NLP MasterCLASS

Well, I've gotta do it.

I'm sorry

It's gotta be done.

It's gotta be done,
Tina It's there I know.

You have to- Wow, that was much
quicker this time … go onto

Facebook and just check- It's
there … to make sure it's there.

Yeah, I know.

It's there much quicker this time.

And we're recording.

Yeah.

Yeah.

Well done.

It's almost as if, you
know, we've done it before.

I think we might have just about
got the hang of live on Facebook.

Well, it's only been,
what, how many months?

Oh, well, over a year now, hasn't it?

Okay.

Nearly two years.

Yeah, but it's only been nearly two years.

It's only been nearly two years.

So, so when we get to the live
on Facebook and YouTube at

the same time, we'll just…

It'll be fab.

Okay, so doing two things
will just make it easier.

I like that.

Okay.

I think so, yeah.

Yeah.

I think- Make a thing even more
complicated- … two things will make

it easier … make it even easier.

Okay.

This is an interesting belief.

So hello, lovely people.

There's lots of lovely people on Facebook.

Yeah.

Hello, everyone.

It's Thursday, third
Thursday of the month.

Third Thursday of November.

Yes.

Yes, and here we are.

My goodness.

I don't believe it.

Here we are.

Good to see everyone.

And how are you, Tina?

I'm great.

I'm loving these projects we're doing.

Yes, we're busy at the moment, aren't we?

Yeah.

Yeah, there's lots going on.

Yeah.

But I do like to be busy.

Well, I think it's a time of, um,
for many people, a time of crisis.

Mm.

Um, winter is coming, and
for some winter is here.

Um, I was talking to somebody about
an hour ago, actually, on a call.

I was saying, "It's really strange,"
and it's gonna sound a bit perverse,

but I like a good recession.

He said, "What?

What, what?"

I said, "Well, I remember back in
1980," whatever it was, when there

was a recession- Yeah … and my
uncle said, "Right, we've gotta

have a, you know, business meeting,"
and we all went down the cafe.

That was where the business meeting
was had with all the managers.

He said, "You know, there's a recession
on its way," 'cause all of our…

We used to have shelves with
big brown envelopes, and they

were quotations from builders.

Yeah.

You know, not the to be or
not to be type of quotation.

It'd be like, "Would you give us
a quote on this, an estimate?"

And the number dropped down, and
he said, "That's always a sign that

things are getting a bit tough."

Mm.

He said, "Because nobody would demolish
something if they weren't gonna rebuild.

So it shows us…"

It's like we were the canary in the cage.

You know?

Yeah.

He said, "So what are we gonna do?"

And somebody came up with this really,
I thought it was a ridiculous idea.

It turned out to be an amazing idea.

Um, and we did fabulous during that
recession because we, we evolved.

We changed.

And I actually was running a- Mm … a
car park in Waterloo, where we demolished

a factory and had this big open space,
and- Turned into a car park … it

was won- Well, it was wonderful.

Yeah, it was wonderful.

Yeah.

I just, I just sat there and took money
off of people and then had, you know, a

couple of lads cleaning cars and- Totally
unexpected change of circumstances, and

we came out of that recession really well.

And all of them come through
and out the other side, but

it's re- requires flexibility.

I…

well, I was just thinking that a, a
good recession is, like, one of the

basic presuppositions of NLP, isn't it?

You know, flexibility of behavior.

Yeah.

To be able to go with
the flow and to adapt.

Yeah.

Yeah.

And not, not just go
into freeze, fight- Yeah

and flight.

Yeah.

Which is what happens when, you know,
in the great shutdown, you know, the

great sit on the naughty step pandemic.

Sit on the naughty step and think
about what you've done, humans.

Yeah, the great- Um- … pause.

Go to your room.

Yeah.

Stay there.

Go to your rooms and
stay there for two weeks.

Okay, two months.

All right, two years.

Yeah, yeah.

Okay.

And a lot of people just went straight
into freeze and shutdown, whereas

this is a time of opportunity.

That's why we've got so many projects on
the go- Mm-hmm … um, because we've been-

Yeah … ducking and diving and wheeling
and dealing and, you know, trying things

out and connecting and collaborating.

Adapting.

Say that again?

Adapting.

Adapting, yeah, yeah.

Being flexible.

Yeah.

So I'm hoping you who…

all, all of you who are watching this,
you know, whatever you're watching

this form, while you're watching
it, you know, if it's to help you to

grow your practice, um, maybe to get
your practice going, um, you won't

buy into the mass hypnosis of what's
going on and think that, uh, you know,

you're gonna just ride something out.

No, surf it out, you know?

Yeah.

Just ride the storm, surf the waves.

There's a lot of people that
need our help right now.

Mm.

Yeah.

There is.

So should we start with
the first question?

Oh, have we got some
good questions, have we?

We've got some good questions, yes.

I thought we had.

I had a quick look, actually,
at some great questions.

Yeah.

I've, I've, I've, I'm
gonna start with this.

Thank you, Tina, and you're welcome,
for another great training this month.

My main takeaway was that we have
lots to offer anyone who needs

to maintain a great state when
dealing with challenging people.

I like that.

I love that ambiguity.

Challenging people.

Mm.

Mm.

Mm, I like that.

Ooh.

Question: What's your advice
for addressing ground rules or

compliance when working with couples?

That's an interesting one, isn't it?

That's a very, very interesting one.

Yeah.

Um, quite a lot of the time, um, I've
had one person within a relationship

come to see me- And they're reluctant
to have the other person present.

If you can get them both present at
the same time, you can get so much

done with them, especially when
they're looking to get back together

and, and fix whatever they believe
is broken within the relationship.

Sometimes they come because they're
done, they've had enough, and they need

coaching and help with that situation.

But I love it when they come to
see you and they wanna get back

what they had before, where maybe
they've got a little bit lost.

So ground rules.

Ooh, I like this.

Ground rules.

Um, so the ground rules is
when one person's talking,

the other person listens.

Um, and you're kind of like a,
a referee at this point in case

there's, there's niggly bits going on.

You may be whispering- Break.

Separate Break.

Yeah.

The wrestling referee.

Yeah.

Yes.

Back to your corners.

In your corners, yes.

Um, there's a great
exercise, um, that Richard…

I sa- I've seen Richard do this a couple
of times, um, and I've used it with

couples where they've come back and they
want to rekindle their relationship.

And instead of having them talk
about all the things that are

wrong with the other person, he's
not interested in any of that.

He wants to know from him what was it
about her that you were attracted to?

And then as the guy begins talking about
it, Richard changes the referential

index to, "What are you attracted to?"

And he gets the guy to reassociate
into those feelings he had when

they were first together, and then
he gets her to associate with those

feelings, and then he gets them to
spin the feelings and magnify them.

And you can see their, their complexion
changes, their whole physiology changes.

Um, I love doing that
exercise with couples.

It is ground rules compliance.

It is one has to listen to the
other and be willing to do so.

S- Steve.

Yeah, it's a great question.

