NLP MasterCLASS

I think so.

I guess we're live.

Hello, everybody.

Hi, everybody.

Hello, everyone on Facebook.

So here we are.

Hello, Tina.

And, and you weren't there last time.

I was up in the Highlands of Scotland.

Yeah, I didn't make it, did I?

I couldn't make it, Emma.

You didn't make it, no.

Yeah, I know.

It- you enjoyed Scotland
though, didn't you?

Oh, I loved Scotland.

And it was, it was coincidental that I was
there when the Queen was laying in state.

But, uh, my, um, my daughter was quite
grumpy because I didn't wanna wait

five hours to go and see her in St.

Giles Cathedral- Mm … but my daughter
and her friend queued up for 14.

Wow, that's amazing.

There's been a lot of changes,
hasn't there, um s- Yeah … in

the last couple of months.

I mean, I've, there's a great, um,
tweet that somebody forwarded to me.

I just wanna read it.

It says, "My son has lived through four
chancellors, three home secretaries,

two prime ministers, and two monarchs.

He's four months old."

Oh, bless him.

Which I think is just, it's just
an example of, you know, the one

constant thing in life is that
things do change, don't they?

They do.

And I think that's fabulous.

I love change.

I love it when things change.

Yeah.

I mean, there's been a lot of changes
going along, and not just externally,

um, um, the big, wide world, but
things we've been working on.

So I think it'll be good to kind of
give these, uh, great, g- good people

a bit of an update of some of the
things we've got coming up, don't you?

Definitely.

And the, and 'cause the next thing…

Well, we're in the middle of doing
our practitioner, number one.

Yeah, that's really good.

Yeah.

I'm really en- I'm really enjoying it.

We've got a really interesting
group, people who've come from all

around the, the place, haven't they?

Um- Yeah … a lot of people booked in
last minute, which is really interesting.

There's, um, people do seem to be
kind of waiting till the last minute

and going, "Oh, right, I'll come
in," and it seems, there seems to

be a pattern that's developing.

I think that's exactly what they're doing.

I know that, um, with the, with the
seminars in, in the States in July-

I arrived in, in the US a week early, and
there was X amount of people booked on.

And by the time the seminar run, those
numbers had doubled, and there were

people- Yeah … just turning up.

Yeah.

I think- I think what made it easier
is, and we talk about change, is,

um, the last practitioner we did,
we did Friday, Saturday, and Sunday.

Did a virtual Saturday, did Friday-
Yeah … Saturday, and Sunday.

Because we had people saying,
"Well, you know, it's, it's

taking up all my weekends."

Yeah.

Okay.

Well, let's make it less weekends.

Then we have people going, "Oh,
but I gotta take a day off."

Oh.

No, I gotta take a day off work.

Oh.

So we've … We've changed
back to the weekend, um- Mm

uh, sequencing, and it seems to suit
people because then at least they're

not having to take- Yeah … holiday
time off, and they're only traveling

down to London for a couple of days.

That seems to be working.

But really nice group of people, actually.

We got, we got into it quite- We covered
everything we wanted to cover, first

of all, which is always good- Good

isn't it?

Yeah.

And almost in the sequence that we
planned, which is even- Almost, which is

amazing … which is almost a miracle.

It's amazing.

We never do that.

Unheard of.

Yeah.

You know, it's like we did the same
thing last time and we've actually

done something the second time.

Yeah.

Wow, we never do that.

Yeah, exactly the same.

Um, but we had…

we, we got some really good questions
eventually from the people, and

started to go into- Mm … some
quite detailed things, some quite

advanced things really, didn't we?

We did.

Yeah.

It was…

I'm looking forward to seeing
them on Saturday when we go

take them into the Meta-Model.

Yeah.

We dive into the Meta-Model,
and then we look at how to

actually use the Meta-Model, um,
in terms of getting clarity on

conditions of well-formed goals.

Yeah.

That's gonna be really good.

I have to get into my office and make
sure that my expensive filing cabinet,

which I'll go and visit- … maybe
once or twice a month, is still there.

Yeah.

And then all the gadgets are updated.

Yeah.

Every time I go in there, I
spend 20 minutes waiting for

all the things to update.

There's got to be a metaphor in
there somewhere, hasn't there?

There…

yeah, there probably is there somewhere.

Somewhere.

What I'm really excited about is
we got the master practitioner

starting at the end of November.

Yeah.

And we haven't done a master prac
together for a very long time.

No, we haven't.

But it was interesting.

I was talking to someone who
was talking to somebody else.

I won't mention any names.

And he came by, he said, "I was talking
to this other person, and he was on

our last math- master practitioner."

And this is somebody who's
on the assistant team, and

he said, "It was the best…"

This is, this is…

And I'm sure there's no
distortions going on there.

He said- … "It was the best master
practitioner he'd ever been on."

Mm.

Uh, I

mean, I, I loved it 'cause we, we
did something a little bit different.

We brought in people who were- We did
… you know, really good at what they did.

You know, we had a troupe of comedians
who were great, who we brought in-

Oh, yeah … and they did stand-up
comedy We had everybody doing comedy.

That was so cool.

That was brilliant.

That was really good.

Um, we had- Yeah … Ron
and Edie Perry- Yes.

Yeah … um, to do the body
works, which was just amazing.

Absolutely.

Yeah.

And we had, uh, Sarah Tony's
brother, uh, James, who came in as

an art- he's a brilliant artist.

I mean, his stuff is just incredible.

And everyone was modeling them,
so when we did the ar- artistry…

First of all- Yeah … 'cause
the comedy, they were really…

had no boundaries.

Oh, yeah.

And the body works-
Yeah … they were free to move.

And then when we did the hypnosis and
the, and the painting, it w- it was great.

I really loved that.

Me too.

Yeah.

I'm thinking about some
things for this time round.

Yeah.

Well, I've been thinking about
some of the stuff that I've been

experimenting with, 'cause that's the
thing I love about the master prac.

It's not just mastering
your practitioner for me.

It's taking the modeling and the DTI,
deep trance identification, and the

installation, and kinda like taking it
and putting it all to another level, and

actually putting all the, uh, all the-
Yeah, I- … ma- the matrix magic of NLP.

That's what I think of it.

Yeah, I think with the practitioner,
you learn your practitioner skills.

Mm.

And with the master practitioner,
you learn how to put them together to

design what you need to use it for.

Yeah.

Yeah.

I, I wanna play…

A, a couple of things that we're gonna
experiment with for sure is, um, like

an accelerated learning techniques.

Mm.

Yeah.

You know, 'cause I've had to
use them because of all the

amnesia stuff that was going on.

Yeah.

I, I did tell you that, didn't I?

What?

What?

Did you?

That's all right.

It's a bad, it's a really bad joke.

Uh, yeah, I shouldn't have
mentioned am- amnesia.

Every time I say that I forget
what I was talking about.

Yeah.

So shall I- So there's a couple o-
there's a couple of other changes.

I mean, sh- shall we let some people
know about some of the highlights?

So we've got the master
prac coming up, you know?

Yes.

Um- You've been in London with
the pra- practitioner with

Richard, which looked fabulous.

That looked great A- and the weekend
with Paul, the Power of Hypnosis.

That was a very- You did the
Power of Hypnosis with Paul.

Um, I did my seven-day Change Your
Life with Paul, which was great, apart

from the fact I had kidney stones for
two of them, so I was on stage ex-

uh, practicing and demonstrating pain
control for at least two days before I

realized I had really bad kidney stones.

That, uh, gave up on that.

