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I've read a lot of the books and it's been one of my hobbies and one of my interests for a very long time.

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So that's where I'm coming from.

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And at the end I'm going to give you resources that you can go to to learn more about NLP without having to go to seminars.

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I'll give you some reputable books to go to and also I'll tell you some of the good seminar tapes to listen to.

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So that's a little bit about me.

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So, my goals for the talk.

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How many here have heard of NLP?

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Wow.

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Um, I'm basically doing this talk because there are a lot of people who have heard of NLP but there are more people who have heard of NLP but have a really wacky view of exactly what it is.

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And that's a lot of that is because the only way to learn about NLP is by going to a seminar.

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And people just don't have the money to go to seminars and when they advertise the seminars they say all this crazy stuff, you know, the theory of excellence or, you know, hypnosis and people just don't know what's going on.

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People think that NLP is all about mind control.

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Which it really isn't.

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Although you can use it for mind control.

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Alright, so, my first goal is to give an introduction to NLP.

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And this is just an introduction.

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I'm going to try to squeeze like a week long seminar into an hour, right?

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So I'm going to skip a lot of stuff.

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I'm going to go really fast through a lot of stuff.

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There's a lot of information on these slides.

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So I would suggest that you go back later, look at the CD, look online, look at the slides and it will all make sense to you more later on.

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So, that's my first goal.

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And my second goal is to give you tools for using NLP to influence.

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I thought that looking at NLP from an influence standpoint would be a good thing to do at a hacker convention.

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Because a lot of you are into social engineering.

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But a lot of you want a minute, right?

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Alright, so, in order to give you tools I'm going to give you several specific tools.

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One of them is gaining rapport.

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And I'll talk a lot more about that.

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Motivation strategies.

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I might do sub-modalities.

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I might skip through it because of time restraints.

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Because I want to get to the good stuff, which is the Milton model.

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Trust me, that's the good stuff.

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That's the hypnosis stuff.

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You want to learn that.

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So, what is NLP?

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Alright, so, what is NLP?

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One of the reasons why you're not going to hear one definition of NLP is because NLP isn't the study of anything.

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You can't put it in one sentence.

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So, what I basically say, and if you read the books that I'm going to show you in a little while, they'll say that NLP is the study of, not the study, the science of, excuse me, the science of excellence.

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And that is really ambiguous.

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And I think it's ambiguous for a reason to get people interested in it.

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It kind of makes sense, but that's not really what NLP is.

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So, what I say is that NLP is first and foremost a philosophy about how the mind works.

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And it is also a set of tools for using that philosophy to do a wide variety of things.

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Some of those things include hypnosis, therapy, change, all sorts of different things.

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And so what I'm going to do in the introduction is give you an introduction to the philosophy of NLP.

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And the philosophy of NLP, and NLP stands for neuro-linguistic programming.

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And you can break that down and that will tell you the different parts of the philosophy.

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First, there is the neurology.

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And that includes our five senses, you know, hearing, seeing, touching, tasting, five senses.

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Linguistic refers to language.

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And the way we use language to describe our world.

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One of the major theories in philosophy, psychology, and linguistics is that the way that we interact with the world, the way that we perceive the world is through language.

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If we don't have a word for it, it's very hard for us to perceive.

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And someone say it's impossible for us to perceive without a word for it.

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So, that's one part.

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And then programming.

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Programming refers to the habitual and often sequential nature of our thoughts, feelings, and actions.

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I'm going to go over the presuppositions of NLP.

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And I'll go over this a little more in detail.

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But basically the idea is that, you know, the brain is a computer .

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And the way that the brain works as a computer is to do the thing that spins the least amount of energy.

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So what we do is we get into habits.

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We have certain processes, certain sequences we go through to do things.

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And we do the same thing every time.

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We might not realize or recognize what that sequence is, but we always go through it.

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NLP is one way of recognizing what that sequence is, finding out how we use it, and finding out how to change it, finding out how to make better sequences, and so on and so forth.

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So, the history of NLP.

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NLP started in the 70s by two guys, Richard Bandler and John Grinder.

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They basically, let's see, John Grinder was a linguistic, was studying linguistics, and Richard Bandler was studying psychology.

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And they decided to go out and study successful therapists.

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There you go.

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So they studied successful therapists.

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They wanted to find out if these therapists, like Virginia Sutter or Fritz Perls at the time, these therapists were really successful at what they were doing.

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And they wanted to find out if there was a way of modeling what they were doing, trying to figure out linguistically exactly what they were saying, and if there was something common between all of them.

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And by finding that out, they were going to create a model of successful therapy, and then be able to teach it to other people.

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So they went in believing that they were going to be able to do this.

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So they observed patterns in their behaviors.

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And out of this study came the book, The Structure of Magic.

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It's actually two books, The Structure of Magic 1 and 2.

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And that book describes what is known as the meta-model.

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Now, the meta-model is basically the result of all of this.

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Basically, you know, they observed therapists and found out what questions they asked.

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And the meta-model is a way of asking questions to get to the real nature of what someone is trying to say.

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A lot of times people will be ambiguous about what they're saying, or they'll leave out things in what they're saying, or they'll say things like, I am really fascinated by this person.

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Now, if I say I'm really fascinated by someone, it makes sense to me.

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My idea of what fascination is, and the process that fascination is in my mind, is unique to me.

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Other people might have different processes for fascination.

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So if I tell someone that I'm fascinated with someone else, then I'm not really telling them what's going on in my head.

