DVD 5:  How to Read Other People like                     
an Open Book 
Igor: 
Good morning, everyone. How are you all doing? Who had fun last night? 
Anyone starting apply this stuff outside there somewhere? I hear that 
someone did a particularly interesting thing yesterday. They started to run 
with their skills, and rather than just doing the exercise we did yesterday 
with bringing someone they love back and so on, I call this the inner smile. 
Rather that just doing this with people in the seminar, which is safe and it’s 
good to do out there, this person started to do it with complete, random 
strangers. Would you come up here for a moment please? Give them a 
round of applause. 
[Applause] 
Your husband and the team that you were with were so impressed, that 
they got you a little gift. So give her a round of applause, everyone. Great 
job! Seriously, I think it’s an awesome thing when you all start taking these 
skills and using them. It’s a risk, isn’t it to go up to a complete stranger. 
Come on up. Do you want to tell me the story because I think people will 
be excited by it? 
Audience: Right here? 
Igor: 
Lori: 
Yes, there you go. 
Actually, I had two opportunities. We took the trolley to Manhattan Beach. 
A whole bunch of us did and there were some ladies there that were also 
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doing a 10-day seminar on something with educational testing, which I 
think is folly anyway. Anyway, they weren’t real impressed with hypnotists, 
so on the way back we ran into them again.  
I had a couple of them. We were just chit-chatting so I went ahead and did 
something from New York with the fingers crossed. I did that with them. 
Then later Shaun, my husband and I went to the grocery store to get some 
meat. The gentleman and I were talking and, of course, when I ordered 
the salami, he said, "This is a whole bunch."  
I said, "That’s okay, I’m in town for two weeks."  
He said, "What are you doing in town for two weeks?" Well, that opened 
up the door. 
I asked him, "Have you ever had any experience with hypnosis?"  
He said, "No."  
I said, "Well, do you have a moment."  
And he said, "Sure." So I pulled him out from behind the counter and did 
the instant induction on the shoulder and then the arm straightening out. 
His buddies in bakery were sitting there going, "What the hell?"  
He got done and he was like, "Man, can you come back once a day and 
give me just a little…?"  
It was kind of interesting. It was kind of just a joke because I’m so shy.  
Igor: 
Lori: 
Igor: 
Lori: 
You kind of got carried away with the moment, right? 
That’s right. 
Do you see what you all can pull off isn’t that amazing? Give her a round 
of applause. 
[Applause] 
So now that you’ve done your first couple of instant inductions in the wild, 
did you enjoy it? 
I did enjoy it. I’m real excited about it. I’m like a big sponge right now, just 
kind of soaking this all in. 
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Igor: 
Lori: 
Igor: 
The last question – because I’m sure everyone here is wondering this as 
well is - did it work. I mean on real people who didn’t know it was coming? 
Yes, the gal couldn’t get her hands apart and she was like, "Whoa, that 
was something else." Then he just went out. He went right on my 
shoulder. I got him to balance. Even when I woke him up, he was like, get 
this arm down. I’m like, take a deep breath, relax and shake it out. He was 
like, "Come back once a day. I’m here Monday through Friday. Show 
some more stuff."  
That’s amazing. That’s a great story. 
Now that we’ve had that little warm-up, did anyone else do anything 
exciting last night? Do you want to come up and tell everyone? Are you 
allowed to tell people without getting arrested? 
Audience: Someone puked seven times, but it wasn’t me. We went out to West 
Hollywood. One of our friends who isn’t here today, he puked seven times, 
but we were out in Hollywood. 
Igor: 
What did that do to you? 
Audience: We only had two hours’ sleep, but that’s okay. We didn’t really follow your 
suggestion, so that was bad of us. 
Igor: 
What are you doing up here then? So you went out to a bar? 
Audience: We went out to a club in West Hollywood, Cassadra. They had the back
up singer for formerly known as Prince. One of our friends’ friends’ friend 
was there. 
Igor: 
Is this an induction? 
Audience: Yes, it is. Sleep! Then we started talking and she was asking what I did. I 
didn’t tell her my real job. I said, "I’m a master hypnotist." She goes, 
"Really" and got curious about it. I told her a little bit about hypnosis. She 
was curious about it. Then I said, "Hey, do you want to try it?" She’s like, 
"Yeah sure." 
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The sound was blazing because the people were loud and stuff like that. I 
started having her comply. I said, "Move over here so you can hear me.", 
and things like that. So I got the compliance. Then I did the five-word 
induction. Some people know it; some people don’t. Then I dropped her 
instantly. I said, "The deeper you go, the better you feel; the better you 
feel, the deeper you go." 
Then I gave her some general suggestions because she wanted to have 
more motivation, more passion and all that stuff. I also gave her other 
suggestions like you’re going to have a wonderful night tonight. Maybe I 
shouldn’t have. She was smiling the whole night and things like that. She 
was wonderful and she was dancing and all that stuff. That’s why we didn’t 
get home until 4:30 this morning.  
Igor: 
Lori: 
Igor: 
Alex: 
It was a wild and crazy life. I won’t even ask. We did say hotel play, didn’t 
we? 
Yes. 
Great job. Well done. Give him a nice round of applause. Thank you.  
[Applause] 
My name’s Alex. I don’t have my name tag today. This is not something 
that happened last night. It’s actually something that happened in London 
when I took Igor’s Street Hypnosis course actually.  
A friend of mine, Bob Cobb, who I’m sure you’ve seen in some of the 
videos. We went out for a night of being a force for good and I approached 
three women at a fairly noisy bar. It was a patio actually. I asked if they’d 
ever been hypnotized, if they wanted to get hypnotized and if they were 
interested in the power of the mind. 
They all pointed to one woman. In this group, there was a medical doctor, 
an accountant and a scientist. Very much critical thinking type people 
obviously. The accountant said, "Well actually my friend, the scientist, has 
an extreme phobia; claustrophobia, so bad that she can’t ride elevators or 
go on subways."  
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So Bob and I, basically, tag teamed her. We did a double induction. He did 
most of the therapy side. I just came in and out whenever I felt it was 
appropriate while I was talking to the medical doctor and the accountant. 
About 10 minutes after Bob had finished up, she said, "Do you all want to 
go for a ride on the subway?" We were blown away by how easy it was 
and again, the context was a bar, so no one’s there ready to get therapy 
for a serious condition like that. 
By learning how to create a context and the frame for them to be involved 
in this process, you can do amazing things in the most amazing places. 
This medical doctor, it was great for her to be there because here’s a 
person who, firsthand, realized the power of hypnosis in a non-clinical 
place. Nothing up your sleeves, but impromptu- bang- bring your tools with 
you and you can change people’s lives in 10 minutes.  
Igor: 
Lori: 
Igor: 
Lori: 
Good job. Thank you. Hopefully, some of these stories are giving you all 
some ideas of what to do with this stuff. I’m not the school of hard knocks. 
I’m not going to force you to go out there and do anything in particular, but 
I would encourage you to put yourself in a position where it can happen. 
How many of you actually did an instant induction with a little hypnotic gift 
that we talked about last night, out there somewhere, maybe in the lobby, 
maybe in the street, in the restaurant or something like that with other 
people, maybe about half of you? Let me ask you, who actually did the 
exercise, how did it feel to do it outside of the training room? A little 
awkward at first, would that be fair to say for some of you or was it pretty 
straightforward? Excellent! 
