Influential Spinning Disc 5

Kenrick: Do you have any thoughts or feelings about what it is that we’ve just done
with the suggestion patterns? Because on top of those I’d like you to add -- see how
easy this stuff -- you start meta stating everything so it becomes really fun. I just start
using it everywhere I go. It’s just -- I’m always looking for ways into people’s minds.
I’m always looking for a way in to add something that I want. So I take whatever meta
state I hear and I add mine to it.

Okay, then what let’s do is let’s get into a quick group of three -- in fact, go ahead and
get into your groups of three and I’ll tell you what to do. Preferably a different one than
you’re used to working with if at all possible.

Okay, A, B, and Cs -- A’s persuaders, B’s meta, C’s be quiet and watch. Learn so that
when it’s your turn, you’re better at it. See the impact. Notice whether or not B is
buying what A is doing. A, your job, elicit from B their values about whatever it is that
they want to be persuaded about or whatever it is you persuade. In other words, if
you’re a stockbroker, persuade people they need a stock broker. If you’re a lawyer --
whatever it is you’re doing, I want you to persuade in that field. So you’re going to tell
B, your client, how to be your client. You say, I own a paint finishing company and
you are a person that needs an addition to your home or your apartment, you need it
painted and I’m going to sell you that. Adopt the role 100 percent and be a good
customer. Be a customer. Have whatever you would have but just be a good customer.
And then all I want A to do is elicit your values to have that work done or to have
whatever done that he’s selling and use those to set the frame.

Future pace all in one fell swoop and then give him some feedback. How do you feel
about ultimately doing business with him? Was that enough? A, you should be really
carefully using your sensory acuity to determine how you’re affecting them, stopping
when you know that they’ve got enough to do what you need. Use your sensory acuity
and watch how fast this can really be done. You’ve got five minutes each maximum so
that means you have four minutes and with C giving a little bit of feedback for what
they thought. So you have 15 minutes total. I’ll call it when it’s five minutes. Okay, go
ahead and begin.
Bring in everybody. Tell them to come back.

Participant: I found that the most difficult part was finding a global frame in which the
client would make all his decisions from because when I was dealing with (inaudible)
he kept turning up objection after objection, but I couldn’t find out what his driving
force was until I found out that he wanted to have a say into what was going on and
once I did that, then everything -- that shot everything down.

Kenrick: Just make him feel like he’s going to say that works too. That’s great. So
do you like it?

Participant: Yeah.

Kenrick: Did he fight it?

Participant: Yeah, but are there any tricks to make it any easier to find --

Participant: That’s that information issue, is it not?

Kenrick: Yeah, but it’s also -- just go to a high enough level. If you get to a high
enough level, it will automatically contain it. So what you want to do is make sure
you’ve gone to at least a nominalization. That’s the biggest trick then watch close and if
they’re not buying it, go higher. Yeah?

Participant: When I was doing mine it was a business situation and I’m assuming
(inaudible) is unemotional and so setting a frame that’s not emotional was a lot tougher.

Kenrick: Wait a minute, because a CEO puts on a poker face doesn’t mean he’s
unemotional, it means he’s attempting to mask his emotions. As a human being, we
have five senses. Why give up one of them? I mean, that wouldn’t alter me for a bit.
It’s just like the same as the women in the bars that the people here seem to like to go
see. Do you really think they’re feeling all the lip licking that they’re doing? I mean, do
you think that they’re really as half as turned on as they are appearing to be? They
could care less. If you danced like that all day long, do you think you could respond
appropriately, so to speak? After a while you’d do the moves and emotions because
that’s what people want, but you don’t really necessarily feel them. Same with the guy
in the room there. He’s there. He’s not necessarily being emotional, he’s learned how
to be logical so maybe he shifts out of his emotions.
But to the extent that you bring him back into play anyway, maybe to the extent that
you get the deal when nobody else does. Yeah?

Participant: When you’re selling your frame one thing that I’ve found useful is
speaking in criteria first and then applying them to anything you want rather than
talking about the content first and then applying the criteria.

Kenrick: Oh, yeah. Put the frame up first. By all means. Speak the frame before
what you’re linking to. Speak the frame first, it makes it a lot easier.

Participant: What I was saying is if you’re using criteria it’s (inaudible) frame. Speak
the criteria first and then the frame. It’s almost (inaudible) loops.

Kenrick: Speak the criteria -- oh, so you’re going up the criteria tree, so to speak,
and then you’re going to the highest frame and using that.

Participant: Yeah.

Kenrick: Okay. Great, yeah, fine. Absolutely fine. Before what you’re linking it to?

Participant: Yeah.

Kenrick: Right. Absolutely. Okay. Go ahead.

Participant: The frame you’re setting, are you setting the frame that their criteria and
values are met, or --

Kenrick: Yes.

Participant: -- the frame that once they get their criteria and values met, what that gets
them?

Kenrick: No, it’s about their values. You’re going beyond their criteria to values
and saying, this value is what controls this situation.

Okay, let’s go a little bit further, and I think maybe we have time for one more. One of
the things I like to do -- and I’ll cover two things here 00 one of the things I like to do
when I’m setting these frames is I take your values, whatever they are, and I’m going to
set the frame using that, but then what I’m going to bring to bear on that frame, on that
value, one of several other things. Here’s a listing of some of the ones I like personally,
on the top of page seven -- suggestibility, desire, open-mindedness, fairness, sexuality
and intimacy, hypnosis, trance, or a spell -- as in, you put a spell on me, you know, like
the song.

Any positive value they’ll buy into will help and you are assured they’ll be more open
to buying in if you leverage it into their values, so if we’re -- like your value is wanting
to be a great husband and provider, let’s just say, and I say to you, as you consider this
move absolutely proving the fact that you’re a great husband and provider, father,
whatever, I’d like you to also mix into that a big liberal dose of suggestibility, because in
the future you and I can work together and I can give you some suggestions and you
can run with them and use that which is appropriate and help you to always do better
and better than where you were before.

See how that works? I’m leveraging in additional frames into their frame, into what’s
going on with them, so that makes it even stronger and I’m bending it more my way.
Sends you off into a trance, doesn’t it? You’re zoned. It really does. It gets a little bit on
the trance-y side.

Participant: Say it again.

Kenrick: Your unconscious got it.

Participant: It’s like collapsing states.

Kenrick: Yes, it is like collapsing states. Add in more states to theirs, good ones,
like, you know, like these -- fairness, open-mindedness, desires, suggestibility.

Participant: Another example.

Kenrick: Again, the example again. What’s important to you about being here in
this training?

Participant: Learning.

Kenrick: Learning, and what’s important to you about that?

Participant: (Inaudible)

Kenrick: Ultimate what will it be able to do for you to be able to effect people?
Participant: It will (inaudible).

Kenrick: When you add in to getting what you want the idea of suggestibility for
yourself, one of the things that will happen is, it will make you more willing to take the
ideas I’m giving you and use them to get other people to do what they want. If in turn,
it makes you suggestible to the point of being willing to keep coming back and learning
more effectively so you keep getting more of what you want, then we’ve established a
really great way for us to interact now in the future.

You get it?

How do you feel?

Participant: I can’t repeat what you just said?

Kenrick: Of course you can’t, but how do you feel?

Participant: Like I want to come back and learn some more. You add desire to that,
what would it do then?