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And the meta-model is a way of getting to that core.

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And it creates a really successful therapeutic context.

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Now, after creating, after The Structure of Magic 1 and 2, Richard Bandler and John Grinder were contacted by someone who introduced them to Milton H.

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Erickson.

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Now, Milton Erickson, at the time, was known as the most successful hypnotherapist in the world.

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He was doing stuff that no one could figure out.

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He could take people who said that it was impossible for them to hypnotize, and he could shake their hand and do the handshake induction and have them go under in, you know, ten minutes.

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And no one understood what was going on.

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I mean, even Erickson said that he didn't quite know exactly what he was doing.

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He had just developed throughout the years this system that was working.

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And so somebody said, oh, well, okay, so these guys are really good at modeling therapists.

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What's going to happen if they model Milton Erickson?

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And what came out of that is the Milton model.

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And I'm going to teach you a little bit of the Milton model.

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Basically what the Milton model is is a way of indirect hypnosis.

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It's a way of indirectly communicating with the subconscious mind by manipulating the substructure of linguistics.

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So when I say basically it's the reverse of the meta model.

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Where the meta model is you're trying to find something more specific, the Milton model seeks to leave things out and to be ambiguous so that the mind has to fill that stuff in.

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By doing that people go inside themselves and they're able to find resources within themselves and they're able to more communicate with their subconscious and by doing that become more suggestible.

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You don't have to know that, but that's basically what indirect hypnosis is.

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And I'll go over the Milton model a little bit later.

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So not only did it... they get the Milton model out of that and this really brought NLP just light years ahead of what it was.

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This is what... the Milton model is what took NLP to what it is today.

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It also proved that powerful skills can be duplicated.

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Because what they did was they took Milton Erickson's way of hypnosis, they modeled it, they used it themselves, and then they were able to successfully teach it to other people.

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Also from the Milton model and from Milton Erickson they got what are known as the presuppositions of NLP.

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Presuppositions are basically assumptions and I'll actually go over that later.

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The first one is the major tagline of NLP is the map is not the territory.

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Basically what that means is that imagine you're looking at a road map.

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You lay a road map out of Las Vegas.

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Now that road map is really useful.

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You can use it to find your way, you can use it if you get lost, you can even use it to describe the landscape in pretty specific terms.

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But that map is not Las Vegas.

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There is an infinite amount of complexity in the actual thing, but the map only describes what is useful.

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The map is not the territory in NLP means that your mind does the same thing with reality.

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The idea is that reality is really bombarding you with an infinite amount of information, but you're filtering that information through a map that you create basically of your world through language and through the language described through your subjective experience.

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So every experience has a structure.

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That's basically the same thing.

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I'm going to go a little quick through these.

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There's a lot of them.

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And if you go to the, you know, get the books, go do some research online, you'll be able to get these a little bit more in depth.

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But every experience has a structure.

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Structure is basically the same thing as what I was talking about with fascination.

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Every thing that you experience has a sequence and it's usually in sequential order and it's usually, you're able to figure it out, you're able to influence it.

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So every experience has a structure.

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The mind and body are parts of the same system.

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Anything you do to the body will affect the mind.

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Anything you do to the mind will affect the body.

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The idea is that there's not this separate mind and body, but that they interact with each other.

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If one person can do something, anyone else can learn it.

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The idea is that we are all human beings.

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We all have basically the same hardware.

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So to think that one person can be really good at, you know, social engineering or can be really good at programming and you can't is pretty absurd because we all have the same thing.

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We all, however, think differently but that does not mean that we have different brains.

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So if we're able to think like another person, we're able to do the things that the other people are able to do.

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People already have all the resources they need.

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Just the idea that you... it's basically like resources.

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When I talk about resources, I'm talking about memories, emotions.

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You know, you think about some people are really like some people are really confident in one situation like some people are in the military and they can go out and jump out of a plane and feel okay with it.

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But when they're up in front of people, they get nervous and feel like they're going to throw up.

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So why is that?

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It's because they're using their resource for confidence in one place and not in the other place.

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The idea is that they have that resource to be confident but it's somewhere else.

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And NLP can help someone to use resources more widely and yeah, that's one of the applications of NLP in therapy.

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You can not not communicate.

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Basically the idea is even if you're not speaking, as long as you're within eyeshot of someone you are communicating with them.

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There is no way to not communicate with someone except not see them not be anywhere near them.

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There is a there is one statistic, I don't really like statistics all that much, but there's one statistic that says that 70% of our communication is non-verbal.

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So think about that next time you try to have a deep meaningful conversation online.

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Think about how much you're missing out on the real communication.

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That's where LJ drama comes in.

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Anyone know?

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My friends are going through LJ drama right now so I keep reminding them about that.

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The meaning of your communication is the response you get.

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You may have an intention when you communicate with someone, but if you say someone to someone and they get angry because you said it, you have your communication has triggered something in them to make them angry.

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So it's not about what you intended to do, it's about the response that you're getting.

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So you have to change your communication to match the response that you want to get and the other person.

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Underlying every behavior is a positive intention.

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This is one of the ideas also in the therapy of NLP where a lot of people when they're depressed and they're not feeling good, it's not necessarily because their brains are working poorly, it's because their brains are working really well, but they're not using them in the correct way.

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One of the easy ways of describing this is just to say that a lot of people ask themselves questions, you know, and when you ask your subconscious a question, it will answer it.

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No matter what question you ask them.

