Persuasion Engineering (Trans: Mind Hacking)

It was a fine line....I will tell you what that line was in a moment.

Many years ago, in the mid 80's, I started to study NLP when NLP was very new.  In fact Bandler and Grinder only created it in 1977!  Little did I know that I would get my NLP qualification from Bandler 20 years later!

I was a salesman so NLP was something that I believed I needed in my armoury, and I was right.  Interpersonal skills led to persuasion techniques and that was that.  I was dangerous.

I was, by that time, a timeshare salesman. Many people you meet say they are great salespeople but, with no modesty required, I was the best.  I still am.  I am not being big headed, I am merely stating a fact. 

I had a voice in my head telling me over and over again: I am the best at what I do. 
Every time I looked in the mirror a voice in my head said: I can do it!

A Sunday newspaper, the News of the World, sent some journalists to the Costa del Sol in Spain, where I was working, to interview timeshare salespeople because so many holidaymakers were saying they had been tricked and cajoled into buying a dream which turned into a nightmare by fly by night, wide boy, liars...otherwise known as OPC's. 

When the journalists arrived on the Costa these fly by night, wide boy, liars were on the streets with their scratch cards telling people they had won a prize and had to go to a 2 hour presentation to get it.  Heaven help the OPC's if they strayed 'off patch' and started to stop tourists in an area deemed to belong to a rival company as that would mean 'the Clumpers' being sent out and all manner of mayhem with baseball bats and pick axe handles would ensue.  Anyone poaching on another company's patch would be in hospital that evening.  The money was big so the retribution was too.

I managed to avoid the Journalists.  They wanted to interview me about my techniques as all the sales people pointed at me as the one who was very successful.  Truth was that I was successful because I didn't sell it, I made people buy it.  Others made such a desperate sales pitch that they decided to lie and claim all manner of things to get the person to sign the deal.  They were giving the business a bad name and I wanted no part of it.  I didn't want the connection and I didn't want my picture taken.  Apart from a slightly blurry pic of me in Marbella wearing a white shell suit, leaning against a silver Lotus Esprit while on my mobile phone, which was a grey housebrick sized monstrosity (think Gordon Gekko Wall St 'money never sleeps Bud Fox' style) I escaped the press attention.  It was a test drive car anyway (more later on that).

At the presentation they would be told all of the benefits of timeshare ownership and given the chance to buy a couple of weeks in the sun by a very slick salesman.  I was that salesman.  I didn't appear very slick.  I didn't appear manipulative.  I didn't 'ooze charm from every pore and oil my way across the floor' either.  I was confident, capable, assured, knowledgeable, friendly.  I made them feel at ease and then made them feel that this was the right thing to do.  It never took long for them to start to think, 'I like this guy, he is just like me'.  In fact, I made them buy from me rather than me sell to them.

My hit rate was out of the park. I was earning so much money that at the age of 26 I had two cars (one a Porsche) a house in England and three apartments in Spain, two of which I rented out.

I had worked for 8 different timeshare operations because I came as a team.  I had 5 people who worked the streets with the scratchcards.  These were my OPC’s (Off Premises Canvassers) or "Outside People Catchers" as I liked to call them and brought the potential clients to my Qualifier who asked all the right questions to ensure that I wasn't wasting my time by talking with them.  From the initial grab on the street, in to the Marketing suite and then back to their hotel would take a little over 3 hours maximum.  At the end of it they would have signed a contract worth between £3000 and £8000 (remember-this is the mid 80's) and I would have earned £1500 minimum from the deal and I did that once or twice a day 5 days a week for three years.

I got really good at reading people.  I knew exactly what I was going to say to whoever came in and it was based on how they reacted to me, what they did inside the marketing suite, how they interacted with each other and how they spoke.

I didn't tell them what they wanted to hear.  I didn't lie and I didn't pressure them.  I told them what I wanted them to hear...but in a manner that they wanted to hear it in.  I used the same predicates, tone of voice, pace, pitch as they did and some, though not all, of their mannerisms.

After a few months I came back to the UK and continued at the Company Headquarters in London's

Leicester Square.  Holiday Ownership Exchange was based in the square directly opposite the Odeon where all the movie premieres were held.  It was a very prestigious address and very plush offices and suites.  Four months over Winter was just what was needed.

I continued to sell timeshare even though the villas and apartments were over a thousand miles away.  It became apparent that people set time aside to watch the presentation and incorporated it into a day trip to London.  Once they had received a mailshot telling them they had 'won a prize and that all they had to do was come to Leicester Square etc...etc' they were very relaxed.  It was different to Spain where one of the OPC's would grab a family covered in suntan lotion and sand on their way from the beach to their hotel who wanted nothing more than a shower who, instead, sat listening to me for two hours.  In Spain they could walk around the complex of apartments.  They could stand on the balconies, they could touch the walls, they could test how soft the beds were.  In London it really was a dream...an idea...a set of photographs in a book...but I still maintained my sales record.

Was my skill only for use in Time Share or Sales?  I didn't know?  I started to think about it after I made £6400 in one day and other sales people and Managers were asking me to teach them my 'tricks'. 

I remembered being three months behind with the rent on my apartment when I had first arrived in Spain (before I started buying) and convincing the landlord to write it off. 
I remembered opening an account at a major high street bank and getting a £25000 overdraft facility even though I had only opened the account with £20. 
I remembered taking Lotus and Ferrari sports cars for 5 day test drives instead of the usual 40 mins max.  One of them I drove back to the UK for a week and then took it back to Spain.
I remembered going to a major bank and negotiating a business account before I left for Spain that included a £10,000 bank loan.  I remember the conversation in the Managers office very clearly:
Bank Manager: 'How will you make the monthly repayments in the first six months?'
Me: 'That will be no problem.  There will be £10,000 in the account.
Bank Manager: 'But that's the money WE will put in.'
Me: 'Exactly!'
Bank Manager: 'So you are suggesting that we pay ourselves?'
Me: 'Can you think of a safer arrangement?  You are hardly likely to default yourself.'
When he laughed and said 'Well I can't fault your logic but it is unorthodox' I knew I had the money....

It suddenly occurred to me that I was walking a very thin line.  It would be so simple to step over the line and become a fraudster.  If I had been inclined that way I would have been a very dangerous person.

I met a Fraudster once who had accumulated a large amount of money by conning people.  He was so far behind me on the scale of persuasion and manipulation I could NOT believe how he had done it. Nerve most likely.  He had decided, after meeting the love of his life, to 'go straight' and started work at HOE in Leicester Square selling timeshare.  That was his idea of 'straight'.  He couldn't hack it and left after a month.  He was quite proud and open about his criminal past and it was a surprise to me that HOE had no reticence in recruiting criminals, even if they were 'Ex' ones.