Had to- Yeah … res-
resort to morphine almost.

Um, and we've got something
coming up very shortly, so we can

kind of hint about it, can't we?

'Cause, uh, some of these people-
Right … might be interested

in, um, to do with Mindvalley.

But we're gonna talk about
that in some detail 'cause we

can't talk about everything.

But basically, we've been hanging
around with some big groups in the

last year or so, Tina, haven't we?

You know, we've got Mindvalley, we've got
Mind, Body & Spirit, there's Alternatives,

and there's, um, The Society.

And the number of people getting
involved in what we're doing and,

and LP masterclasses, it's starting
to spread the way it ought to.

Um, it'd be nice to have, be a little
bit more interactive with people, so

we're gonna look at taking what we're
doing here on the Facebook Live, guys,

and start to put it out onto YouTube and
LinkedIn as well- Yeah … so that…

Because not everyone is
on Facebook nowadays.

Um, I occasionally am Yeah, and
then, uh, then more people have

access to ask us questions.

Yeah, yeah.

So, um, if you aren't getting the
regular updates, make sure you go to

the website, log in, um, register to
get the e-book, and you'll be on our

list, and we'll be sending you out
regular updates so you know, um, all

the other things that we're doing.

Because at some of those events that
we talked about, there was a couple

of free passes, like the one-day event
I did with Paul, with Mindvalley.

Um, we put that out to a group of people.

They could come along for
the whole day for free.

And so if you're not on the list,
you get to miss all those things.

So yeah, just wanted to put that out.

There's a lot going on, and, uh,
you're gonna have to keep on top of

it, guys, in order to make sure you
don't miss out on some great things

That was me.

I'm done.

No, you're not done.

You have questions to answer.

You definitely- Oh, yeah.

That's why we're here, isn't it?

That's why we're here.

Yeah, we're here for
some- Yeah, yeah … Q&A.

Yeah.

Yeah, to do Q&A.

So- I do like Q&As.

You know me, I do like a good Q&A.

So here we are.

First question regarding
my, um, presentation to the

Secret Agents of Change.

Practicing your practice this, this month
was about performance within your career.

Mm-hmm.

The question is, collapsing anchors.

Thank you for such a thorough
training session this month.

Does that mean it's not normally thorough?

Yeah, I know.

It's all comparisons.

Mm-hmm.

Yeah.

It's all in the language.

Mm-hmm.

Yeah, this month, this month was okay.

Previous, mm.

Not- Suf- sufficiently adequate.

Thank you for that.

Yeah.

Wow.

That, that's…

By the, by the way, that's
one of my family phrases.

How was that?

It was sufficiently adequate.

Sufficiently adequate.

And we use that for many
things, but let's not go there.

So, um, it says, Tina, collapsing
an- kinesthetic anchors is great

in a face-to-face situation.

Please can you show how you
do this in the Zoom room?

Now, my, the devil in me is
like, well, actually there are no

kinesthetic anchors in the Zoom room

If I'm, if I'm taking, taking it as is.

Mm.

So, hmm, you don't have kinesthetic
anchors in the Zoom room, but there

are visual anchors, and there are
auditory anchors with the tone you use

So if you had a visual anchor, I
remember somebody I was working with,

I was coaching someone, he was off
in Brazil, and he'd got some bad

habits that he wanted to get rid of

And I did a, uh, did a compulsion blowout.

So I collapsed an anchor on Zoom.

So first of all, I created an anchor
for something that he really hated.

And as it happened, he hated liver.

So I…

As he was telling me about liver, and
he was going, "Ooh," 'cause he hated

it so badly, I was just moving my hand.

Um, and then when he'd finished talking, I
checked that I'd got the, the response, so

I moved my hand, and he was going, "Ooh."

And he said, "How did you do that?

How did you do that?

You just made me feel really sick,
and you didn't say anything."

And I was, "Dunno."

And then I got him talking about the
thing he didn't wanna do anymore,

and every time he talked about this
particular behavior, I just moved my hand.

And then after a while, we associated
the behavior that he wanted to get rid of

with liver, and he stopped the behavior.

The behavior wa- There was…

Apparently, there's some Swedish tobacco
that people chew, and it's really

addictive and it's not good for you.

I don't know anything about it
personally, but he'd got hooked

on it when he went to Sweden.

Um, and I just associated it with liver,
and then he just stopped doing it.

So you, you have to use different
anchors when you're on Zoom.

So I might use visual, or I might
use, use an auditory anchor.

I might have made a, a noise when
he was talking about the thing that

he hated to attach that response.

What kind of anchors do you
like to use on Zoom, Steve?

Well, I, I mean, I, I totally
agree with what you're saying.

It's like, um, overlapping
the rep systems.

Mm.

So we cannot literally reach out.

I mean, look, it's all gone
blurry, hasn't it, anyway?

It is.

But we can get people to access something
like you were talking about, maybe a

gustatory taste, and then translate it
into another representation, which could

be a, the visual movement or even a sound.

So I do, I do- Yeah … exactly the same.

But where possible, I give
people the anchors themselves.

So if we're doing something to do
with timelines, uh, change personal

history, they can still do that.

Um- Yeah, they can … I mean, normally
we, normally we'd be doing that.

And I actually think
there's something better.

Uh, I don't know, when I say better,
something a little bit more, I don't

know, more comfortable about giving
people the kinesthetic anchors themselves.

Yeah.

I mean, I was working last night actually
with a young lad, so he's only 16.

Um, and we were doing some, some
work and we got him to spin some

feelings, and did this amplified
it and then did a slide-in anchor.

And I was just thinking, oh, we'd have
done this on Zoom, and it would've

been just as effective on Zoom.

Um, he's one of…

He's probably the fifth person I've seen
face-to-face live this year, you know?

Um, and we're just
having the conversation.

The only reason I saw him is 'cause
he's an old client, and it's her son.

I remember seeing him a long,
long time ago when he was only a

little, little lad, and I said,
"Look, he doesn't need any therapy.

He's okay.

He's just going through some stuff."

And she actually lived down the road,
so it just seemed a bit churlish

to go, "Let's do it on Zoom."

It was my excuse to go into my office.

But while I'm doing the work, I
was literally saying, thinking

to myself, "Wow, we could have
done all of this on Zoom."

Um, I don't think- Mm … there's
any limitations with Zoom.

You know, we've just got to
be a little bit more creative.

Um, and- Yeah … we talked about this.

There are some also some advantages,
I think, that, one, people are very

comfortable in their place, you know,
when they're in their space on Zoom.

Mm.

Um, I mean, how many people have come in
to see you, Tina, and they've, they're

kind of already in a bit of an anxious
state because they've- Yeah … done

all the traveling, they've got to be
there on time, and they walk- Yeah

into this new environment.

So there's all that to contend
with, which we don't have to deal

with, um, when we're on Zoom.

So I actually do like
the, the virtual world.

I've become very comfortable with that.

I, I am also finding, though, that…

Oh, I'll turn that off.

Lots of people are so- Um, I
just got to get rid of this,

'cause otherwise it's gonna ping.

There you go.

Lots of people now are actually
wanting the face-to-face appointments,

I'm finding- Mm … because they,
they don't want to do Zoom anymore.

So I'm having that come up.

Well, that, that's, to me- Having-
… that, that conversation is more about

their expectation, I think, that- Yeah, it
is … there is a difference between the

results they're going to get and others.

And especially if- And- So if you're
working with an older person, um, like

a really old person- Yeah, yeah, tech,
technophone … somebody who's, what, 60.

Yeah, yeah.

