NLP MasterCLASS

Speaker: I love your hair.

Speaker 2: Thank you.

Well, it's 'cause it's St.

Patty's Day.

Speaker: Uh, it's brilliant.

Speaker 2: It's St.

Patty's Day, so, so today we're talking
from the other side of the world.

Well, one of us is.

Speaker: Well, no, we're both talking
from the other side of the world.

It's all a matter of perspective, Tina.

Depends on where you are.

Speaker 2: Yes.

Speaker: So I'm talking from Epsom
in Surrey and not in a car park.

Um,

Speaker 2: makes a change.

Speaker: Makes a change.

Yeah.

And some people are gonna wonder
what that means if they've not

been watching any of the videos.

And where are you Tina?

Speaker 2: I am in the Sunshine State.

I'm in Orlando, Florida with Dr.

Richard Bandler and the wonderful of ours
on their spring trainings, helping out.

Speaker: Oh,

Speaker 2: as usual.

Speaker: Fabulous.

Yeah.

And then the last one
was, was it two years ago?

Speaker 2: Yeah, I was here in March,
2020 when the Great Pause began.

Uh, had our flights canceled,
had a difficulty getting home.

It was very exciting.

And here we are two years later
and it's like nothing's happened.

You know, nobody's wearing masks.

The sun is shining.

Uh, I show you, but if I open
the curtains, um, you won't

be able to see anything.

Yeah.

So, I mean, my hotel room, it's,

Speaker: hasn't that

Speaker 2: two quite close to be

Speaker: just flown by?

Speaker 2: Strangely, yes.

Although, while you were in it, it
didn't feel like it had flown by, did it?

Speaker: Mm, no.

I suppose not.

Yeah.

Yeah.

There's a very much a time distortion.

Yeah.

In the moment.

It was slow time down.

But when I look back over the last two
years, well, it's gone very quickly.

There's been a lot happened.

Speaker 2: Yes, there has.

Yeah.

I mean, all those things that
we thought about doing a decade

ago are coming into fruition.

Speaker: Uh, what do you mean
In terms of what we're doing?

Us personally?

Speaker 2: Yeah.

In terms of what we're doing personally.

Technically

Speaker: with the business?

Yeah,

Speaker 2: yeah, with the business.

Yeah.

I mean, we talked about stuff 10 years
ago that we didn't have the technology

to really put it together and do it.

Mm-hmm.

And then we didn't have the time,
and then suddenly we had both.

Speaker: And no, we've got time and
the technology, technology kind of just

holding together with duct tape and, and,
but you know, you do realize there's,

there's a massive solar flare going
on at the moment, isn't there as well?

That's, um, affecting things.

And my partner Maggie, was doing
a YouTube, uh, an interview with

somebody yesterday and on four
occasions never happened before.

They both had to stop because the
connection was so bad and just reconnect.

So I'm hearing there's lots
of tech issues going on.

There's a massive solar flag.

We've,

Speaker 2: we've had tornadoes,

we've had tornado warnings,
um, severe weather warnings.

Yeah, people have lost houses.

Buildings have disappeared.

Yeah.

Luckily the hotel we're in is
apparently the safest in Orlando,

and it was specifically built to
withstand tornadoes and hurricanes.

Speaker: Fabulous.

What you need, how, how reassuring.

Okay.

Oh, reassuring.

I'm just closing, I'm just
closing a few things down.

I've got a few things
popping up on my screen.

Speaker 2: I remember.

Speaker: And so you're in,

Speaker 2: I'm sorry.

I remember we were here
about, oh, about 15 years ago.

Um, and a really bad storm came through
and there was a moment when we were

actually in the eye of the storm and
we went out in the car park and it was

bizarre because it was perfectly quiet
and still where we were and around us.

You could actually see the storm.

Speaker: That's amazing.

I've had that experience once.

That was in Florida as well.

It was, when was the OJ
Simpson thing going on?

I can't remember now, but
everyone was intrigued in that.

So it was around about the same time
and it was deathly quiet like the, in

fact, I'll tell you what it was, it
was like lockdown because you, it's

like there's no traffic, isn't it?

Still?

And there was just the quietness
that around you was it?

If you can keep your head while
all around you are losing theirs

Speaker 2: Kipling.

Speaker: Yeah.

Maybe you haven't got
a clue what's going on.

Speaker 2: Yeah, I remember when,

Speaker: that's my version of

Speaker 2: it.

Course in, in 2020, we were in this
room, in the hotel and outside.

You have international drive.

24 7 is just full of traffic and people.

Yeah.

And I looked out the window and
there was nothing, there were

no people, there was no traffic.

And I thought, well it's
either the zombie, a apocalypse

or the TRTs are coming.

Speaker: Well, TRTs, depending
upon out your age really zombies.

Anyone un under 30.

Yeah,

Speaker 2: anyone under 30.

Anyone else?

So, so what's the know what TRTs are?

Speaker: So I'm just curious.

So what's the vibe?

Is it, is everyone kind of
like business is normal?

Back in the good old US survey,

Speaker 2: everybody is so
excited to be here, to be back

in the training environment.

Richard is on fire.

It's like he's been sent to his room for
two years and he's come out like boom.

Uh, he's absolutely amazing.

John and Kathleen, as always, the
seminars are going really well.

Um, there's normally.

A lot of Brits here for these seminars.

There, there isn't this time round.

Uh, in fact, there's just one Brit in
the trainers training at the moment.

Um, and is

Speaker: that just because of
the logistics, you know, the

uncertainty of travel, you

Speaker 2: think Maybe,
maybe we've got like

Speaker: Yeah,

Speaker 2: 25 Germans have come.

How group of Germans have come?

Um, we've got,

Speaker: well, well, maybe,
maybe the Brits are just

coming on our practitioners.

Maybe that's what it's That would be nice.

Yeah.

They're not coming, we're not
doing DHE, we're not doing NHR.

Maybe they're just sort of, uh,
holding on and coming, coming to ours.

Speaker 2: They're waiting
to come and see us in London.

Yeah,

Speaker: yeah, yeah,

Speaker 2: yeah.

But we had, uh, we've got a load
of people from Malaysia here

that are, and, and from Israel
that have come for the trainers

training and obviously from South
America, from the US, Canada.

Speaker: It's interesting
because, you know, I, I remember

it was, it was Jonathan Alfield.

Do you remember?

Jonathan Alfield came to, in fact,
it wasn't our practice group,

this was just before we set up the
practice group in, was it 2004?

So it was in 2002, I think
at Bed Bedford House.

Where was it?

Phil Holt.

Yeah, Phil Holt used to run, it
was Phil Holt Run Practice Group.

Yeah.

Yeah.

And one of his guest trainers
was Jonathan Orfield.

