October, 2007

Very Superstitious: There Are No Accidents

By Framing 2 Comments

Dear Persuader,

I thought this an appropriate subject to discuss on Halloween…

When a person sneezes, we say ‘God bless you’. That’s a superstition. It started in the Middle Ages when it was thought that the devil could enter a person when unguarded, such as in the midst of a sneeze. If someone said the magic words, ‘God bless you’, immediately after the sneeze, then this unfortunate demonic possession could be avoided.

In many high rise buildings, you can take the stairs one flight up from the twelfth floor to the fourteen floor. What happened to the thirteenth floor? It’s called triskaidekaphobia, and in Western cultures, it’s a fear of the number 13. (Eastern cultures have a superstition about the number 4 called tetraphobia.)

As our world becomes more unstable, the more we look for stability and for explanation. In a moment I’m going to tell you how to use this fact to your advantage in persuasion.

What about something as innocuous as walking under a ladder? This dates back to early Christianity as the sides of the ladder and the ground form a triangle, the symbol of Holy Trinity.

It was thought that when one walked through it, it violated the trinity and put you on the same level as the devil. Nowadays, no one really knows where this superstition came from and yet, people avoid walking under ladders without reason. Maybe it’s wise to avoid walking under ladders simply because you might end up with a bucket of paint on your head, but to believe bad luck will befall you? It’s kind of a stretch.

I have an acquaintance who believes all religion and spirituality is superstition. I happen to think he’s wrong, but I appreciate the perspective in that it’s just another example of how framing is a powerful tool for looking at the world around us.

Superstition is defined as ‘an irrational belief that an object, action, or circumstance not logically related to a course of events influences its outcome.’

Even Helen Keller’s assertion that, “Security is mostly a superstition. It does not exist in nature…. Life is either a daring adventure or nothing,” is an example of how diverse we all are, and yet, we all believe in something irrational.

With that said, how can we use the fact that we all believe in something (which may actually be an ‘irrational belief’) to persuade?

The more our world becomes unstable, the more people look for stability and look for ways to explain things. As a persuader, you have the ability to offer explanations, just the same way that they do to make sense out of their life.

So in the same way that people look for supporting reasons, even nonsensical ones, to explain their reality, and they look to assign blame, we can do the same.

‘There are no accidents’ is a great phrase born of superstition, that we can use to persuade our affluent clientele. Especially if our prospects have had problems in the past, we can use this term to indicate that, ‘Yes, you’ve had problems in the past (with your agent, advisor, etc.), but those problems are over now and we live in an infinitely wise universe where there are no accidents. You ended up with me for a reason.’

Is this true and verifiable? No. Absolutely not. But will you be called on it? Unless you’re trying to sell my acquaintance, the cynic, who views the world through the frame that everyone is superstitious except him, I seriously doubt it.

For more language patterns and ideas on how to layer them for maximum persuasion, check out my Persuasion Factor monthly at-home program. For more intensive learning, for those of you who reach or wish to reach a truly affluent clientele, consider my Elite Coaching Club. You will find yourself becoming less superstitious as you take control of your universe and begin hitting your targets.

Happy Halloween!

Kenrick E. Cleveland

The Revivification Frame

By Framing No Comments

“Use An Old Dog’s Old Tricks”

Dear Persuader,

The definition of Revivification is: 1. Renewal of life; restoration of life; the act of recalling, or the state of being recalled, to life. 2. Bringing again into activity and prominence.

I want to walk you through an exercise using Revivification as a technique for persuading your most affluent prospects. Read through, maybe a few times, practice, and try this in your next Persuasion situation…

First, I’d like you to remember a time when you made a really big purchase. Maybe a house, maybe a car, maybe a piece of jewelry. Think about how you felt at the moment of ownership. It’s all yours now. That little piece of security or freedom or luxury is all yours. Does it feel good?

By revivifying this moment in your life, I’ve just reminded you of a groove, a path that you’ve already traveled, a warm, fuzzy feeling that you already know.

Remember when you use these persuasion techniques that they’ve been created so that you can easily persuade any affluent prospect, and do it in such a way that is unique to that person. You need not use any sales scripts, complicated sales tactics, or manipulation. You simply use these skills to help guide your prospect to the right decision for them.

In revivifying our prospects’ well-tread paths and grooves, we’ve set the groundwork for persuasion. We can assist the process of persuading the affluent by directing our prospects to remember times they did the kind of thing we want them to do.

Revivifying a past experience cuts by an enormous percentage the difficulty of getting the affluent to do what we want. Why try to teach an old dog new tricks when you can simply use a trick the dog already knows to get it to do what you want it to do?

Here we have an opportunity as it relates to persuasion to really make our job easy. We can do it by getting the affluent to think about and remember times they did the kind of thing we want them to do, or thought the way we want them to think, or acted the way we want them to act.

If you are a financial planner, for example: Have your affluent prospect think of the first time they made it to a million. What did it feel like when they became a first time millionaire? Can they envision a future when that number is multiplied by ten or twenty? How will that feel?

