
SPECIAL
NOTE: Now
the secrets
to achieving
powerful,
permanent
and positive
change are
revealed for
you to start
applying to
your life!
The secret
to learning
and growing
from
every
one of
life’s
experiences
is OUT! The
knowledge
and life
perspectives
of the
world’s most
positive and
successful
people can
be yours to
apply in
your life
and share
with others
– in as
little as
TEN days!
You can be
on your way
to achieving
the life YOU
WANT in as
little as
ten days!
From the
desk of Dr.
Cherry A.
Collier
March 16th,
2008
Dear Friend,
Make no
mistake
about it.
The
people who
are living
lives of
abundance
and success
are doing so
because they
know and
apply
something
many aren’t
aware of!
They have
knowledge
and a life
perspective
that allows
them to
constantly
journey on
the road to
positive
change.
They are
continually
moving
forward and
striving for
something
better, with
amazing
results.
And they’re
enjoying
every
moment of
it!
These people
don’t
necessarily
have a huge
chain of
letters that
follow their
names, they
don’t have
some bizarre
brain
programming
given to
them by good
genes and
they haven’t
had an alien
experience
or anything
like that!
In fact,
we’re sure
you have
something in
common with
these
people!
It’s a fact
that the
majority of
these
successful
people are
ordinary
people who
have done
extraordinary
things – all
because they
know about
this certain
thing!
They come
from all
sorts of
backgrounds,
from
countries
all over the
world,
they’re men
and women,
they are of
all ages and
they come
from all
occupational
walks!
In other
words,
pretty
much every
demographic
is covered
in this
group of
successful
people we’re
referring to
– and you
too can be a
part of it.
You
just need to
know what
these people
know…
...and the
great news
is that
you have
the
opportunity
to learn
exactly what
it is that
these people
know and
achieve
success
with!
As you
already
know,
these are
ordinary
people who
have done
extraordinary
things in
their lives
all because
they know
and
apply
something
every day.
They’re not
‘chosen
people’ or
‘privileged’
in any way.
They have
just learnt
this special
secret if
you like,
that gives
them the
information
they need to
make success
– in every
area of life
– happen.
And you can
become one
of them too!
Imagine for
a moment if
you could
understand
all
of the
people and
situations
around you,
so you could
respond and
make the
right
decisions
regarding:
·
Communication;
·
Business;
·
Sales;
·
Persuasion;
·
Relationships;
·
Coaching;
·
Learning;
·
Education;
And imagine
if this
insight
could help
you truly
love
yourself, so
you could
then
approach the
world and
everybody in
it with all
the
confidence
you need to
make good
things
happen?
Now you
DON’T have
to imagine
because this
is EXACTLY
what the
successful
people in
the world
know how to
do – and are
doing
- right
NOW! That’s
because
successful
people know
and
understand
Neuro-Linguistic
Programming
(NLP)!
Now I bet
you’re
shaking your
head and
throwing
your hands
up in the
air saying,
“Dr. Cherry,
what on
earth is
Neuro-Linguistic
Programming?
It sounds
technical
and even
computer-related!”
Before you
dismiss NLP
as being
‘too
technical’,
allow me to
pleasantly
surprise
you!
NLP has
nothing
to do with
technology
or
computers.
It’s got
nothing to
do with
whacky,
pseudo
science
either. In
fact, it’s
not even
that
complicated
– yet it’s
incredibly
important to
everybody!
NLP is all
about
behaviors
and changing
behaviors.
It just
refers to a
set of
techniques
for the
mind, body
and spirit
that are
applicable
for change
in all areas
of our life
including:
·
Relationships;
·
Personal
Growth;
·
Communication;
·
Sales;
·
Management;
·
Career;
·
Education;
·
Sports; and
·
Therapy.
And we could
go on! In
short,
every
element of
our lives is
affected by
the change
techniques
of NLP that
we need to
implement to
improve our
lives and
make the
right
decisions.
