Simplest NLP Pattern

The Simplest NLP Pattern To Use In the last newsletters nlp1.html  and nlp2.html we demonstrated why certain NLP techniques don’t work in print and the one thing you MUST do to get these patterns to explode your conversion rates. In nlp3.html we introduced the concept of criteria which we will expand upon. And in nlp4.html we began to explain how to elicit criteria.  Innlp5.html we introduced the concept of misdirection. In nlp6.html we began the concept of changing criteria. Innlp7.html we revealed the contest winner.  It Doesn’t Get Any Easier Than This… Some people have written to me and asked if there are any easier NLP patterns to use in your copy and I hasten to respond to your needs. I’m about to share the simplest pattern with you and it’s so drop dead easy to you, it would be natural to question its effectiveness. In fact, it calls into question a major principle of copy.  So stick with me for this and you’ll no doubt learn something.  In fact, this is the single pattern you can imediately use – even if you are a beginner – and you’ll thank me for it later. Did you discover the pattern already?  What, Kilstein you’ve been doing something? Yes, it’s called a connecting strategy. Take two sentences and link them with the word “and”. Is that all there is to it? No but don’t make this too hard. Typically, the pattern runs like this: (using the example from above) In fact, this is the single pattern you can immediately use – even if you are a beginner – and you’ll thank... read more

Death of An NLP Legend

A legend passed away yesterday. Frank Farrelly, the author of Provocative Therapy, passed away recently. Frank was the most obnoxious lovable guy you could ever meet. He stunned people in therapy by deliberately provoking people in therapy and getting them to open up. The first time I read his book, Provocative Therapy I couldn’t believe anyone would recommend the book. But soon I saw Frank’s effectiveness. I have some very old recordings of Bandler and Grinder modeling Frank at a live therapy session. Bandler’s voice was entirely different than it is today. If you listen carefully, you’ll hear that Bandler adopted Frank’s voice after an intensive modeling session. The best way to learn about Frank is to listen to a recent seminar he did in NYC with my friend Doug O’Brien. The man was brilliant. You can get the DVDs here from Doug. That’s NOT an affiliate link. Frank was one of the people NLP was based upon. Study his work. Rest in peace... read more

Richard Bandler Working With A Client

In copywriting, there’s nothing better than watching Gary Halbert, John Carlton, or Jay Abraham work with a business live. In NLP, it’s watching Richard Bandler work live with a client. Here are two videos featuring Richard working with a client: and here’s part two The most amazing part to me is how Richard makes it all seem so simple. What do you... read more

The New World of NLP Copy

Copywriting is changing. We are seeing more and more people moving away from long copy and finding more people moving to video. For the world of NLP, this is truly a blessing. Now, in addition to words on paper, we can actually use volume and tonality to mark off the message. But with the exception of Eben Pagan, we’re just not seeing it online today done with any artful planning. Plus, with the shorter copy in use today, it is incumbent upon the NLP Copywriter to use the language patterns to get the reader to take action much more rapidly. Think about the words that would FORCE a person to take action. What would you... read more

Manipulative NLP – Stop It With The Hands!

Many years ago, I took a training with John Childers who all the marketing gurus swore by. He supposedly taught speaking skills that would show you how to sell from the platform. But what made me take this super expensive course was the idea that he combined NLP with selling. I was so bored. My dogs had more effective NLP skills. I took more bathroom breaks during that seminar than any other. I couldn’t believe I had gotten suckered in to this program. And at the end of the program, he sold another program. Yes, he had secretly planted the overwhelming desire for us to purchase his next expensive program. Yawn. I had no desire to continue my studies and I was amazed at the big name people who gave him credit for increasing their sales. What was it that PT Barnum said about suckers being born any minute? So now there’s another breakthrough NLP discovery used in video and selling. Ready? Stop yawning. I haven’t told you yet. Okay here it is. When you are talking, when you talk about your prospects shake your hands in the direction of your prospects. When you talk about you, point to you. Now don’t you feel an overwhelming desire to send me money? Didn’t think so. When you see someone using this technique, they are trying to manipulate you. And they are setting you up for the sale. A real sale is when you connect with the buyers wants and needs and your ability to fullfil them. No hand shaking needed. Harlan PS. I just saved you about $50,000 in advanced... read more

