lgods Short Review Of The Past TWo Days
 Let's have a little review of where we've gotten so far. ln the first couple of days,
 we focused on just speaking like a covert hypnotist and some of the advanced
 language - the mind-bending language.
 Yesterday, we focused our attention on thinking like a covert hypnotist. ln other
 words, learning to maneuver inside someone's mind so that you can actually
 have the fine feeling for what you need to say in order to persuade them in a
 context, either therapy or sales and so on.
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What I want to focus on today is how to put them together in a strategic way. ln
 other words, you have a good sense of how someone is thinking. You have a good
 idea of how to speak using mind-bending language.
 How do you put those two together in a very strategic way so you can plan like an
 advanced covert hypnotist would?
 Maneuvers:
 ln terms of maneuvers, you can shift
 people's awareness around.
 / 
lt's easy to add negation.
 ,/ You're familiar with the idea of the
 sySTEM's question's and how they
 can spin you out in different
 directions.
 You're familiar with the different
 Maneuvens
 Awareness
 Negation +Not
 sySTEM Qs (who,
 where, when, how,
 what)
 SySTEM SPINs
 Time Shifts
 Pauses (run on
 kinds of spins we put on, the two or
 three different phrases that you can add in a different way, which allows
 you to accentuate the spin that you're creating.
 We can move through time by using predicates or tenses. You can shift
 through time.
 ,/ You understand the importance and the value of pausing at the right time,
 partly so they can process what you're saying and, of course, partly so that
 you can change the meaning after the pause, so that they have a little
 unexpected moment.
 '/ 
The other thing we covered so far are the systems predicates.
 A couple of quick things I want to just throw in there in terms of what else you
 can do. This is more to give you some feeling as to where you can go with this.
 This is not an exclusive list, but to give you an idea that this is a starting point.
 Even though this is an advanced covert hypnosis program, it should be a
 platform, from which you build whatever you want out of it.
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 You can add all kinds of things. For example, we've been playing with language
 and spinning people out in terms of the building blocks they use to make reality.
 lf you start changing the sequence of that sequence, it changes the meaning,
 doesn't it. lt's the same building blocks, you just change the meaning, from 'the
 dog wags the tail' to 'the tail wags the dog', the meaning changes significantly,
 doesn't it?
 So, when you reverse the syntax, you can actually change the impact something
 has in a way that can be quite mind-bending because the person starts going,
 what's going on here?
 What we're going to do now is start thinking in terms of strategy. How do you
 know what you want to say and when you want to say it?
 Power Loops
 A power loop is a hypnotic process, a strategy you have inside your mind to take
 you from A to P.
 The PCAT formula , for example, is an example of a power loop. You start with a
 problem, clear the slate and bypass the critical factor from the problem, get a
 resource, associate it and you transform the entire situation.
 In order to be able to use those things or to think in those ways, you have units
 within that. ln other words, between the P and C, you want to do certain things.
 You want to move them certain directions. You want to make more of the
 problem, less of the problem and how do you maneuver through those
 experiences?
 Example - What if you came across someone whose mind was so closed, that
 new ideas just wouldn't go in? Wouldn't it be useful to open their minds up?
 What if someone is stuck in a rut and they can't see choices, their mind is stuck,
 wouldn't it be useful to open their mind up to give them more choices?
 A closed mind is somewhat of a narrow mind isn't it? lt's a narrow focus. lt's
 focused on one idea. What we want to do is open the mind; we want to send
 them in different directions.
 What opens the mind? What about things like 'more than', 'beyond', or'above'?
 'Think about whatever you're thinking of right now and go beyond that. More
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than the thoughts you're having right now, are the ones that are coming aren't
 they? Above all, keep enough of the mind on the ideas that are coming that you
 weren't aware of."
 Do you see how words like 'more than', 'beyond' and 'totally' are opening words,
 words that encompass more things as a bigger picture?
 What is the reverse? 'Less than', 'only this', and maybe 'inside' as well, tend to
 bring the mind down.
 You might think, 'we don't want to close minds, we want to open them' wouldn't
 that seem fair? What happens if someone is sitting there and they're stuck with
 all these choices going "l could do that, I could do this" and then they sit there
 happily contemplating their choices but never get anything done?
 At that point, what do you want to do? You want to hone their mind down into
 specifics, so one is inductive, which basically gives the unconscious mind
 permission to find more and the other one is deductive, which tells them to hone
 in on one.
 So now we have a little pattern developing don't we. "Consider all the choices
 you have",'all' is an opening word isn't it? "Beyond the choices there will be one
 that only fits you, above all, find that one and totally consider it now, but, only to
 the extent that you can do something about it."