To get the
most out of
your life,
you need
to apply
these
techniques!
That’s why
understanding
them is
absolutely
essential –
and you can
learn all
about them
with my,
“NLP Home
Study and
Virtual Lab
Certification
Training” in
just ten
days!
Ten days
is all it
takes for
you to learn
all about
this secret
to life that
many of the
world’s
successful
people live
and swear by
– despite
the complex
name of it!
And ten days
is all it
takes to
become
certified as
an NLP
Generalist!
Forget
boring text
books,
boring
lectures and
incredibly
difficult
and
stressful
exams! The,
“NLP Home
Study and
Virtual Lab
Certification
Training” is
a course
that will
get you
excited
about
yourself,
your life
and the
multitude of
opportunities
that bombard
you every
single day
of your
life!
And getting
excited is
what life’s
all about,
because when
you’re
excited
about life,
you’re
positive
about it –
and that’s
when things
just start
to happen.
You attract
great things
to you!
Combine this
with the
knowledge
you’ll learn
with this
NLP course,
and you’ll
discover how
to face life
– and its
challenges –
head on, so
you will
succeed and
improve your
life each
and every
time!
NLP gives
you the
tools you
need to
succeed in
all
areas of
your life!
And who
better to
teach you
the NLP
ropes than
me?
Now you
could sign
up for an
NLP course
taught by a
psychologist
with plenty
of practical
experience
OR you could
sign up for
this course,
taught by
me!
I’m Dr.
Cherry A.
Collier,
I love my
career, I
love my life
and I want
to help you
love yours
too!
I’m a
psychologist
with over 15
years of
experience
AND a great
deal of life
success to
my name!
As a
certified
NLP Trainer
and Master
Practitioner,
my job is to
motivate and
empower YOU!
In addition
to being a
psychologist,
I have had a
diverse
career as an
educator and
human
performance
improvement
consultant.
But that’s
not all!
I’m also a
motivational
speaker,
coach,
consultant
and
published
author with
a swag of
books to my
name – that
have helped
thousands
of people
worldwide!
And here are
just some of
my many
delighted
NLP
students,
sharing
their
experiences
learning
with me!
Sure, I
could go on
for hours
about my NLP
coaching,
but I think
it’s best to
leave the
real talking
to my
students.
Here’s what
just some of
them have
had to say
about my NLP
teaching
program:
“I began to
consider
that I was
in
possession
of limitless
potential as
I listened
to Dr.
Cherry
speak.
Reading her
book, “Move
out of Your
Own Way”,
was pivotal
for me. I
had always
considered
myself
somewhat
motivated,
but Dr.
Cherry
encouraged
me to tap
strengths
that I did
not even
know I had.
She revealed
to me some
flaws in my
thinking
that were
holding me
back, and I
have been
unstoppable
ever since.
Thanks to
Dr. Cherry,
I am now
operating at
100% and in
a career I
would have
never
thought
possible for
me before
her
influence.
Dr. Cherry
encouraged
me to follow
my dream of
teaching and
to further
my
educational
goals. I
hope that I
may be able
to pass
along even a
fraction of
the positive
energy and
inspiration
that Dr.
Cherry so
selflessly
shares with
thousands of
people on a
daily basis.
Her message
is powerful,
wise, and
infinitely
important.
Her delivery
is
empowering,
inspiring,
charismatic,
and no
nonsense. I
recommend
Dr. Cherry
to anyone
and everyone
who wants to
succeed!
There is
nothing that
I would
accept in
substitute
for my
experience
with her.
Dr. Cherry,
you are my
hero!
-
Christina
Searle,
Dallas
Georgia,
Research
Analyst
Emory
University
“Thank you
so much
again for
allowing me
to
participate
in such an
enlightening
experience.
Learning NLP
has been one
of the great
thrills of
my
intellectual
life and so
eye opening
that I
started
incorporating
it into my
interpersonal
relationships
the very
next day.
