matching, pacing and leading skills will enable you to become "like"
the other person. Anthony Robbins stated: “People who like each
other tend to be like each other.” Neuro-Linguistic
Programming in Los Angeles teaches how to mirror and match physiology,
tonality and predicates (process words).
at the Boston University Medical School studied films of people having
conversations. The researchers noticed that the people talking began
(unconsciously) to co-ordinate their movements (including finger movements,
eye blinks and head nods.) When they were monitored using electroencephalographs,
it was found that some of their brain waves were spiking at the same
moment too. As the conversations progressed, these people were getting
into rapport with each other.
The key to establishing rapport is an ability to enter another person’s world by assuming a similar
state of mind. The first thing to do is to become more like the other
person by matching and mirroring the person’s behaviors -- body
language, voice, words etc. Matching
and mirroring is a powerful way of getting an appreciation of how
the other person is seeing/experiencing the world
words, match predicates. If your partner is using mainly visual words,
you should also use mainly visual words and similarly for auditory,
kinesthetic and auditory digital words. To the extent possible, you
should also use the same words as the other person. For example, I may
say something is ‘awesome’. In your model of the world,
you may interpret ‘awesome’ as ‘outstanding’
and use this word when speaking to me. For me ‘outstanding’
may have a different meaning or evoke a different feeling than ‘awesome’.
In this case, you would not be matching but mismatching my words.
Some people find the idea of matching another person uncomfortable and
they feel that they are trying to fool or take advantage of the other
person. To overcome this uneasiness, realize that matching is a natural
part of the rapport building process and that you are doing it unconsciously
every day with your close family and friends. Each day gradually increase
your conscious use of matching at a pace that is comfortable and ethical
for you. Matching and NLP is done with integrity
and respect creates positive feelings and responses in you and others.
Rapport is the ability to enter someone else’s world, to make
him feel you understand him, and that there is a strong connection between
the two of you.
purpose of the following exercises is to provide some experience with
the basic processes and procedures of modeling. They primarily focus
on the information gathering phase of the modeling process, and cover
a range of modeling skills, including "implicit" and "explicit"
modeling formats, and the use of multiple perceptual positions to gather
different types and levels of information about a particular performance.
mirror another person, merely select the behavior or quality you wish
to mirror, and then do that behavior. If you choose to mirror head tilt,
when the person moves their head, wait a few moments, then move yours
to the same angle. The effect should be as though the other person is
looking in a mirror. When this is done elegantly, it is out of consciousness
for the other person. However, a few notes of caution are appropriate:
Mirroring and NLP is not
the same as mimicry. It should be subtle and respectful.
Mirroring can lead to you sharing the other person's experience. Avoid
mirroring people who are in distress or who have severe mental issues.
Mirroring can build a deep sense of trust quickly, a responsibility
to use it ethically.
is as if you were looking into a mirror. To mirror a person who has
raised his right hand, you would raise your left hand (i.e. mirror image).
To match this same person, you would raise your right-hand (doing exactly
the same as the other person). Some practitioners see a time difference
between mirroring and matching. For example, if someone makes hand gestures
while they are speaking, you would wait until it was your turn to speak
before making similar (matching)
fact that you've read this far means that you can see the benefits of
increasing your rapport skills. Reading is sadly not enough - practice
is the key to building skill, so do the exercises. When you first start
the practice of mirroring, you may have to pay some conscious attention
to what you're doing. After a while, however, you will start to catch
yourself doing it unconsciously. This is where you really begin to build
at times when a gesture is idiosyncratic to that person or otherwise
to obvious, you can do crossover matching. Meaning, if they adjust their
glasses, and you don't wear any, then just move your foot. When you
crossover match/mirror, you match/mirror a portion of the other person's
body, with a different portion of your own body. This is best to do
when you are matching someone's rate of breathing. You can use your
finger to pace the rhythm of their breath. When matching or mirroring
someone's voice, do that with their tonality, volume, and the rate at
which they speak. And remember you don't have to do all of these things,
just one or two will be enough to create rapport
in most cases.