 What's the first thing that comes to mind? Do you see how l'm stretching your
 mind, closing it up, stretching your mind, etc? lt's a kind of fractionation.
 This doesn't at all match your experience over the past few days does it, opening
 up so big and confused, then closing down thinking that you get it. Opening up
 again, thinking "Oh, my God, this is a roller coaster' and closing it down, thinking
 "Oh, my God I don't get this anymore".
 There's so much choice - oh, this is clear. There's so much choice - oh, this is
 clear. Do you see how that's working? Meanwhile, you're stretching their minds.
 So you can open or close their minds. You can create more abstraction; you can
 create more concreteness, depending on what you need.
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 You can create more induction, which creates more choices, or you can hone
 them down through deduction to one or two simple things they can actually do.
 You can overload or you can simplify, do you see how that works?
 lf there's a lot of emotion attached, you have to go in, clear the emotion to the
 objection and come out.
 Unless you go in and clear out whateve/s going on there, the objection will
 remain. They can't make the decision to come see you because they'll either be
 too afraid, too confused, or whatever.
 This is at sales level. Of course, you can see the obvious therapeutic application
 too.
 lf, on the other hand, they're going "like yeah, I don't know if it'll work for me",
 are they particularly attached to that, or do they just throw it out there to see
 what happens? At that point, you simply move it to one side and say I understand
 that.
 Do an agreement reversal. You agree with it and then you reverse it. Say "l
 understand that, of course, you have doubts it's only natural isn't it? Now aside
 from the thoughts you're having now, how do you want to think that's so much
 more, so when you will have had whatever you came here for, you can look back
 and go that was worth it?"
 Aside, start again, open up, hone down, look back...do you see how we've
 created a loop, a whole process just based on the language and what it does to
 the mind?
 Ghanging The End Point
 We can also change the end point. How about this "You're all here for some
 reason and I know you don't know what it is...the more you think about it and go
 beyond whatever you thought was there, you begin to have so much more choice
 and you can totally consider all that only to the extent you feel good now."
 Open up, create choice, hone down, and then you create a target, feel good. So
 in other words, you're saying going into a trance of infinite possibilities to find
 out what's there, select one of those things only that happens to conform to the
 whole category of feeling good.
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I don't know which one it'll be, but it'll be one of them. And, even if it isn't, I can
 spin back and do it again. So you get to choose where they start and where they
 end up. You get to choose the journey they take, to the open or close their mind.
 Example - How can you unstick someone when they're stuck in a particular point
 of view? "My decision is final!" Have you ever heard that?
 I had an executive I was coaching earlier in my days who was about to lose a big
 account. He got an email that said "This is what we decided to do, this decision is
 final now, it's been approved and we're going forward".
 He sent them back a two line email...something along the lines of...as your
 deciding that, what else...whatever, he put in some reframe around what they
 were missing in terms of working with his company.
 Ten minutes later, he got a phone call from the CEO of the company that was just
 dumping him saying you know what, you're absolutely right, let's talk.
 It's not always going to be that cut and dried, but do you see how you can take
 people's minds, when they think they're stuck but they're not?
 Making A Decision
 Believe it or not, you are still making the same decision now to keep going with
 that decision. You can change your mind about it at any time, so decisions do not
 exist.
 Relationships do not exist, you relate, you decide, and you keep relating and keep
 deciding every moment of your life, until you don't. That's when the relationship
 is over. You stop relating or stop relating in that way.
 The decision has been broken. lt hasn't broken really, it's not like a little toy
 where you can whine and say "Oh, mom I broke my decision", it's simply that you
 changed your mind.
 How To Stick Something TogetherArd Make lt More Real
 You do it the other way. There's something you can do that's actually very subtle
 in both directions that has nothing to do with language. lt has to do with
 attention. Remember, where our attention goes, our energy flows.
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 lf someone keeps looping back to the problem, where's all the attention going?
 Where's all the energy going? What's becoming more real?
 lf you distract people away from the problem, where is the energy going now? To
 something else. So if you want to build something, you put attention on it.
 Example - Let's say someone says "l've wanted one of these toaster ovens
 forever now." "Really, how come?" "l don't know, I just feel it's going to be
 amazing to have one of these, it's going to be awesome!"
 "Really, you really think it's going to be awesome?" " Yeah." "How do you know?"
 "lt's just awesome, I saw it on TV and so on." " Really?" "Yeahl" "Are you sure?"
 "lt'd be awesome to have this thing."
 What am I doing?
 l'm spinning his attention back over and over to his feeling of how cool this thing
 will be and l'll do it in different ways, but the point is, its building attention on
 how positive and awesome it will be to have this thing. lt's becoming more real.
 Do you see how simple that is?