For me, I think it was almost easier because everybody in this room has 
some experience, probably a lot more experience than me, so I feel 
somewhat judged. Whereas this deli guy, he’s just a deli guy. It’s either 
going to work and he’s going to be thrilled or it’s not going to work and 
he’s going to go, "Well, so much for hypnosis." and I’ll never see him 
again because I’ll go to a different store next time. 
If nothing else, yes, it worked. Come back, please. 
Exactly. So for me, it was kind of just throw caution to the wind, just take a 
deep breath. Your voice is going through my mind. I think what really 
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clicked, yesterday was the one where it really doesn’t matter what you say 
it’s more your demeanor, just be patient, make the eye contact and get 
them to focus.  
I was able to do that. It was weird because you said out in the bar, at the 
grocery store, there are people walking around, the lights are on, his 
buddies are right over next door, so it’s not like you have to be in a dark, 
quiet corner or something. 
Igor: 
Right. You can just do it normal everyday life. This is something very 
important. Thank you for bringing that up. Both Alex and Lori did exactly 
the same thing. The words really weren’t the important part of the process. 
The context that you’re creating is the important part.  
How do you create the atmosphere? How do you create that situation 
where people can step out of normal, everyday life into what we’ll call a 
hypnotic reality, in which unusual things can occur. Where they can relax 
deeply and have wonderful experiences. Where they can overcome a 
lifetime of phobias in 10 minutes?  
You have to create that context, and the place that comes from really is 
you. It comes from inside of you. Who would like to learn or find shortcuts 
to make that whole thing happen more quickly and more easily, anyone? I 
mean otherwise, we can get the coloring books out and have like the evil 
top hat and monocle hypnotist. There’s a great little picture.  
The first thing we’re going to do is I want you all to find one other person in 
the room at least, maybe two if you have time, but it will be a real quick 
exercise. I want you to give them a hypnotic gift – the inner smile.  
Remember, the inner smile is an instant induction, a couple of 
fractionations or a couple of deepeners so you can have a nice deep 
thing. Only take a minute or two at most. Really, it doesn’t take very long 
at all. Once you have them there, I want you to get them to recall or 
remember or have an experience of someone they love. A person, a close 
friend, a pet, something that makes them feel like they’re connected to the 
other individual. Make sense? 
You’ll know that you have it right because they’ll be smiling from ear to 
ear. You want to build it up, whatever you do, with your attitude, with your 
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language, with everything you have until they are smiling from ear to ear. 
Then remind them that they can have this experience any time they want. 
Then bring them back. Then it’s your go. Easy to do, off you go. 
Good. Who’s smiling from ear to ear? Anyone? Is that good? Let me ask 
you a question. What did you notice about the person that you’re about to 
hypnotize before you actually went over and shook their hand and met 
them to do your induction? Anything?  
Now the reason I ask this is because it’s pretty common. We blank out 
portions of our experience because we only focus on what we think is 
going to be important, maybe the handshake, maybe the actual induction, 
the setup and so on. Does that kind of make sense to you all?  
What I’d like you to do is to get sensitized to what happens before the 
formal hypnosis begins. 'Cause that’s going to tell you where their 
unconscious mind is at. Does that make sense to you guys? Now, I don’t 
know about you, but when I first came across the idea of calibration – 
people have different names for it. I like to call it unconscious signals.  
So when I first came across this idea of unconscious signaling, I was 
overwhelmed. I mean, how am I going to read all these things? What does 
it mean? The tiny little flick of a finger, maybe they had an affair when they 
were four years old. Right? How am I supposed to make sense of all this 
stuff? It took me a while to start figuring out. 
And there is a couple of things you should know, the first thing you should 
know is whilst people – and this is absolutely true - different people will 
have different behaviors which are idiosyncratic. And that will tell you how 
that person’s thinking at that point in time and how they’re feeling and that 
sort of stuff.  
However, the thing that very few people in the hypnosis industry talk about – I don’t even know if they know it – is that there are a lot of very standard 
signals that are just part of human nature. In other words, whether you’re 
sitting in the jungle or you’re in New York or you’re in Paris, you will get 
the identical self same signals unless their culture suppresses them for 
cultural reasons. Does that make sense to you all? 
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So the easiest way to recognize these things is to know what to look for. 
One of the ways to do this is called cementing. You just, basically, chop 
their body parts up – not physically please. No blood in the room. You just 
spend some time observing different parts of the body and how they 
behave. It’s actually very easy when you do it this way. 
So rather than trying to see everything at one, which is quite difficult, you 
just kind of focus on different parts and then you’ll notice – it’s kind of one 
of these weird things. Like when you buy a new car or a new dress or 
something very important to you and it suddenly pops up everywhere. 
Wherever you’re walking, it’s like, what the hell? Why are all these people 
wearing my clothes? 
It’s because your mind’s become sensitized to it. It needs to look for 
information now because it’s important. The same thing will happen to 
body language. So I’d like to spend some time, if it’s okay with you all, 
sensitizing you to body language so you can start finding out what things 
mean. Would that be okay with you all? 
So here’s what we’re going to do. It’s going to be very, very simple. We’re 
going to move around and these are going to be quick exercises, so 
please keep your ears attuned so I can move onto the next phase each 
time. Essentially, all you’re going to do is you’re going to move around and 
you’re going to meet someone. Shake them by the hand. Say, "Hi. How 
are you doing? Great to meet you. Nice talking to you." and then off you 
go.  
The content of the conversation is actually relatively unimportant, and it 
should be brief because you want to meet as many people as possible to 
get a pattern developing. Does that make sense? 
The first time we do this, I’d like for you to focus only on their legs, so 
everything from below the torso, the legs and their feet. It’s going to be a 
little bit weird to go up to someone and say. "Hi. How are you doing. It’s 
very nice to meet you." I’m actually really okay with that. It’s going to be a 
little bit artificial, but I want you to look only at their legs and feet and 
notice whatever you notice.  
It depends on far we can take it in terms of what we do, but their legs will 
tell you a lot about a person. You may not be able to make sense of it yet, 
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and that’s fine, but at least you’re starting to notice things. Does that make 
sense? All right, stand up and find some people.  
All right, this is great. We’re going to carry on the same exercise, only this 
time I’m going to make a little refinement, if I may, which is I’d like you to 
watch what happens, the difference between when you first approach 
someone in terms of what their legs do, when you’re actually meeting that 
person, and when you’re about to leave that person. 
So I want you to notice if a change occurs in any of those phases. If it 
does, great! If it doesn’t, that’s fine too. Just observe what occurs. Does 
that make sense to you all? The important times are the approach, the 
duration whilst you’re doing something and the exit. Make sense to 
everyone? Carry on please. 
Did you notice some interesting things? Any kind of patterns? Did you 
notice how when you approach someone, there’s a little difference when 
you’re actually talking to them? Did anyone here notice that when the 
person’s about to leave, their legs leave first? Did anyone notice that? So 
before they say, goodbye, they’ll do something along the lines of, well, it 
was nice talking to you, and their feet are already moving towards 
somewhere. 
This is going to be very important. Unfortunately, today we don’t have – I 
mean we could spend literally a few days just showing you the standard 
body language for different kinds of responses. Today, I just want to get 
you sensitized to get the feel for it, and then we’ll start using that in a very 
practical way to actually set the hypnotic context.  
