Mind Control Secrets PDF

Mind Control
Secrets
How to Get Others to Do What You Want,
and Have Them Think It Was Their Idea!
By William D. Horton, Psy. D.

© 2009 William D. Horton. All rights reserved.
Table of Contents
What People Are Saying ...................................................... v
Prologue ............................................................................. vii
Authors Note .......................................................................ix
An Introduction to Mind Control Secrets .......................... 1
The Brain and the Mind ...................................................... 9
Rapport: The First Key....................................................... 25
Communication Styles: The Second Key .......................... 37
The Third Key: Effective Listening and Putting It

Together ............................................................................. 65
Strategies ............................................................................ 83
Anchoring......................................................................... 111
Information Gathering .................................................... 143
Beliefs ............................................................................... 167
Changing with Logical Levels ......................................... 179
Calibration........................................................................ 191
Reframing for Change!.................................................... 221
The Fourth Key: Turning Your Fear into Power

and Controlling Your
Internal State .................................................................... 231
Twenty-One-Day Exercise ................................................ 243
iii
Mind Control Secrets
Putting It Together—Einstein’s Brain ............................ 249
Remote Brain Control ..................................................... 253
An Examination of Obama’s Use of Hidden

Hypnosis Techniques in his Speeches ............................ 257
Mk Ultra ........................................................................... 395
Glossary of Common NLP Terms.................................... 429
Bio ..................................................................................... 441
iv
What People Are Saying
If NLP is something that you thirst to use and apply in busi-

ness, or in everyday life, then you want to pick up Mind
Control 101 today! Wil Horton collects a treasure trove of
NLP techniques and strategies designed to influence and
persuade others into one easy-to-read text. Where else are
you going to get this many practical applications for this
little investment. Get it today!
—Richard Alexander,
Master Hypnotist, NLP Trainer
It was a summer afternoon in Chicago. 1995. Across from

me was Dr. William Horton. We talked NLP, influence,
everything there was to talk about motivating others to do
things they need to be doing in life. Ten years later after
having taken two divergent paths to teach others how to
persuade and how to master the art of mind control, we
meet again here, in Dr. Horton’s new book on Mind Con-
trol. His desire for all techniques and strategies to be used
to help people be better, be happier, be healthier shines
through a vast array of tools you can use to influence others.
You’ll learn how to anchor resourceful states in others,
build rapport, and even get a list of Dr. Horton’s “bypass
words.” I’ll save that surprise for you.
Where else are you going to get all of the NLP tech-
niques designed to influence others crystallized into one
workable tome? They are here. NLPers in particular will
enjoy this journey because it will be like coming home.
What Dr. Horton does so well is make some of the more
seemingly complex elements of NLP easy to understand
and far more importantly apply.
v
Enjoy your journey and take this book with you on all
of yours.
The only problem I have with this book is I wish I would
have written it!
—Kevin Hogan,
author of The Science of Influence and
The Psychology of Persuasion
vi
Prologue
“Mind control” is a term filled with mystery, intrigue, and

fun. Control of the mind . . . what does it mean, really!
So-called experts have been writing and arguing about the
mind for as long as people have been able to communicate.
The elusive and mystical control we seek is possible. In
Mind Control, Dr. William Horton takes us closer to the
practical application of mental discipline for ourselves.
Dr. Horton applies NLP communication techniques
(special language to structure change in the mind) so that
we can manage and control of others. This control takes
the form of better understanding of what we see feel and
hear as other talk to us. We are afforded the opportuni-
ty through these techniques to use the best possible angle
while talking with others.
In our culture, control can be regarded as a negative
term. Here we use it as a positive action. When we say con-
trol, we really refer to the control of our own thoughts, our
own state of mind, and the way we communicate.
Dr. Horton uses his ability to break down systems and
processes to share a new understanding of the function of
the mind as we interact with the people around us.
Can you imagine your life in a world where people sim-
ply do what you ask them to do? The processes outlined in
this book will install the skills needed for maximum success.
Self-control and mental discipline give you the ability
to have more success in any part of your journey through
career and personal goals. Personal relationships become
more rewarding. You have an easy time controlling money.
Your ability to retain information grows. This is all possible
vii
because you are choosing the way you communicate with

yourself and the other players in your life.
Imagine a life where you control your emotional reac-
tions to the obstacles you encounter on your path to success.
See yourself as an individual who can consider the effects
your reactions have on others. Hear your own thoughts as
they become useful to your goals. You can have all of this
and more. All you must do is master the techniques in this
book.
Even more exciting news awaits you. With the tech-
niques you learn, you can enable others to reach their
dreams and goals in a more effective manner. It’s easy to
remember times in your life when you wanted other peo-
ple to simply do what you have asked them to do. What if
you knew exactly how to talk and act to get others to take
action? The more you understand “mind control,” the easi-
er your interactions with other people become.
As you remember each technique in this book, you will
enjoy Dr. Horton’s unique take on the material and his pas-
sion for life itself.
—Elsom Eldrige,
author of The Obvious Expert,
Founder of The International Guild of
Professional Consultants
viii
Authors Note
As I read the edited manuscript for this book, I am remind-

ed that I am one of the luckiest men in the world. A little
over 20 years ago I was exposed to the technology in this
book and it not only saved my life, it gave me a life worth liv-
ing. I was caught in a cycle of addiction and self destruction
that I, with my limited thought processes, could not escape.
I have done nothing special to have the opportunity to live
the life I currently have. I have a beautiful home, a beauti-
ful wife, a successful daughter, and I have had more success
financially in one month than I thought possible.
I just returned from a trip to Asia teaching the tech-
niques outlined in this book.
The idea that a man who at one point was living in a
run-down trailer and could not stop drinking and other
self destructive behaviors could, in a relatively short period
of time, become a licensed psychologist, author and world
traveled speaker on Hypnosis, NLP and Mind Control bog-
gles my mind and fills me with a gratitude I can never repay.
The magic does not stop there; these techniques have
also allowed me to overcome a severe physical injury where
I was told I would always have a limp and my athletic days
were over, I’ve since become a 4th-degree black belt in
karate and have won tournaments and medals in various
competitions. Today I ran an 8:45 mile, not bad for some-
one told they could never do this!
None of this would have been possible without the tech-
niques I have outlined in this book. I pray that you read
and take in the information and that you use it to live the
life you deserve. It is one of my primary missions to share
this information with as many people as I can. I have taught
ix
thousands of students and always learn new things. I know

that you too will one day be able to share with me new and
wonderful applications of the technology you are about to
learn.
I hope to see you on the road to happy destiny!
William Horton, Psy.D, CAC, CMI
x
Chapter 1
An Introduction to Mind
Control Secrets
The human mind is a remarkable thing, but we often take

it for granted; we don’t give it the full respect it deserves. I
guess this is largely because the mind is capable of taking
care of itself. It usually doesn’t demand any attention from
us, so we don’t give it any. What if we did, though? What
if we stopped for a minute or two and thought about the
range of activities going on in the human mind, and the
amazing faculties that our minds have?
Only a reflection along these lines helps us understand
what a wonderful entity the human mind is. Our minds are
capable of carrying out so many routine activities like think-
ing, feeling, remembering, calculating, analyzing, and rea-
soning. Oh! The list could go on and on and on.
Apart from this, we’re also capable of doing so many
other things that are totally alien to the rest of creation. For
example, we can enjoy music, appreciate beauty in many
forms and create beautiful works of art…all things only
humans are capable of doing. Isn’t it these finer qualities
that distinguish man from beast?
All this is, of course, thanks to the human mind. All of
us have been endowed with a mind. However, if the human
mind is capable of such an astounding range of qualities, it
makes one wonder whether we’ve actually tapped its poten-
tial. Forget about tapping it to the fullest possible extent;
do we use even a third of the potential our minds have?
1
Pondering a question like this opens up another avenue

of thought: If the human mind is capable of so many activ-
ities and functions, and if the human mind is so powerful,
can’t this power be used to exercise some degree of power
over other human minds?
It seems logical enough, doesn’t it? Most of us don’t use
even a fraction of our mind’s faculties. So if some of us start
doing that, if we start directing and focusing our mental
energy toward the minds of others—which, mind you, func-
tion in very similar patterns to our minds—can’t we exer-
cise a sort of mind control over them?
If this concept interests you, then you’re in luck, because
this book is completely dedicated to the use and develop-
ment of mind power. Believe me; you’ll be surprised at the
amount of power you can exercise over others!
Hold on a second, though. We’re not talking about
looking at the guy standing across the street and being able
to control his mind to such an extent that he turns toward
you and starts waving his hand or clucking like a chicken.
That kind of thing only happens in comics, cartoons, and
movies!
No, we’re talking about something more practical.
We’re talking about using mind power so you can talk con-
vincingly to a person and effectively bring that person to
your line of thinking. Who would want to do that? Well, a
lot of people would, indeed, love to do just that—and they
succeed!
Take, for instance, a single day in your life. How many
people do you meet in a day? Out of that, how many of
those people do you talk to? You may not be a salesman,
but trust me when I tell you that all of us do a lot of market-
ing in the course of our daily lives. We try to sell our ideas;
we try to sell our thoughts; we try to sell our feelings, our
desires, our likes and our dislikes. When two people meet
2
An Introduction to Mind Control Secrets
and start talking, there’s bound to be an exchange of dif-

ferent views. So, how do we get others to accept our views?
How do we sell our opinions? How do we bring others to
accept our ideas?
Mind you, the people I’m talking about aren’t necessar-
ily strangers. They can be members of your immediate fam-
ily—your parents, your kids, your spouse, your siblings—or
they could be your teachers, your friends, or your neigh-
bors. They could also be people you do daily business with,
like the postman or the grocer or the shopkeeper or the
maid, or even your colleagues or your boss. All these trans-
actions give rise to situations that may end in one of three
ways:
• The “win-lose” situation, in which one party wins

and the other party loses.
• The “lose-lose” situation, in which neither party
wins—it’s like a tug-of-war in which both parties
hold on strongly to their views and, together, they
get nowhere.
• Finally, there is the “win-win” situation, in which
both parties are convinced that each got the best out
of the situation.
Let’s discuss the situation in which one party even-

tually wins…the “win-lose” situation. The other party, in
effect, loses. However, when the two people part ways, the
second party leaves with the conviction that he or she won
the struggle. This happens when you use your mental fac-
ulties to get the better of others, but they’re unaware of
the end result. They beat a graceful retreat and feel good
about it, so much so that, though you got your way, they
believe they got theirs! That is precisely what mind power
is all about.
3
This is a technique worth learning. It will be of immense

help to you in tackling the different situations you face in
life. After all, how many times in life have others gotten the
better of you? How many times over the years have you had
to negotiate and then left feeling that you got a raw deal?
In the course of this program, you’ll learn how to use
the techniques of neuropsychogenics and neurolinguistic
programming (NLP) to develop mind control. Before we
really hit the road, though, here’s an eye-opener about NLP.
What Is NLP?
As we said, NLP is neurolinguistic programming…but
what’s that? Simply put, NLP is a unique model of how peo-
ple learn, motivate themselves and change their behavior
to achieve excellence in any endeavor. Throughout history
a perplexing question of mankind has been, “Why are some
people more successful than others?” While the complex
explanation involves the interplay between genes, physical
environment, and socioeconomic and cultural indicators,
the simple explanation involves programming.
The term, neurolinguistic programming, was coined
by author and founder of general semantics Alfred Hab-
dank Skarbek Korzybski. Richard Bandler and John Grind-
er then brought it to the public. From their trainings, this
science has grown to what we know today. These men are
to be commended on advancing this art and science of the
human mind.
In the early 1970s, a team of scientists at the University
of California at Santa Cruz set out to answer the question of
why people with similar backgrounds in education, training
and experience were not similarly successful. They wanted
to explore what they called “the secrets of effective people”
4
and wanted to “model human excellence.” What they dis-

covered was that, while people’s backgrounds were similar,
the brain wiring—or programming—was distinctly differ-
ent. What developed out of this research was the field of
neurolinguistic programming.
Neurolinguistic programming rests on the premise that
thought patterns are largely responsible for an individual’s
success or failure; that preconceived thoughts and men-
tal conditioning effect our social interactions and accom-
plishments. The theory is that if you remodel your negative
thoughts, you can change your personal situation.
So, NLP is an integration of neurology, psychology, lin-
guistics, cybernetics, and systems theory:
• Neuro—because our experiences, both conscious

and subconscious, are derived through and from
our senses and central nervous system.
• Linguistic—because our mental processes are also
coded, organized, given meaning and transformed
through language.
• Programming—because people interact as a system
in which experience and communication are com-
posed of sequences of patterns or “programs.”
The functions of NLP include letting you model or copy

human excellence and helping you become adept at what-
ever you want to do.
NLP helps you become a better communicator in terms
of:
• Business consultation
• Parenting
• Management
• Nursing
5
• Negotiation
• Public Speaking
• Education
• Sports Performance
• Counseling
• Therapy
• Relationships
NLP can:
• change past impact on a client

• turn a poor speller to a good speller
• assist a business person to gain rapport nonverbally
and handle meetings efficiently
• help an athlete improve concentration
• be used as a method of therapy
• can serve as a process of teaching people to use their
brains
Most therapy is remedial. That is, it’s directed toward

solving problems of the past. NLP, on the other hand,
studies excellence and teaches skills that promote posi-
tive changes, which in turn generate new possibilities and
opportunities.
This Mind Control program is designed to equip you
with all that you need to become a master of mind power.
We’ve written it in a very simple, lucid style, with no stone
left unturned in terms of rendering all scientific jargon into
layman’s lingo, because we want you to understand these
methods completely. This book can help even a beginner
become a master in no time! That said, let’s proceed to the
first step toward exercising mind control.
First, you need to open your senses, because you, and
your ability to learn, will be only as good as the information
6
you allow in. We want you to allow more information to

enter into your awareness. The first step is to practice open-
ing your senses.
Try the following.
Sensory Acuity Exercises

Kinesthetic (Sense of Touch)
First, find your center for the sense of feeling. You need to
get in touch with a time when you were really in tune with
your body during a physical activity such as working out,
dancing, sports, etc. The focus should be on your feeling
center.
Take several items and feel them. Use normal everyday
items such as an apple, a pencil, a newspaper or some cloth.
Enter into the feeling of the experience of touching it.
Close your eyes and repeat the last step. Imagine expand-
ing your sense of touch so you’re ten times more sensitive.
Stay in your center and think of some states of feeling…
happy, sad, energetic, depressed, etc.
Repeat the above and see how it alters your experience.
Now, go through a day and stay focused on your sense
of touch/feeling.
Auditory
First, you’ll focus on your center of hearing. Think of a
time when you were really in tune with your sense of hear-
ing, such as listening to music, the sounds of nature, etc.
Keep your focus on this auditory center as you listen to
sounds. Do this in several places. At home, listen for the
background sounds you normally screen out…fans, air con-
ditioning, or the sound of the Television in another room.
Notice how you can expand your hearing. Next, do this in
7
a public place and do the same; notice how you can hear
others’ conversations.
Listen closely in your conversations. Notice if your hear
more. Listen for inflections, tone, pace and rhythm. Really
listen to the people you normally screen out.
Spend the day expanding your hearing; you’ll be sur-
prised at the results!
Visual
Now you’ll focus on your center for the sense of vision.
Think of a time when you were visually in tune with your
body at a movie, while looking at a painting, etc.
Look at several items and imagine your vision expand-
ing. Notice all the little things you normally skim over.
Watch a movie or TV show, and watch the sides, not just
the center. We naturally are drawn to the center, so notice
how it may change your experience of the film. Watch a
movie you like and force yourself to do this.
Focus on what you see when you’re talking to some-
one. See how it changes your communications. Then focus
approximately three to four feet behind the person you are
conversing with.
Your senses are, in many ways, the gatekeepers for your
mind. When you attune your senses to your environment,
you’ll be amazed at how many details you pick up on…and
how easy it is to use those details to practice mind control.
So, now that you’ve mastered this sensory acuity, let’s take a
look at the power contained in your amazing mind.
8
Chapter 2
The Brain and the Mind
The brain and the mind have different jobs. In order to

understand how “mind control” works, you need to under-
stand what is occurring inside your head (and your subject’s
head) as you use NLP to achieve the best results possible.
The Brain
The brain is a tangible thing. You know where it is, roughly
what it looks like and what it’s made of. It has properties
that dictate how it functions, and we know what those prop-
erties are. One of them, the one that is most important for
mind control, is subconscious communication.
The human brain is a miraculous tool that is made up
of a very unique structure. There is nothing that compares
to the brain; its integral working is amazingly flexible.
Imagine how efficient each structure needs to be for all the
operations it carries out.
Think for just a moment about all the things that your
brain does in an hour. It’s amazing. The makeup of the
brain is another fascinating factor. About 78 percent of the
brain is made up of water, with the remaining 22 percent
composed of fat and protein.
Here’s some more information on how your amazing
brain separates its processes:
Nerve fibers cover the top of the brain and carry

narrow bands or paths.
9
Underneath this nerve fiber cover is the layer that’s

known for processing sensory data.
Next is the area of the brain that pairs sensory infor-

mation with feelings and thoughts
Below this is the last layer, the Limbic system, which

regulates feelings and allows the body to remain in a
state of homeostasis.
Auditory, visual, motor and somatosensory process-

es make up the associative center of the brain.
The occipital (visual), parietal (spatial), temporal

(speech) and frontal (organization) areas of the
brain all serve different functions.
Finally, the brain is divided into two hemispheres:

the left for linear processing and the right for spatial
and negative affect.
The brain is made up of all this, of billions of neu-

rons, dendrites and nerve fibers, yet is only two per-
cent of the human body weight.
Neurogenesis
Another fascinating function of the brain is neurogene-
sis. Simply described, neurogenesis is the creation of new
nerve connections in the brain. These nerve connections
are somewhat similar to the hardwiring of a computer.
While the computer relies on hardware composed of digital
10
circuitry, the human brain relies on hardware composed of

neural circuitry composed of billions of nerve cells (neu-
rons) that form a complex nervous system. These neurons
assess the human environment and react accordingly by
sending chemical messages to each other through electri-
cal impulses. These messages form the basis of our learn-
ing, productivity, behavior and very survival.
Neurogenesis is essential to success in humans. Since we
often look to scientific studies of other species to explain
processes in humans, let me share a fascinating study of
canaries. Frederick Nottebohm’s studies, performed in
the early 1990s, illustrate the importance of neurogenesis
in songbirds. The songbird depends on its beautiful melo-
dies to attract a mate and produce offspring, ensuring its
lineage.
In his studies, Nottenbohm discovered that, in order
to sing these complex melodies, the male birds continual-
ly generated new brain cells in their song centers. In fact,
approximately one percent of the birds’ neurons are newly
created in the song center each day. Because human behav-
ior is so individually varied, we can’t assess the daily poten-
tial of new neural connections in exactly the same way, but
just compare the canary brain capacity to that of a human
and imagine the possibilities!
While you may have heard the statement that humans
use only 10 percent of their brains, this isn’t exactly true.
The correct statement is that humans use only 10 per-
cent of their neurons at any given time (due to the sheer
volume and task specifications). However, this means
that the more new neural connections you build, the
greater the productivity you can expect from your active
10 percent.
11
The Brain as Computer

We previously compared the brain’s neural circuitry to the
hardwiring of a computer. Let’s explore this comparison
a bit more. Both the computer and the human brain have
massive information processing abilities that are based on
the transmission of electrical signals, and each has a memo-
ry that can grow and learn to accommodate changing needs.
However, both can also become damaged with faulty pro-
gramming information. For a computer, this faulty infor-
mation comes in the form of viruses; for the human brain it
is negativity. Fortunately, both systems can be changed and
modified to correct this damage.
However, there is a fundamental difference between
computer hardware and the human neurological system.
The difference is that, while hardware may vastly vary from
computer to computer, every person possesses the same
neural hardware. There is a common, basic, physical neu-
rology with billions of neurons processing approximately
40,000 bits of information per second, aiding the brain in
reasoning, learning and memory. In the absence of a dis-
ease process, or physical damage or defect, we all possess
the same neural hardware. Consider this carefully: every
human being shares the same neural hardware. So, if we
all share the same hardware, then we all share the same
potential!
Imagine…all of this from an organ that weighs only
three pounds! That’s only the physical make-up of the
brain. The functions are even more unimaginable.
The level at which our brain operates dictates how we
feel, how we behave and how we perform. There are four
levels of brain activity, known as beta, alpha, theta, and
delta. There’s been a lot of research into the four levels of
brain activity, which we’ll go over in a minute. Basically, the
12
mind control state is attained by taking your brain from

beta, which it’s probably in right now, to either the alpha or
theta states, depending on what you want to achieve.
Beta state is the home to logic, analysis, and reason.
You’re awake, alert, and in a normal state of consciousness.
You are experiencing sight, sound, smell, taste and touch.
It significantly affects the brain’s ability to store informa-
tion and memories, and access creativity, focus and concen-
tration. Beta state only makes up approximately 12 percent
of our total conscious being, but we spend about 90 per-
cent of our day stuck in this state. It’s no surprise, then,
that it’s also where we get most of our tension and negative
thinking.
Alpha state is the strongest and most prominent brain
state. It’s also the best state to be in when preparing for
competition and for decision making. Alpha state is a state
of calm, relaxation, and lucidity. You must be in alpha state
to modify, add, and delete “programs” for behavior mod-
ification. You can also control dreams while in this state.
You’re in alpha in the approximate twenty minutes or so
while you are falling, but not quite, asleep.
Theta state is where you end up after leaving alpha state
when you fall asleep, but before you’re sleeping deeply.
This is the state of active dreaming and rapid eye move-
ment. It’s also the level you can reach when you are hypno-
tized by someone else, and where deep programming can
take place. It is a state of deep relaxation and clear mental
imagery.
Delta state is the deepest state of deep, dreamless sleep.
This is where healing and recovery in the body and brain
can take place. The body is completely at rest.
If we all have the same potential shouldn’t we all be
equally successful? Again, programming is the underlying
answer to why some people are more successful than others.
13
Most of us have heard the old axiom of, “It’s not what you
have but how you use it.” This rings true in brain neurolo-
gy. The actual wiring of your brain—the number of neural
connections—depends on your individual programming.
Too often, mental resources are underutilized and the wir-
ing is subsequently damaged through faulty programming.
Proper programming involves positive nurturing input.
Until the last decade, the prevailing scientific theory
of neurology was that the human brain could not estab-
lish new neural connections. In other words, what you are
born with is what you have and, as you age, they will die. It’s
now known that the more than one hundred billion neu-
rons of the brain are geared to reinvest in themselves. Pos-
itive, enriched environments stimulate the brain to create
more neural connections. The more you learn, the more
you become capable of learning. You can actually rewire, or
reprogram, your brain! You can do this at any age; the more
you stimulate it, the more it grows!
The Conscious Mind

Think of yourself as having two minds: your conscious
mind and your subconscious mind. Your conscious mind is
your thinking, awake state of awareness, yet it comprises a
remarkably paltry 12 percent of your mind. Mind control
happens when you bypass the 12 percent conscious mind
and get to the power center. But first, let’s review.
Your conscious mind has five functions:
1. Analysis
2. Rationalization
3. Willpower
4. Functional memory
5. Voluntary body functions
14
Analysis
Your conscious mind is logical because it is analytical. Its job
is to study your problems and solve them. This is the place
where people try to influence with logical reasoning. True
mind control experts understand this is the least effective
use of influence.
Rationalization
This part of your mind tells you why you do things, gives
you reasons to do things and helps you understand. The
problem is, it’s usually wrong, because true motivation for
behavior and responses comes from a much deeper part of
our mind, a place we don’t normally have access to with our
conscious mind. Think of smokers. Most say they smoke
because it relaxes them. That’s not really why, but it’s the
rationalization their brain told them. It’s a tidy, neat, logical
answer. Not a complete answer, and certainly not correct,
but logical.
Willpower
This is what makes you stop and think before doing some-
thing. The problem here is that the conscious mind really
isn’t good at this function. (If it were, there would be a lot
of therapists, counselors and hypnotists out of jobs!)
Functional Memory
The short-term memory, your functioning memory, is
usually all you need to get through life. That’s why, even
though in third grade you needed to know how to get from
your classroom to the bathroom, decades later you can’t
even remember where your third-grade classroom was. The
brain drops (but doesn’t totally “lose”) the stuff that we
don’t need to survive on a day-to-day basis.
15
Voluntary Body Functions

As long as you aren’t physically impaired by injury, illness
or other physical conditions, your brain tells your legs,
“Hey, let’s go,” and they go. Your brain tells your hand to
keep away from that hot stove, so you don’t touch it. How-
ever, if you tried to control your internal bodily functions
that are normally on autopilot—like digestion and blood
pressure—unless you’ve been trained to do this, you nor-
mally can’t unless you access them through some form of
hypnosis.
Remember, your conscious mind makes up approxi-
mately 12 percent of your entire mind. That’s not a lot! So
somewhere else, there must be some pretty exciting stuff
going on with which we need to learn how to communicate.
The Subconscious Mind

The key to mind control is the subconscious mind. That 88
percent of your mind is the power center; it’s the mother-
board of your body. Just like with a computer’s wiring, as
long as it’s working properly, you never know it’s there. If it
wasn’t there, though, nothing else could happen. Its single
most significant characteristic is that it literally runs your life
without you knowing it. The problem is that many people
spend too much time listening to that loud and obnoxious
12 percent instead of tapping into the true power center.
Like an iceberg, the subconscious is hidden beneath deep,
dark waters, with only a small part showing on the surface.
Our mind was meant to function differently, but we
don’t understand it. We’re like a monkey pounding away
on a keyboard with no comprehension as to how the com-
puter works. Sometimes the monkey gets lucky and some-
thing good happens.
16
Of the people who do know how to tap into the sub-

conscious, many have made it a point to present it as a
huge, mystical secret that takes years of patience to mas-
ter. The truth is, it’s just a matter of knowing the way to
activate it.
The key to mind control is simple:
• The subconscious mind cannot think, reason or

argue. So what does it do? It FEELS.
• The subconscious mind is the emotional center of
your being. Control someone’s emotions, and you
control THEM. Many times, your emotions are actu-
ally out of sight, buried beneath your conscious
mind or disguised by rationalization.
• Your subconscious mind controls who you are, how
you respond, and what you believe. You (usually)
don’t stop and think about your beliefs when you
respond to a situation. But your responses are based
upon your belief system.
• Your habits are a function of your subconscious
mind. When you repeat the same action over and
over, eventually it will become a habit. A habit is
an automatic response. It is an action that starts in
the conscious mind and, through repetition, shifts
into the realm of the subconscious, like using a turn
signal (for some of us). The subconscious mind
is a huge storage unit for all memories, thoughts,
dreams, fantasies and experiences, whether real or
imagined. The subconscious simply records every-
thing; it doesn’t make judgments as to reality.
• The subconscious protects you from real and imag-
ined dangers. This is good to keep you safe, but bad
because it’s how phobias take root.
17
Putting Them Together

The conscious and subconscious minds work together. Your
subconscious mind holds all your long-term memories.
While your subconscious influences how your conscious
mind works and acts, it can be programmed (or repro-
grammed) to do what you want it to do.
The conscious mind is the active master; it shows the
effect of who you are. It thinks, perceives, exerts will and
is aware; it instigates activity and can be objective. The sub-
conscious mind acts like a servant but is really the source of
who you are. It controls your feelings, blindly records your
experiences and thoughts, is the source of your personal
power and is totally subjective.
Mind control is about taking control of the subcon-
scious mind. This is very powerful, because if a suggestion
is allowed to travel from your conscious to your subcon-
scious mind, then it has the power to change your beliefs
and behaviors.
First, though, a suggestion has to make it through the
critical factor of the conscious mind. That is the part of the
conscious mind that works to protect the status quo of your
subconscious mind. It’s the part of you that keeps you from
believing every single thing you are told; it keeps you from
getting manipulated. It acts as a filter to make sure what
you’re hearing is in agreement with what’s already stored.
Political and religious debates really bring critical factor
to the forefront. But how can you break through that filter
to get through to the subconscious mind?
Mind control bypasses the critical factor of the con-
scious mind to allow you to access the subconscious and
focus the mind to accept new positive information such as
suggestions.
18
Now, if that was all there was to mind control, we’d

always be able to control others. That’s not the case. We
need to use several tools to bypass the critical factor and
obtain the success we want.
Example:
A great example of this was in the 2004 presidential elec-
tion. President Bush and the Republicans constantly used
the terms “September 11” or “9-11 changed everything.”
I remember a question about education and how to
fund college scholarships. Without missing a beat, the
Vice President replied, “Well, we have to remember 9-11
changed the world; we have to defeat the terrorists, and
there are bad people who want to kill us. The Democrats
would rather talk to them and find out why they hate us.”
He then answered something about education. But why
mention 9-11 and terrorists?
FEAR! It elicited a state; then he could link it to what-
ever he wanted. This is a great use of bypassing the critical
factors and moving people. Start to look for examples of
this in the real world!
Using Your Brain to Achieve Your

Goals
Everyone wants to succeed and be the best they can be,
so what’s holding most people back? Most don’t bother
to try “mind control” on themselves! Many people speak
a good game; they understand that they must have goals
and dreams to achieve the money, freedom and great life-
style that they desire. When it actually comes to planning
and having the correct goals, though, people often fail
19
miserably. For most, their goal consists of only the things

that they desire, not true, long-lasting goals.
You might wonder why there’s a problem with that.
It’s simple. When your goals are only driven by immediate
or short-term desires, you’ll be left feeling frustrated and
disappointed when you don’t achieve them. The key is to
focus on personality and behavioral changes when setting
goals. If you change the way you think about your goals,
you’ll succeed. If, on the other hand, you’re only looking
for that $100,000 car, you may be disappointed.
When you set goals, you must reach for the stars (which
is the easy part). You must then be truly committed to what
you desire. FOCUSED ATTENTION IS VITAL! If you get
frustrated because success doesn’t fall in your lap, you’ll
spend the rest of your days agitated. You’ll never accom-
plish anything productive.
Think about it this way; if you really want something,
you know you have to continue working until you achieve
it. If a person wants to succeed in business, yet isn’t willing
to make the necessary contacts, give countless hours and
work hard, how far do you think he will get? Not very far!
To achieve goals, you have to be able to “think outside the
box.” You have to be willing to work for it and change your
thinking. You must be willing to step outside your comfort
level and push ahead. Failure is not an option.
Setting Yourself Up For Success

I’m sure you’ve heard stories of the extraordinary power
or strength of a mother whose child was in danger? Do
you know why she was able to achieve that “goal” of pro-
tecting her child? It’s because, when a person’s goal is a
necessity, that person’s thinking changes. When people are
20
required to achieve their goals, they stand up to the pres-

sure and go the extra mile to ensure they complete the nec-
essary actions. This is because there is a sense or urgency
and need. This is an excellent quality in the human mind,
because it allows us to see the fact that we can control our
motivation and programming.
Your potential for success lies in your “self talk”…the
words you feed yourself every day. You must set yourself up
for success. The excuses and “will do tomorrows” have to
cease. There needs to be a sense of urgency in completing
your goal. Do you think if a person told you that he would
kill your loved one if you didn’t lose weight or bring him
a million dollars, that you wouldn’t achieve that goal? You
bet you would! The stakes would be raised and you would
require more of yourself. You’d also give yourself positive
feedback by telling yourself you must achieve, or else.
There are few individuals in this world who are incapa-
ble of achieving success in their lives. When it becomes a
“must” to succeed, people pull all the stops and jump all
the hurdles. The best way to accomplish this is to raise the
stakes and give yourself the credit you deserve. Don’t sell
yourself short; this is why people fail. They give themselves
negative feedback and give up because they feel they sim-
ply can’t meet the expectations of the goal. This is where
frustration comes in. They eventually give up and look for a
new goal. Instead of a “should,” your goal has to become a
“must.” If it doesn’t, you’re in danger of failing.
Think About Your Past Achievements

Think back to the events in your life and your past goals.
What was your mindset, why was it achieved, and did you
give up along the way? The chances are that there was a
21
point in time when you thought about throwing in the

towel, but didn’t. For some reason, your goal was a “must”
to you. It may have been a job, money or the act of drawing
someone to your point of view, but you achieved it. Use that
example and draw from the behavior.
When it came time to file your taxes, did you get it
done? The answer is yes, because you knew if you didn’t,
you’d have to answer to the taxman (a subject I truly know).
Think about your education. You knew that if you didn’t
finish, you’d spend the rest of your days making minimum
wage or, worse, digging a ditch. It was a requirement (must)
and you knew that, no matter what the obstacle, you must
overcome it. It’s no different with the goals you set in life;
you must tell yourself you have no choice. There’s no room
for quitting or “tomorrow.” It must be done today.
Take a few minutes and think of the things you want to
accomplish, but have been putting off. Be honest with your-
self and give no slack. Don’t start making excuses; that’s the
reason you haven’t succeeded before today. List these three
things, and then we will look at how to get the ball rolling.
1.
2.
3.
Raise the Bar on Your Acceptance Level

When we dream, we generally dream big--like owning a
high dollar home or car—but when we set our goals, we
settle. Sure, we’d like to make $10,000 a month, but we’re
willing to settle for $3,000 a month. Why is this? We sell
ourselves short, every time. If we settle, then we don’t reach
for any other expectations. If we don’t reach for further
expectations, we’ll be left settling for the rest of our lives.
22
If, on the other hand, we’re satisfied with $3,000 per

month but continue on to achieve that $10,000 per month
and more, we’ll achieve the higher amount. People gravi-
tate toward their goals, especially when they feel they must.
Think about it this way; when you’re short on cash for
the month, but the bills haven’t been paid and the cabi-
nets are bare, you pull some over-time or take on a second
job. You know you must achieve another $500 dollars, or
your family will go hungry and your electricity will be shut
off. That is not an acceptable option. So, regardless of how
tired or worn out you are, you continue on to achieve that
goal. You’ve raised your expectation level and are telling
yourself you can’t settle for what you have today.
Change Your Language

Give up words such as should, would, could and if. They can
no longer be a part of your goal or dreams. Instead, “I wish”
becomes “I will.” It may sound trivial or silly, but it truly works.
Look at people like Donald Trump, Bill Clinton, Oprah and
others who have achieved the ultimate success in their lives.
Do you hear their speech? Is it “I wish I could have”? NO!
They speak as if everything is a work in progress, because it
is. They continually reach for higher standards and dreams.
They don’t settle and they don’t sell themselves short.
You must foster your creativity, be good to yourself and
allow yourself to grow. If you don’t grow as a person, your
dreams and goals will go right out the window. Creating a
positive self-esteem and identity is one of the most import-
ant feats in achieving success. Instead of telling yourself
that you’ll do that tomorrow, tell yourself it will be com-
pleted today. No more settling or giving excuses for why
you can’t achieve a goal. There’s no choice; it has become a
must. Could of, would of and should of are gone from your
vocabulary.
23
If you raise the bar on your inner dialog, it will bring it

to new levels. You’ll respond more to those things that you
MUST do, so start using “must” language with your inter-
nal dialog. I also suggest you adopt the phrase, “Failure is
not an option.” When Cortez landed in the New World, he
burned the boats so his men knew they couldn’t fail.
Try that inner attitude on for a change!
24
Chapter 3
Rapport: The First Key
We start with the relatively simple concept of rapport. Put

simply, establishing rapport is getting a person to trust you.
“Is that important?” you ask. Of course it is.
Let’s take a look at the situation this way. Go back in
time, maybe to the prehistoric era, when cavemen roamed
the earth. If you could conjure up images of the Flintstones,
it certainly would help you get a clearer picture of what I’m
talking about.
In those days, survival was indeed a very crucial issue.
With the threats from wild animals on the one hand, and
the forces of nature on the other, it was survival of the fit-
test! That apart, there was also a lot of fear arising from
the existence of other cavemen. Man had not yet become
a social animal, and there was a lot of hostility among the
cavemen. Each caveman regarded another as a threat to his
own survival…his food, his domain, and yes, his mate, too!
Of course, they had not yet begun living together, and so
the first instinct was to attack one another.
When two cavemen met, it was a question of who should
attack and kill first. Killing meant the survival of the kill-
er. They didn’t have an established language; their speech
probably consisted mostly of grunts and sounds. Gradually,
though, they started accepting the fact that they could be
friends and that there was safety in numbers. However, how
could each know whether the other caveman they met was
hostile or friendly?
It’s quite easy to picture the scene. Caveman Ugg is on
his way to the local caveman shopping mall (looking out for
25
a beast to clobber for dinner), when all at once he comes

across this other caveman, Caveman Ogg. They spot each
other and freeze.
They eye each other from a distance. Ugg is dressed in
deerskin while Ogg is dressed in bearskin—clearly signs of
different cultures!
As they advance, their hearts race. Each one suspects the
other’s motives and wonders if the other is going to attack.
Apparently, neither wants to start the fight that could end
in loss of life. Once they come within a safe distance, they
start circling each other like they’ve seen animals do. They
scan each other for signs of weapons. Each one has a sharp
flint in his hand.
After a while of circling, there is no sign of attack.
So what do they do? Both decide that there is not much
danger. In an instant, they both drop their weapons and
advance toward each other with exposed palms indicating
they are unarmed.
This process of building trust, when each party feels
there is no threat from the other, is what’s called building
rapport. It’s a concept that came into existence during the
time of the cavemen and continues to this very day.
Of course, today’s conditions are very different. We
usually don’t start attacking strangers we meet on the way
to work. But one thing is still the same: we still don’t trust
most of the people we confront! Maybe distrust was handed
down by cavemen, or maybe it’s because there are just too
many con men and swindlers walking around today.
Whatever the reason, trust is not something that comes
easily. The funny thing is, we’re more likely to trust a per-
son who has been introduced to us by a common friend
than a person we meet directly. This process of trust-build-
ing is rapport.
26
Before we go on, just a reminder: the ‘t’ in rapport is

silent—the word is pronounced “rappor.” Got it?
Establishing Rapport
When we talk about “mind control,” we must understand
the importance of rapport. Rapport is the first and most
important step toward building a relationship. Unlike the
cavemen, we don’t walk about with weapons that we can
throw down to show others we mean them no harm. We
have to use more subtle ways to convince them of this.
Rapport in modern terms means meeting people on
their terms, not yours. This is where you establish trust
and credibility. To do this, you must first be able to meet
people on their conditions, because people tend to have
the “What’s in it for me?” idea running in the background.
This is a mistake most of us make; we always try to judge
others by our level of thinking, when it is much easier to
use to their level of thinking. Most people are driven by
profit motives, profit meaning not just money, but ben-
efit to themselves, their family, etc. All you have to do is
convince them that not only do they have nothing to lose
from this transaction, but that, on the contrary, they have
a lot to gain.
This might seem very difficult at first glance. How do
you convince a person they have a lot to gain from a rela-
tionship with you when you apparently don’t have much to
offer? The secret to remember is that you don’t really have
to give the person something in terms of material goods.
There’s a lot more a person can offer. You can call it the
dynamics of social relationships, if you wish. You can give a
person a lot without parting with your material goods and
money. As a matter of fact, people are looking for people
27
like you, people who have a lot to offer. Give it to them, and
you will have them eating out of your hand.
Here’s how to do it. We all know that a lot of, if not
most, communication takes place in a nonverbal manner.
You don’t even have to open your mouth and speak to get
an idea across. You can depend on body language to do it
for you. Why not use this to our advantage?
How many times have you heard that it’s not just what
you say but how you say it that matters? Keep this in mind
and you’ll find things are a whole lot easier. You should
also remember that, from now on, you’re moving toward
becoming an expert communicator. Whatever you’re doing
is now no longer the product of the unconscious; rather,
you’re working on the conscious level.
The other person, by contrast, is not fully aware of what’s
happening. You are working on their unconscious mind.
The person will then have no idea what hit them. Before
the person can actually think of what happened, you will
have your wish fulfilled.
Rapport Key: People like others who are like them.
This does not necessarily mean there should be a physical

similarity between two people. It can have the same effect if
two people are in fact doing the same things like standing
or sitting in the same positions, assuming the same postures
and talking about a topic on which they mutually agree.
• Have you ever yawned because someone else yawned?

• When a friend stubs his toe, do you flinch and make
the same type of face?
• Have you ever looked up because others were look-
ing up?
28
• Have you ever started itching because you watched

someone else scratch?
• Have you ever ended up picking up a Southern
accent because you were talking to someone from
the South a tad too long?
Mirroring and Matching

The most basic level of rapport is physically mirroring
the person you are targeting. When you mirror someone,
you’re simply offering that person a reflection of himself or
herself. As a matter of fact, you’ve been “mirroring” all your
life. This is how you learned as a child. You learned verbal
communication by going through three stages: babbling,
mirroring, and echolalia. You AUTOMATICALLY will mir-
ror anyone you have a rapport with. This doesn’t really
come out of a conscious effort, but is rather spontaneous.
This simple technique has a super-powerful impact
because of the way people respond to their own behavior.
It’s quite remarkable how people take a cue from somebody
who apparently is trying to imitate them. There’s an old say-
ing that goes, “Imitation is the sincerest form of flattery.”
How true that really is! All of us seek approval and appreci-
ation, and what better way to show appreciation than to do
and say like the other person is doing or saying?
When you offer back to your target their own behavior,
they relate to it on a subconscious level and experience a
sense of unity. There is little in life as satisfying as seeing a
reflection of ourselves in another. This is one of the most
powerful tools in mind control.
When you see a couple of friends at a coffee shop in con-
versation, chances are you’ll find them sitting in the same
29
position and making the same movements and gestures. If

you are in a relationship (and you’re getting along), you
will notice how you and your partner sit in the same phys-
ical position if you’re in close proximity with each other.
You will also breathe with them.
In physics, there is a law called “entrainment,” which
states that if two items in motion are in close enough proxim-
ity, they will synchronize. If you put two grandfather clocks in
the same room, for instance, their pendulums will eventually
swing together. This seems also to work for living creatures.
I remember being in New York City teaching this con-
cept. During a break, I had a few of the students look around
the room as we drank our coffee. You could plainly see that
the people engaged in conversation were mirroring and
matching each other to the point of having nearly all the
same gestures and movements. They had known each other
for only a few hours, and yet had established a common
bond (learning mind control techniques), thereby estab-
lishing a very natural rapport with each other. Later that
day, while walking to dinner with several of the students, we
saw several examples of this natural occurrence:
• Two NYPD officers talking at a coffee shop, both

leaning against the wall, gesturing with the hand not
holding coffee.
• A couple in love, sitting on a park bench in inti-
mate conversation, their movements perfectly
synchronized.
• Two cab drivers in a very loud, animated conversa-
tion on directions to an address.
Since this happens in nature, let’s speed up this

phenomenon.
30
What you want to do is present to your target’s subcon-

scious mind a mirror image of herself. This puts your target
at ease at a subconscious level, since rapport is natural in
friendship, and it speeds up the rapport process. First you
want to match physically your target’s stance. You assume
the same position as they maintain, sitting the same way or
standing the same way.
• Breathe at the same rate as they do.

• If they lean slightly, you lean the same way.
• If they cross their legs, you cross yours.
• If they adjust their clothes in some way, you adjust
yours in like manner.
You have to be careful about something very important:

your targets must not feel that you are trying to consciously
mimic them or are in any way making fun of them. So how
can you match them without making it too obvious?
That’s easy! Try this:
1. Slow down your responses. Wait about one to three

seconds before matching their action or posture.
2. Keep your focus on your target; never mind if the
movement is not natural to you. If your target does
it, then you do it. If you’re focused on how you feel,
you are not focused on your target. Your internal
state is not important. Only the goal of establishing
rapport matters.
Try this as an experiment. The next time you’re in a

conversation with someone and you feel there’s a rapport,
lean against a wall or lean back and continue talking.
31
Watch what happens. A few seconds later, the other per-

son will lean as well. Then cross your arms…the other will
follow suit.
The more you are in rapport, the more mirroring and
matching will occur. Once you are in complete rapport,
you’re in a position to persuade the other to do as you wish.
A Word of Caution!
Now that you’re aware of this powerful tool, you will begin
to understand why it’s so important that you be careful and
aware of the messages you’re transmitting to your target
nonverbally! If you are in rapport, the people you are com-
municating with will mirror your:
• Frustration
• Hatred
• Anger
• Disbelief (in them, yourself, or a product)
I stress this because we see this all the time. In fact,

historically, leaders have taken societies to war by having
the populace mirror their feelings. Of course, this can also
happen very subtly. Once, while teaching a class, I received
some bad news. Even though I tried to not let my anger
show, the class suddenly took on a very negative tone. The
students were mirroring my internal state. I’d spent a great
deal of time getting into rapport with the class, and now it
was coming right back at me! It renewed my respect for this
technology, which indicates that people will mirror their
environment.
32
Exercises to Master Rapport
Breathing:
Mirroring someone’s breathing is subtle because breath-
ing itself is such an extremely subconscious process. When
you mirror and match another person this way, it’s almost
impossible to detect, because it’s something we all have to
do.
Pick some targets (people) to match breathing with, in:
• A coffee shop
• A business meeting
• A party
Physical Posture:
As stated before when people are in rapport, they mirror
each other. When you do this consciously, you move into
the area of gaining trust and confidence at will.
To achieve this, you must practice being able to mirror
and match others at will. The following steps will help you
to get the hang of it.
1. Start in an easy place—your workplace preferably.

2. Pick and choose people you know rather well and
mirror and match them in a conversation—you’re
doing this anyway, but now move into the conscious
level.
3. Pick a coworker you know the least and start a con-
versation, physically mirror and match the other
person, maintain your focus on him/her.
4. Start a conversation with your boss and do the same.
Note: Stay away from controversial subjects at this level.
33
Now you are ready to move into a social setting. Start a

conversation with someone in a coffee shop or restaurant,
using the mirror and match technique.
Special Bonus: Remote Rapport Targeting

To prove the power of this technology, go to a public place
again, like, say, a coffee shop. Pick a target. Once you have
the target spotted, get into the other’s peripheral vision (off
to the side) and begin to mirror and match from a distance.
This is especially fun at a coffee shop. Sit the way the other
does. Breathe with the other. The other takes a sip; you take
a sip (have the same kind of drink, if possible).
You will be amazed at how, before long, your target
will start a conversation with you. The other person will be
drawn to you.
The following story will illustrate the efficacy of this
technique:
I was driving down from Chicago to Florida to teach
an advanced mind control class. On the way, I decided to
test my “targeting” skills. I stopped at a Waffle House about
midnight. I picked a person sitting at the counter. He was
not like me at all physically. He was a big man (belly way
over belt!) with long hair pulled back into a ponytail and
a full beard, a leather vest, and a trucker’s wallet (the type
with a chain to the belt). I’m short, in shape, short-haired,
and clean shaven, and I was wearing dress slacks and a sport
shirt. Opposites, if you will!
After sitting for a while, I assumed the same physical
posture as my target. I noticed my target was reading a
paper while he drank his coffee and ate. I had a magazine,
so I pretended to be reading it. He turned a page; I did
also. If he took a bite of food, I would. He took a drink of
coffee; of course, I did too.
34
He refilled his coffee, so I got the waitress to refill my

cup. About this time he started a conversation. He asked
who I drove for (he assumed I, too, was a trucker). I just
said I was on my way to a seminar. He looked at my reading
material and asked if it was a martial arts seminar. I just
nodded; as we talked, I kept the focus on him and on what
he wanted from life.
I knew I needed to test the level of rapport. As we talked
more, my target stated that after this cup he was going to
pull out and get back on the road. As he drank his coffee,
every time he took a sip, I would also, only a very small sip.
When his cup was empty, mine was still half full. I picked up
my coffee and, taking a deep gulp, said it was good and that
I would have one more.
My target looked around, looked at his watch, and said,
“I think I will have one more, too—have to drive late any-
way! Could use the coffee.” He was in rapport and wanted
to stay that way, so his conscious mind rationalized why he
would stay (maybe this is why it is hard to get out of a bar
with friends!).
Before our conversation was over, he told me all of his
personal problems, including a prostrate problem that
caused sexual dysfunction. I state this because guys do not
talk about this difficulty easily, except with close friends…
even then, rarely. He stated it as if he knew me for years.
When I suggested he see a hypnotist, he answered that he
would. This again reminded me of the power of rapport
and mind technology.
Amazed? Practice these skills and see how much more
you will be amazed!
35
Chapter 4
Communication Styles: The

Second Key
The goal here is to learn how your target thinks!

Now that you know how to get into a subconscious rap-
port with someone, you need to know the secret to decod-
ing their thoughts. When you begin to think about how
people think, the process of how your mind works really
becomes important.
Many of us start to think about all the things psychology
has taught us in recent years. Unconscious motives and the
theories Freud, Jung and all the other great psychological
minds have come up with in the last one hundred years
come to our minds.
I know all of this is great information, but it’s of little
use to any of us who want to quickly influence people to
our way of thinking (and acting). What you want is a quick
way to decode what’s going on in your target’s head. Right?
Well, the process of discerning that is what is called
“neuropsychogenics.” We want to know, quickly, how a per-
son’s mind is processing information. As for the why, which
constitutes the deep psychological theories, we shall leave
that to the researchers!
I’ve hypnotized well over seventy-five thousand people,
fifty thousand of those in the last three years. While I was
doing this, I researched what worked in the real world.
What I found was startling: people think in very simple
ways. This is not to say people are simple—no! We are not!
We each have a complex psychological makeup that affords
37
us options relative to how we respond to the world. At the

same time, how we really think is rather simple. The way
people process information is very basic.
You have five senses…visual, auditory, kinesthetic (feel-
ing), olfactory (smell), and gustatory (taste). These are
your only senses, and these are what your brain uses to pro-
cess information. It’s logical to project that this is how other
people will also process information. Most of the people
you’ll ever deal with process information primarily in one
of three ways:
1. Visual (seeing)
2. Auditory (hearing)
3. Kinesthetic (feeling)
We use all of these to communicate, but there’s usually

a predominant way in which a person likes to think and
communicate. If you know how your target thinks and com-
municates, it puts you into a deeper level of rapport, thus
causing the other to open up to your influence, i.e., to your
way of thinking.
I’d bet if you monitor most of your friends, especially
your closest friends, you’d find you use the same commu-
nication styles. This is natural. You don’t have to work at
communicating with them, because you’re already on the
same wavelength. It sounds good to all of you, or it just feels
right talking to them.
See if any of the following apply to you, or to someone
you know:
Visual people are those who:
• Speak fast (remember, a picture is worth a thousand

words!) they also use broken sentences and may
38
Communication Styles: The Second Key
jump ahead and finish your statements.

• Gesture a lot with their hands. Use a lot of pointed
movements.
• Breathe shallow and fast; they may even get breath-
less if speaking on a subject they like.
• Are very mindful of how they look—colorful, and
like to match (would rather look good than be
comfortable!).
• Look up a lot with their eyes.
• Socialize a lot—like being seen in the right places at
the right time!
• Are neat freaks.
• Are impatient.
• Are result-oriented—get the job done.
• Use SHOW ME as their watch words!
• Think very fast (speed of light versus speed of
sound).
• Love graphs, charts, visual presentations, EYE
CANDY.
• Like short clear, concise presentations that get to
the point.
• Hate being interrupted—they may lose their
thoughts.
• Ask questions that stimulate visual responses—“How
will this look to the others?”
• Are keen on: “Can you see this happening? Would
you like to see our information?”
• Use visual words: look, see clear, sharp, focus.
Auditory people:
• Speak slower and are rhythmic.

• Like long conversations.
• Tug at their ears or touch their mouths.
39
• Have deeper breathing, mid-chest range.

• Are more casual in dress—no bright colors, but still
like to “match”!
• Are slower in their thought process but are more
deliberate in their thinking.
• Like to talk things over with others as well as with
themselves to check on how it sounds.
• Love animals, have a kinship with nature.
• Look to the sides a lot.
• Would rather live in the quite countryside than in a
city.
• At a party, will huddle with others to talk.
• Like soothing music at work.
• Are good at handling people.
• Are more open to both sides of an argument.
• May over-explain things!
• Need to be told what to do.
• Need to be listened to.
• Do not like charts and graphs.
• Use a lot of stories and metaphors
• Can be talked out of things by others.
• Use auditory words: hear, talk, discuss, cry, buzz.
Kinesthetic people:
• Speak very slowly and deliberately.

• Touch chest or rub chin, use gestures that draw you
in.
• Look down.
• Breathe slow and deep.
• Are very casual in dress, comfort being the key.
• Need to apply feeling to thoughts (“I am not sure
how I feel about this”).
• “Huggy,” and may be moody.
40
• Like parties where they feel comfortable.

• Make great counselors and brilliant business people.
• Like hands-on learning.
• Can read through manipulative presentations and
people.
• Do not like graphs or charts.
• May be one step ahead of others in negotiations.
• Use feeling words: touch, grasp, handle, dig in.
To make it even easier, nature has given us a cue to find

out how our target is processing information. In neuro-
psychogenics we call it the EYE-MOVEMENT PATTERN.
This is simply automatic, unconscious eye movement that
usually accompanies a particular thought process, indi-
cating the accessing of one or more of the three primary
sensory representational systems. Of course, when people
are talking, they’re also thinking. In the process of think-
ing and talking, they move their eyes in what are known
as eye-movement patterns. These movements appear to be
signals of their attempts to gain access to internally stored
or internally generated information in their brains. This
information is encoded in the speaker’s mind in one of the
representational systems.
When a person “goes inside,” or retreats within, to
retrieve a memory or to create a new thought, the person
“makes pictures,” and/or “talks to herself,” and/or “has
feelings and kinesthetic sensations.”
With a little bit of practice, eye-movement patterns
are easily observable behavior. When you watch people
talking—and, of course, simultaneously thinking—you’ll
notice that their eyes are constantly in motion, darting back
and forth, up and down, occasionally glancing at objects
and people, but just as much “focused” on inner experi-
ences. As previously stated, these movements are signals of
41
the way they are thinking. In the descriptions that we will

be discussing, “looking” would refer to the movements of
a person’s eyes in the direction indicated, “left” meaning
toward the speaker’s left, and “right” toward his/her right.
It would be helpful to keep in mind that this access-
ing behavior represents “looking” internally; i.e., during
the moment of information retrieval, people are general-
ly not conscious of external visual stimuli. Rather, they are
concentrating on internally stored or generated images,
sounds, words, and feelings. Please observe also that the
words in parentheses in each category indicate the kind of
information being accessed.
Internationally famous therapist Virginia Satir discov-
ered that the eyes move as they access memories and came
up with Eye-Accessing Movements.
• How you ask the question determines where your

eyes will go.
• How people move their eyes tells you what part of
their brain they are accessing.
• You process information internally either visually,
auditorily or kinesthetically, olfactorily or gustatorily.
A small percentage of people are reversed. Some say if

you are left-handed, then your eye-accessing movements
are reversed. This also varies from nation to nation. The
French, for instance, use more gustatory and olfactory
accessing than we do.
The easiest way to remember these is:
• If you look up, you are making pictures.

• If you look side to side, you are making sounds.
• If you look down, you are either talking to yourself
or accessing a feeling.
42
Until you get used to it, just remember: pictures, sounds,

feelings. Then learn each side. The diagram illustrates the
direction of a person’s eye-accessing movements as you are
facing the person, that is, your left is the other’s right.
When we process information internally, the process itself

can be visual, auditory, or kinesthetic. It is possible to access
the meaning of a word in any one, or in a combination of
the three primary sensory channels.
Vc Visual Constructed: Seeing images of things

never seen before, or
seeing things differ-
ently than they were
seen before. Questions
include: “What will you
look like at ninety?”
Ac Auditory Constructed: Hearing sounds not
heard before. Questions
include: “What would
your name sound like
backward?” “How would a
dog barking, a car horn,
and children playing
sound?”
K Kinesthetic: Feeling emotions, tac-
tile sensations (sense of
touch), or proprioceptive
feeling (feelings of mus-
cle movement). Ques-
tions include: “Is your
nose cold now?” “What
does it feel like to run?”
43
Vr Visual Remembered: Seeing images of things

seen before, in the
same way they were
seen before. Questions
include: “What does your
coat look like?”
Ar Auditory Remembered: Remembering sounds
heard before. Questions
include: “What’s the last
thing I said?” “What does
your alarm clock sound
like?”
Ad Auditory Digital: Talking to oneself. Ques-
tions include: “Say some-
thing to yourself that you
often say.” “Recite the
Pledge of Allegiance.”
V Visual: The blank stare is visu-
al—either constructed or
remembered.
To keep this as simple as possible while you’re learning this,

it is best to focus on the fact that if your target looks up,
they are making a picture. If they look to the sides, they are
making sounds. If they look down, they are talking to them-
selves or feeling something.
A good example of how you can use eye-accessing cues
is in the case of a car sale. A salesman might stress different
features to a customer depending on the customer’s prima-
ry representational system in order to “step into his model
of the world.”
For an auditory customer, the salesman could stress the
thud of the reinforced doors, the upscale stereo system,
44
the whisper-quiet ride. To a visual customer, the salesman

would stress the clean, sleek lines, the clear view of the
scenery through the large tinted windows and sunroof, and
might ask them to picture themselves behind the wheel. A
kinesthetic person might respond more to the feel of the
full grain leather seats, the thought of the wind in their
hair, and the warm sun on their face through the sunroof
as they drive along the highway.
You also have to stress that even though they have a pri-
mary system, you should try to appeal to all systems, because
we all use more than one. This would also take into account
another person who might be involved in the decision mak-
ing process, i.e., the spouse or parent accompanying the
buyer.
Consider an example from your personal life. An audi-
tory husband might leave socks on the floor, dishes on the
table, shoes in the corner, newspapers here and there. A
visual wife might feel that she married a total slob who
doesn’t appreciate her effort to create a pleasant, tidy
house. “If he loved me,” she would think, “he would care
that I spend all day cleaning.”
On the other hand, the auditory husband may come
home from work and sit down to read the newspaper.
Meanwhile, the wife has the food processor running, the
TV is on, and one teenager is blasting the CD player while
the other is teasing a barking dog. The husband, who is
auditory and trying to engage a visual task, screams, “Can’t
I get some peace and quiet in my own home?” Again misun-
derstandings can occur. It might save a trip to the divorce
court if both partners realized that:
• To this wife, the visual appearance of the home or

her clothes or the lawn is important to her, though it
makes little impression on an auditory person.
45
• To this husband, the bombardment caused by of all

these sounds at once would be like a visual person
watching a laser show in an electrical storm!
Just understanding differences can make things run

much smoother.
Finally, the situation of teenagers coming home late and
the parents asking where they’ve been is one way to utilize
eye-movement cues. If the teenager looks up and left, they
are visually remembering and telling you where they were.
If they look up and right (visual construct), it is possible
they are fabricating a story that you would accept. It doesn’t
necessarily mean that they are lying, but it may be that the
parent ought to ask a few more questions.
Eye-Accessing Cues—A Coworker

For this exercise, ask a coworker (or business associate) to
sit opposite you in a comfortable chair as you ask the fol-
lowing fifteen questions. Next to each question, note the
eye-accessing cues you observed by writing beside each
question the abbreviations in bold below:
Vc Visual Constructed—movement up and to the

person’s right
Vr Visual Remembered—movement up and to the
person’s left
V Visual—movement straight ahead and eyes
defocused
Ac Auditory Constructed—movement sideways to
the person’s right
Ar Auditory Remembered—movement sideways to
the person’s left
46
K Kinesthetic—movement down and to the per-

son’s right
Ad Auditory Digital—movement down and to the
person’s left
Example: How does your car’s engine sound? Ar
1. Think of your favorite song and hum it to yourself.

_____
2. Which is colder, your right or your left hand? _____
3. What would you look like if you weighed fifteen
pounds less? _____
4. Who was the first person you saw yesterday? _____
5. Think about the last time someone cut you off when
you were driving your car. _____
6. What does a car alarm sound like? _____
7. What does your mother’s voice sound like? _____
8. When you are feeling sad, what lifts your spirits?
_____
9. How much is 125 divided by 5? _____
10. Who was the last person you spoke with before you
came here? _____
11. Recite “Mary had a little lamb” silently. _____
12. What does it sound like when the television is on,
the phone rings, and someone knocks on the door?
_____
13. Think about the last time you felt proud of some-
thing you did. _____
14. What color are the walls in your bedroom? _____
15. Imagine what a purple dog would look like. _____
47
Representational Systems Overview
Seeing (Visual)
Eyes These people look up to their right
or left, unfocused.
Gestures Their gestures are quick and angular,
and include pointing.
Breathing High, shallow, and quick.
Speech Fast.
Words The words that capture their
attention include:
See, look, imagine, reveal,
perspective.
They prefer pictures, diagrams,
movies.
Hearing (Auditory)
Eyes These people look down to the left
and may appear “shifty-eyed.”
Gestures Their gestures are balanced,
touching one’s face (i.e., rubbing the
chin).
Breathing and Mid-chest, rhythmic.
Speech Speak rhythmically.
attention include:
48
Hear, listen, ask, tell, clicks, in-tune.