- You may wish to start with family members and begin to match different
aspects of their posture, gestures, voice and words. Have fun with it
and see if they notice what you are doing. At work or socially, start
by matching one specific behavior and once you are comfortable doing
that, and then match another. For friends with whom you really feel
comfortable, notice how often you naturally match their postures, gestures
tone of voice or words. Matching comes naturally, what you need to do
is learn how to do it with everyone, then matching will become automatic
whenever you wish to deepen your rapport
and NLP skils with someone.
11. Hypnosis and NLP
Hyland Erickson, MD (* 5th December 1901 in Aurum, Nevada, † 25th
March 1980 in Phoenix, Arizona) was an American psychiatrist specializing
in medical hypnosis and NLP.
He was founding president of the American Society for Clinical
Hypnosis and a fellow of the American Psychiatric Association, the
American Psychological Association, and the American Psychopathological
is noted for: his often unconventional approach to psychotherapy, such
as described in the book Uncommon Therapy by Jay Haley and the book
Hypnotherapy: An Exploratory Casebook by Milton
Erickson and Ernest Rossi (1979) New York: Irvington Publishers, Inc. his extensive use of therapeutic
metaphor and story as well as hypnosis coining the term Brief Therapy
for his approach of addressing therapeutic changes in relatively few
sessions his use of interventions that influenced the strategic therapy
and family systems therapy practitioners beginning in the 1950s including
Virginia Satir and Gregory Bateson his conceptualization of the unconscious
as highly separate from the conscious mind, with its own awareness,
interests, responses, and learnings. For Erickson
and NLP, the unconscious mind was creative, solution-generating,
and often positive. his ability to "utilize" anything about
a patient to help them change, including their beliefs, favorite words,
cultural background, personal history, or even their neurotic habits.
His influence on Neuro-linguistic
Programming (NLP), which
was in part based upon his working methods.
believed that the unconscious mind was always listening, and that, whether
or not the patient was in trance, suggestions could be made which would
have a hypnotic influence, as long as those suggestions found some resonance
at the unconscious level. You can be aware of this, or you can be completely
oblivious that something is happening. Now, Erickson would see if the
patient would respond to one or another kind of indirect suggestion,
and allow the unconscious mind to actively participate in the therapeutic
process. In this way, what seemed like a normal conversation might induce
a hypnotic trance, or a therapeutic change in the subject.
hypnosis was an irrepressible practical joker, and it was not uncommon
for him to slip indirect suggestions into all kinds of situations, including
in his own books, papers, lectures and seminars.
also believed that it was even appropriate for the therapist to go into
trance. I go into trances
so that I will be more sensitive to the intonations and inflections
of my patients' speech. And to enable me to hear better, see better.
Erickson maintained that trance is a common, everyday occurrence. For
example, when waiting for buses and trains, reading or listening, or
even being involved in strenuous physical exercise, it's quite normal
to become immersed in the activity and go into a trance state, removed
from any other irrelevant stimuli. These states are so common and familiar
that most people do not consciously recognise them as hypnotic phenomena.
same situation is in evidence in everyday life, however, whenever attention
is fixated with a question or an experience of the amazing, the unusual,
or anything that holds a person’s interest. At such moments people
experience the common everyday trance; they tend to gaze off—to
the right or left, depending upon which cerebral hemisphere is most
dominant (Baleen, 1969) —and get that “faraway” or
“blank” look. Their eyes may actually close, their bodies
tend to become immobile (a form of catalepsy), certain reflexes (e.g.,
swallowing, respiration, etc.) may be suppressed, and they seem momentarily
oblivious to their surroundings until they have completed their inner
search on the unconscious level for the new idea, response, or frames
of reference that will restabilize their general reality orientation.
We hypothesize that in everyday life consciousness is in a continual
state of flux between the general reality orientation and the momentary
microdynamics of trance...