However, beyond what we will be able to achieve today, I want you to 
really pay attention to these things because over time, you will notice 
these patterns. You’ll go, my God, this is so easy. Does that make sense? 
You’ll know what’s going on at that point. So we’ve got the legs relatively 
sorted. Is that fair to say? We can see things happening with the legs.  
Let’s pay attention to the torso. The torso can rotate. It can flex, I guess, 
forwards and backwards. It can have all kinds of different things. So again, 
I’d like you to pay attention to the torso as you approach the person, as 
you interact with the person and as you leave, and notice if there’s any 
particular pattern that you can start detecting.  
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They won’t be identical with everyone because their emotional state will 
be different on the approach, interaction and exit, but there will be certain 
things that will start coming out. Does that make sense? Approach- 
interaction- exit and off you go.  
Just a quick question and then we’re going to carry on with the same 
exercise in a moment. How many of you are noticing the legs just by 
accident, even though you’re actually looking at their torso? Hands up. 
Good. That’s about half of you in the room. Excellent!  
Those of you that are not noticing the legs, you don’t have to make an 
effort to do it. But as you’re looking at the torso, if your eye happens to 
catch a glimpse of the legs and you see the same sort of patterns as 
before. Well, your ability to see things or recognize unconscious signals 
has just become a little richer.  
Don’t try to force it, but if it happens, smile to yourself and know that 
you’re doing the right thing. Make sense? Off you go.  
Excellent! Are you enjoying that so far? Did that make it a little bit more 
interesting? All right. The same exercise, if you happen to catch the legs, 
that’s fine, we’re going to focus on the torso a little bit more. This time I 
want you to randomly, inside your mind, switch between the person that’s 
in front of you, is someone you really like and someone that you really 
dislike.  
The important thing here is that it’s the emotional feelings. Now socially, 
you’re still going to be doing the whole shaking hands and being polite and 
so on, but mentally, emotionally I want you to either like or dislike them as 
you begin the approach. Decide before you see that person how you’re 
going to feel next. And notice if anything happens differently now as you 
do the same exercise. Is that okay with you? Off you go.  
Was that interesting? Are you seeing a bigger difference now than a 
moment again, than in the previous exercise, yes? So it’s not a big 
difference, but people still act friendly. Are you seeing more of a different 
now though than in the previous exercise that we did pretty much exactly 
the same way? Just very little? Okay, fine.  
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For some people it will be more obvious than with others. Remember, 
we’re looking for the contrast principle. It’s when things change that they 
tell what’s going on. It’s not about what’s happening in the moment. It’s 
when it changes that it tells you, "Oh, this is a little different." There’s a 
question over here. So when he thinks about a person he really doesn’t 
like, his smile tends to go away. Yes? Or sometimes people have a forced 
smile or something like that.   
We’ll come onto the face and those areas later. Right now, we’re still 
focusing on the torso, the body as the main part, and we’ll build up these 
other parts as well. It’s a good thing to spot inside yourself. Go ahead, 
Cassie. 
So Cassie is finding that when she approaches someone that she didn’t 
like, or was thinking that she didn’t like, the torso starts turning away. It’s 
almost like you want to have as little exposure to them as possible. Like, 
hello nice to meet you over there. Did anyone else find that sort of thing 
happening?  
It’s a very common thing. Torso and feet will tell you much more about 
what a person generally feels than their facial expression as a rule, and 
actually their words and their tonality because these things we have more 
awareness of and, therefore, we tend to control more. Does that make 
sense to you all? Do you find these things interesting and useful? All right. 
Let’s do the same thing again now, but let’s focus on the arms. Let’s make 
it actually the arms and hands. When you’re doing this in terms of real life, 
I encourage you to treat the arms and hands separately. The hands – I 
don’t know if you know this – have you seen that little homunculus brain 
model? It’s a little picture of a man, and it’s in proportion to how much area 
of the brain is dedicated to processing information from that.  
For example, the eyes have a lot of information, so the eyes are huge, the 
face is huge, the lips are massive, but their hands are enormous as well. 
Arms are quite skinny. The back and the torso are relatively small. So the 
arms and the feet have a lot of receptors in there. A lot of the brain is 
linked to these things.  
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So the hands will give you a lot of information about someone, as well as 
their feet. Does that make sense? For the moment, I want you to just pay 
attention to their arms and their hands, just in general. This is something 
that will become even more obvious to you when you’re sitting down, 
when you’re having casual conversations. You can see it right now as I’m 
talking to you. Do you see how my hands are doing things as I’m talking? 
These will all tell you some things.  
For example, if I’m talking to you and I’m not going to change anything 
about my posture or about my tonality, about my rate or anything like that. 
Do you notice how you perceive me differently just because of what I do 
with my hands? So would you say I am confident right now, or less 
confident? Less, but nothing’s really changed about me.  
Now have I become more confident or less confident in the last few 
seconds? More. Do you notice how instinctively, you can already tell a lot 
about a person? It’s just that we don’t pay attention to these things that 
consciously. So now we want to create more awareness of these things so 
that it becomes more of a factor in how we evaluate what someone’s 
doing. Does that make sense? All right, everyone. 
So same exercise again. Pay attention to arms and hands. If you happen 
to catch a glimpse of the torso and the legs, that’s fine. Remember, you’re 
going to mix and match people that you like and dislike. Don’t tell them 
which they are. Just project someone that you like or someone that you 
dislike onto that person so they can see different behaviors and 
mannerisms. Make sense? Off you go.  
How was that? Interesting? Are you noticing certain things with the hands 
and the arms again? Go ahead. Do you want to come up? It makes it 
much easier because then everyone can hear as well and we don’t have 
to repeat everything. 
Audience: I was noticing that it was hard for me not to mirror the other person. So if 
they seemed to not like me, I didn’t like them. If they liked me a lot, I liked 
them more.  
Igor: 
I want you to just really pay attention to what she was just saying because 
this is really important. Did anyone else notice this? When someone really 
likes you a lot, you can’t help but like them back. I’m talking about the 
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emotional stuff. The physiology just comes out, as a result of it, versus if 
someone really doesn’t like you, you kind of like give them the cold 
shoulder.  
Do you realize where that expression comes from? People know it’s the 
cold shoulder. The shoulder of the person you don’t like. Let’s say I don’t 
like Emma, I’m going to turn my back to them. That’s an example of 
someone I don’t like. It’s a physical expression of it. The emotions drive 
this whole thing. This is what we’re coming onto in a very short moment of 
time. This idea of matching and mirroring, who has come across this?    
You want to adopt similar body language. We’ll come onto that in a 
second. We adopt similar body language to people that we’re in rapport 
with and so on. So to get more rapport, we’ll adopt their body language. 
The problem is if the emotions aren’t in the right place, the emotions drive 
behavior.  
If you really dislike someone, you’re like okay, I’m going to mirror you now. 
It 
comes out so forced and awkward and weird that there’s a 
miscommunication there, and people actually will take a greater offense at 
inelegant matching and mirroring. Does that make sense? 
So we need to let the emotions drive the behavior, which is what we’ll be 
getting into with the – who’s heard of the instant rapport technique? We’ll 
come onto that later on today, and it’s really built into the whole concept of 
H+. When you have the emotions in the right place, then your physiology 
or behavior will go into the right.  
