Neuro-Linguistic Programming

Advanced Language Patterns Mastery

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Business and Personal Transformation 2n3"uence# Persuasion and Communication Leaders&i1 and 4uman 2nteraction 5esigning 2n Persona"# 2nter1ersona" and 6usiness uccess

Advanced Language Patterns Mastery

-irst Pu$"is&ed 177* 2 6N 0-7+7,007-0-,

Larry McLauchlin
Leading Edge Communications 3107 - 45 treet ! Ca"gary# A"$erta Canada %3E 3%7 P&one (403) *4+-371, -a. (403) *4+-7*43 Emai"' "eadedge/cadvision.com &tt1'88000.cadvision.com8"eadedge8&ome.&tm

AC9N:!LE5;MEN%
2 e.1ress my admiration and t&an<s to =ic&ard 6and"er# >o&n ;rinder# Les"ie Cameron-6and"er and a"" t&e ot&er mem$ers o3 t&e origina" researc& team 0&ose t&in<ing# 0isdom# and researc& "ead to Neuro-Linguistic Programming. 2 es1ecia""y t&an< =ic&ard 6and"er 0&ose genius continues to deve"o1 ne0 and e33ective conce1ts# tec&ni?ues# 1atterns# and distinctions t&at &ave made NLP even more 1o0er3u". 2 a"so 0ant to give credit and recognition to t&e many ot&er NLP trainers and aut&ors 0&ose 0or< &as in3"uenced my "i3e and t&e 0ay t&at 2 &ave integrated and inter1reted t&e materia" t&at a11ears in t&is 0or<s&o1 manua". 2 &ave dra0n 3rom t&e 0or< and ideas e.1ressed $y teve and Connirae Andreas# =o$ert 5i"ts# %ad >ames# !a"t !oodsma""# t&e "ate Mi"ton 4. Eric<son M.5.# 5ona"d Moine# >o&n 4erd# 9ennet& L"oyd and 9endric< C"eve"and. 2 o0e s1ecia" a11reciation to ;ordon &er"ey# %&e &er"co Cor1oration# 0&o &as 1rovided me 0it& 0&at 2 strong"y $e"ieve to $e one o3 t&e $est Practitioner and Master Practitioners training avai"a$"e today. 2 a"so 0ant to t&an< t&e many o"ution -ocus and 6rie3 %&era1y aut&ors 3rom 0&om 2 &ave "earned a so muc&. %&ey inc"ude' 6i"" :@4an"on# >ames !i"<# teve de &aAer# 2nsoo 9im 6erg# Pau" !atA"a0ic<# teven ;i""igan# >o&n !ea<"and# >o&n !a"ter and >ane Pe""er. 2 0is& a"so to t&an< t&e 1artici1ants o3 my 0or<s&o1s 3or t&eir 3eed$ac< on and re3inement o3 t&is 0or<s&o1 materia". Last $ut not "east# 2 t&an< my 0i3e# >oan# 3or &er su11ort and encouragement 0&i"e 2 assem$"ed t&is 0or<s&o1 materia" and my son# =o$$# 3or &is many &ours o3 1roo3reading# 0&ic& great"y im1roved t&is manua".

Preface To the Second Edition

My 1ur1ose o3 1utting toget&er t&e materia" 3or t&is 0or<s&o1 is to 1rovide# in one source# t&e maBority o3 t&e &y1notic and NLP "anguage 1atterns t&at &ave $een codi3ied to date. 2 &ave 1resu11osed t&at t&e maBority o3 t&e 1eo1"e using t&is manua" 0i"" &ave some $asic training and t&ere3ore &ave not attem1ted to du1"icate 0&at ot&ers &ave so a$"y 1rovided a"ready in t&e NLP "iterature. %&ose 0&o do not &ave t&is $ac<ground 0i"" sti"" 3ind t&e 1o0er3u" ideas and tec&ni?ues inc"uded &ere e.treme"y use3u" a"t&oug& it 0i"" re?uire some 1ersona" reading and se"3 study or NLP training to ta<e 3u"" advantage o3 it. 2 &ave not deve"o1ed ne0 1atterns &ere# $ut rat&er 2 &ave co""ected toget&er t&e e.isting 1atterns and 1rovided my inter1retation and e.am1"es o3 &o0 t&ese 1atterns can $e used. 2 &ave done so in a 0ay t&at 0i"" a""o0 1artici1ants o3 my 0or<s&o1s and users o3 t&is 0or<$oo< to en&ance t&eir 1ro3essiona" and communication s<i""s. As 2 state in t&e introduction# C:ne o3 t&e surest and ?uic<est 0ays to im1rove your 1ro3essiona" and communication s<i"" is to increase your <no0"edge and s<i"" in t&e use o3 "anguage and "anguage 1atterns.C 2t &as 0or<ed 3or me and many ot&ers and 2 <no0 it 0i"" 0or< 3or you. ;ood "uc< and enBoy your Bourney on t&e 0ay to greater s<i""s in t&e use o3 "anguage. Ca"gary# A"$erta# Canada May 1773

Table of Contents
2ntroduction 1 2ntonation Patterns * Past# Present and -uture Der$ %enses 4 Presu11ositions 10 Presu11ositions (Automatica""y# Actua"ity) 10 Presu11ositions (Permanence) 1* Presu11ositions (%em1orary) 13 Presu11ositions (=emem$ering# -orgetting) 14 %&e tructure o3 Magic Presu11ositions 1+ 1ea<ing o3 Presu11ositions *7 u$moda"ities *7 Language t&at A33ects u$moda"ities - 1ace *7 Language t&at A33ects u$moda"ities - %ime 33 Language t&at A33ects u$moda"ities - :t&er 35 Leve"s o3 A$straction 3, Logica" Leve"s o3 ystems 41 %&e Mi"ton Mode" and :t&er 4y1notic Language 45 "eig&t o3 Mout& +3 =e3raming CMeaning and Conte.tC 70 C&aining Moda" :1erators 73 Cartesian Logic 73 Negative uggestions 74 2nductive Language Patterns 75 tac< =e1resentations o3 !&at is !anted 75 E"icitation o3 Eniversa" E.1eriences 7+

%ime =e"eased uggestions 77 emantica""y C&arged !ords 77 Esing Fuotes as an CE.1ertC 7, to1 77 Ese -uture Pacing tatements ,0 Language and Creating A 5esired 5irection ,0 Misce""aneous Patterns ,1 ome Po0er3u" uggestions 3or !riting and 6roc&ures ,3 E.am1"es o3 Em$edded Commands in 6roc&ures 75 %&e Meta Mode" 77 Conc"uding =emar<s 101 6i$"iogra1&y 10* A$out t&e Aut&or 105 !or<s&o1 %estimonia"s 10+ CAdvanced Language Patterns MasteryC %estimonia"s 107

Advanced Language Patterns Mastery

:ne o3 t&e surest and ?uic<est 0ays to im1rove your 1ro3essiona" and communication s<i"" is to increase your <no0"edge and s<i"" in t&e use o3 "anguage and "anguage 1atterns. !&et&er you 0ant to increase your "anguage a$i"ity to im1rove your dai"y re"ations&i1s# increase your success 0it& interventions# $e more 1ersuasive and in3"uentia" in your occu1ation or Bust increase your everyday e33ectivenessG you can and 0i"" &ave to do it t&roug& t&e use o3 "anguage. 2t does not matter 0&at you 0ant to accom1"is& or avoid todayG it is "i<e"y t&at you 0i"" use "anguage in accom1"is&ing it. o# no matter 0&at you 0ant to ac&ieve or avoid# "earning and ma<ing t&e "anguage 1atterns# out"ined in t&is 0or<s&o1# avai"a$"e $ot& at a conscious and an unconscious "eve" 0i"" &e"1 you immense"y. 2n 3act# you may $egin to ma<e e.tensive c&anges t&roug& t&e use o3 on"y "anguage 1atterns. :ne side e33ect you 0i"" notice is t&at you 0i"" automatica""y $egin to &ear and c&ange t&e "anguage t&at &as $een "imiting you and $egin to use "anguage to create ne0 1ossi$i"ities in a"" areas o3 your "i3e. Language 1atterns are one o3 t&e most 1ervasive"y use3u" areas o3 communication# $ecause anytime you are s1ea<ing - t&e 0ords you are saying# and &o0 you say t&em# ma<es a tremendous di33erence. Hou 0i"" 3ind t&at as you conscious"y incor1orate t&e "anguage 1atterns in t&is 0or<s&o1 into your dai"y "i3e you 0i"" $e a$"e to ma<e c&anges in a"" areas o3 your "i3e. 6eing in t&e $usiness 0or"d# 2 &ave 3ound "anguage and "anguage 1atterns e.treme"y use3u". %&ere is one caution# 2 0is& to address' 0&en you use t&ese 1o0er3u" tec&ni?ues# in $usiness or ot&er areas# you must <ee1 in mind t&at $ot&8a"" 1arties must $ene3it. 6eing concerned on"y a$out 0&at you 0ant and not 0&at t&e ot&er 1erson 0ants is a sure 0ay to end 0&at cou"d $e a "ong-term re"ations&i1. Anytime you are ta"<ing to someone# inc"uding yourse"3G it is re"evant 0&at 0ords you use. Ese "anguage 1atterns to move yourse"3 and ot&ers in a direction t&at resu"ts in a 0in-in situation.

Language is Much More Than Just Words

P"ease remem$er t&at "anguage 1atterns are not on"y auditory t&ey are a"so visua" and <inest&etic. !e rea""y are ta"<ing a$out a 3u"" ver$a" and nonver$a" e.1erience. As 0e move our o0n e.1eriences in t&e direction 0e 0ant to move# 0e can notice &o0 0&at 0e say and do matc&es t&e e.1erience 0e 0ant to &ave and ma<e 0&atever c&anges are necessary to 1ositive"y a33ect ourse"ves and ot&ers.

ntonation Patterns
Language 1atterns are made more e33ective t&roug& t&e use o3 tota" communication' $ot& ver$a" and nonver$a". tudies s&o0 t&at communication is made u1 o3 7I 0ord content# 3,I voice intonation (tone# tem1o# s1eed# and tim$re) and 55I 1&ysio"ogica" gestures. %&ere3ore# t&e 1ro1er use o3 "anguage 1atterns re?uires not on"y t&at t&e 0ord synta. $e 1er3ect $ut t&at t&e "anguage 1atterns $e s1o<en 0it& t&e a11ro1riate nonver$a" gestures and ana"og mar<ing (mar<ing some o3 t&e !ords in t&e communication $y tona" s&i3ts# tem1o s&i3t# $ody s&i3ts# sma"" gestures# s1atia" "ocation# etc.). %&e 3o""o0ing diagram s&o0s t&e intonation 1atterns o3 a ?uestion# statement# and command. !ord J ?uestion !ord -------- !ord !ord -------- !ord !ord -------- !ord !ord J command :ne o3 t&e easiest 0ays to understand t&e use o3 intonation is t&roug& t&e 1ractice and use o3 tag ?uestions. %ag ?uestions are ?uestions t&at are used to turn t&e uncertainty o3 a ?uestion into t&e certainty o3 a statement or a command. %ag ?uestions use 0ord "i<e' can you notK# isn@t itK# &asn@t itK# 0asn@t itK# aren@t youK# aren@t t&eyK# can@t youK# cou"dn@t youK# doesn@t itK don@t you agreeK# don@t 0eK# s&ou"dn@t itK# 0ou"dn@t itK# 0on@t itK# &asn@t itK# isn@t t&at rig&tK# didn@t itK# can you not t&in< t&atK !e use tag ?uestions to invite 1eo1"e to s&are our certainty $y using an intonation o3 a command or a statement. !ord J statement

E"E#C SE$ Practice ma<ing eac& o3 t&ese statements a ?uestion# a statement# and a command t&roug& t&e use o3 intonation 1atterns. Hou &ave a"ready $egun to ma<e c&anges# &aven@t youK :nce you@ve set some goa"s# 1rogress 0i"" $e muc& 3aster# 0on@t itK Hou &ave "earned a "ot a$out yourse"3 &ere# &aven@t youK 2t@s 0ort& 0&atever trou$"e t&at it ta<es# isn@t itK Hou a"" agree# don@t youK ome 1eo1"e say t&is is t&e greatest seminar t&ey &ave ta<en# don@t t&eyK Language 1atterns are very 1o0er3u"# don@t you agreeK
LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LL

LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LL

PA %# P=E EN% AN5 -E%E=E DE=6 %EN E

%ime distinctions o3 actions are 1rimari"y e.1ressed in our "anguage $y ver$ tenses. %ense may denote time as 1resent# time as com1"eted actions# time as continuous action. >ust as t&ere are divisions o3 timeG 1ast# 1resent# and 3uture# t&ere is ver$ tenses o3 1ast# 1resent and 3uture. Der$ tenses c&ange our su$Bective e.1erience. Notice &o0 your su$Bective e.1erience c&anges 0it& t&e 3o""o0ing ver$ tense c&anges. 1. 2 ta"<ed to &im. (1ast) *. 2 ta"< to &im. (1resent) 3. 2 0i"" ta"< to &im. (3uture) Notice &o0 your e.1erience c&anges 0it& t&e 1resent 1artici1"e Cta"<ingC# in eac& o3 t&e t&ree ver$ 3orms. 4. 2 0as ta"<ing to &im. 5. 2 am ta"<ing to &im. +. 2 0i"" $e ta"<ing to &im. Notice &o0 your e.1erience c&anges 0it& t&e 3o""o0ing t&ree 1er3ect ver$ 3orms' 7. 2 &ad ta"<ed to &im. (1ast 1er3ect) %&e 1ast 1er3ect tense indicates action or condition as 1er3ected or com1"eted at some de3inite 1ast time# usua""y in re"ation to some 1ast act. %0o 1ast acts are# t&ere3ore# indicated# one $eing C1ast 1astC or more 1ast t&an t&e ot&er. ,. 2 &ave ta"<ed to &im. (1resent 1er3ect) %&e 1resent 1er3ect tense indicates action o3 condition as com1"eted or 1er3ected in t&e 1resent or &aving started in t&e 1ast and continuing on"y to t&e 1resent. 7. 2 0i"" &ave ta"<ed to &im. (3uture 1er3ect) %&e 3uture 1er3ect tense indicates action or condition as 1er3ected or com1"eted at some s1eci3ied 3uture time or as ta<ing 1"ace $e3ore some ot&er 3uture action. %0o 3uture acts are t&ere3ore indicated# one $eing 3urt&er into t&e 3uture t&an t&e ot&er.

%S &' (E#B TE&SES

1. Der$ tense can $e used 3or 1utting a 1resent 1ro$"em into t&e 1ast $y using t&e 1ast tense and a tag ?uestion. C%&at &as $een a 1ro$"em# &asn@t itKC C%&at 0as somet&ing you did# 0asn@t itKC *. Der$ tense can $e used 3or 1utting a 1resent 1ro$"em into t&e com1"eted 1ast $y starting a sentence 0it& a 1resent tense and moving to a 1ast tense 0it& a tag ?uestion. C%&at is a 1ro$"em# 0asn@t itKC CHou 0ant to so"ve t&is 1ro$"em# didn@t youKC 3. Der$ tense can $e used to reorient a ne0 $e&avior into t&e 3uture# trans3orm it into t&e 1resent# and t&en "oo< $ac< on t&e 1ro$"em $e&avior# or "oo< $ac< at yourse"3 &aving made t&e c&ange. C!&at 0ou"d it $e "i<e 0&en you &ave made t&ose c&anges no0# in t&e 3uture# as you "oo< $ac< and see 0&at it 0as "i<e to &ave &ad t&at 1ro$"em.... as you t&in< a$out t&at no0KC (=. 6and"er) 4. Ese ver$ tenses to 1ut 1ro$"ems in t&e 1ast and to $ring 3or0ard resources 3rom t&e 1ast# 1resent or 3uture. C o# u1 unti" no0# you &ave "ost your tem1er and no0 you <no0 t&at you can contro" it and 0i"" do Bust t&at# i3 some "itt"e t&ing $ot&ers you in t&e 3uture# isn@t t&at rig&t.C &otes$ LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL L LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL L LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL L LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL L LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL L LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL L LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL L LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL L

LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL L

Past# Present and -uture

%&e 1erson ta"<ing is in t&e 1resent.

1. 2 ta"<ed to =ic&ard

*. 2 ta"< to =ic&ard Present Partici)le

3. 2 0i"" ta"< to =ic&ard

4. 2 0as ta"<ing to =ic&ard

5. 2 am ta"<ing to =ic&ard Past Perfect

+. 2 0i"" $e ta"<ing to =ic&ard

7. 2 &ad ta"<ed to =ic&ard $e3ore 2 made t&e decision. Event 7 0as com1"eted $e3ore event A. Present Perfect

,. 2 &ave ta"<ed to =ic&ard. Event , may or may not continue into t&e 1resent. ;rammar $oo<s say it must continue 3or0ard to touc& t&e 1resent.

*uture Perfect

7.

2 0i"" &ave ta"<ed to =ic&ard $e3ore 2 actua""y 1ractice t&is tec&ni?ue. Event 7 0i"" &ave &a11ened $e3ore event 6. +ther

10. 11.

4aving ta"<ed to =ic&ard# 2 did 0&at 2 needed to do. Event 10 0as com1"ete $e3ore event C. Esing &ad as an au.i"iary to &ad. Hou &ad &ad a 1ro$"em# &adn@t youK Hou &ad &ad trou$"e s1ea<ing in 1u$"ic# &adn@t youK Esing 1resent tense 0it& 1ast tense tag ?uestion. %&at is a terri$"e 1ro$"em# 0asn@t itK Hou 0ant to im1rove t&at# &aven@t youK

1*.

E,ercises$
1. 2n grou1s o3 3 e.1eriment 0it& using ver$ tenses to s&i3t "imitations into t&e 1ast. A states a "imitation o3 se"3 or ot&er. CMy 3riend is getting on my nerves.C 6 and C eac& Cre3"ect $ac<C t&e "imitation in a 0ay t&at states it as $eing in t&e 1ast. CHour 3riend &as $een getting on your nerves# "ate"y.C LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL

*. !rite out statements 0&ic& 1resu11ose t&at a common "imitation you &ear o3ten is no0 in t&e 1ast. LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL 3. 2n grou1s o3 3 e.1eriment 0it& &o0 ver$ tense 3orms a33ect e.1erience# and notice t&e e.terna" nonver$a" s&i3ts t&at indicate a c&ange &as ta<en 1"ace in t&e 1erson@s e.1erience. A states a "imitation and a resource or a desired resource. (6 and C may ?uic<"y gat&er in3ormation to s1eci3y t&e "imitation and t&e desired outcome.) C2 &ave trou$"e getting t&ings done# 2 need time management s<i""s.C 6 and C e.1eriment 0it& di33erent ver$ s&i3ts# and 0atc& 3or nonver$a" s&i3ts in A. A gives 3eed$ac< o3 t&eir e.1erience# 1articu"ar"y t&ose 0&ic& move t&em to0ards t&eir outcome. C o# it &as $een your e.1erience t&at you &ave &ad trou$"e doing t&ings in t&e time 3rame you 0ou"d "i<e# is t&at rig&tKC CMost 1eo1"e &ave 3ound t&at t&ey &ave &ad t&e s<i""s necessary to manage t&eir time in t&e 3uture and Bust need to a11"y t&em on a more conscious "eve" no0.C A# 6 and C s0itc& 1ositions. ;rou1 re1orts $ac< 0&at 0or<ed 0e"" and 0&at did not.

LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL

7 4. 2n grou1s o3 3 e.1eriment 0it& 1utting t&e "imitation in t&e 1ast and resources in t&e 1resent and8or 3uture. A states a "imitation. C2 1rocrastinate 0&en 2@m at 0or<.C 6 Cre3"ects $ac<C t&e "imitation 1utting it into t&e 1ast# C o# you &ave $een 1rocrastinating at 0or<.C 6 as<s 3or an outcome. C4o0 do you 0ant to res1ond at 0or<KC A res1onds C2 0ou"d "i<e to 3ee" energetic.C 6 1"aces t&e outcome into t&e 1resent or 3uture. C o# you 0i"" $e 3ee"ing energetic at 0or< 0&en you &ave 0&at you 0ant no0C C acts as a meta-1erson (o$server) and &e"1s A and 6 carry out t&eir ro"es. -&ote$ Chec. ecology before leaving the outcome in the future/ LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL

2n grou1s o3 3' A states a "imitation and a resource. Loosing tem1er# 0ant to $e more in contro" 6 c&ooses 3rom t&e matri. $e"o0 0&ere t&e "imitation and 0&ere t&e resource are "ocated (1ast# 1resent or 3uture) and 0&en t&e resource 0i"" $e used (1resent or 3uture). *or e,am)le$ Esing t&e "imitations in t&e 1ast# t&e resource in t&e 1resent# and a11"ying t&e resource into t&e 3utureG as s&o0 a$ove. PA % Limitation =esource =esource Esed
" " """"""""""""" "

P=E EN%

-E%E=E

C ma<es t&e a11ro1riate res1onse using t&e re?uired ver$ tenses. C o# u1 unti" no0 -limitation in the )ast/0 you &ave "ost your tem1er and no0 you <no0 t&at you can contro" it -resource in the )resent/ and 0i"" to do Bust t&at# i3 somet&ing $ot&ers you in t&e 3uture# isn@t t&at rig&t.C -a))lying the resource in the future/

Presuppositions: 'We agree (with Milton Erickson) and believe furthermore that the creative and mindful use of language is perhaps the most single influential indirect method for creating contexts in which change is perceived to be inevitable ! - !i""iam 4udson :@4an"on
M Mic&e"e !einer 5avis in Cin earc& o3 o"utionsC

Presu11ositions are t&e "inguistic e?uiva"ent o3 0&at most 1eo1"e ca"" assum1tions. %&ey are 0&at must a"ready $e assumed to $e true 3or t&e statement $eing made to $e true or ma<e sense. Presu11ositions are 0&at must $e assumed rat&er t&an 0&at is direct"y stated. !&enever 0e are communicating 0e use 1resu11ositions t&at assume somet&ing is a"ready trueG every sentence 0e s1ea< in our everyday "i3e &as 1resu11ositions in it. 2n t&e maBority o3 cases 0e tend not to conscious"y recogniAe 0&at 0e &ave 1resu11osed# and concentrate on 0&at is direct"y stated. %&us# t&e 1resu11ositions are unconscious"y acce1ted as $eing true and t&e "istener 0i"" act as i3 t&ey 0ere true. ometimes 0e 1resu11ose 0&at 0e 0ant $ut a "arge 1art o3 t&e time 0e 1resu11ose 0&at 0e do not 0ant. !e can great"y increase t&e resu"ts 0e get $y conscious"y 1resu11osing 0&at 0e 0ant and avoiding 1resu11osing 0&at 0e do not 0ant. -or e.am1"e# 0e can 1resu11ose t&at c&anges can $e made ?uic<"y and automatica""y or t&at c&anges 0i"" $e s"o0 and 1ain3u". 2n NLP 0e a"0ays 1re3er to 1resu11ose t&e 3ormer c&ange 1rocess. %&e 3o""o0ing 0ords and 1&rases 1resu11ose t&at somet&ing &a11ens automatica""y or unconscious"y' automatica""y continuous"y s1ontaneous"y even 0it&out t&in<ing second nature steadi"y instinctive"y a"most magica""y constant"y invo"untari"y unconscious"y

!e can a"so 1resu11ose t&at somet&ing is true# actua" or 3actua". actua"# actua""y a$so"ute genuine se"3 evident unim1eac&a$"e rea"# rea""y true# tru"y o$vious"y 3act# 3actua" certi3ied 3actua" 1roven aut&entic un?uestiona$"e veri3ied

va"id c"ear"y sure t&ing

su$stantiated certain"y undenia$"y

1ositive"y de3inite irre3uta$"e

2n 0or<ing t&roug& t&is 0or<$oo< it 0i"" $e &e"13u" to c&oose s1eci3ic conte.t or t&emes to use in a"" t&e e.ercises.
-or e.am1"e' %&eme' %a<ing t&is seminar 0i"" ma<e 1ervasive c&anges in your "i3e. A3ter ta<ing t&is "anguage 1atterns 0or<s&o1# you may not notice# at 3irst# &o0 automatica""y you $egin to use t&ese 1atterns. Many 1eo1"e 0&o &ave ta<en t&is seminar $e"ieve t&at t&ese 1roven tec&ni?ues &ave made a 1ervasive c&ange in t&eir "ives.

E"E#C SE$ (a) !rite 3 sentences t&at 1resu11ose somet&ing desired as &a11ening automatica""y# consistent"y# etc. LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL

($) !rite 3 sentences 1resu11osing a desired 3act or actua"ity. LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL

%sing Language Which Presu))oses Permanence$

"asting remaining 1ersisting "ong standing unending year a3ter year time"ess 0it&out end non-sto1 continua""y 3i.ed goes on and on stay 0it& it enduring staying 1ersistent "ong term 3orever ever"asting end"ess constant 1er1etua" a"0ays indestructi$"e never ceases continuing sta$"e "ong "asting e.tended day a3ter day eterna" never ending cease"ess in 1er1etuity secure staying 1o0er <ee1s on

%&e a$ove "anguage 1resu11oses 1ermanence. !&en ta"<ing to someone you may 0is& to 1resu11ose somet&ing as $eing 1ermanent. E,am)les of using the language of )ermanence$ !&en you sto1 and t&in< a$out t&e c&anges t&at you &ave made# you@"" rea"iAe &o0 t&ese "asting c&anges 0i"" dramatica""y ma<e your "i3e di33erent and in many 0ays $etter t&an $e3ore. No0 t&at you &ave rea"iAed t&at you &ave a"0ays &ad access to t&ese resources# you Bust &ad not yet made t&e connection to &o0 t&ese resources cou"d $e used in many situations. Hou can no0 $egin to discover day $y day a"" t&e ot&er resources t&at you a"ready &ave.

E,ercise$
C&oose 5 or + o3 t&e a$ove 0ords t&at 1resu11ose 1ermanence and 0rite out statements t&at you 0i"" 3ind use3u" in your area o3 interest. LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL

%sing Tem)orary Presu))ositions$

%&e 3o""o0ing "ist o3 0ords are e.am1"es o3 0ords t&at can $e used 0&enever you 0ant to 1resu11ose t&at a "imitation 0i"" $e tem1orary. im1ermanence 3"eeting 3or a "itt"e 0&i"e 3ade "i<e a s&ado0 go u1 in smo<e 3"itting s&ort term sudden"y sto1 in a second in a $"in< o3 an eye immediate"y c&anges in not&ing 3"at at t&e s1eed o3 "ig&t re1"aced $y c&anges 0it& t&e times &ere today gone tomorro0 transient $rie3 in an instant vanis& "i<e a dream me"t "i<e sno0 3ading s&ort "ived sudden"y gone in t0o s&a<es in an instant in s&ort order vanis&es 1ut in 1"ace o3 c&ange one@s mind 3ina" c&angea$"e no time 3or 3ade a0ay $urst "i<e a $u$$"e tem1ora" terminate 3or a s&ort time a$ru1t"y gone momentari"y in no time "i<e a s&ot eva1orates ma<e 0ay 3or &a"t sto1

E,am)les of the use of tem)orary )resu))ositions$

Many 1eo1"e# Bust "i<e you >i""# 3ind t&at t&is condition is s&ort "ived. Hou may a"ready &ave noticed &o0 t&e tem1orary $e"ie3 you &ad in t&is "imitation &as a"ready c&anged. Hou may a"ready $e a0are &o0 in an instant somet&ing you t&oug&t you $e"ieved 0it& a"" your &eart can vanis& "i<e a dream and $e re1"aced $y somet&ing tota""y di33erent and 0onder3u" and "asting.

E,ercise$
C&oose 5 or + o3 t&e a$ove 0ords t&at 1resu11ose somet&ing $eing tem1orary and 0rite out statements t&at you 0i"" 3ind use3u" in your area o3 interest. LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL

#EMEMBE# &' A&1 *+#'ETT &'

>ust as t&ere is "anguage t&at 1resu11oses somet&ing as $eing 1ermanent or tem1orary# t&ere is "anguage t&at can $e used to 1resu11ose 1eo1"e 0i"" remem$er or 3orget somet&ing. Esing a simi"ar 1rocess to t&e one Bust com1"eted on 1ermanent and tem1orary 1resu11ositions# com1"ete t&e e.ercises on remem$ering and 3orgetting. #EMEMBE# $ring $ac< to memory re3res& your memory reca"" 1ut in one@s mind 1rom1t to remem$er "asting im1ression retain $earing in mind never $e 3orgotten inde"i$"y im1ressed on your mind 3i.ed in mind <ee1 in mind 1ersist 0it& you *+#'ET dismiss 1ut out o3 mind t&in< not&ing o3 t&in< no more o3 3orget a$out it "et it go don@t give a second t&oug&t to turn a0ay 3rom turn your attention 3rom 1ut8set8"ay aside 3orget to remem$er una$"e to reco""ect una$"e to reca"" "ose sig&t o3 erase 3rom memory s"i1 one@s mind dro1 3rom your t&oug&ts

E,ercise$
C&oose 5 or + o3 t&e a$ove 0ords 0&ic& 1resu11ose somet&ing $eing remem$ered and 0rite out statements t&at you 0i"" 3ind use3u" in your area o3 interest. LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL

LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL

E,ercise$
C&oose 5 or + o3 t&e a$ove 0ords 0&ic& 1resu11ose somet&ing $eing 3orgotten and 0rite out statements t&at you 0i"" 3ind use3u" in your area o3 interest. LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL

The Structure of Magic Presu))ositions

n !or.ing through the follo!ing t!enty nine )resu))ositions from 2The Structure of Magic2 -see the bibliogra)hy/ it !ill be hel)ful to choose s)ecific conte,t or themes !hich !ill allo! you to gain )roficiency !hile develo)ing useful )resu))ositions3 %&e t&eme 2 0i"" use is a/ +ur language creates our reality3 Write your themes in b/ and c/ belo! and !rite your )resu))ositions in the s)ace )rovided under each of the t!enty4nine )resu))ositions belo!3 $) LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL c) LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL 53 Some 6uantifiers (ALL# EAC4# EDE=H# :ME# -E!# MANH# N:NE) Eac& o3 us &as ta"ent t&at ot&ers don@t &ave and eac& o3 us cou"d "earn 3rom one anot&er# don@t you agree. a) $) c) %&ere are a 3e0 1eo1"e 0&o &ave rea""y im1roved t&eir organiAation once t&ey discovered t&at t&ey cou"d create 3uture 1ossi$i"ities t&roug& "anguage distinctions. LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL 73 'eneric &oun Phrases (Noun arguments standing 3or a 0&o"e c"ass) 2 sometimes as< myse"3# C23 great com1anies use t&is stu33. !&y don@t 0e use it &ereK And 2 don@t rea""y <no0 0&y 0e don@t use it# do youK a) $) c) ometimes 2 t&in< a$out t&e great organiAations t&at &ave a"ready "earned to create t&e distinctions t&at t&ey need to $egin to invent t&eir o0n rea"ity. LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL

83 #elative Clauses (Com1"e. noun arguments# statements t&at &ave a noun 3o""o0ed $y a 1&rase $eginning 0it& !4:# !42C4# or %4A%) 2@ve noticed t&at teams 0&o use t&e meeting 3rame0or< ac&ieve more $ecause t&ey <no0 0&at resu"ts t&ey 0i"" &ave at t&e end o3 t&e meeting. a) 2 &ave noticed 1eo1"e and com1anies 0&o conscious"y use "anguage to create ne0 distinctions and ne0 meanings $egin to create a ne0 3uture 3or t&emse"ves# &ave you noticed t&at a"soK $) LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL c) LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL 93Subordinate Clause of Time (6E-:=E# A-%E=# 5E=2N;# A # 2NCE# P=2:=# !42LE# HE%# N:!# A;A2N) A3ter you $egin to use t&ese s<i""s# you 0i"" notice t&at you are a$"e to deve"o1 ra11ort 0it& anyone 0it& tota" ease. a) A3ter 0e &ad deve"o1ed t&e distinction CParadigmsC# 0e 0ere a$"e to $egin to create ne0 1ossi$i"ities 3or t&e com1any. $) LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL c) :3 LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL Cleft Sentences

( entences starting 0it& 2% 2 or 2% !A ) 2t is 1ro$a$"y your inte""igence t&at ena$"es you to "earn ?uic<"y. a) 2t is energiAing to see &o0 as 0e sit and dia"ogue a$out CParadigmsC &o0 0e actua""y $egin to o1en u1 a 0&o"e ne0 0or"d o3 1ossi$i"ities 0e never &ad $e3ore. $) LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL c) LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL

;3 Pseudo Cleft Sentences (2denti3ied $y t&e 3orm o3 C!&at Nsentence) is NsentenceOC.) !&at 0e can "earn is it is good to use 1resu11ositions. a) !&at is so im1ortant a$out creating a com1e""ing 3uture 3or our com1any is t&at 0e are a$"e to create ne0 distinctions t&roug& "anguage# and ne0 meanings# 0&ic& o1en u1 many more 1ossi$i"ities 3or us. $) c) LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL <3 Stressed Sentences (Doice stress) 2 am es1ecia""y interested in t&e :E% %AN52N; resu"ts t&at NLP &as gotten. a) 2t is -AN%A %2C &o0 0e can use our "anguage to create Crea"ityC. $) c) LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL =3 Com)le, Ad>ectives (NE!# :L5# -:=ME=# P=E EN%# P=ED2:E ) Are you &a11y 0it& you 1resent "anguage 1attern "eve"K a) :nce 0e &ave created ne0 distinctions# 0e can never return to t&e o"d 0ay o3 t&in<ing a$out our 3uture. $) LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL c) LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL

?3 +rdinal &umerals (-2= %# EC:N5# %42=5# -:E=%4# AN:%4E=# NEP%) %&e tent& $e"ie3 2 c&anged 0as a$out ....... a) 2@m not sure 0&et&er 0e &ad conscious"y created anot&er distinction $e3ore CParadigmsC 0&ic& a"so &ad c&anged our rea"ity. $) c) LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL 5@3 Com)arative (E=# M:=E# LE ) 5o you <no0 anyone 0&o "earns even 3aster t&an you doK

a) %&e more 0e use "anguage to create ne0 1ossi$i"ities 3or t&e 3uture# t&e more c&anges 0e can ma<e t&at 0i"" actua""y move us to0ard our goa". $) c) LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL 553 Com)arative As (A QQ..A ) !&at e"se gets as many resu"ts as NLP doesK a) 2 don@t <no0 i3 anyt&ing e"se can ma<e as dramatic -c&anges as t&e use o3 "anguage to create our o0n 3uture. $) c) LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL

573 #e)etitive Cue Words (%::# AL :# E2%4E=# A;A2N# 6AC9) And you rea""y &ave done 0e"" again. a) $) c) Again and again 2 &ave seen 1eo1"e and organiAations create "inguistic distinctions 0&ic& tota""y c&anged t&eir 3uture. LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL

583 #e)etitive (erbs and Adverbs (Der$s and adver$s $eginning 0it& CreC 3or e.am1"e =EPEA%E5LH# =E%E=N# =E %:=E# =EPLACE# =ENE!) 23 =ic&ard 6and"er returns $e3ore 2 "eave 2 0ant to ta"< to &im. a) $) c) !e can re1eated"y im1rove 0&at 0e are and 0&ere 0e are $y s1ea<ing a$out ne0 1ossi$i"ities. LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL

593 6uantifiers (:NLH# EDEN# EPCEP%# >E %) 2t@s not Bust a$out smo<ing# is itK
a)

2t is not Bust a$out dia"ogueG itRs a$out deve"o1ing common "anguage and no0 "anguage t&at o1ens u1 ne0 1ossi$i"ities. LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL

$) c)

5:3 Change of Time (erbs and Adverbs (6E;2N# EN5# %:P# %A=%# C:N%2NEE# P=:CEE5# AL=EA5H# HE%# %2LL# ANHM:=E) !&en you $egin to use my materia"# you 0i"" start to get su1erior resu"ts. a) :nce 0e &ave created a ne0 com1e""ing 3uture $y deve"o1ing ne0 distinctions and ne0 o11ortunities# 0e need to continue to im1rove our a$i"ity to do t&at at even a 3aster rate. $) c) LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL 5;3 Change of State (erbs (C4AN;E# %=AN -:=M# %E=N 2N%:# 6EC:ME) 2t 0ou"d $e ?uite a trans3ormation i3 0e set u1 a 1ermanent re-engineering team no0# 0ou"dn@t itK a) 4ave you noticed &o0 understanding t&e distinction CParadigmsC &as a"ready $egun to trans3orm 0&at 0e doK $) c) LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL 5<3 *active (erbs and Ad>ectives (:55# A!A=E# 9N:!# =EAL2SE# =E;=E%# 6EL2EDE# PLEA E5) Are you a0are o3 &o0 ?uic<"y you &ave $eing "earning to use 1resu11ositionsK a) Are you are a0are o3 &o0 ?uic<"y t&e creation o3 CParadigmsC &as o1ened u1 ne0 1ossi$i"ities 0e didn@t &ave 0it& CContinuous 2m1rovementC. $) c) LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL

5=3 Commentary Ad>ectives and Adverbs (LEC9H# -:=%ENA%ELH# -A= :E%# :E% :- 2;4%# ;=::DH# 4APP2LH# NECE A=2LH# =EMA=9A6LE# 2NN:CEN%LH) 5on@t you t&in< t&at your "anguage a$i"ity is remar<a$"eK a) ome 1eo1"e 3ind it sur1rising t&at "anguage and "inguistic distinctions can ma<e suc& a di33erence to our 3uture. $) c) LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL 5?3 Counterfactual Conditional Clauses (Der$s &aving su$Bective tense) 23 you &ad used "anguage 1atterns 0e""# you cou"d &ave ac&ieved even $etter resu"ts. a) 23 0e &ad used "anguage to create ne0 distinctions during our trans3ormation 0e cou"d &ave made many more c&anges. $) c) LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL 7@3 Contrary to E,)ectation ( 4:EL5) 23 you s&ou"d &a11en to not understand# 2 can e.1"ain t&is to you. a) 23 you s&ou"d &a11en to not understand &o0 "anguage creates our rea"ity# 2 can e.1"ain it to you. $) c) LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL

753 Selection #estriction 23 my 1ro3essor gets 1regnant# 2@"" $e very &a11y. !&en you $egin to use 1resu11ositions# t&en you 0i"" $e a muc& $etter communicator. a) !&en 1eo1"e in our com1any $egin to rea"iAe &o0 im1ortant it is to use "anguage to create t&eir rea"ity# t&en 2@"" $e &a11y. $) c) LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL 773 6uestions !&at are t&e stac<s and stac<s o3 resu"ts t&at NLP &as gottenK a) 4o0 does <no0ing t&at 0e create our o0n rea"ity t&roug& our "anguage ma<e you 3ee" t&at you are more in contro" o3 your "i3eK $) c) LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL 783 &egative 6uestions Are you not t&e to1 management consu"tant com1any in Ca"garyK a) Are you not creating your o0n 1ossi$i"ities t&roug& 0&at you say and t&in<K $) c) LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL

793 #hetorical 6uestions !&o cares i3 0e s&o0 u1 or notK !&at di33erence does it ma<e i3 0e so"ve t&e 1ro$"emK a) $) c) !&o cares 0&at 0e did in t&e 1astK !e can no0 .......... LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL 7:3 S)urious &ot 2 0onder i3 you are not a"ready more con3ident t&an mostK a) 2 0onder i3 you are not a"ready certain t&at t&e distinctions 0e create determine $e"ieve is 1ossi$"e in t&e 3utureK $) c) 0&at 0e

LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL

7;3 Pro)er &ames Mary is coming 3or su11er. (Mary e.ists) a) >im e"man is e.ce""ent at creating c"ear distinctions. $) c) LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL 7<3 Pronouns 2 sa0 &er in to0n. (A 3ema"e e.ists) a) 2t 0ou"d $e great i3 s&e cou"d create ra11ort as 0e"". $) c) LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL

7=3 1efinite 1escri)tions 2 "i<ed t&e man 0it& t&e red 4onda. (A man 0it& a red 4onda e.ists). a) $) c) 2 "i<e t&e 0ay &e ma<es suc& c"ear distinctions $et0een o1inions# o1tions and o$Bectives. LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL 7?3 Change of Place (erbs (C:ME# ;:# LEADE# A==2DE# 5EPA=%# EN%E=) 23 you arrive a3ter 2 "eave# go to t&e mote". a) !&en you arrive at t&e conc"usion t&at 0e do create our 3uture $y t&e "anguage 0e s1ea< t&en 2 0i"" &ave done my Bo$. $) c) LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL

E,ercise$
1) 2n grou1s o3 3 1ractice t&e use o3 t&e *7 tructure o3 Magic Presu11ositions. A c&ooses a t&eme t&at t&ey 0ou"d "i<e to &ave 3or t&emse"ves or 1ersuade ot&ers is t&e case. 6 and C eac& 1resu11ose t&is is t&e case using any o3 t&e *7 1resu11ositions - one at a time. A# 6 and C s0itc& 1ositions. E.am1"e t&emes' My communication 1rogram gets resu"ts. 2 can "earn to s1ea< in 1u$"ic very easi"y. 2 &ave t&e resources 2 need to so"ve t&is 1ro$"em.

*) %&e use o3 1resu11osition is e.treme"y 1o0er3u" and t&e more t&at you 1ractice t&eir use t&e more success you 0i"" &ave in using t&em. Pic< any ot&er im1ortant t&emes 3rom one or more areas in your "i3e and create 1resu11ositions using any o3 t&e t0enty-nine 1resu11ositions t&at 0i"" $e use3u" in ac&ieving 0&at you and ot&ers 0ant. LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL

S)ea.ing About Presu))ositions Every sentence t&at you s1ea< contains a noun and a ver$# so# 0it& eac& sentence you s1ea< you actua""y 1resu11ose t&at somet&ing e.ists (noun) in t&e 1ast# 1resent or 3uture' you a"so 1resu11ose t&at some action did or did not ta<e 1"ace# is or is not ta<ing 1"ace# or 0i"" or 0i"" not ta<e 1"ace. ;reat communicators <no0 &o0 to use t&is to t&eir advantage. Hou may a"ready &ave noticed t&at 1eo1"e 0&o understand and use 1resu11ositions are more e33ective t&at t&ose 0&o do not use t&em. 2t is "i<e"y t&is 3act t&at ma<es =ic&ard 6and"er as 1o0er3u" a communicator as &e is. !&at 0e can "earn 3rom t&is is t&e more 0e understand# 1ractice and use 1resu11ositions# inc"uding ver$ tense s&i3ts# t&e $etter our resu"ts 0i"" $e. And 0e are interested in ac&ieving :E% %AN52N; resu"ts# are 0e notK Are you &a11y 0it& your 1resent understanding o3 "anguage 1atternsK 23 you are not# t&e 3irst ste1 you need to ta<e is to ta<e eac& "anguage 1attern and 1ractice it over and over unti" it &a11ens at an unconscious "eve". %&e more you 1ractice t&e more success you 0i"" &ave &ad. 2 don@t <no0 0&at gets you as many resu"ts as 1racticing does. !&en you &ave re1eated"y com1"eted 0&at 2 &ave suggested# you 0i"" <no0 e.act"y 0&at 2 mean. !e are not Bust ta"<ing a$out im1roving your "anguage s<i""s 0e are ta"<ing a$out tota""y c&anging your e33ectiveness in everyt&ing t&at you do. !&en you $egin to use t&e materia" inc"uded in t&is 0or<s&o1# you 0i"" start to get su1erior resu"ts. 2t may $e even more trans3ormative t&an you t&in<. Hou may a"ready $e a0are o3 &o0 ?uic<"y t&is trans3ormation &as ta<en 1"ace. -ortunate"y# "earning to use "anguage 1atterns is remar<a$"y easy. 2t is sur1rising &o0 many 1eo1"e say# 23 you &ad used "anguage 1atterns 0e""# you cou"d &ave ac&ieved even $etter resu"tsC and yet so 3e0 ta<e t&e time to do t&at. 23 you s&ou"d not $e"ieve t&at# 2 0ou"d $e sur1rised. !&en you $egin to use 1resu11ositions# t&en you 0i"" $e a muc& $etter communicator. !&en cou"d $e a $etter time to $egin e.tra 1ractice t&an rig&t no0K Are you not a"ready doing Bust t&atK 23 you are or i3 you are not# 0&o is to say 0&et&er t&at is a11ro1riate or notK 2 0onder i3 you are not a"ready more 1ro3icient t&an you <no0 you areK >o&n ;rinder a"0ays said 0e <no0 muc& more t&an 0e t&in< 0e <no0# you <no0. 2n 3act &e actua""y em1&asiAed unconscious "earning over conscious "earning. :t&er 1eo1"e 0&o &ave studied 0it& Mi"ton Eric<son say t&e same t&ing. 23 you arrive at t&is conc"usion# t&en you are in good com1any.

