NLP MasterCLASS

Speaker: It says we're live
and it says we're recording.

So

Speaker 2: wait, it says we're recording.

Speaker: Mm-hmm.

Speaker 2: Oh, look.

And we're live.

Okay, now I believe it.

Now I've seen it.

Seeing is believing.

So how

Speaker: Tina?

Yeah.

Tina Taylor's world.

It seeing is definitely believing.

Speaker 2: Seeing is believing.

I need to see it.

I wanna touch it.

I wanna feel it.

Speaker: Did you ask me how
was I, or are you asking every,

everyone that's here, how are they?

Speaker 2: Well, I was asking how are you.

Speaker: Oh, do you really wanna know

Speaker 2: ages?

No, no.

Let's get, let's get, let's get past that.

Okay.

Speaker: No, listen, I'm fabulous
swiftly, I'm, I'm fabulous.

Just feeling a bit Summer, summer fluey.

But nowadays you get a sniffle and
everyone goes straight for the.

Testing of the nose and things like
that, you know, I don't do that.

Oh, you know, a bit, a bit of
summer sniffle, but apart from

that, got slightly sore voice.

Um, but I did a training today and it
was about, uh, um, radical honesty.

So I've been shouting at people.

Speaker 2: Oh, I love a
bit of radical honesty.

Speaker: Yeah.

Radically honest.

Let's get, you know, let's
get grubby with the truth, so,

Speaker 2: yeah.

Speaker: Yeah,

Speaker 2: definitely.

Speaker: So, I'm fabulous though, Tina.

I'm fabulous.

How are you?

Speaker 2: Always fabulous.

Now I am absolutely amazing.

I've got lots of interesting
things I've been doing.

Um, second edition of my book,
I've been sorting out to go on,

uh, Amazon and I'm gonna do some
audible recording and lots of things.

Speaker: We've both got a second
edition book coming out, haven't we?

Speaker 2: We do, yeah.

Speaker: Yeah.

I've got my living phobia free.

And, and yours is Pain,

Speaker 2: painless childbirth,

Speaker: painful child rearing.

Speaker 2: Yeah, that's it.

That's the one, yeah.

Yeah.

I've been talking to
Marco in, uh, in Delhi.

Um, he's been asking me what
flights do I want, because I'm

going to Italy as well in June.

Nice,

Speaker: nice.

Speaker 2: Um, I'm gonna
be running a worldwide live

webinar on hypnotic anesthesia.

And when they asked me to do
it, I said, yes, I would, but

only if you take me to Italy.

And I said,

Speaker: of course, well done,

Speaker 2: but it's online.

And I went, yes.

Speaker: From Italy.

Fabulous guys.

You know, hopefully, you know, those
of you that are here watching this,

you learn, you know, the importance of
practicing your persuasion and influence.

Yeah,

Speaker 2: yeah, yeah.

I'd love to do that for you guys in Italy.

Yes.

Speaker: Oh, that's fabulous.

Well, uh, we had our call with
Mindvalley the other day, um, with Mr.

McKenna.

So we're heading out to Estonia
to record a hypnosis course for

Mindvalley, which is gonna be fabulous
for our, our students as well.

That

Speaker 2: would

Speaker: be, yeah.

So that's, that's gonna
be quite interesting.

So I'm looking forward to see how
the mind value people function.

That's good.

Yeah.

Uh, the good thing about Paul
is we do everything first class.

Speaker 2: Of course.

Excuse

Speaker: me.

Always.

Speaker 2: I go first class.

Speaker: Yeah, absolutely.

Yeah, yeah, absolutely.

Um, so yeah, it's turning out to
be quite a, quite an event for

and productive year, isn't it?

Speaker 2: It is, yeah.

Yeah.

I mean, Costa Rica was amazing.

Loved Costa Rica.

I'm just opening, I'm just
opening our questions.

We got a lot of questions.

Speaker: Yeah.

By the way, hello everyone who's here?

Yes, thank you for Hello
everyone showing up.

Dunno how many people are with us today.

Speaker 2: Um, yeah, I can see Jane.

I'm gonna wave at Jane.

Speaker: Hi Jane.

So I'm just checking the group.

Yeah.

So we've got some questions.

We've had quite a few
actually coming, haven't we?

Speaker 2: We have, yeah.

We've got quite a few questions here.

Um, so shall I start?

Speaker: You start, Tina.

I'll just follow,

Speaker 2: right?

So, um, now I posted on the Facebook page
about hope because when we were in, uh,

Orlando, uh, Richard said he believed one
of the reasons that Virginia Satia was

so, uh, powerful and so good at what she
did, is that people turned up to see her,

um, completely broken down and devastated.

And he, she gave them hope.

Um, so I put that post on Facebook and
it's caused, um, an res interesting stir.

Um, some people don't like the word hope.

Um, somebody said they needed to ize hope.

And I said, well, that's, that's good.

When you de normalize an nominalization,
you then get someone's strategy.

And that's always helpful because
then you'll know how they're

doing, what they're doing.

Um, and they asked how do
you give your clients hope?

And when people come to see me, a lot of
the time, it's a bit like, um, princess

Lair on Star Wars help me, Obi one Kenobi.

You know, you are my only hope.

Um, I mean, you know this, Steve,
they turn up and they've got all these

problems and they'll tell you they've,
they've been, and they've tried this

and they've tried that and they've done
all these different things and they're

still stuck in the problem state.

And when that happens, you need
to be able to get it so that

they believe there's a way out.

If you're dealing with somebody who's
so tunnel visioned and stuck, you

know, make me do it, make me change.

Speaker: I've tried everything.

It doesn't work.

You have to do it for me.

Speaker 2: There needs to be that
belief that it can happen first.

And in this particular,
I suppose it's semantics.

I'm calling that hope.

That's what I understood
Richard to mean as hope.

But of course, other people will look
at hope and think it's something else.

Speaker: Mm-hmm.

Yeah.

I, I saw the post, I did comment on it,
and I was just, as we were talking, I

was, I was just flicking back through
some of the, some of the other comments.

Um, I think that whole conversation
about people showing up in a place of

learned helplessness is an important one
of any, any of you that are doing any

coaching or therapy work, especially,
you're going to encounter that.

You're definitely gonna
encounter that because they've

maybe they've tried everything.

How many times have you heard that?

I've tried everything.

Speaker 2: Oh, yeah.

Everything.

Speaker: And you go everything.

Yeah.

Challenge at Universal Quantifier or
they've, uh, amount of times I've been

quoted gurus who people have seen.

Speaker 2: Oh

Speaker: yeah.

I, and they, yeah.

Okay.

And, and you're still in that stuck state.

So because they've had those experiences,
they've now built up the case file to

almost like defend where they're stuck.

Speaker 2: Yeah.

Speaker: Yeah.

So being able to recognize, learned
helplessness, meet it where it is, flip

it around somehow, or, or create like.