How about in real estate? Maybe try revivifying ‘home’. Get your affluent prospects to picture in their head what ‘home’ means to them. If it doesn’t seem to be a very positive picture, move it around to their dream home. We need to keep the affluent mentally on track with our persuasion and not let them go off down a rabbit hole, especially a rabbit hole of negativity.

We need to get to the people that have some money, that have some ability to buy what we have to sell – the affluent. To actually start things off on the right foot we need to position and frame ourselves in such a way that’s easy for the affluent to hear our message.

If we can get our affluent audience to think the way we want them to, instead of having to teach them something brand new (and especially something that’s bad or difficult), well, we’ve already got half the battle won.

It’s really that simple. That’s what we’re doing. We’re literally getting the affluent to remember the track that will carry our message to success. That’s the way to think of this.

Revivification is the art of getting people to remember the track so that when they do so with our message, they’re already accessing a worn-in pathway. And the minute they start the pathway, people need to complete the pathway. People don’t like to leave things half done.

Your message will be carried to fruition much easier than if you tried to teach the affluent how to think in order to do what needs to be done.

What would be the kind of thing you would want your affluent clients to think about? What pathway would you want them to find that already exists, that would help you to make your message come to fruition?

Until Next Time,

Kenrick E. Cleveland

Unraveling VAK

By Building Rapport 1 Comment

Hi Persuader,

When we’re persuading the affluent, (which is after all, where the money is) it’s useful to be as much like them as possible.

But when you get right down to it, it’s very individual. How do we individualize our presentation for each of our prospects? As it relates to rapport, we can do so by effectively learning how their mind thinks.

There are three major ways our minds think and we are all predominantly one (and often a combination) of them:

(1) seeing, (2) hearing and (3) feeling.

Another way to describe these categories is Visual, Auditory and Kinesthetic (VAK, if you want to get technical). People get used to targeting one of these by paying attention to one more so than the others.

By increasing your precision with language, you’re going to learn how to create rapport verbally. You’ll also learn how to begin the process of training your prospects to follow your ideas and suggestions. To do this you must first develop a few skills that will give you far more flexibility in your language as well as laying the groundwork for powerful strategies to come.

What is the difference between reality and our THOUGHTS of reality?

What is the difference between experience, (I mean, that which is happening around us), and what we remember about what has happened around us?

to get into this, let’s talk a little bit about how we perceive the world around us…

We perceive our world through our five senses. Our five senses, of course, are visual, auditory, kinesthetic (feeling), taste and smell.

If something happens in the world around you, let’s say within ten feet of you, (and you have the ability to see, hear or feel it, your eyes are open and you’re watching it), do you perceive that it happened as fast as it happened?

The answer is no, you don’t. It actually happens a split second before you can perceive it. Why? Because the information is being filtered through your five senses. In other words, how do you become aware that there even is an experience going on around you?

Another way to look at this is, if a pencil were in a room and something happened but you weren’t there, would the pencil know that it happened?

There are some who argue, yes, the pencil knows and if someone tunes into the pencil, it will tell them. Well, maybe so, but I doubt it.

It takes an observer to be there in the room to know that something happened. And how do we observe? By absorbing what takes place coming into our mind through our five senses. And once the information comes into our five senses, we can remember it and talk about it.

We perceive our world through our five senses. Now most people think, when they first start their study of this, ‘My perception of what happened and reality are the same thing.’

Well if that’s true, how is it that no two people experience things the same?

There are filters that change our perception of things. Our five senses are distorted. In fact, they go through three basic processes that are fundamental to all human beings.

What comes in is distorted, or generalized and/or deleted. Distorted, deleted or generalized.

In other words, there are so many things happening every second around us that if you could possibly pay attention to all of those things, it would pretty much drive you crazy and nothing would make sense.

So we learn to tune our senses to pick up the things that we believe are important.

As we study persuasion even deeper, we will explore each of the three main ways of perception, how they affect rapport, and how you can tune into them in order to maximize persuasion.

Until Next Time,

Kenrick E. Cleveland

Activating Affluence

By Self Persuasion 2 Comments

Hi Persuader,

I’m a firm believer that we are here to create our own destinies. Our lives are exactly as we have made them – for good or bad.

I’m fairly certain that most people involved in MAXpersuasion are either living the good life or are on the path to the good life because expanding our universes is truly one of the best ways to get exactly what we want out of life.

Lately I’ve been thinking a lot about affluence. From the principles of affluence, to the thoughts, to action, to the realization.

Installing an affluent mindset and thought processes will help you to realize your dreams. I’m talking here about the strategies of the world’s wealthiest.

Want to know why Bill Gates is wealthier than you? I’ll tell you…

It’s really more than a mindset. I’m talking about foundational principles, wealth strategies. It’s about programming ourselves and teaching ourselves at the level of our other-than-conscious mind.

At the core of who you are, you have a really good idea of who you are and what you want. Maybe you’ve gained this insight as a result of working through your universes, and understanding your own criteria and your own core values in life. These all provide you the drive that it takes to succeed.

My dad taught me when I was young that if I loved what I do, I would never work a day in my life.