They prefer lists, summaries, quotes,
readings.
Feeling (Kinesthetic)
Eyes These people look down to the right.
Gestures Their gestures are rhythmic,
touching their chest basically true for
men)—Clinton.
Breathing and Deep, slow with pauses.
Speech Speak slowly.
attention include:
Feel, touch, grasp, catch on, contact.
Presentations Toward [Goals]: achieve, attain, gain.
Away from [Problems]: avoid, relieve,
out.
To be more persuasive with all groups, make the rep-

resentation BIGGER, CLOSER, MORE COLORFUL, 3-D,
MOVIE.
The following lists are predicates in language (verbs,
adverbs, and adjectives) that have specific representational
systems. A way of detecting the primary (most commonly
used) representational system a person has in conscious-
ness is by listening to the language, the sentences generat-
ed, and noticing the predicates used.
49
Visual
See
Picture
Perceive
Notice
Look
Show
Appear
Clear
Pretty
Colorful
Hazy
Observe
Flash
Focus
Bright
Scene
Perspective
Imagine
View
Vista
Horizon
Make a scene
Tunnel vision
Plainly see
See eye-to-eye
Mind’s eye
Bird’s-eye view
Catch a glimpse
Bright future
In light of
Audtitory Sound
50
Hear
Discuss
Listen
Talk
Call on
Quiet
Inquire
Noisy
Loud
Outspoken
Articulate
Scream Pronounce
Remark
Resonate
Harmony
Shrill
Oral
Whimper
Mention
Tongue-tied
Ring a bell
Loud and clear
Idle talk
To tell the truth
Word for word
Rap session
Unheard of
Feel
Relax
Grasp
51
Handle
Stress
Pressure
Smooth
Clumsy
Rough
Hard
Grip
Warm
Rush
Firm
Euphoric
Clammy
Touch
Calm
Dull
Burning
Stinging
Get the drift
Boils down to
Hang in there
Sharp as a tack
Slipped my mind
Pull some strings
Moment of panic
Smooth operator
Get the drift Think
Decide
Understand
Know
Develop
Prepare
Activate
52
Manage
Repeat
Advise
Indicate
Consider
Motivate
Unspecified
Plan
Anticipate
Create
Generate
Deduce
Direct
Achieve
Accomplish
Initiate
Conclude
New knowledge
Creative option
Aware of
Intensify
Incorporate
Differentiate
Represent
Olfactory/Gustatory
Smell
Fragrant
Stink
Reek
Aroma
Pungent
Sour
53
Sweet
Acrid
Musty
Fresh
Bland
Stale
Fresh
Bitter
Salty
Nutty
Delicious
Salivate
Spoiled
Sniff
Smokey
Bitter pill
Fish notion
Once you learn these, you can transpose them to their rep-
resentational system. Don’t be like the therapist who says,
“Get in touch with your feelings,” when the client is visual.
Women like therapy more than men because they are more
feelings-oriented (kinesthetic). It is harder for men to “get
in touch” with their feelings. A person can also be thinking
feelings and talking pictures. A nationally-known motiva-
tional speaker and expert in the psychology of peak per-
formance, Tony Robbins, is auditory but represents himself
visually on stage.
Always communicate in the other person’s world. Use
their terminology. Mirror their words, tonality, speed, etc.
Using sales is all that therapy is . . . asking questions. Talk
their language. Step into their model of the world.
54
Representational Systems Chart:
Seeing (Visual) (60 percent)

Eyes: Look up to their left or right
or may appear unfocused
Gestures: Are quick and angular,
include pointing
Breathing and speech High, shallow, and speak
quick, staccato
Words: Visual terms: see, look, imag-
ine, reveal perspective
Presentations: Prefer pictures, diagrams,
movies (eye candy) graphs,
data
Hearing (Auditory) (25 percent)

Eyes: Level left and right, down to
the left (may appear shifty)
Gestures: Rhythmic, touching one’s
face, (i.e., rubbing the chin),
ears, mouth
Breathing and speech: Midchest, rhythmic
Words: Auditory terms: hear, listen,
ask, tell, click
Presentations: Prefer lists, summaries,
quotes, readings
55
Feeling (Kinesthetic) (15 percent)

Eyes: Down and to the right; look
down a lot
Gestures: Rhythmic, touching the chest,
in close
Breathing and Speech: Deep, slow, with pauses
Words: Feeling words: feel, touch,
grasp, catch on, contact
Presentations: Toward (goals); achieve,
attain, gain
Away from (problems); avoid,
relieve, out
Unspecified
When you use unspecified terms, the person will fill in
is the blank using her own representational system. If I say
“think,” and you are visual, you will fill in with visual terms.
Again, we all use all three, but there is usually one that is
predominant. It may change by context. Someone may be
visual at work and kinesthetic at home. (A kinesthetic, by
the way, will drive a visual crazy.)
Representational systems are the most powerful tool you
can use to influence people. Observe how a person moves
their eyes, listen to their language, step into their world.
Rapport = Really All People Prefer Others Resembling

Themselves.
People like people who are like themselves. If you hear

someone representing visually, feed back visually.
56
Training hint: If you ask, “Are there any questions?”

with your hands pointing down, it will subconsciously dis-
courage any questions. If you ask the same question with
hands pointing up, you will encourage questions.
Identifying Predicates—Coworker
All of us use predicates that indicate our preferred rep-
resentational systems, and your coworkers are no excep-
tion. For today, listen to the predicates used by a coworker
with whom you spend a lot of time, and write down each
predicate you hear. When you’ve finished, add the number
of words from each system to determine the preferred rep-
resentational system.
Get the Drift—Represent

I remember being in a situation that showed how this
can be lifesaving learning. As consultant to the manage-
ment of a steel mill, I was trying to see how best to help
the employees comply with what the employers expected
of them. While I was at it, an employee with twenty years
on the job was being counseled about his drinking. He was
told that he needed to stop drinking and start attending AA
meetings regularly. Failing that, he faced the risk of being
fired.
The counselor, who was not mirroring him—in fact, was
“in his face,” directly across from him—was asking him (in
a very authoritative manner) how he felt about his drinking
habit, and what feelings stopped him from attending AA
meeting. The client responded that he did not see that he
really had a problem with drinking, and, as such, he just
could not see himself going to AA.
The counselor responded even before the man was fin-
ished, “How will you feel when you’re fired from your job,
57
and out on the street, after being twenty years on the job?
Won’t this make you feel bad?”
The client responded, “I just do not see anything like
this happening at all. I can’t see myself out of work.”
This went on for a while before they asked for my input.
I started by mirroring the client; I then asked what it would
take him to “see” himself going to AA. I also had him imag-
ine SEEING himself cleaning out his locker, as he SAW the
guards waiting to escort him out the gate for the last time. I
asked him, “Can you SEE how your drinking has made the
company SHOW you the door?”
The client slumped in his chair, his eyes teared up, and
he asked, “Does it really look that bad? Is the future really
that dark?”
I replied, “Darker than you now SEE! It is your choice
to LOOK NOW at your drinking as something fine, when
we all SEE a problem, a problem that will SEE you put out
on the street.”
“What can I do?” he asked. Now he was ready to be
influenced and controlled, but he had to SEE the options
and penalties.
All I did was use this technology to help this man. What
the counselor did was OK; in fact it would have been bril-
liant if the worker had been a feeling person. The client
was not resistant; the counselor was.
Here are some exercises to help you master decoding
your target’s communication style and representational
systems.
Exercise 1: Celebrity Interviews

Good interviewers are able to probe people with insight-
ful questions. Watch shows that feature well-known public
figures as they respond to questions. I suggest you tape a
58
few shows, like Larry King and Oprah Winfrey, and watch
them.
• With the sound turned down, watch for eye move-

ments. Do you notice any patterns?
• Now turn up the sound and listen to the words. Do
they match the eye movements?
• Look for any down-right eye movements to tough
questions.
Exercise 2: Game Shows

These shows have ordinary, real people in different sit-
uations, especially shows that make the people think and
retrieve information. “Jeopardy,” and “Who Wants to Be a
Millionaire?” are good, to name two. Tape them, and again:
• Watch for eye-movement cues

• Listen for predicate words.
Exercise 3: Controversial Subjects

Some shows delight in the pitfalls of human condi-
tions—Jerry Springer and the like. Watch these shows and
repeat the above exercises. I also suggest you watch shows
like “Meet the Press” and “Crossfire.” The results are, well,
eye-openers!
Life Application
Here’s a story submitted by a student illustrating the
power of this technology and ways to practice it in real life:
After having recently completed some of the rapport
skills that Dr. Horton teaches through his beginner tape
series, this is what I came up with. What makes my story all
the more interesting, I believe, is the fact that:
59
1. I have been practicing combat martial arts for thirty

years and could’ve used those skills instead of the
rapport skills under the circumstances, and
2. I was with my four-year old boy on the day I used my
rapport skills INSTEAD of my martial arts fighting
skills. When I look back on it now, I realize that it
was a blessing, given the fact I would never want my
son to experience witnessing his father engaged in
the violent act of seriously harming anyone, much
less a dangerous ex-felon who might pull out a knife
or a gun and try and really hurt his father or anyone
else.
Twenty minutes after getting on a city bus headed for

downtown Los Angeles with my four-year-old son, two men
got on board and sat down across from us and started shar-
ing in hushed tones experiences about their prison lives
and some of the violent crimes they had committed.
I glanced over a few times, just enough to notice the
telltale signs of men who’ve done serious time behind bars:
multiple prison tattoos done with pen ink, large upper-
body mass and smaller leg development, prison tans, vacant
eyes with cruel expressions, and hard faces. All the signs
I’ve learned about from the time I’ve spent around Orange
County Sheriffs and prison guards (including a brother-in-
law) who I’ve spoken to, personally trained, or visited at
their workplaces.
Having just started learning neuro-psychogenics, it
hadn’t yet occurred to me that I could use what I was learn-
ing in “real life” and it was not just a clinical or therapeutic
situation. I was still relying on all my other “life” skills that
had taken care of me up to now. In fact, I was learning NPG
to promote my Pain Management/Pain Control Practice
that I was struggling to get off the ground, and had spoken
60
to Dr. Horton about ways that NFNLP could help me launch

my business. The idea of using rapport skills to “connect”
with someone that I would only normally “connect” with on
a combat level was beyond the grasp of my mind.
I quickly went through some options: Switching seats is
out because the bus was overcrowded and people were in
fact standing as well as sitting. There were still ten or fifteen
stops to go before we got to my wife’s workplace, which put
us too far away to walk (he’s a sixty-pound four-year-old,
which is a little heavy to carry very far). Even if we did get
off the bus now, it was a bad part of town to walk through,
much less wait around to catch another bus.
The fact that both of these guys were wearing army
fatigue jackets and it was over ninety degrees outside didn’t
escape my attention, either.
Then it came to me—something in the tapes that Dr.
Horton referred to as “Targeting.” I could start mirroring
and matching their physiology. It didn’t matter which one,
and it didn’t make sense to do both men because “target-
ing” doesn’t work like that.
“I’ve got to pick just one,” I told myself, so I selected the
man closest to me and noticed how he was sitting. I crossed
my ankles like I was a mirror reflection of him, and did the
same with my arms. Whenever he moved, I waited a few sec-
onds and then I readjusted my posture to match his. Then
the bus stopped and he actually got off, leaving me with his
“friend,” who I immediately began pacing. I mirrored his
movement at first, and then I matched it. Why mirror then
match? It provided me with an opportunity to get into his
particular rhythm gracefully.
After just a few minutes, I began noticing the rise-and-
fall rhythm of his shoulders and thought I would make an
effort to mirror his breathing patterns. He also had a habit
of folding his arms across his chest, which made it easier to
61
calibrate his breathing. Before I knew it, I was pacing his

physiology INCLUDING his breathing. He even looked at
his watch a few times, after which I looked at mine.
Ten, maybe fifteen minutes went by, and the bus slowly
emptied out as my son and I approached our destination.
People got away from this “mean-looking” guy as quickly as
possible. I sat there, using my rapport skills, confident, very
confident, that I was actually connecting with this ex-con
on an unconscious level. And before I thought of testing to
see if we were in rapport by leading him, guess what!
Three stops before I was to get off the bus with my son—
are you ready?— he leans forward and actually manages
what I’ll consider a smile—showing four upper teeth and
all! And, like we’re cell mates, he asks me, “Hey, man, does
this bus go all the way into Venice?”
“I’m pretty sure it does” was my response, but I made
sure to answer after a brief hesitation, because I wanted
him to think I was really reading a newspaper I had been
pretending to read to mirror the magazine he was reading.
“Thanks, man.” He then glanced at my son, winked
at him, and then went back to his magazine. The wink
unnerved me a little, I have to admit, but better a wink than
an icy stare, right?
For those readers who don’t understand hard-core vio-
lent prison types—when you’re in their presence (especial-
ly if there are two or more of them!)—the response I got
from this man speaks volumes about the rapport I achieved
with him in the short period of time I paced him. You would
have had to be there to get the full effect, and reading my
words, short of a VAKOG novella, doesn’t do the experi-
ence justice. All I can say is, I was initially ready to go into
combat mode based on my instincts, and I ended up using
rapport techniques! You be the judge.
62
Did I use combat rapport skills? Absolutely! Just like

the combat martial arts I practice. Only it’s taken me thirty
years to achieve the skill level I’m at today with my mind
and body as it pertains to martial arts. Whereas it literally
took me as long as it takes to watch the “rapport” part of the
tapes to learn the rapport skills that I used on the bus that
day. I had to write this to let everyone know that I am just
a beginner, and all I did was “paint by numbers” with what
Dr. Horton taught.
63
Chapter 5
The Third Key: Effective

Listening and Putting It
Together
Now that you understand the basics of both rapport and

communication styles, it’s time to put them together. When
you mirror and match someone physically, you also want to
match their language and eye movements. This helps fur-
ther deepen your level of rapport. When you do this con-
sciously, you make your target feel comfortable, almost as
though the two of you have known each other for years.
IMPORTANT NOTE: Although being liked can be a
by-product of rapport, it is important to remember that
rapport is much more than simply being liked. To become
a master of mental science, one who easily and fully estab-
lishes rapport with others, you must become an exquisite
partner in the communication dance. To seek rapport with
others is to invite them to dance, and then influence them
in a manner that is persuasive, decisive, and, at the same
time, smooth and elegant throughout the interaction, even
as you reach a mutually desirable outcome.
You might find it useful to think of rapport as how
responsive the other person is to you and your positive
intentions. You create rapport by being responsive to the
other person through pacing and mirroring that person’s
verbal and nonverbal behavior.
The most basic rule of human nature is that people are
primarily interested in talking about themselves and what
65
they want. They are not really interested in what you think
or want.
To master rapport, you must accept the fact that you
have to meet and accept people for who they are, not what
you think they are or should be. A person’s thoughts are
usually governed by self-interest. Rapport skills give you
the upper hand in skillfully getting your way, though in a
very subtle manner. When you let people talk about them-
selves or something they are passionate about, they will be
deeply interested and will ultimately think you’re a genius
and great conversationalist! To do this, you must learn to
give up words like I, me, and mine. These must become
the smallest part of your vocabulary. Consciously pick your
words, because your target is the important thing on which
to focus.
If you give up the satisfaction you get from talking about
yourself, and the pleasure you get from using I, me, mine,
your personal power will increase exponentially. This will
take some practice. It’s normal to talk about yourself but, as
you learn this technique, you’ll easily master this skill.
Also, you must understand one universal trait of all
human beings, a trait so strong, it makes us do a lot of the
things that we do, both good and bad. This is the DESIRE
TO FEEL IMPORTANT and BE RECOGNIZED. The
more important you make people feel, the more they will
respond to you. Pretend everyone you meet has a huge,
bright sign around their neck that says: “MAKE ME FEEL
IMPORTANT!”
The power of mirroring and matching allows you this
special opportunity. Rapport skills will enhance your life
and make you a great communicator. People will want to do
what you want them to do. When people tell me they have
problems with rapport techniques, their biggest problem
66
The Third Key: Effective Listening and Putting It Together
is that they start with the techniques but then veer into
talking about themselves. This kills rapport.
Exercises to Make People Glad They

Talked to You!
Imagine that someone of great importance, like the pres-
ident, a famous movie star, or perhaps your personal idol,
just came through the door. What would your initial reac-
tion be?
Most people do a quick intake of air, a slight gasp. This
quick intake of air is how we show HONOR and RESPECT
at the subconscious level. When you first meet someone,
and every time after that, take a moment to acknowledge
that person in this way, then act pleased to meet them. This
will make them feel noticed, respected and important (Bill
Clinton was a master at this skill, and so was Ronald Rea-
gan. People wanted to be around them).
Here are some exercises to ingrain these skills in your
subconscious:
1. Exercise 1: Go to a coffee shop or restaurant and start

a conversation with someone who is unlike you—the
last person you would normally talk to. Use your rap-
port skills and focus on them; get them to talk to you
(remember to talk little or none about you).
2. Exercise 2: At work, target someone from a distance,

make contact after a few minutes, and again mirror
and match at all levels and see where this takes you.
3. Exercise 3: Go to a department store, look for an

obscure item, and ask an attendant for help. As you
67
are being assisted, turn on your rapport skills. Ask

them how they came to work there, where they are
going next, etc.
4. Exercise 4: Get one of the goals you had in mind

when buying this book. Now go and use your skills
in this area.
Here are some tips to help you listen as you work at

building rapport skills.
The first step in developing good listening skills is to
become aware of why listening is important in your profes-
sional life and personal relationships.
The second step is to practice using active listening
skills.
People have a tendency to think of listening as a passive
activity, when the opposite is true. I had the opportunity to
be the only non-law-enforcement person to attend the Fed-
eral Bureau of Investigation’s Crisis (Hostage) Negotiation
course at the FBI Academy. The heart of this course is the
concept of active listening.
What’s interesting to those of us studying this field is
that these negotiators deal daily with getting others to do
what they want. They’ve found that the key lies in truly lis-
tening to the target and getting them to reveal the informa-
tion the negotiator needs.
The natural drawback is that most people have the desire
to talk too much. We’re trained in most fields to gather infor-
mation, then make a decision and move on. We don’t spend
enough time letting the other person tell their story.
Hostage negotiators have found it more effective to
“talk the person out.” This calls for tremendous patience
in listening in order to formulate a plan for the safe release
of the hostages.
68
Let’s take a cue from these experts and make this a part
of our skills!
Guidelines for Good Listening

• Remember the rule to make them “feel important”!
• Never interrupt when the other person is speaking.
Allow the speaker to complete his thought.
• Eliminate distractions.
• Maintain eye contact with the speaker, without giv-
ing the impression of “staring.”
• Show interest by pulling your chair closer and lean-
ing forward.
• Keep your posture aligned with that of your target—
mirror and match.
• Give verbal and nonverbal responses to what the
speaker is saying.
Listening is a skill that improves with practice, but com-

mon obstacles to good listening can impede your progress.
It seems obvious that having the television set on during
a conversation would be a distraction and an obstacle to
good listening. Our own attitudes and personality traits can
also become obstacles to listening. We must take an honest
look at ourselves and how we deal with the world in order
to remove these obstacles.
People who tend to be mistrustful, or who take a com-
bative stance toward others, may find it difficult to engage
in healthy and open listening. The same is true for people
who get gratification from pleasing others or other forms
of dependency…it becomes difficult to truly hear what peo-
ple are trying to say when a person hears only what she
needs to hear.
69
Common Obstacles to Listening

• Being Judgmental: You listen only to gain support
for the negative images you already have.
• Rehearsing: You actively create your argument
against the speaker’s point of view as it is being
presented.
• Mind Reading: You may disregard what the speaker
is saying and try to surmise what she really means.
• Advising: Giving advice, instead of just listening, to
make yourself feel needed. (Or it may be a way of
distancing yourself from the speaker’s true feelings.)
• Pleasing: You’re so concerned about being nice
and placating that you won’t hesitate to interrupt to
agree just to maintain peace. However, it prevents
you from hearing what the speaker needs to say.
• Filtering: You hear some things the speaker says, but
not everything.
• Deflecting: You redirect by changing the subject or
telling a joke when the topic is uncomfortable for
you.
Again, we’re talking about active listening. True listen-

ing is more than passively being quiet while the speaker
talks. It is half of an active collaborative method of commu-
nication. The first level of listening is attentive listening.
For this type of listening, we convey that we are genuinely
interested in the speaker’s point of view and what he has
to say. The second level of listening is active listening. This
type of listening assumes that communication is a two-way
process, which involves giving feedback or reflecting the
speaker.
Active listening requires the listener to paraphrase, clar-
ify, and give feedback.
70
Paraphrasing is a vital component of active listening. By

restating in your own words what the speaker said, you’re
able to correct misconceptions as they occur and overcome
the obstacles to listening. The speaker feels she has been
heard and is understood.
Clarifying provides more depth to the listening process
than exclusively using paraphrasing. The purpose of clar-
ifying is to ask questions, in an empathic and helpful way,
about what the speaker is saying. Clarifying tells the speaker
you’re really interested and want to know more about spe-
cific areas.
Giving feedback involves providing your own thoughts
on what the speaker has said, while avoiding the obstacles
to good listening. This gives the speaker another opportu-
nity to see you understand him. When we listen well to the
speaker, we not only show that person care and respect, but
we also show we’re open to the world around us.
Listening to Children
Childhood is when people develop a level of self-esteem
that may be with them throughout their lifetime. Indeed,
a child who has been listened to is much more likely to
develop a positive self-image than one who has not been
heard. Listening to children makes them feel they matter!
Children need to be heard, too.
Use the following listening techniques to address the
special needs of children:
1. Pay special attention as the child talks to you. Main-

tain good eye contact and eliminate distractions…all
distractions. Children can tell by your reply whether
or not they have your full attention.
71
2. Listen with due patience. Listen as if you have plenty

of time. A child’s vocabulary is often limited. Fre-
quently repetitive in their use of words, it may take
them longer to express their ideas.
3. 3. Children sometimes need encouragement to talk.
Children are generally inexperienced in the art of
conversation, so the adult will have to ask some ques-
tions. A child is more willing to open up when he
feels an adult is really attentive.
4. Listen to the child’s nonverbal messages. Children
communicate not only through words, but also
through their body language, facial expressions,
tone of voice, energy levels and changes in behav-
ior. Pay attention to the cues and respond in the way
that is best for the child.
5. Pay attention to the child’s mood, and be sure the
time and setting is right for the child to talk. Some-
times a child just wants to play or be left alone.
Being playful with a child who wishes to play may
also encourage them to open up.
One of the most important principles of good commu-

nication is that success is measured according to whether
what you do works!
Another thing that will help you sharpen your listening
and communication skills at this level is to eliminate nega-
tives from your vocabulary.
What Does “Don’t” Mean?

There is a stupid question if there ever was one! Everyone
knows “don’t” means “do not.” So, is this a trick question or
what? Let’s find out.
72
Don’t think of Santa Claus! I have the feeling you now

have an internal picture of the little man with a long white
beard wearing the famous red suit. Or you heard Santa’s
voice, internally, saying, “Merry Christmas! Ho! Ho! Ho!”
You may have had a feeling of the fat man himself, or a
smell or taste of Christmas.
Now, don’t think of how old you are.
You thought of your age or your birth date, right?
The mind only works in positives. For the mind to
understand and process what you don’t want to happen,
the brain must first think about the action. It has to consid-
er doing the action before it can consider not doing it. For
instance, say I tell my client, “Don’t think of my competi-
tor’s product for this job.” For his brain to make sense of
that statement, my client must first have a representation of
my competitor’s product (and maybe how it would fit this
job!). If you tell a child, “Don’t play in the street,” she must
first have an internal representation of playing in the street.
Remember this when you tell your assistant, “Don’t be late
for this next meeting.”
The classic statement we hear all the time is, “Don’t
worry.” In order to refrain from worrying and make sense
of the directive (“Don’t worry”), the listener must first have
an idea of worrying. Have you ever heard someone say to
a salesperson, “Don’t worry about your sales slump”? It
would be much better to say, “Be assured, you’ll be fine,” or
“Relax, and focus on the positives. We all go through this.”
The focus must always be on the desired outcome, or
purpose, of the communication, and the extent to which
outcome is achieved. To transfer understanding from your-
self to another person, you need to make sure what you’re
saying nonverbally supports what you’re saying verbally.
Your state of mind and how you feel will affect the informa-
tion you’re trying to convey.
73
To illustrate, here’s an interesting exercise.
Negative/Positive Outcomes Exercise

To ascertain the power of negative and positive outcomes,
do the following exercise.
Find a quiet place where you can concentrate without
any distractions. This includes turning off any television or
radio that may be playing in the background.
Words Associated with Negative Outcome

Think about an event you do not want to happen or a situ-
ation you would find unpleasant or distasteful. This could
be anything: your career, a personal relationship, a project
you are working on, whatever. Concentrate on the event
for a few minutes. Put yourself totally in the situation. Hear
the sounds, picture the event, experience the feelings, etc.
Notice the words that come to mind when you think of the
negative outcome of that experience.
Words Associated with Positive Outcome

Now think of the same situation, but this time, in a positive
sense. Mentally, experience fully all of the positive aspects.
Put yourself totally in the situation, hear the sounds, pic-
ture the event, experience the feelings, etc. Think about
how great you will feel when you achieve what you want.
Notice the words that come to mind when you think of the
positive outcome of that experience.
Which of the two above scenarios did you prefer? Prob-
ably the one with the positive outcome! The difference
between the two events is not just in your mind. If some-
one had been watching you, they would have noticed a dif-
ference in your facial expression, your breathing and your
74
body posture. Physiologically, you become what you think

about.
The difference between success and failure is how you
envision your outcome. Concentrating on what you don’t
want to happen, sometimes known as worrying, can have
a negative impact on more than just your physical body.
It has to do with how your brain processes outcomes and
desires. Your brain ignores negatives. You may say to your-
self, “I don’t want to be late for the meeting,” but what your
brain registers is LATE. The way to “trick” your brain, if
you will, is to tell yourself, “I want to get to the meeting ten
minutes early.” Your brain hears “early,” and that is what it
records as your desired outcome.
It may be difficult at first to eliminate negatives from
your thoughts and speech, but with a little practice it can
be done. You will be amazed by the results. For practice,
complete the next exercise. Then we will return to the best
way to create the outcomes that will give you the results you
want.
Eliminating Negative Suggestions

Exercise
Most of us use the “don’t” word on a regular basis. We say
things like, “Don’t forget to pick up bread and milk on
the way home.” What the brain hears is, “Forget to pick up
bread and milk.” I can assure you, that is exactly what hap-
pened. You forgot the bread and milk.
For this exercise, keep track of how many times you
hear the word “don’t” used around you. If possible, write
the sentences down. Advertisements can be a good source
of negative suggestions. Beneath each sentence, write a
more positive way to express the desired outcome. (Note:
75
You may want to carry around a pocket notebook so you

can jot the sentences down as you hear them.)
Negative Suggestion: Don’t forget to call the client about

tomorrow’s meeting.
Positive Suggestion: Let the client know we’ll be meeting
tomorrow.
Negative Suggestion: Don’t put that file away; I’m not done
looking it over.
Positive Suggestion: Keep that file out until I’m done look-
ing it over.
REMEMBER TO TELL PEOPLE WHAT YOU WANT

THEM TO DO!
You can also decide to tell them the opposite. In a personal

setting, you might say, “Don’t think about how much fun it
would be to go out with me tonight.” In a business arena,
“Yes, that other model is a nice car. Don’t worry about how
it was recalled last year for safety reasons. I’m sure it’s fine
now.”
If you practice these skills, you’ll be amazed how you
will be able to get people to follow you in ways you never
thought possible. Use these skills with respect and honor.
Thought Awareness, Rational Thinking

and Positive Thinking
These three related tools are useful in combating negative
thinking. Negative thoughts occur when you put yourself
down, criticize yourself for errors, doubt your abilities,
expect failure, etc. Negative thinking is the negative side
76
of suggestion—just as making positive statements to your-

self helps you to build confidence, improve performance
and improve your mental skills, negative thinking damages
these things.
Thought Awareness
Thought awareness is the process by which you observe
your thoughts for a time, perhaps during a performance
or a training session, and are aware of the thoughts going
through your head. It’s best not to suppress any thoughts.
Just let them run their course while you observe them.
Watch for negative thoughts while you observe your
“stream of consciousness.” Normally, these will appear and
disappear being barely noticed. You may not even notice
them at all. Examples of common negative thoughts are:
• worries about performance

• a preoccupation with the symptoms of stress
• dwelling on consequences of poor performance
• self-criticism
• feelings of inadequacy
Make a note, whether mental or physical, of the thought,

and then let the stream of consciousness run on. Thought
awareness is the first step in the process of eliminating neg-
ative thoughts—you can’t counter thoughts you don’t know
you think!
Rational Thinking
Once you’re aware of your negative thoughts, write them
down and review them rationally. See whether the thoughts
have any basis in reality. Often you will find that negative
thoughts disappear when you challenge them and see that
77
they are obviously wrong. They often persist only because

they escape notice.
Positive Thinking and Affirmation

You may find it useful to counter negative thoughts with
positive affirmations. You can use affirmations to build
confidence and change negative behavior patterns into
positive ones. You can base affirmations on clear, rational
assessments of fact, and use them to undo the damage that
negative thinking may have done to your self-confidence.
Examples of affirmations are:
• I can achieve my goals.

• I am completely myself and people will like me for
myself.
• I am completely in control of my life.
• I learn from my mistakes. They increase the basis of
experience on which I can draw.
• I am a good, valued person in my own right.
Traditionally, people have advocated positive thinking

almost recklessly, as a solution to everything. It should,
however, be used with common sense: no amount of pos-
itive thinking will make everyone who applies it an Olym-
pic champion marathon runner (although an Olympic
marathon runner is unlikely to have reached that level
without being pretty good at positive thinking). First
decide—rationally—what goals you can realistically attain
with hard work, and then use positive thinking to rein-
force these.
78
Stress
To help you understand more about positive thinking and
stress, here’s a short quiz from the work of Dr. Totko and
Dr. Olgilive*, whom many consider the leaders in sports
psychology.
All of the questions are to be answered either True or
False.
1. Under high levels of stress, athletes typically have a

broad attention span. T or F
2. The clammy feeling we often get when stressed is
caused by our body’s natural defense against bleed-
ing to death. T or F
3. Elite level performers have fewer nervous reactions
to stress than do non-elite level performers. T or F
4. High levels of stress make it more difficult to think
clearly. T or F
5. Getting sick to your stomach and throwing up when
nervous is your body’s way of telling you that you are
overstressed. T or F
6. Caffeine exaggerates the physical and mental effects
of stress. T or F
7. The body’s stress response, which is commonly
referred to as the fight-or-flight response, allows us
to do superhuman feats. T or F
8. The only time stress is good is when there is no
stress. T or F
9. Sighing as you exhale is more relaxing than not sigh-
ing. T or F
10. Under stress, athletes often revert back to their most
well-learned behaviors. T or F
79
Answer Key
1. False. Under high levels of stress, athletes tend to

have a narrow attention span, often referred to as
tunnel vision. Attention may also focus on the ath-
lete’s internal thought process which can lead to
“choking” under pressure.
2. True. One of the physical responses of the body to
stress is to divert blood away from the small vessels
near the skin. This provides a defense against bleed-
ing to death from wounds, but gives the skin a cold,
clammy feeling.
3. False. Elite-level performers have just as many nervous
reactions to stress as any other type of performer. Howev-
er, elite athletes often interpret these reactions as being
more positive and beneficial than do other athletes.
4. True. Clear thinking is more difficult in pressure situ-
ations. This is why coaches and athletes must constant-
ly practice what they are going to do and how they are
going to respond in pressure-packed situations.
5. False. So that more blood is available to the large
muscles of the body in preparation for strenuous
physical activity such as fighting or running away,
the digestive system shuts down. During this shut-
down, the acid in your stomach makes you feel nau-
seated which sometimes results in throwing up. This
is a normal reaction to stress.
6. True. Caffeine tends to exaggerate the physical
and mental effects of stress. Knowing this, coaches
and athletes should avoid caffeine products before
entering potentially stressful situations.
7. True. Under stress, the body produces adrenalin,
which provides a powerful, quick burst of energy
sometimes resulting in superhuman feats.
80
8. False. There are a number of stresses which are

good. For example, being elevated to the starting
team brings additional stress which most athletes
would enjoy. Another example of positive stress is
physical and mental training. All athletes are under
stress when, during training, they push themselves to
the edge so that their body will adapt to the demand
and get stronger.
9. True. For some reason, letting out an audible sigh
as you exhale is very relaxing. There are a number
of additional relaxation techniques which involve
breathing exercises.
10. True. In stressful situations, athletes often revert
back to behaviors they are familiar and comfortable
with. This is one of the reasons why athletes should
try to learn and perfect new skills and techniques in
the off-season.
In conclusion, your reaction to stress will affect every cell

in your body. Regardless if the reasons are real or imaginary,
your reactions are similar. We each have a biological alarm
clock that goes off automatically, whether we want it to or not.
This reaction is valuable if you are about to be hit by a car
but it has disadvantages if you are trying to settle down and
concentrate on your game. By knowing what the reactions
are, athletes can learn to interpret these responses as being
normal and perhaps even beneficial to their performance.
Other References:
Olgilvie, B. Pro-mind.com
81
Chapter 6
Strategies
Have you ever seen people at a restaurant trying to decide

what they’ll order? They may look up, pause, look down,
lick their lips, touch their stomachs, and then order some-
thing. They may repeat the options to themselves, either in
their heads or out loud (“A quarter-pound cheeseburger,
hmm”). They may even ask someone else, “What’s good?”
(Hope their tastes are similar!) Whatever they do, they’re
running some type of strategy and most, if not all, of it is
preconscious.
We’re not aware of how we make decisions. We just
do. Psychology tells us that it’s a learned behavior, which
it is. Once learned, though, it’s put out of our conscious
awareness. Even a Pavlovian response can be considered a
learned strategy. Think about the classical Pavlov training.
A dog is repeatedly presented with food, and a bell is rung.
Eventually, the bell alone will elicit a saliva response in the
dog. Somewhere in that dog’s brain, it’s learning: Bell =
food = eat, or, Food = bell = eat. So it is with humans. We
learn a strategy and then we use it over and over, until we
either replace or change it.
Problems begin to occur when our strategies no longer
work, or when we use an inappropriate strategy. You see
this when someone uses a strategy that works in business
(profit and loss) in their personal relationships. They bail
at the first hint of effort.
To make this easy to learn, let’s go back to the example
at the beginning of the chapter. Think about what you ate
the last time you went to a restaurant. How did you decide
83
what to have? Did you look at the menu (visual), then

mentally taste the food (gustatory or kinesthetic)? Possibly
you said something to yourself (auditory) when you found
something you wished to order. Then you exited your deci-
sion-making program. (An aside: one reason it’s difficult
for some people to order food when they’re really hungry
is that they get stuck in the program; they keep playing
options… “That sounds good,” “That looks good,” “I always
liked that . . . ,” etc).
This is a simple example, but you have a strategy for
EVERYTHING you do, and a lot of those strategies over-
lap. You may use the same style of strategy in different con-
texts. This may or may not be problematic. I worked with a
man who used his business strategy (which made him rich)
to find a wife. He found his prospect (business venture),
did his research (dating), found he wanted to acquire the
property, and was willing to pay the asking rate (marriage).
So they got married. He then took a hands-off approach,
provided financial investment (bought the house and cars)
and basically ignored his wife unless there was a problem
(the way he would run a business). What he actually need-
ed was a romantic strategy.
The good part is, you can change, install, or remove
a strategy. This is one of the things we do with hypnotic
suggestions.
People have their own strategies for everything they do.
They use these strategies when they communicate. These
strategies are formed by the primary (lead), secondary
and tertiary representational systems of the person. For
example, a person can use a VISUAL, AUDITORY or KIN-
ESTHETIC strategy for buying a car. SEE a car you really
like; HEAR good things about the car; drive the car and it
FEELS good. A person might use these strategies to choose
a car, then buy the car and rationalize the costs.
84
Strategies
There are a lot of nuances to strategies. There are inter-

nal and external cues, as well as what are known as Meta
Programs. Meta Programs are strategies you use in every sit-
uation, and you use them to develop other strategies. We’ll
go into those later. Right now, I want to show you how you
can use this information today in your work.
First, when a prospective client calls or comes into your
business, ask them what they need to help them make a
decision about your services. Then listen to what and how
they say it. Do they need to hear from others that your
product or service worked for them? Do they want to see
something in print about you? Do they want to feel com-
fortable with you? Repeat back what they say, and then give
them what they want, or tell them you will supply them with
what they need when they come in.
Second, ask people questions about their decision mak-
ing. For instance, if you run a hypnosis clinic or weight-
loss service, ask clients how they know when it’s time to eat.
Do they see others eating? At dinnertime, do they feel they
must eat? Do they have a craving when they hear the sound
of a bag of chips opening? When they see food, is their first
response to eat? Or do they feel they must eat when they feel
good…or feel the need to eat when they feel bad? (Note:
You’ll find a lot of overweight people don’t use HUNGER
as a cue to eat. A naturally-thin person will almost always
use HUNGER as the key cue of when to eat. They will not
eat if they are not hungry, so they’re seldom overweight.)
Third, try installing the following eating strategy for a
few of your clients. You can do this by having them mentally
rehearse the program while in a trance.
The next time you’re presented with a stimulus for food
(by seeing others eating, or when it’s dinnertime), check
your stomach to see if you are hungry. If not, exit, saying to
yourself, “You are not hungry. There is no reason to eat.” If
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you are hungry, ask yourself, “What would taste good and
help me to achieve my other goals (weight loss, getting in
shape, etc.)?” Imagine tasting the food and thinking, “How
will this feel, later?” If the reply is negative, repeat the selec-
tion process until you find a healthy choice.
Reinforce this with direct hypnosis, and you will be
amazed how this will add to (or subtract from) your clients’
results.
The following example is how I used strategies in a clin-
ical setting. I had a client on whom I’d been using hypno-
sis as a form of therapy. This client had tried hypnosis in
the past for weight loss with limited success. Now she was
stuck. She would do very well at work and through the main
part of the day. She would have a small piece of fruit in the
morning and a light lunch if she was hungry, or she would
walk, or not stop after work for a snack. She was making
notable progress. She would, however, start eating at night
and would overeat. Since she had used hypnosis with some
success, I thought we would see what her strategy was for
night eating.
She relaxed and I asked her what happened when she got
home. At first she just said, “It seems like I walk in and start
eating.”
“So you have a refrigerator by your door?” I asked.

“Tell me what happens as you walk inside your door.”
“Well, I open the door and I see an empty apart-

ment.” She was divorced, and her youngest was in
college.
“Then what?” I prompted.
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“I hear a voice that says a woman is not supposed to

be alone.”
“Whose voice?” I asked.
“My mother’s.”
“Then what happens?” I asked.
“I feel bad, like a little girl, a bad little girl,” she

replied softly.
“Then what?” I probed.
“I hear another voice and it says, ‘EAT SOMETHING.

YOU’LL FEEL BETTER.’” (Her mother again.)
“Then what do you do?” I prompted.
“I eat something, and I feel a little better. Then I

feel guilty because I’m supposed to be trying to lose
weight.”
“Anything else?” I ask.
“I hear that voice again: ‘EAT SOMETHING!

YOU’LL FEEL BETTER!’”
And off she’d go on a binge again!

She had developed a strategy of night binging over the
years, and she now used it automatically to deal with her
feelings of guilt and loneliness. The technique I decided
to use was to bypass the whole mess. When she opened the
door, she’d tell herself it was so nice to choose to live alone.
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She would also make plans to do things she had put off for
years: dance class, going to movies, etc. We also did some
re-parenting about the intent of what her mother meant.
This client did quite well.
I urge you to track your internal processes when you’re
making decisions so you can learn about strategies first-
hand. This is an advanced NLP process, but once you’re
comfortable with the idea, it will get easier, and it can be
a very useful tool to learn more about how people think.
Remember, the why is not very useful. In the above exam-
ple, we could have spent a lot of time on why. Why had
her mother behaved so? If we change the behavior first,
though, we remove the emotional charge. Then we can
change the program.
Meta Programs
We’ve already talked about how people use strategies to
make decisions or create beliefs. These strategies aren’t
conscious; far from it. They are strategies you use at the
unconscious level. Even people who use the same strate-
gies, though, may arrive at very different conclusions. For
instance, one person may mentally picture several options
and choose one that feels right, while another may men-
tally picture the same options but feel overwhelmed by the
sheer number of choices, and be unable to choose at all.
What causes this?
Differences like these are caused by Meta Programs.
The word “meta” simply means “outside of,” so Meta Pro-
grams are mental programs outside of your decision-mak-
ing strategies. You can think of Meta Programs as habits of
thought. They’re the processes we use every day to filter
what we pay attention to from what we ignore. While your
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conscious mind can only pay attention to about seven (give

or take a couple) things at once, your senses are bombard-
ed by millions of perceptions every second. You need some
way to filter through all that input and decide what needs
your attention. That’s where your Meta Programs come in.
Sometimes the Meta Program we use isn’t necessarily
the best one for the situation. That was really bad a couple
of decades ago, when scientists still thought you were stuck
with the Meta Programs you had. Fortunately, research by
Robert Dilts showed that people can change or replace
their Meta Programs through the use of NLP.
Please don’t think I mean that some Meta Programs are
good and some are bad. All of them can be either good or
bad; it’s depends on where and when you use them. In fact,
you may use one Meta Program in one situation and anoth-
er under different circumstances. Most of us lean toward
certain programs, though. It’s helpful to know which
programs you’re using, and how they affect you. It’s also
good to be able to recognize what Meta Programs other
people are using. Once you know what forms the basis for
other people’s strategies, you can use that information to
build rapport and persuade them to your point of view.
Of course, once you know what lies underneath your own
thought processes, you have the freedom to change the way
you operate, too.
With that in mind, let’s look at a few of the Meta
Programs.
Toward vs. Away-From

In this program, you’re either focused on getting what you
want, or not getting what you don’t want.
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It’s common for people with problems to use the away-

from program and express themselves in terms of what they
don’t want. Unfortunately, they sometimes focus so much
on what they don’t want that they don’t know what they
do want. Not only do they not know what they want, but
they don’t even perceive anything they want. It’s like it’s not
even there.
When you constantly focus on what you don’t want,
you may end up believing that something you might want
doesn’t even exists. Another downside is that away-from
thinking constantly draws your attention to negatives, and
if you can’t see anything but the negatives, you can’t get
away from them! Because energy follows attention, you’ll
likely end up seeing, remembering and even attracting
more negative experiences.
It also creates problems in goal-setting. If you’re moving
away from something (i.e., I don’t want to be in debt), you
may never know when you reach your goal…or you may
relapse into having the same goal once again.
Not that away-from Meta Programs are all bad. In cer-
tain contexts, they are more useful than toward programs.
For instance, soldiers during combat missions might have
a priority of “Don’t shoot our own guys.” This is away-from
thinking, but it avoids many “friendly fire” tragedies.
As a default program, though, toward thinking is much
better at creating a healthy, happy life. That’s probably why
Western society usually rewards people who have toward
thinking. It’s certainly the better choice for setting goals.
Imagine the differences in these two goals:
I don’t want to be in debt. (Away-From thinking.)
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I want to pay off all my credit cards and student

loans and then have enough money to save $1000
every month. (Toward thinking.)
As I said before, though, all Meta Programs can have

downsides. For instance, toward thinking can lead you to
make unwise or risky decisions without thinking about the
potential dangers to be avoided.
At the same time, you can see how knowing whether
your target uses away-from or toward thinking can help you
influence the decision they reach, simply be putting their
options in terms they understand. Do you need to motivate
your prospective client toward your services or away from
your competitor’s? Once you know, you can easily influence
a person’s decision in your favor.
Best-Case vs. Worst-Case Scenario

When you use this Meta Program, you’re either focused on
the possibilities of a situation or on the problems. Gener-
ally, seeing the best-case scenario is a more optimistic way
of seeing the world, while worst-case thinking puts you in a
negative frame of mind.
Putting it that way might make best-case-scenario think-
ing seem the better of the two, but that’s not necessarily
true. When you realistically examine the worst possible case
and plan for it, anything else that happens seems easy by
comparison. If you use best-case thinking all the time, with-
out exception, you could be naïve to risk, possibly trusting
people who shouldn’t be trusted.
That said, though, many people have problems with
consistent worst-case thinking in their lives. If you constant-
ly use worst-case thinking, you may be unable to envision
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any kind of positive outcome for yourself. You may get stuck
in a self-reinforcing loop that leads to panic or depression.
Even if you realize that your thinking doesn’t make much
sense, without the means to change it, you’re stuck in your
worst possible situation. Here are a couple of examples of
extreme best-case and worst-case thinking:
I paid attention in class, so I don’t need to study. This

test will be a breeze! (Best-Case Scenario thinking.)
I can’t possibly pass this test, no matter how hard I

study. I might as well stay home. (Worst-Case Scenar-
io thinking.)
Many successful and happy people find that the best use
of this Meta Program lies in the middle. Think of it like,
“Expect the best, plan for the worst.” Again, you can see
how you can easily influence a person by discovering their
Meta Program and then persuading them of the best-case
scenario if they agree with you (or buy your service) or the
worst-case scenario they might experience if they don’t.
Big Chunk vs. Little Chunk

When you use big-chunk thinking, you see the “big pic-
ture.” It’s helpful for envisioning, getting perspective and
setting direction. Little chunk thinking sees the details. It’s
useful for putting a plan into action and making progress
in manageable steps.
Like all Meta Programs, both sides have their place.
How can you set goals if you can’t envision the bigger out-
come? On the other hand, how can you reach your goal
without seeing the steps you need to take to get there?
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I’m going to own a new sports car! (Big Chunk

thinking.)
I’m going figure out how much I can afford, then I’ll
research cars to see which ones fit my budget. (Little
Chunk thinking.)
Each of those goals is good in its own way, but you really
need both—the vision and the plan—to successfully own
the car of your dreams. Big chunk thinking leads you astray
when you dream ineffectively, but little chunk thinking can
lead you to obsess and not be able to “see the forest for the
trees.” Each is helpful, but only in the right context.
There are many more Meta Programs under which you
operate every day. (Experts count between 50 and 60.) Oth-
ers include Self Reference vs. Other Reference, Association
vs. Disassociation, Match vs. Mismatch, and Proactive vs.
Reactive. I’ve put a more detailed chart below.
Knowing the programs is only part of the puzzle,
though. Once you know which Meta Programs a person
uses, and how they help or hinder, you need to know how
to use them to your advantage. If you look at your own
Meta Programs and realize they’re holding you back, you
need to know how to change them. Imagine the freedom of
being able to recognize how your brain is operating against
you and being able to train it, like a computer, to run a
whole new “program.” Imagine seeing the programs under
which another person operates, and being able to use that
knowledge to gently persuade them to your way of acting
or thinking.
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Motivational Meta Programs:

How people process information that influences their behavior.
Meta Program Type

Choice Points
1. Decision Making
Self Others
Data/Information
2. Decision Rules
Values
Beliefs
3. Matching
Direct Match
Direct Mismatch
Mismatch with Exceptions
4. Information Requirements
General
Specific/Systematic
5. Information Order
Sequential
Random
6. Time References
(Can be combined with Matching and Approach/
Avoidance)
Past
Present
Future
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7. Time Relationships
Patient
Impatient
8. Approach/Avoidance
Move Toward/Move Away From
Pleasure/Goal
Pain/Problem/Conflict
9. Financial
Cost
Convenience
10. Quality
Price
Value
11. Frame of Reference

(Locus of Control)
Internal
External
12. Interactive
Interpersonal (Others)
Intrapersonal (Self)
13. Priority
High
Low
14. Work
Independent
Cooperative (Group)
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15. Security/Stability
Necessity
Possibility/Risk
16. Focus
Global/Broad/General
Narrow/Specific
17. Rationality
Logic/Thought/Objectivity
Emotions/Feelings/Impulse
18. Buying Criteria

What
When
Who
How
Why
19. Attitude
Positive
Negative
20. Source of Motivation

Intrinsic (Self Rewards)
Extrinsic (External Rewards)
Submodalities: How to Focus Your

Brain for Optimum Results
Have you ever noticed that people react to the same situ-
ation much differently? One person can welcome a chal-
lenge with open arms and feel empowered while another
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will crumble with the pressure. These “states” of mind are

built around your internal representation and physiolo-
gy, defined by experiences. Experiences help us form our
internal representations and determine how we perceive
what’s going on around us. The way we embrace new chal-
lenges can be changed by how we focus on things and what
we focus on.
Focusing Attention in a Situation

There are millions of stimuli thrown at the brain at any one
second. The brain acts as a filter and sorts through these
stimuli, determining what’s most urgent or needs atten-
tion. The brain works through an information process
known as “chunking,” which is basically the ability to group
certain memories together for ready recall. For example,
you may associate the memory of a high-school play with
the musty-smelling cologne of a history teacher and the way
he twirled his mustache. There were several other behav-
iors, actions and environments happening at the time, but
these are the pieces that the brain (memory) has chunked
together.
Now think about it from a point of failure in your life.
Most people recall this information and replay the “failing”
moments over and over again. Instead of turning this infor-
mation into feedback and learning, they begin to feed nega-
tive thoughts into their heads. How successful do you think
this makes the person? Not very! In fact, it sets them up
for failure. The question then becomes, “How do I change
this state and look at experiences in a positive light?” The
answer is: change the way you focus on things. Instead of
always picking up the negative or noticing how you screwed
something up, turn it and replay the situation with a more
positive note. Imagine that the “screw up” was resolved. See
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yourself succeeding. What you’re doing is changing how

you focus on things.
After programming a negative focus and internal script
for years, our brains go on autopilot and automatically
begin feeding that negativity into the situation at hand.
This takes a while to change; the internal scripting has to
become positive just as it became negative. After years of lis-
tening to that negative internal script, you’ll have to remain
constant in redirecting your focus to the positive, but stay
with it. After a while, the mind will change to a positive
autopilot mode. It takes work, but it can be done.
Directing Our Focus

Our internal scripting is based on not only what we think,
but also on how we feel. It’s possible to create a mental
image to motivate ourselves and draw focus to a particular
scenario. As we’ve already found in life, the intensity of a
state of mind is based on the intensity of the situation or
picture in our mind.
All that sounds confusing, but here’s an example. Most
people feel motivated to go shopping, but the motivation
is more intense at some times than at others, right? This is
because of our mental images about the situation. Shop-
ping may not be as much fun when there are concerns
such as money, time and finding the right piece of cloth-
ing. Imagine, though, shopping for anything you want with
a $50,000 gift certificate you just won. Does that change
the scenario? Of course it does! It is a bigger, clearer and
brighter picture in your mind.
What do we mean by more intense pictures? Think
about what you see in the movies. The colors, sounds, light
and angles all add to the intensity and desire of the movie.
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If the picture is small, the colors are dim and the angle is
off, would it be as interesting? NO!
Visualization can change your state of mind by the mere
intensity of the pictures in the mind. This is because the
mind is drawn to a bigger, more distinct set of pictures of
circumstances. Many consider this excitement. The pic-
tures in our mind oftentimes are automatically populated,
leaving us with little control. You can change this, though.
The way to rectify this is to focus on positive pictures and
images (of success) and making a mental movie of those
positive images. Eventually, the mind will begin automati-
cally populating circumstances with more positive images.
The Keys to the Brain

The brain is often referred to as one large operating com-
puter. The submodalities or “keys” to the mind allow you to
control actions, thoughts and perceptions. These submodal-
ities are classified into the same three categories we’ve seen
for thought and communication: visual, auditory and kin-
esthetic. In order to understand a person’s state, we must
understand the coding system of the brain. The chart below
contains more detail on these coding systems, but let’s takes
a brief look at the three submodalities and their input.
The visual submodalities are how your brain codes pic-
tures or sights. Think about looking at a picture. The same
things that you notice in a picture are the things your brain
is coding about what you’re physically observing. Is the pic-
ture focused or out of focus? What is the location of the
item in the picture? Is it framed or panoramic; is it disasso-
ciated or associated?
The auditory submodalities are the way the brain codes
sounds. It’s the same as when you hear a sound and separate
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it into different categories. Is it loud or soft, slow or fast, in

tune or out of tune?
Kinesthetic submodalities are the brain’s coding of
internal feelings. This is one of the more difficult coding
systems to understand, because it’s not always as clear-cut.
Separations of things such as the location of the feeling,
whether it’s still or moving, light or heavy, and the direction
of movement are all taken into consideration in the coding
process.
Coding and internal scripting are different for every-
one. Finding the way that your brain codes and creates
a particular situation is a discovery process…and a very
important step towards success.
Submodality Distinctions
Modality Submodality Questions
Visual Color/Black-and-White
• Is it in color or black-and-white?
• Is it full-color spectrum?
• Are the colors vivid or washed out?
Brightness In that context, is it brighter or darker than

normal?
Contrast Is it high contrast (vivid) or washed out?
Focus Is the image sharp in focus, or is it fuzzy?
Texture Is the image smooth or rough textured?
Size How big is the picture? (ask for specific size)
Distance How far away is the image? (specific distance)
Shape What shape is the picture: square, rectangular,
round?
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Border
• Is there a border around it, or do the edges fuzz out?
• Does the border have a color?
• How thick is the border?
Location
• Where is the image located in space?
• Show me with both hands where you see the
images(s).
Movement
• Is it a movie or a still picture?
• How rapid is the movement: faster or slower than
normal?
• Is the image stable?
• What direction does it move in?
• How fast is it moving?
Orientation Is the picture tilted?
Association/Dissociation
Do you see yourself, or do you see the event as if you
were there?
Perspective
• From what perspective do you see it?
• (If dissociated) Do you see yourself from the right or
left, back or front?
Proportion Are there people and things in the image in

proportion to one another and to you, or are
some of them larger or smaller than life?
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Dimension
• Is it fl at, or is it three-dimensional?
• Does the picture wrap around you?
Singular / Plural
• Is there one image or more than one?
• Do you see th em one after the other or at the same
time?
Auditory Location
• Do you hear it from the inside or from the outside?
• Where does the sound (voice) originate?
Pitch
• Is it high-pitched or low-pitched?
• Is the pitch higher or lower than normal?
Tonality What is the tonality: nasal, full and rich, think,

grating?
Melody Is it a monotone, or is there a melodic range?
Inflection Which parts are accentuated?
Volume How loud is it?
Tempo Is it fast or slow?
Rhythm Does it have a beat or a cadence?
Duration Is it continuous or intermittent?
Do you hear it on one side, both sides, or is
the sound all around you?
Kinesthetic
Intensity How strong is the sensation?
Quality How would you describe the body sensations:
tingling, warm, cold, relaxed, tense, knotted,
diffused?
Location Where do you feel it in your body?
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Movement
• Is there movement in the sensation?
• Is the movement continuous, or does it come in
waves?
Direction
• Where does the sensation start?
Speed Is it a slow, steady progression, or does it move

in a rush?
Duration Is it continuous or intermittent?
Disassociation & Association

One of the most telling types of image coding of the brain
is disassociation versus association. Here’s the easiest way to
understand: when you visualize a past event or situation in
your life, do you see yourself at a distance or through your
own eyes? If you’re seeing the situation from a distance, this
is disassociation. When you visualize the event through your
own eyes, this is association. We tend to visualize negative
events from a distance, or as a disassociation, and positive
events with association. The association or disassociation
can have a great impact on your state of mind. Here’s why.
Close your eyes and remember back to a positive event
in your life. This event can be any positive experience that
you want it to be. Remember the location, smells, sounds
and who is there with you. Visualize through your own eyes
and walk through the experience once again. This inspires
a good and positive feeling. Now, take that same situation
and visualize from a distance (disassociation). You’re basi-
cally stepping out of your body and removing yourself from
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the events. Do you see how the mood and state changes? It
has a great impact, because the more involved a person is
with a positive feeling, the better “state” the person will be
in. When you want someone to buy something from you,
for instance, you want them to disassociate from your com-
petitor’s product and associate with yours.
Ability to Intensify any State

Wouldn’t it be great to be able to intensify or replicate a
feeling or state immediately on cue? Unfortunately, no one
has developed a magic wand, so we have to come up with
another way to intensify a positive state.
Intensifying involves shifting the submodalities. Here’s
how:
Imagine and visualize a goal that you want to achieve,
but have not found the motivation to achieve.
Close your eyes and visualize yourself achieving that
goal. Take notes about all the submodalities involved in the
experience. Make mental notes of whether the situation is
disassociated or associated, and notice the sounds, feelings
and the shape of the feelings (light, heavy or movement,
etc.).
Rate the submodalities on a scale of 1-10, with ten being
the highest amount of motivation and intensity you felt as
you stood in achievement of your goal.
Mapping Across Love to Disgust

A person can feel differently about a situation. It’s a matter
of shifting the submodalities. There are steps to changing
motivation to un-motivation, or love to disgust. Of course,
it’s great to be able to change an unmotivated goal to a
motivated goal, but the reverse is sometimes necessary as
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well. Think about when you’re motivated for that 500-cal-

orie bowl of ice cream. In order to achieve your dream
weight, you must unmotivate yourself quickly! With that in
mind, here are the five steps to control motivation.
Step One: Elicit the submodalities of a food you love.

Imagine a food that is not the healthiest choice, but is
one you really want. A hot, juicy steak, for instance. Now
make mental notes about the submodalities. Most of them
will involve kinesthetics, because the food is a substance.
Imagine the smell, feel and, most of all, the taste. Rate all
the things that you like about this type of food from 1-10.
Since you do like this food, all of your ratings should be up
toward 10.
Step Two: Elicit the submodalities of a food you hate.

Now think of a food that you don’t like at all. We’ll use
deviled eggs as an example, but you can insert your own
most-hated food. Imagine eating it. Smell and taste it. How
does it make you feel? Are you feeling sick? Probably so!
Now take note of all the submodalities involved in disliking
this food. Imagine what you would feel like chewing and
swallowing the food.
Step Three: The difference between the liked and disliked

food.
There are some definite differences here, as there
should be. One food you like and the other you despise.
The steak is hot and smells good. Deviled eggs are cold and
smell nasty. Steak is dark and pleasing to the eye, while the
deviled eggs are light colored and pasty. The differences in
the two are called drivers.
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Step Four: Replace the likes with dislikes.

Now imagine that hot and juicy steak, but replace it with
those deviled eggs. Imagine yourself eating those deviled
eggs. Imagine how they taste and what they feel like going
down. Imagine that steak tastes like those eggs that you
absolutely hate. Separate yourself from that steak by step-
ping out and making the visual smaller. How badly do you
want that steak now?
Step Five: Test it.

This replacement method is a great way to neutralize
cravings. This method can help individuals turn off those
cravings and callings for things that they do not need or
are bad for them. Granted, you wouldn’t necessarily want
to replace steak and never eat it again, but this exercise can
be used as a tool to control the intensity and state of mind.
Now that we’ve covered Meta Programs and submodali-
ties, I’d like to tell you a little something about a guy named
Ron. I think it will help you understand a bit more about
how to use people’s decision-making strategies for your
own benefit.
When Ron was getting ready to start his martial arts
school, he knew it was a competitive business. Most kara-
te schools fail in the first year, and very few schools make
enough for the owner to not have to take up another full-
time job. Ron decided that the first thing he needed to do
was find schools where the owner was making a good living
at teaching martial arts. (One effective strategy for change
is to find someone who has done what you want to do, and
do what they did. This is called modeling.) So he took some
time and visited a few successful schools.
The first thing he noticed was that the schools signing
up a lot of students seemed to fit their selling style to the
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client’s needs and wants, rather than to the head teacher’s

agenda.
An example: a young man comes in interested in class-
es. The first thing the successful people did was to find out
WHY the person was looking into learning martial arts.
If he was looking for self-esteem, they would discuss how
the martial arts would build that. If it was physical fitness,
they would talk up the workout part and the flexibility you
acquire. The student wanted self-defense? The teacher
would highlight how the prospective student would be able
to defend himself. Self-discipline? That’s what martial arts
are all about!
Ron also noticed that if a parent brought in a child,
then the teacher would do the same thing to both the par-
ent and the child. He would talk up both the points the
parent wanted and the points the child wanted.
Ron took special note of how the teacher asked each
prospective client how they would know when they found
the school that best fit their needs. The teacher would lis-
ten and take note of what they said, such as the prospect
who said, “Well, I will see that the students have respect,
that they have done well in competition, and probably I
would want a free class or two.”
After some more general talk about the martial arts, the
teacher showed the prospective student some of the tro-
phies they had won at recent events. He then asked a cur-
rent student what this school’s attitude was, and the student
named several; and when he said RESPECT, the teacher
stopped him and said to the prospective client, “Respect is
important here—very important indeed!” He then invited
the student for a trial workout.
Ron was amazed. He knew this NLP technology. He had
just watched this teacher get into rapport, match the client,
get his strategy, find out which of the core desires was most
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important (accomplishment, belonging, and value) and

then feed it back to the client. The client signed up before
he left that evening.
Ron then watched as the teacher did the same to a moth-
er and son. The mother wanted self-discipline and physi-
cal fitness; the son wanted to learn how to defend himself.
The teacher repeated back the benefits each wanted and
pointed out how his martial arts school was the answer. The
teacher then asked the mother how she would ascertain
whether she had found the right place for her son. She stat-
ed that the place had to be clean, well run and friendly. Of
course, the teacher pointed out how clean this operation
was and emphasized that the classes started and finished on
time. He also stressed how it was like a big family—yes, stu-
dents’ family members are welcome to watch classes. The
mother signed her son up then and there!
Ron saw what he needed. Just to be sure, though, he
went to a couple of other schools and got a tour. Here the
teacher proceeded to tell him why his school was the best.
He never once asked any questions. The same thing hap-
pened at a couple of other smaller schools. Ron saw why the
first school he contacted was growing by leaps and bounds,
while, in the case of these others, the teachers had to hold
second jobs just to make a living.
The above was an example of strategies, how people
combine how they think (visual, auditory, kinesthetic)
with the sixteen basic desires in order to come up with an
unconscious process for deciding how to decide.
Martial Arts Story

A guy went to Japan to study with the martial-arts experts.
There were two masters. He asked all kinds of questions
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Strategies
until one of the instructors suggested they have tea. He

started pouring tea into a teacup and kept pouring until the
cup overflowed. The student finally stopped the instructor
and asked why he was letting the tea pour out of the cup.
The analogy is that the student’s mind was so full that
the instructors could not put any more information in.
Until the student emptied his mind, he could not learn.
Like martial arts, NLP techniques are a powerful, poten-
tially manipulative technology that could be used for good
or bad.
Milton Erickson
Called the father of clinical hypnotherapy, Milton Erickson
was a good storyteller who used metaphors and analogies.
He also liked to use tasks as learning experiences. One
example was when he asked students to climb a mountain
to get them out of the office. They came back with wonder-
ful metaphors about the struggles of life, etc.
Give everyone a string. The string is a metaphor. Put
it on your wrist. Develop your own metaphor. No one can
pull your string anymore. Take the string off at the end of
the class upon graduation. Leave the string on for the full
time you are in the class. Then tell the class what your met-
aphor for the string means.
You can now begin focusing on how your brain makes
sense of the world.
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Chapter 7
Anchoring
Anchor Your Way to Success

“It doesn’t count if you don’t get caught,” an NFL coach
once said regarding some bad calls that went his way during
a game.
Everyone has enjoyed a positive state of mind and also
understands what it feels like to be in a negative state.
Now ,given the chance, most people are going to choose
the positive state of mind, but feel that it is simply based
on environmental factors in which they have no control.
Consider this, what if you could automatically switch your
mind to a positive state? What if you could switch another
person’s mind to a positive state? Would you believe that
the human brain is capable of that? It is, through a process
called “anchoring,” and it can make unbelievable changes
in your life.
In the 1996 presidential election, we got to watch Bill
Clinton pull off some of the best examples of anchoring
the world has ever seen, and very few people even noticed.
At one point in the debates, President Clinton walked
center stage and listed several facts about the state of the
union at that time.
• The economy was booming.

• More jobs had been created in the last four years
than in the previous twelve.
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• Unemployment was at an all-time low.

• We were at peace.
After he listed all these wonderful things, he made the

comment, “I can’t take all the credit for all the good things
that have happened these last few years.”
Great comment, but as he said, “all the good things that
have happened,” he touched his tie. Each time he said a
great positive thing about the country, he touched his tie
or face. He was anchoring all those positives to himself. But
that was not enough; he went on to say, “We still have prob-
lems in this country, people are being left behind.” As he
said this, he made a gesture with his hand toward Bob Dole.
If you were watching the debates, you were using your
conscious mind to track the information while your sub-
conscious was wide open for this type of salesmanship. This
could explain the great public ambivalence toward Bill
Clinton. While our conscious minds might not approve of
his actions, in our subconscious minds he is anchored to
good things. (Not just to pick on Clinton; Ronald Regan
was also brilliant at anchoring positive things to himself.)
Often in the process of communicating, the achieved
level of rapport can diminish in the middle of the transac-
tion! The secret technique many successful people use to
quickly reestablish the initial rapport is called anchoring.
The next step is learning what anchors are.
There are different types of anchors that we will go
into in more detail momentarily. First, a good definition
of an anchor is a stimulus (behavior) that is associated with
a particular state of mind or mood. For example, if every
time you scratched off a lottery ticket you won a substantial
amount of money, you would begin to associate scratching
the lottery ticket with a positive state.
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Anchoring
This “anchoring” or associating is based on the famous

research completed by Ivan Pavlov with his hungry dogs.
Basically, in a laboratory setting, Pavlov uncovered that
dogs could associate a bell with hunger pains and involun-
tary salivation. After a training period Pavlov found that the
dogs would begin salivating and having hunger pains at the
sound of a bell, regardless of the time that the bell sound-
ed. How does that affect us today?
What Pavlov found is known as classical conditioning.
This means that associations can trigger feelings and behav-
iors without someone making a conscious effort. This is very
important in success and how individuals live their lives.
That means that you can improve or change your state of
mind based on positive associations. It also means you can
anchor certain states of mind in other people. Now let’s
look at the types of anchors.
What Is an Anchor?
Visual Anchors
Visual anchors are among the most common, because
humans are very visual creatures. We’ve been making asso-
ciations ever since childhood. We make associations every
day based on color, appearance, texture and faces.
There are positive and negative visual anchors. As you
travel through a residential area ten miles over the speed
limit and you catch a glimpse of that white car, what is your
immediate response? That’s right…you hit the breaks, grit
your teeth and know you’re about to be $100 poorer. (I
know; this just happened to me.) Think about that grouchy
neighbor next door; what do you feel when you see his
shining face? Now, simply think about him. It puts you in a
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not-so-positive state of mind, just by the mere association,

right? Now you understand “anchoring”!
On the positive side, think about when you were a child,
or think about your own child now. Children can’t read,
but they know the McDonald’s arches when they see them!
For a child, the golden arches anchor the positive thought
of a Happy Meal and the fun play area. If we see the enve-
lope that our paycheck arrives in, our state of mind turns to
a positive. The sight of a distant relative will bring a positive
smile.
Auditory Anchors
An auditory anchor is a sound or sounds that are neurolog-
ically linked to a state of mind. Again it can be a positive or
negative state, but it’s linked with a sound.
What do you feel when you hear the alarm clock, “Jaws”
theme or fire alarm? Most people either feel negative, pan-
icked or just plain lousy. That’s because there’s a negative
state associated with that particular sound. The alarm clock
means having your feet hit the floor even though you’re
exhausted. A siren sends panic through the spine. “Is some-
one hurt?” you wonder. “Is it my family? Is my house on
fire?” Those thoughts are automatic; an individual associ-
ates them to a siren without conscious effort. Years after the
movie came out, the “Jaws” theme probably still makes you
want to get out of the water! Hear your full name (maiden
if you’re a married female) in a loud voice in your mind;
does it bring up a feeling? When I hear “William Danny
Horton!” alarm bells go off. When I was growing up, I only
heard my full name when something negative happened.
Auditory anchors can also be positive, of course. Think
about a romantic movie and the sound track that goes along
with it. When you hear that particular music, you may feel
refreshed, romantic or close to a loved one. That’s because
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Anchoring
that particular song or music is associated with a positive

action or behavior that was carried out in that movie. This
is also the key to “upbeat” music to work out to…the posi-
tive association can help get you motivated to work out. Let
a former US Marine (there are no ex-Marines!) hear the
Marine Corp anthem; you’ll get a big response!
Kinesthetic Anchors
A kinesthetic anchor is one based on a movement, touch
or physical action that associates a particular state of mind.
This can best be explained with the touches, holding or
hugging of a loved one. When that person touches you, it
makes you feel special and loved, right? This is because you
have associated that touch with the love and affection of
that person, which sparks a positive emotional state.
Another common example of a kinesthetic anchor is
the small gestures or behaviors of sportsmen. Think about
a baseball player that thumps the bat on the ground or the
football player that slaps another on the back end. They do
those things because their minds have linked those behav-
iors to a positive state…winning the game. It’s not only the
touch of a loved one or a gesture of the sportsman that
can make kinesthetic anchors work for you. You can devel-
op kinesthetic anchors on your own. This will make your
feel more confident, invigorated, persuasive and ready to
succeed.
Using Anchors in Your Life

Anchors are a part of everyday life whether people realize it
or not. When people fall in love, they are anchored to the
pleasant feeling that they get when they’re around their
loved one. The small tokens such as a love song, beauti-
ful scenery or some memento of the relationship can trig-
ger this elated feeling that is based on the love we feel for
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someone else. Anchors are not set in stone, and there are
no guidelines; they’re different for everyone.
When I first moved to Florida I experienced an anchor
that recalled long-forgotten memories. I’d go to lunch and
would feel somewhat upset afterwards, sort of “down in the
dumps.” I did what most of us would do; I checked what
I was eating and how much coffee I drank to see if it was
some kind of nutritional low. All were the same as usual.
One day when I went for lunch, the smell of “old lady
perfume” was strong. I instantly thought of my mother, who
had died of lung cancer 11 years earlier. (She wore way to
much perfume, as her sense of smell had been damaged
by 40 years of two packs of Pall Malls a day.) The olfacto-
ry anchor—the “old lady perfume”—set off old memories
and feelings. This is an example of anchoring in action!
Fortunately, I used some of the techniques below to repro-
gram the anchor.
Think about products and advertisements on televi-
sion, radio and the internet. The leading manufacturers
like Nike, Reebok and Polo spend millions on positive role
models and creating positive associations in consumer’s
minds.
Even though the manufacturers may not know about
anchoring as such, they do know this is well worth the
money. Consumers make positive associations and simply
must have the product. They feel that, because such a pos-
itive person has the product, it must be good. This is the
reason there are billions of dollars spent in advertisements
every year. Below are the basics of anchoring:
Key 1: Intensity
1. The intensity of the experience can control how fast

the anchor makes the associations. If the experience
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Anchoring
is extremely intense, it may be that the association is

strong after only one occurrence. On the other hand,
if the experience is less intense, it may take several
times to associated the state with the experience.
2. It doesn’t take a long period of time to establish an
anchor. Repeated motivations and conditioning will
reinforce an anchor.
3. Reinforcement and direct rewards are not required
for an anchor’s association.
Key 2: Timing
1. Timing is crucial while establishing an anchor.