Crack in that belief structure.

That's where I think hope is.

There's an opportunity there to go.

Yeah.

Speaker 2: It's, yeah,

Speaker: yeah.

We, we can do something different.

Are you, are you willing?

You know, and I think one of the best
ways to do that actually, I've found,

is just being, getting people just
a bit curious and, you know Yeah.

A bit playful about it.

Look, you're willing to
try something different.

Speaker 2: Yeah.

Speaker: Yeah.

I think it's too easy to get bogged
down in the semantics of the word hope.

Whereas what we are really looking
to do is kind of just nudge people

in the right direction of solutions.

Trying something else.

Yeah.

Being open to play.

Being open to, to exploring
regardless of what you've done before.

Speaker 2: Love play.

Because I, I usually say, okay,
so let's have an experiment.

Let's see what happens.

Speaker: Yeah.

Speaker 2: And then I start to play
with the submodalities and I get them

changing a few things round so they
begin to realize, well, hang on a minute.

No, that is different.

That feels different.

That looks different.

Speaker: Yeah.

And, and also I, I think one of the
things to remember, especially if

those of you maybe new, new to therapy
and new to coaching and, and you

will encounter this, you will meet
someone who goes, I've seen everyone.

I've tried everything else.

And if you must have had this Tina
where someone's turned up with a

case file of all the Yeah, yeah.

Of all the people they've seen and
all the things that have never worked.

Yeah.

Speaker 2: Yeah.

Speaker: You've got to get
a little bit of compliance.

You've gotta get rapport
with 'em really quickly.

But you know, I totally understand.

You tried everything.

We're gonna do something a bit different.

You're up for that.

And just kind of getting that little
bit of shift that's so important.

'cause you dunno where it's gonna go.

But I can, I can show anyone watching
this, this, it doesn't matter who

they've seen, what they've done.

Even if you do the same thing
as someone else has done, you're

gonna be doing it your own way.

You know, your swish pattern
will be a different swish

pattern than somebody else's.

Yeah.

So

Speaker 2: somebody turned up and
they said, I, I've done CBT, I've been

psychotherapy, I've had counseling,
I've had X amount of hypnotherapist.

I've been to all these different
neers, uh, I've been to

coaches, blah blah, everything.

Nothing works.

And I don't want you to do that
fast phobia cure on me because

it's rubbish and it doesn't work.

What did I do with them?

F Phia Cure.

Speaker: I wonder.

Yeah.

Speaker 2: And they
said that was brilliant.

What was that?

What

Speaker: was it?

I went,

Speaker 2: yeah,

Speaker: absolutely.

Speaker 2: You don't
really need to know that.

Speaker: It was the
really fast phobia cure.

Speaker 2: You don't need to know that.

It's fine.

Yeah,

Speaker: yeah.

Yeah.

I think the conversation about the
semantics around the word hope is,

um, is, is, you know, not necessary.

Yeah.

It's just giving people a bit
of a nudge some direction.

Yeah.

Away from anything.

Away from learned helplessness and learn
helplessness is very common, isn't it?

I mean, I dunno how many people.

I've said this so many times
on these, on these Yahoo Ahas,

Facebook ahas, that, um, I don't
see many people for therapy anymore.

Um, but certainly when I did, probably
about 20% of people came in, in a

place of been there, done that, tried
everything, almost like a challenge, you

know, they, they're coming to defend.

Speaker 2: Yeah.

Speaker: Their learned helplessness.

You know, dealing with
that is an essential skill.

Speaker 2: Somebody came
to see me three weeks ago.

Um, I just got back from the states
and she had an issue with drinking.

She said she, she has two or three,
uh, gin dry martinis before dinner,

and then her and her husband drink a
bottle or two of wine over dinner every

night, and she can't not have a drink.

Do I think she's an alcoholic?

Um, and we had a conversation.

She cried when I said that
it's possible that she is.

I'm not a mind reader, so I don't
know, without more information.

Um, and at the end of it, she was
saying to me before we did the trance,

she said, I'm really scared that I'm
not gonna be able to stop drinking.

She bounced in here today
for her follow-up session.

I haven't had a drink since I've
seen you and I don't want one.

So we started off with her afraid
that she was gonna lose everything

that, you know, her husband was gonna
boot her out 'cause he was fed up

with her getting drunk and mm-hmm.

Making the fall of herself.

And she was so scared.

And today she's just
bouncing and so happy.

And she started off with
that, learned helplessness

Speaker: and I

Speaker 2: gave her something else.

Speaker: Yeah, there's also
another approach, but you gotta

be careful with this, which is
to take it the other direction.

Like with the learn helplessness, it
is a little bit, push them further

into it so you get the resistance back.

Yeah, like give up hope.

I tell you what, just give up hope.

Stay as you are for the rest of your
life, if that's what you wanna do, or.

Let's experiment, let's play.

Speaker 2: Hmm.

Speaker: So you, you've gotta
know guys how, how to push them

into it and then when to bring
them and go, okay, here we go.

In the other direction.

Yeah.

That's, that can be very effective.

Speaker 2: You could

Speaker: be

Speaker 2: provocative and say

Speaker: maybe.

Yeah, that's, that's what I was thinking.

If

Speaker 2: maybe, you know,

Speaker: you

Speaker 2: just don't deserve hope.

Speaker: Yeah.

Do you know the story of
Hope in Pandora's Box?

I think, I can't remember how this works.

Uh, Stephen Fry in his, in his
book Mythos, I was talking about

it, but I think Hope was put
in there by Zeus to, to, um.

Tempt humans.

Speaker 2: Yeah.

Speaker: Yeah.

It was to make us feel bad.

'cause if hope wasn't
there, we'd be despairing.

Right.

So, so hope isn't a good thing, right?

Yeah.

Is to make humans suffer.

Yeah.

So sometimes take hope away.

Go.

Absolutely.

Yeah.

Do you know what?

You could be a hopeless case.

Why don't you just stay like this on
wallo like this for the rest of your life.

Yeah.

However, I'm suspecting that
as you contacted me, you kind

of really don't wanna do that.

Speaker 2: Yeah.

Speaker: Yeah.

So why don't, why don't we just
explore you up for exploring,

trying something different?

You know, if you're up for
doing that, then come along.

Let's, let's play.

Yeah,

Speaker 2: definitely.

Speaker: It was a good post and uh,
you know, it was good discussion.

Came with that.

Speaker 2: Yeah.

We, we managed to get
lots of people involved.

Yeah.

Yeah.

Uh, so here we are.

We've got practicing your
practice entertainment.

Uh, I loved hearing about Tina
supporting a whole rock band.

And deep trance identification
is clearly a great strategy.

I noticed Tina's attention to detail and
her suggestion to keep practicing for

prior practicing prior to the performance.