%&e a$ove *7 sentences are actua""y e.am1"es o3 using t&e *7 tructure o3 Magic Presu11ositions and demonstrate &o0 t&ey can $e used in descri$ing 0&at you are 0riting or ta"<ing a$out. entence one is an e.am1"e o3 1resu11osition oneG sentence t0o o3 1resu11osition t0o and so on unti" a"" 1resu11ositions &ave $een inc"uded in t&e order t&ey a11ear in t&e 1receding 1ages. %&in< o3 t&e 1o0er you 0i"" &ave 0&en you re1eated"y use t&em in any order and in any com$ination. Notes' LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL

Submodalities !e ta<e e.terna" in3ormation in t&roug& our 3ive senses. 2n NLP t&is is re3erred to as re1resentation systems or moda"itiesG visua" (see)# auditory (&ear)# <inest&etic (3ee")# o"3actory (sme"")# and gustatory (taste). Later# =ic&ard 6and"er discovered t&at t&e meaning o3 a su$Bective e.1erience 0as direct"y re"ated to su$moda"ities. u$moda"ities are t&e di33erent com1onents o3 moda"ities or re1resentation systems. -or e.am1"e# in t&e visua" moda"ity t&e com1onent e"ements inc"ude' 0&et&er t&e 1icture is $"ac< and 0&ite or co"or# &o0 c"ose t&e image is# t&e $rig&tness# t&e "ocation o3 t&e 1icture# t&e siAe# t&e contrast# t&e 3ocus etc.. ee t&e $i$"iogra1&y 3or $oo<s containing a more com1"ete e.1"anation o3 su$moda"ities and &o0 t&ey are used to c&ange su$Bective e.1erience. %&e 1rinci1"e is t&at i3 a 1erson varies some o3 t&e su$moda"ities# t&eir e.1erience 0i"" a"so c&ange. -or e.am1"e# a genera"iAation 3or most 1eo1"e is t&at as t&e 1erson ma<es t&e visua" image c"oser and $rig&ter# t&e intensity o3 t&e 3ee"ing a$out t&e imagined situation increases. C&anging some su$moda"ities# ca""ed drivers# 0i"" ma<e maBor c&anges in e.1erience. C&anging ot&er su$moda"ities 0i"" &ave very "itt"e or no e33ect. !&ic& su$moda"ities ma<e maBor c&anges and 0&ic& do not varies 0it& eac& individua". %&ere3ore# eac& individua" must $e Cca"i$ratedC to 3ind t&e driving su$moda"ities. %&e ne.t section o3 t&e 0or<s&o1# 1rovides "anguage t&at may $e used and Cca"i$ratedC to determine 0&at c&anges are created in anot&er@s (or your o0n) su$Bective e.1erience. %&e 3o""o0ing "anguage s&i3ts t&e su$moda"ities o3 s1ace' a$ove a""# t&at across add more against a"ong side a"ong# 0it& amidst# among a1art# 3rom# o3 around ascending aside# 3rom# o3 $ac<# to# o3 $ecome 1anoramic $e&ind# a"" $e"o0# a""# t&at $eside $et0een $eyond $igger $"o0 over $ottom $ring toget&er c"ear# o3# out c"ose do0n c"oser come u1 to com1ress condense continue 3or0ard cram1

disa11ear# 3rom# to disso"ve distance dou$"e# u1 do0n# to dra0 in dro1 du1"icate d0ind"e e.1and your &oriAons e.tend 3ade a0ay 3a"" o33 3"ic<er# o33# out 3rom a$ove 3rom $e&ind 3rom $eneat& 3rom $et0een 3ront get c"ear go $ac< go $e&ind go $y go over to1 o3 gone $y &a"3# &a"30ay &a"t &oriAonta" identica" immense

in 1"ace o3 increase indistinguis&a$"e inside# t&at# o3 instead o3 into <ee1 a$reast <ee1 a0ay <ee1 going 3or0ard <ee1 o33 "eave it and go on "essen "et everyt&ing dro1 "oo<out over ma<e a$sent midd"e missing move 3or0ard move rig&t a&ead on to o1en u1 o11osite# to# o3 out o3 reac& out o3 t&e 0ay out# o3# to outside o3 over"a1 overcome over&ead over"ay

1ast 1ea< 1ic< u1 1o1 u1 1utting aside rear reduce# in siAe# t&e siAe remote re1eat# t&at re1"ace# t&at run over set at rest s&rin< it do0n s&rive" it u1 side $y side sma""er some0&ere to t&e side s1"it s1read out sto1 stretc& termina" 1oint terminate too $ig turn inside out turn into

E,am)les of %sing Presu))ositions of S)ace$ As you "oo< at t&at# no0# and $egin to rise a$ove a"" t&at# &o0 is it automatica""y di33erent 3rom $e3oreK As you t&in< a$out t&at# no0. !&at is t&e so"ution t&at moves you across t&e 1ro$"em to a ne0 0ay o3 seeing itK !&en you "oo< at yourse"3 as a "itt"e gir"# &o0 is it di33erent 0&en you add t&e resources t&at you &ave# no0# to &erK Hou may 3ee" as i3 you are against t&e 0a"" 3 !&at 0ou"d t&at $e "i<e to &ave t&at disa11ear# no0K

!&at i3 you cou"d sense t&at a"ong side o3 every 1ro$"em is a so"ution# in 3act# many so"utions# 0ou"dn@t t&at $e a"" rig&tK Amidst a"" your 1ro$"ems are t&e so"utions you re?uire to so"ve t&em# no0. Among a"" t&e so"utions to your 1ro$"em# 0&ic& do you t&in< 0i"" 0or< $est# no0K A1art 3rom t&at one o$Bection# 0&at is it a$out t&e 1roduct t&at you "i<eK As you see yourse"3 doing t&at no0# you may $egin to see your 3riends a"" around you# ready to &e"1 you# no0# ac&ieve 0&at you 0ant. Putting t&at aside 3or a 0&i"e and noticing &o0 you can re1"ace it 0it& somet&ing so muc& $etter# doesn@t t&at 3ee" goodK Are you a$"e to sense 0&at is $ac< o3 a"" t&at no0K E,ercise$ 2n grou1s o3 3 deve"o1 sentences t&at use 0ords81resu11ositions to s&i3t su$moda"ities o3 s1ace. 5eve"o1 your 1resu11ositions in res1onse to common "imitations and8or res1onses t&at occur in your everyday concerns. A states a "imitation or a concern. C2@d "i<e to "et you ta<e on t&is 1roBect $ut 0e a"ready &ave too muc& 0or< 3or you to do.C 6 and C eac& deve"o1 1resu11ositions t&at c&a""enge t&e statement in a 0ay t&at moves in t&e desired direction. C2@m on"y as<ing 3or t&e o11ortunity to sto1 and set aside 0&at 0e are current"y doing "ong enoug& to consider &o0 doing t&is e.tra 0or< 0i"" actua""y reduce t&e "arge 0or<"oad do0n to somet&ing t&at can $e easi"y &and"ed.C A notes &o08i3 t&is c&anges t&eir e.1erience. A# 6 and C s0itc& 1ositions. ;rou1s re1ort $ac< 0&at 0or<ed 0e"" and 0&at did not.

Alternative E,ercise$ Esing some or a"" o3 t&e a$ove 0ords and 1&rases# e.1eriment to determine 0&ic& o3 t&e 0ords &ave t&e most e33ect on c&anging your su$Bective e.1erience. E.am1"e' %&in< o3 somet&ing t&at is mi"d"y un1"easant. !&i"e you t&in< o3 t&at# notice your e.1erience as you set t&at aside and t&in< o3 somet&ing 1"easant. No0 re1eat t&is 0it& t&e ot&er 0ords and 1&rases. E,ercise$ 2n t&e s1ace $e"o0 0rite out some 1resu11ositions t&at a33ect su$moda"ities o3 s1ace 3or an im1ortant t&eme in your "i3e.
LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL

Words that affect submodalities of time$ a$ru1t"y acce"erate a3ter age"ess a"" day "ong a"ready anytime no0 as# as "ong as as o3ten as as soon as as soon as you "i<e as sure"y as at t&e same time automatica""y $e3ore $eginning $eginning o3 t&e end $rie3"y $y t&e time t&at carry t&roug& cease c"osure come8dra0 to a c"ose conc"ude consecutive continuing 0&enever continuous de"ay die out disso"ution drag on during e"a1se end end o3 t&e matter end"ess every time 3ina" stage 3ina"e 3ina""y 3inis& 3or t&e 1resent 3re?uent 3rom day to day 3rom no0 on &a"t &ere# no0 &ere today gone tomorro0 in due time in t&e 3uture in t&e meantime in t&e 1ast instantaneous"y <ee1 time "ast# "ate"y "atter end "i<e ne0 "ive t&roug& "ong a0aited "oo< a&ead# "oo< $ac< ma<e time 3"y mar< time mean0&i"e moment $y moment near 3uture never never-ending ne0ness ne.t time no sooner t&an not no0 no0 o3ten over and done 0it& 1ass a0ay 1ast 1eriodic 1er1etua""y 1eter out 1rogressive 1ro"ong ?uic<"y reoccurrence re1eating restart round t&e c"oc< run its course se?ue" se?uence s&ort term since soon s1an s1eed u1 stand sti"" sti"" sto1 successive sudden"y terminate t&e day t&at t&e entire time t&e &our t&at t&e mont& t&at t&e time t&at t&en t&erea3ter time out time u1 unti" 0ait 0ant to 0&en# 0&ere 0&i"e 0ou"d $e yet

E,ercise$
2n grou1s o3 3 deve"o1 sentences t&at use 0ords81resu11ositions to s&i3t su$moda"ities o3 time. 5eve"o1 your 1resu11ositions in res1onse to common "imitations and8or res1onses t&at occur in your everyday concerns. A states a "imitation or a concern. 6 and C eac& deve"o1 1resu11ositions t&at c&a""enge t&e statement in a 0ay t&at moves in t&e desired direction. CHou may notice &o0 a$ru1t"y your t&in<ing a$out t&is c&anges to somet&ing t&at &as &a11ened 0&ic& is muc& more 1"easant.C A notes &o08i3 t&is c&anges t&eir e.1erience. A# 6 and C s0itc& 1ositions. ;rou1s re1ort $ac< 0&at 0or<ed 0e"" and 0&at did not.

Alternative E,ercise$
Esing some or a"" o3 t&e a$ove 0ords and 1&rases# e.1eriment to determine 0&ic& o3 t&e 0ords &ave t&e most e33ect on c&anging yours and ot&ers su$Bective e.1erience. E.am1"e' %&in< o3 somet&ing t&at is mi"d"y un1"easant. CHou may notice &o0 a$ru1t"y your t&in<ing a$out t&is c&anges to somet&ing t&at &as &a11ened 0&ic& is muc& more 1"easant.C

E,am)les %sing Presu))osition of Time$

ooner or "ater it is a"0ays success3u". A3ter you &ave ta<en a dee1 $reat&# you $ecome muc&# muc& ca"mer. And you may continue to 3ee" t&is re"a.ed a"" day "ong# today and everyday. Are you $eginning to see &o0 you can use your mind to ma<e c&anges yet# or is it somet&ing you can e.1ect in t&e near 3uture. Hou may a"ready &ave made t&e c&anges and $e3ore you a""o0 t&ose c&anges to $ecome 1ermanent# 0&at is one more resource t&at you can add to a"" your ot&er resources t&at 0i"" ma<e t&e c&anges a$so"ute"y 1er3ectK Hou may# in t&e 1ast# &ave t&oug&t t&at t&ings tended to drag on $ut no0 t&e time $et0een 0&en you t&in< o3 an idea and 0&en you 1ut t&at idea into action $ecome a"most simu"taneous# i3 not simu"taneous. %&at is a"" rig&t isn@t itK

%&e s1eed at 0&ic& you run t&at movie $ac<0ards acce"erates eac& time you do it# so as you do t&at 5 or + timesG notice &o0 t&at &a11ens automatica""y.

E,ercise$
2n t&e s1ace $e"o0 0rite out some 1resu11ositions t&at a33ect su$moda"ities o3 time 3or an im1ortant t&eme in your "i3e.
LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL

+ther !ords and )hrases that affect submodalities$

act out add to t&e 1i"e o3 at t&e s1eed o3 "ig&t $ad taste $ecome e.tinct $e"ongs to t&e 1ast $"o0 over $oundary $rea< u1 $ring toget&er $rin< cance"ed c"ear u1 c"ose c"ose at &and c"ose do0n concave# conve. crac< cro0ning don@t $e con3used dou$"e# du1"icate dro1 easy come easy go edge enduring 3ade 3aster 3ee" yourse"3 3ine tune 3"ic<er 3oggy 3or $etter or 3or 0orse 3oresee

give 0eig&t to go $y gradua" grinding to a &a"t &ang-u1 &ear yourse"3 say identica" immense in t&e same $reat& increase t&e tem1o Bust around t&e corner <ee1 in mind <ee1 in t&e $ac< o3 your mind "a1se "ast $ut one "eave it and go on "ies a&ead "imit"ess "ingering "oo< 3or0ard "oo< over# "oo<out "um1 everyt&ing toget&er ma<e an e.ce1tion ma<e it e?ua" ma<e it t&e same ma<e no distinction mu"ti1"y never ending ne.t on t&e "ist no0 or never out"oo< over"oo< 1ass $y 1ic< out 1"ay $ac< 1"ay out ?uic<er re"ease remain re1etition re1"ay restart return to

revert to revie0 ro"" into one same 3or everyone see it out see no di33erence see t&e di33erence see yourse"3 se"ect set at rest sett"ed sing"e s"i1 a0ay s"o0 do0n s"o0er sort out sort 0&at@s im1ortant 3rom 0&at@s not sounds t&e same s1eed u1 s1inning s1"it standing sti"" s0itc& o33 ta<e a turn 3or t&e t&e "ast 0ord tie you in <nots too coarse touc& and go turn a $"ind eye to turn into# turn u1 t0in<"e t0o 3aced t0o-3o"d u"timate un-measura$"e indistinguis&a$"e vagueness vanis& verge 0ind-u1 0it&out "imit a$ove and $eyond 0or<ing t&roug& at once

$ac< and 3ort& $ac< a0ay $"ac< out $rea< u1 $ring $e3ore $ring out $ring to mind carry a0ay cast a0ay c"ose in come toget&er come to mind come u1 against standing at t&e edge a$reast at any rate at random $ac<ground turn it around $"o0 u1 $ring u1 $ring c&anges $ring around $rus& aside carry out center c"ose o3 come t&roug& come to not&ing come u1on s"o0 do0n and create t&e s1ace to Q advance at a stand sti"" at t&e same time 3oreground $it $y $it $rea<t&roug& $ring do0n $ring 3or0ard $ring to 1ass co""a1se come to "ig&t come to 1ass

E,am)les %sing +ther Language to Shift Submodalities$

As you t&in< a$out t&at no0# &o0 is it t&at you act out 0&at is 1ossi$"e 3or you. %&is is one more reason to add to t&e stac< o3 ot&er reasons to go a&ead and 1urc&ase t&is 1roduct. Notice &o0 t&ings t&at used to $e"ong in t&e 1ast can come 3or0ard# ?uic<"y c&ange and return to t&e 1ast 0&ere t&ey $ecome a resource.

E,ercise$
-o""o0ing t&e 1revious e.ercises given 3or using 0ords and 1&rases t&at a33ect s1ace and time# e.1eriment 0it& t&e a$ove 0ords and notice t&eir e33ect on su$Bective e.1erience. 2n t&e s1ace $e"o0 0rite out some 1resu11ositions t&at a33ect su$moda"ities 3or an im1ortant t&eme in your "i3e using t&e a$ove 0ords and 1&rases.
LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL

LEDEL :- A6 %=AC%2:N
Muc& o3 1eo1"e@s miscommunication is a resu"t o3 individua"s communicating at di33erent "eve"s o3 a$straction. ome 1eo1"e t&in< in terms o3 t&e C$ig 1ictureC or very a$stract ideas and t&oug&ts 0&i"e ot&ers 1re3er to t&in< in Cconcrete termsC and 1ay attention to detai"s and s1eci3ics. 6eing a$"e to recogniAe t&e "eve" o3 a$straction 0&ere ot&ers are ta"<ing and $eing a$"e to matc& or 1ace t&at "eve" o3 a$straction 0i"" resu"t in im1roved communication. A3ter reac&ing agreement on t&at "eve" o3 a$straction# mutua" outcomes can t&en $e ac&ieved $y "eading t&e conversation "atera""y# to t&e more concrete or $y staying at t&e 1resent "eve". Communication may continue to move ?uic<"y 3rom t&e a$stract to t&e concrete or 3rom t&e concrete to t&e a$stract. 4o0ever# recogniAing and uti"iAing t&e "eve" o3 a$straction on 0&ic& t&e conversation is ta<ing 1"ace 0i"" great"y im1rove communication. %&e Mi"ton Mode" or &y1notic "anguage# 0&ic& is addressed in t&is 0or<s&o1# moves t&e conversation to0ards t&e a$stract. %&e Meta Mode"# a"so covered in t&is 0or<s&o1# moves t&e conversation to0ards t&e more s1eci3ic or concrete. :ne 0ay to use t&e "eve"s o3 a$straction is to move to t&e more a$stract to o$tain agreement among 1arties and t&en gradua""y move do0n to more s1eci3ics once agreement &as $een reac&ed. ome 1eo1"e actua""y 0i"" not re?uire t&at more concrete detai"s $e 1rovided $ecause t&ey are com3orta$"e 0it& t&e am$iguity. :t&er 1eo1"e 0i"" re?uire great detai". %&ere3ore# reac& agreement on t&e "arger a$stract idea and t&en 1rovide on"y t&e detai"s re?uired. 2n NLP 0e c&ange "eve"s o3 a$straction $y c&un<ing u1# c&un<ing do0n or c&un<ing "atera""y.

%&e 3o""o0ing diagram is an e.am1"e o3 &o0 to use c&un<ing u1# c&un<ing do0n# or moving "atera""y.