Once you
have been
exposed to
NLP, you
honestly
can’t shrink
your mind
back to
thinking in
your old
patterns.
Dr. Cherry
empowered me
with tools
that I see
as vital not
only for
success, but
for a truly
dynamic life
in every
facet of
experience.
Dr. Cherry
shines the
principles
of NLP
through her,
making the
practitioner
certification
spring to
life through
personal
experiences,
unequaled
intellect,
and a
teaching
style so
effective
that I have
yet to see
it matched.
There is no
material
that has
changed me
as quickly
and as
permanently
as NLP and
there is no
other person
who could
have given
such a
riveting
training
session! I
will be
personally
and
studiously
in debt to
Dr. Cherry
for all that
she has
given me.
Dr. Cherry
has a goal
to touch one
million
lives with
hers, and
every life
that I am
blessed to
touch, I
attribute to
her and hope
that I can
aid her in
fulfilling
such an
ambitious
endeavor.”
-
Brandon
Coblentz
“I completed
the 4-day
Accelerated
NLP
Practitioner
Certification
on April 14,
2005. Dr.
Collier
facilitated
the program.
I am
convinced I
now have a
set of
techniques,
skills and
approaches
that will
increase my
success in
marketing my
business and
supporting
my coaching
clients in
achieving
the highest
level of
success in
their
lives. Over
time, I
expect to
incorporate
my entire
learning
into my
business and
relationships.
I believe
this program
will enhance
living my
purpose and
my dreams in
a most
impactful
way.”
-
Doris
Shannon,
CEO/Principal
Coach,
www.coachsuccess.org
“I’ve always
been curious
about NLP
and I’m so
happy I
chose to
take the
accelerated
NLP
practitioner
training
taught by
Dr. Cherry.
A bundle of
energy and
inspirational
– she makes
NLP fun and
easy to
learn. As a
coach,
certified
through CTI,
I’ve already
been able to
put NLP to
work with my
corporate
clients, and
see it as a
significant
addition to
my coaching
tool kit.
Next up –
Time Line
Therapy –
taught again
by Dr.
Cherry!
That says
it’s all,
doesn’t it?”
-
Andrea
Bauer, CPCC,
Principal,
Andrea Bauer
Consulting
"After
meeting with
Dr. Cherry
privately I
landed 3
paid
speaking
opportunities
within 24
hours. Don't
hire her if
you don't
want
positive
change - she
delivers
nothing else
but that!
My initial
meeting with
Dr. Cherry
was over the
phone. I, an
experienced
coach and
seeker of
personal and
professional
expansion,
was in a
panic.
I needed
help fast.
Dr. Cherry
loves a
challenge
and within 2
hours of NLP
coaching she
deleted
several
limiting
beliefs
that were
creating
obstacles to
my business,
wealth
creation and
personal
interactions.
I loved her
caring,
daring and
knowledgeable
approach so
much I hired
to do a
private NLP
Practitioner
training in
California
for some of
the top Bay
Area
Executive
Coaches.
Don't be
fooled by
her youthful
appearance -
she is the
holder of
great
wisdom, a
brilliant
mind and
immense
personal
power.
My time and
money
investment
are already
paying me
back."
Mel Dewberry
Jones
Soul Purpose
Coaching
http://www.melaniedewberryjones.com/index.html
 |
|
| Listen to this message Jeff Hatchell http://www.overthetopcoaching.com/ |
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 |
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| Listen to this message Tony Magee, The Destiny Doctor
http://www.platinumstar.com/ |
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 |
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| Listen to this message Veronica Conway,CPCC http://www.tribecoaching.com/ |
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 |
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| Listen to this message from Andi Groomes
andi@greatnessempowered.com |
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 |
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| Listen to this message Jeff Hatchell http://www.overthetopcoaching.com/ |
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| Listen to this message Jeff Hatchell http://www.overthetopcoaching.com/ |
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The
introductions
and
testimonials
aside,
here’s the
really
exciting
part! I can
personally
coach you in
NLP, so you
can create
for yourself
the abundant
life you
desire and
deserve!