And he came along and did a, it was
a really good, simple exercise to do

with chaining, um, modal operators.

Speaker 2: Yeah.

Speaker: Yeah.

Um, almost like a bit of a leverage.

Well, you could, yeah.

It was a bit, bit of sarcasm to that.

Yeah.

Kind of took somebody into, uh,
down, down through the motor

operators and flipped them.

So it's like, really?

You're telling me I can't, and it
was a great simple exercise, but

what was in, he commented about Wow,
NLP has really taken off in the uk.

You know, you guys have got, because
he'd come across when, I guess I'd been

into it for about two, three years at
that point, but it was really starting

to become a big thing in, in London or
certainly those of us in the, in the game.

You know, it seemed to be everywhere.

Yeah.

Um, and I'm wondering if that's
happening with a few other

countries around the world starting
to becoming more aware of NLP.

Speaker 2: I think NLP is very,
very, uh, very large in Germany,

Italy, uh, south, a lot of South
American countries as well as, uh.

And in Jae, uh, Japan, Japanese
in Japan, there's normally a huge

group of Japanese people come.

Mm-hmm.

Every spring and summer here to do
trainers training where they've done

their prac and master prac in Japan.

This time they're not
traveling because of COVID.

Speaker: Mm-hmm.

Yeah.

Okay.

So maybe there's just no real patterns.

It's just It is what it is.

Yeah, yeah, yeah.

Maybe it's just my wishful thinking
that NLP for the world, people

are finding, you know, around the
world, they're finding out about it

and finding how useful it can be.

Um.

So I just wanna say hello to
anyone that's on, on with us.

I mean, I don't know.

I haven't checked.

Um, we just got straight into
a chat and started riffing and

jazzing, but I know there will be
people that will be joining us.

And, um, we've got some
questions, haven't we already?

Speaker 2: We do

Speaker: have

Speaker 2: some questions.

I'm just looking, we, we do
have some people looking at us.

Nobody's put any comments in yet.

Um, oh,

sorry.

Somebody's trying to ring me.

Speaker: That's Richard.

Yeah.

Richard, where are you?

You're on stage next.

Get on, get down there.

Speaker 2: No, no, no, no, no.

I've got things to do.

Okay.

So I'm gonna start with
a question for you.

Okay?

Speaker: Oh, great.

Okay.

Speaker 2: Fabulous.

Growing your practice products.

Design your bestseller.

Speaker: Mm-hmm.

Speaker 2: So here you go.

Apparently this month's question
she says is, have you really

made the best of your product?

Really got her thinking, especially when
you said people don't care about NLP.

Speaker: Mm-hmm.

Speaker 2: Uh, so on that note,
I'm now a work in progress.

Following up the learnings from your
timeline session, bearing in mind

that people don't care about NLP, what
process did you go through to decide

what to call yourself and ensure that
people succinctly know what you do?

Speaker: Okay, so there's a,
there's quite a lot there.

I think we should do just, um, package
a little bit and put a bit of a context

around it for those that aren't in the
Secret Agents of Change membership group.

Um, so this month, the lesson I did
in relation to growing your practice.

Was to do with products and I
called it designing Your bestseller,

which I know I did it purposefully.

Um, everyone wants to be a
bestselling author at the moment.

Everyone wants to, and when I say everyone
I know it's a huge gross generalization.

Um, but everyone wants to
have their authority piece.

Speaker 2: Mm-hmm.

Speaker: So I wanted to say they
would catch people's attention because

writing a book, as much as it's useful
for building authority and building

an audience, going into the detail of
signing up your clients when they're

contacting you, is an area which I've
seen so many people kind of skim over.

Speaker 2: Yeah.

Speaker: So it's like they
concentrate on like, um, I've

got my terms and my conditions.

Yeah.

Done that.

Spent 20 minutes on that.

Um, I've got my consent form.

Yeah.

I spent another 10 minutes on that.

But there's a whole process at the very
beginning when, so imagine that you've

done all this work contacting people,
getting their attention, um, building

up an audience, and they come to you.

Have you done the best job designed
your bestseller in this case, the,

the bestseller is your coaching.

Okay?

It's the coaching that you do.

Speaker 2: Yeah.

Speaker: So have you really designed it
to make sure that any calls that you get

get converted if they're right for you?

By the way, not just every call, but
anyone who's a good fit comes in to see

you and goes out being a raving client.

And what I mean by a raving
client, they're just not a lunatic,

but a raving advocate for you.

You know, you go, oh my
gosh, that was amazing.

I've gotta go and tell everybody.

So it's about taking a little bit of time.

And we did, I did a timeline
exercise, taking people from the

end result of somebody having left
and had an amazing experience back

to when the session was end ended.

We skipped the doing the session.

Okay.

'cause what happens there, who knows?

You know that whatever happens
happens in, in the room, doesn't it?

Yeah.

Speaker 2: Yeah.

Speaker: And then we looked at the,
so it's like the, the pre and the post

processes for, um, uh, your bestseller,
which is your, your coaching session.

Yeah.

Yeah.

So that's the preframe,
that's what we did.

And we did two timelines.

One, as the client.

Speaker 2: Mm-hmm.

Speaker: So what would have to be there
for them to have a smooth journey?

So like, what would an ideal journey be?

Would it be if they're ringing Oh,
someone actually takes the call.

How about that as the concept?

Well,

Speaker 2: yeah, yeah.

Speaker: Or if they're emailing,
um, someone gets back to them

in a good time and follows up.

Yeah.

Or schedules a time, you know, what has to
be there to make sure there's, they're not

having to work unduly, there's no delays.

They don't, they don't
get lost in the process.

Yeah.

And then what has to be
there from your perspective?

Uh, have you done your best?

Have you really designed this to
be of service to someone to make

it, you know, smooth and as easy
for you and, and, and for them?

Yeah.

So that was, that was
the, the, the lesson.

Yeah.

Um, but I made the point at the
very beginning and, and I dropped

this in when I was saying that.

To get people in to see you
is one of the hardest things.

There's a huge investment in
time, money, effort in terms

of marketing and advertising.

So when they arrive, you wanna
make sure that if they're the

right fit, you've got them.

Okay.

Um, and I just drop this in as a,
as a phrase really, which must have

really resonated with this person.

So, and, and by the way, people
just really don't care about NLP.

Speaker 2: No.

They

Speaker: don't.

What they're, what they're interested
in is what, what can you do for them?

Speaker 2: Yeah.

They want the result.

They don't care how you do it.

They don't care whether you're gonna use
NLP or any other process specifically.

Speaker: Yeah.

Speaker 2: They just want the result.

They want.

Speaker: Yeah.

And, um, so, so that's, that was the
question that obviously must have Yeah.

Touched a nerve with them.