Kenrick: It just makes it more desirable. This is powerful. We’re going to take
whatever frame they give us and we’re going to add a few things to it to make it
stronger. Is this spinning your heads a little bit? Really, okay, shoot. Come on, guys.
This is so good. I want you to get this. Just add whatever their values are, whatever
high values you’re going to use to set the frame, add to that one of these, one or two of
these.

Participant: (Inaudible) the concept of open-mindedness (inaudible) now?

Kenrick: Well, don’t be stupid with it, but yeah.

Participant: So you’re taking their values or criteria, you’re adding some states to it,
and then attaching that to the frame?

Kenrick: Yes.

Participant: And the frame is the presupposition of what’s going to happen?

Kenrick: Right.

Participant: Also the other thing you can add are various parts into that model.
Kenrick: Oh, yeah, but let’s not for now. But you’re absolutely right. Yes, I think
the ideal (inaudible) a little bit here, too maybe, I’m not sure.

Participant: What did you say exactly?

Participant: I said, the architecture is that you take their values or criteria, add states to
it, so that you’re collapsing states, and then bond that to the presupposition, which is
the frame.

Participant: (Inaudible).

Participant: (inaudible) add into criteria values, the idea of (inaudible).

Kenrick: Right. Yes. Say that again real loud.

Participant: (inaudible) was add into criteria or values the idea of state to outcome.

Participant: Exactly.

Kenrick: Perfect. Very perfect. Okay, now, let’s do -- understand one more thing
here, this is something you can use that’s real fast and real slick, a simple yet powerful
strategy to add your spin to any statement made by someone you’re persuading. About
your state we can apply or bring to bear some other state. So we’re going to buy a car
and we consulted with her before we went out to look at it, and I taught him to say,
basically, about your insistence about getting X number of dollars, you might bring to
bear a sense of fair play and what happened when we did that? Tell us the story real
quick.

Participant: It worked real well. Also I noticed that he was under a lot of pressure to
pay his two car payments, so I intensified that pressure and then I brought to
(inaudible) a part of that pressure if he would sell me the car, so the action of him
selling the car brought relief to him.

Participant: (Inaudible) make the car payments and stuff?

Participant: I was just talking with him, just chatting with him.

Kenrick: And it sounds exactly like the pattern here. It sounds exactly -- so be the
guy and say, well I want ten grand or ten five or whatever.
Participant: I need ten thousand dollars for this car.

Kenrick: Sure. And you’re currently making two payments, one on this car, one on
ther other?

Participant: Yeah, on a truck too.

Kenrick: Boy, if you were able to get rid of this, it would sure bring a whole lot of
relief to bear, wouldn’t it?

Participant: It sure would.

Kenrick: With that kind of good feeling happening for you, how much would you
be willing to let it go less than what you’re asking for?

Participant: (Inaudible) it sure would be nice to have that release. I could cut it back
for you a couple more bucks.

Kenrick: I was thinking at least five.

Participant: I think we can work that out.

Kenrick: It feels fair, doesn’t it?

Participant: Sure.

Kenrick: We can bring a whole bunch of fairness to the situation. Is that as far --
can you go any further? I need to have it get checked out with a mechanic.

Participant: Right.

Participant: You could almost making a living collecting car ads.

Kenrick: Right.

Participant: Flipping them back over.

Kenrick: Well, hear the story real quick. Tell the story from start to finish.

Participant: He wanted $10,000 for it and he had to do (inaudible) an offer unless and I
think -- I offered him $9,500 but he was going to pay the $600 tabs. Normally the buyer
does. So I got it for under $9,000. (inaudible)
Kenrick: And what did I tell you to say? How did I tell you to say it?

Participant: Just bring to bear a state onto --

Kenrick: Right, and there was another one too. Didn’t I say salt that?

Participant: Right.

Kenrick: Salt that statement liberally with the understanding of --- you know, so
there’s all kinds of things you can say here.

Participant: I repeated that like three or four times and I got the outcome I wanted. I
didn’t know what I was doing at the time.

Kenrick: What Kenrick said, I’ll just say that. Did he ever say anything about what
you said?

Participant: No, he didn’t.

Kenrick: It just made sense and he did it?

Participant: Right.

Kenrick: So you got him down $500 for the car?

Participant: Well, over $1,000 for the car, actually.

Kenrick: Okay, so what I want you to do now is a quick little exercise where you
just simply say about your X, about your anchor, you can bring a whole lot of
understanding to bear on it, can’t you? Bring anything you want to bear to strengthen,
weaken, intensify, whatever you want to do to the state, bring something on it to do
that and watch what happens to the person. Okay? Three. Groups of three. Let’s just
take five minutes to do it and we’ll break for lunch.

All right, guys, what do you think? Did you get the hang of it?

Participant: Oh, yeah.

Kenrick: Oh, yeah. What do you got? Let’s hear a couple? Yes.
Participant: (Inaudible) like it was a sense of puzzlement and then (inaudible)
resources but I wasn’t sure which resource to do and he left me there for a little while
and then he linked his service to himself, and I was like, there is my resource. And I
was left there for so long that it was really compelling to get out of that state.

Kenrick: Absolutely. Any time you’re in a state of confusion, you’ll take the first
easy way out. Yup, absolutely. Confusion is a good thing. When I find people in
confusion, I love it because I can link them right to me, and you know, link me being
the answer to the way out of their confusion.

Participant: (Inaudible) time that he left me in --

Kenrick: It’ll get worse and worse, but if you leave someone there too long, they’ll
get out on their own. Then you’ve lost your leverage. Okay? Who else? What else did
you learn from this real quick? Just give me some quick feedback. Any of you have
something you want to tell me or read?

Participant: I have a question. (Inaudible) being angry at your anger.

Kenrick: Yeah. (Inaudible) being angry at your anger may cause it to go internal
though too. I'm angry that I’m mad. I think that’s a negative thing.

Participant: (Inaudible) .

Kenrick: Yeah, anger about anger is like aggressiveness, I think, or rage.

Participant: We talked about some cases it will just nullify.

Kenrick: Well, I’m sure that’s possible. In this case I don’t buy that one’s
necessarily possible, but, no, if I get angry about my anger, I’m even more angry. Then
I’m angry that I can’t stop being angry, but I’m still angry.

Participant: Isn’t that self hate, then?

Kenrick: That it could well be that too. Yeah. That’s -- I don’t like turning these on
each other unless I’m trying to hurt someone. Be real careful about that. It’ll hurt
someone pretty quick.

Participant: What about bringing amnesia to bear on something if you’re trying to

(inaudible)?
Kenrick: Yeah, bringing amnesia to bear, sure.

Participant: What were we talking about?

Kenrick: All right, anything else on that? It’s working, right? You liking this stuff?

Participant: You have to have a pretty good sense of humor.

Kenrick: You have to bring a sense of humor to bear on what?

Participant: On meta states.

Kenrick: On meta states. You’re starting to understand why this is such a

fascinating thing to me now. This rocks. I mean, this is so quick to just, bang, and in
you go at setting frames and helping people to see it differently. It also has a tendency
to reframe. Or, act as a strategy, or act as a collapsed anchor. Act as all those.

Okay, this stuff is powerful. It does work.

Participant: A question or thought, Kenrick.

Kenrick: Which would you prefer me to do, question or thought?