Sign up for
my, “NLP
Home Study
and Virtual
Lab
Certification
Training”
and here’s
what you’ll
learn and
how your
life will
change for
the better!
I cover for
you all the
essentials
you must
know about
NLP, so you
can apply
these
techniques
to your life
and share
them with
others!
Here’s what
you can
expect to
get out of
the course.
You will
learn:
P
How to
create
RAPPORT:
Believe it
or not, many
people
struggle
with this to
their
detriment!
In this
course,
you’ll learn
how to
create
rapport with
amazing
results each
time!
P
How to
master
LANGUAGE and
COMMUNICATION:
Again, it’s
an area so
many
struggle
with. What
you will
learn in
this course
will teach
you how to
communicate
effectively
with
everybody
around you.
P
How to
enhance your
SENSORY
ACUITY:
Learn
everything
you need to
know to
increase
your sensory
awareness
and discover
how to learn
things
easily!
Handy skills
for
everybody to
have – and
essential
for success!
P
How to gain
control of
your
INTERNAL
REPRESENTATIONS:
Perspective
is so
important in
shaping our
responses
and ability
to make the
right
decisions.
Getting
control of
internal
representations
is what this
is all
about!
P
How to use
your
INTERNAL
REPRESENTATIONAL
SYSTEMS:
Learn how to
read the
world and
the people
around you,
so you can
make the
right
decisions
and respond
in the very
best ways!
Also, see
how you see
the world
and how it
can be even
better!
P
The
strategies
of HUMAN
BEHAVIOR:
All of the
essential
skills for
learning,
buying and
motivation,
decision-making
, persuasion
and
relationships
are covered
in this
section!
P
How to
master the
art of
ANCHORING:
Here you
will learn
all about
those
triggers
that alter
our state of
mind. The
four keys to
anchoring,
chaining
anchors and
procrastination
elimination
are just
some of the
areas
explored
here!
The
art of
REFRAMING:
Reframing is
all about
viewing a
negative
behavior in
a more
positive
light, with
a view to
implementing
and new and
more
positive,
beneficial
behavior.
We explore
context
reframe,
meaning
reframe and
focus on the
NLP model of
therapy and
resolving
phobic
behavior to
name a few.
P
How to gain
TOTAL
CONTROL of
your life:
You’ll learn
how to move
through your
own internal
blocks and
those of
others, how
to eliminate
negative
emotions,
beliefs and
decisions.
You’ll also
learn how to
make the
right
decisions,
understand
what you
really want
and get
motivated –
and stay
that way!
P
How to
CREATE the
kind of
future you
really want:
You’ll learn
how to make
the life you
want
HAPPEN! You
will learn
how to
understand
your own
internal
time machine
and discover
how it
creates your
future.
You’ll also
learn how to
make your
goals come
true,
eliminate
limiting
beliefs and
decisions
and you’ll
also learn
how to
visualize
your future,
so it’s more
compelling,
exciting and
motivating
for you!
You’ll learn
absolutely
everything
you need to
learn in
order to
effect
positive
change in
the areas
of:
P
Personal
Finance;
P
Career;
P
Business;
P
Relationships;
P
Health;
P
Fitness; and
P
Mental
Health!
In other
words,
every area
of your life
can – and
will - be
transformed
when you
successfully
apply the
NLP
techniques
you’ll learn
from me!
You get ALL
of this from
one very
exciting and
dynamic home
study course
– and you
can get
started
TODAY!
Although
each of the
virtual home
study
sessions are
scheduled on
a certain
date and at
a certain
time, our
unique
process gets
you started
right away
with the
pre-study
training,
homework,
live tele-courses
and labs!