Trained Baboons And Hypnosis

When I learned hypnosis, I learned it in an NLP center in Ericksonian style. It wasn’t until much later that I was exposed to non-Ericksonian hypnosis. I can’t say that I liked it very much. Especially the rapid inductions. Grabbing someone’s head, shaking it, and yelling “Sleep!” would scare the bejeebers out of anyone. And then I heard the story of a hypnotist who tried this in his office with an elderly client and hurt her neck. Whoops. There’s a fabulous movie Marjoe about a young boy who is born as a preacher. From the ages of 4-14 he saves people all across the United States. As a teen, he gets disgusted and walks away from the business. In his twenties, he returns to the road with some video cameras to record his preaching and performance in church. The cameras are rolling as Marjoe gets people to faint – sometimes a whole line of people at one time – just be pointing at them. And that’s when you need to understand the concept of the trained baboon and hypnosis. The training baboon is conditioned how to behave by watching others. You know what they say, “Money See. Monkey Do.” So it doesn’t really matter if the goal of the money is to get people to faint at a religious revival meeting or go into a deep trance. I suggest to you that if you go up to a total stranger on the street, grab their head, shake it and yell “sleep!” you’re going to find yourself punched in the head. Get my point? PS. The movie Marjoe won an... read more

The Ghost of Dave Dobson

The last time I saw Dave Dobson was in the nursing home in Friday Harbor located on his beloved San Juan Island. Dave had retired to the San Juan Islands but I pulled him out of retirement to begin doing Fun Shops again. He was one of the most amazing and incongruent teachers I ever met. Amazing because of the keen insights he had on human nature and helping people evolve. And incongruent because of his fear that someone was going to rip him off and steal his life’s work. At times Dave would roar “Rip me off dammit. Just use my stuff.” And at other times, he would accuse people of stealing his teachings. And after a lifetime of teaching, he made sure no one else would be able to do his work. He left behind no writings other than a book I had transcribed for him as a birthday present. His Fun Shops recordings aren’t very useful to people who can’t see the non-verbals Dave was using. And the video recordings Dave hoarded will probably never see the light of day and even if they did – Dave forbade anyone from ever explaining his work. That’s why 20 years from now, no one will have heard of Dave Dobson – one of the greatest hypnotists who ever lived. On the other hand, there is a legacy of teachings of Milton Erickson. Maybe some of the people teaching Ericksonian hypnosis got it wrong. Maybe they are mis-teaching what Milton tried to give over. But Milton spent a life time making sure his techniques and content got out there.... read more

Certify Me – I’m Incompetent

I just returned from Israel and met dozens of people who claim to have trained in NLP. My friend and teacher Menachem Kasdan was recently called in to certify a group of people as NLP Practitioners. What he found was shocking. These people were completely unable to understand basic terms such as calibration. They didn’t know what the meta-model was. They never heard of the Milton model. And yet, they professed to be knowledgeable in NLP. Which of course leads someone to ask a question, what makes a person competent? Dave Dobson never certified anyone in Other Than Conscious Communication. Why? Because he didn’t believe certification based on the classroom counted. It was what you did with it out in the real world that was important. The latest trend is teaching NLP online. You never meet the trainer. They never get to observe you. You never work in small groups with people. Never get feedback. Of course, it goes without saying your skill level is going to be very weak. In order to learn NLP effectively, you need to get feedback from someone with a high level of... read more

