Professional Documents
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Forbidden Persuasion: The Black Book Of Hypnotic Mind Control
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Naturally if you were to try to directly command someone by barking an order, youll
encounter a lot of resistance.
But as you master more Forbidden Persuasion skills, the easier and more automatic it
gets to embed commands like this without people realizing it.
Did you see how I just embedded a command there?
Try reading that sentence out and emphasizing the words in bold slightly.
You feel it dont you?
So if we were to embed the command have sex, itll look the following. Weasels are in
italics and embedded commands are in bold.
(I invite you to say these out loud and subtly emphasize the embedded commands)
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Forbidden Persuasion: The Black Book Of Hypnotic Mind Control
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Notice in that example above feelings was involved. In that example, the car
salesperson focused more on my feelings of how I will feel driving the car.
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Do you really need that steak dinner out on the town, or would a ham sandwich provide
the same thing?
Of course not, you wanted the steak dinner out on the town.
If you can appeal to your prospects wants and desires and couple that with feelings and
emotions and in a manner where they ALREADY purchased your product, you are
well on your way to making more sales
Just to recap this section, here is a breakdown:
--Appeal to their wants, not their needs
--Focus on the end results
--Focus on them, them, them not you
--Focus on their emotions and feelings
Also, get them to visualize themselves with your product. Most people are visual and
those who are not are just weird.
Actually, even those who are not visual and are more auditory, can still be focused on
Just use certain words to get them to picture or hear what you want them to see or hear
For example:
Auditory
I bet you can hear the engine roaring as you are speeding down the
highway. The sound of the wind whipping around your new car is
magical. Doesnt that sound great?
Visual
I bet you can see yourself speeding down the road as onlookers
gaze at your new shiny luxury car. The metallic paint is radiant
and you are just smiling from ear to ear as you take a quick peek at
yourself in the mirror
Again, these methods we are discussing right now are what 98% of the population knows
nothing about All of these methods capture your prospects and get them to identify
with your sales message.
These methods get them involved and interactive.
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Forbidden Persuasion: The Black Book Of Hypnotic Mind Control
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One other similar stimulus is to focus on people who are kinesthetic. These people are
more attracted to touch.
You can frame your statements to focus (or hit on) those who are kinesthetic. Heres a
quick example:
The leather seats feel great and are comfy. You can almost
take a nap in these and rest beautifully as they are so
cushiony. The instruments are slick and sleek. Notice how
it feels to turn corners in this luxury car. Feels pretty good
doesnt it?
With sales messages, you have no idea if the prospect is visual, auditory or kinesthetic.
Therefore, you can mix in one of these types of stimulating statements for each.
Visual Phrases
Let me show you
See it
Focus
Watch this
Show me
Look into it
Auditory Phrases
Rings true
I hear you
Sounds good
Call me
Lend an ear to this
Loud and clear
I'm in tune with you
Voice your opinion
Kinesthetic Phrases
Grasp this
Get a feel for this
Get a hold on this
Stir it up
Toss it around
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Heres a list of words I often use to jumpstart the magic moment.
Pretend
Reflect back on
Picture
Listen
Vision
Think
See yourself
Mentally observe
Envision
Mindfully project
Look back to when
Mentally see
Mentally hear
Mindfully listen
Mentally feel
Mindfully sense
Mindfully watch
View yourself
Mentally watch
Remember
Fantasize
Dream about
Imagine
Mentally experience
Recall
Visualize
Mindfully view
Make believe
Drift back to
Daydream about
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The fact of the matter is...
The question is...
Most people know...
Most of us...
Let's face another harsh reality that...
You've probably heard...
...Because...
Overtime...
Everyone...
Everywhere...
The problem is...
To further reinforce this fact...
There is only one solution to this...
The correct thing to do is...
The right thing to do is....
That's not...
You are never...
What does this all mean...
It is quite obvious...
Any expert will agree that...
What this all means...
As a matter of fact...
The important thing is...
Here's the truth...
What is important...
The reality is...
What is really going on is...
The truth of the matter is...
There is no reason for this...
What is the true of meaning of this...
There is no other way to...
You are absolutely right ...
This must be what is going on...
At the beginning of your sales letter, state some relevant facts.
These facts are not about your product per say. Rather, they have to do with your
industry, or your target market.
For example, if your product is how to lower your high blood pressure, then you may
state a fact such as:
High blood pressure (hypertension) killed 54,186 people in the
United States
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Of those people with high blood pressure, 71.8 percent were
aware of their condition.
Now, that is a simple fact taken from The American Heart Association. It says nothing
about your product.
It is a simple fact.
However, it is quite alarming to those who are worried about having high blood pressure
isnt it?
Earlier we discussed that it is important to disrupt your prospects and capture their
attention. Stating facts like that can help do the trick.
However, thats not all these facts can do read on.
After you state that fact, you provide some compelling information about your product
and how it will benefit the prospect. Then, you state another fact that flows with your
message (or writing).
Let me provide you with further illustration
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In that example above, although it is very short, demonstrates a few things. It uses two
statistics (highlighted in bold text). The writing does not say exactly how the prospect
will save money, but it does show the statistic of how many physician visits took place.
Therefore, the prospect may link buying this product to saving money by not needing to
visit the doctor as often
That is an example of using facts and statistics to frame your message. When prospects
read a letter in this manner, they will better identify with you. They will believe you
more.
It surely looks convincing that you are a credible source and that you know your stuff.
Plus, you can use these facts in this psychological manner to implant certain emotions or
thoughts into your readers heads
Here is another example for the money making niche
This program is designed to eliminate the frustrations that most
people like you have in making money in this industry. I know
from years of trial and error what works and what does not work.
I have coached and mentored hundreds of students and know what
keeps them from succeeding. If you are serious and driven to
succeed, then you are who I am looking for.
You see, I know that most people want to work from home. I
know most want to have freedom to enjoy life more. Nothing
gives me more pleasure than helping people, like you, achieve
those dreams.
You are not alone though. There are plenty of people, just like
you, who want what I have to provide you. However, it is
unfortunate that most of them will never discover exactly how to
escape the rat race. In fact, did you know that
Over 70% of the population would like to work from home or
own their own small businesses
That number is staggering. Most people on this planet would like
to do what I am about to show you! Nows your chance of a
lifetime! While most everyone else is fighting the rat race with no
clue there is a better life, you will have the advantage.
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Using facts like this can be taken out of context and used strategically to implant thoughts
in your readers minds. The psychological impact can be quite effective.
Another thing to try is using this type of tactic offline with friends or family members
Imagine being in a car on a trip with a few people. Everyone is talking along about
various subjects. You decide to start talking about this pizza place you used to hang out
at as a kid
People in the car will start getting hungry. Someone will mention that its time to eat.
Although that might not be the greatest example in the world, the method works for
implanting the thoughts and feelings you want your visitors to experience.
One last twist on this method is that it does not need to be statistics or facts either. You
can use general statements to achieve the same types of results.
See if you can catch the psychology in this example below:
This software will allow you to zip through your work easily and
effortlessly. Time is important, and this program will save you
tons of time. Additionally, you will not have to deal with all those
frustrations anymore. This software saves you from exerting
yourself.
One of the most common replies we have received from customers
has been that this program has allowed them to not only save
countless hours of work, it has also helped them pull in thousands
of dollars in new revenue!
Where else can you find a program that saves you time, relieve
frustration and help you make a ton of money?
From $40,000 per year to $1,000,000 in Six Short Months!
One client has taken this program and used it to completely
streamline his entire operation. He uses it for almost every portion
of his entire company. His employees love it and he could not be
happier.
He is in the construction business and does millions of dollars of
revenue per year. Recently, we asked him to join us for a quick
discussion.
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In that example above, nowhere does it say that the software was the reason the client
went from 40k to a million. It is a blanket statement. It is manipulative and completely
sneaky.
I told you Forbidden Persuasion is controversial
Many people will read through a salesletter and catch bits and pieces of it. Some will
scan the sub-headlines. Others will read every word. That blanket statement above can
allow you to implant a specific feeling or emotion or thought in your readers
minds.
Although it is not a pure fact, it carries the same weight oftentimes
A classic example of this was an old advertisement for the Wall Street Journal, where at
the beginning of the ad, it explains how two friends went to college and worked their way
up the ranks for a bank. One became the president and the other remained a normal
working stiff.
Then, the ad goes right in to selling the readers on buying the Wall Street Journal.
Nowhere does it say that the one who reached the level of president did so by reading the
Journal. It says nothing about that.
However, the mind links the two together. At the end, you can not help but to think or
feel that by buying the Journal, you will be more successful!
It is a pure classic in copywriting history
At this point in this publication, you have discovered a few methods to convert more
prospects into buyers. You should be seeing that there is a lot more going on behind the
scenes than one would normally catch on about
As we dive a bit deeper into more methods, please understand that much of this insight is
used by the largest and most successful ad writers and copywriters alive
Many relate business to war. Competition is looked at as war. Well, if you are at war,
then you need weapons. Forbidden Persuasion is your secret weapon!
However, even a nuke bomb in the wrong hands is horrifying. Do your best to use these
seductive methods for the greater good of business.
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Forbidden Persuasion: The Black Book Of Hypnotic Mind Control
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Special Report
Having an inexplicable inner joy and zest for life. (It seems as
though you just can't stop celebrating how wonderful life is)
All because you allowed this superfood to work like magic at the
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You may already know that he was the first to introduce to the
world the remarkable health benefits of soy, with his best-selling
Soy Miracle book.
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z
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One so nutritionally dense that, ounce for ounce, it contains more nutrients than
any other food on earth
One that does more than any expensive drug can claim to do
One that turns your immune system on full blast like an air conditioner on a hot
summer day
One that may very well be the most powerful anti-aging food on earth
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5/25/2007
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Make no mistake. The 10 trillion cells in your body are under constant
attack from harmful little scavengers known as free radicals.
These free radicals attack your healthy cells, causing them to weaken,
become susceptible to disease, even die. Unfortunately, these harmful
agents accelerate the aging process by destroying vital body cells
faster than they can be replaced.
Goji is known as the "longevity fruit" because its unique master
molecule polysaccharides and powerful antioxidants defend against
premature aging, fighting free radical damage throughout the body.
You already saw one of the many published studies that demonstrates how
the unique Lycium barbarum polysaccharides reduce the effects of free
radical oxidation and destruction in cells.
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Plus, Goji helps you look and feel younger by causing the pituitary
gland to release hGH (human growth hormone), the 'youth hormone'. Just a
few of hGHs extensive benefits include reduced body fat, improved
sleep, better memory, faster healing, revived libido, and a more
youthful appearance.
The complete spectrum of antioxidant carotenoids, including betacarotene (a better source than even carrots) and zeaxanthin (which
protects your eyes). In fact Goji berries are among the richest source
of carotenoids of all known foods.
If all this werent enough, the berry of the Goji ALSO contains
these powerhouse nutrients:
19 amino acids the building blocks of protein including
the 8 which are absolutely essential for life!
21 trace minerals, including germanium (recently found to
have antioxidant and anti-cancer properties).
Sesquiterpenoids, including cyperone, which supports the
heart and blood pressure, and solavetivone, a powerful antifungal and anti-bacterial compound.
B-complex vitamins, important for the proper formation of
every cell in your body, particularly your nerve cells.
Essential fatty acids, required for your body's production of
hormones and the smooth functioning of your brain and nervous
system.
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Page 6 of 12
Quite frankly, you'd have to be insane not to make Goji a part of your
diet.
Who wouldn't want to look YEARS younger, have less stress, more energy,
have better sex, eliminate morning backaches and headaches and feel
happy all the time?
But just in case you're still a little hesitant, here's 9 powerful
reasons...
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Goji contains beta-sitosterol (shown to lower cholesterol levels). Its antioxidants keep
cholesterol from oxidizing and forming dangerous arterial plaques. And, the flavonoids
in Goji help to keep your arteries open and flowing smoothly.
PROOF: A 2004 study reported in Life Sciences demonstrated that Lycium barbarum
fruit extract significantly reduced total serum cholesterol, triglyceride concentration and
blood glucose, while markedly increasing HLD cholesterol (the good cholesterol).
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Susan Saraca
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"Full of energy and ten years younger! That's the best way to
describe how I feel after drinkingGoji Juice. And monthly
cramps -- they're HISTORY! We have three daughters, and as
parents, what a great feeling it is to know that we're giving
our kids the BEST nutrition available in the world to fortify
their immune system."
Deb & Mark Bruckschen
5/25/2007
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I know that you're offering a $15 price break off the retail price for a very
limited time only, and in the unlikely event that I feel Goji doesn't do what
is described, I can send in the empty bottles and get all of my money back.
With your incredibly outrageous guarantee, coupled with the fact that this
truly is a time limited offer, this could be the best risk-free decision I can
ever make for my health, so go ahead and send me my Goji immediately!
z A delicious fruity flavor you and your whole family will love
z A proprietary formula of high-quality Goji berry
nutrients
z 100% juice productno sugar added
z No artificial sweeteners, flavors, colors or dyes
z Each 1-liter bottle of Goji Juice contains the equivalent of at
5/25/2007
Page 12 of 12
too much
z Strict patented manufacturing processes to ensure that you
ensure freshness
z Spectral signature seal guarantees consistent potency
z Recommended by health practitioners around the
country
5/25/2007
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Practical Assignment:
Your practical assignment for this training session is to create a magic moment
paragraph of at least 300 words, outlining of how a prospect will benefit from Goji juice.
You should sneak in at least 5 weasels and 3 embedded commands.
You should refer to the sales letter exhibit.
Go through the lessons thoroughly, and write your 300 word page paragraph. In the
following pages, youll find my critiques of actual submitted homework by my students.
Use my comments as a benchmark for your own practical assignment.
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Forbidden Persuasion: The Black Book Of Hypnotic Mind Control
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Assignment #1 by Paul Chow:
How would it feel to drink Goji juice and be on top of the world each and every day as
you roll out of bed in the morning? No headaches, no pain, and boundless energy to take
you through the day? You will feel energized, refreshed, and incredibly motivated to
confront life on your own terms and conditions. This is no idle pipe dream or fantasy.
Imagine drinking Goji juice and acquiring almost superhuman vitality that will
empower you to take on any challenges that come your way, and shrug them off like they
were nothing more than inconsequential flies?? Picture yourself being in the pink of
health, and possessing the feeling that you can go out and conquer the world? If you
were to drink Goji juice, you will feel exactly this way! Studies have proven that this
juice is a virtual fountain of youth in a bottle that will turn back the hands of time and
make you look and feel younger than ever before. As you drink the Goji juice, you will
begin to notice a remarkable change in yourself. Painstaking research has shown Goji is
capable of astounding feats that no other vitamin, supplement or liquid known to man
can do! Besides the well-known benefits which include strengthening your immune
system and prolonging your life span, it will also help you to maintain a healthy
weight, promote normal blood sugar levels, enhance sexual function, restore and
repair DNA, improve fertility.the list goes on and on!! I have saved the most
important point for last. Did you know that Goji is the most powerful anti-aging food
and supplement on earth? Its powerful blend of unique master molecule
polysaccharides and potent antioxidants help prevent premature aging as they help
your body fight the free radicals that bombard it constantly. In addition to that, you will
look and feel younger due to Gojis ability to stimulate your pituitary gland to produce
hGH (Human Growth Hormone), also known as the youth hormone since it
rejuvenates your body and turns back your biological clock! As you review the jawdropping, awe-inspiring benefits of drinking Goji juice, would it make any sense at all
not to??
Jo Hans Comments: This is great. The embedded commands have been used
appropriately alongside with the weasels and trance words. However, if you want to use
these hypnotic devices in print, itll be more appropriate to add italics, to the weasels and
trance words.
Underlining is also a great way to deliver added emphasis.
Notice how Ive also included a line break right after the trance word imagine.
Its always a good idea to keep your sentences and pargaphs short.
Short, is hypnotic.
For example
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Imagine
Drinking Goji juice and acquiring almost superhuman vitality that will empower you
to take on any challenges that come your way, and shrug them off like they were nothing
more than inconsequential flies
Paul can certainly do with a lot more word pictures.
Stuff on health tends to include boring jargon, and the word pictures he used like
fountain of youth in a bottle that will turn back the hands of time make it easier for the
prospect to imagine the benefits even better, and should be sprinkled liberally into the
copy.
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Dear Friend,
Image if you will,
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You dont need a PhD. to figure out that means, thousands of people that have increased
their circulation and raved about their increased sex drive and explosive orgasms. Just
wait it gets better Its not only for men, women find that there desire for love making
increases 10 fold.
Just what was in that drink?
For hundreds of years Eastern cultures have known the secrets of achieving all the
benefits listed above. Hidden manuscripts have revealed that Goji has been a secret that
has been passed on from Emperor to Emperor as far back as the Ming Dynasty.
The secret is found in the bright red berry call Goji berry. The scientific name is Lycium
barbarum. It turns out that Goji is classed super oxidant, having the highest antioxidant
values of any substance. When crushed and dried the cherry red powder can be mixed
with water or juice making a flavorful pleasant drink. The powder can also be lightly
rubbed onto the skin where it is absorbed quickly resulting in a warm tingling sensation.
Let me show you hundreds of testimonials from totally satisfied customers, I am sure
you we see that what they had to say was pure happinesstheir message is loud and
clear. You too will know the feeling as soon as you experience the magic of Gogi.
Order today!
Warmly,
Tim Johnson
PS. While you wait for your Gogi to arrive by express mail, I would suggest you get
some sleep, because you are going need your rest after your woman tries Gogi. You are
going to be busy lad! Get ready because its going to be on hell of a wild ride!
Jo Hans Comments: First of all Tim, you gotta check on the grammar. The first word
should be Imagine and not Image. Oh well, it was probably a typo cos I know how
excited you are about this course.
Secondly, I am very impressed in how comprehensive the benefits of Goji are and how
youve enunciated so many of them in the copy.
One big mistake though, early in the copy, is that you dont want to do things like
OK...back to the present for a minute
Big BIG mistake. Youve worked hard in the opener to create a trance state, and with that
statement youve erased everything youve done earlier because youre implying Hey,
that stuff you were thinking about aint real!
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When you evoke a trance state, you wanna KEEP them there!
Also, I dont see many weasel phrases and embedded commands. You want to
highlight these by italicizing the weasel phrases and bolding the embedded commands.
Also, there are hardly any word pictures. So make sure you try to use more of these
devices.
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Make it seem like its gonna be a bad scenario and then turn it around with amazing
great results cos the guy drank a lot of Goji.
Other than that, the usual applies. The word pictures, italicization of the weasel phrases
and trance words and bolding embedded commands.
Assignment 1
Due 4/29/07 11:00 EST
Submitted by Eric Grigsby
If you were to look at your body under a high powered microscope you could see the
battle that is raging every minute of every day as your bodies cells fight for their very
survival. This fight rages against disease, and foreign chemicals that are harmful, and are
literaly sucking the energy and youth right out of you. Once every 40 to 50 there is a
major breakthrough of discovery and in field of medicine. In the last 50 years no medical
discovery will have more profound affect on your life. Hidden high in the remote
mountain regions of Asia, this tiny fruit has more disease fighting life-force per ounce
then any other natural substance known to man.
You dont have to be a health expert to take charge of tapping into the best kept secret to
doubling your energy, clearing your mind, improving your mood, and sustaining your
life. Three days after taking this new superfood I invite you to notice how you
consistently feel great, are full of youthful energy.
What would it be like to have total confidence and peace about your health while others
around you are attacked by cold and flu symptoms. These bugs have no chance of making
you sick because of your daily intake of Goji, your bodies 10 trillion cells, have an unfair
advantage to protect and defend your body against sickness, disease.
Jo Hans Comments: This is perfect! This is THE model assignment.
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Imagine yourself a year from now, looking back on the moment when you decided to make the
decision that ultimately changed your life forever. That first purchase of goji juice.
You look and feel much more healthly than you ever have in you life
Experiencing a never ending river of new-found happiness and joy every single day
Now Imagine what it would feel like for all this to happen easily and automatically without any
effort on your part.
It would feel really good wouldnt it?
Now what if I told you that this was infact a proven possibility.
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Would you be skeptical?
Of course you would. I mean how could a fruit produce such stunning health and wellness
benefits.
Believe Me I have asked myself the same question
When you take a few minutes to read this letter all will be revealed....
One of the first things you will begin to notice is you start to feel more relaxed and that youre
more aware of your day to day life. You will begin to have more boundless energy throughout
the day than you ever had before.
Which will improve your sex life no end! Increasing your desire to want it more! While keeping
your performance at a high level.
So tell me this do you want to bulletproof your immune system so that you can say goodbye
sickness forever? Of course you do! If you could no longer become sick
Just think right now how that will feel What would your life look like?
Im sure youl agree that this will be the best decision to buy youll ever make!
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Visualise yourself
What its like when you go to bed and have such a deep and restful sleep, to the
point where that when you wake up you are so full of energy and enthusiasm
that you are able to deal with everything the day can throw at you.
Knowing that each and every day you have the ability to remain centred, calm and
collected even when everyone else is flapping around struggling to deal with the
issues to hand.
You dont have to deal with the stress and anxiety that so may people suffer in
todays fast paced society
If you were to have a body that would resist disease and infections that the
average person succumbs to
What its like when you are the envy of your friends and family as you start to feel
and look younger they will be amazed at the new slimmer trimmer you.
What would it be like to consistently have blood pressure that stays comfortably
within the prescribed limits without having to stick to eating tasteless bland food
every single day.
How would it feel to control your digestion and reduce your cholesterol levels
whilst enjoying the benefits of a drink that not only tastes great but is actually
good for your body?
If you were to enjoy greater virility and be able to make love for longer, to the
point where your love life reached heights that you had never imagined were
possible in the past.
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Just think what would it be like enjoy great health each and every day and to
have such a feeling of inner well being that you cannot stop being happy.
All of these benefits and many more are yours because you made the decision to
allow your body to benefit from one of the greatest super foods ever found, one that
can aid in the development not only of your body but also helps to stimulate your
mind and improve your memory.
Jo Hans Comments: This is the best example of weasel phrases. Dave, you did a good
job including so many of them. Its a great assignment with little correction needed. Just
2 things though.