Tech issues, yeah.

Yeah, indeed.

Yeah.

Yeah, there were some people who aren't
comfortable- Yeah … with tech, yeah.

Um, with, with technology, for sure.

Um, but if we go back to the anchoring
question, I don't think there's

any difference- No, there isn't.

Yeah … between the effectiveness.

Yeah, sure we can't do collapsing
anchors on someone, but we can give

them, and set them up, and- Yeah … make
sure they're doing them right, yeah.

But there was something else.

I, I did something with, um,
somebody about nine months ago,

and it was my mistake, actually.

So we…

It was someone I've done quite
a bit of work with, and we were

talking about, uh, the 2D world.

You know, 'cause what we've been
doing 2D dimension for- Mm … uh,

2D coaching for about two years.

And we were talking
about what can't you do?

I said, "Well, the only thing I, I kind
of find a little bit challenging is

finger signals, ide- ideomotor responses."

'Cause the signals don't always come
from the fingers, they come from

other parts of the body, don't they?

Yeah, right.

You might get a twitch of a leg or- Yeah
… um, and I can't always see those things.

But really, at the end of the day, we
just get cush in and get someone to rest

their hand there and stuff like that.

Well, yeah, I just get
somebody to, to sit as…

I might say, "Look, can you
put your hand on there, and

just have your hand like that?"

Yeah, yeah.

But we were, we were talking about it.

I said, "But the one thing I do miss
is my state affects their state."

Yeah.

I said, "When they walk in, you
know, I get rapport with them.

I know they're probably gonna be
a bit of a nervous state, so let's

just, uh, let's just pace and pace.

Uh, let's, let's slow it down and

No, okay."

And then I know I can…

When I'm ready, I can change my state
and drop them into the trance state-

And, and as I'm saying this I
went, "Hey, open your eyes."

And I realized that I'd, I'd
actually just changed my breathing.

I'd dropped myself into a trance,
which, which is what I do when

I drag them into a trance.

You can do that online.

And it happened on Zoom.

Yeah, you can still do it-
And it happened- … on Zoom.

The only thing I think is the, is the
ideomotor responses, 'cause as you

said, you may suggest that this finger
is your less, le- your yes finger,

but sometimes when you're working with
people something else twitches, and then

you can say, "Is that a yes response?"

Yeah.

Or, or I even just assume
it's a yes response.

So I take that as a given
and go, "That's right."

Yeah.

And now it is- Yeah … the yes response.

Yeah, 'cause it's the response
I wanted them to have.

Exactly.

Yeah.

Yeah.

So those are, those are the
only two things that I've found.

Um, I tell you, and I think we've
had this conversation before, but

repetition is the mother skill.

I've- It is … I've not experienced
so many people having- Any type of ab

reaction, which is a word I don't like
using anyway because it's so loaded.

Um, but any, any le- any leaking, okay?

That's the way I refer to them.

Yeah.

No.

Well, I don't get much-
Yeah … leakage in person anyway.

I mean, I could count the number of people
that have had ab reactions in the- Yeah

20 years I've been working
on the fingers of two hands.

Yeah, yeah.

Same.

Yeah.

It's not been many, but there's been none.

There, there have been none.

Um, which is, I think, a bit surprising
seeing as there seem to be so many more

people hanging around and, and, you know,
wanting to do work who are in states

of overwhelm, really overwhelm- Yeah

and, you know, are lost and
don't know what to do and can't

deal with things, et cetera.

Um, so there seems to be a, a lot more
anxiety around, but the Zoom situation

doesn't seem to lead to the ab reactions.

And again, exactly like you, there
weren't many, but there've been none.

No.

Yeah.

No, I mean, I, uh, other people have had
more from, from when I've been coaching

them and talking to them, and I've often
thought, "Hmm, I haven't had that many."

So we're obviously doing something.

Yeah, yeah.

There's a couple of other benefits.

You know, so, so anchoring aside-
Yeah … makes no difference.

Yeah.

Um, I also th- I mean, look,
there are no, there's never

been a no-show on Zoom . Okay?

I mean, I never used to have a,
many no-shows anyway- Mm … 'cause

people paid up front, and I
made a real thing about it.

Yeah.

You know, you gotta give me 48 hours
notice unless it's like a real, you know,

out, totally out of your hands situation.

Otherwise- Yeah … I can't give that
session to somebody else, you know?

Um, so and we'd always check before to
make sure people know where to come.

So never had, you know, a
handful of no-shows, and normally

they're, they're good reasons.

But there's none of that with Zoom,
so there's, like, convenience, um,

flexibility as well, which means
you can do it all sorts of times.

Like, I was working with somebody
today who, um, is a really good client

who we've got, like, this ongoing,
uh, quite, quite a substantial

program, let's call it that, you know?

And, um, he got his timing wrong and
we, we're walking around and I said,

"Look, you haven't got your headset on.

You know, you can't hear me, and
I can't hear you, so let, let's

just, let's just pick up tomorrow."

So I'm gonna jump on a call with
him tomorrow at 5:00, you know?

Yeah.

And, well, I wouldn't do that if
it was in the office, you know?

Yeah.

I wouldn't be going in 5:00 on a Friday,
but I'm okay with this particular person.

We'll jump on a, a
one-hour Zoom call at 5:00.

I'd rather do that than have this,
um, broken, looking at- Yeah … the

ceiling of his new, new surgeries.

You know, it's all- Yeah … that's
all that's going on.

Um, so there's a lot more flexibility
with Zoom, which I like, you know.

Yeah, and it's, and it's interesting
'cause because of COVID and because

I'm not actually traveling into London
to an office that I'm paying rent

for- Mm … I'm working here or on
Zoom, I've, I've got rid of my 48-hour

cancellation policy and nobody's canceled.

Mm.

Well, I haven't got rid of it, but,
uh, nobody, nobody's canceled, yeah.

Um- Well, I got rid of it when, when COVID
was, was going around c- Yeah … when

they were coming to see me in person.

Mm.

'Cause I didn't want anybody
coming in to see me that was sick.

'Cause of course I've got a
90-year-old woman living in my

house, and I've gotta be careful.

Mm.

Mm.

So can we get- I just sent, I just sent…

I'll just see if there's anything
else about the kinesthetic anchors.

Uh, no, I've not really explored.

It'd be interesting just to play
with that a little bit more.

Mm.

Maybe get a few people together and have
some exploration, see what we can do.

Um, maybe the same for the master prac.

Yeah.

Yeah, we could- Yeah

certainly.

We'll explore and experiment-
Yeah … with some advanced submodality

work over, over, uh, over devices.

Yeah.

We can do that.

A little bit of an experiment, yeah.

Mm.

Anyway, note to self.

Note to self.

So persuasion, selling part two.

Mm-hmm.

Jam-packed with info.

Will take a few more listens for me.

After a first listen, the declaration
of commitment makes such sense.

What do you do or say if a person
who you thought was a five-star

client questions the price even
when you've inoculated well?

Well, you haven't inoculated well then.

So, yeah.

Um, if you go…

I- it's part two of a process
where there are four stages

and five steps in every stage.

So there's 20 moves, if you like, yeah?

Uh, at the very beginning, uh,
before you even get into this

conversation, it's about selling, okay?

But we're gonna reframe about the selling.

It's a collaborative conversation.

So it's a conversation where you
collaborate with someone to do a number

of things, to see if they're a fit.

Yeah.

To get them to see the benefit of
working with you, for you to decide

whether they will benefit with working
for you, and then to collaboratively

come to the conclusion, "Let's rumble.