Obnoxious NLP

Is the goal of personal change work to be nice or to be effective? Some of the most effective NLP interventions haven’t been very nice? When Tony Robbins asked a woman crying her eyes out, “Who peed on your face?” It wasn’t particularly nice. But it was effective. It interrupted the patten and enabled the woman to deal with her problem. When Richard Bandler finds out a certain tonality disturbs a person and deliberately uses it again and again to move a client, he isn’t being particularly nice. But he is being effective. So how can you know when you’ve gone too far? The key is rapport. When you are working one on one, in person or on the phone, you can maintain your rapport. But when you are working via copy, how can you check rapport? For example, one fabulously successful site created negative rapport with the readers. It was called “RIch Jerk.” People actually looked forward to his insults. I wrote an email for him to mail and it was filled with insults. But his audience loved it. What made people stay with that copy despite it’s insults? Your thoughts... read more

Why You Should Learn Hypnosis

How You Can Help Yourself And Others Change One of my favorite sayings is “the only person who likes change is a wet baby.”  If you think about it, most people don’t change very readily. They dig in their heels and defend themselves saying, “It’s my way or the highway.” Getting someone to change a single bad trait could take a lifetime of work… or… It could take 25 minutes. The first hypnotic induction I ever learned rapidly became my favorite.  Using this exact hypnotic induction I was able to: cure dozens of teenagers who secretly wet their beds help people who were unable to grieve for a close relative cure a severe eating disorder help someone eliminate a lifetime of angry tantrums and outbursts assist students in increasing their grades on college entrance exams and so much more Learning how to induce trance is the single biggest mystery that faces new students of NLP and hypnosis when it’s really quite simple. Using this video I’ve created you will discover: the indicators of trance. You’ll be able to see what happens to the clients eyes, their facial muscles, their head position, and their breathing. How did you get their eyes to close? Watch the simple steps I’ll show you. What do you say to the person so you match their internal experience? Follow along with the transcript I provide. Finally, how can you make a hypnotic experience so pleasant, people want to savor every minute. I’m about to reveal this right now. A number of years ago, I created a recording of a hypnotic induction of a young woman.... read more

The Deeper Deeper Game

If they turned out doctors the way they turned out hypnotists, people would die like flies. Most hypnotists don’t know that they don’t know. It goes back to a classic debate on the style of hypnosis. There is the direct authoritarian style hypnosis. “You will go deeply into a trance.” Or there is the Ericksonian permissive style, “I’m curious if you are comfortable enough to allow your eyes to close.” Well, which gets better results? At best, 20% of the population responds to direct suggestion. That means if you use direct hypnosis, 80% of the population is going to show no results – other than getting annoyed. The Ericksonian permissive style allows you – as Erickson said – to do something new with every patient you meet. My teacher Dave Dobson used to say when you are doing hypnosis, there is an amazing feedback device in front of you. It’s called a client. Yet most people who do direct hypnosis don’t pay any attention to the client. What do they pay attention to? Their script! When I opening my hypnosis office, I interviewed a lot of hypnotists. My interview was to put them in the room with a volunteer client and watch them on closed-circuit camera. One lady came into the room, found out the client wanted to lose weight, didn’t bother to ask any questions, went out of the room to her car to get her script, and read it to the patient. When I asked, why didn’t you look at the patient she answered, “I didn’t need to. I had the script in front of me.” Other... read more