Participant: I could ask the question, you think about it.

Kenrick: Okay. He’s telling me when to stop.

Participant: Most NLPers say (inaudible) and then link the product to that state. In
this case, my impression is we create/enhance their state and then lend our products to
their state.

Kenrick: Yes.

Participant: And also --

Kenrick: Which, by the way, that’s the best way in the world to anchor stuff. You
know, we’re getting a strong, unique state and pairing it to our unique product or
service.

Participant: And also we could create a negative state that we’re trying to avoid and
covertly say something about the competition. I don’t want to say anything bad about -
- I don’t want you to feel upset about the competition or (inaudible).
Kenrick: Adding all kinds of anger and disappointment to what you’re considering
right now when you think about shopping around, I think that’s real important. The
biggest competition we deal with is XYZ company and should you experience that like
others do, I’ll look forward to being able to help you.

I will say, I don’t think that’s a very good use of the skill. I’d almost would rather see
you just leave it alone, let them be their own worst enemy.

Participant: It would be subtle. I don’t want to say anything bad or make you think
that that company is really bad or (inaudible).

Kenrick: You could also frame it, you could say things like --

Participant: (Inaudible)

Kenrick: Yeah, you could say, speaking of extreme disappointments, one of the
things that I’m not going to do is make you think of our competition and then tell you
all the stories about them that I get to hear because it just wouldn’t be fair and I
wouldn’t do that. No, I didn’t tell all the stories. I spared you. I don’t want you to
have to think of them all the time and wonder what they might be. And again and
again. How many times have you imagined them now?

I don’t want you to do it enough times until you’re totally convinced that that would be
the experience of dealing with them. Now, see you can do it like that. Sure. Yeah?

Participant: I think it was the first time or so, we were talking about changing
modalities as far as being very effective on changing meta states. Now, would that --
would a good example (inaudible) could be an actual state, like, you know, love. We
see their image of love, then we have acceptance of love, that could be the meta state.

If you were to change the modality and distinctions, to the acceptance of love, to anger,
would that be anger at the acceptance of love or would that just be anger of love?

Kenrick: It would be anger at the acceptance of love if you have -- if you get them
from love to acceptance of love --

Participant: (inaudible) instead of changing the actual --

Kenrick: Yeah, I could, for example, see that going -- you start with love, you put in
the acceptance of love. Like let’s say you’re trying to interfere in another relationship,
so you put acceptance of loving you in there, okay, and then down the road you could
get mad about the fact that you -- that you’re accepting that kind of love when you
should have really been paying more attention to your own girlfriend or something like
that. That’s how that could work.

But, yes, I wouldn’t -- technically your answer is, it’s going to be angry of the
acceptance.

Participant: Okay.

Kenrick: And that’s not really cool. Maybe, maybe, I guess.

Participant: (Inaudible).

Kenrick: You bet.

Take your manuals, page seven, and there are some alternates to be worried about, for
example, regarding, concerning, thinking about, considering, and reconsidering. Like,
about your anger, we could sure apply some calmness and consideration throughout
for the situation, can you not, thus making it easy for us to work together.

Thinking about your fear of cold calling, you could sure bring to bear your obvious
positive intention not to be ridiculed and to be safe, and since you know you’re safe, we
can also add in some tenaciousness so you feel good about really going for it until you
have enough appointments to meet your sales outcome.

Regarding your hesitation to approach a person you want to meet, have you considered
that your strong desire to have a relationship negates that hesitation while the thoughts
of a happy future with the person of your dreams -- (break in tape)

Okay, remember, you can always add in their criteria or values in your spin to really
make it compelling for them. Awareness presuppositions add punch, like, aware,
realize, and understand. For example, are you aware of combining a decision to
continue your learning with your excitement of how you’ll be applying it to really get
value for our time together now and in the future? Or do you realize how much more
exciting your commitment to use this material becomes when you stir in a liberal dose
of curiosity and how you can improve even more?

Are you aware how even delivering your position antagonizes those hearing you? And
when you mix that with a skepticism, the polls show people have for this position, it
has to be depressing to be in a position of being the mouthpiece for this nonsense.

I said “spin” for a reason when I told you this. Okay?

Participant: This sounds like stuff that we’ve heard before where I just zoned out and
thought, what the hell did you just say? And it’s just so much easier to pay attention to
now.

Kenrick: Because you understand the building blocks and you’ve been there and
I’ve put you through it, see? That’s why -- and now, see you can just generate it. You
can start generating this kind of stuff -- (break in tape)

And they say, what did you just say? Go, you know, I don’t know that I can say it again
but I will tell you this, every time you hear the sound of running water, it’ll reinforce it.
Every time the wind blows, you’ll be reinforcing it further. Or when you’re on the road
coming home from work and you see that same familiar stop sign, the one you always
notice, that one will remind you even more of what I just said, right?

If they go, I don’t know. Say, consciously.

Participant: How about a (inaudible)?

Kenrick: Like what?

Participant: Like using what you just said in a business situation. Something we
couldn’t say, and every time you hear the wind blow (inaudible).

Kenrick: Actually, I would say that in a business situation. Why not?

Participant: (inaudible) maybe ‘sitting down at your desk’.

Kenrick: I wouldn’t use things around you, I would say, you know, for example,
every time you’re sitting here at your desk and you look out that window, seeing
through the window reminds you of everything that we just talked about.
Participant: (Inaudible) I couldn’t say that in a business situation.

Kenrick: I say way more things than that. That’s a simple one for me to say.

Participant: I was telling Kenrick at lunch, the first (inaudible) on me when I didn’t
understand (inaudible) sales training (inaudible). I didn’t realize what he had done to
me, but -- (break in tape)

Kenrick: Let me tell you something. The reason why you think it may be difficult is
because you’re picturing saying this to someone who catches you. You’ve got to
remember that nobody knows what you talk like if they don’t know what you talk like.
The only people that do know what you talk like are your family and your friends and
your co-workers that hear you every day. So, for example, if you’re talking to someone
new, you’re closing a sale, okay, they don’t have a clue what you’re saying. Maybe
that’s just the way you always talk.

You know, you hear me back wording time tenses and all that kind of stuff, you know.
You know, you can do that, did you not. You know, and you go, well, you couldn’t say
that in business, can you? Well, sure I can. I look at them very seriously right in the
face and go, didn’t you? And they go, yeah. Okay.

Participant: You’re right. That’s how I was picturing it.

Kenrick: Right. So with people that you know well, you may want to be careful
what you use. Okay? People that you don’t know well, let them have it between the
eyes. They don’t know the way you talk anyway. They don’t know how you talk. So
you’re picturing that they already know how you talk and that’s wrong. They don’t
know. Let them have it.

I’ll tell you something. One of the things that I think is necessary to be really great with
the use of these skills is to just have big huevos about their use. Just expand the size of
your huevos.

Participant: (Inaudible) You guys are doing non-stop. For me, it’s like I have to
retrain myself.

Kenrick: Right. Because we are so socialized that we have to respond in a

particular way. You know, I put my hand out, you have to -- see, it just comes right out
automatically like. See? You are so trained -- we couldn’t say that. Well, why not? So
we go to things like Dale Carnegie who trains us to just step outside the boundaries just
a little bit. You know, uh, they train me to take a balloon and blow it up and put a piece
of tape over the balloon and to go to them and say, you know, some silly pitch about,
we stop your financial balloon from blowing up. And you take a pin and stab it in the
tape and it won’t blow up. Tape holds the balloon together. Right, and they go, wow, it
didn’t pop. And you go, nothing will when you work with us.