My recall is a suggestion to
practice for three weeks and wonder

if that means in and out of trance.

Uhhuh.

Well, I had some, I had anchors set up
everybody I worked for a, um, somebody

turned up at my office and it happens
to be a performer from a rock band.

And they were going back on stage for
the first time since COVID had hit and

they were freaking out with stage fright.

Um, and I just took them through
their, their normal strategy of what

they did before they went on stage.

And they had a couple of
things that used to work.

Um, people do weird things
before they're about to perform.

They had like a pair of shoes
that they always wore and a pair

of socks that they always wore.

They did wash them in between.

I did ask 'cause some
people don't even wash.

Um, and, and, and I just created an
extra anchor so that as they were

putting their shoes on, they were
like becoming this supreme performer.

And I put lots of anchors in there.

Um, and I also discussed with them,
um, he, he happened to say that they

got into their music because of Elvis.

This was an old book band guys.

They got into their music 'cause of Elvis
and, and I remembered Elvis's strategy

where he always had his dressing room.

So many steps before the stage.

So I also created an anchor so that
as they opened the door to go into the

theater or wherever they were gonna be
performing, as they were getting closer

and closer and closer to the stage,
they were becoming this super performer.

So as they hit the stage,
um, they just were there.

Now I did tell them to practice.

Um, I did, but actually I'd already
installed it inside their head that

that's what they were going to do.

Um, if I was working with, uh, a so an
up and coming rock band, somebody that

didn't have a lot of experience, then
I would have them physically practicing

and running it through in their mind.

But for this particular guy.

I'd already installed it.

But I do think practice is important
if you don't have enough experience

and memories that you can access.

He had years and decades
of memories of performing.

Um, you got anything you
wanna add to that, my darling?

Speaker: No, I think it was lovely.

I think it was great.

And you're so right.

If you, if you've got somebody
who has access to times when

they've performed, the deep chance
identification is just with themselves

when they were at their best.

Yeah.

And that's, that's by the way, that's,
that's easy, easy work, isn't it?

It's nice work where you can get it.

That's really good.

Yeah.

Speaker 2: Yeah.

Speaker: And it's always
quite interesting.

There's, um.

It's like with most things, isn't it?

A lot of people have the solutions.

What's stopping them is what they're
doing rather than the solution.

It's getting 'em to stop
doing what doesn't work.

I, I worked with a, I won't mention
her name, but it was a, it was a tour.

It's called The Three Divas, and she's
one of the three divas, and she wasn't

Chucker Khan or Anastasia, right?

Speaker 2: Yeah.

Speaker: And she kind of lost
her voice and lost her mojo.

So I, I met her, I went to
her house and it was so easy.

I said, you know, you know when you,
uh, first getting going and you were

with the B tour and blah, blah, this
is how you know, she's been around

for like five decades, decades later.

And that song you sing.

You know, what was that like
just to be that young girl?

And she went, ah, it's so free.

I said, just, just putting
herself back there.

And then she just started
singing over again.

Goosebumps.

Now we're sitting in her kitchen
listening to her sing, and,

and there was like, job done.

You know, it's like the easiest work you
could possibly, possibly get when you

got someone who's got access to all of
those memories and those experiences.

It, like you say, you just re-access
it and the the anchors are set.

Yeah.

Speaker 2: Reaccess it.

Boost up the anchor and then he was off.

Now the next part of this question is
with DTI, deep trials identification.

What do you do if your client doesn't
have a role model that they aspire to and

get them to create how they want to be?

So they get to create, what's
it gonna be like when they're.

Performing the way they want to perform.

Speaker: Mm-hmm.

But actually I think
it's a strange question.

I've never met anyone that's
not had a role model, you

know, whether it's an actor,

Speaker 2: no.

Speaker: Um, a musician, you know, there
was one guy who came to me, kept calling

it a trumpet, got really annoyed with
me 'cause it wasn't a trumpet and he

was playing at the Robert Albert Hole.

And I said, so who,
who is your role model?

He's like, get Dizzy Gillespie.

He couldn't play this bit.

So I got him to deep chance to identify
with Dizzy Gillespie who was in my

room and he went, oh my God, I got it.

I got it.

I've gotta go.

I've gotta go.

I gotta got got.

So I've never met anyone that hasn't
got a role model of some sort.

Speaker 2: I've never met a performer
that doesn't have a role model.

Mm-hmm.

Um, if I've been using DTI with
clients with something else, um, then

occasionally they said, and I've said,
who has the resources that you want?

Occasionally they've said they don't know.

So then we've created an avatar,
which is basically them with

the resources that they need.

And then I have them float into
the future, grab the resources.

But that's more of a timeline
thing than a DTI, to be fair.

Speaker: Hmm.

Yeah, no, so, so it's a, it's
a question someone's posed.

I get it.

Um, but it's never a
situation I've encountered.

Speaker 2: Yeah.

Speaker: People have always got
some reference that they can go.

If I could even be a shadow
of that, I, I'll be great.

Thank you.

You know, I wanna borrow from that.

Yeah.

Speaker 2: And then
we've got one last part.

I've heard via an actor that
50% of actors have stage fright.

Uh, I'd love to hear your
experience of working with actors,

especially where we can help them.

Uh, with, that isn't
taught at stage school.

I don't know what's taught
at stage school, to be fair.

And I love working with actors because
they're really good at taking on a part.

Speaker: Hmm.

Speaker 2: So we basically create
a character, but they become, that

gets added to whatever they're
going to be doing on the stage.

I think that's the simplest
way I can explain that.

So we create, again, it's
a bit like the, the avatar.

So they're used to having
this particular part.

So we then create the actor part of
them that doesn't have stage fright,

and then they can step into that.

Much like my musician stepped into
himself before he went on stage

when he was performing brilliantly.

We have them step into that.

Character they've created of
them being an amazing actor.

And then from there they step
into the character that they're

portraying on the stage in the movie.

Speaker: Yeah.

I mean, I dunno if it's 50%, but I know
that many, many that um, do experience

in real nerves and anxiety and most of
them take that as part of, you know, the

price they pay for getting on, on stage.

Speaker 2: They don't,

Speaker: they, you know, there's some,
so many famous people, I think it was

John Ood who used to throw up before he
goes on, used to go on stage, but then

once they're on stage it's all gone.

So it's like they go, well it's the bit I
have to go through in order to get there.

Yeah.

So there's something that doesn't need
fixing, in fixing for most people.

'cause they'll still go there
and they'll still do their craft.

Speaker 2: Yeah, they do.

Speaker: They

Speaker 2: before.

Speaker: But they've, sorry, go on.

Speaker 2: I was gonna say, I've
had, bizarrely, I've had, uh,

film actors who are going to be
performing on stage live freaking out.

Yeah.

By their own performing in a
film, but suddenly they can't do

retakes 'cause they're on stage.

Speaker: Yeah.