 How To Separate and Integrate Experiences
 Using Predicates
 How do you separate and integrate experiences using these predicates? As you
 feel 'this', what happens to 'that'?
 Do you see how they come together? lnside of both, what's the same? What's
 the only thing that drives'that'? See how'that'comes together.
 Aside of those, between those what else is going on? Aside from that, what's
 this? Do you see how l'm separating or bringing together. Together with this, that
 can be this, can it not? Do you see how your language can separate or integrate?
 Now you can have separation, for example, you can do "How are you doing right
 now?" "Im feeling bad." "Between the bad feeling and what you know, you
 realize there's a space that you can think in, isn't there?" Do you see how I
 separate it out?
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Example - So when you look at that memory way over there, something that had
 happened to yoU, you can think about that little boy or girl, and all the things that
 happened to him. And, you know that he made it through don't you?
 Do you see what l'm doing now? Separating.
 At the end, of course, is "As you consider that boy and all the stuff that's
 happened to him, you realize that this is just one experience. That little boy
 became this young man and that's really you, isn't it?"
 "lnside you you've always had that, so as this grows up inside you, you realize
 that was just a memory and you are more than that aren't you?"
 Do you see how we're cycling through these things? How do we start using this
 stuff and putting it together? This is what we're interested in.
 Power loops are basically a process where you take people through little steps
 that gets you to an outcome. lf someone is feeling an intense feeling that's
 negative, before you can handle that feeling, they have to be in a position where
 they can interact without being overloaded by it.
 So what is it I already imply as the first step? Separation, which you can do by
 dissociation or by a different language like between and so on.
 But that doesn't solve it all does it? You may have to move to other experiences
 that they can then bring together before they've integrated it.
 Do you see how l've created a little journey here? l'm here, l'm overloaded. I
 separate. I jump to a different point of view.
 I come up with a resource. I bring those resources together and re-integrate. So,
 l'm here now feeling much more positive about the whole thing. Do you see how
 that works?
 Do you see the loop that's gone through which allows you to transform? By the
 w?y, the PCAT formula, ds far as l'm concerned, is pretty much the key to
 everything you'll do. You'll just be able to do variations whether it's...
 Sales
 Teaching
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 You're running through the same loop, we're just putting different variations and
 spins on different things.
 EGRCtriE - LJSilIIG FCAT hl SAES AIID THAf,ryty
 1. Get into groups of 3 or 4 people. Those interested in sales on one side of
 the room, those interested in covert therapy, change and so on, on the
 other side. You'll all get a chance to do both anyway.
 o Start engaging your brain first and brainstorm how to use a PCAT
 formula for a simple bit of covert therapy, and a more complex bit of
 covert therapy, like a full regression technique or something like that.
 o Discuss it in the group, maybe draw up little plans; throw in some notes
 as to what language might be useful here and there, what the effect of
 the language is, why you might use it and so on.
 o Here's a hint. lf you don't have any experience as a salesperson, make
 sure the people you're in the group with do.
 o lf you have less experience as a therapist, in other words, you're more
 of a novice starting up; make sure you're in a group of people who
 have more experience, that way you both learn from each other.
 o Twenty minutes per group. As a group, you're going to design a simple
 sales process and a complex sales process, a simple bit of covert
 therapy and a complex piece of covert therapy.
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Igor's Comments
 Some of you find this a little bit difficult, of course. Remember, this is just
 practice, the more familiar you become with the foundations, the easier it gets to
 apply it.
 There's a reason why we spend three days building foundations, because
 applications become really complex if you have no foundations to work through.
 So, to the extent you go off and apply the foundations even more, you'll find this
 even easier once you leave here.
 You all know my tricks now, it's not fair!
 This is how I would do this, step by step. Whenever you do your stuff, especially
 power loops, you start off very blatant, no matter which group you were in.
 1. Step one is to make the client excited. Are you excited client? No? Get
 excited. Okay. Think of it in childish steps like that because then it's easier
 and very clear what you're trying to achieve.
 understand.
 2. The next step is to layer over that a little bit of sophistication so it's a little
 more fluid. Consider a time that makes you feel more excited and how
 does that feel now? That's a little more fluid and smooth, but still pretty
 obvious what you want.
 3. The final stage is to make it covert, so you present it in a way that no one
 sees. As you're looking at this, I noticed you had an experience, what was
 that? All the things you're thinking right now, lwant you to realize that
 rest assured, it'll only give you more than that. I know that's exciting, I
 Do you see how l've now moved them toward the same place, using my spins and
 all the other stuff and doing it increasingly covertly? So it doesn't matter on what
 end of the scale you're standing, because you'll get to the end eventually, it's just
 a question of how fluid you are with the tools as you go along.
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