A few years later I was diagnosed, after being analysed by a psychiatrist friend for fun, as some kind of unfathomable genius.  I could mind-hack someone and intercept and decode the psychological DNA of their free will.  The light switches of my brain were wired very differently and my neural meteorology was unpredictable.

But WHAT had I discovered through my training and my experiences?  I had discovered where the brain's pressure points were, where people's blind spots are....

To be continued...

Psychological Cat Burglar

Psychological Cat Burglar – An Interview with Dr David Moore.

Sales Pro For Sales Professionals

It is safe to say that if David Moore did not exist you would have to invent him.  He is the owner of The Moore Consortium group of companies which cover a variety of the ‘self-help’ streams, from NLP and Persuasion through to Firewalking and EFT.  David spent his early years as a salesman in a variety of industries including Time Share, Insurance, Double Glazing and Advertising.  In the early 1990’s he became a salesman for Cable London, a cable TV and Telephone provider and within a very short space of time went from salesman to team leader, to Field sales Manager to National Sales Trainer.  He was the most successful salesman Cable London produced.  He was the only salesman to venture into the notorious Broadwater Farm Estate in North London, the scene of rioting a few years earlier, and over a two month period there became top salesman.  He became national sales trainer when Telewest increased their share holding of Cable London and flew all over the country training staff from London to Dundee.  It was only after watching a sales consultant present a three day training seminar to Telewest Communications (Cable London’s owners) that David realised where the future really was.  He formed his own Training company, left Cable London/ Telewest and was a spectacular success.

Behind the success he admits there were difficult times.  The loss of a corporate culture was one.

“I had always worked for other people.  I had a very high salary, pension schemes, medical insurance and a car allowance.  Now all of that was gone and I was flying solo.  It is difficult but not impossible.  If it is something you feel you should do then I would suggest you do it.  It is liberating.  It’s very different.  It’s a huge responsibility.  But, it is the only way to really do what you want!”

Over the last 15 years David has incorporated a variety of elements into a program he has developed called ‘Human Potential Technology’.  These include Inner Game and Attitude, Persuasion, Firewalking, Glasswalking, NLP, Hypnosis, EFT and Sales Training.

“I don’t believe in being a ‘jack of all trades; master of none’ as some companies appear to be.  My method is to incorporate a lot of different areas of expertise that fall under the umbrella of Personal Development.  I feel that if you teach Persuasion you must have expertise in NLP.  To teach people how to walk on fire or broken glass you must have expertise in attitude and persuasion.  It all fits within the parameters of development.”

What about the Personal Development or self help movement?

“To me, self help is like self abuse.  You HAVE to do it yourself.  The books and dvd’s only show you what to do.  You must take action and do it yourself.  I do tell people to stop buying self help books because they probably haven’t read all of the ones they already have.  A new one comes along and they put down the one they are reading and order the new one from Amazon and then a few weeks later…it happens again.  It’s a paradigm shift. The answers you want are probably already in a book on your shelf that you didn’t finish.  I have read hundreds of them and I read the new ones and I can see that many of the ‘new’ ideas are just a rehash of older ideas.  I agree that as the times change and people become more aware of self help and human potential we need to teach and coach in a new way.  If we taught today in the style of a teacher from 30 years ago, the chances are we wouldn’t be listened to.”

You spent a lot of time teaching people to walk on Fire or Broken glass.  Was that fun?

“Fun is one word for it.  It was great at the time but I believe it has been done to death.  It is very rare to find anyone who hasn’t either done it or at least heard of it or heard of someone who has done it.  It doesn’t have the novelty factor any more.  The training I put people through before they walked included a lot of life skill training, persuasion and NLP techniques that they could utilise in all manner of areas of their lives.  It was never really ‘only’ about the walk.  I train a lot of people in everything from Sales training and Customer service through to Attitude and Inner Game.  I have always been interested in Persuasion.  How one person can get someone or a company to do something when other people have tried and failed?  I have studied great persuaders of history; I have researched and studied conmen and brain pirates who can get total strangers to do whatever they want them to.  There is an art to it and like everything in life; all it takes is the knowing how to do it.  If someone tells me something can’t be done, I have always believed that was because they  didn’t know how to do it!’

So salespeople have to have the ability to persuade people to buy?

“A good salesperson will persuade people to buy.  A really great salesperson with put a person in a position where they not only WANT to buy, but buying will seem natural.  They have to be put at ease.  I have been very successful in every sales environment I have worked in.  My mentor, Hal Stamford, was one of the UK heads of Coca Cola before he retired and took a consulting job at Cable London and he said once that I ‘could sell shaving foam to the Taliban.’  That’s an interesting concept!”

If I were to become a salesperson could you teach me how to put people at ease?

“Remember, my years of training salespeople stem from my history of selling.  If you knock on someone’s door at 7pm at night, with no idea of who is behind the door and they, in turn, are not expecting you then you have four or five seconds after they open it to put them at ease.  You are then expecting to be asked in, for them to listen to you and for them to buy from you.  I did that on a daily, weekly, monthly basis for two years before the company asked me to show other salespeople HOW to do it.  I was always over target and getting results.  I was earning more money in a week than the Sales Director was earning in a month.  Yeah, I can teach anyone.  I didn’t only look at sales techniques. I studied body language, language patterns, embedded commands even colors.  I was always aware that colors have an effect on people.  I always wore a pink shirt.  Pink is a very powerful color, as is purple.  Not just any pink but what is known as ‘Baker-Miller pink’ or more commonly ‘drunk tank pink’.  It denotes trust.   It’s used in calming offenders moods in prisons, it reduces the anxiety levels as well as blood pressure.  The dressing rooms of visiting football teams are sometimes painted that colour so as to render the players less competitive.  If I worked in a very affluent area then the pink shirt would be accompanied by Gucci loafers, designer suits and silk ties.  In a less affluent area that look was jettisoned for jeans/ chinos and trainers and a leather jacket.  I still had the pink shirt though.”

What about Manipulation or Persuasion in everyday life, like advertising?

“It is more like Social Influence.  It is fun to intercept and decode the psychological DNA of free will.  Once you have an understanding of how to redirect another persons thought processes then your own neural meteorology is something I call ‘Controlled unpredictability’.   You can decide what way it will go but the distance and direction will sit outside the normal constraints.  You just need to know where the brain’s pressure points are.  Where peoples blind spots are.”

 Isn’t that dangerous?

“Only if you were using the knowledge for something bad.  As it is, I have people coming to me for answers.  They are stuck, at a point in their life where they can see no future or change.  I do what needs to be done to help them.”

What is the basic process?

“There is a system that is used in all forms of Persuasion.  Conmen use it, politicians use it, members of the public use it without knowing they are using it.  It’s an algorithm.  There are three A’s to persuasion.  Attention, Approach, and Affiliation.  The basic raw material, your message, is what people pay attention to.  The manner of your delivery is going to predetermine how people will process or approach it.  Thirdly, how you are evaluated by others, your body language, language patterns, verbal and non-verbal cues are the parameters of affiliation.  In essence, the Human Potential Technology program we run offers our SPICE^© program. Simplicity, Perception, Incongruity, Confidence, Empathy.  Once you deploy a technique that encompasses those ingredients, it ships so much psychology into the brain’s bloodstream, people lose all resistance to persuasion. “

Where do you see yourself in five years time?