Speaker 2: That's very common.

And I also had a stage actor who
was going to be in a television

series who was freaking out.

Um, but in their, in their environment
of being on stage, they were okay.

And then it's just a matter of
altering the strategy for them.

Speaker: Yeah.

And it's like most things, isn't it?

You find out the strategy that's not
working and muck it up and then find

out the strategy that was working
and map it across to the new context.

I, I got a phone call from someone.

It was Christmas Eve and uh, I
dunno, it got, oh no, Paul gave,

I'm kinda gave him out my mobile.

Okay.

So it was, uh, Christmas Eve
afternoon, it was, hi Steve, you know.

Hello dear you.

Hello vie conversation.

I need you to help me.

I need you to help me.

I went, who the hell are you?

So me who he was.

Oh, okay.

Yeah.

Okay.

Um.

Boxing Day, afternoon, I'm
on stage and I'm terrified.

I keep losing my words.

I need to see.

I said, well, it's Christmas Eve.

I'm not seeing you Christmas day.

So I, all right.

So I arranged to see
him Boxing Day morning.

Speaker 2: Yeah.

Speaker: And um, all that had happened
is like three weeks before he'd gone

out, he'd had little tipple, he said,
came in, he'd never fluffed his lines

before, but he fluffed his lines.

Yeah.

You know what it something
to do with the drink?

I don't know.

Do you normally drink?

I said, no.

Um, but then he'd anchored fluff
in his lines to going on stage.

Yeah.

Speaker 2: Yeah.

He

Speaker: was very quick.

He was a very fast learner.

And I said, do you so,
so what's the problem?

He said, well, what if I forget my lions?

I said, okay, look, you know, you're
a Shakespearean actor, and you,

he'd been around, another one had
been around for like 40 odd years.

I said, what was one of the
first plays you did in Hamlet?

And I said.

Quote me a piece.

And again, it's not one of those
goosebump moments, you know?

World famous ads.

So two B on auto be or whatever.

That's Macbeth, isn't it?

Yeah.

Yeah.

Ala for when?

When did, well, when did
you learn those lines?

40 years ago.

And you can still remember for 40 years.

And you're worrying about,
remember saying it was still fresh.

Oh yeah.

So I just got him to step into
himself and being able to perform and

just be, you know, be very present.

That was, it was off.

Yeah.

You know, it's so some of them,
it is so simple work with actors.

'cause like you say, they,
they can step into the role.

Yeah.

I had a really interesting one,
which was, is a bit of a twist on it.

Again.

Fa famous actress, she was
playing one of, she was playing

the mother in Blood Brothers.

I dunno if you've seen the play.

There's, there's a, there's a bit at
the end, spoiler alert, in case you

kinda go where it's really emotional.

I think I had two sons die.

I think the brothers die.

I can't remember the, I went to see it
once, but it was very emotional, but

I can't remember what happened there.

Um, but she was playing this role and
the role involved her to be in despair

of the loss of her children or her child.

Yeah.

Speaker 2: Yeah.

Speaker: And she played it so well that
she was living her life in despair.

So it was about teaching her to
come out of it and clean it all up.

Yeah.

And not lose the emotion that was in
the role that she was stepping in.

So that was, that was an unusual one.

It's very, you know, very different
one, um, know entertainers are very

entertaining to work with for sure.

Speaker 2: Yes,

Speaker: sure.

Speaker 2: Yes.

Speaker: And always get them
to perform because you get a,

you get a one-off opportunity.

Speaker 2: You do, you do.

I got tickets to a concert.

I'm have, I'm very happy.

Speaker: Yeah, yeah.

Yeah.

Ditto.

Yeah.

Speaker 2: Yeah.

Um, so next is for you growing
your practice, persuasion, selling

collaborative conversations.

Mm-hmm.

So this is what you did this month for
the membership group, and this is so, wow.

I loved hearing Steve's persuasion
presentation this month.

It really got me thinking about how
to get the calls in the first place.

I get most of my clients via
referrals and occasional inquiries

via Google and my website.

I'd love to hear your ideas
for getting more inquiries.

Speaker: Well watch the grow
in your practice next month,

because that's the theme.

I know that's a cop out answer, but Yeah.

No, I think

Speaker 2: it's great.

Speaker: Yeah, good question to like
give it two minutes to, um, the thing

is, the thing is about, look, if
you, if you get most of your work by

referrals, um, how many ways do you get
referrals would be my first question.

You know, what, how many different ways
do you have in place to get referrals?

And if you talk to most people,
I mean, may be one or two ways.

If, if you're lucky.

Yeah.

Why don't you find 10 different
ways to ask for referrals?

Yeah.

And explore that.

Yeah.

And, and make it very clear.

You build your business
based upon referrals.

And if you have had an amazing experience,
I'd really appreciate you letting other

people know, and I'll give them the
same service that you've experienced

and just being so upfront about that.

Yeah.

A lot of people don't even do that.

Yeah, they don't even
ask for the referral.

Um, as to Google.

That's a completely different
conversation, you know, there's no way

I can give a quick answer with that.

You've gotta be able to, you do have to be
able to identify the, the people you want,

understand what they're searching for.

'cause one of the benefits of Google, by
the way, if you are doing, whether it's

doing Google ads or whether it's doing
Google searches, they're looking for you.

Yeah.

So they're already keen buyers, but
you do have to do a lot of research

to understand who the people are, what
they're looking for, so that whatever

campaigns you're putting together and your
ads and the keywords you use are relevant

to the searches that people are after.

So, you know, I can't give quick answers
to those, but, um, I'm glad you found it.

Wow.

Um, because.

Selling is an area where so many
people shy away from in the, in,

certainly in the coaching and
the caring and sharing business.

Yeah.

Speaker 2: Yeah.

Speaker: They're fearful of asking for
the orders, fearful of being rejected,

fearful of asking for the right prices.

Um, and I took people through, for
those of you that, um, aren't in

the Secret Agents Change membership
group, I took them through, it's

called the Collaborative Conversation.

So there are four different stages
and 20 steps, different steps that

if you get them right, 99% of people
are gonna be I'm in if they're

the right fit for you, by the way.

If they're the right fit.

Yeah.

So you closing rate, although it's not
closing, you're not closing the sale,

you're opening a relationship is gonna
be borderline a hundred percent when

you follow this particular process.

So, and, and by the way, those of
you that in the membership group

that haven't watched it yet, um, I've
only done one of the four stages.

And because it will be.

Two years before we come round?

Uh, no.

Will it be, yeah, so it'll be
six months before, before we

come back round to persuasion.

Another six months.

So I'm not gonna have you wait in two
years before I finish off the loop.

Alright, so I'm gonna be putting
together a couple of extra additional

recordings so we can finish off this
section on persuasion and influence.

Um, so yes, you'll have the whole package
soon, but not in your two years time.

I like to build up
expectation, but not that much.

