Audience:  
Igor: 
Audience:  
Igor: 
♦ When you were inducing John, what was the overload that 
allowed you to tap him on the back of the head? 
Let me make it a little easier for you; the touch on the back of the head 
was the overload. I was overloading him a little bit with locus, focus, 
breathe in- breathe out and sleep. There were a lot of instructions going 
on there. I knew he was going to slightly expect it, so I didn’t want him to 
know when it was going to happen. It’s a question of timing on the 
overload too if you want a complete answer, but the major portion of it was 
the tap, the shock is the overload. 
Is everyone good? Another quick question? Give John a nice round of 
applause in the meantime. 
[Applause] 
♦ It’s just something I noticed; so in other words overload 
happens while you’re setting the hypnotic context, it’s 
interwoven within, correct? 
Yes. The main thing we want to do here, and this is something we’re going 
to get into more and more as we go along, nothing is done individually. 
We’ll do these things individually to get used to them, to create a contrast 
so you know where they’re at, but conversational hypnosis is everything 
happening at once, there is no difference. 
When someone is watching it they should be going I don’t see it, I don’t 
know what’s going on. It’s all blending together. The analogy I like to use 
is the idea of pencils – this is not a pencil but if you imagine a nice thin 
pencil, I could probably snap it in half, right?  
If I had two or three of them could I snap those in half? It’d be a little more 
effort but I’m strong like bull, I can do it 5, 10, 20 of these things in a 
stack? No. You have enough pencils you can have a tank roll over them 
and they’ll carry the weight. Does that make sense? 
That’s what we’re looking to do here in conversational hypnosis. Each one 
of these elements is a pencil you put through your conversations. It’s very 
simple to weave in, it’s invisible, but when enough of them have been 
stacked up together it’s irresistible. But hey everyone, you haven’t even 
finished the first morning yet, so take it a little easy on yourselves, will 
you? 
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Let’s just do the exercise, instant induction, go with a deepener, associate 
a touch to the deepener to see how easy it is, give them something nice at 
the end and bring them back. Do two or three people if you can, you’re not 
going to have very long. You’ll have two minutes to do three people, so 
speed will be of the essence right now and then we’ll come back. Off you 
go. 
Was it fun? Were your hypnotists relatively competent? Did you enjoy 
being put in trance by someone else? 
So I noticed something else happening, and I wanted to point it out 
because this is what I hoped was going to start happening; who noticed as 
a subject when someone was saying deeper, deeper and that sort of stuff, 
who noticed that the hypnotist just knew exactly when to say it? You said 
that’s it, that’s exactly when I needed to hear it. 
Why this half of the room? What were you all doing over here? 
What’s happening right now is something called the reinforcement or the 
feedback loop. Whenever something occurs in hypnosis, you want to jump 
in it. You’ve heard of the hypnotic triple, when you repeat something three 
times it’s the magic number in conversations but in terms of trance you 
really have much more leeway to go beyond that. 
You’re reinforcing a particular response by putting more attention on it. 
You know the old saying where attention goes energy flows? By putting 
attention on something you’re reinforcing it, you’re feeding a loop back into 
it. 
What a little more than half of you were doing, and you may not have 
noticed this, is you’re saying deeper as their balance is shifting more, as 
they’re relaxing more. It’s actually augmenting something that’s already 
occurring. 
The reason I mention it now, rather than before, is now that you’ve done it 
I want you to start paying attention to it, so you’re spotting it as it occurs 
and creating this whole feedback message. They respond to you 
somehow, you latch onto it, you do more of it, it happens again, you do 
more of it, it happens again. Does that make sense? 
Repetition and reinforcement are keys in all forms of hypnosis, especially 
conversational hypnosis. The question will be; how can you then repeat 
certain ideas so it doesn’t break the conversational context? You want to 
be able to repeat yourself without sounding like a broken record. 
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When you repeat yourself in the right way, it won’t sound like a broken 
record, and they’ll still get the message. It’s just a question of figuring out 
how do you repeat yourself so it’s not too obvious. 
Of course sometimes you’ll repeat yourself more obviously than others, it’s 
just a question of how can you repeat yourself so it’s not too obvious? Do 
you see what I mean? 
