Conclusiones Parciales

Being non-specific as to time is extraordinarily powerful.

Hold on a minute. It‟s also how people bind problems to themselves. Who thinks they‟re not good at something? What are you not good at?

Participant: I‟m not good at cooking.

Ross: That statement is non-specific as to time. It doesn‟t just say that every experience he‟s had until now, he‟s not been good at cooking. It also, because it‟s non-specified to time, implies, “I‟m not good at cooking in this moment, and will continue to not be good at cooking all through the future.”

It‟s not merely a description of his past. It‟s an affirmation about the present and a prediction of the future because it‟s non-specified through time.

You can bind people‟s minds by being non-specified through time.

You can also point out to people how they‟re binding their minds by getting specific about time.

When people are deeply trapped in something, it‟s because they‟re gluing something back to themselves by being nonspecific in time.

For example, if someone comes to me and says, “I‟m not good at meeting women,” I like to point out to them that the truth is, “Up until this moment, you have not been good meeting women.” That way, it paces their reality. It opens the possibility of unbinding that from the present and the future.

I‟ve bound people through time here by not saying when I‟m going to say it. This is useful. Be aware of how, up until this moment, you had bound yourself through time in ways that were not useful.

Unbind yourself by getting specific.

Getting specific here would take a lot of the power out of the train of suggestion.

Getting specific with yourself sets you free from your own chains of suggestion that bind you through time. If you said, “From February 20, 1969 to June 23, 2009, I was not good at math,” that doesn‟t necessarily say anything about now or the future. It just states a specific time period.

Participant: Vagueness includes, “What I have to say,” that you just discussed.

It also includes “eager to learn more” because the object of “to learn” is not explicit.

Ross: Right. I‟m not saying “learning what.” It‟s another way of not specifying what you‟re going to learn. I‟m not specifying when I‟m going to say it. I‟m also not specifying when they‟re going to learn it, which means they have to be constantly alert and open to it or they‟ll miss.

The sentence doesn‟t read, “As you discover yourself getting more excited about what I have to say, it‟s not necessary to find yourself growing truly eager to learn more on paragraph three, line eight, word five.” It ruins it, doesn‟t it?

I‟m nonspecific as to time in the following places. I don‟t tell them when they‟re going to discover. It‟s nonspecific to time so they apply it throughout. I‟m not telling them when they‟re going to get

more excited or when I‟m going to say things. By being nonspecific as to time throughout, they have to apply it all the way through.

Do you see the power of this?

Participant: Valuable activity verbs include discover, learn, grow, and find.

Ross: I‟m going to dock you on “grow.” Grow may not be something that I‟m doing with them. They could be growing while I‟m not growing.

Participant: I‟ll add one more thing to the analysis, which is that “what I have to say” provides the real axis to the entire sentence. This is where the value lies. It also provides a bit of mystery, which then provides an anchor for curiosity.

Ross: Essentially what you‟re saying is the thing that‟s going to create all of this is my speaking and their listening.

Participant: “What I have to say” is a noun phrase that provides the axis of value.

Ross: I don‟t know if it‟s a noun phrase, but it‟s where all the value of this is centered. I‟ll give you that.

Mike: Speaking of all the value in that phrase, “what I have to say” implies that it‟s important and necessary.

Ross: I didn‟t mean it that way. “What I have to say” is “I have something to give you,” but it‟s a good ambiguity. I‟m going to give you a point on that.

He‟s saying, “I have to say it.” That‟s not what I meant. It means, “I possess something that I‟m going to say.” That‟s a good ambiguity that I did not spot.

Participant: I remember from one of your previous seminars. You were talking about using confusion to jar their mind so that they can then not focus on what‟s being said, but more of the embedded commands in the adjectives are being used.

Ross: Did I say confusion or ambiguity?

Participant: This was in Speed Seduction®. You were talking about startling their mind for a second.

Ross: That‟s a seduction thing.

Participant: I was wondering because “it‟s not necessary,” in the rhythm of the whole sentence, you have to really think hard about what it means.

Ross: “It‟s not necessary” is another example of being vague. It‟s reinforcing the trance by creating vagueness. It‟s not necessarily confusion.

Participant: We also talked about how that‟s kind of a negation. If you say,

“Don‟t think of a blue car.” You automatically think of a blue car.

Ross: In effect, when you say, “It‟s not necessary,” you‟re saying, “It is necessary.”

Participant: That‟s what the mind automatically gravitates toward. “As you” and

“discover yourself” are cool ones, because in “discover yourself”

three things are going on.

Ross: Everyone, cover up the word “yourself” and read everything else in the sentence out loud, except for that word.

What if I said, “As you get more excited about what I have to say, it‟s not necessary to grow truly eager to learn more”? It‟s not as

powerful, is it? What does it mean to find yourself? Look at the ambiguity. The ambiguity is yourself or your self.

Participant: “Discover yourself” presupposes that the person, prospect or client is in a state of confusion, of not knowing themselves.

Ross: No, I wouldn‟t say that. It‟s not implying that they‟re in a state of confusion.

Again, to say, “find yourself” or “discover yourself” creates a hypnotic dissociation. A part of you has to know something that a part of you doesn‟t know until the other part shares it. Now both parts know.