1. Itll be more powerful to just use the word Visualize instead of Visualize
yourself
2. You didnt really use much word pictures.
Fix this and youll be all set.
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protects your eyes). In fact Goji berries are among the richest source of
carotenoids of all known foods.
What would it be like to feel younger, have more energy, less stress, better sex,
eliminate morning headaches and feel happy all the time? Just listen to what others
who have tried it have said
You are special, you are now one, one of the ten thousand who will ever get to know
about this Mysterious Superfood Secret.
You really shouldnt tell your friends and family about this secret Superfood Secret
because youll want to keep it all to yourself.
Itll be just our little secret between you and me. Theyll never know. But if they continue
to pester you how about why you look so good, and what did you do to your hair, clothes
etc. Just wink and smile. Its our little secret. They can get a new suit, or hair cut, or
even a new car. So what? Because youll have the secret Goji Juice thatll make you feel
great, rest and sleep more easily and theyll be jealous of you because they wont
know how you do it. Youll definitely be the envy of your friends.
Jo Hans Comments: Yet another model assignment. Im speechless! One thing to make
sure of is that you break up your paragraphs into short ones, and try to use short
sentences.
Remember, short is hypnotic.
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Just imagine this for a moment, every iceberg youve ever seen in any documentary,
represents only a tiny fraction of its total mass.
Close to 90% of the iceberg lies hidden below the murky depths.
You might even go as far as to question What the hell does a hidden iceberg have to do
with persuasion!
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And youd be right to not care about this. That is, unless you were on board the RMS
Titanic in 1912.
Part of a trio of SuperLiners, the Titanic, expected to be a juggernaut in Transatlantic
travel met its unfortunate end at the hands of an iceberg!
Imagine that, the SuperLiner with a Gross Registered Tonnage of more than 46,000
tonnes, named as the pinnacle of naval architecture and epitomizing the height of
technological progress was brought down by a block of frozen water!
To be successful in the field of forbidden persuasion requires that we undertake the steps
to unlock the secrets of the mental iceberg, incorporate the secrets within to apply it
effectively.
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Others fail at persuasion because they fail to appeal to this self-interest, but by following
the steps listed below, youd have the power and skills to get others to do your bidding.
Lets begin:
There is a saying that Nice Guys Finish Last and there is more than a kernel of truth in
this.
Nice guys will finish last because thats just it, they are too nice, to have any goal in
mind.
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To be blunt, they are too clueless to have a clear goal in mind, and that is why they fail.
Why You Cannot Afford To Have Your Audience Sit On The Fence
The death knell is any interaction is hearing the other person tell you that you should
just be friends.
The worst emotional state is for someone to feel neutral, or even worse, indifferent
towards you.
A stationery iceberg will be near impossible to move. But one that is moving, even if its
in the wrong direction, can be brought about and steered to be moved in the right
direction.
In any relationship, you can work with negative emotions like jealousy, hatred, or even
pity.
In the hands of a masterful practitioner, these emotions can be steered into positions of
like, love, or even lust!
Just imagine what it could do for your relationships, and your business.
As youve just discovered, emotions are the master to accessing the unconscious 90% of
the mental iceberg.
Step 1: Create the Emotional Connection
Most information exchanged on a daily basis will be of an informational nature, such as:
What time is it?
Is the project complete?
Where would you like to go for lunch?
Its no secret that women are usually more adept when it comes to getting men to do their
bidding. The difference lies in the emotional connection.
Emotions dont serve any useful function, compared to facts and figures, but they are
important because they trigger our innermost motivations. We might do something out of
a sense of pride, or duty, or jealousy.
When meeting someone for the first time, create an emotional connection.
Heres an example:
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After introducing yourself and making some small talk to break the ice, you launch into
the following:
YOU: Have you ever felt an INSTANTANEOUS CONNECTION with someone? (point
at yourself). Perhaps you were looking at them, and you started to PAY CLOSE
ATTENTION to what they were saying, as if there was a strong MAGNETIC FORCE,
drawing you closer to them, and building a CONNECTION to them? And you might
have this SENSATION that you have known them for years, and years, and felt a
CLOSENESS?
THEM: Hmmyes
YOU: And I think its quite funny how some people can JUST DO THAT and LET IT
HAPPEN NATURALLY because for me I take time to WARM UP TO OTHERS. But I
find that if you really PAY ATTENTION to the other person during the conversation,
and you START TO RECOGNIZE those qualities in them that you hold dearly in
yourself(pause)WITH MEthat is the time when you make the CONNECTION and
FEEL THE GROWING BOND
As youre reading through the sequence above, you will realize that there isnt a whole
lot of information or facts being exchanged. Rather the conversation is focused very
much on the person you are talking to. It builds on the fact that you are paying attention
to how theyre feeling, and building on your observations and subsequently, you steer the
direction of the conversation towards your desired outcome (a growing bond with you).
By its very nature, persuasion is often more experiential, and based on a feeling, rather
than cold, hard facts.
When was the last time you made a big ticket item choice, or a major decision in your life
based on drawing up a list of Pros and Cons, creating a spreadsheet and running a
computation to get the results?
Or did you think about it, while you were laying in bed, tossing and turning, and finally
arriving at some solution, when you woke up one morning?
Interesting, isnt it?
Step 2: Steering The Conversation
Once you have established an emotional connection with the person (also known as close
rapport), you can be proactive in moving towards your outcome.
One of the ways to slip in your commands are to use conversational softeners.
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These are particular words that you use, that soften the impact of what you say, so that it
doesnt sound like a command. But at the same time, these words allow you to give
commands, while you slip in under the radar and just like a stealth bomber infiltrating
into enemy airspace, they will never know what hit them.
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Yes, youre right. I shouldnt be asking for a lower price. I shouldnt be pressing
so hard to get a better deal out of this discussion. And you dont have to agree
with everything I am saying right now!
Yes, you dont need to imagine yourself a month from now, having accepted all
the conditions Im asking for now, already having been totally satisfied with our
partnership, and looking back on today as having been the start of it.
Quotes
Quotes are a way of repeating what someone else has said (but its what you want the
person youre talking to to hear). When the direct approach (saying what you want to)
will not likely work, having someone else say it in the form of a quote would work very
well.
Heres an example:
I was walking down the street, when I overheard this guy say to the person next
to him Hey, could you imagine that she passed up on the opportunity to partner
with the big company? She just gave up on a huge quantity of new business! Its
unthinkable!
I was sitting down at lunch with a colleague and he looked at me and said Hey,
you know for every one of us, theres a perfect person out there just sitting there
right in front of us, and as we look at them in the eyes, we realize that theyve
been there for us all along
Quotes are a powerful way of saying what we mean to say, but going through the other
persons alert radar. Because were relating a command indirectly, the person will have
little resistance to our suggestion.
Heres how to use quotes:
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Think of what you want to say to someone, but that you cant say to them directly
Start off by telling the person You wouldnt believe what I heard this guy tell a
girl earlier today! He walked up to her and said
Insert your command
Include elements of curiosity or intrigue to make them continue to think about it.
Stories
Stories may sound similar to quotes, but where quotes are focused on what someone else
has said, stories focus on what someone else has experienced.
This is more powerful because it will put your subject in the shoes of the person in the
story.
Example:
Whats the feeling of running a successful business? Its like the lifestyle of my friend,
Jeff, who is just like you or I. And when Jeff wakes up in the morning, his typical day is
something along the lines of:
Waking up whenever he wants to, typically after everyone has gone to the offices hours
ago. He just lies in his large, soft bed, waking up sometime near noon. Then he takes five
steps to his computer, logs into his payment processing account, and looks at how much
his businesses have earned in the night, when he was asleep. If he feels like it, hell go for
a jog. Otherwise, hes log on and chat with his friends about the upcoming vacation that
theyre planning. After lunch (and an afternoon nap), hell either go for a game of tennis
with his girlfriend, or catch a movie at the theatre. Hes watched all the recent releases,
good and bad. And as hes sitting there, just feeling contented about the lifestyle that he
has created for himself, the sensation of being satisfied, spreads like a warm feeling
throughout his body, giving him an aura of contentment and peace, knowing that he has
created the lifestyle he truly desires for himself.
By describing the physical and emotional aspects of what you want your subject to
experience, you put them in the shoes of the person in the story. This creates a personal
virtual reality for the person involved, and they will relate as if theyve gone through
the experience themselves.
So far, weve covered the primary steps in the Mental Iceberg theory, the stages are:
1) Have a clear idea of your intended direction and outcome
2) Create an emotional connection
3) Steer the Conversation toward an intended goal
4) Amplify the feelings you create and then link them to the intended goal
The process of creating the outcome you want lies squarely in your ability to raise the
emotions you want.
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Remember the mantra: He who controls the emotions win.
Too often, people are caught up in the false belief that He who has the most facts win.
The reason why some legal cases (especially in front of a jury) are won on the basis not
of evidentiary proof, but because the lawyer was adept in swaying the emotions of the
jury.
In recent years, there have been a number of high profile legal cases involving celebrities.
Due to the skills of their legal counsel, the defendant was judged innocent of all charges.
Despite your personal beliefs, you have to give credit to the legal defense team on their
ability to convince the jury of their clients innocence.
There are several elements of the Mental Iceberg theory if you study their statements
carefully.
If you want to get your subject to take the action you desire, it requires that you put them
into a trance state.
The definition of a trance state is one where your subject is in an altered state of
consciousness.
Which may not mean a lot to you now, but it will make a major difference in the results
you see.
Your consciousness is how you are feeling right now, at this moment.
And your state of mind, changes from moment to moment. You can feel happy one
moment, and sad the next. It is this ability to switch states from something that you dont
want (resistance) to something that you want (your goal), that gives you powerful to
influence others.
Pattern Interrupt
At any point in time, everyone has a goal or outcome they want to achieve.
The behavior they exhibit is a way of reaching this goal.
For example, walking up to someone and saying No is a way of closing off the option.
But what if you want a person to say Yes, when the word No is in their minds?
Thats where the Pattern Interrupt comes in. You want to break their No pattern.
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To break their No pattern and replace it with another response, you can use one of the
following conversation killers:
What these statements will do is stop your subject dead in their tracks in a Huh?
moment, and you will follow these statements with a command immediately.
Creating a state of confusion means that their conscious mind has to focus on
understanding what you just said.
While their conscious mind is fully occupies on what you just said, you slip in a
command under their radar and their unconscious mind accepts the command and
follows it.
So the name of the game is to confuse the conscious or active mind, taking up its full
attention, so you can slip commands to their unconscious mind.
Mastering these mind numbing techniques will give you unlimited access to insert
commands, and youll be pleasantly surprised at the influence youll be exerting.
Here are more techniques:
Unspecified Nouns
A noun is a person or object. By making reference to something and leaving out
important information, you force the person to use their mind to sort out what youre
saying and what you means.
While their mind is occupied, your command will be accepted by their unconscious mind.
For example:
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As youre throwing up all these mental obstacles, you occupy your subjects frontline of
resistance, meanwhile your embedded commands are like commandos slipping into their
unconscious, and youll observe that they start following your commands word-for-word.
Skeptical? These sequences work precisely because they go against the grain of common
sense (which is factually-based and mostly ineffective anyway).
Test it out and see the results for yourself.
Unspecified Verbs
Verbs are action words. When you include the generalized version of a verb in your
conversation, you create an open situation, where your subject has to unconsciously
figure out how exactly you expect your words to be interpreted.
For example:
Get the project completed now How do you want the project to be completed?
I want you to resolve this argument How would the argument be resolved?
He hurt me How exactly did he hurt you?
Im trying to fix my computer How are you going to fix your computer?
When you generalize a verb, the person youre talking to will do their best to understand
what youre saying.
By leaving out the exact steps or context, you make them work to understand what youre
saying. And when their conscious mind is focused on understand the obvious part of your
speech, you include an embedded command.
For example:
Please fix my computer before the end of the day, when you go downstairs, take the
trashcan and tie up the bag and bring it outside now, and while youre outside clear
the snow from the sidewalk --- itll only take you five minutes to do, so get a move on,
and youll be done in no time.
The usage of unspecified verbs seems like common sense. And when you think about it,
as a child you needed to have the exact steps spelled out for you. For example, instead of
clean your room, you might be told:
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And as you grew older, clean your room represented those small tasks.
What were doing is to reverse engineer the process, by using the reverse word clean
your room to get the conscious mind cranking on figuring out the small tasks.
While that is going on, the embedded commands do the dirty work for you.
Presuppositions
Based on our experiences, we carry a set of beliefs and attitudes and we make
assumptions based on these expriences.
Itd be impossible to live without the benefit of what weve done before, because wed
need to relearn a new task or skill every time we needed to (imagine having to relearn
how to open a jar of jam every time!)
Presuppositions help us by predicting what is going to happen, based on what has
happened previously.
You use this in the following manner:
Give a fact, then start with a word that usually ends in ly, and then say what you want
to get into the unconscious mind.
Here are some examples:
Can you see how presuppositions make assumptions that the commands that follow are
logical and make sense?
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Presupposition words that you can use include:
Clearly
Obviously
Suddenly
Objectively
Naturally
Easily
Ethically
Apparently
Actually
Evidently
Normally
Shortly
However
Now
So
Again
Anyway
Duh..
Think about it
You see
Remember
Linguistic Binds
Linguistic binds are simple and powerful. The listener will think that what you say makes
sense, and its another powerful form of hypnotic persuasion.
Linguistic binds consist of two parts, the first is something that the person experiences,
the second part is what you want them to think or feel.
For example:
As you sit there and read this text, you will find your awareness of persuasion
secrets increasing by the second, growing to make you an expert in this hidden
art.
Now that youve learned to use the computer better, Im sure you will feel more
confident about starting up your own online business today, wont you?
As you think about what others are doing around you, youll realize that you only
have one choice to take and thats to make a commitment to spend time practicing
your persuasion techniques daily to reach your goals.
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Another form of linguistic bind is the the more you ____, the more you ____ structure.
For example:
The more you realize the power of persuasion techniques, the more effectively
you will convert your prospects into sales.
The more you read, the more you realize that success is all about applying these
techniques into action, to create the life youve always dreamed of.
Traffic was heavy, so I was late. [Again, traffic jams will not be a cause of you
being late if you leave early enough to avoid any delaysBut the mind is lazy
and will latch on to the reason for that.]
Its tax season and I owe more taxes than I expected. Heres a firesale on all my
products. You can benefit! [What does paying taxes have to do with discounting
your products???]
The human mind will always look for the easiest path out to explain and understand any
situation its presented with.
Cause and effect can be particular devastating because popular culture creates the belief
that person or things can cause emotional changes.
Witness the sentiments expressed in popular song lyrics:
When youre gone, you take my heart with you
You make me feel sad
Im on the top of the world when Im with you
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Comparisons
A powerful technique when offering an option to your audience is to make a judgement
of its value by using a comparison.
For example:
This is the best product in the market today [what market are you referring to? Its
the best compared to what else?]
New, Fridges are better [better compared to what?]
XYZ Widget are absolutely terrible! [terrible compared to what?]
Any statement containing an element of comparison:
Best
Better
Worse
Worst
Product ABC is the best because it uses steel-enhanced tips, instead of many
competitors who use copper, in the market today.
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Our new widgets are better. Take a look at our competition. As youre looking,
you notice flaw A, and flaw B. Now mind you, our product doesnt look that
great, and is in fact a little cheap, isnt it? But when you compare the benefits, you
realize that our widgets are much more effective than the one youre holding
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Summary
Many would be persuader fail because they only use the head-on facts and figures
approach which will lead to a collision when they face massive resistance from their
prospects mental iceberg (where more than 90% of the resistance resides below the
level of consciousness)
Instead if you focus on:
Establishing an emotional connection
Steering the communication to your desired outcome
Amplifying the emotions you desire
You will achieve your goal.
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Title: Rev. Martin Luther King, Jr. delivers his most famous address, "I have a
dream" Speaker: Martin Luther King, Jr Audio/Video Available: Listen
Transcript/Log: Martin Luther King at the March on Washington for Jobs and Freedom
(August 28, 1963)
"I Have a Dream"
I am happy to join with you today in what will go down in history as
the greatest demonstration for freedom in the history of our nation.
Five score years ago, a great American, in whose symbolic shadow
we stand today, signed the Emancipation Proclamation. This momentous
decree came as a great beacon light of hope to millions of Negro slaves
who had been seared in the flames of withering injustice. It came as a
joyous daybreak to end the long night of their captivity.
But 100 years later, the Negro still is not free. One hundred years
later, the life of the Negro is still sadly crippled by the manacles of
segregation and the chains of discrimination. One hundred years later, the
Negro lives on a lonely island of poverty in the midst of a vast ocean of
material prosperity. One hundred years later, the Negro is still languished
in the corners of American society and finds himself an exile in his own
land. And so we've come here today to dramatize a shameful condition.
In a sense we've come to our nation's capital to cash a check. When
the architects of our republic wrote the magnificent words of the
Constitution and the Declaration of Independence, they were signing a
promissory note to which every American was to fall heir. This note was a
promise that all men - yes, black men as well as white men - would be
guaranteed the unalienable rights of life, liberty, and the pursuit of
happiness.
It is obvious today that America has defaulted on this promissory note
insofar as her citizens of color are concerned. Instead of honoring this
sacred obligation, America has given the Negro people a bad check, a
check that has come back marked "insufficient funds."
But we refuse to believe that the bank of justice is bankrupt. We
refuse to believe that there are insufficient funds in the great vaults of
opportunity of this nation. And so we've come to cash this check, a check
that will give us upon demand the riches of freedom and security of justice.
We have also come to his hallowed spot to remind America of the fierce
urgency of now. This is no time to engage in the luxury of cooling off or to
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take the tranquilizing drug of gradualism. Now is the time to make real the
promises of democracy. Now is the time to rise from the dark and
desolate valley of segregation to the sunlit path of racial justice. Now is the
time to lift our nation from the quicksands of racial injustice to the solid
rock of brotherhood. Now is the time to make justice a reality for all of
God's children.
It would be fatal for the nation to overlook the urgency of the moment.
This sweltering summer of the Negro's legitimate discontent will not pass
until there is an invigorating autumn of freedom and equality. Nineteen
sixty-three is not an end but a beginning. Those who hoped that the Negro
needed to blow off steam and will now be content will have a rude
awakening if the nation returns to business as usual. There will be neither
rest nor tranquility in America until the Negro is granted his citizenship
rights. The whirlwinds of revolt will continue to shake the foundations of
our nation until the bright day of justice emerges.
But there is something that I must say to my people who stand on the
warm threshold which leads into the palace of justice. In the process of
gaining our rightful place we must not be guilty of wrongful deeds. Let us
not seek to satisfy our thirst for freedom by drinking from the cup of
bitterness and hatred. We must forever conduct our struggle on the high
plane of dignity and discipline. We must not allow our creative protest to
degenerate into physical violence. Again and again we must rise to the
majestic heights of meeting physical force with soul force. The marvelous
new militancy which has engulfed the Negro community must not lead us to
a distrust of all white people, for many of our white brothers, as evidenced
by their presence here today, have come to realize that their destiny is tied
up with our destiny. And they have come to realize that their freedom is
inextricably bound to our freedom. We cannot walk alone.
And as we walk, we must make the pledge that we shall always
march ahead. We cannot turn back. There are those who are asking the
devotees of civil rights, "When will you be satisfied?" We can never be
satisfied as long as the Negro is the victim of the unspeakable horrors of
police brutality. We can never be satisfied as long as our bodies, heavy
with the fatigue of travel, cannot gain lodging in the motels of the highways
and the hotels of the cities. We cannot be satisfied as long as the Negro's
basic mobility is from a smaller ghetto to a larger one. We can never be
satisfied as long as our children are stripped of their selfhood and robbed
of their dignity by signs stating "for whites only." We cannot be satisfied as
long as a Negro in Mississippi cannot vote and a Negro in New York
believes he has nothing for which to vote. No, no we are not satisfied and
we will not be satisfied until justice rolls down like waters and
righteousness like a mighty stream.
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I am not unmindful that some of you have come here out of great
trials and tribulations. Some of you have come fresh from narrow jail cells.
Some of you have come from areas where your quest for freedom left you
battered by storms of persecution and staggered by the winds of police
brutality. You have been the veterans of creative suffering. Continue to
work with the faith that unearned suffering is redemptive.
Go back to Mississippi, go back to Alabama, go back to South
Carolina, go back to Georgia, go back to Louisiana, go back to the slums
and ghettos of our northern cities, knowing that somehow this situation can
and will be changed.
Let us not wallow in the valley of despair. I say to you today my
friends - so even though we face the difficulties of today and tomorrow, I
still have a dream. It is a dream deeply rooted in the American dream.
I have a dream that one day this nation will rise up and live out the
true meaning of its creed: "We hold these truths to be self-evident, that all
men are created equal."
I have a dream that one day on the red hills of Georgia the sons of
former slaves and the sons of former slave owners will be able to sit down
together at the table of brotherhood.
I have a dream that one day even the state of Mississippi, a state
sweltering with the heat of injustice, sweltering with the heat of oppression,
will be transformed into an oasis of freedom and justice.
I have a dream that my four little children will one day live in a nation
where they will not be judged by the color of their skin but by the content
of their character.
I have a dream today.
I have a dream that one day down in Alabama, with its vicious racists,
with its governor having his lips dripping with the words of interposition
and nullification - one day right there in Alabama little black boys and
black girls will be able to join hands with little white boys and white girls as
sisters and brothers.
I have a dream today.
I have a dream that one day every valley shall be exalted, and every
hill and mountain shall be made low, the rough places will be made plain,
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and the crooked places will be made straight, and the glory of the Lord
shall be revealed and all flesh shall see it together.
This is our hope. This is the faith that I go back to the South with.
With this faith we will be able to hew out of the mountain of despair a
stone of hope. With this faith we will be able to transform the jangling
discords of our nation into a beautiful symphony of brotherhood. With this
faith we will be able to work together, to pray together, to struggle
together, to go to jail together, to stand up for freedom together, knowing
that we will be free one day.
This will be the day, this will be the day when all of God's children will
be able to sing with new meaning "My country 'tis of thee, sweet land of
liberty, of thee I sing. Land where my father's died, land of the Pilgrim's
pride, from every mountainside, let freedom ring!"