“The Moore Consortium will be worldwide.  The Dynamic-Life Academy will have a team of trainers around the world and certification programs.  I am looking forward to the future and working on it now.”

The Difference that MAKES The Difference

What's the Difference that MAKES the Difference?

To me it's got to be attitude. That self assuredness, that energy, that belief that no matter what happens, no matter what obstacles appear, you will achieve what you want to achieve.

People always look for cop outs. Excuses. They have a but!

"I could have done that...BUT!"
"I would have done that...BUT!"
"I should have done that...BUT!"

That's the old 'coulda, woulda, shoulda' scenario. At the heart of that scenario is another word. 'Didna'.

I know that if you have the right attitude you can achieve anything.

I use myself as an example.

• I have an air of uninsultability. I don't care what people say about me. Why should I? They don't know what they are talking about! They must get my name right though!
• I decide where my energy goes, nobody else.
• Everything people say or do to me is energy, and it's just a toy for me to play with.
• I don't take anything that people say to me at first to be written in stone. In other words, what people say first can be changed.
• Nothing in life has any meaning except the meaning I give it.
• I never hate people who are obviously jealous of me. I respect their jealousy because they must think I am better than them or they want to be me!
• 90% of people are running on autopilot 90% of the time
• If I am told something can't be done it's because the person telling me doesn't know how to do it. So I go and do it.

It is also important to think different. A case in point.

I had a conversation the other day regarding work. Someone was looking for a change of career. It seemed that working from home might be better than going out to work. I made a quick suggestion.

"What about some form of MLM? Multi Level Marketing is booming. You could get on the vitamin and herbal remedy market. There are a lot of companies looking for people to sell products and you could have vitamin evenings and sell the products at home to people who come around for the evening party?"

What was the response...? Well...objection.....?

Before I tell you the response/ objection let me reframe it....

Throughout my career I have advised people on what to do for a business venture, in what to sell, and how to sell. In all of those areas I get the same response as I got here. The same! What amazes me is how the same reply from me always makes them realises what a stupid, dumbass objection it is...

The response/ objection?...

"Do you know how many companies there are out there selling that?"

Duh! Yes I do. Maybe not to the exact figure but I can hazard a guess...

My reply?

"Do you know how many people there are out there buying that stuff?"

Simple. There are millions of people out there. BILLIONS of people in the world. Are you telling me that they are ALL buying from these companies. No. They are not.

Advertising either works or it doesn't. If it didn't work then people wouldn't advertise.

I had someone tell me once, 'I don't advertise because I know it won't work!' 
I told them, 'You know when you will realise that it does?  In a years time when you place an advertisement that says 'Business for Sale', THAT is when you will realise advertising works!'

We all know Louis Vuitton, Bentley, Rolls Royce, Rolex, Breitling and all manner of stuff that we desire and /or buy. Why do they advertise? Why do they HAVE to advertise? Because it works.

Then I got this...

"If people want things like that then they would just go down to the supermaket and buy them."

No WAY!  People have to be TOLD what to buy. They have to be given options.

That's why you sell someone a years supply rather than a months.

What's more, selling things on the internet or at home is designed to undercut the big stores as well as the small exclusive ones. These MLM companies market stuff that you cannot buy in stores. The opportunity is there!

It's a matter of doing things Differently. Thinking Differently. Selling Differently. Being Different. And that's the difference that MAKES the difference!

If you let NOTHING get in the way of your target, nothing get in the way of your dream and nothing get in the way of achieving what you want then nothing will.

You have to change your beliefs, change your attitude and change your mind set.

You must not let anything get in your way.

Here's an example...This is someone who never let anything get in their way, never let anything stop them, adapted situations to suit and changed themselves...they know the meaning of the difference that makes the difference.

The man is Chaim Weitz.

Though he is from a Hungarian family he was born in Isreal and his Mother took him, at the age of 8, to live in America even though he was unable to speak English.

When older he made money selling comic books at conventions. He learnt to speak English, German and Hebrew as well as his native Hungarian and taught in schools in America under the name Gene Klein.

A few years later he picked up a guitar, changed his name to Gene Simmons and morphed into the guy in the pic at the top of this blog!

If he can achieve a personal metamorphosis like that...anything is possible. That's the Difference that MAKES the Difference!

The 10 Commandments of Dynamic-Life

The Dynamic-Life Academy Training Program has two major handouts.

One is The Tao of Dynamic-Life.  A page a day program that offers motivational and inspirational teaching for every day of the year, all 365 of them. 

(It can be purchased seperately for £150 via The Moore Consortium website.  An email to me, david@themooreconsortium.com will result in the details being sent to you and you can download it immediately and begin integrating it into your life.)

The second handout is the Dynamic-Life 10 commandments.  These are ten sections of the program distilled down into soundbites which form the basis of Stage One of the Dynamic-Life Academy Program.

1. If you don't know what to do, take a bold leap forward.  This is your default setting.
2. If every body said exactly what they were thinking at the same time, most people would be speechless.
3. Happiness is a personal choice and not a product of anything external.
4. The invisible created the visible.
5. Sit with confusion. Watch it grow or shrink.  It becomes energy you can use.
6. Being great = Preperation.  Being mediocre = Preperation H.
7. Don't bother pitching or talking to people who can't make a decision.  If they can't say NO then they lack the authority to say YES.
8. Think Big Picture.  Not what impacts you but what impact your customer.
9. Calculate the risks but do it anyway.
10. Have fun.  If you don't enjoy it, no one else will.

Remember...it's never too late to have a happy childhood.

What happened to service?

It seems more and more prevalent these days...companies seem to be dropping the 'service' part of Customer Service and replacing it with nothing. Well, when I say nothing, I actually mean frustration, anger, annoying roadblocks and brick walls.

When you call a company now you have to spend over twenty minutes navigating your way through a labarynthine structure of 'Press 1 for......Press 2 for.....' and worse.

You can press six different numbers and still be told 'You now have 8 options'.

If you do get through to a carbon based life form or human you find yourself in India.

How many times have you been told 'use your keypad to enter your account number, date of birth, postcode, inside leg measurement, blood group, dogs middle name' only to have to repeat it when someone decides to do things like the old days and answer the phone.

How many times have you spoken to one of these 'helpdesk' people only to find that they have no idea what you are talking about, they do not know how to rectify your problem, or they are just a work experience/ teenager with no interest in their job/ complete moron with the social skills of a retarded clam and the business skills of a swivel chair.

Perhaps your company runs a system for its customers like this.  It's usually the companies that call themselves 'customer centric' that do.