Um, I wanna talk about the rules for
you as the, the referee or the coach.

I think with any type of couples
coaching, counseling, therapy, call it

what you will, I think it's so important
to keep your map out of the way.

Um, it's very easy to have beliefs
about how this relationship should

be, ought to be, based upon your map.

You know?

It's very easy to get hypnotized
into who maybe is right and who

is wrong, um, whether somebody
is the right person for someone.

It is so easy to get caught up in that.

And if you ever do that, I would
imagine it could end up as a nasty mess.

It's a bit like, um, have you ever got
caught up in the middle of, uh, some

friends having a, a, you know- Oh, no.

I stay out … breakdown,
breakdown in rapport.

Yeah.

I stay out.

Let's call it a breakdown in rapport.

I stay out of that.

Yeah.

And they're, and they're moving
away, 'cause that's what tends to

happen when people have expectations
of how one s- person should be

and they're different, then what
they tend to do is they disengage.

Yeah.

Yeah.

"Oh, this person ought to have
behaved this way, ought to be like

this, ought to think this way,
act this way," and they don't.

They're trying to change them and then,
then they start to disengage, and then

the gap gets bigger and bigger and bigger.

And if you've ever had that with friends
and then you've given your advice,

especially if it was unsolicited advice,
maybe even someone's took it and it

turns out it was wrong, you're the,
you know, you're the person to blame.

Um, I'm not saying I've ever
done that, 'cause I never did.

I'm just saying I could imagine.

I've seen other people do that.

So it's one area where I
have worked with couples.

Um, I actually like to work with
them on a separate basis to just

help them to remember why they're
together and to explore different ways.

So if, for example, s- rapport has broken
down, and I think- Trust, betrayal.

Betrayal in particular, when someone has
betrayed something and trust has been

broken down, then there's a breakdown
in rapport, and helping people to

rebuild trust if that's what they want.

Yeah, so then they can get over something.

But I'm only gonna do that if
I've really worked out and got

clear on that's what they want and
know what I think they should do.

So just be very aware if you get drawn
into thinking, you know, suddenly you've

got some judgment as to how it should be.

That should be a warning bell
that maybe your, your map is

popping up in front of you- Yeah

and get it out of the way, so.

I think our maps should be out
of the way whoever we're working

with and whatever we're doing.

Agreed.

Yes.

'Cause it, it would be so easy
to sit there and say, "Well,

what you should do is…"

or, "What I think…"

and to try and install your beliefs in
the, in, in your client, your patient.

We always leave our beliefs
and our map out of the way.

I leave them parked in the corner, and
I'm a blank sheet, and I'm just there as

a sounding board for them to listen, to
challenge using the, the, the meta-model

questions, to elicit the information,
to find out what it is they want.

And once you know what they really
want, whatever, whether they wanna get

back together, whether they're looking
to part, whatever it is, once you've

got what they want from them, then
you can help them achieve that- Mm

in a way that works for them.

I also say there's something else to
just, you know, flag up for yourself.

If let's say, for example, you
have personally been through a

relationship where let's say,
let's go with the betrayal.

Betrayal has, you know,
really hurt and harmed you.

It would be very easy to have something
like that be so anchored in- Mm

into your map that that becomes a filter
that you may not even think that it's a,

you know, it's, um, it's a map imposition.

Um, I've heard a couple of people mention
things where they've, they've, they've

kind of said, "No, they're right."

You know?

Like, the, this is the way it should be.

Mm-hmm.

And you can tell that something's gone on
in the past where they've now got these

fixed views about what's right and what's
wrong, not what's right for this couple.

Yeah.

You know?

So yeah, just be aware.

If, if there's something in your
past that may have, uh, you know,

hurt and harmed you, just be aware
that you've got insights, but keep

your judgments out of the way.

I don't think you do have insights,
because even if that particular person

themselves has been betrayed in a similar
way by somebody else, that's not what's

happening to the people in front of them.

I know it's what we like
to assume is happening.

But that's what people
will do, aren't they?

Yeah.

The map, the map's a generalization.

Yeah.

Yeah.

The map's a generalization
anyway, isn't it?

So it would, um, it can be very easy,
I, I would assume, to generalize

the map- Mm … into and onto
judging who's right and who's wrong.

Yeah.

Stay well clear of that.

Yeah.

Stay clear of that.

So let's go to the, uh…

We ha- the next question is for you.

Mm-hmm.

Thank you s- you've got a thank you too.

I…

Yeah.

That's nice, isn't it, to get thank you?

It is.

It's very- For framing this one- It made
my day … put my mind at ease because

you said a small crowd can be a big crowd.

I especially loved the Stephen King red
pen strategy to flip the focus on the

reader and the conference stall metaphor
to relate to the audience's thinking.

Ooh, my first question…

Ooh, we've got a series.

My posts, emails, and blogs
do include personal metaphors.

How does this fit with the message,
"Stop talking about yourself"?

Do you want the next question as well?

There are two questions.

Two questions.

Yeah, let's have the second question.

Second question: what are your
thoughts regarding organic, unpaid,

and sponsored paid marketing?

Oh, okay.

So they're two very separate questions.

Okay.

Yeah.

I just wondered if the second
one related to the first.

Right.

So, um, for those of you that aren't
in the Secret Agents of Change

membership group, um, this month we've
talked about promotions, and I called

something The Four Commandments.

Um, I came up with something, but
don't tell Richard and John this, okay?

The NLP Marketing
Presuppositions version 1.0.

Okay?

So, uh, only four of them,
just to make it really easy.

Mm-hmm.

And they're like presuppositions
that if you apply them will make

your marketing more efficient
regardless of the platform you're on.

Yeah.

So we weren't going into platforms for
the simple reason that, um, if you've

been paying attention to the news, the
platforms are in, um, a state of flux.

Yes.

Yeah.

Like, people are leaving Facebook,
not engaging because quite often

on the feeds it's just ads and
group messages, and they're not…

It's no longer the, um, and it hasn't
been for a long while, it's no longer the

networking platform that it used to be.

Mm-hmm.

It's a social media platform, you know?

So a lot of people are
not engaging as much.

Um, Twitter's definitely in flux,
people leaving it for other platforms

for- Yeah … all sorts of reasons.

So I didn't wanna go into, um, the
promotion of specific platforms.

So I was, so I was looking
at some general themes.

That's why I came up with the Four
Commandments, um- One of the commandments

is that no one cares about you.

No one is interested in you.

They don't give a rat's arse, a, a damn, a
flying whatever about you and your client

and your blah, blah, blah, blah, blah.

Yeah?

Um, they're interested in themselves.

Mm-hmm.

You know?

When…

If you think about yourself
scrolling through, there's lots of…

Something grabs your attention, and
if it's of interest to you, you'll

stop and you'll, you'll engage, yeah?

It's gotta be of interest to you.

It's not whether it was interesting
to the person that created it, yeah?

So the perspective was forget
about yourself and be thinking from

the perspective of somebody else.

They don't care about you
and your blah, blah, blah.