Let's go for it."

Okay?

Now, if you follow all the steps,
you won't be asking this question.

Hmm.

Yeah?

The money situation will have been
answered before you've even got on a call.

Yeah?

And if someone's on a call and
they can't afford it, you haven't

done the bit of work before that
To make sure that you're having a

conversation with a five-star client.

So if you're asking this question,
you're not talking to a five-star client.

You have to go earlier on
in the sequencing and go,

"What did I miss there?"

Yeah.

So, so for example, it would be
at the very beginning, you get

clarity on what the call's about,
and you go, "So let's just check.

So you, you did watch
the video, for example.

You did watch the video.

You know my rates.

Uh, you're able to make a decision today."

Mm-hmm.

Okay.

So we've confirmed all that, and
now we can go into the conversation.

Well, if they go, "Well, I'm
not sure about the money,"

now you talk about the cost.

Why are you gonna do the rest of the work?

Yeah.

Why are you gonna sit there and
have a conversation with someone

who goes, "I haven't got any money"?

Yeah.

And, and, and by the
way, that's never true.

You know?

So there is…

I did mention in the recording
that there is another…

The very last stage of the, of it, the f-
fourth stage, is dealing with objections.

You should never really need the fourth
stage if you've done the previous work.

Mm.

Occasionally, someone slips through,
where you either weren't asking the right

questions or you weren't pulling them up.

You know, you weren't checking
to make sure that their

declaration was true, yeah?

Like for example, you know, are
you able to make a decision today?

We're gonna go through this conversation.

Are you gonna make a decision today?

Um, "Well, I might need
to think about it."

Mm, we're not gonna go past that- Yeah

point until we go, "Well, what
is it you need to think about?"

Yeah?

But the last stage is to do with
objections, and I did say there's a

whole section, there's a whole load of
training around this last stage, okay?

Um, mainly to do with the
slight mouth patterns.

At this point, you're, you're, you're
dealing with an objection has been

raised, and now you're looking to
turn it around and deal with it.

If the objection's been raised,
it's quite often too late.

You need to have done
the work earlier, yeah?

So in answer to this person's question,
go back to the earlier stages.

And you're absolutely right.

If you watch this and think
you've got it, you haven't.

Um, what I've shared with you is the
equivalent of two, sometimes three

days full-on training, and that's
training without any skill drilling.

Yeah.

Okay?

So I've given you two days
worth of training in two

hours worth of presentation.

So you wanna go back to the
first one, look at each stage and

each step, and master each one.

That's why I left six months
between them, 'cause I said, look,

I'm not gonna take two years.

I'm not gonna do one stage
every six months, right?

But I did wanna leave a gap so
that anyone that's really serious

about mastering persuasion and
influen- and, and, and influence

Would have had six months practicing
those five steps for stage one,

which are the five, probably
the five most important steps.

Yeah.

And now you move, now you
move to the next five, yeah?

So yeah, absolutely.

Go back through it, but take each step
at a time and spend a couple of hours

working on it and, and practice it.

Try it with people.

Just some of them you just speak
out loud, you know, uh, the

questions you're gonna ask, yeah?

Um, and I will be adding in, um,
another training when we get to

persuasion again, which will be
in six months' time, and we'll be

dipping into some of the slight mouth
patterns in relation to inoculations.

So that was a bit of a convoluted
answer, but there was a lot,

there was a lot in that question.

I mean, when I, when I read
that out to you just then, um,

I thought, well, if they're-

If I think they're a five-star
client, then they've had an

invoice, they've paid the bill,
and they've got their appointment

Yeah, they haven't got to that point.

They've not taken the order No, no,
they've not taken the order either.

They've not taken the order.

Yeah.

Yeah.

And, like, there, there's, there's
stages before in some of the

previous trainings where we'd look at
research, we'd look at, uh, beliefs.

We, we- Yeah … we identify what
we even mean by a five-star client.

So all of our marketing
talks to those people.

Yeah.

So those are the people that ought
to be contacting you, but we know

that's not gonna be the case.

There are gonna be some people that
really are just kicking the tires.

They just wanna, you know,
they're shopping around

and doing things like that.

Yeah.

So we gotta filter those people
out before we even really spend

any- Mm-hmm … valuable time
on the phone with them, yeah?

Yeah.

And we do that by getting them
to make some declaration, yeah?

I do it on my website, where anyone that
wants to have a conversation, they, they

have to have watched something and- Mm

confirm that they've watched it,
which means they're also confirming

that they understand the rates, and
also- Yeah … they're confirming

that they, they don't need to go and
ask their mummy if it's all right if

they come and book with me, you know?

It's, it's not as bad as that, but
it's, it's kind of like that, yeah?

And even the response says, "I'm just…

You know, I'm making you aware.

You've watched, you said
you watched the video.

You said you're gonna be on time."

Yeah.

"You said you understand the rates.

And you said if it's, you said
if it's gonna be a good fit,

and I think it's gonna be a good
fit, we're gonna work together."

Yeah?

"And by the way, if it's not, contact
us and we'll take you out the diary."

So we're constantly testing and
testing and, and pushing away

those people that really isn't
the right fit for us, am I…?

'Cause it's not gonna be…

Look, if we're just taking
someone who's like a…

They're not really
committed, for example, yeah?

I wanna work with people
who are committed, and go,

"Yeah, come on, let's play.

You know, let's really go for it."

I'm not interested, maybe, when
someone goes, "Well, go on, I'll give

it a go, and let's see what happens."

No, go away.

Go work with someone else, yeah?

There's loads of people that
will take their money, and I'm

not interested in their money.

I, I'll take their money, but it will be
based upon what are we gonna generate.

Yeah.

So the person asking this question has to
have done the research, got real clarity

on the five-star client, and been rigorous
in their testing, testing, testing to make

sure they're not ending up having a lot
of conversations with the wrong people.

Yeah.

Yeah?

And if they have the right
conversation, which is what that

collaborative conversation is about-
When it gets to taking the order,

there'll be no objections 'cause
they'd have dealt with that before.

Yeah.

There, there's a lot, there's a lot
to those two-hour lessons really.

I mean, as I said, it's, it's at
least two, possibly even three.

I could even make it a whole
five-day training with the

different skills that go into it.

So take your time with it, whoever
has, uh, has asked the questions.

But I would go back to
the very first stage.

Step one, master that.

Move on to the next one.

Get the first lot right, the rest
you'll, you'll just be taking orders.

Okay.

Okay.

So the next one here is
monthly coaching clients.

I'm wondering whether you
sell packages or whether your

clients pay a monthly retainer

Hmm That, was that for me
or was that for both of us?

Um, well, I think it's for both of us.

Um, so I have, I have sort of a couple of
packages for people that are going through

specific issues that I feel they would
benefit from having monthly sessions.

Um, and the packages depend on what they
want and what they're looking for, and

are priced and laid out accordingly.

I don't have anyone
that pays me a retainer.

Do you do retainers?

Yeah.

Yeah.

I haven't got one, a
hefty one at the moment.

When I say hefty one, I'm talking
about, you know, a decent, decent

sort of four or five figure sum.

Mm.

Um, but I've had that before where it
was a, a, a pretty comfortable four

figure stu- sum just to be there.

Plus we were doing additional training.

So we did that for- Yeah … three
years actually, uh, with this,

with this particular company.

Um, but I'll, I'll have programs.

I've, I've got some programs which
are come in, let's get you going.

Boom, boom, boom.

Done.

Off you go.

They're normally quite intense.

Yeah?