When your behavior is in the right place, then everything is locked into 
position where you have what Emma just talked about which is, people 
can’t help but like you. All I want to do this morning is do those three 
magic things. How can you create the right mental state, the emotional 
state to make it happen? What are you going to do physically to ensure it 
happens? How are you going to cement the whole process in so it’s a 
natural part of the interaction? 
Those are the three key things so that ultimately, my aim is that you all 
can do something that, for me, used to be a myth. It took me years and 
years to figure out how to do this. Then I promise we’ll come to you in a 
moment. 
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Audience: No problem. 
Igor: 
Back in my early days of training hypnosis, NLP and stuff like that, I used 
to hear this myth that one trainer was out there somewhere, who could 
walk into a restaurant or crowded room, mind his own business eating his 
food. Suddenly, people from across the room would come over and start 
talking and chatting with him like they were his best friends and he did it 
just by matching and mirroring their body language.  
So I tried it and it didn’t work very well. However, there is a way to make 
exactly that happen. And once we finish this segment here in terms of 
getting used to the body language, would you like me to show you how to 
do that?  
It’s not a cure all. In other words, there are certain types of people that it 
will not work with – and we’ll talk about that when we get onto it – but with 
maybe 80 or 90% of the people you meet, it will work, and you’ll have 
more friends than you can know what to do with. Sound good? So let’s 
just get onto your question or your comment quickly, and then we’ll carry 
on with this. 
Audience: Just a quick comment. I would find that what would happen to me when I 
ran into somebody that didn’t like me, I would actually do some things with 
my hands that would change their whole attitude. I’ve caught myself doing 
it unconsciously and I’m going oh, that’s interesting. I’m actually changing 
their attitude toward me. 
Igor: 
So you have a behavior that’s designed to, shall we say diffuse whatever 
tension is between the two of you. That’s very true. Do you see how useful 
this stuff is starting to become? Again, we’re doing conversational 
hypnosis. Why are you talking about hands and feet? Look, I’m doing 
conversational hypnosis with my foot. But all these things are part of how 
you have a conversation. 
This is how you converse with people. So if you don’t have these things 
aligned with what you’re talking about, well then, you might be a snake or 
a salesman who people don’t trust because there’s something not quite 
right about what they’re doing. You may mean very well, but if things are 
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not quite lining up, well the whole message becomes awkward. It doesn’t 
become very impactful. Does that kind of make sense to you all? 
So we need everything to come together. This is just another one of those 
pencils we’re going to be into our set so that when we have the whole 
package, it becomes just really powerful. So go ahead. 
Audience: Thanks. A quick comment. I just noticed that people that I knew or had a 
relationship with usually grip my hand harder, but I was noticing the 
difference of people from different countries or even regions of the U.S., 
even people that I already have a really good relationship with that are not 
exactly American, not to grip as hard.  
It was odd how I think some bigger men treated me more daintily, even 
though I saw them grip other people’s hands more hard. I was just noticing 
the difference of southerners versus northerners.  
Igor: 
Just to point something out, which is actually kind of important, a 
handshake is not a universal signal. In other words, it’s a socialized signal, 
which means you’ll get a lot of social varieties. Different regions will be 
using a more firm handshake.  
Maybe like in farming country, people are used to working out, so their 
handshake becomes firmer. In other areas, it might be less so. In Asia, 
they don’t shake hands, so you’ll get some dead, limp fish kind of 
handshake.  
It’s a cultural thing. People tend to judge other people by their handshake, 
and believe it or not, that is the worst thing to judge another person by 
because that has something to do with their culture. And it has nothing to 
do with their inner state, their emotions, or their mindset and so on. Does 
that make sense to you all? 
So that’s an excellent thing to notice that the things we actually put most 
attention to in terms of how we evaluate the other person, when we’re first 
meeting them, very often are the worst things to evaluate them by 
because they have the least amount of information about that person. 
Make sense? Excellent spot! Thank you. Go ahead. 
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Audience: What I’m finding is that I see a lot of individual variations in what’s 
happening, or I don’t see any variation at all. I’m having trouble discerning 
patterns.  
Igor: 
So give me an example of what you mean by no variation at all. 
Audience: Well, when we were doing the arm exercise, it seems to me that everyone 
pretty much holds the left arm straight out here. I don’t really see much 
variation in what’s happening with the shaking arm either. Similarly, with 
the legs - well actually, the opposite problem with the legs. You’ll see this 
pattern, you’ll see this pattern and it seems like there’s too much variability 
for me to discern a pattern. 
Igor: 
Great. This is, by the way, true with the whole body. It gets even worse 
like that. If you get overloaded with patterns, then you just go down and 
focus more on the smaller elements, like foot position and so on. 
Something that will make your life easier and, by the way, remember we’re 
just walking around shaking people’s hands, so not all the natural signals 
will come out at this point.  
This is more to get you all sensitized to seeing things, so we can start 
pulling out patterns as we go along. Do you all want to have a quick 
example just in terms of the three things we’ve dealt with so far? The legs, 
the torso, the arms and hands, simple patterns you can start spotting. 
You’ll see them more when people pay less attention, and you’ll probably 
spot them in yourselves as well as you do that. Would that be useful to 
you?  
Let’s run through them very quickly. Again, as I say, we could probably 
spend three or four days just talking about body language and universal 
patterns. You can sit down if you want, but honestly, this is going to be a 
very quick thing. You may as well just wait then.  
By the way, notice this is also a pattern right here. There are people who 
are willing to wait it out and there are people who want to sit down. There 
are people who want to take notes. So the patterns are constantly flowing, 
and I’ll just wait.  
All right. So here are some very common patterns that you can just have 
off the top of your legs. Not your legs. That’s a nice Freudian slip off the 
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top of your head. The first pattern is leg position. The legs will tell you 
where the mind is going. Has anyone know someone who when they’re 
driving a car and they look at something else, their hands go towards – 
like say there’s an accident or something like that or there’s a cute little 
puppy on the side of the road – their hands go towards it and so does the 
car? 
The legs do the same thing. The legs will show intention. So in terms of 
meeting someone, if someone’s legs start pointing away from you, what 
that’s saying is the person wants to leave. If they do that on actually 
meeting you, they’ll have an uncommitted foot, for example. That means 
that either the person wants to stay a short time for whatever reason. If 
they want to stay for a short time, it might be because he’s in a hurry, or it 
might be because he doesn’t like you. 
Now the key is you can’t tell the difference yet. It’s only the beginning of 
an indicator. There will be other things you have to look for to add onto it 
to be able to determine it’s more likely that they dislike me than that they 
want to leave because they’re in a hurry, or vice versa. Does that make 
sense? 
When someone’s got an uncommitted foot, basically, what they’re doing is 
mentally they’re already leaving. So either you can shorten your 
interaction or if you determine from the other signals that they don’t like 
you, you have a little bit more work cut out to make them comfortable. 
Make sense?  
That has to do with distance. If they stop at a further distance, they tend to 
feel less comfortable around you, but this also has a lot of cultural 
variation. For example, in India, they have almost no concept of personal 
space. When I used to do coaching, this used to be a very interesting 
thing when we worked with international executives. There used to be a lot 
of cultural issues to do with, basically, just body language. People didn’t 
realize it.  