& Rossi: Two-Level Communication and the Microdynamics of Trance
and Suggestion, The American Journal of Clinical Hypnosis, 1976 Reprinted
in Collected Papers Vol.1
Erickson expected trance states to occur naturally and frequently, he
was prepared to exploit them therapeutically, even when the patient
was not present with him in the consulting room. He also discovered
many techniques for how to increase the likelihood that a trance state
would occur. He developed both verbal and non-verbal techniques, and
pioneered the idea that the common experiences of wonderment, engrossment
and confusion are, in reality, just kinds of trance. (These phenomena
are of course central to many spiritual and religious disciplines, and
are regularly employed by evangelists, cult leaders and holy men of
there are a great many kinds of trance. Many people are familiar with
the idea of a 'deep' trance, and earlier in his career Erickson was
a pioneer in researching the unique and remarkable phenomena that are
associated with that state, spending many hours at a time with individual
test subjects, deepening the trance.
a trance may be 'light' or 'deep' suggest a one dimensional continuum
of trance depth, but Erickson would often work with multiple trances
in the same patient, for example suggesting that the hypnotised patient
to behave 'as if awake', blurring the line between the hypnotic and
believed there are multiple states that may be utilized. This resonates
with Charles Tart's idea (put forward in the book 'Waking Up') that
all states of consciousness are trances, and that what we call 'normal'
waking consciousness is just a 'consensus trance'. NLP also makes central
use of the idea of changing state, without it explicitly being a hypnotic
12. NLP Modelling
Webster's Dictionary defines a model as "a simplified description
of a complex entity or process" such as a "computer
model" of the circulatory and respiratory systems. The term comes
from the Latin root modus, which means "a manner of doing or being;
a method, form, fashion, custom, way, or style." More specifically,
the word "model" is derived from the Latin modulus, which
essentially means a "small" version of the original mode.
A "model" of an object, for example, is typically a miniature
version or representation of that object. A "working model"
(such as that of a machine) is something which can do on a small scale
the work which the machine itself does, or expected to do.
notion of a "model" has also come to mean "a description
or analogy used to help visualize something (as an atom) that cannot
be directly observed." It can also be used to indicate "a
system of postulates, data, and inferences presented as a formal description
of an entity or state of affairs."
a miniature train, a map of the location of key train stations, or a
train schedule, are all examples of different possible types of models
of a railway system. Their purpose is to emulate some aspect of the
actual railway system and provide useful information to better manage
interactions with respect to that system. A miniature train set, for
instance, may be used to assess the performance of a train under certain
physical conditions; a map of key train stations can help to plan the
most effective itinerary to reach a particular city; a train schedule
may be used to determine the timing required for a particular journey.
From this perspective, the fundamental value of any type of model is
of Modeling in NLP
Behavior modeling involves observing and mapping the successful processes
which underlie an exceptional performance of some type. It is the process
of taking a complex event or series of events and breaking it into small
enough chunks so that it can be recapitulated in some way. The purpose
of behavior modeling is to create a pragmatic map or 'model' of that
behavior which can be used to reproduce or simulate some aspect of that
performance by anyone who is motivated to do so. The goal of the behavior
modeling process is to identify the essential elements of thought and
action required to produce the desired response or outcome. As opposed
to providing purely correlative or statistical data, a 'model' of a
particular behavior must provide a description of what is necessary
to actually achieve a similar result.
field of Neuro-Linguistic Programming has developed out of the modeling of human behaviors and thinking processes.
NLP modeling procedures involve finding out about how the brain ("Neuro")
is operating, by analyzing language patterns ("Linguistic")
and non-verbal communication. The results of this analysis are then
put into step-by-step strategies or programs ("Programming")
that may be used to transfer the skill to other people and content areas.
fact, NLP began when Richard
Bandler and John Grinder modeled patterns of language and behavior
from the works of Fritz Perls (the founder of Gestalt therapy), Virginia
Satir (a founder of family therapy and systemic therapy) and Milton
H. Erickson, M.D. (founder of the American Society of Clinical Hypnosis).
The first 'techniques' of NLP were derived from key verbal and non-verbal
patterns Grinder and Bandler observed in the behavior of these exceptional
therapists. The implication of the title of their first book, The Structure
of Magic (1975), was that what seemed magical and unexplainable often
had a deeper structure that, when illuminated, could be understood,
communicated and put into practice by people other than the few exceptional
'wizards' who had initially performed the 'magic'. NLP is the process
by which the relevant pieces of these people's behavior was discovered
and then organized into a working model.