And if America is to be a great nation, this must become true. And so
let freedom ring from the prodigious hilltops of New Hampshire. Let
freedom ring from the mighty mountains of New York. Let freedom ring
from the heightening Alleghenies of Pennsylvania.
But not only that; let freedom ring from Stone Mountain of Georgia.
Let freedom ring from every hill and molehill of Mississippi - from
every mountainside.
Let freedom ring. And when this happens, and when we allow
freedom ring - when we let it ring from every village and every hamlet,
from every state and every city, we will be able to speed up that day when
all of God's children - black men and white men, Jews and Gentiles,
Protestants and Catholics - will be able to join hands and sing in the words
of the old Negro spiritual: "Free at last! Free at last! Thank God Almighty,
we are free at last!"
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--Distribution statement: Accepted as part of the Douglass Archives of American Public
Address (http://douglass.speech.nwu.edu) on May 26, 1999. Prepared by D. Oetting
(http://nonce.com/oetting).
Permission is hereby granted to download, reprint, and/or otherwise redistribute this file,
provided this distribution statement is included and appropriate point of origin credit is
given to the preparer and Douglass.
Transcript/Log: Vice President Johnson, Mr. Speaker, Mr. Chief Justice, President
Eisenhower, Vice President Nixon, President Truman, Reverend Clergy, fellow citizens:
We observe today not a victory of party but a celebration of freedom--symbolizing an end
as well as a beginning--signifying renewal as well as change. For I have sworn before
you and Almighty God the same solemn oath our forbears prescribed nearly a century
and three-quarters ago.
The world is very different now. For man holds in his mortal hands the power to abolish
all forms of human poverty and all forms of human life. And yet the same revolutionary
beliefs for which our forebears fought are still at issue around the globe--the belief that
the rights of man come not from the generosity of the state but from the hand of God.
We dare not forget today that we are the heirs of that first revolution. Let the word go
forth from this time and place, to friend and foe alike, that the torch has been passed to a
new generation of Americans--born in this century, tempered by war, disciplined by a
hard and bitter peace, proud of our ancient heritage--and unwilling to witness or permit
the slow undoing of those human rights to which this nation has always been committed,
and to which we are committed today at home and around the world.
Let every nation know, whether it wishes us well or ill, that we shall pay any price, bear
any burden, meet any hardship, support any friend, oppose any foe to assure the survival
and the success of liberty.
This much we pledge--and more.
To those old allies whose cultural and spiritual origins we share, we pledge the loyalty of
faithful friends. United there is little we cannot do in a host of cooperative ventures.
Divided there is little we can do--for we dare not meet a powerful challenge at odds and
split asunder.
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To those new states whom we welcome to the ranks of the free, we pledge our word that
one form of colonial control shall not have passed away merely to be replaced by a far
more iron tyranny. We shall not always expect to find them supporting our view. But we
shall always hope to find them strongly supporting their own freedom--and to remember
that, in the past, those who foolishly sought power by riding the back of the tiger ended
up inside.
To those people in the huts and villages of half the globe struggling to break the bonds of
mass misery, we pledge our best efforts to help them help themselves, for whatever
period is required--not because the communists may be doing it, not because we seek
their votes, but because it is right. If a free society cannot help the many who are poor, it
cannot save the few who are rich.
To our sister republics south of our border, we offer a special pledge--to convert our good
words into good deeds--in a new alliance for progress--to assist free men and free
governments in casting off the chains of poverty. But this peaceful revolution of hope
cannot become the prey of hostile powers. Let all our neighbors know that we shall join
with them to oppose aggression or subversion anywhere in the Americas. And let every
other power know that this Hemisphere intends to remain the master of its own house.
To that world assembly of sovereign states, the United Nations, our last best hope in an
age where the instruments of war have far outpaced the instruments of peace, we renew
our pledge of support--to prevent it from becoming merely a forum for invective--to
strengthen its shield of the new and the weak--and to enlarge the area in which its writ
may run.
Finally, to those nations who would make themselves our adversary, we offer not a
pledge but a request: that both sides begin anew the quest for peace, before the dark
powers of destruction unleashed by science engulf all humanity in planned or accidental
self-destruction.
We dare not tempt them with weakness. For only when our arms are sufficient beyond
doubt can we be certain beyond doubt that they will never be employed.
But neither can two great and powerful groups of nations take comfort from our present
course--both sides overburdened by the cost of modern weapons, both rightly alarmed by
the steady spread of the deadly atom, yet both racing to alter that uncertain balance of
terror that stays the hand of mankind's final war.
So let us begin anew--remembering on both sides that civility is not a sign of weakness,
and sincerity is always subject to proof. Let us never negotiate out of fear. But let us
never fear to negotiate.
Let both sides explore what problems unite us instead of belaboring those problems
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which divide us.
Let both sides, for the first time, formulate serious and precise proposals for the
inspection and control of arms--and bring the absolute power to destroy other nations
under the absolute control of all nations.
Let both sides seek to invoke the wonders of science instead of its terrors. Together let us
explore the stars, conquer the deserts, eradicate disease, tap the ocean depths and
encourage the arts and commerce.
Let both sides unite to heed in all corners of the earth the command of Isaiah--to "undo
the heavy burdens . . . (and) let the oppressed go free."
And if a beachhead of cooperation may push back the jungle of suspicion, let both sides
join in creating a new endeavor, not a new balance of power, but a new world of law,
where the strong are just and the weak secure and the peace preserved.
All this will not be finished in the first one hundred days. Nor will it be finished in the
first one thousand days, nor in the life of this Administration, nor even perhaps in our
lifetime on this planet. But let us begin.
In your hands, my fellow citizens, more than mine, will rest the final success or failure of
our course. Since this country was founded, each generation of Americans has been
summoned to give testimony to its national loyalty. The graves of young Americans who
answered the call to service surround the globe.
Now the trumpet summons us again--not as a call to bear arms, though arms we need--not
as a call to battle, though embattled we are-- but a call to bear the burden of a long
twilight struggle, year in and year out, "rejoicing in hope, patient in tribulation"--a
struggle against the common enemies of man: tyranny, poverty, disease and war itself.
Can we forge against these enemies a grand and global alliance, North and South, East
and West, that can assure a more fruitful life for all mankind? Will you join in that
historic effort?
In the long history of the world, only a few generations have been granted the role of
defending freedom in its hour of maximum danger. I do not shrink from this
responsibility--I welcome it. I do not believe that any of us would exchange places with
any other people or any other generation. The energy, the faith, the devotion which we
bring to this endeavor will light our country and all who serve it--and the glow from that
fire can truly light the world.
And so, my fellow Americans: ask not what your country can do for you--ask what you
can do for your country.
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My fellow citizens of the world: ask not what America will do for you, but what together
we can do for the freedom of man.
Finally, whether you are citizens of America or citizens of the world, ask of us here the
same high standards of strength and sacrifice which we ask of you. With a good
conscience our only sure reward, with history the final judge of our deeds, let us go forth
to lead the land we love, asking His blessing and His help, but knowing that here on earth
God's work must truly be our own.
Title: The sinews of peace Speaker: Winston Churchill Audio/Video Available:
Listen
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decision shall guide and rule the conduct of the English-speaking peoples in peace as they
did in war. We must, and I believe we shall, prove ourselves equal to this severe
requirement.
When American military men approach some serious situation they are wont to write at
the head of their directive the words "over-all strategic concept." There is wisdom in this,
as it leads to clarity of thought. What then is the over-all strategic concept which we
should inscribe today? It is nothing less than the safety and welfare, the freedom and
progress, of all the homes and families of all the men and women in all the lands. And
here I speak particularly of the myriad cottage or apartment homes where the wageearner strives amid the accidents and difficulties of life to guard his wife and children
from privation and bring the family up in the fear of the Lord, or upon ethical
conceptions which often play their potent part.
To give security to these countless homes, they must be shielded from the two giant
marauders, war and tyranny. We all know the frightful disturbances in which the ordinary
family is plunged when the curse of war swoops down upon the bread-winner and those
for whom he works and contrives. The awful ruin of Europe, with all its vanished glories,
and of large parts of Asia glares us in the eyes. When the designs of wicked men or the
aggressive urge of mighty States dissolve over large areas the frame of civilized society,
humble folk are confronted with difficulties with which they cannot cope. For them all is
distorted, all is broken, even ground to pulp.
When I stand here this quiet afternoon I shudder to visualize what is actually happening
to millions now and what is going to happen in this period when famine stalks the earth.
None can compute what has been called "the unestimated sum of human pain." Our
supreme task and duty is to guard the homes of the common people from the horrors and
miseries of another war. We are all agreed on that.
Our American military colleagues, after having proclaimed their "over-all strategic
concept" and computed available resources, always proceed to the next step-namely, the
method. Here again there is widespread agreement. A world organization has already
been erected for the prime purpose of preventing war, UNO, the successor of the League
of Nations, with the decisive addition of the United States and all that means, is already at
work. We must make sure that its work is fruitful, that it is a reality and not a sham, that
it is a force for action, and not merely a frothing of words, that it is a true temple of peace
in which the shields of many nations can some day be hung up, and not merely a cockpit
in a Tower of Babel. Before we cast away the solid assurances of national armaments for
self-preservation we must be certain that our temple is built, not upon shifting sands or
quagmires, but upon the rock. Anyone can see with his eyes open that our path will be
difficult and also long, but if we persevere together as we did in the two world wars though not, alas, in the interval between them - I cannot doubt that we shall achieve our
common purpose in the end.
I have, however, a definite and practical proposal to make for action. Courts and
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magistrates may be set up but they cannot function without sheriffs and constables. The
United Nations Organization must immediately begin to be equipped with an
international armed force. In such a matter we can only go step by step, but we must
begin now. I propose that each of the Powers and States should be invited to delegate a
certain number of air squadrons to the service of the world organization. These squadrons
would be trained and prepared in their own countries, but would move around in rotation
from one country to another. They would wear the uniform of their own countries but
with different badges. They would not be required to act against their own nation, but in
other respects they would be directed by the world organization. This might be started on
a modest scale and would grow as confidence grew. I wished to see this done after the
first world war, and I devoutly trust it may be done forthwith.
It would nevertheless be wrong and imprudent to entrust the secret knowledge or
experience of the atomic bomb, which the United States, Great Britain, and Canada now
share, to the world organization, while it is still in its infancy. It would be criminal
madness to cast it adrift in this still agitated and un-united world. No one in any country
has slept less well in their beds because this knowledge and the method and the raw
materials to apply it, are at present largely retained in American hands. I do not believe
we should all have slept so soundly had the positions been reversed and if some
Communist or neo-Fascist State monopolized for the time being these dread agencies.
The fear of them alone might easily have been used to enforce totalitarian systems upon
the free democratic world, with consequences appalling to human imagination. God has
willed that this shall not be and we have at least a breathing space to set our house in
order before this peril has to be encountered: and even then, if no effort is spared, we
should still possess so formidable a superiority as to impose effective deterrents upon its
employment, or threat of employment, by others. Ultimately, when the essential
brotherhood of man is truly embodied and expressed in a world organization with all the
necessary practical safeguards to make it effective, these powers would naturally be
confided to that world organization.
Now I come to the second danger of these two marauders which threatens the cottage, the
home, and the ordinary people - namely, tyranny. We cannot be blind to the fact that the
liberties enjoyed by individual citizens throughout the British Empire are not valid in a
considerable number of countries, some of which are very powerful. In these States
control is enforced upon the common people by various kinds of all-embracing police
governments. The power of the State is exercised without restraint, either by dictators or
by compact oligarchies operating through a privileged party and a political police. It is
not our duty at this time when difficulties are so numerous to interfere forcibly in the
internal affairs of countries which we have not conquered in war. But we must never
cease to proclaim in fearless tones the great principles of freedom and the rights of man
which are the joint inheritance of the English-speaking world and which through Magna
Carta, the Bill of Rights, the Habeas Corpus, trial by jury, and the English common law
find their most famous expression in the American Declaration of Independence.
All this means that the people of any country have the right, and should have the power
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by constitutional action, by free unfettered elections, with secret ballot, to choose or
change the character or form of government under which they dwell; that freedom of
speech and thought should reign; that courts of justice, independent of the executive,
unbiased by any party, should administer laws which have received the broad assent of
large majorities or are consecrated by time and custom. Here are the title deeds of
freedom which should lie in every cottage home. Here is the message of the British and
American peoples to mankind. Let us preach what we practice - let us practice - what we
preach.
I have now stated the two great dangers which menace the homes of the people: War and
Tyranny. I have not yet spoken of poverty and privation which are in many cases the
prevailing anxiety. But if the dangers of war and tyranny are removed, there is no doubt
that science and co-operation can bring in the next few years to the world, certainly in the
next few decades newly taught in the sharpening school of war, an expansion of material
well-being beyond anything that has yet occurred in human experience. Now, at this sad
and breathless moment, we are plunged in the hunger and distress which are the
aftermath of our stupendous struggle; but this will pass and may pass quickly, and there is
no reason except human folly or sub-human crime which should deny to all the nations
the inauguration and enjoyment of an age of plenty. I have often used words which I
learned fifty years ago from a great Irish-American orator, a friend of mine, Mr. Bourke
Cockran. "There is enough for all. The earth is a generous mother; she will provide in
plentiful abundance food for all her children if they will but cultivate her soil in justice
and in peace." So far I feel that we are in full agreement. Now, while still pursuing the
method of realizing our overall strategic concept, I come to the crux of what I have
traveled here to say. Neither the sure prevention of war, nor the continuous rise of world
organization will be gained without what I have called the fraternal association of the
English-speaking peoples. This means a special relationship between the British
Commonwealth and Empire and the United States. This is no time for generalities, and I
will venture to be precise. Fraternal association requires not only the growing friendship
and mutual understanding between our two vast but kindred systems of society, but the
continuance of the intimate relationship between our military advisers, leading to
common study of potential dangers, the similarity of weapons and manuals of
instructions, and to the interchange of officers and cadets at technical colleges. It should
carry with it the continuance of the present facilities for mutual security by the joint use
of all Naval and Air Force bases in the possession of either country all over the world.
This would perhaps double the mobility of the American Navy and Air Force. It would
greatly expand that of the British Empire Forces and it might well lead, if and as the
world calms down, to important financial savings. Already we use together a large
number of islands; more may well be entrusted to our joint care in the near future.
The United States has already a Permanent Defense Agreement with the Dominion of
Canada, which is so devotedly attached to the British Commonwealth and Empire. This
Agreement is more effective than many of those which have often been made under
formal alliances. This principle should be extended to all British Commonwealths with
full reciprocity. Thus, whatever happens, and thus only, shall we be secure ourselves and
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able to work together for the high and simple causes that are dear to us and bode no ill to
any. Eventually there may come - I feel eventually there will come - the principle of
common citizenship, but that we may be content to leave to destiny, whose outstretched
arm many of us can already clearly see.
There is however an important question we must ask ourselves. Would a special
relationship between the United States and the British Commonwealth be inconsistent
with our over-riding loyalties to the World Organization? I reply that, on the contrary, it
is probably the only means by which that organization will achieve its full stature and
strength. There are already the special United States relations with Canada which I have
just mentioned, and there are the special relations between the United States and the
South American Republics. We British have our twenty years Treaty of Collaboration
and Mutual Assistance with Soviet Russia. I agree with Mr. Bevin, the Foreign Secretary
of Great Britain, that it might well be a fifty years Treaty so far as we are concerned. We
aim at nothing but mutual assistance and collaboration. The British have an alliance with
Portugal unbroken since 1384, and which produced fruitful results at critical moments in
the late war. None of these clash with the general interest of a world agreement, or a
world organization; on the contrary they help it. "In my father's house are many
mansions." Special associations between members of the United Nations which have no
aggressive point against any other country, which harbor no design incompatible with the
Charter of the United Nations, far from being harmful, are beneficial and, as I believe,
indispensable.
I spoke earlier of the Temple of Peace. Workmen from all countries must build that
temple. If two of the workmen know each other particularly well and are old friends, if
their families are inter-mingled, and if they have "faith in each other's purpose, hope in
each other's future and charity towards each other's shortcomings" - to quote some good
words I read here the other day - why cannot they work together at the common task as
friends and partners? Why cannot they share their tools and thus increase each other's
working powers? Indeed they must do so or else the temple may not be built, or, being
built, it may collapse, and we shall all be proved again unteachable and have to go and try
to learn again for a third time in a school of war, incomparably more rigorous than that
from which we have just been released. The dark ages may return, the Stone Age may
return on the gleaming wings of science, and what might now shower immeasurable
material blessings upon mankind, may even bring about its total destruction. Beware, I
say; time may be short. Do not let us take the course of allowing events to drift along
until it is too late. If there is to be a fraternal association of the kind I have described,
with all the extra strength and security which both our countries can derive from it, let us
make sure that that great fact is known to the world, and that it plays its part in steadying
and stabilizing the foundations of peace. There is the path of wisdom. Prevention is better
than cure.
A shadow has fallen upon the scenes so lately lighted by the Allied victory. Nobody
knows what Soviet Russia and its Communist international organization intends to do in
the immediate future, or what are the limits, if any, to their expansive and proselytizing
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tendencies. I have a strong admiration and regard for the valiant Russian people and for
my wartime comrade, Marshal Stalin. There is deep sympathy and goodwill in Britain and I doubt not here also - towards the peoples of all the Russias and a resolve to
persevere through many differences and rebuffs in establishing lasting friendships. We
understand the Russian need to be secure on her western frontiers by the removal of all
possibility of German aggression. We welcome Russia to her rightful place among the
leading nations of the world. We welcome her flag upon the seas. Above all, we welcome
constant, frequent and growing contacts between the Russian people and our own people
on both sides of the Atlantic. It is my duty however, for I am sure you would wish me to
state the facts as I see them to you, to place before you certain facts about the present
position in Europe.
From Stettin in the Baltic to Trieste in the Adriatic, an iron curtain has descended across
the Continent. Behind that line lie all the capitals of the ancient states of Central and
Eastern Europe. Warsaw, Berlin, Prague, Vienna, Budapest, Belgrade, Bucharest and
Sofia, all these famous cities and the populations around them lie in what I must call the
Soviet sphere, and all are subject in one form or another, not only to Soviet influence but
to a very high and, in many cases, increasing measure of control from Moscow. Athens
alone - Greece with its immortal glories - is free to decide its future at an election under
British, American and French observation. The Russian- dominated Polish Government
has been encouraged to make enormous and wrongful inroads upon Germany, and mass
expulsions of millions of Germans on a scale grievous and undreamed-of are now taking
place. The Communist parties, which were very small in all these Eastern States of
Europe, have been raised to pre-eminence and power far beyond their numbers and are
seeking everywhere to obtain totalitarian control. Police governments are prevailing in
nearly every case, and so far, except in Czechoslovakia, there is no true democracy.
Turkey and Persia are both profoundly alarmed and disturbed at the claims which are
being made upon them and at the pressure being exerted by the Moscow Government. An
attempt is being made by the Russians in Berlin to build up a quasi-Communist party in
their zone of Occupied Germany by showing special favors to groups of left-wing
German leaders. At the end of the fighting last June, the American and British Armies
withdrew westwards, in accordance with an earlier agreement, to a depth at some points
of 150 miles upon a front of nearly four hundred miles, in order to allow our Russian
allies to occupy this vast expanse of territory which the Western Democracies had
conquered.
If now the Soviet Government tries, by separate action, to build up a pro-Communist
Germany in their areas, this will cause new serious difficulties in the British and
American zones, and will give the defeated Germans the power of putting themselves up
to auction between the Soviets and the Western Democracies. Whatever conclusions may
be drawn from these facts - and facts they are - this is certainly not the Liberated Europe
we fought to build up. Nor is it one which contains the essentials of permanent peace.
The safety of the world requires a new unity in Europe, from which no nation should be
permanently outcast. It is from the quarrels of the strong parent races in Europe that the
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world wars we have witnessed, or which occurred in former times, have sprung. Twice in
our own lifetime we have seen the United States, against their wishes and their traditions,
against arguments, the force of which it is impossible not to comprehend, drawn by
irresistible forces, into these wars in time to secure the victory of the good cause, but only
after frightful slaughter and devastation had occurred. Twice the United States has had to
send several millions of its young men across the Atlantic to find the war; but now war
can find any nation, wherever it may dwell between dusk and dawn. Surely we should
work with conscious purpose for a grand pacification of Europe, within the structure of
the United Nations and in accordance with its Charter. That I feel is an open cause of
policy of very great importance .
In front of the iron curtain which lies across Europe are other causes for anxiety. In Italy
the Communist Party is seriously hampered by having to support the Communist-trained
Marshal Tito's claims to former Italian territory at the head of the Adriatic. Nevertheless
the future of Italy hangs in the balance. Again one cannot imagine a regenerated Europe
without a strong France. All my public life I have worked for a strong France and I never
lost faith in her destiny, even in the darkest hours. I will not lose faith now. However, in a
great number of countries, far from the Russian frontiers and throughout the world,
Communist fifth columns are established and work in complete unity and absolute
obedience to the directions they receive from the Communist center. Except in the British
Commonwealth and in the United States where Communism is in its infancy, the
Communist parties or fifth columns constitute a growing challenge and peril to Christian
civilization. These are somber facts for anyone to have to recite on the morrow of a
victory gained by so much splendid comradeship in arms and in the cause of freedom and
democracy; but we should be most unwise not to face them squarely while time remains.
The outlook is also anxious in the Far East and especially in Manchuria. The Agreement
which was made at Yalta, to which I was a party, was extremely favorable to Soviet
Russia, but it was made at a time when no one could say that the German war might not
extend all through the summer and autumn of 1945 and when the Japanese war was
expected to last for a further 18 months from the end of the German war. In this country
you are all so well-informed about the Far East, and such devoted friends of China, that I
do not need to expatiate on the situation there.
I have felt bound to portray the shadow which, alike in the west and in the east, falls upon
the world. I was a high minister at the time of the Versailles Treaty and a close friend of
Mr. Lloyd-George, who was the head of the British delegation at Versailles. I did not
myself agree with many things that were done, but I have a very strong impression in my
mind of that situation, and I find it painful to contrast it with that which prevails now. In
those days there were high hopes and unbounded confidence that the wars were over, and
that the League of Nations would become all-powerful. I do not see or feel that same
confidence or even the same hopes in the haggard world at the present time.