Imagine this. I was doing this in Malaysia. You have a Malaysian woman 
who’s Muslim, with the full shard and everything, so a very traditional 
Muslim. You have an Indian gentleman. Very smart in what he does, but 
has almost no awareness of personal body space. So he’s touching, 
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hugging and invading that person’s body space. For her, the comfortable 
distance was probably twice of what it would be for a Western person.  
Can you see the working relationship breaking down just from that level 
alone? So personal space is a very important thing, and it tends to be 
cultural as well. Everyone has some level of personal space, but it tends 
to be cultural. As I say, the Indian thing tends to be more of an extreme 
case. In Muslim cultures, like Arabic cultures, the personal space is much 
closer, but there is a defined space between friendship and distance. 
Incidentally, things like men holding hand’s is perfectly acceptable in the 
Arab world. It’s actually quite natural. Whereas, of course, in Europe and 
North America, as a rule, you’d think, why would you all hold hands? 
Okay, fine. It’s very progressive. But it means very different things.  
So again, notice how things we would spend most time focusing on – the 
hand holding – actually tells us the least amount, unless we know the 
cultural background. So distance and leg position will tell you how they’re 
feeling towards you in terms of territory.  
The body from the neck down to here is mostly soft stuff. So when people 
try to protect this it’s because they’re unconsciously feeling stressed or 
threatened in some way. So you’ll notice something, for example, 
happening at a party. When someone enters someone else’s space – say 
you’re throwing a party. You’ll notice something very interesting happen, 
especially if it’s a guy on guy because of the whole mammalian conflict 
thing. 
Guys typically, when they come in, you know, you knock on the door, you 
open the door, you go, "Hi and welcome. I’m the host." The other person 
will typically say something like this, "Hi, thanks for welcoming me."  
What they’re doing is unconsciously, they’re acknowledging this is not my 
territory. Allow me in. So the torso does that. The thing that we’re most 
familiar with, of course, if we don’t like someone is we’ll turn our back onto 
them.  
Part of the reason for this is we’re protecting the vital organs. So if you’re 
talking to someone, the more their torso is turned away from you, the less 
committed they are to the interaction. In other words, this has to do with 
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the foot thing. They might be getting ready to leave. The other thing that 
could be happening is they’re protecting themselves. They feel under 
threat and so on.  
You can see this a lot, for example – is anyone in here a parent, has 
teenagers or kids and they tell them off? Have you ever noticed that when 
you start telling your kids off, they’ll do something like this? They’ll become 
very protective. Again, they’re protecting those areas, or they’ll turn away, 
they’ll shield. Make sense? Do you see how the torso tells you a little.  
It can happen very casually. If I’m having a normal conversation and you 
say something I don’t like, I might say, "No, I don’t agree with that."  
Did you see what happened there? It can be very subtle. It might just be 
that they’re raising the shoulder, I’m protecting myself. Eye blinks still 
happen the same, but we haven’t gone into eye blinks yet.  
With arms, again, it’s more to do with the motion of the arms. If I’m taking 
up very little space and I’m doing everything else quite the same way, 
what is this telling you about who I am and what I’m doing in terms of my 
stress versus comfort levels? If my arms are more open and relaxed and 
expansive, versus my hands are everywhere.  
Do you see how each of those things – you can already read those 
signals. I mean I’m exaggerating them so you can see them, but they give 
you some very valuable information.  
Now here’s the key thing when reading body language. The main thing 
you can focus on when it comes to universal signals are basically stress 
and comfort. It’s not truth or lies. It’s not agreement and disagreement. It’s 
stress or comfort. Now stress tends to accompany certain things. For 
example, if someone lies, they tend to be more stressed because it 
requires more energy, more effort and they’re afraid of being caught. It’s 
not universal.  
Some people are very good liars. In fact, they believe their lies themselves 
and it makes for even better lies. Comfort, someone may be telling the 
truth and be stressed just because the situation makes them stressed. For 
example, in an interview. if you ask a tough question, they give you the 
truthful answer, but they feel stressed by the emotion of the situation so 
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they might be giving you a stress signal, which you would be making a 
mistake to interpret that as a lying signal. Does that kind of make sense to 
you all? 
Another thing you can see in the torso, especially when people are sitting, 
is tension. Body tension is accompanied by stress. So if you start talking 
about things that someone finds, shall we say, is a vulnerable spot for 
someone, long before they push back, you’ll see something like this. 
Either they will tense up and the motion will stop. This is where arms 
become very useful. When the arms stop moving, when the arm starts 
freezing, then you know something’s going on.  
Again, I’ll give you something; this is heuristic rule of thumb but again, this 
is not a universal thing, just to give you an example. If you ever see – this 
is something I got from a guy named Joe Navarro, who’s an FBI agent. 
He’s very well known and knows body language very well.  
If you ever see a child doing a normal children thing, an adult walks into 
the room and suddenly this child becomes very still, you know that there’s 
some big problem between that child and that adult. I’m not saying it’s 
necessarily abuse, although it may well be. It may be emotional abuse. It 
may be physical. The child might be terrified of the adult.  
That’s again to do with motion. We are programmed as fight or flight. It’s 
actually incorrect. It’s actually fight, flight or freeze, of which freezing is the 
first response. Fleeing is the second response. Fighting is the last 
response.  
So when you see people suddenly freeze, you know that you’ve hit 
something that’s threatening to them. This is a great thing to do say in a 
negotiation or as a hypnotherapist. You’re talking about different topics 
this, that and the other. You might be making a point in terms of, let’s say, 
the cause of something and everyone’s chatting away, and suddenly the 
motion slows down.  
If you’re not looking for it, you might just carry on because they didn’t say 
anything. But you can see, suddenly, they’re stiffening or you’ll see them 
drawing back slightly. Is this useful for you?  
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I’ll give you one thing in terms of the head, than I’d rather you all just 
experiment with the head and the other features a little bit before we go 
into that. So with the head, a nice little signal for comfort is the tilting of the 
head.  
People who tilt their head to one side as a rule are kind of comfortable. 
They’re relaxed and so on. Usually when people are listening, "Oh, that’s 
interesting." That’s fine. The minute they start getting stressed, their head 
will straighten out again.  
In terms of other tilts, as a rule, head down protects the throat, so that 
tends to be more of a stress response, a fear response and so on. Head 
up exposes the throat. People tend to be more confident. It’s a signal of 
status of and so. There’s a slight – and again, it depends on what else is 
going on at the same time. 
For example, if I’m doing this, you can all clearly see that this is a lower 
status response. I’m saying, I’m more meek, I’m not challenging. I can do 
exactly the same thing and just a shift in my expression, for example, will 
mean something very different. If I do the same thing but I lean forward 
and I frown, do you see how that has a very different effect. 
So the head tilt on its own doesn’t mean this person is feeling frightening, 
shy, stressed or whatever it is. It could also be a sign of aggression. Partly 
because this is the hardest part of the head, so they’re exposing the 
hardest part of their head before getting into conflict. Again, do you notice 
how these signals come with other things combined? Does that make 
sense? 
So you can’t just look, aha, I saw their fingertip moving; therefore, he is 
not memorizing the alphabet. You can’t do that. You have to first, take a 
whole class of responses together, and then put them in terms of these 
are universal kind of responses. Then each individual has idiosyncrasies. 
Some people prefer to do some things than others.  