E"E#C SE$

%&is e.ercise 1rovides 1ractice recogniAing and c&anging "eve"s o3 a$straction. %&e e.ercise is com1"eted in grou1s o3 3 (A# 6 M C). A"ternate"y t&e e.ercise can $e 1racticed individua""y. A - t&in<s o3 or 1oints to an o$Bect (noun) suc& as CtreeC C - 1oints u1 CC&un< E1C# 1oints do0n CC&un< 5o0nC# or 1oints "atera""y CC&un< Latera""yC 6 - res1onds $y giving an e.am1"e o3 t&e a11ro1riate "eve" o3 a$straction. -or E.am1"e'

Levels of Abstraction
BIG PICTURE THINKING OR ABSTRACT THINKING
ABSTRACTION CONTROLS THE SPECIFIC AMBIGUOUS INCLUDES THE SPECIFIC OVERWHELM MEANS TAKING TOO BIG OF CHUNKS INTUITION
What is this an exam !e "#$ Wh%$ F"& 'hat (& "se ))) $

E*ISTENCE MOVEMENT TRANSPORTATION TRAINS AIRPLANE C!asses an+ Cate,"&ies -AGUAR ACCORD L* SEDAN HONDA PRELUDE EI / DOOR CARS BOATS Pa&ts WHEELS HUB CAPS LUG NUTS THREADS BOD. BUSES

DETAILED OR SPECIFICS THINKING MAKING DISTINCTIONS NIT PICKING MEANS TOO SMALL CHUNKS AND POLARIT. THINKING SENSING
What a&e exam !es "# this$ What s e0i#i0a!!%$ H"' s e0i#i0a!!%$ What is a a&t "# this$ H"' +" %"( 1n"' that$ What st" s %"( #&"m 22222222$

L+' CAL LE(ELS +* SASTEMS %&e use o3 "ogica" "eve"s o3 systems in NLP 2nterventions is $eyond t&e sco1e o3 t&is "anguage 0or<s&o1. !&at 0i"" $e covered is t&e use o3 "anguage to recogniAe t&e "eve" as 0e"" as t&e use o3 "anguage to raise a 1erson@s e.1erience one or more "ogica" "eve"s. %&e 3o""o0ing c&art s&o0s t&e "ogica" "eve"# t&e "anguage t&at can $e used to recogniAe 0&ic& "ogica" "eve" is $eing discussed and t&e ?uestions t&at corres1ond to t&at "eve". Logical level "niversal S#ste$ or S%irit al I&entit# 'al es (eliefs 7a!(e an+ Princi%les Ca a6i!ities3I 0an Beha7i"&s En7i&"nment Lang age 3Oneness3 4I am5 I 6e!ie7e an+ Wh%$ 'i!! a0t ( "n3 H"'$ 4I +"5 3M% '"&!+3 What$ Whe&e$ When$ ! estion Wh" E!se$ Wh"$

%&e 3o""o0ing is an e.am1"e o3 &o0 t&e "ogica" "eve"s o3 systems can $e used in t&e conte.t o3 0or<. -irst as< - @!&at is t&e conte.t 2 am consideringKC %&e conte.t &ere o3 course is 0or<. As<' C2n your 0or< 0&at is t&e environment t&at you 0ou"d "i<e to &ave t&at 0ou"d em1o0er you to o$tain your 0or< goa"sKC !&en a 1erson res1onds t&ey 0i"" use "anguage t&at re3"ects t&e "eve" o3 environment. 2t 0i"" inc"ude 0ords "i<e' "ig&ting# com1uters# 3a.# te"e1&one# 3urniture# access to 0&at in3ormation# access to 0&at resources.C 1

C&e+it has 6een ,i7en t" G&e,"&% Bates"n #"& +e7e!" in, the !",i0a! !e7e!s "# s%stems) In NLP9 R"6e&t Di!ts has 6een the n(m6e& "ne &" "nent an+ +e7e!" e& #"& the (se "# 3Ne(&"!",i0a! Le7e!s3) See the Bi6!i",&a h% #"& 6""1s 6% R"6e&t Di!ts)

As<' C!&at is t&e behavior t&at you 0i"" $e 1&ysica""y doing or 0&at actions 0i"" you $e ta<ing to ac&ieve your 0or< goa"s. !&at interna" <inest&etic 3ee"ings 0i"" you $e &avingKC %&e res1onse &ere 0i"" $e "anguage t&at re3"ects t&e "eve"s o3 $e&avior. 2t 0i"" $e simi"ar to C2 0i"" $e re"a.ed and com3orta$"e as 2 move a$out my o33ice 0or<ing on my com1uter to access in3ormation and to send in3ormation to my c"ients. 2 notice t&e com3ort $y a 3ee"ing o3 re"a.ation rig&t &ere in my c&est.C As<' C!&at ca)ability 0i"" you need in order to do t&ese $e&aviorsKC %&e res1onse &ere 0i"" $e "anguage t&at re3"ects t&e "eve" o3 ca1a$i"ity. !ords suc& as Ccom1uter s<i""s# organiAationa" e33ectiveness <no0"edge# a$i"ity to 3ind in3ormation# inter1ersona" s<i""s# NLP s<i""s# etc.C 0i"" $e used. As<' C!&at beliefs and values do you need to su11ort t&ese ca1a$i"itiesKC %&e res1onse 0i"" inc"ude "anguage t&at re3"ects $e"ie3s and va"ues. Language 0i"" $e simi"ar to C2 can "earn 0&at 2 need to <no0. NLP is va"ua$"e and 0i"" &e"1 me in doing my $usiness. =e"ations&i1s are im1ortant to me.C Etc. As<' C!&at is your identity in re"ations&i1 to 0or<KC %&e "anguage used 0i"" re3"ect identity and 0i"" $e simi"ar to C2 am an e.ce""ent communicator. 2 am a "earner. 2 am a NLPer# etc.C. (A meta1&or may $e given as a 1o0er3u" 0ay to identi3y a"" as1ects o3 identity) As<' C!&at is t&e 0&o"e unifying system in 0&ic& you 0or<K %&in< systemica""y. !&o e"seK !&at are a"" t&e e.terna" re"ations&i1s you need to considerKC %&e res1onse 0i"" $e "anguage t&at re3"ects t&e uni3ying system. 2t 0i"" $e simi"ar to C!&at is t&e mutua" re"ations&i1 $et0een t&e ot&er individua"s# teams# de1artments# units# divisions# $usiness units# cor1orate &ead?uarters# customers# customers@ customer# t&e industry# ot&er industries# nationa""y# internationa""y# and g"o$a""y@# etc.

%&e 3o""o0ing e.am1"es s&o0 &o0 to use "anguage to recogniAe and t&en move $et0een "ogica" "eve"s o3 systems. %&is 3irst e.am1"e s&o0s t&e use o3 "ogica" "eve"s in a conversation a$out a "imitation.
tatements C"ient 2 cannot ta"< in 3ront o3 grou1s Limitation =es1onse o it &as $een your e.1erience t&at ' you &ave &ad di33icu"ty ta"<ing to grou1s. Leve" Ca1a$i"ity Put "imitation in t&e 1ast. :1en u1 1ossi$i"ity 3or c&ange.

=es1onse !&at 0ou"d it ta<e 3or you to $e"ieve Move to t&e $e"ie3 "eve". !&at $e"ie3s are "imiting. ' t&at you are a$"e to ta"< in 3ront o3 grou1s. C"ient 2 don@t t&in< 2 0i"" ever $e a$"e to ta"< Limiting $e"ie3. to a "arge grou1. =es1onse Ese a tec&ni?ue to c&ange t&e $e"ie3 2ntervention at t&e $e"ie3# identity or s1iritua" "eve". or to identi3y t&e im1rinting e.1erience# etc. %&is ne.t e.am1"e s&o0s t&e use o3 "ogica" "eve"s in a conversation a$out resources. tatements =esource' 2 am a$"e to re"ate to 1eo1"e =es1onse' o you are a Cre"atorC Leve" Ca1a$i"ity 2nsta"" t&e resource at t&e identity "eve".

2n using "anguage to move u1 to a &ig&er "ogica" "eve" do t&e 3o""o0ing' A. 2denti3y t&e "ogica" system "eve" 6. !&at cou"d you say i) to $egin to 0or< on t&e "imit at a &ig&er "ogica" "eve"K :r ii) to 1resu11ose a resource $eing at a &ig&er "eve" or to ma<e t&e resource a 1art o3 t&e 1ersonRs identityK

E"E#C SE$ 2n grou1s o3 t&ree# 1ractice recogniAing t&e correct "ogica" "eve" and res1onding in a 0ay t&at moves t&e conversation one or t0o "eve"s &ig&er. i) ii) A states a "imitation or a resource at any "ogica" "eve". 6 si"ent"y recogniAes t&e "ogica" "eve" and res1onds 0it& a statement 0&ic& raises t&e communication one or t0o "ogica" "eve"s &ig&er. iii) C acts as o$server and indicates t&e t0o "eve"s used in t&e communication. CA 0as at a $e&avior "eve" and 6 moved to a $e"ie3 and va"ue "eve".C iv) C&ange ro"es. LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL

The Milton Model and +ther By)notic Language Patterns

%&e Mi"ton Mode" a""o0s you to use "anguage t&at is art3u""y vague so t&at c"ients can give it a meaning t&at is a11ro1riate 3or t&em. %&e Mi"ton Mode" can $e used to 1ace and "ead a 1erson@s rea"ity# distract and uti"iAe t&e conscious mind and to access t&e unconscious and t&e 1erson@s resources. Patterns o3 4y1notic %ec&ni?ues o3 Mi"ton 4. Eric<son M.5..# Do"umes 1 and * and %a1roots are t&ree e.ce""ent $oo<s e.1"aining Mi"ton Eric<son@s "anguage 1atterns. %&e 3irst t&ree e.am1"es o3 eac& o3 t&e 3o""o0ing "anguage 1atterns 0i"" i""ustrate t&e use o3 t&at 1attern on eac& o3 t&ese t&ree t&emes' a) %a<ing t&is seminar 0i"" ma<e 1ervasive c&anges in your "i3e. $) Hou s&ou"d &ire my communications 3irm. c) NLP is t&e 0or"d@s greatest communication mode". As in t&e 1revious e.ercises 0rite your t&eme in d) and e) and 0rite an a11ro1riate &y1notic statement 3or eac& o3 t&e 3o""o0ing "anguage 1atterns. d) e) LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL

53 Mind #eading ( tatements t&at c"aim to &ave t&e a$i"ity to <no0 0&at someone e"se is t&in<ing or 3ee"ing) a) 2 <no0 t&at you are t&e ty1e o3 1erson 0&o 0ants to $e rea""y success3u". 2 a"so <no0 t&at t&is seminar 0i"" ma<e t&e com1re&ensive c&anges you 0ant to ma<e. $) Hou rea"iAe t&at you need to im1rove you communication. A"" o3 my ot&er c"ients 0ere Bust at t&is 1oint 0&en t&ey 0ere a$"e to see t&at it 0as in t&eir o0n $est interest to &ire me. c) o many 1eo1"e Bust "i<e you 3ee" t&at NLP is t&e 0or"d@s greatest communication mode". d) LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL

e)

LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL

2 <no0 t&at you are t&in<ing ........ Hou t&in< t&at QQQQ. Hou rea"iAe t&at Hou &ave seen ...............(visua") Hou &ave &eard t&at .......(auditory) Hou 3ee" t&at ..............(<inest&etic) 73 Lost Performative ( tatements o3 Budgment# $e"ie3s# or standards 0&ic& are e.1ressed in suc& a 0ay t&at t&e individua" 0&o is ma<ing t&e Budgment or setting t&e standard is not identi3ied.) a) 2t is going to ma<e 1ervasive c&anges in your "i3e. $) 2t &as $een 1roven t&at once you &ire a communication 3irm "i<e mine# >im# t&at 1roductivity goes u1. !&at &e"1 do you need 1ersona""yK c) :ne t&ing 0e <no0 is t&at 1eo1"e 0&o &ave studied NLP in de1t& t&in< t&at it is t&e 0or"d@s greatest communication mode" in t&e 0or"d. d) e) LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL Hou@re too serious a$out "i3e. 2t is easy to .......... Many 1eo1"e t&in< t&at ......... 2t@s $een 1roven t&at .......... A"" t&e $est com1anies ......... 83 Cause and Effect ( tatements t&at c"aim t&at t&ere is a cause and e33ect re"ations&i1 $et0een one t&ine and anot&er t&ing) a) Coming to t&is seminar 0i"" cause you to $egin to understand communication and $egin to ma<e c&anges in a"" areas o3 your "i3e.

$) No0 t&at 0e &ave rea"iAed t&at you &ave a communications 1ro$"em 0e can $egin t&e 0or< to so"ve it. c) d) e) tudying t&e 0or"d@s greatest communicators &as "ed to a mode" t&at can $e easi"y trans3erred to ot&ers# NLP. LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL 6eing on t&is tas< 3orce 0i"" &e"1 you "earn a"" a$out communication. Hour $eing &ere means t&at you rea""y 0ant to "earn. Hour com1"eting t&is assignment a""o0s you to 3ee" e.ce1tiona""y good. 93 Com)le, ECuivalent ( tatements t&at say t&at one t&ing is or means t&e same as anot&er t&ing) a) %a<ing t&is seminar is one o3 t&e $est 0ays to ma<e s0ee1ing c&anges. $) ince $ot& o3 us &ave 3ound t&at communication is success# &o0 can 0e $egin to 0or< toget&er to ma<e you success3u". c) NLP is t&e greatest communication mode" in t&e 0or"d. d) e) LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL Hou@re doing good 0or<. Hou must $e &a11y at your Bo$. %&e reason you 3ee" t&is 0ay is .......... :ur invo"vement 0it& t&is means .......... 4a11iness is .......... 6eing in "ove means ........

:3 Presu))ositions (!&at must a"ready $e assumed to $e true 3or t&e statement $eing made to $e true.)
Presu))ositions are covered e,tensively earlier in this !or.sho) and !ill not be re)eated in detail here3

a) :ne o3 t&e more im1ortant 3acts a$out t&is 1ervasive c&ange seminar is t&at it is tota""y ta. deducti$"e. $) 6eing e.ce""ent communicators# a""o0s us to get more o3 0&at 0e 0antG &o0 can 0e &e"1 you get 0&at you 0antK c) %&e greatest communicators in t&e 0or"d use NLP tec&ni?ues# some <no0 it 0&i"e ot&ers do not. d) e) LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL Everyone &ere a"ready <no0s more a$out ma<ing c&anges t&an t&ey t&in< t&ey <no0. A3ter you 3inis& t&is seminar# you too 0i"" &ave t&e s<i""s to $e a$"e to in3"uence# 1ersuade and communicate at a muc& &ig&er "eve". ;3 %niversal 6uantifiers (!ords t&at im1"y or state a$so"ute conditions as $eing true) a) Every time someone 0&o &as ta<en t&is seminar ta"<s to me a$out t&e 1ervasive c&anges t&ey &ave made# 2 3ee" a"" t&e 0or< t&at 2 &ave done &as $een 0ort& 0&i"e. $) A"" o3 0&at 2 &ave said a$out my communication 3irm can $ene3it you in everyt&ing t&at you are going to do $y starting no0. c) NLP# t&e greatest communications mode" in t&e 0or"d today# says a"0ays 1ut yourse"3 in a state o3 e.ce""ence $e3ore giving a 1resentation. d) e) LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL Everyone can $egin to 3ee" tota""y re"a.ed# no0. Every time you $egin to 3ee" t&is 0ay you can remem$er a"" t&e 0ays you can c&ange your 3ee"ings# no0.

!inston C&urc&i"" said# CNever# never# never# never give u1.C And &e 0as rig&t# 0asn@t &eK <3 Modal +)erators (!ords t&at suggest t&at somet&ing is necessary or 1ossi$"e and 0&ic& de3ine t&e $oundaries o3 a 1erson@s mode" o3 t&e 0or"d.) (must# can# may# try# intend to# &ave to# s&ou"d# a$"e to# 1retend to# oug&t to# 1ossi$"e to# &ave to# su11ose to# decide to# 0is& to# got to# need to# "et# a""o0# 0ant to# cou"d# 1ermit# c&oose to# 0ou"d# 0i""# 0on@t#) Matc& your use o3 moda" o1erators to t&e c"ient@s moda" o1erators. a) :ne t&ing 0e <no0 is t&at 0e must deve"o1 t&e ca1a$i"ity to $e an e.ce""ent communicatorG t&is seminar 0i"" &e"1 you ma<e many c&anges. $) !&en you give yourse"3 1ermission to &ire my 3irm# >im# 0e can $egin to 0or< on getting resu"ts rig&t no0. c) -rom 0&at 2 &ave $een a$"e to discover# NLP cou"d $e t&e greatest communication mode" in t&e 0or"d. d) e) LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL =3 &ominalliDations (!ords t&at c&ange a 1rocess or ver$ into a static event or noun) a) !&en you &ave com1"eted t&is seminar and made com1re&ensive c&anges# you@"" agree t&at t&is 0as an e.ce""ent decision. $) Many organiAations "i<e yoursG >im# ma<e t&e decision to use our com1any to im1rove t&eir communication. c) NLP is t&e greatest communication mode" in t&e 0or"d. d) d) e) LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL !e stand 3or "ove# 1eace and "i$erty# don@t youK Con3usion is Bust t&e $eginning o3 understanding.

o# you@re not stu$$orn# you@re Bust 1ersistent. ?3 %ns)ecified (erbs (Der$s t&at do not &ave 1&rases t&at s1eci3y &o0 or on 0&at an action is 1er3ormed) a) At t&is seminar you can $egin to ma<e many c&anges# no0. $) c) d) e) -or a"" t&ose reasons# you s&ou"d &ire our communications 3irm. NLP can create c&anges in your "i3e $ecause it is t&e greatest communication mode" in t&e 0or"d today. LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL Can you move t&roug& t&at into a more &a11ier timeK !it& teams 0e can do t&ings di33erent"y. 5@3Tag 6uestions (Fuestions t&at are used to turn t&e uncertainty o3 a ?uestion into t&e certainty o3 a statement) (can you notK# isn@t itK# &asn@t itK# 0asn@t itK# aren@t youK# aren@t t&eyK# can@t youK# cou"dn@t youK# doesn@t itK don@t you agreeK# don@t 0eK# s&ou"dn@t itK# 0ou"dn@t itK# 0on@t itK# &asn@t itK# isn@t t&at rig&tK# didn@t itK# can you not t&in< t&atK) Ese tag ?uestions to invite 1eo1"e to s&are your certainty. Ese an intonation o3 a command or a statement. a) ome 1eo1"e say t&is seminar is t&e $est t&ey &ave ta<en and &ave made 1ervasive c&anges# &aven@t t&eyK $) Peo1"e 0&o &ire our communications 3irm &ave "earned &o0 to create ra11ort 0it& anyone# t&at 0ou"d $e very use3u" don@t you agreeK c) Many 1eo1"e t&in< t&at NLP is t&e greatest communication mode" in t&e 0or"d# don@t t&eyK d) e) LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL

Hou &ave "earned a "ot &ere# &aven@t youK 2t@s 0ort& every 1enny# isn@t 2tK Hou a"" agree# don@t youK Language 1atterns are very 1o0er3u"# don@t you agreeK 553 Lac. of #eferential nde, (%&e use o3 a noun or 1ronoun to re3er to a non s1eci3ic grou1 or category. %&e 1erson doing or receiving t&e action is de"eted.) a) :ne can# you <no0# ma<e many c&anges and t&is seminar s&o0s you &o0. $) 2t is a good t&ing 3or a"" em1"oyees to $e a$"e to master communication s<i""s and my com1any is an e.1ert in getting t&ose resu"ts. c) 2t &as $een said t&at NLP is t&e greatest communication mode" in t&e 0or"d today. d) e) LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL %&is is one o3 t&e most im1ortant su$Bects 0e can discuss. :ne can ta<e t&is "earning and &ave 3un 0it& it. 573 Com)arative 1eletions ( tatements t&at do not s1eci3ica""y state 0&at or &o0 a com1arison is $eing made) a) %&is seminar ma<es more 1ervasive c&anges t&an any ot&er seminar given today. $) Most o3 t&e 1eo1"e t&at 2 &ave 0or<ed 0it& 0ant me to return time and time again and t&ey use my 3irm over and over. c) %&e $est communicators in t&e 0or"d are a$"e to $ui"d ra11ort 0it& ease and t&ey use NLP tec&no"ogy 0&et&er t&ey <no0 it or not. d) e) LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL %&e sooner 0e understand t&is t&e $etter 0i"" $e our resu"ts. A"" t&e $est communicators &ave studied t&e materia" 0e are "oo<ing at no0. And t&is is more or "ess t&e rig&t t&ing to do

583 Pacing Current E,)erience ( tatements t&at descri$e ongoing e.1erience) a) Hou received my $roc&ure in t&e mai" and 0&en you read it somet&ing t&at you sa0 "ed you to 1&one and ta"< to me and 0&en you enro"" and attend you 0i"" $e even more de"ig&ted at t&e many c&anges you can ma<e in your "i3e. $) Hou are &aving communication 1ro$"ems in your organiAation and you ca""ed me a3ter seeing my ad in t&e ye""o0 1agesG 0e@ve ta"<ed a$out some o3 your concerns and 0&at it 0i"" ta<e to $egin to ma<e c&anges and 0e can continue to get t&e resu"ts you 0ant 0&en 0e get toget&er to determine 0&at service my com1any can 1rovide. c) !e &ave ta"<ed a$out $ui"ding ra11ort and 0e &ave a"so ta"<ed a$out t&e 1ro1er use o3 "anguage and t&ese are t0o o3 t&e met&ods used $y NLP# 0&ic& is t&e greatest communication mode" in t&e 0or"d today. d) e) LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL !e &ave ta"<ed a$out 0&at stress is# &o0 it can $e 1ositive or negative. !e &ave done some e.ercises and 0ritten some grou1 ideas on t&e $oard and t&is means t&at 0e are no0 a$"e to easi"y identi3y and dea" 0it& stress3u" situations. 593 1ouble Binds ( tatements t&at o33er t0o or more c&oices t&at are in 3act t&e same c&oice) a) !ou"d you "i<e to come to my seminar to "earn &o0 to ma<e genera"iAed c&anges or are you interested in "earning t&e tec&ni?ues 3or ra11ort# $ot& are im1ortant aren@t t&eyK $) 2@m con3ident t&at $e3ore you "eave today you 0i"" eit&er &ire my 3irm or ma<e a decision to go a&ead in a day or t0oG eit&er 0ay# t&e most im1ortant t&ing is t&at you $ecome t&oroug&"y a0are o3 0&at 0e can do 3or you. 5oes t&at sound rig&t to youK c) NLP &as t&e most 1o0er3u" ra11ort $ui"ding s<i""s and many 1eo1"e t&in< t&at it@s re"ations&i1 $ui"ding s<i""s are second to none. d) LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL

e)

LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL

Hou may $egin to 3ee" terri3ic immediate"y or it may ta<e severa" minutes $e3ore you $egin to 3ee" great. !ou"d you "i<e to go a&ead and set u1 an a11ointment or s&ou"d 0e Bust Bot do0n a time 0&en 0e can meetK 2t@s im1ortant to <ee1 1eo1"e &a11y and 1roducing at a ma.imum# so 1er&a1s you cou"d manage your section $y e.am1"e or you cou"d consistent"y demonstrate 0&at you e.1ect ot&ers to do. 5:3 Conversational Postulate (A statement in t&e 3orm o3 a ?uestion 0&ic& 0&en as<ed and ta<en "itera""y 0ou"d re?uire a yes or no ans0er. %&is statement is norma""y ta<en as a command to 1er3orm t&e re?uested action) (Ese a voice intonation o3 a command.) a) 5o you &ave Disa or Master card to 1ay 3or our c&ange 1rogramK $) %&is is t&e contractG do you &ave a 1en to sign itK c) Can you &and me t&at $oo< t&at says t&at NLP is t&e greatest communication mode" in t&e 0or"dK d) e) LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL 5o you 3ee" t&at t&is is somet&ing you can understandK Can you c"ose t&e doorK Can you set t&at aside# no0K Can you t&in< a$out enro""ing# no0K 5;3 E,tend 6uotes (A statement t&at contains one or more ?uotes t&at are intert0ined 0it& eac& ot&er and 0it& t&e story so t&at it $ecomes am$iguous as to 0&at is ?uote and 0&at is story) a) A student o3 mine said t&at s&e &ad ta"<ed to anot&er 1artici1ant at one o3 my 0or<s&o1s 0&o said s&e &ad made e.tensive c&anges in &er "i3e and t&at s&e 0asn@t t&e on"y one 0&o &ad $ecause ot&ers &ad to"d &er t&e same t&ing.