These are
ready and
waiting for
you to start
whenever you
like as soon
as you
enroll!
And
once the
scheduled
virtual
sessions
start,
you’ll start
enjoying our
small and
intimate
group
learning
approach in
the comfort
of your own
home! The
NLP
essentials
are taught
in virtual
sessions
which use
video
conferencing,
webinar and
teleconferencing
delivery
methods.
There’s
plenty of
opportunity
for asking
questions
and of
course
healing your
past so you
can gear up
for the
amazing
future you
can prepare
yourself and
your
students
for!
Learn the
essentials
in the
virtual
sessions,
and practice
your skills
in our
virtual
labs!
There’s also
the
opportunity
to test out
your new
skills with
an
accountability
partner
offline!
Also! This
course is
fully
accredited
so you can
become a
fully
certified
NLP
Generalist!
So in
addition to
helping
yourself by
discovering
the life
success
techniques
of NLP,
you’ll also
be certified
to work with
others on
these same
life-changing
techniques!
That’s
because
the “NLP
Home Study
and Virtual
Lab
Certification
Training”
course meets
the
standards of
the American
Board of
Neuro
Linguistic
Programming.
Your
certification
has
worldwide
recognition
and it’s
also
recognized
by the Time
Line Therapy
Association
and American
Board of
Hypnotherapy!
Once the
learning and
lab modules
are
completed,
you will
submit
certification
test and
receive
certification
support at
course
completion.
You’ll even
be welcome
to attend
any live NLP
course I
host as a
participant
for $500!
And if you
assist with
the course,
it’s free!
In other
words,
in just ten
days, you
will have
the
qualification
you need to
become a
certified
NLP
Practitioner
and stay in
touch with
our
education
programs –
the
beginning of
a whole new
way of life
for you and
many others!
Get on track
and make
your new
life
happen!
Enroll today
in, “NLP
Home Study
Course and
Virtual Lab”
for the
special,
limited
time, early
bird price
of just
$3500
$3000! But
hurry! It’s
available
only to the
first 5
people who
enroll!
Now that’s a
fraction
of what you
would pay to
do many NLP
courses that
lack the
real life
experience
and
excitement
this course
will offer
you!
Also, my
course
provides you
with the
benefit of a
small,
intimate
learning
experience.
No classes
with crowds
of people
here!
I’m
a big
believer in
small group
learning,
because I’m
a big
believer in
providing a
personalized
education!
It’s the
best way to
learn and
it’s the
easiest way
for me to
make myself
available to
answer your
questions!
And that’s
why my
course is
taught as it
is.
Put simply,
you won’t
find a
course as
comprehensive
and as
personal at
this price!
And to make
the offer
even more
affordable
for you…
…you can pay
by the
month!
No big lump
sum, upfront
payment if
you can’t
afford it!
If you
choose to
pay by the
month, you
pay just
$250.00 per
month
for 12
months!
Pay the
entire
course
amount of
$3000
upfront or
pay by the
month – the
choice is
yours and so
is the
convenience!
Also,
either way
you can
still take
advantage of
our
incredible,
limited
time, early
bird price
of just
$3000 total
– even if
you pay by
the month!
It’s a great
deal isn’t
it?
But the deal
gets even
better! I’m
throwing in
a MP3 NLP
course as
well valued
at $595 –
ABSOLUTELY
FREE – but
ONLY if you
are an early
bird
enrollee!
And
only the
first 5
people to
enroll will
be in that
early bird
group to get
the course
tuition for
$3000 and
receive the
FREE NLP MP3
course!
The MP3
course is
professionally
produced and
ready for
you to start
listening to
right away!
It’s the
perfect way
to get ready
for the
certified
course and
you can
listen to it
anywhere,
any time!
As an early
bird, it’s
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WHAT IS NLP?