And actually, I think it was a, it's a,
it's a point that, um, became very, very.

It became very clear to me, it was
probably about 10 years ago, that a lot of

people, especially in coaching, um, they
get so bogged down with what it is that

they're doing and really do forget about
what, um, what's it doing for the client.

Yeah.

You know, they talk about being
a hypnotherapist, who cares?

Yeah.

Yeah.

They're talking about being who cares?

Yeah.

About being who cares.

Yeah.

Um, and it, it came about, 'cause
someone said to me, oh, nobody's booking

on, in fact, no one mentioning names.

Someone said, no one's
booking on NLP trainings.

Okay.

And, um, so again, this was 10 years ago.

There's a particular context.

Yeah.

And I said what?

I said what?

No one.

Oh.

And well, some people are.

Yeah.

Okay.

And, and, but they're not
booking on your trainings.

This is the conversation
I had for someone.

I said, no, no one's
booking on my trainings.

I said, um.

Well, what about the people that are
having people book on their trainings?

What are they doing?

And we, we explored it a little bit and
they weren't just going NLP trainings,

they were framing it completely different.

Speaker 2: Yeah.

I think people get, one of the
thing mistakes, people making sales

is they got bogged down with how
wonderful, wonderful their product is.

You need my product, my product can
do this, this, this, this, and this.

They don't actually consider
what does the client need?

They're not being of service,
they're not solving a problem.

The minute you can get out there and
explain how you can solve a problem that

somebody has, then they'll become really
interested in what you've got to offer.

Speaker: Yeah, absolutely.

And it's the basis of being of
service to people's sales, building

a relationship and go, you know,
I, I distinguish like marketing.

And sales marketing is woohoo.

Hello sales is, and how may I serve you?

Speaker 2: Yeah.

Speaker: How may I be of service to you?

And so at no point it's going,
look, this is what I do.

This is what I do, this is what
I do, this is what I've got this,

it's about it being really curious.

How, how may I serve you?

You know, what do you
mean what's your problem?

What do you need?

Yeah.

Well, what do you want
and what do you need?

And really, we always wanna make sure we
match what they want, because quite often

people don't even know what they need.

We might know what they need.

Speaker 2: Yeah.

Speaker: But we could be out of
rapport by pushing what we need,

what we know they need, rather than
delivering what they want and then

leading them into what, what's needed.

So the last part of the question,
you know, what, what do I do?

It, it kind of depends really.

Yeah.

I, I, so it, it depends on which, which
hat I've got on in terms of which, um,

part of my business I'm working on.

So the, uh, let's say, let's
give you a specific really.

Um, okay.

So with my corporate clients
now I'm very specific.

There, there's one niche.

When I say one niche, I've
got a couple of niches.

Yeah.

And I can use the American niche.

I've said this before,
'cause it rides with Rich.

Right.

Um, but there's one particular niche,
which is where I work with people

kind of around about my age, but,
um, maybe a little bit younger.

50 50 plus.

Yeah.

Mostly male.

Well it is, when I say mostly male, so far
it's all been male in this niche actually.

And they're all in the
construction related industry.

Speaker 2: Uhhuh.

Speaker: Okay.

Now it doesn't mean they're
all builders at all.

No.

Some of them are like, um, from repair
companies, some of them landscape

garden design, um, interior fittings.

So there's a range of them.

They're all of a sudden age
and an aspiration, which

is, they're not there yet.

Wherever there is.

Okay.

Like everyone, everyone, if I say
to you, Tina, if you realize your

potential, you know you're working
at your optimum potential, probably

even though you're on D-H-E-I-I,
I'd, I guess you'd go, well, kind of.

Not really.

There's always more.

Yeah.

Speaker 2: Well, there's always more.

Yeah.

There's always,

Speaker: there's always more

Speaker 2: learn more, so, yeah.

Speaker: Yeah.

So these, so most people go, I
know I can be, do, have, give more.

There's always more, but they,
they're getting to an age where it's,

feels like the clock is ticking.

Speaker 2: Yeah.

Speaker: And going even quicker.

So there's like this desperate need to
create and turn their business into what

they know it could be and should be.

And they want it to
be, and it ought to be.

Okay.

So I take that desperate need and go,
okay, so let's build your business

to sell, even if you don't want to.

Okay.

Because if we build the business
to sell, then it's working.

It's, it's not never gonna be as
optimal, best 'cause it can always be

better, but it's gonna be streamlined.

It's gonna be giving you, you know,
the money you deserve, the, you know,

the profit, whatever that might be.

You know, let's take it to the level
that you've always dreamed it could

be, um, less overwhelm, more fun.

Yeah.

So the framing of what I do is
giving people the freedom to own

and run their own business in
order to at some point retire.

Speaker 2: Yeah.

Speaker: Yeah.

What I call myself is irrelevant.

Yeah.

It's as long as I can get that idea
across that, you know, and, and that

they can see that and really understand
the values and the importance of that.

I can give it a name of any sort.

I actually think the strap lines
of what we do is more important.

Yeah,

Speaker 2: yeah.

I

Speaker: agree.

Because the, the name catches attention.

The strap line goes,
I get where you're at.

I understand where your needs
are, maybe even more than you do.

Yeah.

And are you interested in having
a conversation about this?

Yeah, about, so in answer to the
person's question, what do I call myself?

Well, I, I, so it's the quantum growth
coach because I want people to grow

in, in quantum leaps and, you know, so
it's like small changes, exponential

results, but that's just a name.

Yeah.

It's actually me, right, Steve?

So it's actually Steve Crab.

Yeah.

But what does Steve Crab do for you?

Give you, get you, Steve Crab will
guide you, mentor you, give you a kick

up, the attitude or whatever's needed.

Be the NACO navigator to get
you for where you are now.

And to exceed your expectations.

Yeah.

And if you're interested in that,
let's have a conversation about that.

So actually, um, it just just
prompted me that next month in

the growing your practice, we move
on to persuasion and influence.

So in fact, this, this question
has just prompted me and what I'm

saying has prompted that that's what
we're gonna be doing next month.

We're gonna be looking at the language
of creating desire and feelings

and future pacing, working with you
so that you create like a, becomes

like a collaborative relationship.

So you're never selling, you're
just helping people to see the

potential of working with you.

Speaker 2: Yeah.

Speaker: So you never have to sell,
you kind of just take the orders.

Yeah.

Um, so looping back to the question,
designing your best seller.

What do you call yourself?

Don't get bogged down with the catchy
bestseller title almost, because

it's kind of like that, isn't it?

Yeah.

It's like bestseller title.

It's grab their attention,
strap line meets some need.

Yeah.

Uh, and then expand upon
it just a little bit more.

And if you get those three right, um,
people will know what you can do for them.

And that's the most important part.

Yeah,

Speaker 2: it is.