Can I have a volunteer who likes to be in hypnosis, anyone? I’ll use you 
for a second. Have we put you in trance yet? Not officially. There we go, 
we may as well complete the circle we had from before. 
Look at me, take a deep breath in, breathe out, sleep, all the way down, 
deeper, that’s right, deeper still – you’re doing great. Finding your own 
balance will help you go even deeper now, more relaxed. The more 
relaxed you feel the deeper you go, the deeper you go the better you feel. 
The better you feel the deeper you go, the more you relax. 
All of you can relax but this one part here, just put this one hand up there 
and make a fist, nice and strong. That’s it, nice and strong. The more 
strength that’s in that arm the more you relax. 
Locking this arm straight, locking it out rigid like a concrete bar, like an iron 
bar, steel that will not bed. You relax and you feel better in here the more 
this is stiff, tense, and rigid, stiff, tense, rigid, feel it happening now. Very 
good. 
When you feel that hand being so stiff, so rigid that it will not move no 
matter how hard you try, feel it, bring a life of its own becoming stiffer and 
stiffer, just go ahead and test it. Try to bend that up and notice you cannot. 
Stiffer and stiffer; feeling better inside. Stiffer and stiffer; feeling better 
inside. 
Come on, you can do better than that. Really try, come on. Try and bend it 
and find that you cannot. Relax it all the way. You did a great job. An 
example of how your unconscious mind can operate outside your 
consciousness. 
Another way to do this is by learning, by making it easy to become a great 
hypnotist. You’ve already seen some people up here discover how 
learning occurs. You know what’s happening, don’t you? 
That good feeling will come inside you as well. That’s it, you can feel it 
now. When it lights all the way so that you can’t help but smile, you’ll know 
you’re ready to come back out because your unconscious mind, that’s 
right, has prepared you to make it so easy to become a hypnotist its 
unreal. 
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There you go. A little more than that – then your eyes will flutter open all 
by themselves. That’s amazing, isn’t it? Good job. Well done, thank you. 
Give him a nice round of applause. 
Was there any repetition involved there, any reinforcement, feeding back 
things that were going on there? We’ve added a few more little things 
now. 
Remember, the law of association works in many different ways. One of 
the ways that it works, and this is something you’ll be practicing in a 
minute, and this is going to be one of the most crucial things in 
conversational hypnosis, we’ll show you tomorrow how to work with it, is to 
develop a reference experience. 
Reference experiences are experiences people have had, and you’re 
going to use them to build a different experience for them through the law 
of associations. 
For example, has anyone here ever fallen asleep and had their arm go 
numb, anyone, maybe a leg or something? I had this once, I was sleeping 
on a sofa, it was a couple of years ago now, I feel asleep, my leg fell 
asleep right along with me, had a knock on the door and I woke up but my 
leg didn’t. 
It was the most interesting experience getting from my couch to the front 
door. My leg wasn’t working. I could kind of walk on it because part of it 
was working but the knee wouldn’t lock so I had to hobble. It was very 
interesting. 
Now that you have that experience as an idea, if someone needed to 
perhaps develop pain control, isn’t it easier when the unconscious mind 
already has an idea of what kind of things it can do to get there? Wouldn’t 
that be fair to say? 
In terms of fear, has anyone here ever touched something concrete? Has 
anyone here ever tried to bend an iron bar, even on a door or something 
like that, you feel the solidity of it? You’ve felt the solidity of an iron bar, 
you’ve felt the un-bendingness of it as opposed to a piece of paper? 
Strong like a piece of paper doesn’t quite cut it, does it? We’re using 
natural associations as reference experiences to enhance the effect that 
we want. Does that make sense to you all? 
It looks like we’re doing a few trivial things really, right? But there are 
already a lot of layers of principles involved in that. Those principles are 
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the key things, because if you can translate those principles into a 
conversation then you will be unstoppable as a conversational hypnotist. 
If you have the illusion that it’s all about what you say, then you’ll be very 
confused because you won’t know why it works sometimes and it doesn’t 
others. Does that make sense to you all? 
The words are just a way of putting the principles into action, and that’s it. 
There are a couple other things we did there which we’ll talk about 
afterwards but I think it’s more important you all have an experience of 
this. 