Do you care about your customers? 

So many companies search for new customers all the time. Like a rich seam of gold that is being continually mined, one day it will dry up. What will you do then?

Instead of looking for new customers all the time why don't companies look after the customers they already have?  It's a lot easier.

If you do that, your customers will always be your customers and it will not matter what any other company offers them to prise them away.  Customer service should be your mission statement.

If you make it your mission to keep your customers by serving them and over delivering then you will enjoy Customer Loyalty.

Customer Satisfaction is good, and it seems to be the goal of many companies but its not the be all and end all of the equation. 

What can you do to make your customer loyal to you, your company or your brand.

OVER DELIVER!!!

Exceed expectations.  Think different.  Do more. 

Out perform your competition.

Your customer will be loyal to you, because you are loyal to them.

Remember my mantra, IF YOU WANT TO STAND OUT YOU HAVE TO BE OUTSTANDING.

If you don't think Loyalty is more important than Customer Satisfaction then think of this...

If you are married, in a relationship or whatever flicks your switch...do you want your partner Satisfied...or Loyal?....Get it now?

Seminar Dates

Dates and Locatiions to be finalized by The Moore Consortium and Dynamic-Life Seminars...




Dynamic-Life Academy Inner Game and Human Potential Technology Training.......

2012
September: Brighton - Bristol - Birmingham

October: Manchester - Newcastle - Edinburgh - Glasgow

November: London - Jersey

December; Paris - London

2013
January: London - Jersey

February: Oslo - Barcelona

April: Los Angeles - New York -  Universal Orlando

Tickets and booking information coming up.....

Thanks to Derek and Jill at DLS for their organization of this.

DUCK!

A man used to walk past a jewellery store every morning and he would take out his gold watch and he would look in the window and he would set his watch. And then he‘d be on his way. This went on day after day, week after week, month after month. Every morning for a few years the jeweller saw this man doing this.

Well, one day the jeweller is out in front of the store and he is sweeping the sidewalk and the man stops, takes out his watch and sets it. And the jeweller said, “Pardon me, where do you work?” He said, “I work down at the big factory and it’s important that I have the watch set properly because I blow the whistle at noon telling everybody it’s time to go to lunch.”

The jeweller said, “Isn’t that funny? Because I have been setting that clock by that whistle every day at noon.”
                                    _____________________

If it Looks like a Duck, Quacks like a Duck and Walks like a Duck then it has to be a Duck, right?

Not from what I see, not every time anyway...

I run a lot of seminars. Law of Attraction, Persuasion, Sales Training, Inner Game, NLP, Motivation, State Management, Attitudinal Training, Firewalking, Glasswalking....It's a big list.

I have sat in on a lot of personal development seminars run by other 'trainers' in my time. I have even gone undercover at a few just to see what some people are actually saying and doing in front of groups of people, otherwise known as paying Clients/ Customers/ Delegates.

I have also kept a low profile at some Firewalking events up and down the country and I am amazed at what I hear sometimes. Old, out of date, training exercises being rolled out again and again, either through inexperience, lack of training or just plain old laziness. On occasion I have actually feared for the safety of the public on some of these events. I saw an Arrow Bend once which could have ended up on the ten o'clock news.

Some are re-hashing old out of date exercises, or its the new 'expert' that has either read a book or read someone else's notes or even just took a company over or inherited it and decided they know what they are doing.

Some of the messages conveyed to the audiences leave a lot to be desired.

A little knowledge is a dangerous thing. That's for sure.

A terrific book has been published about the Self Help movement and I recommend you read it. It is called SHAM and it's available from Amazon (isn't everything?) This really is a book to make you think, even if you are in the profession. It makes you realise what is going on around you, what some people are up to and also, how easy it is to be tarred by the same brush JUST by association.

The challenge you have is 'how do you know the person you are listening to, or the person training you, is the right one to follow.

Are you following the right person? Do they know what they are talking about? Where do they get their information from? How old is it? Does it work?

When I was at college the craze was (and still is if you look at the dumbing down of examinations) to not buy new text books but to read the textbooks others had used and read the writing, the notes made in pen in the margins, and check out the underlined passages. I couldn't figure that one out. The person who had the book before you could have been a mad man!!!

There is a lot that is lost in translation. Things get diluted, distilled and the original message can be lost.

Always check to see what your teachers history is, who they know, who they have worked with.

You see, once you start questioning you realise that sometimes, if it Walks like a Duck, Quacks like a Duck and Looks like a Duck...it could be a cartoon duck and NOT the real thing!

In other words...Not what it is Quacked up to be!

One other thing. There is a Phobia that is very relevant in the Self Help or Personal Development arena. The Phobia is Anatidaephobia ...It is the Fear that somewhere in the world there is a Duck watching you.....There are a lot of ducks in this business. I know who they are and I know they are watching me....Once on a plane I saw this.... 

QUACK!

Target The Source

In your life, be it business or private, you will come up against trouble.  The Dynamic-Life Academy shows you how to deal with individuals, agitators, who set out to poison your life.

There is a saying that you should remember and hold dear.  It's memory will serve you well.

"Shoot the Shepherd and the Sheep will Scatter". The Shepherd is a metaphor for your enemy, your agitator.  The sheep are a metaphor for your agitators followers, believers, team.

You have to do this early.  You must have seen the Alien films. They are great and I always get a kick out of watching them. Do you remember that scene in the first film when Cain (John Hurt) has that alien burst out of his chest?

I always think of how different it would have been if I had been on that spaceship. Just as the little alien runs across the table I would have twatted it with a sledge hammer and flattened it. Then, I would have said a line that would have been immortal:  “If we had let that out of the room it would have killed everyone!”
Roll credits!

The movie would have been over in a matter of minutes and the Alien would not have gone on a rampage, nor would the crew have been slaughtered.

In other words, do not wait for the trouble your enemy will surely cause to multiply.

Nor should you waste time negotiating with them.

You have to neutralize them, eliminate them, destroy them in order to cancel their influence.

If you strike at the source then the sheep will scatter.

If you do this the followers, believers, of your enemy will be disheartend and demoralised.  You will upset the 'natural' rhythm and balance.  Their center of gravity is gone.  There is nothing left for them to orbit.

Is That A Friend Or An Enemy?

As unpallatable as this sounds, experience leads the Dynamic-Life team to advise that, you should be wary of your friends, to a certain degree and in certain circumstances.

If you are successful, as you would want to be I am sure, your friends will be prone to envy.

In many instances it is advisable that you should hire a former enemy.  They will be more loyal because they have a lot to prove.

You will also get true answers and advice.

If you have ever watched a TV talent show and heard a tone deaf singer you must have wondered who had told them they can sing and should go on the show.  So, who would have told them they were great?  Of course, their best friends!

You have more to fear from your friends than your enemies.

A friend of mine watches horror films and then tells me they are too scared to go to sleep in the dark so they leave the light on.  They won't go to ghost hunting weekends or even have a seance.