Anchors or “set” and “fired.” It is necessary that the
correct trigger sets off the desired response.
2. The most effective time for the association of the
anchor is at the peak of the experience. As the inten-
sity of the experience lessens, so does the associa-
tion. If you can maintain this intensity for a longer
period of time it is more likely the anchor will be
established. Internal responses and experiences are
significant.
3. Although internal reactions are not measurable,
they are definitive responses. The more profound
the experience when the catalyst is set, the stronger
the retaliatory response.
4. The strength of the response will guide the person’s
mind in the necessary and desired path.
Key 3: Uniqueness
1. It is best to find an anchor that is unique to the expe-

rience. The more original the motivation, the easier
it is to reestablish the desired rapport.
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2. Anchors can be established in the visual, auditory

and kinesthetic representational systems. Individu-
als have the ability to use any three of the types of
anchors independently or all together. The key here
is to ensure that they anchors are used together and
at the same time.
3. Make sure that it is something that happens associat-
ed with that experience and is not common to other
experiences. The repercussions of mixed responses
due to general stimuli could often be detrimental to
the person as well as the relationship as a whole. By
establishing unique stimuli, it allows for little mar-
gin of error and ease of reassessing the desired state.
Key 4: Replication
1. Practice makes perfect! Just like anything else, rep-

licating the experience will achieve the anchor per-
manently. If you are attempting to build an anchor
you may have to replicate it a time or two exactly.
2. If it is a vision or touch, it needs to be exact to build
in your mind.
As you saw from my own example with the perfume,

anchors can be set and fired both consciously and uncon-
sciously. People regularly create anchors in everyday expe-
riences. They may watch a news show about an incident or
situation they feel strongly about (negative or positive).
From that point on, any time a word comes up that brings
forth the memory of that news show, it will elicit a certain
response. In effect, an anchor has been “set” and “fired off.”
One way to think of it is the old bell curve. As you enter
into any “state” (emotional experience), it will usually
start slow and build to a peak, then diminish. If a unique
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Anchoring
stimulus is applied as you’re hitting the peak of the feeling,

that stimulus will cause you to enter into that same “state”
or emotion whenever you experience it again.
Think of the power of this in your daily transactions. If
you could anchor the people you deal with into positive emo-
tional states, would that not help you in the relationship?
Here an example of anchoring from a former student
of mine.
A former student shared a story of how he was in a dis-
pute with his wife over one of his daughter’s boyfriends.
The wife wanted him to tell the boyfriend to get lost. My
student decided to defuse the situation, so while his wife
was getting ready to go up the stairs, he put on some music
they played at their wedding.
He goes on to say the strangest thing happened. As the
songs were playing, she stopped, turned around, and said,
“I guess it’s OK for her to date this guy.” He asked her what
brought this on. She replied, “When that music came on,
my mind flashed back to our wedding (many years ago)
where Mother walked up to me and said, ‘I still don’t like
him.’ And you turned out all right.”
That music fired an anchor installed many years before.
But that is not the end of the story.
A few months later he took his wife for a getaway weekend
on their anniversary. He broke out all the right anchors…
flowers, champagne, the works! As soon as they settled
in, he put on the same music as above. His wife stopped,
grabbed him by the shoulders, stared into his eyes, and said,
“Promise me something, we will not talk about our daugh-
ter or her boyfriends, or anything like that.” He was blown
away! Then he remembered that the last time he played
this music, they were involved in an emotional experience.
Because this new emotional experience was overlaid on the
old anchor, it brought up the last “anchored” experience.
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This is especially powerful when combined with rapport

skills, calibration and representational systems.
Here’s another story from a student that puts the power
of this into perspective. It’s from retired master sergeant
Robert Labrie, and tells about the first time he put all these
skills together when he was on assignment. He was part of
the inspection team troubleshooting the Advertising and
Promotion section.
When I first arrived, the supervisor said, “Sergeant
Labrie, I am so glad to SEE you! I am so anxious to SHOW
you how we run our Advertising and Promotion Program.”
He then spent time SHOWING me various slides, pro-
grams, and manuals he had written. He used visual terms. I
knew that to please him, things had to look good.
Then the officer in charge of the section approached
me and said, “Sergeant Labrie, I am so anxious to HEAR
what you have to SAY.” She wanted clear, detailed explana-
tions of everything I was covering during the inspections. I
remember thinking that it can’t be this easy (but it is!).
I then met the third person. At first I couldn’t make
out his system, but then I noticed that every time I found
something wrong, he would get very emotional and put his
hand to his chest like I had stabbed him, and say, “I can’t
believe that there is so much wrong here, I FEEL like it will
take me forever to get this all fixed.” There were definite
signs of him experiencing the world through primarily kin-
esthetic eyes.
I would then match each of their language patterns,
and I got along with each of them, but I could SEE how
they had trouble in their communications with each other.
I had an eighteen-page checklist to get through, and if
the kinesthetic continued with the emotional outbursts, I
would never complete it, so I decided to try “anchoring”
for the first time. I asked him if he had ever been super
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Anchoring
successful in his life; he immediately said “yes.” I asked

him to describe it in detail. The more he talked, the more
I could SEE him get into a positive “state.” His face was
flushed; he began to talk faster and became more excited.
When I thought it was the right moment (just before peak,
bell curve) I grabbed his shoulder (kind of slapped it light-
ly) and said, “See, I told you, you could easily be successful,
didn’t I?”
He said “yes” and we proceeded to the next question,
which also happened to be in an area that he needed work
in. When I mentioned this fact, he went off again, just like
before, except this time I slapped his shoulder, and before
I could say a word, he said, “I know, I know, I was successful
before, I can be successful again.”
I think my jaw hit the ground, it couldn’t be that pow-
erful, could it!
We went on to the next questions until we found anoth-
er area that needed work and he began to fl y off the handle
again. Once again, all I needed to do was touch his shoul-
der, and he went into a positive state and said, “I know, I
know,” and we were off to the next question. After a while,
all I had to do was approach him and look like I was going
to touch his shoulder and he responded the same way. I
think it was then I became a true believer in the effective-
ness of this technology, at that moment.
These are great examples of the many ways an anchor
can be used—an association, a touch, a sound—to trigger
a consistent response in your target. You can use anchors
to tap into your customer’s memory and imagination and
transfer their positive feelings and associations to the pres-
ent situation.
Think about some of the anchors you have. Do you have
a certain song that causes you to feel a certain way? What
happens when you see the national flag? What happens
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when your boss touches you on your shoulder and says,

“I need to see you in my office”? Once you become com-
fortable with the idea of anchoring, why not use it to your
advantage?
When you master rapport, you have a jump-start on
friendly anchors. You must remember to be aware to anchor
any of your clients’ positive states to you. You want to bring
up those positive thoughts and feelings in your client’s
mind. Once you become anchored to a response, it will last
until changed or replaced by another anchor. This is true
for people, products, or ideas. Here are some examples:
Coors beer invented light beer years before Miller brought

out Miller Lite, but Miller anchored light beer to them.
Remember “Tastes Great, Less Filling”?
There were at least five gold rock-n-roll records before

Elvis, but who is the King of Rock-n-Roll?
Do you ever hear someone say, “I need to make a Xerox

of this?” Then they make a copy on a different brand copy
machine.
What correct positive anchoring does is give you that

unique mental spot in your customer’s mind. You want
them to think, “I need office products. I better give George
a call. I like doing business with George.”
Whenever I teach a class, the first thing I do is anchor
the group. I like to anchor humor, or laughter, to myself.
Every time the group laughs, I will touch my tie or face, in
a certain way. I will then anchor spots on the stage. (Elite
presenters talk about training their audience.)
I had a teacher in middle school, Mr. Stevens, who used
to tutor a few of the students after class. One of his students,
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Anchoring
John, had a hard time coming up with the right answer to

a question when called upon to do so in class. Mr. Stevens
began to tutor him, and then, during class, he would ask a
question and, before calling upon a student to answer, he
would remark casually, “I know John has the answer to this
question, but let’s hear what Karen (or Tim, Mary, etc.) has
to say.” The result was that John started to believe in him-
self, believe that he had the answer. Mr. Stevens anchored a
feeling of confidence in John that was reflected in the ease
with which he began volunteering to answer questions in
class.
Here are some exercises to master these skills. The first
one is for you to practice on yourself. We want you to first
get a feel for these techniques, and then we will show you
how to implement them into your daily work and personal
life.
Exercise: Anchoring a Resourceful State

Identify a resourceful state or behavior. Think of something
you already do well, some behavior or state you would like
to be able to access whenever you choose.
Choose an anchor that is easy for you to remember, that
you can use whenever you want to access this feeling. Be
sure to pick an anchor that is precise, such as placing your
thumb and forefinger together as if making the “OK” sign.
Now call up a memory of the behavior or state you
would like to have, remembering a time when it was strong.
What was it like to be doing that behavior? It’s important
you see this experience through your own eyes, and not as
if you are an observer watching yourself.
Take note of what you see and hear and feel as you call
up the memory. What colors are around you? Are the col-
ors bright and vivid, or are they soft pastels? Are they clear,
or are they slightly hazy and out of focus? What sounds do
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you hear? Are they soft or loud? Is there singing or talking,

or are there birds chirping?
As you imagine this scene, allow yourself to experience
being there until the feeling is strong and encompassing
you. As you do, touch your thumb and forefinger together
as if making the sign for “OK.” Hold the position for as long
as the feelings remain strong, and when they begin to fade,
return your fingers to a relaxed position. Shake your head
or move in some way so you can bring yourself back to the
present (also called “breaking state”).
The OK sign has just become the anchor for those feel-
ings. But we don’t want to stop there. In order to ensure
these feelings are associated with that gesture, it is neces-
sary to repeat the exercise a few more times. Each time you
do, try to add more details to the memory. This makes it
even more powerful. Use all of your senses (seeing, hear-
ing, feeling, smelling, tasting) with the experience, so the
connection between the memory and the anchor becomes
powerful. It’s important to remember that anchors should
be set (installed) at the peak of the experience.
The purpose of setting the anchor is to be able to call
up the desired state when needed.
Test the anchor. Think of a different experience and
make the OK sign as you do, the same way you did a few
minutes ago. This is known as firing the anchor. What hap-
pened? Did you recall the memory in all its detail, complete
with the feeling or state you were trying to recapture? If you
didn’t, keep trying. Sometimes a little practice is all that is
needed.
Remember, the sensations in an experience will often
rise and fall, so you want to set the anchor as the experi-
ence is reaching its peak and remove it when the feeling
begins to fade.
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Anchoring
Now that you are starting to understand the power of

these techniques, here are some exercises to build your
skills with others.
Some of the states you will want to learn how to anchor
in others are:
• Humor
• Curiosity
• Being Positive
• Self-Confidence
• Loyalty
• How You Feel When You Make a GOOD Decision
• How You Feel When You Make a BAD Decision
• Excitement
• Doubt
• Patience
Eliciting States
Once you are in rapport with someone, you’ll find talking
to them is easy. To get someone into the state you desire,
you need to be able to elicit that emotional state in them.
That may sound scary, but it’s as natural as getting someone
to talk about something that will put him or her in the state
you want to elicit.
Here is an example you’ve probably come across: Two
men start talking about their favorite sports team. As they
talk, you can watch them enter into several emotional
states. As they describe the last win, they get excited; they
get passionate about the plays. Watch them as they describe
a “bad call;” they get angry. If their team lost, you will see
negative feelings.
In fact, watch any sporting event and you will see the
athletes firing off anchors all the time. Maybe you played
sports in school and you can still remember how you felt
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when you came off the field after a bad play and your coach
gave you that look, or the excitement after a good play and
your teammates patting you on the back.
Another example before we move on to exercises. Watch
professional comics as they do their routines. If they’ve been
on the road for a while, you will watch them set anchors in
their audience if a joke goes well. Think of the late Rodney
Dangerfield. As he said his “I get no respect, no respect at
all,” he always touched his tie. Jay Leno shrugs his shoul-
ders on bad jokes, and that will get laughs. He touches his
tie on good jokes. Tim Allen used to make his grunting
noises as he talked about power tools, and he built that into
a multimillion-dollar TV career. You will even see him use
similar gestures in some of his movies that have nothing to
do with the TV show.
The secret to elicit a state in someone is that first you
have to enter into it yourself! So, if you want someone to be
excited about something, you have to get excited yourself.
How do you do that? Think about something that makes
you feel the way you want to feel. This will cause you to
enter into the desired state. Then describe it in detail (even
if just to yourself). Then ask the person with whom you are
talking to describe how that state feels to them. If they hesi-
tate, or have problems, just describe how you feel when you
are in that state. People will compare, subconsciously, with
how they feel when they are in that state.
Remember, when you are in rapport, people talk about
a lot of things…this is natural; use it!
Anchoring States Exercises

Every day pick a state you will practice anchoring. We
suggest coworkers and social situations before you tackle
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Anchoring
customers. Always start by getting into rapport with the

people you are communicating with.
Humor. This doesn’t mean you have to be a comic. Just
get your target to talk about something they find funny, or
anything that made them laugh. Start by telling a story you
find amusing (I suggest you stay away from jokes, unless
you’re really good at them). If you are in rapport, they will
start to smile with you. Then get them to talk about some-
thing they found amusing. As they describe it, and they
smile or laugh, anchor that state to yourself by something.
Touch your ear and smile or laugh with them. Repeat sev-
eral times. When you touch your ear they will smile and be
in a better mood.
Curiosity. This one is easy! Think about how you feel
when you are curious. As you enter that state, do you touch
your chin? (This seems to be a natural curiosity anchor.)
Get your target to talk about things that make them curi-
ous. As they describe it, touch your chin.
Being Positive. This is a powerful state for you to use on
yourself, your coworkers and your clients. Think about how
you feel when you’re in a positive state of mind, body and spir-
it. Anchor that. Get your targets to enter into a positive state.
When they are in that state, anchor it to yourself and to them.
Anchor it to yourself by touching your chest area, and maybe a
thumbs-up sign. Anchor it to them with a pat on the shoulder.
Self-Confidence. Another winner for you and those
around you. These are best when you find people in this
state naturally, like after a good day, a good review at work,
etc. I would anchor it with the same anchor as above.
Learning to anchor the next states will put you light years
ahead of your competition.
Loyalty. This is one that will keep your clients around.
Have them tell you something that they are loyal to, and
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how good they feel about being loyal. As they describe it,
agree with them and anchor it to you with a natural move-
ment such as running your hand through your hair. The
key is how they feel when they are loyal—that’s what you
want. This is their way to ensure long-term relationships, as
long as you live up to your part of the deal.
How They Feel When They Have Made a GOOD Deci-
sion. Yes, you get your target to talk about a good decision,
and anchor that to you or your product. As they describe
how they felt, you agree and anchor that to yourself or your
product for them.
How They Feel When They Have Made a BAD Decision.
As they talk about this, anchor this to your competition, or
at least point away from you as they talk about it. This is
powerful!
Excitement. Get your target to talk about anything that
gets them excited: sports, their kids…anything that puts
them into excitement mode. You want to anchor this to
your voice if possible. This will get them to take your calls
and talk to you.
Doubt. Another winner for the salesperson. When you
anchor in doubt, you can use this to steer them away from
objections and toward making a good decision!
Patience. This could be a deal saver if you need to get
some extra time for the products or project. Anchor the
feeling of patience your target has wanted from their own
clients, and how good they felt when their clients had
patience with them. The key here is how they felt when
someone had patience with them.
Here is a story that shows many of these in action.

I was at a conference when someone approached me
about buying some of my home-study courses. I promptly
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Anchoring
put my rapport skills into practice. I mirrored and matched

him. After he asked me about the home study courses,
I told him how excited I was to be at the conference,
and mentioned how excitement is contagious. I asked him
if he was excited. As he talked about how excited he was, I
touched my tie.
I then talked about how much fun it was just being here
and laughing with my peers. I asked him if he was having
a good time. As he described a funny event, I touched his
shoulder and again touched my tie.
I asked him what he was curious about in the courses. As
he told of his curiosity and fascination with NLP, I touched
my chin and readily agreed (which I do!).
We then talked about some of the good courses he
had taken, and which courses he was especially glad he
did (good decision). As he was speaking of his favorite, I
touched the home-study courses.
I asked if he had been to any bad or unfulfilling ses-
sions at the conference. As he described a couple, I made
a gesture with my hand and talked about wasting time and
money.
Now I had what I needed. I used his magic words, and
I talked about how the home-study courses were both fun
and exciting; I touched my tie.
He smiled.
I then talked about how this course answered all those
questions about
NLP that many people in our field have; I touched my
chin and his shoulder.
We then talked about how it was important to take
good-quality courses, and how you want your money’s
worth and to feel fulfilled. I touched the videotapes and
held them.
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I then talked about how there were other products and

courses out there, and I did the gesture with my hand. He
bought all of my courses. (Of course, I have to say here that
I totally believe in these courses. They deliver the goods, so
I was very passionate about that, and I wanted him to make
a good decision.)
As I was writing up the sale, I asked him about any spe-
cial hobbies he had. He told me he loved to scuba dive.
Great! Now we had a shared passion.
He then mentioned he learned in the NAVY. I asked
him if he liked his Navy experience. He said he loved it.
As he was talking about his love for the NAVY and his
loyalty to it, I gave him the information on our organiza-
tion, and how it feels to “be on board.”
As he was leaving, I stressed, “Welcome aboard the
NFNLP ship.”
He brought two other people over that weekend, one
of whom bought a course. Is this stuff cool or what? By the
way, he is a great NLP practitioner.
One last story. I was called in to consult with someone
who did hypnosis seminars and wanted to sell more prod-
ucts in the back of the room, mainly tapes and books. I
watched his presentation and recommended a few minor
adjustments, the most powerful being as follows:
First, I had him place the products up front so they
could be seen. Then as he talked about the great things the
subconscious mind can do, I had him place his hand next
to the products.
The focus was on anchoring when he pointed out the
things the subconscious mind can do, things that you want,
that you need. He casually would gesture to the products.
For example, he talked about how, once you learn how to
ride a bike, your mind will remember. You may not ride a
bike for years, but when you get on one again, your mind
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Anchoring
takes over and does it for you. This is a good thing; you want
this, you need this (point to product) to free your attention
to do other things. Another example is if you used to drive
a stick shift. Again, you may not drive one for years. Then,
if you do, you’re driving just fine within a few minutes. This
you want, this you need (casually point to products). It’s a
good thing.
Then when he did his closing and talked about the
products, he would say, “Some people need this, others
want this, but what these do is free your mind. It’s a good
thing,” as he held up the products. His sales increased by
over 10 percent at the next seminar.
Anchoring—A Universal Event: You

Can’t NOT Be Anchored!
You’re anchoring all the time in ways you’re not even aware
of. Anchoring is considered to be subliminal seduction and
is, indeed, a very powerful tool.
Anchoring Exercise
Ask someone to help you with the following exercise:
1. Identify resourceful behavior or state: Think of

something you already do well, some behavior or
state that is already resourceful, but which you would
like to do even better.
2. Access and anchor number 1: What is it like to be

doing that behavior? As they access that state, reach
over and anchor it with a touch of the arm.
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3. Identify additional resource number 2: Think of

some other resource state/behavior that you could
add so that you’d be even more delighted with that
resourceful behavior. As they access this resource,
anchor it with a touch of the other arm.
4. Integration: Take this resource (fire anchor number

2) and relive that resourceful behavior (fire anchor
number 1) with this additional resource available to
you. Watch and listen to everything that happens as
these two experiences combine to make you even
more effective. Take the time you need and come
on back.
5. Test: Fire anchor number 1 and look for a new

response. Note: Anchors should be set at just before
the peak of the experience. Have the client use all
senses (seeing, hearing, feeling, smelling, and tast-
ing) that were associated with the experience. Ask
the client to nod when they have reached the peak
of the experience. Then set the anchor. The pur-
pose of setting the anchor is to be able to call up that
particular desired state when needed.
6. The next time you do this, how will it be different?

Fire the first anchor. You want them to go in and sort
all differences. So what’s it like? It may only be one
subtle shift.
Remember, you’re anchoring people all the time. Think

about all the times you might touch someone on the shoul-
der and say, “It’s OK! How bad is it?” And you set an anchor
every time. They get anchored into “this is feel bad time.”
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Anchoring
In the old Gestalt therapy, the therapist would start in

one chair, and as the patient got better, he’d go to another
chair and could not go back to the old chair because that
was the bad chair. “You are better now, you can’t sit there
anymore.” They were anchoring even though they didn’t
know what it was!
Some trainers covertly install humor throughout their
presentation to make the class more interesting. It especial-
ly helps when you make a mistake. You can tap while you
are creating the anchor. You can use your voice. Using a
middle name, such as “William Danny Horton,” immediate-
ly reminds you of a time when you were getting chewed out
by your mom. You can anchor in the air with a gesture. You
feed back their strategy and add an anchor. A trainer can
anchor her spaces on the stage so that whenever she steps
into a certain area or does a certain thing, the audience will
react in a certain way. Stand in a certain spot when you tell a
story. Anchoring makes all your techniques more powerful.
Exercise: Altering an Action/Behavior Transfer

Presenter (P): Does anyone have a problem or a time in
their life when they get stuck or have a response they don’t
like and can’t get out?
a. It doesn’t hurt to use the book. It means there
will be less you have to remember.
b. Presumably, if a doctor has a question, he will go
to a manual to get the answer.
c. Grab the book if you need to.
P: You start to make a decision and you get stuck. Where

do you get stuck? What happens for you to get stuck? . . . Do
you think about it a long time? . . . Do you think too much?
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Experiencer (E): I think too much. I analyze it.
P: Would you like to stop doing that to a certain degree?
P: Please close your eyes and we will be doing anchoring

with touch—if you don’t mind?
P: Can you see yourself from my point of view? Like on a

movie screen? See yourself so you are totally dissociated?
There is no feeling, no thought. Now shake that off.
P: Can you think of the last time you got stuck? When was
that? What was it? What were you thinking about?
E: The change I was going to make.
P: OK! Think about that now! And you know how it feels
to be stuck. Right? You know how it feels mentally and
physically.
P: Now what I want you to do, have your brain do this . . .

From now on whenever you get stuck, you are automatically
going to pull back and see yourself from my point of view.
Got it?
P: So when you think about being stuck, you are going to

pull back and see yourself from my point of view.
P: Shake that off and open your eyes. So how is it different

now when you think about being stuck?
P: Pull back. What resource, that is what we are looking for,

and we just tested it. That in itself can be an intervention
if you are dealing with people. So what can happen is they
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Anchoring
get stuck and they don’t get out of it. And sometimes just by
pulling back it can be an intervention.
Have you ever worked with someone who gets into an

“instant rage?” They just flip from being normal to being
insane, and sometimes all they need is someone to pull
them back. If they can pull back and see themselves in rage,
they usually will regain control.
So what resource would be handy for you to have when you

are stuck? What do you think would be good? You get stuck
in that think . . . think . . . think . . . think . . . think and you
pull back . . . what would be good? Go ahead and trust your
instinct—yes, go ahead and do it.
E: Just shut the faucet off and go.
P: OK, we can do that.
Steps to Behavior Transfer
1. Can you think of a time when you could do that, just

shut the faucet off and go? Yes!
2. Enter that now and think about it. So you know what
that is like?
3. OK? So from now on, here is what is going to happen!
4. Whenever you start getting stuck, you are automati-
cally going to pull back and see yourself sitting there
stuck . . . and when you settle back in it, you will
maybe just shut the faucet off and go.
5. But it is going to happen—stuck, pull back, and all
of a sudden you are just ready to go.
6. Stuck, pull back, ready to go. Before you know it, it
will happen faster than I could touch you.
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7. So the next time you start getting stuck . . . snap your

fingers . . . it’s done!
8. Now just to make this even more fun, I want you to
take your left hand and either make a fist or an OK
sign or do something with your left hand . . . an OK
sign.
9. That’s going to be your anchor. So if something hap-
pens and you get stuck and it doesn’t happen auto-
matically, just by doing the OK sign, this will auto-
matically happen.
10. So you might even make the OK sign, your self-an-
chor, when you know you’ve got to make a decision.
So you start making that OK sign and your brain
automatically goes, “OK, let’s just go!”
11. Always know you can trust yourself to make the best
decision at the time. So this becomes your self-an-
chor for that.
Solicit the help of another person and review the previous

exercise
Have them think of a time that they get stuck or they go
into an unresourceful state. Find something that they get
some type of stimulus from, but which has response they
don’t like.
Examples: Rage
“My wife just says something to me and I go off . . .”
(Stimulus/response.)
“Every time my husband comes home, he leaves his
clothes on the floor, takes a shower . . . it drives me crazy.”
(Stimulus/response.)
1. Have them elicit dissociation. Give them a safety

valve if something goes wrong, you want them to be
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Anchoring
able to dissociate. Ask them if they can see them-

selves from my point. Picture yourself on a movie
screen. See yourself from the top of the room,
whatever you want so they can imagine themselves
being dissociated. (Set anchor number 1 wherever
it is handy for you—knee, elbow, etc). Precise, exact
spot is not necessary. Close is good enough.
2. Test it, then elicit the stuck state . . . Have them think
about the last time it happened when they got stuck
(anchor number 2).
3. Chain to dissociation: From now on, whenever you
feel yourself getting stuck, angry, upset, losing con-
trol, whatever the problem the client has . . . you
automatically find yourself pulling back (or dissoci-
ated) or “drift back and see yourself getting angry,”
or something like that. Note: Always do everything
twice.
4. Test: Have the client think about being stuck and
usually they will go . . . their eyes will go all over the
place. You have scattered the neurology of the brain.
5. Then ask them to select a resource—What would
be good . . . ? He said, “Turning the faucet off and
going.” (Anchor it.)
6. Then tie all three anchors together—From now on,
not only when you feel stuck will you automatically
pull back and see yourself, you are also going to set-
tle into turning the faucet off and go. They could
say humor versus the faucet, for example. Don’t
give advice. Find out what resource they need, and
no matter how weird it sounds, use it. It has to be
their idea. For them it might be humor and a pile
of clothes. One person would just pick the clothes
up, throw them in the closet and go on, or just leave
them there. Let them come up with whatever works
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in their brain. Now if they obviously don’t know,

then prod them, but it is important to let them put
it in their words. That is easy to overlook. That is
why psychology has a dismal track record. We take
what works with one person and think it will work
with everyone. You overlap the patterns in the brain.
Anchors can override other anchors depending on
the strength of the stimulus—like taping over a tape.
Eliminating Fears and Phobias

This technique neutralizes the powerful negative feelings
of phobias and traumatic events.
Remember, most people learned to be phobic in a sin-
gle situation that was actually dangerous or seemed danger-
ous. The fact that individuals can do what psychologists call
“one-trial learning” is proof that a person’s brain can learn
quite rapidly. That ability to learn rapidly makes it easy for
you to learn a new way to respond to any phobia or trauma.
The part of the person that has been protecting the per-
son all these years by making him phobic is an important
and valuable part. We want to preserve its ability to protect
him in dangerous situations. The purpose of this technique
is to refine and improve his brain’s ability to protect him by
updating the information.
Have the subject get comfortable. Following are ques-
tions and a suggested patter for this technique.
• What is your phobia?

• Do you want to be over it?
• How bad is your phobia? What happens?
• And you would like to be over this?
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Anchoring
• First thank your brain for a couple of things. (1) It

proves how quickly your brain works. (2) Once it
learns something, it can be tenacious.
• Intellectually you know that most snakes are not poi-
sonous, but that doesn’t matter . . . does it?
• Thank your brain for holding onto this for all these
years. And it’s doing it for some reason to take care
of you.
• All we are going to do is update the information col-
lected by your brain.
• OK?
• What I want you to do is put your feet flat and just
close your eyes, and I want you to imagine you are
sitting in a movie theatre in your favorite chair, and
on the screen is a great big black-and-white snapshot
of you, where everything is fine. You got it?
• Now what I want you to do is float out of your body
so you can see yourself sitting in the chair. And you
are going to drift back up like where the projection
booth would be, and you are going to see yourself
sitting here safe and secure, watching yourself watch
the movie.
• So you are up in the projection booth, and there
is plastic up there, and you are safe and totally
removed, and you are up here watching yourself sit-
ting here watching the movie.
• Got it? Good! Now I want you to watch and listen .
. . protected in this booth as you see this black-and-
white snapshot kind of segue into a movie of a young-
er you going through one of those situations where
you experienced a phobia reaction with [phobia].
• It might be the earliest memory you can remember,
or it could be the worst, either one. But you are up
here in the projection booth watching yourself, safe
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and secure, sitting there watching this movie . . . as

it goes from a black-and-white snapshot into a black-
and-white movie of you either the very first time you
freaked out with [name phobia] or the worst time
you freaked out with [name phobia].
• And the movie is going to run all the way through
the end and it stops. And there’s a black-and-white
picture of you again at the end, and everything is
fine.
• Now what you are going to do for me is you are
going to drift out of the projection booth and you
are going to settle back down into your body, safe
and secure, and when you are ready, you are going
to take a deep, deep breath . . . hold it . . . take anoth-
er deep breath and hold it.
• You are going to step into that last picture, and the
whole movie is going to run backward and in color.
Swoooosh! Just like that—real fast all the way back to
the beginning, that’s right!
• Now come out of the movie, come back and sit down,
safe and secure. Drift up out of your body again and
see yourself sitting here and again the movie is going
to start over.
• Again, the very first time or the very worst time you
had an experience with a snake all the way through
to the end, it freezes. You drift out of the movie the-
atre into yourself, and whenever you are ready on
your own you are going to take a deep breath, step
into the movie, and as you exhale, the movie is going
to run backward and in color, with you in it.
• See, hear, and feel everything as it goes backward . .
. swoosh, like that. Got it?
• This time you don’t even go back to the projection
booth; you just come sit down here and watch the
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Anchoring
movie. This time it is in color, of the worst experi-

ence you ever had with a snake, but you are watch-
ing it . . . swoosh all the way to the end. When you
step into it, the movie runs backward and in color . .
. swoosh . . . real quick! OK?
• And then it ends and you come back out and you see
a huge picture, one of those forty-foot pictures, like
the old drive-in movie screen. There you are, being
the person you really want to be!
• What I want you to realize is since you had this pho-
bia you have [avoided your phobia and you haven’t
learned as much as you could have about the subject
of your phobia], you’ll know how to urge caution
in your intelligence and your training . . . to be cau-
tious and careful . . . and you may be surprised and
delighted right now as you begin to search in vain
for that phobic response.
• [Think of phobia in a smaller way—e.g., smaller
snake, smaller spider, etc.] Whenever you are ready,
open your eyes. How are you feeling?
• How do you think you would feel if [you experi-
enced phobia now]?
• Thank your brain for understanding all this stuff
and you are going to exercise caution, and so when
you see [name phobia], don’t run up and look at it,
but you might go hmmmm . . . interesting!
Once you learn to use anchors on those with whom you

associate, you’ll be able to control their states of mind at
will! This is a powerful tool that should be used responsibly
and with the best intentions. Used correctly, it can set the
stage for success, more persuasiveness in your interactions,
and a multitude of other positives in your life.
Anchors aweigh!
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Chapter 8
Information Gathering
Once you achieve rapport with a person or persons, you

will find gathering information easier. They’ll want to talk
to you, because they will feel a sense of connectedness.
At the very outset, we advise you to bear in mind that, to
gather the correct information, you’ll need to do more than
just listen to their words. You will also need to decode their
meaning. This is because we don’t operate directly in the real
world but have to create models, or maps, of the world, which
we then use to direct our behavior. These maps or models
allow us to make sense of the world and of all our experiences.
Now, the maps or models in question can’t be evaluated
in terms of good or bad, but only in terms of their ability to
help us cope with the world. Most of us create these mod-
els from three human language modeling processes, name-
ly deletion, distortion and generalization. These are what
allow us to grow, understand and experience the world.
The most common of these is generalization. This is where
a person takes pieces or parts of an experience and uses it to
represent the whole category from which that experience is
but an example. A child learns his father is a male, and he gen-
eralizes this and believes all males become daddies. This is also
how you can learn quickly. For instance, when you learn how
to drive a car, you can generalize what you learn about driving
a car so you can drive almost any automobile.
However, generalization has its limitations. For exam-
ple, when salespeople fail in a few calls, or perform in a
way they label inadequate, they could generalize this into
believing that they are no good at sales calls.
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The next process is distortion. This happens when we

make shifts in how we experience our sensory data. We
misrepresent reality, sometimes making it more or less
important than it really is. People who do this because they
are optimists are said to be looking at the world through
rose-colored glasses.
The other side of the coin, however, can become a prob-
lem, such as when someone takes a small amount of criti-
cism from his sales manager and turns it into “He hates me
and is out to get me.”
It can also be a problem when someone takes a process
and turns it into a thing. Love becomes something to be
handled—and controlled—as if it was a thing.
Lastly we have deletion. This is where someone leaves
out certain aspects of an experience and focuses on other
aspects, somewhat like selective attention. On the plus side,
this allows you not to become overwhelmed by all the exter-
nal stimuli you are confronted with daily; you can talk on
the cell phone while walking through the airport, oblivious
to all the hustle around you.
Victim mentality can be an example of this, however.
Such a person believes the world is against him, but he
deletes his actions, which may have put him into such a
position or caused his problems in the first place.
Here is a complete breakdown of the language process
we call the Meta Model. Read through this, and then we’ll
show you a way to cut to the chase, so to speak.
Meta Model Distinctions

People have their own system for connecting words to their
daily experiences, and their own set of words to help con-
nect to that experience. People usually aren’t conscious
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of the process or the words they select to represent their

experience.
Errors in information gathering can be divided into two
types:
1. Deletions—information that was lost as you repre-

sented the words given to you by the customer.
2. Additions—information that you added to that rep-
resentation, based on your own presuppositions,
personal history, etc.
What do we mean when we speak of deletions and addi-

tions? Well, deletion occurs when we selectively focus on
certain parts of our experience and exclude other parts.
It’s something we all do almost all the time to avoid being
overwhelmed by the external stimuli that surround us. For
instance, someone in a room full of people can play a video
game, while another person is watching television and
three other people are playing a board game. Each person
in that room is deleting a portion of the total experience in
order to engage in their selected activity.
How does deletion occur when we’re with a customer?
Imagine that you have just asked your customer a question
about their computer software preference. The customer
replies, describing his use of certain software and his inabil-
ity to get technical help when he needs it. As a computer
salesperson with a background in programming, you’ve
never experienced his level of frustration. You focus on the
software he mentioned and talk about how versatile these
applications can be. You have unconsciously deleted his
technical-help problems, without even realizing that you
did so.
Addition occurs when we add something to a repre-
sentation based on our own experience. Take the above
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example. This time the salesperson recalls a time when he

called for technical help with a software application and
spoke with a troubleshooter who gave him some insight-
ful tips about the application. He misses the frustration
being expressed by his customer because he is concentrat-
ing on his own memory and recalling how knowledgeable
the technician was and how he was able to use the tips to
greatly increase his expertise with the software application.
The original representation of the customer—that his use
of certain software programs led to seeking technical help
that was less than helpful—is distorted by the salesperson’s
own experience.
The Meta Model is a set of questions that allows you
to gather information that clarifies someone’s experi-
ence, in order to get a full and detailed representation of
that experience. The goal of the Meta Model is to create
the most understanding and learning from any specific
communication.
The Meta Model is used to gather information that
leads a person from a surface structure, SS (the language
selected to represent an experience), to a deep structure,
DS (the actual, complete experience).
There are six question words in the English language:
who, what, when, where, how, and why. Of these, why is the
only one that doesn’t ask for specific detail. The answer to
“Why?” is usually “Because,” followed by a historical or the-
oretical explanation. This doesn’t supply the process infor-
mation you want. You may get specific detail in response to
“Why?” but that will only be a lucky accident. This is why the
question “Why?” does not appear in the Meta Model.
Meta Model responses help recover deleted materi-
al and assist the speaker in reconnecting with their deep
structure (the actual, complete experience). This can be
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the most important part of a sales call, namely, gathering

the correct information.
Gathering Information
Lack of Referential Index
When the person or thing being referred to is not iden-
tified, this is known as lack of referential index. This type
of generalization limits your model of the world by leaving
out the specific details of the experience or representation.
These references are often pronouns, such as she, he, it,
they or them, and classes of objects, such as dogs, hotels,
cars, countries, etc. When you’re gathering information
from a customer, you want to be sure that you have a clear
understanding of what they are saying. The details that they
leave out can make or break the sale.
1. Deleted Referential Index occurs when the speaker

of the sentence simply leaves out the reference.
a. “The window was broken.”
Who broke it?
b. “I’m being pushed into this project.”
Who’s pushing you?
2. Unspecified Referential Index occurs when the

noun or noun phrase does not name a specific per-
son or thing . . . look for words like “this,” “that” and
“it.”
a. “That just won’t work.”
What, specifically, won’t work?
b. “This is stupid.”
What is stupid?
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3. Generalized Referential Index is one way the speak-

er can “plug the hole” left by deleting a reference. A
generalized referential index is a noun or pronoun
which refers to a nonspecific group or category.
a. “Relationships are a drain.”
Which relationships do you find draining?
b. “People are so uncaring.”
Who, specifically, is so uncaring?
4. Reversed Referential Index occurs when the speaker

is stated as receiving the action of the verb in a sen-
tence rather than doing the action of the verb.
a. “He hates me.”
Try saying “I hate him,” and then express what you’re
feeling.
b. “She never seems to understand me.”
Try saying, “I never seem to understand her,” and then
express what exactly you’re feeling.
The creator of the Gestalt theory, Fritz Perls, called this lin-
guistic pattern projection. As people reverse the statement
and begin to take responsibility for themselves in this man-
ner, they have the possibility of having an “Aha!” experi-
ence. This is referred to as owning projection.
Nominalizations
This Referential Index Meta-Model violation has its own
category. Nominalizations are words transformed from pro-
cess (verbs) into closed events (nouns).
To gather information here, change the noun or con-
stant state back into an active form of the verb from which
it was derived. Specifically ask “who” or “what.”
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Open up the action.

Who’s communicating what to whom?
How would you like to communicate?
Linguistically, nominalizing is the changing of a DS process

into an SS event. Ask yourself the question: “Can you put
the nominalization in a wheelbarrow?” or does the word fit
into the blank of the syntactic frame: “Ongoing . . . ?”
Words like friendship, sensation, decision, obligation,
etc. are nominalizations.
You need to denominalize the words.
Questions to ask:
“How specifically are you . . . ?”
“What prevents you . . . ?”
“Can you imagine . . . ?”
1. “He is a failure.”
How is he failing?
2. “This relationship is not working out.”

How is the way you are relating not working out for you?
3. “I can’t do anything without being reminded of my

obligations.”
To whom are you obligated to do what?
4. “My wife’s laughter provokes my anger.”

How does your wife’s laughing cause you to feel angry?
5. “I resent your question.”

How (what) do you resent in what (that) I am asking
you?
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Unspecified Verbs
In an Unspecified Verb, a full description of the action
or event is not present. To say that someone touched me is
much more generalized than to say someone caressed me.
Question to ask:
How, specifically?
1. “Michelle rejects me.”

How, specifically, does Michelle reject you?
2. “They ignore me.”

How, specifically, do they ignore you?
3. “He hurts me.”

How, specifically, does he hurt you?
4. “John keeps bothering me.”

How, specifically, does John keep bothering you?
Note that the above statements also include a Reversed Ref-

erential Index.
Expanding Limits
Modal Operators of Possibility/Necessity (Modes of
Operation) are words that identify the limitations a per-
son puts on him/herself.
Possibility/Impossibility: can/can’t; will/won’t;
possible/impossible.
Necessity (Required): should/shouldn’t; must/must
not; necessary/unnecessary.
These operators define the boundaries of the person’s
model of the world. To extend beyond those boundaries
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is to invite some catastrophic expectation over which the

speaker believes he or she has no control.
Questions to ask:
What stops you?
What would happen if you did?
1. “I can’t do that.”
What would stop you?
What would you do if you did?
2. “I won’t be able to go to the concert alone.”

What stops you from going to the concert alone?
What do you think would happen if you went alone?
3. “I really should be more flexible.”

What do you think would happen if you were more
flexible?
4. “I ought to be more understanding when he’s like

that.”
What do you think would happen if you weren’t?
5. “It’s not possible for me to love anymore.”

What stops you from loving?
What would happen if you did?
Look for the words must, have to, ought to, and their oppo-
sites, shouldn’t, must not.
Universal Quantifiers
With Universal Quantifiers, everything is exaggerated.
This category includes words such as all, never, always, no
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one and everybody. They often indicate that a generaliza-

tion has been made from a specific experience.
The question to ask should be in the form of an exag-
geration. Ask for contradictions to the event the speaker is
talking about.
1. “I never get what I want.”

Can you think of a time when you did get what you
wanted?
2. “No one will give me help.”

I wonder if you can remember at least one person who
helped you?
3. “Everybody’s mean to me.”

Everybody’s always mean to you, everyone you know,
even your best friend, even the milkman?
4. “I’ve always used the wrong words.”

You’ve always used the wrong words at every time and in
every situation?
Universal Quantifiers often have built-in double binds.
1. “Though I want to, I’ll never respect him . . . I always

get what I want from him.”
I have a homework assignment for you. During the com-
ing week I would like you to ask him to give you only
what you want in order to respect him.
Mind Reading
Mind Reading is a person’s belief that one person can
know what another is thinking/feeling without direct com-
munication (knowing someone’s internal state).
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Projected Mind Reading: a person believes that others

should know what she is thinking.
Questions to ask:
How, specifically, do you know that?
1. “I know what makes her happy.”

How, specifically, do you know what makes her happy?
2. “You love me.”

How, specifically, do you know that I love you?
3. “He should know better.”

How should he know not to do that?
4. “They think he knows all the answers.”

How specifically do you know that they think that?
5. “If she cared about me, she wouldn’t have to ask

what I need.”
If she doesn’t ask, then how will she know for sure what
you need?
Changing Meanings
Cause and Effect

Cause and Effect is a belief that some action on the part
of one person can cause another to experience emotion or
an inner state, where cause is wrongly put outside of self.
Questions to ask:
How does X cause Y? How, specifically?
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1. “Michael’s nervousness causes me to be edgy.”

How, specifically, does Michael’s nervousness cause you
to be edgy?
2. “Reading this makes me angry.”

How, specifically?
3. “You make me sad.”

How, specifically?
4. “I feel bad for making her cry.”

What did you do that you believe made her cry?
5. “Their laughter makes me angry.”

How does their laughing cause you to be angry? (Notice
the nominalization in sentence number 5 . . . laughter.)
Lost Performative
A Lost Performative is a generalization that a person makes
and transfers to the world as if it is a truth. The personal-
ly-held belief gets lost in the generalizations (value judg-
ments where the person doing the judging is left out).
Questions to ask:
Who says? For whom?
1. “It’s crude to act like that.”

Who says?
2. “This is the right way to do this project.”

According to whom?
3. “That’s a stupid thing to do.”

Stupid according to whom?
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4. “It’s not important anyway.”

It’s not important to whom?
By using Lost Performatives, people remove themselves

from any position that might leave them open to criticism
or challenge. “Statistically speaking . . .” By getting the
speaker to use such phrases as “I think” or “my belief is,”
the speaker is able to identify himself as the specific per-
former of the judgment, thought, belief or action.
The Short Method

Now that you have an idea of how we use language to make
sense out of the world, and how we can lose the true mean-
ing in these processes, let us show you a shortcut.
The thing to bear in mind is to get your customer (or
anyone with whom you are communicating) to be as spe-
cific as possible. You want to elicit information that is as
sensory-specific as possible…things you can SEE, HEAR or
TOUCH. When you do this, you will be communicating in
a way that makes understanding much easier. The word(s)
you now want to start using a lot:
Specific/Specifically
Now, when you first start this process, some people may be
upset when you nail them down by requiring specificity, but
you will also become known as a clear communicator. As a
culture, we have lost clear communication and replaced it
with the vague reference.
Here is a list of the key questions you need to learn to
ask in almost any situation in which you want to gather clear
information.
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The Key Questions:
1. What do you want?

Stated in positive terms
Specific
Sensory Based
Hear
Feel
a. What will that do for you? (specifically)
2. How will you know when you have it?
3. Where, when, and with whom do you want it?
4. How will this affect other aspects (or people) in your
life?
5. What stops you from having this already?
6. What resources do you already have that will help
you obtain your outcome?
7. What additional resources do you need to obtain it?
8. How are you going to get there?
a. First step: Must be specific and achievable.
Is there more than one way to get there?
The Key to Successful Interaction
The Meta Model

Let’s talk about the Meta Model of information gathering.
“Meta” means overview, huge, above. It is a way of gather-
ing information specifically. After this exercise, you’ll fall
in love with the word “specifically” (and chances are that
everyone around you will want to slap you for it!).
We all talk about getting upset, and often it’s a per-
son who makes us upset. Well what, specifically, are you
upset about? How, specifically, does that person upset you?
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People do not want specifics in their life. They want gener-

alizations (fluff words).
The two ways to gather information:
1. You can go up to a more generalized term (fluffy

language).
2. You can go down to something specific.
You should focus on what you can see, hear, and feel.
For example, instead of saying, “I want to be happy,”
think what, specifically, will make you happy. How, spe-
cifically, do you know if you are happy?
Let us deal with some specific questions . . .
1. What do you want? Why are you reading this?

Stated in positive terms, we are looking for a positive
goal; not what you don’t want.
This is great if you work with people who want a rela-

tionship. Most people can tell you exactly what they
don’t want in a person, which is usually those qualities
present in the person they just left.
I am not interested in what you don’t want, but what you

do want.
Are you reading this for therapy or business?
a. Has to be in your realm of experience.

b. Specific—Sensory Based—See—Hear—Feel.
c. Small chunk size.
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Example: I want to kill my wife. I want to be a vegetarian. I

want to stop smoking. It’s a specific goal, initiated and con-
trolled by the client.
Ask yourself specifically, “How are you going to do that.”
2. What will that do for you? (Specifically).

a. I will feel better.
b. Is there any other way you can feel better other
than killing your wife?
3. How will you know when you have it?

a. How will you see, hear and feel?
4. Where, when and with whom do you want it?

Do you want this everywhere in your life, or is this a
specific situation?
For example, if someone wanted to be more assertive in

their life. Where, when and with whom do you want to be
more assertive, specifically? Home, kids, work? Is it senso-
ry-based and ecological? Make sure it is good for the whole
system.
5. How will this affect other aspects (or people) in your

life?
Assertiveness, for example.
Let us consider the example of the lady who wanted to
become a vegetarian.
This decision isn’t something that will affect the lady
alone. The entire family may have to eat less meat.
Similarly, if a member of the family wants to quit smok-
ing, it will mean that the whole family may have to smoke
outside.
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6. What stops you from having this already?
7. What resources do you have that will help you obtain

the outcome you desire?
a. Success in one area can be transferred to success

in another.
8. What additional resources do you need to obtain it?
9. How are you going to get there?

a. First step: Be specific and achievable. How will
you start?
b. Is there more than one way to get there?
The following story will help exemplify this point.
The Guru
There was this town that had a town Guru. He was a person
who knew all the answers. Now, there was a family that was
having a problem with their son. The son would eat choco-
late and candy, get hyper, eat more candy, and go on until
he was out of control.
After exhausting all their resources, they went to the
Guru and told him of their problem. He told them to come
back in two weeks, by which time, he said, he would have an
answer for them.
Rumors spread about this Guru who was supposed to
have all the answers immediately. Was he losing it?
Finally, the two weeks over, they went back to the Guru.
He told them what to do, and it worked. All the elders of
the town got together to find out why it took the Guru so
long (two weeks) to get an answer.
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They approached the Guru for a clarification. He said

he had a problem with sweets; he got hyper and would
then pass out. He admitted that he hadn’t realized it was a
problem until they had presented it to him. How could he
help them with a problem that he himself had, until he had
solved it for himself? So he went to his Guru to find out how
to solve the problem.
Guru = Gee, you are you.
Now let us move on to a simple exercise on how to lose
weight.
Exercise: How to lose weight:
(P) What is it, specifically, that you want?
(E) To lose weight.
(P) How much weight do you specifically want to lose?
(E) I want to get down to 110 lbs.
(P) What would that do for you?
(E) It would make me look better and feel better and fit in
my clothes better.
(P) So you want to look better and feel better, and losing
weight would do that for you?
(P) Are there any specific foods that are primarily giving
you a problem?
(E) I am a sweetaholic.
(P) What types of sweets, particularly?
(E) Candy, cookies, cake and pie.
(P) When do you usually eat the sweets?
(E) I do well during the day, but when I get home—ah!
That’s when I lose it!
(P) So you want to eat better, salads, etc.? Did you ever eat
that good?
(E) No!
(P) So this will be a new behavior for you?
(P) How will this affect other people in your life?
(E) They would like it.
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(P) What stops you from already achieving your goal?

(E) I never learned to eat fruits and vegetables.
(P) What resources do you already have that will help you
get there?
(E) Books, etc.; I have motivation, desire, programming.
(P) What additional resources do you need to obtain it?
(P) So you have taken these steps but something hasn’t
clicked?
(P) What is the next step you are going to take to get there?
When you communicate, it is normal to Distort—General-

ize—Delete information, and it is usually the most import-
ant information that is left out.
Let’s take a peek at what these are.
Distortions
Mind-Reading Pattern
This is apparently knowing what someone else is think-
ing or feeling.
Response: How do you know? You really don’t know. They

did it in the past.
“Past behavior is the best predictor for future behavior.”
This sounds good but doesn’t mean anything. Always ask.
Always probe. Always question. Never take anything for
granted.
Prediction: Recover source of information
Another example: “I know you are upset with me.” How do

you really know?
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Lost-Performative Pattern
This is general semantics from Alfred Korzipski. It’s
about how language is processed. As we already learned,
sentences have two structures: the deep structure and the
surface structure.
They are deleting what is being judged. It’s bad to be
inconsistent.
Response: (Gather evidence) Who says it is bad? Accord-
ing to whom? How do you know? You have lost the perfor-
mance factor. You need to focus on who or what is the per-
formance thing you are doing.
Prediction: Recover Source of Belief.
Recover Performative
Recover Belief Strategy
Cause-Effect Pattern
“You make me sad.”
Response: How does what I am doing cause you to be
sad? How do you know you are sad, specifically?
Prediction: Recover choice.
Complex-Equivalents Pattern
Two experiences being interpreted as being synonymous.
“She’s always yelling at me; she doesn’t like me!”
Response: Have you ever yelled at someone you liked?
How does her yelling mean . . . ?
You could be yelling because you just got a letter from
the IRS. You have to break the equivalence.
Prediction: Recover CEQ. Counterexample.
5. Presuppositions Pattern
Example: If my husband knew how much I suffered, he
wouldn’t do that.
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Three Suppositions:
1. I suffer.
2. My husband acts in some way.
3. My husband doesn’t know I suffer.
Response:
1. How do you choose to suffer?

2. How is he reacting?
3. How do you know he doesn’t know?
You are presupposing he cares.

By challenging it, you are breaking the other’s model of
the world.
1. Specify choice and verb.

2. Specify what he does.
3. Recover internal representation and CEQ.
Generalizations
Universal-Quantifiers Pattern
(All, every, never, everyone, no one, etc.)
Examples: She never listens to me!
Everyone does everything.
(Kids use this a lot.)
Everyone is going to the dance.
You have to do this/that.
Challenge! What would happen if you did?
Response: (find counterexamples) Never! What would

happen if she did?
Prediction: Recover counterexample effects, outcome.
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Modal-Operators Pattern
Modal Operators of Necessity (required)
(Should, shouldn’t, must, must not, have to, need to, it
is necessary)
Example: I have to take care of her.
Response: What would happen if you did? What would
happen if you didn’t?
Prediction: Recover effects, outcome.
Modal Operators of Possibility (or impossibility)

(Can/can’t, will/won’t, may/may not, possible/
impossible)
Example: I can’t tell him the truth.
Response: What prevents you? What would happen if
you did?
Prediction: Recover causes.
Deletions
Nominalizations Pattern
(Process words, verbs that have been turned into nouns)
Turning a non-concrete process into a concrete event.
If you can’t put it in a wheelbarrow . . . If you can’t see
it, feel it, or touch it, it is a nominalization.
Example: “I’m in love.” What does love look like? This
is fun in communication because you find out if you are
speaking the same language or not.
Response: Who’s communicating what to whom? How
would you like to communicate?
Prediction: Turn back into a process, recover deletion,
and referential index.
Process and specify verb.
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Unspecified-Verbs Pattern
Example: “He rejected me.”
People don’t specify what’s going on with them.
Response: How, specifically, did he reject you?
Prediction: Specify the verb.
Simple-Deletions Pattern
a. Simple Deletions. Example: “I am uncomfortable.”
b. Lack of Referential Index. Example: “They don’t
listen to me.”
(fails to indicate a specific person or thing)
c. Comparative Deletions. Example: “She’s a better
person.”
(good, better, best, more, less, most, least, worse, worst)
Response:
a. About what, whom?
b. Who, specifically, doesn’t listen to you?
c. Better than whom? Better than what? Compared
to whom, what?
Prediction:
a. Recover Deletion
b. Recover Referential Index
c. Recover Comparative Deletion
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Chapter 9
Beliefs
It’s no secret that some people are more successful than

others. Why is this? Most people think truly amazing or suc-
cessful individuals were handed all the right cards in life,
such as a powerful family, wealth or a great home life. Is this
true? Are successful people smarter, are they better busi-
nessmen, or do they have something that others lack? If
you look at history, you’ll see that it’s not necessarily any of
the above. Rather, it’s something in the internal operating
system of their brains.
Look at Mahatma Gandhi, Ho Chi Min or the Wright
Brothers. None of these folks were extremely powerful or
came from great wealth. They were all common individuals,
lawyers or bicycle repairmen. Yet they accomplished great
things, because they expected nothing less of themselves.
That internal operating system within the brain is the
place where individuals determine what they expect from
themselves. People always live up to their own expectations.
If you expect to fail, guess what? You’ll certainly fail. If you
expect to be the CEO of a company, you will! It’s all in the
power of belief.
The human belief system is a very powerful thing. What
many don’t realize is that they set themselves up for fail-
ure without ever saying a word. Your internal feelings and
beliefs about yourself can either make you or break you…
they truly are that powerful.
This is not to say there won’t be bumps along the way,
even with a powerful and positive belief system. It would be
fantasy to assume success will simply fall in your lap. There
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will be trials along the way, but these can be turned into
positives by learning from mistakes. This means taking less
successful ideas and turning them into feedback instead
of failure. The formula for success lies in correcting and
tweaking the system.
Beliefs: Personal Potential

Learning mind control isn’t an overnight venture. Though
the keys we’re showing you here are really very simple, it can
take weeks or months to achieve. Tapping into the creative
resources within you is sometimes a trial-by-error system. As
you grow in your success, you learn about yourself, as well
as your limitations and strengths. This takes patience and
time…which is what unsuccessful people often lack.
As simple as it may sound, there’s a great lesson here.
You could assume that, though a system of success sounds
great, it will likely not work. Or, you could absorb it into
your internal operating system, knowing that it will provide
guidance in fulfilling your dreams. It’s all in how you look
at the opportunity and code it inside that brain of yours.
Believing in yourself is the absolute most important step
in any venture you’ll ever undertake. When you take on
new challenges and tell yourself that you will succeed, you
can and will prove yourself right.
The Pygmalion Effect

This theory is not a new one, but it is one that can make
your dreams come true. In 1957, a professor by the name
of Robert Merton researched how people’s perceptions of
those around them influenced their own. As a research
project, a young teacher was told she would be teaching a
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Beliefs
group of gifted students. These students actually were not

gifted at all. In fact, they fell within the average, but also
had behavior problems.
Very soon, the teacher discovered that the students were
not engaged, interested or willing to behave under her cur-
rent teaching style. She worked very hard to come up with
a new approach. When she did, she sparked the curiosity of
those students. After a very fruitful year, the students were
engaged and learning; and they proved it with a 20-30 point
IQ jump! How did this work? Did the teacher turn those
average students into gifted students? Yes. She changed her
style based on the belief that those students were gifted and
that she must improve her teaching style to match their
potential. Had she expected less of them, the results would
have been very different. Now, can you imagine what would
happen in your life if you were operating at the same level
of expectation?
Merton’s theory developed into what is called the Social
Theory, or Social Structure. That’s a fitting name, because
it’s very true. People form their behaviors and expectations
around those individuals with whom they’re associated. If
the expectation is low, then the performance will be also,
and vice versa. If you know other people expect you to fail,
you may form a belief in your own failure. If you have even
one person “in your corner,” though, you’re much more
likely to believe in your success. Of course, we also use the
power of belief to our advantage when we influence others
to our way of thinking and acting.
Beliefs and Biochemistry

Your beliefs not only affect your thinking, they also affect
your health and wellbeing.
169
One great illustration of this is the “Placebo Effect.” In

one study, patients were randomly selected to receive either
a “sugar pill” or an analgesic for a headache, without the
patient knowing which. Needless to say, the researchers
were quite surprised when the sugar pill recipients, believ-
ing they received an analgesic, had close to the same results
as those who actually received the pain medication!
What does that tell us? It tells us that what people per-
ceive and believe is what happens. The individuals who
received the sugar pill believed the medication would work
for the headache, so it did. The Placebo Effect is so strong
that even the FDA acknowledges the fact that individuals
can benefit from a “fake” pill simply because they believe in
it. So, do you see how important a person’s belief system is?
Another study did something similar, but they gave one
group a stimulant and the other a depressant. The group
that was given the stimulant was told that it was a depressant,
and vice versa. The results were amazing! The participants
reported results consistent with the expected outcome,
not the actual medication. They actually controlled their
biochemical makeup. Those study members who received
the stimulant reported feeling drowsy and groggy. Those
who were given the depressant felt full of energy. It was just
opposite of the actual effects of the medication, but they
told themselves that was how they were supposed to feel,
therefore that’s how they felt!
Real versus Imagined Experience

Medical science has proven that our brain does not differ-
entiate between what is vividly imagined and what is actu-
ally experienced. The same neurological impulses are trig-
gered throughout the nervous system for both situations.
This is important for you, because it signifies that, when
you close your eyes and imagine yourself succeeding, you
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Beliefs
are more likely to achieve your goals. In fact, one could say
you’re preparing yourself for success.
Imagine this to test out this theory:

Think of a large yellow lemon…the mere name signifies
sour. Now close your eyes and imagine biting into that
lemon. The sour juice drenches your tongue, making your
nose twitch and your mouth pucker. Feel the cold surface
of the lemon on your hands and close to your nose. Smell
the citrus scent, reminding you how sour it really tastes.
Are you salivating? I bet the answer is YES! That’s
because your nervous system has been activated just as if
you had that lemon in your mouth.
This power of imagination can work to the benefit or
the demise of many people. Some begin to feel fear or stress
at the mere sound of a certain situation. This can actually
cause them health problems. When the fear response is
activated, the immune system can be suppressed, making
the individual more prone to illness. How well can an indi-
vidual function under great stress, fear and illness? How
tempting is it to attempt to shut down, let someone else
take over, or even self-medicate with alcohol, nicotine or
food? Fortunately, there’s a better way.
Mental Rehearsal – The Secret Weapon

For years, the Russians have dominated the Olympic Games
in gymnastics. Many people have wondered, yet never truly
understood, why the Russians’ performance was so excel-
lent. What’s their secret? They employ a sports psycholo-
gist. This psychologist offers psychological techniques that
enhance the athletes’ physical techniques. Not only do the
Russians prepare their bodies, but also their minds.
Think about it…when you rehearse failure in your
mind, what are you likely to do? On the other hand, if you
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follow the example of the Russians and their secret mental

preparedness, you can succeed just as they do. When you
rehearse the pictures of success in your mind, you soon will
be seeing them in person.
Reaching the Mind with Visualization

Visualization is a very important aspect in human behav-
ior. With the power of visualization, you can see yourself in
successful positions. You can imagine breaking through the
limitations and boundaries that are holding you back. Here
is an exercise to help you see the power of visualization:
Pointing your finger forward, and without moving your
feet, turn your body in a clockwise motion as far as you can.
Make a mental note of this position.
Close your eyes and visualize yourself in the above
exercise.
Now, with your eyes closed, continue, but stretch your-
self a little further (in your mind). Imagine yourself turn-
ing three feet further than you turned the first time.
Now open your eyes and repeat the first exercise. You
went further than the first time, right?
You can get past your mental limits and boundaries that
you set for yourself. That’s because, when you imagine that
you can, you do! Success is just a visualization away!
Breaking Beliefs
Most people strive to reach a record, but never seek to break
that record. They never seek a higher goal for themselves.
You may be wondering, what does that mean? It means
that, if you only strive for something that has already been
accomplished, you may never fulfill your full potential.
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Beliefs
Take running, for example. Prior to the early 1950’s no

one had ever run a mile in less than four minutes. After
Roger Bannister, a college student, ran the mile in less than
four minutes, it wasn’t long before others followed his lead.
Why was that? It happened because people fail to reach for
what they think is unobtainable. Amazingly, after Bannister
broke the record, 37 other runners broke the same record
that year. What does this tell us? Never take the “top goal”
and quit! Strive for more and reach for the unthinkable.
Beliefs Are Never Absolutes

Beliefs are sometimes true, but oftentimes they are only an
opinion, a personal perception of a situation. Did you ever
stop to think that someone who is feeling depressed would
have a different belief about a situation than he or she
would when they were feeling better? For instance, if a driv-
er cuts you off on your way home from work, how do you
react? If you’ve had a bad day, you might honk your horn,
scream at the other driver or exhibit other forms of road
rage. If you’re feeling good about your day, however, you’ll
probably shrug it off and continue. So, the same event can
be perceived quite differently.
People have beliefs about a variety of things they expe-
rience everyday, but this doesn’t make their beliefs set in
stone or rules to live by. Sometimes perceptions are wrong.
Perceptions may be off or misguided because of faulty infor-
mation. Think about the game you played in elementary
school—we called it “telephone”—where you whispered a
secret in the ear of a person standing next to you. By the
end of the line, the details changed. Stories were different,
and perceptions were certainly different. See how things
can become distorted?
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You need to understand that, no matter what the belief,

it can change. You need to evaluate each belief and deter-
mine whether that belief is true for everyone, or whether it’s
tainted by some other motive that may inhibit your ability.
The best way to understand whether the belief is pos-
itive or negative is to ask yourself whether the belief will
hold you back or empower you. Most successful individuals
share the belief that all things happen for a reason, and
that their lives aren’t ruled simply by “fate.” The belief that
fate or blessing provides a successful outcome can cause
distress and frustration. Success does not fall in anyone’s
lap; you have to make it happen!
The Famous and Intelligent Proven

Wrong
Large companies and those seeking advertisements look to
those who are famous or intelligent to promote their prod-
uct. This happens because the public has a positive regard
for the individual, allowing them to believe what they say.
But what if they’re wrong?
Bill Gates once promoted the fact that no comput-
er needed more than 250 kilobytes of RAM. Dr. Lee De
Forest claimed that man would never reach the moon, no
matter how many scientific advances came along. In 1905,
the head of the U.S. Patent office is believed to have said,
“Everything that can be invented has been invented”! So,
those who are intelligent, educated, or famous don’t always
know best.
Never take limitations as whole truths. Always strive for
one step better. The four minute mile, cell phones, and
even the Internet were once considered impossible! Now
imagine living without them. What if no one had ever
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Beliefs
promoted those new ideas? Our computers wouldn’t have

the memory or capabilities they now have. No one would
have walked on the moon. The four-minute mile wouldn’t
be run in high schools as it is today. Certainly, our lives
would be different without our “needed” cell phones and
Internet. (I couldn’t even have written this book without
the Internet!) Dreams are what make success come true.
Dream, and dream big!
Beliefs Become True

Saying that beliefs are not always true is simply stating a
fact. However, with certain beliefs, the individual often
finds that the belief comes true. It has been taught over and
over that what individuals believe and think is their fate. We
are a product of our internal belief system. No matter how
faulty the belief, the person who has the belief will inevita-
bly live it.
People become what they believe because that’s how
they perceive the opportunity and environment around
them. People don’t perceive reality, but they do perceive
their perception of reality.
Read that sentence again. It’s a mind-boggling idea, but
one that is unbelievably true. A good example of this theory
can be seen when two people have a verbal argument. Both
parties are angry. When they think of the argument, they
will recall different things. Their minds will take in parts of
the altercation, changing, deleting and even distorting the
information.
People also have the tendency of remembering a nega-
tive expression or action much longer than a positive one.
Perhaps a child has done a host of good things, but the one
time she messes up, she has trouble living it down. Then,
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if the child does something wrong again, the parents will

automatically return to the negative experience.
People have self-fulfilling prophecies, but not by acci-
dent. They set themselves up for such situations. A nagging,
suspicious wife can drive even a faithful husband away with
her constant negativity. Strong and passionate beliefs can
oftentimes become true, because we persist in them until
they become reality. If you belief you’re a pushover that
can never persuade someone else to your way of thinking,
or believe you’re just not cut out to be a salesman, that
will become true. So, be careful with your negative beliefs,
because you may just create self-fulfilling prophecies that
you don’t want.
Perceptual Blind Spot

In the last chapter, we looked at the idea of distortions
and deletions. Sometimes the brain will delete something
because of a belief system. Have you ever searched high
and low for something, all the time telling yourself that
you hate looking for things, and that you won’t be able to
find it because you’re so terrible at finding things? Usually,
someone else comes along and immediately grabs whatever
you were looking for. Often, it was in a place where you’d
already looked two or three times. What’s going on? Are
you having trouble with your eyesight?
No, this phenomenon is known as a perceptual blind
spot. Because you’re so busy telling yourself that you won’t
find what you’re looking for, your eyes scan right across the
item without seeing it. This is also called a negative visual
hallucination.
This idea can be expanded into “blind spots” about suc-
cess, health, wealth and all other facets of our experience.
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Beliefs
Beliefs can cause your success or failure in the same way

they can cause you to not see a pair of sunglasses or a set
of keys. If you believe that there are no opportunities and
that you will never be successful, you’ll miss the opportuni-
ty right under your nose.
Creating Beliefs
Beliefs come from our experiences and from the individuals
around us. Beliefs are drawn from friends, family members,
educators and local heroes. These perceptions and beliefs
are important, because they make us who we are, but we
must remember that our beliefs are only as good as our per-
ceptions. Beliefs are never absolute truths, and shouldn’t
be treated as such. Evaluating your beliefs to ensure that
they’re not holding you back is of the utmost importance.
That’s because, as you’ve seen here, beliefs become embed-
ded into our brains and become our behaviors…which are
our lives!
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Chapter 10
Changing with Logical Levels
Perspective Is Everything!
Our brain is a vast informational system that has a series of
“maps.” These maps grow as new information and experi-
ences are input into our system. There’s a lot of territory
around these maps in our brains, and sometimes our per-
spective limits the incoming information, therefore con-
straining our map. Our perspective, simply put, is how we
feel and think about situations. Sometimes our perspective
on new experiences, tasks or information can guide us in
the wrong direction. It’s important to make sure we learn
to control our thinking. That way, we can handle change
in smaller steps, making it more manageable. Smaller and
more manageable steps make the change seem easier, there-
fore allowing for more confidence handling new situations.
Logical Levels
There are different levels at which change can occur. As
with anything, it’s easier to change things at a much lower
level than one that is more complex. For example, when
you think of updating your home, you think of colors, deco-
rations and minor repairs. These are all things that are easy
and that won’t cost an arm and leg or take much effort. The
higher-level remodeling jobs such as electrical, plumbing
and replacing the carpet are much more difficult.
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Look at the diagram below and determine the levels,

then compare them to the level of change that you’re look-
ing for. When the levels of the diagram are all satisfied,
you’ll be happier and more content. This can be called
congruence, which is the state of individuals when they’re
comfortable with their beliefs, values and skills. Misalign-
ment or levels that are out of order can cause an individu-
al’s thought patterns to be incorrect, therefore leading to
failure.
The Right Questions

When you’re looking to change, it’s important to have a
good foundation and understand of why you are changing.
Sometimes answering why is the hardest part; that amazes
many people.
Here are the questions that you need to ask yourself
in order to determine the best plan of action…and if the
change is a good one. Remember the who, what, where,
when, why and how of answering questions? Well, life’s big
questions are no different.
The environment surrounding your change is very
important. This is sometimes the constraining factor of
change in your life. Some people are confined to the envi-
ronment in which they live; sometimes it can change and
other times you have to find a way around it. The environ-
ment can answer your where, when and who questions.
Behavior involves the actions and behaviors surround-
ing the changes. This is the what question. Behavior is
directly linked to the environment level.
Capabilities are about your knowledge base and show
you how you can accomplish your change with your skills.
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Your capabilities are your guiding force, and answer your

how questions.
Beliefs and values are your motivational base and are
what allows you to begin the change itself. This is your why
question; it addresses the importance associated with the
change.
Identity is your sense of self and, in many cases, guides
your relation to others. This is the who question.
Purpose, though not one of the five levels, looks at the
entire picture, which is sometimes difficult. This is the rea-
son and driving force behind the change, the reason why
the change is necessary. This is the what for question.
Logical Levels Step-by-Step

One of the areas where most people go wrong is not estab-
lishing a guideline or “method to their madness.” Using
the levels and breaking them down into smaller steps will
ensure success. Think about it this way; when a person
goes to climb a mountain, they don’t take one huge step in
hopes of reaching the top all at once. They take a series of
smaller steps that eventually take them to the summit. The
same is true in achieving goals; develop a plan and take
smaller steps!
Out of Whack
The old saying that you can‘t fix what you don’t acknowl-
edge is very true. It‘s important to admit that a change is
necessary. What ever it’s worth or cost to you personally, if
you don’t put a price tag on it, you likely won’t adhere as
closely to the steps!
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The Right Level

After admitting there is a need for change, you must discov-
er at what level the change is needed. Really taking invento-
ry will help you discover the level of change you need. For
example, do you need to mend a relationship or improve
your sales numbers? Is there another area that is suffering
or could improve?
Putting It into Action

As with anything, change in your life must come from moti-
vation, and from the understanding that a change could
help you succeed or better your life. It’s also necessary to
obtain or find the right tools to help you succeed. Those
tools may be other people, education, business or some-
thing else that provides the needed foundation for your
change.
Uses for logical levels

Using logical levels can assist you in springing into action
after you’ve answered the questions and surrounded your-
self with useful tools. Here is how to use the levels in a prac-
tical and efficient manner.
You can use the logical levels when gathering information,
as we talked about in the last chapter. Obviously, getting
the facts and making good use of them is important! You
wouldn’t do a research paper without first gathering the
information. After finding the information, organize it into
a system that you can understand.
Building Relationships
Building relationships within the family is important in a
change, because it typically changes the dynamics of the
182
entire family. This is especially true in changes such as mar-

riage or divorce, where the entire family is affected. Under-
standing how the family can work together, and implement-
ing family bonds, will help continue and make the change
more successful.
Improve Performance
Whether it’s a business or personal change that’s in ques-
tion, it is important to ensure that you’re doing your best.
In business, is it a financial decision, employee morale, or
an ethical situation that needs to be improved? In your per-
sonal life, do you need to be a more involved parent or an
attentive child…or do you need to step back and give loved
ones their space?
Leadership and Confidence

What’s this book about? Of course! The levels of change are
instrumental in establishing better confidence levels and
developing personal techniques to improve your leader-
ship methods and achieve your goals.
Finding the Tools for Change

There are certain requirements that are needed for change.
Among these are the desire to change, knowing how to
change and the opportunity for change. Deciding that you
can make it happen and accepting the fact that you have
choices will assist you in the change process.
Environment
The environment, your surroundings, is one of the most
important aspects of change. Sometimes the environment
183
is simply not conducive to change, so it makes it impossible.