On the other hand I repulse the idea that a new war is inevitable; still more that it is
imminent. It is because I am sure that our fortunes are still in our own hands and that we
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hold the power to save the future, that I feel the duty to speak out now that I have the
occasion and the opportunity to do so. I do not believe that Soviet Russia desires war.
What they desire is the fruits of war and the indefinite expansion of their power and
doctrines. But what we have to consider here to-day while time remains, is the permanent
prevention of war and the establishment of conditions of freedom and democracy as
rapidly as possible in all countries. Our difficulties and dangers will not be removed by
closing our eyes to them. They will not be removed by mere waiting to see what happens;
nor will they be removed by a policy of appeasement. What is needed is a settlement, and
the longer this is delayed, the more difficult it will be and the greater our dangers will
become.
From what I have seen of our Russian friends and Allies during the war, I am convinced
that there is nothing they admire so much as strength, and there is nothing for which they
have less respect than for weakness, especially military weakness. For that reason the old
doctrine of a balance of power is unsound. We cannot afford, if we can help it, to work
on narrow margins, offering temptations to a trial of strength. If the Western
Democracies stand together in strict adherence to the principles of the United Nations
Charter, their influence for furthering those principles will be immense and no one is
likely to molest them. If however they become divided or falter in their duty and if these
all-important years are allowed to slip away then indeed catastrophe may overwhelm us
all.
Last time I saw it all coming and cried aloud to my own fellow-countrymen and to the
world, but no one paid any attention. Up till the year 1933 or even 1935, Germany might
have been saved from the awful fate which has overtaken her and we might all have been
spared the miseries Hitler let loose upon mankind. There never was a war in all history
easier to prevent by timely action than the one which has just desolated such great areas
of the globe. It could have been prevented in my belief without the firing of a single shot,
and Germany might be powerful, prosperous and honored to-day; but no one would listen
and one by one we were all sucked into the awful whirlpool. We surely must not let that
happen again. This can only be achieved by reaching now, in 1946, a good understanding
on all points with Russia under the general authority of the United Nations Organization
and by the maintenance of that good understanding through many peaceful years, by the
world instrument, supported by the whole strength of the English-speaking world and all
its connections. There is the solution which I respectfully offer to you in this Address to
which I have given the title "The Sinews of Peace."
Let no man underrate the abiding power of the British Empire and Common-wealth.
Because you see the 46 millions in our island harassed about their food supply, of which
they only grow one half, even in war-time, or because we have difficulty in restarting our
industries and export trade after six years of passionate war effort, do not suppose that we
shall not come through these dark years of privation as we have come through the
glorious years of agony, or that half a century from now, you will not see 70 or 80
millions of Britons spread about the world and united in defense of our traditions, our
way of life, and of the world causes which you and we espouse. If the population of the
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English-speaking Commonwealths be added to that of the United States with all that such
co-operation implies in the air, on the sea, all over the globe and in science and in
industry, and in moral force, there will be no quivering, precarious balance of power to
offer its temptation to ambition or adventure. On the contrary, there will be an
overwhelming assurance of security. If we adhere faithfully to the Charter of the United
Nations and walk forward in sedate and sober strength seeking no one's land or treasure,
seeking to lay no arbitrary control upon the thoughts of men; if all British moral and
material forces and convictions are joined with your own in fraternal association, the
high-roads of the future will be clear, not only for us but for all, not only for our time, but
for a century to come.
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Migraine
Indigestion
Blue Vision
Nasal Congestion
Facial Flushing
Heart Palpitations
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All these are pretty 'part and parcel' of taking any fast
acting sexual enhancing pill.
Sure, these side effects may not seem to be 'fatal' and
you may be apt to just simply dismiss them.
Nothing could be further from the truth...
These side effects could be more 'dangerous' than you
think, and are good indications that your supposed
'herbal' sex pill is adulterated!
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But I'll spare you all the technical details for now...
What I do want to bring to your attention, is that there
is a
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Paul T
Biomax Nutritionals
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Practical Assignment:
Your practical assignment for this training session is to create a fictional conversation on
any topic of your choice that does the following:
You can use any of the hypnotic devices youve learnt to do this.
Remember, the outcome has to be crystal clear. Give me the job, have sex with
me, buy this product now.
Id recommend a weasel opener that leads into a story with strong embedded commands
which are disguised by softeners and vivid word picture painting to future pace the
reader.
In the following pages, youll find my critiques of actual submitted homework by my
students. Use my comments as a benchmark for your own practical assignment.
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Assignment #2: by Theodore Chan
I invite you to notice what it feels like to spend every day like it was a lazy Sunday.
That is exactly the lifestyle that my friend, Fred, who is just like you, now enjoys.
Imagine the birds are singing and twerping, the sky is blue and you roll out of bed fully
rested and energized. You feel so happy and peaceful and know that you will have a
fulfilling day, doing exactly what you want; when you want with whomever you want.
Fred has never been healthier, happier, and looks years younger since he discovered
ASR. He was just like you, maybe even worse He would wake up at 4:00 AM every
day, commute 2 hours each way to do some computer work, be a drone in a cube. The
work was alright, the pay was decent, but couldve been higher (whoever says they get
paid enough anyways?), but something was just missing.
The first time Fred read about ASR, he immediately bought it and devoured the
contents. It filled the gap. They thought that he had a lot of potential. They were right!
Fred was able to easily make enough money so that he could quit his J-O-B and do what
he truly loved, watch his infant daughter learn to crawl and coaching high school
basketball. Obviously, you can generate more income. Fred has the freedom of life and
the time to enjoy it. He can now do what he wants, when he wants with whomever he
wants.
When your ASR package arrives, immediately devour the content, then follow it as per
the step by step outline and give it a week to load up bank account.
Jo Hans Comments: This is very well done assignment. It could do with more word
pictures to make it more powerful.
There is also a little too much going on about Fred, and you need to throw it back to
the prospect as a way of eliciting more criteria and values so that you can sprinkle
them in the form of embedded commands later.
Heres an example of criteria and value elicitation:
Firstname, what is the most important thing you look for in a business opportunity
How do you feel about whatever answer he provides?
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excruciating details as this is a story for another time and place! Anyway, we left from
his place up in the hills, and started driving down this incredibly twisty and winding
mountain road that leads up to his house. The narrowness and bumpiness of the road
forced me, initially at least, to concentrate on steering it and judiciously using the gas
pedal so as not to over inadvertently drive off the edge of the mountain! Strangely
enough, after several minutes I started to feel at home in it, and I was twirling the wheel
fluidly and working the brake and gas pedals gracefully, making the car fly and sing its
beautiful aria, reaching obscene and illegal speeds in the process.
2nd Person: Wow, what car were you driving?
Me: Well, I was driving a very rare and obscure car called the Pagani Zonda. It is a
limited edition sports car of which only 800 copies are produced every year. It is an
exquisite car produced in a little village in Italy, where artisans cut and stitch everything
in the upholstery, and practically everything is handcrafted, from the dashboard to seats
to the engine, which is painstakingly assembled by just two highly trained craftsmen who
also place their autographs on it. The car is rigorously tested on the highway at extremely
high speeds and also on a test track before even going on sale. It is so technically
sophisticated that you become a better driver by default!
2nd Person: Wow, I had no idea that so much attention and care could be lavished on what
is basically an automotive conveyance.
Me: As you sit in the car, you will feel at one with the road, and it will make you drive
better, smoother, and faster than ever before. It is almost effortless in the way it makes
you a better driver. It leaves me with no other choice than to recommend you to go out
and buy one for yourself.
2nd Person: It sounds like a really awesome car, but it sounds really expensive and maybe
even a little frivolous.
Me: The less you try to understand, the more youll get it.
2nd Person: Huh? What do you mean?
Me: You just have to buy the Pagani to understand what I mean.
2nd Person: Hmm, Im still not so sure about this.
Me: Follow along with me for a moment here. Pretend that you dont want to enjoy
driving, you dont want to feel the thrill of controlling and machine and becoming one
with the road, you dont want to clip apexes on the road with the same precision that
surgeon wields his scalpel. Think about how dull and unrewarding driving an automotive
appliance just designed to convey you from point A to point B would be. Imagine never
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being able to enjoy the thrill of driving just for the sheer enjoyment of it; would you want
to be driving like this for the rest of your life?
2nd person: Well of course I wouldnt.
Me: Well, that is why you need to buy the Pagani Zonda, and leave behind the dreariness
of automotive appliances designed by bean counters.
2nd person: You could be right. I should see about test driving the Pagani.
Me: You are doing the right thing, believe me when I say this. You will not be
disappointed.
Jo Hans Comments: This is an excellent use of hypnotic devices. What would make
this much more powerful is not to hard sell the car too much.
Too many of the commands seem like youre asking the prospect to buy the car.
The objective would be to get the prospect in a trance to imagine the ultimate driving
experience, and then shoot to close test drive.
The easiest way obviously, would be to say, nothing beats you actually experiencing it
for yourself.
Also, a little bit of flattery and pacing would be appropriate.
Heres an example:
Mr Prospect, just from the watch youre wearing, I can tell that you obviously go for the
finer things in life. Clearly a normal run of the mill vehicle to take you from point A to
point B will not be enough for a person like you. You want flash, you want speed, you
want performance blah blah
Its important at the end of it all, you wanna take it away a little and just tell the
prospect to decide for himself, and whether or not he can live with himself settling for
second best.
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The setting is a presentation in a board room at an oil company. The oil company has a
bad record of environmental compliance and I am there to convince them that they
require my services in environmental auditing. Its an beautiful fall day, the sun is shining
brightly through the big boardroom windows.
Its 8am and I arrive at the office of Big Oil. I am there early to set up my laptop and
projector for my presentation. I mention to the receptionist that is very nice of her let me
into the boardroom before everyone arrives. Its 8:15 and incomes Big Oils
environmental coordinator. His name is Ken; this is great that I get some face time one
on one with him because he has a lot of pull when it comes to deciding on who get the
environment auditing contract.
He enters the room and looks surprised to see me all set up and ready to go, his comment
was:
Howdy Tim you sure are an early bird, I am usually the first guy in the boardroom for
these early meetings.
My response was hi Ken its nice to see you again (nice firm handshake and eye contact),
thanks for setting up this meeting; Ive got great photos from our helicopter flight last
week You know its funny, but you and I were the only Troopers that didnt get sick
when we hit that turbulence on last leg of the flight.
Kenthats right Tim, now that mention it those others guys woofed their cookies
(We both laugh)I respond I could tell when they showed up for the chopper ride with
street shoes and dress pants that they were not experienced, but when I saw you with your
hiking boots, backpack and rain jacket I could see you were a seasoned field guya
TrooperFunny but we were the only ones that packed extra food and a tent, good thing
because when we had to put the chopper down and spend the night I knew that you were
the one guy that I could depend onwith my life. Funny how near death situations bring
people together and you know I really felt comfortable when we communicating with
hand signals on the pontoonslike we both had ESPyah funny eighYupsure is!
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Hey, last night when we finally got the tent set up you mentioned something about the
problems with wildlife study from your last consultantthe wind was blowing so hard
that I couldnt hear everything you said, just so I understand was that the Duck Study in
the marshland.
Yes Tim, what a disaster.
Its 8:30 now and here is the section Director and his two planners. Ken introduces me and
for the next 20 minutes I walked them through the slide presentation and when we got to
the discussion on my fees I encountered some resistance. I stated the following:
Yes, youre right. I wouldnt ask for you to give me a higher fee, its up to you. I
wouldnt be pressing hard to get a better deal out of this discussion. And you dont have
to agree with everything I am saying right now!
Yes, you dont need to imagine yourself a month from now, having accepted all
the conditions Im asking for now, already having been totally satisfied with our
partnership and looking back on today as having been the start of it.
Upon reviewing the wildlife study the conservation offer was wondering why would you
believe something thats not true. I wouldnt condemn my peers from the other company
that conducted the Duck study; I just feel its my duty to pass on what the Conservation
Officer mentioned. Ethically, I cant say they broke the law with false results, thats up to
the judge.
As you think about what others are saying in town, you might be in a position where you
have to defend your decisions, I cant advise you to act quickly and make a commitment
to spend right now, and its up to you.
In summary, I cant say my company is better or even best for this job because thats not
the way we operate, we just do our very best every time for every customer and we fully
guarantee our work 100%.
Its up to you to decide, I dont have a crystal ball, and I cant tell you that the CEO will
go to jail over the Duck report scandal. What I can tell you is we are here for you and we
have arranged to have the best wildlife biologist ready on short notice when you need us.
The End
PS. The charges were dropped. My company now advises Big Oil Ltd on all
environmental matters.
Jo Hans Comments: Good use of weasels and trance words. Once again, the big thing
here that would make a critical difference is word pictures.
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Well I have got to say I nearly fell off my chair when he told me he was working for
himself on his Internet Business.
To give you a little background Tom and I used to work together in the Financial
Services Industry and to say that Tom was a little technically challenged when it came to
computers would be an understatement, even though the programs we were using were
basic menu driven ones Tom was regularly at my door asking for help. You can imagine
how shocked I was when he told me he was making thousands a week on the internet.
The one thing I did know was that if Tom was telling me this, then it had to be the truth.
The next thing that came into my mind was I had to know how he was doing this.
With a slightly disbelieving look I said to him Tom no offence mate but you were never
the most computer literate person in the world so how can you be making all this money
on the internet?
He just laughed when I said that and said Dave I remember all the times I used to come to
you for help, so I can understand your disbelief. If someone had said to me a year ago
that I would be making my fortune on the internet and only having to work an hour or
two a day I would have told them they must have got me confused with someone who
actually knows how to use a computer.
Then came the role reversal when we worked together I used to be the Manager and Tom
the Financial Adviser I could see the twinkle in his eyes as he said to me
What would it be like if I could show you a way to earn thousands a month and only
work an hour or two a day would this be of interest to you?
Me - yes Tom
Tom - If you had a step by step foolproof plan laid out for you to follow would this be of
benefit to you
Me of course it would Tom
Tom - What if you had every step available to you on video showing you not just what to
do but more importantly how to do it and a timescale to do everything in would you like
that.
Me to true I would
Tom - If you were to have everything you needed to get your business up and running
and making a profit in just a few days available to you at no extra cost would this help
you
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Me - you know it would.
Tom If 97% of the work was already done for you, so that you dont need to be a
computer whiz to get your business up and running do you think you would want to get
started right away?
Me - are you calling for the check or am I
Tom - What if I was to tell you that you could get all of this for less than the price of our
lunch today!
Me - Tom stop prolonging the agony just tell me where to sign up!!!
Well that was 3 months ago, has it been as good as Tom said? Well lets say that I have
just booked a months holiday with my mate Tom we are going to Bali this time. Why
dont you join us? Just go to the order button below sign up and see how easy it is to be
able to live your life instead of just existing.
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a.. Employees are leaving companies in droves, with skyrocketing turnover rates
b.. Managers are losing control leading to a sharp decline in productivity for the manager
and employees below
c.. Sales and profits are reducing as the domino effect begins to take hold
d.. Companies growth begins to slide and sink into quicksand and desperately clinging
on to dear life
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e.. Clients expectations are not been met and the shocking likelyhood is your business
could drop down dead
Now I just wanted to ask you this, and I hope you don't find it too intrusive but is your
employee turnover high, and has your companies growth come to halt?
FIRM: Yeah, our average employee retention is less than 7 months and we have been
struggling to grow as a company over the last couple of years or so.
ME: Your response says what you are unaware of. Clearly you require a new way of
thinking, which is what you are receiving today.
Now, picture your company as it begins to march forward, your competitors scratching
their heads wondering how you are suddenly so profitable, you have the freedom to
spend more time with your families ... you are truly enjoying life now that you have left
all the stress behind ... you are on your 3rd dream vacation already this year ... your stress
has just vanished into thin air.
And all it takes to achieve this is implementing just a few secrets that this one man used
to build a global wealth empire.
You know, it was just a year ago when I shared these lost secrets with another business
leader called John Smith, and you wouldn't believe what he said at the time. He said,
'Whoa! I can't believe that these secrets have not been unleashed before! It's amazing to
think that I can take my business to a whole new level by just changing a few small
things that nobody else in my industry even knows exist'.
Now you are maybe feeling really skeptical about this, and that's cool. I would be
skeptical too.
But just one year later, John Smith's profits have quadrupled ... his staff are now
extremely happy ... staff turnover has declined faster than a rapid river ... he has zero
stress in his life ...
John has taken 3 dream holidays this year ... basking in the sun as the waves lap gently at
his feet ... he can go pick up his kids from school everyday and is now even known as
superdad to all the other parents!
Suddenly, you begin to realize just how powerful this information you are implementing
is, and as you listen to my voice you are beginning to understand how important it is to
have these secrets in your possession today.
And as you picture the competitors that seek to destroy your business for their own gain,
you will begin to realize that owning these secrets is your only chance to fight back and
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win in the business minefield.
FIRM: Now, you have mentioned these secrets a few times. Sounds unique, but what
exactly are these secrets, and you haven't mentioned who the man was who discovered
these secrets. Can you tell us more about the specifics of what you have to offer?
ME: Yes. The man I have mentioned is known by all. His amazing breakthroughs
revolutionized an industry, brought stunning personal wealth, as well as an amazing
lifestyle to macth.
The company he started in 1903 is still building wealth to this very day all over the
world. His name was Henry Ford creator of the Ford Motor Company.
Oh and the secrets that he personally used boiled down just 2 things, which amazingly,
virtually most people don't even know about:
a.. Integration
b.. The Division of labour
In fact without implementing these 2 small secrets any business will die.
Picture the scene at the turn of the century ... the motor car is now available and man can
can get from A to B without horse and wagon.
Henry Ford sat down and said to himself "How can I get more cars produced faster, more
efficiently, at less cost, with less stress whilst demolishing my competition like a
sledgehammer?"
And it came to him as if by magic ...
"These 2 little secrets will propel my company forward, make the automobile available to
everyone and bring me amazing wealth". And the assembly line was born.
Now here is the real secret to his incredible wealth ...
It wasn't with working harder ... it wasn't through working longer hours ...
It was working smarter.
FIRM: So what you're saying is that we need to develop an assembly line to develop our
products? That's no secret, we have been using an assembly line since we started the
company 3 years ago.
ME: Yes you're right. The assembly line is used by everyone. It isn't a
secret that many companies now use an assembly line.
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But just imagine for second as you listen to my voice, if you were to use this division of
labor technique with your own daily tasks. And visualize your employees and managers
utilizing this mind blowing concept in their own working day.
a.. Productivity would quadruple at the very least
b.. Managers would have a complete iron grip and even the smallest details
c.. Employees will be be working in a happy environment
d.. People will be literally begging to work for you
e.. Profits will will soar like an eagle
f.. Competitors will be left in the dust as you burst on ahead and leave them trailing
behind
g.. You will have tons more free time as the business takes care of you
h.. The dream lifestyle ... the holidays ... more time with the family will become a reality
You see, everyone is reacting to the work around them instead of controlling the work.
With me on your side your employees will fully understand how to control their work
and quadruple their productivity and finally give you the dream lifestyle, exceptional
profits that will turn others green with envy.
(I would at this point hand out testimonials from other business owners stating how their
business as quadrupled in profit, living the dream etc)
FIRM: This sounds quite incredible, but how exactly would this work? What exactly is
you are offering?
ME: Clearly you are beginning to see just how powerful this information is. And if you
are ready to achieve optimal business growth you will receive the following:
b.. I work with all employees both one on one and in workshops teaching how to
implement the division of labor into their own day to achieve optimal productivity and
job satisfaction
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c.. We develop a titanium strength business plan for you to carry out to crush your
competition and bring unheard of profit levels in your business
d.. An 8 part DVD recording of my breakthrough workshop from 2004 detailing in exact
steps how I took several companies to millions of pounds worth of profit each year
e.. A 12 part DVD set explaining the division of labor concept and how to utilize it in
your own working day, so that new starters in your growing company quickly grasp the
concepts and begin implementing them seamlessly
f.. Phone support for a whole 12 months so that you can call me anytime, anywhere to
discuss any challenges you have.
Obviously this is something that will transport your business to new levels at warp speed
and the more you begin realize just how powerful this division of labor is, the more you
will begin to see a seismic shift in your company growth and quality of life your life.
And just by investing the small sum of 9,997.00 your business will be rocketed to a
whole new level, an amazing lifestyle will be literally handed to you on a plate as your
business begins to look after you whilst earning more money than you ever thought
possible.
FIRM: I see the value in what you are offering, but I know that another firm offer
business coaching for less than half what you are charging. Why should I pick you over
them?
ME: The business coaching you will receive from me is the best because I offer a number
of things other companies simply cannot provide. I know one firm who don't provide any
ongoing support whereas with me I hold you by the hand for a whole year.
Other firms I know don't even realize that you will have new employees who will need to
master these unique secrets so your business ends up where you started. That is where my
12 part DVD set comes in. So although you invest more with me, you begin to realize the
benefits and long term gains were worth 10 times the investment at least.
Jo Hans Comments: This is a very good script. In fact, Id say this is THE model
assignment of the week.
Craig, I think youll be reasonably pleased when you try out this script. The only caveat
is that you must prepare multiple outs.
In short, your script should be a framework that is flexible enough to accommodate the
prospect should they choose to say no anytime in the process.
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Also, Id tweak the opener, as its not easy to lead into the opener in real life.
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ensure success is for you then click the link below to buy the book that will teach you
the industry secrets of how to become a singing sensation.
Jo Hans Comments: Good use of weasels. This is more of sales copy rather than a
conversation.
One thing to note Amy, is that hypnosis is usually a result of vagueness. Being
deliberately vague about something somewhat forces a person to go into a trance as he
has to imagine what you actually mean.
For instance, in your opener...rather than saying I know
Why not use the invisible man technique and say Im not psyhic, but I can pretty much
guess that there a part of you that secretly yearns to be a pop star. I mean, who doesnt
want to be famous?
But maybeyou decided to lock up that part of yourself.
Can you see the difference from copy like this versus the traditional sales letter?