If I say, “Find yourself,” the process of finding yourself, discovering something means that a part of you doesn‟t know something. Then suddenly part of you knows it, and the other part of you recognizes that part knows it. You‟re creating a hypnotic dissociation. Every time you create a hypnotic dissociation, the person goes into trance a little bit deeper.

I want you to stop. That‟s another great hypnotic word, “stop.”

Everything stops for a moment.

Look at what we‟re packing into 25 words. We‟re stacking all of these tools together. When you stack this many tools together, people can‟t resist it. Furthermore, they don‟t want to resist it because the mind likes this stuff.

The really beautiful thing is, if you say this verbally instead of writing it, they‟ll never remember exactly what you said. This is what I call process language.

The conscious mind cannot remember process language. I can remember it because I have trained my ear, but 99.9% of the people in the world cannot remember process language. They‟ll respond to it, but they can‟t remember what you‟ve said.

Participant: When you have a sentence or two like this, packed with process language, would it be important to, before this chunk of words and afterward, have something that‟s a little more content-filled and factual?

Ross: Afterward. This sets them up to be totally, “Okay, whatever you say.”

Participant: There is a certain point where you don‟t want to continue with process language.

Ross: Absolutely. You have to be specific at some point to tell them what the price is, what the offer is, what they‟re going to pay, how they‟re going to pay, and to pick up the phone now.

Participant: Would you say that after this is when you would start?

Ross: Not necessarily. Yes, at some point after this, but immediately after this? I don‟t know. It depends on the context. It‟s a good question.

Participant: Is a sentence like this as effective in written format?

Ross: Absolutely. It‟s just as powerful in written form as it is verbally. It‟s beautiful. It really is.

Who did I say got 98? You three are coming to lunch.

I find myself excited about the growing discovery of how many people I reward as proof that I am a great teacher. I just discovered

how excited I am at being more excited about discovering it. You guys should be trembling at some point at how powerful this is.

Page 8. Trance words are words which tend to cause the person to have an inward focus of attention and to access the imagination and the more suggestible parts of the mind. I said “tend to.” It doesn‟t guarantee that they will, but they tend to.

For example, “wonder.” In order to wonder, what faculty are you using, your critical reasoning? Generally speaking, you‟re visualizing too, right?

“Imagine,” clearly. “Ponder,” what does it mean to ponder? Let me think about that. Come on, that deserved more of a laugh! Did you get it at home?

Ponder. Contemplate. If you‟re contemplating, you‟re inwardly focused. Picture. These are simple.

Guys, the eighth one is “wicked.” Please circle it. What are you going to tell Professor Burns? Am I doing a great job here? Is he in Brazil yet? No. I love that guy.

False profession of ignorance, “I don‟t know,” “I‟m not sure,” or “I can‟t tell.” “I don‟t know, as you continue to listen carefully, just how excited you‟ll grow at your discovery of how amazing learning this stuff is as that‟s happening.“

“I don‟t know,” “I‟m not sure,” “I can‟t tell,” sets up a chain of suggestion and dissipates resistance. The opposite would be, “I know what‟s good for you. I‟m going to tell you what‟s going to happen.”

I like to leave this message. I‟d use it if I were dating. I‟ll use it with anyone. “Hey ____, it‟s Ross. I don‟t know where you‟ll be when you get this message or what you‟ll be doing when you get this message. I do know you can remember the fun we had talking and look forward to talking again. Here‟s my number. Why don‟t you see if you can catch me?”

“I don‟t know what you‟ll be doing as you get this message.” What do they have to do? They have to imagine in their mind what they‟re doing, which creates a hypnotic dissociation. It‟s also a truism.

“When you‟ll get this message.” they have to think, “It‟s 10:30.”

“What you‟ll be doing as you get this message.” What are they doing as they get this message? They‟re getting the message. It‟s another dissociation.

It‟s pacing the reality. It‟s showing that, “I‟m a totally humble guy. I don‟t know, but I do know that you can remember how much fun we had talking and look forward to talking again.”

Now I drop in the command, “Remember how much fun we had talking and look forward to talking again. My number is ____. Why don‟t you see if you can catch me?” What does that mean? Does that mean catch up to me or catch me, as in a person you want to be with in some way?

“I‟m not sure,” that‟s a humble guy, right? Can you argue with me when I say, “I‟m not sure, I don‟t know”? No.

Participant: Is it a word that if you say it before you start a sentence, it will build more credibility?

Ross: It will build rapport. People won‟t resist you if you say, “I don‟t know.” In a sense, you are saying you know.

When I say, “I don‟t know when you‟ll get this message, or what you‟ll be doing when you get this message, or where you‟ll be when you get this message,” it‟s saying “I don‟t know.” At the same time, it‟s saying, “I do know that you‟ll be somewhere, you‟ll be doing something, and you‟ll get it at a certain time.”

Participant: You interject yourself into their life.

Ross: Exactly. They think, “It feels like he‟s here with me,” which could be kind of creepy.

Yes, genius, gorgeous, Scott, who is skyrocketing my Twitter following?