And it’s like, whatever, you know. But back 20 years ago, that was pretty exciting stuff,
man. You know, for example, I was taught 20 years ago to say things like, other than
that objection, is there any other reason why you wouldn’t go along with us? Taught to
isolate the objection. Well, no, uh -- I guess not. Okay, so in other words, if that
objection were taken care of, you’d buy the product, right? I mean, you know,
nowadays you try that on someone, they have as much sophistication probably as you
do and they’re not going to appreciate you boxing them in like that.

Participant: Also, my experience in using this is it makes their experience richer and
they actually like it.

Kenrick: It’s fun. Instead of going through boring communication, it feels good.
Picture yourself using it and enjoying it. Picture other people responding to you and
going, what a hunk.

Participant: This has a lot to do with my business effectiveness.

Kenrick: That’s exactly my point. See, you’re segmenting out all the rest of human
experience. Are you not a sexual human being at all times 24 hours a day?

Participant: Yeah.

Kenrick: Can you not bring that into business with you? You don’t have to tell the
world about it, but you could still bring it in for you. You could say, I'm bad, I’m cool.
What if they only knew what I was packing. I’m serious. You think I’m kidding, I’m
not. Those kind of thoughts pick you up, make you go, oh, yeah, you know, and then
you turn around and you go, so it feels pretty good, to go ahead and give me a raise,
doesn’t it? And you go, wait until I go home to my wife and she sees the raise I give her
because of the raise I just got me today.
You think I’m kidding, but I’m really not. I’m also not trying to be disgusting or rude.
What I’m saying is, too often we’re willing to cut off all these other parts of our
experience that we experience -- (break in tape)

I’ve got a great partner in a multi-level marketing company I work with. She’s a
woman and she has a great voice. I mean, this woman can give phone like you’ve never
seen before. I mean, she gives great phone without trying. You sit and listen to her for
more than a minute, you’re spellbound. She’s kind of a little on the breathy side, like
this, she’ll say, hi -- and the first time I heard her talk I was like, ah, well what do you
do Lorna? And she’ll talk on like this, kind of quiet voice, and she’s got a lot of strength
too. And what we’re selling in this program is a weight loss patch to put on your arm
and it kind of helps your hunger. But this company’s coming out with another product
as well, it’s an herbal Viagra. And she’ll get men on the phone and she’ll say, what are
the two things you really want? You want to look great, and you want a stiff, you know
what, don’t you? She says, I had a guy tell me the other day that what’s important is
that I’ve got ripped abs and a stiff dick. And she said, and he’s right. He’s absolutely
right. And you know, because if you don’t have it, you don’t want to talk about it, you
just want one. And if you’ve got one, you want it to feel better, don’t you. And you
know what, it works on women too. And I can only just give you an inkling of how
good it feels.

So let me just tell you this, you can get started with a one-month supply or a three-
month supply. People that are serious about building this business start with a three
month supply. What would you like to start with? Do you want to see what this
woman sells? All I do is feed her leads all day long. But she closed them, I mean,
unbelievably. Is she crass? Do the men put her down for it? Do they say, don’t talk
that way to me? Are you kidding? They call her back all the time hoping that she’ll do
it again. Does it work with women too? Yes, do you know what she does? She says to
them, every woman wants to have a great figure and wants to be able to make men you
know what just by simply smiling.

And you know what else, that’s exactly what we give. You see, we don’t sell herbs and
we don’t sell vitamins -- because that stuff’s hard. What we do is we sell solutions. We
sell solutions to make you look every bit as ravishing as you feel inside. Isn’t that
exactly how you want people to feel towards you when you want them to at your
command?
Now if you have a man in your life, I suppose you’d probably like even a little more
performance now mightn’t you? But if you were to say to him, you know, I love it so
much the way you do me like you do, that you know, I just thinking maybe we could
have some fun doing it a little more often, so I bought us a little present, and give him
the Viagra. She goes, do you think you’d have a customer for life? Yes.

So don’t tell me you can’t say this in business. Just don’t tell me that because this
woman does it all day long and does it with grace and style and with dignity. And she
does it without offending women. You know, Angela, my wife, just loves her. Loves
her to pieces. They’re great friends. She does this without offending women, and she
gets men slobbering and she gets women motivated.

Participant: Did she approach you and give you that presentation or did you influence
her on how to do it? Did you tell her to say that?

Kenrick: She did it all by herself. I mean, there are some people that are just
natural. And she’s dying to get her hands on this course. She’ll become vicious then.
In the meantime, I coach her and tell her better ways to say things. You know, I tell her,
once you get their emotional state built like that, then add in money. See now, if you
combine all those incredible feelings you’re having right now with that need to earn a
huge income, do you see how this product will make that happen. Ohh, I gotta write
that down, she says. She goes and writes it down and she says it to everybody. So she
perfects it.

Again, I’m being very serious when I say, add in everything you can as appropriate, but
you’d be amazed at how appropriate things can be that you currently wouldn’t think
you could get away with saying. So one of the ways I used to try to test this on myself
is I would call up these numbers where you could call up people and just talk to them
out of the clear blue, not that I would suggest you do this, and I would try to see what
disgusting subject I could get away with talking about and make them listen and enjoy
it. You know, I’d talk about defecating, I’d talk about being sick and throwing up and
baby puke and all kinds of stuff, but I’d try to put it in a context and it would work.

Like I just went to the hospital today to visit a friend and as I was passing by this guy
was sitting on a bedpan. Now I couldn’t believe the smell coming out of this room.
You wouldn’t believe it, here he is getting sick in there. And I’d see if I could keep them
on the phone talking about it. Then I’d change the subject and talk about something
else, but then I’d try to get them to say, boy, I can’t believe people actually talk about
that kind of subject, can you? And then we’d put down people for them talking about
the very subject we spent ten minutes talking about.

But you should see how flexible I can get my communication to go. How much control
can I have?

Participant: It helps when you give real examples. I don’t know about the last one, but
the previous one about the woman with the multi level.

Kenrick: Oh, that’s the one that had the impact. Yeah. So I would absolutely go to
the end extreme that I can to build my flexibility and one of the things you’re going to
find is, people are too damn conditioned not to say things that will help them to get
their point across. They’re taught not to touch, not to talk, you know, there’s certain
things you can’t talk about or do, and so you end up sitting in a little (break in
recording)

You ought to see Bandler talk about using spatial anchoring. He talks about being in a
chair that’s on wheels and he’s rolling around all past his client, rolling over here,
rolling over there, he goes, so over here -- he’s putting his hand there, and here, when
we know it’s there, don’t we. Opps and over there. He’s going around doing all this
shit, you know, and anchoring them -- to me, that’s a little bit on the wild side.