has developed techniques and distinctions with which to identify and
describe patterns of people's verbal and non-verbal behavior that
is, key aspects of what people say and what they do. The basic objectives
of NLP are to model special or exceptional abilities and help make them
transferable to others. The purpose of this kind of modeling is to put
what has been observed and described into action in a way that is productive
The NLP and modeling tools of Neuro-Linguistic Programming
in Los Angeles allow us to identify specific, reproducible patterns
in the language and behavior of effective role models. While most NLP
analysis is done by actually watching and listening to the role model
in action, much valuable information can be gleaned from written records
objective of the NLP modeling
process is not to end up with the one 'right' or 'true' description
of a particular person's thinking process, but rather to make an instrumental
map that allows us to apply the strategies that we have modeled in some
useful way. An 'instrumental map' is one that allows us to act more
effectively the 'accuracy' or 'reality' of the map is less important
than its 'usefulness'. Thus, the instrumental application of the behaviors
or cognitive strategies modeled from a particular individual or group
of individuals involves putting them into structures that allow us to
use them for some practical purpose. This purpose may be similar to
or different from that for which the model initially used them.
13. Forgiveness Pattern
A great deal of therapeutic effort goes into struggling with anger
and resentment, because this "unfinished business" causes
so much difficulty both for the person who has it and for other family
members, friends, and associates. All of us can think of clients who
spend much of their time preoccupied with old hurts, interfering with
their ongoing relationships and preventing them from getting on with
their lives. How often have you wished that there were a quick and easy
way to help a client give up this preoccupation with the dead past and
refocus on present and future living?
a fascinating and elegant videotape made in 1986 (4), Virginia
Satir demonstrated that it is possible to resolve long-lasting resentment
quickly. Linda, the 39-year-old client, started with great anger and
resentment toward her mother. But at the end of the session she feels
only love and compassion, and says, "I think you're right that
I won't ever be able to look at my mother in the same way again. I feel
clearer, and much more loving. I'm in love with everyone in the room."
In a three-year follow-up interview, Linda goes into great detail about
how well she got along with her mother after the session. At one point
she says, "In fact, I felt like I was her best friend, which was
really something I would never ever have said before."
might be tempted to dismiss this as only a single case, that it was
a result of Virginia's consummate skill, impossible for ordinary therapists
to emulate, or that Virginia got lucky, and that Linda was an easy client.
But although Linda was cooperative, she was a very tough client, as
a careful review of the videotape will show. At one point Virginia says
to Linda, "One of the things I sense about you is you have a highly-developed
ability to stand firm on things." (How's that for a reframe of
another way to think about this session is that Virginia showed us that
it is possible to deal with a client's long-standing resentment in a
very short time, and then go on to wonder, "What are the crucial
elements in her work that could be teased out, tested, and taught to
eight years ago, my wife Connirae and I, along with participants in
an advanced seminar, modeled out the essential components in the process
of reaching and resolving forgiveness,
and developed a pattern, or experiential recipe, for teaching clients
how to do this.
am grateful to Paul Watzlawick for pointing out the crucial difference
between descriptive language and injunctive language. Descriptive language
is exemplified by the DSM IV manual. Over 700 pages describe the different
kinds of disorders that people have, but not a single page tells what
to do to resolve them! In contrast, injunctive language tells you what
to do in order to have a particular experience. George Spencer Brown
(3) said it well:
"The taste of a cake, although literally indescribable, can be
conveyed to a reader in the form of a set of injunctions called a recipe.
Music is a similar art form; the composer does not even attempt to describe
the set of sounds he has in mind, much less the set of feelings occasioned
through them, but writes down a set of commands which, if they are obeyed
by the reader, can result in a reproduction, to the reader, of the composer's
original experience." (p.77)
There are two major processes on the path to forgiveness:
1. The first process is discovering the specific mental transformations
that a particular client needs to make in order to reach the state of
forgiveness. This is determined by a gentle exploration of internal
images, voices, etc. comparing how the client represents a person who
has already been forgiven with how they represent someone they are still
angry at. This provides information about the internal structural changes
that need to be made for this particular client. Once this is known,
the changes can be made in a few minutes.
The second part of the process involves dealing with the objections
that a client has to going ahead with reaching forgiveness. These objections
often have to do with wanting protection against the expected consequences
of forgiveness: "If I forgave him, then something bad would happen"
that I'd be tempted to reconcile with him, that he could hurt me again,
etc. Objections about consequences need to be met by eliciting or teaching
specific protective coping skills. "If you forgave him, how could
you still maintain your resolve to stay separate and be protected against
objections have to do with the meaning of forgiveness to the client.