I mean, in all the, the years we've
been in business, um, nobody's

ever asked to see my insurance.

Nobody's ever asked to see my
certificates or my qualifications.

They've only really been interested
in what I can do for them.

Yeah.

I have this problem.

How can you help me?

Speaker: Mm-hmm.

Speaker 2: And I think
that that's the thing.

Look at sales.

Speaker: Yeah.

And that's the thing is that's one of
the biggest shifts that people can get.

It's like really being sincerely
from a place of service.

Speaker 2: Yeah.

Speaker: Yeah.

Am I doing the, the, a good enough job to
deliver my service to help these people?

And I'm not talking about, you
know, faking the sincerity.

Was it Tony Bins said, you know,
fake sincerity, you got it made,

which I thought was really funny.

If you can fake sincerity,
you've got it made.

Um, it's sincerely wanting to
do the best for that person.

And really, I know you and I have
similar views on the word empathy.

I think empathy's a bit overrated in
terms of a tool for working with people.

Um, it can lead to a lot
of compassion fatigue.

Speaker 2: It can,

Speaker: but it's, I think it's essential.

That's what that timeline
exercise is about.

It was about having the empathy for
the person who's in a desperate need.

And have you done everything within your
power to make sure that their journey.

To come and see you is as smooth and as
easy and as, um, effortless as possible.

So they turn up in an, in
the best state they can be.

So you can do an amazing piece of work.

And then when they leave, everything
is you not having to make them

work in order to go out there
and be, you know, your advocate.

Speaker 2: Yeah,

Speaker: you your best fan, Raven fan.

And that all comes from,

it can, if it's self-serving,
it doesn't work.

It's gotta be really
from place of service.

You know, how can I make this
the best, best service, you know?

Unless that's been the theme
all the way through, isn't it?

We start, I started off with
preeminence almost a year ago, you

know, being great at what you do.

Speaker 2: I think that that's, that's
a piece that a lot of people miss.

A lot of people when they, I think it's
the training they get where a lot of

people are script bound where they go
and learn a course and it's, if you've

got somebody with this problem, then
you use this script, you've got somebody

with this problem, you use that script.

Um, and you and I have had conversations
on this before where people will go, oh,

I've got someone coming to see me next
week and they've got blah, blah, blah.

What do you suggest I do?

Mm.

And and you don't know what you're
going to do to help that person until

they're sitting in front of you.

'cause it's not until you calibrate.

And I think there's not enough
focus on that ability to calibrate.

So I'm, which is why I'm,
I'm gonna digress now.

I'm really excited that we've
got Eric next week, uh, because

Eric will definitely get people
looking at calibration differently.

Speaker: Yeah.

But totally.

Uh, so actually there's a couple
of things I wanna talk about that.

Um, it just occurred to me, I think
a lot of people with their training,

training can make people problem focused.

Speaker 2: Yes.

Speaker: Prob Yeah.

And, and technique focused.

So problem and technique centric
rather than solution and human focused.

Speaker 2: Yeah.

Speaker: Yeah.

Really thinking about the person that's
in the room and how, you know, what,

what is the best solution for them.

And I think there's com two completely
different feelings that come with those.

Yeah,

Speaker 2: there are.

Yeah.

It's, it's, and, and I think
people are looking at, well, I

mean, we've got a question here.

Air, um, that's been asked
where somebody's asking,

oh, oh, that's interesting.

How did I do that?

Uh, somebody's asking, um, about a
client where their, their partner hordes.

Speaker: Mm-hmm.

Speaker 2: Um.

And you know what, what, what are
the kind of things that I would do

with somebody with a hoarding issue?

Well, that would depend on what
the hoarding is really about.

Uh, I mean, I know some people that
hoard memorabilia from things that

are really important to them because
that's all they have in their life.

And it's not about
stopping them from holding.

It's about helping them discover
something more to living so that they

can reevaluate what they're doing
and what they need in their life to

actually give themselves more space,
literally and figuratively to expand.

Speaker: Yeah.

Yeah.

And to, to help someone like that.

You've just gotta be infinitely
curious, haven't you?

Yeah.

Yeah.

And, and so again,
looping back to, to Eric.

Yeah.

Again, I'm, I'm really excited.

I mean, you know Eric better than I do.

We've met just on a couple of occasions
in the back of the train room.

So, um, so I'm really excited to,
you know, get a chance to work with

him and meet him a little bit more.

Um, but some of the stuff I've read
about him in some of the old books,

because he is mentioned, Eric comes up
occasionally in some of the older books

of NLP, not necessarily the main, not
certainly not Richards and and John stuff,

but some of the other people, you know.

Yeah.

Um, and everything that I've
seen is about distinctions.

Speaker 2: It is

Speaker: fine tuning.

Speaker 2: Yeah.

Speaker: And distinctions
and fine tuning require.

No, I, this is my view.

It's not always about an innate skill.

Yeah.

Somebody can see something
the others can't.

Well, they're doing, maybe they're
doing something that's different.

It's about sharpening,
whatever that skill is.

Speaker 2: Yeah.

Speaker: Maybe quieting down all the
noise so you can actually hear the signal.

Yeah.

Or notice the subtleties that
is there for everyone to see.

So it's about putting the work in to,
to be able to get these distinctions and

then, well, what do you do with that?

With that?

Well, that's what you find out
in the, in the session, isn't it?

Speaker 2: It is.

Speaker: You go, oh, I just
noticed this person's saying

something or doing something.

What am I gonna do with that?

Well, you can't do any of that if you're
working from scripts or you're working

from a technique number by number process.

Can you?

Yeah.

Yeah.

So you know, a lot of the
things we answer here.

Um, and I was think about this last week
actually during these q and a sessions.

Um, we can only give you, like,
point you in the right direction.

Um, we can't give you the solutions.

I mean, we, we never offer the solutions
to anything because the solution's

always what's going on in that particular
room with that particular person.

Speaker 2: Yeah, it's, um, there, there
are in so many different situations and

things that can come into, um, a session.

I mean, there's, there's, there's a
question here that was handed today, um,

about working with somebody with trauma.

Um, due to my, my.

Explaining about my client who came to
see me that had eczema, psoriasis, and,

and had suffered trauma when I got rid
of the trauma, skin condition improved.

Speaker: Mm-hmm.

Speaker 2: Uh, and this is somebody that
is already practicing, um, as a therapist

and they've said, so what would you
do if there was a pending court case?

Mm-hmm.

Um, now clinically people are
taught, there are situations

whereby if you use hypnosis to
help somebody get rid of trauma, it

can affect any pending court case.

Speaker: Mm-hmm.

Speaker 2: Because the judge, um, will
not be happy if they find out that the,

the witness, the, the, the person that is
the victim has actually been hypnotized.