Look at how many times Ive used the word maybe. I use this because one of the
biggest reasons people dont buy your product is not because your product is bad, or the
sales copy is bad. It is because they lack confidence, so making them go maybe unlocks
their dreams and hopes again.
Why did I do it so many times?
Cos repetition is hypnotic.
So apply what Im teaching you here, and youll find your speech and copy acquiring a
more hypnotic quality faster and easier than ever before.
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(me)
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Wow, is that all ?.
Seeing you ride, I would have thought you and your mare were life long partners.
Man, she just looks so "majestic", I bet you feel like a king riding her ?.
(man) Well ...
(me)
I hope you don't mind me asking, but ... oh, never mind, it doesn't matter ...
(man) No, it's OK, don't be shy, just ask away ...
(me)
I don't want to be nosey, but I can't help wondering how much she cost ?.
I mean, well, she looks like a million dollars, really ...
(man) Well, lets' put it this way, I could have built a new house for less.
(me)
Hell ... I'm not surprised though, I bet she's worth every cent !.
(man) Hmm ... I sometimes wonder myself.
(me)
Ahh maybe, but I'm sure there are times you wouldn't part with her for any amount of
cash, aren't there ?. I know that I'd do anything for a horse like her.
(man) Ha, you've got me there ... if push came to shove, I really don't think I'd let her
go for any sum. She's really part of the family now.
(me)
I knew it !, I could tell when I saw you riding her, it's as if you are "One".
I couldn't even see you giving her any aids, and the way you performed that dressage test
was absolutely beautiful ... picture perfect.
Can't you just see youself taking the grand prix cup with her ?.
(man) I'd like to ... a fair bit of work to do before we reach that level though.
(me)
So you can see it ?, I didn't doubt you would.
(man) We'll get there I suppose, it's all in the practice.
(me)
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Is that her cover on the fence there ?.
(man) Yep, I better get it on before she cools off too much, can't have her catching a
chill now.
(me)
I wasn't sure if that was her's or not ... I though it might have belonged to that shabby
looking horse in the next stall.
(man) No, that's hers alright.
(me)
See my old mare in that stall over there ?.(I point to stall) In the royal blue cover ?.
(man) Hmm, oh yeah, I see.
What would it be like to parade your horse in such stylish dress ?.
Can you imagine how proud you'd feel ?, having your prize mount in the best looking
attire, standing head and shoulders above the rest.
(man) Yeah, it looks pretty good from here. You'd certainly be noticed.
(me)
I know my old mare's no champion, but I still feel like the proudest man on earth when
she's so smartly dressed, and you can't help but notice all the passers by admiring her
and her cover.
Can you see everyone looking at her ?.
(man) Yes, I see what you mean.
(me)
Can you see yourself stealing the show in one of those covers ?.
I'm sure you'll agree it's the best looking horse cover you've ever laid eyes on.
(man) No, I can't disagree with that, it looks pretty stunning actually, can I take a closer
look ?.
(me)
We can do better than that.
She looks like a five foot to me and I've got one right here.
Let's try this on her now, and I'll help you fit it up correctly so she'll be in total
comfort.
(man) Don't go to any bother, we've got her covers right here.
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(me)
It's no bother, I'm sure you'll be impressed when you see how well it fits and how
comefortable she is.
(as I lay the cover out)
(man) Oh well, since you've got it out already.
(me)
Here, (as I place the cover on horse) can you check the front strap while I do the leg
straps and adjust them ?.
(man) No problem.
(me)
Here we go (as I adjust and check fitting), look at that !.
When you see how much she loves this cover, you won't want to take it off her.
Notice just how perfectly that fits her ?
As you check where the pressure and rubbing points are on standard covers, you'll notice
how superior this cover is.
I'm sure you can see how free these shoulders are.
(man) Hmm, that's pretty impressive, but her old covers don't rub on the shoulders
anyway.
(me)
Yes, you're right, I see her shoulders haven't been rubbed. But just check this out.
I invite you to put her saddle on and ride her ... with the new cover on !.
(man) You are joking, aren't you ?.
(me)
No joke. This cover is so well designed, you can even saddle up and ride in it, no rubs or
pressure points, guaranteed.
Notice the fit over her withers ?. Perfect, even, and no pressure points.
See how the saddle fits straight over the cover without a saddle blanket ? (as I place the
saddle over the cover)
(man) Amazing, I never would have thought it possible to put a saddle on over a cover.
(me)
Come on then, really, adjust that saddle and slip her bridle on.
(man) O.K., we'll give it a try then.
(me)
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Let me trot her up the race while you look from behind and check how free the leg
movement is.
(man) O.K., away you go then.
(me) (trot horse up and back)
I'm sure you'll agree, this is the only cover which your horse can move so freely in.
Let me see you rider her.
(man) Unbelieveable, this is going to seem really wierd.
(me)
You'll be surprised just how comefortable it is for both of you.
With your new cover, you can take a quick ride in any weather without any of the
normal hassles.
Just five minutes to thow on the saddle and slip on the bridle, and you're away ... it's that
easy !.
(man) Right, we're away then. (Man mounts horse and trots off down the race, turns
and canter's back).
(me)
Isn't that truly amazing ?, and I bet it wasn't all that wierd !.
(man) Incredible, what's wierd is knowing she has a cover on, but it actually feels great.
(me)
You like it then ?.
(man) I've never seen anything like it. How much are they ?.
(me)
Come on, let's take her tack off and leave her in her new cover.
Today at the show only, this cover is hers at only $337, and that's after taking the $112
show discount from the retail of $449.
(man) That could be a bit of a problem, I'm not holding any extra cash here.
(me)
No problem, come on down to my tent and we can do EFTPOS, put it on your visa, or
any other card you might prefer.
(man) O.K. it's a done deal then. Thanks you so much, I wish I'd known about these
covers before.
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(me)
It's fantastic to be able to help you, it's my pleasure, and I hope I can help you again.
Come on down then, I have some other amazing things you should see too.
Jo Hans Comments: The next model assignment of the week. This is perfect! Cliff, it
definitely sounds like youve actually used the script in real life before. : - )
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Is Hypnotism an Art?
You may have observed people on a stage in a Hypnosis Demonstration bark like dogs
or remove their clothes. It might seem wacky and wild. Some find the experience scary
and even bordering on the occult.
Contrary to what you might believe, hypnotism is not a subjective, anything goes wild
theory. It is something that you can follow, especially if you understand the system and
apply it.
Although there are subjective elements involved, it is more a science than an art.
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We feed thoughts and feelings into our brain, and we make decisions based on the
output or the commands that we get.
Hypnotism is a way of accessing this computer.
The keys to unlocking the hypnotism center lies in our imagination and emotions.
We will go into these details shortly.
Hypnotism is an irresistible force, and if youve ever been watching a show on TV and
felt uncontrollably excited, or youve seen someone whom you havent seen in a long
time step off the airplane and you run towards them, youve experienced a form of
hypnotization.
Thats because youve seen the visualized reality on TV (maybe when an underdog
triumphed over their rivals), or youve been expecting to see your friend for weeks and
weeks and finally see them. You connect that reality with the feeling you create and you
take that uncontrollable action, whether its jumping and screaming, or smiling from earto-ear and laughing.
3 Critical Factors to Your Hypnotic Success
Although you will be able to create a hypnotic trance as you get more experienced, newer
practitioners will want to keep the following in mind:
Intention:
How consistent is the action you want the person to take in line with their
personal beliefs.
Is it something theyd be predisposed to doing already?
Process:
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Outcome:
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For example, you could tell the story of a king who lived a long time ago and had to
make a decision which would alter the course of his life and his kingdom. To come to a
decision, he came to an expert [you can point to yourself ] and asked him: What should I
do?
Your audience should identify with the king, or one of the characters in the story.
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Creating Word Pictures
Of the five senses, the sense of sight is the most powerful in creating a picture.
You would want to use visual words like:
Picture this
Visualize
See
Mentally Observe
Dream about
Recall
View
See through your minds eye
Drift back to
Observe
And you can further enhance this experience with hearing/auditory words like hear,
listen and feeling/kinesthetic words like sense, go back to, feeling.
By involving all the aspect of the sense, you will create an all-encompassing
environment.
For example:
As you look back on the time when you were a young child,
you can picture how the favourite room in your house
looked like. And you can remember the color of the wall and
smell the familiar smells, maybe it was the aroma of freshly
baked bread, and as you sat on the floor, I want you to
imagine the texture of the floor below you. How it feels on
your fingers.
Crafting a New Reality
Once youve brought them into a trance, you can guide them to a new outcome. You
bring them to their desired location through your words.
It could contain phrases like:
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The outcomes are not restricted to only positive ones though. It can also include
situations like:
Getting laid off/fired
Going bankrupt
Having zero credit
Dying at a young age
Being ignorant
Ignored by the opposite sex
Getting divorced
Feeling hungry
Challenging authority
Feeling old
Perhaps some have been brainwashed by motivational gurus, but not every situation
has to be a happy-happy scenario. You can use the power of negative scenarios
(being broke, divorced, old) as a driver for people who like to resist authority or have a
rebellious streak in them.
There is no right or wrong outcome. The best outcome is one that fits into the IPO
(Intention-Process-Outcome) you mapped out at the start of the process.
Agonized
Annoyed
Betrayed
Burdened
Pitful
Conflicted
Comfortable
Defeated
Happy
Eager
Enraged
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Foolish
Frightened
Hopeful
Greedy
Lazy
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The Others
Up to this point, weve talked only about your subjects thoughts and feelings.
But a large part of why we do what we do is because of the people around us.
Here are some principles that will have an effect on us:
The Need to conform:
Except for a few individuals, most people will want to fit into a crowd (how many nude
people do you see walking around in the streets of your city?).
Being part of a group helps us feel connected. Likewise, the need to conform gives you a
chance to relax because we can follow what others do, and we dont have to make all the
decisions ourselves.
Following the crowd
Besides the need to fit in, we will usually do what others do too. There are a few reasons
for this.
The easiest answer is that it doesnt require any thought.
The other reason which has been handed down from our ancient past is that doing what
someone else has done (and is living) means that its safe to do. For that reason, we dont
stick our hands on hot saucepans or electric sockets because weve been told not to do so.
To complete the hypnotic experience, we bring in the others which are significant
people in our lives because of the relationships weve established.
Examples of these significant others include:
Grandparents
Parents
Best Friend
Spouse
Significant other
Enemy
Boss
Teacher
Children
Niece/Nephew
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Interaction with the crowd
You can create interaction with the people in the scenario with the following language:
Watching them
Laughing with them
Holding them in your arms
Looking them in the eye
Arguing with them
Kissing them
Hugging them
Punishing them
Shocked at them
Punching them
Yelling at them
Again, emotions are neither positive nor negative, you can use them to shape your
communication.
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Symbols need not be physical objects, they can be a song or a movie, or an experience.
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Subtle Communication
The details in the experience you relate will carry meaning too. The fact that one of the
characters has well-polished shoes, a crisp suit and neatly combed hair has a different
meaning from a man in tattered clothes who smells like he hasnt showered in weeks,
with leaves in his beard, will leave different emotions in your audience.
Word Tone
The tone of your words has an impact on your subjects.
Saying sex and laughing has a different impact from saying sex in a low voice and
embedding a feeling of closeness into the word.
There was no more joy in his existence now that Sally had left him has a different
meaning from He jumped for joy at the great news!
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We have seen people take immediate action because they feel compelled to do something
about their situation.
Picture this: your product is an instant guilt release mechanism for all the guilt theyve
been holding back all these years.
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Secrets Revealed
The human mind has a curiosity killed the cat gene implanted in it. Everyone has this
gene.
If you start to disclose a secret and suddenly pull back, it will have the effect of a magnet
in piquing the persons curiosity and getting them motivated to find out more.
An example:
You know, for the longest time I had the biggest difficulty
losing weight and keeping it off. Until the other day, I
bumped into this strange man in the library, and he
whispered two things to me which he said would help me,
and then he just disappeared.
Ive put those 2 simple techniques into action and Ive lost
7lbs over the last 2 weeks. Im really impressed with it,
especially since its different from all those yo-yo diets and
pills Ive tried and havent worked out for me in the past.
Might that suddenly activate their curiosity radar?
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There is another (possibly bastardized) version of this story which involves the straw
house pig running into the stick house pigs house after his house collapsed, and the two
pigs running to the brick house pig when the stick house collapses.
While this version is less violent (all 3 pigs survive), it does contain further lessons:
You dont need to work all that hard because there is always a fallback (running
to another house)
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As long as you have a strong mentor (brick house pig) at your back, you will have
a security blanket to protect against failure
Incorporating stories into your persuasion will require more effort, because stories are
more complex than straight copy or straight dialogue. Often the message you want to get
across, isnt even in the story itself, that is what makes the story so potent.
If you execute it effectively, the message of the story will mysteriously appear in the
reader or listeners mind and not knowing where it came from, they will assume its their
own thought and take action based on what they think and feel at that point in time.
Stories can take on many forms, and they are known by various names, such as:
Tales
Anedotes
Movies
Novels
Fiction
Non-fiction
Biographies/Autobiographies
Jokes
Similes
Movies
Documentaries
History
News updates
Nursery Rhymes
And so on
All effective hypnotic stories have 2 common factors. They must:
Grab your attention
Cause you to take an action at the end
Heres how good stories work:
Your subject hears, sees or reads a story
It triggers off mental pictures
Emotions are attached to those pictures
The emotions compel the subject to take some form of action
Heres an example of a story:
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My family and I got back after a great dinner on Friday
evening and after I put the kids in their beds and lay in my
bed reading the paper, I heard the smash of glass.
I looked out the window and saw three men in black hoods
climb through the living room window.
I picked up the phone to call the police, but the line had
gone dead. I woke my wife and told her to remain calm,
before I crept out to the hallway and sat at the top of the
stairs, holding my baseball bat. My heart was thumping.
After what felt like an eternity, I heard the blare of sirens
before a squad car pulled up and the cops stormed the house
and arrested the 3 men.
The lead officer came up to me and said Sir, its a good
think youre a member of the Neighbourhood Watch and you
have a Silent Alarm fitted to all your windows. Those guys
had guns on them
See how stories can raise emotions and carry your message?
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Characters
Situation
Plot and Development
Conclusion
You dont need to have all the details in place before you start the story, but you must
have an idea how the story will develop.
Some plot ideas include:
For inspiration, you can read business biographies, movies, childrens stories. The best
plots are those adapted from real life.
The most effective stories are typically:
Simple to understand
Consist of short sentences
Contain a few key characters (sometimes there is only 1 character)
Contain one key point (You can include minor points, but they tend to distract
from the message)
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Introduction of characters and situation
You want to introduce the characters and situation, and goals. Include enough detail for
the prospect to continue reading. Include details on the problem or situation
For Example:
Joe was a frustrated business executive. He had been in the
position for the past 5 years and although he worked hard
and got pay raises regularly, he felt he could be doing much
better than he was now
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LIBRARY, THEN KEEP IT AND PAY THE LOW PRICE OF ONLY $39.96, PAYABLE IN 4
MONTHLY INSTALLMENTS OF JUST $9.99 EACH, PLUS-$1.55 POSTAGE FOR
RECORDS, 86 POSTAGE FOR 8-TRACK TAPES OR 63 POSTAGE FOR CASSETTES.
THERE'S NO FINANCE CHARGE, NO ANNUAL PERCENTAGE RATE OF INTEREST, NO
CHARGE FOR HANDLING. THE POSTAGE WILL BE ADDED TO YOUR FIRST
INSTALLMENT.
TO AUDITION "JIM NABORS SINGS" FOR 7 DAYS HOME TRIAL AND ENTER THE
SWEEPSTAKES AT THE SAME TIME...RETURN YOUR DEPOSIT SLIP IN THE
ENCLOSED YES ENVELOPE. (PLEASE INDICATE IF YOU WANT RECORDS, 8-TRACK
TAPES OR CASSETTES BY PUNCHING OUT ONE OF THE CIRCLES ON THE
ENVELOPE FLAP.)
IF YOU DON'T WANT TO AUDITION "JIM NABORS SINGS" FOR 7 DAYS HOME TRIAL
BUT YOU DO WANT TO ENTER THE SWEEPSTAKES...RETURN YOUR DEPOSIT SLIP
IN THE ENCLOSED NO ENVELOPE. WHATEVER YOU DECIDE, RETURN IT BY
FEBRUARY 28 TO BE ELIGIBLE TO WIN THE $250,000.00 GRAND PRIZE OR BY
MARCH 2 FOR ANY OF THE 40,710 OTHER CASH PRIZES. ALL PRIZES WILL BE
AWARDED! THE SOONER YOU RETURN YOUR DEPOSIT SLIP, THE MORE MONEY
YOU COULD WIN!
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Practical Assignment:
Your practical assignment for this training session is to use the sweepstakes opener
below as a template and plug-in either your own product or a fictional one.
IMAGINE THE THRILL OF WALKING INTO A BANK NEAR THE HODGSON HOME-AND SURPRISING THE TELLER IF YOU DEPOSITED A CHECK FOR
$250,000.00 INTO YOUR ACCOUNT.
AND THINK OF THE LOOK ON THE FACES OF YOUR WEST CHESTER NEIGHBORS
IF YOU DROVE DOWN JOHNNYS WAY IN A BRAND NEW CAR--A CAR YOU
COMPLETELY PAID FOR IN CASH.
OR HOW WOULD YOU LIKE TO START OUT FROM PHILADELPHIA INTL.
AIRPORT ON AN AROUND-THE-WORLD VACATION--YOUR POCKETS BULGING
WITH SPENDING MONEY?
THESE DREAMS COULD COME TRUE BECAUSE YOUR SWEEPSTAKES DEPOSIT
SLIP ABOVE GIVES YOU A CHANCE TO WIN THE GRAND PRIZE OF
$250,000.00 CASH (OR $125,000.00 NOW PLUS $1,000.00 A MONTH FOR
LIFE--YOUR CHOICE) IN READER'S DIGEST $1,000,000.00 SWEEPSTAKES.
Feel free to sneak in additional weasels, trance words and embedded commands as well
as sensory type words.
Once you master how to use this template, youll have a powerful way to suck in any
prospect for any product/service youre gonna sell.
You should refer to the sales letter exhibit.
Go through the lessons thoroughly, and plug your product into this template.
In the following pages, youll find my critiques of actual submitted homework by my
students. Use my comments as a benchmark for your own practical assignment.
Important: Please pay attention to the cosmetics. Remember, weasels and trance
words should be italicized, and embedded commands bolded. Do not USE ALL CAPS
LIKE THE EXAMPLE TEMPLATE.
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Assignment #3: by Cliff Rose
Plug in product to Sweepstakes Opener.
Imagine the thrill of walking into a bank near the hodgson home--and
surprising the teller as you deposited a check for $250,000.00 into
your account.
And think of the look on the faces of your West Chester neighbors if
you drove down Johnnys Way in a brand new car--A car you completely
paid for in cash.
Or how would you like to start out from Philadelphia International
Airport on an Around-the -World vacation -- your pockets bulging with
spending money ?.
These dreams could come true because your sweepstakes deposit slip
above gives you a chance to win the grand prize of $250,000.00 cash (or
$125,000.00 Now Plus $1,000.00 a month for Life -- Your Choice) in the
Globe Crest Online $1,000,000.00 Sweepstakes.
A MAILMAN FROM YOUR WEST CHESTER POST OFFICE MAY SOON BE KNOCKING AT
YOUR DOOR WITH A CHECK FOR $250,000.00!
But ... you can ONLY win when you've Entered. And you must be entered
before the February 28th deadline if you want the chance for the thrill
of a lifetime.
In fact the sooner you send in your sweepstakes entry, the more money
you can win.
Simply return your entry right now and make sure You're in for the
$250,000.00 Grand Prize draw.
To take advantage of this no obligation offer, simply return your
personal sweepstakes deposit form in either the YES or NO envelope
today.
Your entry must be received by 28th February to ensure you qualify for
the $250,000.00 Grand Prize draw.
Late entries received by March 2nd will still qualify to win any of the
40,710 other Cash Prizes, but NOT the $250,000.00 Grand Prize.
If you've ever wondered how you can gain the financial freedom,
lifestyle, and control you truly desire in life, then You need to read
every word in this letter.
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You know it's amazing the numbers of different places, and different
ways people get stuck when trying to create their "Online Profit
Center".
For a lot of people, their problems begin simply because ...
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+ They've been taught wrongly.
+ get stuck, then just make it up as they go (badly).
+ run their entire online presence by "guesswork".
(and Guess What ?
...
Hmm exactly !)
+ write sales copy that sucks. (or copy someone else's copy that
sucks)
+ fail to test their ads, or anything else for that matter. ('cos
they don't know how)
+ waste their advertizing budget because of all the above.
+ don't have a A -> Z system to follow.
See, I was talking to Theo, telling him about just One of my successful
sites, when suddenly he launched into a huge "rant" at me about what a
lot of BS and hot air all this internet marketing stuff was.
After Theo finished venting his frustrations at me, I invited him over
to have a look at exactly how I'm able to rake in obscene amounts of
cash, while hardly lifting a finger to do it.
Picture this ... he arrived a 7:10 pm, we sat down at the computer with
a good old cuppa at 7:20 pm.
7:30 pm, a whole ten minutes, and Theo's ranting at me again, almost
screaming at me because he's been trying so hard, yet failing so
miserably to achieve the huge successes that I'm now showing him are
real.
You don't have to think very hard to imagine Theo's frustration ... can
you see him pulling out the last of his hair from around his ever
growing bald patch !.
If I had a photo, I'd put it right here for you !.
Anyway, haven't you ever gotten so frustrated with something, you've
given up trying because it just seems too damn hard ?.
Something you've invested some real energy into, you know, really
poured some sweat and made your biggest efforts, ... tried your heart
out at it ...
That's where Theo was right then.
Sound familiar ?.
Just about to throw in the towel, 'cos it all just seemed too hard.
Ready to give it all up.
Now ... what happened next literally changed Theo's life, forever !.
I invited myself over to Theo's, so we could check out exactly what
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he's been up to, and what a shock !.
This poor guy had wasted literally thousands of hours, not to mention
$Dollars$ ... Doing it All Wrong. (well, not All of it, but some real
Key things to being successful anyways).