Instead of giving up hope, how about realigning; this will
make change easier and will help you achieve your goal.
Changing your environment to more conducive surround-
ings with helpful people, businesses or friends can help
make the change an easier one. For example, if you want to
learn a new language, it’s much easier when you surround
yourself with others who speak that new language.
Here are a few environmental questions to help decide
the right environment choices for you:
• When do you work and feel the best?

• Where are the environments where you excel?
• What time of day are you most successful?
The answers to these questions will help place you in

the right environment.
Behavior
For the sake of NLP, behavior is not only your observable
actions, but also the way you feel about those actions. How
you feel about your behavior is generally the driving force
behind the action, inspiring it again and again. It may well
be the purpose that drives your behavior. Until you under-
stand that, you may have a difficult time changing your
behavior.
Determining whether or not your behavior is in line
with goals is sometimes difficult, but here are a few ques-
tions that can help.
• Are your actions consistent with your goals?
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• Are your behaviors positive, and do they keep you

happy?
• Is there a pattern in your behavior? If so, is it consis-
tent with your goals?
• What do you notice about others; are there patterns?
• Does your body language change in different situa-
tions? Note the differences.
Maximizing positive behavior is important when on the

achieving path, whether the behavior is eating a salad at
dinner, or practicing mirroring and matching. For a while,
it’s a conscious effort to maximize the right behaviors. After
a while, it becomes old hat. On the flip side of that, you’ll
want to decrease bad behavior by eliminating it.
Capabilities
The human mind is a learning machine. There’s no doubt
that some people have skills or talents that are inborn,
but that’s not true for every skill. Some people seem more
“capable” than others, and oftentimes others mistakenly
think that capability is based on intelligence. Most research-
ers and business owners now realize that the best employ-
ees are those who are team-oriented and have a positive
attitude.
Those who look at new challenges or change with a
positive spirit can acquire new skills and capabilities. Just
like you learn to ride a bike or ski, you can learn new tal-
ents throughout your life if you have the desire and right
attitude. NLP looks to the learning and acquiring of new
skills, but the core theory is based on the fact that all skills
are learnable. The core theory of NLP is the belief that
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individuals can learn by watching others and modeling

their behavior on the positive influence of others.
Asking yourself the following questions can help you get
an idea of your capabilities and help you better understand
where you can make improvements.
• Think back and ask yourself about a skill that you

learned at a previous time. Thinking about the
events, happenings and situation that lead to the
positive learning of this skill can help you recognize
the pattern to make it happen again.
• What are you good at? What do others comment
and compliment you on? Recognizing the patterns
and behaviors around these questions can help you
focus attention, leading you to succeed again.
Beliefs & Values

Beliefs and values drive people to either achieve their goals
or be lost in trying. The way we feel about something, espe-
cially one of our goals, motivates us to continue on. Seeking
out a goal is not always easy and, since success does not
come overnight, this motivation is imperative.
Our beliefs not only keep us moving toward the end
result, but also help us rank our goals and wants. If there
are two important things on the agenda, we have to rank
them and make a decision as to which to do first. Most peo-
ple will move toward the goal or “thing” that has the high-
est price tag. For example, we may get great recognition
for playing a round of golf, but if we fail to go to work, the
money is shut off.
Beliefs also keep us in the place or environment where
we need to be. If our goal is to get into shape, then our goal
186
is best achievable in the gym or fitness area. Our belief is

that fitness is associated with the gym, but that the place to
get fit and in shape is not at the ice cream parlor.
In the logical levels, our beliefs and values drive the
lower levels, allowing for all of the levels to come into
alignment. If you’re concerned that there may be a con-
flict between the levels, here are questions to help make a
determination.
• What is important to you and why?

• What is important to others?
• What do you believe to be right from wrong?
Identity
Many think that a person’s identity is based on skills,
intelligence or their behavior. NLP looks at the identity of
the person as separate from their behavior. Instead of lump-
ing people into a category based on their actions, NLP sees
behavior as a consequence of an underlying motive. This
belief is an optimistic view of mankind and avoids attaching
labels to people based on their behavior.
Now this does not sound like a major theory, but it is,
because we say a great deal about our expectations of others
in the way we speak to them. If we speak to someone about
bad behavior and attach it to their identity, we’re sending
them the message that their character is flawed. We need
to speak about the behavior and avoid negative affect to the
identity level of the individual.
Here are questions to answer if there is conflict sur-
rounding identity.
• How do you express yourself?
187
• How do you feel about yourself?

• How do others feel about you?
• Do you label others?
• Do others have an accurate picture of who you really
are?
Purpose
The purpose or reason behind change is the reason for
which people journey onward to their goal. For some peo-
ple, their purpose is larger than their identity, so they achieve
great things. Sometimes a person will journey through life
questioning his purpose in life, even though it’s right in
front of him. Those people are looking too hard!
Through hard times and great suffering, there have
been individuals that have persevered because their pas-
sion was the greatest force in their life. Look at the Dalai
Lama, and the suffering he endured and resistance he met.
His passion was definitely a driving force…some might say
the only force.
A passion for something will generally keep an indi-
vidual on track for much longer than normal. People will
endure great things when they feel strongly about some-
thing. Finding a passion or purpose will guide people
toward their goals regardless of the conflict or troubles they
cross during their journey.
Answering the following questions will help with your
purpose.
• What are you here on Earth for?

• How do you want people to remember you when
you die?
188
• What strengths can you use to contribute to a higher

good?
Recognizing Other Peoples Logical

Levels
Of course, this section wouldn’t be complete without dis-
cussing how you can use logical levels when you interact
with others.
By recognizing other people’s comments you can deter-
mine their logical levels and/or conflict. Being able to
determine the level of the individual will enable you to help
them make the necessary changes (or influence them to
make the changes you desire). To recognize another’s log-
ical levels, you need to understand that it’s not always what
they say, but where the emphasis is placed in the sentence.
Here are some statements and evaluations:
I can’t do it here. Statement about identity.

I can’t do it here. Statement about beliefs.
I can’t do it here. Statement about capability.
I can’t do it here. Statement about behavior.
I can’t do it here. Statement about environment.
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Chapter 11
Calibration
Subconscious Communication, Level 1

To understand and communicate with another person’s
subconscious mind, it’s necessary to review basic rapport
and look a little more deeply at how the human mind, in
theory, works. Once you’ve understood this, you can begin
to see how successful people are able to bypass the critical
factors of the mind.
The first thing you need to do to sharpen your skills
is to learn how to focus on your target’s communication
style. You need to learn how to calibrate your target, or any-
one with whom you are communicating. We’ve discussed
communication styles, but now let’s put it to practical
application.
Here’s a story that will illustrate calibration and rapport
skills:
I was on my way from Chicago to Newark on Memorial
Day one year to speak at a conference, when an opportuni-
ty to sharpen my communication skills came my way. I got
to the airport to find that I had missed my plane. Now, I do
recollect that it was totally my fault. When I got the tickets,
I had not checked the timings closely. I thought the plane
was scheduled to leave at 1:11; when I got to the gate, I dis-
covered—to my horror—that the plane had already left…
at 11:11! Surprised, I checked the ticket. To my dismay,
191
the ETD indicated on my ticket, though in light print, was

indeed the correct time, namely, 11:11. I had misread it.
I went to the ticket counter and found a long line, due
to some weather problems; I fell in line and started think-
ing of how to get to the conference. My first reaction was to
go on the offensive and point out the light printing. In fact,
I was taking my self-anger and was externally focusing it on
the situation. As the line got closer to the front, I could see
the anger that the airline agents were being subjected to.
Naturally, they were very defensive. I realized that I needed
another strategy to get my goal of getting to the conference
without paying a huge amount. Right before I got to the
front, I overheard that all the flights on that airline were
full.
When it was my turn to approach the counter, I took a
deep breath and walked up. I looked the agent in the eye.
I saw she was tired and worn out. I slumped my shoulders
and appeared tired, too.
“Looks like you’re having a rough day,” I said very tiredly.
“You would not believe it,” she said ruefully.
I looked at the line as she did, saying, “Yeah, but do you
work this weekend?”
“No, a couple of hours and I am out of here for the
holiday.”
“Well, keep that picture in your mind, and it may help
you get through the rest of the day. Got any special plans?” I
asked after a split-second pause, trying to get her to pull out
of the situation and get into a better mood. I added energy
to my speech and pulled my shoulders back.
“Yeah, I can’t wait!” she smiled for the first time.
“Well I hate to admit this, but I really screwed up.” I
took out my ticket. “I hate to show you how silly I was (I
paused)—did you ever make a stupid mistake?” I asked,
hoping she would want to help.
192
Calibration
“Oh, all the time! Let me see—I bet I have fouled up

worse,” she said as she took my ticket.
“Keep thinking of this weekend,” I said as I handed her
the ticket, anchoring a positive.
“So you misread the ticket?” she asked.
“Yeah, it was silly,” I replied.
“Well it was hard to read—and all our flights are full,”
she replied.
“I was going to a conference this weekend, where I was
to speak to a group of therapists and hypnotists. I guess I
will miss it. Well, you keep thinking of this weekend with
your family,” I said, exhaling and looking down, going back
to being tired.
“Sounds interesting. Let’s see what we can do,” she
replied in an upbeat mood.
She spent a couple of minutes at her computer; then
looking up she said brightly, “Get to the next terminal; I got
you on a business flight on another airline! Hurry, and have
a good time!” She smiled as she handed me the new ticket.
“Enjoy your conference” was her last comment.
“You keep your eyes on the weekend!” I said as I left the
counter.
By pacing and calibrating to the ticket agent’s state, I
was able to establish a rapport with her and lead her into
a better state, a state in which I was able get her to want to
help me.
You experience the world by collecting information
through your five senses and processing it internally. The
five primary senses are visual, auditory, kinesthetic, gusta-
tory (taste), and olfactory (smell). As your brain processes
input from your five senses, that input is translated into cor-
responding internal representations, or maps, that create a
likeness of the real world.
193
So through your eyes, ears, and sense of touch, taste, and

smell, you make contact with the world, what is called reali-
ty. However, it isn’t so much what is out there; it’s the things
you see, hear, touch, taste and smell which fill your everyday
experience. It is the maps of reality inside your head—your
beliefs, values and biases; experiences of the past; dreams,
hopes, fears and expectations of the future; and immedi-
ate, short-term and long-term wants and needs—which fill
your thoughts and feelings and are the major portion of
the reality to which you respond. The same is true for each
person you encounter.
What is important to remember is that your perceptions
and “realities” are different from those of someone else
because your central nervous system selectively “filters” the
information as it is received by your brain.
Consider for instance, a news item—have you ever
watched the news and heard several eyewitness accounts of
a plane crash? If you had, you probably noticed that the
accounts differed in subtle ways. One person starts off by
describing the noise of the aircraft as it crashed. Another
person talks about the sight of the plane hitting the ground
and bursting into flames. Still another person describes the
sick feeling that came over them when they realized the
plane was going to crash.
Every minute of the day, your representational systems
are bombarded with an incredible amount of information.
Your central nervous system selectively sifts through this
information, allowing only a portion of it to reach your con-
scious mind. These filtering processes are called deletion,
distortion and generalization. Without these filters, you
would be engulfed by the incessant stream of information.
Each person has his or her own unique perception of
the world. Your family, friends, coworkers, neighbors, and
colleagues view the world through a different set of filters
194
Calibration
than you do. What you say, what you think, and what you do
may mean something totally different to them than it does
to you.
Your representational systems influence your thinking
and, over time, you gradually develop preferences in the
way you use them. As we talked about in a previous chap-
ter, the three primary representational systems are visual,
auditory, and kinesthetic. The olfactory (smell) and gusta-
tory (taste) systems are usually used as triggers to the other
systems.
Most people will use one system more than the other
two, with the result that the preferred system is the one with
which fine distinctions are made. For instance, people who
are influenced more by what they see are said to be visual.
Other people rely more on what they hear, and they are
said to be auditory. For yet others, their favorite method of
focusing is through feelings and sensations, and they are
known as kinesthetic.
Those people with a preference for the visual repre-
sentational system think primarily in pictures. If you asked
them, “Do you know John?” they would very likely reply,
“Is he the tall man with the thin moustache who drives
that dark blue Mustang?” instead of mentioning his accent
or how they feel about him. Their visual descriptions will
be more detailed than those of an auditory or kinesthetic
person.
By contrast, auditory people will tend to make finer dis-
tinctions in sound than in images or feelings. After a pre-
sentation, they will often remember the exact words that
a person used, but might not be able to recall as quickly
the color of the speaker’s dress or how they felt during the
presentation. They would be more likely to remember that
John had a Southern drawl. Auditory people can be easily
195
distracted by background noise and often prefer to work in

places where they have a soothing background.
People who prefer the kinesthetic system rely heavily on
their feelings of experience. They would rather “get a feel”
for something than look at a picture or hear about it. They
would tell you that John is thick-skinned, but also has his
head on his shoulders. Kinesthetics generally make good
counselors and negotiators, because they can be extremely
sensitive to other people’s feelings.
Although most people have a preferred representation-
al system, it does not mean that our other senses or repre-
sentational systems are dormant. Rather, we use the other
senses to complement what our preferred representational
system communicates to us. In this way, we get a more com-
plete picture of what is going on around us.
When you know what a person’s modality is, you will
know one of the most important aspects of their person-
ality…how they perceive the world around them. This is a
major factor in communication; it is a basic way in which
some people are alike and others different.
A person’s preferred representational system is often
expressed in their choice of words. A visual person will “see
the potential” of a new strategy or idea, while an audito-
ry person will “like the way that sounds” and a kinesthetic
person will tell you, “I’ve got a good feeling about that.” By
paying close attention to your customers’ words, you can
determine how they structure their thoughts. You won’t be
able to tell what they are thinking (this is not a mind-read-
ing course!), but you can tell “how” they are thinking.
Recognizing changes in another person’s state and
noticing specific conditions of body posture, breathing,
vocal qualities and movement is called calibration. A per-
son’s state is constantly changing, although sometimes the
change can be as subtle as an increase in their breathing
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Calibration
rate. At other times, the change in state is obvious—a baby

who was crying suddenly has a smile on its face.
Calibration is a useful tool because it requires you to
step outside yourself and direct your attention to the people
around you. When you do that, you can identify consciously
the physiological communication that is usually taken in
and processed on an unconscious level. For instance, can
you remember when you were a child and your mother
would get angry with you? Sometimes she didn’t even have
to say anything. She would get that look in her eye, and her
lips would press tightly together as if she didn’t trust herself
to speak. When she put her hands on her hips and squared
her shoulders, then you knew you were in real trouble.
By effectively calibrating nonverbal behavior, you can
begin to understand human thinking and behavior. You
can do this by directing your conscious efforts to seeing,
hearing and sensing the other person’s internal represen-
tations through their external manifestation of it. What
you’re actually doing is noting the other person’s behav-
ioral manifestations of internal representations (“BMIRs”).
This is one of the most obvious mental access points, or
MAPs. For instance, if I know that you are making pictures
internally (visual), then I can establish deep rapport with
you by entering your world using visual language. Or, if I
know that you are talking to yourself internally (auditory
digital), my rapport-building behavior will involve auditory
language. Conversely, if I am aware that your experience is
centering on kinesthetic awareness, then my language will
be oriented toward touch and feelings.
The following information covers physiological clues
you can look out for to determine “how” your customer is
thinking, rather than what the person is thinking.
Body posture: People often assume systematic, habitual
postures when deep in thought and talking. These postures
197
can indicate a great deal about the sensory representation-

al system the person is using. The following are some typi-
cal examples:
• Visual: Leaning back with head and shoulders up or

rounded. Chin tends to be pointed up.
• Auditory: Body leaning forward, head cocked (as

though listening), shoulders back, arms folded.
• Kinesthetic: Head and shoulders down. Body lean-

ing slightly to the person’s right.
Exercise: Identifying Body Posture

Cues
Political Interview
Watching a political interview on television is an excellent
chance to practice the skill of identifying body posture
cues. These programs often depict real people respond-
ing to questions subconsciously (as opposed to a political
debate, where the responses are often scripted). For this
exercise, you will practice identifying body posture cues by
watching a political interview show such as “Meet the Press”
or “Politically Incorrect.”
First, I recommend that you tape the show, but don’t
watch it while you are taping it. Then, when you are ready
to begin this exercise, rewind the tape to the beginning.
Now you are ready to begin the exercise. Turn off the
sound so that you will be able to give your full attention to
the nonverbal cues used by each person. Observe the body
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Calibration
posture of the host and guest at the beginning of the show

and describe it in the space provided below. As the show
progresses, note any changes you observe in body posture.
At the conclusion of the interview, look over your notes
and write down what you believe is the representational sys-
tem of the guest and the host based on your observations
of their body posture. Then watch the interview again, this
time with the sound on. Did their words confirm the repre-
sentational system you selected? Why? Or why not?
Remember:
• Visual: Leaning back with head and shoulders up or

rounded. Chin tends to be pointed up.
• Auditory: Body leaning forward, head cocked (as

though listening), shoulders thrown back, arms
folded.
• Kinesthetic: Head and shoulders down. Body lean-

ing slightly to the person’s right.
Beginning body posture, interviewer: _________________

__________________________________________________
__________________________________________________
__________________________________________________
__________________________________________________
Beginning body posture, guest: ______________________

__________________________________________________
__________________________________________________
__________________________________________________
__________________________________________________
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Changes in body posture, interviewer: ________________

__________________________________________________
__________________________________________________
__________________________________________________
__________________________________________________
Changes in body posture, guest: ______________________

__________________________________________________
__________________________________________________
__________________________________________________
__________________________________________________
What is the interviewer’s preferred representational system,

based on body posture? _____________________________
__________________________________________________
__________________________________________________
__________________________________________________
__________________________________________________
What is the guest’s preferred representational system, based

on body posture?___________________________________
__________________________________________________
__________________________________________________
__________________________________________________
__________________________________________________
Accessing Cues: When people are thinking and speaking,

they cue or trigger certain types of sensory representations
in a number of different ways, including breathing rate,
“grunts and groans,” facial expressions, snapping their fin-
gers, scratching their heads, and so on. Some of these are
unique to the individual and need to be noticed and “cali-
brated” to the particular person performing the behaviors.
Many of these cues, however, are associated with particular
sensory processes and can be generalized across individuals.
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Calibration
The following are some typical examples:
• Visual: High (in the chest) shallow breathing, eyes

squinting, voice at higher pitch and faster tempo.
• Auditory: Diaphragmatic breathing, knitted brow,

fluctuating voice tone and tempo.
• Kinesthetic: Deep abdominal breathing, deep

breathy voice in lower tempo.
Exercise: Breathing, Tone and Tempo
Social Setting
The easiest way to master the skill of identifying breathing
patterns is practice, practice and more practice. For this
exercise, you will observe the breathing, vocal tone and
tempo of people in a social setting. These may be people
you have just met or people you have known a long time. As
you do this, also note the situation. Can you identify their
preferred representational system based on their breath-
ing, vocal tone and tempo?
Remember:
• Visual: High (in the chest), shallow breathing, eyes

squinting, voice at higher pitch and faster tempo.
• Auditory: Diaphragmatic breathing, knitted brow,

fluctuating vocal tone and tempo.
201
• Kinesthetic: Deep abdominal breathing, deep

breathy voice in lower tempo.
Name: ___________________
How long have you known this person? _______________

__________________________________________________
__________________________________________________
__________________________________________________
Describe the social setting: __________________________

__________________________________________________
__________________________________________________
__________________________________________________
What is their breathing, vocal tone and tempo? ________

__________________________________________________
__________________________________________________
__________________________________________________
What is their preferred representational system? _______

__________________________________________________
__________________________________________________
__________________________________________________
Gestures: People will often touch, point to, or use gestures

indicating the sensory organ which they are using. Some
typical examples include:
• Visual: Touching or pointing to the eyes; gestures

made at or above eye level.
• Auditory: Pointing toward and gesturing near the

ears; touching the mouth or jaw. Stroking the chin
thoughtfully.
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Calibration
• Kinesthetic: Touching the chest and stomach area;

gestures made below the neck.
Eye Movements: Automatic, unconscious eye movements

usually accompany a particular thought process, indicat-
ing that the person is accessing one or more of the sensory
representational systems. This theory has not been proven,
and there is some debate as to its foundation, but to this
author it appears to be useful in understanding the next
level of communications. While we covered this in more
depth previously, it’s worth a refresher to see how it fits into
calibration.
When people are thinking and talking, they move their
eyes in what are known as eye-scanning or eye-accessing
patterns. These movements appear to be symptomatic of
their attempts to gain access to internally stored or inter-
nally generated information in their central nervous sys-
tem. This information is encoded in the speaker’s mind
in one or more of the representational systems. When a
person “goes inside” to retrieve a memory or to create a
new thought, the person “makes pictures,” and/or “talks
to himself/herself,” and/or “has feelings and kinesthetic
sensations.”
With a little bit of practice, eye-scanning patterns are
easily observable behavior. When you see people talking
and thinking, you can notice their eyes are constantly in
motion, darting back and forth, up and down, occasionally
glancing at objects and people, but just as often “focused”
on inner experiences. As previously mentioned, these
movements are indicative of the way they are thinking. In
the descriptions that we’ll be discussing, “looking” refers
to the movements of a person’s eyes in the direction indi-
cated. “Left” means toward the speaker’s left and “right”
means toward his or her right. It’s helpful to keep in mind
203
that this accessing behavior represents “looking” internally.

That is, during the moment of information retrieval, peo-
ple are generally not conscious of external visual stimuli.
Rather, they are concentrating on internally stored or gen-
erated images, sounds, words and feelings. Please notice,
also, that the words in parentheses in each category indi-
cate the kind of information being accessed.
Body Posture Exercises

Body Posture and Eye-Accessing Cues—Workplace
Combine the skills you have learned and observe the
body posture and the eye accessing cues of the people in
your workplace. As you do this, note the situation also.
For instance, you might observe people in the course of a
company meeting, with a client, a chance meeting in the
hall, etc. See if you can determine their preferred repre-
sentational system based on their body posture. Then take
note of their eye-movement cues. Do their eye-accessing
cues indicate the same preferred representational system?
Which cues are easier to identify? Why?
• Visual Body Posture Cues: Person leans back, with

head and shoulders up or rounded. There is also a
tendency to hold the chin up.
• Visual Eye-Accessing Cues: Person looks up to

their right or left or may stare straight ahead, eyes
unfocused.
• Auditory Body Posture Cues: Person leans forward,

with the head cocked (as though listening), shoul-
ders back, and arms folded.
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Calibration
• Auditory Eye-Accessing Cues: Person looks sideways

to the left or right, or may look down to the left
(internal dialogue).
• Kinesthetic Body Posture Cues: Person has their

head and shoulders down, with the body leaning
slightly to the person’s right.
• Kinesthetic Eye-Accessing Cues: Person looks down

and to the right.
Name: __________________________
Job Description: ___________________________________

__________________________________________________
__________________________________________________
__________________________________________________
Situation: _________________________________________
__________________________________________________
__________________________________________________
__________________________________________________
Body Posture Cues: ________________________________

__________________________________________________
__________________________________________________
__________________________________________________
Eye-Accessing Cues: ________________________________

__________________________________________________
__________________________________________________
__________________________________________________
205
Preferred Representational System: __________________

__________________________________________________
__________________________________________________
__________________________________________________
Did their body posture cues and their eye-accessing cues

indicate the same representational system? ____________
__________________________________________________
__________________________________________________
__________________________________________________
Which cues were easier to identify? Why? _____________

__________________________________________________
__________________________________________________
__________________________________________________
Representational Systems
Seeing (Visual)
• Eyes: These people look up to their right or left, or
their eyes may appear unfocused.
• Gestures: Their gestures are quick and angular, and
include pointing.
• Breathing and speech: High, shallow and quick.
• Words: The words that capture their attention
include: see, look, imagine, perspective, reveal.
• Presentations: They prefer pictures, diagrams and
movies.
Hearing (Auditory)
• Eyes: These people look down to the left and may
appear “shifty-eyed.”
• Gestures: Their gestures are rhythmic, touching
one’s face (i.e., rubbing the chin).
• Breathing and speech: Midchest, rhythmic.
206
Calibration

include: hear, listen, ask, tell, clicks, in-tune.
• Presentations: They prefer lists, summaries, quotes,
readings.
Feeling (Kinesthetic)
• Eyes: These people look down to the right.
• Gestures: Their gestures are rhythmic, touching
chest.
• Breathing and speech: Deep, slow with pauses.
include: feel, touch, grasp, catch on, contact.
• Presentations: They prefer hands-on, do-it demon-
strations, test drives.
Identifying Your Representational System

For each of the following questions, think about the per-
son, place or object described, and circle the first answer
that comes to your mind. Check your responses with the
assessment key provided.
1. When you think of coffee, what comes to your mind

first?
a. An image, e.g., a cup filled to the brim with rich,
dark coffee
b. A sound, e.g., coffee dripping into the glass
carafe
c. A touch, e.g., the warmth of the cup filled with
coffee
d. A smell, e.g., the aroma of coffee as you lift the
cup to your mouth
e. A taste, e.g., the rich taste as you take your first
sip
207
2. When you think back to what you did on your last

birthday, what is the first thing you remember?
a. A taste, e.g., something you ate
b. A sound, e.g., a song you heard on the radio
c. A smell, e.g., of your environment
d. A touch, sensation or emotion
e. An image or picture, e.g., some place that you
went
3. When you think about your favorite restaurant, what

do you think of first?
a. What you see, e.g., the décor, or the people you
are with
b. An emotion or touch, e.g., how you felt when
you were there
c. Something you hear, e.g., the conversation, the
music
d. A taste, e.g., your favorite dish
e. A smell, e.g., the aroma from the kitchen
4. When you think of your childhood and the house

that you grew up in, which of these come to mind
first?
a. A smell, e.g., mom baking cookies in the kitchen
b. A sound, e.g., conversation as the family gath-
ered together
c. A taste, e.g., mom’s macaroni and cheese
casserole
d. An emotion or touch, e.g., a feeling of security,
or the smooth wooden banister you held on to,
as you came down the stairs
e. An image, e.g., the way to the house after the
first snowfall
208
Calibration
5. When you think about something humorous, what

do you first think about?
a. An emotion, e.g., someone tickling your feet
b. A sound, e.g., a joke you heard
c. An image, e.g., a favorite pet playing with a toy
d. A smell e. A taste
6. When you think about your workplace, what is the

first thing that you think about?
a. A touch or an emotion, e.g., how you feel about
the work you do
b. A sound, e.g., of machinery or other people’s
voices
c. A taste
d. A picture, e.g., what you do while at work
e. A smell, e.g., of the environment
7. When you think about something you do that is phys-

ically challenging, what do you think about first?
a. A sound or a conversation you have with yourself
b. A touch or an emotion
c. An image or a picture
d. A taste
e. A smell
8. When you think about your closest family member

(spouse, mother, father, sister, brother), what do you
think about first?
a. An image, e.g., what they looked like the last
time you saw them
b. A smell, e.g., the favorite cologne or perfume
they like to wear
c. A sound, e.g., their voice
d. An emotion, e.g., you feelings for them
209
e. A taste, e.g., a meal you shared together
9. When you think about your favorite thing to do on

the weekend, what comes to your mind first?
a. A taste, e.g., a favorite food, like barbecued ribs
b. A sound associated with doing this, e.g., the sharp
crack of a baseball bat connecting with a ball
c. An emotion or touch, e.g., how you feel when
you think of spending your time this way
d. A smell from the environment, e.g., the flowers
at your favorite park
e. An image, e.g., who you would do this with or
where you would be
10. When you think about a major disappointment in

your life (e.g., a promotion or job you didn’t get or
a test you failed), what do you think of first?
a. A taste
b. A touch, e.g., the feel of something, or emotion,
e.g., what you felt when you heard the news
c. An image or picture, e.g., where you were
d. A sound, e.g., what you heard or what you said
to yourself
e. A smell
11. When you think about something physical that you

don’t like to do, e.g., taking out the garbage or weed-
ing the garden, what comes to mind first?
a. A touch, e.g., the feel of the weed as you pull it
from the ground, or an emotion, e.g., how you
feel about doing this task
b. A taste
c. A smell, e.g., the smell of the garbage as you
carry it to the trash can
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Calibration
d. An image, e.g., the weeds against the dark earth

e. A sound, e.g., the cricket’s chirping near the gar-
den or the rustle of the garbage bag?
12. When you think about taking a vacation in the Baha-

mas, what do you think of first?
a. A sound, e.g., the laughter of children as they
play in the surf
b. An image, e.g., palm trees swaying in the breeze
against a brilliant blue sky
c. A smell, e.g., the salty air from the ocean
d. A taste, e.g., a cool, refreshing drink
e. A touch, e.g., the feel of the warm sun as you
relax on the hotel deck
Visual Kinesthetic Olfactory (Smell) (Taste)

Auditory Gustatory
1 A B C D E
2 E B D C A
3 A C B E D
4 E B D A C
5 C B A D E
6 D B A E C
7 C A B E D
8 A C D B E
9 E B C D A
10 C D B E A
11 D E A C B
12 B A E C D
Total
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Circle the letter that corresponds to your choice for

each question. Add up the total number of letters circled
in each column. These totals are an indication of your
preferred representational system. The column with the
highest score is most likely your preferred representational
system.
Note: You will need to focus on the representational sys-
tems that you are the weakest in. Pick the one you used the
least and for the next few days use those words as much as
possible. Then go to the second weakest. This will build in
added flexibility in you communication. It will also allow
you to cross-reference much easier.
Each representational system has sensory-based words
called predicates (verbs, adverbs and adjectives). This is
useful because sometimes your initial contact with some-
one will be over the phone. To determine their preferred
representational system, listen to the words they select and
notice which predicates are used most often. Once you
become familiar with the language of the different modal-
ities, you can then choose words that will literally “make
more sense” to the people with whom you want to develop
rapport.
Exercise: Building Self-Confidence

This is a way to respond to criticism and stay resourceful,
whether it is at home, at work, or with friends. It enables you
to use criticism as feedback to improve your relationships.
1. See yourself in front of you. That self in front of you

is going to learn a new approach to criticism while
you watch from the outside. Do whatever you need
to do to feel detached from that self. You can see
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Calibration
that self farther away, in black-and-white, or behind

Plexiglas, etc.
2. Watch and listen as that self gets criticized and

instantly dissociates. There are several ways that self
can dissociate. He/she can surround him/herself
with a Plexiglas shield when he/she is criticized. Or,
that self can see the words of criticism printed within
a cartoon balloon (like the comic strips), etc. That
self uses one of these methods to keep feeling neu-
tral or resourceful.
3. Watch as that self makes a slide or movie of what

the criticizer is saying. What does the person mean?
Does that self have enough information to make a
clear, detailed picture? If the answer is “no,” gather
information. If the answer is “yes,” proceed to the
next step.
4. Have that self decide on a response. For example,

that self can agree with any part of the criticism you
agree with. Or that self could apologize, saying, “I’ll
give it some serious thought,” or “I see things differ-
ently now,” and so forth.
5. Does that self want the information you got from this
criticism to act differently next time? If so, have that
self select a new behavior. That self will then imagine
using the new behavior in detail in the future. Next,
that self can step into this movie of using the new
behavior to feel what it will be like.
6. Having watched that self go through this entire strat-

egy, do you want this for yourself? If the answer is
213
“no,” ask inside how you modify this strategy so it fits

you. If the answer is “yes,” continue.
7. Thank that self for being a special resource to you

in learning this strategy. Now pull that self into you,
feeling him/her fill you, so that this knowledge
becomes fully integrated into you.
Story: The Eagle

I am reminded of a couple of stories about Native
Americans.
In the first, a young man was talking to the Medicine
Man, kind of the spiritual warrior of the Hopi tribe, the
oldest tribe in the U.S. He asked the Medicine Man how he
always made good decisions. The Medicine Man replied:
Like most people I seem to have two dogs in me: a White
dog that wants to do good things and a Black dog that wants
to do bad things. Which one wins?
The one I feed the most.
Native Americans also have a reverence for eagles. That
is true across all the tribes.
At one time, there were eagles all over the United States,
from the Florida Keys up to Alaska. They are coming back.
Of course, Native Americans called many birds “eagles.”
The turkey was the Earth Eagle, because they could use
almost every part of the turkey. It was grounded but it gave
them life. They called the owl the Night Eagle, because he
could see at night. (Wouldn’t it be nice to see things that
other people can’t see?)
They had several different types of eagles that represent-
ed power, grace, freedom, discipline, and integrity, because
it doesn’t kill maliciously and just seemed “above it all.”
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Calibration
The eagle just watches and keeps an eye on things.

That’s why it was a matter of pride to find and wear an eagle
feather.
Most tribes shared certain things in common. When
they went through changes in life, they would change their
names.
You were given a birth name, but once you came of age,
you picked your own name—you were your own person;
you changed.
They would also change their name again when they
were going through major changes in life. If their spouse
died, they changed their name. If they won or lost a battle,
they would change their name.
Maybe we can’t change our names, but we can change
the language we use with ourselves.
Here’s another story:

I had a friend who was a farmer, and one day he was
walking past his chickens. He glanced at them and saw
there was one that was ugly, a butt-ugly chicken. Every time
he looked at it, it got bigger and uglier.
One day he noticed that it was a lot bigger than the rest.
A friend of his who happened to walk by noticed the ugly
chicken and said, “Hey, man! How did you get an eagle in
there? That’s not a chicken, that’s an eagle!” It acted like a
chicken, but was really an eagle.
He let this eagle, who thought he was a chicken, grow.
The eagle felt rather restricted, for he was now bigger; he
was overpowering. Slowly, he began to feel different from
the others. He had different drives and urges. Finally, he
said to one of his friends, after a mouse walked by, “Don’t
you ever just want to get one of those, rip one apart, and eat
it?” The chickens were upset and said, “You cannibal!” He
215
talked with one of the older chickens, and they didn’t know
what he should do.
The farmer took the eagle and put him up in the loft
of the barn and left him there for the day. The eagle began
noticing that he could really see a lot of things from up
here—he saw a rabbit hopping around about a quarter mile
away, birds flying, etc. After a while he began to get hungry.
Even the corn started to look good because the hungrier
you get, the better things looked. He didn’t know what to
do. He got pretty hungry and couldn’t stand it anymore.
Some of our mothers used to say, if you get hungry enough,
it will move you to action!
So he took a deep breath and said, “You know, I am
going to jump down there and eat; if the fall kills me, at
least it is over. If I have to stay up here and starve to death,
I may as well do something.” So he closed his eyes, took a
deep breath, and I don’t know if eagles have knees, but he
bent his legs and he jumped!
The moment he did, nature took over and he spread
his wings. As his wings shot out–that six-foot wingspan–a
breeze caught him, and he began to soar. He opened his
eyes for a moment, and it scared the hell out of him. All of
a sudden, he looked down and he was two hundred feet in
the air, and he didn’t even know how he did it.
Because he took that little act of faith of just closing
his eyes and jumping, there he was, flying around, and he
didn’t know what to do! Then he found he could do some
stuff; he flapped his wings and it made him go higher. He
could tilt his wings like a jet and cut this way and cut that
way. Innately, his brain and instincts took over. He was hav-
ing fun.
After a while, he saw a rabbit; he thought about it. He
thought about the corn in the barnyard, eyed the rabbit,
thought about the corn, the rabbit, the corn, dipped his
216
Calibration
wings, and ate the rabbit. The minute he finished, he real-

ized it was the best meal he had ever had; it was the way he
was meant to eat, like a king. He felt guilty. He was trained
to do what chickens normally did, not to do this.
He flew back to the barnyard; he circled around, and
the other chickens ran and hid. The other chickens real-
ized who he was and started to ignore him the way they
always did. The eagle got upset and went to one of the old
roosters, a kind of mentor to the chickens.
The rooster, for the first time, gave him some good
advice. He said, “Maybe you are just different, not good or
bad, just different.
“You look different, you act different. Sometimes it
takes more courage to leave what you have always known.
You know you shouldn’t be here, so whatever choice you
make is going to be rough.”
He left and saw another large bird flying. He dipped his
eagle wings and realized he could really move. The other
bird was a hawk. The hawk was afraid at first because eagles
eat hawks; eagles own the sky. The hawk feared the eagle at
first, but the eagle just wanted to talk.
The eagle said, “I am just a big chicken flying around
here.”
The hawk said, “Chicken, you are an eagle. It’s your
sky—you can do whatever you want! It’s your call!”
The eagle said, “But I live on the ground.”
The hawk answered, “No, you don’t. You are supposed
to live in the trees and the air.”
Somebody had to point it out. So the eagle left, and he
landed in the trees and began to do things that came quite
naturally to him. Within no time he learned to hunt, dive
and fish. One day he saw another eagle flying by, and he felt
some stirrings inside. It was a girl eagle. They paired off and
began to talk and she was fascinated by his background.
217
He took her to the barnyard. She said, “It’s interesting

down here! But I really don’t like the smell; I don’t like the
people either! Other than that I guess it’s all right.”
He turned out to be quite an asset to the other eagles
because he brought a different perspective they never had.
He brought a chicken’s view of the world to them. He
showed them that maybe they had a gift, a gift that maybe
they didn’t even know they had up there, that he could see
because he had to climb up through the ranks, so to speak.
Joe versus the Volcano

In the movie Joe versus the Volcano, there is a scene in
which they are out in the middle of the ocean, after the
boat has sunk, when they are on the water by themselves.
If any of you have been out on the ocean at night, when
the moon comes up, it is an interesting experience. It’s
huge; it’s gigantic. In the movie, Joe looks at the moon and
remembers his life; he thinks he’s going to die from expo-
sure. He stands there and he looks up to the moon and
says, “God, whom I do not understand, thank you for my
life.”
Think for a moment of one of my idols, Jedi knight
Anakin Skywalker. If you have a passion, it will literally
move the universe. You can shift people beyond their wild-
est dreams. Whether this happens one person at a time, a
small group at a time, a nation at a time or to the whole
universe at a time, it will happen.
Back to Joe versus the Volcano. The power of the movie
lies in the fact that Joe only has the guts to live when he
knows he’s going to die. That takes some courage. Joe ver-
sus the Volcano is about hope, about reaching beyond your-
self. If we realize that we are all mortal, we better begin to
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Calibration
think about what is it we want to do. What is your passion,

your purpose, your mission?
And what I ask is:
If you can have just a little bit of that kind of grati-
tude for some of the talents, tools, and abilities you have
been given—and you have all these different talents, tools,
and abilities—you can really move the world. Sometimes,
though, it’s hard to take that in and have the “gratitude in
your attitude,” so to speak. It’s difficult just to be thankful
for your life.
Mind Control is perhaps one of the least explored sci-
ences in the world. Many people think that it’s just not pos-
sible. I’m here to prove that it is, indeed, very possible. You
don’t have to be a wizard or a sorcerer, or even a psycholo-
gist; all you need to do is read this book till you have mas-
tered all the ideas and techniques described. After all, it’s
not very difficult, is it? So, here’s wishing you all success as
you go around exercising your power over others.
Have you ever felt that, like the eagle in the hay loft,
it was time to close your eyes and take that leap? It can be
a very scary thing. I encourage you to spread your wings
now and take that leap of faith. What you’re about to do
just may be the hardest thing you ever have to do. It can be
overwhelming. Usually, nature takes over and takes care of
itself. Like Joe, like the chicken-turned-eagle, it’s time for
you to start living!
Credit and References:

Robert Dilts, Steve Andreas, Richard Bandler, John
Grinder, Todd Epstein, Roger Ellerton.
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Chapter 12
Reframing for Change!
Reframing can be one of the most powerful tools that you

have to open up new levels of communication, or it can
make you seem like a pushy manipulator who uses word
games to swindle people. One of the bad raps about NLP
comes from misuse of reframing.
So what is reframing? It is a way to use language to reset
in someone’s mind an event, belief, or feeling. To see, hear,
or feel differently about it. Changing the frame of reference
is called “reframing” in NLP. The purpose of reframing is
to help a person experience their actions—the impact of
their beliefs, behaviors, and feelings—from a different per-
spective (frame), and to potentially be more resourceful or
have more choice in how they react.
An event, belief, feeling, has no meaning on its own. It
just is. People give it meaning according to their beliefs,
values, preoccupations, like and dislikes.
During the 1984 campaign, there was considerable con-
cern about Ronald Reagan’s age. Speaking during the pres-
idential debate with Walter Mondale, Reagan said “I will
not make age an issue of this campaign. I am not going
to exploit, for political purposes, my opponent’s youth
and inexperience.” Reagan’s age was not an issue for the
remainder of the campaign!
Reframing means changing the way you perceive an
event and, so doing, changing the meaning. When the
meaning changes, the response and behavior changes also.
There are 5 things you must know to have reframing
be effective. Unfortunately, these are often overlooked by
221
NLP practitioners, because they focus too much on the

technique and being slick, and not enough on the Big Five.
RAPPORT, you must be in Rapport or your reframe will

come across as interfering and pushy.
Understanding of how the techniques work, not just theo-

ry, but understanding on a deeper level of what is happen-
ing in your target’s mind.
Correct information, because a reframe before you have all

the information leads to technique interrupt, which, well…
it make you look impudent.
Permission to offer it.
Reframes are natural if done right.
Then and only then will reframe do what it is suppose to

do. Now here’s the big secret of reframing: it’s not a com-
plete technique by itself! That’s right, I said it. It will not,
in and of itself, accomplish a complete change in someone.
(I do not believe stories where a one-line reframe totally
shifted a person).
Reframe techniques are only meant to “open the door-
way” to a person’s mind. It gives a glimpse of other pos-
sibilities. You can use this momentary opening, with your
rapport skills and correct information, to lead the person
in another direction.
In other words, the meaning of an experience is depen-
dent on the context, or on the content.
One of the great reframes of all times comes from
Thomas Edison, and it is still used to this day to reframe the
idea of failure. When it was pointed out that it took 1,000
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(or 10,000 according to which story one hears) attempts

to successfully get the electric light bulb to work, a report-
er asked him how he felt about the 1,000 failures. Edison
replied, “We did not fail, we found 1,000 ways that did not
work”.
Of course, in NLP and hypnosis, we often quote Mil-
ton Erickson. When asked about his failures with clients, he
reframed it as, “There is no failure, only feedback; always
be willing to try something else.”
Then there is a story about the first president of IBM. A
young worker had made a mistake that lost IBM $1 million
in business. She was called in to the president’s office and
as she walked in said, “Well, I guess you have called me here
to fire me.” “Fire you?” the president replied, “Why would I
fire you? I just spent $1 million on your education! That is
an MBA in real world experience.”
There are two types of reframing:
• content reframing
• context reframing
Context Reframing
Question:
Almost all behaviors are useful in some context. A con-
text reframe can be used to see that the behavior itself can
be useful.
In what context would this behavior have value?
Example:
My partner is too stubborn.
Reframe: I bet your partner has the tenacity to stand by
you in tough times.
223
My partner works all time.

Reframe: I bet you will be thanking your partner when
you get your dream home.
Content Reframing
The meaning or content of any situation is determined by
what you choose to focus on; this will give its meaning to
you. By reframing that, it changes its meaning.
Questions:
What else could this mean?
In what way, could this be positive or a resource?
Example:
Saying mean things means you’re a bad person.
Reframe: I may be the only one that cares enough to say
those things you need to hear.
Your being late means you don’t care about me.

Reframe: Most people judge caring on being sensitive
to another’s feelings, not their awareness of time.
What is the positive value in this behavior? The positive

value could be related to the target’s behavior (as above).
A possible reframe might be: ‘Isn’t it great that you know
your boundaries and are not prepared to allow someone to
violate them?’
Applications of Reframing
• Negative beliefs
• Negative events
224
• Negative behavior
Reframing is going on all around us. Politicians are

masters at reframing. The whole idea of a positive spin is
reframing. Listen to a conservative talk show, then switch to
a liberal (if you can find one) and listen to the same story.
Talk about reframes!
Fairy tales and children’s stories use reframes to open
up a child’s model of the world or get them to see different
perspectives. They can also teach consequences, such as in
Chicken Little (the sky is falling!) and The Boy Who Cried
Wolf.
Inside the world of reframing, there are levels one can
look at. Several years ago, I went to a training on Sleight of
Mouth patterns, which uses reframing at its core. I came
away and developed the Dandy Dozen, which gives some
overview of this skill set. (Roberts Dilts wrote an excellent
book on the subject.)
Here are the Dandy Dozen with examples and levels of
reframes:
Reality Strategy using Cause, Evidence:

How, specifically, do you know that it is bad or mean for
me to say these things? It is bad according to whom?
Your being late means you don’t care

How do you know that lateness and caring are equal?
Intent using Cause, Evidence:

My intention is not being mean but to teach you some-
thing about time.
225

My intent was not to be late, but to finish my work so we
would not be interrupted once I got home.
Model of the World on Cause, Evidence:

It may be mean in your family, but in mine, that’s how
we showed we cared.
Your being late means you don’t care.

In your world, time is number one; in my world, I focus
on finishing tasks, so I can truly be with the person I am
spending time with.
Apply to Self on Cause, Evidence:

Now you tell me; I wish you cared enough to tell me this
earlier!

That is a pretty mean to say to me.
Change Frame Context, Size:

It might look bad now, but when you see the whole pic-
ture, you’ll understand. (This is what you see the govern-
ment and politicians use, “If you had access to the informa-
tion, I had (or intelligence) then you would understand.”)

Better to arrive late, than never!
Counter Example:
226
Do you think one can be a bad person and not say mean
things?

Is it possible to be late and still care, have you been late,
did you care?
Redefine Cause, Evidence :

I am not being mean; I am expressing my point of view,
stating the facts as I see them.

I am not late, I was delayed.
Chunk Size on Cause, Effect:

So one bad day, one mean thing said, and one is doomed
to being bad or evil forever?

Our whole relationship is based on me being on time?
Redefine Beliefs:
I am not bad, I am just not as sensitive as you. I am more
flexible.

I show my caring differently than you.
Chunk Down:
Saying mean things means you’re a bad person
227
Bad how, specifically? According to whom, specifically?

Which things, exactly?

How, specifically, does lateness mean not caring? Not
care how, specifically?
Consequence:
I am only saying mean things to try to make them better
in the long run.

If I had not been late, I may have lost my job, as I had to
finish a project, and I care too much for you not to provide.
Apply to Self on Beliefs, Effects, Values:

Did you ever notice only bad people tend to find the
bad in others?

A truly caring person should be able to overlook a little
tardiness once in a while.
In closing, one should always remember the basics—rap-

port, techniques, information (outcome)—then you can
pick this up.
Watch comics for true rapid reframes. A joke or funny story

usually has a reframe in it. I recently heard a comic tell this
story:
228
Have you ever noticed that people are nicer in church, then
change when they leave? I went to church a couple of weeks
ago and everyone was so nice, but the church was packed so
the parking was crazy. When I was leaving, I accidentally cut
a guy off, and boy did he get angry, called me every name
in the book, names that would make a sailor blush. He even
gave me the finger, boy how people change. I felt bad, so I
said, “I am sorry, Reverend.”
Or
I just read a study that said placebos work 33% as effectively

as drugs. Some doctors argue it’s all in the mind, that it is
not a real effect, but I wonder…if you overdose on place-
bos, do you only think your dead?
Once you’ve calibrated your target, have fun as you use

these techniques to reframe their opinions!
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Chapter 13
The Fourth Key: Turning

Your Fear into Power
and Controlling Your
Internal State
It is now time to begin to take your skills to the real world.

I want you to use and master this technology, and for that
you need to be able to control your own internal state. After
teaching this for years, I see how students want to use this
information, but fear overtakes them and they clam up. It’s
against this background that I’d like to introduce a tech-
nique that will have you go out there and use your skills.
Imagine this scenario. You are a student of mind con-
trol. You’re out and about, and you see someone you want to
meet. You review the rapport skills in your head and you’re
ready to approach your target. Then your stomach tight-
ens and you get feelings that you tell yourself you shouldn’t
have, like doubt and fear. It sort of feels like you’re a kid
again! The fear overcomes you. Your heart races and you
have difficulty catching your breath. Your hands tremble,
your vision blurs, your hearing shuts off and your mind fills
with negative thoughts. You “naturally” interpret these sen-
sations as fear. Then, because you’ve studied mind-control
techniques, you feel guilty and then you begin to doubt
yourself.
231
The same thing happens when you start to approach

your boss about a raise; you have the skills, and know your
rapport skills are there, but you freeze.
Where is the Zen-like peace of a mind-control master?
Where are the techniques you’ve worked on? You ask your-
self, “Why am I afraid? The other person looks calm.”
You pray your skills will kick in, but will they?
Mind Training 101

To control your inner state, you must first be able to under-
stand the difference between the physical effects of an
“adrenal push” and the psychological state we label as fear,
and make friends with both. They will happen, but we can
put them to good use.
Let’s look at the psychobiological stages of this state we
call fear. To do this, we must separate the physical respons-
es from the psychological interpretations of them.
This is the first step to overcoming them.
Fear is defined as a strong, often unpleasant, emotional
and physical response to real or PERCEIVED danger.
Physical
Adrenaline is a natural hormone secreted by the adrenal
glands. This is nature’s response to stressful environmental
triggers. Its only job is to prepare the body for action, fight
or flight. It ought to be your ally. It comes in four basic
steps:
Pre-Event. There is a slow release of adrenaline. This
state occurs often. Many people refer to it as a stress reac-
tion. You’re tense, slightly nervous and on edge. If this
state is prolonged, it can exhaust you. (This is why high-
stress jobs “burn” you out.) This state is intended to put
you on alert, both physically and mentally. It also releases
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The Fourth Key
neurotransmitters for heightened mental focus. Fear of

fear can increase this.
Event Rush or Adrenal Dump. This occurs rapidly and
very intensely. It happens when your adrenal glands “dump”
large amounts of the hormone into your system. This is
to prepare you for major physical activity. Again, fight or
flight. The effects of adrenaline are varied, but it’s import-
ant to remember that this state is the ultimate survival tool.
Adrenaline can cause:
• Tightening of the muscles in preparation for trauma.

• Visual exclusion. Narrowing of vision. This causes
you to lose your peripheral vision, creating tunnel
vision.
• Auditory exclusion. You lose a high percentage of
your hearing. (It’s why you can’t hear the crowd
noise during an athletic event.)
• Sped-up heart rate.
• Release of ATP to give extra physical strength,
though it causes rapid exhaustion. (It gives you the
shakes!)
• Rapid cognitive activity. You get a load of thoughts
flooding your mind, usually negative; can make you
feel overwhelmed.
• Increase in breathing.
Remember, none of these things, in and of themselves,

is bad. They are, therefore, not to be feared. They prepare
your body for action. People who channel this into produc-
tive use excel in tense/stressful situations. These are the
people who do better on rank tests and other events when
most people go down a notch.
In-Event Adrenaline. This is a second dump that increas-
es the effects of the above as well as:
233
• Blocks pain.
• Gives a secondary rush of energy.
• Creates extra negative thoughts—fighting doubts.
This state is intended to give you that “second wind,”

extra physical endurance, strength and power to finish an
“event” (fight/flight, etc.). This state explains why some
people get better as a game (or fight) goes on. This is why,
in football, some athletes go out of their way to hit or get hit
a few times, to get into the flow of the game.
Post-Event Adrenaline Drip. After an event, the adre-
nal glands secrete small amounts of adrenaline. This caus-
es slightly higher physical tension and leads to mentally
repeating the event…reliving the fight. This state is much
like the first, and is intended to help your body readjust to
the effects of the stressful event. This leads to physical and
mental exhaustion.
Now that you can understand that the physical states
are intended to help you, you can also see the importance
of not labeling these as good or bad. Just accept that these
states are and then let the mind take over and channel
this extra energy from adrenaline to good use. Insight and
knowledge are only the first steps.
Moving Past Regret

Life is full of regret; from the time you broke your favorite
toy to the time you broke a loved-one’s heart to the time
you lost your job, there’s always something to regret. It’s
something everyone faces during the course of a lifetime.
It’s simply unavoidable.
Moving past regret isn’t easy. Many people spend years
of their lives and thousands of dollars in counseling, only
234
The Fourth Key
to end up heartbroken because they don’t have the tools

or knowledge necessary to move past hurts from the past.
Without the understanding or know-how to turn off the
“regret switch,” individuals become fearful of regret itself,
and therefore hold themselves back from life. Eventually,
that tactic drains the life right out of them.
There is hope, though. Here; we’ll expose the three lev-
els of regret and the fears that go along with them, and
empower you to move past regret.
Three Levels of Regret Exposed

Everyone wants to live a fulfilled, successful and regret-free
life. After all, that’s the American dream. It’s impossible to
succeed financially, physically or emotionally while staring
down the face of regret, but you can change that. Under-
standing how regret takes hold and why people struggle
will help expose the root of regret.
Made to Look Foolish or Proven Wrong

No one wants to be wrong or look like a fool in front of
others. It can be as simple as making an innocent mis-
take or as big as losing a million-dollar sale. While this is
human nature, it actually holds people back and sets them
up for failure. Because they’re so intent on being right or
not looking bad, they hold back. They settle for less, turn
away opportunities and eventually regret their fear. There’s
often safety in remaining quiet, in not pushing the enve-
lope or taking a chance to succeed, but the end result is
that you stay lost in your behavior, buried in the crowd of
“average Joes.”
235
TIP: Admitting failure or a mistake is not easy, but

sometimes it is less expensive and agonizing than
proving how right you are!
Could Of – Would Of – Should Of

How many times do people wish they would have invest-
ed, sold a stock, bought a home or done something else
that could have made them money or led to success? Every-
one has something they look back on and utter the famous
words, “I wish I would have…”
It’s difficult to be successful or happy when we work
against ourselves. The fear of making a mistake or doing
something that you’ll regret conditions you to believe that
you’re better off not taking a chance. You doubt your good
judgment because you fear that, with one small imperfec-
tion, you may stray from the all-important “norm.” The fear
of regret then becomes a ball and chain that leaves you
insecure and without the confidence to move forward into
a life of freedom.
Bad Associations – the Cause & Affect Strangulation

Humans from every walk of life, educational background
and socio economic class fall prey to this “regret-seeking
behavior.” For some reason, most people choose to defy
all odds because they have a “gut” feeling. They feel they
can beat the odds. While this sometimes works, most of
the time it lands individuals in hot water and leaves them
regretting their actions. Then that “could of, should of,
would of” comes out, and they begin playing odds that are
even worse.
What makes people do that? Well, the human psyche
is a complex structure of information and design that’s
too lengthy to detail, but it all boils down to one simple
236
The Fourth Key
phrase: Classical Conditioning. Those are fancy words, but

they speak of a very real behavior. Classical Conditioning
can be a positive, but it can also be a negative when we use
it against ourselves. We’re taught from the time we’re old
enough to talk that following emotions, or that “gut” feel-
ing, will result in a positive outcome. After a while, we build
confidence in that “gut” feeling. It eventually gets the best
of us.
TIP: Following a gut feeling is not always a detriment,

but when all odds are stacked against the decision,
the individual should step back and re-evaluate. For
example, gambling odds and many other “statistical-
ly” sound decisions are thrown to the wind to follow
that feel-good gut feeling!
Back to Classical Conditioning for a moment: it’s human

to associate one action or behavior with another. This infor-
mation isn’t always incorrect, but when it’s carried over or
bleeds into other areas of your life, it can be problematic.
Take, for example, the association between foreigners
and terrorists. With the recent terrorist activity, the world is
on guard, from the government right down to the lonely old
lady sitting on the park bench. Because fear is heightened
and people now associate Middle Eastern culture with ter-
rorists, there are tons of false reports. People walk around
in fear. Airports, police departments and other agencies
have been observed “profiling,” or taking extra precautions
with anyone looking like they’re of Middle Eastern descent.
Is that bad? Well, it certainly could be, because not every-
one from the Middle East is a terrorist…not even close!
So, the fact—some Middle Easterners are terrorists—has
become a harmful association, making people believe all
237
Middle Easterners are terrorists. See how associations can

get people in trouble?
TIP: If a salesperson makes one attempt at a sale,

and then gives up when the sale doesn’t go through,
that salesperson will starve! One attempt…two
attempts…even three attempts don’t always signify
another failure!
Taking No Chance Is Safe – Right?

Taking chances is a vital part of life and success, whether it’s
in one’s social life, financial circle, relationships or employ-
ment ventures. When we sit and do nothing, it can feel
good. It can even give us a little boost, because we didn’t
hear the word “no” or fail at anything. Regret tells you that
if you never try something, you will never fail to achieve it.
Unfortunately, while this may be a safe haven for the
moment, it can turn into a trap in the future. Years down
the road, most people look back at their sedentary—or
“lack of doing”—attitude and regret what they have missed.
While it’s possible that a certain treatment program might
not work for you, it is ALWAYS a mistake to do nothing!
That’s because clichés are sometimes true: nothing ven-
tured is nothing gained. By sitting idle, we end up regret-
ting years past. We still feel like failures because we didn’t
take the chance of success or happiness. That’s a dangerous
place to be!
Regret’s Power
Cutting to the chase, it’s impossible to maneuver around
regret when a person doesn’t understand where “regret”
gets its power. Where is it fueled, where is it stored, and
when is it strongest? While there is no single answer for
238
The Fourth Key
everyone, there are some very common links to the fuel of

regret.
Most people find that they are at the height of regret
when they’ve acted in a manner that isn’t their normal or
consistent self. When that behavior causes them to fail,
be embarrassed or have additional troubles, they find
themselves facing the root of regret. This feeling, and the
comparisons you make, then set you up for future failure
because of your past associations. Let’s take a simple exam-
ple with which everyone can identify.
Example: You’re in a hurry to get home. You normally drive

the speed limit and obey the traffic laws, but today is an
exception. You intentionally run a red light and end up
slamming into another car. All you can say when you get a
ticket is, “I never do that; my driving is always responsible.”
Though this example is not a life-altering change or
regret factor, you can use it to see how regret is fueled and
how it can eat away at a person’s psyche. This brings us to
our next topic:
Are You a “Doer” or a “No-Doer”?

Most people, at some point in their lives, have been
“doers.” They take the chance when the opportunity aris-
es and allow themselves to “step out of the box,” per say.
After a few failures or near failures, they begin pairing the
taking of the chance—not the actual problem or cause of
the failure—with the negative outcome. This causes them
to become sedentary, not taking that opportunity because
they fear failure.
It all goes back to the Classical Conditioning that we
talked about earlier. Instead of weeding to the root of the
239
cause, they simply begin believing that every chance will

result in a negative! Overcoming this conditioning is a jour-
ney, but it’s a journey you can successfully complete. It’s a
matter of taking the time to realize that regret is a normal
part of life, but that you need to put it in a safe place rath-
er than carry it through life full-time. Turning a “no-doer”
into a “doer” is an educational process of learning how to
put things in proper perspective rather than making faulty
associations. Becoming a “doer” instead of a “no-doer”
is necessary if you ever want to live the life you now only
dream of.
So, what will you do now?
How to Channel Fear into Power

To learn to harness this process, the first step is to recog-
nize that it is normal.
This insight and knowledge opens the door, and now
you can learn to channel this wonderful, power-packed
state to give you an edge in hostile situations.
The first step is to find and identify the first feelings of
“fear”—the pre-event adrenaline release:
• How do you feel?

• Where do you feel it (Stomach, chest, shoulders,
back, etc.)?
• How is your state of mind?
To do this exercise, think of something that makes you

fearful (confrontation with your boss, IRS audit, approach-
ing that special someone, etc.). Really relive it and notice the
above sensations. Now label it and store this information.
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The Fourth Key
Develop a “Circle of Power or Excellence”

Think of a time you were at your very best. You were in con-
trol. You were physically and mentally sharp. It could be a
class you did well at, or a sporting event, or a business deal.
You were focused and sharp. Now imagine a circle on the
floor—and it is your “Circle of Excellence and Power.”
• What color is it?