They really wanna know what does it
do for them, give them, get them.

And then you gotta get their attention.

Um, the Stephen King reference was that
Stephen King, um, wrote a book called

On Writing, and it was on writing.

Goes on about writing.

And in it, he shared a
lot of his strategies.

Um, one of the first lessons he learned
as a journalist was a friend gave a…

Not a friend, but his…

one of his mentors gave him a red pen
and said, "The red pen is your friend."

You, you know, take out all the
superfluous and the unnecessary and

get right down to the, you know, the
minimum, the minimum that's needed in

order to be effective and communicate.

Um, so the question about personal
metaphors is if the personal metaphor…

First of all, you've got, if
you've got someone's attention

and they're interested, and the
personal metaphor helps to build up

the interest to move to desire and
then to action, then that's useful.

Then, then go with a personal metaphor.

Mm-hmm.

Yeah?

But if the personal metaphor
is, "Oh, my clients blah, blah,

blah," and you're talking about…

Look, I see this.

Do you remember the…

We did pods, okay?

And there were some people who no
matter how many times we said…

And by the way, a pod is where you
get a group of people together, and

you work together to, you know, like,
comment, and share, like, comment,

and share, and build some activity.

It's like having a crowd around
a stand in a conference center.

A crowd- Rents a crowd.

A crowd- Yeah … draws a crowd.

Yeah.

Yeah.

But their posts were,
"Come and buy my services."

Yeah.

And you can't say anything to
that apart from going, "Oh,

yeah, they're really good."

Yeah?

Which, which may be true, but the "come
and buy my services," that's like being

in a conference center and someone coming
up to you with a leaflet and shoving it in

your face and going, "Buy this, buy this."

And, and what are you gonna do?

You're gonna tell them to get lost.

You know, the, the, the social
media platforms are like conference

centers where everyone gathers,
and they're connecting the visitors

with the people who've got stands.

Well, the pages, the groups are the
stands, your posts are the stands,

and the visitors are the people
that are gonna come along, and the

platform wants to keep everybody there.

They don't want them going off
to the next exhibition, yeah?

They wanna keep them in th- in
this conference hall 'cause that's

when they get the chance to…

Their, their eyes are
stuck on, on the platform.

Then they can put the adverts
in front of them, yeah?

But if you're coming up to someone
and go, "Here's my personal metaphor,

it means I'm so good," it's like
you shoving a leaflet in their face.

Um, I don't know about you, tho-
those pushy people in those conference

centers, I, I walk past them.

Yeah?

Me too.

I'm not interested.

So if the personal metaphor i-
is something that grabs their

attention, really builds up
interest and desire, use it.

Yeah?

But you have to earn the right to
sometimes have those conversations.

Personal metaphor could come i- in a
stage, you know, maybe three posts in.

Yeah, so a- again, you earn the
right to get people to stay on

and consume the personal metaphor.

You know?

'Cause we have to earn the right
to hold onto people's attention.

Yeah.

So yeah, uh, uh, if it's a good
personal metaphor and it fits in with

I- the AIDA, attention, interest,
desire, action, or even the chain

of the states, you know, it's like
hesitation or even couldn't care less.

Yeah.

Hesitation, curiosity, fascination.

If the story fits in with curiosity
or fascination or even grabbing

attention, then you've got more chance
to build up desire and go for it.

Yeah.

If it serves the purpose, use it.

Yeah, so- Yeah, I, I agree.

I mean, I did a, I did a, a, a writing
course ages ago now that was, um…

it was really interesting, and it
was all about how to write your

posts to put out on social media.

Um, and 'cause they, they were all
sort of stop talking about yourself.

Mm.

Don't post, "Buy my product, it's lovely."

Generate some curiosity.

Generate some interest.

Share.

What can you do for them?

How can you grab their attention and
get them interested in what you have

without you going, "Look at this.

Isn't it great?

Do you wanna buy it?

Do you wanna buy it?"

Which is what everybody seems to be doing.

Well, a lot seem to be doing, yeah.

But what they'll tend to be doing
is they will be doing that for a

while, and then they'll find out
that it's really not converting.

Yeah.

Uh, which leads me to
the, the next question.

So what was it about organic- It
says- … posts and paid posts.

Yeah … what are your thoughts
regarding organic unpaid and

sponsored paid marketing?

To date, paid advertisements
haven't worked for me.

That's not me, that's them.

Yeah.

Okay.

Well, the, the thing is the to date.

Yeah?

Yeah.

To date it hasn't worked for you,
and there could be numerous, numerous

reasons why that's not worked for you.

But paid advertising definitely does work.

Um, the thing is, though, there's
no one way to make it work.

It is experimentation.

Yeah?

You could, for example, change a heading,
change a font, change a color in an ad.

You could change the video.

You could change the thumbnail.

Suddenly something that
wasn't working is now working.

Yeah.

It really is experimentation.

So it's not that it's not working,
it's that what you did didn't work.

Yeah?

Um, and it could also be, and a lot
of people do this, that they'll,

they'll put some paid advertising out
there, and they'll put a budget to

it, and the budget just get, uh…

These platforms will s- will
take your budget off of you.

Yeah?

Yeah.

And there are, there are strategies
and, and the strategies change

depending upon the platform.

But generally, uh, one of
the simple strategies is you,

you put a sample out there.

So you don't spend a lot.

You put a, put a sample out there, enough
that's gonna start to build an engagement.

And also, it depends on
what your objectives are.

If your objectives are to sell-
Mm … you gotta be in for a longer…

You gotta earn the right to sell.

So it's probably gonna take a longer
time to contact an audience that may

be completely cold, never heard of you.

Build up the warm audience of people
that now know about you, and get to the

point where they're interested enough to
check your services out, and then buy.

Yeah?

Or at least inquire about it.

Well, that, that's a process.

And there are plenty of strategies to
go through that process, but sometimes

that ca- takes time, and people, they
do their budget before they've even got

past the first phase, yeah, of moving
a cold audience into warm audience.

Um, one way to check is, uh, you,
you need that, that strategy, and

we have looked at the strategy.

Okay?

So we've touched the strategy.

I can't remember which lesson we did.

Um, but we looked at that strategy, is
you set a budget, and you keep the budget

going until you've achieved an objective.

So let's say, for example, we were
marketing a, um, let's say with

our Business Alchemy Retreat, okay?

Which I've got off the top of my head.

Was it £900?

Something like that.

Yeah.

Well, it was- It's £900.

Yeah.

So let's say I had a warm audience of
people that have checked us out before,

you know, their Facebook group, people in
the Facebook group, and lookalike people.

Um, people on lists we've got,
and we put together a really good

advert that's gonna be seen by
people that know about us, yeah?

Well, what I wanna find out is, how much
do I have to spend before I make a sale?

Mm.

'Cause that's the thing
that's gonna matter.

What's my customer acquisition cost for
my return and my return on investment?

So if I then spend £500 on my
advertising, at least I now know

what it's gonna cost me to, to
replicate that and to scale that out.

Now, that might be good.