The first thing, when he taught me years ago, he said, you want to learn something that
will kick butt that nobody else teaches that will set you apart from everybody and make
your sales training absolutely the thing that everyone has to take. And I go, yeah. He
goes, okay, I’ll tell it to you. It’s called spatial anchors. What’s something that you
bought that you just had to have? You just had to have it. Ehh, stick your hand in that
spot. What’s something that you just didn’t care about? Ehh, stick your hand in that
spot. And then tell them, my goal is to help you understand the difference between
those two so that we make sure that you don’t ever have one of those kinds of buying
experiences again, at least not with me. That instead every time you see me, you feel
like this, and this is how you leave. This is how you feel every time you think of doing
business with me. This is how you feel right now, isn’t it?

He says, you just go do that. And I said, I can’t do that to people, stick my hands
around them in front of their faces, they’re going to knock my hand down. He goes,
bullshit, I just did it to you, you didn’t knock my hand down. He goes, how do you feel
when I do this? I said, shit like buying something. He goes, good. I’ve got some more
consulting to sell you. He wasn’t kidding. Okay?

And I said, well, okay, so I went to some of my friends, and I go, hey, I want to try an
experiment with you. Think about this, think about this, and I did this and I did that.
They go, what are you doing? I go, I don’t know, but just think, when I do this, how do
you feel? They go, damn, yeah. I could see their whole physiology change. And they
go, what is that? Teach it to us. And I’m like, okay, that worked. So I started -- but I
was scared to death to go out and try it on new people and finally I had convinced
myself, I’m going to go out and try it again, try it on someone else, until now, man, I
mean, there isn’t anything that I won’t go out and do. If I want it bad enough, I’ll go do
it.

Because you know what? How many times do I get in trouble? How many times do
you ever see me get in trouble using this stuff, ever? I don’t. I can do it so fast anyway,
that by the time I’m done with you, done getting what I need, you wouldn’t know what
to say about what I just did anyway. If I wanted, I could leave you in a trance and you
wouldn’t know I was even there. So I’m telling you, expand your range of what you’re
comfortable with. Expand, expand, expand. Practice, practice, practice. Expand like
mad. Be willing to be wild and outrageous like Richard says. Be willing to be wild and
outrageous.

As Richard also says, NLP came from an attitude, a bad one, his, and he’s not at all
kidding. So what if you put on an attitude and go out and try it? I’m telling you, it’ll
change your life. It will change your life.

Participant: I’m going to take you up on it.

Kenrick: Yeah.

Participant: One of the things that Richard did last training which was really great,
and he did the same thing, talked about the attitude, the ferocious attitude, and he said,
give a great story and then be outrageous in the situation. He said, next time you’re
thinking about doing something, think, would Richard do it? Go for it.

Kenrick: That’s exactly right. He told us to walk up to women that we’d never met
before and make a comment on a specific body part. The more personal the better, he
said. Without knowing them, out of the clear blue, to walk up and do this. I’m telling
you, I was scared to death but wasn’t about to not do what he said because I didn’t
want to get told to do something worse later. I’d have made it up if I’d have had to.
You know? And so we did. I walked outside and I walked up to a woman, and I said, I
want you to know that you have a gorgeous back. And she said, thank you very much,
and walked away. And I went, I’m still standing. I haven’t been hit. I don’t hurt. And
she smiled at me. Okay.

So I walked up to another one and I said, hi. She said, hi. I said, I just had to come over
and tell you, you have incredible lets, you have gorgeous legs. I hope I’m not being too
forward with you, but I just had to comment. And she goes, well that’s the first time
I’ve heard that all day. That just made my day. Thank you. I went, this is pretty good.
I’m going to keep on with this.

And I got to the point where I could make a comment, just literally, about dang near
anything. And you know what, as long as it wasn’t overtly sexual, like I want in your
pants, I, without exception, was treated with respect in return. They would look at me
back and say, well thank you. Thank you very much. Most men wouldn’t come over
and say that. Thank you.

And frequently I could go as far as getting phone numbers or I could get whatever I
was in the mood to get at that point. I could take that into a friendship if I wanted to.

You’ve got to also understand something else. This directly relates to what a person’s
criteria is and their strategy is for being around other people. What do they accept,
what will they accept? And one of the things you can do is you can ask them,
especially as you get to know them like coworkers, how do you know that you’re
happy in a job? What makes you happy? Well, I’m happy when I’m given some
freedom and stuff like that. And so you go to them and you’d say, hey, how would you
like to go get lunch for us today? And they go, well what do you mean? I’d say, I just
thought you’d probably like a little more freedom to run out and go get some stuff. But
in reality, you don’t feel like going and getting lunch, you tell them to do it. But they
feel freedom because they get to leave the office building.

I used to tell my sales staff, hey look, when you reach your quota for the week, you can
leave for the week. I don’t care when you get it. Okay? And I was encouraging them to
be overt with what they do. They’d grab people off the exercise floor, bring them into
the damn office, and sell them. Because they were all of the sudden motivated that they
were going to get something they wanted.

I can’t stress enough -- I’ve told you guys the story many times -- when learning
handshake interrupts, I’d go to downtown Portland in the middle of a busy intersection
street corner, I’d walk up to someone and I’d go, well, you’re um. . . um. . . you’re so
familiar. I’m sorry, I’m Kenrick Cleveland. I’d take their hand, I went, look at your
hand. I never got punched, I never got swung at, came close a couple times, but
basically never got swung at. Had a couple people swear at me, that’s about the worst
that came, but I had a lot of people go -- and boy was I impressed with myself. Not that
it did a whole lot, but that I could do it. Just that I had the courage to do it.

(Inaudible) walks into a new job opportunity, nails the living crap out of the interviewer
to the point where the guy, after the interview is all done says, stay, would you and
we’ll have Thai food and you can meet the rest of the guys, and then calls him up at
home every night trying to make sure he’s okay and happy. You say, well yeah, that’s
appropriate. Well, yes it is, but I’ve had a lot of people that will object to me saying,
you know, I’ll tell them to go out and say, hey, as I sit here and you look at me the way
you would any employee that you know you’re going to hire, tell me about an
employee in the past that did a great job and you made the decision you’d bring them
on and it worked out wonderfully. I’m curious, what were they like.

The manager goes, blah, blah, blah. And if the manager catches you and says, what do
you mean, tell me -- like you -- I haven’t made the decision to hire you. And say, well, I
only assumed that you had, because if you don’t, I’m going to go to your competitor, I
figured you didn’t want that. What’s he going to do, say no? Okay, so he says no. So
then go to his competitor and make him wish to god he hadn’t done it. You know? I
mean, it’s that simple. It is that simple. But if you won’t stretch, if you won’t really
push yourself to go the extra three, four, five miles -- not just extra mile -- you’ll never
know what you can accomplish with this.

Get out of the ruts that you’ve been conditioned in with society. Get out of them, I say.
Stand to one side or the other, go meta if you have to, I don’t care what it takes, but get
the hell out of those ruts. They’ve been conditioned there for too long. Who put them
there anyway? Did you agree to every rut you’re in now? If you didn’t, get out of
them. Program them away.
Life’s a lot more fun when you have the range of flexibility like I’ve got, and I’ll bet you
there’s people that have a lot better range than I do, and I’ll bet you their life seems
more fun still.

Do you think it’s weird to sit up in front of a room full of people in front of a bank and
say, I want you to think about why you’re here today and I want you to imagine for a
moment why you’re here today and then let me ask the question, what’s important
about that?

Participant: Oddly enough, I don’t find anything odd about that at all.

Kenrick: But do you know how many people would?