A MODEL OF
COMMUNICATION
AND
PERSONALITY
Neuro
Linguistic
Programming
(NLP) began
as a model
of how we
communicate
to ourselves
and others
which was
developed by
Richard
Bandler and
John
Grinder.
This model
explains how
we process
the
information
that comes
into us from
the outside.
The belief
is that "The
map is not
the
territory."
And so the
internal
representations
that we make
about an
outside
event are
not
necessarily
the event
itself.
Typically,
what happens
is that
there is an
external
event and we
run that
event
through our
internal
processing.
We make an
Internal
Representation
(I/R) of
that event.
That I/R of
the event
combines
with a
physiology
and creates
a state.
"State"
refers to
the internal
emotional
state of the
individual
-- a happy
state, a sad
state, a
motivated
state, and
so on. Our
I/R includes
our internal
pictures,
sounds and
dialogue,
and our
feelings
(for
example,
whether we
feel
motivated,
challenged,
pleased,
excited, and
so on). A
given state
is the
result of
the
combination
of an
internal
representation
and a
physiology.
So what
happens is
that an
event comes
in through
our sensory
input
channels
which are:
Visual
Including
the sights
we see or
the way
someone
looks at us;
Auditory
Including
sounds, the
words we
hear and the
way that
people say
those words
to us
(unless you
specifically
want variety
in form);
Kinesthetic
Or external
feelings
which
include the
touch of
someone or
something,
the
pressure,
and texture;
Olfactory
Which is
smell; and
Gustatory
Which is
taste.
The external
event comes
in through
out sensory
input
channels and
it is
filtered --
we process
the event.
As we
process the
event, we
delete,
distort, and
generalize
the
information
that comes
in,
according to
any number
of several
elements
that filter
our
perception.
Deletion:
Deletion
occurs when
we
selectively
pay
attention to
certain
aspects of
our
experience
and not
others. We
then
overlook or
omit others.
Without
deletion, we
would be
faced with
much too
much
information
to handle
with our
conscious
mind.
Distortion:
Distortion
occurs when
we make
shifts in
our
experience
of sensory
data by
making
misrepresentations
of reality.
In Eastern
philosophy
there is a
well-known
story of
distortion
in the rope
versus snake
analogy. A
man walking
along the
road sees
what he
believes to
be a snake
and yells
"SNAKE."
However,
upon
arriving at
that place
he is
relieved as
he discovers
that what he
sees is
really only
a piece of
rope.
Distortion
also helps
us in the
process of
motivating
ourselves.
The process
of
motivation
occurs when
we actually
distort the
material
that has
come into us
that has
been changed
by one of
our
filtering
systems.
Generalization:
The third
process is
generalization,
where we
draw global
conclusions
based on one
or two
experiences.
At its best,
generalization
is one of
the ways
that we
learn, by
taking the
information
we have and
drawing
broad
conclusions
about the
meaning of
the effect
of those
conclusions.
Normally,
the
conscious
mind can
only handle
7 (plus or
minus 2)
items of
information
at any given
time. Of
course, many
people can't
even handle
this number,
and I know
people who
are a "1
(Plus or
minus 2)."
How about
you? Try
this: Can
you name
more than 7
products in
a given
product
category,
say
cigarettes?
Most people
will be able
to name 2,
maybe 3
products in
a category
of low
interest and
usually no
more than 9
in a
category of
high
interest.
There is a
reason for
this. If we
didn't
actively
delete
information
all the
time, we'd
end up with
much too
much
information
coming in.
In fact, you
may have
even heard
that
psychologists
say that if
we were
simultaneously
aware of all
of the
sensory
information
that was
coming in,
we'd go
crazy.
That's why
we filter
the
information.
So, the
question is,
when two
people have
the same
stimulus,
why don't
they have
the same
response?
The answer
is, because
we delete,
distort, and
generalize
the
information
from the
outside.
We delete,
distort and
generalize
the
information
that comes
in from our
senses based
on one of
five
filters. The
filters are,
Meta
Programs,
belief
systems,
values,
decisions,
and
memories.
