Accidentally Meeting An NLP Master

I went to London to attend an NLP workshop.  While I was there, I mentioned to a friend that I was having a problem with my legs cramping during yoga. I had tried many different treatments including massage, acupressure, herbs, vitamins, and foot work but I was still painfully cramping in yoga.  He asked, “Harlan. Don’t you live in Boca?  Why don’t you see Joe X?” I never heard of Joe X and he was impossible to find online. Eventually I tracked him down and discovered this guy was the real deal. He’s an NLP trainer and bodyworker with an international following.  And it turns out, his office is directly across the street from mine. Within a session or two, my problem was GONE!  But I’ve continued to go to Joe and learn from him about what he does.   There’s a funny thing about working with Joe.  While he’s working on you, he starts to talk kind of funny and my eyes close and out I go. Joe is doing classical conversational hypnosis.  There is no formal trance.  Just ordinary conversation and out I go. Of course, I’m not the only one who notices this.  When Richard Bandler had a recent stroke, he told the hospital the only person he would let work on him was Joe.  Hmmm. I wonder why. Now Joe has no products explaining what he does or how he does it but I’m sure I’ll get one out of his sooner or later.  But I’d like you to take away one thing I learned from him. When I work with Joe, he works on only... read more

What’s Wrong With NLP Training

Warning: This post is not for the faint at heart. NLP was founded by Richard Bandler and John Grinder.  The two of them co-taught in seminars across the United States (and the world).  At one point, they even did a show on the Las Vegas strip. As personalities, the two could hardly be more dissimilar.  Bandler was the PT Barnum showman.  He regaled the audience with stories during the trainings.  Grinder was the professor.  He taught techniques and was in love with the structure of change. Bandler developed a pattern he still uses today.  He tells wild stories to induce certain emotional states.  He chains these states together.  And he uses nested loops to conceal these chains from prying eyes. Grinder is still the professor.  He lectures the audience on the structure of change.  Currently, he is teaching the “New Code” of NLP. The lesser lights in the NLP world included Leslie Cameron (Bandler), Judy DeLozier, David Gordon, Robert Dilts, Stephen Lankton, Stephen Gilligan, Steve and Connirea Andreas, and many more.  They were very talented teachers who created high quality trainings. Somewhere along the line, a new model of training arose in the “Bandler camp”. In this model, people were no long “Instructed” in NLP.  The presenter got on the stage and “did NLP” without offering any instruction.  He would tell wild stories, elicit and install states, tell nested loops and in the end, the audience “got the material” on a deep level. The problem was, the attendees couldn’t do any of the things they learned.  That’s because they learned it on an “unconscious” level. I’m here to tell... read more

Doubling Your Sales With NLP (And Then Re-Doubling Them)

Up until now, most people have been using NLP in a pretty lame manner on their websites. Sorry for being blunt but it’s true. I hope by now that you aren’t using cheap tricks like buy now in bold letters and thinking it’s effective NLP. It’s not. It’s manipulative and it sucks. And if you go ahead and do it anyway, I hope Karma bites your butt. Seriously however, NLP works really well in sales in persuasion. It works really well in person and works really well in print and in video. Heck, Frank Kern knows just two patterns and they work pretty damm well for him. But let’s play pretend… Every step of your website from headline to offer and PS is wrapped tightly with NLP. Can you even begin to imagine the staggering multiplying effect? Imagine Frank Kern type results on every line of your website. I’ve been waiting to release NLP Copywriting 3 – the NLP website and it’s coming soon. Next week in fact. And it’s going to be delivered over a period of 12 weeks right over the Internet. There will be a forum to ask questions because I want this to work for your business. (It already works for mine.) What kind of numbers can you expect to see? The last NLP video I did for a client converted at 12% without a word of copy on the page. Of course, there was a lot of sneaky stuff I’ll share with you in the course. Look for it!... read more

Using Questions In Your Copy

For years I’ve been a pioneer. I’ve told people, don’t use questions in your copy. Why? Because when you use a question, you force the person to think about the answer. And when they think about the answer, they aren’t with you on your page of copy. For example: “Are you really satisfied with your lifestyle? Do you wish you could do something about it?” Now those questions force the person to go inside their head and leave your copy. And if you ask the wrong question… they may never return to your copy. But what if there was a right way of asking questions in copy? And what if this was a breakthrough technique – never before revealed – that could actually produce a change in the reader just by his answers in his head to your copy? Let me make this clear. The WRONG question and you lose them for good. The RIGHT questions and you own them. And it works in copy. And it works in sales. And it works in personal change work. What I’m about to reveal will blow you away. Stay... read more

The Old Grump Was Right – Dobson Proven Correct

My teacher Dr Dave Dobson taught what he called OTCC – Other Than Conscious Communication. As part of the communication process, Dobson would say Hello non-verbally and than glance at the right ear. During therapy, Dave would talk to the right ear and calibrate responses. People had no idea what he was doing, but Dave knew when people had made the changes they needed to make, when they were done with therapy – all based on that right ear. Turns out – the old grump knew what he was talking about. Here’s an article reporting on some interesting research. Asking a favour? Talk to the right ear If you are planning on asking someone to do you a favour, make sure you are speaking into their right ear. Scientists have found we are much more likely to help someone out if they make the request in our right ear. It is thought to be because info received through the right ear is processed by the left side of the brain. This is more logical and better at deciphering verbal information. Scientists in Italy tested this by asking 176 nightclubbers for a cigarette. They obtained significantly more cigarettes when they spoke to the clubbers’ right ear compared with their left. The boffins debated keeping the findings to themselves so their friends didn’t get wise to their right-ear begging ways, but eventually published a paper on the study. Dr Luca Tommasi of the University of Chieti in central Italy, said the results confirm a right ear/left hemisphere advantage for verbal communication and that if you want to get something done –you... read more

Guest Post – Submodalities & Copywriting

Jamie Dixon( http://www.warmthonthesoul.com ) posted this as a comment. I moved it to be an entire post: Hey Harlan, Great video on submodalities. I was just thinking about your comments that submodalities are not really related to copywriting and it got me thinking about how copywriting is ALL about submodalities. When people read writing on a page, whether it’s a webpage, a page in a book, a PDF or any other type of written content, they understand what’s been written by creating various internal representations about what’s being said (and also what’s not being said but might be implied or presupposed). These internal reprisentations each have submodalities of their own and when people read text they tend to do so using at least 3 modalities. The strategy most people tend to use for reading is: Ve(Visual External) – Ad (auditory dialog) – Vi (Visual Internal) – Ki (Kineasthetic Internal). That is, they read the text that’s on the page and repeat it back to themselves inside their heads (some will note that this step isn’t required and is in someways a left over byproduct of a limited teaching method when it comes to reading), then they visualise what’s being talked about inside of their head and finally have some sort of feeling about what they’ve read. The fact that people create internal representations that otherwise wouldn’t have been there is an indication that the text they’re reading is the trigger for them creating new things in their minds. The question is, how can you write in such a way that the images they create in their minds follow along... read more

Embedded Commands – Right and Wrong

My teacher Dave Dobson used to mock embedded commands and the way they were used by calling them, “In Bedded Commands.” He once said, “the only time I use In Bedded Command is In Bed With A Woman, which is where they belong.” Nonetheless, they are a powerful technique – if you use them right. And if you use them wrong – well let’s just say people will see right through... read more
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