• Does it have a sound?
• What else do you notice?
Think of the event from above and step into your “Cir-
cle.” Breathe in deeply. Breathe the “Circle” into you.
Throw your shoulders back. Feel the focus and power.
Repeat this twice.
Step out of the “Circle” and re-access the fearful state.
As you begin to feel the fear (adrenaline state), step into
the circle and breathe in. Do this five times.
This is true Fear into Power!
Search in vain for that old fearful state. As you start to
access fear, you will naturally go into a state of power.
Now that we have a basis for blocking the old fear
response, you can take it to the next level to excel. Once
you are able to convert fear into power, you can face, as
Tsunetomo Yamamoto, an eighteenth-century samurai,
once said in his famous writing Hagakure (which translates
to hidden among the leaves):
“The realization of certain death should be renewed
every morning.
“Each morning you must prepare yourself for every kind
of death with composure of mind. Imagine yourself broken
by bows, guns, spears, swords, carried off by floods, leaping
into a huge fire, struck by lightning, torn apart by earth-
quake, plunging from a cliff, as a disease-ridden corpse.”
241
It may sound morbid, but if you imagine your deep-

est fears--death, humiliation, loss of pride, etc.—and step
into power, you will be in a better position to face whatever
comes your way. You will start to develop the heart of a war-
rior. You will be the type of person who is a master of their
own mind, which is the basis for mastering others.
People follow others who are confident and show little
fear. This is what we want in our leaders. Take this attitude
and feeling with you as you master and use these techniques.
WELCOME TO THE WORLD FEW HAVE BEEN
EXPOSED TO, that is, TRUE MIND CONTROL.
242
Twenty-One-Day Exercise
To really master these basic skills, you need to place the

new thinking patterns into your neurology…into your
brain, thinking and habits.
Here’s an easy, fast way. Do the following exercises for
the next 21 days, and you’ll notice your skills grow and
expand. Do follow the days in order; they’re designed to
build on each other.
After you’ve mastered these skills, you’ll be ready for
more advanced techniques, such as the methods you will
see outlined in the section on Obama’s use of hypnotic
techniques!
Have fun!
Day 1: Sensor Acuity

• Take a different view of the world.
• Notice coworkers’ or friends’ hair, the color, the
style.
• Notice the color and texture of the walls of your
workspace.
• Sit in a different spot when you eat a meal.
• Notice the color of all your family/coworkers’ eyes.
• Wear your watch (or other jewelry) on a different
hand.
Day 2: Rapport
• Mirror/match the physiology of three people,
coworker, friend/family member, stranger in a social
setting.
• Be obvious.
243
Day 3: Anchoring
• Notice several self-anchoring experiences
• Auditory: music—what songs motivate you? Get you
going? Calm you down?
• Visual: find visual anchors that affect you—dogs,
babies, the flag.
• Olfactory/Gustatory: walk into a bakery or other
similar establishment; close your eyes, and what do
you notice?
Day 4: Review Basic NLP Techniques

• Which is your favorite and what, specifically, about it
causes you to choose it?
• Do this to someone in a casual interaction.
Day 5: State Control

• Maintain a high state (motivation, excitement,
focus) for as long as possible.
• What do you have to do to reenter it?
Day 6: Meta Model

• Do the short version of the Meta Model; gather
information from a coworker or acquaintance.
• No advice! Gather info!
Day 7: Presuppositions
• Notice the response to your communication; is it the
response you want?
• If not, what can you do differently?
• The meaning of the communication is the response
to elicit!
244
Day 8: Acuity
• Put on your clothes in another way.
• Drink your coffee, soda, etc. with the opposite hand.
• Open up your vision by noticing the details in things
you do daily.
Day 9: Rapport
• Go to a restaurant and mirror the waiter/waitress.
Then match their language and breathing.
• Can you notice their state?
• Can you change it?
Day 10: Anchoring

• Get a coworker or friend to laugh. As they do, anchor
this.
• Try a few times.
• Can you elicit the response with your anchor?
Day 11: State

• Notice an unresourceful state in yourself. Can you
notice the stimulus?
• Change your state and keep it changed.
Day 12: Meta Model

• Can you notice how many times people delete/dis-
tort/generalize in a conversation?
• Try to recover a small amount of this lost info by
asking: specifically?
Day 13: Techniques

• Do the swish pattern on yourself, then on someone
else.
245

• Flexible—take an approach to something that will
surprise your friends or coworkers.
• Come up with a different way to solve a common
problem.
• “The person with the most flexibility will control or
influence a situation.”
Day 15: Acuity

• Watch people interact in a public setting.
• Mirror/match them. Can you understand the
communication?
• Can you “sense” their emotions?
Day 16: Rapport

• Go to a store or car dealer.
• You get into rapport with the salesperson.
• See if you can influence them to give you some
“inside” information.
Day 17: Anchoring

• Watch commercials and see how many “anchors”
you notice, i.e., oldies music to set the mood, use of
flag.
• Now that you recognize the anchors, does it de-an-
chor you?
Day 18: State

• Elicit a strong state in someone by entering into it
yourself, and then change your state quickly.
• What happens?
Day 19: Meta Model

• Listen to a conversation in a public place.
246
• After noticing Meta Model violations, what are their

basic representational systems?
Day 20: Techniques

• Do the new behavior generator and/or chaining
anchors on a coworker.

• Notice how many times someone mistakes the map
for the territory—their way is the only way.
• “The map is not the territory.”
Bonus:
1. Pick your weakest representational system VAR and

use it all day like it is a favorite.
2. Pick a technique you rarely do (or dislike) and find
persons on which to use it.
3. Try to take another’s position in a conversation—
step into their shoes.
4. Break down one of your normal tasks into small
chunks. Can you improve it?
Repeat Days 1-21. You’re a master in training!
247
Putting It Together—
Einstein’s Brain
In the June 19, 1999 issue of Lancet (the journal of the Brit-
ish Medical Association), Sandra F. Witelson, Ph.D., Debra
L. Kigar, and Thomas Harvey, M.D., of the Department of
Psychiatry and Behavioral Neurosciences of McMaster Uni-
versity in Canada have reported that the differences in the
brain of Albert Einstein may explain his genius in mathe-
matics. When the Nobel Prize-winning physicist died of a
ruptured abdominal aorta in 1955 at the age of seventy-six,
his brain was removed and preserved within seven hours of
his death. His medical history was well documented, and
biographies show he was mentally adept, doing research
until the end of his life. There had never been a report
describing the anatomy of his brain until now.
In the McMaster University study, the researchers com-
pared anatomical measurements from Einstein’s brain with
the brains from thirty-five men and fifty-six women who
had normal intelligence. These researchers also studied
the brains of eight men over sixty-five so they could take
into account changes that normally occur with aging.
Einstein’s brain appeared similar to the others except
for two areas found on each side of the brain called the
inferior parietal regions. Einstein had extensive develop-
ment in these regions on both sides of his brain; his brain
was almost 15 percent wider than the control group.
It is thought that the growth of this region seems to have
occurred early in the development of his brain, because it
appears to have blocked the development of a groove in the
brain called the Slyvian fissure. In most people, the Slyvian
249
fissure runs along each side of the brain reaching about

three-quarters of the way to the back. In Dr. Einstein’s case,
the fissure does not reach as far back as normal, but instead
it turns upward to join another groove that normally runs
down the side of the brain called the postcentral sulcus.
The confluence of these, the Slyvian fissure and the
postcentral sulcus, forms a C-shaped groove on the surface
of each side of his brain. “This morphology found in each
of Einstein’s hemispheres was not seen in any hemispheres
of the 35 control male brains or of any of the 56 female
brains, nor in any specimen documented in the published
collections of post-mortem brains,” write Dr. Witelson and
her colleagues.
The area of Einstein’s brain that appears to be over-
developed is thought to be involved in the creation and
manipulation of three-dimensional spatial images and
the mathematical representation of those concepts, the
researchers write.
Therefore, the unusual anatomy of Einstein’s brain may
explain why he tended to think about scientific problems
visually. “Einstein’s own description of his scientific think-
ing,” the researchers write, “was that words do not seem
to play any role, but there is associative play of more or
less clear images of a visual and muscular type.” There were
other differences that might explain Einstein’s abilities.
Because of the differences in the grooves along the side
of his brain, the neurons (cells) of a particular area of the
parietal operculum are not divided by one of the grooves,
but are instead kept together. The researchers speculate
that the absence of this groove may have allowed more neu-
rons in this area to establish better connections between
each other. They further think that this may have created
an “extraordinarily large expanse of highly integrated cor-
tical network.”
250
Putting It Together—Einstein’s Brain
It is thought that when large, well-integrated networks

form in an area dedicated to certain mental tasks, it may
make the person much better than normal at doing those
tasks. In Einstein’s case it was visualizing solutions to diffi-
cult mathematical problems. (Could this be a key to why
some people have difficulty in visualizing?)
“Einstein’s exceptional intellect in these cognitive
domains and his self-described mode of scientific thinking
may be related to the atypical anatomy in his brain,” the
researchers concluded.
251
Remote Brain Control
John Chapin of the Hahnemann School of Medicine reports

in Nature Neuroscience that they have trained six lab rats
to move a robot arm with the power of thought alone.
First the rats were trained in the classical S-R way to press
a spring-loaded lever (which moves a robotic arm) using
their paws to get a reward (water or food). This allowed the
researchers to ascertain which brain cells were involved in
the task. Thus, having their target cell-groups (parts of the
brain in the motor cortex and the thalamus) the research-
ers implanted arrays of electrodes into these groups to
study the role of individual neurons in them. They now had
a detailed outline on the neuronal activity that gives rise to
the bending, pushing, and stretching movements that con-
stitute pressing a lever.
Through analysis, over many hundreds of trials of
the firing patterns that make up such a movement, the
researchers located the neurons responsible for every stage
of the action: preparation, flexing the forelimb, extending
it, pushing it, and so on. Then the team harnessed these
neurons for their own by wiring them so that they could fire
them directly and move the arm without the animal touch-
ing the lever. With this new setup, the rats quickly learned
that there was no need to physically push the lever in order
for a reward. A few tries later, they were able to reconfigure
their brain activity so that it alone moved the reward-bear-
ing robotic arm.
This is the first time that brain activity, so high up in the
motor pathways, has been used to drive a machine. Older
devices used cruder signals from the stumps of amputated
253
limbs or the surface of the skin. This new technology will

offer far greater speed and precision.
When you look at these two diverse studies, I am drawn
to the hypothesis that if rats can learn to control brain activ-
ity, can we, as a somewhat higher developed animal, use our
conscious thought to direct energy to the parts of our brains
that do different tasks? And could we stimulate growth and
change in the actual structure of the brain itself? There are
studies that show that with conscious attention, you can
cause physical changes. This is the basis of biofeedback.
There is some research using MRIs to map brain activity,
and again it seems to be able to be controlled by conscious
attention.
Once we become aware of how to do it, it seems just so
possible!
We therapists who use altered states to effect mind/
body changes could use our skills to do the same things.
This could be our next big breakthrough, using conscious
and subconscious thought to alter our physical brains, to
improve them with mental exercises (hypnosis and NLP)
the way athletes use physical exercise to alter their bodies.
Is not your brain a physical organ capable of change and
growth much like a muscle?
Try to develop ways to use your skills to bring advances
in this exciting field, and let me know how it works. In my
programs, such as Designing Your Destiny, second edition,
tape series, much of this type of work is done.
Until next time, use the Force to spur growth in your
own developing brain.
References:
Witelson, S. F., Kigar, D., Harvey, T., “The Exceptional
Brain of Albert Einstein,” Lancet, 1999, vol. 353, 2149-53
19 June 1999
254
Remote Brain Control
Deary, I. J., Carl, P. G., “Neuroscience and Human intel-

ligence differences,” Trends Neuroscience, 1999, no. 20
365-371
Chapin, J., Nature Neuroscience, June 1999
255
An Examination of Obama’s
Use of Hidden Hypnosis
Techniques in his Speeches
THE EVIDENCE IS HERE: This document contains over
60 pages of evidence and analysis proving Barack Obama’s
use of a little-known and highly deceptive and manipulative
form of “hack” hypnosis on millions of unaware Americans,
and reveals what only a few psychologists and hypnosis/
NLP experts know.
William Horton, Psy. D. CAC Master Hypnotist, NLP
Trainer, Author, Technical advisor co-author
Barack Obama’s speeches contain the hypnosis tech-
niques of Dr. Milton Erickson, M.D. who developed a form
of “conversational” hypnosis that could be hidden in seem-
ingly normal speech and used on patients without their
knowledge for therapy purposes. Obama’s speeches inten-
tionally contain:
- Trance Inductions
- Hypnotic Anchoring
- Pacing and Leading
- Pacing, Distraction and Utilization
- Critical Factor Bypass
- Stacking Language Patterns
- Preprogrammed Response Adaptation
- Linking Statements/ Causality Bridges
- Secondary Hidden Meanings/Imbedded
Suggestions
- Emotion Transfer
- Non-Dominant Hemisphere
257
- Programming
Obama’s techniques are the height of deception and
psychological manipulation, remaining hidden because
one must understand the science behind the language
patterns in order to spot them. This document examines
Obama’s speeches word by word, hand gesture by hand
gesture, tone, pauses, body language, and proves his use
of covert hypnosis intended only for licensed therapists
on consenting patients. Obama’s mesmerized, cult-like,
grade-school-crush-like worship by millions is not because
“Obama is the greatest leader of a generation” who simply
hasn’t accomplished anything, who magically “inspires” by
giving speeches. Obama is committing perhaps the biggest
fraud and deception in American history.
Obama is not just using subliminal messages, but text-
book covert hypnosis and neuro-linguistic programming
techniques on audiences that are intentionally designed to
sideline rational judgment and implant subconscious com-
mands to think he is wonderful and elect him President.
Obama is eloquent. However, Obama’s subconscious tech-
niques are shown to elicit powerful emotion from his audi-
ence and then transfer those emotions onto him, to side-
line rational judgment, and implant hypnotic commands
that we are unaware of and can’t even consciously ques-
tion. The polls are misleading because some of Obama’s
commands are designed to be triggered only in the voting
booth on November 4th. Obama is immune to logical argu-
ments like Wright, Ayers, shifting every position, charac-
ter, and inexperience, because hypnosis affects us on an
unconscious and emotional level. To many people who see
this unaccomplished man’s unnatural and irrational rise
to the highest office in the world as suspicious and fright-
ening and to those who welcome it, this document uncov-
ers, explains, and proves the deceptive tactics behind true
258
An Examination of Barack Obama’s
“Obama Phenomenon” including why younger people are

more easily affected.
READ THIS TABLE OF CONTENTS

Skeptics will surely doubt the information provided
in this document with four specific oppositions – each of
which this document disproves
Foreword and commentary
PART 1 – HYPNOSIS BASICS

You must understand the basics of Ericksonian hypnosis
to see what Obama is doing
Real “hypnosis” explaine
Two separate definitions of “hypnosis”:
The origins of “covert hypnosis” and “conversational
hypnosis” aka “black ops” hypnosis
Bypassing the dominant hemisphere’s rational judg-
ment (“critical factor”)
PART 2 – WHAT OBAMA IS ACTUALLY DOING

Obama’s actions are far more deceptive than simply
lying
The study of the effects of mass hypnosis
Illegality of Obama’s use of hypnosis
The hypnosis technique of “pacing and leading” to side-
line rational judgment
How pacing is done:
Specific examples of Obama using 14 separate hypnotic
pacing statements in his Denver 2008
Convention speech
Embedded and hidden meanings – “deep structure” of
language vs “surface structure”
How Ericksonian “linking statements” mimic the way
the brain accepts information
259
Basics of Obama’s pacing and leading: The “because we

need change, that is why I should be your next president”
argument
Obama’s speeches as one big hypnotic trance induction
using extra slow speech, rhythm, tonalities, vagueness, visu-
al imagery, metaphor, and raising of emotion
The use of Ericksnian “vagueness” in speech as a lin-
guistic induction tool: “Change” and “Yes we can.”
Use of visual imagery and imagination as an induction
tool
The stacking of hypnotic language patterns in 40+ min-
ute long speeches
Obama’s unusual use of hand gestures as subconscious
programming and hypnotic anchoring designed to be trig-
gered in the voting booth on November 4th
*Obama’s hypnotic command that “a light will shine
down from somewhere, it will light upon you, you will expe-
rience an epiphany, and you will say to yourself, ‘I have to
vote for Barack’”
An example of Obama using both of these hypnotic
hand gestures, hypnotic programming followed by hypnot-
ic anchor back to back, in a way that can be nothing other
than hypnosis
Undeniable evidence that this is hypnosis: Obama
hypnotically anchoring the statement about a light shin-
ing down and an internal voice saying “I have to vote for
Barack”
Convincing without logic: “The Fierce! Urgency! of
Now!” argument (Obama caught anchoring)
Obama caught in subconscious hand gesture linking
McCain to Bush
Obama caught using one-finger subconscious hand ges-
ture regarding Hillary
260
Obama caught in another undeniable subconscious

hand gesture regarding McCain
PART 3 – WHAT OBAMA IS EXACTLY DOING – SPECIF-

IC SPEECHES “PLAY BY PLAY”
Obama’s California Democratic Convention speech
2007 - a “play by play” of his undeniable use of embedded
commands, hypnotic induction, and hypnotic storytelling
Obama performs an undeniable Ericksonian hypnotic
induction: Obama’s “Turn the Page” Speech at the Califor-
nia Democratic Convention in 2007
Obama caught intentionally controlling pace in obvi-
ous attempt to maintain trance
Obama’s speech Tuesday after primaries ended June 3,
2008 – undeniable evidence of Obama’s use of hypnotic
principles of anchoring, deletion, distraction, and leading
Obama caught delivering another powerful hypnotic
command
Obama caught pacing and leading again
Obama’s 2007 California Democratic Convention “turn
the page” speech – further analysis
Obama using “turn the page” as a preprogrammed
response:
Obama using “turn the page” as a hypnotic anchor:
Obama’s Democratic Convention speech 2008 – A “play
by play” of his undeniable and extensive anchoring, pacing,
leading, and delivery of subconscious commands
Obama’s typical pacing, leading, storytelling, and hid-
den meanings induction:
Obama caught stacking language patterns
*Obama caught clarifying his hand gesture as unmistak-
able hypnotic anchor of writing with pen (twice):
Obama caught giving the primary hypnotic command
of the speech:
261
Obama’s aggressive pointing- the subconscious signal of

giving commands:
Obama caught in another hypnotic command, anchor,
and a strategic pause:
Obama caught hypnotically linking himself with John
F. Kennedy:
Obama again pacing and leading
PART 4 – ADDITIONAL SPECIFIC ASPECTS OF OBAMA’S

HYPNOSIS
Obama’s technique of head turned to the right side in
interviews described by body language expert as one of the
most powerful subconscious manipulation techniques pos-
sible by a speaker’s body language
Interview of Professor of Psychiatry on CNN in which
Dr. comes close to hinting of her suspicion that
Obama is using covert subconscious techniques
throughout his campaign
Hypnosis/NLP expert discusses Obama’s use of mind
control techniques on radio
Website analyzes Obama’s use of hypnosis in speeches
Obama uses hypnotic command to dismiss the Rev
Wright questions
Obama’s speech on race March 18, 2008 Philadelphia –
hypnotic storytelling throughout
Obama’s hypnotic logo
Obama’s strange hand gesture & hand-holding conver-
sation with Senator Lieberman
Obama’s use of a fake presidential seal
Assorted other points:
PART 5 – THE VISIBLE EFFECTS OF OBAMA’S HYPNOSIS

The effects of his hypnosis are undeniable
Obama’s perceived greatness
262
Obama’s trance
The effects of Obama’s hypnosis on young people, and
more educated people
Conclusion and commentary
Personal Notes:
Skeptics will surely doubt the information provided
in this document with four specific oppositions – each of
which this document disproves.
These certain oppositions answered in this document
are:
1. Hypnosis isn’t real - hypnosis wouldn’t / doesn’t work

on me
Trance states of mind and enhanced suggestibility hap-
pen to everyone every day; driving in your car, in the
elevator, watching T.V., or listening to music. This mild
hypnotic state is all that is needed for Ericksonian tech-
niques to implant hypnotic commands you are unaware
of.
2. Obama isn’t intentionally using mass hypnosis

This document contains over a hundred examples of
Obama’s specific language patterns and hypnosis tech-
niques that follow textbook Ericksonian principles and
characteristics too much to be coincidence.
3. Obama’s popularity is not attributable to his use of

hypnosis
Young people and more educated people actually have
lower hypnotic subconscious suggestibility thresholds
for scientific reasons explained. Popular perceptions
of Obama are provable as inconsistent with his accom-
plishments, history, background, and even what is heard
263
from him consciously – however, they match perfectly

with the messages he is caught sending intending to
be received only subconsciously. People are admittedly
mesmerized by him. The irrational rise to power of and
uncanny passionate support for a logically unaccom-
plished and questionable man based on his speaking
alone like the “Obama phenomenon” is widely accept-
ed – only the rational explanation for it is missing. Final-
ly, he would not continue to use these deceptive tech-
niques if he did not believe they work.
4. There is nothing unethical about Obama’s use of

hypnosis
The techniques used by Obama are the most deceptive
forms of communication known to man. They side-
line rational judgment and implant subconscious com-
mands that change how people feel and behave without
any awareness of the manipulation. Obama’s techniques
overcome the will without convincing the judgment
through trickery. Obama often says one message that
you are aware of, meanwhile implants a different mes-
sage hypnotically with double or hidden meanings. He
conjures up emotions by talking about your children,
and JFK, and then is caught transferring those feelings
onto him with hidden hand gestures. He hides what
he is doing and brazenly uses these techniques in front
of millions of people over and over. Once explained,
Obama’s actions can be shown to be the height of
manipulation and deception.
IT IS STRONGLY RECOMMENDED THAT YOU

READ THIS DOCUMENT IN ORDER, FROM BEGIN-
NING TO END, AS DEFINITIONS ARE BUILT ON TOP
OF ONE-ANOTHER, AND UNDERSTANDING OF THESE
264
DEFINITIONS IS NECESSARY TO FOLLOW LATER

INTERPRETATIONS AND ANALYSIS
Foreword and commentary

The level of deception involved in Obama’s use of covert
hypnosis, and his presumption that he has the right to use
hypnosis on us to gain votes is just unconscionable. It is
not a connection to another person that he can deny. It
is Obama’s own highly deceptive actions, provable once
explained, on video, playable over and over. Obama is side-
lining rational judgment and using undue influence to win
over voters applying psychological subconscious manipula-
tion like never before in American history.
No other argument against Obama can fundamentally
change the way people feel about him deep down inside,
EXCEPT, proof that precisely the way they feel about him
deep down inside is because of Obama’s own deception and
use of hidden hypnosis. This is because exposing Obama’s
use of hypnosis takes the people who are entranced by him
subconsciously and emotionally, and puts the issue of why
they feel that way on a conscious rational level where they
can analyze it. It is the one thing that can fundamental-
ly change the game, and shatter Obama’s magical immu-
nity to all of his other faults, logical disqualifications, and
deceptions. This can include the media changing their
mind about Obama once they see who he really is and also
helping to expose what Obama is doing in the interests of
democracy. Many people do wake up from the effects of
hypnosis once you tell them they have been hypnotized and
explain what has happened to them. To a lot of people, it is
just a missing piece of the puzzle that makes everything else
265
make sense - almost as if it were the missing piece they were

somehow even looking for on some level.1
PART 1 – HYPNOSIS BASICS

You must understand the basics of Ericksonian hypnosis to
see what Obama is doing
Almost nobody realizes what Obama is doing. These
techniques are nearly impossible for an untrained person
to detect. With the exception of a few trained experts in
hypnosis, nobody understands even what to look for. It
sounds in every way like ordinary powerful speech.
Hypnosis is not sleep, nor what is portrayed in movies.
In order to spot what Obama is doing, one must first under-
stand covert hypnosis and conversational hypnosis, and
know how the science works. Only by knowing how hypno-
sis works will you see that Obama’s speech often diverges
from normal and logical speech patterns, and clearly uses
the non-logical, clearly artificial and intentional patterns
of hypnotic trance induction, and hypnotic critical factor
bypass as taught in the field of covert and conversational
hypnosis. This document will explain what Obama is pre-
cisely doing and how it works by explaining hidden hypnot-
ic language patterns and other hypnosis techniques, and
pointing out these patterns and techniques in Obama’s
speeches.
Obama is using textbook, clinical trance inductions in
his speeches. Obama’s hypnotic techniques work on a sub-
conscious level, and are designed so that people watching
him in an audience or on TV are completely unaware of his
techniques and their effects. Obama is using clear hypnotic
anchoring, pacing and leading, and numerous other hyp-
nosis techniques designed to take away our rational judg-
ment in deciding for whom
266
1. “The only thing you need to do to break a negative hyp-

notic spell that has been cast on you is begin to think
rationally, to begin to think critically. And if you decide
that you choose this message as one that’s good for you,
by all means sit back, relax, and enjoy the ride. But, if
you decide that this is not something you want to have
in your life, just simply analyze it, criticise it, ridicule
it, and say “Hey, that’s not how the world works.” And
you’ll have protected your mind from taking on board
something which you really dont need.” The Power of
Conversational Hypnosis, Clifford Mee and Igor Led-
ochowski, re the section entitled “The Dark Side of
Hypnosis.”
Not only is this the only explanation that makes sense

for the amazing rise and “Obama phenomenon” sweeping
our nation, but the evidence is undeniable.
To say Obama’s amazing following and rise to power is
simply because he is a great speaker is not logically suffi-
cient. Even if Obama were the greatest speaker to come
along in 30 years, it still would not explain why even being
simply a great speaker would cause people to say he is the
greatest “leader” of a generation, or “sent by g-d” or “JFK”
and why that he should be trusted to make decisions like he
has never made in his life, or that he will bring change when
he hasn’t really changed anything in his 46 years. What he
has done does not logically fit how he is perceived. In fact,
the gulf is too wide to be random unexplained phenome-
non. As shown, he does, however, use clever hypnosis tech-
niques while discussing e.g. JFK to subconsciously transfer
feelings conjured up in his audience onto him through,
e.g. flashed hand gestures which appear innocent to uncrit-
ical observation.
267
Real “hypnosis” explained

Most people are hypnotized and fall into trance every
day of their lives.2 It is a common, every day occurrence,
whether for a brief second, or minutes or longer. A very
basic example is when you are driving a car while in deep
thought, and you suddenly realize you are much further
along with no memory of driving the whole distance.
Another example, is when you are on an elevator watching
the numbers change and go into trance, and when every-
one else gets off, you take that as a nonverbal suggestion to
get off, before you “wake up” and realize it is not your floor.
This elevator example is an example of mass hypnosis,
where the close rapport with the hypnotist is not necessary,
because many people are both hypnotized partly by whatev-
er is causing the trance, and partly by the fact that you are
being “paced” or also hypnotized by everyone else in the
elevator doing the exact same thing as you. The reason you
cry from reading sad book simply by reading ink on paper
is because of the mind’s interaction with that information,
which is also a hypnotic process.3
Two separate definitions of “hypnosis”:
1. First, hypnosis, is “a particular altered state of

hyper-suggestibility brought about in an individual by
a combination of relaxation, fixation of attention, and
suggestion.”4
2. Second, hypnosis is also “bypassing the ‘critical factor’

and setting up acceptable selective thinking.5” The
“critical factor” is the conscious part of the brain that
you think with that has the ability to make rational logi-
cal judgments about what information is received.6 The
critical factor acts as a filter, determining what
268
3. Erickson maintained that trance is a common, everyday

occurrence. For example, when waiting for buses and
trains, reading or listening, or even being involved in
strenuous physical exercise, it’s quite normal to become
immersed in the activity and go into a trance state,
removed from any other irrelevant stimuli. These states
are so common and familiar that most people do not
consciously recognize them as hypnotic phenomena.
http://en.wikipedia.org/wiki/Milton_H._Erickson
4. The Power of Conversational Hypnosis, Clifford Mee

and Igor Ledochowski
5. Modern Hypnosis, Theory and Practice, Masud Ansari,

Ph.D.
6. Killer Influence Secrets of Covert Hypnosis, by David

X, Part 1, David X’s educational video, “How to Hyp-
notize with Covert Hypnosis and Hypnotic Language”
See video online, such as at: http://www.revver.com/
video/834827/how-to-hypnotize-with¬covert-hypno-
sis-and-hypnotic-language/
7. Killer Influence Secrets of Covert Hypnosis, by David X,
Part 1
Hypnosis/NLP can pass into the subconscious mind
which is a non-rational computer-like system which accepts
everything in it as absolute truth.7 That is why sidelining it
is so dangerous.
Milton Erickson, had a broader definition of the uncon-
scious mind, described as, “both the functioning of the dom-
inant hemisphere of the brain that occurs below the level
269
of awareness, as well as the functioning of the non-domi-

nant hemisphere.” 8
Ericksonian trance induction has three dimensions
which we will return to often and compare to Obama’s lan-
guage patterns. They are:9
Pacing and distraction of the dominant (language)
hemisphere;
Utilization of the dominant hemisphere, language pro-
cessing which occurs below the level of awareness;
Accessing of the non-dominant hemisphere;
This above three part process is extremely important
to later analysis. Essentially, hypnosis is an altered and
common state of mind involving intense focus, sidelining
or disassociation of the rational critical thinking, and the
state of hyper-suggestibility brought about while the sub-
conscious mind is the dominant player.10 It happens while
reading, listening to music, and even while hearing a great
speaker.11
However, the power of such methods is what is difficult
to grasp. What we are talking about is “transformational
linguistics” – language that literally changes who you are
at your deepest levels, your deepest passions, drives, and
emotions while you are completely unaware.
Under Freud, there is the conscious mind that you
think with, called the “ego.” You also have a conscience,
called the “super-ego.” Then, there is the largest part of the
psyche, the id, which is the back-end of all our memory, our
most basic instincts and drives, emotions, and suppressed
desires.12 “The unconscious mind is the source of our ener-
gy, and no amount of conscious reasoning can override it.
The unconscious mind is un-critical, it accepts as absolute
truth any idea that is allowed to enter its computer-like sys-
tem”13 The messages of hypnosis, including mass hypnosis,
can be far more powerful than just someone’s conscious
270
thoughts, as it affects their most basic biological drives and

instincts.14 That is why many of Obama’s followers are so
passionate for him, why they are fainting in his presence,
comparing him to Jesus, and supporting him like no other
candidate before.
Killer Influence Secrets of Covert Hypnosis, by David X,
Part 1
Patterns of the Hypnotic Techniques of Milton H. Erick-
son, M.D. Volume 1, p13.
The Religion of Psychology by Marty Wilson, http://
www.mychristiansite.com/personal/shilohcomes/hd.html
Roy Hunter, MS, CHt, cited at http://www.mychristian-
site.com/personal/shilohcomes/hd.html
Modern Hypnosis, Theory and Practice, Masud Ansari,
Ph.D., Ch3, Unconscious Mind and Hypnosis
Ph.D., Ch3, Unconscious Mind and Hypnosis, p43
The International Law of Propaganda, By Bhagevatula
Satyanarayana Murty, discussing I.P. Pavlov, Conditioned
Reflexes, an Investigation of the Physiological Activity of
the Cerebral Cortex. (Such mass hypnosis is compared in
psychological effect to “evoking responses that satisfy the
drives of biological instincts.”
The origins of “covert hypnosis” and “conversational
hypnosis” aka “black ops” hypnosis
Dr. Milton H. Erickson, also known as the father of mod-
ern hypnosis method, was the single greatest practitioner
of hypnosis, having dramatically advanced the field.15 Dr.
Erickson is internationally acclaimed as the leading practi-
tioner in the field of hypnosis16 for his understanding of
the science of both inducing and utilizing hypnotic states.17
271
Dr. Erickson discovered while working as a therapist,

that he could hide therapeutic hypnosis within the normal
content of an inconspicuous conversation with the patient,
and avoid much of the patient’s conscious resistance that
normally accompanied hypnotherapy.18 Dr. Erickson
realized the subconscious mind was always listening, and
understood better than anyone before how to access it, and
implant suggestions into it. What Dr. Erickson did was figure
out how to put people into trance and hypnotize them and
implant suggestions with seemingly normal conversation.
He discovered that people could achieve this heightened
state of hyper-suggestibility without the traditional difficult-
ly-induced coma-like state traditionally associated with hyp-
nosis. Though his pioneering understanding, he was able
to do the same and much more often with simple plays on
words and embedded meanings in a single sentence.
The entire field of “covert hypnosis”, or “conversational
hypnosis” is based on Dr. Erickson’s techniques, and is now
primarily used by hypnotists and psychiatrists. 19 Conversa-
tional hypnosis is often referred to as Ericksonian hypno-
sis. The word “hypnosis” is never mentioned and there is
nothing overt to give away that hypnosis is being used. It is
impossible to detect unless you know precisely what to look
for. Hack versions of these techniques are unfortunately
taught to be used as persuasion tools for salespersons, and
even more unfortunately also for men looking to enhance
their success picking up and seducing with women.
The reason this is so unfortunate, is because covert
hypnosis is designed to sideline rational judgment. That is
fundamental to how it works; to bypass the dominant hemi-
sphere and critical factor. It essentially tricks the subcon-
scious mind into accepting commands as absolute truths
which include not only those approved by the conscious
mind, but outside commands from a hypnotist who can
272
implant any suggestion he wishes. Dr. Erickson was ada-

mant that only doctors be allowed to practice his techniques
because of how strongly he felt about how dangerous such
science could be in the wrong hands.
Milton E. Erickson, often looked at as the father of
modern day hypnosis understanding, was founding presi-
dent of the American Society for Clinical Hypnosis and a
fellow of the American Psychiatric Association, the Amer-
ican Psychological Association, and the American Psycho-
pathological Association. http://en.wikipedia.org/wiki/
Milton_H._Erickson He felt very strongly that the field of
hypnosis should only be allowed to be studied by doctors
because of its power.
son, M.D. Volume 1, p25 “by communicating indirectly, Dr.
Erickson avoids the issue of resistance to a large extent.”
“Erickson believed that the unconscious mind was always lis-
tening, and that hypnosis could be used whether the patient
was aware of it or completely oblivious to the fact that a hyp-
notic technique was being used. Erickson would see if the
patient would respond to one or another kind of indirect
suggestion, and allow the unconscious mind to actively par-
ticipate in the therapeutic process. In this way, what seemed
like a normal conversation might induce a hypnotic trance,
or a therapeutic change in the subject. Andre M. Weitzen-
hoffer (1976) Introduction/forward in Hypnotic Reali-
ties Erickson & Rossi. It is called conversational hypnosis
because the subtleties are slipped into a conversation and
the other person would not consciously realize it, while the
273
tactics could have a very real subconscious effect.” http://

en.wikipedia.org/wiki/Milton_H._Erickson
Sometimes the field is called “black-ops” hypnosis.
and Subconscious suggestions are more powerful than
even what the subject believes consciously – as such sugges-
tions become parts of their deepest psyche. Because covert
hypnosis is hidden in ordinary speech, the subject is not
aware that it is being used, it is even more powerful than ordi-
nary hypnosis. Since the conscious mind is not even aware of
the messages being sent, conscious scrutiny and resistance is
eliminated.20 The subject cannot even question the messag-
es being sent – they are simply implanted by the hypnotist as
the subject’s most fundamental beliefs. Then, even the sub-
ject’s own rational mind cannot overpower them.
Bypassing the dominant hemisphere’s rational judg-
ment (“critical factor”)
The critical factor is the part of the mind that logi-
cally analyzes and scrutinizes all information like a filter,
and decides what information is allowed to pass into your
subconscious mind and become part of what your mind
accepts as unquestionably true, like your deepest and most
powerful emotions, drives, and instincts.21 It is the prima-
ry cognitive defense that usually stops all information and
rationally analyzes it, whether consciously or unconsciously.
It keeps your computer-like subconscious mind from liter-
ally believing that you are a chicken when someone calls
you a “chicken”, and keeps you from literally believing that
you are a square (box) when somebody calls you a “square”,
and keeps you from literally believing you are a (snow or
cereal) flake when somebody calls you a “flake.” you don’t
consciously ponder it when someone calls you a chicken,
your critical fator stops that information below the level of
awareness.
274
The critical factor is the cognitive function best analo-

gized to a security guard (critical factor) who searches every
person (information) entering into a nightclub looking for
weapons. (and stops all information that is questionable)22
The critical factor stops all information and allows your
thinking and rationality to determine whether it is accept-
able to the subconscious mind or not.
Hypnosis uses language patterns, visual tricks, body lan-
guage, voice, tone, and other aspects of communication to
get “suggestions” past the critical factor part of the brain
and directly into the listener’s subconscious.23 This is won-
derful if the command is to be free of a phobia, or quit
smoking. The reason hypnosis is used for such psycholog-
ical change, is that the critical factor allows in only what it
accepts as true. Without bypassing the smoker’s critical fac-
tor, a smoker has a difficult time quitting because they have
a difficult time accepting as absolutely true the information
that they are a nonsmoker, because their critical factor and
conscious mind knows differently and doesn’t let the infor-
mation through.
How one might simplify this point, is, in normal every-
day life, calling someone a “chicken” will not cause them
to literally believe they are a chicken and act like one. This
is because the critical factor stops this information from
passing into the subconscious. So how can a hypnotist get a
subject to cluck like a chicken believing they are one? The
hypnotist knows how to get the hypnotic suggestion that
the subject is a chicken past the critical factor part of the
consciousness, and get the subconscious mind to accept it
as unquestionably true.
son, M.D. Volume 1, p25 – “by communicating indirectly,
he avoids the issue of resistance to a large extent.”
275
Killer Influence Secrets of Covert Hypnosis, by David

X, Part 1 David X’s educational video, “How to Hypnotize
with Covert Hypnosis and Hypnotic Language” See video
online, such as at: http://www.revver.com/video/834827/
how-to-hypnotize-with¬covert-hypnosis-and-hypnotic-lan-
guage/
Analogy used in The Power of Conversational Hypnosis,
Clifford Mee and Igor Ledochowski
son, M.D. Volume 1, p129 “voice, tone, body movement” in
addition to the linguistic aspects.
PART 2 – WHAT OBAMA IS ACTUALLY DOING

Obama’s actions are far more deceptive than simply
lying
If used by a politician and discovered, such hypnosis
technique, if understood as it should be, to be the height
of manipulation and deception, would destroy a politi-
cian’s career.24 There is no other way to view such a politi-
cian other than disturbingly and disqualifyingly deceptive,
someone whom we apparently know very little about, and
cannot trust, who has been continually hiding something
from us and manipulating us. To see a politician contin-
ue to perform a multitude of hundreds of deceptive acts,
which he knows about but we are meant not to know about,
that affect our judgment and mental processes, and that
manipulate us in ways we are not even aware of, all the
while thinking he is clever enough to get away with it until
he finally gets caught, is the height of immoral deception.
It is perhaps the biggest fraud and deception in American
history.
Most of our beliefs come to us from our own rational
judgment and conscious analysis of the world. For exam-
ple, we know it good to wake up in the morning and do
276
something because we rationally know the consequences of

staying in bed all day. When we like people, it is usually due
to a combination of our rational judgment and how that
person naturally makes us feel about them. We try to make
people like us more by following social norms, making peo-
ple feel good, smiling, and so on.
However, a very small percentage of the population
actually study subconscious manipulation of not only how
people feel about them, but how to manipulate and alter
the beliefs we usually come to by our rational judgment,
reason, and experience. These people study specifically
how to sideline this rational judgment, reason, and experi-
ence, and natural feelings, and bend people’s feelings and
will through the application of this branch of psychiatry to
their interactions.
Obama is an expert at this type of artificial manipu-
lation. His ability to convince rationally and any natural
“charm” is only part of how a person feels about Obama.
The rest is deceptive subconscious manipulation. His tac-
tics are deceptive because he has mastered the science and
art of lowering the effects of the rational scrutiny parts of
the mind through his speaking, actions, and presentation.
He gets you to believe not by convincing you rationally until
you decide to believe it, but by knowing how to say to your
subconscious mind literally the words that “you believe” in
a way that your subconscious mind will simply accept the
message and believe without having rationally decided to
believe. He knows how to say to your subconscious mind
that it “chose” (Obama) even when it hasn’t, in a way that
you will believe that you have chosen. He understands sub-
conscious manipulation enough to know how to talk about
families, and your children, and John F. Kennedy, and con-
jure up feelings within you from speaking in certain rhyth-
mic and unnaturally slow tempos, and then subconsciously
277
transfer the emotions he conjures up onto him, such as

with hand gestures or hidden content in language. You
genuinely walk away from him feeling warm, and viewing
him as a JFK, except it is artificial. He knows how to say
one thing, but have your subconscious mind ultra-power-
fully receive a different message and feeling than you are
aware of. He is actually implanting feelings and emotions
into your subconscious. They feel like your own. Rationally
he is an unaccomplished man with shady connections, but
you are tricked into feelings about him that overpower
Also distinguished, are common political tactics. Such
tactics, like making sure there is a Presidential podium in
front of you, and American flags behind you to make you
look Presidential. While they send messages, they are not
analogous to the deceptive and unprecedented hypnosis
used by Obama that is the focus of this document.
those, that feel like your genuine feelings about him
because they come from inside you, implanted into the
deepest parts of your psyche.
Obama’s deception here is not simply a few subliminal
messages like those used in some advertisements. Obama is
employing with art and skill a complex hidden system apply-
ing a multitude of the most advanced techniques in sub-
conscious manipulation known to psychology. This entire
system is designed to do one thing - to make us feel like the
decision to support Obama is our own when it is really, at
least for many, implanted artificially through hypnosis.
What Obama is doing is in effect the same as if he dan-
gled a silver watch in front of us and said “you are getting
sleepy and going into trance... .you have an unstoppable
urge that you cannot resist you must vote for Barack.” In
fact, as discussed below, Obama was actually caught at least
once saying something very similar with his own lips. Yes,
Obama was caught giving an overt hypnotic command to
278
vote for him.25 People even made fun of it, but nobody
realized it was actual intentional hypnosis until it is now
explained. (see below)
Hypnotizing someone without their knowledge is the
height of immorality. The level of deception involved here,
in Obama’s use of covert hypnosis, and his presumption
that he has the right to use hypnosis on us to gain votes
is just unconscionable. If a stranger came up to you in a
restaurant and tried to hypnotize you to get you to do any-
thing, even so much as buy them a cup of coffee, and you
figured out that they were trying to use actual hypnosis on
you, you would run.
If Obama simply lied, we voters would be able to use
our rational judgment to make a logical decision about
what is the truth, and what we should believe, and what we
shouldn’t. However, because he is implanting subconscious
commands we are not aware of consciously, into the deep-
est parts of our emotional and subconscious psyches, he is
actually taking away our ability to make those rational judg-
ments. He is making the decision to and taking away even
our ability to question the commands he is hypnotizing us
with. We never even know the commands are being implant-
ed (until now with this document), and we are tricked into
believing that our feelings are coming from deep inside us.
Obama’s concealment of his hypnotic techniques can only
be looked at as deception.
The passion people feel for Obama is real because it
comes from deep inside each of them. Thus, logical argu-
ments against Obama become irrelevant. To all those who
were wondering what the impaired rational judgment of
millions of people looks like, here it is. It doesn’t matter that
he has no accomplishments, never takes hard positions, or
that he changes to opposite positions from almost one day
to the next, or has long term connections to extremists,
279
racists, and other shady people, is endorsed by Iran and

Hamas, and simply says he didn’t know the character of
his own pastor and mentor for twenty years. The logic of
this disturbing information is on the conscious level, and
cannot override the subconscious nor change how his sup-
porters feel internally.27 Many may be somewhat bothered
by it logically, but it hasn’t changed how
See below, regarding Obama’s Statement featured in
McCain ad, “The One”, - Obama’s hypnotic command that
“a light will shine down from somewhere, it will light upon
you, you will experience an epiphany, and you will say to
yourself, ‘I have to vote for Barack’” – criticized for its being
ridiculousness probably without even awareness that it is
hypnosis.
“Deception (also called beguilement or subterfuge) is
the act of convincing another to believe information that is
not true, or not the whole truth as in certain types of half-
truths. Deception involves concepts like propaganda, dis-
traction and/or concealment.” http://en.wikipedia.org/
wiki/Deception
“The unconscious mind is the source of our energy. No
amount of will power exerted by the conscious mind can
override it.” Modern Hypnosis Theory and Practice, Masud
Ansari, Ph..D., p43.
many people feel about him. The fact that he has
changed nearly every position from the primaries to the
general election doesn’t register in us consciously what it
should – that this unknown man can just as easily change
the day after he is sworn in as President and be anyone he
chooses, including a very different person than he has been
portraying.
Now, what sounds like frightening science fiction is real-
ity. Someone whom we really don’t know, who is unaccom-
plished, with many shady connections and supporters, is
280
trying to use hypnosis on millions to get us all to turn over

control of the world’s largest nuclear arsenal to him, and
he is about to succeed.
The study of the effects of mass hypnosis
A widely held view among psychologists and experts is
that conversational hypnosis is literally a form of mind con-
trol. One author says:
“Essentially conversational hypnosis allow users to gain
control of their subjects mind through spoken word, and lit-
erally get them to do as they wish - within reason of course.
Essentially the English language has various emotional trig-
gers and tone’s which can be utilised to induce people into
a trance. When people are in such a trance it is possible to
alter their views and control their actions.”28
Some video examples of the power of hypnosis are
included in the footnotes.29 However, this particular one
at this footnote at the end of this sentence of hypnotist Der-
ren Brown is amazing, and very exemplary of how conver-
sational hypnosis works, and is highly recommended for a
quick understanding.30 To give you an idea of the power
of hypnosis in the wrong hands, hypnosis can be used to
get a complete stranger to hand over a wallet in seconds.31
MSNBC32 and BBC33 reports a man stealing from stores
and banks using hypnosis.
One book that studied mass hypnosis called Rape of the
Mind was written by Joost A. M. Meerloo, M.D., Instructor
in Psychiatry, Columbia University Lecturer in Social Psy-
chology, New School for Social Research, Former Chief,
Psychological Department, Netherlands Forces. It exam-
ines the dangers of mass hypnosis.34
An excerpt of the book discusses what a hypnotist could
get a subject to do through hypnotic commands, Chapter
3 – Hypnotism and Mental Coercion:
281
http://ezinearticles.com/?Cant-Control-Your-Chil-
dren?-Learn-Conversational-Hypnosis&id=959004
Hypnosis shows (examples) 1. http://www.youtube.
com/watch?v=SEgrqg-abKM 2. http://www.youtube.com/
watch?v=Lg_-edxQ2Tw 3. http://www.youtube.com/
watch?v=W5H3MgHiaJY 4. http://video.google.com/vid-
eoplay?docid=-219 1480905309037848&ei=o2biSIO2K-
Jn-qAPMve2RCw&q=street+hypnosis+wallet&vt=lf
***See Derren Brown perform mind control con-
versational hypnosis NLP at: http://video.google.com/
videoplay?docid=
219 1480905309037848&ei=o2biSIO2KJn-qAPMve2R-
Cw&q=street+hypnosis+wallet&vt=lf
http://video.google.com/videoplay?docid=-219
1480905309037848&ei=o2biSIO2KJn¬qAPMve2R-
Cw&q=street+hypnosis+wallet&vt=lf
http://crazymotion.net/news-hypnotize-peo-
ple-through-conversation/wQ0C3cuuCZf8jAy.html
http://news.bbc.co.uk/2/hi/europe/7309947.stm
THE RAPE OF THE MIND: The Psychology of Thought
Control, Menticide, and Brainwashing, by Joost A. M.
Meerloo, M.D., Instructor in Psychiatry, Columbia Univer-
sity Lecturer in Social Psychology, New School for Social
Research, Former Chief, Psychological Department, Neth-
erlands Forces, published in 1956, World Publishing Com-
pany. (Out of Print) Book available online at http://www.
lermanet.com/scientology/mc-ch1.html
There are many quacks who practice hypnosis, not to
cure their victims but to force them into submission, using
the victim’s unconscious ties and dependency needs in a
criminal, profitable way. One of the most absorbing aspects
of this whole problem of hypnosis is the question of whether
people can be forced to commit crimes, such as murder or
treason, while under a hypnotic spell. Many psychologists
282
would deny that such a thing could happen and would

insist that no person can be compelled to do under hypno-
sis what he would refuse to do in a state of alert conscious-
ness. But actually what a person can be compelled to do
depends on the degree of dependency that hypnosis causes
and the frequency of repetition of the so-called posthypnot-
ic suggestions.
Rape of the Mind discusses psychological conditioning
from World War II Nazi tactics, to Soviet Cold-War theoreti-
cians, to our own democracy. (See Chapter 2 – Mass Condi-
tioning Through Speech, and Political Conditioning. The
Book also discusses the dangers of the real phenomenon of
mass hypnosis:
Suggestion and hypnosis are considered by some to be
a psychological blessing, but they can also be the beginning
of terror. Mass hypnosis, for example, can have a danger-
ous influence on the individual. Psychiatrists have found
several times that public demonstrations of mass hypnosis
may provoke an increased hypnotic dependency and sub-
missiveness in many members of the audience that can last
for years. Largely for this reason Great Britain has passed
a law making seances and mass hypnotism illegal. Hypno-
sis may act as a trigger mechanism for a repressed depen-
dency need in the victim and turn him temporarily into a
kind of waking sleep-walker and mental slave. The hypnotic
command relieves him of his personal responsibility, and
he surrenders much of his conscience to his hypnotizer. As
we mentioned before, our own times have provided us with
far too many examples of how political hypnosis, mob hyp-
nosis, and even war hypnosis can turn civilized men into
criminals.
Pavlov’s theory of psychology also says that propaganda
can create mass hypnosis, and people can become condi-
tioned to verbal or other symbols used in propaganda. Such
283
masses can lose their discretion and be easily influenced.37

For Americans to presume that we are not subject to any
propaganda just because we are Americans is insufficient
logic.
Illegality of Obama’s use of hypnosis

Hypnosis-type mental pressure has been held by the
Supreme Court of the United States to be so unduly influ-
ential as to deprive someone of their fundamental rights.
The US Supreme court case was Leyra v. Denno, 347 U.S.
556 (1954), Leyra v. Denno, No. 635, Argued April 28, 1954,
Decided June 1, 1954, 347 U.S. 556. After police questioned
a suspect day and night unable to obtain a confession, a
hypnotist tried, and did successfully get the suspect to con-
fess. The legal battles over whether the confession was vol-
untary or not, undue influence or not, went all the way to
the Supreme court of the United States, which decided that
his confession could not be used as evidence against him in
court. In discussing what the New York
THE RAPE OF THE MIND, Chapter 3, Medication into
Submission, Hypnotism and Mental Coercion, available at
http://www.lermanet.com/scientology/mc-ch3.html
THE RAPE OF THE MIND, Chapter 3, Chapter 2 PAV-
LOV’S STUDENTS AS CIRCUS TAMERS – Mass Condi-
tioning Through Speech, Political Conditioning.
The International Law of Propaganda, By Bhagevatula
Satyanarayana Murty, discussing I.P. Pavlov, Conditioned
Reflexes, an Investigation of the Physiological Activity of
the Cerebral Cortex. Pavlov’s theories have inspired several
works on propaganda and brainwashing techniques. Sergei
Chakhotin, The Rape of the Masses (London, Routledge &
Kegan Paul), William Sargant, Battle for the Mind, Garden
City, N.Y., Doubleday, 1957) and also citing to Rape of The
Mind, by A.M. Meerloo.
284
Court of Appeals held, that “were so clearly the product

of ‘mental coercion’ that their use as evidence was incon-
sistent with due process of law”, the United States Supreme
Court said “exhausted suspect’s ability to resist interroga-
tion was broken to almost trance-like submission by use of
the arts of a highly skilled psychiatrist.” It violated the most
fundamental rights of the suspect to have this confession
used, because it was not of his own free will.
Hypnosis on a non-consenting person may arguably
constitute fraud38, undue influence, and/or potential-
ly other violations of the law, depending on the jurisdic-
tion.39 Undue influence is “persuasion that overcomes the
will without convincing the judgment.”40 Hypnosis works
on mental and emotional weaknesses fitting the legal defi-
nition precisely. For example, with hypnotizing someone
to get access to that person’s bank account – even the hyp-
notist makes the person believe they want to do it, they are
using techniques which create an undue influence on the
person.
The Executive Committee of the American Psychologi-
cal Association Division of Psychological Hypnosis has said,
“clinical hypnosis should be used only by properly trained
and credentialed health care professionals (e.g. licensed
clinical psychologists), who have also been trained in the
clinical use of hypnosis and are working within the areas of
their professional expertise.” The Appellate Division of the
Los Angeles County Superior Court has held that practice
of hypnotism as curative measure or mode of procedure by
one not licensed to practice medicine amounts to unlawful
practice of medicine.41
What Obama is doing is making some people’s support
of him in this election not of our own free will. He us using
hidden techniques so we cannot even question the com-
mands he is slipping into our subconscious. Many genuinely
285
want to support him like smokers want a cigarette, and as

smokers, we find the logic to justify how we feel.
The hypnosis technique of “pacing and leading” to side-
line rational judgment
In a nutshell, “pacing and leading” is using hypnosis to
bypass the critical factor. By bypassing the cognitive func-
tions that would normally critically analyze and scrutinize
information, the hypnotist tricks the patient’s subconscious
mind into accepting external information from the hypno-
tist into the subconscious, as a hypnotic suggestion, as abso-
lutely true. It is a more powerful implant of information
than even the subject can usually communicate to them-
selves with his or her own thoughts.
Pacing and leading is a fundamental tool in conversa-
tional or covert hypnosis.42 Normally only what you con-
sciously know to be true is allowed to pass. If you are a
smoker, but tell yourself consciously that you
Fraud does not require an express false statement,
though subconscious connections to JFK and the like are
clearly that. Fraud can also constitute withholding informa-
tion in some cases, such as when there is a duty to disclose.
One article by Peter C. Johnson, describes conversa-
tional hypnosis as mind control - http://ezinearticles.
com/?Cant-Control-Your-Children?-Learn-Conversation-
al-Hypnosis&id=959004 - While stating it is “not illegal” in
his opinion, this example is relating to using it to get your
children to do things, and he cannot make a statement on
what is legal across a spectrum of varied situations, includ-
ing the use of hypnosis to get political support, votes and
campaign contributions.
Undue influence is “Undue influence, in the sense we
are concerned with here, is a shorthand legal phrase used
to describe persuasion which tends to be coercive in nature,
persuasion which overcomes the will without convincing
286
the judgment. (Estate of Ricks, 160 Cal. 467, 480-482, 117

P. 539.) The hallmark of such persuasion is high pressure,
a pressure which works on mental, moral, or emotional
weakness to such an extent that it approaches the bound-
aries of coercion. In this sense, undue influence has been
called overpersuasion. Kelly v. McCarthy, 6 Cal.2d 347, 364,
57 P.2d 118.” Odorizzi v. Bloomfield School Dist., 1966, 246
Cal.App.2d 123, 54 Cal.Rptr. 533.
People v. Cantor, 198 Cal.App.2d Supp. 843, 18 Cal.
Rptr. 363, Cal.Super. 1961
are a nonsmoker, that information is stopped by your
own critical factor, not allowed to pass into your own sub-
conscious because your own critical factor knows it is not
true. Thus even you can’t get information past your own
critical factor.
Dr. Erickson discovered that through pacing, a hypno-
tist could neutralize the filter of a person’s critical factor
so he can slip suggestions past the critical factor into the
subconscious. 43
“Pacing” can be almost any technique by which a hypno-
tist gets your critical factor to lower its critical analysis and
scrutiny of the information you are receiving.
The “lead” is the new information, suggestion, or com-
mand the hypnotist wants to implant.
When done effectively, the hypnotist can “lead” –
implant suggestions and commands that pass through into
your subconscious that will be taken as unquestionably
true.44 The lead can be something you are aware of such
as a statement you hear, or it can be embedded, hidden,
something you are completely unaware of consciously, yet
still pass through into your subconscious. The word “sug-
gestion” is used in hypnosis, but it is not a suggestion as we
287
think of one, that we consider and rationalize. “Suggestion”

in the hypnosis world is actually a suggestion into the sub-
conscious, something your mind will take as unquestion-
ably true, thus, in effect, more powerful than even a com-
mand as we use this term.
How pacing is done:
Working with our analogy, if many people entering
the club are searched by the security guard and nothing
questionable is found, the security guard’s defense efforts
become tired, lazy, and lowered. Normally though, every-
thing in our world is questionable keeping the critical fac-
tor sharp and alert. The hypnotist paces the subject by pro-
viding the mind with information that is undeniably true,
something the subject strongly believes, or is absolutely and
immediately verifiable, in successive patterns until the sub-
ject’s guard is lowered.
This pacing can take the form of almost any informa-
tion that serves as an accurate representation of the sub-
ject’s current ongoing experience, including what they see,
what they hear, what they truly believe, and describing or
imitating the subject’s conscious experience or even sub-
conscious experience, such as their breathing.45 Breathing
is a common pace in hypnosis. Breathing is something con-
scious when we are focused on it, but when we do not focus
on it, we do not stop breathing, it is simply taken over by
the subconscious mind. Often times, just the mention of
“breathing” is sufficient to bring the activity into conscious
focus for seconds or minutes, until such focus is not needed
and the subconscious takes over it again.
Pacing can be such as obvious statements the subject
truly believes or knows are true, or subconscious act/mes-
sages that the hypnotist does which the subject is not even
aware of, e.g. mimicking or describing
288

Part 1
Killer Influence Secrets of Covert Hypnosis, by David
X, Part 1 David X’s educational video, “How to Hypnotize
with Covert Hypnosis and Hypnotic Language” See video
online, such as at: http://www.revver.com/video/834827/
how-to-hypnotize-with¬covert-hypnosis-and-hypnotic-lan-
guage/ Essentially, David X summarizes the conversational
hypnosis process as: 1. Capturing focus, 2. bypassing the
critical factor/thinking, 3. activating an unconscious or
emotional response, (emotional people will not reason)
and 4. leading those responses to the outcome the hypno-
tist desires.
45 Patterns of the Hypnotic Techniques of Milton H.
Erickson, M.D. Volume 1, p138 – Pacing, Distraction, and
Utilization of the Dominant Hemisphere.
breathing. Commonly, the hypnotist describes the
experiences, sights, thoughts, and feelings the subject is
having.46
This is not just a politician saying what his audience is
sure to agree with. The hypnotist purposely describes abso-
lute truths on multiple levels related to the subject’s cur-
rent reality, and thereby tricks the subject’s critical factor
into lowering its guard and gets the subject to accept the
hypnotist as a source for information to be taken into the
subconscious as absolutely true.
The brain regularly absorbs representations of the sub-
ject’s current ongoing experience, what the subject sees,
hears, feels, as a natural part of communication between
the conscious and subconscious mind. Pacing works by dis-
guising information as part of the subject’s ongoing verifi-
able experience to trick the critical factor into letting that
information pass through to the subconscious.
289
By repeatedly providing information to the subject that

the subject genuinely believes to be true, the hypnotist dis-
guises himself as a source for absolutely true information
acceptable to your subconscious. The hypnotic commands
of the hypnotist can be disguised as information being com-
municated in between the conscious and unconscious mind
of the subject. The subject trusts this information believing
it is approved by the conscious mind, and the command
slips through the critical factor of one person hypnotized,
or millions watching on TV.
Unknowingly to the conscious mind, when this hap-
pens, the lead, or the new information from the hypnotist
is accepted as absolutely true, and becomes part of the sub-
ject’s deepest beliefs.47
Specific examples of Obama using 14 separate hypnotic
pacing statements in his Denver 2008 Convention speech
Elementary pacing examples from Obama include,
“now is the time”, and “as I stand here before you.” These
statements are undeniably true in the simplest terms and
commonly used parts of his pacing techniques, because of
course now is the time, and if he is there speaking, of course
he is standing before us. These are things the hypnotist says
that are verifiably true, and used to lower our critical factor
defenses to allow implantation of subconscious messages.
Looking at “pacing” statements alone, Obama’s 2008
Democratic National Convention Speech in Denver48 uses
them throughout. Yet, nobody suspects these language
patterns to be anything other than an innocent part of his
powerful speech.
Three of Obama’s favorite hypnotic paces are “that’s why
I stand here tonight”, “now is the time”, and “this moment.”
Just these three pacing statements are used by Obama a
total of fourteen (14) times throughout this single speech.
290
In this speech, Obama essentially said “as I stand before

you tonight” three separate times, around the beginning,
middle, and end of the speech to continue pacing the audi-
ence throughout, as follows:
son, M.D. Volume 1, p138 – Pacing, Distraction, and Utili-
zation of the Dominant Hemisphere.
Part 1
Speech excepts from Obama’s Denver 2008 Democrat-
ic Convention Speech, http://www.demconvention.com/
barack-obama/
1. That’s why I stand here tonight. Because for two hun-

dred and thirty two years, at each moment when that
promise was in jeopardy, ordinary men and women
- students and soldiers, farmers and teachers, nurses
and janitors -- found the courage to keep it alive.
2. The fundamentals we use to measure economic
strength are whether we are living up to that funda-
mental promise that has made this country great - a
promise that is the only reason I am standing here
tonight.
3. But I stand before you tonight because all across
America something is stirring. What the nay-sayers
don’t understand is that this election has never been
about me. It’s been about you.
In the same speech, Obama says “now is the time” six

times throughout. While he phrase is apparent, it sounds to
everyone like just his power-phrase or theme for the speech.
1. Now is the time to end this addiction, and to under-

stand that drilling is a stop-gap measure, not a
291
long-term solution. Not even close.