"If I forgave her, that would mean something about me" that
I'm a wimp, that I condone what she did to me, etc. Objections about
meaning need to be met by changing the client's meaning through some
kind of reframing. "Can you see that far from being a wimp, your
forgiving her would mean that you have accomplished a change that takes
great courage, compassion and understanding one that only a few human
beings are capable of?" A short mind-experiment can provide you
with a very compact experience of the forgiveness process:
1. First think of two people in your life:
a. someone you like very much, and b. someone you dislike very much.
2. After identifying these two people, think of them simultaneously.
Continuing to think of these two people in your mind simultaneously,
notice how you represent them differently in your mind.
a. First look at your images. One image is probably larger than the
other one, farther away than the other, one brighter or more colorful
than the other, one more to your left than the other, one higher or
lower than the other, etc.
Next notice your auditory experience of these two people. Is there a
voice with one image and not with the other, or are there differences
in the volume or tonality of the two voices, etc?
Finally notice differences in your feelings in response to these two
images. Besides feeling like for one and dislike for the other, do you
feel colder/warmer, more connected/disconnected, etc. with one than
4. Now comes the really interesting part. Try exchanging the locations
of the images of the two people in your mind, and notice how your feelings
change in response to this little experiment. For instance, I represented
the disliked person small, far away, dim, on my right and silent. The
image of the liked person was large, close, bright, on my left, with
a clear voice. If I exchange the two, the disliked person is on my left,
large and bright, with a clear voice. Many people simply refuse to do
this experiment. Those who are willing to try this, at least for a few
moments just to see what it is like, typically feel uncomfortable and
unsafe, and want to quickly put the images back where they started.
are four main points that I'd like to draw from this little experiment:
1. The location / other process traits of internal images are vitally
important in determining our responses to them.
Since these process characteristics are completely independent of the
content of the image, they can be used with any content, and constitute
interventions that are totally content-free.
When you tried the experiment of exchanging the images, you found that
it was relatively easy to move them around and change their characteristics.
Before you would be willing to make such a change permanent, we would
have to find some way to satisfy your felt objections to making the
change you would need to feel completely comfortable and safe with the
These four main points are true of all therapeutic work. In the following,
they are illustrated by an edited transcript of an audiotaped demonstration
(2) of the forgiveness pattern with a woman who was angry with an ex-boyfriend.
Steve: Ann, you have someone you're still angry with, and you also have
in mind someone you have forgiven. Think of those two experiences; how
are they different?
(briskly) The anger is here on the right; it's close, larger than life.
(softly and more slowly) Forgiveness is pretty far out in front of me,
10 or 12 feet, perhaps three or four inches high. Anger is in really
bright, stark, angry colors. The forgiveness one is pastel, softly lit
from the back. I feel soft and warm and connected with that person.
Forgiveness is real quiet. The angry one has lots of dialogue, with
"Yeah, buts" and rationalizations; it's argumentative.
OK, now what objection do you have to transforming anger into forgiveness?
(thoughtfully) It feels like leverage, a way that I can get the change
that is needed.
So, you have some outcome, and by remaining angry you think that will
help you get it. What is it about remaining angry that helps you make
progress toward the outcome?
By remaining angry, that creates, literally, distance between us, and
he doesn't want the distance; so as long as I'm angry, then he needs
to do something.
You strike me as a fairly resourceful woman. Is there any way that you
could maintain distance without having to be angry, so that you could
enjoy it even more?
The objecting part is saying, "If I let go of this anger, then
I'll let him come back, and he won't have made the requisite changes.
And then we'll be right back where we were before.
It sounds like that part doesn't believe that you, Ann, have the strength
of mind or character, or whatever, to maintain a particular outcome
and go for it.
Not without a lot of struggle.
OK. What makes it difficult?
It just seems like there's such a discrepancy in our value systems.
Given that you recognize this discrepancy in value systems, it sounds
like you've made a fairly congruent decision that distance is the best
thing, at least for now. And you said something about leverage that
this person wants to be back with you, and that as long as you can say
"not now" you have a way to create some motivation for him
to maybe make changes.
Now given that's a decision you've made, what do you need the anger
for? It seems to me it would be even easier to do all that without anger.