Participant: I could see myself thinking that, but I don’t -- before I met you, yeah, I
could see myself thinking that.

Kenrick: Yeah.

Participant: (Inaudible)

Kenrick: Right. Right. Now, noting that that might come up, I might say to them,
you may be wondering why I’m asking you this and I’m going to tell you. Just go with
me here for a moment, would you? Thus beginning to develop strong rapport and
dependence on my suggestions and the following of the instructions I’m giving.

Participant: Even if you got the same response, why the hell are you asking me that
(inaudible).

Kenrick: Try it.

Participant: (Inaudible)

Kenrick: Try it.

Participant: How do you build in that kind of flexibility you have that no matter
what’s thrown to you -- I mean, I know --

Participant: Practice.

Participant: I’m looking for something more esoteric.

Kenrick: Well, that’s a good question and what I want you to know is that first and
foremost, I believe in myself and my skills. I have absolute conviction of my capability
and there is nothing that’s going to shake me.

Participant: Which came first? Did that come --

Kenrick: The chicken or the egg.

Participant: Did you put yourself in a number of those experiences and now that
you’ve had all the experiences you know that you’re totally unflappable and you can
come up with something no matter what?

Kenrick: Because I’m totally unflappable, by the way, doesn’t mean that I don’t lose
sometimes. I do. I don’t close every single thing I deal with. I don’t win every single
time.

Participant: Yeah, but what’s your percentage?

Kenrick: It’s pretty high. It’s pretty high. I don’t win every time though. I mean,
no one can say they do.

Participant: I don’t want to win every time, just most of it.

Kenrick: Yeah, well, me too. I’m willing to settle for most. Okay. So all I want you
to know is, and then we’ll move on here, but I think this is really an important thing to
say. You’ve heard it before, take it from me, please, I did not have this range of
behavior years ago. I was very much like the -- what’s that movie called -- “White Men
Can’t Jump”? Well, you might as well call it, white men can’t move because I was very
much in the, you know, sit up right, don’t move, don’t show expression neither with
tonality or facial gestures. Sit calmly. Talk respectfully, and if you don’t get the sale --
you know, for me to ask someone, well what do you mean it’s too expensive -- to me
that was -- I couldn’t have said that to save my life when I was 20 years old. I would
have thought that’s the most disrespectful thing you could ever say and when I --
maybe you guys have heard this too, but the first time I was taught to close in the health
spa business, I had this beautiful, beautiful, beautiful teacher, six foot tall model, that
also had the brains of a Harvard graduate. I mean, we’re talking about an incredibly
intelligent, beautiful woman.
I don’t think I told you the story of how I got the job? In a nutshell, I had lost my
insurance job. They had sold the region after I had become the number one agent in
the region and I was all of 18 years old, turning 19, and I had joined the health spa a few
months before with my first wife, at that point, and I’d lost -- I had just found out that
day I had lost my job and I was mad. It made me made, because I was going to have to
find a new job and I didn’t know what I was going to do and we had just got a new
apartment and I just spent all this money to get there and everything.

And so I went to the health spa and I was going to bitch, I was going to go complain to
somebody. I guess I was going to just take it out on them, I guess. And I said, where’s
the manager, as I slammed in the door. And they go, she’s just in the office right there.
Would you like to talk to her? I go, yeah. Okay, just a moment.

And I stood there pacing. Something was wrong with the steam room the last time I
was in. And I was mad, they damn well better fix it. So he said, go on in. So I walked
in the door and here’s this lady on the phone just hanging up, with her legs popped up
on the desk and the skirt as short as I’d seen in a while with someone like that, six foot
tall, absolutely stunning woman, I mean stunning to the point that I walked in and see
this and all the words left my mouth. I couldn’t speak. And she goes, hi. I went, --
And she goes, come on in. Can I help you?

And she hangs up the phone and I’m hoping she doesn’t move so I can sit and see a
different view, and I’m in awe. I’m so stunned, I don’t know what hit me. And she
goes, how can I help you? And I couldn’t talk. It was the first time I really was affected
like that almost. And I said, well, um, uh, well I was mad about something. I don’t
know what now.

I was really making a fool of myself. And she goes, well, that’s okay. She knew. And
she goes, what do you do for a living? And I said, well, I sell real estate -- I mean, I sell
insurance, and she goes, well, how long have you been selling that? And I said, well, I,
um, about a year, I guess. And she goes, are you good? I said, yeah, I’m real good. I
said, that’s what I'm mad about. I said, I lost my job. She goes, why? I said they sold
out my region. And she goes, oh, well, you want a job? And I go, yeah. And she goes,
I’ll hire you. I go, without talking go me anymore. She goes, I know you can sell. She
says, I believe you. She said, I’ll show you how to sell here and I’ll teach you how to
make a lot of money.
That woman and I became best friends. When I started my own health spa a few years
later I paid her to consult and to come in and teach my staff like she taught me. And we
had a club in the Portland area that absolutely made tons of money in its presales
without any equipment. We paid our bills every single month from the cash brought in
the door of sales prior to the equipment or the club being even built. All from what this
lady taught me to do. She was an incredible sales person.

But here’s what I want to tell you. I couldn’t ask hard closing questions. All I knew to
say is, do you want to go ahead and get started. So the first time I said, do you want to
get started. The guy says, no. I said, goodbye. And out he went.

Well, she came over to me and she goes, don’t ever do that again. I said, what? She
goes, you call me in. Don’t ever let them go until I talk to them. Okay.

So I didn’t know what was coming up. The next thing I know, I called the guy, and I
said, well, do you want to go ahead and do it? He goes, nope. I just came here to check
the place out. I said, okay, I said, hold on a minute. And I went and got Karen. I said,
come on in. She comes in, she says, hi, I’m Karen, how are you -- smiles at him real big,
and he goes, well fine. She says, so which plan did you decide to go with today? He
said, well, I decided to go with none of them. She goes, you’ve got to be kidding. Let
me just see here. She takes out this profile thing I had written up and she goes, so I see
here that you gained 10 pounds in the last year. How does your girlfriend feel about
that? He goes, I don’t think it bothers her that much. She goes, give me a break. Do
you think you look good? And I’m like, oh, shit. And he goes, well, yeah, as a matter of
fact, I do. And she goes, well, look, don’t you have any self pride? I mean, you don’t
want this to go on, do you? He goes, well, no, I don’t. That’s why I came today.

She goes, that’s what I thought. She goes, be real with me. So you came here today
because you’re tired of the trend. If you don’t take some action, if I don’t help you get
in this thing, you’re just going to keep on, right? He goes, yeah. She said, okay, that’s
more like it. She said, it’s only $29 a month. He goes, well, I’m going to have to ask
about that. And he goes, you’re going to have to ask? You ask your girlfriend before
you buy Playboy or underwear? You don’t ask to buy magazines, do you? He goes,
well, no. She goes, but you’re going to ask her about your own personal hygiene. Now,
come on. Do you wear the pants in the family, sir? He goes, well yes, I do. She goes,
prove it. Fill out the form. And he did.
Now he was a young guy.

But I’ll tell you what. As she started in on this, I wanted to crawl in a hole and die. I
have never been so embarrassed in my entire life. I had never seen a person be so rude
and get away with it. I'm telling you, I wish, almost to this day, I could go back and
recall that embarrassment and how horrendous I thought she had treated him. I
figured that this guy would practically slap her and slug me and run. But instead, he
bought. I could not believe it. Then his girlfriend came back to cancel it, and she sold
her. I was in disbelief, absolute disbelief.