$)

:ne o3 my c"ients in a 3irm t&at 2 0or<ed 0it& said t&at &e to"d t0o 1eo1"e in anot&er organiAation# and &e to"d t&em direct"y >im# you s&ou"d &ire my 3irm and t&at eac& o3 t&em said t&at t&ey &ad $een te""ing ot&ers to consider it serious"y and &e <ne0 2 cou"d on"y 0or< 0it& a 3e0 com1anies rig&t no0.

c)

2 0as ta"<ing to a communications e.1ert 0&o said one o3 t&e most res1ected communicators to"d &er t&at NLP is t&e greatest communication mode" in t&e 0or"d today and t&at s&e used it a"0ays.

d) e)

LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL

:ne o3 t&e coordinators 2 0or<ed 3or in t&e 1ast said t&at &e &ad an engineer 0&o 0or<ed 3or &im te"" &im t&at t&e 0ay to $ecome rea""y good at your Bo$ is to deve"o1 1ersona" initiative to $e a$"e to $e 1roactive rat&er t&an reactive 0&en necessary and t&at &e agreed 0it& t&at and 2 t&in< so too. An e.1ert in t&e 3ie"d o3 communication to"d me s&e &ad &eard A"$ert Einstein say t&at t&e $est 0ay to so"ve a 1ro$"em 0as to t&in< at a &ig&er "eve" o3 a$straction t&an $e3ore and a"so to "oo< at t&e 1ro$"em 3rom mu"ti1"e 1ers1ectives and t&at seems to $e an e.ce""ent met&od. 5<3 Selection #estriction (iolation ( tatements t&at are vio"ations o3 0e""-3ormed meaning as understood $y native s1ea<ers o3 Eng"is&.) a) %&is seminar &as 1ervasive c&ange 0ritten a"" over it. $) d) e) !&en money ta"<s you s&ou"d &ire my 3irm to ma<e more o3 it 3or you. LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL A c&air can &ave 3ee"ings ............ My 3riend 0&o is 1regnant is &o1ing it is a $oy. NLP# t&e eig&t& 0onder o3 t&e 0or"d# 3ee"s "i<e t&e greatest communication mode" in t&e 0or"d.

(Meta1&or) And t&e c"oc< said C2t@s time to c&ange no0.C 5=3 Embedded Commands - tatements t&at inc"ude indirect commands em$edded 0it&in t&e statement itse"3) a) !&en 1eo1"e "i<e yourse"3# Jim0 attend my seminar they get e,cited a$out &o0 t&ey can ma.e many changes in t&eir "ives. $) !&en c"ients hire my firm0 Jim0 a"" t&e 0or< 0e do is to get results rig&t no!3 c) A"" t&e e.1erts 0&o study NLP in de1t& agree !ith me t&at it@s t&e !orldEs greatest communication model3 d) e) LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL 6e3ore 0e start our intervie0 2@d "i<e to "et you <no0 u1 3ront t&at t&ere are some t&ings you may not !ant to tell me0 no0 and 2@d "i<e you not to tell me those things unti" you are ready to tell me0 &o!0 0e can start3 2R"" $e g"ad to &e"1 !hen you !ant to tal. to me again3 (Put commands $e&ind moda" o1erators) 23 you !ill use commands you 0i"" be amaDed at &o0 you@"" $e a$"e to )ersuade more ra1id"y and i3 you !ant to accom)lish t&is# you 0i"" become driven to learn these no!3 5?3 Embedded 6uestions (Fuestions t&at inc"ude commands em$edded 0it&in t&e ?uestion itse"3) a) 2@m not sure i3 you 0ant to ma.e com)rehensive changes enoug& to come to my seminar3 $) Can you thin. of all the reasons t&at you !ant to hire my 3irm to get the results you !ant0 no!3 c) 5o you thin. that &LP is the greatest communication model in t&e 0or"d or do you need to <no0 more a$out it $e3ore you reach that conclusion3 d) e) LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL

2@m curious# can you see the value in t&is 1roduct 2@m 0ondering i3 you 0ou"d )refer this3 2@m not sure i3 you 0i"" 0ant to buy today 0&i"e t&e sa"e is on# or not. 7@3 Covering All #anges of Possibilities ( tatements 0&ic& cover a"" ranges o3 0&at is 1ossi$"e) a) !&en you decide to ta<e my 1ervasive c&ange seminar# you can 0rite a c&e?ue# use your credit card or 1ay cas& 0&ic& ever is more convenient 3or you. 2 1re3er to 0rite a c&e?ue# 0&ic& do you 1re3erK $) !&en you decide to 0rite a contract 0it& me# 2 can 0or< 0it& my associates# 0or< 0it& some o3 your interna" resource 1eo1"e or 2 can come in and do t&e 0or< $y myse"3. a) c) At t&e con3erence t&e communication e.1erts 3rom Canada# t&ose 3ro m t&e E. .# as 0e"" as t&ose 3rom a$road consider NLP to $e t&e 0or"d@s greatest communication mode". d) e) LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL -orm grou1s o3 t0o# or t&ree i3 you "i<e or 1er&a1s even do t&is e.ercise $y yourse"3. !e cou"d "oo< at &o0 it 0as done in t&e 1ast# Bust ma<e it as 0e 0ant in t&e 3uture or continue to do 0&at 0e are a"ready doing. 753 %tiliDation ( tatements t&at use everyt&ing as t&oug& you contro" it# as t&oug& you 1"anned it and t&oug&t o3 it) a) (2@m not so"d on t&is seminar.) :3 course you@re not so"d on t&is seminar $ecause 2 &aven@t to"d a$out t&e e.tensive c&anges t&at it ma<es as 0e"" as t&e one 1iece o3 in3ormation t&at you need to <no0 a$out $e3ore you are com1"ete"y so"d. $) (My com1any is not "i<e a"" t&ose ot&ers you &ave 0or<ed 0it&.) Hes# you@re rig&t# every com1any is di33erent and t&at@s e.act"y t&e reason you need to &ire my 3irm# 0e tai"or our services to 3it your com1any e.act"y .

c) (%&ere are many ot&er great communication mode"s.) Hou@re rig&t# t&ere are many ot&er great communication mode"sG t&at is actua""y &o0 NLP 0as a$"e to ta<e t&e $est o3 t&e $est to ma<e an even $etter mode". d) e) LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL 773 Conte,t and Meaning #eframing ( tatements t&at re3rame t&e meaning in t&e same conte.t or c&ange t&e meaning $y c&anging t&e conte.t) ee Pages 7* to 74 3or a detai"ed e.1"anation on conte.t and meaning re3raming. Conte.t re3raming - ame $e&avior di33erent conte.t. Meaning re3raming - 5i33erent meaning 3or t&e same conte.t. d) e) LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL 783 Building E,citement and E,)ectations ( tatements used to create e.citement and e.1ectation) a) Hou@"" $e sur1rised and de"ig&ted 0&en you &ear a$out t&e e.tensive c&ange tec&ni?ues you@"" "earn in t&is seminar. $) 2n a 3e0 minutes# 2@m going to te"" you &o0 you can dou$"e your income 0it& no e.tra 0or< $y &iring my 3irm. c) 2n t&e ne.t &our you@re going to "earn &o0 to use t&e tec&ni?ues o3 t&e greatest communication mode" in t&e 0or"d to tri1"e your income. d) e) LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL 2n a 3e0 minutes 0e 0i"" e.1"ain 0&at everyone says is t&e most "i3e c&anging tec&ni?ue avai"a$"e today.

793 Truisms About Sensations and Time3 (Eniversa" statements a$out sensations and time) a) Most 1eo1"e &ave e.1erienced a 3ee"ing o3 $eing tota""y re"a.ed and t&at@s 0&at you@"" e.1erience in one 1art o3 t&is com1re&ensive c&ange seminar. $) Most 1eo1"e <no0 t&at it ta<es a "ong time to deve"o1 e.1ertise on communication a"" $y yourse"3G t&at@s 0&y t&ey &ire a 3irm "i<e mine. c) d) e) ooner or "ater 1eo1"e discover t&at NLP is t&e greatest communication mode" in t&e 0or"d. d) LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL ome 1eo1"e $"us& easi"y 0&en t&ey recogniAe certain 3ee"ing a$out t&emse"ves. Most 1eo1"e enBoy t&e re3res&ing coo"ness o3 a "ig&t $reeAe on a &ot day. ooner or "ater you 0i"" $e as<ed to 1artici1ate in t&e team@s activities. 7:3 +)en Ended Suggestions ( tatements t&at do not 1"ace $oundaries on 0&at is 1ossi$"e or not 1ossi$"e in t&e 3uture) a) !e a"" are ca1a$"e o3 ma<ing 1ervasive c&anges in any area o3 our "ives. My seminar is one 0ay to do t&is. $) A"" com1anies &ave t&e a$i"ity to $ecome tota""y success3u"# and it is muc& more easi"y ac&ieved $y getting guidance 3rom a 3irm "i<e mine. c) NLP is t&e greatest communication mode" in t&e 0or"d and its getting even $etter every day. d) d) e) LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL !e a"" &ave 1otentia"s t&at 0e are not a0are o3# and 0e usua""y don@t <no0 &o0 t&ey 0i"" $e e.1ressed.

7;3 Single Binds ( tatements t&at "in< one cause to one e33ect as t&e on"y 1ossi$i"ity) (more "essG $etter 0orseG $igger sma""erG &arder easierG 3aster s"o0erG "onger s&orter)
(.#yG

. not yG

not .# yG

not .# not y)

a) %&e more 1eo1"e 1ractice t&ese tec&ni?ues 0&ic& ma<e $road c&anges# t&at t&ey "earned in my seminar# t&e more $ene3icia" c&anges t&ey are a$"e to ma<e. $) %&e greater t&e need to im1rove communication# t&e "ess time you s&ou"d 0aste $e3ore you &ire a communications 3irm "i<e mine. c) %&e "onger you de"ay in studying NLP# t&e greatest communication mode" in t&e 0or"d# t&e s"o0er you@"" $e a$"e to deve"o1 enric&ing re"ations&i1s. d) e) LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL %&e more you 1ractice t&ese "anguage 1atterns t&e more you@"" 0i"" $e a$"e to use t&em at an unconscious "eve". %&e more you 1ractice t&ese "anguage 1atterns t&e "ess trou$"e you 0i"" &ave communicating 0it& ot&ers. %&e "ess you 1ractice t&ese "anguage 1atterns t&e more trou$"e you 0i"" &ave communicating 0it& ot&ers. %&e "ess you 1ractice t&ese "anguage 1atterns t&e "ess success you 0i"" &ave communicating 0it& ot&ers. As you continue to "earn to use t&ese too"s you@"" 3ind t&at t&e more you use t&em t&ey $ecome easier and easier to use and t&e more you use t&emG t&e more you understand t&em at a dee1er "eve". 7<3 Em &ot 'oing to Tell Aou ..... (A statement used to covert"y or indirect"y ma<e an assertion) a) 2@m not going to te"" you t&at my seminar is t&e on"y seminar t&at ma<es 1ervasive c&ange# t&ere are ot&ers 0&ic& cost t0ice as muc& given in t&e tates. $) 2@m not going to te"" you t&at you s&ou"d &ire my 3irm# 2 0ou"d $e si""y to te"" you to &ire my 3irm 0&en 0e &aven@t even discussed t&e services you need yet. c) 2@m not going to te"" you t&at NLP is t&e greatest communication mode"# 2@m going to "et you 3ind t&at out 3or yourse"3.

d) e)

LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL

2@m not going to te"" you t&at Po0er A33irmations are t&e on"y 1roduct avai"a$"e o3 t&is <indG it mig&t not $e 0ise 3or you to t&in< a$out stoc<ing on"y Po0er A33irmations# at "east unti" a3ter 0e &ave discussed it# today. 7=3 Com)ound Suggestions (A statement t&at ma<es a suggestion t&at one 0ou"d "i<e to $e acce1ted and covert"y covers t&is u1 $y ma<ing a second statement o3 3act) (1st suggestion) Tt&enU (*nd suggestion o3 a 3act). a) A3ter you &ave enro""ed in my seminar to ma<e c&anges in a"" areas o3 you "i3e# you@"" $e de"ig&ted at t&e c&anges in your "i3e. Everyone 0ants to ma<e t&e most o3 t&eir 1otentia"# don@t you t&in<K $) 2t is to your com1any@s advantage to &ire me. 4o0 0e communicate is im1ortant# isn@t itK c) NLP is t&e 0or"d@s greatest communication mode". 2t is im1ortant to $e a$"e to communicate. d) e) LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL

Please note$ -rom t&is 1oint on t&e t&ree t&emes 1revious"y used to i""ustrate eac& "anguage 1attern
0i"" not $e uti"iAed as t&e 3o""o0ing &y1notic "anguage 1atterns are not easi"y used 3or t&at 1ur1ose. %&ese 1atterns are very e33ective and s&ou"d $e "earned and 1racticed as muc& as t&e 1revious 1atterns. 7?3 Phonological Ambiguity (!ords t&at sound t&e same $ut &ave di33erent meanings are used to cause am$iguity 0&en s1o<en) (you e0e# t&ere t&eir# our &our# sea see# 3our 3or# $ee $e# mine mine# <no0 no# <no0s nose# 2 eye# &ear &ere# $y $uy# &air &are# 1ray 1rey# a 1art a1art# rig&t 0rite rite#

insecurity in security# sti"" (motion) sti"" (time) 0eig&t 0ait# sig&t site# Bust us Bustice# 2 rate irate) 6uy No0V you <no0 you can use Po0er A33irmations 3or se"3 im1rovement. Hou may &ear# &ere $ut can you &ear# t&ereK d) d) e) LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL 8@3 Syntactic Ambiguity ( tatements 0&ere t&e syntactic 3unction o3 a 0ord cannot uni?ue"y $e determined 3rom t&e immediate conte.t.) %&ey are visiting re"atives. -ascinating 1eo1"e can $e di33icu"t. e""ing sa"esmen can $e tric<y. 1ea<ing to you as a c&i"d ..... d) e) LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL 853 Sco)e Ambiguity ( tatements 0&ere am$iguity e.ists as to &o0 t&e modi3ier(s) a11"y to ot&er 0ords in t&e sentence) And t&e smi"ing men and 0omen. %&e distur$ing t&oug&ts and noises. Even $eing an e.ce1tiona""y strong reservoir engineer and communicator ........ d) e) LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL

873 Punctuation Ambiguity (%0o 0e""-3ormed statements are com$ined into a singu"ar i"" 3ormed statement) (2 notice t&at you are 0earing a N!atc&) care3u""y 0&at 2 am doing.O Ese stress management tec&ni?ues t&ey 0i"" 0or< in some cases you may notice dramatic im1rovement. 4o0 are you a$"e to go into a dee1 trance no0. As you continue to $reat&e dee1"y do0n in your dia1&ragm ....... d) d) LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL e) LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL

Sleight of Mouth
"eig&t o3 mout& is used 0&en re3raming a statement t&at is in t&e 3orm o3 a cause and e33ect or com1"e. e?uiva"ence statementG suc& as A causes 6# A is 6# A means 6# or A e?ua"s 6. 23 t&e statement is not in t&is 3orm t&en re1&rase it into t&is 3orm. %&emes' a) Hour 1rice is too &ig& means 2 cannot a33ord your 1roduct. $) Hour not "istening to me means you don@t care a$out me. 2ndividua""y determine 0&at are common t&emes8o$Bections t&at continua""y reoccur in your "i3e and 0rite t&em in c) and d) $e"o0. P&rase t&ese t&emes in t&e 3orm o3 P e?ua"s H# P means H# or P causes H. c) d) LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL !rite out s"eig&t o3 mout& statements t&at re3rame t&is o$Bection using eac& o3 t&e 3o""o0ing 1atterns. %&e 3o""o0ing s"eig&t o3 mout& ?uestions are 3rom t&e 0or< o3 %ad >ames. 53 Meta4*rame

(4o0 is it 1ossi$"e t&at t&ey cou"d $e"ieve t&atK) a) Hou@re on"y saying t&is $ecause you &aven@t yet considered t&e va"ue you 0i"" add to your 3ami"y 0&en you 1urc&ase my 1roduct. $) Hou@re on"y saying t&is $ecause you are not considering our tota" re"ations&i1. c) LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL d) LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL 73 Change *rame SiDe (!&at is somet&ing t&ey &aven@t noticedK Ese a di33erent 3rame 3or t&e same $e&avior. C&un< u1 to a universa" ?uanti3ier) a) 4ave you noticed t&at you on"y get 0&at you 1ay 3orK $) orry 2 0as t&in<ing a$out &o0 muc& 2 "ove you# 0&at did you sayK c) LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL

d)

LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL

83 A))ly to Self -A))ly A to A/ (Ese t&e criteria A on itse"3) a) %&e 1rice you are going to 1ay 3or t&in<ing t&at is too &ig& a 1rice to 1ay. $) Listening to 0&at 2 am &earing doesn@t ma<e me 0ant to "isten any c"oser. c) d) LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL 93 A))ly to Self -A))ly B to B/ (Ese t&e criteria 6 on itse"3) a) Hou can@t a33ord not to a33ord it $ecause your 3ami"y@s sa3ety is at sta<e. $) 2 0onder &o0 caring it is to say t&atK c) d) LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL :3 #eality Strategy (4o0 do t&ey re1resent t&is $e"ie3K 4o0 do t&ey <no0 i3 it is trueK) a) 4o0 do you determine t&e di33erence $et0een 1rice and va"ueK $) !&ere did you "earn t&atK c) d) LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL

;3 Model of the World ( 0itc& re3erentia" inde.. 2s t&is true o3 everyone@s mode" o3 t&e 0or"dK) a) E1 unti" no0 it@s $een your e.1erience t&at &aving $oug&t "o0er va"ue 1roducts &as a"0ays $een tota""y satis3yingK $) 5oes everyone t&in< t&e on"y 0ay to care is to "isten. c) LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL d) LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL <3 ntent (!&y are t&ey saying t&isK !&at is t&e secondary gainK) a) o your intent is to save money in t&e "ong runK $) Hou@re on"y saying t&at $ecause you are 3ee"ing un"oved at t&is moment. c) LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL d) LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL =3 #edefine A not eCual to B (!&at ot&er meanings cou"d t&is &aveK A is not e?ua" to 6. A is e?ua" to C and t&at@s 5.) a) Price is not va"ue. Price is on"y t&e initia" cost and t&at@s sma"" in com1arison to t&e $ene3its you@"" receive over time. $) Listening is not caring. Listening is gat&ering in3ormation and t&at@s somet&ing even enemies can do. c) LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL d) LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL

?3 #edefine B not eCual to A (!&at ot&er meanings cou"d t&is &aveK 6 is not e?ua" to A. A is e?ua" to C and t&at@s 5.) a) Da"ue is not 1rice. Da"ue is your 3ami"y@s sa3ety and t&at@s a"" t&at@s im1ortant. $) Caring is not "istening. Caring is com3orting someone and t&at@s 1art o3 "ove. c) d) LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL 5@3 Counter E,am)le (invert t&e $e"ie3. Ma<e it into a universa" statement or ?uestion. !as t&ere ever a time 0&en A 0as not e?ua" to 6K a) 4ave you ever $oug&t somet&ing t&at 0as 1riced "o0 $ut 0as not a good va"ueK $) 4ave you a"0ays "istened to everyt&ing someone you cared 3or saidK c) d) LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL 553 Chun. u) -More Abstract (-or 0&at 1ur1oseK !&at is im1ortant to t&em a$out t&isK E.aggerate.) a) 4aving somet&ing t&at "asts is 0&at is im1ortant# is it notK $) !&at is rea""y im1ortant a$out "isteningK (As<ing t&is ?uestion 0i"" cause t&e 1erson to c&un< u1.) c) d) LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL 573 Chun. 1o!n -More S)ecific/ (!&at or 0&o s1eci3ica""yK !&at are e.am1"es or 1arts o3 t&isK) a) !&at is t&e 1rice you are 0i""ing to 1ut on your 3ami"y@s sa3etyK $) 4o0 s1eci3ica""y does "istening mean t&at 2 care 3or youK c) d) LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL

583 Meta)hor or Analogy (%e"" a meta1&or or ma<e an ana"ogy 3or t&e o11osite o3 A is 6.) a) %e"" t&em a story a$out &o0 >a1anese goods used to $e ine.1ensive $ut Bun<. $) My &eart s1ea<s so "oud"y# can you &ear itK c) d) LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL 593 Another +utcome (!&at is anot&er outcome t&at you cou"d s&i3t toK C!&et&er 2 am 6 or not is not t&e rea" issue $ut rat&er......) a) !&et&er t&e 1rice is &ig& or not is not t&e issue $ut &o0 sa3e your 3ami"y 0i"" $e 0it& our 1roduct. $) !&et&er 2@m "istening or not is not t&e rea" issue $ut rat&er &o0 muc& 2 "ove you. c) d) LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL 5:3 ConseCuences (!&at 0i"" &a11en i3 t&ey continue to t&in< t&is 0ayK) a) 23 you continue to t&in< t&is 0ay you 0i"" on"y $e a$"e to 1ut do""ar va"ues on everyt&ing. $) 23 you continue to t&in< t&at 0ay you are going to 3ind t&at everyone doesn@t care 3or you $ecause sooner or "ater everyone around you 0i"" not &ave "istened to you. c) LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL d) LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL

5;3 Bierarchy of CriteriaF(alue (!&at are &ig&er criteriaK A11"y t&e &ig&er criteria to t&e current statement.) a) 2sn@t sa3ety 0&at@s rea""y im1ortant &ereK $) 4aving a satis3ying re"ations&i1 is 0&at@s rea""y im1ortant# isn@t itK c) d) LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL 5<3 Ta.e t to Threshold ( tretc& t&e $e"ie3 so 3ar to t&e ridicu"ous t&at it can never come $ac<.) a) 2 <no0 someone 0&o 0ou"d 1ay a mi""ion do""ars 3or t&ese. $) 6oy i3 you ever get into a re"ations&i1 0it& a dea3 1erson# s&e@s never going to $e a$"e to care 3or you. c) d) LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL 5=3 #eversing Presu))ositions (%&is 1attern 0as deve"o1ed $y Connirae Andreas) (4o0 is t&e o11osite o3 0&at you t&oug&t actua""y true or &e"13u"K) 2n 0&at 0ay (is# does ) (can# cou"d) P actua""y (&as# 0ou"d) (mig&t ) (ma<e) (cause) (mean) (e?ua") more8$etter o3 H (o11osite) ( o3 ) ( P )

2n 0&at 0ay# no0 t&at you t&in< a$out it cou"d not &aving 0or< e.1erience actua""y mean you are more suita$"e 3or t&at 1ositionK a) 4o0 cou"d t&e 1rice actua""y mean t&at you cannot a33ord to $uy no0K $) 4o0 does my not "istening actua""y mean t&at 2 care more t&an i3 2 &ear every 0ord you say. c) d) LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL

E,ercise$ 1. 2n grou1s o3 3 1ractice t&e c&osen "eig&t o3 Mout& Patterns. *. A states a $e"ie3 in t&e 3orm o3 P e?ua"s H# or P causes H. 6 and C eac& res1onds 0it& t&e 3irst o3 t&e c&osen 1atterns and continues on t&e ot&er 1atterns. A notices t&eir res1onse. A# 6# and C s0itc& 1ositions.