For example, a big difference between men and women, a big sign that 
people are getting stressed is they’ll touch their neck area. As a rule, men 
will play with their collar or if they have a tie on, they’ll play with their tie. 
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Even just preening is often a sign of stress. Actually, it’s not a preening, 
but again, that’s why you have to have the whole thing. 
Women will very rarely touch the back of their neck. As a rule, women will 
touch the front of their neck, right just below the Adam’s apple, that little 
dimple there, or they’ll tend to touch over here, unless, of course, they’re 
pregnant, in which case the hand will go down here. Do you see where 
we’re going with this? 
Again, it’s where the mind goes the body has certain ways of following 
along with it. Is this useful to you? I wish I could spend more time with you 
doing this, but hopefully, that’s going to get you started on the whole 
journey of reading people more clearly. Being able to see the difference 
between these universal signals across cultures, and these are cultural 
signals.  
Like the handshake is a cultural signal, and those Idiosyncrasies. In other 
words, an individual has their own behaviors and so on that will, again, 
form patterns that allow you to see where that person’s at. That last 
version will take time for you to discover. That first version you’ll get 
instantly within making eye contact with the other person. Is that useful to 
you?  
All right. Let’s stand up and carry on. All right, everyone, so now what I’d 
like you all to do is very briefly – we’ll just very briefly, because we spent 
more time talking about body language, I’d like you to go around and do 
the same meeting people drill. Only this time I’d like you to focus on head 
tilt and head rotation.  
Where is their head rotation? Where is their head tilted? Up, down, side to 
side, left to right and so on. Does that make sense? Off you go.  
All right, everyone. Great. Are you ready to move onto the final one? The 
final one is actually, again, two separate areas. Again, when you have 
time, I would encourage you to explore on your own. So spend maybe a 
day just focusing on one of these areas, and then the next day on another 
area and so on. It’s a great way to get sensitized to this. 
The two areas that I want you to focus on finally are the lips and the eyes. 
Basically, 80% of the expressions that you have on your face will come 
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from either the lips and the eyes. They provide a lot of information. There 
are other places, like the forehead and the jaw and so on, and they are 
important. But really if you’ve got the lips and the eyes, it gives you a very 
clear, very quick picture of the other person.  
Once you have more time to develop this on your own, spend a day just 
focusing on the eyes or the lips on your own. Again, you’ll start seeing 
very interesting things coming out. Easy?  
Again, when you’re looking for the lips, when you’re looking for the eyes, 
see if the peripheral vision, the rest of your sight will still capture other 
things. Where are their foot positions? Where is their torso position? 
What’s the rotation of their head? What are their hands doing? What is the 
quality of the movement that they are expressing?  
Does that make sense to you all? Off you go.  
Audience:  
♦ Do you have any tips in terms of, I guess, how do I put it, basically, 
cleaning up whatever your own projections might be onto a person so that 
you can read their calibrations? 
Igor: 
Oh, your projections. In other words, how you’re seeing the other person? 
Audience: Yes, exactly. Because I notice that as I’m shifting states, I’m having 
trouble actually picking up someone else because what I’m projecting, 
whether it be friendliness or whether it be the other way. 
Igor: 
This is where the particular version of this exercise will make it a little bit 
harder because if you’re feeling friendly, you’ll start ignoring certain things. 
When you’re feeling unfriendly, you’ll start ignoring other things. That’s just 
part of human nature. You encoded some behaviors into those two states. 
So, when you want to have a real clear sense of how people are 
responding, neutrality is the best state to have. The difference here, in 
terms of the exercise, the reason you want to have those emotional states 
is partly so that you’re giving other signals to people as well and that helps 
there. Does that help, somewhat? 
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Audience: All right, so it’s part of the drill that there’s a little bit of confusion so that 
everything else… 
Igor: 
It will happen. Yes. Hence, the idea of if you still have the emotional thing, 
but all you have to do is focus on one thing, you’ll be able to bust through 
that fog and still see it. 
For example, with the legs, if you find that you can’t see their legs in 
general and then just focus on his left foot. Everyone you meet, even 
though I don’t like you, I’m only looking at your left foot. That’s interesting 
what he’s doing with his foot. Oh, you’re great. I like you. Well, that’s nice. 
The more you zero in on one simple activity, the more your mind can have 
that through whatever emotions you’re projecting. Does that help? 
Audience: Yes, actually it does. 
Igor: 
Great. 
Audience: Thank you. 
Igor: 
Audience:  
Igor: 
There was another one.  
1. How much of the body language is universal? 
2. How much is it specific to the individual? 
3. How much of it is dependent on the context?  
Yes, it is. That would take us literally four or five days to talk about, 
because there’s a stock of standard behavior’s that are human trait. In 
other words, you’ll see a lot of these in – if you want an interesting place to 
study these things, look at monkeys, apes and their standard behaviors. A 
lot of them have carried on through to us.  
Those will be standard behavior’s, that are just biological, unless they’re 
suppressed and we’ll talk about that later. 
Then you have cultural behaviors, and the easiest way to tell those is go 
to an alien culture, like Asia or India or some of the Arabic nations or 
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maybe Africa. Go to a culture that’s so totally different from your own that 
you’ll have what’s called culture clash. You’ll see that things mean 
different things, and they’ll be very confusing at first.  
Then you suddenly realize, hang on a second, I made all these 
assumptions and they’re cultural assumptions. That’s the second answer. 
Traveling really helps you with that one. I know you like to travel. 
The third one is in terms of idiosyncrasies. Whatever’s left will tend to be 
an idiosyncrasy. There might be something that you’ll notice happening a 
lot, and then you might ask yourself is this a cultural thing or is this a 
biological thing? Then traveling will help you build a bigger profile. Does 
that help? 
Audience: Yes. One follow-up, for example, if I’m doing this, I’m not necessarily 
defensive. It’s just very comfortable posture for me. 
Igor: 
This is a classic one. Arm crossing can be a sign of defensiveness 
because you’re shielding, but it doesn’t have to be. If the temperature is 
cold, it’s contextual. People are keeping warm. It could be habitual. In 
other words, it’s an idiosyncrasy when someone gets, for example, into 
lecturing mode. Okay, let me tell you about so and so. In that case, it’s a 
habitual thing. 
As I say, the things that most people pay attention to – this is why I have 
problem with many body language books because they’ll tell you things 
like, this person is closed.  
Actually, no crossed legs are a sign of comfort. Someone who is stressed 
will tend to have legs open and maybe even hide their legs behind their 
chair. Think about it. Which looks more relaxed to you right now? Where 
do I look more at ease? Like this, or like that?  
Of course, if I’m doing this, that’s another thing. Do you see how you can’t 
pinpoint one behavior and say that’s what it means? It’s qualities being 
expressed amongst other things. 
Audience: So the point is, my understanding is that when you’re calibrating, you just 
can’t make an assumption that’s general for everyone. The crossing the 
legs may be defensive for that particular person.  
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Igor: 
Yes. The thing you can make a general assumption about is, stress 
versus comfort. That is the only level you can make a universal judgment 
on. Stress versus comfort. 
There are a couple of other signals. We’ll talk about one of them in a 
moment if we, hopefully, get to it. But as a rule, that’s the baseline of 
human experience. Stress and comfort, that’s the parasympathetic 
nervous system versus the sympathetic nervous system. Beyond that – 
and even within at, you don’t know what that stress means. Is it a stress or 
dislike? Is it the stress of a threatening idea? Is it the stress of their own 
pressure or just are they just a stressed person?  