The steps are very simple. You can all do an instant induction, is that 
correct? You can all do some kind of a deepener, whether it’s a touch or 
counting something out for them and so on, would that be fair to say?  
Actually, would you like to have a new deepener that’s a very important 
one for hypnosis in general? We may as well throw it in there because 
otherwise it’s just a nice little parlor trick, would you like that? The principle 
is very simple. Can I have a volunteer, anyone? Look at you. Do we have 
agreement here? Me! Come on up, give him a round of applause. 
We’ll keep this short and sweet because I just want to get the principle out 
very quickly. The idea is very simple. The more someone goes into the 
trance the easier it gets. They’re learning, their bodies are climatizing, it’s 
adjusting, so it’s easier to get them deeper by bringing them out and then 
back in again. Make sense? 
Let me show you what I mean. Have a look at me, and sleep, all the way, 
deeper, that’s right, deeper still. The deeper you go the better you feel, the 
better you feel the deeper you go. In fact the deeper you go the better you 
feel, the more you go into trance. That’s right. 
In a moment I’ll count to three and on the count of three you will open your 
eyes feeling alert, feeling fresh. When I say the word sleep you will close 
your eyes and drop into a state as deep as this and even deeper. This will 
happen every time. At the count of three your eyes will open, you’ll feel 
alert. When I say the word sleep your eyes will close and you’ll go even 
deeper than this each and every time.  
That will continue to happen every time we count. Bob your head if you 
understand. Very good. One, two, and three. Very good. You enjoy that? 
And sleep. That’s it, very good. Deeper and deeper still. You’re doing 
great. This time you go deeper. Your unconscious mind will naturally start 
finding resources to make learning hypnosis a real breeze for you, which 
means you will feel even more wonderful as you go into a trance. 
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Consciously you have no idea what’s going on other than that you feel 
good, unconsciously you can start to find all the resources you need to 
truly master hypnosis in ways that will surprise even you. 
One, two, three eyes open – and sleep. All the way, that’s it there you go, 
finding your own balance each time. Deeper and deeper each time, one, 
two, three. Very good. 
Are you enjoying that? Very good and sleep. All the way, that’s it, deeper 
each time. Find those resources, getting stronger still. By the time we 
count to three a few more times you will feel so good inside you’ll take that 
feeling right to the outside and you just can’t wait to get a hold of someone 
and do some hypnosis because it feels right, this is natural. 
One, two, three eyes open – and sleep. I like that. That’s almost there. 
Third and last time, this time’s the charm – one, two, three wide awake. 
Good job, well done. Let’s go find him a partner. Off you go. Give him a 
nice round of applause. 
I kind of over repeated a little bit. Could you see the clear distinction of 
each cycle, coming back and going back into trance a little deeper? Did 
you notice how he was also responding to suggestions? When I changed 
the suggestions about deepening, now it’s no longer about a deeper 
experience but actually about other stuff happening as well, did you notice 
him coming back differently also? 
Was suggesting working at some point? Was something beginning to 
work? This is the kind of stuff, we’re starting to get into now and what I’d 
like you to do is very simple.  
1. Number one; find a partner, put them in trance, instant induction – 
easy to do, right?  
2. Number two; deepen in whatever way you wish to for a couple of 
seconds to stabilize the trance.  
3. Number three; I would like for you to repeat a fractionation at least 
three times, no more than five just for time reasons. You can go all 
day if you want but it gets very tricky at that point. 
Do it at least three times, no more than five, just get that process of in and 
out, in and out. The key things are, when you count or whatever the signal 
is, eyes open out in the room. Now, it’s a slight nuance I put in there, 
you’re welcome to put it in there if you want to – you will feel alert, or you 
feel awake. 
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I’m not saying you will be alert or you will be awake, but you will feel it. 
What that allows for him to do – it won’t always happen – but what it 
allows him to do is rather than popping back into consciousness before he 
goes down, is to hover around or even stay just off the mark of it. 
This allows you to do all sorts of other interesting things later, but no need 
for that now. You’re welcome to use it, and if it’s too much to think about 
don’t worry about it, a simple induction, a simple deepener, fractionation– 
so far so good. Once you’ve done your third round of fractionation just do 
something simple like the steel bar.  
Once again there’s no rocket science, we’re just using reinforcement, 
repetition and a reference experience. That’s easy, isn’t it? 