Um, and that's for somebody who knows what
they wanna do, thinks they know what they

wanna do, they just wanna check things
and, you know, kind of really ignite it.

Yeah?

And that's also gives people
a bit of a taster as well.

Then there's something which
may be for six months, then

we've got a year-long program.

And most of the six months and
year-long programs I will…

I, I give people an option- Mm … which
is prepay and a small percentage

for thank you for prepaying, so
that's a benefit in prepaying.

Yeah.

Yeah.

Or at least 50% down, and then as
soon as we start, they pay monthly

and we finish- Monthly … the full
payments before we end the program.

Yeah.

So I'm never chasing money.

Yeah?

Um, and also, I, I did it once where
I, I spread the payments monthly,

and then a couple of people, they,
they would d- they would get busy.

So it wasn't that they weren't
interested in the program, they'd

get busy and there'd be a few months
kicked off and we'd lose the momentum.

Yeah.

Um, and then because they weren't
being billed, it kind of dragged on.

And it's like when they came back, we were
starting again, and I don't like that.

Yeah?

No, no.

I don't like that either.

You get the, you get the, you get-
Yeah … you get the dabblers, you know?

We were talking about this earlier.

The dabblers- Yeah

who come along, disappear for a
year, come back, and- Yeah … kind

of start back where you started,
and I'm not interested in that.

Um, I wanna see growth and change, you
know, 'cause it makes it interesting as

well- Oh … for me, and f- and for them.

So I've found that the 50% down, and then
you, you pay a, the, the- Mm … as soon

as we start, you pay the next month at
the beginning of the month, payment on

presentation, payment on presentation.

And we're, we're done normally just
over halfway through a program.

Yeah.

So they're committed, the money's
in, and we j- we just, we just play.

Yeah.

And, uh, I still do occasionally,
uh, like the one I was…

led us all last night- Mm … a
little program, which is a small

amount, but then it's like, "Come
in, let's do a couple of hours.

Boom, you're done."

Yeah.

And that's all- Yeah … prepayment.

Yeah, that's all prepayment.

Yeah.

I've, I've never chased anyone or done
stage payments or anything like that.

No, I don't do stage payments.

Um, and I do the come in and
they'll have, like, one or two

sessions and then they're done.

Or I have, like, a year-long program, or
there might even be a six-month program

depending as to what it is they want to,
to achieve, and then we discuss that at

the beginning so we both know what…

where we're going and what our goal is.

Mm.

Yeah.

I don't, I don't think it's,
it's like a lot of things.

That's why I love the
sort of business we're in.

There is no right way to
necessarily do things.

No.

You got to experiment and see.

And, um, depending on your clients, um,
will depend what they find acceptable.

Like, um, a lot of business clients,
they'll go, "Yeah, I'll prepay

because it's just before the, you
know, the end of the financial year.

Let me get that in before then."

There's all those things that are worth
spending a bit of time and thinking about.

Um, yeah.

Yeah.

Well, how, how, how would
you like to pay for this?

Yeah.

Invoice.

Well, I've now got, um, my bank and
everything connected to QuickBooks,

so I just send- Yeah … a QuickBooks
invoice and then they pay that.

Um- Mm … much, much, much easier.

Yeah, it is.

Yeah, it's a lot easier.

All the accounting gets- It's
so much easier to get money off

of people nowadays … oh, yes.

It's so much easier.

Give me your money.

And of course, you know, w- with the
exchange rate, you know, now we don't have

to worry about losing any money because
the pound is the same as everything else.

It is.

There was a time you had to think,
"Oh, if I do this in dollars, and

if it changes, I'm gonna lose out."

Yeah.

Now it don't matter…

it doesn't matter what we do- No,
it's all the same now … we're

gonna lose out, so there we go.

It's fine.

Um, so, so we have a question
here from Marco in Roma.

Mm.

So, ciao, Marco.

Fabulous.

And he wants to know, what's the
most exciting part of your job?

That's aimed at both of us.

I love these questions.

The most exciting part I don't have a job

No, I don't have a job.

Yeah.

Um, I, I do a number of things, so

That's interesting question
because my, my mind's going in

a couple of different places.

And so, like if I, like if I'm-
But can we have a bit of maybe

translation in there as well, because
his native language is Italian.

No, no, no, so I think the
question's a valid question.

It's just I don't have a job.

Mm-hmm.

So, um, I…

Like, I do different things.

Like, I like to do training.

Most- the thing I love when I do the
trainings that we do, couple of things

actually, is the interaction with
people and seeing- Yeah … them change.

Yeah.

And I love the going off-piste.

Yeah.

Which I know you know I love.

Right?

Where I go, "Oh, I'm gonna do…

Let's see how many stories I can embed
here, and how many different metaphors

I can use to explain this before
I even mention what I'm training."

I love that.

Yeah, I really love that.

Um, and that normally I'm more free
to do that with my trainings than with

the, like, the NLP trainings 'cause
we got a syllabus we gotta cover.

We have a syllabus.

Normally my own stuff, I can make
up what I want and go where I want.

So I do like that going off-piste and
just dealing, dealing in the moment.

Um, I also love, um, looking at new
ways to teach and to train things.

Yeah.

Yeah.

Like coming up with a new technique or
taking something with something else

and blending and, and ex- the whole
experimentation and practice of NLP

and hypnosis and coaching, I love that.

You know, if we could put together a
six-month program where every week-

Mm … we'd all meet up for, like, a
couple of hours, and everyone would

practice and play and experiment,
I would, I would be in for that.

Yeah.

Trouble is, most people aren't willing
to commit the time to that, and certainly

aren't willing to commit any real
decent money to that nowadays, yeah?

But I, I love that whole experimentation
and trying to break something and trying

to find the edges of it, and taking
something and applying it somewhere else.

I lo- I love that.

Can go, "Oh, look what we just created.

Look what that just did."

You know?

Um, do love that.

Yeah.

And I, I love also putting deals together.

You know, finding opportunities
and putting, making them real.

Yeah.

'Cause I was thinking when I, when
I read this question, and I was

thinking much the same as you.

I don't really have a job.

I get to- play and show off all the things
I've learned, and people give me money.

Mm.

I can go and I can play, and
I can demonstrate things.

I can hypnotize people, and, and
I can hypnotize people when they

don't know I'm hypnotizing them,
which is very, very, very cool,

and I love to do things like that.

And then I get paid for it.

So I get paid for showing off.

Is that a job?

Well, um, yes, it is.

You know, if you're a
Hollywood A-lister, that's

what most of them do, isn't it?

So it's exactly the same.

Well, I'm not really a Hollywood
A-lister, but you know, I have enough

to do what I wanna do, and I have fun.

Mm.

There's something else as well for
me, which is I remember when I used

to have my demolitions business,
and I remember driving round London

once with my uncle and he said,
"Look a- look around you, Steve."

He said, "We are never gonna
run out of buildings to demolish

or that need refurbishing."

I went, "Yeah, we're never
gonna run out of business."

And then years later when I had my IT
company and we were putting in networks

and we were building computers and
selling computers, I thought, "We're

never gonna run out of people- Mm

w- who need computers and
need networks," you know?

Yeah.

And then when I got into the coaching
therapy, whatever business we're in, I go,

I remember Richard saying, "We're never
gonna run out of people with problems."

No.

No, no.

So I, so I like that.

But what I also like is there's
no, seems to be no limits to taking

the knowledge and expressing it.

Mm.

There seem to be so many different…

It's like, well, there's books,
there's i- you know, there's e-books.

There's now interactive e-books.

There are- Yeah … there's Audible.