Speaker: Yeah.

' Speaker 2: cause there is still that
belief surrounding the fact that.

If you work with somebody who is
suffering trauma and they're going

to court as a victim, that you,
the all powerful hypnotist could

have put that information in there.

Speaker: Mm-hmm.

Yeah.

Speaker 2: And yet people
aren't taught this, are they?

Speaker: No.

Well, they're not.

Well, they are, if they depends
on what training they get.

Speaker 2: Oh, yeah, yeah, yeah.

Speaker: You know, but you both, you and I
have had, um, you know, a lot of in-depth

training that hypnosis and psychotherapy.

Um,

Speaker 2: yeah.

Speaker: And yeah, you
do learn these things.

So these, these are things we can tell
you these, these are best practices.

Speaker 2: Yeah.

Speaker: Yeah.

Something like that will be, you know,
wait till the court case is over.

Yeah.

Because there is a possibility.

But even that is, is um,

it's not wring law.

It's just best practice.

Speaker 2: That's right.

It's, it's not illegal to
hypnotize somebody who's,

who's got a pending court case.

Uh, it is best practice because if
you do hypnotize them and they go to

court and it comes out in court, it
can make their case null and void.

Speaker: Yeah.

So actually I think those, those are great
questions because they're questions that

people, you know, those points have never
been raised during that person's training.

Possibly.

Speaker 2: No.

Yeah,

Speaker 2: no.

Speaker: So there will be gaps.

That's why they're asking
the question, isn't it?

I don't know.

The ain't going on.

What do you think?

I

Speaker 2: think it's a fa I
think it's a fabulous question.

Yeah,

Speaker 2: yeah,

Speaker: yeah.

Speaker 2: It's because these are
things that people don't tend to think

about, um, when they have their courses.

Uh, and, and as you've said, you and
I have both had in-depth training, so

Speaker: mm-hmm.

Speaker 2: We've learned about all the
little, little nuances of things to do.

Um, and I think it's important
that people are taught this.

Speaker: Yeah.

Uh, and also treat, there's
an element of like coaching.

Okay.

So coaching, no, when I go
back to that, that time when

Jonathan Orfield was around.

Yeah,

Speaker 2: yeah.

Speaker: There still
weren't many coaches around.

We talk about 18 years ago.

It was still, coaching was
still kind of a new thing.

Yeah.

Um, hypnosis, there were
more, I think there were more

hypnotherapist around then.

That's, that was my understanding of it.

Yeah.

Um, but in the last 10 years,
I mean, you can't move without

bumping into a coach, can you?

You

Speaker 2: know?

No.

Speaker: No, you can't.

Um, the quality and the depth
of the coaching experience and

training people get, uh, I dunno.

It varies, doesn't it?

So I'm not commenting on that, but I, we
are talking about working with people to

change their lives, change their beliefs.

Yeah.

Change their behaviors.

It's, I think there's an element of, it
can be made to seem look really e and

look really easy and simple and quick.

Speaker 2: And it can be

Speaker: And it can

Speaker 2: be, yeah.

Can be

Speaker: when you know what you're doing.

Yeah.

So it's like watching
Richard do some change work.

And we've been having, having this
conversation with Michael o' Neil.

Michael was saying that, see, the,
the challenge is Steve, that um, in

fact we were around his house, okay.

And he had one of his guest, uh,
trainers there, um, forgotten George

Pransky from three principals.

Uh, so it's the three principals coach,
and he was doing some change work and

hi, his wife Linda was there and I was
talking at the back talking to Michael

about, I was modeling both of them.

I said, Linda's asking
different questions to George.

Linda's asking questions.

It's like she's going straight to
it and George is getting there,

but Linda's got it straight away.

She's asking really,
really sharp questions.

How has she known which questions to ask?

That would be interesting to find out.

So we were talking about the
different levels of skills to be

able to see something like that.

Speaker 2: Yeah.

Speaker: And be able to then learn
from it and apply it and how most

people aren't willing to do that work.

So they'll go on a coaching
course, they'll go on a, maybe

even a hypnotherapy course.

You're only just beginning.

Speaker 2: Yeah.

Speaker: Yeah.

The, the real work is getting in
there, working with people and

finding all these little nuances.

Yeah.

And constantly, constantly learning.

Um, so I think there's an element of
one, seeing people that are really good

at what they do, but they put in the
decades and they make it look easy.

Yeah.

And a lot of people think they just
can go do a course, even if it's a

10 day course or a 14 day course,
or even some people do a three day

course and suddenly they've got,

Speaker 2: they do

Speaker: a piece of paper
and they're out there.

Um, and they won't know these nuances.

Speaker 2: Mm.

Speaker: You know, they
won't know these nuances.

So, you know, that's why
we do this, isn't it?

You know?

Speaker 2: Yeah.

It, it, yeah.

It, it's, I think it's also important.

That.

I mean, so with within, like something
like clinical hypnotherapy, if you

join some of the big associations,
like the courses we do Yeah.

Are accredited by the, the
general hypnotherapy council.

They want all their hypnotherapist
to have supervision.

Speaker: Mm-hmm.

Speaker 2: To meet with a, a peer
once a month to discuss clients, their

experiences and what's happening.

And I think that's invaluable to have
somebody to, to sit down and chew the

cud over what's happening within your
practice, the successes you've had,

maybe to get somebody with a little
bit more experience that can give you

suggestions as to what you can do.

Speaker: Yeah.

Yeah.

And we all have blind spots.

It doesn't matter how much work we do.

Yeah.

There's anyone that's gonna know
the whole, all the scripts, um.

Speaker 2: Yeah.

Speaker: So what else have we got Tina?

Speaker 2: So, so, so this month for
those of you in the, in the, the Secret

Agent of Change membership, I talked
about how you could use NLP and hypnosis

to help people with skin issues.

And the question is, this month's
client story about the lady with the

resolved skin condition was truly
inspiring and what a great outcome.

It really highlighted the impact of
the change personal history technique

on trauma, including sexual trauma.

My question is, is change
personal history, your go-to

technique in case of trauma?

No, is my simple answer.

Speaker: I knew you were gonna say that.

Speaker 2: No.

Um, it depends, like we've just
been talking, um, you have to

excuse the, the camera wobbling.

It's, it's my computer's
sitting on my knee.

It depends on the person
and what they present with.

Um, in a case of trauma, I am gonna
do some kind of timeline thing to

take them back, um, to get them
to let go of what's been connected

with what went on back there.

Is it going to be
change, personal history?

Not necessarily.

And I might also combine, change
personal history with something else

if I feel that's what the client needs.

That's my simplest answer because
there's an infinite number of things

that we can put together to help
somebody with their change work.

When we look at, when we do our training.