It becomes a more complex game. All I can do right now – because 
otherwise we’ll take time away from the conversational hypnosis, which 
really is our focus here – is to introduce you to these ideas, give you some 
tools for getting sensitized to it. My recommendation is do not label these 
experiences yet. Just notice them.  
Right now just notice that some people have their legs back and some 
have them forward. Some people meet you like this, and some people 
meet you like this. Some people will meet you like this. Just notice these 
things, and over time those patterns will start making more sense to you 
because you’ll have larger reference experiences. Does that make sense 
to you all? 
That will take time to build up. Either that, or I’ll put on another seminar for 
four or five days to do these things, but that will not be now because that’s 
not what we’re doing here. Does that make sense to you all, there’s only 
so much I can fit into one particular thing? 
Very quickly now, let’s just move around. Just two minutes to check eyes 
and lips, and then I’ll show you how to use that and put it all together. 
Okay, off you go.  
How did that go for you all? Interesting? Does anyone want to come up 
and tell me what kind of things you spotted with the eyes and lips? 
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Audience: The thing I noticed on the eyes is that initial eye contact, you do whatever 
you do, and if you take a moment and maintain a little bit longer contact, 
people kind of go like this. 
Igor: 
Excellent. Did anyone notice this? If your eye contact is a little bit longer, 
there’s a social norm, and by the way it will change across cultures – not 
nations, culture. The North America and South America will be a little 
different and vice versa and so on. Has anyone here heard of the hypnotic 
gaze induction? We’ll be using that later on. This is exactly the effect. 
Did you notice if someone looks at you for too long, you have that little 
sense of like being a little startled, like a rabbit in the headlights? What’s 
going on here? 
Audience: What’s interesting is what happens even after that startled thing. They’ll 
either come back with a smile or they’ll... 
Igor: 
Or, they’ll pull back even further, right? This is very important. Its one way 
you can do an instant induction, without doing an instant induction. You 
can do it conversationally. That little startled effect is the equivalent of 
pulling someone on their head, pushing the hand out or yanking their arm 
or whatever kind of instant induction you want to do. 
Of course, what matters is what you do at that point. When that little 
startled effect, is you can give them a non-verbal suggestion of friendship. 
For example, would you like to know how to do that? Come back quick 
after the break because that’s exactly what we’re doing.  
Before we do that, however, let’s just take a few more comments or things 
you all noticed. What other things did you all notice or questions you 
have? Come on up. Did anyone read that body language? I think that’s 
one of comfort, isn’t it? 
Audience: You didn’t talk about breathing at all. I personally use it as a huge 
indicator. Like I listen more than I watch. I can feel a lot of tension in 
people’s breathing. Where they hold their breath and when they feel 
comfortable just breathing normally. 
Igor: 
I agree. 
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Audience: I was wondering why you didn’t bring it up at all. 
Igor: 
Partly because it’s part of the torso and partly because breathing tends to 
be more idiosyncratic, especially if they have breathing patterns that they 
fall into. As a rule, breathing will be against stress or comfort. Stress 
breathing is tenser, shallower and tends to be faster. Comfort breathing, 
you’ll have more like a sigh and tends to be a longer exhale and so on. 
These are things that we’ll start looking at more when we do more 
inductions as well. I’m just separating them for a little bit later, but it’s 
something you’ll start noticing as you look for torso rotations because the 
shoulder will lift and move with their breathing.  
A little hint by the way everyone. If you are checking for people’s breathing 
and the person is a female, please don’t do this. Nice lungs. Unless you’re 
married to the person or maybe dating them. Does that help you? 
Audience: Yes. 
Igor: 
Audience:  
Igor: 
We’ll come onto breathing as we deal with more formal inductions as well. 
Come on up. 
♦ If you’re not going to be looking at their lungs, especially on a 
woman, can you look at the collar bones? 
Yes, but again, it depends on how they perceive your line of sight. If they 
think it’s dipped a little bit, then you have the same issues. My preference 
is to catch the lift in the right of the shoulders in the peripheral vision. So 
as I’m looking at you, I can still see the right of her shoulder. It can be a 
little trickier sometimes, depending on clothing, but as a rule it can be 
done. 
Sometimes you can spot it from the belly. Some people breathe very 
clearly from the belly, but again, you have the same sort of issues. If you 
start staring at someone’s belly, they might think you’re staring at their 
crotch and you might have an interesting evening. Does that make sense? 
 Come on up. 
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Audience: I found this before in different events they were kind of looking at you, or 
even look past you.  
♦ Is there a way to bring the attention back? 
Igor: 
What would be the purpose of getting their attention back? 
Audience: Just to engage in a conversation to move into a process of… 
Igor: 
Sure. What requires you to have eye contact in order to have a 
conversation? 
Audience: I don’t know. 
Igor: 
What he’s describing is actually a valid point. We talked about 
idiosyncrasies before and cultural norms. Eye contact is another one of 
these eye cultural norms. A lot of people will judge other people by eye 
contact they’re supposed to look away and so on. Believe it or, the reverse 
is the case.  
When someone is lying to you, they’ll probably usually lock eye contact for 
longer precisely because they believe that liars don’t make eye contact. 
So if someone is normally talking to you like this and suddenly they carry 
on like this again, did you see how the contrast of behaviors? That means 
something rather than anything else. Does that make sense? 
Turning back to what he was talking about, a lot of people require eye 
contact in order to make a conversation. It’s just how they grew up. 
Parents might say, look at me when I’m talking to you and so on. But a lot 
of people don’t. A lot of people will turn their head and listen.  
So when you’re saying something important, then you might find people 
looking away, just glancing down slightly and really listening, and maybe 
do something like this. So they’re processing what you’re saying. The 
reason I’m mentioning this is, it’s an idiosyncrasy. It is not a barrier to 
communication. If you require it for communicating, it diminishes your 
ability to interacting with people.  
Can you force eye contact? Yes. By the same token, a lot of people find it 
uncomfortable maintaining eye contact, which is exactly why we use it 
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hypnotically to lift the levels of discomfort to destabilize the critical factor. 
Does that make sense? 
Audience:   
Igor: 
♦ How would you more internalize the skill of reading body 
language? 
Excellent! The first thing I would recommend you all do is break the body 
down into parts like we’ve said. Start with the feet - Go on the Internet to 
see if you can find it, there’s a little picture called the homunculus. 
Although it might get a cross from esoteric arcana as well, it’s a different 
kind of homunculus, no magic involved.  
It’s basically a figure of a little man and the limbs are drawn in proportion 
to how much brain area is dedicated to processing that. So they’ll have 
large feet. They’ll have skinny legs. They’ll have a skinny torso. They’ll 
have a rather extended phallus. It’s true. 
Their hands will be huge. Their lips will be massive. The eyes will be 
massive. The ears will be large and the rest will be relatively small. This is 
going to give a good sign of where to find signals.  
So if you break the body down on those things, you’ll have the feet, then 
the legs you’ll spend separate time. Torso will be separate time. You may 
want to even separate the shoulders from the torso. Their shoulders will 
give you some information, too. Arms and movements as well, so you can 
spend some time looking at positions, but also at some time looking at the 
motions, hands, face and so on.  