There's so- Yeah, there's so much stuff.

And what I love- Mm … I guess
what excites me is, do you know when

you get that person that comes into
your office for coaching, mentoring,

or on Zoom or whatever- Mm-hmm

and they present you with something that
you've never been presented with before?

And something- That doesn't
happen very often nowadays.

Something- Unfortunately- No, I know.

I know … I'm not seeing
that many people anymore.

But yeah.

It…

And, but something in me goes, "Ooh.

Ooh."

Mm.

Um, and then, I mean, I've got, I've been
working with a, a young guy at the moment.

And, and he's like, he's like this,
um, he's like an idiot savant.

Mm.

And he's absolutely amazing, and
his intelligence and his ability

to reference things, research,
and learn is- Mm … phenomenal.

Mm-hmm, mm-hmm.

Um, and I'm teaching him how he can look
after himself- Mm … how he can believe

in himself, the fact that he can do that.

Because he wants to go to Cambridge.

He's got a place at Cambridge.

Mm, mm.

And he wants to go and live there on his
own, and his parents are freaking out

Um, because, you know, he doesn't
like people touching him or going

near him, and everything has to
be laid out in a certain way.

He's very obsessive
compulsive about stuff.

Um, and that's interesting and, and
exciting me at the moment, 'cause

he's, he's moving and he's progressing
and he's doing different things.

Yeah.

I, I've made the, the conscious decision
probably about 12 years ago to never

forget the positive impact the work we
do can have on people- Mm … 'cause I

was becoming a little bit, um- Blase?

… complacent about that.

Yeah.

Yeah, blase.

What's, what's … Um, oh, what's
the … compassion fatigue.

Yeah, compassion fatigue.

Yeah.

'Cause I've seen so many people, yeah.

And what happened was there was
an Indian guy who'd driven down

from Birmingham for a couple of
sessions to do with confidence.

And he literally just fell apart
in the room because somebody had

been putting dog poo through his
letterbox and things like this.

And it was like awful story, yeah.

And, and I just sat there with
him and, and he stopped and

said, "Can I say something?

And don't take this the wrong way."

He said, "The, you know, you're the first
white person I've had conversations with

who seems to genuinely care for me."

Mm.

"And I feel safe and I can go back and
nothing's cha- like, nothing changed."

It was about him, you know-
Yeah … not taking it

personally, but still being safe.

And I went, "Oh my goodness."

I, I'd kind of forgotten just
what holding space for someone

can actually- Yeah … do, yeah.

It was a real wake-up, 'cause, uh, it
was like just another client come on

'cause I've got another … Let's get you
sorted and get you back up to Birmingham

and s- get on with your life, you know.

Um, but I think that's an important part.

That's a joyful part.

It is, yeah.

And I had to remind myself to,
to really appreciate it and make

sure that I didn't become blase-
Yeah … with, with, with what we can do.

Yeah.

It is.

It's, it's very special.

I feel very privileged that I have the
expertise and the knowledge to be able- Mm

to go out and help people.

I do miss the variation, because it used
to be, well, I say it was the conveyor

door, conveyor belt revolving door.

Somebody would come in and go,
"Well, that's just really bonkers."

Yeah.

"That's interesting."

Um, that doesn't really happen
now because, like you, you've

seen thousands and thousands.

I've seen thousands and
thousands of people.

Um, it would, it would always be the
… It'd always be things like the obsessive

compulsives and you go, "Well, here's
the, here's the tragic story behind it."

Yeah.

And you go, "Wow, that is just
so off-field that no one else has

come in with that tragic story."

You know?

Yeah.

Or the schizophre- or the schizophrenics,
you know, the real mental health issues.

You go, "This is just so … This,
this isn't in a book."

Yeah.

I go, that, that's, that's where, to me,
the real left field, you know, out, out

of the normal box- Mm … you know, beyond
most people's coaching, um- Abilities.

No, actually, that's
the wrong thing to say.

You know, the front…

What's the phrase?

Don't coach above your pay grade.

Um, but most people go,
"Not touching that."

Yeah.

Whereas I used to like to go, "Ooh,
let's go and see what we can do."

Yeah.

Yeah.

And then, and that's the, that's
when the experimentation and,

and the play would come in and
go, "Well, just work that out."

There's no, there's no playbook for that.

Yeah.

You know?

You're not gonna find that in any,
in any books, how to deal with

this particular presenting issue.

So I do miss that on occasions.

Um- And I think that, that's what…

Oh, there's sneeze.

That's what the, um, master prac
teaches you, is how to put it together.

Yeah.

Oh, god.

Oh, excuse me.

Bless you.

Oh, bloody dog's just come
in and opened the door.

It's freezing now.

Okay.

Look, I've got…

Oh, wrong way.

Yeah, the master prac teaches, um, a
whole different attitude towards NLP.

Yeah.

Gives people a huge range of
flexibility and skills that they

don't have as a practitioner.

You know, I'm always, I'm always amazed
by people that have done a practitioner.

They go, "Well, I've done NLP."

No you haven't.

You haven't done NLP.

Yeah.

You've scratched the surface of it.

Um-

Yeah, I think when I did my
first practitioner in 1990

Seven or eight, I can't even
remember now, uh, with McKenna Brain.

And then I remember it was suggested
that we go and do other practitioners

with other people, so I did.

Mm.

Yeah.

I went and trained with other
people to see how they did.

Yeah, I did as well.

Yeah, I did as well.

Um, but I think that's the whole
thing about it, but what makes

it fun for me is the variety.

Yeah.

You know, going back to Marco's
question, it's the variety.

It's the scope and the range of
learning new things, like putting

together new courses online
and, uh, yeah, all, all of that.

It, it just, it keeps
changing and I love that.

I love that.

I know that- Yeah, it keeps evolving
… that annoys a lot of people because

they go, "Please can everyone just
stand still so I can get ahead."

Um- Yeah.

And, and I love it when people say, um,
"What did you say to get that response?"

And it's like, "Well, I said
what the person needed to hear to

enable- Mm … them to access the
resources and give me that response."

Mm.

"But where are the magic words?"

Well, the magic words are on day
five of the master practitioner.

So- I'll tell you something.

There's just one other
thing to, to do with that.

I think one of the things that has
helped me in my practice and in

my business was learning how to do
hypnosis and do hypnotic demonstrations.

Yeah.

So there's something about working
with someone where you're in this, in

this, in this enclosed environment.

Um, if something works, it works.

If it doesn't work, there's only you
and the other person knows about it.

But when you're doing a demo- Yeah … and
presenting or training, if it doesn't

work, you've gotta do something to
retrieve it or make it work, and- Yeah,

you do … so you learn hu- re- real
flexibility and, um, creativity and all

sorts of other real great attitudes,
that mastering those in front of a

group of people means that when you go
into that private room, it, it's easy.

Yeah.

It…

I, I love the fact that sometimes
when you choose a demo subject, and

you start, and you've chosen them to
demonstrate a specific technique- Oh, no.

… and then you start taking them
down this technique- Yeah … and

something in here goes- Uh-oh … this
is not, this is not gonna work.

They need something else.

Wrong technique-
Yeah … for the wrong demo.

Wrong technique.

Yeah.

Wrong demo.

Yeah.

And then you have to come up with
something that's kinda like the technique

that you're demonstrating and teaching.

Yeah.

Or, or send them back and
explain why that- Yeah … you

know, I need someone with this.

Yeah.

And that is not that.

And so, you know, there's
a valuable lesson there.