2ndividua""y determine 0&at are common t&em es8o$Bections t&at continua""y reoccur in your "i3e. P&rase t&ese t&emes in t&e 3orm o3 P e?ua"s H# or P causes H. !rite out "eig&t o3 Mout& statements t&at re3rame t&is o$Bection. LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL

C+&TE"T A&1 MEA& &' #E*#AM &' Wor.ing Theory$ Ese re3raming 0&en a 1erson or grou1 o3 1eo1"e t&in< t&at t&ey on"y &ave one c&oice o3 $e&avior or meaning 3or an e.terna" event or stimu"us. =e3raming 0i"" ma<e additiona" a"ternatives avai"a$"e to t&em and give t&em more 3"e.i$i"ity. An e.terna" event or sensory e.1erience e"icits a res1onse to 0&ic& a meaning is attac&ed. =e3raming is t&e a$i"ity to attac& a ne0 meaning to an e.terna" event or sensory e.1erience 0&ic& in turn causes a ne0 res1onse to it. A"" meaning is conte.t de1endent. 23 t&e conte.t or 3rame is c&anged t&en t&e meaning and t&e res1onse to t&e meaning 0i"" c&ange. Peo1"e tend to attac& on"y one meaning to eac& sensory e.1erience. 5i33erent 1eo1"e can attac& di33erent meanings to t&e very same e.terna" event or sensory e.1erience. Every sensory e.1erience in t&e 0or"d and every $e&avior is a11ro1riate in some conte.t or 3rame. As a communicator you &ave t&e a$i"ity to s&i3t t&e meaning or 3rame 1eo1"e 1ut around somet&ing8anyt&ing. 6roadening a 1erson@s vie0 t&roug& re3raming doesn@t actua""y ma<e t&em do anyt&ing e"se. 2t 0i"" on"y a""o0 t&em to consider ma<ing a c&ange 1) i3 t&e ne0 vie0 ma<es more sense to t&em t&an 0&at t&ey &ave $een t&in<ing and *) i3 it is an undenia$"y va"id 0ay o3 "oo<ing at t&e 0or"d. %&in<ing a$out somet&ing in many di33erent 0ays is an im1ortant 1art o3 understanding. 1eci3ic content must $e <no0n in order to ma<e a re3rame. e?uencing and de"ivery are im1ortant# t&ere3ore t&e re3ramer needs to 3ind a 0ay to re3rame and de"iver t&e re3rame 0it& im1act. %&e re3ramer must $e congruent in nonver$a" ana"ogs (0ords and a"" nonver$a" communication matc&) 0&en de"ivering a re3rame in order to &ave t&e re3rame $e considered. A3ter de"ivering t&e re3rame# t&e re3ramer must o$serve sensory $ased nonver$a" c&anges t&at occur in t&e 1erson# as t&e 1erson@s e.1erience c&anges to t&e $e&avior# or t&e re3rame &as not $een e33ective. A re3rame must c&ange t&e res1onse to t&e sensory e.1erience or it is not an a11ro1riate re3rame. An e.terna" event e"icits a res1onse to 0&ic& a meaning is attac&ed. A re3rame essentia""y says t&at i3 you "oo<ed at it t&is 0ay t&en you 0ou"d &ave a di33erent res1onse.

TBE MEA& &' #E*#AME !&en 1eo1"e &ave a sensory e.1erience t&at t&ey do not "i<e# it is not t&e e.1erience t&ey do not "i<e# $ut t&eir actua" res1onse to it. 2t is im1ortant to understand t&at t&e res1onse itse"3 is not $ased on 0&at is &a11ening (in sensory e.1erience) $ut rat&er to t&e meaning t&at &as $een attac&ed to it. !&at can $e done is to re3rame or c&ange t&e meaning o3 t&e e.1erience t&at 0i"" t&en c&ange t&e res1onse to t&at e.1erience. Meaning re3raming is used 0&en t&e C1ro$"emC $e&avior is a11ro1riate $ut t&e meaning attac&ed to it may $e "imiting (i.e. t&ere is not&ing actua""y in&erent"y $ad a$out t&e C1ro$"emC) Leave t&e content t&e same and c&ange t&e meaning o3 t&e $e&avior in t&at same conte.t. A e?ua"s 6# A is 6# or A means 6 - - - - re?uires a meaning re3rame Bo! To 1o A Meaning #eframe 1) Listen 3or t&e "inguistic 3orm o3 A e?ua"s 6# A is 6 or A means 6. *) As< yourse"3' 2s t&ere a di33erent or "arger 3rame in 0&ic& t&is $e&avior 0ou"d $e o3 va"ueK !&at ot&er as1ects o3 t&is situation t&at do not a11ear o$vious to t&e 1erson cou"d 1rovide a di33erent meaningK !&at e"se cou"d t&is $e&avior meanK 4o0 e"se cou"d 2 descri$e t&is situationK 3) %&in< o3 t&e re3rame. 4) 5e"iver t&e re3rame congruent"y and o$serve sensory $ased nonver$a" c&anges t&at occur in t&e 1erson as t&eir e.1erience c&anges. EPAMPLE ' tatement' 9ee1ing t&e same management means t&at it 0i"" $e im1ossi$"e to trans3orm t&e com1any.

=e3rame' 2 t&oug&t t&at 0ay too unti" 2 sa0 0&at t&e average 1erson cou"d do to $ring do0n t&e 6er"in 0a"" or c&ange =ussia 3orever. Even t&oug& 2 $e"ieve t&at management is deve"o1ing t&e s<i""s needed to c&ange# t&e em1"oyees &ave t&e critica" mass to ma<e t&e c&ange# i3 you start no0.

TBE C+&TE"T #E*#AME A conte.t re3rame "eaves t&e meaning o3 an e.1erience t&e same and s&o0s &o0 it is a 1ro1er res1onse in anot&er conte.t. A conte.t re3rame is used on an e.1erience t&at a11ears as a com1arative genera"iAation a$out onese"3 or someone e"se and &as de"eted t&e conte.t E.am1"es are' C2 am too P.C or C4e is too P.C C( u$Bect) is too C# 2 am too P.C ---- re?uires a conte.t re3rame B+W T+ 1+ A C+&TE"T #E*#AME 1) Listen 3or t&e "inguistic 3orm o3 C2 am too P.C or C( u$Bect) is too P.C *) As< yourse"3' 2n 0&at conte.t 0ou"d t&is 1articu"ar $e&avior $e o3 va"ueK (%&in< o3 di33erent conte.ts unti" you 3ind one t&at c&anges t&e eva"uation o3 t&e $e&avior.) 3) %&in< o3 t&e re3rame. 4) 5e"iver t&e re3rame congruent"y and o$serve sensory $ased nonver$a" c&anges t&at occur in t&e 1erson as t&eir e.1erience c&anges. EPAMPLE ' tatement' =e3 rame' tatement' =e3rame' %&e com1any is too s"o0 in deciding 0&om to <ee1 and 0&om to "ay o33 Hou <no0 2@m rea""y g"ad t&at 0&en it comes time 3or t&em to consider you and 2 t&at t&ey 0i"" ta<e a"" t&e time t&ey need to ma<e t&e rig&t decision# aren@t youK 4e@s muc& too stu$$orn to see t&ings 3rom our 1oint o3 vie0. %&at@s Bust t&e <ind o3 1erson 0e need around &ere to ta<e &o"d o3 a 1roBect and stic< 0it& it unti" it@s com1"eted.

+ther Patterns Chaining Modal +)erators

(Ese statements to c&ain moda" o1erators toget&er. tart 3rom t&e moda" o1erators o3 necessity and 1rogress to moda" o1erators o3 1ossi$i"ity.) 2 <no0 t&at you t&in< you can@t do t&isG o3 course# 1er&a1s you s&ou"dn@t &ave to# $ut cou"d you rea"iAe t&at it@s somet&ing t&at you can doK ome 1eo1"e 3ee" it@s im1ossi$"e to c&ange $ecause t&ey t&in< t&at t&ey don@t need to and t&en 0&en t&ey discover t&at c&anging o1ens u1 ne0 o11ortunitiesG t&ey 3ind t&emse"ves ?uite 0i""ing to c&ange# no0G can "ou see that happening Hou don@t &ave to# s&ou"d you &ave to# you 0i"" 3ind it@s 1ossi$"e. E,ercise !rite your o0n statements 3or c&aining moda" o1erators. LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL

Cartesian Logic
%&eorem' !&at 0ou"d &a11en i3 you didK 2nverse' !&at 0ou"d &a11en i3 you didn@tK Converse' !&at 0ou"dn@t &a11en i3 you didK Non mirror image reverse' !&at 0ou"dn@t &a11en i3 you didn@tK %&e a$ove re"ates Cartesian Logic on"y to A and 6# t&e "ogic can $e ta<en 3urt&er to A# 6 and C 3or e.am1"e' !&at 0ou"d &a11en i3 you did A and 6 and CK !&at 0ou"d &a11en i3 you didn@t do A# 6 or CK !&at 0ou"dn@t &a11en i3 you did do A and 6 and CK !&at 0ou"dn@t &a11en i3 you didn@t do A# 6 or CK !&at 0ou"d &a11en i3 you didn@t do A and 6 and did CK !&at 0ou"dn@t &a11en i3 you didn@t do A and did 6 and CK etc. etc. etc.

E,ercise$ !rite your o0n statements using Cartesian "ogic. LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL

&egative Suggestions
(%&e unconscious mind does not understand a negative. Ese negative suggestions to 1resu11ose a 1ositive 0ant or interna" re1resentation.) 2@m not going to te"" you t&at you are going to tota""y 0ant t&is 1rogramG 2@d $e 3oo"is& to te"" you t&at you tota""y 0ant t&is 1rogram. 4o0 cou"d 2 0&en 0e &aven@t even discussed it yetK -or t&e most 1art 1eo1"e use negative suggestion in ina11ro1riate 0ays 3 !e tend to say# C5on@t dro1 t&e g"ass.C instead o3 C4o"d t&e g"ass tig&t"y.C C5on@t 0orry.C instead o3 C%a<e time to re"a..C %&ese 1&rases sound as i3 0e are re?uesting t&e same t&ings $ut 0e are notV Ese "anguage t&at 0i"" ma<e re1resentations o3 0&at is 0anted 0&en t&e 1erson 1rocesses it t&roug& t&eir mind and do not use "anguage t&at ma<es re1resentations o3 0&at is not 0anted. E,ercise$ !rite your o0n statements using negative suggestions. LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL

nductive Language Patterns

(Ese "anguage t&at moves t&e re1resentation 3rom a s1eci3ic to t&e tota"# or 3rom one to a"".) !&at@s t&e one t&ing you can do t&at 0i"" get you tota""y engaged in starting your o0n $usinessK 2t@s not Bust a$out smo<ing is itK 2t@s not on"y a$out (t&e o11osite o3 t&e "imitation)# is itK 2t@s not on"y a$out im1roving your re"ations&i1s# is itK Anyt&ing "ess t&an tota" P is not H. Anyt&ing "ess t&at tota" congruency is not 1er3ection. E,ercise$ !rite your o0n statements using inductive "anguage 1atterns. LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL

Stac. #e)resentations of What is Wanted

(Ese "anguage t&at $ui"ds many 1ositive interna" re1resentations# one u1on t&e ot&er.) 2magine 0&at it 0ou"d $e "i<e to &ave enoug& money t&at every desire you ever &ad can $e 3u"3i""ed# $eing a$"e to do a"" t&e t&ings you 0ant to do $ecause you &ave t&e time to do e.act"y t&at. And &aving t&e res1ect and admiration o3 a"" your 3riends as 0e"" as t&at o3 t&e 1eo1"e t&at you res1ect. %&at 3ee"s 0onder3u"# doesn@t itK Etc. Etc.

E,ercise$ !rite your o0n statements using stac<ing re1resentations. LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL

Elicitation of %niversal E,)eriences

( ome e.1eriences &ave &a11ened to a"most everyone. Ese "anguage to re-anc&or 1eo1"e $ac< into t&at e.1erience in a 0ay t&at en&ances t&eir understanding o3 your communication or 1uts t&em in a use3u" state.) to1 and go "ig&ts. &o11ing 3or somet&ing you Bust &ad to &ave. -ood com1u"sions. C&ristmas - t&e curiosity you 3e"t 0anting to <no0 0&at you &ad gotten. A $e"ie3 no "onger true. omet&ing a$so"ute"y true - "i<e t&e sun comes u1 every morning. Learning to ride a $icyc"e. Learning to 1rint# 0rite and s1e"". E,ercise$ !rite out ot&er universa"s you cou"d use. LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL

Time #eleased Suggestions

( tatements t&at ma<e suggestions o3 0&at is to $e $e"ieved and at some "ater time 3u"3i""ing t&at suggestion so t&at t&e $e"ie3 is con3irmed at an unconscious "eve".) -irst# ma<e a suggestive statement t&at t&e 1erson(s) you are 1ersuading 0i"" not ta<e issue. Ne.t# 3u"3i"" t&e suggestion you made ear"ier $y demonstrating your suggestion. %&e <ey is to 0ait unti" some time &as 1assed. -or e.am1"e say# CE.1ert NLP trainers a"0ays ensure t&at t&eir c"ients understand $y a""o0ing t&em to as< ?uestions a3ter every 1resentation.C A3ter you give your 1resentation say# C2 need to <no0 t&at you understand 0&at 2 Bust 1resented# do any o3 you &ave any ?uestionsKC E,ercise$ !rite your o0n time re"eased suggestions. LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL

Semantically Charged Words

%&ere are some 0ords in t&e Eng"is& "anguage t&at are semantica""y c&arged. %&is means t&e 0ords increase t&e intensity o3 t&e sentences t&at t&ey a11ear in. ome o3 t&ese c&arged 0ords are s&o0n $e"o0.

E,ercise$ Add to t&e "ist $e"o0 0ords t&at you 3ind increase t&e intensity o3 your communication.
tota""y &onest"y utter"y driven LLLLLLLLLLL LLLLLLLLLLL 3u""y intense"y 1o0er3u""y LLLLLLLLLLL LLLLLLLLLLL LLLLLLLLLLL com1"ete"y a$so"ute"y c&arged LLLLLLLLL LLLLLLLLL LLLLLLLLL

LLLLLLLLLLL LLLLLLLLLLL LLLLLLLLLLL LLLLLLLLLLL LLLLLLLLLLL

LLLLLLLLLLL LLLLLLLLLLL LLLLLLLLLLL LLLLLLLLLLL LLLLLLLLLLL

LLLLLLLLL LLLLLLLLL LLLLLLLLL LLLLLLLLL LLLLLLLLL

As you e.1erience t&at 3u""y# notice &o0 t&e 3ee"ing automatica""y $ecomes muc& more intense# doesn@t t&at 3ee" good# no0. 2mmerse yourse"3 com1"ete"y into t&e 0onder3u" 3ee"ing o3 se"3 con3idence. E,ercise$ No0 0rite out some statements using semantica""y c&arged 0ords. LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL

%sing 6uotes as E,)erts

(Fuote genera"iAed e.1erts or aut&orities in a 0ay t&at "eads to t&e acce1tance o3 t&e suggestion.) :ne t&ing t&e e.1erts say is t&at you cannot deve"o1 a &ig& 1er3ormance team un"ess you give everyone "egitimacy. Peo1"e 0&o understand team $ui"ding say you cannot a11oint a "eaderG you need to a""o0 t&e team to decide 0&o t&e "eader 0i"" $e. At t&e con3erence in 5a""as# t&e system t&in<ers 0ere saying t&at com1anies 0&o are $ui"ding com1uter simu"ations $ased on system t&in<ing are going to $e 0ay a&ead o3 t&eir com1etition.

E,ercise$ !rite your o0n statements using ?uotes as e.1erts.

LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL

to1
(Ese t&e universa" e.1erience o3 %:P to sto1 1eo1"e@s interna" 1rocessing and create an o1ening to suggest ne0 action or a ne0 $e"ie3.) >ust 3or a moment sto1 and imagine to1 and 1ictureQQ.. to1 and rea"iAeQQ.. to1 and visua"iAe QQ.. !&en t&ey sto1# ma<e a to1 and o$serve QQ.. suggestion 0&ic& 0&en to1 and get a sense o3 QQ.. 3o""o0ed 0i"" create t&e to1 and "isten to QQ.. desired action or $e"ie3. 23 you sto1 and t&in< a$out QQ.. 23 you 0ere to sto1 and say to yourse"3 QQ.. to1 and get a 3ee"ing a$out QQ.. E,ercise$ !rite your o0n statements using %:P to 1rovide an o1ening 3or t&e suggestion t&at 0i"" 3o""o0.
LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL

%se *uture Pacing Statements

(Ese "anguage t&at deve"o1s a 1ositive Nto0ard) or a negative Na0ay 3romO interna" e.1erience so t&at someone is com1e""ed to0ards t&e 3uture and &as an e.1erience o3 0&at is 1ossi$"e Nit is no0 in t&eir com3ort AoneO or e"se t&ey are so a11a""ed at 0&at t&e 3uture &o"ds t&ey 0i"" ma<e t&e necessary c&anges to avoid t&at 1ossi$"e 3uture.) Can you see yourse"3 doing t&is in t&e 3utureK >ust su11ose you cou"d .......... 2magine 0&at it 0ou"d $e "i<e to .......... Pretend t&at you cou"d8can .......... 2magine &aving com1"eted .......... 2magine it@s a year 3rom no0G 0&at 0i"" you &ave &ad to accom1"is& to get you &ere# no0K E,ercise$ !rite your o0n 3uture 1ace statements. LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL

%sing Language to Create a 1esired 1irection

(Ese statements t&at create an interna" e.1erience t&at a""o0s t&e 1erson to 1rogress in t&e desired direction) &otice the different e,)erience created by the order of these statements3 2 0ant it. 2 can@t a33ord it. 2 can@t a33ord it. 2 0ant it. 2 0ou"d "i<e to "earn to s1ea< in 1u$"ic. 2 can@t s1ea< in 1u$"ic. 2 can@t s1ea< in 1u$"ic. 2 0ou"d "i<e to "earn to s1ea< in 1u$"ic.