Over the next few days I sat with my friend Theo, and as we worked
through his portfolio, we found some amazing stuff. Theo was literally
sitting upon goldmines, but just hadn't managed to strike his pick into
the veins of gold ... YET !.
So one by one, we took stock of Theo's sites, Tested, and either
Transformed or Trashed them based on Results.
Within hours ... Theo could see exactly that ... Results.
As I led Theo through right from the beginning, we developed the exact
same "take you by the hand and walk you through, step by step from A Z" System that I'm offering you now.
I don't need to tell you "how disgusted Theo was", at all the time and
money he'd wasted buying and trying hype filled (but sadly flat) ebooks
and courses that simply didn't deliver.
On the other side of the coin, once we finished putting the final
touches on my new system, we went back to check and compile the
statistics from Theo's new found "Profit Pulling Websites".
How many "What to" (not How to) products are out there.
It's having that total picture, knowing not just "what to", but "How
to" is the key to your success.
It always makes me laugh when I think of the saying "Yeah, I know what
to do, I just don't know How To ?"
And then of course there's the old clich "It's easy ... if you know
how ?."
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You know who's saying which, don't you ?.
And you also know how simple and true they are.
So simply return your sweepstakes in the YES envelope now to cash in
and learn "How To" from A - Z, how to create Simple Profit Pulling
websites at lightning speed today.
For saying Yes today, you also get the One Low Discount Price of only
$297.00, that's over $100.00 discount off the standard retail of
$399.00
Your complete system including 6 Audio CD's, 3 DVD's, and printed A4
course and reference material will be shipped immediately, and if
you're not totally impressed and don't want to keep it, then return the
full package withing 60 days for a full refund.
If you just want to enter the sweepstakes, then just return your slip
in the NO envelope. You'll still be in to win the cash, but you'll be
missing the exclusive discount offer we're giving you now which we may
not do again.
To your success,
Cliff Rose.
Managing Director.
P.S.
If you have internet access, you can lodge your sweepstakes slip and
place your order securely online at our website.
Avoid the snail mail, get instant access and more.
Just go to:
http://www.mymadeupcompany.com/mysweepstakes
You'll also get Instant Access to the download version of the primer
download file to get you started the minute you place your order
online.
Jo Hans Comments: This assignment is good as a whole. Clearly youve mastered the
use of hypnotic verbiage. The only bone Id have to pick is the content, as the
connection between the discount and the sweepstakes does not seem too congruent.
Other than subject matter, well done.
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his is very well done assignment. It could do with more word pictures to make it more
powerful.
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1) The Apex fund functions on a commission basis.
This is unheard of. All the other large investment funds and advisors out there require
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In other words, we only get paid when we make you money, and how much money
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Most investment funds concentrate on just one segment of the market, be it large cap
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Apex has only been in existence for just about 3 years now, and not once has it
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target to hit, and we will strive to do this for as long as we are here. We obviously
cannot put a formal guarantee on this performance, but our track record speaks for
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You have obviously worked long and hard to get where you are today. You surely know
the value of something special when you see it. The benefits of Apex are crystal clear and
there is absolutely nothing that can compete with it!
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To make things even easier for you, we are offering an unprecedented 90-day no risk trial
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Jo Hans Comments: Good job! The only thing Id be careful about is using the right
weasels.
For example: How does it feel like to invest in the Apex hedge trading fund
This would be better served with What would it feel like
Another example: As you are investing in the Apex fund, you will find that all your
financial worries will literally melt away and vanish.
This would be better served with Once you invest
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Picture
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Maybe they have a huge list of people that they can contact
any time they want to pitch their offers to.
Of course the points above can contribute to their success
provided that they take the correct actions.
Remember the majority of these people started out just like
you, they did not have huge lists they did not have the
contacts they now have they did not have a portfolio of
their own products they could sell, they did not understand
html and SEO optimisation. Most of them had full time jobs;
some were stay at home parents and some were still in
college
However the real reason for their success is that they all
have systems - not just any system! But automated systems
that take away 90% of the drudge work. Systems that allow
them to focus on the areas that make them even more money.
Let me tell you about Ralph, now Ralph is just an average
guy he worked fairly long hours as a delivery driver, he
used to come home after work grab something to eat and then
sit in front of his computer getting more and more
frustrated at his inability to make serious money on line.
He listened to and tried to follow what all the gurus told
him to do but still something was missing.
He bought countless e-books on everything from
understanding html, SEO tactics, how to drive massive
amounts of traffic to his websites etc the list was
endless, yes Ralph made a couple of dollars here and there
but never enough to make a difference.
One day quite by accident Ralph stumbled across a website
and realised that it contained the one thing that all the
other programs and e-books had left out - that was a
system, a system that provided he followed the step by step
program laid out for him would give him the success he so
desperately desired.
There and then Ralph made the decision to invest the $127
in the program and is now able to enjoy the quality of life
he had always dreamed about.
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So what do you get for your small one time investment?
You get a suite of software that:
Automatically creates SEO optimised websites for whatever
niche you desire absolutely no HTML skills needed
Software that drives targeted traffic to your sites at no
cost to you.
Private Label products with unrestricted rights so that you
can put your name as the author and start to build your own
branded presence on the net
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J o Hans Comments: Dave, you got all the verbiage down. But the content once again
is not too congruent. You have a very powerful start that shoots for the trance but then
the content and the sales pitch is all over the place after that.
So watch the congruency.
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Just over 3 years ago in July, me, my wife and 2 little boys aged 3 and 7 were
walking back to our car, on a beautiful summers evening when a pack of hoodies
cornered me and my family. My heart was racing, and my feet trembled. Desperately
trying take my family to safety I was slapped across the face.
Panicked, I didnt know what to do. Worse still, my children began to cry as my wife
clutched my shirt obviously terrified. As I tried to move away, thats when it
happened.
I was pounced on, kicked around like a football, as my captors laughed, my face
contorted with rage, pain and humiliation. As I screamed for my children to run, I
saw my wife pinned down, tears streaming down her face as she was repeatedly
slapped. I screamed for help but none arrived. A few minutes later, our ordeal was
over.
I will spare you the full details of the following year as I came to terms with what
happened but suffice to say, next to death, a man reaches his lowest point when his
masculinity is stripped away in such a degrading way. I hope you never have to go
through the same heartache I did.
I went to pieces. I couldnt leave the house for 6 months, my fear had grown to such
dramatic levels. My mind kept wandering back to that fateful night and I began to
suffer from panic attacks and the mental torture I went through coursed through
my body like poison every single day.
Drink then entered my life as I desperately tried to block out the visions of my
tormentors kicking me around like a rag doll and slapping my wife as she lay
helpless. You could say I reached rock bottom.
Imagine crying yourself to sleep all because you froze up when confronted by an
angry mob baying for your blood simply because you didnt know what to int
heat of the moment.
Clearly you wish to avoid the same nightmarish scenario that I had to go through
and if you take decisive action today, you will ensure you are fully protected
against any violent confrontation that is thrown at you.
Everyday, virtually every second, I agonized over that fateful moment. Was there
something I could have done? Should I have fought back?
Eventually, my wife left me. To be honest, I wasnt exactly fun to live with. Even the
kids became wary around me as I wandered around in a drunken stupor day after
day.
Then one day, I received a phone call out of the blue which changed my life
forever. It was from my old school friend Ben who I had not heard from in years.
Needless to say, he was shocked when he discovered the state of my life. I was
always a happy go lucky kind of guy but I was a total mess at this point.
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I finally broke down, as I told my gut wrenching tale, how I felt I had let down my
family, the helplessness of the attack.
Craig, he said, pop over to my house, I have something to show you which will
change your life. In fact I guarantee that after you leave, you will never worry about
been attacked again after what I have shown you. And with that, he put the phone
down.
I was skeptical at first. I had tried everything before to try and go back to normal
but nothing had worked. But at the same time I was incredibly excited too.
Racing out of the house (a rare excursion), I hopped into the car, almost dropping
my keys. My heart was thumping as something told me this was moment I had been
waiting for.
Finally I reached Bens house. I nervously rapped the door and Ben ushered me into
his home.
I perched myself on the edge of his sofa waiting anxiously to discover what Ben had
in store.
Right Craig, he said, I want you to come at me and try and hit me and wrestle me
to the floor. At the time I had no idea why, but as I said I was desperate, for
something to work.
In fact at first I thought he was joking but a glint in his eyes said he was deadly
serious. I felt compelled to act as instructed and imagined I was facing one of
my tormentors from my nightmares and let fly!
Next thing I know, I am laying helpless on the floor, my right arm twisted behind my
back and my face contorted with pain. I was completely paralyzed. Funny thing was,
Ben was quite weedy looking, skinny, with childish features and stood only 56 tall!
I cant tell you here exactly what I said to him, needless to say I was not happy at
the time!
Finally though, something shifted in my head. I understood what Ben had done and
begged him to show me how to stop any attack and in any situation.
We spent the next 2 hours, as Ben (who told me after he had dropped me to the
floor that he was a certified self defence expert) showed me every single self
defence technique that he knew.
I left the housing buzzing, realising I could now walk the streets again without fear. I
drove calmly home through the rush hour traffic. I felt at peace, and miraculously,
my confidence returned, my self esteem sky rocketed and I felt no fear again
about any situation and still dont to this day. I felt instantly transformed.
It was an amazing transformation. I went home and poured all the alcohol down the
drain, crying tears of liberation. I felt free from my the shackles which had bound me
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for the past year. Excited, I phoned my wife telling her everything was all right and
that she could come home now.
Yeah right, I have heard all this before she said skeptically, and decided not come
home. She sensed though that this time something was different. (We are now back
together ;-)
Amazingly, it was only days later when it happened.
Pacing down the street, I came across a young woman, she must have only in her
early 20s, surrounded by a young gang who were snatching her bag. Next thing I
know they are wrestling her to the floor, her face filled with horror and screaming for
help. To my fury, I realized she was pregnant too.
This was my moment. I ran, lungs pumping, and heart racing. It took only 2
techniques that Ben had shown me to halt the attackers. It was an amazing feeling
to see them fleeing down the street! I even became something of a hero to the
woman and ended up in the local newspaper!
After I helped the young woman to her feet, it suddenly dawned on me.
What if hadnt been there? That poor woman would have no doubt been in the same
situation as me.
Obviously many people are out there at the mercy of these thugs with no protection
and probably many others just like me who had been humiliated and left shattered
by these devastating attacks.
I had to do something. I simply couldnt stand by and watch helpless peoples lives
been destroyed like this, but I couldnt possibly reach out to people who needed
protection the most.
Then it hit me.
I quickly phoned up Ben and arranged for it to happen. He spent the following day
going through every single self defence technique he knew whilst been filmed live on
camera and created the remarkable Self defence protection kit DVD.
Obviously you dont want to experience the anguish and terror I went through that
year. But you cant protect yourself and your family if you dont have the the insider
knowledge that can save you.
As an owner of the Self Defence Protection Kit you will never fear any attack and
will be prepared for any violent confrontation. Your confidence will be catapulted and
you may even be regarded as hero yourself!
But you cant be expected to protect yourself if don't invest in your future. All you
have to do is simply fill in the attached Self Defence Protection Form attached,
and you will never have to worry about any attack and will stand tall and proud,
knowing you can handle any situation.
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And the sooner you act, the less chance you have of becoming a victim to one of
these shocking attacks. There are not many sets left either as word begins to spread
about this insider DVD so you must act today.
And even if you decide for whatever reason that you cannot implement these insider
secrets to self defence then you can send it back within 30 days and you will receive
a full refund.
Dont be like me, frozen in the headlights, letting your life fall apart. Dont delay any
longer as your very future and families future depends on it.
Whatever decision you make today, I wish you the best of luck.
Its such a great feeling to see the shock and jealous looks you now get from your acquaintances
back home all because you followed a simple set of instructions out of a manual.
Maybe youve dreamed about a life where everyone treats you like royalty because youre a
celebrity and having the money to get and do the things you always wanted to do - like buy the
latest fashions and travel the world. Its really as simple as using the information thats
available to you now.
This life can now be yours if only youll take advantage of the secrets that can unlock your
dream future.
Jo Hans Comments: Amy, you got the verbiage down. What I think can be improved is
your ability to tell more in order to sell more.
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Take for example this sentence:
Its such a great feeling to see the shock and jealous looks you now get from your acquaintances
back home all because you followed a simple set of instructions out of a manual.
Youre not making enough of a connection to a manual. Its as though the manual just
popped out of nowhere. The person listening or reading will go Huh, what manual?
Get my drift?
Otherwise, your skills are pretty down par.
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Dealing with Objections and Changing Opinions
By the time most individuals turn 21, their personal, values and attitudes tend to be quite
fixed, meaning they are quite constant throughout the rest of their lives, unless a major
event takes place.
Major events can include: failed relationships, death in the family, divorce, as well as
positive life events such as childbirth, adoption, reconciliation and reunification with
family members.
Research has shown that highly educated individuals tend to have more flexibility in
being able to change their opinions.
When two opposing opinions are brought against each other, the majority point of view is
considered the opinion, while the weaker point of view is considered the objection.
An equal society?
Although some would like to think that everyone in a society is an individual, the truth is
that people are usually more similar than they are different.
There are usually two or three major groups in each category.
For example:
The major political orientations are Democrats, Republicans, and minority parties
like Green environmental political parties
The most popular ice-cream flavors are chocolate, strawberry and vanilla, while
the other flavors represent a minority
Why do people object?
Although most will prefer for complete agreement in every situation in life, its an
impossible task.
And its usually the more important questions that raise the most violent objections.
The terrible three are:
Sex
Politics
Religion
If you get objections, it is a reflection that you are doing your job, you are prodding
prospects or family members to think about your message and do something about it.
Its dealing with these objections which will reap you the richest rewards.
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The Impossible Objection
You may believe that some objections cannot be overcome.
Being fearful of objections, could stunt your personal growth, whether its in your career,
your social or family life.
In extreme cases, individuals are unable to progress further in life, or get stuck at a
certain place because they are unable to overcome an objection.
For example:
After the failure of a long term relationship, a distraught individual might be tempted to
declare that All men (or all women) are scum and fail to progress further in their social
life.
Heres a secret: No objection is truly unsolvable. Even factual objections might be
disproved at a future point in time.
In ancient times, nearly everyone believed the world was flat, and sailing too far on the
ocean, one might hit the edge and fall over.
Only after Greek scientists and philosophers proposed the idea of a spherical Earth did
the peoples beliefs change to the point that they heaved a sign of relief that they would
not fall off the Earths edge.
Unlike physical objects or ones weight or height, opinions can be changed instantly.
Lets look at dealing with objections.
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Opinion-based objections on the other hand are based on a persons view of a situation,
although it can have some basis in fact, it opens up the possibilities of forbidden
persuasion.
Examples of subjective objections include:
That girl is ugly
Your product is expensive
I am having a miserable day
As children growing up, we encountered lots of objections, and these objections shape a
great deal of our personality. Objections can influence major life decisions, and are
responsible for making and breaking billion dollar business deals.
Ducking Objections
A common tactic among some those in sales and marketing is to tackle objections head
on.
Upon hearing the objection, the person might say something like:
The price is not expensive
There is nothing wrong with the product
The pasta dish looks perfectly fine to me
Ignoring the objection will not make it away. In fact, it will probably make your prospect
upset, impatient or angry.
Evading the objection ranks among the worst ways to deal with the objection.
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If you plan to be in business long, or build relationships, this is probably one of the worst
ways to go about doing it.
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Dealing with Objections Head-On
Whether youre marketing a product or service, or marketing yourself to a potential
business partner or aiming to establish a new relationship with someone new, you need to
take care of the objection basics.
These objection basics include:
Product/service objections: price, functions, usefulness, effectiveness
Your presentation/delivery: product knowledge, personal ability
The key weapon to addressing these objections has to do with preparation.
As youve learned from the previous lesson, youd ideally use the product yourself.
Familiarizing yourself with the products functions, and common objections are part of the
preparation.
This preparation should be done before you start marketing the product.
If you are unsure about any information, you should check with a product expert.
A good approach is to ensure you have at least 30% more information than what you
expect to present or talk about.
Its also a given that people tend to have the same questions.
A new customer patronizing a restaurant for the first time will be likely to ask:
What are the specialties?
How a particular dish is prepared?
What is the soup of the day/ dessert of the day?
Are there any promotions or incentives being offered?
What credit cards are accepted?
As a wait staff at this establishment, you should have this information at your fingertips,
or ask the cook.
Ive been to more restaurants than I care to count where my simple questions send the
staff scurrying to the kitchen several times.
At best, youll look like its your first day on the job, as worst, youll seem like a
complete idiot.
You can use the evergreen Let me check on that for you, anything else? as a lifesaver,
but you should use it sparingly.
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This approach can be one of the most effective ways of dealing with objections because
youre answering the objection (a sign of asking for information) with the appropriate
information for the prospect to decide.
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Forbidden Persuasion Objection Crusher
Although the head-on approach can handle fact-based objections, it may not be as
effective in addressing opinion-based objections.
I dont think this color suits me
Red is the color of the season, it looks good on you
And you could encounter a decision stalemate.
Here are some tips you can use to tip the persuasion scales in your favor:
Act ignorant:
Ignorance is a state of not having information to make the appropriate information.
This is not to be confused with acting stupid, which involves a Huh? and staring
dumbly at the person.
You can act ignorant by acting as if you dont understand the basis for the persons
opinion.
Your dress is expensive! Its out of this world!
You say my price is expensive and out of this world. Explain what you mean
This will get the person talking and trying to explain why the dress is expensive.
She could have difficulty justifying why the dress is expensive and her objection will
naturally die out.
On the other hand, with some probing from you, she might even talking herself into
believing that the dress really isnt that expensive after all.
Using this technique, you will be able to uncover the true intent behind the objection.
There could be a secondary reason (perhaps she just doesnt want to buy the dress now)
that lurks behind her false objection.
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Get them to come clean:
If you start to hear what sounds like a false objection, you can go on the offensive.
Many people are hesitant and possibly afraid of confrontations and might be
uncomfortable with this approach.
But consider this for a moment, would you prefer to deal with the issue there and then?
Or would you prefer to dance around the issue and not settle it?
Leaving too many unsettled objections in the air will eventually load to frustration
building up and will leave you feeling unhappy with the person. Sometimes its just good
to air the dirty laundry.
Herere some suggested approaches:
Hi, I can tell that what youre saying may not be the whole picture, can you tell me what
youre really focusing on?
I hear the words you are saying, and somehow I have difficulty understanding it from
your point of view. Is there something you want to tell me?
When prospects are consciously trying to hide something from you, their natural instinct
will cause them to feel uneasy as theyre saying it. If you can tell that theyve not giving
you the whole picture, you can insert emotions like guilt, duty or honesty into your
response:
Thats not really the key reason is it? After all, your company spends much more on
marketing than what my product costs. When you say its too pricey, what do you really
mean?
I hear what youre saying, and it doesnt sound like the whole story. Based on your
earlier interest, and sudden decision to back out, I know that something has changed. Can
you tell me what it is?
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Compare the objection with a similar objection
When you hear the objection, make a comparison to another client who used your
product or service and illustrate how they had a similar objection and later found that the
product delivered.
Example 1:
You know, its strange how your objection reminds me of the same concern Mr Jones
from the Garment District has about my Lint Vaporizer. I suggested he test out the
product for himself to see how powerful it really is.
Its been six years since he first took delivery of the product and he has five units running
in his factory.
Example 2:
The Training Director at Paper Consolidated also wondered if a new company like ours
could really deliver quality team building training, as youre mentioning now.
We made the same offer as were doing now and hes retained 95% of his staff over the
last 3 years. Hes been very happy with us and has also engaged us to conduct similar
training in Atlanta, New York and Baltimore.
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Objection Akido
Akido is a Japanese martial art where the force of ones opponent is absorbed and used
against them. Through a series of holds and throws, the opponents force is used to throw
them against the floor.
This is one of the most powerful objection crushing techniques in your arsenal.
Example 1:
The training package is too expensive? Its expensive because we have recruited
qualified trainers who have created one of the most comprehensive programs available
anywhere.
A cheap training package will fail to achieve your goals and it will put you in a worst
shape, compared to now
Example 2:
You dont have time to take the course? It will help you manage your time better,
CREATING more time in your life to do the things you enjoy.
Procrastinating in investing in the time management package today means you will
benefit less when you eventually do take it up
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The Bleak Future
If a prospect doesnt take up your offer now, it will come back to haunt them, either
because of lost business opportunity, a failure to reach the next level in their
development, or just because they would waste a lot of time and resources otherwise.
You can get the person to paint the scenario themselves:
What would you do to cope with the fact that your lead generation efforts are not giving
much new customers? How would that affect your profit and ability to continue?
Or you could verbalize the consequences yourself:
If you choose not to invest in the product today, I can see that six months down the road,
youll be sitting beside your phone in a room like this one, just waiting for it to ring. It
may ring once or twice that day.
Based on your companys current marketing system, it looks like meeting your sales
objectives is going to be nearly impossible. I cant imagine the prospect of having 15-30
possible sales a month in an organization with 50 people, can you?
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Joining Forces
Your goal is to frame her objection as a goal you need to achieve in order to close the
sale.
For example:
Your product is too expensive!
So our goal is to make it less expensive, so you will buy the product
You make the objection a common goal, so that both of you can solve it and close the
sale.
Example 2:
You cant deliver it on March 3rd.
So if I can arrange delivery on March 3rd, you will buy a unit today?
Once you have agreement on the objection, confirm the details and close the sale.
If the prospect doesnt agree to your proposal, it may be a false objection and you should
find out what their true objection is.
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Example 2:
As youre sitting there listening to my presentation, the first thought that might come to
mind is: Can we turn around the company in 2 years.
Thats a reasonable thought and I would be concerned about that too. This is why we
have recruited some of the best mind available in our industry to help us through this
difficult time. We cant guarantee that we will pull through, but we have the best possible
team to aid us in our efforts.
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Fragmenting Objections
You can diffuse the power of objections by giving examples of situations where the
objections prove to be an advantage.
Key to this skill is the power of lateral thinking to consider In what other time or
situation, would this objection be an advantage?