Speaker 2: Yeah, not that much.

Yeah.

Yeah.

I

Speaker: thought that was

Speaker 2: funny when, when you did, when
you were doing the whole presentation

and you said it's gonna take two
years, but I'll do something sooner,

Speaker: so, but don't hold
me to when they'll fit it in.

Yeah,

Speaker 2: you might have to
wait a year, but it'll be there.

Speaker: Yeah.

So, so whoever asked the question, what's,
what's the, um, what's the recording

next month, the second Thursday of May.

Um, and I'll be actually,
I'll, I'll go with referrals.

We'll be talking about referrals.

How about that?

Speaker 2: Yeah.

Speaker: Yeah.

Speaker 2: That'll be very useful too.

So here's another question for
you about your, uh, presentation.

Was it that evening?

Uh, Steve's selling training
and the question about the one

thing that we will do to increase
sales conversations this month?

Speaker: Yeah.

Speaker 2: I'm now going to
use Steve's key question.

Are you in a position to commit
today and get the decision maker on

the call sooner rather than later?

It amazes me how many
people fail to do that.

Speaker: Yeah, totally.

And you shouldn't be getting
'em on the call later at all.

That shouldn't even happen.

Speaker 2: Yeah, it

Speaker: should not happen at all.

Speaker 2: Uh, have having future pace
how this may change the dynamics of

the interview, I'd love to hear your
strategy for keeping everyone on board

and inoculating against any objections.

Thank you.

Speaker: Yeah.

Well, you won't need to
inoculate against any objections

when you follow the process.

I'm taking you through.

Okay.

The, the only reason you'll get
objections at the end of a call or some

point during a conversation is when you
haven't addressed any of the issues.

When you follow the process
that I'm taking you through.

If there is an issue, you'll find out
about it earlier on and you'll be able to

deal with that and you follow process ex
the example being, you know, oh, I need

to go away and talk to so and so about
this, you know, the, I need to speak to

somebody else just to get their approval.

Well, that's talking
to the decision maker.

The person you're talking to
isn't the decision maker, the

decision decision maker, the person
they're gonna go and talk to.

If that becomes an objection at the
end of the call, you've missed it.

You didn't address it earlier on.

Yeah.

So all the things that people talk about
as objections, you know, time, um, cost.

Um, checking other people,
those things will be addressed

by following the process.

Yeah, and there's something else as well.

I mean, a lot of salespeople, I think
the statistics are most people give

up after two objections from somebody.

Yeah.

And if you guys have been practicing your
slide of mouth patterns over time, you'll

know how easy it's to have someone have
an objection and play with it and flip it

around and turn it back and do a reframe.

And you'll be able to deal with 20
different objections at least, and keep

going and keep going and keep going.

Um, but I want you to be able to
take the order without having to

deal with the objections by taking
people through a, a process.

Okay.

So, um, yeah, whoever asked
that, um, question, uh.

When I do the other three videos,
because I think it's gonna be

three, but the reason it's gonna
be three, it will be four in total,

is because that whole subject alone
is normally a five day training.

Speaker 2: Mm-hmm.

Speaker: Yeah.

So we're talking about 30,
30 plus hours of training.

Yeah.

So I'm trying to condense that
into four recordings for you.

Yeah,

Speaker 2: yeah.

Speaker: Yeah.

So we'll keep it super tight and what
I'm doing is pointing things out and

saying, go away and practice this.

Go away and practice this bit.

Yeah.

Um, so I hope that makes
sense to ever ask that.

Follow the process.

You won't be having the objections.

Speaker 2: Perfect.

Uh, so I've got another one here that,
so this week I got a call from a mom

who wondered if hypnosis would help
her son to eat a more varied diet.

Oh, I love these.

Mom says

Speaker: ketchup does it,

Speaker 2: that the dietician
says there can be a fear.

Having worked with another child who
wanted to eat a range of foods, I'm

aware that you can address the fear,
for example, swallowing and get them

tasting new foods in the sessions.

But there can be more issues
to address to get sustainable.

Change any ideas.

Train the parents.

Speaker: Yeah, yeah, yeah.

Speaker 2: I love it when I get phone
calls from, from parents and they say,

oh, I, I wonder if you can help me.

I've got this 5-year-old and they'll
only eat fish fingers and chips

and they won't eat anything else.

And my brain goes.

That's an amazing 5-year-old.

They go shopping and they can cook.

You have to parent your children, and
part of that is teaching them about

food and exploring different foods
with them even when they're difficult

and they don't want to eat them.

Yeah.

So I don't, I don't work with young
children anymore, but when I used

to, I used to have the parents come,
so I would work with the child.

If a fear had developed nine times
outta 10, there is no fear there.

Child has figured out it's a great
excuse not to eat what they don't wanna

eat, but when I've sorted that bin out,
then you need to train the parents.

Speaker: Mm-hmm.

Mm-hmm.

That was it.

John Deval says that the, the
problem is normally a parent.

Speaker 2: Yes.

Speaker: Yeah, a parent.

I, I was in my, it was on my
patio once, it was a lovely

summer's day and I was painting.

My ex came out and said,
would you like an ice cream?

Oh yeah, that'd be nice.

Yeah.

And the kids were there.

They were all painting as well.

Right.

So they were only youngsters at the time.

They like 10 downwards.

Yeah.

I said, would you like an ice cream?

And I can't remember who said,
can we have some vegetables?

I went, what?

What?

It's a hot summer's day.

You eat like a lolly.

Like can we have some vegetables?

But what they meant was Cru tea, you
know, like carrot sticks and whatever.

Because what we used to do is put
a big bowl of this out so they're

hungry, you know, put a big bowl of
it before we start preparing food.

Speaker 2: Yeah.

Speaker: And if you want anything and
you're hungry, go and help yourself.

So by the time the food was served up.

All the vegetables were gone.

Yeah.

Because they were hungry.

And even, even if they didn't
finish their meal, it's fine.

I'm not gonna force 'em 'cause they're
full up on vegetables of course.

But it was a hot summer's day
and they wanted fresh cold carrot

sticks and, you know, so yeah.

I think a lot of it is, as
you say, Tina, absolutely.

It's like teaching the parents
and, and not putting pressure

around, you know, food.

The amount of youngsters I used to
work with when I was doing therapy

where, you know, there's so much
anxiety anchored to the eating process.

There's something else as
well about the swallow.

They, they were talking
about that swallowing is very

much an unconscious process.

You know, if you try to consciously
swallow, there's about something like

20 muscles that are involved and, and
a lot of swallowing issues come about

because of the stress that's related
to sitting down and, you know, eating.

Speaker 2: If they're not, if they're
not enjoying what they're eating,

they're not gonna want to swallow.

All about eating's, all
about pleasure, isn't it?

You know, you've got the,
the texture, the taste.

Speaker: Yeah.