The Great Swipe War

Since the dawn of time the debate has continued.  The best copywriters in the world amass huge swipe files. They trade their swipes like kids trade baseball cards. “I’ll give you a Willie Mays and Hank Aaron for a Mickey Mantle.” “I’ll give you a rare Carlton B2B letter and an unpublished Halbert ad for a Jim Rutz magalog.” Learning how to artfully swipe is probably the most important skill a copywriter can have. Unless you’ve never written a word of copy in your life yet position yourself as an expert. Recently, such an expert (who was recently fired from their job for blowing off their biggest JV partner who made them millions) proclaimed that swiping is bad form. Hope they share that with the Wall Street Journal. Their famous Wall Street Journal letter was a swipe of an early 20th century letter. And the new control was a direct swipe of the former control (even word for word). But for this NON-EXPERT swiping isn’t copy. Excuse me.  That’s Dan Kennedy on the other line.  He just spit up his coffee because he NEVER writes copy.  He just swipes his old stuff again and again. Now if you’re swiping copy by plugging in word for word, you’re totally missing the boat. There’s an ART to swiping copy. And I showed how all the top copywriters do it. And at a seminar years ago, I brought in the legendary David Gordon who modeled me live and discovered the secrets of how I produce million dollar swipes time after time. Now, you can sit and stare at the blank screen for... read more

Change Personal History

The classic NLP technique with a very important twist… Break Free of The Chains That Bind You In Your Life Change Your Personal History With This Top NLP Trainer Doug O’Brien is recognized throughout the world as one of the top NLP trainers. He’s just done something that was nearly impossible. He’s taken the old NLP Change Personal History and made a significant change that is really good news for you. Here’s what this is all about: The Change Personal History was one of the main NLP techniques. It effectively erased years of trauma, negative messages, and self-defeating behavior. It’s a powerful technique that gets great results but there’s just one drawback. It Takes Two To Tango The way the technique was designed, it took two people to make this technique work. But now, Doug has reworked the technique so you can perform this technique on your own. So why would you want to perform this technique? Well, imagine years of negative talk in your mind. Perhaps originally planted there by a teacher or a parent. It may have left some damage that has affected the way you interact with your friends, family or loved ones. Or imagine a traumatic episode when you were a child that left a lasting impression. Could this be holding you back from success right now? Doug O’Brien has made it simple to make powerful changes in your life. “There are only a handful of people in the country whom I have personally trained and am totally confident in recommending. Doug O’Brien is one of these few.” – Anthony Robbins, Author of “Unlimited Power”... read more

Dr Dave Dobson on Pattern Interrupts

One of the greatest lessons Dave Dobson taught was about interrupting patterns. On the Internet, we think of the “Kern method” of interrupting people’s patterns in their daily lives so we can sell better. Dave wasn’t in to that at all. He detested selling himself. He thought the best advertisement was helping someone get to a better place. And the way he did it very often was by interrupting peoples’ patterns. Dave was a brutal lion on the outside but a gentle pussy cat on the inside. One minute he would roar and the next minute he would drop into his hypnotic voice and begin talking funny to you. Dave loved a good joke. Blond jokes. Dirty jokes. Jewish jokes. He didn’t discriminate. If it was funny, he would laugh at his own jokes until his body shook. But Dave didn’t just tell jokes. He was using them strategically to interrupt peoples’ patterns. I went to see Dave when my hypnosis business was failing. I was at wits end. And Dave just started telling really bad jokes. Finally, I had to crack a smile and Dave asked me a question, “When was the last time you sang I’ve been working on the railroad?” Dave insisted that I sing that song when I paid my bills. Eventually people would wonder why they heard the words of the song coming from my office. But here’s where the magic came in. From the day I began singing “Ive Been Working on the Railroad,” my business turned around and it began to soar. Dave’s birthday was June 30 and I miss the old... read more

Pattern Interrupts: Was It Good For You?

What makes this pattern interrupt effective? 1. It’s completely unexpected compared with what you can assume from the video. 2. Your brain does all of the processing. 3. The commercial is extremely subtle.  If you have a rapier, you don’t need a club. The use of humor in written copy is very hard to control.  However, the use of humor in radio and television commercials can be very effective. Who will be the first to use humor effectively in Internet marketing? Now go buy this before the price increase… The Art of The... read more