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So a lot of people, when they're feeling bad, they ask themselves you know, why do I feel so shitty?

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And their subconscious says, well here you go, there's this list of things, here's why you feel shitty.

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So NLP teaches people to ask better questions.

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To ask questions such as, how can I get out of this?

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How can I feel better?

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People don't think to ask these questions because they don't think that they have the resources to answer them.

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But the truth is that you have the resources to answer these questions.

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And talking about answering questions, if you guys have any questions, I have stuff to give away.

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So I'll just give these away for good questions.

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And you know, there's no such thing as a bad question.

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Yes?

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To get over the fear of it?

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Getting rid of fear and one of the big things of NLP is the phobia cure.

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It takes 20 minutes one session.

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It all deals with the way that you look at things in your mind.

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People think that change is a long painful process.

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Change can be very quick.

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It only takes the ability to believe that you're first able to change.

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If you don't believe that you're able to change, then change will take a really long time until you believe that you're able to change.

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There are, I don't know specifically, but it's not subliminal.

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Actually, I'm going to go over the books later, but this book, NLP, New Achievement of Technology, is a very good book for that.

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It goes over a lot of the NLP techniques and will actually take you through them.

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They're basically thought exercises.

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They're not really subliminal.

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Oh, yes.

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Newbies practicing hypnotism.

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When I get to, well I'll just tell you right now, basically hypnosis is not anything all that special.

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Basically when you're driving down the road and you suddenly, you know, you're suddenly at your destination and you don't remember how you got there, that's hypnosis.

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It's not a state that makes someone do anything you tell them to.

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Basically, hypnosis makes people more open to suggestions, but people won't do things that they that could go completely against their core beliefs.

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So, newbies practicing hypnosis, it can be dangerous, but not extremely dangerous, because there's always a block in people's minds.

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And people, you know, don't usually hypnotize themselves because they don't want to be hypnotized.

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They usually hypnotize themselves because they want to be hypnotized.

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People hypnotize themselves all the time and not realize it, basically.

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So it's not something that's you're not going to have someone walking around like a zombie doing everything you ask.

208
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You might see that on stage hypnosis, but basically what that is is people's natural exhibitionist tendencies.

209
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In stage hypnosis, they usually bring up a huge group of people and then they take the people out that aren't exhibitionists to begin with, basically.

210
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So to answer your question, it's dangerous, but it's not dangerous to the point of needing to be illegal or something like that.

211
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Yes?

212
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By the way, if you guys want some books, just come up here.

213
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Yes?

214
00:23:10,760 --> 00:23:12,520
Could you come up to the mic?

215
00:23:30,320 --> 00:23:31,520
Alright, alright, what?

216
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Yeah, let's actually, let me let me, no, what I meant was yeah, what I meant was for the people who answered the question, sorry about that, you guys.

217
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Yeah, I know, I totally, I screwed up my communication, I was really ambiguous, sorry you guys.

218
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I just, you know, I gave a command and everyone just followed it, you know?

219
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Geez , alright.

220
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Are you viewing this as temporary or as a permanent solution or will it recall a past event?

221
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Are you viewing this as a temporary or a permanent solution or if you, after you go through hypnosis and you gain this new attitude, if you recall a past event, will it trigger it back to what you used to be?

222
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It can trigger it, it's really about you can do it in one session and it can come back, however, the exercises are so easy that you can just do them again.

223
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Okay, actually, let me do this, let me just say, we're gonna yeah, we're gonna hold questions until afterwards.

224
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People are just, yeah.

225
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Yeah, I just, you know, I have lots of information.

226
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Actually, afterwards and also I'll be around, I'm not going anywhere, so after the talk, please ask me questions.

227
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Alright.

228
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And the last one, let's see, people are always making the best choices available to them.

229
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That idea is just basically, people are always making the best choices that they believe they have.

230
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If you give someone better choices, they'll make better choices.

231
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And the last one, if what you're doing isn't working, do something else, do anything else.

232
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A lot of times, if something isn't working, people just do more of what isn't working.

233
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The idea is you just do something else, anything else.

234
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You know, if you're inside and you feel depressed, go outside.

235
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It's really that simple.

236
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And maybe it's not the solution, but it's a step.

237
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You gotta just do something else.

238
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Okay, let's get to the good stuff.

239
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We're, you know, done with the theory.

240
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Let's get to the application.

241
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Alright, so building physical rapport.

242
00:25:54,760 --> 00:26:09,360
And the way that you, basically when I say rapport, what I mean is that you're in, the best way to describe it is rapport, but you're basically on the same level as someone.

243
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And the secret to liking is that people like people who are like them.

244
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A lot of people say opposite to track, that's not necessarily true.

245
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People like people who are like them.

246
00:26:21,820 --> 00:26:26,720
So the way to build physical rapport is mirroring and matching.

247
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Now, just to, just as like sort of a disclaimer, and I'll go over it a little bit later also, when I say mirroring and matching, I don't mean mimicking.

248
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There's a difference.

249
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You know, if somebody has an accent, don't mimic their accent.

250
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Or, I mean, unless that's something you do.

251
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People do that.

252
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But be congruent if you're gonna do it.

253
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Okay, so body position, posture, movement, rhythm.

254
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Body position is really simple.

255
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You know, people stand different ways.

256
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Some people let's see if I can get this.

257
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So some people stand with their arms crossed.

258
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Some people stand with one foot out.

259
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You know, just, you just kind of match the way they're standing.

