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 speakers trainings in this little post.
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 competence.
How To Simply And Effectively Induce Hypnotic Trance
I own every book on Ericksonian hypnosis except one. It’s deliberate.
It’s called Hypnotic Realities by Erickson and Rossi. The book begins with a hypnotic induction that Erickson demonstrates.
Rossi the faithful scribe is going to jot down the words and explain them.
And 30 seconds into the induction, Rossi notes – at this point Erickson stopped his induction and started telling a story. It’s like Igor in the Young Frankenstein clip above. They misread the signs and make a critical mistake.
How that made me upset. The man was literally sitting next to Milton Erickson and was completely clueless about what his teacher was doing.
The story was part of the induction!
Instead, generations of people who refer to that book will learn incorrectly.
Learning how to induce trance is the single biggest mystery that faces new students of NLP and hypnosis.
You have to learn the indicators of trance. What happens to the clients eyes? Their facial muscles? Their head position? Their breathing?
How did you get their eyes to close? People sometimes spend 20 or 30 minutes just to get eye closure.
What do you say to the person so you match their internal experience?
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. It was a combination of work I learned from Erickson and Dobson.
I demonstrate a classic NLP version of the 5-4-3-2-1 induction. This step-by-step induction makes it simple to learn. Let’s put it this way, if you had just one hypnosis technique to have under your belt, this would be the one.
It’s nearly impossible to learn hypnosis from a book alone because you don’t know what to look for. But if you have a good teaching DVD, it makes it simple.
YES – you can learn an Ericksonian induction from this DVD.
YES – you will be able to hypnotize someone after watching this DVD and going over the explanation.
YES – you can learn the exact words to say that will rapidly induce trance.
YES – you get to watch the subject as she goes into trance. And you get to see the effect of my words on her.
YES – you’ll learn the language patterns used by Milton Erickson and the founders of NLP.
NO – you won’t be left guessing what to do because you get a complete transcript.
NO – you don’t have to figure out what I’m doing because you also get a complete commentary.
I put this recording away until I listened to a number of examples of really bad hypnosis. So I dug out the old recording and did something I’ve never done before.
I had my work transcribed and I annotated what I was doing during the induction and trancework.
You’ll see a real good clean Erickson induction. You’ll see some sophisticated anchoring and working with the clients weakest systems. (I’ll also explain why.)
[This induction is the number one induction I teach that is directly transferable to copywriting.]
I am now letting people who want to learn more about hypnosis and would like to see and study a live induction to get a copy of the DVD.
You’ll get the DVD of the Hypnotic Induction. You’ll also get a CD containing both a clean transcript of the induction and the induction with my commentary.
Here’s how I recommend you get the most out of the DVD.
Watch it once and do what Dr Dobson called “tail gate.” Jump aboard the hypnosis experience and go inside. Experience the hypnosis. There’s some powerful self-esteem boosting work at the end.
The second time, watch it and pay attention to the client. Focus only on the client.
The third time, watch the DVD and pay attention to the interaction between myself and the client.
Finally, pull out the commentary and watch it again.
Many years ago, Gary Halbert wrote a very short sales letter for his “Coat of Arms” project. That short sales letter made millions and millions of dollars. It may just be the shortest yet most successful sales letters of all time.
This DVD will show you the essentials of an Ericksonian hypnotic induction.
You can get your copy now for just $67 plus shipping and handling.
Of course, you can return it up to a year after purchase for a refund.
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 one side of my body for most of the session. And shortly before the end, Joe touches the other side and says, “And your unconscious knows how to take all the learnings and transfer them here….”
And the connections are made.
Now imagine being able to harness that kind of power in your writing so the reader makes the connection.
But that would create a new style of copywriting, wouldn’t it?
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 you it’s a load of crap.
If you attend an NLP training, you need to get the skills and be able to apply them.
All of this “you got them on an unconscious level” is bunk.
Either you can do them or not.
One of the best things Dave Dobson used to teach was, “Can you empirically prove OTCC in the real world.” If you couldn’t, you obviously didn’t have a grasp of the real world skills.
So if you plan to attend a training, ask if the trainer believes in “unconscious installation” of skills.
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?
NLP Copywriting Ninja reveals how to identify the difference between healthy patterns and dysfuctional ones and…most importantly…gives you an entire smorgasbord of ways of interrupting those patterns.
Think of a pattern interrupt this way, someone has stolen your expensive bicycle and his riding away. Quickly, you jam a broom stick into the back wheel and the thief is launched into space with no possibility of resisting.
Pattern Interrupts are quick.
Pattern Interrupts work immediately.
Once a Pattern is interrupted properly – it may never – ever – come back.
Inside this four part video course, you’ll discover…
• Utilization pattern interrupts – how you use someone’s own behavior to interrupt their own dysfunctional patterns. Insiders call it a one move checkmate.
• Language pattern interrupts – you’ll take the words someone says and tie them up in a Gordian knot they can’t escape from.
•Motivational pattern interrupts – once you discover what really motivates a person, you’ll learn how to cause their pattern to come to a more complete standstill than rush hour traffic in Midtown Manhattan.
•Belief pattern interrupts – people tell you what they believe all the time. Now you can have profound leverage in creating personal change.
• Behavioral pattern interrupts – how to take a person’s observable behaviors and cause them to overload their systems and shut down. It’s fun because they do ALL the work.
• And finally… my personal favorite – Modality interrupts. They are so simple and so powerful, you’ll slap your head and go, “Who knew these could be so effective?”
There are 4 weekly sessions beginning Wednesday June 17. You will be getting password access to a secret insiders lair where the language we speak is change.
You’ll learn how to create this change on your websites, in your videos, in your friends, and most importantly and profoundly…
In your own lives as well.
The cost for this four week course is just $197. Frankly, I have never sold a NLP training program at this cost before.
This is ALL NEW material created specifically for this course.