2 rea""y 0ant to ta"< to &er. 2 am a3raid to ta"< to &er. 2 am a3raid to ta"< to &er. 2 rea""y 0ant to ta"< to &er. E,ercise$ !rite your o0n statements t&at create t&e desired direction. LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL

Miscellaneous Patterns
4ave you noticed t&at .......... !ou"d it $e 3air to say ........... 5on@t (your outcome) un"ess you rea""y 0ant to (your $ene3it). 5on@t $uy Po0er A33irmations un"ess you rea""y 0ant to c&ange your "i3e. (P&rase) $ecause (P&rase) t&ere3ore ($ene3it). Hou can do anyt&ing you 1ut your mind to $ecause 0e &ave $ot& seen ot&ers do itG t&ere3ore you s&ou"d ma<e u1 your mind and get 0&at you 0ant# no0. Esing C$utC to negate t&oug&ts. Hou may &ave not t&oug&t you cou"d a33ord t&is in t&e 1ast $ut at t&ese ne0 1rices you cannot not 1urc&ase it today. Esing CtryC to 1resu11ose 3ai"ure. No0 matter &o0 &ard you try# you can@t ........ !i"" today $e t&e day t&at ....... Create 3or yourse"3 .... >ust $ecause ............... doesn@t mean QQQQ. !&en you &ave a"ready decided t&at no0 is t&e time 3or ..................Ca"" us. E,ercise$ !rite your o0n statements using t&ese misce""aneous 1atterns. LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL

LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL

S+ME P+WE#*%L S%''EST +&S *+# W# T &'0 SPEAG &' A&1 B#+CB%#ES 53 P"ease (do 0&at you 0ou"d "i<e"y do) $e3ore you (0&at 2 0ant you to do). P"ease read t&is entire "etter $e3ore you ca"" to reserve your s1ot at t&e seminar. 73 May$e its not P. 6ut (1o0er3u" descri1tion o3 0&at you 0ant t&e c"ient to $e"ieve). May$e it@s not t&e easiest t&ing you &ave ever done. 6ut you@"" "earn t&e most 1o0er3u"# enduring# e33ective and master3u" tec&ni?ues o3 t&e conscious 1ersuasion and in3"uence ever taug&t. 83 Ese 0ords t&at $ui"d desire and use t&e Cnot yetC 1&i"oso1&y. 2n a moment 2@"" te"" you 0&at ot&ers &ave 1aid me t&ousands o3 do""ars to "earn. 93 Many 1eo1"e &ave 1aid (a "arge amount o3 money t&ey 0i"" save). 6ut you can "earn t&ese tec&ni?ues3or an un$e"ieva$"y "o0 cost. Many 1eo1"e &ave 1aid t&ousands o3 do""ars 3or t&is. 6ut you can "earn t&ese tec&ni?ues 3or an un$e"ieva$"y "o0 cost. :3 Can you reca"" your most (negative e.1erience i.e. 3rustrating# conversation) in t&e 1ast 3e0 years. !as it 0it& a 3riendK Hour s1ouseK A co-0or<erK N-uture 1ace 1ositive e.1erience t&ey 0i"" &ave as a resu"t o3 doing 0&at you 0ant t&em to do# i.e. turn a negative interna" re1resentation into a 1ositive 3uture interna" re1resentationO to1 3or a moment and reca"" a time 0&en you 0ere trying to communicate 0it& someone# 1er&a1s it 0as your $oss# your c&i"d or your s1ouse# $ut no matter &o0 &ard you tried you 0ere una$"e to communicate in a 0ay t&at ac&ieved 0&at you 0anted. No0# consider t&at same event# $ut t&is time# $ecause o3 t&is 0or<s&o1# you actua""y &ave t&e a$i"ity to tota""y communicate 0it& Bust t&e rig&t "anguage to ac&ieve 0&at you 0ant. No0# t&at 0ou"d $e idea" 0ou"dn@t itV

;3

!&en (you $egin to do 0&at 2 0ant you to do) you@"" 3ind yourse"3 ?uic<"y and easi"y ($ecoming 0&at you 0ant to $e). !&en you arrive at t&e seminar you@"" 3ind yourse"3 ?uic<"y and easi"y $ecoming one o3 t&e to1 sa"es 1eo1"e in Canada.

<3

(!&at 2 0ant you to do) is an easi"y "earned &a$it8s<i"" or tec&ni?ue. Learning &o0 to use "anguage 1atterns t&e 0ay Larry 1resents t&em is an easi"y "earned s<i"".

=3

23 (genera" descri1tion 0&ic& "i<e"y 3its most 1eo1"e you are targeting) t&en (0&at you 0ant t&em to do). 23 your day to day activities inc"ude dea"ing 0it& ot&er 1eo1"e# suc& as c"ients or customers# co0or<ers or $osses# teac&ers or students# a s1ouse or c&i"d# doctors or attorneys or $an<ers t&is seminar is 3or you.

?3

o i3 you@re (somet&ing t&at 0ou"dn@t $e o3 va"ue to you)G (im1"ied t&en and 0&at you 0ant t&em to do) is not 3or you. o i3 you@re "oo<ing 3or a 3 day vacationG t&is 0ee<end in t&e =oc<ies is not 3or you.

5@3

!&en (0&at you 0ant)# (some minor $ene3it to t&em or somet&ing t&ey s&ou"d do). !&en you ca"" 3or reservations# mention you are 0it& t&e McLauc&"in ;rou1 and you@"" get 15I o33 a 1re3erentia" rate.

553

2 don@t <no0 a$out you $ut 2 (em$edded command) 0&en... 2 don@t <no0 a$out you $ut 2 get really e,cited 0&en ... 2 don@t <no0 a$out you $ut 2 rea""y begin to learn 0&en....

573

May$e 2@m not (minor 1ro$"em). 6ut (very 1o0er3u" descri1tion o3 0&at you 0ant $e"ieved). May$e 2 not a 1retty 3ace. 6ut 2 do <no0 a "ot a$out 0&at 2 consider to $e t&e most 1o0er3u" 1rocess 3or 1ersuasion# in3"uence and communication.

583

2n a moment 2@"" te"" you (0&at you 0ant to $ui"d interest in). 2n a moment 2@"" te"" you &o0 you can increase your sa"es $y 100I 0&en you attend t&e "anguage s<i""s sa"es course.

593

2 0atc&ed8ta2<ed8sa08noticed you (somet&ing t&at 1resu11oses 0&at t&ey are doing re"ates to 0&at you 0ant t&em to do). And 2 <no0 (c&aracteristic t&at 0ou"d 1resu11ose t&ey 0ou"d $e interested in your 1roduct8in3ormation80&at you 0ant). 2@ve seen your interest in management $y t&e num$er o3 $oo<s you read. And 2 <no0 t&at you &ave a desire to "earn to communicate e.treme"y 0e"". (i.e. se""ing a communication course)

5:3

As you (0&at 2 0ant)# you@"" tru"y (descri1tion). As you e.1"ore your communication a$i"ity# you@"" tru"y a11reciate t&e nonver$a" sensory acuity 1rocess.

5;3

o t&e ?uestion is' are you serious a$out (0&at 2 0ant you to commit to)K o t&e ?uestion is are you serious a$out ac&ieving a tremendous a$i"ity to communicateK

5<3

Hou can (0&at t&ey mig&t 0ant to do)# $ut t&ere@s no guarantee you@"" use it. E.1ect to $e $usy (doing 0&at t&ey@"" need to $e doing to get 0&at you 0ant).

Hou can $ring a"ong your go"3 c"u$s# $ut t&ere is no guarantee t&at you@"" use t&em. E.1ect to $e $usy "earning and 1racticing t&e 1o0er3u" tec&ni?ues 0e@"" $e teac&ing you. 1,. P"ease rea"iAe Larry is (0&at you 0ant t&em to t&in< a$out Larry) and &e re?uires t&e same attitude 3rom you. P"ease rea"iAe t&at Larry is very serious a$out "earning t&ese s<i""s and &e re?uires t&e same attitude 3rom you. 17. Many 1eo1"e 3ee" (0&at you 0ant t&em to 3ee") 3rom t&is 1ersona" contact 0it& Larry. Many 1eo1"e 3ee" t&at t&ey gain as muc& va"ue and insig&t 3rom t&is 1ersona" contact 0it& Larry as t&ey do 3rom &is seminar audio and video ta1es. *0. And $oy did (someone t&ey <no0) get e.citedV And $oy did Larry get e,cited !hen &e 3ound out &e 0as going to &ave t&e o11ortunity to 1ass on t&ese incredi$"e tec&ni?ues to youV *1. 4ere@s (an o33er). (!&ic& 2 serious"y dou$t 0i"" ever $e re1eated.) creates scarcity. 4ere is a $onus o33er. (!&ic& 2 serious"y dou$t 0i"" ever $e re1eated.) **. 4ere@s an o33er P. And &ere@s some (minor concessions on your 1art and 0&ic& i3 t&ey acce1t t&is o33er means t&ey $oug&t 0&at 2@m se""ing). :3 course i3 you (somet&ing t&at isn@t ?uite as good 3or me). Hou@"" &ave to give u1 (somet&ing t&at t&ey 3ee" is a 6:NE $ecause o3 it). Hou@"" on"y 1ay W775 3or a 4 day seminarV And even more# Larry &as generous"y agreed t&at you may 1ay over time i3 you 0ant' W475 do0n and

W*50 a mont& 3or t0o mont&s# automatica""y c&arged to your credit card. :3 course# i3 you 1ay over time# you@"" &ave to give u1 your -=EE 6:NE V note use o3 V t&e unconscious reads t&at somet&ing e.citing &as Bust $een read. 1ay on"y - on"y W775V and even more - as i3 1revious o33er 0as o3 great dea" a"ready generous"y - aren@t you "uc<y 1ay over time - ma<e t&e cost "oo< sma""er# easier to 1ay automatica""y - no trou$"e to you# you don@t &ave to do anyt&ingV o3 course - it t&ere3ore 3o""o0s t&at .... (cause and e33ect re"ations&i1) i3 you 1ay over time - t&e easy 0ay costs you you@"" &ave to give u1 - 1eo1"e don@t "i<e to give u1 somet&ing -=EE 6:NE - $onusV creates e.citement 0&at is itK *3. As soon as you ca""# you@"" get (somet&ing o3 va"ue# a $onus# etc.). >ust (do 0&at 0ou"d mean t&ey a"ready are enro""ed) and send it in. !&en (you arrive at t&e seminar or do 0&at 2 0ant) your $onus 0i"" $e 0aiting 3or you. As soon as you ca""# you@"" get a 1o0er3u" scri1t on &o0 you can get more customers into your o33ice. Hou@"" a"so get a mar<eting 1ro3i"e. >ust 3i"" it out and send it in. !&en you arrive at t&e seminar# your 1ro3i"e 0i"" $e 0aiting 3or you. *4. :nce you@ve used (some minor 1art o3 your 1roduct)# you@"" s0ear $y it. :nce you@ve used even a 1artic"e o3 t&is in3ormation# you@"" s0ear $y it. (Cause and e33ect - a 1artic"e o3 t&is in3ormation is 0ort& t&e cost o3 t&e 0&o"e seminarV) *5. ( omet&ing t&at suggests great credi$i"ity) &as (made you an e.1ert in 0&at t&ey 0ant). Larry@s t&ousands and t&ousands o3 &ours in studying &o0 e.ce""ent communicators do communicate &as taug&t &im t&e very 3orm o3 communication

*+.

( tatement). Even 0&en (o11osite)V !ord 1atterns t&at are automatica""y acce1ted as "ogica"# no matter 0&at t&e su$stance. Even 0&en t&e idea is i""ogica"V

*7.

( tatement you 0ant $e"ieved.) %&at@s 0&ere 77I o3 us go 0rong. (!&at may $e t&eir 3ee"ing a$out t&e statement.) %&e trut& is (0&at you 0ant t&em to $e"ieve or 3ee"). Persuasion is an easi"y "earned ver$a" s<i"". %&at@s 0&ere 77I o3 us go 0rong. %&e trut& is 0e 3ee" t&at t&ese 1o0er3u" tec&ni?ues are di33icu"t to "earnG in rea"ity# Larry ma<es t&em so easy to understand.

*,.

%&e $ottom "ine is (3uture 1ace a move a0ay or move to0ards re0ard 3or t&em). %&e $ottom "ine is t&e time# money and-3rustration itC"" save you - day in and day out.

*7.

%&at@s &o0 strong"y 2 $e"ieve in (0&at you 0ant t&em to $uy or $e"ieve). And t&at@s &o0 muc& 2 <no0 you@"" va"ue it too. %&at@s &o0 strong"y 2 $e"ieve in t&e 1ersuasive 1o0er o3 "anguage. AndC t&at@s &o0 muc& 2 <no0 you 0i"" va"ue it too.

30.

o (do 0&at 2 0ant) or 1eris&V ometimes it seems t&at critica". (Com1ares your minor 0ant 0it& surviva" and says i3 you don2 do 0&at 2 0ant you 0i"" not surviveV) o communicate or 1eris&V ometimes it seems t&at critica".

31.

o sim1"y do t&is' (0&at you 0ant.) %&en as< yourse"3 a ?uestion# isn@t it 1ossi$"e t&at (3uture 1ace t&e tota" va"ue in one minor 1iece o3 0&at you 0ant).

o sim1"y do t&is' "isten to t&e enc"osed ta1e# t&en as< yourse"3 a ?uestion. 2sn@t it 1ossi$"e t&at out o3 t&e doAens o3 tec&ni?ues Larry teac&es# Bust one 0i"" $e 0ort& more t&an t&e cost o3 t&is seminarK 3*. 23 you agree 0it& me t&en you de3inite"y need t&is in3ormation and t&is seminar may $e t&e 0ay you 0ant to go. 33. 34. 35. Per&a1s you t&oug&t t&at 0&at 2@m saying to you 0ou"d $e directed at 0&y you s&ou"d enro"". 2 intend to give you on"y enoug& to get you even more e.cited and cause you to enro"" no0. (!&at 2 0ant you to do.) o <ee1 t&at in mind as you (do somet&ing t&at "eads you to 0&at 2 0ant). :nce you &ave made t&e decision to increase your resu"ts $y im1roving your use o3 "anguage and enro""ed. o <ee1 t&at in mind as you ta"< to ot&ers a$out t&is 1o0er3u" seminar and it@s incredi$"e va"ue. 3+. %&e 1ur1ose o3 (t&is o33er) is to get you (0&at resu"ts you 0ant t&em to &ave at t&e end o3 t&e o33er). (%&is 1resu11oses t&at t&e o33er 0i"" get t&ese resu"ts.) %&e 1ur1ose o3 t&is training is to get you s1eci3ic# concrete and usa$"e s<i""s in t&e 3ie"d o3 in3"uence and 1ersuasion. 37. %o t&e degree t&at you are s<i""ed at t&is# you@"" $e en"isting t&e assistance o3 ot&ers or &aving a di33icu"t time getting ot&ers to do anyt&ing at a"". (1resu11oses t&at 0it&out t&is you@"" $e &aving a di33icu"t time.) %o t&e degree t&at you are s<i""ed at t&is# you@"" $e a$"e to ma<e 1ervasive c&anges to t&e resu"ts you get. !&et&er it is 0it& your c"ients# your 3ami"y and 3riends# in $usiness or 0&atever you are trying to do. Hou are eit&er en"isting t&e &e"1 o3 ot&ers or &aving di33icu"ty getting ot&ers to do anyt&ing at a"".

3,.

%&ere3ore# your a$i"ity to in3"uence ot&ers may mean t&e di33erence $et0een success

and 3ai"ure. (Anot&er 1resu11osition -- your successes de1end on ta<ing t&is course.) %&ere3ore your a$i"ity to communicate 0it& ot&ers in Bust t&e rig&t 0ay means t&e di33erence $et0een success and 3ai"ure in 0&atever you do. 37. 2@m not ta"<ing a$out (0&at t&ey don@t "i<e or $e"ieve). 2@m ta"<ing a$out (0&at you 0ant

t&em to $e"ieve). 2@m not ta"<ing a$out im1roving your s<i""s s"ig&t"y. 2@m ta"<ing a$out a ?uantum "ea1 in your a$i"ities. 40. 23 you agree 0it& me t&en (0&at you 0ant in t&e 3orm o3 a $ene3it - 3uture 1aced).

23 you agree 0it& me t&en t&is in3ormation cou"d ma<e t&e di33erence $et0een 0&ere you are no0 and t&at ne.t ?uantum "ea1 to 0&ere you 0ant to go. 41. No0 2 don@t <no0 a$out you $ut years ago 0&en 2 3irst discovered (0&atever you are

se""ing# etc.). 2t made me get e.treme"y e.cited rea"iAing t&at 2 cou"d &ave t&ese s<i""s 3or myse"3 and 2 &ave 3ound t&at true 3or ot&ers as 0e"". No0 2 don@t <no0 a$out you $ut many years ago 0&en 2 3irst 3ound t&at irresisti$"e communication is rea""y 1ossi$"e. 2t made me get e.treme"y e.cited rea"iAing t&at 2 cou"d &ave a"" t&ese s<i""s 3or myse"3 and 2 &ave 3ound t&at true 3or ot&ers as 0e"". 4*. (Long descri1tion or e.am1"es o3 ot&ers 0&o &ave succeeded in a great 0ay.) Per&a1s

you see yourse"3 in t&ese e.am1"es.

43.

Per&a1s you can (em$edded command). Per&a1s you can see yourse"3 $ecoming so success3u" at sa"es t&at you on"y need to 0or< si. mont&s o3 t&e year or even "ess.

44. 2 get e.cited 0&en 2 t&in< a$out (name) and 2@m so im1ressed 0it& (somet&ing a$out t&e 1erson) and 0&at (name) &as done and so im1ressed at 0&at 2 &ave "earned 3rom 0or<ing and "istening to (name) 3or suc& a s&ort time. 2 get so e.cited 0&en 2 t&in< a$out Larry@s a$i"ity and 2@m so im1ressed 0it& &is "anguage a$i"ities and 0&at Larry &as done and so im1ressed at 0&at 2 &ave "earned 3rom 0or<ing and "istening to Larry 3or suc& a s&ort time. 45. ome em$edded commands' rea""y "oo< 3or0ard to "isten to t&is in3ormation e.citement# antici1ation and conviction accom1"is& your goa"s agree 0it& me you 0ant to "earn see t&is c"ear"y $e"ieve 0&at 2 say 4+. you s&ou"d enro"" get e.cited t&in< a$out see yourse"3 0ant to come ac&ieve your dreams 3ee" "oved ma<e c&anges

4undreds o3 1eo1"e &ave (somet&ing t&at ma<es 0&at you are doing seem "i<e a rea" $argain). And it 0as money 0e"" s1ent. 4undreds o3 1eo1"e &ave 1aid W1000 to W1500 3or a t&ree day training to "earn t&ese tec&ni?ues. And it 0as money 0e"" s1ent.

47.

5on@t get caug&t u1 in t&e &erd doing Moo-Co0 t&in<ing. 2 <no0 t&at you &ave a 1ersona" desire to c&a""enge your o0n 1ersona" "imits and to 3o""o0 your o0n dreams. :3 course t&at@s unusua". Most 1eo1"e are Bust content to $e one o3 t&e &erd. (Presu11osition t&at t&ey are Ca$ove t&e ordinaryC and on"y t&e Ca$ove t&e ordinaryC ta<e t&is course or $uy t&is 1roduct.)

4,.

2 am a$so"ute"y convinced t&at you &ave a"ready made t&at im1ortant ste1 and $ro<en 3rom t&e &erd and t&at you 0i"" $e one o3 t&e $est students 2 &ave ever &ad. (Anot&er 1resu11osition t&at t&ey are a$ove t&e ordinary.)

47.

2 get e.treme"y e.cited to 3ind someone "i<e you 0&o can ta<e my materia" and master itG someone 0&o 0i"" ma<e it toug& 3or me to stay a&ead o3 t&em. (Het anot&er 1resu11osition t&at t&ey are a$ove t&e ordinary.)

50.

6uy no0# you a"ready understand some o3 0&at you@d "i<e to receive as a resu"t o3 attending. o <ee1 t&at in mind# as you ("isten to t&is ta1e# read t&is $roc&ure# or 0atc& t&is video).

51.

2 don@t <no0 a$out you $ut years ago 0&en 2 3ound t&at t&is 0as 1ossi$"e. 2t made me get e.treme"y e.cited rea"iAing t&at 2 cou"d &ave t&ese s<i""s and 2 3ound t&at to $e true 3or ot&ers as 0e"".

5*.

(Name) is considered to $e (an e.1ert in t&e 3ie"d o3 your 1roduct or seminar). (%&en continue on 0it& a statement.) Larry is considered to $e one o3 t&e 3e0 "eading e.1erts in tota" ver$a" and nonver$a" communication. %&is seminar is un$e"ieva$"y 1riced.

53.

( tatements 0&ic& tie you in 0it& e.1erts). Larry &as one o3 t&ose uni?ue minds t&at a""o0 &im to ta<e di33icu"t materia" and ma<e it easy to "earn. Li<e A"$ert Einstein &e &as "earned &o0 to "oo< at any su$Bect t&roug& many di33erent "enses.

54.

(Ese 3uture 1acing statements and e.citement $ui"ding statement toget&er). No0 0&en you "eave t&is seminar on unday nig&t and you@re rea""y e.cited and you@re 0a"<ing on air and you are so ent&usiastic and say to yourse"3# CMy ;od. 2 can do t&is. 2 got t&is stu33 do0n 1at. Loo< out 0or"d.C

55.

2@m going to s&o0 you (0&at you@re 1ro1osing t&ey "earn or do) in suc& a 0ay t&at you 0i"" $e a$"e to (0&at t&ey 0ant to "earn or do)# 0&et&er you 0ant to or not. 2@m going to s&o0 you &o0 to use t&ese 1o0er3u" tec&ni?ues in suc& a 0ay t&at you@"" $e a$"e to 1ersuade 1eo1"e to get 0&at you 0ant and t&ey 0ant in every situation# 0&et&er you 0ant to or not.

5+.

2 don@t <no0 a$out you $ut 2 rea""y get e.cited 0&en (descri1tion o3 0&at you caused to &a11en) and t&in< a$out (0&at you 0ant t&em to t&in< a$out). 2 don@t <no0 a$out you $ut 2 rea""y get e.cited 0&en 2 get a notice in t&e mai" and t&in< a$out 0&at it is "i<e to come toget&er 0it& ot&er NLP ent&usiasts at a 0or<s&o1.

E,ercise$
Esing t&e a$ove e.am1"es 0rite some suggestions t&at you can use in a $roc&ure# an advertisement# a scri1t to use on t&e 1&one 0&en c"ients ca"" you or &o0ever you need to se"" your 1roduct or service. Ese e.tra note 1a1er as re?uired. LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL

LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL LLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLLL

E,am)les of %sing Embedded Commands in Brochures. (P"ease read this entire notice $e3ore you 3or t&is day o3 3un 0it& advanced "anguage 1atternsV)

WA#& &'HH
%&is "anguage 0or<s&o1 may $e t&e most 3un you@"" e,)erience this year. 2n 3act# t&ere may $e so many 0&o !ant to attend t&at t&ere may not $e enoug& room for everyone. Peo1"e are a"ready saying# C5on@t 0ait# register no!H #eserve a s)ot 3or yourse"3# 1onEt be left outHC ome say it silently to t&emse"ves - ot&ers 0ant to te"" a"" t&eir 3riends. And t&ey may be right.