Initially, you’re doing that, and your aim is to do it with no judgment. In 
other words, just notice how people move, how people stand, how people 
sit, how people behave. Stay out of judgment. Don’t say, this person is 
shy, this person is in love, this person hates me, this person likes me and 
so on. Stay out of that. An easy way to do that is for people watching, sit in 
a café somewhere, sit in a restaurant and just watch people. Make it your 
mission of the day to watch different parts of their body. That’s the first 
way. 
Next the only question to ask yourself is instinctively, do I think this person 
is comfortable or uncomfortable? When I see that foot, does that tell me 
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that they’re comfortable in the interaction, or someone who’s 
uncomfortable? Not that it means anything in terms of whether they like or 
dislike the person and they agree or disagree with a statement. It might be 
they’re in a hurry or whatever it is. These things aren’t important.  
You just get used to judging levels of comfort based on behavior. Then 
over time what happens, is its kind of like, have you ever heard of the 
Italian film director, Fellini, basically, 90% of his films is just eyes. The 
whole film is – he really likes eyes, and that’s a great film, by the way, to 
watch to get used to eye behavior. 
How can you tell a film that’s almost silent, just by how people are 
glancing at each other? It’s because you’re already an expert at reading 
that kind of body language. Does that make sense? So once you have 
your clear filter and you see the different behaviors that are available, and 
then you start evaluating whether it looks more comfortable or less 
comfortable. Then you can start going to the area of making some 
judgments, some test judgments, shall we say.  
I think this person’s more this or more shocked or more surprised or 
enjoying it or not enjoying it and so on. But then always test it. So you 
keep watching to see the other things that are happening to confirm it. 
Does that make sense?  
So if you think that person is having a great time, but you start seeing 
signals of stress and then you think, why are all these stress signals 
coming on? It just becomes an instinct over time. 
Either that, or come to my next course. I tell a lie. I haven’t actually got 
one ready, but I’m beginning to feel that maybe I should make one ready. 
Right? Does that help you? Thank you. Go ahead. 
Audience: I want to make sure that I’m coming away from the exercise with the 
correct takeaway. What I’m gathering is that it’s important for us to isolate 
the body so that we become aware and sensitized to those particular 
movements, but then really not to draw any conclusions until… 
Igor: 
I would stop you at that point. The purpose is absolutely correct until you 
got to the point until. The rest is actually to me irrelevant. I just happen to 
answer the question because he wanted to progress it. There’s no other 
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purpose than that for me in terms of what we’re doing here. I will show you 
how to use the stuff you’ve done so far after the break.  
Audience: I just want to make sure that… 
Igor: 
Audience:  
Igor: 
You’re in the right place. What I’m trying to avoid is getting into the idea of 
judgment or what things mean, specifically because it’s more complex 
than initially meets the eye. All right? 
♦ Do you have any tips in terms of focus of the eyes, whether it 
‘Y’ division, diffused vision or specific sort of tight vision? 
Absolutely. The answer is experiment. 
Audience: Okay. 
Igor: 
Of course, peripheral vision, seeing things from the corner of your eye and 
so on is my preferred status how I do my H+, how I’ve developed my 
ability to do hypnosis and it allows you to capture more of the general 
movement. But specific vision is useful too because then you can see 
small changes, especially if you’re looking out for them or you expect them 
because you know the person relatively well. 
I wouldn’t say one is better than the other. Experiment and have the 
flexibility to go through the range. 
Audience: Thanks. 
Igor: 
Audience:  
Igor: 
Has this been useful to you? Has it been interesting at least?  
♦ What about hands in the pockets? 
Hands in the pocket. All right, very quickly, as a rule – and you can see for 
yourself. Am I more comfortable right now as I’m speaking, or more 
comfortable now? What about this? What about this? As a rule, hands in 
pockets are a sign of discomfort, as a rule. Again, there are exceptions to 
every rule. Thumbing – having your thumbs inside your pockets, this is a 
low status signal as a rule.  
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Again, you see a lot of the skateboarders doing this, so it could be a 
cultural thing too. But as a rule, these are signs of lower status, unless of 
course – this is a very male thing – if you’re a male, and you have your 
thumbs tucked into your belt, this is a pointing at a certain area of the 
body. At that point, it becomes a dominant signal.  
So as a rule, if people have thumbs in their pockets, it tends to be more 
lower status, so more stress response shall we say. Hands in pockets in 
general, give or take, it tends to be toward that direction. It’s very rare that 
people have their thumbs out and their hands in. So it’s really about what 
the thumbs are doing rather than what the hand is doing except, of course, 
for the thumb tuck, which has a slightly different interpretation.  
By the way, don’t think it doesn’t happen. It doesn’t mean that people walk 
around like this. Look at me. They might go through and go, yeah. Do you 
see what I just did there? It looks like a casual movement. This is the thing 
about body language. A lot of these things look causal. They don’t just sit 
there going, no, look I’m doing this. It will be just a casual thing, like I’m 
just going to tuck my pants up a little bit, but really it’s an unconscious 
signal to get attention to a certain part of the body. Make sense?  
The same thing we talked about the neck touching. They’ll be going like 
"Robin, Hello." (Igor over obviously touching his neck) It will happen 
sometimes when someone’s really stressed. They’ll be more like, they’ll 
be talking and laughing and it will be a fleeting gesture. Which is why we 
want to get used to just observing before we do anything else.  
If we rush into judging and evaluating, then it just becomes a lot more 
difficult to do anything with it. Does that make sense to you all?  
Audience: This is not so much a question per se. It’s just something that just popped 
into my head that I was going to offer. There’s a TV special… 
Igor: 
Lie to Me? 
Audience: No. It’s actually Desmond Morris, the human animal.  
Igor: 
I haven’t come across that. Desmond Morris, the human animal 
apparently talks about these sorts of things? 
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Audience: Yeah, he’s an anthropologist, and he actually, I guess, traveled the entire 
world. It’s produced by the BBC. I guess you can find it. I watched it. It’s 
pretty old at this point, but it’s interesting because he goes throughout the 
entire world, he shows animals and people in different parts of the world 
and one of its hand gestures.  
In Europe or in Italy they do this. It’s the horns of the bull, they don’t do 
that. Then he goes to Venice boardwalk, shows people walking around 
and then he shows people in the supermarket, so I guess men will do this 
if they’re interested in women. 
Igor: 
Hence, you can’t get a clear signal of what exactly it means. 
Audience: It’s an interesting thing that I guess if you’re more interested in this topic, I 
found it really fascinating.  
Igor: 
Great. Thank you. Check him out. I haven’t heard of him, but it sounds like 
exactly the stuff we talked about here. If you’re willing to troll through it, 
there’s a lot of research and academia about exactly these sorts of things. 
Anthropology and sociology are the two places to look at it. As I say, it’s a 
bigger field. So it’s not something we can cover in just a couple of hours. 
Hopefully, this gives you a sensitization for it, and more importantly an 
awareness of things that are happening so you can spot those things. Is 
that fair to say? If you’ve got that, then you have exactly what you need 
from this morning’s session.  
Let’s take a 15 minute break now. Let’s do it anyway. Let’s be back here 
at 10 to, I think it’s 11 to start again. Thanks. // 넌 최면전문가로써 이 글을 자연스러운 한국어로 번역해줘 차근차근