Okay?

So that, that could be good 'cause if
it's £501, that could still be good.

Yeah.

Uh, so if it's £900, it could still be
good because I, my strategy could be buy

that, get that person in because they're
not only gonna come on the retreat, but

they're then probably gonna come on a
practitioner and spend 2,000 for it,

and then they might come on master prac.

So I'll, I'd happily spend £900
if I'm gonna get an equivalent

of £5,000, uh, in, in time.

In fact, I'd do that
every single day, yeah?

So the key to the paid is you
will know once you've got a ratio

whether you can turn that up or
not, whether you can scale that up.

So if you go, "Well, actually,
I've spent a pound and I've got £4

back," now you wanna really work
out how can you quickly turn on the

tap and spend as many pounds as you
possibly can in order to get £4 back.

Now, you can't do that with organic.

You…

If you put something out there as
a post, well, how are you gonna

suddenly, um, scale up that post?

Yeah.

Well, you could put the post on
another platform, but you don't

know if that's gonna work the same.

So I th- there's definitely a
place for organic, and there's

definitely a place for paid.

The, the, the saying used to
be if you've got more time than

money, go for organic, okay?

But it still takes time
and, and money, yeah.

'Cause time is money.

But if you've got more money, um,
less time, then go, go for the route

of the paid, paid-for advertising.

I didn't really buy…

I don't really buy into that.

I think it's worth looking
at the paid-for, getting it

working with experimentation.

And as I say, you need to look
at all the different aspects.

You know, um, the attention-grabbing
header, the, the copy.

Have you got a hook?

Is there a story?

Is there a call to action, yeah?

Are you engaging with them
just to build up a list or

just to get a connection going?

You know, all of these things,
you know, uh, that they're not…

Think of them as submodalities.

You change one submodality, and it
changes, uh, you know, the, the outcome.

But when you get the paid-for right, for
a while at least, you've got something

which is a bit predictable and scalable.

Yeah?

Um, and the, the small crowd is
a big crowd thing, let me just

talk about that just briefly.

Um, especially with social media and,
look, we can connect with people a-

around the world, you know, very easily,
and it's easy to get caught up in the,

"I'm gonna dominate the world," you know,
"I'm gonna sell my services globally."

Well, if you're starting out
particularly, why not just look

at the local catchment area?

Yeah?

And you can geo, geo, um, position
your posts so they're gonna go

within certain areas as well, and
just focus on one particular area.

One, it'll make it very easy for you
to work out who your competition is

to out-compete your competition, yeah?

Um, there's something about
the submodalities of, um…

What's the, what's the phrase?

Um, geo-something submodalities.

I can't remember what it is now.

But if you imagine somebody
in a different part of the

world, it'll come to me anyway.

You, you got different submodalities,
so if you imagine a client coming

from, if you're in the UK, from
Australia, they will seem distant.

But if you imagine them from your county,
well, suddenly the submodalities change

and they feel more close, and that's
the same for the, um, the customer.

If you're a local service, and you
might still be doing it online,

uh, it changes the su- so there's
more rapport straightaway, yeah?

Mm-hmm.

So yeah, don't go looking necessarily
to, for the, for the big, big audience.

Sometimes it's good to have a
small crowd that you look after

and you care for and you can really
build a good relationship with.

That could be a great way
to, to grow your practice.

So yeah, there's a lot there.

Um, hopefully that was
answering those two questions.

But thank you for watching.

I hope you got- For what you want

hope you enjoyed it.

Yeah.

Um, so I've got a, a, quite
a interesting question here.

Uh, so somebody has contacted this
person, um, looking for assistance.

They're living with post-traumatic
stress disorder due to

adult and childhood trauma.

Wanted to know if they could get
help, but she doesn't have any money.

Um, she's got to wait 12 months to get
help from the NHS, and she says, "I'll

be in a box if I have to wait till then."

When asked, the NHS support she's
waiting for is a 12 steps to wellbeing-

Mm … and an appointment with a
psychiatrist, and she's yet to find

the money to fund her own treatment.

She wasn't sleeping, so this
particular person has signposted

her to a complementary trance
to help her with her sleep.

And she's also written to her GP.

She got an agreement to
be able to talk to her GP.

I'm not quite sure

what- What was the purpose of
writing- Yeah … to the GP?

Well, that's what I'm not quite sure what
that purpose is of writing to the GP.

Uh, unless they're considering
working with them, um, for

a reduced fee or something.

Well, and also possibly unless they're
also concerned with the comment

about, "I'm gonna end up in a box."

Yes.

And that, you know, there's concerns
for the welfare, long-term welfare

of this person and then with their
permission letting the GP know about this.

Maybe that's what they were doing.

I remember years ago, um, I was contacted
by Paul McKenna's office because

somebody had rung his office and said,
"If they don't get to talk to Paul,

they're going to kill themselves."

And the person in Paul's office rang
me and, and they said that they'd

known about my previous employment.

Uh, for those of you that don't know, I
used to be a police officer in London.

They knew about my previous employment.

They didn't know what to do,
and I said, "That's okay.

I will ring and talk to her."

When I rang and, and spoke to this person,
um, unfortunately this person sounded

very much as if they were mentally ill
when I spoke to them over the phone,

and I did pass on their phone number
to the local police who said, "Oh yeah,

we'll send somebody around to see her.

She's always doing stuff like this."

And, and she was somebody
that was quite poorly.

Um, and, and she was going,
"I'm gonna kill myself.

If I don't get to speak to Paul within the
next 30 minutes, I'm gonna kill myself."

And I said, "Oh, we've got a really
big problem because he's in LA

and he's sleeping now, and I don't
think I can get hold of him."

And she went, "Oh.

Oh, well, I suppose I could wait."

Um, and I think sometimes…

I mean, she was very seriously mentally
ill, and the police did go and, and

she did get sectioned unfortunately.

I think sometimes people saying, um,
"I'll be in a box if I have to wait

till then," that doesn't necessarily
mean they're going to kill themselves.

Um, and I don't think every…

If we s- if we referred to the
doctor every time somebody said,

"Oh," you know, "I'm not…

I'm gonna kill myself.

I don't…

I, I can't live with this anymore,"
that doesn't mean that they will.

And I suppose this particular person-
Mm … maybe doesn't have experience of,

of talking to people who are cornered.

'Cause when people are cornered,
they will say things that

they don't necessarily mean.

Mm-hmm.

And, and l- something like that, I
think it's also important to make very

clear to that person that if this is
a serious thought that you're having,

it's important that you go back to
your GP and, and get some additional

assistance from them, make them aware of
this, and also contact people like the

Samaritans if that's where you're at.

And that you do keep your notes
that that's what you've instructed

somebody- Yeah … to do.

Okay?

So not only have you given them,
um, safeguarding advice, but you've

also noted it down that that was the
instruction that you gave them to

do in the event of that was where
they, you know, their mind took them.

Um, I've nev- I've only ever had one
person where I've had to provide the

case notes for when something happened.