The Art of The Swipe

Produce Letters Like An A-Level Copywriter Even If You’ve Never Written A Word of Copy In Your Life Here’s an experiment I would like you to do right now. 1. Pick up your pen in your hand and sign your hand normally. 2. Now, pick up your pen again but this time, try to copy that signature as closely as you can. 3. Now, pick up your pen with your non-dominant hand and try to sign your name being as careful as possible to copy it as closely as you can. 4. Finally, pick up your pen with you non-dominant hand and sign your name as quickly as possible. Do you notice any differences?  Most people do. When you sign your name as quickly as you can with your less dominant hand, that’s an example of unconscious incompetence.  You don’t have good control of what your doing and it shows. When you carefully sign your name with your less dominant hand, that’s an example of conscious incompetence.  You are trying.  It’s just not very good. When you sign your name with your dominant hand and you are copying the signature, it’s an example of conscious competence. And finally, when you sign your name quickly with your dominant hand, it’s an example of unconscious competence. Typically, when someone does something on the mastery level, it’s on the level of unconscious competence. That’s the way I swipe a letter.  It’s fast.  And it’s good. Letters I’ve swiped in 90 minutes (or less) have sold millions of dollars of products. I swiped the Annihilation Method letter in 90 minutes in front of... read more

Analysis of An Email – Blue Balls

This is an email I sent out yesterday to my Hypnotic Secret list: Subject Line: Blue Balls. Not What You Expect. You are receiving this email because you signed up at The Hypnotic The news out of Rome is shocking. Italian police have seized 70,000 balls of mozzarella cheese because they turned blue when the packages opened. The police and the agriculture ministry are investigating the world’s largest case of blue balls. You see, mozzarella cheese is the pride of Italy. They serve it on everything for pizza to salads. They probably even have mozzarella gelato. And it it’s turning blue… Could it be poison? But Italians were shocked this weekend to discover their “Italian” mozzarella cheese isn’t really mozzarella. And it isn’t really Italian either. Real mozzarella cheese in Italy is made from buffalo milk. This stuff is not. And it’s not made in Italy either. It’s imported and re-packaged. It’s shocking when you realize something you trusted isn’t what you expected. It’s the same way with The Secret. THEY CHANGED THE LAW OF ATTRACTION TO MAKE IT GO OVER WITH THE PUBLIC. Now don’t get me wrong, teaching people about the Law of Attraction is great. Changing it and diluting it is not. And when you start changing the ingredients without telling anyone. You don’t get results. You get blue balls of mozzarella. What Rhoda Bryne did was re-write the Law of Attraction to fit her image. She took Esther Hicks out and left her on the editing floor. And she took out all mention of taking action. You were left with ask, believe, receive. Whoops!... read more

The Secret To Success

As I’m typing this blog post, there’s a hypnotic voice going in my ear. It’s not the voice of a hypnotist however.  It’s the voice of the most successful life insurance salesman of all time. His name is Ben Feldman and someone recently gifted me with a rare set of his recordings. And I’m listening to Ben’s voice as he explains exactly how he made that much money. Stories about Ben are legendary but only when NLP came along did people discover… Ben Feldman is using many of the same language patterns of Milton Erickson. But the number one success pattern Ben used rarely failed. People would book an insurance sales call with him and Ben would come and… NOT talk about insurance. Instead, he pulled out a book called, “The Life of Ernest Hemingway.” And would begin talking about Hemingway’s life. And after talking with the prospect for a while (about Ernest Hemingway) the client would look up after a few minutes and ask… “How much insurance do you think I need?” The technique is known as Therapeutic Metaphor.  It was invented by Erickson but most people didn’t get it at all. In fact, in the beginning of the book “Hypnotic Realities” by Erickson and Rossi, they analyzed a hypnotic induction of Milton Erickson. And when Erickson began to tell a story, Rossi turned the recorder OFF! He didn’t get that the story was the main part of the process. The first person to fully explain Erickson’s patterns of Therapeutic Metaphor was David Gordon. This is the one technique I’d never leave home without. Ben Feldman used it... read more
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