Get them to test it and when it’s been tested – just a little trick, when you 
say okay forget about it and relax, shake their arm out a little bit because 
sometimes the muscles will actually lock and they’ll find it a little difficult to 
figure out how to relax it again. So, a little bit of movement by shaking it 
out will help their muscles remember how to relax. 
Does that make sense to you all? Any questions on the exercise? 
Audience:  
Igor: 
Audience:  
Igor: 
♦ What’s fractionation? 
When Lester was up here just now and he was going into trance and out 
of trance and into trance and out of trance, did you see that bit? That’s 
fractionation. It’s very simple. 
We’ll talk about what’s happening there and why after you’ve done it, but 
we don’t want to talk about it too much we just want to do it and get the 
feeling of it and then we’ll throw the principles out some more. 
♦ What stops that…post suggestion? So like, if you were to say 
sleep again now, would he go into trance? 
Nothing unless you suggest it. I left it ambiguous in that this time it’s for 
real, so coming back out, but we can find out, are you willing to play? 
Sleep – I guess its working. 
Because you’ve gone as deep as you have, and thank you Lester for 
really letting us play with this – that’s right, all the way now Lester – I’d like 
your unconscious mind to find an even better gift for you right now. 
That feeling you had a moment ago, you may as well double or triple it so 
that you feel it so strongly that when you come out of hypnosis in a 
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moment you can’t help but bring that into every interaction because it’s 
just so good. 
One, two, three – wide awake. 
I guess it does. Don’t worry about it too much this is not what we’re 
looking for right now, that was just to answer your question. Right now 
we’re developing principles and the principles will be used in 
conversational hypnosis in time. Make sense? Everyone cool? Find a 
couple partners and let’s just do it. 
Who enjoyed that by the way? Was that good? No? We’ll come back to 
you in a minute. 
Can you see these principles beginning to work in practice? Can you start 
seeing them interacting, playing out in front of you in little gestures and 
little things they say or do, or even things you feel and experience 
yourself? Would that be fair to say? 
The next thing to do, if you want to think like a true master hypnotist, is 
what happens when you start combining the principles? For example, a 
couple of you pulled me over for problem clients – what if you combined 
the contrast – contrast is how we can tell what’s happening in the world. 
If there were no contrast we’d be deaf, dumb and blind and we’d be 
without sensation, so its the contrast that allows you to have something. If 
you doubt me, who here has a wristwatch? Who here feels their 
wristwatch during day to day activities? Who here feels it when they take 
their wristwatch off again after awhile? Doesn’t it feel weird and empty? 
The contrast you’re feeling because your body has become acclimatized 
to something. Doesn’t that make sense? What if the contrast that 
someone is making is what’s in terms of what’s not working? 
I’m not really that relaxed, I’ve got pain – what are they looking at for 
contrast points? Is that going to enhance the trance experience or not? It 
may be discomfort. Basically, you’re contrasting against the critical factor, 
against things to reject experiences. 
You mix the contrast principle with the critical factor, what do you have? 
You’ve got a great block to hypnosis, which kind of answers your question 
once again from earlier on. 
What if, however, and by the way, there’s a reasonable portion of people 
who will do this instinctively it’s their learning style. It’s not a bad thing, it’s 
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they learn by contrasting against information on what’s not working and 
what’s wrong, and what isn’t right and so on. 
Is that going to help you put them in trance? What would you want to 
contrast against? Would it not be fair to say that if they’re contrasting 
agreement against what they can accept that suddenly the whole thing 
turns around? 
As a rule if someone comes up to you and says it’s not working or I can’t 
be hypnotized, someone has tried before and it hasn’t worked. A few 
things can go wrong. 
i. Number one, probably the context wasn’t set in the first place. They 
had a poor hypnotist that did a rush job.  
ii. 
Number two on the list, is they’re contrasting they’re looking for the 
wrong information.  
They’re having an experience, it’s just every time they have the 
experience because they’re contrasting against what’s not working they’re 
using their trance to reinforce not going into one. Do you see how that 
works? How might one switch that principle around so it’s working in your 
favor? 
Audience:  
Igor: 
♦ Can you make an association? 
An association to what? 
Audience: The more you focus on the problems the deeper into trance you go. 