And it, and it wasn't to do with,
um, suicide or anything like that.

Um, it was somebody, I'm not
gonna go into the details

obviously, but it was somebody-

A young lad I saw because of, uh, stress
and, uh, stress because of bullying Yeah

and he, he got into an altercation,
and the, the case notes kind

of showed that, that he was

He was being put upon,
but he was very passive.

Yeah.

He was being bullied,
bullied and very passive.

So the, basically the case notes,
my notes showed that at a very early

age he wasn't an aggressive person.

So the act that he was being, um, he
was in trouble for was out of character.

That was it.

Yeah.

And I had to literally go through a
filing cabinet and find the notes.

I could remember the young lad,
but it was like 10 years ago, so,

um, but I was grateful for having
those notes and the detailed notes.

So I would just, you know, a bit
of advice, 'cause it'd be difficult

talking about an individual case when
you haven't got all of the details.

It is.

Yeah.

Yeah.

I had somebody ring me once, um,
and they were sobbing on the phone.

Mm.

And she, she, she explained to me that
she'd been raped, and she wanted to know

if I could hypnotize her so that she would
forget about what had happened to her.

Mm.

And with her, I had a conversation
with her over the phone, and

again, I'm keeping notes, and, and
I told her, um, who to contact.

She wouldn't give me her
name, although I, I've…

Her phone number came up on my phone.

But I, I suggested she contact some people
for help, put her in the right direction

of what to do, and she did do that.

And in, in fact, I was then called
to, to send those notes in for

evidence for the court case.

Mm.

Yeah.

There's also another point about
when people come to you and

they are unable to afford- Yeah

what you do.

That is a point.

Yeah.

That, um, maybe there are some
things, like if you're able to provide

a recording that would be fine.

Maybe a couple of pro bono calls,
uh, pro bono sessions, um, possibly.

But I think it's important not to…

This is, and this is just my map,
not, not to get caught up in the guilt

of not being able to help everybody.

Yeah.

No, I, I was, I was thinking that as well,
'cause one of the questions here is what

are your thoughts about the current NHS
crisis and the role we play- Yeah … and

our response when we hear from people
who need support but can't afford us?

Um, and, and yes, it is, there are more
people that are coming forward now because

the NHS is broken and dysfunctional at
this point in time, and there are more

people that need help that can't get help,
and the waiting list is gonna get longer.

Um, and they will contact you,
and maybe they can't afford you.

At that point, you, you make a decision.

I mean, I know some people take
on so many pro bono people, so

they will do free sessions for,
for a certain number of people.

Uh, and then if you've got students,
if you know somebody that's, that's

learning and studying- Great experience
for them to work with these people,

to get s- to build their expertise.

There's all sorts of things
that could be made available.

Mm.

Yeah.

And then again also, you know, if
you wanna be of service to people and

if you, you know, without going into
I'm doing this because I feel guilty,

consider maybe some master classes.

Mm.

Yeah.

Yeah?

You get a group of people
together for a wellbeing morning

or a wellbeing afternoon.

Sometimes that can just be enough, yeah,
just to give people some breathing space.

Years, years ago, um, when there
was, there were, there seemed to be

a lot of people contacting Gloria
and myself because of anxiety issues.

We actually, we did a morning session
where we invited- Mm … people in

and we, we did, we spent a whole
morning giving them strategies and,

and techniques and things they could
do to calm themselves down and get

more, more control in their lives.

Yeah.

There's all sorts of things you can do.

Yeah.

And especially now we have
Zoom, you could do it online.

I mean, the, the 12 spe- 12 step we-
wellbeing plan, I'm sure those of

you who have done NLP and hypnosis,
your 30-minute wellbeing session

will be as valuable as the 12 step.

Yeah.

Yeah.

Possibly.

Um, and maybe more immediate as well.

That's something to consider.

There's lots of things we
could be doing for people.

Yeah.

Well, it's one of the reasons, uh, one
of the many reasons why we're so keen on

training as many people up as possible.

Yeah.

Because there's only so many
people that Tina and I can see.

Um, this is not only a great time to be a
coach, a therapist, hypnotherapist, call

yourself what you will, but there are
many people out there in desperate needs.

Mm-hmm.

And, um, the more of us that
can help people, the better.

So we'll move on to the next question.

It's about meta programs.

Ooh.

Um, with language patterns, the
advice I constantly hear is listen

for them and write them out.

More and more I'm realizing
there's a link between what people

say and their meta programs.

Yes, there is.

Mm-hmm.

Question, can you recommend a text
or a master class that I can notice

and use my knowledge of meta programs
more efficiently in change work?

Ooh.

Sorry, I don't understand that question.

Explain that question.

Can you recommend a text…

I'm, I'm, I'm guessing a text is a book.

Mm-hmm.

Or a master class, that's a reference
to us, I'm assuming, that I can

notice and use my knowledge of
meta programs more efficiently.

Think…

I'm guessing- That's
the bit I lost of that.

Yeah.

I'm guessing, my mind read
is- It's mind read, this one.

Okay … that's my read.

But it may be someone- Mm-hmm … where
English isn't their- Yeah, indeed.

Yeah, but it's- … their first language.

Yeah … I'm not gonna hallucinate
that I understand what the question is.

Yeah.

Yeah.

My mind read is that they want to learn
how to use meta programs more efficiently.

Yes.

Okay.

I would, I would, I would kinda…

I'll go along with that mind
read that- That's my mind read.

That's what I'm getting.

Yeah … what text and what…

Yeah, what master class.

Um, I, I don't know of any.

I mean, uh, there, there is obviously
one book on meta programs which is,

like, the go-to book, but I don't think
it's the best version of meta programs.

Um- No, I don't think so … but it works.

It, it's very useful in a
business environment, but I

think it gets down into the…

I think it goes off into tangents.

That's just my personal- Maybe
we have to write one, darling.

We'll stick it on the list.

We could write one, Tina.

You know, you know, we, we
even ought to write one.

Yeah, but will we?

Maybe.

Mm.

Yeah.

Do you know what?

We should write one.

Oh, screw it.

No, we shouldn't write one.

No, we shouldn't write one.

No, no.

No, we shouldn't write one.

No.

No.

Let's just put it upon a master class.

Yeah, right.

Yeah.

Um, I, I think the best text and
the best master class is to continue

paying attention to the difference
between, uh, to the language

that people use and their actions

That will tell you what, um,
meta programs they're running.

Yeah.

Um, sorry, my eye's leaking.

I think I've got nutmeg in my eye.

Oh, no.

Yes, sorry about that.

Um, yeah, the, the laboratory
of the world, you know, really

listen to, to people, to what
they say and then what they do.

Yeah.

Yeah, especially with
those modal operators.

Um, modal operators are really good
for giving you some idea of what

people do and what they don't do.

Oh.

Yeah.

And-

You know, ch- choose a meta program
for the day as well, just to

really pay attention to, you know,
moving away from, moving towards

Um

No, I don't really have an
answer in terms of the text.

I mean, the book I'm talking about
is, um, Shelley Rose, I can never

pronounce her name, last name.