I made it clear to them once, " It's not the dead you have to worry about, they can't hurt you...it's the living you have to watch out for!"

If you are starting a business or looking to recruit and one or more of your friends are available, it's likely that you would employ them.  You know them.  Why on earth would you employ a stranger when one of your friends could be working with you?

The fact is, you do not know your friends as well as you would think or believe you do.  Friends agree with you.  They tell you how great you are.  Friends hide their unpleasant qualities so as not to offend.  Brutal honesty is not as good as it sounds so you will never get it from a friend.  If you DO, hold on to them, they are rare.

If you hire a friend you will soon discover some of these qualities and traits that have hitherto lain dormant.

You are to blame for this.  You upset the equation.  You upset the balance.

You are in business.  Or, you want to be more successful generally.  If you want a friend, get a dog.

Friendliness obscures things.  It clouds.  It obfuscates.

You have a real gold mine of talent at your fingertips, your enemies!

Exploit them.

Never ever let the presence of your enemy unbalance you.  you are better off working alongside, employing or even socializing with a declared opponent than not knowing whwer your enemies lie in wait.

Welcome conflict.  It shapes you, your relationships, your business, and your destiny.

"A wise man profits more from his enemies than a fool does from his friends." Baltasar Gracián

Live Your Life

Here's a quote that I think it sums up one of the main tenets of the Dynamic-Life Academy's approach to Human Potential Technology.

"Live your life and forget about your age. That's the difference that makes the difference. A lot of people live their age and forget they have a life!"
David Moore - Dynamic-Life Academy

It was an off the cuff remark at a Seminar in London this month and when I said it I had to stop and think about it because it came from nowhere.  Just one of those occasions when, during a seminar, a question is asked and I make some sort of comeback.

But how right is it.  Have you noticed when you watch a movie from the 60s or 70s how old people look? You think they are 50 but actually they are 35!  All the joy and energy seems to have been sucked out of them and they are older than their years.

They are not living life, they are living their age. 

If you are going to do that why not pick an age that you really enjoyed and stick at it.  OK you may get older on paper but in the mind, where it really counts, you can stay 35 or whatever age is right for you.

Don't succumb to getting old in thought.  It will not serve you.

Take risks, take chance and seize the moment.

Remember, it is NEVER too late to have a happy childhood! ;-)

IQ? EQ? IC?

I am about to turn this EQ and IQ debate on its head! 

What really is EQ, IQ and IC?

Your EQ is more important than your IQ. The IQ test may help you get a job but your EQ will help you keep it. A high IQ is around 135. A high EQ is immeasurable.

It is no surprise that there are many people with really high IQ’s working for people with really low IQ’s. The people with the low IQ also have a high EQ, Emotional Quotient, and this makes them the real leaders. They know how to get people to work together.

The high EQ people know how the whole game is played and they draw the best out of their people and they are not afraid to have the more ‘intelligent’ working for them.

Of course, the people with the high IQ know how long it takes two men to fill a bath with water halfway up a mountain in a thunderstorm but...that’s not going to improve business is it?

What would improve business?

Having the EQ skills to get the two guys to fill a bath with water halfway up a mountain in a thunderstorm in the first place!

Now although that is a great description of what EQ and IQ is (even if I say so myself ;-)) there is another definition of EQ, IQ and IC.  What's more...it's probably the most important and life changing definition there is.

What if you are working at a company and things are not going your way.  Or you may be doing something in your life but you just can't get it right.  You can't achieve what you want to achieve. Do you give up?  Do you continue to 'try' (yuck) but in your mind and heart you know that you have given up?

This is the new IQ in the world today.  So many people IQ (I Quit).  What's more, they have no idea how near to success they are when they do!

Are you the only person in your company, business, life, relationship that thinks IQ?  I bet not.  You see, it's contagious! 

Like a virus it infects everyone until, before you know it, unconsciously, EQ (Everyone Quits!).

Commit to one thing, if you commit to nothing else, commit to this...

IC!  This is the belief you need.  Your IQ and your EQ is blown away by this.

IC = I Can!

Your IC level (I CAN) is always more important than the IQ level (I QUIT) and will stop the rot of EQ in its tracks. Defeat will never be an option. So when logic is trying to point out all the excuses and reasons tell that little voice in your head that keeps telling you that you will fail, you will not succeed and you are useless to shut the fuck up. 
 
Say to yourself: My IC is unbeatable.  IC.  I CAN!

John La Valle - Pure NLP

This is a fantastic piece from John La Valle who is the co trainer and author, with Richard Bandler, of Persuasion Engineering.

Content vs. Process - a Business Perspective

John La Valle

In the natural occurrence of interacting with others, often something is missed that can have a dramatic impact on the success of each person. While most people are familiar with the terms "content and process, or even "content and form", these two contexts of application are best described as "What" and "How."In NLP terms, if we take an example of the visual modality, the "what", or content, becomes those elements, objects, that make up the image, whereas the "submodalities" of the image, the size, brightness, distance, etc. are the process. This is one way to "look at it."

Have you noticed lately that the new "buzz word" or "buzz phrase" is "it's a process, it takes a while."? That's no exactly accurate. Streamlined processes are just that: streamlined. When someone says, "It's a process . . it takes a while", or something like that, take that as an excuse that they are not getting the result and probably have no idea how to get it, or how to communicate well enough with others to help them get it. They have an opportunity to learn to communicate more precisely with others, and perhaps even with themselves.

But, how important does each of these, content vs. process, become in any dynamic relationship, including that of managing others, educating others, even including ourselves?

A few examples of how noticing the effects of each can offer the opportunity to be more effective:

If the content is "what" is said, and the process is "how we say it", then how we say something is unarguably where we have the most probable opportunity for more success. Suppose I ask you to say this sentence aloud: "What are you doing today?", using a flat intonation, notice the effect. Now, without changing the content, keeping it the same, and changing "where" in the sentence you would place more emphasis where the work is bolded, notice how easily you can change the meaning of the sentence:

"What are you doing today?"

"What are you doing today?"

"What are you doing today?"
"What are you doing today?"

"What are you doing today?"

And suffice it to say that there is no process without content. No message to convey, no words, nothing else to change.

Just think, you can listen to your favorite CD or MP3 through your portable player, but notice "how" different it sounds through you home theater system!

In business, for example, one of the more challenging problems is not only the recognition of these dynamics, but sometimes the overdoing of the process.

I get lots of opportunities to facilitate difficult situations, often between manager and employee(s). Simply put, the employee is given something (the what) to do, or what needs to be done. Most people don't mind this. It's generally known as an assignment. When the manager also includes the "how to" do it, the employee soon becomes disgruntled. Generally speaking, most people don't mind being told how to do their job as long as they are "in training", but once they are qualified, they want to liberty of doing their job the way they deem fit, etc. Now, while this doesn't mean they will always do it "correctly", when they don't, this means there is another opportunity for correction.