Igor: 
It can do it, but even if you get over the critical factor the association might 
not take. Does that make sense? It’s something worth playing with 
absolutely and I’ll show you how to elaborate that which is a lot of fun, but 
as long as you keep that in the back of your mind it’s worth a test and if it 
doesn’t work out you’ll know where to go next. 
Audience: Re-direct their focus to something they have to agree with, such as 
breathing or blinking. 
Igor: 
Oh she’s a quick one – you have to redirect their experience to something 
they have to agree with, in other words breathing or blinking or that sort of 
thing. 
I’d like to go one step further. Why? If all you’re doing is redirecting to 
something they have to agree with like blinking they’re short. Mentally 
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they’re adding something but it doesn’t mean anything, it’s that but we 
have to get rid of somehow. Does that make sense? 
What if we get them to contrast against something that is working, no 
matter how small? There’s one thing we know absolutely for a fact, there 
is no homeostasis in terms of an absolute experience that is unfaltering 
and unchanging.  
We are constantly in flux. We are constantly relaxing more or creating 
more tension. It cycles. Even in trance remember, the trance is not 
perfectly level, it’ll cycle even though it might trend towards a direction. 
Does that make sense to you all? 
The answer is; if you get them to contrast against that portion of the cycle 
where it’s already working, they can’t deny that experience of it having 
worked a little bit. Does that make sense? 
Of course, if they’re really true hard core testers, which is again a good 
learning style, it’s a useful thing in some environments - they’ll say yes, 
but it’s not enough. If that happens, what might you say at that point? How 
might you handle that just using the principles we know so far or any other 
principles I really don’t mind. 
Audience: This is increasing. 
Igor: 
You’re very close I actually would go with that first and see if it takes.   
Audience: Agreeing with them it shouldn’t be enough. 
Igor: 
You’re so close. This is coming into what we’ll do later with frame control. I 
might as well give you all a chance, go on. 
Audience: Beyond enough, what would be enough?  
Igor: 
Going on to mind bending language, that would work great at that point 
but we’re not handling mind bending language here so I’m going to use a 
slightly different approach. 
Audience: A little takeaway. 
Igor: 
Right, like you just can’t have it? 
Audience: I guess you can’t feel that sensation, the comfort of trance and so on 
Igor: 
That will work great with certain personalities. You have to read the 
person. Some people will feel dejected. If there’s dejection, they don’t feel 
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good enough, that’s part of the pattern that’s creating the contrast. You 
don’t want to use that because you’re going to feed into their pattern of I’m 
not good enough. 
If on the other hand they’re challenge oriented, they’re going to say I’ll 
show you buddy. Again, do you see how you have to be able to read the 
interaction very carefully to see where we’re going with this? 
Audience:  
Igor: 
♦ Couldn’t you integrate it by telling them the discomfort is part 
of the process? 
Integrate it so the discomfort is part of the process absolutely. Allow me to 
just put you out of your misery to some extent. By the way this is great, the 
ideas you all are coming up with, all of them will work in a certain context. 
The key idea we’re trying to get towards is, what’s the key problem when 
someone says, I feel a little bit but it’s not hypnosis, but it’s not enough, 
but – what’s the key problem there? 
It’s not good enough. They’re denying their own experience as being the 
right experience. We’ve got to switch that key idea around. I really like 
where you were going with this, you were so close. 
What if you said it’s not enough yet, or we’re not there yet. What does the 
yet allow them to do? Right, so it allows them to delay the testing, the 
contrasting with the failure, until later. 
Something happens with time. There’s a nice little bit of research when it 
comes to time which is that when things happen in the present moment, 
people look for effort. They look at how much it would cost them to do this 
particular thing. 
For example, if I said to you all who wants to buy my new course right 
now? You’ll say how much does it cost? That’s probably utmost on your 
mind. 
Next year I’m going to release a course on making hypnosis 10 times 
easier, it’s not ready yet. Who would be interested in that? 
What’s happening right now is by projecting into the future people tend to 
focus on the benefits of something. Make sense? Now is the cost, future is 
the benefit. It’s just part of how most people tend to think. 