260
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Again, don't mimic the way they're standing.

261
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You know, if somebody is standing with their foot out, you know, you can stand with your foot a little bit out.

262
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A little body position is actually a little easier to get a little bit more dangerous and really start mimicking people because a lot of times when you see people who really know each other and are talking to each other, you know, they'll be facing each other.

263
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Their legs will be crossed in the same way.

264
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Their head will be turned in the same way.

265
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Their arms will be in the same way.

266
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So you can go pretty far with this.

267
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Posture.

268
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Same thing.

269
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You know, if people stand slunched over you know, upright, same deal.

270
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Movement.

271
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This is something where you want to be careful with, with mimicking.

272
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If somebody does something like you know, scratches the back of their neck, you can go ahead and you know, scratch your shoulder.

273
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You know, or if somebody, you can match leg movements with arm movements.

274
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If somebody moves their leg, you can move their arm and you can move your arm and vice versa.

275
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It's basically just having a reciprocal movement to go along.

276
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Rhythm is good.

277
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A lot of people move really, a lot of people will move really quickly, they'll move slowly, they'll move in jolts, they'll move in like smooth curves.

278
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You just want to you want to just sort of match, you know, the way they're moving.

279
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Now breathing is more important than you'd think.

280
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There is a well , breathing is more important than you'd think.

281
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I can tell there's some NLP people in here that are recognizing the commands I'm giving people, right?

282
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Okay .

283
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Don't forget to breathe.

284
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Whatever you do, I'm not suggesting that you forget to breathe, but when you do.

285
00:29:02,080 --> 00:29:14,440
Okay, so breathing, breathing there's this, you know, without getting into the new age stuff, the idea is, you know, your breath really is the foundation for all the rest of the things you do with your body.

286
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If you want to relax, the best way is to breathe deeply for, you know, 20 minutes.

287
00:29:19,200 --> 00:29:26,900
So, if you begin to match someone's breathing, you can gain rapport very quickly.

288
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And you'll find yourself automatically gaining rapport a lot of the time, just by matching breathing.

289
00:29:34,440 --> 00:29:38,820
And Milton Erickson does this with hypnosis, by matching someone's breathing.

290
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But he also paces, and we'll get into that later.

291
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Voice.

292
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Voice is also a big thing.

293
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Voice tone.

294
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So, if somebody, some people have really, really high voices, really, really annoying voices, you know, you can match that if you're trying to get any rapport.

295
00:29:55,720 --> 00:30:03,240
Although, it's a really annoying high pitch, I suggest that anyone with a high pitch voice, get over yourself and lower your voice.

296
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Because people will take you much more seriously if you have a lower voice tone.

297
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Speed.

298
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Some people talk really fast, some people talk really slowly.

299
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Be sure to match that, because if someone is talking really slowly at you, and in a really low tone, and you talk at them like this, you know, they're not going to listen to you.

300
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Well, they might listen to you, but you're not going to have rapport.

301
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So, don't mimic.

302
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Again, don't mimic.

303
00:30:39,100 --> 00:30:42,680
Don't try to mimic their accents.

304
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Unless you find yourself naturally, some people find themselves naturally doing that.

305
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Matching accents.

306
00:30:47,220 --> 00:30:49,160
Sometimes I find myself doing it.

307
00:30:49,260 --> 00:30:50,860
It's just something that we do.

308
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It's part of human nature.

309
00:30:52,460 --> 00:30:56,200
But if you're going to do it consciously, be congruent about it.

310
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If you're in the foreign country, matching accents, do it the whole time you're there, or you're going to get caught.

311
00:31:09,800 --> 00:31:17,920
Now, building physical rapport is something you've probably all heard about at least a little bit.

312
00:31:18,080 --> 00:31:23,260
Matching verbal rapport is something that you'll hear about more on the tapes and more in the books.

313
00:31:23,260 --> 00:31:27,840
And this is something that's also very important, something that most people don't think about.

314
00:31:29,660 --> 00:31:35,760
Basically, like, okay, so you've heard of the representational systems.

315
00:31:35,980 --> 00:31:40,440
You've probably all heard of representational systems, you know, visual, auditory, kinesthetic.

316
00:31:42,380 --> 00:31:49,780
And just as a side note, some people will tell you, they'll make you fill out that form, you know, and they'll say, you are a kinesthetic.

317
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That is bullshit.

318
00:31:52,040 --> 00:31:56,380
There's no one here that is a kinesthetic.

319
00:31:56,820 --> 00:32:05,560
People use different representational systems in different contexts, and some people lead with different representational systems.

320
00:32:05,560 --> 00:32:09,120
But that does not mean that everything you do is kinesthetic.

321
00:32:09,280 --> 00:32:18,380
One NLP trainer said, if you go to an NLP seminar and they tell you you're a visual, ask for your money back, because they do not know what they're talking about.

322
00:32:19,640 --> 00:32:28,420
So people usually, there's the representational systems, and people usually prefer or lead with one or two.

323
00:32:28,860 --> 00:32:33,220
So, with that in mind, how do we use that to match someone verbally?

324
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What people might not realize is that we we will give off our representational systems by the way that we talk.

325
00:32:44,300 --> 00:32:48,720
And the way to determine this is through something called predicates.

326
00:32:48,720 --> 00:32:54,340
And basically what predicates are is everything after it, including the verb of a sentence.

327
00:32:54,580 --> 00:33:05,880
So if I say let's see, so if I say I went to the park yesterday.