In the case when I get an inquiry where the potential customer calls and tells me "what" they want me to do, then continues on with "how" they want me to do it, I decline the opportunity.

So, why is it that someone's job performance ratings are determined by 2 things: what they do and how they do it. Where is more emphasis placed when it comes time for that salary increase or bonus? It's usually on both: what they accomplished and how they did it. It's also usually in the "how" they did it that was at the bottom of their successful accomplishment. In any well formed job description are 2 categories: responsibilities and role. The definitions:

Responsibilities: What the individual is required to do.

Role: How they expected to carry this out.

I can tell you now that most people have no idea what their role is for their job. When I was first a training manager in a company many years ago, my defined role was that of an internal consultant, and that role was clearly defined by my director. He expected that we carry out our jobs in Human Resources as internal consultants, and not as the "people police."

Another example: Kathleen and I were once commissioned to put together some training manuals for a company. This was based on our ability to elicit information and then present it in a way that made sense to the everyday person. Our first question to ourselves was, "How are we going to carry out this project most successfully?" The client company piled all of their manuals on us, including those from equipment manufacturers, vendors, etc., which well described their expectation of "what" should be in those manuals. But the real key was not what was going to be in the manuals, but "how" to get the employees to use them!

And so Kathleen and I decided that we would have the employees put together the new manuals. We would organize the employees, facilitate them, teach them how to elicit good information from others, give them tools for getting the information recorded, facilitating their own meetings, reaching deadlines, etc. etc. Basically, this became a large, although well organized, and well run "team building process", as well as culminating in training manuals that the employees themselves put together. We only had to publish the manuals to look like training manuals. And, of course, be responsible for the process for which we were hired and to help deliver the results.

Now you may ask, "So what good was this process?" First, all the employees had to work together to accomplish this. Second, they had training manuals that they all agreed on. Third, they didn't have to use the training manuals much because they all became trained "in the process" of putting together the training manuals. And fourth, they now had training manuals they could "use" if and when they had a question and fifth, they had credible, useable manuals when they had to train new employees because they were proud of the manuals!

Then there are meeting dynamics: What is the meeting for? How will it be conducted? And I can go on and on. The danger with paying too much attention to the process is just that. Some organizations (and governments) pay so much attention to the process that it becomes a game and nothing gets done, decisions don't get made or executed. They devote the process to the process and become overburdened with "how to do this."

Some very high performance managers we know have some of their subordinates read their mail and respond for them. Do you think this a a good "way" to develop people, or is it taking the lazy way out? Would you have them read everything? Respond to everything? Have meetings with them first to discuss "what" they've read and "how" they might respond? Is this a good career developmental process?

When subordinates have made a decision, do you argue with the decision? Do you ask "what" they decided then argue? Do you ask them "how" they decided this?

Remember, the content must be there, or there "no thing" to communicate. The process must be there in order to carry it out successfully. Both are necessary, and so now the quality issue becomes the marriage of both.

There are so many opportunities for looking at the dynamics of interactions, I'm wondering what you will notice next and how you will make changes to it for yourself.

NLP is more about "process".

PureNLP is the website you want....http://www.purenlp.com/

The Perfect Equation - Dynamic-Life Academy

Other than you, who is the enemy of your enemy?

Hmmmm, that's not something you have thought of much is it?

Think about it now.

Remember, "The enemy of my enemy is my friend"...or at least my temporary ally, united in a common cause ....

Like E=MC2...it's the perfect equation.

Sometimes these allies you don't know you have are actual physical people...and it is possible that they hate your enemy more than you do. It's logical. If you have an enemy then it's highly likely they are so odious that more people hate them than like them.

At other times these unexpected allies are psychological in nature.

Your enemies physical enemies. They are easy to spot because they are real. They are people he/ she has pissed off or else people that have pissed off him/ her. They are out to get your enemy, or at least your enemy thinks they are out to get them...perhaps because you make them think that!

Your enemies real and physical enemies can be incited against her (we shall call your enemy a her). This is known as the 'dog eat dog' ploy. This is analogous to throwing a single bone to a pair of starving hounds and is especially effective (and gratifying) when used to get one of your enemies to destroy the other, and hopefully destroying themselves in the process ;-).

The winner in such a fight will be weakened, and thus more susceptible to your attack.

You could play the double bluff and convince your enemy that the only way of defeating their real or imagined enemy is to join forces with you. This would allow you to create a whole catalogue of 'shadow enemies' to quixotically tilt against them, expending their limited resources, resources that are no longer at their disposal when they attempt to defend against your attack.

You gain an alliance by exaggerating the potential and plottings of her real - and imagined - enemies.  If she remains unresponsive to your 'peace' overtures, join her real enemies.  If possible, secretely.
 
The enemy of my enemy is my friend.

Your enemies psychological enemies. Psychological enemies are a little harder to spot. They are 'in her head', whether inherited strands of worry and phantoms of paranoia she has dragged behind her since childhood. Or they will be the entangled vines of doubt and disappointment you adeptly, adroitly, and rightly, plant in her mind thru your ability.

Unlike actual physical enemies, these psychological enemies are less tangible, and often impossible to get a grip on. What's good for your enemy is usually bad for you. on the flip side, what's bad for your enemy is bound to be good, or of advantage, for you.

Psychological disturbances are like frustration, irrational fears, and debilitating stress.  Although these are your enemy, are also your enemies enemy. Discovering that your enemy is plagued by one of these psychological enemies will not only give you insight into their thinking processes and beliefs, but will provide you with avenues for direct or oblique attack.

The enemy of my enemy really is my friend!

Message from Dave - Dynamic-Life Academy

I firmly believe that Human Beings have unlimited potential. We all have inner ability that will remain dormant throughout our lives unless we tap into it. I believe that a Human Potential Technology program can free the mind, the spirit and the body. I do not buy into the belief that we only use a third of our brains. I believe we use all of our brains, but only parts of the brain at any one time.

We are a collection of beings that can evolve, or progress, or remain stagnant. It is our choice but sometimes a person comes along who shakes you up, makes you think differently, scares you, antagonises you, compels you to take on board their ideas and thoughts. There is a deep paradox or contradiction in getting people to take action. It is hard-wired into the brain over millions of years evolution and each one of us has a collection of moments building on one another and gaining momentum can be difficult.

The basic tenet of every computer game is:
'You will be killed if you stand still'

It’s the same with life, and business.

It is my goal to make a constant, forward moving, powerful change in myself and in the world around me by pushing beyond limits set by other people who believe they know best. I choose to live in a world, a belief, where ANYTHING is possible. Anyone who tells me that something cannot be done is really telling me they don’t know how to do that something.