What did I learn from it? To be disrespectful and talk like she did? Not quite. I never
did -- I never did enjoy doing it that much, but what I did learn is that I don’t have to
take people’s first answer as the right answer and I can probe to get more truth from
them and I can set the situation up so that I can win if I set it up right. And that’s what I
learned.

What I learned also is, to the extent that you’re willing to be flexible and do something
different if what you’re doing doesn’t work, you’ll get the results you want. You have
to be wild in order to get some of these results. Let’s talk about the guy that does the
wild therapy that Bayler used to quote all the time, Frank Folly. A girl comes into see
him and sits down and says, I want to commit suicide. He says, so you’re suicidal? And
she goes, yeah. And he says, okay. You serious? She goes, yeah, I am. He said, okay --
because she’s wearing a real nice dress, you know, and he has to kind of tromp through
some mud, I guess as he comes up to his office, so he promptly takes his feet and props
it on her lap. Her dress is now ruined, basically, it’s all muddy. And he goes, well, you
don’t really mind, do you, if I prop my feet up here like this? I’m kind of uncomfortable
and I figured you’re going to die pretty quick here so it doesn’t really make any
difference if your dress is dirty. Well, I guess not, she says. So he says, have you
figured out how you want to die? We’re up on the fourth floor, it’s probably high
enough, I can shove you out the window and that’d work. And she goes, well, no, what
if I don’t die? What if I break my neck? He says, that’s no problem. And he opens a
draw and he says, I’ve got a gun, and he hands her a hand gun. He says, this ought to
work. He says, this is a .38. He says, at point blank range it will blow a nice sized hole
through your head. And he says, I can probably arrange my office with a nice pillow in
the corner so it won’t bloody things up too much. He said, I’d just rid of the pillow. He
says, how can I help you today seeing as you’re going to die. Let’s pick a method and
let’s do it because I don’t really have a whole lot of time. Actually, before we do that,
do you have cash with you today? My fee’s $100. I’d like to get paid with cash because
once you’re dead, they may not want to take your check. Could you pay me cash now
please? And she opens her purse and pays him. And he says, okay, now how can I
help you die? Let’s go.

Now, in its own right, Milton Erickson takes a lady who doesn’t feel life is worth living
anymore and she has just given up on life. She’s coming to him to say there’s no more
reason really for me to live. He goes out and he says, okay, fine. What I want you to do
since you’re going to die, I want you to go get your hair done and I want you to go get
some nice new clothes and then what I want you to do is I want you to go look in the
obituary column of the newspaper. I want you to cut all the names, addresses and
phone numbers, and what I want you to do is I want you to send each and every one of
them every day some African violets.

What I want you to do with those African violets, he says, send them out and then call
them and let them know that you’ve sent them.

Let’s do an exercise. Look, if you will, at the negotiating persuasion pattern in its
infancy. This is one I have come up with that I think you’ll enjoy. I’d like to have you
experiment with this and report back to me how you use it, okay? It’s a pretty powerful
pattern although it’s not one that I have perfected to the extent that I’m willing to say,
you know, this is a perfected pattern. I’ve used it in several examples and it’s worked
really well. One, you find something you want or something you want someone to do.
Ask them to do it or ask them to take the reduced price or whatever. They’ll give you
an objection. No matter what they say, you start with the objection and elicit their
criteria for what they are using the objection to accomplish.

Get a high positive meta state. Ask them to bring that meta state to bear on the
situation and give you what you asked for originally. They may well do it right on the
spot. If they don’t, you still get resistance, contrast the positive state you got with the
original objection they gave. Give the location submodalities of the two states and shift
your request to the positive location. Ask them again to go along with it.

It has a pretty startling effect. So that’s one. Now, before you do that, let’s look at a few
other useful states to elicit. Some useful states to elicit to spinning people your way.
Okay, so, you can add the word ferociously in front of any of these to add more punch.
Motivated, preserving, energetic, healthy, flexible, learning, caring, compassion,
committed, daring, risk taking, bold, charismatic, fun, playful, humorous.

Okay? Variety, sexy or sexual, flirtatious, clarity, compelling and openness. Example,
have you noticed that people who make lots of money in the stock markets enjoy
playful risk taking with a percentage of their money? So instead of having a set of -- a
certain set of amount they risk heavily with, you know, they enjoy playful risk taking.
Framing it under the guise of playfulness.

Okay, here’s some more words you can use if you want to twist people one direction or
another. I always have to show you the other side, so here it is. Disgusting, evil,
stupid, judgmental, wasteful, painful, idiotic, lunacy, crazy, morbid, non-caring,
antisocial, criminal, lazy, slovenly, useful and fatigue. If you want to spin them out in
another direction. Example, when you add in non-caring and idiotic to what you just
said, you put it in the true context of your real agenda. Funny how people just seem to
inherently understand that about your side. Talk some more and prove me right.

Participant: Whoa.

Kenrick: Throw in the use of a few binds and other items there. So you can of
course see how the model from that to take and build some enormously powerful
states, can you not?

And the woman went out and she bought African violets for everyone. And six months
later, she was known as the African violet lady of Phoenix, Arizona. And guess what?
She lived happily ever after until the day she died. Owned probably one of the biggest
nurseries ever of African violets. Okay? And everywhere she went, everyone knew her
as the African violet lady. She went from wanting to die and having no friends to being
the most popular lady in the whole damn town. Everyone knew her wherever she
went. And the lady with the dress sitting there -- well, what happened to her? She
quickly realized that she didn’t want to die and she was incensed that he was treating
her with such disrespect, and she said, hey, I am a paying client, I did give you your
money, get your damn shoes off me, and you’re going to tell me now how to handle
this problem. I really don’t want to die, I really just didn’t know what choice to have. I
get depressed and I feel bad, but there must be another way and if you’re a therapist
why don’t you do right by me and do therapy, whereupon he consented, took his shoes
off her and helped her to see the right way to go.
So what happens when you then really extend yourself? We can use this kind of
language to get all kinds of things that you want, to have all kinds of success in your
life. And who knows, why can’t you go out and make a bunch of African violet ladies
wherever you go? Why can’t you go out and become the great therapist wherever you
want to be? Why can’t you go out and be the sales person that’s sold more than anyone
in your division, more than anyone in your field ever, by orders of magnitude. You
could become the Joe Girard of your field so that ultimately when I sat there in front of
Karen, and she was sitting in her provocative position, she smiled and she took me by
the hand and she said, you know something, I could tell what a great salesman you are,
because I can tell how overcome you are in this situation and how difficult it is for you
to respond. I will teach you how to make people respond to you just like you’re
responding to me. And she goes, do you think it’s on accident that I am the way that I
am? It’s not. It’s learned behavior. And I know how to influence just about anyone to
do anything and if you want to learn to do the same thing, hang in there with me and
together we’ll learn how to do it.

And you know what? She was right. I consider her largely responsible for me going in
the direction that I’ve gone. I’d already started my studies in this field at that point, but
I was locked in to learning how she did that and to wanting to reproduce it in my own
life and in the lives of my students.