328
00:33:05,880 --> 00:33:09,840
The predicate is went to the park yesterday, everything after the verb.

329
00:33:10,260 --> 00:33:15,880
Now, sometimes predicates can give away the representational systems.

330
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And I'll show you how.

331
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Here's an example.

332
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Someone who says, I can see what you're saying clearly.

333
00:33:25,260 --> 00:33:39,000
Now, somebody who says, I can see what you're saying clearly, as opposed to I can hear you loudly, or I can get a graphs on what you're saying, that person is using a visual representational system.

334
00:33:40,160 --> 00:33:50,560
Now, in NLP, it's taught that communicating with someone using the same representational system they're using can help to gain rapport.

335
00:33:50,580 --> 00:34:00,960
So if somebody says to you, I can see what you're saying clearly, say, I see we're seeing eye to eye, or something like that.

336
00:34:01,840 --> 00:34:05,200
And I'm not going to leave you in the dark, I'll give you some examples.

337
00:34:07,280 --> 00:34:12,960
Some visual phrases, I see what you mean, we see eye to eye, the future looks bright.

338
00:34:14,140 --> 00:34:18,460
Some auditory phrases, loud and clear, unheard of, word for word.

339
00:34:18,600 --> 00:34:21,320
Kinesthetic phrases, I can graphs that idea.

340
00:34:21,780 --> 00:34:25,300
I got the hang of it, I will get in touch with you.

341
00:34:25,300 --> 00:34:35,180
And you won't see olfactory or gustatory phrases all that much, but there are people out there who experience their world through food.

342
00:34:35,780 --> 00:34:44,120
I've met some of them, so be aware that people will really appreciate you using these sort of phrases.

343
00:34:44,120 --> 00:34:47,320
And these are mixed together because taste and smell are mixed together.

344
00:34:48,380 --> 00:34:50,840
So that's basically building rapport.

345
00:34:50,840 --> 00:34:54,720
So, let's see...

346
00:34:54,720 --> 00:35:02,660
I'm going to skip some modalities, and I'm going to do this, motivational strategies.

347
00:35:03,760 --> 00:35:10,540
So, once you've gained rapport, it's a lot easier to influence someone.

348
00:35:10,540 --> 00:35:25,020
Just gaining rapport can, I mean, when somebody says you know, I just trust this person, I don't know why, but I really do just trust them, then, you know, what they're saying is you're in rapport with them, basically.

349
00:35:26,300 --> 00:35:30,360
So, once you have that down, then you can go into influencing things.

350
00:35:30,360 --> 00:35:35,200
You can do influencing stuff before rapport, but it's not going to work as well.

351
00:35:35,320 --> 00:35:37,620
Or it might not even work at all sometimes.

352
00:35:39,700 --> 00:35:41,560
So, what are metaprograms?

353
00:35:42,440 --> 00:35:44,420
Metaprograms are perceptional filters.

354
00:35:44,420 --> 00:35:47,340
Like what I talked about before, the map is not the territory.

355
00:35:47,980 --> 00:35:50,400
Metaprograms are basically that map.

356
00:35:50,740 --> 00:35:53,320
And there are a lot of them in NLP.

357
00:35:53,320 --> 00:35:56,800
The one I'm going to go over is motivation strategies.

358
00:35:57,260 --> 00:36:02,160
And there are basically two motivation strategies that people use.

359
00:36:03,200 --> 00:36:10,340
One is toward, where people are motivated towards their goals and go for what they want.

360
00:36:10,940 --> 00:36:16,660
The other one is away from, motivated to avoid what you don't want.

361
00:36:16,660 --> 00:36:26,420
Now, it's probably better to have a toward motivation strategy.

362
00:36:26,420 --> 00:36:30,080
However, most people have an away from motivation strategy.

363
00:36:30,140 --> 00:36:51,980
So, to give you an idea of how this works in real life, people who are toward motivated will get out of bed and think about... will get out of bed because they're thinking about what they're going to do today and how much money they're going to make or how many new people they're going to meet or how close they are to that goal.

364
00:36:52,580 --> 00:36:53,740
It's really positive.

365
00:36:53,740 --> 00:36:58,540
And away from people get out of bed because they don't want to be late.

366
00:36:59,740 --> 00:37:04,300
They don't want... they're seeing images of their boss yelling at them.

367
00:37:04,300 --> 00:37:06,180
And they're like, oh, my boss is going to yell at me.

368
00:37:06,180 --> 00:37:08,580
I don't want that to happen so I'm going to have to get out of bed.

369
00:37:09,040 --> 00:37:10,740
And that's basically how it works.

370
00:37:10,740 --> 00:37:23,140
I'm not going to do a submodality demonstration, but I'll basically talk about what submodalities are and how to use them in using with motivation strategies.

371
00:37:23,140 --> 00:37:29,640
If you get some of the books or go online and do some more research, you can get a lot more into this.

372
00:37:31,900 --> 00:37:34,500
Actually, let me just explain exactly what submodalities are.

373
00:37:34,500 --> 00:37:38,840
Modalities are visual, auditory, kinesthetic.

374
00:37:40,280 --> 00:37:51,900
Submodalities are basically so in visual it's how big or bright a picture is in your mind or how close it is to you when you think about it in your mind.

375
00:37:54,380 --> 00:38:00,060
This comes with the idea that the way we think or perceive about something is directly linked to the way we feel about it.