Meta-Programs:
The first of
these
filters is
Meta
Programs.
Knowing
someone's
Meta
Programs can
actually
help you
clearly and
closely
predict
people's
states, and
therefore
predict
their
actions. One
important
point about
Meta
Programs:
they are not
good or bad,
they are
just the way
someone
handles
information.
Values:
The next
filter is
values. They
are
essentially
an
evaluation
filter. They
are how we
decide
whether our
actions are
good or bad,
or right or
wrong. And
they are how
we decide
about how we
feel about
our actions.
Values are
arranged in
a hierarchy
with the
most
important
one
typically
being at the
top and
lesser ones
below that.
We all have
different
models of
world (an
internal
model about
the world),
and our
values are
the result
of our model
of the
world. When
we
communicate
with
ourselves or
someone
else, if our
model of the
world
conflicts
with our
values or
their
values, then
there's
going to be
a conflict.
Richard
Bandler
says,
"Values are
those things
we don't
live up to."
Values are
what people
typically
move toward
or away from
(see Meta
Programs).
They are our
attractions
or
repulsion's
in life.
They are
essentially
a deep,
unconscious
belief
system about
what's
important
and what's
good or bad
to us.
Values
change with
context too.
That is, you
probably
have certain
values about
what you
want in a
relationship
and what you
want in
business.
Your values
about what
you want in
one and in
the other
may be quite
different.
And
actually, if
they're not,
it's
possible
that you may
have trouble
with both.
Since values
are context
related,
they may
also be
state
related,
although
values are
definitely
less related
to state
than are
beliefs.
Beliefs:
The next
filter is
beliefs.
Beliefs are
generalizations
about how
the world
is. One of
the
important
elements in
modeling is
to find a
person's
beliefs
about the
particular
behavior we
are trying
to model.
Richard
Bandler says
"Beliefs are
those things
we can't get
around."
Beliefs are
the
presuppositions
that we have
about the
way the
world is
that either
create or
deny
personal
power to us.
So, beliefs
are
essentially
our on/off
switch for
our ability
to do
anything in
the world.
In the
process of
working with
someone's
beliefs,
it's
important to
elicit or
find out
what beliefs
they have
that cause
them to do
what they
do. We also
want to find
out the
disabling
beliefs, the
ones that do
not allow
them to do
what they
want to do.
Memories:
The fourth
element is
our
memories. In
fact, some
psychologists
believe that
as we get
older, our
reactions in
the present
are
reactions to
gestalts
(collections
of memories
which are
organized in
a certain
way) of past
memories,
and that the
present
plays a very
small part
in our
behavior.
Decisions:
The fifth
element, and
related to
memories, is
decisions
that we've
made in the
past.
Decisions
may create
beliefs, or
may just
affect our
perceptions
through
time. The
problem with
many
decisions is
that they
were made
either
unconsciously
or at a very
early age,
and are
forgotten.
These
filters will
determine
our internal
representation
of an event
that is
occurring
right now.
It is our
internal
representation
that puts us
in a certain
state, and
creates a
certain
physiology.
The state in
which we
find
ourselves,
will
determine
our
behavior.
Remember
that in this
model the
map, the
I/R, is not
the
territory.
Our every
experience
is something
that we
literally
makeup
inside our
heads. We do
not
experience
reality
directly,
since we are
always
deleting,
distorting,
and
generalizing.
Essentially,
what we do
experience
is our
experience
of the
territory
and not the
territory
itself.
As early as
the late
60's and
early 70's
communication
studies
indicated
that
nonverbal
behavior
played an
important
role in
communication:
(Mehrabian,
A and R.
Ferris
(1967),
'Inference
of attitudes
from
non-verbal
communication
in two
channels',
The Journal
of
Counseling
Psychology,
31, pp
248-52;
Argyle, M,
F. Alkema
and R.