We look at, uh, di physiological levels
and you can actually attach all the

individual pieces of the meta and the
Milton model to those logical levels.

So when you hear people explain
where they're stuck and what they

want, for example, if they give you,
uh, like a complex equivalence or

a cause of effect, they're upping
the world of beliefs and values.

And when you are up there, there are
certain techniques that work better to

challenge those particular metamodel and
mil model patterns, which give you an

idea as to what they're doing in their
head, much better than if they were

talking to you about, uh, a situation that
maybe was connected to the environment.

Which case, if it was something that
was, was trigger or something that

was being triggered, there was an
anchor being fired, then you might

start with collapsing anchors.

It really does depend, and I
know that's probably not the

answer you're looking for.

Do you have anything

Speaker: to add?

Well, I just wanna say yeah, yeah.

Well it's a great, it was a
great story, great example.

And, and I, I think your answer's
really just some point with

what we've been talking about.

You know, you work with
the person's there.

I mean, I think what we're, what I
think it's, I think it's just human

to find things that you like to do.

Speaker 2: Yeah.

Speaker: Yeah.

Like preferences, a
technique or a style, or.

You know, some method you go,
actually, I, I'm, I feel really

comfortable and competent with this,
so I think that's a good thing to

do to become really comfortable and
competent with particular techniques.

It's also so important to explore
others and I think especially the

ones you're not so comfortable with.

Speaker 2: Yeah.

Speaker: You, I, I remember
there were certain techniques

that, oh, don't need to do that.

Yeah, yeah.

Let's keep away from that.

Let's keep away from the
language pattern stuff.

I remember that.

Speaker 2: No, don't look at that though.

That was,

Speaker: that was, that was
Michael Breen's fault, you

know, to ignore the language.

You know, he installed
in everybody, you know,

Speaker 2: don't need to remember this.

You

Speaker: don't need to
remember what was it.

Okay.

I don't remember.

Speaker 2: You could, no, it wasn't

Speaker: the labels.

Don matter.

Speaker 2: You can forget the labels.

That's what he

Speaker: said.

You can forget the labels.

Yeah, so there was an whole
element at one point of, okay, the

linguistic stuff, I kind of, I.

I just need to give people embedded
commands or direct instructions,

instructors, that'd be fine.

So I realized it was a blind spot.

So I then went back to that area
and really dived into the meta

model and the Milton model and
the linguistic patterning and

meta programs.

And to me, the description
you gave is brilliant.

It's the logical levels with
Milton and Metal, but they're all

holographic, they're all interconnected.

So if there's some work to
be done up at beliefs, yeah.

Well, where did the belief came?

It came through time from some experience
in the past, which probably anchored.

So the levels are all interconnected.

So

first of all, why wouldn't
it get boring if your default

setting was to go to change?

Personal history?

Yeah.

It would get boring anyway.

You know, doing the same old, same old.

Um, and what happens if the way
you do change personal history?

Wasn't effective with that particular
person for whatever reason.

Yeah.

Um, and so I think it's
the core of what we teach.

For me, it's the core of what we teach.

It's, it's giving people not just
a massive toolbox of many things,

but a toolbox where they got more
flexibility and range than the

people that come to see them.

Speaker 2: Yeah.

I remember Richard
saying, sorry, years ago.

He said, if what you're doing
isn't working, do something else.

Uh, and in the beginning I'd be
working with somebody and my gut would

think, oh God, this isn't working.

And I'd actually hear Richard in my
head saying, time to do something else.

Speaker: Time to do something else.

Speaker 2: Yeah.

Or something else out the hat.

Speaker: Yeah.

So yeah, if you've got a blind
spot, the same, you kind of a bit

adverse to go back and practice it.

Um, if you feel completely
drawn, totally drawn to one

particular technique, fabulous.

Master it.

But don't then assume that the
client that comes in has to,

has to endure that particular

Speaker 2: technique.

Speaker: No.

Or is gonna be the technique for them.

Yeah.

Speaker 2: It's not gonna fit everyone.

And I must confess, when we, when
we do these courses, and I see

Richard do demonstrations on stage.

Sometimes he does stuff and he
kind of, I mean, you know, 'cause

you've seen him for years as well.

Uh, I mean, he'll, he'll, he'll kind of
come up with a, a bit of this, he makes

stuff up and a bit of something else.

And I sit in the back of the room
and I go, whoa, I really like that.

And I'll jot down what he did
and I'll map out what he did

and I'll just think about it.

Speaker: Yeah.

Speaker 2: It's in the back of my mind.

So the next time somebody comes in with
something similar, I'm gonna give it a go.

I'm gonna see what it does.

Speaker: Well I've, I've got
a different approach there.

I, I feel, to me it's, it's
like, uh, it's like martial arts.

Speaker 2: Hmm.

Speaker: Yeah, it's, I can be up
here doing something here, but if

I move down here and come in here
or move over to here and come here.

Yeah.

What I'm doing is, I'm, I'm, yeah.

The immovable problem.

Speaker 2: Yeah.

Speaker: I'm coming at
it from different angles.

I'm gonna try something here.

Try something there.

Gives say, oh, that's working.

And then when you get, say the works
you, in fact, it was Daryl Frank Farley.

Speaker 2: Oh yeah.

Speaker: Who, when I came up to leads
that time when you had Frank as a guest,

and I think you said to me, have a guy
modeling him and it, that was pointless.

You know, I just came off stage
completely tra like I thought I

was hypnotized by Mil and Erickson.

But anyway, there was a thing that he
said, 'cause someone said to him, how do

you know what questions asked what to do?

And he said, well, the angels tell me.

Okay.

Which is a, seemed a bit bit strange,
but he had a voice behind him that told

him, because he said, the angels tell me.

Yeah.

And then I'll do whatever
the angels tell me.

I'll say it.

I don't filter it, just say it and
then if the other person recognizes

it, so he is calibrating another
person who said it is like, I've

raised a flag and they've saluted it.

Speaker 2: Yeah.

And then he keeps that rock track.

Yeah.

Speaker: Then he keeps on it.

But he is, he is like a, I dunno,
a rottweiler and a sheep, isn't he?

Speaker 2: Yeah.

Was, anyway, again,
there's that word again.

Calibration.

Speaker: Yeah.

Yeah.

And that's the thing.

He's

Speaker 2: that word again.

Speaker: He's, he's tuning in to the other
person, seeing things, hearing things that

other people aren't, you know, sensory,
advanced sensory acuity, if you like.

Let's link it all back to

Speaker 2: Yeah.

The

Speaker: masterclass.

Yeah.

Um, giving something a go.

It's not prescriptive.

No, that's not gone where
I thought it would going.

Let's try something else.

Yeah.

Look, the person's just look, their eyes
just dil, pupils dilated or something.

They, no.