376
00:38:02,980 --> 00:38:13,300
When we think about a situation in our minds, it's big and bright in front of us, then that means something to us.

377
00:38:14,380 --> 00:38:26,100
You have to look at it as meaning different things to different people, but for the majority of people, when an image is bigger and brighter in the mind, it's a lot more positive, you're a lot more motivated to do whatever it is.

378
00:38:27,500 --> 00:38:34,560
For visual representation, the bigger and brighter an image is in your mind, the more real, close, or attractive it feels.

379
00:38:37,360 --> 00:38:41,720
So, how do you use this to influence someone?

380
00:38:42,240 --> 00:38:43,420
Pretty simply.

381
00:38:43,420 --> 00:38:49,040
Use submodalities and phrases to make the picture they want in their head as big and bright as possible.

382
00:38:49,400 --> 00:38:52,080
And you can bind them with motivation strategies.

383
00:38:52,680 --> 00:38:55,600
So, I have a couple examples.

384
00:38:55,600 --> 00:39:01,540
They're a little bit extreme and kind of cheesy actually, but it gets the point across.

385
00:39:01,540 --> 00:39:11,120
So, for away from, I know you want to avoid a potentially big situation by pissing off the boss.

386
00:39:11,200 --> 00:39:12,180
So do I.

387
00:39:12,180 --> 00:39:14,760
Let's just get this done before it gets any bigger.

388
00:39:14,760 --> 00:39:17,760
I don't know if you can see things that are underlined here.

389
00:39:17,760 --> 00:39:26,800
It says, you want to avoid a potentially big situation, so that's a submodality word, thinking about the images that they're going to create in their head.

390
00:39:27,500 --> 00:39:37,560
When people, you can't think about something without having an image associated with it or a sound associated with it or something subjective associated with it.

391
00:39:37,560 --> 00:39:39,200
So this taps into that.

392
00:39:39,580 --> 00:39:44,900
So, you want to avoid a potentially big situation before it gets any bigger.

393
00:39:46,140 --> 00:39:47,540
So that's for away from.

394
00:39:47,680 --> 00:39:55,620
For toward, I know you want to make the boss happy and if you do this, I know he'll have a big bright smile on his face.

395
00:39:55,620 --> 00:39:59,180
And the future you want in the company will be closer than ever.

396
00:39:59,180 --> 00:40:05,880
So we have here underlined big bright and that's a submodality word and then closer than ever.

397
00:40:05,880 --> 00:40:09,360
So brighter, closer, more attractive.

398
00:40:10,320 --> 00:40:11,720
Great.

399
00:40:12,300 --> 00:40:13,580
Alright.

400
00:40:14,460 --> 00:40:16,140
So now the fun stuff.

401
00:40:16,140 --> 00:40:17,820
The Milton model.

402
00:40:18,340 --> 00:40:23,980
Now, the Milton model is something that was developed by Milton H.

403
00:40:23,980 --> 00:40:27,440
Erickson well, something that was developed from the study with Milton H.

404
00:40:27,440 --> 00:40:44,140
Erickson and it's used to pace and lead a person's reality, to distract and utilize the conscious mind, to access unconscious resources and it's used for hypnotic induction, therapy and influence.

405
00:40:44,140 --> 00:40:47,840
I'm not going to go over all the details with it.

406
00:40:48,020 --> 00:40:57,100
I'll refer you to a book that goes over it in extreme detail but I'm going to give you a few little tools for it.

407
00:40:58,140 --> 00:41:02,780
But first let me talk about what pacing and leading means.

408
00:41:02,940 --> 00:41:06,180
Now I've already taught you basically what pacing is.

409
00:41:06,180 --> 00:41:09,200
Basically pacing is rapport.

410
00:41:09,840 --> 00:41:15,560
So once you've gained rapport with someone you're starting where they're starting.

411
00:41:21,430 --> 00:41:30,350
Pacing like how fast you're yeah, not pacing yeah, not pacing by walking back and forth.

412
00:41:30,350 --> 00:41:30,970
No, yeah.

413
00:41:30,990 --> 00:41:38,070
Pacing in the terms of you are, you're pacing them like you were walking next to them, right?

414
00:41:38,070 --> 00:41:40,610
And you're walking at the same speed as they are.

415
00:41:40,610 --> 00:41:43,270
And you can actually try this with someone.

416
00:41:43,770 --> 00:41:50,230
A really good pacing and leading experiment and I'll tell you that after I talk about leading.

417
00:41:50,230 --> 00:41:54,830
But pacing is basically you start where the other person is.

418
00:41:56,850 --> 00:41:58,550
So that's rapport.

419
00:42:00,010 --> 00:42:03,790
Also describing an ongoing experience can also do it.

420
00:42:03,790 --> 00:42:07,410
I'm a little bit short on time so I'm going to go a little bit quicker through this.

421
00:42:07,470 --> 00:42:15,450
Okay, so leading, once you've started where they're starting you can then begin to make suggestions very slowly.

422
00:42:15,550 --> 00:42:26,650
Usually it's you pace usually you pace and then you lead and then you pace again and then you lead some more kind of thing.

423
00:42:26,650 --> 00:42:33,930
I think it's actually pace, pace, pace, lead, pace, pace, lead pace, lead, lead, lead, lead, lead kind of thing.

424
00:42:36,210 --> 00:42:38,290
Indirect deep structure of sentence.

425
00:42:38,290 --> 00:42:44,290
There we go.