It would give you even more of a feeling of power and upholding your
It appears easier with anger.
What makes it appear easier? Is it just that it's familiar?
(thoughtfully) There is an element of familiarity in there.
Try traveling into the future. Imagine that over the next week, you
have no anger, and that you're very clear, and your mind is set on this
goal, and you could be even more comfortable in just simply saying "No,"
to any possible encroachment, or whatever. Do you have any objections
to that? (No.) Does any part have any objection? (No.) OK, are there
any other objections? (No.)
sounds like you still have some connection with this person, that there
are some valuable parts of this person that you also respect and have
warm feelings toward as well. A lot of people think that if you feel
warmly toward someone, that means you can't feel angry at them, or you
can't deny them something. To me, it's even more respectful of them
as a whole person if you can say, "Look, this part of you fits
for me beautifully; that part over here doesn't fit for me and I don't
want it." And just be really clear about that. It's not that you're
bad or that I'm good. It's just, "This fits for me and that doesn't."
can be even easier to say what doesn't fit if you acknowledge the parts
that do fit, so that you're not rejecting him as a whole. That has got
to be hard for him; he's going to be defensive, and then you're going
to have to be defensive, and so on. But if you can say, "Gosh,
the way you do this is wonderful, and this over here doesn't fit for
me, and I refuse to do it." Does that make sense to you? (Yes.)
let's go ahead and change your anger to forgiveness. As we do this,
I want you to be very sensitive to any other objections that might come
up. Take this representation of him on your right, and move it down
here and farther away, and see what other changes occur spontaneously.
Find out what it's like to represent this person in pastel hues, softly
lit from the back, just like that other person you have already forgiven.
(softly, thoughtfully) I feel a loss of power; the powerlessness of
not being able to say "No."
And what is it that prevents you from saying "No" to future
(happily) I just fixed it. I brought him closer, so he's life-size,
so then we're equal. When he was smaller than life-size, then I felt
pity and I couldn't say "No."
And now, what's your feeling toward him? Do you have that warmth, and
sense of connection?
Yeah, and I can have a conversation with him as equals, rather than
having to play topdog or underdog.
Great. Now close your eyes for a minute, and jump into next week or
whenever you might have an interaction with him and see how that goes.
. . . (Ann is smiling and relaxed.) That looks pretty good from here!
Yes. (quietly) I feel softness, and tenderness, and understanding, and
a real connection that wasn't there before. When you used the word "fit"
earlier, that was absolutely perfect for me, because the objection part
was being judgemental, making him wrong, and those things he did be
bad, whereas just to see it as not a fit makes a big difference.
In a follow-up interview ten weeks later, Ann said, "At the time
of our session, he was in Vermont, and as far as I was concerned, he
could stay there. Now he's back here and we're setting a wedding date!
How's that for results! There are two other things that I'm specifically
aware of. One is that there's no bitterness on my part, and there's
no reservation. I find it easy to have the same level of intimacy and
trust as I did before. . . . And I've also used the forgiveness process
in my own practice with couples, and it works."
transcript presents a typical example of guiding a client through the
forgiveness process. However, it is an example of someone who already
believed that forgiveness might be useful. With someone who has no interest
in forgiving, some preparatory work would be needed to deal with objections
and motivate the client to at least consider forgiveness. Some common
objections, and brief examples of dealing with them follow:
1. "The other person doesn't deserve forgiveness." Perhaps
not. But forgiveness is not for him, it's for you, so that you can live
in your body with more comfort and congruence. Forgiveness is so that
you don't have to continue to be burdened by angry feelings, occupied
with obsessive thoughts about revenge, etc.
"Anger makes me feel powerful; I don't want to give it up."
Yes, there is a certain feeling of power in feeling angry, in being
courageous and willing to stand up for yourself and your values. But
usually there is also a sense of lack of choice in having to be angry
and having to be preoccupied with thoughts of that person who harmed
you. When someone says, "He made me angry," what they are
really saying is, "He can control my feelings; I have no choice
but to get angry." I'd like to offer you more choices, so that
you can be the one in control of your feelings and behavior, and really
stand up for yourself.