Yeah, well, their head's nodding.

I'm onto something.

Let's pursue that.

In fact, that's exactly what
Linda Pransky was doing.

Speaker 2: Yeah.

Speaker: Yeah.

She was asking questions and
seen saying, following it up,

Speaker 2: and that's what Richard does.

Speaker: That's what Richard does.

Speaker 2: Yeah's what Richard does.

Speaker: Well, that's what you
do, and that's what on the, we

both do that, and I'm sure most

Speaker 2: many people do.

We ask questions, we,
here's that word again.

We calibrate the response, and of
course, if you've got a script and you

are following something that somebody's
written down for you, you're not watching

the person in front of you, so you
could miss those little nuances, which

will give you the clue you need to let
you know you're on the right track.

Or not

Speaker: actually, it just occurred
to me, aren't we all always doing

change, personal history with people?

Because yeah, the future history
is changing if they come to see us.

So yeah, everything we do is
changing personal history.

How about that?

Speaker 2: Yes.

Yes.

So in which case, change personal
history is my go-to technique.

Speaker: Ignore everything we just said.

Speaker 2: Just forget.

Forget everything we just said.

Speaker: Yes.

Speaker 2: It may not be that
change, personal history, but

it'll be something like it.

Speaker: Lovely.

Speaker 2: Whatever they do.

Speaker: What else?

What else have we got?

Tina?

Speaker 2: Right?

Here we go.

So

Speaker: exciting, interesting,

Speaker 2: challenging.

Here we go here.

Uh ha ha.

Oh, here we go.

So apparently you talked
about automated emails.

Can you signpost me to
an efficient system?

Speaker: Um, yeah, it's over there.

Yeah.

Well, again, I, what I was talking
about, just to give it some context, was.

Making sure there was nothing in the
process there, there were no gaps,

nothing could fall through the cracks.

Yeah.

So as much as possible, automating
things, um, so we use a couple

of systems on a website.

We use, uh, uh, Wix for a website.

Um, we're not using
WordPress, we're using Wix.

But Wix has really improved and up
their game in the last three years.

So they've got these great tools.

So if you've got a Wix website, I
think Squarespace will have the same.

And, uh, you can get, uh, these
little programs that on, um,

WordPress that will automate email.

So I can't give you anything
specific, but we use Wix.

Um, we also use ClickFunnels.

And ClickFunnels has got its own, excuse
me, its own backpack, automated process.

Um, you might want to have a look, so
I'm only pointing in this direction.

I dunno if there's anything there.

Um, you might want to check out.

App Sumo.

Okay, so App Sumo is a website where
people that have developed small pieces of

software programs, wide range of things,
they put them on there and then they

kind of like do a bid, you know, give,
do these promotions a bit like voucher or

voucher or whatever was or is where they
might go, we are gonna give you a lifetime

deal for this program for 60 bucks.

Yeah.

Um, have a check of that
because there's some really good

programs that come out there.

I mean, we've got a really good CRM
system and process system that costs $80.

I cannot believe it was so cheap.

Um, that enables us to track all sorts
of things and do project tracking.

It's got CRM as part of it, it's
got a knowledge base for 80 bucks.

It was absolutely ridiculous, but it was
a one, it was a one-off lifetime deal.

Yeah.

So go and check that out.

Um.

They're really easy to use.

Now I remember when
Infusionsoft first came out.

So Infusionsoft is one.

You can check, check out.

HubSpot will be another one.

You can have a look at that.

But when Infusionsoft came out,
oh, seriously, you needed a

degree in Logic to work out how
to just send out a simple email.

Um, so answer to the question.

Check your website where it's hosted.

If it's on Wix or Squarespace,
you'll have the ability there.

Go and check out App Sumo.

Speaker 2: Uh, the next one here says,
I'm a work in process with regard to

referrals, and I'm researching this.

Networking seems to be key, but how to
keep it cost effective and manageable.

Speaker: I'm not sure
why networking is key.

Um, it can be, yeah.

It, it can be, um,

cost effective and manageable.

Okay, so here's the thing.

Who was I talking to?

Oh, yeah, it was, I was talking
to someone the other day and

we're talking about Douglas Adams
Hitchhiker's Guide to the Galaxy.

And, you know, the number 42.

Meaning what, which is the, which
is the answer to the question, you

know, what's the meaning of life,
of the universe and everything?

Okay.

So, okay.

This, this is a bit of
a convoluted answer.

Okay.

Obviously, how many loops
I can get into this?

Um, the answer was 42 to the question.

And when the question was
set, the computer said, you

know, I can work on this.

I'll give you an answer.

You know, when's it gonna be done?

When it's gonna take a while?

Anyway, millions of years later,
he came up with the answer

Speaker 2: 42,

Speaker: and the relatives of the initial
people that asked the question were

there and the computer said, I've got
an answer, but you're not gonna like it.

And the answer was 42.

Okay.

And they said, I think the problem is
you didn't ask a really good question.

Okay.

So what's the best question?

Well, you're gonna need a better
computer than me to work that out.

So then they decide
another computer, right?

Anyway, so we were having this
conversation, we were talking

about how do you work out the
answer to a problem, to a solution?

Speaker 2: Yeah.

Speaker: And it reminded me
of, um, I think it's called

the touring holding method.

I might, I might be wrong, but
it's to do with Alan Touring,

um, you know Bletchley Park?

Speaker 2: Yeah, I

Speaker: do.

And the Enigma.

Yeah.

Speaker 2: Yeah.

Speaker: Well, someone said to him,
how long is it gonna take for your

computer to work out the problem?

Anyway, he went away and came back about
two years after the computer worked out

the problem and said, I can't tell you.

He said, I've worked on this.

Right.

So he said, um, the only way you
can know how long it's gonna take to

resolve a problem is by resolving it.

And then you know how long it's taken.

Okay.

Yeah.

The only way you know how long a
computer's gonna take to come up

with the answer is to let it work
out and then come up with the answer.

You go, that's how long it's taken.

Yeah.

So how, how effective is networking?

You gotta do it and see how
effective and cost effective it is.

Okay.

How, how effective is um,
Facebook ads marketing?

Well, you've gotta run some experiments
and see how effective the experiments are.

Yeah.

So it may not be, again, it may not be
the answer someone wants, but the thing

is you go, and this is why I think it's
so important to take some time and slow

down and go, where's my energy gonna go?

So if you talk about referrals, if you
are somebody who's sociable and you like

going and meeting people over a warm
glass of wine at a networking event, and

you just kind of just love that anyway,
and you enjoy that and you know you're

gonna be interested in people, then go
there and you'll build up connections.

Um, is, how's that, is that
gonna turn into business?

We don't know.

Yeah, go and find out.

Well, the thing is though, Tina, it does.