But it's that, that whole creativity and,
and actually, I think I got some of that

from running my own practice group in my
home- Yeah, yeah … when I used to just

open up Orme and McGill's Stage Hypnosis
and go, "Page 72, we're going to do

the disappearing flower."

Yeah.

"What's that?"

"I don't know.

I haven't read it yet,
but we're gonna do it."

You know?

And then you do something,
and it would work, and you

go, "Wow, that's really cool."

So, um, that's one of the approaches I
think has helped to make it even more fun.

You know, it's like- Display,
it's play Yeah, definitely

And experimentation, yeah.

So, so talking about playing, next
question here says, "I love how you

linked us back to meta programs and
submodalities when talking to a prospect.

Please can you reiterate how you
use submodalities in negotiation?"

How can I reiterate?

How are you…

Well, everything's
submodalities, isn't it?

You know, everything- Everything

can be explained.

Let's go back to our
basic NLP presuppositions.

Everything can be explained.

I can't remember the exact words now,
even though I trained it on Saturday.

Um, on S- Sunday.

Um, everything can be explained through
the, through the senses, can't it?

Yeah, yeah.

So it can be, it can be represented, so.

But I was…

What I did was, if we go back to the four
stages and five steps for each stage, what

I did was I showed under each of the…

or certainly in one of the stages, where
you could put on your NLP hat and go,

"This step is to do with meta programs.

By doing this, you're building
up the moving away from,

the propulsion mechanism.

So think meta programs here, and
think submodalities or meta programs,"

yeah?

The next step, you're
building the moving towards.

You know, the desired outcome,
so think submodalities.

So-

There was one bit where I said,
"Oh, this is really where we go into

submodalities to do with decision-making."

So it's the decision-making strategy.

So it's, um…

We've got two choices.

What makes us choose one is the difference
between the submodalities, isn't it?

Mm-hmm.

You know, we- It is … we
all know that, yeah?

The one that's the most appealing- What-
… is the one that's gonna draw us in.

It's the one that's the most appealing.

So the not doing something,
we wanna diminish.

Mm.

The doing something, we want
them to see with clarity.

The working with, with you will be fun-
Mm … will be results driven, yeah?

It's something they don't
wanna miss out on, yeah?

It's something that if we future pace
and we go, "Well, just im- just imagine

in six months' time we've done this.

I mean, what I can see
is this is gonna happen.

Can you see that now?"

Mm.

So we use our language to, to take
them into future pace the result so

it becomes so compelling that when
the little thing about price appears

- They don't care … they don't care.

Yeah.

Yeah.

So you really wanna be thinking
submodalities all the time with this

and go, "How do I make it so that
when they think about doing the work

with me, it's just so compelling- Mm

they will be irresponsible
of them not to do it.

They're not even gonna
consider going somewhere else."

That is the picture I'm looking
to paint in their minds, and

I'll be calibrating that.

And if it's not the picture, if it's
not good enough, yeah, we're not

gonna move on to the next stage.

If I can't calibrate to the
fact that they're going, "Okay.

All right.

Let's go with it."

I'm going, "No, no.

Hold on.

Not yet."

Yeah.

Yeah.

It- W- When they're ready to do that,
I know that the submodalities are so…

They're at the point of want and desire.

You guys remember chaining, yeah?

Chaining.

At the very beg- And want is…

Yeah.

Yeah.

At the very beginning, they're hesitant.

"Oh, maybe I should."

You know?

Then they're curious, and
then they become fascinated.

Then we build up, um, the want and
desire, and then let's go for it, yeah?

Yeah.

And at want and desire
we go, "Yeah, yeah, yeah.

But ho- hold on a sec.

Hold on.

Oh, all right.

You can sign up."

Yeah.

"Get your card out.

Let's, let's, let's get you going.

Let's get going."

So that's the whole point of
this, you know, focus on the

submodalities for that reason.

You're building the propulsion mechanism.

You know, we're, we're, we're definitely
gonna go into this in more detail in

the master prac because we're gonna be
looking at the sleight of mouth patterns.

Mm.

And the sleight of mouth patterns- Yeah
… um, really enable us linguistically

to change the submodalities in order
to help people to change beliefs.

You know, well, why do we
get them to change beliefs?

So if they change beliefs, they're
changing their, their actions as well.

Yeah?

So we're gonna be looking at how we can
linguistically- Take the objections away

and build up the desire so that we have
like raving fans who just wanna sign up.

So yeah

Did that make sense?

It made sense.

Fabulous.

Yeah, definitely.

And I mean, all language affects
our submodalities anyway.

So as long as…

While you're talking- Yeah … to them,
when you've got rapport and you've got

that connection, you can kind of, like,
pull them in with- Yeah … the way that

you create the outcome that they want.

Yeah.

And of course, the outcome is so amazing
and so fabulous that they do just want

it, and then they're kind of, like, drawn.

When people can see the
outcome and it feels really

compelling- Mm … they're in.

Yeah.

Yeah.

And, and that will collapse any
objections if you've done it right.

And if you haven't done it right,
that's where the practice is.

You know?

So here we go.

Hypnosis.

Having been introduced to trance
on the licensed practitioner of

NLP, I'd now like to learn more.

Is listening to other people's
downloads a good way to learn?

Learn more.

What

I listened to somebody who sold one and a
half million downloads, and I learned that

even if you're really bad, you can still
sell one and a half million downloads.

But I did learn that because I couldn't
listen to this person's tonality for five

minutes, and, uh, it did make me think,
"Well, they sold one and a half million."

It wasn't downloads, actually.

It was the CDs.

It was a long time ago.

Mm.

Uh, I thought, "My goodness, if this guy
can sell one and a half million," then it

shows you how much of a demand there is.

So yeah, I think there's, there's
always things to learn, isn't it?

You know, we can learn what not
to do, we can learn what to do.

Yeah.

I mean, I remember when I, when I did
my practitioner, and I was so fascinated

with the whole concept of hypnosis.

And of course, on the
practitioner, I mean, you do…

You obviously…

You're doing the, the meta model,
the Milton model, uh, and you do

a few simple trance inductions.

Um, and I just thought, "No, I have
to know more about this," which was

why I then went on, um, and, and
studied hypnotherapy so that I could

get more into hypnosis, how I could
use it, what I could do with it, and

to improve my skills and my abilities.

Um- Mm.

And, and- I think it's important not
to, not to try to copy people, you know.

Find your own style.

It is.

Um, there's nothing wrong with modeling
and, you know, taking on a little

bit of essence of somebody else.

I mean, I, I…

Like, I, I also think, um, a
good skill is not worth wasting.

So, like, a lot of people listen
to Paul, and they hear Paul.

Mm.

So that's why I go 300, 299.

299.

Because I might as, might as well use it.

And they go, "Oh, I've listened to Paul.

Oh, it's the same thing."

They're in.

Yeah.

Um, so it's not about trying
to be Paul, but far from it.

It's about I, I would use something
like that to help enhance the,

the s- you know, the, the quality
of the recording that I'm doing.

But yeah, let…

Go out there, listen to a load of stuff
because it'll do couple of things.

You'll, you'll find really good quality
stuff, and you'll find stuff that's

not really good quality- Mm … but
is still effective, which shows you

how- Yeah … flexible people are-
Well, yeah … being hypnotized.

People are amazingly flexible.

Yeah.

And the other thing I did as well
is I, I bought that big red book,

Hammond's red book of- Hypnotic
suggestions and metaphors … metaphors.

Yeah.

Yeah.

And I read that book from cover to cover.

I kind of like ate it up- Mm … because,
um, this, this book has some

amazing suggestions for anybody
that could walk through your door.