Scott: Don‟t you have to be a little bit careful with that, though? You don‟t want to say, “I don‟t know if this is going to work for you.”

Ross: Of course you have to be careful.

Scott: You use this when you‟re still in the vague stage more than when you‟re in the specific stage?

Ross: Absolutely. “As you follow along in this exploration today.” Look at what I‟m stacking right here, “I‟m not sure just which of these breakthroughs you‟ll find yourself really enjoying and embracing, but I think as you imagine that, you‟ll feel this is really worthwhile.”

After a while, you get used to talking this way. It starts pouring out of your mouth. It‟s like talking in tongues.

Pacing words are “as you” and “while you.”

“As you sit there listening while you grow more and more curious about what it is, you‟re already beginning to discover with growing excitement how fun it is to learn from an expert and master teacher.

I‟m not sure just what it is you can do to show your appreciation.”

Participant: Do “as you” and “while you” establish authority?

Ross: They‟re pacing words. It doesn‟t necessarily establish authority.

Presuppositions of time, now we‟re getting into classic NLP. Up until now it‟s been pretty original.

Participant: Would you explain what NLP is?

Ross: NLP is Neuro-Linguistic Programming. It is a system of thinking created by John Grinder, Richard Bandler, Robert Dilts, Judith DeLozier, and a couple of other people that is a model for understanding the process of human subjectivity.

It‟s a way to look at the recipes by which people produce their thinking and their excellence or stuckness. From that way of thinking has evolved a trail of techniques that you can apply.

Presuppositions of time are: before, after, prior, when, once, and now.

Before you tune in carefully to what it is you‟re really learning from me today, I just want to say that once that‟s happening, you don‟t need to discover now when it began.

Presuppositions of time are powerful. Before you find yourself using them, I just want to say that after that happens, you can look back on this moment as having been the start of it.

What did I just do with your sense of time? I flipped it all over the place. I put you here, I put you later, and then I put you back over there.

This is another principle with which you can pseudo-orient your audience, listener or prospect in time. They‟re here, they‟re before, they‟re after, and then they‟re after looking back on now as having been the start of before.

Participant: As soon as you said that, I imagined looking back.

Ross: Exactly. It‟s part of my incredible connection pattern with women.

“When you fall in love with someone and you feel that incredible connection, sometimes it‟s almost as if you can stop and imagine a time in the future, say six months from now, looking back on this moment of loving as having been the start of all of that.”

The girl is blushing. The girl got it. Why? Because girls do that.

Girls like to think, “Mrs. Ross Jeffries, mm!” Am I lying or am I telling the truth? Guys, women not only fractionate back and forth among emotions, they fractionate back and forth through time.

Presuppositions of awareness are: recognize, realize, notice, sense, conclude and become aware.

“As you recognize the value of what it is you‟re continuing to grow excited about learning, you don‟t need to realize that‟s happening any faster than you can notice how much sense it makes to feel that for yourself.” Did I say anything at all specific?

Let‟s combine them. What is before? “Before you notice how powerful this information is, it‟s not necessary to realize that after

that‟s happened you can become aware of how grateful you are to yourself for opening up your mind to me right now.”

Adverb/adjective presuppositions are: naturally, powerfully, swiftly and clearly.

“As you naturally discover your own reasons to agree with every word I say, before you rapidly discover just how much you‟re enjoying learning with me tonight, are you not? It‟s not necessary to swiftly conclude for all your own right reasons that there is something else you still want to learn. As that‟s happening, I just want to say that‟s the process of growing ever more curious about a fantastic body of information that you want for yourself.”

Participant: Does this particular style of persuasion work better in person or in print?

Ross: Either way. I use it all the time.

Haven‟t you seen some of my sales letters where I‟ll say something like, “Won‟t it be great after you‟ve picked up the phone and ordered your course today? Then you can just smile that big smile of satisfaction, sigh to yourself on the inside, and think, „This is the greatest decision I‟ve ever made.‟” You think, “No way would people buy that.” Yes, they do!

I want to challenge you. This is a personal challenge. Take the one tool that you think would never work and really master that one. I want you to master all of them, but really take the one that you think couldn‟t possibly work and get excited about that.

Commands and suggestions. Commands take the form of “Do X,”

“Order now. Keep reading. Keep listening. Think X. Do that. Feel excited. Feel aroused. Feel open.” They‟re very simple.

The distinction between a suggestion and a command is this.

Sometimes the distinction blurs. Commands and suggestions are kissing cousins. The distinction is that suggestions, generally speaking, tell the person who has just received the command how to interpret it.

If I say, “When you look at someone and you feel really fascinated as you go inside and find your own reasons to discover you really want more, just because that‟s happening now doesn‟t mean it‟s on.” All those were commands. “It‟s on” is a suggestion. The suggestion tells the person‟s mind how to interpret the fact that they‟re feeling all of these things.

If I say, “When you look at someone and you feel really fascinated as you go inside and find your own reasons to discover you really want more, just because that‟s happening now doesn‟t mean it‟s on.” All those were commands. “It‟s on” is a suggestion. The suggestion tells the person‟s mind how to interpret the fact that they‟re feeling all of these things.