426
00:42:44,290 --> 00:42:47,630
Okay, so techniques for the Milton model.

427
00:42:47,630 --> 00:42:51,930
So basically, like I said before, the Milton model is the reverse of the Meta model.

428
00:42:51,930 --> 00:43:02,830
So it's whole purpose is to make communication vague but in a way that is leading the mind that you want to influence in a certain way.

429
00:43:03,830 --> 00:43:11,370
So one of the major techniques is ambiguity.

430
00:43:13,530 --> 00:43:20,630
And an example of ambiguity would be certain things might come to mind.

431
00:43:20,970 --> 00:43:27,670
You might say when you think about being relaxed certain things might come to mind.

432
00:43:27,710 --> 00:43:28,830
What does that mean?

433
00:43:28,830 --> 00:43:42,590
That means something personal to the person that you're talking to and that means that it's going to be them making the images and it's not you're not telling them think about the last time you were playing golf.

434
00:43:43,390 --> 00:43:45,290
Maybe you don't play golf.

435
00:43:45,290 --> 00:43:49,630
You're telling them certain things might come to mind and it's a lot more effective.

436
00:43:50,590 --> 00:43:53,410
Another one, people can.

437
00:43:53,410 --> 00:43:58,050
People can begin to feel more comfortable when listening to a good speaker.

438
00:43:58,390 --> 00:44:01,310
So who are these people, right?

439
00:44:01,670 --> 00:44:06,390
Are you talking about the audience?

440
00:44:06,390 --> 00:44:07,750
Are you talking about a speaker?

441
00:44:07,750 --> 00:44:09,710
Are you talking about people in a foreign country?

442
00:44:09,710 --> 00:44:11,170
You're just saying people.

443
00:44:11,570 --> 00:44:19,110
But in order to really understand that sentence, people will make certain assumptions about it.

444
00:44:20,490 --> 00:44:26,650
And so some people will assume that it's them and that's the goal of that one.

445
00:44:28,010 --> 00:44:38,390
So another one is presuppositions, which are assumptions that have to made in order to make sense of a sentence.

446
00:44:38,390 --> 00:44:45,550
These are really powerful because your mind has to process things that are given to it.

447
00:44:45,550 --> 00:44:51,090
You can't talk to someone and have them not process what you've told them.

448
00:44:51,090 --> 00:44:54,010
So your brain has to make sense of these things somehow.

449
00:44:57,970 --> 00:45:04,430
One of the ways of doing this is by saying something like, will you be more relaxed if you stand up or sit down?

450
00:45:04,670 --> 00:45:09,170
Seems like a pretty innocuous sentence, but what's the presupposition here?

451
00:45:09,250 --> 00:45:12,890
That you'll be relaxed no matter what.

452
00:45:16,030 --> 00:45:21,190
And Milton uses this and you can use this in your own way.

453
00:45:21,190 --> 00:45:26,870
I'm not here to tell you how to use this stuff, I'm just showing you how it's done.

454
00:45:27,670 --> 00:45:33,550
So after you've told me what I need to know, you can go back to what you were doing.

455
00:45:34,250 --> 00:45:39,250
So this of course has a presupposition that you're going to tell me what I need to know.

456
00:45:39,750 --> 00:45:42,210
So those are two examples of presuppositions.

457
00:45:43,150 --> 00:45:45,650
Another one is embedded commands.

458
00:45:49,630 --> 00:45:53,970
And there's a lot of myths about embedded commands.

459
00:45:54,050 --> 00:46:03,010
Some people think that embedded commands are like, you're just talking like this and you're just saying something, give me money, and you just keep talking.

460
00:46:03,010 --> 00:46:04,070
You know?

461
00:46:04,070 --> 00:46:04,550
Right?

462
00:46:04,550 --> 00:46:14,790
That's not an embedded command, although that's subliminal and there's been some research in that, that it actually works.

463
00:46:15,030 --> 00:46:25,590
But embedded commands are ways of structuring sentences with commands in them in a way that the sentence itself seems very innocuous.

464
00:46:25,590 --> 00:46:33,110
So for example, I don't know if you can listen carefully to what I have to say.

465
00:46:33,670 --> 00:46:38,450
Now, this is just, it doesn't mean anything.

466
00:46:38,450 --> 00:46:41,830
I don't know, I'm saying something about myself, I don't know if.

467
00:46:41,830 --> 00:46:47,150
But the command here is listen carefully to what I have to say.

468
00:46:47,710 --> 00:46:57,430
Now, one thing about commands that I should point out is the way to do it most effectively is to actually change the tone of your voice.

469
00:46:57,670 --> 00:47:02,510
We actually have different voice tones associated with different types of sentences.

470
00:47:02,510 --> 00:47:08,830
So if I say something and my voice goes up, it's sort of a question, right?

471
00:47:08,830 --> 00:47:14,870
If I say something and my voice doesn't do anything, I'm just dictating it.

472
00:47:14,870 --> 00:47:19,370
But if I say something and my voice goes down, it's a command.

473
00:47:19,890 --> 00:47:25,570
So what you want to do is you want to say it like, I don't know if you can listen carefully to what I have to say.

474
00:47:26,450 --> 00:47:34,350
It's hard to really pick up, but it's you just got to think about, you have to separate it in your mind.

475
00:47:34,350 --> 00:47:37,810
You think about, I don't know if you can listen carefully to what I have to say.

476
00:47:38,490 --> 00:47:43,490
And unless somebody knows NLP, they're not going to pick up on it.