Example 1:
I know what you might be thinking, that 150 horsepower is way too powerful for a
vacuum cleaner. And when it comes to spring cleaning and doing a thorough job of
removing every trace of dirt from your lovely home before the relatives visit, you will
appreciate the fact that it is 5 times as powerful as any other product in the market.
Example 2:
I know the idea of a round-the-world trip seems like it will take a lot of time, and cost a
lot. Your friends might even be asking if youve gone off the deep end.
But when you consider that we have one life to live and most would kill for an
opportunity to see the world and visit places that theyve only read about, then youll see
that this is a once-in-a-lifetime opportunity few will ever have the fortune to consider!
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Show of objection crushing strength
Our minds are like powerful computers and process all the thoughts and emotions we
feed into them.
If you start to feel fearful, your body will react accordingly and you may feel your heart
racing, your palms sweating and you may even feel like youre quivering or shaking.
Instead you need to focus on the following:
You are an expert
You have a product or service which will vastly improve the lives of those who
invest in it.
When you start from this mindset, you will speak from a position of authority and your
audience will react appropriately.
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Reframing
The psychology concept of reframing involves adopt a different perspective to see how
an objection can be perceived as a disadvantage in a different time and in a different
situation.
Objectives can often be reframed so that they exhibit positive attributes.
Witness the following:
Objection
I have no money
My staff are lazy and unmotivated
Reframe
This means you will have the hunger to
succeed and make your own success
You have the opportunity to put your
qualities as a true leader into practice and
lead them
You are not bound by what they teach you
in school, and you can come up with
unconventional ideas
You have the opportunity for a fresh start
and finally start up the business that youve
already dreamed of
She didnt deserve you anyway. There are
much better fish in the sea.
Its a sign that youre learning something
new. Everything always starts out hard
before it becomes easy.
They are concerned enough about you to
give you direct feedback. They could have
just ignored you.
The most loyal and committed team
members have remained to battle on.
You can learn from this experience and will
be in a better position when youre building
a bigger business in the future.
You now have the opportunity to expand
state wide and maybe even nationally or
internationally to find your crowd of
hungry customers
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Proficiency in reframing only comes about with practice.
Here are a number of situations for you to reframe:
Objection
Our competition is using cutthroat pricing
to edge us out of the market
Reframe
Lets be friends
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With your permission (and with strict precautions for privacy), I'm gonna reveal the most
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News of this breakthrough is spreading like wildfire among men in every age group.
In fact, this breakthrough is so radical, it's astonished the doctors and sex experts who
discovered it!
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Don't be too quick to dismiss it just because you only believe in Western Science though.
You don't need me to tell you this, but the Chinese have identified stuff like "Meridian points" and
you know acupuncture has only been proven to be 'real' recently. (Though the Chinese have
been doing it for thousands of years)
Hey, they invented gunpowder and got ripped off by Marco Polo who 'invented' Spaghetti, but that
it is a totally different story.
The point is, the Chinese are far more 'advanced' than you think. And as far as I'm concerned,
Western science sometimes makes a mockery of itself in validating what the Chinese have
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Try An "Ant Fortified" Hot Rod Capsule And Experience For Yourself, What
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Your eyes continue to be glued to the screen.
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(Go ahead and erase the word 'limp' from your dictionary)
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Think about how much 'energy' is needed to engineer such a phenomenon.
Which is why we added Deer Velvet as a 2nd ingredient to double the 'chi'
tonifying effects of the Polyrachis ant, so that you can have as much sex as you
want without feeling 'zapped'.
Hot Rod Ingredient #2: Deer Antler Velvet
All species of deer (even moose) will have antlers sprouting, maturing and
hardening within 4 to 5 months every year.
And these impressive male structures owe their very existence to a very special
bioactive substance called velvet, a fuzzy external membrane that channels blood
and nutrients to the growing antler,
Deer Velvet also protects the fragile, pre-hardened antler from harm.
Whats this have to do with sex?
A whole lot apparently...
As antlers are how deers maintain their 'pecking order', this velvet is chock full of
hormones that stimulate both growth and testosterone production
Dr. Peter Yoon of Seoul, South Korea, use velvet deer antler to treat impotence in
men.
It has been noted that deer velvet appears to strengthen the body as it is balancing
the hormones needed for peak sexual function. Deer velvet has been believed to
strengthen the 'Chi' or life force energy.
The velvet from the deer antlers is harvested at peak mating season, when the
testosterone levels in the blood that circulates throughout the cartilage of the
antler are at it's highest.
Lots of documented research on the benefits of deer velvet antler has also been
done in China, Russia, Korea and Japan.
From these reports, here are some excerpts which relate directly to its sexual
benefits:
Recover sexual functioning and experience a return of potency and libido. Strong
kidney function, strengthen the heart, increase blood circulation, strengthen the
mind and the central nervous system and to have a positive mood. Directly
controlling the reproductive hormone production of the gonads.
Hot Rod Ingredient #3: Eurycoma Longifolia
Eurycoma Longifolia (or more popularly known as Tongkat Ali or Pasak Bumi in
Southeast Asia) is a scientifically-proven herbal aphrodisiac and testosterone
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booster that is enjoying growing popularity in the Western world. If you're reading
a letter like this, it's close to impossible that you don't know about the powerful
effects of Tongkat Ali.
Hot Rod Ingredient #4: Butea Superba
Butea superba is Thailands endemic species known amongst local people as Red
Kwao Krua and was used as traditional medicine for tonic and rejuvenation for a
long time in Thailand. This plant can be found growing in forests in the Northern
regions, in the Eastern regions and along Kanchanaburi Province.The crude
extract of this herb showed the same vsodilation effect as the blue pill. Its
chemicals also promote energetic body without any nervous or muscular or cardiac
over stimulation.
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Ayurvedic college in north India
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What Men In Other Countries Already know That Makes Their Wives Thank
Them In The Morning!
The reason why Hot Rod works so well is that conventional erectile dysfunction (ED) drugs treat
impotency by merely redirecting blood flow.
Hot Rod, on the other hand, goes one step further by rectifying the problem at it's core level your libido. Hence, this is tantamount to killing two birds with one stone.
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erection.
3) During intercourse, how easy was it to maintain your erection until
completion?
Before Taking Hot Rod: Half said "extremely difficult" and the other half said
"very difficult" to maintain an erection.
After Taking Hot Rod: 90% said it was NOT difficult to maintain their
erection until completion.
4) How often are you satisfied with intercourse?
Before Taking Hot Rod: 60% said they were "rarely satisfied with
intercourse".
After Taking Hot Rod: Half said most times they were "satisfied with
intercourse" and the other half said "always satisfied with intercourse".
Herbal Aphrodisiac Survey Results For General Comments While Using
Hot Rod...
1) Regarding the firmness of your erection:
Very positive: 80% improvement and 90% had an increase in penis size
when erect and flaccid.
2) Regarding the ease of orgasm:
All noticed a vast improvement in control of their orgasm.
3) How long could you feel the effects?
Effects ranged from 24 hours to as long as one week.
4) How long did it take before you felt Hot Rod was active in your system?
From 10 to 40 minutes.
Speed of
Reaction
Hardness
Enlargement of
Penis
Lasting
Effect?
Stops
premature
ejaculation?
Supports
multiple
ejaculation?
Hot Rod
20
minutes
Extremely
20%
Up to 4
days
Yes
Yes
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Vigrx
No effect
over shortterm
Not obvious
over shortterm
Not obvious
over short-term
Not
obvious
over
shortterm
Not obvious
over short-term
Not obvious
over short-term
Orexis
60
minutes
Noticeable
Not noticeable
2 hours
No
No
Enzyte
No effect
over shortterm
Not obvious
over shortterm
Not obvious
over short-term
Not
obvious
over
shortterm
Not obvious
over short-term
Not obvious
over short-term
Vipra
No effect
over shortterm
Not obvious
over shortterm
Not obvious
over short-term
Not
obvious
over
shortterm
Not obvious
over short-term
Not obvious
over short-term
Libidus
40
minutes
Extremely
10%
Up to 4
days
Yes
Yes
Herbal V
60
minutes
Noticeable
10%
1 hour
Yes
No
Vicerex
40
minutes
Extremely
10%
Up to 4
days
Yes
Yes
Libitol
No effect
over shortterm
Not obvious
over shortterm
Not obvious
over short-term
Not
obvious
over
shortterm
Not obvious
over short-term
Not obvious
over short-term
LJ100
No effect
over shortterm
Not obvious
over shortterm
Not obvious
over short-term
Not
obvious
over
shortterm
Not obvious
over short-term
Not obvious
over short-term
Blue Steel
60
minutes
Noticeable
10%
1 day
Yes
Yes
Maxaman
No effect
over shortterm
Not obvious
over shortterm
Not obvious
over short-term
Not
obvious
over
shortterm
Not obvious
over short-term
Not obvious
over short-term
Nasutra
60
minutes
Noticeable
5%
4 hours
No
Yes
Zenerx
No effect
over shortterm
Not obvious
over shortterm
Not obvious
over short-term
Not
obvious
over
shortterm
Not obvious
over short-term
Not obvious
over short-term
Stamtrex
No effect
over shortterm
Not obvious
over shortterm
Not obvious
over short-term
Not
obvious
over
shortterm
Not obvious
over short-term
Not obvious
over short-term
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Bali Mojo
40
minutes
Extremely
10%
Up to 4
days
Yes
Yes
StaminaRX
60
minutes
Noticeable
Not noticeable
2 hours
Yes
No
Stamazide
No effect
over shortterm
Not obvious
over shortterm
Not obvious
over short-term
Not
obvious
over
shortterm
Not obvious
over short-term
Not obvious
over short-term
Veromax
No effect
over shortterm
Not obvious
over shortterm
Not obvious
over short-term
Not
obvious
over
shortterm
Not obvious
over short-term
Not obvious
over short-term
Erectol
45
minutes
Noticeable
Not noticeable
3 hours
No
No
And YET, these very same brands are being sold freely over the internet... to unsuspecting
customers who think that they are buying a 100% herbal-based product!
"How can this be!", you protest...
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popular Herbal enhancer that got busted recently by the FDA.
But I would say in in all fairness, it worked like a charm,
and you could have sex like 9 times in a row with it. The
only problem was, it'd give you a fucking headache and
sometimes you'll feel nauseated. It just doesn't feel good
despite the 'kick' it provides you in between the sheets.
With Hot Rod though, I can go at it for 12 times and NOT
have to suffer a headache or feel nauseated. In fact, with
Hot Rod, I feel pretty darn good! Hot Rod gets my two thumbs
up and send me another pack will ya?"
- Sent via email by Piper, San Diego CA on 9th of July 2006
Hot Rod is manufactured in a GMP factory and has gone through rigorous testing at two
independent labs to ensure that it is safe for consumption.
Test results confirm that Hot Rod does not contain Yohimbe, Sildenafil, Tadalafil, Vardenafil and
Yohimbe.
Chemical Compound
Test Method
Results
Sildenafil
HPLC/DAD
Non-Detected
Tadalafil
HPLC/DAD
Non-Detected
Vardenafil
HPLC/DAD
Non-Detected
Yohimbe
GC/MS
Non-Detected
Which is why...
Hot Rod Comes Without Any Of The Nasty Side Effects 'Other' Performance
Enhancers Bring To The Table!
Statistically, as many as 90% of our customers said that they did not experience any unpleasant
side effects - like headache, extreme palpitation, sweating and dizziness - that are so commonly
associated with other sexual enhancers.
The remaining 10% did feel some minor facial flushing and warmness in the body, all of which are
tolerable reactions.
These are caused by the blood-circulation enhancing herbs in Hot Rod, and do not remotely pose
as any form of threat to your well-being in any way.
You'll be assured to know, Hot Rod...
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vomiting, insomnia, body aches and aggressive behavior.
While Yohimbe is not illegal in the US, it is banned in many countries throughout the world. That
in itself speaks volume about the safety of the herb, especially when you intend to use it for a
long period of time.
Your safety and well being is our number one concern, and if you've made it this far, you really
owe it to yourself to...
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That's because Hot Rod works within 10 - 30 minutes for a majority of the individuals... even
without sexual stimulation.
And the most amazing thing is that once the herbs are in your body, they have the innate ability to
remain there for up to 4 days!
And during this time, you will be like a loaded gun, 'armed and ready' for any sexual encounters
that might come your way... even if you are currently impotent!
Can I Take You Aside For A Minute For Some Straight Blunt Talk?
Listen...
I'm not gonna bullshit you into believing that Hot Rod will work for you 100%.
You don't need me to tell you this, but even ED drugs don't work for everyone, every time.
What I DO know, is that Hot Rod has worked exceedingly well in many circumstances, is 100%
safe to consume, and as high as 93% of all our customers are satisfied with the results produced
by Hot Rod.
And let's get real. This is webpage. I don't really know you from a bar of soap. I don't know the
least about your personal health condition, age etc, all of which may affect how well Hot Rod can
work for you.
Which is why...
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My personal philosophy is that I have NO unhappy customers.
You MUST be totally happy and satisfied with Hot Rod.
And while I cannot legally guarantee that Hot Rod WILL work for you,100%, the evidence and
proof of how well Hot Rod has worked for our existing customers stacks the odds heavily on my
side.
Plus I know for sure that in the event Hot Rod works as I have promised, you will re-order Hot
Rod from me.
Mark Benson
P.S. #1: If you're sick of not being able to 'get it up' and you've tried everything on the market and
suffered nothing but nasty side effects, Hot Rod could be the final answer.
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P.S. #2: You alone know how important fulfilling sex is to you. If you've read all the way up to
here, and you're convinced at how Hot Rod can change your sex life but you've not taken up your
risk free test drive of Hot Rod, then maybe sex isn't as important to you as you think. I
recommend collecting stamps.
P.S. #3: Here are a few more unsolicited testimonials about how Hot Rod has changed the life of
our customers...(All testimonials are verifiable and on file.)
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long as Hot Rod is around. Thanks again."
~~~~~~~~~~~~~~~~~~~~
"To be frank, I was an ardent user of another brand until it
went off the market recently. That was a great product and
it literally saved my marriage. I needed a replacement that
works just as well, if not better. I tested several
promising brands but they fell all flat. I didn't expect
much from Hot Rod either but when I took it for a test
drive, it was simply awesome! I can now say that I have
found the perfect replacement for my old brand! Way to go,
Hot Rod!"
~~~~~~~~~~~~~~~~~~~~
"Whilst at the age of 63, I still have an excellent sex
drive without taking Hot Rod, but what a terrific difference
it has made, and I find the effect lasts more than 4 days,
more like 5-8 days."
~~~~~~~~~~~~~~~~~~~~
"I'm writing this email with your assurance of
confidentiality. I am a porn actor by profession, and a
well-known one I might add. In my line of work, I need to be
able to maintain an erection for hours, especially when I'm
required to have sex with several actresses, without a
break. For most of the time, I can stay pretty hard for an
extended period of time without any erection aids. But
sometimes, I simply can't. At times like this, I need a
fast-acting erection enhancer that can get me hard quickly,
and more importantly, helps me to maintain the hardness.
Having tried ED drugs and many herbal ones as well but
didn't like the headaches and nausea, I'm glad to have found
Hot Rod. Your product gives me the rock-hard effect that I
need, without any side effects. Thank you for helping me
stay on top of my game!"
~~~~~~~~~~~~~~~~~~~~
"Let me mention that my wife and I have a fairly normal sex
drive for our ages. We are both in our late 50's, but
because of our ages, we just naturally assumed that the sex
of old was gone forever and we had to settle for what we now
have. I have not been the man of old for many years and she
has not been the same woman of old either. She suffered from
dryness and not a lot of sex drive and I suffered from not
as much drive and not near as much performance as I used to
be capable of.
Let me tell you! We both took 2 capsules of Hot Rod with a
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cup of coffee and after about an hour we were both feeling
charged up and eager to go the distance with our new-found
energy and desire. She was very uninhibited and we both
teased and played to our hearts desire. She was very
receptive, shall we say, and the woman of years gone by. I
was very energized, the largest and strongest in years and
we had the best sex that we both have had in a decade or
more. I couldn't believe the change in her, yet alone the
improvement in me. I read that Hot Rod could help me be more
of the man I used to be and this morning as I type this, I
still feel the effects and desire of last night.
Just wanted to pass this on to the husbands of the world.
Get some Hot Rod, not only for you, but for your wife. We
still look at each other with a smile and a glow that we
have not had for years. You will surely love the new-found
desire in her and the desire and performance that you will
be capable of. It was almost like starting over, learning
about each other and satisfying each others needs...and
being able to. Great stuff! I sure hope we have more late
suppers."
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Practical Assignment:
Your practical assignment for this training session is to reframe 7 core negative
objections you think you will encounter when youre selling your product and turn them
into positive outcomes.
You can use this template here:
Objection
Reframe
Objection #1:
Objection #2:
Objection #3:
Objection #4:
Objection #5:
Objection #6:
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Important note from Jo Han: All these exhibits in Assignment #4 were so good that I
didnt critique any of them. Theyre almost perfect!
Objection
1) I do not have the time to do this.
Reframe
With the Apex fund, about the only thing
you need to do (if you wish) is call us up
every now and then just to see how your
investment is doing. We do all the investing
work for you, and this is about as hands-off
as it gets.
2) I am not sure if the returns will be
We have compiled an enviable 3-year plus
consistent.
record of monthly returns exceeding 20%. It
is next to impossible to get more consistent
than that.
3) I do not think that I have enough money If you knew of an investment fund like ours
to do this.
that has returned at least 20% monthly over
the last 3 years, you would find a way and
try your utmost to acquire the funds to
invest with us. Opportunities like this come
around once in a lifetime.
4) I am not sure if I can trust you with my We have the ex-chairman of the World
money.
Bank as the head of our firm. He has the
highest ethical standards acquired from his
many years working there, and he wouldn't
dream of compromising your funds in any
way, shape, or form. His integrity is at stake
in every single transaction that our firm
undertakes.
5) I feel that I am more comfortable with
We have done comprehensive research on
another investment fund that I've been
investment returns, and there is absolutely
looking at recently.
nothing out there that can approach our
enviable and unsurpassed track record.
There would be no point in investing with
another fund that has inferior performance
when compared to us .
6) I feel this is too risky. I prefer something With risk comes great reward. In the case of
more solid that is guaranteed.
Apex, you get incredibly high and
consistent returns that don't really seem like
a risk at all when you factor in its 3 year
record.
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7) I am not interested in investing.
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Reframe
Its worked for hundreds of other people who became
successful recording artists.
You dont need to have a professional record your cd. There
are many computer programs available that can create amazing
music along with the equipment you probably already use with
your band.
Objection #3: I dont have You need to determine how badly you want to be a successful
recording artist. If its something you want badly enough,
the time to promote
youll find the time by eliminating recreational activities like
myself.
watching tv. Almost every artist whos ever been successful
has made some sort of sacrifice if not many for years and
years. Its a small price to pay for the success you say you
want.
We give you a script that you can read word for word that
Objection #4: I wont
includes all of the key phrases that these execs. need to hear to
know how to approach
radio station execs or what convince them to play your tracks on their station. With the
right positioning, the radio folks will be begging for the
to say.
privilege to play your songs.
We give you a step by step guide to find just the right gigs
Objection #5: I dont
that will have strangers clamoring to buy your cds. Not only
know where to start to
will you be building a strong fan base, youll be bringing in
find local gigs so I can
hard cash to finance your professional career.
build up a fan base.
Objection #6: If this works Because this is the missing link between what most people
think you have to do to become a successful recording artist
so well, why doesnt
and what the experts know how to start your career at a
everyone do it?
grassroots level where you have control over y our destiny
instead of trying to thousands of other wanna bes via
American Idol or trying to get the attention of a label executive.
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Objection
Reframe
You now have the opportunity of removing
the financial barriers that are restricting your
desire to achieve the financial success you so
richly Deserve.
Now you will be able to control how you will
spend your time rather than letting time
control how you live your life.
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Reframe
The price is to high if you are basing it on
your current experience, however; if you
are able to apply the information the value
far exceeds the cost at any price point.
You should be skeptical, this program
would not be a good fit for you if you were
not skeptical at this point. If we look at
this documented proof you will see for
yourself, that it is all good and all true
Using a new method of learning in any
situation will take some getting used too,
but the advantage is that the content is
available 24 hours a day 7 days week, and
allows you to learn on your schedule, and
not force you to adjust your life to get the
value out of this training.
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sure that I can..
Talking to people on the phone scares me
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He said Craig, I have tried everything, multiple sets, super slow sets, supplements.
I have listened to and read everything by all the 'guru's' and nothing has happened.
His daily life before he met me was one of embarrassment, shame and humiliation
because of his skinny body. He was ridiculed almost daily he was that thin. It was
torture for Jim.
In fact he was that skeptical about my claims he even accused me of 'been on the
juice' and it was only a urine sample proved to him I was the real deal.
Well, just 12 months later, Jim is absolutely huge, with massive slabs of rock hard
muscle all over his body. In fact, we rarely call him Jim anymore, he is now simply
known as 'Arnie'.
Imagine this happening to you like it has for Jim. Picture yourself with huge pecs
... arms like tree trunks and abs showing off an 8 pack never mind a six pack.
Jim knows how this feels. He gets an incredible amount of respect from other
men and he is almost batting away women with a tennis racket he gets that many
offers these days. Once you invest in the Muscle Mania program, you will even
get to meet Jim in our closed door forum.
CUSTOMER: I guess I see why this could be different and would work, but I am not
sure I have the time to focus on all of this.
ME: I understand your concern but I don't think that's the key reason that you are
delaying your investment. You have said you have tried everything in the past so
obviously you have spent a lot of time trying to build muscle in the past. Is there
something else you are focusing on instead?
CUSTOMER: Well, I don't know ... er ... it seems a little pricey.
ME: Yes it is more expensive than our competitors because of the incredible support
you get from our world class group of muscle growth specialists who will hold your
hand during your muscle building journey. We have the most comprehensive
program available in the country and once you have made your investment you
will realize that you have made a wise choice.
Clearly you have used inferior products which have held you back and wasted far too
long and stole more of your time and money than you can count. Obviously if you
leave here today without investing, I can almost guarantee you will spend tons of
dollars on cheap imitations which won't even give you 1 pound of muscle.