2. Now is the time to finally meet our moral obliga-
tion to provide every child a world-class education,
because it will take nothing less to compete in the
global economy.
3. Now is the time to finally keep the promise of
affordable, accessible health care for every single
American.
4. Now is the time to help families with paid sick days
and better family leave, because nobody in America
should have to choose between keeping their jobs
and caring for a sick child or ailing parent.
5. Now is the time to change our bankruptcy laws,
so that your pensions are protected ahead of CEO
bonuses; and the time to protect Social Security for
future generations.
6. And now is the time to keep the promise of equal pay
for an equal day’s work, because I want my daughters
to have exactly the same opportunities as your sons.
It is no coincidence that he happens to use these phras-

es that are subconscious pacing statements because they
are immediately and verifiably true by their most simplistic
terms, and cause the subconscious to accept the hypnotist
as a source for such absolute truth.
Obama also says essentially “this moment” five times,
serving the same pacing purpose.
1. We meet at one of those defining moments - a

moment when our nation is at war, our economy
is in turmoil, and the American promise has been
threatened once more.
2. This moment - this election - is our chance to keep,
in the 21st century, the American promise alive.
292
3. You have shown what history teaches us - that at

defining moments like this one, the change we need
doesn’t come from Washington.
4. America, this is one of those moments.
5. At this moment, in this election, we must pledge
once more to march into the future
Notice how for each instance without exception, he

has words before or after “moment” to make it absolutely
immediately and verifiably true, such as “we meet at”, or
“this election”, moments “like this one”, or “this is one of
those moments.” The notion that this is all also a coinci-
dence is absurd. This is carefully crafted hidden hypnotic
pacing. And, this is only the beginning.
Obama put these 14 pacing hypnotic language patterns
into his speech knowing them to be part of a hypnotic
trance induction. It is not “just the way he talks” nor “coin-
cidence.” A more detailed play by play analysis of Obama’s
hypnosis techniques in this and other speeches is below.
Obama uses a variety of other statements nobody can
disagree with as pacing statements. More simplistic are
statements like “we need change”, “We are the hope of our
future,” and “Yes we can.” They are logically meaningless
but they hit a chord, a subconscious chord, especially in
younger people, and are his most powerful words. See the
analysis on vagueness and trans-derivation below.
However, such pacing statements alone are only a small
part of the complex hypnotic trance induction Obama
intentionally uses.
Embedded and hidden meanings – “deep structure” of
language vs “surface structure”
Most people do not realize Obama is using hypnosis
because everything he does is below the radar – hidden
inside normal speech. There is nothing special about these
293
words or phrases to give them away as “hypnosis.” The gen-

eral public does not have an understanding of the field,
and Obama is hoping that these explanations will be too
difficult for the general public to understand, and too com-
plex for the media to try and explain. In fact, Obama is
counting on the media to do what it has done for the past
few elections – control their coverage to keep the race as
close to even as possible until the end, making the story
exciting, so that the effects of Obama’s hypnosis triggered
in the voting booth will push him over the edge to victory.
The communications we are aware of are called the
“surface structure” – that is what the subject hears and
realizes. The science of hypnosis requires understanding
the “deep structure” of what the subject sees, hears, and
experiences – the communication that is designed for our
subconscious to receive. our brains delete, change, distort,
and jumble content on its way to the subconscious mind.
Hypnotists speak in a manner to put us into trance, and
then intentionally send “deep structure” communications
designed for only our subconscious minds without con-
scious awareness.
While below is an example of hidden pacing, imbed-
ded commands in all aspects of hypnosis serve the purpose
of making commands to the client indirectly, and thereby
avoiding resistance. Indirect suggestion is such a pivotal
part of conversational hypnosis, that entire hypnosis prac-
tice manuals have been written precisely on indirect sug-
gestion techniques.
Obama has used as part of pacing, statements such as
“we rise and(or) fall as one nation.” That sounds powerful
and true. In fact it is something no one can argue with, as
all pacing is. But why the “or fall” part if he is trying to be
optimistic? The hidden subconscious effect is that Obama is
pacing us in a hidden way we don’t even realizeRemember,
294
pacing is something that is unquestionably true and is an

accurate
For “change we can believe in” – the word “believe” is
key – it is one of the most powerful words in hypnosis, and
a word anchored continually by Obama’s apparently inno-
cent hand gestures.
The Illinois senator sprinkles speeches with “we” and
“you” – “Yes we can” and “you have done what the cynics
said we couldn’t do” – as if he were as much guiding a move-
ment as running for president. How the Candidates’ Speak-
ing Styles Play, By Ariel Sabar | July 11, 2008 edition, http://
features.csmonitor.com/politics/2008/07/1 1/how-the-
Part 1, states how genuinely difficult it is to get caught using
covert hypnosis, because without an understanding of the
techniques, there is nothing to suggest any element of hyp-
nosis. Often you can only even detect that hypnosis is being
used by the effects, such as irrational actions. See http://
en.wikipedia.org/wiki/Covert_hypnosis - Signs you’re not
using analytical mind.
son, M.D. Volume 1, p153
See, for example, Conversational Hypnosis, A Manual
of Indirect Suggestion, By Carol Sommer
See discussion on trans-derivation below regarding
alternate deep structures.
These\representation of the subject’s ongoing expe-
rience. It is not just that the nation rises and falls, but as
we breathe, our chest “rises and falls.” We are not aware
of it consciously, but with this statement we are being sub-
consciously paced by Obama’s words. Thus, without even
realizing it, Obama elicits a subconscious response - us
295
subconsciously increasingly seeing Obama as a source of

acceptable absolute truth.
Notice how Obama rarely if ever asks for our vote in
his speeches. (or money) After repeated and continual pac-
ing an entire audience of millions with statements that are
undoubtedly true that lower our critical factors’ defenses,
Obama just slips in the hypnotic command (the lead) e.g.
.. .“and that is why I will be your next President.”
The hyper-confidence Obama uses, after having used
multiple language patterns to lower rational defenses, is
because he must speak in a way that your subconscious
mind will have no reason to doubt. This does not raise suspi-
cion because politicians generally have to sound over-confi-
dent, e.g. saying they will win. The reason Obama sounds so
hyper-confident with certain language patterns is because
he has to in order to input a command effectively so your
subconscious takes it as absolute truth.
How Ericksonian “linking statements” mimic the way
the brain accepts information
After pacing you repeatedly in multiple ways and on
multiple levels as described above, and thus lowering your
cognitive critical factor defenses, the hypnotist will implant
a “lead” - the command or absolute unquestionable truth
he places in your subconscious. Essentially, the pace or
truth is connected to the new hypnotic message or “lead”
using connecting or linking language. Paces are connected
to the lead through the use of the linking words includ-
ing “and”, “as”, and “because” or “that is why.”59 The latter
linking words each being increasingly more powerful than
the former, especially the ones containing an element of
causation, because causation mirrors the way the subcon-
scious mind accepts information.
Saying, for one example: “We need change.. .and. ..that
is why I will be your next President.” is a basic pace and lead.
296
No person can disagree with “we need change.” Change is

inevitable anyway, certainly when problems exist. However,
the fact that change will happen, or that we need change,
has absolutely nothing to do with being a valid reason why
the choice for President should be none other than Barack
Obama.
56 See Patterns of the Hypnotic Techniques of Milton
H. Erickson, M.D. Volume 1, staring p 16 and throughout –
pacing techniques describing the subjects ongoing observ-
able experience such as breathing in and out is a frequently
used and primary pacing technique. “In standard induc-
tions, the hypnotist will frequently use descriptions such
as. ..breathing in and out.. .in the process, the hypnotist
is making himself into a sophisticated bio-feedback mech-
anism .. .to.. .match the client’s subjective experience on
both conscious and unconscious levels.
See Patterns of the Hypnotic Techniques of Milton H.
Erickson, M.D. Volume 1, staring p 16
See McCain ad “The One” Obama is asked, “do you
ever have any doubts?” He responds, “never” and smiles
obviously.
son, M.D. Volume 1, p19, re implied causative and cause
and effect statements, “the strongest form of linkage occurs
with what we call Cause – Effect. ..The important feature of
these types of linkages is not whether the logic of the state-
ment is valid, but simply whether they constitute a success-
ful link between the client’s ongoing behavior and what the
client experiences next.” See a detailed discussion of the
linking statements and causal linguistic process modeling
including, “as”, “while”, “during”, “and”, starting p146.
Part 1
297
Re causation - “this structure mirrors the structure of

internal belief.” - Killer Influence Secrets of Covert Hypno-
sis, by David X, Part 1
son, M.D. Volume 1, p19, causation is “the strongest form
of linkage.” See also Killer Influence Secrets of Covert Hyp-
nosis, by David X, Part 1.
Logically there is no connection at all between “change”
and why he should be President. Same when Obama
describes how bad the economy is, and how bad govern-
ment is, and then follows with “and that is why I want to be
your next President.” When he has only listed problems,
the logical derivative is only that someone who is good at
solving those problems should be President. But he has not
made any logical argument as to why it should be him.
As a Harvard attorney, Obama knows clearly that his
speeches have faulty logic. But the use of these basic words
as hypnotic linking statements in your subconscious, con-
nects an absolute truth you believe deeply, from a (now)
trusted source of absolute truths, to a new message that is
slipped past the critical factor because it comes from the
same trusted source, using the fundamental way your brain
understands information.
The subject walks away believing we need change, there-
fore we need Obama. It doesn’t matter whether the cause
and effect linking statement has any truth or logical con-
nection to it. It works because it links statements the subject
knows subconsciously to be true, with statements from the
hypnotist, that the hypnotist tricks the subconscious mind
to believe are connected, and thus also absolutely true at
the subconscious level.
Basics of Obama’s pacing and leading: The “because we
need change, that is why I should be your next president”
argument
298
Building on this basic framework, you do not hear spe-

cifics largely because much of Obama’s entire presenta-
tion is pacing the audience. Obama’s sentence structure is
often exactly what is taught by Erickson in ways that cannot
be coincidence. If he went into specifics, he would not be
pacing, he would be encouraging the use of the conscious
mind, something he is attempting to avoid. Obama’s entire
campaign, essentially, can be summarized as:
1. The economy is bad, or the country is going in the

wrong direction (pace) or we need to get an educa-
tion for every child (whatever statements no one can
disagree with (pace) and therefore creates a “yes-
yes-yes” response, or “yes room.”)64
2. Change (can be used as a pace, an anchor, and/or a
preprogrammed response)
3. And or because or that is why (conjunction linking
statement)65
4. I will be your next President. (subconscious lead)
Saying that things are bad and we need change is only

a logical basis for the conclusion that we need someone
able to solve our current problems for President – but the
suggestion that the person to do this is Obama is rationally
under-supported or entirely unsupported. It doesn’t matter
though, because the connection is made on the subcon-
scious level through the use of linking statements applied
precisely per Ericksonian techniques.
Obama says he offers hope, but actually much of
Obama’s pacing is negative, e.g. based on how negative
things are. In fact, anger works well as an emotion with
which to change behavior through hypnosis. Notice how
Obama rarely if ever smiles during the substantive parts
within his formal hypnotic speeches.
299

Part 1
The Power of Conversational Hypnosis, Clifford Mee
and Igor Ledochowski , p35/631
fact, he has been described as looking angry.66 The
hypnotic analysis is simple, angrily pointing while frowning
and making emotionally strong points in speeches send the
subconscious message of a person in commanding author-
ity over you ordering you to act a certain way.67 Many feel
is that Obama is the person for whom to vote because he
magically “inspires”, when in fact, Obama has commanded
subconsciously.
Obama says he is the person with judgment, and he
says he is the person to solve our problems because he rec-
ognizes what is wrong, but these are logically empty argu-
ments. His arguments based on his “ability to see” what is
wrong provides no real logical basis. His point is no more
advanced nor specific than the average listener’s viewpoint.
He opposed the war in Iraq in 2003, but so did half the
world, logically, making Obama no more qualified than
half the planet to be President. However, because he uses
pacing and leading so effectively, he says, “because we need
change, that is why I want to be your next President” - it is
absorbed into the subconscious as absolute truth. The fact
that this argument has no logic is irrelevant to such feel-
ings. Similarly, just because Obama powerfully says “its time
for new energy and new ideas” doesn’t mean he actually has
any new ideas, but through his hypnotic techniques, that’s
what people walk away feeling.
Obama’s speeches as one big hypnotic trance induction
using extra slow speech, rhythm, tonalities, vagueness, visu-
al imagery, metaphor, and raising of emotion
300
Everyone knows the sensation of hanging on Obama’s

every word as he speaks. It is no accident. In fact, Obama
intends to speak in such a way that it is almost impossible to
listen at all without hanging on his every word. His unnat-
urally slow, rhythmical, four to eight word phrases with
huge pauses after, are delivered to be complete ideas by
themselves on some level, even though only part of a sen-
tence or complete thought. He is sensitive to exactly how to
speak to fixate your attention based on his understanding
of hypnosis.
Obama’s speeches often use an unnaturally slow lan-
guage to start. Unnaturally slow speech is a common
hypnotic technique in order to allow the subject time to
respond to suggestions, imagine images, and feel sensa-
tions conjured by the hypnotist.68 The unnaturally slow
speech holds focus intensely, because the mind waits for
new input, and is meanwhile left analyzing what it has just
heard. Absorbing attention is about making sure people’s
thoughts are what you set out for them. The intense focus
of the conscious mind frees the subconscious mind to act
beyond normal constraints of what the conscious mind
thinks is real or normal or even proper.69 Hypnosis is so
closely aligned with this super intense focus on a single
thing that the study of mesmerism actually almost renamed
hypnosis “monoideaism” – mono for one, and
See discussion and images below regarding his Demo-
cratic Convention Speech for 2008
and Igor Ledowchowski, p104 of 631
How To Perform Hypnosis, by: William Hewitt, The
Llewellyn Encyclopedia, http://www.llewellynencyclope-
dia.com/article/225 You do need to give some thought
and practice to the pace of your speech. The speech pat-
tern needs to be slow enough to give the subject time to
301
respond to your directions and yet fast enough to retain his

or her attention and interest. If you go too slow, the sub-
ject’s mind will most likely wander to other thoughts. You
want to maintain the subject’s attention to your voice. You
will find that some people need a faster pace while others
need a slower pace. Experience will help you find just the
right pace. A pause of two to five seconds is a good average.
69 The Power of Conversational Hypnosis, Clifford Mee
We all know what it is like to go along with our imagi-
nations on the ride Obama takes us on with his powerful
metaphors, and captivating visual images and sensations,
and passionate emotion as his speeches accelerate from
unnaturally slow, into fireworks. Being hypnotized is enjoy-
able, reportedly affecting both serotonin and endorphins
in the body.
Per the definition of hypnosis by Dr. Ansari, hypnosis is
essentially the subject’s fixation of attention, and while in
that state of hyper-suggestability, receiving a suggestion from
the hypnotist. Every type of hypnotic induction involves a
fixation of attention, which is what Obama accomplishes
with his extraordinarily slow and rhythmical and powerful
speech pattern, hand gestures, and logo, always present on
his podium, small and barely noticeable (consciously).
Hypnotists use a rhythm of phrases of few words, usu-
ally approximately four to eight word phrases, almost like
a melody, not just because it holds attention. Such rhythm
to be used is taught as part of conversational hypnosis. The
“melody” of words delivered by the hypnotist in almost a
music like fashion accesses the non-dominant hemisphere
because that is where music is interpreted.
A hypnotist can become a master of using rate of speak-
ing, tonalities, and pauses to communicate indirect sugges-
tions. Hypnotists also use tonality and changes in tonality
302
while speaking to hypnotize and send subconscious messag-

es.74 Based on Erickson’s advancements, entire works have
been written just on indirect suggestion, hidden meanings
within language, and communicate of those hidden mean-
ings to only the subconscious mind of the subject.
The use of Ericksnian “vagueness” in speech as a lin-
guistic induction tool: “Change” and “Yes we can.”
We all know Obama continually uses vague statements
without being specific of their meaning, including “yes we
can”, and “change.” In fact, he gets audiences to chant
them.
Remember the three dimensions of Ericksonian trance
induction discussed above:
1. Pacing and distraction of the dominant (language)

hemisphere;
2. Utilization of the dominant hemisphere, language
processing which occurs below the level of awareness;
3. Accessing of the non-dominant hemisphere;
A statement that we hear consciously contains only one

surface structure (unless we do a double-take and realize
a secondary meaning). However, one such statement can
contain multiple deep structure meanings to our subcon-
scious.76 The process by which the mind searches between
alternate meanings is called transdiravational search .
Marshall Sylver, Hypnotist
and Igor Ledochowski, p94 of 631, The performance
element of hypnosis: Rhythm and tone (regarding using
rhythm in conversational hypnosis to be more compelling
by being almost music-like)
303

son, M.D. Volume 1, p191 – Accessing the Non-Dominant
Hemisphere by Melody
Using The Tonality Of Your Voice To Covertly Hyp-
notize Someone, By Michael Bass, http://ezinearticles.
com/?Using-The-Tonality-Of-Your-Voice-To-Covertly-Hyp-
notize-Someone&id=737888
See, for example, Conversational Hypnosis, A Manual
of Indirect Suggestion, By Carol Sommer
Erickson, M.D. Volume 1, staring p 164 – Ambiguity, sur-
face structure vs. deep structure, and derivation.
The searching through these various meanings is part
of what distracts the rational part of the mind as part of
hypnotic induction, even if we are not consciously aware of
our search between different meanings. This trans-deriva-
tional search occurs below the level of awareness. A vague
statement introduced as part of a hypnotic induction and
pacing and leading has multiple functions in facilitating
hypnosis – it makes the subject a participant in the hyp-
notic process, it makes the subject select between alterna-
tive meanings thereby ensuring a satisfactory pacing, and
depending on the nature of the vagueness, it employs his
linguistic (or cognitive) processes with a trans-derivational
search for meaning in the vague statement.
“The unconscious mind responds to openings, oppor-
tunities, metaphors, symbols and contradictions. Effec-
tive hypnotic suggestion, then, should be “artfully vague”,
leaving space for the subject to fill in the gaps with their
own unconscious understandings - even if they do not con-
sciously grasp what is happening. The skilled hypnothera-
pist constructs these gaps of meaning in a way most suited
to the individual subject - in a way which is most likely to
produce the desired change.”78
304
The fact that Obama uses vague statements with which

nobody can disagree is not just politics, it is part of the lin-
guistic component piece of the puzzle of Obama’s knowing
and intentional use of Ericksonian hypnosis techniques.
When Obama says “change” is can mean a lot of differ-
ent things to everyone. He is not specific in what he means
because then he would lose his pacing of the audience.
Obama creates a trans-derivational search just by saying the
vague word change, allowing that message of change to slip
into the subconscious, as a command, that he has associ-
ated with himself in a number of subconscious and con-
scious ways. People do not rationally desire a change they
do not have any idea of what it means. Some of the peo-
ple want change in this election but cannot explain what
Obama will actually do and can’t name anything Obama
has changed in his 46 years are supporting him because his
implantation of this hypnotic suggestion of “change” has
been effective. partly why he is so frustrated about McCain
saying that he, the maverick is the true change candidate,
is because Obama spent all this time programming change,
and doesn’t want McCain getting votes from Obama’s hyp-
notic programming.
Use of visual imagery and imagination as an induction
tool
Visual imagery, like Obama’s, is a key component of
facilitating hypnotic trance induction. Using metaphor in
hypnosis is especially effective because it engages the con-
scious and unconscious mind at the same time, communi-
cating logically while activating imagination and emotion
allows the use of “ultra-compelling communications.”
Imagination is a powerful hypnotic tool because creativ-
ity is an altered state of consciousness.
son, M.D. Volume 1, starting p 170 – While this discussion
305
discusses mostly language patterns that have secondary

meanings which are specific interpretations, the concepts
are applicable to all vagueness. See http://en.wikipe-
dia.org/wiki/Milton_H._Erickson, Indirect Techniques
re vagueness as part of hypnotic induction. See also The
Power of Conversational Hypnosis, Clifford Mee and Igor
Ledochowski, Appendix 2 – p541/631 – With artfully vague
language, the listener is employed to give the language
concrete meaning, that search for meaning is called a
trans-derivational searh which is a specialized trance state.
http://en.wikipedia.org/wiki/Milton_H._Erickson,
Indirect Techniques
son, M.D. Volume 1, p180-191, quoting Erickson, Deep
Hypnosis and its Induction, 1967, p.9, “the utilization of
imagery in trance induction almost always facilitates the
development of similar or related, more complex hypnotic
behavior.
David Livingston, www.hypnosis101.com “Triggering
Emotions During Hypnosis: Anchor Collapsing”
Together, all three dimensions of Ericksonian trance
induction are present, as well as all three means of hypnot-
ically accessing the non-dominant hemisphere are present
in Obama’s speeches (Dr. Erickson’s three classes as visual-
ization, melodic accession and linguistic) 82.
Per the Power of Conversational Hypnosis, the four
steps to hypnosis are also identical to the principles of
Obama’s speech.
1. absorb attention.
2. bypass the critical factor (with pacing)
3. create an unconscious response (the classic one is
emotion) and
4. lead the subconscious mind to the desired outcome.
306
An emotional response is an unconscious response.

Raising of emotion is a fundamental technique in hypno-
sis to make the subject more programmable, more effec-
tively, because emotion is a subconscious reaction, and can
be connected to other subconscious elements, including
commands.
Obama uses a visually, cognitively, and emotionally stim-
ulating language that forces your mind to follow slowly by
experiencing his phrases, instead of just listening to them.
The pauses never get boring like other people who speak
slowly, because each phrase by Obama that is only a few
words long, is by itself sufficient to capture your attention,
and hold it with thought, or imagination, or an image, until
the next phrase is spoken. Visual and sensory imagery in
the hypnotist’s speech is an effective element that uses the
subject’s own imagination while listening to the speech to
bring them deeper into trance.
Together, every hypnotic element is present in Obama’s
speeches, all working together to hypnotize the audience.
You will notice Obama has all of these in his speeches,
unnaturally slow language in simplistic phrases which catch
and hold your attention, and countless images that grab
and hold your imagination, such as “turn the page”, and “a
breeze is blowing across this nation,. ..and change is in the
air.” and “write the next chapter in American history.”
“There’s a new breeze blowing across this nation...”88
The phrase is a visual and hypnotically captivating state-
ment that you cannot disagree with because it makes your
subconscious associate relaxation, pleasure, and other
emotions and your most tranquil moment with his voice,
preparing you for his following sentence, “and change is in
the air.”
The stacking of hypnotic language patterns in 40+ min-
ute long speeches
307
The more a hypnotist paces and leads you, and uses other
hypnotic speech patterns in succession, the more effective
they become at manipulating you because the repetition
wears down your critical factor. Doing what Obama does
once or twice doesn’t do as much, but doing it throughout
a speech, and continuously throughout a campaign, sub-
consciously brainwashes you.
http://www.hypnosis101.com/stock-metaphor.htm
son, M.D. Volume 1, p60, Inquiry with Aldous Huxley An
example from Erickson, is “you know how a raindrop can
cling to a leaf before it finally lets go.”
The Power of Conversational Hypnosis, Clifford Meed
and Igor Ledochowski, p32 of 631. www.conversational-hyp-
nosis.com
David Livingston, www.hypnosis101.com “Trigger-
ing Emotions During Hypnosis: Anchor Collapsing”
http://www.hypnosis101.com/wordpress/hypnosis-tips/
hypnosis-emotions/
“Using hypnosis, the information that was gathered
during the guided imagery session is now reframed into
positive suggestions that are accepted by the unconscious
mind.” GUIDED IMAGERY & HYPNOSIS, By Rhona Jor-
dan, C.GIt, C.CHt. http://www.lagunaplayhouse.com/
onstage/2008/tranced/GuidedImagery.php
Barack Obama in his speech on Super Tuesday night
Obama made this statement in his speech on Super
Tuesday.
Obama speaks for 40-50 minutes, 20-30 minute longer
than most political speeches. Have you ever wondered why
308
Obama gives these long 40-50 minute speeches? Probably

not, because most people do not even realize time has gone
by. This process of pacing then leading, pacing then lead-
ing, again and again, as well as using other hypnotic lan-
guage patterns is called “stacking language patterns” (as in,
one on top of the other)89 The hypnotist blends the pro-
cess with embedded commands, anchors, emotional trans-
fers, and other techniques. What occurs is that the criti-
cal factor is bored, worn down, gets tired, and stops being
critical because it is too much work – then, the hypnotist’s
effects increase.90
Obama’s unusual use of hand gestures as subconscious
programming and hypnotic anchoring designed to be trig-
gered in the voting booth on November 4th
While most people believe that Obama’s hand gestures
as he speaks are meaningless, or innocent emphasis to
enhance the presentation, this may be sometimes perhaps
to reserve the argument that they are meaningless, but is
not always the case. Sometimes Obama does use his hand
gestures simply for emphasis or to help illustrate what he is
saying. However, sometimes, his hand gestures are designed
to have very specific effect under the principles of hypno-
sis. Obama uses certain hand gestures as hypnotic anchors,
and others to aid in hypnotic command implantation.
Anchoring is a hypnosis/NLP technique where the hyp-
notist programs the subject to respond a certain way from a
specific trigger or stimuli. A “hypnotic anchor” is any stim-
ulus that triggers a consistent psychological state.
An anchor is essentially an internal state that is trig-
gered by an external stimulus
An example would be, a hypnotist eliciting a certain
response from the subject, whether outward or inward, e.g.
emotional, and then the hypnotist doing a certain act (the
anchor) which is a touch, or a keyword, or signal, that the
309
hypnotist associates subconsciously to the response. The

hypnotist can then bring about that response just by repeat-
ing the anchor. It is similar to how Pavlov would ring a bell
whenever he fed his dogs, and then eventually, his dogs
would salivate just from the sound of hearing a bell ring.
The hypnotist stirs up feelings or emotions. “When that
feeling is at its strongest, “anchor” is by making a gesture.
Anchors do not have to be created or triggered by a
physical touch, and could be any symbol or gesture that is
a unique association.
What is the different between innocent use of hand ges-
tures by Obama and deceptive hypnotic use of hand ges-
tures? Obviously, it is Obama’s knowledge of such hypnotic
and manipulative effects of certain hand gestures, and his
intended use of such hand gestures for hypnotic effect.
Part 1
Part 1-6
Neuro-Linguistic Programming – a way of program-
ming the subconscious mind through language
‘Anchors occur throughout all of our sensory channels
in a potentially infinite number of ways. There are four
keys to anchoring: The intensity of the state; Timing (peak
of experience); Uniqueness of the stimulus, including the
number of senses used (visual, auditory, kinesthetic, olfac-
tory, gustatory), and; Exact replication of the stimulus, or
trigger..” http://www.hypnos.co.uk/hypnomag/valente.
htm See also, Anchoring is one of the most useful nlp tech-
niques developed by Bandler and Grinder, it’s a method
for using the powerful unconscious resources of others to
get the responses you desire. http://www.nlp-hypnosis.ws/
nlp_anchoring.htm
310
Gemma Bailey 4 Tips For Anchoring, An NLP Prac-

titioners Tool http://weslandinstitute.com/blog/
date/2007/03/
Gemma Bailey 4 Tips For Anchoring, An NLP Prac-
titioners Tool http://weslandinstitute.com/blog/
date/2007/03/
You may have noticed how Obama holds his thumb and
forefinger. Because a gesture is subconsciously linked by
programming to a response, it must be unique.95 Obama
uses this thumb and forefinger hand position essentially
uniquely, differently than all other speakers, and continu-
ally, far more frequently than other speakers who use any
similar hand gesture. It was even made fun of on Saturday
Night Live.
So besides the fact that he has a somewhat unique hand
gesture, which he uses more often than other speakers,
what is the proof that this is part of Obama’s unethical use
of hypnosis?
Obama uses his thumb and forefinger pressed together
as a hidden (deep structure) hypnotic anchor. He also uses
it to deliver hypnotic commands.
The evidence it is not an innocent hand gesture e.g. for
emphasis, but rather as a hypnotic anchor is that Obama is
repeatedly caught using it extraordinarily often and specifi-
cally for very specific words and concepts like “believe”, and
“chose.” In fact, often he is caught using certain it for such
hypnotic programming words more so than at the point of
his sentence that he would be emphasizing. Specific exam-
ples are plentiful below.
Obama also uses hand gestures to aid in delivery of hyp-
notic commands, and this is evident from his use of very
specific hand gestures at very specific times.
What is meant by the above two examples, is that while
Obama’s hand gestures often are simply for emphasis or to
311
assist visually with his narrative, they are caught repeatedly

diverging from this purpose, and following entirely differ-
ent principles, the principles of hypnotic anchoring and
programming.
The hand gesture can symbolize anything, and it is pos-
sible that Obama’s hand gesture of his thumb and forefin-
ger pressed together symbolizes a “C” for change, money,
an infinite (hypnotic) connection between himself and the
audience (by pointing with his index finger to the audience
repeatedly and then emphasizing a point with his two fin-
gers together, and others.
Most likely, because it is a hypnotic trigger, Obama’s
thumb and forefinger hand gesture, as shown below, is
meant to hypnotically anchor and be triggered by the vot-
er’s own hand holding a pencil, at the voting booth, or
when signing in to vote. This way, the voter would trigger
all of the hypnotic programming right when Obama wants
it triggered, while voting, for maximum effect. It is actually
a very convenient design to have an anchor that looks like
almost like an ordinary speech hand gesture, and also looks
like the holding of a pen. Obama rarely needs to twist his
hand to show you the backside. The image can be an effec-
tive anchor and trigger even if not understood consciously.
Obama uses his thumb and forefinger hypnotic anchor
in strategic ways. He does this repeatedly and often, pro-
gramming (anchoring) many messages into your subcon-
scious. The hypnotic anchor that Obama is programming
you with continually in his speeches is designed so that
when you are in the voting booth holding a pen, or sign in
your name, and see the same image Obama has been flash-
ing at you throughout his campaign, you recall all of the
messages he delivered during his speeches as he flashed
the hand signal that consciously you didn’t even realize
were connected. His subconscious messages may influence
312
your vote because you will be re-enacting what he has been

preparing you for by loading that image of you holding the
pen with his subconscious commands. Even people who
did not intend to vote for Obama may do so at
There are four keys to anchoring: The intensity of the
state; Timing (peak of experience); Uniqueness of the stim-
ulus, including the number of senses used (visual, auditory,
kinesthetic, olfactory, gustatory), and; Exact replication of
the stimulus, or trigger..” http://www.hypnos.co.uk/hyp-
nomag/valente.htm
that moment. It is also effective because a primary mes-
sage is Obama himself, and Obama has to a certain degree,
anchored himself to the image of your hand as you hold a
pen.
Obama is also caught loading this hand gesture with
very specific concepts, such as JFK, and then pointing this
same hand gesture inward towards himself a moment later,
in ways that are clearly no accident, and ways in which he
does at no other time other than with a concept he expects
us to subconsciously associate with him.
Obama has also anchored and programmed you verbal-
ly with imagery for another part of this same experience in
the voting booth through his clever use of the words “turn
the page.” His “turn the page speech” hypnotically anchors
messages to the idea of literally turning the page, which
you do not realize consciously, but subconsciously means,
e.g., the voting ballot “page.” Thus, holding the pen and
holding the paper ballot are anchored your subconscious
for an experiences that will be recreated when it is time
to act he has programmed you to act with multiple sub-
conscious anchors triggered by the same experience in the
voting booth.98
As far as voting machines where you push buttons,
or electronic voting, Obama’s other very common hand
313
gesture is pointing and poking, including for example,

pointing straight downward and saying “there is no destiny
we cannot fulfill.” Many speakers point occasionally, or on
a very strong point, but not continuously and strenuously
like Obama points. Most have never wondered what he is
actually pointing at, or whether there is any rhyme or rea-
son to it, probably assuming it is simply part of his presen-
tation. In fact, Obama’s hand gestures often do symbolize
what he is talking about perfectly, so that when he does do
something hypnotic with his hand gestures, the message is
received as having meaning subconsciously then also.
Obama’s other primary hand gesture tool, pointing, also
often has meaning. Pointing sends the subconscious of the
subject the message that a person in authority over them is
commanding a certain action; ordering you to act a certain
way and is a textbook part of hypnotic programming when
giving commands of actions the subject is required to take.
If Obama said, “I command you to vote for me”,
Photo http://weblogs.newsday.com/news/local/long-
island/politics/blog/2008/03/obamas_speech_what_did_
it_mean.html
Photo http://www.zimbio.com/Race+Relations/arti-
cles/2 1 Barak+Obama+speech+race+thoughts+economy
In a blog questioning whether Barack Obama is the
anti-christ, bloggers’ reports are described as “Some peo-
ple have reported Obama appearing in dreams and even
mysteriously controlling their actions in the voting booth.”
http://timmcnellie.blogspot.com/2008/08/enter-anti-
christ.html
which the subconscious mind interprets, because it
often deletes negatives, as “we fulfill destiny.”
and Igor Ledowchowski, p104 of 631
314
people would get this consciously and reject it. However,

if he does it in a way that you only pick it up subconsciously,
you can’t question it, and can’t reject it. See the analysis
below of Obama’s Denver Democratic National Conven-
tion 2008 speech in which he uses this command as he is
programming the audience to vote for him on “November
4th.”
*Obama’s hypnotic command that “a light will shine
down from somewhere, it will light upon you, you will expe-
rience an epiphany, and you will say to yourself, ‘I have to
vote for Barack’”
An example of Obama using both of these hypnotic
hand gestures, hypnotic programming followed by hypnot-
ic anchor back to back, in a way that can be nothing other
than hypnosis
In this speech by Obama, he is caught giving an overt
set of two hypnotic programs back to back. This is probably
one of the most simple to understand proofs of his undeni-
able use of hypnosis:
Perfectly demonstrating both the hypnotic hand ges-
tures explained above is Obama in this sentence. Yes, that’s
correct. Barack Obama actually said in a speech once:
“a light will shine down from somewhere, it will light
upon you, you will experience an epiphany, and you will say
to yourself, “I have to vote for Barack”’102
It was even made fun of in a McCain ad entitled “The
One”, probably without any realization that he was serious,
and actually attempting to use hypnosis103 In this state-
ment, Obama went too far, too obviously, and was clear-
ly overtly hypnotically programming his audience. Prob-
ably, he intended to use statements like this more often,
and probably stopped either because he thought it was too
obvious, or because he was ridiculed for this by Hillary and
McCain, or both.
315
First, notice how voting for Obama is made absolutely

compulsory with the words “have to” – precisely as a hyp-
notic command. He is not asking for our vote – he is telling
us how we will vote.
Notice the language “light shining down”, and “it will
light upon you” a description of some supernatural (sub-
conscious) force. This statement by Obama leaves no doubt
that he is using hypnosis – which a mysterious force shin-
ing down and causing you to say to yourself obviously is. It
leaves no doubt that his mindset is on completely non-log-
ical, but rather mystical/supernatural (subconscious) forc-
es will be compelling people to vote for him. Why would
a politician who logically convinces voters ever joke about
something like this? What purpose would there possibly be
for any politician ever saying that a mysterious force will
guide you and you will “have to” vote for me? This is poten-
tially his worst slip up.
Video of Obama saying this phrase in this McCain ad
http://www.youtube.com/watch?v=mopkn0lPzM8
http://www.youtube.com/watch?v=mopkn0lPzM8
See the McCain ad entitled, “The One.” Available, e.g.
at www.johnmccain.com Hillary Clinton has also criticized
this statement.
Notice the language, “you will experience an epipha-
ny” – a revelatory manifestation of a divine being.104 While
hypnosis text contains considerable information about hyp-
notists attaining g-d complexes, it is quite disturbing to see
a presidential candidate, even in jest, suggest that he pres-
ence would cause such an “epiphany.” More disturbing,
see below why it is provably not jest in which he makes this
statement.
316
Undeniable evidence that this is hypnosis: Obama

hypnotically anchoring the statement about a light shin-
ing down and an internal voice saying “I have to vote for
Barack”
Obama, while saying this sentence uses both his point-
ing gesture as a hypnotic command implantation, and his
thumb and forefinger gesture as a hypnotic anchor, back
to back.
In fact, watch this video to see how Obama uses these
hypnotic hand gestures.
Notice how Obama, as he says “you will say to yourself”
– points up into the air, as explained and analyzed, point-
ing is the hypnotic gesture for commanding someone to do
something, to perform a specific act.
Then, notice how Obama clearly uses his typical thumb
and forefinger hypnotic anchor for the words “I have to
vote for Barack.”
By no cosmic miracle does this happen by coincidence.
He is clearly using a back to back set of hypnotic hand ges-
tures while giving this sentence containing overt hypnot-
ic programming to be compelled by a mysterious internal
voice, taken over by a mysterious force, and to “have to”
vote for him.
It is clear he was not joking either. Because if he were
joking, he would not use any hand gesture as emphasis for
the commands of a statement he was not serous about. Let
alone two hand gestures. If he uses a hand gesture even
for innocent emphasis, that means he is seriously empha-
sizing the underlying statement, “a light will shine down
from somewhere, it will light upon you, you will experience
an epiphany, and you will say to yourself, “I have to vote for
Barack”’
While this is a caricature of what Obama is doing
throughout his campaign, this statement cannot be viewed
317
any other way than an obvious attempt at sending a hypnot-

ic message to voters in the voting booth.
Convincing without logic: “The Fierce! Urgency! of
Now!” argument (Obama caught anchoring)
While giving speeches, Obama often poses to himself
the question: “Why are you running so soon? You can
afford to wait.” He then answers his own question by saying
the powerful language “because the Fierce! ... Urgency! of
... Now!” First, notice how he posed the question to himself,
to give himself an opportunity to use the anchor. It doesn’t
make much sense to pose a question to oneself that you
then fail to logically answer. He then answers flashing just
during those words his unique thumb in forefinger anchor-
ing hand gesture. These words have preprogrammed emo-
tional meaning to all of us, which he with such techniques
anchors you to recall as you hold the pen and “turn the
page106” in the voting booth.107
American heritage Dictionary – Fourth Edition
Example: Billings, Montana, 1:07pm EST
See below more detailed discussion of Obama’s pre-
programmed hypnotic response use of his famous phrase
“turn the page” and Watching such gestures in his speech-
es, they are clearly intentionally designed to coincide for a
specific hypnotic purpose, not just innocent emphasis and
enhancement.
Notice how powerfully saying “the fierce urgency of
now” provides absolutely no logical basis for why he should
not accomplish at least something in the senate first, nor
any logical argument as to why we should elect an inexpe-
rienced person. It is effective because he uses causation, by
saying “because the fierce urgency of now!” Again, he uses
the most powerful causality linking statement “because”
(with no logical value) followed by powerful words “fierce”
and “urgency” – both of which are not only powerful but
318
have embedded meaning to each listener, and then he puts

his emphasis on “now!” “Now” is not only a powerful word
in hypnosis because it brings the subject’s focus and atten-
tion on the present, but, is a command that the voter take
action “now.” Those in the marketing field know that add-
ing “now” to the end of any command, such as “buy this
product” “now!” increases sales by measured degrees.
Obama caught in subconscious hand gesture linking
McCain to Bush
Giving a speech about healthcare in Raleigh North Car-
olina, right as Obama mentions Bush and McCain, he slips
a barely noticeable double handed gesture with two fingers
(the same of each hand) pointing parallel, to suggest to
you subconsciously that Bush and McCain are on parallel
courses.108 A primary value of this little gesture is critical
because it is a slip up, it is obvious. If there is any doubt that
Obama is using hypnosis including hidden hand signals,
watching this tape clearly shows him flashing a parallel sig-
nal which cannot be an accident, right when he mentions
Bush and McCain. From the ethical perspective, Obama
could make policy arguments and try to convince you logi-
cally that he feels McCain will follow similar policies to Bush.
However, Obama apparently feels that he needs to do more
to convince you. What Obama decides to do, is to implant
a subconscious image of parallel, which you subconsciously
associate with Bush and McCain, that in many people is the
deep psyche source of associating their policies. Whether
true or not, Obama through this subconscious program-
ming, decided voters should not even be able logically ana-
lyze or debate the issue, but should simply have the image
of parallel implanted without their conscious awareness to
look at Bush and McCain as parallel.
Obama caught using one-finger subconscious hand ges-
ture regarding Hillary
319
107 Speech by Barack Obama in Billings, Montana, “the

fierce urgency of now”, around 1:07pm EST “why are you
running so soon, can afford to wait, ruining now “because
of the fierce urgency of now” and he flashes the thumb and
forefinger together exactly for that sentence in a way that
cannot be accidental.
108 Barack Obama in speech, Raleigh North Carolina
June 9, 2008 ~1 :40m EST
http://weblogs.newsday.com/news/local/longisland/
politics/blog/givefinger.jpg
Obama was caught doing this. While pretending to be
innocently scratching, he was caught giving this subcon-
scious signal regarding Hillary, with his middle finger.110
This alone might be excused as an accident, but in combi-
nation with everything else, is clearly another piece of the
puzzle. Like the “light shining down” statement discussed
later, like his logo, like the “lipstick on a pig”, and all of his
other slip-ups, it also gives you some insight into Obama’s
true character. Further proving that this Hillary gesture
was not an accident, see Obama’s similar gesture regarding
McCain discussed directly below.
Obama caught in another undeniable subconscious
hand gesture regarding McCain
Even after Obama’s Hillary gesture above was caught
by the media, he didn’t stop. On Wednesday September
17, 2008 at around 2:56pm EST in a televised speech in
Nevada, Obama made some remarks about terrorism,
then the economy. Shortly after Obama began to discuss
John McCain, with his right hand he apparently reached
up to scratch the top of his head, then again scratch the
top side of his head. As Obama pulled his hand away, he
clearly flashed the “L” symbol with his hand (thumb and
finger perpendicular), which to many young people, is the
symbol for “loser.” He did it as he was mocking how bad
320
John McCain was on the economy. This was no accident.

It is unusual for someone like Obama with such perfect
body language to have to scratch in the middle of a speech
anyway. (without doing a hand gesture which insults his
opponent) It is even more unusual for someone to have
to scratch in two different places as he did. When watching
this video, it is clear that he was pretending to scratch as
an intentional diversion to slip in the subconscious mes-
sage. He even appeared to hesitate to be sure to “pull it off”
inconspicuously. It was intended to be a subconscious mes-
sage to millions of people, to associate the “loser” symbol
with John McCain. This act was designed to take away votes
from John McCain not with any logical explanation of pol-
icy differences, but with messages to an unaware audience
- messages to our subconscious that we are not intended to
question the correctness of.
To those who think this may have been accidental or
coincidence, watch the video of Obama on 8.4.2008, where
Obama gives a speech discussing John McCain’s econom-
ics. When Obama says “McCain” in the sentence “Senator
McCain has been eager to share some of his plans” – notice
Obama again flashes the “L” symbol with his hand.
PART 3 – WHAT OBAMA IS EXACTLY DOING – SPECIF-

IC SPEECHES “PLAY BY PLAY”
This Part 3 is the primary analysis of the document. The
quotes herein are taken uncut from Obama’s speeches.
Readers and experts are encouraged to confirm this anal-
ysis by watching these videos firsthand, and seeing that the
language patterns, manner of speaking, and timing of hand
gestures prove undeniably the points raised in this docu-
ment. All of these videos are available online and exam-
ple links are provided in the footnotes. The times, minute:
second (3:16 means 3 minutes 16 seconds) are measured
321
per the videos cited. While these are only a few examples,
close examination of most or all of Obama’s major speech-
es under expert scrutiny will likely be found to contain hyp-
notic tactics throughout.
As evidence of Obama’s use of hypnosis, he generally
doesn’t do these hypnotic techniques and hand gestures as
much when he gives impromptu speeches that are not pre-
written. Obama’s hypnosis is something he carefully crafts,
plans for, and rehearses. Town halls with impromptu ques-
tions do not lend themselves to be a forum for Obama’s
hypnosis, and that may part of why he has avoided town
halls with John McCain.
http://latimesblogs.latimes.com/washing-
ton/2008/04/obamaflipsoffcl.html
Obama’s California Democratic Convention speech
2007 - a “play by play” of his undeniable use of embedded
commands, hypnotic induction, and hypnotic storytelling
Embedded suggestions are messages within other mes-
sages, in which while the conscious mind is receiving one
message (the surface structure), the subconscious is receiv-
ing another, the real message. This can be done a number
of ways, including by change in tone, or pauses, even ones
so subtle the audience is not consciously aware of it, such as
a split second pause or breath by the hypnotist at a specific
time.
Pauses during speech and changes in tonality and in
emphasis are a primary technique of conversational hyp-
nosis. This is because you can say one sentence, and bur-
ied within it is another word or phrase with another mean-
ing. A pause in speaking by the hypnotist, even is only for
a split second, even if you are not even consciously aware
of it, can turn that hidden meaning into a subconscious
command because it is isolated, and emphasized in the
subconscious. The subconscious mind does not interpret
322
and analyze as the conscious mind does, and often many

words are removed “deleted” from what you experience,
and only specific portions fall through to the subconscious
mind. His statement is heard by the audience in one way,
but subconsciously received another way, the way actually
intended by Obama.
Obama performs an undeniable Ericksonian hypnotic
induction: Obama’s “Turn the Page” Speech at the Califor-
nia Democratic Convention in 2007.
Note: While there are many examples and play by plays
which are undeniable evidence of Obama’s hypnosis. care-
fully reviewing and understanding just this analysis of this
part of this speech leaves little doubt of Obama’s intention-
al use of hypnosis.
One journalist describes Obama’s turn the page speech
as having “had the California Democratic Convention spell-
bound for 23 minutes.” Seeing the analysis below of just the
first paragraph of this speech explains why his audience was
in a spell from the very beginning.
Obama began his speech: (notes added)
“It has now been a little over two months (pause) since
we began (pause) this campaign for the Presidency. (pause)
In that time we have traveled all across this country. (pause)
And before every event we do (pause), I usually have a min-
ute to sit quietly and (pause) collect my thoughts. (pause)
And recently, I’ve found myself (pause) reflecting on
(pause) what it was that led me (different tone, and thumb
and forefinger anchor for “me”) to public service in the
first place.”
Barack Obama’s speech to California Democratic
Convention, 2007, available at http://www.youtube.com/
watch?v=UZUXhCW-OGM
323
See a thorough discussion of embedded commands

starting page 172 of Patterns of the Hypnotic Techniques
of Milton H. Erickson M.D.
Erickson, M.D. Volume 1, throughout.
Barack Obama’s speech to California Demo-
cratic Convention, 2007 http://www.youtube.com/
watch?v=UZUXhCW-OGM
By Frank D. Russo Barack Obama’s “Turn the Page”
Speech Wows California Democratic Convention, http://
www.californiaprogressreport.com/2007/04/barack_
obamas_t_2.html
First, notice how much Obama uses storytelling in his
major speeches, especially at the beginning of nearly all of
his speeches. Storytelling is a primary hypnotic tool because
it employs images, metaphor, the imagination, rhythm,
makes us feel like children, and takes us to another time
and place so the mind tells itself “it is only a story” and
allows it to pass into the subconscious. However, this is just
the beginning.
Obama tells a hypnotic story to start this speech with
his ultra-slow speaking style with huge pauses after 4-8 word
concepts, to force you to hang on his every word.
But this is only a small part of the proof that he is inten-
tionally using hypnosis.
The key is, that the story he is telling is a story about a
“trance theme.” In one of the most popular conversation-
al hypnosis courses available online, the Power of Conver-
sational Hypnosis, the first principle taught in how to use
hypnotic stories, is exactly what Obama does in this para-
graph. This primary technique is to “Use Simple Stories
About Trance Themes”, or in other words, tell stories about
processes which are hypnotic, such as per the examples
given, relaxing on a holiday or being fascinated by a film.
324
Obama follows precisely this technique in telling a

simple story in slow hypnotic rhythm about himself “sit-
ting quietly”, “collect his thoughts”, and finding himself
“reflecting.” Hypnotic stories use embedded suggestions so
that while in trance and you believe something is happen-
ing to a character in the story, in reality the story is about
you, implanting messages in your subconscious. The story
requires you to use your imagination, and then the only way
to understand the story is to imagine the themes Obama is
presenting.
Obama’s first storytelling language pattern about
a trance theme is “Sit quietly” – also a pacing statement
because everyone in the audience is sitting quietly. The story
is, as taught by this course, “isomorphic” in the sense that
the story precisely mirrors what is happening with the sub-
ject e.g. sitting quietly. Then, it is also an embedded com-
mand, because when someone sits quietly, something they
have rehearsed many times throughout their lives, because
external stimuli are absent, sitting quietly makes someone’s
thoughts turn inward or internally – as in trance. Notice
how the story is in past tense, but the trance theme (com-
mand) comes out in present tense.
Notice how Obama puts the focus on this word “quietly”
with the pause afterward, to use it as a hypnotic message, as
the silence emphasizes the last word spoken. His pause after
“sit quietly” also serves another purpose. (Even though he
says “and” after “quietly”, there is a substantial pause there.)
It is also a pace in the manner that Obama says the word
“quietly . ..and”, and for a brief second there is silence after-
ward. He is in fact making his statement about quietness an
absolute immediately verifiable truth, because he makes it
true by pausing, and finds a way to pace you in yet another
way. The more different ways he can pace the audience on
different levels, the more effective it is.
325
Obama’s second storytelling language pattern about a

trance theme is “collect my thoughts.” Though
and Igor Ledochowski, “How to Destroy Resistance With
Stories” p244 – discussion of how “it’s just a story” and mind
goes on “automatic pilot.”
Stories” p245
Stories” p245-246, and see discussion how Dr. Erickson
used a story about a tomato plant feeling good to in fact
make the patient feel good.
Your subconscious interprets the story and applies it to
you, even though Obama tells the story as if it were him
speaking innocently about himself. As a basic hypnosis
example, I can say “don’t think of a black cat” – in order
to understand the message, you have to think of the cat – it
doesn’t matter that I say “don’t.”
Stories” p246
Obama says it from his perspective, to make sense of it,
and because of his pacing, your subconscious also hears it
as collect “my” thoughts, and thus the minds of everyone in
the audience is commanded to become more in depth into
each’s own thoughts, and go deeper into trance. Notice
again this story about past actions is again delivered in pres-
ent tense.
Obama’s third storytelling language pattern about a
trance theme is “I’ve found myself reflecting.” It works simi-
larly. The pause after “myself”, and then again after “reflect-
ing” cause the audience’s subconscious mind to pick up on
326
these commands. Thus Obama uses this as a command for

all listeners to collect their thoughts (as in hypnotic focus)
and be reflecting (essentially focus on another deeper
level). Notice again how he starts out telling the story in
the past tense, but then says “reflecting” in the present pro-
gressive tense to be a command for his audience to do what
they are doing now.
The course on conversational hypnosis is not the only
source to say such language has specific trance induction
effect. See also Dr. Erickson’s discussion of use of words like
“reflecting”, and how a hypnotist will construct sentences
using the internal states consistent with a human being
undergoing trance induction (e.g. wondering, learning,
thinking, feeling, remembering, recalling, experiencing).
Obama then directs this focus. Obama says “reflecting
on (what it was that led) me” While the sentence continues,
the hypnotic message is for the audience to “be reflecting
on me” (Obama). Obama’s emphasis and use of a differ-
ent tonality for the word “me” is undeniable – it can clear-
ly be heard when one is listening for it. When not con-
sciously focused on that emphasis, it is just heard by the
subconscious. After being paced by three separate stories
with trance themes, delivered in hypnotic slow speech, the
subconscious mind is waiting for clues about what to be so
focused on and reflecting on, and surely enough, Obama
tells our subconscious minds, “me.” Because he is speaking,
the message is actually to focus not only on him, but his
voice.
Then, perfectly timed, at the same moment Obama says
the word “me”, he flashes his thumb and forefinger hand
gesture, his classic anchoring tool.
Watching this tape – it is amazing, yet undeniable.
Obama is not just using a subliminal message. He is
327
knowingly and intentionally performing a clinical Erickso-

nian hypnotic induction and putting his audience trance.
Obama has hidden undetectably in normal-sounding
speech what a hypnotist would do to start an induction by
saying “sit quietly, begin to internalize your thoughts, collect
your thoughts, reflect, and focus on the me and the sound
of my voice.”123 He is talking to your subconscious mind,
preparing it for deeper induction and programming, while
you think he is just telling you stories. Then, for the rest
of the speech, your subconscious mind will be receptive to
messages on this level that you wont even be aware of.
Look at how cleverly Obama disguises this induction as
him simply telling you a story about himself sitting quiet-
ly and reflecting. Logically, there is no reason why Obama
would be talking about himself sitting quietly and reflect-
ing. Yet, you would never notice this unless you understood
the science behind it. By no
Patterns of the Hypnotic Techniques of Milton H.
Erickson, M.D. Volume 1, p137 focus as a key to hypnotic
induction.
son, M.D. Volume 1, p214, Use of these words as part of
an ill-formed sentence, as a means of ensuring successful
pacing of a client’s experience.(ill-formed here because
Obama says “recently found myself” – a play on words the
literal meaning of which is ill formed – as one cannot lose
or find themselves.
Erickson, M.D. Volume 1, p17, the most basic pacing and
induction example given is “as you sit there, listening to the
sound of my voice.”
astronomical coincidence could Obama simply hap-
pen to be telling an irrelevant story which just happened
to innocently contain three separate hypnotic trance
328
induction themes in precisely this way, with pauses after

each, with such an emphasis on the word “me” in conjunc-
tion with his unique hand gesture for this word. Let alone
a story allegedly about past experiences that somehow ends
up with each trance theme being delivered in the present
tense. There is no logical reason why he would have pauses
after the concepts “sit quietly”, “collect my thoughts”, and
“reflecting on” because those aren’t (supposedly) the ends
of the idea nor the sentence. Unless, that is exactly what he
wants! There is no logical reason why he would place an
unnatural emphasis on the word “me” – nor reason to use
any hand gesture precisely for this word. What else watch-
ing this tape a few times also shows, is that Obama is a pro.
He performs this so smoothly and comfortably, that he is
clearly well rehearsed, and an expert.
Obama caught intentionally controlling pace in obvi-
ous attempt to maintain trance
As additional evidence that Obama purposely places
and keeps his audience in trance, he is here caught con-
trolling the tempo of his speech to make sure everyone is
kept in trance. He says at 5:30124 “Why would you want to
go into something dirty and nasty like politics?” Then, he
realizes he is speaking too fast, and he may not be properly
leading everyone in the trance he is inducing, so to ensure
he has everyone in trance, he repeats the sentence, slow-
er, much slower, and with an extra extra long pause before
“politics.” The second time he says, “Why would you want
to go into.. .(huge pause to slow down the audience men-
tally and slow them down to his unnaturally slow rhythm)
.. .politics.” He does this to make sure he does not speak so
quickly as to lose the trance he is putting his audience into.
This act, obvious on video, clarifies the difference between
a person who just happens to be a good speaker who may
have some innocent trance effect on some, and someone
329
who knowingly and intentionally makes sure he has every-

one in trance as he speaks. Watching this video, it is clear
Obama knows exactly what he is doing.
While there is too much to analyze every hypnotic aspect
of such complex speeches, this speech is a roller coaster
ride of raising emotion, slow accelerating to fast, moderate
volume leading to loud, and at each peak of the emotional
highs he creates, he anchors the emotion he has raised to
his “turn the page” language pattern.
Occasionally an interesting concept can be caught, for
instance this tidbit: At one point when Obama talks about
“parting of the sea”, his corresponding hand gesture is not
one of the sea parting with his palms turning upward, but
of pushing apart downward the water palms down, as if he
were himself g-d parting the water. Perhaps accidental, or
perhaps an intentional small part of some larger themes
and concepts discussed below, connected to the reason why
people like Nancy Pelosi make some strange comments,
e.g. referring to Obama as “sent by g-d”, and other peo-
ple refer to Obama as the Messiah. The frightening part
is, if Obama is doing this intentionally, he either wants to
send the subconscious message that he is the messiah, or he
actually believes that he is. More on this later.
5 minutes and 30 seconds into the start of the speech
per the video used for analysis.
Remarks of Senator Barack Obama: Final Primary Night,
Date: 06/03/2008, Location: St. Paul, MN, video available at
http://video.google.com/videosearch?q=obama+speech+
St.+Paul+&ie=UTF-8&oe=UTF-8&rls=org.mozilla:en-US:of-
ficial&client=firefox-a&um=1&sa=N&tab=wv&oi=proper-
ty_suggestions&resnum=0&ct=property-revision&cd=2#
Obama’s speech Tuesday after primaries ended June 3,
2008125 – undeniable evidence of Obama’s use of hypnotic
principles of anchoring, deletion, distraction, and leading
330
Obama, also began his speech on the Tuesday night

after Primaries were over with an undeniable hypnotic
induction, using the paragraph below.
First he said, in his ultra-slow speech with huge strate-
gic pauses, “after fifty four (pause) hard fought contests
(pause) our primary season has finally come to an end.” – A
pace for which he got tremendous applause. Then, Obama
continued:
“Sixteen months have passed (pause) since we first
stood together on the steps of the Old State Capitol (pause)
in Springfield, Illinois.(pause) Thousands (pause) of miles
have been traveled. (paused) Millions of voices have been
heard. (pause) And because of what you said (pause)
because you decided that change must come to Washington
(pause); because you believed (pause) that this year must
be different than all the rest (pause); because you chose
(pause) to listen not to your doubts or your fears (pause)
but to your greatest hopes and highest aspirations (pause),
tonight we mark the end of(pause) one historic journey
(pause) with the beginning of another (pause) – a jour-
ney (pause) that will bring a new and better day to Amer-
ica. (pause) Because of you (pause) tonight, I can stand
here and say that I will be (pause) the Democratic nominee
(pause) for President of the United States of America.”
The analysis below explains what Obama is really doing,
and what message your subconscious mind is actually receiv-
ing and why.
First, again the unnaturally slow speech as discussed,
which forces you to hang on his every word, creating focus.
Notice how his pauses are designed to have you reflect and
ponder, and have your mind wander during each pause.
As your mind wanders, his words echo in the subconscious
mind while your conscious mind is left hanging. This tech-
nique is designed to strain your critical factor’s efforts until
331
it gets tired, and begins to tune out, leaving your subcon-

scious mind in his hands, unprotected.
While he starts out ultra-slow, his plan is to guide you
by slowly accelerating his speech to the point where he
increases volume, raises emotion, and delivers the lead.
This is almost like how a horseracing announcer starts out
speaking slow when the horses take off from the staring
gate, and by the final stretch he is yelling and speaking very
rapidly. Just like how a horserace announces builds excite-
ment in his audience to promote the emotion-charged
intensity and betting. It is not accidental. It is done and
learned and rehearsed to manipulate us. He brings the
listeners into trance with this process. Subconsciously, the
raising of rate of speech, volume, and emotion send the
message that all of the before is building up to his grand
finale of the paragraph, the lead, e.g. that he will be Presi-
dent. However, while a horseracing announcer does it once
per race, Obama in his speeches repeats this roller coaster
again and again while combining it with complex hypnot-
ic pacing and leading, anchoring, and other manipulative
subconscious techniques. The repetitiveness is also hypnot-
ic.126 This is all part of the hypnotic trance induction.
Again, like all of Obama’s major speeches, he starts off
from the beginning using hypnotic storytelling. Storytelling
e.g., of standing on the old steps together, traveling thou-
sands of miles, having heard millions voices. It is not only
magically captivating, but as discussed, is a textbook hypno-
sis induction. It makes your conscious mind imagine things
and drift off to another time and place using imagination
– an altered state of consciousness and fundamental tool of
hypnosis. Listening to this, you have no option but to strain
your conscious mind trying to figure out what comes next,
while using your imagination to follow along through his
332
images and stories. This helps bring the usually protected

subconscious mind to the forefront, making it vulnerable.
He not only forces you to focus, and asks you to use
imagination, but he has you count numbers, e.g., “sixteen
months”, “thousands of miles”, “millions of voices heard.”
Firstly, “one of the techniques employed by hypnotists in
inducing or deepening a trance state in a client is that of
having the client count.”
Now here is where it gets really interesting. Obama uses
the following key hypnosis technique, now his fourth sep-
arate and distinct fundamental hypnosis technique in just
his first paragraph. He applies a dominant hemisphere dis-
traction technique precisely as taught by Erickson’s three
dimensions of hypnosis. Distraction is a common and fun-
damental technique in hypnosis in which the dominant
hemisphere is distracted by the language its job is to pro-
cess. The dominant hemisphere is sent on an assignment
using the linguistic processes and imagination. The critical
factor is thus occupied, to make the non-dominant hemi-
sphere and subconscious more susceptible to suggestion
Here is how it works. He asks you to imagine sixteen
months, so you do. You follow where the storyteller takes
your mind and so you try to imagine thousands of miles,
and continue following along where he leads you. How-
ever, the conscious mind cannot imagine a million voices,
the number is too big, though Obama tricks you with the
first two numbers into trying, by leading you down a path
of increasingly difficult concepts to imagine consciously.
Notice how cleverly he leads you down a path which causes
the dominant hemisphere to be distracted, and tune out of
trying to do exactly what he is asking you to do.
Your mind tries to imagine a million and is distracted,
sent off on an assignment it can’t perform, tuning out, and
exposing your subconscious mind. This is a calculated and
333
pre-scripted hypnotic induction technique, and the only

specific and logical explanation that makes any sense for
what he is saying. Does this seem a bit too unlikely to be
coincidence? What other purpose for this could there be
for this language to be delivered exactly this way? What is
he even talking about?
There are four chapters on Hypnotic Storytelling in
Conversational Hypnosis, The Power of Conversational
Hypnosis, Clifford Mee and Igor Ledochowski, “How to
Destroy Resistance With Stories” as well as a cheat sheet on
using hypnotic storytelling to break resistance.
son, M.D. Volume 1, p60, Inquiry with Aldous Huxley
Erickson’s three dimensions are: Pacing and distraction
of the dominant (language) hemisphere; 2. Utilization
of the dominant hemisphere, language processing which
occurs below the level of awareness; 3. Accessing of the
non-dominant hemisphere;
son, M.D. Volume 1, p13 – “[Erickson’s] overall strategy
while conducting trance inductions appears to have these
three dimensions. 1) pacing and distraction of the domi-
nant (language) hemisphere; 2) Utilization of the domi-
nant hemisphere, language processing which occurs below
the level of awareness; and 3) Accessing of the non-dom-
inant hemisphere.” See also, p137, “The induction of the
altered state of consciousness called trance requires and
implies the distraction and/or utilization of what Milton
calls the conscious mind.”
One cannot imagine all the grains of sand on a beach
individually. you can imagine a lot of them, or the beach,
334
but the conscious mind cannot process numbers of that

size.
Then, right after the distraction, notice the causality
linking statements, FIVE of them, back to back, “because
of what you said... because you decided change must come
to Washington... because you believed that this year must
be different... because you chose to listen to your doubts
not your fears... because of you” - all pacing and leading
techniques with the causation already embedded, with the
paragraph ending with the words “President of the United
States” as the effect brought about by all those “becauses,”
thereby becoming subconsciously linked. The most power-
ful linking statement “because” according to Dr. Erickson
and every covert hypnotist cited in this document, is used
not once, but five times, connecting Obama’s concepts to
the lead, not that he is the democratic nominee, but “Pres-
ident of the United States,” the only words of that sentence
he can be seen using pointing down hand gestures for. This
is something nobody would never notice without an under-
standing of pacing, leading, and causality linking state-
ments, but now that it is pointed out it certainly seems more
than odd that he is using the word “because” so obtrusively.
Why would anyone set up sentence structure for any con-
cept this way? (Because A, because B, because C, because
D, because E,. ..therefore X) Concepts are never set up to
be communicated this way. It is too difficult to follow and
impractical, and there is no purpose for it. Not unless one
had a very specific purpose for using the word “because.”
Now let’s look at his use of hypnotic programming
words: “decided”, “believed”, and “chose.” (other hypnot-
ic programming words include “realize”, “know”, “under-
stand”, and so on.) These are hypnotic programming words
because instead of convincing you rationally until you actu-
ally decide, or believe, or choose, the hypnotist simply puts
335
you in trance, distracts your dominant hemisphere, and

implants the command into your subconscious. He hyp-
notizes you and simply tells you that you chose, that you
believe, that you decided. Implantation of this word is more
powerful than hours and hours of convincing you rational-
ly. It is neither simply presumptuous nor coincidence that
he is telling you what you decided, believed, and chose.
So these words stand out in your mind, he places the most
minute emphasis on “decided”, then a much larger empha-
sis on and pause after “believed”, and then a huge emphasis
on and pause after “chose.” Some of these concepts are in
the past tense, and that is also effective, sometimes even
more so, because telling us prior our mind states may make
them even deeper.
Obama uses “because” before each of these program-
ming words because you must accept the premise in order
to be able to follow the concept to the end and understand
it. That’s why starting with five separate “because”s leading
to one later “therefore” does not other than hypnotically
make good communication structure. Because normally it
tries to get you to accept precursor concepts before you
even know what they are connected to - before you even
know what the alleged actual concept being communicated
is.
Now let’s look at the pacing used in this same paragraph.
“Tonight Minnesota” is a pace, because it is tonight, and he
is in Minnesota. “Primary season has finally come to an end”
is a pace because it is obviously true. Standing together and
voices heard may help pace the audience because that is
what they are doing literally, standing there and hearing
the voices of the crowd. “You decided change must come to
Washington” is a pace, because it is something we all know
is needed – almost nobody can disagree with that. Howev-
er, when you accept that, the hidden meaning to accept is
336
that Obama should be President. “This year must be dif-

ferent than all the rest” is a pace, because literally every
year is different. When you accept that, you also accept his
hidden meaning, that this year will be different because
Obama will become President. “I can stand here and say” is
again a literal pace because he is standing there and saying
something.
Also notice how, because of the five “because”s, he not
only connects these concepts to the lead, but connects
these concepts to each other. Starting with a literal pace, he
connects standing there hearing voices, to wanting change
to come, to this year being different, which he connects
subconsciously to your greatest hopes and highest aspira-
tions, to back again to another literal pace, the fact that he
is standing there
saying something. He doesn’t even need to know what
your greatest hopes and highest aspirations are, and he
doesn’t even need to care. He has linked your greatest
hopes and highest aspirations, no matter what they are, as
sure as he is standing there speaking, to him being the Pres-
ident of the United States. That’s how hypnosis works. it
doesn’t get you to believe, it tricks your subconscious mind
into accepting the word “believe.”
Now let’s look at his perfectly timed hand gestures for
the same paragraph. His hand gestures with his right hand
give essentially the same thumb and forefinger hand ges-
ture starting precisely at the words “believe (that this year
should be different than all the rest)”, and “chose.” He
does not, however, do this hand gesture, if it is truly for
innocent emphasis, for what you normally think he would,
the alleged message, e.g. “change must come to Washing-
ton”, not for “greatest hopes and highest aspirations”, nor
for “a new and better day for America”, nor does he do that
gesture for “I will be the democratic nominee.” While he
337
uses this hand gesture at some other parts, from the begin-
ning, he doesn’t use them at all until, and then primarily for
“believe”, and “chose.” Then, as he says “democratic nom-
inee” his hands appear motionless form this video, and he
emphasizes and points downward for the word “President.”
Now we look at “deep structure” – how the audiences’
subconscious minds might interpret the same paragraph
as delivered by Obama. Under the fundamental hypnotic
principles of “deletion”, “distortion”, and “generalization”,
the mind alters the content it receives as it goes into the
subconscious. – A translation which is used and planned
for by hypnotists. While your critical factor is distracted and
captivated deeply by Obama’s trance, the same paragraph,
to your subconscious, may be received something like this:
[this is one possible translation with partial analysis added]
“we stand together ... my voice is being heard. ..because
you said. ..because you decided that change must come.
..because you believed [anchor] this year must be differ-
ent than all the rest. ..because you chose [anchor] to listen
[trance theme in storytelling] your greatest hopes and high-
est aspirations. ..we bring a new and better day.. .Tonight I
can stand here and say [pacing] I will be the Democrat-
ic nominee [no visible hand gestures on the video] ‘the
President of the United States’” [Pointing hand gestures
downward (as if on a touch screen or push button voting)
command gesture]
Also notice yet another distraction technique – rhyme.
He rhymes I will be with the democratic nominee – a dis-
traction technique which again distracts the linguistic pro-
cessing part of the mind, as he points downward and says
“President!”
An apparently innocent yet powerful paragraph on the
surface structure, is actually intended to be received as
clear commands to feel as one with Obama and hear his
338
voice. He programs into you that you have already chosen,

you have already decided, and you already believed. Before
your conscious mind can say “wait, did I decide that?” he
rewards you by conjuring up your own feelings “greatest
hopes and highest aspirations.” Then, the “because”s come
together for the lead, with hand gestures, “President.”
By reviewing Patterns of the Hypnotic Techniques of
Milton H. Erickson, M.D. Volume 1, as well as other works
on Ericksonian hypnosis, one may see a more detailed dis-
cussion of “deletion”, “generalization”, and “distortion.”
son, M.D. Volume 1, p165, discusses how a single surface
structure communication can have not only different, but
multiple “deep structure” representations to the subcon-
scious mind.
A subconscious deletes parts of communication that
it does not understand or are incomplete. For example,
“It seemed like an impossible task” – since it is unclear to
whom it seemed impossible, there is no way for the sub-
conscious to comprehend the meaning of it, so all that the
subconscious takes away from this sentence is “task.”
Now one might argue that half of this is coincidence, and
the other half is just him being a great and powerful speak-
er. But let’s look at it. Why would he speak so slowly? We
know he speaks faster in interviews and debates – why speak
so slowly in speeches? What about the acceleration of his
rate of speech to the lead? Why such storytelling? Why the
exorbitant use of visualization and imagination? ...Which
lead the audience down a path of imagining things until
asking the imagining of something that can’t be conscious-
ly imagined? Why the five “because”s and why the unusual
message structure from someone who speaks so well? Why
the hyper- confidence for specific words like “decided”,
“chose”, and “believe” with pauses after each one when they
339
are not supposed to be the end of neither the sentence nor

the idea? Why the hyper-arrogance for “greatest hopes and
highest aspirations?” Why the repeated stating of the obvi-
ous and undeniable “I stand here tonight?” (used in all his
speeches) Why no hand gesture for “democratic nominee”-
why only for “President? And finally, how come all of these
“coincidences” can all be explained by a single reason – all
under the principles of hypnosis?.. .Which causes exactly
the type of mesmerized effect everyone admits they have
from him?
Obama caught delivering another powerful hypnotic
command
Not every hypnotic technique of Obama in this speech
is discussed herein – only a few examples are listed. Notice
his anchor at 9:17 of the word (independents and republi-
cans who) “understand.”
Notice his extraordinarily long pauses after “change”
9:20 and 9:28.
At 9:55, Obama slips in a powerful hypnotic command.
A moment after he can clearly be seen anchoring it with a
hand gesture.
At 9:55, Obama says,
“All of you chose (notice the different tone and volume
and microsecond pause after chose) to support a candidate
you believe in deeply. (pause) ”
No, it is not simply presumptuous or arrogant to tell his
audience that they “believe in him” “deeply.” Again, it is
hypnotic programming.
First, he uses “chose” to program our subconscious
minds that our conscious minds have already analyzed and
made a decision. Again, the same hypnotic programming
word he used in his opening paragraph discussed in the
above example. If effective, this programming can even
override our conscious knowledge that we haven’t in fact
340
chosen. We will simply believe that we have chosen, and

simply choose Obama. As he speaks the word “chose”,
while your critical factor is analyzing whether in fact you
chose any such thing
Erickson, M.D. Volume 1, Starting p 7, discussion of how
models of the world we create differ from reality, then, on
p 20, “One of the most powerful of these linguistic mod-
eling techniques is deletion, the case in which a portion
of the meaning of the sentence (the Deep Structure) has
no representation in Surface Structure...” Under complex
deletion principles, the audiences minds filter out certain
aspects of the speech, and such speeches are designed by
hypnotists to have certain parts deleted, to communicate
to implant the real message into the subconscious, hidden
in the speech, the content of the speech is largely to dis-
tract the conscious mind, to make the remainder, the com-
mands, be implanted into the subconscious more effective-
ly. See a thorough discussion of deletion from p 159. (See
also discussion of generalization and distortion of language
in deep structure)
and what you might have chosen and is distracted136,
Obama uses the other hypnotic programming word
“believe” (also discussed above), and he ends the sentence
with “a candidate you believe in deeply.” He is not asking
us to believe in him by any means. He is implanting the
hypnotic command into a hypnotized audience that they
already “chose.” Then, he is compiling the command by
programming the audience with the utmost “hyper” con-
fidence that they “believe in (him) deeply.” The reason he
sounds so confident is because he is inputting a hypnotic
command. Notice the pause after to allow “deeply” to sink
in.
Let’s look at this phrase again:
341
“All of you chose to support a candidate you believe in