Speaker 2: And then you've got
the juices, you know your mouth,

waters, and then you swallow it.

It's a whole, it's a whole process.

But I, yeah, I, I train the, the parents.

Speaker: Yeah.

I tell you what it is.

It's a, it also reminds me of, it's like
Cesar Milano, you know, the dog whisperer?

Yeah,

Speaker 2: yeah,

Speaker: yeah.

It's, he never trains the dogs.

He trains the dog owners, doesn't he?

And the dogs didnt fall in line.

I go, okay,

Speaker 2: yeah,

Speaker: thank you.

We've trained the owner.

Now I'll behave.

Normally

Speaker 2: dog's not the problem.

Speaker: Yeah.

Speaker 2: It's, it's, yeah.

It's the person.

And, and the dog knows it can get
away with, with all sorts of mischief.

So why would it behave?

Hmm.

Uh, okay.

Oh look, let's do this one.

So, um, I've just had an inquiry Oh.

From a lady regarding her
partner's hoarding, uh, her

Speaker: partner's hoarding.

Speaker 2: Hoarding,

Speaker: right.

Speaker 2: Hoarding.

Speaker: Mm-hmm.

Speaker 2: After various family
members passed, they've cleared

the contents of the houses and
stored them in their own bungalow.

He now wants to sort items and get
rid of them, but gets anxious and

decides to keep things just in case,
in her words, it's got out of hand.

So, uh, I don't normally do home
visits with adult clients, but in this

case I'm thinking it may be useful.

Yeah.

Um, thoughts, but my
thought is on that is no.

Um, because they're in
their home territory.

And then hoarders are very controlling.

So take them out of their
normal environment and put

them somewhere else first.

You may want to be in the
house with them at some point.

I had a lovely hoarder years and
years ago, um, turned up at my

office when I opened the door.

I thought it was a tramp standing there.

This person was disgusting and they stak

it turns out it was my client
and, and they had cash wards

and wa of cash in their hand

Speaker: was sticky notes.

Yeah,

Speaker 2: yeah, yeah, yeah.

Anyway, so they came in.

I even put like, I put like a BIM bag
down on the chair before they sat down.

They were dirty and smelling.

They kept everything.

Now they did flush toilet the paper
away, but they did keep dirty tissues.

They couldn't use their bathroom
or the bath or the shower because

it was full of empty pizza boxes
'cause they might be valuable.

Um, yeah.

So I had to teach them a different
strategy, how to identify what

was valuable and what wasn't.

Now they could flush toilet paper away.

So I took that as my starting point.

How did they, they identify that
toilet paper could be flushed down the

toilet and they could let go of that
easy and simply, and then I could then

transfer that from to other things.

So I guess with this hoarder, you'd
need to find the counter example.

Is it only things from dead relatives
that he wants to keep hold of?

Are there other things that
he is able to get rid of?

I'd probably be looking for
the counter example first.

Speaker: Mm.

Yeah.

Um, I would not necessarily be
going and doing a home visit for the

reasons you've just explained because
I've done that a few times with

folders and wished I wasn't there.

Um, there's always jars of things
you wish you, you'd never seen.

You have to practice to white out and
delete them from your imagination.

Yes.

From your memory.

Um, and like you say, quite often it can
be really unpleasant if any of you've

seen those pictures of those, those ladies
that go round and clear up ho houses.

I dunno how they do it.

Speaker 2: No.

Speaker: Um.

And they can be very like, cleaner.

They're very defensive.

And so everything's anchored to the place
where they, they are, get them out of the

environment and then really find out what
the underlying strategy is behind it.

Because it can be so
many things, can't it?

You know?

It, it could be, you know, making
all sorts of stuff up here.

It could be, you know, attachment to
the articles rather than the person.

Speaker 2: Mm-hmm.

Speaker: Yeah.

You know, a loss of control.

You, you've really gotta just sit
with that person and find out what

is going on with their strategy.

That means they have to hold onto
these things and then find out what

the, uh, what the alternative is.

Yeah.

Every behavior serves
a purpose, doesn't it?

Speaker 2: It does.

Yeah.

Yeah.

Yeah.

I mean, my, my, my smelly man
was, I mean, he managed to

clear out his, his his house.

He got clean, he got
rid of all this stuff.

He got cleaners in and
he sorted himself out.

Uh, I mean, he was independently
wealthy, so luckily he didn't have to

worry about money or going to work.

Uh, his whole thing was.

He went away and he had loads of
collections of things that he'd collected

since he was a, a, a young child and
his mom came and house, sat for him

and got rid of all of his stuff because
she said it was just collecting dust.

And then something switched in
his head and from that point

onwards, he kept everything.

Speaker: Yeah.

Then it's go after something could be
like that is, is like an anchor to loss.

So the thought of loss creates anxiety
and then it generalizes to everything.

Yeah, it could be a, a collection,
it could be a loved one, and

then it becomes a pizza box.

Speaker 2: Yeah.

Speaker: Yeah.

I know it sounds bizarre, but that's
how creative the, uh, the mind is in

terms of taking a, a learned pattern
and generalizing it to other things.

Um, you know, stay away
from the houses sometimes.

Speaker 2: No, open the houses.

Yeah.

Definitely not.

Okay.

I've got one for you now, miss Mr.

Crab, I've heard all businesses in the
UK are now responsible for ensuring

wellbeing opportunities for their staff.

I know you've looked into this.

How do you get referrals into the business
world and what makes a good pitch?

Speaker: Okay, so that's
an interesting one.

Okay, so let me go back.

Five, six years ago I
ran a wellbeing book.

Company for three years and did
a whole series of trainings.

We did about eight a year.

Um, it was quite tough going, getting
in, getting the foot in the door because,

um, I've had many a glass of not many,
a couple of white glass, of lukewarm

white wine at a networking event talking
to people about wellbeing and stress.

Mm.

And experiencing what I call the three
stress monkeys, which is they don't wanna

see the stress, they don't want to hear
it, and they don't wanna talk about it.

Yeah.

So a lot of business owners,
it's what's the problem?

Yeah, yeah.

Even now it's what's the big deal?

What's the problem?

The amount of, there was one lawyer I
was talking to said I don't really get

it because, you know, I thrive on stress.

Yeah.

And that can be the, the, the
approach, even though, you know, mental

health is, is a more talked about
conversation now than it was five,

six years, even five, six years ago.

Yeah.

So back then it was
still quite challenging.

And by the way, I've been in that
conversation since 2003 when the

health and safety executive in the UK
bought out the new guidelines for, uh,

stress management in the workplace.

Yeah.

They bought out a series of
guidelines that in from 2003 every

company was meant to adhere to.

And if you look at the
statistics of stress with these

guidelines, nothing's changed.

Okay.

Which is fascinating because it doesn't
address the psychology of stress.

It just address the processes of stress.

Right.