Yeah,

Speaker 2: it does.

No, I know.

It does, it does for some people.

In the beginning, I, I did, in
the beginning, I joined groups.

Um.

I didn't do the whole breakfast
meeting thing, but I know Gloria did.

Gloria went to lots of breakfast meetings.

Uh, she met lots of people,
which got her into companies

doing, uh, lunchtime sessions in
companies and various other things.

She met all sorts of people that way.

Um, I did a few and I, I did, I did okay.

I didn't really enjoy going out in
the evening to meet all these stodgy

old business business people that

Speaker: I had to be sleeping with.

That's the thing.

The, but that's the thing.

Yeah.

You may be social if you don't enjoy it.

Yeah.

It's not gonna be something where
you're gonna be consistent with it.

So, you know, in terms of referrals, look,
one of the best, one of the best ways to

get referrals is from an existing client.

Speaker 2: Yes.

Speaker: Okay.

You don't need to go and network
to get an existing client.

You've got an existing client.

One of my clients, um.

He gives his, he, he sells
really high-end, uh, does

really high-end garden design.

So it's, uh, 60,000 pound
plus for a gardener.

Okay.

When we first started
coaching, it was 25,000.

Autonomy was too cheap.

He went, oh, no one's gonna pay for this.

Now you do not get a garden
for anything outta 60 grand.

Okay.

Speaker 2: Yeah.

Speaker: Um, but what they do is they
produce a beautiful high quality coffee

table book of the story of your garden.

Okay.

So he is, he is a gold medal.

Uh,

Speaker 2: yeah.

Speaker: Chelsea winner.

Yeah.

These books are unique and he
gives them two or three of these.

Yeah.

And that brings in a
whole stream of clients.

Yeah.

As well as the garden.

As well as the garden.

Yeah.

Yeah.

People have dinner parties.

This is amazing.

Yeah.

So he's not offering Marks
and Spencer's vouchers.

He's not offering anything other No.

But he's doing something to remind
people of who he is and what he is about.

In fact, he even, we were talking
about this because I was saying

we could probably come up with
150 other ways to get referrals.

Yeah.

Um, this maybe explore a couple,
but they've gotta be this way.

They've gotta be high end for him.

Yeah, it works.

Yeah.

And he said, uh, he said, uh,
I take the book idea and I

give it to all staff to leave.

And I went, what?

He said, no.

When they leave, most people
just go, okay, you're leaving.

Bye.

You know, thanks for the time.

He said, I really appreciate
the time they've been with me.

So I give them a book.

Of all the photos, of all the
different jobs they've worked on and

Speaker 2: that's

Speaker: fabulous.

And they get it.

And he said, um, half the people
come back 'cause most of 'em leave

not 'cause they're disgruntled.

Not 'cause they don't wanna work anymore.

'cause you know, life changed,
but they'll, they'll come back.

He said, I've even had competitors ring
me up and said, I've given so and so a

job, he's not gonna stay for me for long.

'cause he just keeps talking about you.

He's gonna be going back soon.

Speaker 2: That is funny.

Sorry.

Speaker: So, so when it comes
to referrals, there are hundreds

of ways to get referrals.

Yeah.

Which ones work?

Well find the ones that you really enjoy.

Finding the ones I'm comfortable and
run the experiment and see what happens.

And then do something similar to what we
did with like designing your bestseller

design, your best referral process.

What else can you do to get people
to think about you when they go,

I know someone's got a problem.

Ah.

Tina, she's the person.

Speaker 2: So, so you need, yeah.

I think you need to have a certain
personality and you need to be able to

wander into these networking situations,
gatherings and just light up the room

and connect with everybody around you.

Um, so I mean, Gloria did really
well when I was in the mood.

I did okay.

I did more than Okay when I was in the
mood, but you know, if, if I wasn't

in the mood then I didn't actually go.

And that's a good thing.

'cause you do need

Speaker: Yeah, absolutely.

Speaker 2: State of mind.

Speaker: And the thing
is, look, we're NL peers.

Yeah.

If then, if you feel that
networking is the key, that's what

the conclusion you've come to.

And I, I would question that.

Yeah.

Because I think you can build as good
or, well, I don't do any networking.

Speaker 2: I don't

Speaker: don't, I don't do any networking.

Yeah.

Um.

And I've still got a very
profitable, flourishing business.

Yeah.

Um, how do I get that?

Well, I get mine by doing
something, an event and people

go, I wanna work with you.

Speaker 2: Yeah.

Speaker: Okay.

And I get it from referral,
those two, two areas.

Yeah.

Speaker 2: I, I, yeah.

I get referrals from past clients.

Um, I work with them.

I help them solve their problems.

They come back, they
send other people to me.

Yeah.

Speaker: Yeah.

Um, so if referrals is a direction to
go in, which I'd suggest it is Yeah.

Look at a way to get your clients.

To refer people to you.

Yeah.

Um, in a way that's not pushy,
but yeah, somehow you remain

front of mind to them as well.

If you are interested and you feel
networking is the key, go and find people

that love it, that love networking and
how do they do it and, and model them

and then run the experiment and find out.

And track it, you know,
track your time spent.

That's one way of doing it.

Track the time that you spend on it
so you can work out the um, yeah.

When you get, when you get a customer.

Yeah.

Well, when you get a client in,
you can go, well, I've just made a

client, I just signed a client up.

You know, it might be a 10,000
pound coaching program, and

I spent 40 hours on that.

Okay.

This okay.

Least you know what
your investment cost is.

Speaker 2: Yeah.

Speaker: To acquire that
client and is it worth it?

Yeah.

That could be worth it.

Yeah.

But if it's, uh, if
the laughs don't add up

that you've run the experiment,
at least you've run the experiment

and now you've got the maths.

And most people don't do that.

So look, I'm aware of the time,
so yes, we've had a few people on.

I don't see any comments, but
I know we've had people around.

Yeah.

Um, I've enjoyed catching up.

Tina,

Speaker 2: it's been good to see you.

I will be back in the
UK in a couple of weeks.

I've got one more week while we finish
off the trainers training here in Orlando.

And then I'm gonna spend a week
sitting in the sun in Florida.

Might even come home with a tan.

You don't know

Speaker: Willie for you?

Alright.

Fabulous.

Thank you.

Everyone that's been here and
who's gonna be watching this.

Speaker 2: Yeah.

Speaker: And um, we'll see you
on the masterclass with Mr.

Eric Robbie.

Yes.

24th of March, I think it is.

Check it

Speaker 2: out.

A week today.

A week today.

Eric.

Robbie week

Speaker: today.

Yeah.

Fabulous.

Speaker 2: Something.

Bye guys.

Bye Steve.

See you when I get back.

Speaker: Bye.

Speaker 2: Bye.