So when I first started- … seeing
people- Okay … and then, and

then I'd think, "Oh, someone's
coming for, for hair pulling.

Oh, I haven't seen
anybody for hair pulling."

And you look in there, and it, it
gives you some ideas of things that you

could do and suggestions you could use.

It's just- That's why Hammond's is
full of yellow Post-it Notes- Yeah

where it's going, "Oh,
oh, what am I gonna do?"

And I…

"Oh."

And then I'd read the
trance and going- What?

How does walking up- I know … how
does walking up a glass staircase into

a pyramid help you with hair pulling?

I, yeah- You know, for example,
you know, go- I didn't want-

I could never understand … to
write inductions.

I didn't want inductions.

Yeah.

It was just- I could not understand
these things … it gave me ideas.

So my favorite for, for all NLP
people out there, my favorite was

suggestions for a painful convalescence.

Painful convalescence.

Is that in the book?

I must have missed that chapter.

Yeah.

Okay, I'll have to look that up.

I, it just cracked me up, and I just
got lots of crossings through that.

A painful convalescence.

Yeah.

Oh, my God.

I, there was one, I remember, it
was the tranquility garden, which I

liked, and I, and I took it, and I
added in some stairs, and I thought,

"Well, I'll add in different- Yeah

colors like the chakras for the stairs,"
and then- Yeah … so yeah, it's great.

Um, listening to, um, other people's
stuff is a great way to get some ideas

as to what works, what doesn't work.

And, and read stuff as well.

Just buy, buy trance
induction books, or you…

There's loads of them online I
think you can access now probably.

There must be.

Read them and, and as you're
reading them, you'll notice what

resonates with you and what doesn't.

Mm.

Um, and, and whatever
you're reading, NLP it.

Because a lot of these inductions
are much better when you add NLP

Well, I also think a lot of the
hypnosis is much better when

you invest in your craft- Mm.

You know, the main tool,
which is your voice.

Oh, yeah.

Yeah, definitely.

And we'll be doing some of that on
our master practitioner, by the way.

Um, and, uh, there's a…

I've forgotten the name of the company.

A- Essex, I think it is, which is
a company that where you can find

voiceover artists for Audible,
for Audibo- Audible books, yeah.

And there's some great resources
there where there are some tips and

techniques about using voice for reading.

Um, but it's still worth listening to
those things so you can put some of it-

Yeah … into practice, because it doesn't
take much to add a little bit more craft-

Mm … to the voice to really lift the
hypnotic e- experience with someone.

Yeah.

Yes, voice is prime.

Um, just getting your tonality right
and, and getting your inflection right.

Mm.

And making it so that it's easy
to listen to what you're saying,

whereas- Mm … some people, as
you said with that recording, some

people are not easy to listen to.

No, they're, it's hypnoboring, isn't it?

Yeah.

Yeah.

They, they- I- … bore
people into a trance.

And I love- And some people, that works.

Yeah.

Yeah.

I love the one where Richard talks
about he went to see The Amazing Jet,

'cause he was this hypnotist in the
States, and he had this poster with

like darts coming out of his eyes.

Mm.

Mm.

And when he was on stage and he
was hypnotizing people, and he's

going, "And I want you to go
deeper and deeper" Yeah, yeah.

I remember that story, yeah.

Yeah.

No, no.

Some people- Yeah,
definitely listen to them.

Mm-hmm … need to get their
voice sorted out, definitely.

And also l- you know, um, do
some exploration around music.

There's a lot of mus-
good music out there now.

But, um, there, there some great musicians
now who put theta waves in their music.

Yeah.

So, you know, if you, if you're
able to calibrate, you listen

to the music and actually feel
the effect that it has on you.

Yeah.

Let's say we're binaural beats,
you know, having- But Richard used

those- … binaural beats … um,
'cause he had them with the, um, the

mind spot Neurosonics … Neurosonics.

Yeah.

Yeah.

And he, he uses them in the training
as well when he's doing trances.

He gets Graham to play the, the beats
with the- Yeah, 'cause th- those things,

the, the brain cannot not respond to them.

Mm-hmm.

You know?

So it just, it, it's just another tool to
help you to take somebody into the state

that's gonna help them to make changes.

Um, and why not use it, you know?

Yes.

And by the way, actually that's on Zoom.

That's something I do miss,
'cause I used to like playing

music in the, in the rooms.

I just thought that, actually.

Um, I don't do that.

I don't play a track when
I'm doing Zoom with anybody.

No, no.

Yeah.

Actually, yeah, I used to play
music as well when I was, um- Mm.

I us- I used…

In fact, I used to play music
as soon as they walked in- Yeah

because I c- I knew how long I've
been talking from where the track was.

Oh.

And also that track used to block
a lot of their internal dialogue.

Yeah.

Um, so whoever asked the question,
yeah, go and check these things out.

But also I'd, I'd be checking
out binaural beats and some of

the theta music that's out there.

Um, and make sure, you know,
you do pay the royalty on it.

It's not worth getting into the hassle
of- No, definitely don't do that … um,

having produced something, sent it out
there, then some- having some claim that,

uh, you know, you're using somebody's-
And, and there's loads of music.

I mean, it doesn't cost much to purchase
these tracks to be able to use them.

Yeah.

It's, it's not expensive.

Yeah.

So- So … it's, it's that time.

It's that time.

It's gone very quickly.

So thank you for anyone who was here.

Yes.

Um, we will be back in a month's
time, won't we, Tina, doing this?

And we'll be on

YouTube as well.

Yep.

Yep.

We'll get that sorted out- So next time-
… and possibly LinkedIn as well … we'll be

on YouTube and possibly LinkedIn as well.

So I'm just checking the date of the
next one will be the 17th of November.

Yeah.

Yeah.

So we'll be putting some
stuff into the Facebook group.

Um, there's something that's
gonna be coming out this weekend.

We're putting ourselves out there more.

Um, we're doing some- I'm doing
something called the NLP Masters Summit.

Mm.

So I'll put a link there.

Um, I'm gonna be involved in it.

Uh, Connie Ray Andreas is
gonna be there, Michael Hall.

There's a few other, um- Me
too … big names in NLP world.

And I saw a photo today,
which I sent to Tina- Yeah

of all of the people on the
summit, and Tina's in the picture.

Yeah.

And she's not even in the summit.

She photo bombed the marketing.

Yes, I am.

I am in the summit.

I thought you weren't in
this particular summit.

This is the NLP Masters Summit.

You're in the NLP- Yeah, no, no, I'm not
in the NLP one, I'm in the hypnosis one.

Yeah, no, you're right,
I'm not in this one.

Exactly, but you're photo
bombing- I'll be in the next

one … the NLP Masters Summit.

Yeah.

Yeah.

That's okay.

I'm just there.

Yeah.

So I'll post that in.

Go and have a look at it.

It's all free, okay?

It's all free stuff.

So, um, you know, someone's
doing some great work.

There's some great people out there.

It's worth having a
listen to them as well.

Um, and we're gonna be putting some
stuff out there about the master prac.

Have we mentioned the master prac?

I don't think we have.

No.

Don't think we did.

Yeah.

Let, let, let me know.

Yeah.

We'll mention it next.

Yeah, yeah, yeah.

There's a little bit of hesitation.

Yeah.

Yeah.

Okay.

Yeah.

Fabulous.

Bye, guys.

Bye, guys.

Take care.

Live long and prosper.

Indeed.

Yeah.

Katanga.

Katanga.

Bye.

Bye.