So you've got this conversation
that's been going on since 2003.

You are up against business owners
who are resistant because they

don't see it, don't want to hear
it, don't wanna talk about it.

You've also got business owners
who are, 'cause actually, somebody

asked me this question on one
of, on one of the workshops.

Yeah.

And I said, well, it's really, we've
got a group of people, we've got 30

people here, all business owners.

Why don't we ask them, why did
you invest your time to come here?

And what would encourage you to
invest in actually continuing the

program with your, with your staff?

The answer was, I've gotta
see a return on my investment.

Yeah, yeah.

Sense.

So, so you've got to be able
to demonstrate to someone that

whatever you're doing, there
is a return on investment.

Okay.

If you want a foot in the door,
the 'cause, the decisions are

gonna be made not just by the, the
CEO, but by the The accountants.

The CFOs.

Yeah.

Probably not even the hr.

And, and by the way, a lot of people
are talking to the wrong people.

You know, you're talking to the HR
people have to then go to the accounts

people to justify spending money on it.

So you must be able to make sure that you
can demonstrate a return on investment

by somebody engaging in your program.

And if you can't do that,
find a way to do that.

Yeah.

Which means you've gotta maybe run
a few groups and measure things and

see if there's a way to quantify,
you know, the number of days that

people are not off ill, not off sick.

Yeah.

Now there's also one other thing
which you're gonna encounter now.

So I know I'm giving you lots of
resistance, but if you are seriously

interested in going into this space,
you, you're gonna, uh, you're gonna have

to find all the, you're gonna find all
these resistance, these, uh, these walls.

And you're gonna have to work your
way, push your way through them.

Yeah.

Be very resilient.

The, the other one that you're gonna
face now is that ever since, and

certainly in the uk, the first aiders
and champions courses came out.

Now every company has a first aider and a
champion, or a first aid or a champion who

has done a course but can't do anything.

Right.

But companies have now invested in
them, so they're not particularly

really interested in somebody
from the outside coming in

Speaker 2: Yeah.

Speaker: To deal with something
they've already addressed.

They've ticked the boxes.

Speaker 2: Yeah.

Speaker: Yeah.

It's a, it's a minefield to be honest.

I mean, it's a, it's a
great place to go and work.

You, you, you are always gonna find some
companies that go, yes, we've got our

first aiders, we've got our champions,
but they're not really the right

people to actually work with people.

We want someone to come in.

You know, I've still got
clients that do that.

Yeah.

But they're the ones that, from a
long time ago, even with their first

days, and champions still call up
and we, you know, do occasional

half day, you know, on wellbeing.

So it's a tough nut to crack, by the way.

Yeah.

Although it's a big conversation, it's
a tough nut to crack because you're

competing against that resistance and
you're competing against, well, they found

a solution, which isn't really a solution.

Yeah.

Speaker 2: So on paper, they
fulfilled the criteria that the

government wants 'em to fulfill.

Speaker: Yeah.

Speaker 2: But not actually solving the
problem because it remains the same.

Speaker: Yeah.

In fact there's a, there's
a new layer of problems.

So whoever's asking this question,
you might wanna go here, you

might wanna explore this, right?

So I can't tell you that this is
a place where there's lucrative

business and you can really help.

But I suspect there is, because it
was in 2018, um, it was in National

Stress Day and I was doing a talk
over in, uh, where was it, Essex?

'cause we had all, you know,
the p and o people that just

laid hundreds of people off.

Yeah.

Yeah.

So I had the HR director of
p and o was in this group.

So I was the guest speaker car.

And um, I only had like 30 minutes,
but I really tore into them all.

Literally.

It was like, how many of you
are just ticking boxes, blah.

So, you know, I had to be
pretty, pretty provocative.

Um, and.

They were receptive to by being
provocative, like, you're ticking boxes,

you cannot, your people can't help people.

Speaker 2: Mm-hmm.

Speaker: And then it came to the panel
and some, one of the, the p and o

directors said, we've got a new problem.

I'd like the panel to address this.

You know, see if they can address this.

Our first aiders and our
champions are all really stressed.

What's going on?

So the whole panel turned to me like
they threw the hot potato at me.

I said, this is the conversation
I'm, I'm, I want to have.

Yeah.

Yeah.

They've done three days and five days.

They are not trained in therapy.

They're not trained to, to work
with people who are really stressed.

So what they do is when they're
feeling, um, disillusioned and

disappointed, feeling hopeless like
a lot of psychotherapists used to

do when they couldn't help anyone.

Yeah.

Um, but also they're.

What they're doing is they're
creating this, they're almost like

a stigma associated with stress.

Like, well, we'll send you onto someone
'cause there's a mental health issue.

Right.

So they're diagnosing people with
mental health issues when they're not.

Yeah.

So I said, we've got these.

It's like a real guardian, not a problem.

Starting to come out of all of this.

Yeah.

Um, so you might want to
consider supporting the first

aiders and the champions.

Yeah.

Putting something together to
actually support them and helping

them because they've made the
inroads, they made the stop.

It's like they've done a
little foundation course.

'cause we, you know, if you've ever
looked into it and if you're watching

this, you know, there's, you know,
it doesn't go particularly deep.

Neither of those two go particularly deep.

Um.

With your NLP, you could work with the,
with the first aiders and the champions

to help them or even provide a backup
service, you know, so that they're sending

them the people they can't help to you.

Yeah.

So, yeah, it's a fascinating area.

There's a, there's a, there's a
real need for it, but getting in

there, it's a, it's a tricky one.

Speaker 2: It is.

I mean, I, before I started to do this,
I was a, uh, training and development in,

um, in an investment bank in the city.

Um, and anybody that rung up that
wanted to offer any kind of assistance

with stress kind of employee related
issues were bounced around the office.

You know, nobody really
wanted to talk to them.

Um, nobody was gonna give
them, uh, a response.

They couldn't find out who to talk to.

And we had a whole health and
safety department, and that's who

they should have been speaking to.

Um, Steve's disappeared.

He'll be back momentarily.

Um, so I've got another question here.

Uh, so how do you decide
what to work on first?

If a client initially presents with one
issue, then under covers or something

else comes up or maybe you get a list?

Uh, now I found out right from
my very beginning of working with

people, I quite often get a list.

People quite often turn up, they'll book
because they'll say they want help with

confidence and then they'll suddenly turn
up and say, um, well, I'm not really very

confident because I've got an alcohol
problem, or I've got a cocaine problem,

or I've got this problem or that problem,
or I'm micropho or I've got a phobia.

And then you can get
something else come up.

And then you could get, they'll
come up with a frigging list.

I've even had them get a book out
of their bag and go, so really what

I've come to talk to you about today
is, and I'm sure Steve's as well.

Speaker: Yeah, totally.

Speaker 2: Yeah.

And they've got this whole list of things.