As a student of Iconoclastic thought I am amazed at how often I am told something can not be done when I have been doing it for ages. I live an abnormal life in an outstanding world and my beliefs sit way outside of social norms. I see normality of thought and action, of rules and ‘we always do things like this’ as limits, perimeter fences, which must be removed. I seek to transcend the commonality and the norm.

I am a pioneer of 21st Century thought. I believe that by controlling our ‘Inner Game’ we influence and change the reality around us. I do not tread a safe path but I only see failure as feedback. I do not buy into ‘try, try, try again’. I do, or do not. There is no try! I have no agenda, I come from no angle or direction. I flow like water.

I believe that the Human Potential Technology system I use is the best. It will change and it will grow. It is a collection of the state of the art techniques from NLP, Hypnosis, Persuasion, Inner Game, Seduction and Influence.

I have no way, as way. I have no limitation as limitation. I am your first, your last, and your only source of Human Potential Technology. I push the boundaries, limitations and expand the comfort circle of everyone that works for, or with, The Moore Consortium and the Dynamic-Life Academy.

SALES - Dynamic-Life Academy

The 21st Century Salesperson

This course is aimed specifically to enable new and experienced salespeople to break through to success in today’s environment. It is the people who have the right attitude, skill and knowledge that will be successful. Delegates will learn that those three ingredients are vital in the recipe for a successful sales career, thus enabling them to become better equipped to maximize their potential and skyrocket their performance.

Who is it for?
New salespeople, Experienced salespeople, New to the business or those who want to take the ball another 100 yards, Those who have had little or no training, Those who have read a book about, seen a film about or heard the words Body and Language together in a sentence, Anyone who wants to develop their sales skills
What will they learn?
How to Plan and manage a sales territory, Prospect and identify key decision-makers. Deconstructing the target and pre-planning, Plan and prepare a sales presentation, Open a sales presentation confidently, Recognise different types of buyers, Tailor a presentation to suit the situation, Be confident and assured enough to walk away from a non-productive meeting, use Power/ open/ closed questioning, defferentiate Features and benefits v Sales Criteria, Eliminate ‘buyers remorse’, Complete the sale with a full commitment, Getting referrals, Exceeding target consistently.

The Sales Course

Selling!  What an honourable profession!

Everyone sells. Some, though, are better at it than others.

That can be changed. Wherever you may be reading this, be it at home or in the office, look around you. That desk, that lamp, that sofa, chair, carpet, TV, computer etc. NONE of it would be there if someone hadn’t sold it to someone else.You may have decided to buy some of those things yourself but someone sold it to you at some point. You may even have sold it to yourself!

There is no escaping it. Selling is a profession, an art, and a way of life. Be it a car, washing machine or cable TV. Someone needs it! Someone sells it to someone else.

Everyone wants something but they don’t know what they want, how to get it, why they want it or what to do with it when they’ve got it.

Knocking on doors and cold calling over the telephone are difficult jobs, thankfully. If it was easy: everyone would be doing it. Salespeople see difficulties as opportunities.

Presentations differ. What works for one may not work for another. Opening statements come in all shapes and sizes. In this instance: size matters! The ones that are short, sharp and punchy and contain the minimum amount of information and pricing are the best.

In todays environment, using old sales training methods will leave you dead in the water. It is not a case of buyer beware but one of Seller AWARE! Know your product, know your customer.Our courses are structured from over twenty years of experience and are tailored to suit your specific requirements. Far too many companies have 'set' seminars that you have to pick relevant information and techniques out of...we don't...our courses are bespoke.

HPT - Dynamic-Life Academy

WHERE IMAGINATION AND REALITY COMBINE AND TAKE FLIGHT



Do you ever find yourself in ‘two minds’ about something you want to do or have you had ‘half a mind’ to change?


Have you ever been able to ‘get something intellectually’ and found yourself unable to actually ‘do it’ in the real world?

Have you ever felt that some part of you was fighting yourself, or had one area of life where you kept repeating the same mistake? Have you ever been with a certain type of person that you just couldn’t seem to reach or influence, no matter what method and technique you tried?

If you have answered ‘yes’ to any or all of those questions, then you have staggeringly good luck.

The Dynamic-Life Academy is presenting a  HUMAN POTENTIAL TECHNOLOGY program.  It is a collection of astounding, jaw-droppingly effective yet elegant methodology that resolves every single one of these issues.

Even greater news is that you can learn to apply them in minutes. Discover more about this and other secrets…like, How people really work.

For more information, and an in depth information pack on how to organise a Human Potential Technology event or seminar please contact us via the email link on the home page at http://www.themooreconsortium.com/ .

Dynamic- Life Academy Taster

Have you ever read a blogpost and wondered what it was about and then, for whatever mysterious reason, you started to think differently and realise that this is one of the most relevant blogposts to you? I find that when I, think about the other possibilities these teachings will give you, and you open your mind, to me, its as if this is going to help take you to the next stage.

I am an NLP trainer. That’s what I do. I teach people how to sell, how to Firewalk, Glasswalk and smash wood Karate style. I also teach people how to communicate effectively. I have done this all over the world. In all that time I see a common thread throughout all of those seminars. The successful people are the ones who study, listen, learn and then go out and do it. The Mega-Successful are the ones who do it without thinking about it. It has become part of them, its second nature. That's because they do it on a consistent basis.

Selling is the oldest profession there is. Some say prostitution is the oldest but even that is someone selling themselves to someone else. Wherever you are reading this, if you are at work, in an Internet café or at home, look around you. Apart from nature, everything you see was sold to someone by someone else. If you have skill in selling you can sell yourself and that’s what we do with the opposite sex. We put ourselves in the market and we make ourselves a hot commodity. We have all the tools we need within us.

I run workshops and seminars on a number of subjects and all the time I hear of ‘rejection’ and ‘objection’. These are related, you reject because you object and vica versa. In a sale, in a pick up, if they object, what do you do? I spent years looking at and learning different ways to counter objections, what to say when they say...etc. These were really good but they didn’t work well in the real world and then I had what is known as a BGO. A Blinding Glimpse of the Obvious.

Objections are state related. I hear people like Richard Bandler and Ross Jeffries saying the same thing. If you don’t like the answer, change the state! The objection is now over there, they can’t cling onto it. The point I am making is that in the teaching of all of these tools and techniques you have to take them on and make them second nature.

The basic facts of approaching anyone, be it conversation or to sell them something (yourself?) are:

• Never take the first response as being something written in stone.
• Anything they offer is a toy for me to play with. Like Jeet Kune Do.
• They can say and do what they want; I control where my energy goes.
• Anything they offer is information I can use.
• 90% of people are running on autopilot 90% of the time.
• Never attach excessive meaning. Nothing has any meaning except the meaning you give it
• Never think by your own agenda. Don’t bait your hook with food you like.

That is the 7-step rule that will allow you to walk through the world getting the best of anything you want. Do not make the mistake that these tips are exclusively for sales. You can use them on anyone to get anything. You will have the tools and techniques at hand and you can call on them without thinking. Once you have the techniques, don’t stress about them. Don’t even attempt to remember them. Just use them. It’s like a new language. After a while you think in two ways.