deeply.”
When thinking about this language carefully, it becomes
clear how unusual it is. A candidate may say “thank you for
believing in me”, or “please believe in me”, or might say
in any number of ways that his supporters believe in him.
But to simply say as if it were fact “you believe in me” is
unprecedented. If he didn’t use hypnosis, people would
stop and say “no we don’t”, or “who are you to tell us what
we believe.” However, people are so entranced, it slipped
past everyone. And how odd is it that a candidate would
say “all of you chose” and then refer to himself as a candi-
date “you believe in deeply.” This is beyond presumptuous,
and beyond any confident political speak. He is not saying
he will be President. He is telling us what we “believe.” He
is telling us what we believe as though it is fact. He is tell-
ing us something he could never know, as though it is fact.
This is a fundamental of hypnotic programming, that he
does not convince the rational mind with logical basis, he
simply puts the subject into trance, and literally tells them
what they believe. And, he says we “believe” this “deeply.”
People don’t speak like that accidentally about others’ feel-
ings. This is all unacceptable as either arrogance, political
confidence, or coincidence. Especially the word “deeply” a
word that does not even require explanation to sound like
hypnotic programming. This is a slip up that he got away
with. It is hypnosis commands intentionally being laid by
Obama in the subconscious minds of the audience.
Notice again the hypnotic programming words “chose”,
“believe”, the same ones that were analyzed earlier at the
beginning of this same speech, again, back to back, this
time, in the same sentence. He was clearly in the same train
of thought as he was while drafting the earlier part of this
speech.
342
Then Obama anchors to himself this concept of believ-

ing in this candidate deeply. Then, a moment right after
he says “deeply” (it needn’t be simultaneous138), in his
next sentence he does his thumb and forefinger hypnot-
ic anchor, and points to his torso with his fingers in that
position, subconsciously associating in the audience those
deep feelings and emotions with himself. That next sen-
tence is about “we aren’t the reason you came out.” For
this, he would have no logical reason to point to himself at
the word “reason” –
Also notice how he doesn’t say “you believe in me.” He
leaves it to the subconscious mind to put that together to
make it as subconscious as possible.
Before this phrase, Obama says “there are young peo-
ple, and African Americans, and Hispanic Americans, and
women of all ages who have voted in numbers and who have
inspired a nation.” But he is not referring to these people
when he says “All of you chose a candidate you believe
in deeply, though me may be trying to reserve that as an
excuse. The reason is, he doesn’t say “all of them chose”,
he says “all of you chose.” He is talking about these people
in the third person, and he is saying this hypnotic phrase in
the second person. As an attorney, he knows this is incor-
rect, and that he is applying this phrase to his entire audi-
ence, not just the people he listed prior.
and Igor Ledochowski, on the discussion of pacing with
body language as an example, of how subconscious ges-
tures need not be simultaneous to be effective, and delay of
a couple of seconds is effective, and sometimes necessary,
including so as to not be obvious.
especially when all of his other hand gestures are
timed well to correspond to his words. There is no other
343
explainable reason for his thumb and forefinger to be in

that position, and then turn it inward to point to his torso.
As discussed below, in Obama’s 2008 Denver Democrat-
ic Convention Speech, he uses this exact same technique of
his thumb and forefinger, talking about John F. Kennedy,
then pointing that hand gesture inward toward his torso a
moment later, to create a subconscious association between
himself and JFK. Odd once to be sure, but caught twice, or
more, with the same hand gesture, it is no coincidence.
Obama caught pacing and leading again
In another classic Obama pace and lead, notice how he
gets the crowd all roused up around 20:40, with his peak
speech, peaking in intensity, emotion, volume, and rate so
much so he doesn’t have even a high or low at the begin-
ning or end of his points. He discusses how teachers should
be paid more, everyone should have healthcare, and then
he says “that’s the change we need ...that’s why I’m running
for President (pause) of the United States.” Again, this is
his classic pace and lead. It makes no sense that because
we need those miraculous changes he described, that is the
reason why the President should be none other than him.
Logically he has not said why he should be the one, what
he would do, or anything of the sort. However, because his
leading is so powerful, it is something the cheering audi-
ence believes in strongly, he adds the element of causation,
“that’s why” and then his two part lead, 1. President, and
2. (reinforcing it again) of the United States. Because this
lead is embedded in our subconscious, we simply create the
logic to justify how we feel – the missing component – that
supposition that Obama is the person who can and will cre-
ate this type of change and make all these miracles happen.
Obama’s 2007 California Democratic Convention “turn
the page” speech – further analysis
344
“Turn the page” is not just colorful visual metaphor

that Obama happens to like to say. In Obama’s 2007 “turn
the page” speech he uses the phrase “turn the page” four-
teen (14) separate times. 140 141 He uses it as a hypnotic
anchor, and as a preprogrammed response, to stir emotion,
and as a hypnotic metaphor.
Obama using “turn the page” as a preprogrammed
response:
A preprogrammed response is anything to which your
body has already been conditioned to react to with a cer-
tain response. For instance, you have been already prepro-
grammed to know that change is a 100%
It appears Obama does this a third time in his speech
on race in Philadelphia, when he says Telling story about
a poor kid, he says, “Now, Ashley might have made a dif-
ferent choice”, then he hand gestures like writing with a
pen, clarifying the meaning of his thumb and forefinger
trademark, similarly as he does in his 2008 Denver speech,
discussed in that analysis. Then, while talking, a moment
later, he gestures to himself with the thumb and forefinger
his anchor - making the subconscious message that he is
that “different choice.”
Barack Obama’s speech to California Demo-
cratic Convention, 2007 http://www.youtube.com/
watch?v=UZUXhCW-OGM
Transcript, Obama’s Turn the Page speech, April 29,
2007, available, e.g. http://www.californiaprogressreport.
com/2007/04/barack_obamas_t_2.html
certainty, and when you are reading and holding the
page in your hand “turning the page” is a 100% certainty.
When a person reading gets to the end of the page, the
decision to turn the page is automatic, subconscious. It
also happens at a time when we are reading, and in trance.
This is something each of us is programmed with because
345
we have each rehearsed this thousands of times by turning

pages in books, students and more intellectual people even
more so. It is an automatic reaction. What Obama tries to
do is apply that level of certainty and automaticnesss to
your decision to support him as President.
Obama using “turn the page” as a hypnotic anchor:
“Turn the page” is also used by Obama as a hypnotic
anchor, to cause you to recall his planted hypnotic sug-
gestions when you are in the voting booth, with the pen
in your hand like his thumb and forefinger, the other pri-
mary anchor. It is a hypnotic anchor that is used very clev-
erly by Obama by taking advantage of a preprogrammed
response in the subject. Turn the page is not just a vague
and colorful way to say that Obama will improve America.
It is designed to be triggered when we are holding the pen
and “turning the page” in the voting booth. The vague-
ness of such language used in hypnosis, and the multiple
meanings, as discussed aove, are part of precisely what
makes it work. See the discussion on secondary meanings,
embedded commands, surface versus deep structure, and
trans-derivation.
Obama’s Democratic Convention speech 2008142 – A
“play by play” of his undeniable and extensive anchoring,
pacing, leading, and delivery of subconscious commands
This first example isn’t a documented hypnosis tech-
nique, just a bit of classic deception that is part of Obama’s
show. When Bill Clinton gave his speech earlier in the Con-
vention, he could barely get started for minutes because
the applause and cheering was so loud he genuinely could
not speak, and it refused to die down.
Obama didn’t have that problem, so he faked it. He
didn’t have such applause and cheering, but he faked it by
pretending it was so loud he couldn’t speak, and pretend-
ing it was interrupting him, saying “thank you”, pausing and
346
allowing the low level of applause to continue, and then

saying “thank you” again, and repeating, as if he was trying
(though not really) to quiet down the unquietable crowd.
Comparing his opening to Bill Clinton’s, it is clear that Bill
Clinton genuinely could not speak, and Obama could easi-
ly speak over the much quieter cheering and applause had
he wanted to.
Before I discuss Obama’s use of hypnosis in his speech,
I really have to point out one other amusing point. Obama
said “I am grateful to finish this journey with one of the fin-
est statesmen of our time.” (referring to Joe Biden) What
journey is he finishing that is almost over? Wouldn’t he be
President for four years? Americans certainly hope the end
of the election season is not the end. This is a slip. He looks
at the election as the journey because his entire mission is
simply to make it into the Presidency before we realize what
he is doing, or who he really is.
Obama’s typical pacing, leading, storytelling, and hid-
den meanings induction:
Above in this document under the heading “What is
“pacing and leading”, and how does Obama use this hyp-
nosis technique?” – are listed Obama’s use of three pac-
ing statements fourteen times in this speech which are not
repeated in this section.
Obama’s Democratic National Convention Nomi-
nee Acceptance Speech, August 28, 2008, available at
http://www.huffingtonpost.com/2008/08/28/barack-
obama-democratic-c_n_122224.html
Again, like all of Obama’s other major speeches ana-
lyzed in this document, he starts off with hypnotic story-
telling. This is not because he figures we would all want to
hear a story. His calculation is how to get the quickest and
deepest trace induction without anyone knowing what he
is doing.
347
Obama says:
“Four years ago, I stood before you and told you my
story, of the brief union between a young man from Kenya
and a young woman from Kansas who weren’t well-off or
well-known, but shared a belief that in America their son
could achieve whatever he put his mind to. It is that prom-
ise that’s always set this country apart, that through hard
work and sacrifice each of us can pursue our individual
dreams, but still come together as one American family, to
ensure that the next generation can pursue their dreams,
as well. That’s why I stand here tonight.”
Again, Obama uses hypnotic storytelling in his unnat-
urally slow pace. The story starts past tense, to have you
imagine another time and place.
The story is also a pacing statement, “I stood before you
and told you my story” which is a present account of exactly
what he is doing now, an accurate current representation
of the subject’s ongoing verifiable experience because he
is standing before us now telling a story. This is a very pow-
erful trance induction technique, because Obama tells a
story, forcing you to apply and use imagination, an altered
state of mind and different perspective, to look at the
present situation. He is making you apply an altered and
subconscious state of mind to your present experience of
watching his speech.
The well-off or well-known statement is again, a play on
words for dominant hemisphere linguistic distraction in
order to access the non-dominant hemisphere per Erick-
son’s three dimensions of hypnosis. He is already pacing,
and the play on words is precisely the type of “utilization
of the dominant hemisphere, language processing which
occurs below the level of awareness.” Your dominant hemi-
sphere below the level of awareness analyzes this play on
348
words, and becomes distracted, leaving it open for implan-

tation of hypnotic suggestion.
Then, sure enough, notice how he flashes his thumb
and forefinger gesture again starting with when he says the
word (shared a) “belief.” The “belief “ that he is anchoring
here is: that in America their son, (Obama) could achieve
anything he set his mind to. It is difficult to follow con-
sciously, but that is the belief they shared. What in fact their
son has set his mind to, is to become President. Conscious-
ly, it is difficult to follow that when Obama says “belief”, and
anchors it with his hand gesture, Obama is really anchor-
ing himself achieving the Presidency. He is anchoring and
implanting the command of his becoming President with-
out expressly saying it, so it remains subconscious.
Notice his words, “promise”, “hard work”, “sacrifice”,
“each of us can pursue our individual dreams” and then
ends the paragraph with “That is why I stand here tonight.”
Promise, hard work, sacrifice, each of us
son, M.D. Volume 1, p 218 - Utilization of plays on words in
hypnotic induction works because, in addition to employ-
ment of conscious linguistic processing mechanisms, it
“activates additional meaning recovery processes which
develop meanings which are available to the to the uncon-
scious portion of the client’s mind but not the conscious.”
– What Erickson’s book means by this is that the “play on
words” isn’t caught consciously, but trips up and confus-
es your subconscious linguistic processing mechanisms,
thereby facilitating the distraction necessary for hypnotic
induction.
See also the discussion on trans-derivational search-
es brought about by phonological ambiguity incl. p166,
knows/nose, here/hear etc.
349
pursue our dreams are beautiful concepts nobody can

disagree with, and they are pacing statements. In no logi-
cal way however does Obama connect these beautiful con-
cepts to why he would make a great President. Instead, he
simply uses causation, the strongest Ericksonian linkage
statement, and says “That is why I stand here tonight.” This
statement is a brilliant use of Ericksonian hypnosis tech-
niques, including pacing and leading, because this state-
ment is both a pace and a lead in one. Obama has actually
set it up in the run up to this paragraph, so “that is why I
stand here tonight” – is both a pace, as it is immediately
and verifiably true that he is in fact standing there tonight.
Also, he has set it up in the whole preceding paragraph,
that what this obviously true statement means, is that he
will become President, by starting with and connecting his
parents dream, and stating all the beautiful concepts, and
then saying “that is why....” he stands there tonight – obvi-
ously meaning he is there because he wants the Presidency.
This is the really clever part. When he says “that is why I
stand here tonight”, your subconscious mind accepts that as
absolutely true. But the question is, which interpretation?
1. That he is literally standing there tonight? or 2. That he
is standing there so his parents’ dream will be realized? or
3. That he is standing there is because that promise, hard
work, sacrifice, and our children’s dreams is the reason why
he is there? The mind is distracted with this trans-deriva-
tional problem that occurs below the level of awareness.
Meanwhile, the subconscious mind accepts all three inter-
pretations as absolute truth. Remember, the subconscious
mind cannot make rational distinctions. Once the sub-
conscious mind labels this statement (that is why I stand
here tonight) as absolutely true, it accepts it, including all
of its meanings, including hidden meanings. You look at
him standing there tonight and confirm below your level
350
of awareness that that statement is true on one level, and

that acts as a confirmation of the other meanings in the
paragraph, that his parents dream will be realized, and that
promise, hard work, sacrifice, and our children’s dreams is
the reason why he is there. And remember, this all awhile
you are entranced by his unnaturally slow, poetic, melodic,
hypnotic storytelling, imagination provoking, emotion pro-
voking, and passion provoking content. He doesn’t send
this message to you consciously, but intentionally and pow-
erfully implants and programs you with it subconsciously.
The statement that is verifiably true is the very same
statement that means he will achieve the Presidency and
associates him with all those beautiful concepts. This is
no coincidence. This is classic embedded suggestion pro-
gramming containing every element in hypnosis trance
induction through all of the required elements, from pac-
ing and leading, to pacing, distraction, and utilization of
the non-dominant hemisphere. It is beautifully crafted and
advanced Ericksonian hypnosis.
He uses the same phrase “that is why I stand here tonight”
again at least two more times later on in the speech. Mil-
lions of people feel like voting for Obama and cant point
to an accomplishment or change he has brought. This hyp-
notic gamesmanship is the cause for many.
Obama caught stacking language patterns
Obama’s speech contains similar hypnosis techniques
throughout, including this very same technique immedi-
ately following the previous command. This repetition of
hypnotic language patterns one after the other is typical
stacking language patterns, and is very effective at subcon-
scious programming without conscious awareness.
Obama follows the above with:
“Because.. .Every time our nation has been in jeopar-
dy, ordinary men and women” (points to his audience) ..
351
.students, teachers, nurses, janitors.. .had the “Courage”

(points to his audience) “to keep it alive.” “We meet at one
of those defining moments now.”
He paces everyone in the audience by talking about
“ordinary men and women, teachers, students, ....” for
identification. Then, notice how he points to the audience
when he says “defining moments”, as if voting for him will
define us e.g., as open minded, as courageous. While dif-
ficult to follow consciously, he just said, essentially, that
because you (points) have had courage (points) at every
dark time, and this is one of those times, that is why he is
standing before us.
The pace and lead is again a single statement, “we meet
at one of those defining moments.” Again, same technique
as in the previous sentence. You can immediately verify that
we indeed are meeting, at this moment, and thus you sub-
consciously accept this statement as a true pace. When this
statement is accepted as true, you again also accept as true
all the other programming and meaning that Obama sends
along with it into your subconscious. What logical sense
does that make though? What does him standing there have
to do with people’s courage throughout history? Because
he is standing there people can pursue their dreams?
At 15:50, Obama uses this same technique again.
After discussing economic issues, building emotion by
mentioning a waitress who can take off from work to take
care of a sick kid without being fired, and having an econo-
my that honors the dignity of work, Obama says:
“The fundamentals we use to measure economic
strength are whether we are living up to that fundamental
promise that has made this country great - a promise that is
the only reason I am standing here tonight.”
He starts out saying things nobody can disagree with,
and building emotion. Again, he uses causality to link
352
beautiful and emotional concepts he conjures up to himself

with causation language that logically is completely with-
out any logical support. Why use this language of causation
without any basis for it, when there is no need for causation
language “the only reason.”
More importantly, yet again, Obama links these beauti-
ful concepts with causation to a statement that is both verifi-
ably true in the literal sense in order to implant the meaning
he has built into it. He talks about “the fundamental prom-
ise that has made this country great”, and says “a promise
that is the only reason I am standing here tonight.” He uses
language about the promises that make this country great
and builds that meaning into “that is why I am standing
here tonight.” He doesn’t say “that is why I am running for
President.” “I am standing here tonight” is something more
easily and immediately verifiable and serves as a more liter-
al and effective pacing statement. When your mind accepts
the statement “that’s why I am standing here tonight” as
absolutely true, it allows it to pass into the subconscious.
However, this statement has two meanings, 1. that he is in
fact literally standing there, and 2. the meaning he built
into himself standing there, he is there to make sure that
we are living up to the fundamental promise that has made
this country great. When your mind accepts “that’s why I
am standing here tonight” as absolutely true, all meanings
attached to it are absorbed into the subconscious as true,
because your subconscious mind cannot differentiate and
rationalize which meaning he intended.
What he is doing is no coincidence and no accident. He
is repeatedly setting up language patterns that support sub-
conscious beliefs of why he should be President to intersect
and be embedded within statements immediately verifiable
by the subconscious as absolutely true, such as “that is why
I stand here tonight”, or “we meet at one of those defining
353
moments.” Then, the audience sees him standing there as

he says it, processes this below the level of conscious aware-
ness, and unknowingly accepts subconscious programming
as absolute truth consisting of all of the underlying mean-
ings he has set
up to correspond with the obvious surface statement.
Nobody just happens to speak like that. Not once, let alone
again and again, one after the other.
*Obama caught clarifying his hand gesture as unmistak-
able hypnotic anchor of writing with pen (twice):
You have to watch these videos. As he says “the only rea-
son I am standing here tonight, he waves his palm towards
his chest, taking that emotion and saying “me”, then he
points upward signaling “command”, and then he does this:
Right after that, at 16:22, right after he says, “the only
reason I am standing here tonight” analyzed above, notice
his hand gesture when he says “the faces of those young vet-
erans.” Notice how he appears to be writing with a pen, to
complete the three-part hidden hand gesture, “me” “com-
mand” and “write”(or probably “vote”). At 16:22 – his ges-
ture of writing with a pen is unmistakable.
Similarly, at 6:5 1, Obama also clarifies his hand gesture.
He says, “more of you have lost your homes, and even more”
and at that moment, he does a very strange thing with his
thumb in forefinger technique, clearly making a gesture as
if he is using his hand as a pen writing. It is unmistakable.
We don’t consciously recognize it, but he anchors us for
when we are holding the pen in the voting booth, thereby
clarifying for us subconsciously the meaning of his consis-
tent thumb and forefinger anchor. (being our hand, our
pen)
Watching this video of these two of Obama’s hand ges-
tures, no reasonable person would believe Obama acci-
dentally made these gestures. You can watch these scenes
354
in these videos all day long and you cannot come up with
another reasonable explanation for what he is doing than
A few tidbits::
Obama says “come together” – notice his hands towards
his mid section, to signal come together to him.
He points to us as he says “(these) challenges,” suggest-
ing that we are being challenged, or that we have a chal-
lenge to fulfill i.e. to follow his commands.
Look at how he blends commands to stay in trance into
his speech. He says at 17:08 “When I listen to another work-
er tell me his factory is shut down.” – listen to how he enun-
ciates “listen”, to keep people subconsciously listening to
his voice.
When he says we are “better than this. ..more descent”
notice how he uses his hand palm towards himself, to
send us the signal subconsciously that he is ‘better” and
“descent.”
He does the thumb and finger anchor again as he tells
the story about the man who “chokes up” – anchoring the
symbol with our emotion. This is just before the primary
command explained below.
He also does an unmistakable hand gesture for the word
“keep” just before the primary command explained below.
He says “we are more compassionate” and again puts
his palm towards his chest, to send the message that he is
compassionate.
The reason this is deceptive and manipulative, is that
Obama is not telling us that Obama is compassionate, nor is
he providing any logical basis for us to believe that he is com-
passionate. He pretends he is talking about someone else. He
is tricking our subconscious minds to believe that he is com-
passionate without even telling our conscious minds that he
is communicating that message. Consciously, we can’t even
355
analyze it or make a rational judgment about it because we

are not even aware of having received the message.
Obama caught giving the primary hypnotic command
of the speech:
After having raised in us a number of emotions, and
having paced considerably, and prepared us for a hypnot-
ic suggestion, Obama delivers the following paragraph, his
primary hypnotic command of the speech:
Tonight, (pace - it is tonight) I say to the American peo-
ple (pace - he is obviously saying to the American people),
to Democrats and Republicans and Independents across
this great land - enough! This moment (pace - it is this
moment) - this election (pace - it is this election) - is our
chance to keep (thumb and forefinger anchor - as in to
keep his hypnotic messages), in the 21st century (pace),
the American promise alive (pace – who would disagree).
Because (causality linking statement) next week, in Minne-
sota, the same party that brought you two terms of George
Bush and Dick Cheney will ask this country for a third. And
we are here (pacing) because (causality linking statement)
we love this country (pace) too much to let the next four
years look like the last eight. On November 4th, we must
(strongest command word possible) stand up and say:
“Eight is enough.”
The command is not “eight is enough.”
Obama executes the hypnotic lead that follows his emo-
tional stirring and pacing just before that, as he says, “on
November fourth, on November fourth!” Obama says “on
November fourth” twice, attempting to make it seem as
if he unintentionally double-spoke. However, this is very
intentional. Notice how he has his thumb and forefinger
together anchoring “November fourth”, together with
the emotion he just stirred up, for the first time he says
“on November fourth” He does this so we will recall his
356
hypnotic messages and programs and emotions when we

hold the pen in the voting booth.
Then, notice how the second time he says “on November
fourth” with the same hand that was thumb and forefinger
for the first, he changes it to firmly point. He is pointing,
which is the international and subconscious signal that he is
giving us a command. Frowning and pointing is a common
technique in conversational hypnosis to get someone to do
something, because on the subconscious level, we perceive
it as a command that we must perform, regardless whether
consciously we feel like we are doing it voluntarily.145 Look
at the firmness of his point, with a serious face perhaps a
slight frown, as he says it the second time. Obama is not
asking us for our vote, he is absolutely commanding it. One
website even discuses how angry Obama appeared during
parts of his speech.146 He is commanding all subconscious
minds under his trance to support Obama.
In fact, it was so good at looking accidental;, that the
written speech transcript only has “on November fourth”
once.
and Igor Ledowchowski, p104 of 631, “And likewise, when
you are suing ‘command’ tonality, maybe you want to frown
a bit. I used to point my finger at an imaginary client, and
then give him instructions. So that, every time I pointed my
finger and frowned, my voice started going down, because
the physiology of commands, or instructions, is to point
and frown slightly, and really get someone to do something.
The Angry Barack Obama Acceptance Speech,
August 29th, 2008, http://www.mikefrancesa.com/word-
press/?p=101 1
is easily proven that his double-speak is intentional,
because his hand gestures are so pronounced and clear, and
how clearly he switches from one hand gesture, the anchor,
357
to the second, the command. Were the double speak acci-

dental, he would not have such clear and definitive and
purposeful and different hand gestures. The reason he says
“On November fourth” twice is because he is giving us a two-
part hypnotic command, 1. recall the hypnotic commands
by the hypnotic anchor, and 2. act on them and vote for me
– both commands to be recalled “on November fourth” –
That’s why he gives you the specific date. .
This is undoubltable evidence that he is implanting
commands in a way we are not designed to be consciously
aware of. He doesn’t coincidentally happen to again use
the hypnotic anchor, and the pointing technique. Notice
how these are the same gestures he uses in his statement
for the same two principles, reception of the hypnotic mes-
sage, and taking the commanded action by voting, that he
uses in his overt hypnotic statement discussed above:
“a light will shine down from somewhere, it will light
upon you, you will experience an epiphany, and you will say
to yourself, “I have to vote for Barack”’
Any forgiveness of this is simply because one may not
understand how powerful and effective such techniques
are. How effective these tricks of Obama’s are, can only be
shown by the effects – millions of people completely irratio-
nally in love with him, and compelled to vote for him. While
you do not see it as consciously swaying you in any way, as
of course it doesn’t logically, or you may not even notice it,
in fact, it is a powerful command that compels millions to
want him president, regardless how they feel logically.
Obama’s aggressive pointing- the subconscious signal of
giving commands:
Here are some general examples of Obama aggressively
pointing – the hypnotic symbol for giving a command.
At this point, Obama goes into a pattern, as he occa-
sionally does, where his hand gestures just normally flow
358
with the conversation without any specific meaning for the

most part – essentially using his hands the way be believe he
always is, in order to not be obvious.
Shortly thereafter, Obama anchors the word “believe”
yet again with his usual thumb and forefinger
Images from Democratic National Convention speech
in Denver, 2008 (as examples of aggressive pointing, like
those he uses as commands, not necessarily designed
to coincide with specific commands discussed.) Photos
http://www.mikefrancesa.com/wordpress/?p=101 1
technique. Is it again a coincidence? If there were no
rhyme or reason to his hand gestures, why is it that he uses
the same thumb and forefinger gesture for the same word
(“belief”) that he anchored the same way at the start of his
speech? He is subconsciously training us to “believe’ his
Obama caught in another hypnotic command, anchor,
and a strategic pause:
Obama then says 15:50 “its time for us to change Amer-
ica...” (pacing statement) “...and that’s why I’m running for
President (pause) of the United States.” (causality linking
statement and the lead, delivered again with his standard
hypnotic anchor, the thumb and forefinger flash) This is
another classic Obama 1. pace 2. causality linking language
3. lead 4. hypnotic anchor in which he inputs the hypnotic
command - that he will be President of the United States, to
be recalled in the voting booth on November fourth.
Why does he pause between ”President” and “of the
United States”? Because when you are in the voting booth
holding the pen as he has anchored, and all these com-
mands are coming back, when you read the actual ballot,
it reads, “President”, and then on the next line below, “of
the United States”148, and as you read the ballot in the vot-
ing booth, you will subconsciously pause for a split second
359
as your eyes skip because you read from one line to the
next. By pausing when he gives you the command, it will
more perfectly match the situation in which you must act
according to that command, to make the subconscious link
more effective. That is how clever and strategic and precise
Obama’s hypnosis techniques are. This is how the uncon-
scious mind works. Everything he is doing, the thumb and
forefinger “holding the pencil” hand gestures, the point-
ing, the pauses, the hand gesture where he appears to be
writing with a pen (in his democratic speech), the meta-
phors (anchors like “turn the page”, are all preparing you,
anchoring you for recall of all his hypnotic commands
recalled by you yourself holding the pen and the ballot
card that day on November fourth when you are in the vot-
ing booth.
Notice his palms towards himself again when he says
“rewarded by a grateful nation.” It is difficult to tell, but
he may actually be implanting the subconscious suggestion
that he is so wonderful, that we as a nation must reward
him (by giving him the Presidency).
He talks about soldiers, and says “(these are my) heroes”
and at that moment points to himself, to cause us to sub-
consciously associate the word “hero” with him.
He then rouses emotion for the troops and hard work-
ing people, and says he will keep their dream alive “as Pres-
ident of the United States.” He uses “as” here as an implied
causality, another powerful linking statement.149 Notice
then how he keeps his palms towards himself, as the crowd
cheers, sending the message of focusing that cheering on
him. This is the same gesture he uses sometimes to discuss
himself.150
Obama can change positions from one day to the
next151 to mirror McCain’s positions, and through his
360
hypnotic speech make people believe that Obama feels as

strongly as McCain does on these issues.
h t t p : / / w w w. l o n d o n d e r r y n h . n e t / w p - c o n t e n t /
uploads/2008/01/20080108_dem-ballot.jpg
Erickson, M.D. Volume 1, p147-149. The primary focus of
this document has been the linking statement using overt
causation, the most powerful, however, other linking state-
ments are also used by Obama.
“my background, my politics” palms inward towards
himself. – his speech on race, Philadelphia.
http://www.youtube.com/watch?v=YbnKoJP1_xk&fea-
ture=related 2:25
He then anchors “we will keep our promise to every
young American” with his thumb and forefinger technique
– suggesting he will keep his promise to us.
Obama consistently delivers a very simplistic hypnotic
pace. “Now is the time. ..now is the time...”. The message
is simply 1. pen in your hand, and 2. Obama. and 3. now is
the time.
Obama caught hypnotically linking himself with John
F. Kennedy:
Obama then mentions John F. Kennedy 27:47 (“what
John F. Kennedy called our international and moral
strength”), which he anchors with his thumb and forefin-
ger. He then says “yes government must lead. ..but each of
us” and as he says “us” he points that same thumb and fore-
finger anchor at himself (it doesn’t have to be simultane-
ous or immediate), subconsciously programming us to look
upon him as John F. Kennedy. Then he repeats the word
“yes’ in the middle of that anchoring, and does another
palm towards himself, reaffirming the JFK programming
yet again.
361
It is an unlikely coincidence because he uses the same

thumb and forefinger hand gesture to discuss Kennedy’s
values, and then points that same gesture at himself a
moment later. People believe he is John F. Kennedy, and
have no conscious awareness of the connection that he is
causing through subconscious manipulation. Notice this
is the exact technique Obama used in his St. Paul speech,
discussed above, when he anchored “a leader you deeply
believe in.”
Obama again pacing and leading
This is just another of countless examples. Barack
Obama said regarding healthcare:
“It’s time to finally challenge the special interests and
provide universal health care for all.” (Pace and Pace)
“That’s why I’m running for President of the United States”
(Lead) “because I believe that health care should be guar-
anteed for every American who wants it and affordable for
every American who needs it.”152 (Pace and Pace)
Notice how powerful this statement by Obama sounds,
while logically empty. Notice how he says that’s why he’s
running for President, before the “because.” Odd to be
certain, but we let is pass because we do not understand
the causation linkage that he is prepping our subconscious
for. Notice how it makes no logical sense that its time to
change special interests and provide universal health care,
that’s why I am running for President. There is no logi-
cal connection between those statements - Maybe that is a
reason why someone who has fought against special inter-
ests, or someone who has solved healthcare problems or
at least has knowledge about these issues should be Presi-
dent. However, what he says is its time to change Washing-
ton and provide healthcare, and “that is why I am running
for President.” The purported logic comes after as to not
interfere with the pace and lead causality statement. Even
362
that purported logic provides no real basis. It is just another

pace. If Obama would have said the reason he should be
President is because he believes in healthcare, it wouldn’t
work as a pace because the audience doesn’t know what he
believes – that is why he uses what the audience believes,
even though it diverges from logic in order to follow per-
fectly the hypnosis principle of pacing and leading. Because
he believes healthcare should be guaranteed for everyone
who wants it, and affordable for everyone who needs it?
Who doesn’t believe that? It is a statement everyone can
agree with, used as a pace. Notice how powerful this state-
ment sounds, yet has absolutely no logical basis. Because
he believes everyone who wants medical care should have
it, that’s
Remarks of Senator Barack Obama: Health Care Town
Hall, Date: 06/05/2008
why the President of the United States should be no
person other than Barack Obama? The use of the most
powerful linking statement here repeatedly, “because”, is
more that suspicious. However, the proof, is that he is a
Harvard Attorney, and he knows not to use a “because”
when he is not making a proper argument that one thing
causes another. Drafting such false logic sticks out to attor-
neys like a sore thumb and he cannot accidentally make
this mistake once, let alone three times in one paragraph,
and consistently throughout his speeches.
PART 4 – ADDITIONAL SPECIFIC ASPECTS OF OBAMA’S

HYPNOSIS
Obama’s technique of head turned to the right side in
interviews described by body language expert as one of the
most powerful subconscious manipulation techniques pos-
sible by a speaker’s body language
363
Notice how Obama has his head tilted to the right in

interviews such as the Fox News interview with Chris Wal-
lace April 27, 2008, his ABC News Nightline interview, as
well as the August 16, 2008 meeting with Rev. Rick War-
ren,153 and many others.
It is undeniable how Obama significantly tilts his head
to the right in these and other interviews, but not when
Obama is giving speeches.
According to Tonya Reiman, Author of “The Power of
Body Language,” such a head tilt to the right is “one of the
most powerful manipulation tools of body language.”157
Tonya Reiman describes how there is no difference between
what such gestures and manipulation. Barack Obama is
actually manipulating you subconsciously by tilting his
head without you even consciously realizing it. The reason
is that tilting your head to the right specifically is a sign of
vulnerability, a very effective one. Per our animal instincts,
a head tilted to the right exposes an animal’s jugular vein,
their weakness, and in turn, causes us to lower our defenses
subconsciously as a counter-measure, without even being
consciously aware of it.
This is a clear example of Obama intentionally using
a subconscious technique for gaining trust and lowering
the subconscious guard and resistance of his audience,
using one of the most powerful manipulation tools of body
language.
http://www.youtube.com/watch?v=KjqOXEOzSc0
See also Obama can be seen with his head tilted to the
right in many interviews where he faces the camera. Google
“Obama head tilt” - See “Watching the Saddleback Church
Forum with Pastor Rick Warren interviewing Senator Barack
Obama on Saturday August 16, I was struck by the marked
and obvious tilting of the Senator’s head Forum. The tilt is to
the right side. This phenomenon has not been widely written
364
about from a medical perspective.” at http://www.drnoah-

klein.com/blog/35/senator¬barak-obama-has-a-head-tilt/
As an example http://www.foxnews.com/
story/0,2933,232960,00.html
As an example http://lifeisanongoingprocess.com/
imageshome/obama_mtp.jpg
Obama at Saddleback church interview
The Power of Body Language, Tanya Reiman, p95-96.
This is not just confident body language. When Obama
lowers his head to the right as he often does, he is not
convincing us logically, he is manipulating us without our
knowledge. We may say, “oh, well this doesn’t seem so bad,
his head tilted to the right doesn’t make me vote for him
any more so.” You may feel none of these tactics do. In fact,
because they are subconscious tactics, we do not realize
how effective they are. Only after November fourth can one
be sure they are unaffected. We are subconsciously tricked
into trusting him more and liking him more, not logically,
but in our internal feelings to vote for him.158 This goes
beyond deceit, and is in fact mind-control. People watching
him listen to him, and like him, and trust him, they genu-
inely feel it, and it is artificially induced. Now a single tactic
like this head tilt by itself has effect. However, it is when
Obama combines it with hundreds of other gestures, tech-
niques, language patterns, and other aspects of hypnosis.
There is an “Obama phenomenon” of millions of people
who call him JFK, or Jesus reincarnated, and nobody can
explain why. We are ready to turn over the united States
of America to this largely unknown man and nobody can
explain why. This is why. His arsenal of hypnotic and sub-
conscious manipulation brainwashes causing an unstop-
pable grade school-like crush on him in some cases, and
in others, simply pushes us over the edge, overpowers our
365
logical concerns, to supporting him when we otherwise

wouldn’t.
Much of Obama’s body language may be considered
beyond confident, to actually manipulative. As another
example, when appearing with his opponents Hillary Clin-
ton and John McCain, in debates and elsewhere, notice
how, when he shakes their hand such as after the debate,
Obama does an additional touch on the arm or shoulder
of his opponent. He is not being friendly here. He does
this to purposely appear “commanding” and “in charge” to
his audience. He is showing that he has the right, power,
and authority and confidence to touch this person. This
is all conscious and intentional. He even makes sure that
after every debate, he takes the forefront walking across the
stage at the end, to the front center, and meeting the mod-
erator or other people up in the front and center, so people
are left with the end thought of him being at the forefront.
Obama’s manipulative body language is so perfected,
that you actually have to consciously detach yourself from
it to try to not be influenced by it. He never shows a hint of
nervousness in his body language, and is always command-
ing in his presence. He is so strategic in his body language,
that when he is on stage with Hillary after primaries or
Joe Biden talking about and praising him, he actually con-
sciously sits slouching a little hunching his shoulders, with
his back arched in his chair, as if to put the other person as
the perceived leader while they speak well of him so their
message is more effective.
Interview of Professor of Psychiatry on CNN in which Dr.
comes close to hinting of her suspicion that Obama is using
covert subconscious techniques throughout his campaign.
Excepts from an interview of Dr. Gail Saltz by Erica Hill,
Professor of Psychiatry, New York Presbyterian Hospital, on
366
Anderson Cooper 360, CNN June 7, 2008 22:00 EST speak

for themselves.
“Obama used words like “change,” “hope,” “action.”
They have high emotional valence, particularly at this time.
Clinton used words like “conversation” and “leader,” and
they didn’t have the same emotional valence. And in addi-
tion, Obama delivered them with a tremendous inspira-
tional tone. That also affected things greatly. So yes, I think
actually it did play a big role. ...
http://flickr.com/photos/jbenson2/253 1469404/
The details that go into Obama’s “look”
If you think about it, a campaign is really about PR and
marketing. And interestingly, the father of public relations
was the nephew of Sigmund Freud. He used those same
concepts of the subconscious.
And that’s what we’re talking about here. It’s not the
conscience meaning of the word: it’s the unconscious emo-
tion it evokes. Because when it’s out of your awareness, it
has the ability to make you behave and do certain things
that you wouldn’t if you knew it was present.
...
I do think Obama really has a special talent in this arena
of deciding what words to use with a particular valence.”
Dr. Saltz seams here to strongly suggest that Obama is
indeed using subconscious hypnosis techniques in his cam-
paign. However, she only scratches the surface of Obama’s
techniques and does not put together the ethical issue of
how deceptive and immoral his tactics are.
Hypnosis/NLP expert discusses Obama’s use of mind
control techniques on radio
Dr. Horton, who has been working in the field of hypno-
sis and NLP for 25 years has called Obama’s methods clearly
the use of hypnosis and effectively “Mind control.”159 The
discussion on this radio program160 describes Obama’s
367
use of the 48 Laws of Power, by Greene, a treatise on mass

deception, total absence of emotion.161 Obama is often
referred to as detached emotionally, and not just “cool”
but in fact so detached as to be of concern to some peo-
ple. Discussed is Obama’s ability to project people’s hopes
and dreams onto him, and Obama’s use of hypnosis to get
masses to view him as the vehicle to get whatever he wants
through Obama’s vague “yes we can”, “change” and “we are
the ones we have been waiting for” speeches.
The discussion addresses Obama’s cadence rhythm and
speaking tone, taking breaks after 5-8 word phrases, and
how he cleverly uses pauses such as “together, . ..as we look
to the future,” to send subconscious messages we are not
even aware of.
One specific hand gesture being used by Obama dis-
cussed was Obama’s rousing emotion from the audience,
and then touching his face, or tie, as a method of subcon-
sciously transferring those emotions onto him by bringing
the person’s focus back to him while in that elicited state.
Also discussed is how Obama morphs into a different per-
son with different voice depending on which group he is
talking to.
Website analyzes Obama’s use of hypnosis in speeches
A website looking at the hypnotic aspects of Obama’s
speeches and comparing them to other candidates, and
Hitler, who was well-known to use hypnosis, provided the
following commentary:
http://www.nfnlp.com/
Dr. Wil Horton, licensed clinical psychologist,
8/2/2008 2:00:00 PM clintons4mccain radio,http://
www.blogtalkradio.com/clintons4mccain/2008/08/02/
Does-Hillary-REALLY-Have-a-Chance
368
Law 3: Conceal Your Intentions. Law 7: Get Others to Do

the Work for You, but Always Take the Credit. Law 15:
Crush Your Enemy Totally. Law 33: Discover Each Man’s
Thumbscrew.
162 by Michael, website at http://www.transformdesti-
ny.com/blog/?tag=conversational-hypnosis
Barack Obama: Democratic candidate, Feb 5, 2008, remarks

on Super Tuesday
58% hypnotic language. Complete mastery of the lan-
guage, including highly abstract pacing and leading lan-
guage for creating emotion and motivation. In addition to
the language patterns, he is fantastic at going higher up
in level of abstraction beyond details, while still manag-
ing to sound relevant. He uses Ericksonian-style language
patterns, including presuppositions and nominalizations
extensively.
This is only a sample of 500 words from a single speech,
but as you can see, Obama tops the crowd using nearly 60%
hypnotic language patterns. In my opinion, this is purpose-
ful language, likely written by a very skilled speech writer
— perhaps someone trained in Neuro-Linguistic Program-
ming or Hypnosis.
Another website also provides similar commentary.163
Obama uses hypnotic command to dismiss the Rev
Wright questions
Regarding Rev. Wright, Obama in an interview with
Chris Mathews on MSNBC, simply says, with his amazing
hyper-confidence, “three weeks from now, everybody will
have forgotten..” He doesn’t even say, I hope this will be
forgotten. He clearly states it as a command. That easily, for
millions of Americans, the question of why he sat in a racist,
anti-American church for 20 years is unimportant.
369
When Obama faces any attack or issue that hurts him,

he simply says this is the old politics, and that this issue
doesn’t solve the people’s problems. He calls it a “distrac-
tion.” A word that clearly has a very powerful message, to be
overlooked. When the idea of a distraction is commanded
hypnotically, in can, as we see, sometimes be more power-
ful than all the logic which says, “wait, Obama’s character
is relevant.166 He groups everything that hurts him polit-
ically, from his empty record to his connections with Fara-
khan and Hamas, to his elitism, and all the questions about
his character and patriotism under his magical umbrella of
issues that “distractions” or what he calls “fear tactics.” The
rational part of one’s mind should realize that Obama’s
connections to these people, combined with how little we
know about Obama disqualify him from the Presidency, but
as emotional beings, many are driven by simply wanting
him as President.
Obama’s speech on race March 18, 2008 Philadelphia –
hypnotic storytelling throughout
This speech is symbolically in the “city of brotherly love.”
Notice how he carefully plans venues for such speeches,
Berlin to be like JFK, “Unity” when he and Clinton are try-
ing to get along. Has any candidate before ever paid this
much attention to such small symbolisms?
Obama is using hypnotic storytelling techniques from
the start of the speech, when Obama is talking about a dif-
ferent time, “221 years ago...in a hall that still stands across
the street....farmers, scholars” in his slow rhythm, through
to the end. As discussed above with regards to the Califor-
nia Convention 2007 Speech, hypnotic storytelling is a fun-
damental of hypnosis. The stories in this speech are count-
less, practically
http://greatguys.blogspot.com/2008/09/i-mustve-
seen-different-speech.html
370
Hardball College Tour interview Barack Obama, Chris

Mathews, http://www.msnbc.msn.com/id/23925495/
page/4/
As he said it, in three weeks’ time, it was forgotten by
most. Coincidentally, Wright, happened to shortly thereaf-
ter come public with some more extreme comments pre-
cisely giving Obama another chance to now denounce him
more concretely. This had the precise effect of Obama then
being able to say he did denounce Wright, after Obama
initially refused to, so that the story would die down, and
Wright has been largely silent since. -Another interesting
coincidence nobody suspected.
Obama said in his democratic convention acceptance
speech that issues such as his character are off limits.
throughout. Through much of Obama’s speech, what is
a story and what is not are completely blended and inter-
twined. He takes you through a host of emotions starting
with guilt about slavery, to all types of stories about broth-
erly love and togetherness, meanwhile using his thumb and
forefinger anchoring technique almost throughout, and
implanting messages hidden within the stories into your
subconscious. He gets your imagination prevail over your
rationality, and you find yourself feeling the heartwarming
tales that the people in all these stories felt, and associating
those with him. He consistently paces throughout, “This
presidential campaign” or “I chose to run for president – at
this moment (in history)” just two of many pacing state-
ments with anchors, and “this moment”, “this election”,
and “this time” (repeated nearly half a dozen times).
He builds warm emotions with generic statements like
“We all want to move in the same direction. ..towards a bet-
ter future.. .for our children and grandchildren.”
The way he dismisses the whole Rev. Wright affair with-
out discussing how he could have not known Wright was
371
racist and anti-American (which he denies) is by saying he

is “not the most conventional candidate.” Notice how you
have to agree with it because you do not have time to dis-
sect what part of non-conventional is due to his race, and
what part is due to something improper that he has done
for twenty years.
At 4:56 he says “A story that has seared into my genetic
makeup the idea that this nation is more than the sum of its
parts, that out of many, we are truly one”, meanwhile point-
ing down as if to command almost the whole way through
that statement. Notice how many times he talks about being
one with his audience. This is building and reinforcing a
subconscious connection with his audience, often by using
his hypnotic anchor hand gesture. In fact, such stories are
designed to “sear” their way into your subconscious with the
message that he and you, the subject, “are truly one.” More
include “let us all find our common stake in one-another”,
and “we can come together.” He describes children of dif-
ferent races getting along at multiple times throughout the
speech. He tells stories containing embedded all the warm
feelings that he in fact places into the subconscious minds
of the audience, which warms, or at least thaws the outrage
over Wright.167
He beautifully plays the audience like a violin taking
positions on both sides, and criticizing from all angles and
perspectives. In the end, we forget that he fails to address
what he calls “nagging questions” because he cannot. They
aren’t “questions”, they are impossibilities for which there
is no answer, but which he dances around and dodges beau-
tifully. It is impossible that he could not have know his pas-
tor’s true views and character for twenty years. It is impos-
sible that someone who says “g-d.d-mn America” loves this
country in the same way as someone who is shocked by
these words. It is impossible that Obama had he good and
372
strong character, would have stayed in that church. It is

impossible, that had Obama possessed good judgment, that
he would have stayed in that church. It is impossible, that
had Obama not agreed with such views, would have stayed
in that church.
In the end, he convinces many on emotion and warm
feelings driven through to the subconscious through con-
tinuous hypnotic storytelling, telling hypnotic story after
hypnotic story each with a theme about how he wants the
audience to feel. Obama ends up slipping out of the con-
sequences of a personal history what would rationally have
destroyed any candidate.
and Igor Ledochowski, How to Destroy Resistance With
Stories: Priming the Subconscious Mind, p246-247.
Obama’s hypnotic logo

Obama adds to this by giving a visual point of fixation
– his logo. No doubt that one intended meaning, of many,
is that the circle is also an “O” for “O”bama. By itself that is
not all that significant.
Obama’s logo is highly hypnotic, because unlike any
other logo in presidential history, you do not look at it, but
through it. One subconsciously looks though the circle to
the light inside, like the light at the end of the tunnel, with-
out consciously realizing it. This visual point of focus is help-
ful in multiple ways to focus one’s attention, as well as to dis-
tract the critical factor. Notice how it is always there on the
podium – a small one in the middle, just enough for your
conscious mind to miss, but for you to see subconsciously.
Additionally, Obama’s logo looks very much like a crys-
tal ball. Notice how it looks like it is shining brightly. Crystal
balls are used by hypnotists as one of their favorite focus
points for aiding in trance induction. 168
373
Also notice how Obama’s podium messages are never

something like “country first” like McCain has, which
needs conscious interpretation. Obama’s podium messag-
es are always simplistic hypnotic commands including the
words “Need” or “Believe” or “Change.” A common Obama
podium message is the word in large letters “CHANGE”,
and beneath it “WE NEED.” The reason this is hypnotic,
and part of his hypnotic trance induction, is because the
message is vague, and has two meanings because it can be
read both as “change we need”, and as “we need change.”
Per the discussion on trans-derivation in this document, as
your mind tries to figure out which meaning is intended
(and cannot resolve it because both are in fact intended)
your mind is subject to trance induction and distraction,
while your subconscious mind becomes more accepting of
suggestion.
Obama’s strange hand gesture & hand-holding conver-
sation with Senator Lieberman
In a very unusual report, Obama is reported to grab
another Senator with whom he is in a disagreement with,
Sen. Joseph Lieberman, and lead him by the hand across
the Senate floor and then speak to Lieberman in a passion-
ate manner with strange had gestures.169
The reason this is strange, is, besides the investigation
of Obama for use of hypnosis in his speeches and other
aspects of his campaign, is that the description of this “heat-
ed conversation” sounds somewhat like some very specific
hypnotic induction techniques, including one hand and
handshake instant induction techniques.170
son, M.D. Volume 1, p189 re use of crystal balls in trance
induction.
374
Obama in heated Conversation with Lieberman http://

www.huffingtonpost.com/2008/06/04/lieberman-car-
ries¬mccains_n_105179.html
The Handshake Induction (from http://en.wikipedia.
org/wiki/Milton_H._Erickson)
Confusion is the basis of Erickson’s famous hypnotic
handshake. Many actions are learned and operate as a sin-
gle “chunk” of behavior: shaking hands and tying shoelaces
being two classic examples. If the behavior is diverted or fro-
zen midway, the person literally has no mental space for this
- he is stopped in the middle of unconsciously executing a
behavior that hasn’t got a “middle”. The mind responds by
suspending itself in trance until either something happens
to give a new direction, or it “snaps out”. A skilled hypnotist
can often use that momentary confusion and suspension of
normal processes to induce trance quickly and easily.
By interrupting the pattern of a “normal” handshake
in some way, the hypnotist causes the subject to wonder
what is going on. If the handshake continues to develop in
a way which is out-of-keeping with expectations, a simple,
non-verbal trance is created,
The article states:

“Obama In Heated Conversation With Lieberman, June
4, 2008 12:24 PM, Sam Stein, The Huffington Post: Further-
more, during a Senate vote Wednesday, Obama dragged
Lieberman by the hand to a far corner of the Senate cham-
ber and engaged in what appeared to reporters in the gal-
lery as an intense, three-minute conversation. While it was
unclear what the two were discussing, the body language
suggested that Obama was trying to convince Lieberman
of something and his stance appeared slightly intimidating.
Using forceful, but not angry, hand gestures, Obama liter-
ally backed up Lieberman against the wall, leaned in very
375
close at times, and appeared to be trying to dominate the

conversation, as the two talked over each other in a few
instances. Still, Obama and Lieberman seemed to be try-
ing to keep the back-and-forth congenial as they both pat-
ted each other on the back during and after the exchange.
Afterwards, Obama smiled and pointed up at reporters
peering over the edge of the press gallery for a better
glimpse of their interaction. Obama loyalists were quick
to express their frustration with Lieberman’s decision and
warned that if he continues to take a lead role in attacking
Obama it could complicate his professional relationship
with the Caucus.”171
It sounds more unbelievable than to even suggest seri-
ously, but certain aspects of the “conversation” just have
hypnotist written all over it. This report is not inconsistent
with the absurd-sounding possibility that Obama tried to
use hypnotic techniques on Senator Lieberman right there
on the Senate floor. This includes the motive, Lieberman’s
recent criticisms of Obama, and Obama’s alleged method
of grabbing Senator Lieberman by the hand and leading
him by the hand across the Senate floor (see handholding
as part of instant induction techniques), the forceful hand
gestures, backing Lieberman up against the wall, and lean-
ing in very close, appearing to try to dominate the conver-
sation, the patting on the back, all until being apparently
interrupted by reporters.172
Obama’s use of a fake presidential seal
Obama at one speech had on the front of his podium a
fake presidential seal which he created, which looked like
the Presidential Seal of the United States, except with a few
modifications such as “Obama” written on it, and his hyp-
notic logo in the center.173 This was likely an attempt at
another subconscious message
376
which may then be reinforced or utilized by the hypno-

tist. All these responses happen naturally and automatically
without telling the subject to consciously focus on an idea.
The various descriptions of Erickson’s hypnotic hand-
shake, including his own very detailed accounts, indicate
that a certain amount of improvisation is involved, and that
watching and acting upon the subject’s responses is key to
a successful outcome. The most important thing is that the
“normal” handshake is subverted in such a way to cause
puzzlement, which may then be built upon.
Richard Bandler was a keen proponent of the hand-
shake induction, and developed his own variant, which is
commonly taught in NLP workshops. Any habitual pattern
which is interrupted unexpectedly will cause sudden and
light trance. The handshake is a particularly good pattern
to interrupt because the formality of a handshake is a wide-
ly understood set of social rules. Since everyone knows
that it would be impolite to comment on the quality of a
handshake, regardless of how strange it may be, the sub-
ject is obliged to embark on an inner search (known as a
transderivational search, a universal and compelling type
of trance) to identify the meaning or purpose of the sub-
verted pattern.
(see also “instant induction techniques” online, such as
“one handed induction”)
Obama in heated Conversation with Lieberman http://
www.huffingtonpost.com/2008/06/04/lieberman-car-
ries¬mccains_n_105179.html
See previous footnote on instant induction and hand-
shake induction.
http://www.victoriataft.com/2008/06/obama-un-
veils-presidential-seal.html
looking Presidential, that, like the light shining down
statement described above, was caught and ridiculed
377
because of its impropriety. Both probably without went

without anyone’s conscious awareness of their small role in
Obama’s broader hypnotic efforts. Both were simply ridi-
culed because of their impropriety. This could be argued to
simply have been an effort by Obama to appear Presiden-
tial, but why the subtle modifications then and why his logo
in the middle?
Assorted other points:
Obama often uses a variety of other subconscious verbal
tricks. At 4:55 pm on September 24, 2008, in a response to
McCain suspending his campaign as a show of non-parti-
sanship to work on the economy, Obama made a statement
about how in this crisis, there are some immediate aspects,
and also some long term aspects that the net administra-
tion will have to deal with. Then he says in the next few sen-
tences “we”. ..”we” several times, and then follows up with
how “we” will have to deal with those long term issues down
the road. He separated it so he was not obviously saying that
he will be the next administration, but subconsciously, that
is probably an intentionally sent message.
There are too many issues to address, and too many
hypnotic techniques to look into even in a single speech.
However, here are a few miscellaneous points.
Notice how often he starts his turn speaking with the
words “Now look...” Not just once or twice, but repeat-
edly, especially when he is in trouble in an interview or
conversation.
When Obama first introduces Biden as his vice presi-
dent to take the stage with Obama for the first time, Obama
announces Biden as, “the next president of the United
States” and then corrects himself to say vice-president, as if
he misspoke. It is difficult to know whether Obama did this
on purpose to make people who are uncomfortable with
him feel more at ease as though Biden would be running
378
the show. Perhaps he misspoke, but then again, how often

does Obama misspeak? .. .As compared to his proven prior
acts of misspeaking purposely as part of subconscious
tactics.
Notice Obama’s sparkling eye-shadow makeup.
On Hannity and Colmes, Mary Matalin said Obama
was “attacking McCain subliminally”, calling McCain “con-
fused.” In another Obama ad, when McCain was criticized
for not knowing how many houses he owned, the voice
slowly paused before saying “he cant remember,” in a deep
powerful voice. Clearly this was a similar tactic to get peo-
ple to be concerned about McCain’s age.
When Hillary had lost the nomination, Obama came
to meet with her. As the story was relayed, Obama had all
journalists board his plane to cover him, and then, in an
unbelievable move, Obama sent his plane, without him,
to another city to intentionally do away with the press so
Obama could talk to Clinton privately without journalists
there.
Regarding the lipstick on a pig comment, it is hard to
know whether Obama intended this to be subconscious or
not. However, on Wednesday September 10, 2008 in what
appeared to be a small library, Obama did try to cover it
up. He said, “nobody actually believes...” that the McCain
camp is offended. Notice how much emphasis he puts on
his favorite programming word “believes” – and the huge
pause thereafter. That is not (supposedly) the end of the
idea nor the sentence. Why a huge pause and emphasis if
that were not the end of the idea? Notice how the whole
statement is made as if it were a command, “nobody actu-
ally believes!”
Notice how Obama copies and piggybacks the popular
points of every candidate he is going against. This is so peo-
ple will look at him as equal to every issue logically, and
379
only differentiate Obama on the issues where he chooses

to, where he is strongest. It allows him to appropriate the
best of the other candidates without ever taking a position.
Look at how he does this even in debates. He would allow
Hillary to answer a question with her wealth of experience,
and then he says that he would have given the same answer,
sometimes even using a metaphor like “dovetail” but he is
also Barack Obama. Remember how starkly different he
was than John McCain? What issues can one name where
he is even describably different than McCain on?
PART 5 – THE VISIBLE EFFECTS OF OBAMA’S HYPNO-

SIS The effects of his hypnosis are undeniable
“The unconscious mind (where Obama is implanting
his hypnotic commands) is the source of our energy. No
amount of will power exerted by the conscious mind can
override it.” Modern Hypnosis Theory and Practice, Masud
Ansari, Ph..D., p43. - this is why many people are so pas-
sionate about Obama. Nobody knows who, not even they.
It is difficult to know how many people have been affected
and how much until November 4th when people actual-
ly vote. Because of Obama’s tactics, we can expect people
to change their mind at the last minute, feel entranced in
the voting booth, vote for people other than they intended,
and other interesting reports. We can expect irregularities
because the lengths people will go to elect Obama to be
unusual, as that desire will supercede some people’s inter-
est in democracy. We can expect significant voter fraud, and
other problems. We have already seen such strange behav-
ior, including many instanced of voter fraud, people bend-
ing the rules as if Obama winning is more important than
the rule, the obviously biased positions of most journalists,
and reports that a respected journalist Gwen Ifill, who is
moderating a debate, who may not have properly disclosed
380
that she is writing a book on Obama, which should have

been done even to avoid the appearance of impropriety.
Obama’s perceived greatness
Bill Richardson called him the “greatest leader of a
generation.”
Nancy Pelosi called Obama “a leader that g-d has bless-
ed us with at this time.”
Millions of people are worshipping a man who has
accomplished virtually nothing but given speeches.
Obama is drawing crowds like only John F. Kennedy
could, except John F. Kennedy was in the military as com-
mander of a torpedo boat, a congressman for six years, a
senator for seven years, won the Pulitzer Prize, and was
President of the United States before he had such support.
Obama now is practically more popular than John F. Ken-
nedy, except without any of the accomplishments.
Obama puts us in a trance where it doesn’t even seem like

it is the Presidency of the United States on the line – he
makes us feel like it is American Idol and we are kids who
want the guy we have a crush on to win.
The media admits Obama is so memorizing it is difficult
to remain objective, that they get chills and shivers from
watching him. The McCain web ads “Love”, as well as “The
Road To Denver” have examples of how people are spell-
bound by Obama174, including media persons. Journalists
admit how swept away they are, how they have a crush on
Obama like they haven’t had since grade school, and feel
sensations going through their bodies while listening to
him.17 5 Journalists admit “its hard to remain objective,”
describing the sensations running up their legs as they lis-
ten to him speak. “I feel a need to do this, I have to” one
Obama supporter says.
381
“Regarding the “turn the page” speech, one typical sup-

porter comments online:
“I was there - i heard, i saw, i witnessed what i had been
hearing only over the media. This guy is a myth, a legend-
ary figure around who we must all assemble. He is the man
to remember, the tree to lean on, the rock on which to
build. Let America give this guy a chance and it is obvious
that it will not be a regretable decision. I am quite sure that
that rustic Medical Doctor who manifested a high degree
of ignoramus when he naively spoke against Barack the
day after he announced his candidacy on C-Span must be
gnashing his teeth now. Barack has demonstrated that he
is not only eloquent, but he is savvy, apt, sound and good
enough for this country, so let’s all endorse him, and work
hard to ensure that we place him in the White House. He
has made it clear that this campaign is not about him, and
not about his family. It is about us, so let us take this whole
thing into our hands, get iito every nook and crany of this
country and win voters for our darling candidate. Barack,
you are the man!!!!!!!!!!”
Another supporter shortly thereafter, writes, “I believe
this wonderful man is a gift from God.” Others compare
him to John F. Kennedy.176 These above are just a small
sample.
Obama’s trance
Mark Bergin of World Magazine writes:
~ ~ ~Obama spell mesmerizing but empty - Candidate’s
appeal takes on cult quality, Charles Krauthammer, Wash-
ington Post
Writers Group, And now, in the most amazing trick
of all, a silver-tongued freshman senator has found a way
to sell hope. To get it, you need only give him your vote.
Barack Obama is getting millions. ... “We are the hope of
the future,” sayeth Obama. We can “remake this world as it
382
should be.” Believe in me and I shall redeem not just you

but your country -- nay, we can become “a hymn that will
heal this nation, repair this world, and make this time dif-
ferent than all the rest.” http://www.chicagotribune.com/
news/chi-oped0218krauthammerfeb18,0,7036639.story
Obama casts his spell – by Charles Krauthammer - ABC’s
Jake Tapper notes the “Helter-Skelter cultish qualities” of
“Obama worshipers,” what Joel Stein of the Los Angeles
Times calls “the Cult of Obama.” Obama’s Super Tuesday
victory speech was a classic of the genre. Its effect was elec-
tric, eliciting a rhythmic fervor in the audience -- to such
rhetorical nonsense as “We are the ones we’ve been waiting
for. (Cheers, applause.) We are the change that we seek.”
http://www.realclearpolitics.com/articles/2008/02/
obama_casts_his_spell.html
175 http://www.hypemovie.com/?gclid=CM7LtP3
17ZUCFQhJagodWnYpeg Tucker Carlson on the press’
early teenage crush for Obama being beyond love.
176 Tracy Smith says Obama’s “stoic eloquence, “ with
lines like, “WE are the ones we’ve been waiting for,” con-
jures up images of President Kennedy. http://www.cbsnews.
com/stories/2008/02/14/earlyshow/main3829938.shtml
“In typical fashion, Obama roused the crowd with soar-
ing rhetoric: “We are the ones we’ve been waiting for.” With
heads cocked, many onlookers seemed to glaze over with
trance-like admiration for the man they believe will rein-
vent American politics.177”
Another Obama fan writes:
“...so I switched to a video of Barack and within a few
moments, I had faded and gone into a drone-like TRANCE!
Like an altered state. Anyone else notice this? What could
it mean?178”
Nicholas M. Guariglia describes Obama’s effect on
many as:
383
~Everyone is telling me he’ll tickle my fancy. I’m sup-

posed to be endeared. Apparently he does all sorts of amaz-
ing trance-like things to you: he’ll “look into your eyes,”
“inspire” your political senses, and when he speaks to his
audiences, he bestows upon you feelings you “haven’t felt
in ages.””179
Daniel Zanoza writes:
“It’s as if a significant portion of the American public is
under some sort of ungodly spell when it comes to Obama
and someone needs to give me a good explanation for
it.”180
Another blogger writes:
“It continues to stun me that people are hypnotized by
Obama’s rhetoric given his lack of substance. His only mes-
sage is “I offer hope” followed by “trust me”. He offers no
plan for change and becomes annoyed when asked directly
for details (hear his interview with Steve Inskeep on NPR
1/9/08). He depends on young voters who- apparently - do
not realize he stands for nothing.”181
One blogger on HuffingtonPost.com writes:
“Like ‘vsign’ I actually started out liking Obama and
thinking that he had a chance to make a difference. After
listening to him and reading about what he proposes to do
as president, I no longer trust him. It’s a pity that so many
people seem to be in a trance and believe that he is some
kind of a god. I hope that they will come to their senses
before it’s too late.”182
http://www.worldmag.com/webextra/13750
http://www.godlikeproductions.com/forum1/
message594429/pg1
http://www.globalpolitician.com/24075-elections
http://r ffm.typepad.com/republicans_for_fair_
medi/2008/02/obama-the-antic.html
384
http://politics.wikia.com/index.php?title=Why_
I_will_Not_Vote_For_Obama
http://www.huffingtonpost.com/users/profile/
vanessar?action=comments&display=all&sort=newest
As a final example, see Reverend James Manning’s
video, likening him to other world leaders, in which he says
“Barack . ..has got you all in a trance”, “Paralyzed hyp-
notic people that follow Barack”
– essentially arguing that Obama with virtually no accom-
plishments has more support than JFK did, and more that
Martin Luther King did, and that this is unnatural,, and this
should be a wake up call that something is not right.183
We know the “Obama phenomenon” is occurring,
and that it is powerful. To many who see through it, it is a
quite creepy. Not only because his image does not match
his complete lack of accomplishments, and complete fail-
ure to bring any real change in his 46 years. People who
follow Obama with sparkles in their eyes try to bring you
into what is a very intense and frightening cult-like follow-
ing – a childish trance-like religious experience wherein
you give up all resistance and submit to Obama love and it
fulfills you completely184 There are significant reports of
even high level political people breaking rules to support
Obama. One narrator of a criticism of Obama supporters’
improper voting tactics describes Obama followers as sim-
ply not being able to see through it.
The first question that no one really wants to examine,
that we must examine, is, what is the logical explanation
for the Obama phenomenon? As logical human beings,
everything has a logical explanation. The media writes it
off as “he is simply very charming and a great orator.” Does
that suffice? His popularity is historic already. Historically,
with some of the horrible leaders who have come to power
through their guile, can we presume such cannot happen
385
in this case just because this is America, and not even exam-
ine this phenomenon?
Perhaps the best way to know Obama’s hypnosis tech-
niques are having an effect is because he is continuing to
use them. If these techniques weren’t working, he wouldn’t
continue to risk his entire political career.
The effects of Obama’s hypnosis on young people, and
more educated people
The effect Obama is clearly having on younger people
is undeniable, and common knowledge that young people
are one of his primary bases of support. Polls, colleges and
the internet are flooded with young people raving about
Obama. Obama also apparently has an increased effect
on people who read more, or are more intellectual. In a
recent article in Newsweek Magazine entitled, “Letter to
the Obama Generation”, author Jonathan Darman advises
“cut the blind devotion.”
In hypnosis science terms, this is not surprising, as
young people are known in psychology to respond better
to hypnosis.185 The critical factor is something that one
is not born with, but is something developed through life
experiences.186 Dr. Erickson’s said of younger people’s
susceptibility to hypnosis:
These two case reports have been presented in consid-
erable detail to illustrate the naturalistic hypnotic approach
to children. There is seldom, if ever, a need for formalized
or ritualistic technique. The eidetic imagery of a child, his
readiness, eagerness and actual need for new learnings, his
desire to understand and to share in activities of the world
about him, and the opportunities offered by “pretend” and
imitation games all serve to enable him to respond compe-
tently and well to hypnotic suggestions.187
h t t p : / / w w w . y o u t u b e . c o m /
watch?v=yTp_atr2G9E&feature=user
386
h t t p : / / w w w. y o u t u b e . c o m / w a t c h ? v = G O -
qe-JPLKfw&feature=PlayList&p=D2DE4AD0F8 129
8F1&index=0&playnext=1
Young people often respond better to hypnosis than
adults, and have the imagination necessary to make the pro-
cess work well. http://www.morpheusclinic.com/content/
frequently-asked-questions
Part 1
Also discussed on the radio program with Dr. Will
Horton cited above, was how young people under thirty
don’t have reference base to compare information with,
and Obama is easily able to implant suggestions that are
unchallenged in people without developed life experiences
because they have nothing to draw from to compare and
contrast such absolute truths with. Younger people do not
have prior experience with which to compare such compel-
ling speech. As adults, many of us have heard at some point
very compelling speech, and know it does not mean that
anywhere near the claimed results will follow.
Younger people are more subject to the influence of
hypnosis generally. The period from age 14 to age 21 is the
best period for both speed of induction and depth of hyp-
nosis.188 After age 20 there is a gradual decline. Younger
people, and people with more intellectual minds, like read-
ers, are also more subject to the influence of hypnosis tech-
niques that work by distracting the conscious mind in order
to access the subconscious, non-dominant hemisphere.189
This is because the processing part of the mind in these
people will be more proactive in trying to solve the prob-
lems and chasing the distractions thrown by the hypnotist,
as intended, leaving the subconscious more vulnerable to
implanting of suggestion. Same with younger people being
more creative, for similar reasons.
387
Younger people have a general need to believe. Young-

er people have internally a need to be imaginative, to do
something different, to change the world, by their nature.
They have a compelling internal drive to be part of some-
thing, and in a way, do something different to make the
world a better place. Obama makes very effective use of this
about young people. However, just because Obama pas-
sionately shouts, “its time for change, new energy, and new
ideas”, does not mean he really has any new ideas. Unfor-
tunately, in helping young people understand that they
are being unduly influenced, they may not want to believe
it just like many adults will not. Perhaps those people not
convinced by this document can explain who Obama sat in
Rev. Wright’s church for 20 years but did not know Wright’s
racist and anti-American views. You can never get a hypno-
tist to admit he is wrong. When you ask him how he didn’t
know Wright’s views, he says he knew some of them but
there were also positive things about the guy. When you ask
him how he stayed in the church, he says he didn’t hear
these particular statements. Obama has played this dance
successfully with every journalist until they gave up and
moved on.
Conclusion and commentary