Words That Change Minds?

That's correct.

Is that it?

Words That Change Minds.

That's it.

That's the one.

Words That Change Minds.

The laboratory of the people
around you, that's where you learn

to master meta programs Yeah.

I, I, I agree.

I, I definitely agree that that's,
that's really what people have to do.

Oh, I'm just looking

I've got here So I'm going to dab my
eye with my glass cleaner I've got

somebody here, in, in, this is in
response to the NHS question, I believe.

"I love that advice on dealing
with these kinds of cases.

I do have to turn a lot of people
away after signposting them

to some very good resources."

Yeah.

Of- sometimes that's all we can do.

We can just signpost.

Yeah, yeah.

Yeah.

And, and that- Can
we- … signposting can be enough.

Yeah.

And, and go- I know we're going back
to that one, but, um, I think it's easy

to get compassion fatigue as well, so
just be aware of that, that, um- It is.

I, I- You see so many people in desperate,
desperate needs, it is easy to become

too empathic and too compassionate and
get burnt out, and that doesn't help you,

it doesn't help other people as well.

And then that- I've now got
in my mind, I know we've gone

backwards to the NHS question,
I've now got in my mind free Sue.

Um, so- Yes.

Yeah … somebody that, that we
knew, and we still know this person,

and this person- You still know.

You know.

Somebody we know who is amazing with her
NLP skills, and she never, ever made any

money because she'd just give it away.

She spent a fortune training
and doing all these courses and

getting these amazing skills.

She practiced, and then she
just couldn't charge people.

People would say, "Oh, we can't afford
that," and she'd say, "Oh, that's okay,

just give me what you can afford."

And people would be
giving her silly money.

And in the end she just couldn't afford
to run her practice, and she was actually

working a full-time job and then doing
the practice and fixing people for free.

Mm-hmm.

So there, there's a balance somewhere.

There is definitely a balance.

As I know loads of people where they'll
take on a certain amount of pro bono work

So that might be a plan.

Now I am gonna move on now to this
question, which, uh, made me smile.

Um, when having my hair cut yesterday, my
hairdresser noted the amount of people she

meets in her salon and out and about in
our area with drug and alcohol addictions.

Hmm.

And invited me to produce a leaflet for
her clients to read while they wait.

Okay.

Do they want to change?

It was the first thing I thought
when I got to that point.

You know, is this something
they want to stop?

And then first question is, what's your
advice when working with addictions

if people can articulate what they
want, but they don't want to stop

the behaviors that causes the issue?

Good luck.

Good luck.

Yeah, exactly.

Yeah.

It's- How hard do you wanna work?

Yeah.

Yeah.

People have to want to change.

I've fired clients 'cause they've
come in here and they've said things

like, "Well, my mom says I've gotta
stop doing so many grams of coke."

And well, what do you want?

"Well, I don't really wanna
stop, but yeah, look, make me."

It's not my job to make people do things.

Mm.

It's my job to help people
achieve what they desire.

And when they really want
the change, everything works

and fits beautifully together

Well, I think you've got more chance of
everything fitting and working beautifully

together than- Mm … um, somebody that's
there because they feel they should be,

and there's no real motivation apart
from maybe some external motivation.

So, you know, if we go back to the
previous question with meta programs,

um, I'll link it into this one.

The, um, being able to identify
meta programs, you wanna

think why is that useful?

Yeah.

Yeah.

Because it will give you insights into
how to package up communications to, um,

effectively influence and persuade people.

You know?

Mm.

Big chunk, small chunk, moving
away from, moving towards, you

can use that to motifi- motivate.

But it'll also give you some
idea if you can identify whether

someone's likely to change.

Yeah?

So that's why going back to the meta
programs is worth looking at the, um,

choosing a meta program for the day,
starting to identify, um, recognizing

it, and seeing people's behaviors.

Mm.

Because a lot of people that are addicted,
they're not gonna be, um, motivated by…

When I say lot, it's a
huge generalization, by

some external motivation.

I mean- Yeah … I know people
who are absolutely heartbroken

because a member of their family
has a life-threatening diagnosis

And all the medical research is
saying that this person has to stop

smoking, stop drinking, stop doing
coke for them to have a longer life.

And the actual, the addict, for want of
a better thing to call them, is refusing

because they've said, "Well, if I can't
do that, then I don't wanna live."

Mm.

And that's their map.

That's their map.

And dishonor- honoring
other people's maps.

Yeah, so if we go back to this
question then, I mean, how hard do

you really, really wanna work, and
how, uh, much do you, do you like

successful outcomes for your clients?

Yeah.

Okay?

Because if you like successful
outcomes for your clients, you're

not gonna get that many working
for people that aren't willing.

Uh, first of all, someone has to
recognize that there's a problem,

and a lot of, um, alcoholics and drug
users, they don't even recognize their

problem 'cause they're, you know,
they're, they're controlled users.

Um, so what's the problem?

Um, so they have to recognize there's
a problem, they then have to then

be willing, and then we get to the
able- Mm … um, the how to do it,

and then quite often there's time.

Mm.

And if you don't get the first right,
good luck with the second and the third.

You, you know, you're not even
gonna get to the, to this stage.

And if you don't get this one, you're
not even gonna get to the how to.

No.

'Cause they're not gonna do…

no, they're not gonna follow instructions.

Um, and there's something else about,
um, and I think this is more to do

with alcoholics than, um, drug users.

This is only what I've found.

But this is why it's really useful
to be able to calibrate to meta

programs and modal operators and
calibrate to truth and bullshit.

Yeah.

Be able to distinguish between the two.

Yeah.

'Cause they are masters of
smoke and mirrors and deception

and being disingenuous and,
let's say it, lying, yeah?

And believing what they're saying, because
they wanna cover over the behaviors,

and they're so good at it that they,
they almost believe it sometimes.

"You know, no, I don't drink very much.

I just have a little bit."

Yeah.

Um, you wanna be able to, you know,
calibrate to the, the, the truth.

And- It's like the morbidly obese
person that will say, "Oh, it, it

must be, it must be my hormones,
because I don't eat very much"

Yeah, yeah.

They're, they're blind to the
truth that it's you're eating too

much and not moving around enough.

Yeah.

And the, the alcoholics are very,
very good at it, smoke and mirrors and

deception, and you need to be able to sort
of go past that 'cause they'll tell you

what they, they, they want you to hear.

Um, and then you'll end up working with
someone who you thought was motivated,

but actually they're really not.

No.

Yeah.

And then- They just want, they
wanna de- sorry, they wanna just

demonstrate they're giving it a go.

And the next part of this question
is, is supporting a client to

cut down gradually necessary with
regard to withdrawal symptoms?

Well, my simple answer to that is no.

No.

They can just stop Yeah.

And, and they may go through cold turkey.

Yeah.

Yeah, and with some drugs,
you know, they're gonna really

need support to do that.

Mm.

They are going to need some real
medical s- support to do that.

Um, but it is a choice and a
decision at the end of the day.