We have 2 brains. We have 2 different kinds of intelligence; rational and emotional. When we cannot decide we say we are ‘in 2 minds’. The techniques you are learning form a part of your EQ. That’s your Emotional Intelligence. Your EQ is more important than your IQ. The IQ test may help you get a job but your personal EQ will help you keep it. A high IQ is around 135. Many people with IQ’s of 135 and above work for people with IQ’s of 100 or less. Why? Because the person with the high EQ, the one who knows how to relate to other people, talk to other people and interact with other people in a manner they like, is always going to be way ahead of the game and have people following him, more so than the guy who knows how long it will take for two men to fill a bath up with water in the dark at 22,000ft. Because they interact naturally and in a manner that is second nature.

I always, now, describe the techniques, tools, patterns, closes, etc as a raft. A raft is very handy if you want to get from one side of a river to another. You may want to get from the unsuccessful side of the river to the side where infinite power and success are available. But once you have reached the other side, you no longer need the raft itself. In fact, if you want to grow, and continue your journey, you have to leave the raft behind. The challenge that we have, as humans, is that we tend to fall in love with the raft.

We start to think, “This raft has been good. It’s a useful raft. It’s served me well. This raft is tip top!”

But if we hang on to the raft, or the teachings, they will become a hindrance. No words, anyone’s, can help you more than you. You must do that yourself.

The trick is this. By integrating the raft, or what we took on board while on the journey, into our being and into our unconsciousness it becomes second nature and we see opportunity, we hear opportunity and we create opportunity all around us. Being awake to openings, opportunity and life is the best way to be. Your energy level is high, your awareness is at peak level and your state is at a higher level. You become a magnet for opportunity. It seeks you out. And once you become one with the teachings, you will always be ready.

Each of us has a success blueprint already embedded in our unconscious mind. This blueprint, more than any one other thing, will determine your destiny.

We live in a world of duality: up and down, light and dark, hot and cold, in and out, fast and slow, left and right. These are a few examples of the thousands of opposite poles. For one pole to exist, the other pole must also exist. You cannot believe in God without believing in the devil, and vice versa.

Consequently, just as there are outer laws for living, there must be inner laws. The outer laws include things like knowledge, Skill, state management and belief strategies. These are essential. But the inner game is just as important.

Having top quality tools is imperative to a carpenter but he must be able to use those tools in a masterful fashion.

It’s not enough to be in the right place at the right time. You have to create the right time AND be the right person in that right place at the right time.

So who are you? How do you think? What are your beliefs? What are your habits and traits? How do you really feel about yourself? How confident are you in yourself? How well do you relate to others? How much do you trust others? How do you rate your ability? How do you rate your ability to act in spite of fear, worry, inconvenience and discomfort?

Can you act or function at your highest level even when you are not in the mood?

The bottom line is that your character, your thinking, and your beliefs are a critical part of what determines the level of your success and how your blueprint pans out...

Stuart Wilde puts it this way: "The key to success in anything is to raise your own energy; when you do, people will naturally be attracted to you. And when they show up, bill them!" For ‘bill them’ substitute with ‘sell them’.

Most people do not reach their full potential. Most people are not successful in what they choose to do.

Research shows that 80% of individuals will never be free in the way they would like to be.80% of people will never claim to be truly happy.

The reason is simple. Most people are on autopilot. They are unconscious at the wheel. They work, think and behave on a superficial level of life – based on what they can see. They live in the visible world.

Imagine a tree. Let’s suppose that this tree represents the tree of Selling. On this tree are fruits. In life, our fruits are called our results. So we look at the fruits (our results) and we don't like them; there aren’t enough, and they are too small, or they don't taste good.

What do we tend to do? Most people put more attention and focus on the fruit, the results. They will clean the fruit, spray the fruit and nurture the fruit.

But what is it that actually creates those particular fruits? It's the seeds and the roots that create the fruit.

It’s what's underground that creates what's above ground.

It’s what's invisible that creates the visible.

So what does that mean?

It means if you want to change the fruits, you have to change the roots. If you want to change the visible, you must first change the invisible.

In my experience, what you cannot see in this world is far more powerful than anything you can see.

Try electricity. You can’t see it, but you can see its effect when you turn on a light. How do you know electricity exists? Because of the light? Put your finger in the socket and test if it really exists. I guarantee your doubts will disappear.

You may not agree with the statement about what you can’t see being more powerful than what you can see but you will suffer if you don't apply this principle.

Why?

The law of nature determines that what's underground creates what's above ground. As humans, we are a part of nature, not above it. Consequently, when we align with the law and work on the roots – our inner game – our life flows smoothly and we are a magnet to opportunity. We bear fresh fruit.

We do not work or exist on just one plane of existence. We work in four.

Physical – Mental – Emotional – Spiritual

Most people never ever realise that the physical realm, what we call reality, is only a printout of the other three.

Let’s suppose you have written a letter. You hit print and out it comes. Whoops...typo! You hit delete on the pc and press print again. Out comes the letter with the same typo.Whoa! I just deleted that. You now study the six hundred page manual called effective deleting. You now have the tools and the knowledge you need. You hit delete. You hit print. You look. Shit! The typo is still there.The real problem cannot be changed in the printout, the physical world; it can only be changed in the program, the mental, emotional and spiritual world.

Whatever results you are getting, be they great or bad, positive or negative, always remember that your outer world is a reflection of your inner world. If things are not going well in your outer game, it’s because things are not going well in you inner game.

It’s that simple.

What you hear, you remember; what you see, you remember; what you do, you understand. Forget the magic bullets, potions, punches and pills you seek. You are just victim of Loch Ness Monster disease.

‘I have heard of this (pitch, pattern, command) but no one has seen it or heard it. It's a great (pitch, pattern, command) which, if you say it, you get everything you want. If I could get hold of that I would make it'.

"Can you teach me that magic punch because I could beat Bruce Lee/ Mike Tyson etc blah blah?"

Wrong. I can teach you that magic punch but unless I teach you how to box or how to do Kung Fu your would be on the floor before you landed it.

Once you sort out your inner game and realise that you control your energy, your state and your focus then you will get what you want. You will have your cake and you will eat it. What is the use of having cake if you can’t eat it anyway? What are you supposed to do with it? Put it on the mantelpiece and look at it?

There is a major difference between rich people, wealthy people and poor people just as there is between Dynamic-Life people, auto pilots and AFC's...(Average Frustrated Chumps)

Dynamic-Life people believe `I can have my cake and eat it'.
Auto pilot people believe `Cake is too rich, so I will only have a little piece'
AFC's don't believe they deserve cake, so they order a donut, focus on the hole and wonder why they have nothing.

If you want to step up to the Dynamic-Life Academy challenge....stay tuned.....