A P:!E=-EL !:=9 4:P A5DANCE5 LAN;EA;E PA%%E=N

MAA <0 = A&1 ?05??8

?$8@ T+ 9$8@
LEA1 &' E1'E C+MM%& CAT +&S 85@< ) 9: ST#EET S3W3 CAL'A#A0 ALBE#TA T8E 8T< CA&A1A

PHONE OR FAX (403) 246-3718 TO REGISTER

2 don@t <no0 a$out you# $ut 2 get e,cited 0&en 2 get a notice in t&e mai" and t&in< a$out 0&at it is "i<e to come together 0it& ot&er &LP ent&usiasts at a 0or<s&o1. And 2 loo. for!ard to registering and 2 get even more e,cited a$out it 0&en it is so reasona$"y 1riced as t&is 0or<s&o1 isV May$e it@s not going to cost you t&ousands o3 do""ars. 6ut you@"" )ractice and learn t&e most )o!erful0 enduring0 effective and masterful techniCues 3or using "anguage <no0n to e.ist today. !&en you sto)0 and thin. a$out# &o0 someone 0&o is a$"e to use language )atterns s.illfully and is a$"e to achieve goals easily and Cuic.ly. 5oesn@t it ma<e you !ant to be even better t&an t&at. &+W# is your c&ance# to do thatH 2magine yourse"3 $eing "i<e t&atV N:!# &o0 0onder3u" t&at 0ou"d t&at 3ee"# to be li.e that no! and

in t&e 3uture.

!&at mig&t it "oo< "i<e to be in the future0 no!0 "oo<ing $ac< at &o0 you used to $e and notice &o0 muc& more you 0ere a$"e to move for!ard as you set aside and overcome your difficulties and im)rove your ability to use language )atterns3 4o0 good does it 3ee" to $e t&ere no0V Hou@"" "earn' &undreds o3 0ords and 1&rases to s&i3t su$moda"ities o3 s1aceV &undreds o3 0ords and 1&rases to s&i3t su$moda"ities o3 timeV "oads o3 0ords and 1&rases t&at s&i3t su$Bective e.1erienceV 0ords t&at create 1ermanenceV 0ords t&at ma<e t&ings a11ear tem1oraryV s"eig&t o3 mout&V &o0 to move $et0een t&e 1ast# 1resent and 3utureV 0&ic& 0ords actua""y 1ut you on your time"ineV ana"og mar<ingV 4o0 to move u1# do0n and "atera""y $et0een t&e "eve"s o3 a$stractionV 4o0 to recogniAe and move $et0een t&e Logica" Leve"s o3 ystemsV %&e e.1anded Meta Mode"V :ver 3* &y1notic "anguage 1atternsV 4o0 to c&ain Moda" o1eratorsV Cartesian Logic# Negative uggestions and tac<ing =e1resentationsV 4o0 to e"icit universa" e.1eriences and statesV %&e Po0er o3 inductive "anguage 1atternsV Po0er3u" suggestions to use ver$a""y or in your 0ritingV Esing semantica""y c&arged 0ordsV And muc&# muc& more. Hou can@t a33ord not to attend this !or.sho)H Can HouK %&is is a one time o33er made on"y to 1eo1"e li.e yourself0 so0 )lan to attend3 CALL &+W0 T+ #E' STE#

The Meta Model

!&en anyone is s1ea<ing# t&e "anguage t&at t&ey use 1rovides t&e "istener an indication o3 &o0 t&e s1ea<er ma<es sense o3 t&e 0or"d. Peo1"e genera"iAe# distort# and de"ete in3ormation 3rom 0&at t&ey say. %&e Meta Mode" a""o0s us to recover in3ormation t&at 0as not stated. Bo! the Meta Model is used to determine &o0 a 1erson de"etes# distorts# and $ui"ds genera"iAations 0&ic& resu"t in $e&aviors and &o0 t&is in3ormation can $e used to ma<e "asting c&anges is $eyond t&e sco1e o3 t&is manua". %&e 3o""o0ing ta$"e is 1rovided to a""o0 t&e user to recover in3ormation t&at 0as genera"iAed# distorted# and de"eted. 6ecause every sentence &as t&ese genera"iAations# distortions# and de"etions# use t&e Meta Mode" on"y 0&en t&e res1onse8c&a""enge 0i"" recover in3ormation 3or a s1eci3ic 1ur1ose.

Pattern DISTORTIONS *+ ,in& Rea&ing:1n"'in, s"me"ne;s inte&na! state< 3He thin1s 'e 0an;t '"&1 as a team)3 .+ Lost Perfor$ative:Va!(e =(+,ments 'he&e the e&s"n 6e!ie#9 e&#"&mati7e9 +"in, the =(+,in, is !e#t "(t< 3It;s '&"n, t" +" it this 'a%)3 /+ Ca se an& Effect 0A ca ses (1 H"' +"es 'hat the% :Whe&e 0a(se "# '&"n, is (t "(tsi+e "# se!#< 3Mana,ement ma1e me an,&%)3 2+ Co$%le3 E4 ivalence 0A5(1 :T'" ex e&ien0es a&e inte& &ete+ t" i,n"&in, mean he e>(i7a!en0e "& 6e the same< 3He i,n"&es me9 he +"esn;t !i1e me)3

Res%onse H"' +" %"( 1n"'$

Pre&iction Re0"7e& s"(&0e "# in#"&mati"n

Wh" sa%s it;s '&"n,$ A00"&+in, t" 'h"m$ H"' +" %"( 1n"' it;s '&"n,$ H"' +"es 'hat the% +" 0a(se %"( t" #ee! an,&%$ Gi7e 0"(nte& exam !e) H"' s e0i#i0a!!%$ H"' +"es his i,n"&in, mean he ?) Ha7e %"( e7e& i,n"&e+ s"me"ne %"( !i1e+$ 0"(nte& exam !e

Re0"7e& s"(&0e "# 6e!ie#9 e&#"&mati7e an+ 6e!ie# st&ate,% Re0"7e& 0h"i0e)

Re0"7e& 0"m !ex e>(i7a!en0e "& 0"(nte& exam !e)

6+ Pres %%ositions 3I# the% 1ne' h"' ha&+ 'e '"&1 the% '"(!+n;t t&eat (s this 6a+!%)3 @ the% +"n;t 1n"' @ 'e '"&1 ha&+ @ the% t&eat (s 6a+!% GENERALI7ATIONS 8+ "niversal ! antifiers :a!!9 e7e&%9 ne7e&9 a!'a%s e7e&%"ne et0)< 3The% ne7e& !isten t" (s)3 9+ ,o&al O%erators a) "# ne0essit% :Re>(i&e+< :sh"(!+9 m(st9 ha7e t"9 "(,ht9 nee+ t"< 3I ha7e t" +" it a!! m%se!#)3 6) "# "ssi6i!it% "& im "ssi6i!it% :0anB0an;t9 'i!!B'"n;t9 ma%Bma% n"t< 3I 0an;t (n+e&stan+ this)3 DELETIONS :+ No$inali;ations :7e&6s that ha7e 6een t(&ne+ int" n"(ns< 3We nee+ t" im &"7e "(& +e0isi"ns)3 C) Uns e0i#ie+ Ve&6s3 4She em6a&&asse+ me)3

H"' +" %"( 1n"' the% +"nAt 1n"'$ H"' +" %"( 1n"' 'e '"&1 ha&+$ Wh" sa%s the% t&eat (s 6a+!%$ Wh" sa%s 'e ha7e t" '"&1 ha&+$ Fin+ 0"(nte& exam !es Ne7e&$ What '"(!+ ha en i# %"( +i+$ What '"(!+ ha en i# %"( +i+B+i+nAt$ 4"&5 6) What st" s %"($ What &e7ents %"($ What '"(!+ ha en i# %"( +i+B+i+nAt

E!iminate min+ &ea+ Get 0"m a&is"n Re0"7e& e&#"&mati7e S e0i#% 0h"i0e

Re0"7e& 0"(nte& exam !e9 e##e0ts an+ "(t0"me)

Re0"7e& e##e0ts9 "(t0"me an+ 0a(ses)

Wh"As +e0i+in,$ H"' 0an %"( &e@+e0i+e$ H"' '"(!+ %"( !i1e t" +e0i+e$

Ret(&n t" a &"0ess) Re0"7e& +e!eti"n an+ &e#e&entia! in+ex)

H"' +" %"( 1n"'$ H"' s e0i#i0a!!% +i+ she em6a&&ass %"($

S e0i#% the 7e&6

C 8D) De!eti"ns a) sim !e +e!eti"ns 3I am 7e&% st&esse+)3 6) !a01 &e#e&entia! in+ex 3The% +"n;t !isten)3 0) C"m a&ati7e +e!eti"ns 3He is a 6ette& mana,e&)3 +) Uns e0i#ie+ n"(ns 3He sai+ the% 'e&e !ate)3 e) Uns e0i#ie+ a+=e0ti7es I7an in0"n7enient time)3 30e&tain e" !e3 Mis0e!!ane"(s Othe&s 88) Eithe& @ O& Ph&ases 3I# I +"n;t ,et &"m"te+9 I;m !ea7in,)3 8/) Stati0 W"&+s :One 7a!(e '"&+s< S0ien0e sa%s that 8E) Cha&a0te&iFati"ns :ass(me en+(&in, 0ha&a0te&isti0s< :a,,&essi7e9 'ea19 !aF%9 +"minee&in,9 (nasse&ti7e9 +is&es e0t#(!< 8G) Attrib tion O# Em"ti"ns 222 #ee! ,(i!t%)3 3He #ee!s ,(i!t%)3 8H) P&e+i0ti"ns :0!aims t" 1n"' #(t(&e ha enin,s< a) A6"(t 'hat9 6% 'h"m$ 6) Wh" s e0i#i0a!!% +"esn;t !isten t" %"($ 0) Bette& than 'h"m9 in 'hat 'a%$ C"m a&e+ t" 'h"m$ +) Wh" sai+ 'h"m 'as !ate$ e) Wh" '"(!+ 6e in0"n7enien0e+$ "& in 'hat 'a%$ Is this t&(!% an eithe& "& sit(ati"n$ A&e the&e an% in@6et'eens "& "the& 0"nsi+e&ati"ns$ What s0ien0e$ Is the&e "n!% "ne s0ien0e that s ea1s #"& a!! s0ien0es$ What +"es he a0t(a!!% 6ein, a,,&essi7e$ H"' +" %"( 1n"'$ H"' 0an %"( "ssi6!% @@ Additional %seful Patterns That Are &ot in The +riginal Meta Model C a) Re0"7e& +e!eti"n 6) Re0"7e& &e#e&entia! in+ex) 0) Re0"7e& 0"m a&is"n +e!eti"n) +) Re0"7e& n"(ns e) Re0"7e& a+=e0ti7e meanin,

Re0"7e& mi++!e ,&"(n+

Re0"7e& s e0i#i0it%

Re0"7e& s e0i#i0it% sa% "& +" that %"( 0a!! an+ e!iminate en+(&in, 0ha&a0te&iFati"n) Re0"7e& +es0&i ti"ns E!iminates the ast 1n"' the #(t(&e$ e>(a!s the #(t(&e &e+i0ti"ns

8 8I C"n=e0t(&es an+ C"n0!(si"ns :0!aims 'ith"(t e7i+en0e< D D H"' +" %"( 1n"'$Re0"7e& e7i+en0e an+ sens"&% 6ase+ +es0&i ti"n

H"' +" %"( 1n"' that that;s the 0"&&e0t 0"n0!(si"n$

0 1773 Leading Edge Communications Larry McLauc&"in

tate E"icitation Patterns 1. 1ea< a$out your o0n e.1erience8 e"3 re3erence 2 remem$er a time 2 P. 2t 0as so H. 5o you remem$er t&e "ast time you 3e"t t&at 0ayK 5o you remem$er t&e "ast time you LLLLL t&at made your 3ee" t&at 0ayK 2 canRt remem$er t&e "ast time 2 3e"t LLLLLL. 2t 3ee"s Bust "i<e yesterday. 2ts Bust "i<e you can feel it no! 2 Bust donRt rememver t&e "ast time 2 sa0 somet&ing "i<e t&at. 2 canRt remem$er t&e "ast time 2 sa0 LLLLLL t&at 0as so LLLLLLLL.

*. 4o0 do you <no0 0&en to PK !&en you feel that no! 0&at 0ou"d it $e "i<eK And 0&en you 3ee" t&at "i<e no0. 4ave you ever feel good (Note t&e s&i3t in tense) 4ave you ever P . =emem$er 0&en QQ. (use s&ared e.1eriences) 2tRs "i<e you can 3ee" it not (28you s&i3t)

101

Concluding #emar.s$
o# t&ere it is# a ?uic< tour t&roug& t&e NLP "anguage 1atterns. No0# 2@m going to as< you to $egin to ma<e your "earnings even more 1ermanent. Hou are a$"e to do t&is $y ta<ing t&e time eac& day to notice t&e di33erent 1atterns and to 1ractice using one or t0o o3 t&em in your area o3 interest. 2t is on"y in t&is 0ay t&at you can tru"y master and $ene3it to t&e 3u""est 3rom 0&at you a"ready &ave and are going to "earn 3rom t&is 0or<s&o1.
2

6y continua""y 1racticing t&e di33erent 1atterns# you 0i"" interna"iAe t&em so t&at you can use t&em in an unconscious manner. Hou 0i"" 3ind yourse"3 res1onding to o$Bections# re3raming "imitations and $ringing 3or0ard resources in 0ays you &ave not dreamed o3. And it on"y ta<es a "itt"e 1ractice every day. %&an< you 3or 1utting your energy into t&is 0or<s&o1. 2 "oo< 3or0ard to &earing 3rom you a$out your success in a11"ying t&is materia". ;ood "uc< in your continued use o3 t&is materia". Larry McLauc&"in

10*

Bibliogra)hy
Andreas# C.# Andreas# . C&ange Hour Mind and 9ee1 t&e C&ange. =ea" Peo1"e Press# 17,7. Andreas# C.# Andreas# . 4eart o3 t&e Mind. =ea" Peo1"e Press# 1770. Andreas# .# Dirginia atir' %&e Patterns o3 4er Magic. cience and 6e&avior 6oo<s 2nc.# 1771. 6and"er# =. Magic in Action. Meta Pu$"ications# 17,5. 6and"er# =. Esing Hour 6rain -or a C&ange. =ea" Peo1"e Press# 17,5. 6and"er# =.# ;rinder# >. ' %&e tructure o3 Magic 1 and *. cience and 6e&avior 6oo<s# 1775# 177+. 6and"er# =.# ;rinder# >. ' -rogs 2nto Princes. =ea" Peo1"e Press# 1777. 6and"er# =.# ;rinder# >. ' =e3raming' Neuro-Linguistic Programming and t&e %rans3ormation o3 Meaning. =ea" Peo1"e Press# 17,*. 6and"er# =.# ;rinder# >. ' %=ANCE-3ormations' Neuro-Linguistic Programming and t&e tructure o3 4y1nosis. =ea" Peo1"e Press# 17,1. 6and"er# =.# ;rinder# >. ' Patterns o3 4y1notic %ec&ni?ues o3 Mi"ton 4. Eric<son M.5.. Do"ume 1. Meta Pu$"ications# 1775. 6and"er# =.# ;rinder# >.# 5eLoAier# >. ' Patterns o3 4y1notic %ec&ni?ues o3 Mi"ton 4. Eric<son M.5.. Do"ume *. Meta Pu$"ications# 1777. 6and"er# =.# ;rinder# >.# 5i"ts# =.# 5eLoAier# >. ' Neuro-Linguistic Programming' Do"ume 1# %&e tudy o3 t&e tructure o3 u$Bective E.1erience. Meta Pu$"ications# 17,0. 6and"er# =.# Mac5ona"d# !. ' An 2nsider@s ;uide to u$moda"ities. Meta Pu$"ications# 17,,. C"eve"and# 9. ' =a11orter MagaAine. 1ring Edition 17,, to >u"y 1770. 5i"ts# =. A11"ications o3 Neuro-Linguistic Programming. Meta Pu$"ications# 17,3. 5i"ts# =. =oots o3 Neur o-Linguistic Programming. Meta Pu$"ications# 17,3.

Bibliogra)hy
5i"ts# =. ' C&anging 6e"ie3 ystems !it& NLP. Meta Pu$"ications# 1770. 5i"ts# =.# 4a""$om# %.# mit&# . ' 6e"ie3s' Pat&0ays to 4ea"t& and !e""$eing. Metamor1&ous Press# 1770. >ames# %.# !oodsma""# !. ' %ime"ine %&era1y and %&e 6asis o3 Persona"ity. Meta Pu$"ications# 17,,. Le0is# 6.# Puce"i<# -. ' Magic 5emysti3ied. Metamor1&ous Press# 17,*. Moine# 5.# 4erd# >. Modern Persuasion trategies. Prentice-4a""# 17,4. Moine# 5.# L"oyd# 9. En"imited e""ing Po0er. Prentice-4a""# 1770. :@4an"on# !. ' %a1roots' Ender"ying Princi1"es o3 Mi"ton Eric<son@s %&era1y and 4y1nosis. !.!. Norton and Com1any# 17,7. =ossi# E.L. ' Mi"ton 4. Eric<sonG %&e Co""ected Pa1ers o3 Mi"ton 4. Eric<son on 4y1nosis Do"umes 1# *# 3 and 4. 2rvington Pu$"ications 2nc.# 17,7.

A$out t&e Aut&or

Larry McLauchlin is a s1ecia"ist in communication# and individua" and cor1orate trans3ormations. 4e is a Certi3ied Practitioner and Master Practitioner o3 NeuroLinguistic Programming. Larry &as s1ent t&e "ast *0 years researc&ing and understanding t&e structure o3 communication# 1ersuasion# in3"uence# "eaders&i1 and &uman interaction3 -rom t&is 0or< and training 0it& ot&er recogniAed e.1erts# Larry &as deve"o1ed and 1er3ected many 3rame0or<s and menta" mode"s 3or im1roving and c&anging# t&in<ing# 1"anning# 1ro$"em so"ving and $e&avior. Larry &as su11orted a "arge inde1endent oi" com1any in its trans3ormation over t&e 1ast t0o years. Larry &as s1ent &undreds o3 &our com1i"ing# understanding# interna"iAing and training in advanced "anguage 1atterns. Larry is co-3ounder and Past President o3 t&e Ca"gary Association o3 NeuroLinguistic Programming# Dice-President o3 t&e 4y1nosis ociety o3 A"$erta# and President o3 Leading Edge Communications.

Testim"nia!s #"& 3A+7an0e+ Lan,(a,e Patte&ns Maste&%3 THE WORKSHOP

"Superb content, illuminating and elevating language as one of the great change agents for our use today. This course is only for all the people who either want to become great communicators or those who can speak with anyone." Ron <o=nson ) Infor$ation Tec=nolog# "It was extremely user friendly and allowed us to capture a great deal of knowledge. Best part of the course was the practical information I could take home and start using immediately, " Pa l >inter )Govern$ent ,anager This was an outstanding hands!on workshop in which I could see and fee" an improvement in my use of language patterns. This is exciting to me. I know it will improve my teaching and the rapport I have with students. Thanks for a really fun weekend. " Kat=leen 'an Doeren ) , sic Teac=er "#hat a wonderful opportunity to re!enforce powerful patterns for change !! both professionally and personally$$ Thank %ou." Diane Nass ) Professional Recover# Assistance "&ound this material provoking, en'oyable and of high intellectual impact. <i$ Driscoll ) A&$inistrator "The practice sessions helped internali(e )*+ patterns that I will be able to utili(e in my private and professional life. The non!verbals, anchoring etc. were very exciting and useable. " Patricia Sorensen ) Ps#c=ologist "*arry is interested in improving your languaging skills through practice which is systematically laid out throughout the entire course." Eric L n&in ) Ps#c=ologist

!#arr" gave a laid$back and non$threatening presentation that is extremel" effective %he exercises (practice in small groups) in using language patterns were fun and great learnings ! #ichard (an 1oeren 4 Acoustics Engineer !#arr" Mc#auchlin presents #anguage Patterns in a low$ke" and eas" to understand manner& the numerous hands on activities ensured that we practiced and understood the patterns each step of the wa" ! Jerry Welli. 4 College Professor !'ood information $$(ookbook like $) and * can use these tools in m" life ! !* like "our sense of humor and natural relaxed manner Jay Wolterstor

Testimonials for 2Advanced Language Patterns Mastery2 TBE B++G

!*t is a +o" to find in one source the wide variet" of language patterns and approaches to influential communication that before !,dvanced #anguage Patterns Master"! were scattered here and there throughout the #and of -#P -ot onl" does Mc#auchlin offer us a valuable reference work& he enhances what he found from others b" his careful organi.ation of materials and thoughtful considerations of the implications of language in human communication ! Joe Munsha!0 Ph3 13 Cofounder0 'ate!ay &LP nstitute !* showed "our book to Mr / 0 and several others at the -#P (omprehensive 1ummer 2esidential %he book was the sensation for others as it was for me (3ort" people ordered almost immediatel" ) -ice +ob& thanks for the learning it offered me 'ary Paley0 (3P3 4 Trine Products Com)any !4er" useful $ ver" valuable help in understanding -#P vocabular" ! (itiorie Calogero 4 taly !* consider this to be a ver" valuable reference test Alan Eadie M3A3