Obama is beguiling us. He is hypnotizing us like sheep.
Fooling us like children. The Obama phenomenon is essen-
tially idol worship, caused by the well-studied and well-re-
hearsed mind control tricks of a man who is very clever,
able to play the media, and thinks he has the right take
the Presidency of the United States through such decep-
tive means. He takes it upon himself to decide he has the
right to do so, and manipulate us without our knowledge by
sidelining our rational judgment. What does such a person
think of Americans?
388

son, M.D. Volume 1, p186, Erickson 1967, p423.
Ph.D., p31.
son, M.D. Volume 1, p13 – “[Erickson’s] overall strategy
while conducting trance inductions appears to have these
three dimensions. 1) pacing and distraction of the domi-
nant (language) hemisphere.” See also, p137, “The induc-
tion of the altered state of consciousness called trance
requires and implies the distraction and/or utilization of
what Milton calls the conscious mind.”
Worse yet, his hypnosis probably has at least some effect
on millions. Jews voting for the candidate endorsed by Iran,
Hamas, Farakhan, and Khalidi should be a wake up signal
that something is not Kosher.
Obama could not have picked a worse list of support-
ers than Wright, Ayers, the Black Panther Party, Farakhan,
Iran, Hamas, Khalidi, Rezko if he were the Anti-Christ him-
self. This unknown man is trying to gain control of the
world’s largest nuclear weapons arsenal by knowingly and
intentionally using a form of hypnosis on America that is
the most deceptive and manipulative form of communica-
tion known to man.
We are being played like a violin by someone very
smooth, who knows he can just play his games dodging
questions and avoiding issues until the election. This docu-
ment barely scratches the surface of his use of hypnosis. He
knows he can promise anything. If questioned with skepti-
cism, he downplays. Then, he goes right back to promising
everything again. He can take neutral positions covering
himself both ways, because what he is doing is never ana-
lyzed closely enough. He easily makes audiences feel like
he has answered a question without having done so, simply
389
by saying he has. If caught with evidence of his hypnosis,

first, he will surely deny it. He will probably stop doing
it. If it is prove, he will admit it, but say it is not his fault.
Then, he may say that all advertising is part subliminal, and
that everyone does it. Nobody has ever tried to gain the
Presidency like this. It literally doesn’t matter what he says,
because the conscious mind cannot override the subcon-
scious, and he knows that.
Obama is an eloquent speaker, and very clever, but the
rest is hypnosis. He is able to tell us exactly what the polls
say, exactly what he knows we want to hear. – even if he has
to change positions from one day to the next.190 He knows
exactly how to manipulate us. And he is false. Obama’s use
of hypnosis and mind games gets you to make a different
decision than you logically would have, yet he makes you
feel like you came to that decision on your own rational
reasoning. our own feelings are false.
If a person is willing to be this deceptive and smile as
broadly as Obama smiles, there is not telling what else he
may be lying about, and no telling even who he really is.
One must wonder why someone would risk their entire
political career, so certain that if America was given anoth-
er four years to find out who Obama really is, that we would
never elect him, and that he must get the Presidency now,
or never. This is a man we know nothing about, except that
he has no virtually accomplishments, many shady connec-
tions, and lacks the judgment and character to disassociate
such persons, and is an influential orator. We as Americans
have to be stronger than to be influenced by words alone,
even such powerful ones. The speaking style of frowning
and angrily pointing while speaking angrily as part of covert
hypnosis in public speeches is not used by Obama alone,
but also was used by at least one other hypnotist in history
who got millions to follow him. 191 192 193
390
190 Jackie Mason on Obama’s change in every major

position, See amazing video of Obama at 4:40 changing
his position on Iran at http://video.google.com/video-
play?docid=4169200353336147 16&ei=uffkSIHzBZjUqAO-
qg-GZCw&q=jackie+mason+obama+iran&vt=lf .
http://www.theblackvault.com/article-print-8227.html
. See also, “He also maintained his almost hypnotic power
over his entourage and the masses” http://www.grolier.
com/wwii/wwii_hitler.html Also, One of the books Hitler
is believed to have been particularly interested in was the
work of the French psychologist Gustave Le Bon. Le Bon
(1841-1931), had written a book entitled Psychology of
the Masses. It had been translated into German in 1908,
and records show a copy was delivered to the library fre-
quented by Hitler that same year. Le Bon’s book describes
his theories on crowds and their behaviour. He had iden-
tified that group behaviour could be manipulated by
hypnotic suggestion, and that few individuals in a crowd
possess a sufficiently strong personality to resist such sug-
gestion. http://ezinearticles.com/?Inspiration,-Motiva-
tion-and-the-Link-to-Hypnosis---Article-Five&id=988 173
Obama is even taking away your ability to rationally
judge and scrutinize what he is putting into your subcon-
scious. One must wonder the true nature of a person who
is willing to literally hypnotize us like children, in order
to try and manipulate us into voting for him by sidelining
our rational judgment. Obama is effectively saying, “the
voter cannot be trusted to make this a logical decision, I
will decide for them.” This is a frightening character trait
suggestive of someone who almost believes he is some type
of Messiah. Obama’s hyper-confidence alone is frightening.
He is neither simply confident nor overconfident nor even
simply arrogant. Obama’s aura almost suggests he believes
himself to be Messianic, and his right to the Presidency
391
long overdue and unquestionable. Not to mention his

right to hypnotize millions to get that Presidency absolute.
There was a moment during the Clinton primaries, where
Bill Clinton made some strong statements against Obama,
and Obama’s reaction to the former President was clearly
one of being annoyed. It is questionable what type of psy-
chological g-d complex or other abnormality would make
Obama look down upon a former President as annoying.
Obama’s insulting hand gestures provide more insight
into his disturbing true nature that he successfully hides
99% of the time, that of someone who uses psychological-
ly manipulative subconscious techniques to implant sec-
ond-grade school-yard insults in the minds of unaware vot-
ers. Obama’s use of hypnosis on millions of people without
our knowledge nor permission is unparalleled subterfuge.
What kind of person presumes that they have the right to
hypnotize Americans like children, and use mind control
techniques which circumvent our rational judgment? But
even more amazingly, what type of person runs for Presi-
dent of the United States with such behavior? - repeated-
ly flashing such insulting hand gestures at his opponents,
trying to send subconscious messages? It is beyond obnox-
ious. Only a disturbed individual would think he is slip-
pery enough to get away with something like this. Only a
disturbed person would think they should get away with
something like this, and with no accomplishments having
never run anything become leader of the free world. Only
a disturbed individual who thinks he can do absolutely any-
thing would try, because to any sane person running for
President, the risks of being caught would outweigh the
potential rewards of such behavior. The hypnosis, trying to
fool an entire nation, the obscene hand gestures towards
his opponents again and again. Obama’s actions present
the frightening picture of a genuinely perverted man, an
392
egomaniac hypnotist with a g-d complex grown from his

ability to get millions to eat out of his hand. The fact that
he refers to his own message as a light shining down from
above. The fact that he refers to himself as an epiphany.
The fact that he does hand gestures to make it look like
he is parting the water like Moses. The fact that he does all
those other things to make people like Nancy Pelosi come
out and say he is ‘sent by g-d.”
One must also wonder what would happen to this coun-
try if Obama won, and only afterwards was it uncovered
how he used hypnosis to gain the Presidency. What if upon
discovery, many said they would not have voted for him
otherwise? Those entrusted with protecting our democracy
must do a better job protecting it. Our entire nation was
almost lost to a con-man.
The media may avoid this story for a number of reasons.
Maybe it is too complicated for them, doesn’t fit a sound
byte mold, or maybe cannot be delivered in a 60 second
news story before moving on. Then again, it may be the
most watched news story from now until the election. This
story must break. People must know what is happening and
those who help spread this word may be looked back on as
heroic defenders of
democracy. Let’s learn from history, not learn that we
can repeat it. Our democracy is on the line.
Compare the angry frowning and angry pointing and
speaking style of Obama
http://www.mikefrancesa.com/wordpress/?p=101 1
Compare the angry frowning and angry pointing and
speaking style of Obama 18:00minutes into his California
Democratic National Convention speech with the individ-
ual on this video http://video.google.com/videoplay?do-
cid=-21 1746012802428229&ei=h-PESJCLBqfcqAO3s5S-
3BQ&q=adolph+hitler+speech+1933&vt=lf
393
The effects of his hypnosis must be cancelled out by

people starting to take a rational look at who he is, includ-
ing the media. It is certainly a concern that this type of hyp-
nosis is so effective that even after learning what Obama is
doing, many may still not believe and accept that Obama is
hypnotizing them and that they might not otherwise vote
for him. 194 It is my hope that the effects of all of Obama’s
hypnotic and subconscious tactics are wiped away and neu-
tralized completely. ..that everyone now be allowed to think
and make logical and rational decisions.
394
Mk Ultra
From the Internet, for informational

purposes only.
“The control over a person’s behavior ostensibly achieved
in hypnosis obviously nominates it for use in the difficult
process of interrogation.” So begins a CIA study of “Hypno-
sis in Interrogation” which appeared in the agency’s classi-
fied journal Studies in Intelligence. Could placing interrog-
atees under trance help loosen their lips? That was one of
many operational uses of hypnosis that the CIA pondered
and tested.
The Studies in Intelligence article, which was written in
1960 by
Edward F. Deshere, sheds some light on the CIA’s inter-
est in hypnosis, but it tells only a tiny, incomplete part of
the story. Given the potential power of hypnosis to unlock
the secrets of the mind, Deshere found it “surprising that
nobody . . . seems to have used it in this way.” He searched
the literature and consulted top experts, but found no intel-
ligence agency that “admits to familiarity with applications
of the process [of hypnosis] to interrogation.”
In fact, such applications had already been tested by the
CIA and others, but it appears that Deshere—like most CIA
officers at the time—was not privy to information about
MKULTRA, the agency’s super-secret program of mind and
behavior control research. The program, launched in 1953
to expand on previous CIA investigations of related topics,
would last until 1963.
395
In the mid-1970s, congressional committees investi-

gating MKULTRA discovered that the CIA had become
involved with a startling array of brainwashing techniques.
The methods studied under MKULTRA included electro-
shock, subliminal communication, sensory deprivation and
stimulation, the use of drugs (from “truth serum” to hard
narcotics to LSD), and yes, even hypnosis. Many of these
experiments were conducted on unwitting human subjects,
and several MKULTRA projects are listed among the most
appalling CIA abuses on record. (See Dossier’s document-
ed feature on MKULTRA for more information.)
Hypnosis, in fact, had attracted the interest of military
and intelligence agencies years before MKULTRA. In The
Search for the “Manchurian Candidate,” a thorough his-
tory of the CIA’s mind control work, author John Marks
devoted an entire chapter to the study and use hypnosis.
“No mind-control technique has more captured popular
imagination—and kindled fears—than hypnosis,” Marks
noted. For the CIA officials tasked with turning mental abil-
ities (and vulnerabilities) into Cold War weapons, “hypno-
sis offered too much promise not to be pursued.”
The CIA’s first major involvement with hypnosis origi-
nated in the Office of Security, which in 1950 formed spe-
cial interrogation squads—each of which was staffed with
an expert hypnotist—for the purpose of evaluating poten-
tial foreign agents and defectors from enemy countries.
Code-named BLUEBIRD, the program was put under the
command of Morse Allen, a former officer of both Naval
Intelligence and the State Department, who developed an
avid interest in hypnosis when he joined the CIA’s Office of
Security. (Shortly thereafter, BLUEBIRD took on the new
codename
ARTICHOKE, the project that directly preceded
MKULTRA.)
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According to Marks, not only did Allen consult with and

employ some of the top academic experts on hypnosis, he
also conducted his own experiments: “He asked young CIA
secretaries to stay after work and ran them through the hyp-
notic paces—proving to his own satisfaction that he could
make them do whatever he wanted. He had secretaries steal
SECRET files and pass them on to total strangers, thus vio-
lating the most basic CIA security rules. He got them to
steal from each other and start fires. He made one of them
report to the bedroom of a strange man and then go into
a deep sleep.”
Allen recorded the observation that “this activity clearly
indicates that individuals under hypnosis might be compro-
mised and blackmailed.” Those were helpful abilities for a
spy agency, to be sure, but Allen later envisioned a more
extreme use of hypnosis. In 1954 he hypnotized another
secretary, and convinced her while in the trance to pick up
and shoot an (unloaded) gun at another secretary.
The implications were serious: agents could conceivably
be induced to assassinate a target without knowing what
they were doing. However, Allen had learned enough about
hypnosis to be skeptical that such an operation could actu-
ally be pulled off. No one could be sure that such experi-
mental successes could be carried over into the operational
realm. Hypnosis was surely attractive, but it was also unreli-
able; there were simply too many variables in how subjects
might act under hypnosis or under the power of post-hyp-
notic suggestion.
One CIA psychologist who was heavily involved in later
hypnosis research, John Gittinger, saw promise but prat-
falls with the technique. “Predictable absolute control is
not possible on a particular individual,” he concluded, and
absolute control, after all, was the objective. The pre-pro-
grammed assassin remained an elusive goal.
397
Still, the CIA would do everything in its power to identify

intelligence uses of hypnosis. In 1977, the agency informed
Congress that of the 149 subprojects that were launched
under MKULTRA, eight dealt with hypnosis—including two
that studied “hypnosis and drugs in combination.” Hypno-
sis research was conducted by several renowned scientists
whose funding would later be traced to the CIA. At major
universities and top research institutes, as well as military
bases and prisons, subjects were put into trance in experi-
ments that were intended first and foremost to advance the
CIA’s ability to operationalize hypnosis.
In 1960, the CIA’s counterintelligence (CI) staff became
involved in the effort. Intent on discovering and improving
on the Soviet Union’s mind games, the CI offi cers saw hyp-
nosis as a “potential breakthrough in clandestine technolo-
gy,” as it was described in one CIA document.
For the CI staff, interest in hypnotism went beyond the
theoretical into the operational. In July 1963, the CIA issued
a 128-page “Counterintelligence Interrogation” manual, a
document that was not made public until 1997. Among the
tactics described for “coercive” interrogation of “resistant
sources” was hypnosis. (ParaScope has made available both
an online and a print version of this startling document.)
“The problem of overcoming the resistance of an unco-
operative interrogatee is essentially a problem of inducing
regression to a level at which the resistance can no longer
be sustained,” the manual said. “Hypnosis is one way of
regressing people.”
The manual cited the work of Martin Orne, a famous
psychologist who received several CIA subsidies under
MKULTRA for his research on hypnosis and interrogation.
Like other experts, Orne concluded that hypnosis would
probably be of marginal use for this purpose. To the CI
398
Mk Ultra
staff, Orne’s generally skeptical view of the technique was

“somewhat too cautious or pessimistic.”
The manual suggested, for example, that a CIA inter-
rogator “could tell a suspect double agent in trance that
the KGB is conducting the questioning, and thus invert
the whole frame of reference” for the interrogatee. “[O]
nce the subject is tricked into believing that he is talking to
friend rather than foe, or that divulging the truth is the best
way to suit his own purposes, his resistance will be replaced
with cooperation. The value of hypnotic trance is not that
it permits the interrogator to impose his will but rather that
it can be used to convince the interrogatee that there is not
valid reason not to be forthcoming.”
The manual added that hypnosis “offers one advantage
not inherent in other interrogation techniques or aides:
the posthypnotic suggestion.” In certain cases, the manual
instructed:
“[I]t should be possible to administer a silent drug to a
resistant source, persuade him as the drug takes effect that
he is slipping into a hypnotic trance, place him under actu-
al hypnosis as consciousness is returning, shift his frame
of reference so that his reasons for resistance become rea-
sons for cooperation, interrogate him, and conclude the
session by implanting the suggestion that when he emerges
from trance he will not remember anything about what has
happened.”
Although the CIA’s hypnosis work had advanced con-
siderably by the early 1960s, you wouldn’t know it from
reading Deshere’s report for Studies in Intelligence. At the
same time, Deshere does have plenty to say about potential
roles for hypnosis in the spy trade, exploring several crucial
questions about the utility of the technique. Can interroga-
tees under trance be made to tell the truth and nothing but
the truth? Can they be hypnotized without their quiescence
399
or their knowledge? Can they, though post-hypnotic sug-

gestion, be turned into virtual spy-robots to do the CIA’s
bidding? Can amnesia be induced by the hypno-handlers
to erase memories of spy missions?
After conducting a lengthy analysis, Deshere concluded
that there was probably some use for hypnosis in interroga-
tions, of a very limited nature. He wrote that “the hypnot-
ic situation, rather than hypnosis itself, could be used to
relieve a person of any sense of guilt for his behavior, giving
him the notion that he is helpless to prevent his manipula-
tion by the interrogator.” Deshere described how such an
operation could work:
“A captive’s anxiety could be heightened, for example,
by rumors that the interrogator possesses semi-magical
techniques of extracting information. A group of collabo-
rating captives could verify that interrogees lose all control
over their actions, and so on. After such preliminary condi-
tioning, a ‘trance’ could be induced with drugs in a setting
described by Orne [the MKULTRA researcher discussed
above] as the ‘magic room,’ where a number of devices
could be used to convince the subject that he is responding
to suggestions.”
Once the interrogatee was persuaded that he was under
the control of his handlers, Deshere reasoned, “the individ-
ual could legitimately renounce responsibility for divulging
information, much as if he had done it in delirium.”
Deshere’s elaborate plan was pretty dry stuff, when com-
pared to some of the more grandiose CIA hypnosis schemes
hatched during the early years of the Cold War. Just how far
did the CIA take its investigation of the uses of hypnosis?
We may never know all of the answers, but this once-secret
report offers more clues as to why the trance technique was
added to the CIA’s arsenal of mind control weapons.
400
Mk Ultra
CENTRAL INTELLIGENCE AGENCY

WASHINGTON 25, D. C.
OFFICE OF THE DIRECTOR

25 APR 1956
MEMORANDUM FOR: The Honorable J. Edgar Hoover

Director, Federal Bureau of Investigation
SUBJECT: Brainwashing
The attached study on brainwashing was prepared by
my staff in response to the increasing acute interest in the
subject throughout the intelligence and security compo-
nents of the Government. I feel you will find it well worth
your personal attention. It represents the thinking of lead-
ing psychologists, psychiatrists and intelligence specialists,
based in turn on interviews with many individuals who have
had personal experience with Communist brainwashing,
and on extensive research and testing. While individuals
specialists hold divergent views on various aspects of this
most complex subject, I believe the study reflects a synthe-
sis of majority expert opinion. I will, of course, appreciate
any comments on it that you or your staff may have.
(signed)
Allen W. Dulles
Director
ENCLOSURE
A REPORT ON COMMUNIST BRAINWASHING

The report that follows is a condensation of a study by
training experts of the important classified and unclassified
information available on this subject.
401
BACKGROUND
Brainwashing, as a technique, has been used for centu-
ries and is no mystery to psychologists. In this sense, brain-
washing means involuntary reeducation of basic beliefs and
values. All people are being reeducated continually. New
information changes one’s beliefs. Everyone has experi-
enced to some degree the conflict that ensues when new
information is not consistent with prior belief. The expe-
rience of the brainwashed individual differs in that the
inconsistent information is forced upon the individual
under controlled conditions after the possibility of critical
judgment has been removed by a variety of methods.
There is no question that an individual can be broken
psychologically by captors with knowledge and willingness
to persist in techniques aimed at deliberately destroying
the integration of a personality. Although it is probable that
everyone reduced to such a confused, disoriented state will
respond to the introduction of new beliefs, this cannot be
stated dogmatically.
PRINCIPLES OF HUMAN CONTROL AND REACTION

TO CONTROL
There are progressive steps in exercising control over
an individual and changing his
behaviour and personality integration. The following
five steps are typical of behaviour changes in any controlled
individual:
1. Making the individual aware of control is the first stage

in changing his behaviour. A small child is made aware
of the physical and psychological control of his parents
and quickly recognizes that an overwhelming force
must be reckoned with. So, a controlled adult comes
to recognize the overwhelming powers of the state and
402
Mk Ultra
the impersonal, “incarcerative” machinery in which he

is enmeshed. The individual recognizes that definite
limits have been put upon the ways he can respond.
(Approved for Release) (62-80750-2712X)

(Date: 8 FEB 1984)
2. Realization of his complete dependence upon the con-

trolling system is a major factor in the controlling of
his behavior. The controlled adult is forced to accept
the fact that food, tobacco, praise, and the only social
contact that he will get come from the very interrogator
who exercises control over him.
3. The awareness of control and recognition of depen-

dence result in causing internal conflict and break-
down of previous patterns of behaviour. Although this
transition can be relatively mild in the case of a child,
it is almost invariably severe for the adult undergoing
brainwashing. Only an individual who holds his values
lightly can change them easily. Since the brainwash-
er-interrogators aim to have the individuals undergo
profound emotional change, they force their victims
to seek out painfully what is desired by the controlling
individual. During this period the victim is likely to have
a mental breakdown characterized by delusions and
hallucinations.
4. Discovery that there is an acceptable solution to his

problem is the first stage of reducing the individual’s
conflict. It is characteristically reported by victims of
brainwashing that this discovery led to an overwhelm-
ing feeling of relief that the horror of internal conflict
would cease and that perhaps they would not, after all,
403
be driven insane. It is at this point that they are pre-

pared to make major changes in their value-system. This
is an automatic rather than voluntary choice. They have
lost their ability to be critical.
5. Reintergration of values and identification with the

controlling system is the final stage in changing the
behaviour of the controlled individual. A child who
has learned a new, socially desirable behaviour demon-
strates its importance by attempting to as—apt the new
behaviour to a variety of other situations. Similar states
in the brainwashed adult are
(SECTION DELETED BY CIA)

pitiful. His new value-system, his manner of perceiving,
organizing, and giving meaning to events, is virtually inde-
pendent of his former value—system. He is no longer capa-
ble of thinking or speaking in concepts other than those he
has adopted. He tends to identify by expressing thanks to
his captors for helping him see the light. Brainwashing can
be achieved without using illegal means. Anyone willing to
use known principles of control and reactions to control
and capable of demonstrating the patience needed in rais-
ing a child can probably achieve successful brainwashing.
COMMUNIST CONTROL TECHNIQUES AND THEIR

EFFECTS
A description of usual communist control techniques
follows.
1. Interrogation. There are at least two ways in which

“interrogation” is used:
a. Elicitation, which is designed to get the individu-
al to surrender protected information, is a form
404
Mk Ultra
of interrogation. One major difference between

elicitation and interrogation used to achieve
brainwashing is that the mind of the individual
must be kept clear to permit coherent, undistort-
ed disclosure of protected information.
b. Elicitation for the purpose of brainwashing con-
sists of questioning, argument, indoctrination,
threats, cajolery, praise, hostility, and a variety
of other pressures. The aim of this interrogation
is to hasten the breakdown of the individual’s
value system and to encourage the substitution
of a different value-system. The procurement of
protected information is secondary and is used
as a device to increase pressure upon the individ-
ual. The term “interrogation” in this paper will
refer, in general, to this type. The “interrogator”
is the individual who conducts this type of inter-
rogation and who controls the administration of
the other pressures. He is the protagonist against
whom the victim develops his conflict, and upon
whom the victim develops a state of dependency
as he seeks some solution to his conflict.
2. Physical Torture and Threats of Torture. Two types

of physical torture are distinguishable more by their
psychological effect in inducing conflict than by the
degree of painfulness:
a. The first type is one in which the victim has a pas-
sive role in the pain inflicted on him (e.g., beat-
ings). His conflict involves the decision of wheth-
er or not to give in to demands in order to avoid
further pain. Generally, brutality of this type was
not found to achieve the desired results. Threats
of torture were found more effective, as fear of
405
pain causes greater conflict within the individual

than does pain itself.
b. The second type of torture is represented by
requiring the individual to stand in one spot for
several hours or assume some other pain-induc-
ing position. Such a requirement often engen-
ders in the individual a determination to “stick
it out.” This internal act of resistance provide a
feeling of moral superiority at first. As time pass-
es and his pain mounts, however, the individual
becomes aware that it is his own original deter-
mination to resist that is causing the continuance
of pain. A conflict develops within the individual
between his moral determination and his desire
to collapse and discontinue the pain. It is this
extra internal conflict, in addition to the conflict
over whether or not to give in to the demands
made of him, that tends to make this method of
torture more effective in the breakdown of the
individual personality.
3. Isolation. Individual differences in reaction to iso-

lation are probably greater than to any other meth-
od. Some individuals appear to be able to withstand
prolonged periods of isolation without deleterious
effects, while a relatively short period of isolation
reduces others to the verge of psychosis. Reaction
varies with the conditions of the isolation cell. Some
sources have indicated a strong reaction to filth and
vermin, although they had negligible reactions to
the isolation. Others reacted violently to isolation
in relatively clean cells. The predominant cause of
breakdown in such situations is a lack of sensory
stimulation (i.e., grayness of walls, lack of sound,
406
Mk Ultra
absence of social contact, etc.). Experimental sub-

jects exposed to this condition have reported vivid
hallucinations and overwhelming fears of losing
their sanity.
4. Control of Communication. This is one of the most

effective methods for creating a sense of helpless-
ness and despair. This measure might well be con-
sidered the cornerstone of the communist system of
control. It consists of strict regulation of the mail,
reading materials, broadcast materials, and social
contact available to the individual. The need to com-
municate is so great that when the usual channels
are blocked, the individual will resort to any open
channel, almost regardless of the implications of
using that particular channel. Many POWs in Korea,
whose only act of “collaboration” was to sign peti-
tions and “peace appeals,” defended their actions on
the ground that this was the only method of letting
the outside world know they were still alive. May stat-
ed that their morale and fortitude would have been
increased immeasurably had leafl ets of encourage-
ment been dropped to them. When the only con-
tact with the outside world is via the interrogator,
the prisoner comes to develop extreme dependency
on his interrogator and hence loses another prop
to his morale. Another wrinkle in communication
control is the informer system. The recruitment of
informers in POW camps discouraged communica-
tion between inmates. POWs who feared that every
act or thought of resistance would be communicat-
ed to the camp administrators, lost faith in their
fellow man and were forced to “untrusting individ-
ualism.” Informers are also under several stages of
407
brainwashing and elicitation to develop and main-

tain control over the victims.
5. Induction of Fatigue. This is a well-known device for
breaking will power and critical powers of judgment.
Deprivation of sleep results in more intense psycho-
logical debilitation than does any other method of
engendering fatigue. The communists vary their
methods. “Conveyor belt” interrogation that last
50-60 hours will make almost any individual compro-
mise, but there is danger that this will kill the victim.
It is safer to conduct interrogations of 8-10 hours
at night while forcing the prisoner to remain awake
during the day. Additional interruptions in the
remaining 2-3 hours of allotted sleep quickly reduce
the most resilient individual. Alternate administra-
tion of drug stimulants and depressants hastens the
process of fatigue and sharpens the psychological
reactions of excitement and depression. Fatigue, in
addition to reducing the will to resist, also produces
irritation and fear that arise from increased “slips of
the tongue,” forgetfulness, and decreased ability to
maintain orderly thought processes.
6. Control of Food, Water and Tobacco. The con-

trolled individual is made intensely aware of his
dependence upon his interrogator for the quality
and quantity of his food and tobacco. The exercise
of this control usually follows a pattern. No food and
little or no water is permitted the individual for sev-
eral days prior to interrogation. When the prisoner
first complains of this to the interrogator, the latter
expresses surprise at such inhumane treatment. He
makes a demand of the prisoner. If the latter com-
plies, he receives a good meal. If he does not, he
408
Mk Ultra
gets a diet of unappetizing food containing limited

vitamins, minerals, and calories. This diet is supple-
mented occasionally by the interrogator if the pris-
oner “cooperates.” Studies of controlled starvation
indicate that the whole value-system of the subjects
underwent a change. Their irritation increased as
their ability to think clearly decreased. The control
of tobacco presented an even greater source of con-
flict for heavy smokers. Because tobacco is not nec-
essary to life, being manipulated by his craving for it
can in the individual a strong sense of guilt.
7. Criticism and Self-Criticism. There are mechanisms

of communist thought control. Self-criticism gains
its effectiveness from the fact that although it is not
a crime for a man to be wrong, it is a major crime
to be stubborn and to refuse to learn. Many indi-
viduals feel intensely relieved in being able to share
their sense of guilt. Those individuals however,
who have adjusted to handling their guilt internal-
ly have difficulty adapting to criticism and self-crit-
icism. In brainwashing, after a sufficient sense of
guilt has been created in the individual, sharing and
self-criticism permit relief. The price paid for this
relief, however, is loss of individuality and increased
dependency.
8. Hypnosis and Drugs as Controls. There is no reli-

able evidence that the communists are making wide-
spread use of drugs or hypnosis in brainwashing or
elicitation. The exception to this is the use of com-
mon stimulants or depressants in inducing fatigue
and “mood swings.”
409
9. Other methods of control, which when used in con-

junction with the basic processes, hasten the deteri-
oration of prisoners’ sense of values and resistance
are:
a. Requiring a case history or autobiography of the
prisoner provides a mine of information for the
interrogator in establishing and “documenting”
accusations.
b. Friendliness of the interrogator, when least
expected, upsets the prisoner’s ability to main-
tain a critical attitude.
c. Petty demands, such as severely limiting the
allotted time for use of toilet facilities or requir-
ing the POW to kill hundreds of flies, are harass-
ment methods.
d. Prisoners are often humiliated by refusing them
the use of toilet facilities during interrogation
until they soil themselves. Often prisoners were
not permitted to bathe for weeks until they felt
contemptible.
e. Conviction as a war criminal appears to be a
potent factor in creating despair in the individu-
al. One official analysis of the pressures exerted
by the ChiComs on “confessors” and “non-confes-
sors” to participation in bacteriological warfare
in Korea showed that actual trial and conviction
of “war crimes” was overwhelmingly associated
with breakdown and confession.
f. Attempted elicitation of protected information
at various times during the brainwashing pro-
cess diverted the individual from awareness of
the deterioration of his value-system. The fact
that, in most cases, the ChiComs did not want
or need such intelligence was not known to the
410
Mk Ultra
prisoner. His attempts to protect such informa-

tion was made at the expense of hastening his
own breakdown.
THE EXERCISE OF CONTROL: A “SCHEDULE” FOR

BRAINWASHING
From the many fragmentary accounts reviewed, the fol-
lowing appears to be the most likely description of what
occurs during brainwashing.
In the period immediately following capture, the cap-
tors are faced with the problem of deciding on best ways of
exploitation of the prisoners. Therefore, early treatment is
similar both for those who are to be exploited through elic-
itation and those who are to undergo brainwashing. Con-
currently with being interrogated and required to write a
detailed personal history, the prisoner undergoes a physi-
cal and psychological
“softening-up” which includes: limited unpalatable
food rations, withholding of tobacco, possible work details,
severely inadequate use of toilet facilities, no use of facil-
ities for personal cleanliness, limitation of sleep such as
requiring a subject to sleep with a bright light in his eyes.
Apparently the interrogation and autobiographical materi-
al, the reports of the prisoner’s behaviour in confinement,
and tentative “personality typing” by the interrogators, pro-
vide the basis upon which exploitation plans are made.
There is a major difference between preparation for
elicitation and for brainwashing. Prisoners exploited
through elicitation must retain suffi cient clarity of thought
to be able to give coherent, factual accounts. In brainwash-
ing, on the other hand, the fi rst thing attacked is clarity of
thought. To develop a strategy of defense, the controlled
individual must determine what plans have been made for
411
his exploitation. Perhaps the best cues he can get are inter-
nal reactions to the pressures he undergoes.
The most important aspect of the brainwashing pro-
cess is the interrogation. The other pressures are designed
primarily to help the interrogator achieve his goals. The
following states are created systematically within the indi-
vidual. These may vary in order, but all are necessary to the
brainwashing process:
1. A feeling of helplessness in attempting to deal with

the impersonal machinery of control.
2. An initial reaction of “surprise.”
3. A feeling of uncertainty about what is required of
him.
4. A developing feeling of dependence upon the
interrogator.
5. A sense of doubt and loss of objectivity.
6. Feelings of guilt.
7. A questioning attitude toward his own value-system.
8. A feeling of potential “breakdown,” i.e., that he
might go crazy.
9. A need to defend his acquired principles.
10. A final sense of “belonging” (identification).
A feeling of helplessness in the face of the imperson-

al machinery of control is carefully engendered within the
prisoner. The individual who receives the preliminary treat-
ment described above not only begins to feel like an “ani-
mal” but also feels that nothing can be done about it. No
one pays any personal attention to him. His complaints fall
on deaf ears. His loss of communication, if he has been
isolated, creates a feeling that he has been “forgotten.”
Everything that happens to him occurs according to an
impersonal; time schedule that has nothing to do with his
412
Mk Ultra
needs. The voices and footsteps of the guards are muted.

He notes many contrasts, e.g., his greasy, unpalatable food
may be served on battered tin dishes by guards immaculate-
ly dressed in white. The first steps in “depersonalization” of
the prisoner have begun. He has no idea what to expect.
Ample opportunity is allotted for him to ruminate upon all
the unpleasant or painful things that could happen to him.
He approaches the main interrogator with mixed feelings
of relief and fright.
Surprise is commonly used in the brainwashing pro-
cess. The prisoner is rarely prepared for the fact that the
interrogators are usually friendly and considerate at first.
They make every effort to demonstrate that they are rea-
sonable human beings. Often they apologize for bad treat-
ment received by the prisoner and promise to improve his
lot if he, too, is reasonable. This behaviour is not what he
has steeled himself for. He lets down some of his defenses
and tries to take a reasonable attitude. The first occasion
he balks at satisfying a request of the interrogator, howev-
er, he is in for another surprise. The formerly reasonable
interrogator unexpectedly turns into a furious maniac. The
interrogator is likely to slap the prisoner or draw his pistol
and threaten to shoot him. Usually this storm of emotion
ceases as suddenly as it began and the interrogator stalks
from the room. These surprising changes create doubt in
the prisoner as to his very ability to perceive another per-
son’s motivations correctly. His next interrogation probably
will be marked by impassivity in the interrogator’s mien.
A feeling of uncertainty about what is required of him
is likewise carefully engendered within the individual. Pleas
of the prisoner to learn specifically of what he is accused
and by whom are side-stepped by the interrogator. Instead,
the prisoner is asked to tell why he thinks he is held and
what he feels he is guilty of. If the prisoner fails to come
413
up with anything, he is accused in terms of broad gener-

alities (e.g., espionage, sabotage, acts of treason against
the “people”). This usually provokes the prisoner to make
some statement about his activities. If this takes the form of
a denial, he is usually sent to isolation on further decreased
food rations to “think over” his crimes. This process can be
repeated again and again. As soon as the prisoner can think
of something that might be considered self-incriminating,
the interrogator appears momentarily satisfied. The pris-
oner is asked to write down his statement in his own words
and sign it.
Meanwhile a strong sense of dependence upon the
interrogator is developed. It does not take long for the
prisoner to realize that the interrogator is the source of all
punishment, all gratification, and all communication. The
interrogator, meanwhile, demonstrates his unpredictabili-
ty. He is perceived by the prisoner as a creature of whim.
At times, the interrogator can be pleased very easily and at
other times no effort on the part of the prisoner will placate
him. The prisoner may begin to channel so much energy
into trying to predict the behaviour of the unpredictable
interrogator that he loses track of what is happening inside
himself.
After the prisoner has developed the above psycho-
logical and emotional reactions to a sufficient degree,
the brainwashing begins in earnest. First, the prisoner’s
remaining critical faculties must be destroyed. He under-
goes long, fatiguing interrogations while looking at a bright
light. He is called back again and again for interrogations
after minimal sleep. He may undergo torture that tends
to create internal confl ict. Drugs may be used to accentu-
ate his “mood swings.” He develops depression when the
414
Mk Ultra
interrogator is being kind and becomes euphoric when the

interrogator is threatening the direst penalties. Then the
cycle is reversed. The prisoner fi nds himself in a constant
state of anxiety which prevents him from relaxing even
when he is permitted to sleep. Short periods of isolation
now bring on visual and auditory hallucinations. The pris-
oner feels himself losing his objectivity. It is in this state that
the prisoner must keep up an endless argument with the
interrogator. He may be faced with the confessions of other
individuals who “collaborated” with him in his crimes. The
prisoner seriously begins to doubts his own memory. This
feeling is heightened by his inability to recall little things
like the names of the people he knows very well or the date
of his birth. The interrogator patiently sharpens this feel-
ing of doubt by more questioning. This tends to create a
serious state of uncertainty when the individual has lost
most of his critical faculties.
The prisoner must undergo additional internal conflict
when strong feelings of guilt are aroused within him. As
any clinical psychologist is aware, it is not at all difficult to
create such feelings. Military servicemen are particularly
vulnerable. No one can morally justify killing even in war-
time. The usual justification is on the grounds of necessity
or self-defense. The interrogator is careful to circumvent
such justification. He keeps the interrogation directed
toward the prisoner’s moral code. Every moral vulnerabili-
ty is exploited by incessant questioning along this line until
the prisoner begins to question the very fundamentals of
his own value-system. The prisoner must constantly fight
a potential breakdown. He finds that his mind is “going
blank” for longer and longer periods of time. He can not
think constructively. If he is to maintain any semblance of
psychological integrity, he must bring to an end this state
415
of interminable internal conflict. He signifies a willingness

to write a confession.
If this were truly the end, no brainwashing would have
occurred. The individual would simply have given in to
intolerable pressure. Actually, the final stage of the brain-
washing process has just begun. No matter what the prison-
er writes in his confession the interrogator is not satisfied.
The interrogator questions every sentence of the confes-
sion. He begins to edit it with the prisoner. The prisoner is
forced to argue against every change. This is the essence of
brainwashing. Every time that he gives in on a point to the
interrogator, he must rewrite his whole confession. Still the
interrogator is not satisfied. In a desperate attempt to main-
tain some semblance of integrity and to avoid further brain-
washing, the prisoner must begin to argue that what he has
already confessed to is true. He begins to accept as his own
the statements he has written. He uses many of the inter-
rogator’s earlier arguments to buttress his position. By this
process, identification with the interrogator’s value-system
becomes complete. It is extremely important to recognize
that a qualitative change has taken place within the prison-
er. The brainwashed victim does not consciously change his
value-system; rather the change occurs despite his efforts.
He is no more responsible for this change than is an indi-
vidual who “snaps” and becomes psychotic. And like the
psychotic, the prisoner is not even aware of the transition.
DEFENSIVE MEASURES OTHER THAN ON THE POLI-

CY AND PLANNING LEVEL
1. Training of Individuals potentially subject to com-

munist control. Training should provide for the
trainee a realistic appraisal of what control pres-
sures the communists are likely to exert and what
416
Mk Ultra
the usual human reactions are to such pressures.

The trainee must learn the most effective ways of
combating his own reactions to such pressures and
he must learn reasonable expectations as to what his
behaviour should be. Training has two decidedly pos-
itive effects; first, it provides the trainee with ways of
combatting control; second, it provides the basis for
developing an immeasurable boost in morale. Any
positive action that the individual can take, even if it
is only slightly effective, gives him a sense of control
over a situation that is otherwise controlling him.
2. Training must provide the individual with the means

of recognizing realistic goals for himself.
a. Delay in yielding may be the only achievement
that can be hoped for. In any particular oper-
ation, the agent needs the support of knowing
specifically how long he must hold out to save
an operation, protect his cohorts, or gain some
other goal.
b. The individual should be taught how to achieve
the most favorable treatment and how to behave
and make necessary concessions to obtain mini-
mum penalties.
c. Individual behavioural responses to the various
communist control pressures differ markedly.
Therefore, each trainee should know his own
particular assets and limitations in resisting spe-
cific pressures. He can learn these only under
laboratory conditions simulating the actual pres-
sures he may have to face.
d. Training must provide knowledge of the goals
and the restrictions placed upon his commu-
nist interrogator. The trainee should know what
417
controls are on his interrogator and to what

extent he can manipulate the interrogator. For
example, the interrogator is not permitted to
fail to gain “something” from the controlled
individual. The knowledge that, after the victim
has proved that he is a “tough nut to crack” he
can sometimes indicate that he might compro-
mise on some little point to help the interroga-
tor in return for more favorable treatment, may
be useful indeed. Above all, the potential victim
of communist control can gain a great deal of
psychological support from the knowledge that
the communist interrogator is not a completely
free agent who can do whatever he wills with his
victim.
e. The trainee must learn what practical cues might
aid him in recognizing the specific goals of his
interrogator. The strategy of defense against elic-
itation may differ markedly from the strategy to
prevent brainwashing. To prevent elicitation,
the individual may hasten his own state of men-
tal confusion; whereas, to prevent brainwash-
ing, maintaining clarity of thought processes is
imperative.
f. The trainee should obtain knowledge about com-
munist “carrots” as well as “sticks.” The commu-
nists keep certain of their promises and always
renege on others. For example, the demonstra-
ble fact that “informers” receive no better treat-
ment than other prisoners should do much to
prevent this particular evil. On the other hand,
certain meaningless concessions will often get a
prisoner a good meal.
g. In particular, it should be emphasized to the
418
Mk Ultra
trainee that, although little can be done to con-

trol the pressures exerted upon him, he can learn
something about controlling his personal reac-
tions to specific pressures. The trainee can gain
much from learning something about internal
conflict and conflict-producing mechanisms. He
should learn to recognize when someone is try-
ing to arouse guilt feelings and what behavioural
reactions can occur as a response to guilt. Finally,
the training must teach some methods that can
be utilized in thwarting particular communist
control techniques:
Elicitation. In general, individuals who are the hardest

to interrogate for information are those who have experi-
enced previous interrogations. Practice in being the victim
of interrogation is a sound training device.
Torture. The trainee should learn something about
the principles of pain and shock. There is a maximum to
the amount of pain that can actually be felt. Any amount
of pain can be tolerated for a limited period of time. In
addition, the trainee can be fortified by the knowledge that
there are legal limitations upon the amount of torture that
can be inflicted by communist jailors.
Isolation. The psychological effects of isolation can
probably be thwarted best by mental gymnastics and sys-
tematic efforts on the part of the isolate to obtain stimula-
tion for his neural end organs.
Controls on Food and Tobacco. Foods given by the
communists will always be enough to maintain survival.
Sometimes the victim gets unexpected opportunities to
supplement his diet with special minerals, vitamins and
other nutrients (e.g., “iron” from the rust of prison bars).
In some instances, experience has shown that individuals
419
could exploit refusal to eat. Such refusal usually resulted

in the transfer of the individual to a hospital where he
received vitamin injections and nutritious food. Evidently
attempts of this kind to commit suicide arouse the greatest
concern in communist officials. If deprivation of tobacco is
the control being exerted, the victim can gain moral satis-
faction from “giving up” tobacco. He can’t lose since he is
not likely to get any anyway.
Fatigue. The trainee should learn reactions to fatigue
and how to overcome them insofar as possible. For exam-
ple, mild physical exercise “clears the head” in a fatigue
state.
Writing Personal Accounts and Self-Criticism. Experi-
ence has indicated that one of the most effective ways of
combatting these pressures is to enter into the spirit with
an overabundance of enthusiasm. Endless written accounts
of inconsequential material have virtually “smothered”
some eager interrogators. In the same spirit, sober, detailed
self-criticisms of the most minute “sins” has sometimes
brought good results.
Guidance as to the priority of positions he should
defend. Perfectly compatible responsibilities in the normal
execution of an individual’s duties may become mutually
incompatible in this situation. Take the example of a senior
grade military offi cer. He has the knowledge of sensitive
strategic intelligence which it is his duty to protect. He has
the responsibility of maintaining the physical fi tness of his
men and serving as a model example for their behaviour.
The offi cer may go to the camp commandant to protest
the treatment of the POWs and the commandant assures
him that treatment could be improved if he will swap some-
thing for it. Thus to satisfy one responsibility he must com-
promise another. The offi cer, in short, is in a constant state
of internal confl ict. But if the offi cer is given the relative
420
Mk Ultra
priority of his different responsibilities, he is supported

by the knowledge that he won’t be held accountable for
any other behaviour if he does his utmost to carry out his
highest priority responsibility. There is considerable evi-
dence that many individuals tried to evaluate the priority
of their responsibilities on their own, but were in confl ict
over whether others would subsequently accept their evalu-
ations. More than one individual was probably brainwashed
while he was trying to protect himself against elicitation.
CONCLUSIONS
The application of known psychological principles can
lead to an understanding of brainwashing.
1. There is nothing mysterious about personality

changes resulting from the brainwashing process.
2. Brainwashing is a complex process. Principles of
motivation, perception, learning, and physiological
deprivation are needed to account for the results
achieved in brainwashing.
3. Brainwashing is an involuntary reeducation of the
fundamental beliefs of the individual. To attack the
problem successfully, the brainwashing process must
be differentiated clearly from general education
methods for thought-control or mass indoctrina-
tion, and elicitation.
4. It appears possible for the individual, through train-
ing, to develop limited defensive techniques against
brainwashing. Such defensive measures are likely to
be most effective if directed toward thwarting indi-
vidual emotional reactions to brainwashing tech-
niques rather than toward thwarting the techniques
themselves.
421
15 August 1955
(note Declassified)
SECRET
CENTRAL INTELLIGENCE AGENCY WASHINGTON 25,

D. C.
19 JUN 1964
(Commission No. 1131)
MEMORANDUM FOR: Mr. J. Lee Rankin

General Counsel
President’s Commission on the Assassination of President
Kennedy
SUBJECT: Soviet Brainwashing Techniques
1. Reference is made to your memorandum of 19 May

1964, requesting that materials relative to Soviet
techniques in mind conditioning and brainwashing
be made available to the Commission.
2. At my request, experts on these subjects within the
CIA have prepared a brief survey of Soviet research
in the direction and control of human behavior, a
copy of which is attached. The Commission may
retain this document. Please note that the use of
certain sensitive materials requires that a sensitivity
indicator be affixed.
3. In the immediate future, this Agency will make avail-
able to you a collection of overt and classified mate-
rials on these subjects, which the Commission may
retain.
4. I hope that these documents will be responsive to
the Commission’s needs.
(SIGNED)
(DECLASSIFIED) Richard Helms

(By C.I.A.) Deputy Director for Plans
(letter of ) (--------------------------)
Attachment
CD 1131 SECRET
MEMORANDUM
SUBJECT: Soviet Research and Development in the Field

of Direction and Control of Human Behavior.
1. There are two major methods of altering or con-

trolling human behavior, and the Soviets are inter-
ested in both. The first is psychological; the second,
pharmacological. The two may be used as individu-
al methods or for mutual reinforcement. For long-
term control of large numbers of people, the former
method is more promising than the latter. In dealing
with individuals, the U.S. experience suggests the
pharmacological approach (assisted by psychologi-
cal techniques) would be the only effective method.
423
Neither method would be very effective for single

individuals on a long term basis.
2. Soviet research on the pharmacological agents pro-

ducing behavioral effects has consistently lagged
about five years behind Western research. They have
been interested in such research, however, and are
now pursuing research on such chemicals as LSD-
25, amphetamines, tranquillizers, hypnotics, and
similar materials. There is no present evidence that
the Soviets have any singular, new, potent drugs to
force a course of action on an individual. They are
aware, however, of the tremendous drive produced
by drug addiction, and PERHAPS could couple this
with psychological direction to achieve control of an
individual.
3. The psychological aspects of behavior control would

include not only conditioning by repetition and
training, but such things as hypnosis, deprivation,
isolation, manipulation of guilt feelings, subtle or
overt threats, social pressure, and so on. Some of the
newer trends in the USSR are as follows:
a. The adoption of a multidisciplinary approach

integrating biological, social and physical-math-
ematical research in attempts better to under-
stand, and eventually, to control human behav-
ior in a manner consonant with national plans.
b. The outstanding feature, in addition to the inter-
disciplinary approach, is a new concern for math-
ematical approaches to an understanding of
behavior. Particularly notable are attempts to use
modern information theory, automata theory,
424
Mk Ultra
and feedback concepts in interpreting the mech-

anisms by which the “second signal system,” i.e.,
speech and associated phenomena, affect human
behavior. Implied by this “second signal system,”
using INFORMATION inputs as causative agents
rather than chemical agents, electrodes or other
more exotic techniques applicable, perhaps, to
individuals rather than groups.
c. This new trend, observed in the early Post-Stalin
Period, continues. By 1960 the word “cybernet-
ics” was used by the Soviets to designate this new
trend. This new science is considered by some as
the key to understanding the human brain and
the product of its functioning—psychic activity
and personality—to the development of means
for controlling it and to ways for molding the
character of the “New Communist Man.” As one
Soviet author puts it: Cybernetics can be used in
“molding of a child’s character, the inculcation
of knowledge and techniques, the amassing of
experience, the establishment of social behavior
patterns . . . all functions which can be summa-
rized as ‘control’ of the growth process of the
individual.” 1/Students of particular disciplines
in the USSR, such as psychologist and social
scientists, also support the general cybernetic
trend. 2/ (Blanked by CIA)
4. In summary, therefore, there is no evidence that the

Soviets have any techniques or agents capable of
producing particular behavioral patterns which are
not available in the West. Current research indicates
that the Soviets are attempting to develop a technol-
ogy for controlling the development of behavioral
425
patterns among the citizenry of the USSR in accor-

dance with politically determined requirements of
the system. Furthermore, the same technology can
be applied to more sophisticated approaches to the
“coding” of information for transmittal to population
targets in the “battle for the minds of men.” Some of
the more esoteric techniques such as ESP or, as the
Soviets call it, “biological radio-communication,”
and psychogenic agents such as LSD, are receiving
some overt attention with, possibly, applications in
mind for individual behavior control under clandes-
tine conditions. However, we require more informa-
tion than is currently available in order to establish
or disprove planned or actual applications of various
methodologies by Soviet scientists to the control of
actions of particular individuals.
References
1. Itelson, Lev, “Pedagogy: An Exact Science?” USSR
October 1963, p. 10.
2. Borzek, Joseph, “Recent Developments in Soviet Psy-
chology,” Annual Review of Psychology, vol. 15, 1964, p.
493-594.
The first letter and attachment are from DECLASSIFIED

DOCUMENTS 1984 microfilms under MKULTRA (84)
002258, published by Research Publication Woodbridge,
CT 06525. Some original markings were not retyped, but
the content is the same.
The second letter and attachment are from the Warren

Commission documents. Notice should be paid to the dif-
ferent tone Helms gives to his letter, keeping in mind he
426
Mk Ultra
was found guilty of lying to Congress. He places greater

emphasis on “Soviet” practices and tries to diminish break-
throughs gained by Americans. Some thought should be
given as to WHY the Warren Commission sought such doc-
uments (remembering that ALLEN DULLES was a member
of that Commission). They were exploring the Manchurian
candidate theory. It was revealed during the Church Com-
mittee hearings of 1975 that Helms had been in charge of
Project AMLASH, a program to assassinate
Castro (Cuba), Trujillo (Dominican Republic), Diem
(RVN), Schneider (Chile) using MAFIA figures John Rosel-
li and Santos Trafficante to do the job.
Care was used to insure lines appear in same length and
order. Page length will have to be adjusted if you desire to
print this. Look for other specials soon.
David John Moses.
427
Appendix 2
Glossary of Common NLP

Terms
Our primary goal is to provide you with reference expe-

riences for the attitudes that characterize the NLP way of
perceiving reality and for the trail of techniques that have
been generated as a consequence. Since many people
desire a map (no matter how vague) of the territory before
proceeding with their journey, we also offer this glossary of
terms. We trust that you understand that dictionary defini-
tions are, of necessity, “circular” and are most useful when
they direct you to the reference experiences.
Accessing Cues—Behaviors that are correlated with the use

of a particular representational system; i.e., eye movements,
postures, breathing, etc.
Analog Change—A change which varies continuously; e.g.,

a dimmer control for lights or a shift in body position.
Analog Marking—Emphasizing a part of a sentence using

verbal or nonverbal means; e.g., a louder tone or a hand
gesture.
Anchor—A trigger that leads to an experience as fully and

completely as possible (with all the senses); looking out
from one’s own eyes.
Auditory—Referring to the sense of hearing.
429
Backtrack—To review or summarize.
Break State—To change a person’s state dramatically.
Behavioral Flexibility—The ability to vary one’s behavior in

order to elicit a response from another person.
Calibrate—To “read” another person’s verbal and nonver-

bal responses and associate specific behaviors with specific
internal processes or states.
Calibrated Loop—An ongoing interaction in which specif-

ic behaviors of each person trigger specific responses in the
other.
Chaining Anchors—Firing anchors sequentially in order to

direct a person’s experience along that sequence.
Channel—One of the five senses or representational

systems.
Chunk Size—The size of the object, situation, or experi-

ence being considered. This can be altered by chunking up
(a broader focus), chunking down (a more specific focus),
or chunking sideways or laterally (focusing on others of
the same type of class). For example, beginning with a car,
“chunking down” might be to a Ford, “chunking up” might
be to a means of transportation, and “chunking sideways”
might be to a plane or train.
Collapsing Anchors—Firing anchors simultaneously in

order to promote integration of the experiences.
430
Glossary of Common NLP Terms
Complex Equivalent—A linguistic term to describe the

complex set of behaviors that equal a certain nominaliza-
tion in a person’s map of reality; e.g., the behaviors that are
“proof” that a certain person “loves” you.
Congruent—When all of a person’s internal strategies,

behaviors, and parts are in agreement and working together.
Contrastive Analysis—To determine the differences

between the submodalities of two or more representations.
Conversational Postulates—Behavioral presuppositions

which are part of the culture and language patterns but are
not identified overtly; e.g., “Do you have a watch?” leads the
other person to tell you the time.
Critical Submodalities—The submodalities which most

determine a person’s response.
Crossover Mirroring—Matching a person’s rhythms but

with a different type of behavior.
Deep Trance Identification—See second position.
Digital Change—A change which is all-or-none, on-or-off

with no steps or positions in between the ends; e.g., a light
is on or off, language.
Dissociated—Experiencing from a perspective other than

your own.
Driver—The most crucial submodality so that changing it

“automatically” changes many other submodalities.
431
Dovetail—To fit together more than one outcome, story,

etc.
Ecology—Considering the effects on the whole system

instead of on just one part or one person.
Embedded Command—Nesting a command so that it is

grammatically not a command but is marked out as a com-
mand by your analogs; e.g., “It might be worthwhile consid-
ering how to do that!
Eye-Accessing Cues—Movements of a person’s eyes that

indicate the representational system being used.
Firing an Anchor—Repeating the overt behavior that trig-

gers a certain response.
First Position—Experiencing the world from your own per-

spective or being associated into yourself.
Flexibility—Having more than one choice in a situation.
Future Pace—Rehearsing (mentally and physically) so that

a specific behavior will occur naturally and automatically in
a future situation.
Generative Intervention—An intervention that solves the

presenting problem and also generates other changes that
make the person’s life better in many other ways.
Gustatory—Referring to the sense of taste.
Incongruent—When two or more of a person’s parts or

programs are in conflict.
432
Installation—Acquiring a new strategy or behavior.
Kinesthetic—Referring to the sense of feeling. May be sub-

divided into tactile feelings (Kt—physically feeling the out-
side world), proprioceptive feelings (Kp—internal body
sensations such as muscle tension or relaxation), and meta
feelings (Km—“emotional” responses about some object,
situation or experience.)
Lead System—The representational system initially used to

access stored information.
Leading—Guiding another person in a specific direction.
Lost Performative—A linguistic pattern in which the per-

son performing the action or judgment is missing from the
sentence.
Map of Reality—A person’s perception of reality.
Mask—See perceptual filter.
Meta-Model—A model of language patterns that focuses

attention on words people use to delete, distort, generalize,
limit, or specify their realities and also provides a series of
outcome specification questions useful for recovering lost
or unspecified information and or loosening rigid patterns
of thinking.
Metaphor—Usually a story, parable, or analogy that relates

one situation, experience or phenomenon to another.
433
Meta-Outcome—The outcome that is more general than

the stated one; e.g., getting my self-respect back is the
meta-outcome in “Killing that person will get my self-re-
spect back.” It is the “chunked up” outcome, so that killing
that person becomes only one member of a class of behav-
iors that can be used to recover self-respect.
Meta-Person—Being in third positions.
Milton Model—A categorization of language patterns use-

ful for delivering a message in such a way that the person
readily accepts it.
Mirroring—Approximately matching one’s behavior to

that of another person.
Modal Operators—A linguistic term for the way one judges

or evaluates actions; e.g., choice, possibility, impossibility,
desire, necessity.
Modality—One of the five senses.
Modeling—Observing and specifying how something hap-

pens or how someone thinks or behaves, and then demon-
strating the process for others.
Negative Command—A command that is marked out with

analogs although it is grammatically stated in the negative;
e.g., “Wouldn’t that be a good idea!”
Nest—To fit one thing (outcome, story, etc.) within another.
Nominalization—A linguistic term for the words which result

from the process of taking actions (verbs) and converting
434
them into things (nouns) which actually have no existence

as things; e.g., you can’t put them in a wheelbarrow. Exam-
ples of nominalizations are “love,” “freedom,” “happiness,”
“respect,” “frustration,” etc. See complex equivalent.
Olfactory—Referring to the sense of smell.
Organ Language—Words that refer to specific body parts

or activities; e.g., “Get off my back,” “pain in the rear,” etc.
Outcome—Desired goal or result.
Pacing—Matching or mirroring another person’s verbal

and/or nonverbal behavior. Useful for gaining short-term
rapport.
Parts—Metaphoric representations of different facets of a

person’s strategies, programs, “personality” or ego states;
e.g., the “parts” that want you to be safe, independent, in
control, loved, respected, spiritual, etc. To be distinguished
from the specific behaviors adopted by the “parts” to get
their positive outcomes.
Perceptual Filter—An attitude, point of view, perspective or

set of presuppositions about the object, person or situation.
Also called a “mask.”
Polarity Response—A response which reverses, negates, or

takes the opposite position from the previous statement.
Predicates—Process words or words that express action or

relationship with respect to a subject (verbs, adverbs and
adjectives). The words may reflect the representational
system being used or they may be nonspecific; e.g., “That
435
looks good,” “Sounds right to me,” “That feels fine,” or “I

agree.”
Preferred Representational System—The representational

system which a person habitually uses to process informa-
tion or experiences; usually the one in which the person
can make the finest distinctions.
Process Words—See predicates.
Quotes—A method of expressing the desired message in

quotations as if someone else said it.
Rapport—A condition in which trust, understanding, har-

mony, and cooperation has been established.
Reframing—A process by which a person’s perception of

a specific behavior is altered. Usually subdivided into con-
text, meaning, and six-step reframing.
Remedial Intervention—An intervention that only solves

the presenting problem.
Representational Systems—Referring to the five sense of

seeing (visual), hearing (auditory), feeling (kinesthetic),
tasting (gustatory), and smelling (olfactory).
Resource State—The experience of an ability, attitude,

behavior, characteristic, perspective, or quality that is useful.
Second Position—Experiencing the world from the per-

spective of another person.
436
Secondary Gain—The positive or desired result (often hid-

den) of a seemingly undesired or problem behavior.
Sensory Acuity—The ability to use the senses to make dis-

tinctions between different bits of incoming information.
Sensory Based—Information which is correlated with

what has been received by the five senses (as opposed to
“Hallucinations”).
Separator State—See break state.
Shift Referential Index—To take the perspective of some-

one else but to keep your own criteria.
Six-Step Reframe—A process in which an undesirable

behavior is metaphorically separated from the desired out-
come of the “part” so that the “part” can more easily adopt
new behaviors that satisfy its positive intention and do not
have the undesirable effects of the original behavior.
Sorting Polarities—Separating tendencies or “parts” that

pull a person in opposite directions.
Stacking Anchors—Using the same anchor for a number

of resources.
State—A state of being or a condition of body/mind or an

experience at a particular moment.
Stealing an Anchor—Identifying an anchored sequence

(stimulus-response) and then firing that anchor.
437
Stimulus-Response—The repeated association between

an experience and a particular response; e.g., Pavlovian
conditioning.
Strategy—A sequence of mental and behavioral steps which

leads to a specific outcome; e.g., decision, learning, motiva-
tion, specific skills.
Submodalities—The subdivisions of the processing of the

representational systems;
e.g., visual information can be divided in black-and-white,
color, 2-D, 3-D, bright, dim, clear, fuzzy, moving, still, large,
small, etc.
Switch Referential Index—To take the perspective and the

criteria of someone else.
Synthesia—An overlap between representational systems

such as “see/feel” (feelings overlap with what is seen) or
“hear/feel” (feelings overlap with what is heard).
Tag Questions—Negative questions tagged onto the end

of a sentence in order to diffuse polarity responses; e.g.,
“Don’t you?” “Can’t you?” “Aren’t you?” etc.
Tape Editing—A process of reviewing past behavior and

then future pacing in order to alter future responses in sim-
ilar situations.
Third Position—Experiencing the world from a distant

position, outside all the persons in the interaction (as an
“Observer,” “Fair Witness,” “Guardian Angel,” etc.).
438
Transderivational Search—The process of searching back

through one’s memories to find a reference experience.
Translating—The process of rephrasing words from one

representational system into another.
439
Bio
Dr. William Horton was trained in crisis/hostage negotia-

tion by the FBI at the FBI Academy in Quantico, Virginia.
He is a licensed psychologist, an alcohol and drug coun-
selor, and went through the Red Cross training for Critical
Incident Stress Debriefing training. A veteran of the Army
and Naval Reserve, Dr. Horton is considered one of the
leading experts in subconscious communications. He has
hypnotized over
100,000 people in his career! He has won more awards
in the field of hypnosis than anyone in the last few years.
He has lead trainings in hypnosis and NLP all over the
world. His first book, Primary Objective, Neuro-Linguistic
Psychology and Guerrilla Warfare, is being considered for
a feature film. He has coauthored the best-selling Selling
Yourself to Others: the New Psychology of Sales. He used
these skills to overcome an injury and receive a black belt
in three styles of karate. Join us and see why Dr. William
Horton was awarded the Rexford North Award, the highest
award in the field of hypnosis. He has also won the 2001
Educator of the Year from the International Association of
Counselors and Therapists and the highest award from the
international Hypnosis Hall of Fame.
For Training in NLP, Hypnosis, and Mind Control

Techniques contact Dr. Horton
941-408-8551
www.Drwillhorton.com
www.nfnlp.com
441

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Mind Control

By William D. Horton, Psy. D.

What People Are Saying ...................................................... v

Prologue ............................................................................. vii

Authors Note .......................................................................ix

An Introduction to Mind Control Secrets .......................... 1

The Brain and the Mind ...................................................... 9

Rapport: The First Key....................................................... 25

Communication Styles: The Second Key .......................... 37

The Third Key: Effective Listening and Putting It

Information Gathering .................................................... 143

Beliefs ............................................................................... 167

Changing with Logical Levels ......................................... 179

Reframing for Change!.................................................... 221

The Fourth Key: Turning Your Fear into Power

Twenty-One-Day Exercise ................................................ 243

Putting It Together—Einstein’s Brain ............................ 249

Remote Brain Control ..................................................... 253

An Examination of Obama’s Use of Hidden

Mk Ultra ........................................................................... 395

Glossary of Common NLP Terms.................................... 429

Bio ..................................................................................... 441

If NLP is something that you thirst to use and apply in busi-

It was a summer afternoon in Chicago. 1995. Across from

“Mind control” is a term filled with mystery, intrigue, and

because you are choosing the way you communicate with

As I read the edited manuscript for this book, I am remind-

thousands of students and always learn new things. I know

The human mind is a remarkable thing, but we often take

Pondering a question like this opens up another avenue

and start talking, there’s bound to be an exchange of dif-

• The “win-lose” situation, in which one party wins

Let’s discuss the situation in which one party even-

This is a technique worth learning. It will be of immense

and wanted to “model human excellence.” What they dis-

• Neuro—because our experiences, both conscious

The functions of NLP include letting you model or copy

• change past impact on a client

Most therapy is remedial. That is, it’s directed toward

you allow in. We want you to allow more information to

Sensory Acuity Exercises

The Brain and the Mind

The brain and the mind have different jobs. In order to

Nerve fibers cover the top of the brain and carry

Underneath this nerve fiber cover is the layer that’s

Next is the area of the brain that pairs sensory infor-

Below this is the last layer, the Limbic system, which

Auditory, visual, motor and somatosensory process-

The occipital (visual), parietal (spatial), temporal

Finally, the brain is divided into two hemispheres:

The brain is made up of all this, of billions of neu-

circuitry, the human brain relies on hardware composed of

The Brain as Computer

mind control state is attained by taking your brain from

The Conscious Mind

Voluntary Body Functions

The Subconscious Mind

Of the people who do know how to tap into the sub-

• The subconscious mind cannot think, reason or

Putting Them Together

Now, if that was all there was to mind control, we’d

Using Your Brain to Achieve Your

miserably. For most, their goal consists of only the things