"I need to get even first." What would getting even do for
you? Often people say that they feel personally diminished by the harm
that was done to them, and that getting even would help them feel powerful
and good about themselves again. I want you to feel powerful and good
about yourself, and I'd like to offer you other ways of doing this.
For instance, I'd like you to learn how to cope effectively with possible
repetitions of this kind of behavior, so that you feel safe and strong
in knowing what you can do to prevent a recurrence.
"I refuse to forgive and forget." I agree with you. I don't
want you to forgive and forget. If you forgot, then you'd be completely
vulnerable to a repetition of the harm that was done to you. I want
you to forgive and remember. I want you to remember so that you are
protected against possible recurrences, and to remember in a way that
provides you with feelings of strength, choice, and resourcefulness,
instead of being provoked into choiceless anger.
"If I forgave him, then he'd think what he did didn't matter and
he could feel comfortable doing it again." So you want him to know
how terrible it was for you, and so that he won't do it again. I think
that it is important for you to communicate that to him. I don't know
about you, but I find that when I'm angry I don't communicate very well.
Often the other person gets defensive and doesn't listen, and maybe
"blows it off," thinking "Oh, he's just upset; it doesn't
mean anything." I'd like to help you find ways to really get through
to him, and my guess is that will be much easier if you're not angry
The common theme in all these examples is to completely respect and
align with the positive outcome that underlies the client's objection,
and find a way that the client can see that reaching
forgiveness would actually support that outcome. With a few minor
modifications, this same process can be used for forgiving yourself
for harm done to others. There are two additional understandings that
are usually very important in self-forgiveness: 1) That everyone always
does the best they can in a given situation, and 2) The healing value
1. The presupposition that everyone always does the best they can is
basic to all our work, and is best illustrated by a brief experiment.
Think of a time when you harmed someone else, and you now regret it.
Looking back on that situation, think about your motives, your knowledge,
your perceptions, capabilities and limitations at that time. Considering
all this, at that time could you have done anything different?
with the benefit of hindsight, and subsequent learnings, etc. you may
be able to do something different next time, but at that time you did
the best you could. Understanding this can also be a useful part of
being able to forgive others, but it is an absolutely essential part
of forgiving yourself.
of the results of Virginia Satir's "Family Reconstruction"
process (in which the client directs and observes a vivid reenactment
of the parents' childhoods) was to be able to see the parents' harmful
behavior as the best that they could do in the context of the limitations
and difficulties of their own upbringing.
Atonement can also be spelled "at one ment," becoming "at
one" with, rejoining with what has been alienated. Anything that
can be done to compensate for the harm that was done helps the healing,
because it transforms regret into positive action. This can range from
a simple heart-felt apology to taking steps to make up for the harm
that was done. If the actual person who was harmed is dead, or otherwise
unavailable, one can do good to others in the same kind of situation.
We have been teaching the forgiveness pattern for about eight years
now, and I'm happy to report that it has been put to the supreme test:
it has been successfully used even by someone with a complete misunderstanding
of the principles involved! Like any good recipe, if the steps are followed
carefully, the results are good, whether or not the cook has an understanding
of what function the different components serve.
The healing power of forgiveness is a very ancient teaching, but typically this teaching has been to
point to a goal, without much information about what to do to get there.
Now that we know how to do it, this ancient teaching can be manifest
in the world.
14. Five-Step Sales Process
you ever been in an . . . . intimate relationship? Yes, INTIMATE!
Let me ask you this, “HOW do you know?”
I know, stupid question and what’s this got to do with sales?
Well, nothing really. Unless you’re a mover and shaker.
Then you understand the psychology
of seductive sales.
Or should say seductive BUYING! So, were you able to answer the question,
“How do you know? “
The answer is, “you FEEL it!” You know because you have
a feeling deep inside about what it is that you’re so sure about,
the same way people BUY! They just KNOW it. They can’t tell you
what that ‘thing’ is but if you ask the right questions,
eventually you’ll get an answer like, “It’s just a
gut instinct” or “ I just KNOW.” Or “ I had
a feeling it was the right decision.” These are the real keys
to selling folks. This is how people BUY. And if you are of the premise
that you’re a people person, smart, know your product, and how
to close, you are far mistaken – leaving mounds of money on the
table as they say. Don’t get me wrong here, you MUST know all
those things as well, though if that’s all you have in your tool
belt, you’ll never be able to create a buying environment for
your clients. Let’s take a deeper look inside at some of the main
factors in HOW people buy products and services. I promise, if you incorporate
some of these simple skills into your tool belt, you’ll be able
to construct an exciting ambiance for your clients to FEEL good about
who they are and the decisions they make about their buying strategies.