Yeah, it's…

I mean, with y- with drugs and, and
with alcohol even, it's really difficult

because once you get that substance
in their system, any ability to decide

that actually they're only gonna have
five pints tonight and not six, or

they're only gonna have, um, one gram
instead of two, by the time they've

partaken of their drug of choice, their
brain is now gonna go, "Oh, fuck that.

Let's just do it."

You know, there was a really
interesting experiment run

between a university and the BBC.

Um, and they fitted people up with
these glasses that could detect

where the eyes were looking.

Mm-hmm.

And they had heart monitors and all sorts
of, you know, biofeedback mechanisms, and

they set up like a student uni bar, and
they had people playing Jenga and playing

cards and dominoes, and you could have
a few drinks and pints or whichever…

whatever.

And they would test it, and they'd
call people out, and they'd test

their estrogen levels and their
testosterone levels, their blood sugar

levels, and they'd send them back in.

So it was like an evening, um, lab.

And it started off with everyone
being very civil, you know, having

a drink or so, normal, um, estrogen
and to- testosterone levels.

And after about two glasses of wine, the
women's testosterone levels had gone up

to the same level as a man's are normally.

Okay?

Yeah.

And so I always say it was at that
point the women become stupid.

When they, when they- I've
just found- … act like men.

Yeah, because the behavior
started to change.

Mm-hmm.

And they were tracking the eye
movements of the women, so they were

looking at the guy's eyes, et cetera.

After two glasses of, of wine, they were
checking out further down below, okay?

They would…

They could tell, you know.

They even showed where
they were checking out.

A- and the guys, it
was slightly different.

After three pints, the estrogen
levels had gone up, so they were

like, "You're my best friend.

I love you."

So suddenly the, the
whole behavior changed.

But after about five or six, there was
a switch round, and the testosterone

levels of the guys shot right up.

Yes.

And now they had to behave in
a completely different way, and

the eyes were very predatory.

They weren't going anywhere
but the but the face, yeah?

So it's just interesting.

If you get someone to cut down to
five, they're still already chemically-

Mm … out of control, you know?

Like, the cognitive ability to go,
"Oh, I'm gonna make a smart decision

now," kind of goes out the window
after a couple of drinks, yeah?

Um, so it's just really fascinating.

So when I work with anyone to do with
alcohol, it will be if you are gonna

go out and we're gonna, you know, wean
this off, it's gotta be like one to two

drinks at the max, and then it's a stop.

Yeah.

But that decision has to
be made before you go out.

I've found that to be very effective,
so it doesn't become a digital on/off,

'cause then when it's on/off and it's
forbidden, then it becomes almost

like, um, more of a drive, yeah?

Yeah.

Um- I've also found a, a lot of
youngsters have turned up, and they

want to stop doing coke- But they
don't wanna stop going out and getting

pissed with their mates Mm-hmm.

Mm.

And, and the cocaine is
attached to the getting drunk.

And so of course they're gonna go to
the pub on, on a Friday or a Saturday

night, get drunk, and then they'll
see all their mates doing a few grams.

Yeah.

And then- And the alcohol- … the
decision-making strategies-

Yeah … all over the place.

Yeah.

Yeah.

Yeah.

And I've always said, "No, we've
got to cut down on the alcohol to

make sure that you have control."

Mm.

And they're like, "Well, I don't wanna
drop, I don't wanna stop both of them."

But, uh, yeah.

Yeah.

It's a bit of a minefield, that one.

Um- Yes … but when they come
in, they have to be willing

and want to make the changes.

If they don't, um, I
wouldn't work with them.

And what sort of hairdressers do…

Where do hairdressers- What sort, yeah.

… surround…

Change, change- Has she got
clients- Changing hairdressers.

Yes … has she got clients coming
in with little bottles of vodka?

And does she see white powder in the room?

But the thing is, I, I, when
I first started, I used to

go around to hairdressers and
have, have a deal with them.

So we'd put a, a pile of leaflets, and
we'd say, "There's, there's 25% for

anybody that comes in with the leaflet.

We'll give you a commission on it."

Yeah?

And we were doing things like,
um, past life regression.

Yeah.

Um, you know, some fun, funky
things, and we're getting quite

a lot of business from it, yeah?

But, uh, no, I never thought about g-
going to a particular part of town and go-

"Let's tap into this market."

Mm.

Obviously we live in the wrong places.

Well, well, d- depends whether you're
looking for drugs, Tina, or not.

I'm not…

No.

Yeah.

Not recently, no.

You could live, you could live anywhere.

Yeah.

Yeah.

Yeah.

We could live anywhere.

Oh, dear.

So what should we do, one more?

Let's go for one more, yes.

Yeah.

Elevator pitch.

Oh.

Somebody wants our advice for crafting and
NELPing a great and speedy elevator pitch

Ooh.

Thank you.

Well, I'm not writing it for you.

No, ex- exactly.

No, I'm not gonna write one for you.

No.

Um, a- a- again, I think
it's like any type of, um…

you know, gotta think what's the
purpose of the elevator pitch?

Well, yeah.

Yeah.

Um- Who, who are you talking to?

Who is it for?

Yeah.

I mean, lice inspector.

"What do you do?"

"I'm a lice inspector."

You know, that's gonna certainly get their
attention and get them moving away from

you, especially if you scratch your head.

Yes.

Um, but y- again, you just wanna
go back to some basics, you know.

Um, first of all, most people
are asking not because they're

really, really interested.

They wanna tell you what they do.

They do, yeah.

So if you wanna get past that, you've
gotta grab their attention, yeah?

I like, I like the, uh, the format.

You know the format where you start
off with grab their attention.

Um, and within the format
there are some, uh…

The- there's- there's suggestions for meta
programs, as we're on to meta programs.

So grab their attention, and it suggests
that you can use maybe towards and

away from to get their attention, to
get them paying attention, listening

to you, wanting to know more.

So it's grab their attention.

So why should they listen to you?

That's how you grab their attention.

So what, what do you have that could
be of interest to these people?

I guess that's the first thing
to think about, isn't it?

What do they want?

Not what do you want to give
them, what do they want and how

can you deliver what they want.

Well, actually, I'll go
somewhere different with that.

If you just grab their attention,
you grab their attention by having

them asking another question.

Hmm.

Yeah?

So yous- you say something that gets them
straight into like w- what- "What is that?

What do you mean?"

Mm.

Now they're in a state of curiosity.

Yeah?

So I wouldn't go, "I'm a lice inspector,"
because they're just gonna scratch their

head 'cause they are gonna step away.

Unless, of course, you know, y-
y- You want them to step away

you kind of made a judgment call
on that and go- Yeah … "I'm

really not interested in this."

Yeah.

Um, but you say something
where they go, "Hmm, what?

What is that?"

Mm.

You've now got them in that state
of curiosity, and then you could

even do a little bit of come
away closer, as Richard calls it.

Mm.

"Why are you asking?

W- why do you wanna know?"

And then they have to really
g- you know, process that and

come back with something else.