This is sage advice that has been passed on from father to son, from mother to daughter, from generation to generation, probably since the dawn of time. And I can tell you that I’ve certainly benefited by that.

I know that if we were to go around and follow some of the wealthiest in the world, we might feel like they are literally working from dawn to dusk, maybe even much more. It might even be exhausting to follow them around and try to keep up.

Why? Because their dreams are not our dreams.

If they had to follow you around for a day – and you were lit on fire in terms of manifesting your universes, experiencing your criteria and values for wealth generation and success in your life – I’ll tell you, they would probably feel tired too.

What fuels this fire is the fuel of really understanding who you are and what you want. And the clearer the image, the clearer your ability, the clearer and stronger this fire will be burning within you.

If we can get our mind into the mindset of a millionaire or billionaire, then that’s where we’re headed. You can create those same results.

There was a saying in my early training in neuro linguistic programming that said, “If it’s possible in the world, it’s possible for me. It’s only a matter of how.”

And of course there was always the smart aleck in the room that had to challenge the trainer and say, “Are you telling me that a paraplegic has the same ability as an Olympic athlete?” No, that’s not what’s being said here.

What’s being said is that if it’s possible for other humans of roughly the same capability that you have, it’s possible for you. Meaning, there’s nothing inherently better about Bill Gates than you, yet I guarantee he’s wealthier than you or me, at least today.

Why is he wealthier? Could it be that he was just lucky? Well, yeah. It sure could. Could it be that he was at the right place at the right time? Yeah.

But it’s not enough just to be in the right place at the right time. I love saying, “I’m a great believer in luck. And I find the harder I work, the more of it I have.”

Where inspiration and perspiration meet, that’s where magic happens.

However, you can’t have one side without the other. It’s not enough to have the inspiration (the thoughts) without the perspiration (the work, the action, the doing).

It’s not enough to just do. That isn’t going to cut it either, not without the inspiration, the thought, behind it. We have to couple these things. That’s when we find real success and rewards in our lives.

Until Next Time,

Kenrick E. Cleveland

The Awareness Pattern

By Language Patterns 6 Comments

“The moment one gives close attention to anything, even a blade of grass, it becomes a mysterious, awesome, indescribably magnificent world in itself.” – Henry Miller

Hi Persuader,

I love language. I get really excited about words, patterns, meanings and the indescribably magnificent world of linguistics.

For the past 30 years I’ve been studying persuasion, but really if I think about it I’ve been studying the language of persuasion. Physical mirroring and matching aside, persuasion is a world of words and it just thrills me to bring this information to you.

When you hear and understand the Awareness Pattern and how to use it in your persuasion, you will kick yourself and think why you didn’t use it sooner. This pattern is an absolutely essential tool in your persuasion arsenal.

Aldous Huxley said:

“Every individual is at one the beneficiary and the victim of the linguistic tradition into which he has been born – the beneficiary inasmuch as language gives access to the accumulated records of other people’s experience, the victim in so far as it confirms him in the belief that reduced awareness is the only awareness and as it bedevils his sense of reality, so that he is all too apt to take his concepts for data, his words for actual things.”

This is an amazing description of how language can either expand our universes or reduce our awareness. And by studying persuasion, we can maximize our benefit of our linguistic traditions.

Language patterns are one of my favorite aspects of linguistics. And the Awareness Pattern is one of the most powerful patterns you’ll ever learn. It qualifies as one of my absolute all time favorites.

The three words that I tend to like a lot in this category are: aware, realize, experience.

By simply saying one of these words you’re making the person start the mental process that you mention.

In other words, you’re enticing them to become AWARE, to REALIZE, or to EXPERIENCE.

These words are very important in your persuasion arsenal because everything that follows them is presupposed to be true. These words also force the issue of not “will you do,” but instead, “are you aware of,” which is far more powerful in persuasion.

As you gain skill in being able to use these words powerfully, you might think that someone may respond to the question, “Are you aware of?” by saying “No”. I assure you, when done properly, this does not happen. And if it ever did, all you need to say is, “Not yet, huh?”

Here’s an example: The more you begin to construct your mind in the ways you’ll be using these patterns, the more you’ll begin realizing the explosively profitable techniques you are learning. Are you starting to experience the growing awareness of what being involved in MAXpersuasion brings you as I tell you about it and as you go through it?

Is the awareness of the power of these patterns starting to sink in? Let’s go through this carefully.

I’m not asking you if these patterns have power; that would not be a presupposition. Do you think these patterns have power? That’s not helpful.

I’m asking, “Are you aware of the power?”

If you’re not aware, it presupposes you need to be aware. And if you are aware, you’ll state that you are in fact aware. If you say, “Yes, I am aware,” then you know the power of the patterns and you agree they’re starting to sink in. And if you’re not aware, then by hearing the question asked, you begin to become aware.

If you’re getting excited about this information, you’re ready to learn more about how language can expand your universe. There are several of these patterns that will work for you to persuade the affluent. All you have to do is to take action, learn them, and implement them.

Until Next Time,

Kenrick E. Cleveland

Page 1 / 2