If you can delay their testing to the future that’s what the word, yet, is 
doing it’s not the word that’s all powerful it’s what it does inside the 
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person. If you can delay them testing it until afterwards you’re doing two 
things; number one they’re no longer looking at the present cost, the 
present cost being this is not working, the effort involved, what do I have 
to do to make this work? 
Number two you’re switching their yes mind on, because in the future 
you’re looking for benefits. You’re switching it on in the present moment, 
which means now the contrast is more likely to work. 
These are all of course tendencies, we’re stacking the deck, but do you 
see where we’re going with this? Do you see how mixing principles 
together can give you a hell of a lot of leverage when doing hypnosis? 
Does that make sense to you all? 
This is important because when doing formal hypnosis you will come 
across people who have those very mindsets, and you need to get 
through that. In a conversation it might be easier to put someone in trance 
because they don’t know that it’s not working, right? 
You’re not doing anything, so they can succeed before they know anything 
has happened. But even then, if you spot the same pattern, you need to 
know how to break it. The way you break it is very simply by getting them 
to contrast against success, and if you need to project them into the future 
where they’ll put their testing in, and that way you’re setting them up to 
look for benefits, look for successes rather than failures.  
Does that make sense? Do you see how that cycle works? 
It’s kind of involved, but the good news is, there are people in this room 
that will think hypnosis isn’t working for them. Please try to find them, and 
be gentle when you do, you don’t want to break them straight away of that 
habit, someone else might want to have a go too. 
Be polite.   
Audience: If they’re contrasting things, are you really bypassing their mind? 
Igor: 
There’s a difference between analysis and contrast. You can’t experience 
anything without contrast. If you put for example a dot right on the pupil of 
the eye where the light goes in, within 30-60 seconds, your brain will no 
longer see that dot. Why? Because the image moves with the iris, so it just 
deletes it. You cannot have that sensation, that’s what sensory deprivation 
tanks do and all that stuff. 
The unconscious mind still needs contrast, it’s just we’re not evaluating 
the contrast, we’re not analyzing it. 
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The second thing you need to realize is that trance isn’t an on or off 
switch, it’s a sliding process. At the beginning, you’ll have a lot of 
conscious activity and some unconscious activity suppressed to the 
conscious stuff. Then you’ll have the next stage will be conscious activity 
slows down, unconscious activity is enhanced. 
But, it’s more by permission of the conscious mind, and over time the roles 
reverse; consciousness is at some level absent, the experience is still 
there, they may still have memory, but they’ll go with the experience more 
smoothly, the sliding scale they’re going through. 
In a conversation it’s rare you’ll reach that bottommost level where 
everything becomes absolute reality, and you don’t want it to either 
because it skews the conversation in ways you don’t want it to. 
It’s a sliding scale and you want to be able to work at each level of that 
scale, rather than just at the end of it. Does that make sense? Everyone 
cool; are you liking this? 
Do you notice how the exercises are straightforward, pretty simple, right? 
Do you notice how there’s a lot inside them in terms of anything you do 
that’s hypnotic is packed with principles, and those are the things I want 
you to pay attention to, because the principles make hypnosis actually, 
and the principles make conversations hypnotic. Make sense? 
There’s one last thing I just want to add very quickly, we don’t need to 
spend much time on it, but now is the time to do it before we come back 
after lunch. Stuff has to happen in the brain in order for anything to occur 
whether, its hypnotic or anything else. Hypnosis is not an automatic 
formula, hypnosis is not instant success, hypnosis is a process and it has 
to be processed by something. You have to sometimes give them time to 
process. 
Ironically, it depends on what you’re doing. The mental processing 
principle shall we say, says you’ve got to just pause and give people a 
chance to absorb the suggestion, absorb the idea. 
All too often I hear people rushing through suggestions and none of it 
sticks because there’s just too much. But of course you can see clearly 
that this will go against another principle we’ve already talked about, 
haven’t we, the overload principle? So which one is right? 
Exactly; it’s just a question of when. It goes right back down to what is the 
context? What’s going on right now? What do you want to go on? You 
overload primarily to bypass the critical factor. You allow mental 
processing time primarily to stimulate the unconscious. 
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Sometimes you’ll start by overloading and once you’ve got to the right 
point there’s this beautiful moment of pause where suggestion just rests 
and it sinks in. 
