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SECRETS OF CREATING RAPPORT

Questions:
- Whats importnat about that? What;s importnat about that? Because?
So ultimately, what would this mean to you?

Think In Terms of Process:


Ex: What caused you to...How did you decide to...

Physiology:

A.) Mirroring: mirrored


B.) Matching: opposite of mirror
C.) Crossover: pace w/diff parts.

Notice: posture, breathing, limnb placement, muscle tension, expression etc

Verbal Rapport

1.) Visual- see it clearly, pretty as a picture


2.) Auditory- tune him out, rings a bell, tone it down
3.) Kinestetic- shake it off, solid idea

Strategy: particular sequence of representations that. Criteria; what it takes to fulfill the strategy
Elliciting Attraction Strategy:
Ex: When do you realize your really x y z?
Can you remember a time when you were really xyz?
What was the first thing that caused you to get x. Whats the first
signal you get on the inside that lets you know youre x(watch for NVls)

PRE-SUPPOSITIONS- speak in a way that everything you say is presupposed


Examples:
Basic:
- where would you like to go get your x y z.
- Is there a particular movie you've been wanting to go see.

Advanced:
- Can you imagine how good x would feel. If you were to choose a place to
have/do x where would that be?
- As you think about x y z over and over agin. Do you find yourself really
compelled to do that or is it just something you'd like to try.
-Use Zebu ards basically

Words:
some readily already immediately all many usually begin huge easily begin
most intuituve naturally spontaneous
Are you aware of x in your body..No= Oh, not yet, huh?

Time Pressups: Before After During Earliest First Immediately Right NOw

1. Before our discussion toda/y, did you realize how much x yz


2. Before we do x should we y?
3. After you x, youll do/feel/able to y.

as you smile like that, you can feel x.


- Simply saying that excuse causes you to understand why you already don't believe it.

Dangerous Words:

Don't- focus mind on opposite


But- negates all before it
If-presuppose that you may not, Try- prespp failure. Might-leaves options
Would have-past tense draws attn to things that didnt happn, .Should have-" " Could have- " "

Always assume, compliance, rapport, and attractiveness.

Pattern interrupts:

- Thrwo water, spit, FIRE!, Hallelujah-Baptized.


- Confusion. Wait..maybe you should..end

1. i read a crazy..what?
2. thats exactly why you. Feel realxed as we are speaking
3. obviously you know that..feel your breathing change.

ex:
-its so intesting when people begin to (pause) think things diffrntly(dt)

Elicit Emotional States:

- 1.) Access the state inside yourself. Go into state


- 2.) Ask ?: can you remember a time when you felt absolutley relaxed and
super horny at the same time? What did you feel like at the peak of
it?
- 3.) Be Congruent: feel and show it.
-4.) Have them associate in the expeiance. have them imagine VAKOG or
there experince in there own mind.

- Useful States to Elicit:


1. excitmetn
2. wanton desire. 3. Curiosity 4. inhebriation
5. horny. 6. safe. Comfort
2 Primary Ways To Elicit Any State

A.) Use emotioanlly evocative words in speech or writing.


B.) Use teh evocative toanlity when describing state.
C.) Ask person to tell you directly what its like when you exp. X.
whats it like to be completely XY.(aroused)

Genral Procedure:

1. elicit target state


2. at teh peak of state anchor(types: voice,
3. watch to see if truly at peak of state
4. release your anchor as they come off of state
5. test
6. repeat process until it happens involutarily

-Anchor at PEAK of emotion

1. Have your ever experienced X?


2. Go inside and see what you saw, hear what you heard, feel how it felt, and when those
feelings of X reach their peak, simply wiggle your finger for me. (Choose any signal.)
3. Anchor that peak state as signal goes. (words with specific tonality or touch.)
4. Think of something neutral, Think of my SW
5. Fire.off anchor unexpectedly. Watch for response neurologically.
(smile, eyes, posture, etc.)
6. Repeat process until the anchor gets the desires response.

Keys To Anchoring:
Intensity of State
Timing
Uniqueness of Stimuli(and anchor)
Replication of Stimulus.

When Changes Are occuring:


- Breathing changes, pauses, volume, etc
- Voice: tempo tone timbre volume
- Posture lower lip size pupil dialation, skin color, muscle tension

Questioning tactics:

According to whom?
Who says?
How do you know?
Cuase and Effect Assumptions:

Ask How does X cause Y?


How does some behavior or X person casue you to choose Y?

Words People Use To Remove Choice: impossibile, unable, musnt cant


also: never, every all, no one, each etc.

Eliciting Criteria
Criteria is what a person uses to decide if something is good or bad. It is what .drives a person
to take action or avoid it. The more closely you or your product matches the persons criteria,
the more impact you will have. For influence purposes, the more you refer to their criteria and
link in to your product, service, proposal, the more powerful your impact will be.
To Elicit Criteria, Ask This Question:

l Whats important about to you?


1. Whats important about relationships to you?
2. Whats. important about a boyfriend to you?
3. Whats important about money to you?