Customer is looking a little sheepish still and scratching his head a little
nervously
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ME: Is there something else? I can see that there is something holding you back. I
don't mean to intrude but could you share with me what your concern is and I might
be able help?
CUSTOMER: Well, this is kinda embarrassing, but I don't have a DVD player so I
won't be able to even watch the DVD's so I won't be able follow the program.
ME: Hey, that's no problem, I have a spare DVD player I was going to put up on EBay, but when you invest today, and I will let you have it for free.
CUSTOMER: Whoa! That's pretty great thanks Craig, but I am not 100% sure about
this...
ME: Well, if you don't invest today I can see that in 12 months time you are going to
be stuck in the same position you are in now, depressed because of your lack of
muscle gains, still unhappy every single day because you don't have the body you
deserve and you will feel that burning pain of frustration in the pit of your stomach,
knowing that you have passed the opportunity of a lifetime.
Obviously I can only offer so many places on my program and places are filling up
fast, in fact there a just 3 places left so if you want to discover the sheer thrill of
watching your muscles bulge up like a balloon, you must act now.
CUSTOMER: Yeah OK, here is my card!
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Am I a good modeler?
Some will inevitably ask if becoming a mirror image or a spitting image of your model is
the ideal to strive for.
Emphatically no!
Your success is determined by the outcome you achieved.
As in all parts of the forbidden persuasion techniques you have learned till now, you need
to have the outcome in mind before you engage in your campaign.
Achieving the outcome is just one step in the forbidden persuasion process.
Modeling Resources
When you start modeling, the first instinct might be to model your boss or your neighbor
or maybe even your significant other. While this is better than the alternative (having no
one to model), you can certainly do better.
Look for role models you aspire towards, they can be living or deceased, the key
condition is that you must have some access to them. By access I am referring to a book,
a sound recording or a video recording of them.
You can also adopt multiple models. For example, you might have one model for sales,
one model for relationships, one for sports.
Lets look at a few situations to get a better idea.
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Modelling for Leadership Blueprint
Lets say you admire former president John F Kennedy and choose to adopt him for your
leadership model.
Your first step is to access his speech transcripts, and audio recordings of his speeches.
Do your research to find the situations, the contexts, and with the benefit of history, see
how the speech might have affected the course of history.
John F. Kennedy
Ich bin ein Berliner ("I am a 'Berliner'")
I am proud to come to this city as the guest of your distinguished Mayor, who has
symbolized throughout the world the fighting spirit of West Berlin. And I am proud --
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And I am proud to visit the Federal Republic with your distinguished Chancellor who
for so many years has committed Germany to democracy and freedom and progress,
and to come here in the company of my fellow American, General Clay, who -- who
has been in this city during its great moments of crisis and will come again if ever
needed.
Two thousand years ago -- Two thousand years ago, the proudest boast was "civis
Romanus sum." Today, in the world of freedom, the proudest boast is "Ich bin ein
Berliner."
There are many people in the world who really don't understand, or say they don't,
what is the great issue between the free world and the Communist world.
Let them come to Berlin.
There are some who say -- There are some who say that communism is the wave of
the future.
Let them come to Berlin.
And there are some who say, in Europe and elsewhere, we can work with the
Communists.
Let them come to Berlin.
And there are even a few who say that it is true that communism is an evil system,
but it permits us to make economic progress.
Lass' sie nach Berlin kommen.
Let them come to Berlin.
As you can see from the above example, speech patterns for leadership will vary
differently from everyday speech.
Speaking in everyday speech when attempting to inspire and motivate your audience will
obviously not have the same effect.
Likewise, you would not want to speak in a leadership tone in everyday conversations,
unless you wanted to be accused of trying to act presidential.
For speeches and video broadcasts, you can visit the White House website at
http://whitehouse.gov.
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Modelling for Romance Blueprint
One way to standout from others in the journey to start a relationship is to adopt a
romance model.
Besides emulating how the characters act in a romance movie, you can also take a look at
romantic novels and plays.
For example, Shakespeares Romeo and Juliet contains sections such as:
ROMEO
O, she doth teach the torches to burn bright!
It seems she hangs upon the cheek of night
Like a rich jewel in an Ethiope's ear;
Beauty too rich for use, for earth too dear!
So shows a snowy dove trooping with crows,
As yonder lady o'er her fellows shows.
The measure done, I'll watch her place of stand,
And, touching hers, make blessed my rude hand.
Did my heart love till now? forswear it, sight!
For I ne'er saw true beauty till this night.
While the language is dated, the concepts and language patterns can be adopted to the
modern context.
It might be rephrased as:
The light of the city lamps pale in comparison to your beauty.
My heart has never experienced true love till now.
I never saw true beauty until tonight.
Thats an example of how phrases might be adapted and used effectively. You will also
notice that the vocal tone and vocal speed will tend to be lower and slower in romantic
situations compared to everyday speech. Incorporating these and other observations into
your delivery will enhance your effectiveness.
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Over our six days in the United States, we have much enjoyed the chance to dwell
on the history of the relationship between our two countries, as well as celebrating
its present strength and vitality. I would like to thank everyone for the warmth and
kindness extended to us.
The friendship between the British and American people is one of the oldest and
most enduring in history. This friendship has been built on the common ideal of
freedom, and forged by our shared sacrifices in freedom's defense.
Troops from our two countries are serving side by side to bring the hope of liberty
to regions that have not known it. Together we're supporting young democracies
that are taking their first steps on the path to free and peaceful societies.
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This morning the world witnessed yet another advance for freedom and peace -the people of Northern Ireland took control of their future when Catholics and
Protestants came together to form a new government that offers the prospect of
peace and reconciliation after years of violence and division. In Belfast today,
we're seeing once again how democracy and freedom can help heal a wounded
world.
The excerpts were taken from the speeches of Englands Queen Elizabeth II and
President George Bush at Whitehouse.gov
After examining the content of the speech, you will also want to take note of the:
Speech patterns
Speaking speed
And you will notice that the slower you speak and in a deeper voice, the more authority is
associated with that way of speaking.
In contrast, speaking quickly, and in a high pitch tends to carry with it qualities of being
young, dynamic, and perhaps even nave.
Accents can come into play to establish rapport with your audience.
During former president Bill Clintons election campaign, it was reported that when he
toured the Southern United States, he spoke with a Southern drawl, or accent.
While he was in the North, he tended to speak with a neutral accent.
By constantly adapting to your audience, you will discover that you will constantly
improve your modeling skills.
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Auditory Representational System
Associated with the sense of hearing. This representational system is typically associated
with hearing related words.
Someone who is actively auditory will tend to use words like:
Its clear like a bell
Clean like a whistle
Lend me your ear
In a manner of speaking
Hold your tongue
Silence your critics
State your intention
Unheard of
Sounds like a good idea
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The 4-tuple Model in Modeling
The 4-tuple model is a way of analyzing communication. It combines the elements of the
4 representational systems we have covered: visual (v), auditory (a), kinesthetic (k), and
olfactory/gustatory (og) (a total of 4 elements).
By analyzing the sequence, you might notice that someone might say:
If you can see what Im saying, you will get a grip on the situation and sound the alarm
now
Analyzing the above sentence you will notice the following representational systems:
See: visual
Grip: kinesthetic
Sound the alarm: auditory
So the person is communicating to you in a visual-kinethetic-auditory or VKA sequence.
If you wanted to establish rapport with him, you would communicate following the VKA
sequence.
I can picture your concern, and I will handle the situation so things are clean as a bells
whistle
The sentence contains the keywords:
Picture: visual
Handle: kinesthetic
Bells whistle: auditory
Correctly executed your audience will not be aware of what you have done, especially if
you have performed it subtly.
But on a subconscious level, their mind will recognize that you used the same language
sequence and feel affinity towards you.
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Note: As we have previously mentioned, no two individuals will have the same
representational system communication pattern (which we call a strategy).
So you might encounter situations where someone might say:
I hear that many people are rushing out to grab the bargains at the great sale (A-K-K)
You see my children are yelling for attention again and crying out for help (V-A-A)
So you can expect to see strategies consisting of various combinations such as V-V-V, VA-K, K-K-V, V-K-A.
Take note that the strategies I have presented are to build rapport with your audience.
If on the other hand you want to break rapport with someone, you can choose to
deliberately mismatch what theyre saying.
If they say I dont see what youre saying at all. It sounds like the price is sky high (VA-V).
You can mismatch them by saying Sounds like you are not in touch with the issues
here. Our pricing is very sound. (A-K-A).
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The following are a sequence of transcripts of an interview Milton H Erickson, MD,
conducted which demonstrates hypnotic principles.
In this interview, Erickson talks to Monde, 32 years old, married and mother of 3
children. Her major concern was her insecurity about herself as a person, wife and
mother.
Nick is 20 years old and single. He volunteered as a demonstration subject.
Here are a few patterns in the following sequence you need to be aware of:
Presupposition: an assumption about the world whose truth is taken for granted.
Examples of presuppositions include:
Mind Reading: refers to situations when one person knows another well enough to be
able to suggest what the other is thinking.
Examples include:
At this moment, your mind will be racing as you think of the possibilities of this
product.
I know what you are going through now because I have been through it myself.
You realize this is probably one of the best offers you would ever see in your life.
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As you sit in your chair and open your mind to the possibility
You can sit in your chair thinking, while the opportunity presents itself to you
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Well, Monde, this time, Id like to have
you take your time about going into a
trance
I dont want you to go into a trance too
soon
Nominalizations:
talk,
trance,
importance;
Presupposition: . first... ... in trance.
Missing referential index: ... something
of importance
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And just for you.
Presupposition: just
Deletion: what just for you?;
Casual modeling - conjunction: And...
Thats right
Presupposition: .. . deeply
............................................... memorie
s that you have... . . . vast...
Nominalizations: . . . trance,store,
memories, unconscious...
Causal modeling - implied causative: ..
so..
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And perhaps something very nice that
you could recall that you haven't thought
about for years.
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Mr. John Jones
Jones Manufacturing Co.
1621 Main Street
Ottumwa, Iowa 52501
Dear John,
Remember when you were a kid. A "dreamer" was put down as someone who would never
amount to anything -- destined to be a "non-achiever" for life.
What a myth!
Let me tell you about some "dreamers" who became super achievers in direct marketing. They
succeeded beyond their wildest dreams.
There's the thrilling story of L. L. Bean in Maine. For years they ran a successful mail order
business...catering to outdoorsmen.
But Leon Gorman dreamed of new horizons...a new world out there of men and women who
never fished or hunted -- dressed the way outdoors people dress. A pipe dream? Hardly. Leon
Gorman turned dream to reality. Sales - plateaued at the $50 million level - boomed past the $100
million level in a few short years.
What about the legendary "kitchen table" people? Len Carlson, out in California, is a part of the
legend.
Len and his wife Gloria shared a dream. They dreamed they could put together a catalog of hardto-find gadgets that would appeal to the masses. Thus Sunset House was born.
Fifteen years and a customer base of 6.5 million names later, the press announced Sunset House
had been acquired by a major corporation for a price reported to be in the millions.
The most remarkable dream story on the agency side is that of Lester Wunderman. Les was an
account person with the Max Sackheim agency. He dreamed of having his own agency.
But an agency that would apply sophisticated direct response techniques to all media -- including
a "new" medium called television. Today his firm - Wunderman, Ricotta & Kline - has billings in
excess of $100 million, with offices in New York and 12 foreign countries.
As you read of these dreams-come-true I hope you are recalling your own. The dreams you have
had which have helped you to get to where you are today.
But of all the dreams-come-true which I have witnessed over the years there is one which
supersedes all others. A dream-come-true which has touched all our lives, a dream which
will live on beyond our lifetimes.
The year was 1965. Lewis Kleid, a leading list broker in his day, was a close friend of Edward N.
Mayer, Jr., known around the world as "Mr. Direct Mail."
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Lew made a proposition to Ed. He said, "Ed - if you will devote time to teaching the rudiments of
direct marketing to college kids, I'll provide the seed money to make it happen."
Thus, with the simplicity that was a trademark of Ed Mayer, the Lewis Kleid Institute was
launched. Today, almost 17 years later, The Direct Mail/Marketing Educational Foundation, a
non-profit organization which sponsors Kleid Institutes, continues in the Ed Mayer image.
Over the past 17 years over 1,000 bright college students have taken the 5-day intensive
course, sponsored by the Foundation...all expenses paid. It is estimated that over 50% of
these students have entered into a direct marketing career.
As one of the privileged few who has had the honor of lecturing each new group of candidates
over many years -- I only wish you could witness, as I have, the excitement that comes to each as
they are introduced to the wonders of direct marketing disciplines.
"I learned more in five days than in my four years as a marketing major," is a somewhat typical
statement from one of these exuberant students.
But let me give you just a few quotes from hundreds in file.
"I learned so very much -- the week just set my spark for direct marketing into a big roaring fire!"
Marilee Gibson Yorchak
New Mexico State University
"The Institute has greatly increased my awareness and understanding of direct marketing, and
furthered my career interest."
Tim Harrison
University of North Carolina
"If one of your objectives was to stimulate young, ambitious people to enter your field, you
succeeded with me."
Paula Miante
College Of William and Mary
I guess from all of this one would have to conclude our dream has truly come true. Well - not
exactly.
None of us ever dreamed that direct marketing would have the explosive growth we have all
experienced. (As an aside - when I wrote my first book I trumpeted that total sales of goods and
services via the direct marketing method had reached the staggering figure of $300 million. The
estimated figure for 1981 is $120 billion!)
So now we realize that if our true dream is to be realized - growing our own at the college level to
people our future growth - we are going to have to raise our sights beyond the far horizon.
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Where we are bringing the gifted student to the Institute - only one each from about 35 colleges
twice each year - we've got to get Direct Marketing taught on the college campus in full semester
courses. Not to three score and ten for five days. Instead - to hundreds for full semesters.
Is this "The Impossible Dream"? No!
I'm now going to tell you about what some regard to be an emerging "miracle," which is in the
process of happening as I pen this letter.
At a Board of Directors meeting a few months ago in the offices of The Direct Mail/Marketing
Educational Foundation, Richard L. Montesi, President, made a startling proposal. A proposal
which he stated would make our ultimate dream come true.
The ultimate dream, as he expressed it, is to establish a Chair for a Direct Marketing Center in
three major universities: one in the Middle West; one in the East; and one in the West.
The full-scale curriculums will be structured to earn a degree in Direct Marketing for each
graduate, carrying with them a stature similar to that enjoyed by a graduate from the Wharton
School of Business or Harvard Business School.
"An exciting idea," we said. "But how are we going to fund these centers?" "From a capital fund
of $1.2 million," Dick said. "$1.2 million. Good God!" was the reaction.
Well then the miracle started happening. Andy Andrews, one of the directors, said - "Why don't
we go around the table right now and see how much commitment we can get over the next three
years from the small group of directors at this table?"
Would you believe we raised $120,000.00 - 10% of our goal within five minutes!
When we left that day a few of us agreed to write some letters and make some phone calls. And
what happened as a result surpasses anything in my experience.
Remember those "dreamers" I talked about earlier? Well let me tell you what happened with
some of them.
Remember Leon Gorman of L. L. Bean? He's committed $15,000 over three years. And Len
Carlson - another $15,000. And Les Wunderman - $15,000. They're putting their money where
their dreams are.
The list goes on. "Dusty" Loo of Looart Press - a major commitment. John Flieder of Allstate
Insurance - "Count us in." Kiplinger Washington Editors. The Kleid Company. Jim Kobs of Kobs
& Brady - "Absolutely!" Publishers Clearing House. Grolier. Colonial Penn. Rodale Press.
Spiegel. American Express.
John Yeck of Yeck Brothers Group - "You can count on us." Eddie Bauer. Rapp & Collins.
Ogilvy & Mather. Alan Drey. The DR Group. Hanover House. And on and on.
To this moment, these people and some others we have contacted bring total
commitments to $725,000. So we have reached 60% of our goal!
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This is exciting in itself, but equally exciting is the fact that we have two formal proposals from
two major universities detailing how a Chair would be established for Direct Marketing. And the
cost.
One proposal is from UMKC - University of Missouri, where Martin Baier of Old American has
taught Direct Marketing classes for a number of years. The other proposal is from New York
University. Both universities are ready when we are.
So we are this close to bringing off a 20th Century miracle!
Now we come to you to ask you to share in this dream of dreams. There is a pledge card inside of
the enclosed envelope. The amount suggested is just that. A suggestion. You are the best judge of
what your company should pledge against the future.
I have asked for and have gotten approval to have your response come back to me personally. I'd
like to hear from you even if there is some unforseen circumstance under which you cannot make
a pledge.
We must decide very soon upon the first university to establish a Direct Marketing Center.
Therefore I will appreciate it if you will reply within the next 10 days. Thank you so very much.
Sincerely,
Bob Stone
P.S.
It is my fondest dream that you and I will be there to witness the commencement
exercises of the first graduating class with a degree in Direct Marketing.
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Practical Assignment:
Your practical assignment for this training session is to model Ericksons session with
Nick and Monde to create your own fictional session.
You should try to use his patterns as a template.
Go through the lessons thoroughly, and write your 300 word page paragraph.
In the following pages, youll find my critiques of actual submitted homework by my
students. Use my comments as a benchmark for your own practical assignment.
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Assignment #5: by Ted Chan
Monde, this time, take a step back and take your time going into a trance.
I dont want you too easily into a trance soon.
Begin to relax your whole body as your mind loosens up.
Erickson turns to Nick
And while Nick is here, standing next to you, Id like you to watch Mondes face
And your minds eye will feel out a great deal.
So turn and see the connection to hear her.
Erickson turns to Monde
Not quite so fast, Monde.
Lets have a brief chat first, cause during your trance you will do something important to
you.
And just for you.
Just waiting.
And you know why Im waiting for.
Thats right.
And them all the way shut.
Now go deeply into a trance, so your unconscious can find your secret combination in the
vast stores of your.
And Id like to feel even more relaxed and comfortable.
And while youre in the trance, Id like you to hear the waves crashing over and over
again, calming your inner being. You feel the gentle breeze against your face and soft
warm glow of the sun. Getting warmer and you unbutton your top button.
Now, while you go further and further into your trance, its as if youre zooming through
the trees of your life in the forest.
And perhaps something that you hadnt thought about for years percolates up to the top
of your consciousness.
And Id think it be most interesting, if you would find some childhood picture memory
that you havent thought of for years such as the time you discovered how to say your
first words and your entire world felt different.
The world suddenly seems a lot brighter, and takes on a spectacular hue, as you say your
first syllables for the very first time.
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So you discovered a whole new world where you interact and use very powerful words
and received all the attention.
I would like you to single out some one thing that you could talk to me about, that you
could share.
Something very empowering, very exciting
Jo Hans Comments: There are some missing words from this assignment. It is well
done, and what I feel can be improved, is that even though your objective is to inject
ambiguity, you want to make it somewhat easy to understand as well. Theres a very thin
line between being ambiguous and not being able to be understood. Avoid big words like
percolate and try to use more childlike language.
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Bebe, this time lets do it slightly differently from before. Its okay to change things
around. Change is good.
Lets approach things differently and try a different paradigm.
Sometimes it requires change and flux.
And it may be uncomfortable, so it wont be a walk in the park.
At this time, your mind may be whirling around and you may be thinking about the
approach I am going to take.
Dont.
Just relax.
Leave your thoughts behind.
John turns to Matt and addresses him now.
Which is why youre here.
And you may think this is silly.
But you will realize how much importance you have.
Turn around and look Bebe straight in the eyes.
And see into the depths of her soul.
At this point Bebe starts to squirm and is visibly uncomfortable, a look of alarm surfacing
in her eyes and expression.
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Not so fast, Bebe.
Keep yourself calm, and you will see.
The way to resolve this.
Keep in your minds eye the comforting presence of Matt as you are going deeper into
this very unique and comforting trance.
You will go deep so that you can recall and experience everything.
Your eyelids begin to feel heavy now.
So heavy.
And you feel warm and fuzzy.
And relaxed.
But just a tad warm, just a notch above what your ideal temperature would be.
Your eyelids are almost closed now.
Closed.
Thats it. (Bebes eyes are completely shut now, and her face looks tranquil and calm.)
Let your minds eye run through your lifes experiences, all of them.
And find the pleasant ones you would like to share with Matt that make you feel so loved
and appreciated. That make you proud to be a loving and wonderful human being, at
peace with yourself.
You are so peaceful there that nothing, absolutely nothing, can upset or disturb the
tranquility.
Go back.
Way back
As far as needed.
Find it.
And see it..
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The one experience that makes you feel the most loved and appreciated, where you are
completely at one with the world and yourself. You do not want for anything and
everything is in order, so you have nothing to do at all except to be.
Even looking back at this through the vagaries of time and space, you still feel the
peacefulness and stillness of the moment.
No conflict.
No tension.
Just stillness.
It would be very interesting if you could share this most peaceful moment with Matt and
relive it with him.
Make him see it and feel it like he was next to you, experiencing it.
Jo Hans Comments: Same issue as Ted in the previous assignment. You want to avoid
big words, and make it simple to understand. Words like vagaries may sound good, but
are rarely understood for by educated people.
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All the way in (Monde closes her eyes)
Now slip deeply into that warm comfortable place so that youre unconscious can access
and cope with the depth of memories you have
And now you are feeling very comfortable and relaxed.
And now that you are feeling comfortable and relaxed I want you to feel the warmth of
the sun on your body feel the breeze on your skin just enough to take the edge off the
heat, cool but not to cool.
Now while you slip deeper and deeper into the trance picture yourself just hovering
above the earth it is as if you are totally weightless and looking down on yourself an
observer - observing yourself.
And now I want you to recall something some distant memory perhaps the first time you
went out to play in the park with your parents do you remember how good it felt to play
on the swings and to run around in the park.
Suddenly you have this immense sense of freedom wide open spaces for you to run and
play your legs never seem to get tired as you are revelling in this newfound sense of
freedom
Everything is so different and exciting I want you to pick out just one memory from that
period one that you want to share, one that you would feel comfortable talking to total
strangers about.
One that brings that warm feeling of pleasing memories one that makes you feel like you
are a small child again enjoying this newfound experience.
Jo Hans Comments: Smooth induction, great word pictures. Almost perfect!
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