You might go back to overloading again just as consciousness becomes 
more active and you can repeat the cycle, you can fractionate those 
cycles just like anything else. Does that make sense to you all? 
This is very important because we are moving at a relative pace here. I 
don’t’ want you to think it’s all got to be speed hypnosis, now, because 
conversations do take their time and there’s some things you’ll have to 
place in very carefully in one conversation that you won’t even play with 
until maybe a few weeks or months have passed. 
We’re looking at the long term here right now. It just depends on what the 
relationship is like, what the situation is like, what you’re doing, and so on. 
Does that make sense to you all? 
Principles work, sometimes certain principles when put together will make 
it work less, for example the contrast versus the critical factor, and if that 
happens just find out what is the dynamic going on inside that person and 
then you can start switching it around. Does that make sense? Any 
questions on that as ideas go? 
The important thing is; these principles I want you to refer them back to 
something you’ve actually done or experienced. Has anyone here actually 
presented to you even just today a suggestion that came too soon, like 
you didn’t quite know what to do with it? Did anyone have that 
experience? 
That’s the mental processing part. Some people – by the way, sometimes 
resistance is just the hypnotist going too quickly. Anyone here have a 
sense at some point that you were thinking too much and that you’d 
followed too easily and they weren’t really leading you all that well, 
anyone? 
That’s the absence of overload. There’s a balance point to be found for 
each individual at different levels. That’s what we’ll come onto tomorrow 
when we start talking about reading people and so on. 
You all felt yourselves being led by someone, you felt competent or you 
wanted to follow along, right? And you felt some people that you didn’t feel 
safe in their hands, didn’t really know what they were doing and thought, I 
don’t know about this stuff I just make it up and pretend to go along with it 
but nothing is really going on? 
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That’s the authority principle. I want you to take all these principles and 
take it back to something that’s occurred to you, something you’ve actually 
done, because after the break we’re going to come onto the language. 
We’ll play lots of different language games, and initially they won’t have 
much purpose other than to get used to the language, but the important 
thing is when we start applying the language, the language is absolutely 
irrelevant. Let me reemphasize this – the language is totally irrelevant. In 
fact, it’s counterproductive unless it’s expressing these principles for you. 
If it’s expressing these principles then the language makes sense, 
because whether you’re using power words or trance words or whatever 
words you’re playing with, it’s doing something for you now, something 
very purposeful. 
If on the other hand you’re just throwing those words out because that’s 
what the course said you should do and you’re just reading the script out 
and all the rest of it, then sometimes it will work and sometimes it will not. 
The times it will work is when you’ve accidentally got the right context and 
all these things are working for you – beautiful. The times it will not is 
when somehow accidentally you have violated an important principle and 
you can’t fix it until you start looking at the interaction and asking yourself; 
what principle is missing? Does that make sense to you all? 
As you go to lunch I’d like for you all to do two things if we could; number 
one, reflect on your experiences here this morning and see how you can 
attach one of these principles to at least one experience you’ve had so far. 
This was an example of someone having good authority, or this was an 
example of when I had good authority relative to the person I was working 
with. 
Here’s an example of when I got good compliance or when I didn’t; 
contrasting the things. Go through the list and find at least or two 
reference experiences. 
The next thing I want you all to do is think about; how might I try and do 
this in a normal conversation? Don’t try to do any of it, I mean if you really 
have to I’m not going to stop you, I’m not going to be there at lunch 
looking over your shoulder, but observe normal conversations. 
Have a chat with someone and say wait a second, was that a bit of an 
authority thing going on here? Am I agreeing with him? Is this agreement 
going on well? Is he agreeing with me? Am I complying with his ideas? 
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Did I have it for awhile and then lose it? That would be the contrast 
principle alerting you to what’s going on. Do you see how that works? 
I’d like you to take the time to have conversations, to get to know each 
other over lunch but in the back of your mind, I want you to filter for these 
principles, because you’ll see they happen – they cannot, not happen. 
If there’s another human being present, it will happen at one level or 
another, does that make sense? We’ll come back from lunch and we’ll 
start playing with the language, but it’ll be a context that is, actually useful. 
Thanks everyone, off you go. // 전체 문맥을 고려해서 한국어로 가장 자연스럽게 뉘앙스를 살려서 번역해줘 차근차근