Okay, so what I’d like you to do is take this last pattern that I just showed you and use
it or the one before where we talked about just combining the states, and I’d like you to
take and ask the person, so where are you now about all these things, about the states
that you’re in and how to use this information that you got in the last couple of days,
and meta state them and future pace so that they’re left with more excitement, more
happiness, more vivaciousness, more going for it, more flexibility of behavior, and
happiness as it relates to all that, and then put it into their future and we’ll have to call
that the final exercise. I’ll give you five minutes each to do it. It should be real easy for
you now to do it with speed and grace and make it just flow right from your mouth
naturally. Okay, so go do it. Come right back, we’ll finish up.

Did anybody try that new pattern? What do you think? You like it? Did you try the
pattern? If you actually have to take it to putting it into the location of the submodality,
slam dunk, they go right for it. You could start with that if you want to, but it’s also a
little less obvious when you do it this way and you take it there because they’re still
objecting.

Think back for a moment if you will then, with me, to the start of the course for the last
half of this master practitioner. And I’d like you to notice some of the things that I
notice. There is a huge, qualitative jump in your ability between the time when we first
met in December and this time. In particular, I call attention to your sensory acuity and
the leaps and bounds progress that you made there. Your ability to see, hear, what’s
going on from an uptime perspective and make good judgments about it, has risen so
phenomenally, I almost can’t tell you, right across the board without exception I saw
that.

And this time we aimed it considerably differently. This time we aimed at, for example
a little bit more clinical type of skills where last time we spent a lot of time dealing with
setting up the structure of what I want you to be able to do and what I wanted you to be
able to get. Not only did we set up structure, but we also dealt with a lot of the stuff on
confronting. Gave you a lot more flexibility about being able to ask for what you want
and get it. Always remember your confronting skills. They’ll come in very, very handy
for you.

This time around we went into a lot of clinical skills and taught you how to really make
some adjustments for yourself and for others. And there’s a lot of changes made. And
as we moved into this course, the one on spinning, you actually went in and blew out
all or if not all, most, of anything in your way to get you really going and make you
successful at what you want to do. You’ll find that will forever stay with you in a
positive sense, helping and motivating you and giving you resources to look back on
any time you want more.

And then we built meta states for you, we spun you, if you will, into new and higher
realities while always maintaining touch with primary states. That enables you to be
even more ferocious in what you do, that really enables you to go out and kick butt and
take names.

I can’t wait for you to start experiencing the stimulus that kicks all those things off and
notice your response. So let it work. Let that happen for you. As you notice that kind
of response happening, let it kick in and let it take off and let it make the results you’re
looking for.
There’s lots more that you’re exposed to some of which you know consciously and
some of which you don’t. The most important aspects of all of it are that you remember
first and foremost who you are as a person and become more of that. Bring these
patterns and skills into your life, into your words, into your behavior, into your mind,
into your heart so that their use is an expression of you, not an expression of me or
anyone else that you’ve ever studied with, it’s an expression of you, and as confident as
I am in my use of my skills, you can become in the use of yours if not more.

Not only do you want to make these skills part of you like that but you always want to
make them a part of you from an ecological standpoint, meaning make sure it wins for
you and wins for everyone else. And there’s no need to dwell. Move on.

Next, whenever using these kinds of skills, use your sensory acuity and check for
congruence. When you get it, future pace. Always future pace.

In fact, what’s it like when you have access to the skills you want in the future where
you didn’t have them before and now you do, and what kind of results do you get?
Pretty strong? Can you do that two or three times in the future right now all by
yourself? (Inaudible) go out to another one and step into it and bring in the new great
state and do it again. So have you done it three times?

Okay. Then you learned how to combine and deal with emotions. You learned a lot
about the structure of emotions. You learned a lot about how emotions affect you, how
they’re turned up and down, how they’re combined and woven in and out, and that’s
exciting, and some neat new patterns of using them in language to make your language
more powerful and yet more soft and gentle all at the same time. And I hope these
come to be as valuable to you as they are to me. I don’t know what I’d do without them
at this point. I just love them.

Whether or not we get a chance to work together like that in the future, I have been
much touched by each of you, by your contribution, and by your getting to share with
me who you are and how you use these skills. That’s really helped me to hear a lot
more clearly what I can do with them. It’s made me a better person and for that I really
give great thanks to each of you for that.

Whenever a seminar comes to a close like this, it’s always hard for me, I really don’t
want to close it. I’d really rather just go on. I view all of you as friends and capable
students and that’s exciting for me because it’s a passion of mine to take people who
really want to improve their skills and help them to do just that. I’ve had people call me
frequently and tell me, man, I just got your course. I’m so thankful. I made more sales, I
just closed the biggest order, I got the best job, I bought a new car -- and that just never
ceases to make me happy. And here I can sit and look at a group of people who are
directly affecting like that and it just thrills me. So I want you to also have an image in
your mind of a teacher who’s grateful to you for allowing me to enter into this part of
your life and into your memories and into your future, and become a part of who you
are and I ask that you do me the favor of doing this favor for others. Whenever you can
contribute back in this same way, please do without hesitation.

If you can make someone’s life better through the use of one of these skills, even once,
then you’ve given back to the world and made the world a better place and I’d like to
see that. You know, we talk so much about persuasions. I love it when comediennes
get up and they laugh like crazy and they make fun of every other race in the world and
they say we love each other. I think they’re right. I think comedy is a good way to let
down some of our guard and let down some of our things. I think, by the same token,
so is persuasion. We learn how the brain works so we can make it do what we want it
to do and then we go make it happen. We make someone’s brain happy because we
know how to do it, we know how it functions, and we’re willing to do that and to apply
ourselves that way.

So what if you were to write down a way of really making someone happy and feel
very blessed and benefited by who you are and your interaction and you were to do
that for them every time you get a chance? What if you were to use your skills to
persuade a loved one to be happier and more in love? Or if you were to use your skills
to help a friend or a relative overcome a depression or a problem that they’ve got?
Please take what you learned and give back that way whenever you can.

So I think it’s time at this point that we come to an end, and as sad as that makes me, it
also makes me happy knowing that I’ve got, what?, twenty, roughly, more people out
there that are extraordinarily competent. My congratulations to each of you for doing
what it takes to make that transition and to make the learning work for you, and for all
the time you spent on the conference call on Sunday night and for all the good feedback
you gave me and our ongoing relationship and I’d like you to do just that. Please
consider yourself certainly my friend, as I’d like to consider myself your friend, and
also feel free to call, to write, to e-mail, to stay in touch.

So with that, you guys have been absolutely phenomenal. Your learning has just
started. Consider that certification is just the beginning. It is not the end. It marks a
milestone. It does not mark the ending point. So let this mark an early milestone,
would you please? An early milestone, and continue on the road. Because you’re on it,
solid. You know what you’re doing. You’re a seasoned veteran hiker. You’re a
seasoned veteran wayshower, if you will. Now stay on the way. Stay on the path. The
path will lead you to many wonderful places and it is my most sincere wish for you that
it lead you to everywhere you want to go, that it take you there in style, that it gets you
there with all the wonderful things that you can hope to add with it as you go.

Thanks very much for coming. And I’d love to see you at the trainer’s training, if you’d
like to make it to that. We’ll be sending you notice of it right away and how to
participate. And you guys are great. Please stay in touch . We’d love to have you
again and great having you this time. See ya.

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