Exercise1

SensoryAcuityExercisesVAK

Do1Visualand1Kinesthetic

ForVisual

Havetwopeoplesitorstandfacingeachother.

Thesecondpersonclosestheireyeswhilethefirstperson

moves.

Thesecondpersonopensuptheireyeslooksatthefirst

personandmakesthesamemovements.

Repeatthisexerciseuntilyouaregoodatit.

Nextlevel

Thefirstpersonturnscircleswiththeireyeswhilethesecond

personmoves,thentellsthefirstpersonwhattheydid.
Exercise2

UnconsciousHellowhichwecallInstantRapport.

Airport1
Pickpeople(thoseweknowaremostdemonstrative)outoftheaudienceandtell
themIts6monthsaftertheseminar.YoumeetattheFt.LauderdaleAirport
andyourecognizethisperson.Sayhitothem.

Asktheaudience,Whatdidtheydowhatdidyounotice?

Airport2
Now,havethepeopledoitagain,butthistimewesecretlytelloneofthepeople
tonotstop,justwalkbyandignorethem.

Askpersonthatgotignored,Whatwasthatlikeforyou?
Howdidyoufeel?

Askpersonthatgotignored,Whatdidyoulearnfromthat?

(Nowwesay)Howwouldyoufeelifyouknewthat
EVERYONEhasaspecificwaytheysayhelloandifyoudont
doit,theyfeeldisrespectedandifyoudo,youwillhave
instantrapportandtheyllloveyou.

WecallthisInstantRapport,alsocalled,Looking
for friendlies. This section is covered in the
DVD.
Exercise3

PatternInterruptExercise

Thisisdonebetweentwopeople.

PersonBtellspersonAasadstory

AtellsBafunnystoryandusestheanalogueofthesadstory

throughout.
Exercise4

ConvertAnchoringandClosing

Thisisntreallyclosingyouarealreadygoingtoknow.

Whatsthedifferencebetweennoddingyourheadsnowand

firingoffanchorsnowandcontaminating?

Ifyougetanodontdoit.

Thisisreallysneaky.
FinalExercise

PuttingItAllTogether

InstantRapport

YesNo

CriteriaElicitation

VerifyCriteria

AnchorCriteria

SystemsCheck

MetaProgramCheck

ElicitProblems

AmplifyProblems

Checkiftheyarewithyou.

Askyesnos

Checkiftheyarereadytoclose?

Fireanchorsandclose