Gilmour
(1970), 'The
communication
of friendly
and hostile
attitudes by
verbal and
non-verbal
signals',
European
Journal of
Social
Psychology,
1, pp
385-402;
Birdwhistle,
R (1970),
'Kinesics
and
Context',
Philadelphia:
University
of
Pennsylvania).
Researchers
determined
that just 7%
of what we
communicate
is the
result of
the words
that we say,
or the
content of
our
communication.
38% of our
communication
to others is
a result of
our verbal
behavior,
which
includes
tone of
voice,
timbre,
tempo, and
volume. 55%
of our
communication
to others is
a result of
our
nonverbal
communication,
our body
posture,
breathing,
skin color
and our
movement.
The match
between our
verbal and
non-verbal
communication
indicates
the level of
congruency.
HOW DO YOU
ACCESS
POSITIVE
STATES?
Based on the
information
so far, we
are ready
now, to
discover how
to put
people into
state.
Actually, if
you did the
rapport
exercise,
you already
know how to
put people
into state.
The process
of going
into rapport
with someone
does indeed
put them
into. In
fact, if
you're
pacing and
leading the
person, just
your going
into a state
will put
them into
that state.
(Remember, a
state is
made up of
an I/R. and
a
physiology.)
So the first
step in
putting
people into
state is to
establish
rapport. The
second step
is to put
yourself
into the
state you
want to
establish in
them.
The next
step is to
say, "Can
you remember
a time when
you were?..
(the state
you want
them to
access)."
For example,
"Can you
remember a
time when
you made a
decision
easily and
quickly,
when you
were totally
decisive?..
(for
decisiveness)."
Or, "can you
recall a
time when
you
purchased
something
that you
were very
happy
with?.. (for
buying
state)."
What will
happen is
that people
will
literally go
inside and
do a search
of their
memory to
discover
that
particular
time. If you
have them do
enough of
that (such
as happy
buying
state), they
will connect
(or link)
you to that
state.
The question
may come up,
what if
they're
resistant,
or ask you,
"Why are you
asking me
this stuff?"
I had that
happen once
when I was
signing up a
new client.
And I was
asking him
to recall
all sorts of
outrageous
stuff. He
said, "I
can't
believe I'm
sitting here
answering
all your
crazy
questions!"
I said, "I
know! I
can't
believe it
either! Why
are you
doing that?"
He answered,
"You know, I
just feel
like I'm
very close
to you."
Bandler and
Grinder say,
"There are
no resistant
patients,
only
resistant
therapists."
So before
you ask
outrageous
questions,
establish
rapport.
Then you can
do anything,
and they'll
forgive you.
One more
thing you
can do in
advance is
to set the
frame about
what you're
going to do.
Here are
some nice
frames to
put around
the process
of putting
someone into
state:
"As we sit
here talking
about your
business,
I'm
beginning to
wonder if it
would be
appropriate
to ask you
now, to
recall a
time..."
"That
reminds me,
can you
remember a
time when
you were
totally
decisive,
now..."
"You know, I
was
wondering,
can you
recall a
time when
you made a
business
decision
that was a
big win for
you, and
made you
lots of
money?"
"And as I
ask you so
many
questions,
you may
wonder what
it would be
like to be a
client, and
as you
wonder, if
you could
just imagine
being a
client now,
you'd
probably
find that it
would be
easier to
make the
right
decision..."
"Your
telling me
about your
business
reminds me
of a time
when I
(pause),
well gee, I
wonder if
you can
recall a
time when
you totally
were
satisfied
with a
purchase you
just made."
And they'll
oblige you
by going
right into
that state.
Remember
that a state
is made up
of an
internal
representation
and a
physiology.
So, your
asking them
to make an
internal
representation
of a time
when they
were (for
example)
satisfied
with
something
puts them
right back
into that
state. And
when you
have access
to a state,
what you
want to do
then is to
anchor it.
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