Um, so at that point, I explained
that the session is X long and

what would they like to work on?

And sometimes we might spend the first
15, 20 minutes coming up with a hierarchy

as to what's the most important thing.

Now if you can get, usually
when there's a list, there's one

that's holding all the others up.

If you can get that one,
everything falls down.

And then you are a superstar.

So it's a matter of
exploring the list with them.

Calibrating their responses and getting
them to come up with what it all means,

what it does for them, and then choosing
what they want to deal with there.

And then some of them are interchangeable
anyway, and it's really simple

to deal with two or three things.

If, if they're worried about their weight
because they've got food issues that

that could make them less confident,
that could give them, uh, the agoraphobia

where they don't wanna leave their house
'cause they don't like the way they look.

So some of them could
be in interconnected.

So it's a matter of listening, paying
attention to how they talk about

their problems and getting a kind of a
hierarchy and seeing where you start.

Speaker: Yeah.

Okay.

And I'm back.

I was choking.

Sorry.

Speaker 2: That's okay.

Speaker: Yeah.

It's, again, it's a bit like
the learned helplessness.

It happens quite regularly, doesn't it?

You know, there's never just one issue.

There's, there's a whole
guardian knot of issues.

So, um, I think one of the things is
to not be caught out by it, if you can,

which is why, um, I have a consent form
and the consent form, the intake form.

Are there any other issues you
feel may be associated to why

you're coming to see me for?

Yeah, so it gives 'em a
chance to put it down.

You go, okay, well there's a long,
you know, we, we've now got this

long shopping list of things.

Yeah.

But Latina said you'll start to
see that there's connections.

You know, it could be, I'm anxious,
so because I'm anxious, it leads

to, you know, this is a problem and
that's a problem and that's a problem.

So if you deal with the anxiety,
then the rest of it collapses.

Um.

But you know, I, I totally agree
with everything you said there, Tina.

That's what, what I do and, and
sometimes it's also good to look

for a quick win for someone.

Speaker 2: Yeah, yeah, definitely.

If they've got a long list, I mean,
I've got the intake form, so Steve

and I both work in a similar way so
that you fill out a form and then

I get to see the form before I've
even confirmed the appointment.

I know what's on the form and sometimes
when they turn up, what they ask

for isn't even on the bloody form.

Speaker: Yeah.

Yeah, absolutely.

Speaker 2: And then that's
another conversation completely.

Speaker: So, so we're gonna
coach around decision making.

Speaker 2: Yeah.

Speaker: And the good, well the good news
is I do have your credit card details.

Yeah.

But do, do, I do make sure that, you
know, whatever programs you run it, it

is very clear that, you know, they're
there to address this particular thing.

It may end if I wanna
address several things.

That's why you've got extra session times.

Speaker 2: Mm-hmm.

Speaker: Yeah.

Your session time so that it's very
clear you're not gonna cover everything.

Speaker 2: No, you don't have to do
it all in that session, remember?

Speaker: No, no, no.

Speaker 2: I, I remember years and
years ago, um, Michael Breen asked

me once, um, 'cause it at the very
beginning in the UK it was McKenna Breen.

So it was Paul McKenna, Michael Breen
and, and Richard Bandler on the courses.

Michael said to me one day, um, so
you are seeing people, aren't you?

And I went, yeah.

And he said, how's it going?

And I said, oh.

I said, I think I'm doing okay.

I can sort most things out
in a couple of sessions now.

Um, and he laughed and he said, you
are looking at what Richard does on

the stage and you are thinking you've
gotta sort it out in X amount of time.

Um, and he said, you have to remember
that when Richard's seeing clients

privately, he might only see them once,
but that might be a four or five hour

session 'cause he'll just keep going.

Um, so yeah, it is a matter of
just working on what's the most

important at that point in time.

And if there's a huge list,
as Steve said, go for the win.

Go for the quick win because that
will then motivate them to keep

going and then that then you've
created, I'm gonna be really.

I gonna say hope.

Speaker: Yeah.

Yeah.

But I also do, I've had that before
where there's been the shopping

list and it's not necessarily
clear where they want to go.

So we talk about the concept
of mind and, and behaviors.

So, and some coping mechanisms and
give them, like Tina says, a bit

of hope, and we go, and now we've
got a plan for working on this.

Mm-hmm.

Yeah.

I think that's really fair and
reasonable, you know, and Totally.

You know, a lot of people see
demonstrations on stage and think

everything has to be done in
like a 25 minute, 45 minute demo.

No, it doesn't, doesn't the real
world doesn't work like that.

Yeah.

So, Tina, I'm aware we're up on the hour.

It's

Speaker 2: on hour.

Speaker: That's blown by.

Speaker 2: Good.

Yeah.

Where does that go?

We, and, and I've got more questions too.

I'll roll them over to next time.

Speaker: Yes.

Yeah.

So look, I dunno who's been
on over, been check in, um.

I've got a few people.

Sue, Sue, Sue, Sue Jane.

Um,

Speaker 2: lots of people there.

Yeah.

Speaker: Yeah.

Michael, so sorry if we haven't
answered all of your questions, guys.

Regina, lovely to see you guys.

Um, we've got our check
out the website, please.

We've got our business alchemy
coming up in, when does it take?

July.

July,

Speaker 2: yes.

The first.

Speaker: July.

July.

July.

Speaker 2: We're gonna, we're running
a retreat at Chais well in Glastonbury.

So we are gonna have lots of fun there.

There's, we are gonna be doing
lots of things energetically.

Speaker: Yeah.

Things that many of you that have trained
with us won't have seen us do before.

Speaker 2: Well, actually they've
seen us do, but they haven't known.

We are doing it.

Speaker: Okay.

And, uh, I, I know there's definitely
one thing they won't have seen

Speaker 2: Yeah.

Speaker: Me do before.

Speaker 2: Yeah.

Speaker: Because the shield's always up.

Speaker 2: Yeah.

Speaker: Lots of, lots of magic.

Yeah.

Um, so if you guys can join
us, can definitely be there.

It's gonna be a really good, good one.

Cool one.

I mean, by the way, we've got
our prac in three weeks time.

Uh,

Speaker 2: what

Speaker: is it three or is it two?

Two weeks, yeah.

Three.

Three weeks.

Yeah.

So if anyone's been sitting
on the fence and, uh, has been

considering coming to join us,
we're at Regents College in London.

Yeah.

Grab your place.

We good to see

Speaker 2: you there.

Youre park.

Come and play with us.

It's gonna be lots of fun.

Speaker: Yeah.

Yeah.

So Tina, just let these people,
good people, get on with their lives

Speaker 2: and I'll see you later.

Speaker: Yeah.

Thanks for watching everyone.

Speaker 2: Thanks for watching everybody.

Live long and prosper.

Speaker: Yeah.

Live long and prosper.

Be well.

Speaker 2: Be well.

Bye.