477
00:47:43,490 --> 00:47:50,150
And if somebody does know NLP, they'll realize that you always have a choice to follow a command or not.

478
00:47:50,390 --> 00:47:53,710
It's not like, if I say this command, it's going to happen.

479
00:47:53,710 --> 00:48:01,390
It's just you always have a choice, but some people are more open to things in different contexts.

480
00:48:05,650 --> 00:48:12,010
When I talk people are able to listen carefully to what I have to say.

481
00:48:12,190 --> 00:48:13,850
This combines two different things.

482
00:48:13,850 --> 00:48:17,430
This combines ambiguity and embedded commands.

483
00:48:17,430 --> 00:48:18,590
Who are the people?

484
00:48:18,930 --> 00:48:20,610
And then you can see the command there.

485
00:48:21,250 --> 00:48:28,470
And the last one is a combination of a whole different things.

486
00:48:28,470 --> 00:48:38,790
It goes, you don't have to listen carefully to what I have to say, but as you do, you'll begin to realize how you can use NLP in your own life.

487
00:48:40,050 --> 00:48:42,390
And I hope you take that one to heart.

488
00:48:44,890 --> 00:48:46,710
Alright , so sources and resources.

489
00:48:46,710 --> 00:48:56,870
It's really hard to find good resources on NLP because there's a lot of people who think NLP is mind control or there's a lot of people who are making a whole shitload of money off NLP.

490
00:48:56,970 --> 00:49:00,070
I mean, 2,000 bucks for a week seminar.

491
00:49:00,070 --> 00:49:02,330
2,000 bucks for a weekend seminar.

492
00:49:03,130 --> 00:49:05,610
So I have some books that I'll show you.

493
00:49:05,610 --> 00:49:07,470
One of them is Introducing NLP.

494
00:49:10,330 --> 00:49:11,310
This one.

495
00:49:11,310 --> 00:49:13,990
It's a really great resource for NLP.

496
00:49:13,990 --> 00:49:18,750
It goes through just the Milton model, modeling, meta model.

497
00:49:18,750 --> 00:49:21,790
It goes through everything in one book.

498
00:49:21,790 --> 00:49:24,790
And you can pick this up Amazon, you know, wherever.

499
00:49:26,170 --> 00:49:30,450
The other one, it's one I was talking about before.

500
00:49:30,450 --> 00:49:32,730
NLP, The New Technology of Achievement.

501
00:49:33,110 --> 00:49:36,430
This book is really good because it's interactive.

502
00:49:36,470 --> 00:49:45,410
It actually, it teaches you NLP and all the different techniques, but it also takes you through all of the exercises.

503
00:49:45,410 --> 00:49:49,350
And the idea in therapy and NLP is you go first.

504
00:49:49,570 --> 00:49:54,650
If you want to use NLP, use it on yourself first or have someone else use it on you first.

505
00:49:55,410 --> 00:50:03,550
But this is a really good book even if you're not all that interested in NLP, but you're interested in self-help and things like that.

506
00:50:03,550 --> 00:50:04,910
This is a great book.

507
00:50:07,030 --> 00:50:19,970
And if you're really, really interested or even just sort of interested in Milton Erickson or indirect hypnosis, I would definitely suggest this book.

508
00:50:19,970 --> 00:50:22,450
This is The Patterns of the Hypnotic Techniques of Milton H.

509
00:50:22,450 --> 00:50:23,710
Erickson, Volume 1.

510
00:50:23,710 --> 00:50:25,030
There's two volumes.

511
00:50:25,030 --> 00:50:26,130
Get Volume 1.

512
00:50:26,130 --> 00:50:30,050
If you really like Volume 1, get Volume 2 because it's a lot more complicated.

513
00:50:30,230 --> 00:50:33,370
But this has a couple sections.

514
00:50:33,370 --> 00:50:38,190
One section goes over different articles written by Milton Erickson.

515
00:50:38,190 --> 00:50:42,250
Another section analyzes those articles by Richard Vandler and John Grinder.

516
00:50:42,250 --> 00:50:44,250
And then another section just gives you all the techniques.

517
00:50:45,110 --> 00:50:47,690
So, that is my talk.

518
00:50:47,690 --> 00:50:50,270
And I have like three minutes for questions.

519
00:50:56,170 --> 00:50:59,350
And if you have, I can take like one or two questions.

520
00:51:00,210 --> 00:51:02,130
I can take one or two questions, right?

521
00:51:03,230 --> 00:51:04,710
Come up to the mic, yeah.

522
00:51:07,070 --> 00:51:18,170
I was just wondering, would you use this technique like over a period of time to talk your boss into giving you a raise or a promotion or something along those lines?

523
00:51:18,190 --> 00:51:21,190
You could if you really wanted to.

524
00:51:22,850 --> 00:51:26,450
I would not suggest that you go out and do that now.

525
00:51:26,730 --> 00:51:30,150
But if you were to do it... He's not here.

526
00:51:30,230 --> 00:51:31,150
Oh, okay.

527
00:51:36,240 --> 00:51:38,400
Oh yeah, well if you want...

528
00:51:38,400 --> 00:51:40,000
These are just the books.

529
00:51:40,000 --> 00:51:41,440
These are just my display books here.

530
00:51:41,440 --> 00:51:45,000
If you want a free book, I can give you Writing Great Code.

531
00:51:46,620 --> 00:51:48,420
Who wants to write great code?