Now you know a little bit more about
their intention and their motives.

Yeah?

So then, then you can go into
a more meaningful conversation.

So I like that approach, yeah.

Where I'm gonna say something
that's gonna get their attention,

they're gonna go, "What?

What- what is that?"

Yeah.

Yeah.

Make them curious about what you've got.

Yeah.

What, what do you have
that's of interest to them?

Uh, and then I think I, I like Michael
Neil's approach with this, is the

one that he uses with, um, pricing.

Go and practice talking to the lamppost
so that whatever you come up with,

it becomes something that just sort
of- You know, tip, so the tip of

your tongue rolls off the tongue.

That's it, rolls off the tongue.

Um, it's the same with the pricing.

When people ask you, you
know, "What's your price?"

You don't go, "Um, uh, uh,
um, oh yeah, it's this."

'Cause it just doesn't
sound very confident.

You wanna be able to go, "It's this."

You know?

Um, so whatever you design, make
it attention-grabbing, get them

curious, asking questions about it.

Do a little bit push away so they
become a little bit more curious.

Well, you know, why, why
do you wanna know that?

You know, what, what's the
interest And deliver it with

confidence And flexibility.

Yeah.

The thing about an elevator
pitch is like you're going, "Ah,

so I'm now pitching to people."

You want an elevator conversation- Yeah

really, to find out whether there is
any rapport and any need and, um…

And if it's just a, an elevator
pitch, then that's a pitch that fits

everybody, and it doesn't fit everybody.

Mm-hmm.

So, you know, be flexible.

Get people curious, and get them into
a conversation so you can find out,

you know, whether there is some common
ground and some interest to, to pursue.

And whether you've got something that,
as Steve said, is of interest to them,

and then you deliver it in such a way
that they, they become even more curious,

and they want you to be of service.

They want- Yeah … you to
come and do work with them.

And re- and remember the second
commandment, no one cares about you.

Mm.

They're not really asking
about you, most people.

Yeah, they want- At some point- … to
learn about themselves … they

won't be able to tell, tell
you about themselves, yeah?

Mm.

Um, you will meet the occasional people
who are genuinely, genuinely interested

in who you are and what you do, um, but
you don't tend to find them in elevators.

Oh, once, when I, I was in an elevator
with Alessandro, I've just remembered

this story, and we were coming down
the elevator, and the doors opened

on one of the floors, and nothing
happened, and then suddenly this

little voice from outside the elevator
said, "Is there anybody in there?"

We put, put our head
out and we went, "Yeah."

And they went, "Oh, good."

And as they got in the elevator, they
were up against the wall going, "I hate

traveling in elevators, but it's way
too long for us to get to the bottom.

" And they started hyperventilating,
and Alessandro and I were

standing in the elevator, and
we just looked at each other.

And I said, "Well, are
you gonna do it or am I?"

And by the time we got to the bottom
of the elevator, they were fine.

So that's an interesting elevator pitch.

Yeah, and how would you
like to be paid for that?

Yeah.

No, no, that, that was pro bono.

As a pro bono.

Okay, fair enough.

Very pro bono.

I mean, there was one point where
Alessandro and I were, like, whispering,

it's like, "Should we just leave her?"

Yes.

Yes.

Yeah.

Just step out.

Yeah.

"Oh, I'll just send the
elevator up to the top."

No.

No, we, we, we were mindful-
We're gonna practice flooding.

Yeah, we got rid of, we
got rid of that, her fear.

Yes.

Fabulous, Tina.

We're up to the hour, and I know
there've been a few people on.

Good to see Duncan.

Oh, long time no see, Duncan.

Duncan.

Oh, hi, Duncan.

Yeah.

Wow.

Yeah, I've seen you for ages.

Hi, Duncan.

Are you still on the
other side of the world?

Oh, that's right, yeah, he'd gone to…

Yeah, the other side of the world
… England or Australia or somewhere.

Yeah.

Oh, he's waving.

Bless you.

Miss you, Duncan.

So time to say bye.

Job done, Tina.

Job done.

Time to say bye.

This is our second online meeting today.

Yes.

Both gone fabulously well.

Some great questions.

Yeah.

And hopefully we, Dave's given you guys-
We get to see Duncan … food for thought,

even if Duncan said food to see you.

Yeah, food for thought.

Good to see you.

Um- Definitely food for thought.

So nothing going on next week, and then
we're, I think it's the week after,

we're back to the first week of the
month and we'll be po- popping a lesson

in there for Secret Agents of Change.

Well, yes.

Hey, nothing going on next week.

This time next week is the
beginning of our MasterPrac.

Oh, yeah, yeah.

Apart from that.

Apart from that.

Nothing going on next week.

No.

But if, if you still haven't
booked onto our MasterPrac-

Yeah … there is still time.

That is gonna be a really good one.

There was somebody on one of the…

A really expense- experienced trainer
on, um, the practitioner just gone.

I was talking to someone I know,
and they said, "Oh, yeah, Steve and

Tina have got a Pro- MasterPrac on.

It's the best MasterPrac
I've ever been on."

You know- Wow … he
came from the last one.

Now- Yeah … I'm not saying that's his
map of the world, but I think it was also

one of the best ones I've ever been on.

It was cool, actually.

Yeah.

It was really good.

And we've got some amazing
things planned for this one.

Um, so if you wanna take your practitioner
levels or even your master practitioner

levels to another level, come and join us.

Um, there's still time.

Send us a message.

We've got a few spaces left.

And Monday we're gonna go and look…

Now, I'm very excited about Monday.

Oh, yes.

Yeah.

Monday we're gonna go look at a,
a location for the next Business

Alchemy that we're running,
and this is gonna be in April.

Well, we've already booked
it anyway, haven't we?

We have, yeah.

So we're gonna look, we're gonna
look at the venue we- we booked.

We are gonna be down in Glastonbury,
you know, Avalon, magic.

Um, the last one was more water-focused
because we were at the Chalice Well.

This is gonna be fire.

This one, fire.

Okay?

Now, I'm not saying we're
gonna do any fire walking.

I haven't done fire walking, run
a fire walk for a good 10 years.

Um, and I'm not sure we're allowed
to do it, but we're certainly

gonna be doing a fire ceremony.

Um, so yeah- Gonna book our fire ceremony
… I'm really looking forward to that.

We've got some, um, interesting on-site
accommodation, so for most of you-

that you book on quickly,
you're gonna be on site.

Yeah.

And it's all-inclusive,
so it's a great deal.

Um, so yeah, we're
gonna do that on Monday.

I forgot about that.

Ah.

Yeah, I'm excited about Monday.

We get to go and buy some magical rings.

Yes.

Yeah.

Definitely magic.

Yeah.

So off we go.

And lovely people, we will see you
the third Thursday in- December.

Wow Yeah, just before Just before
Christmas … Christmas, yeah.

Fabulous, guys.

Thanks for being here.

Much love.

Yeah.

See you soon.

Much love, everybody.

See you soon.

Bye.

Ciao, ciao