The speed of todays business is consistantly increasing at a rapid rate.
Companies are looking to increase their communication efficiency to
maintain an edge over their competition. In the past 30 years a new
model of communication and excellence has risen in the field of human
behavior, a science that enhances the components between what we think,
understand and how we communicate to people. Great sales people know
this, because they’re flexible and change their presentation style
to match the needs of their prospects, which they can influence. When
you have the ability to influence anyone, at anytime your business and
income will soar through the roof.
Effective communication skills are the most important tools we can learn in life. Yet, most have never
learned to adequately become an effective communicator. Most will have
theories, but no real answers. Many will state years of experience and
practice are the only way to master these skills or it’s something
you’re born with. The same goes with selling, if you do not learn
to become a good communicator, your selling will not become any better
Most sales courses teach
you to remember closing scripts and have you believe the words we speak
are the primary source of our communication. But based on a 1970’s
study from the University of Pennsylvania, 93% of our communication
is on a non-verbal level. Learning powerful physical and non-verbal
skills, allows you to change how others perceive what you are saying
and influence anyone at anytime; because it’s the response we
receive back from the client, not our given intention. Neuro-Linguistic
Programming (NLP) was developed from a model of change and success
– HOW people do what they do to succeed. When you fully and competently
understand how your clients buy, are sold to, and how to influence them
by understanding that 90% of the unconscious mind, which is responsible
for every decision they make, you’ll begin to naturally influence
others to your point of view which means closing more sales. NLP offers
some of the most powerful communication tools available in the sales
training marketplace today. Simple, yet effective, tolls of awareness,
skill, and perception make this technology a hidden resource of influence. NLP is the cutting edge
tools of human development; the most influential communication and personal
change technology yet available. It is the fundamentals of 'how' our
brain operates. Individuals and organizations across the globe are using
Neuro-Linguistic Programming/NLP in Los Angeles to enhance their personal
and professional lives. NLP is a new field providing a wide range of
both step-by-step methods in developing your ability to reach highly
effective levels of communication and understanding within yourself
and with others.
you have effectively mastered these simple techniques. Your ability
to help people buy a product or service will escalate to new heights
like you’ve never imagined.
you ever done a great job of solving your prospect's problems only to
find they eventually bought from someone else? In the end, you really
wasted a lot of valuable time. Or, has a potential customer told you
exactly what he needed and you tried to SELL him on something other
than what he KNOWS he wants. Forget, for the moment, your ability to
overcome objections and your favorite five closing phrases. People are
more likely to purchase if you first know how they made buying decisions
in the past. Here’s a typical scenario;
I very successful agent of Real
Estate and NLP in Los Angeles thought she had a SLAM DUNK sale.
Her prospect John, realized that as a self-employed professional, he
needed home/office space that was larger than what he currently lived
in, to do more business out of his home. Carol determined John’s
average monthly income level, how much house he could afford, and then
showed him several homes that fit his financial needs. She got agreement
from John that this was something he could afford, then closed the sale.
Carol did an effective job of selling, right? Wrong! John procrastinated
for a week and then bought from Carol’s competitor. Sound familiar?
Why? Because Carol didn't determine John’s psychological buying
you ever think to ask HOW your prospect decides to buy? When you're
booking an appointment, do you find out quickly how they will decide
to give you an appointment, OR decide to buy your product?
you learn to ask the right questions, you’ll tap into exactly
HOW they BUY from YOU! Yes, we all have a very specific buying strategy,
and once you understand how your clients buy products and services like
yours, you’ll have their key to unlock the doors to closing more
sales. If you don't find out, ahead of time, HOW your prospects will
buy or WHAT their decision-making strategy is, you'll never even come
close to 100 percent closing rate. But, if you learn to ask the right
questions, your prospects will let you know, in advance, how they will
buy, from YOU! For more information about learning “HOW TO”
communication and influence others to buy exactly what they desire –
email us at www.JohnSantangelo.com