Practicante de NFNLP

NFNLP
MASTER PRACTITIONER
By William D. Horton, Psy. D.  2005
Unauthorized reproduction prohibited.
National Federation of NeuroLinguistic Programming

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NFNLP
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NFNLP Master Practitioner - 2

Table of Contents
Sensory Acuity 5
-Kinesthetic 5
-Auditory 6
-Visual 6
Meta Programs 8
-Toward / Away From 9
-Internal / External 9
-Matching / Mismatched 10
-General / Specific 10
-Once / Several Times 10
-Independent / Team Player 10
-In Time / Through Time 10
-Contemplative / Action-Oriented 11
Rapport 12
Strategies 13
Motivational Metaprograms 15
Meta Model Introductions 17
Sub-Modality Distinctions 18
Strategies 20
Kinesthetic Swish Exercise 21
Buying Decision Rules 23
Lie / Truth Submodalities Exercise 23
Magic Words 25
Storytelling 27
New Behavior Generator 27
Embedded Commands 28
Commands 29
Words to Avoid 29
Analog Marking 30
Anchoring Exercise 31
Language Directions 31
Belief Systems Exercise 31
Magic Words: “Quotes” 31
Time-Released Commands 32
The More the More Pattern 33
Softening Phrases 34
The Stop Pattern 34
The Don’t Pattern 34
Forced Choice 34
Nested Loops 35
Success Track 36
Auto Pilot to Success 37
Sliding Anchors 38

Zip or Snap Technique 39
Compulsion Blow Out 40
Drop Down Through Technique 41
Healing States of the Masters 42
Eye Movement 43
Logical Levels 44
Hammer Exercise 45
Accelerated Learning 46
Virginia Satir Patterns 47
Virginia Satir – Flex 48
By-Pass Words / Waking Hypnosis Words 49
Awareness Patterns 51
Temporal Pattern 52
Spatial Pattern 53
Cause & Effect Pattern 55
Personal Trance Words 56
Language Patterns 57
Go Straight to Your Goal 68
Glossary of Common NLP Terms 78
Master Practitioner Certification Test 84

The best way to learn NLP is to just jump right in and DO it. For those of you at home,
first we will go through the class and they will introduce themselves before we start.
In the first series of exercises, the class will pair up in groups of three. Each exercise is
meant to sharpen your ability to absorb information. We will be dealing with advanced
language patterns in this course. And, just as with advanced hypnosis or martial arts
techniques, you need to know the basics before you can really get into the “fun” stuff.
With NLP, you’re only as good as the information you take in. There are no right or
wrong answers to these exercises; they are meant only to sharpen your awareness and
prepare you for the course.
Sensory Acuity
Groups of Three
Kinesthetic (Sense of Touch)
First, have the experiencer (person A) find his/her center for the sense of feeling. They
need to get in touch with a time where they were really in tune with their body during a
physical activity, such as working out, dancing, sports, etc. The focus should be on
his/her kinesthetic center. The experiencer should have his/her eyes closed and keep
his/her focus on this kinesthetic center while Person B and Person C take turns touching
Person A’s bare arm/wrist and say their names. Person A will calibrate to the touches.
Then Person B and Person C will alternately touch the experiencer (Person A) without
saying their names while Person A guesses whose touch it is. Then, repeat the exercise on
covered skin (shirt sleeve, leg, etc.) Try both ways “without trying” to concentrate on
who the touch is from. Put your conscious at the back of the room.
Continue, while switching roles, until all three people have been the “experiencer”. Did
you find it was easier to guess who was touching when you didn’t “try” to guess?

Auditory
First, Person A will focus on his/her center of hearing. Have them think of a time when
they were really in tune with their sense of hearing, such as listening to music, or the
sounds of nature, etc. The experiencer should have his/her eyes closed and keep his/her
focus on this auditory center as Person B and Person C will make a sound (snap fingers,
clap, etc.) and say their names. Person A will calibrate to the sound. Then Person B and
Person C will alternately create various sounds without saying their names, for Person A
to guess who is making the sound. Again, try to “not try” to think about it while doing it
and see if it’s easier to tell the difference when you aren’t forcing your conscious to
listen.
Continue, while switching roles until all three people have been the “experiencer”.
Visual
Person A will focus on his/her center for the sense of vision. Have them think of a time
when they were visually in tune with their body (at a movie, looking at a painting, etc.)
He/she will then focus approximately three to four feet behind Person B and Person C.
Person A closes eyes while Persons B and C assume a pose. Person A opens eyes and
takes a mental picture, then closes eyes again. Persons B and C will shift their positions.
Person A will then open his/her eyes and relate the changes he/she perceives. Start with
major adjustments of position (arms moved, legs crossed, etc.) and work down to small
changes (jewelry moved, button undone, etc.).
Continue, while switching roles until all three people have been the “experiencer.”
Group Exercise
Close your eyes and take a deep breath. Think about the color red. Visualize the color
red. What sound goes with the color red? What feeling is the color red? Does it have a
taste or smell? Where do you feel the color red in your body, and how? Notice the
subtleties of the color red and all the senses relating to it.

Now think of a happy time. As you feel happy, what color or sound is happy? Is the
sound internal or external? What taste or smell is happy?
Now think of sweet. How does sweet taste? Is it sweet or tangy? What color is sweet?
How does it smell? What sound is sweet? What feeling?
A fresh smell – what smells fresh to you? Lemons? Pine trees? What smell do you think
of when you think of fresh? What feeling is fresh? What sound? What does it taste like?
What color is fresh?
This is a different one, but sadness – how do you know you’re sad? Is it a feeling or
sound? Does it have a color, a taste, or a smell? Is it something you say to yourself? How
do you know when you’re not sad anymore?
Curiosity – is it a feeling? Where do you feel it? How do you know you’re curious? What
color is curious? Do you have a mental picture of it?
Keep it BIG. Don’t “subtle” yourself. NLP grew so fast because of rapport skills. With
rapport, you can do just about anything. Think about it. That’s why we let friends get
away with murder. We would never tolerate from a stranger what we tolerate from family
and friends because of the rapport we have with them. Building rapport relies upon our
ability to take in and process information from people (the exercises we just completed).
It also requires us to understand how people process information they take in, which
leads us to meta programs.
There are three ways to process information, directions that your brain is carrying out,
how you make decisions. This decision filter is: delete, distort, and generalize. Good
rapport and acute sensory processing lets you understand how the other person is
deleting, distorting, and generalizing the information they are receiving. This is very

powerful. If you figure out how a person is processing info, it opens up the next level, or
the meta programs. Meta programs are how you decide what you’re going to do.
Meta Programs
The main list of meta programs that we will concern ourselves with is:
 Toward / Away from
 Internal / External
 Global (general) / Specific
 Random / Ordered
 Matching / Mismatched
 Once / Several times
 In time (in the moment/here and now) / Through time (sees the entire timeline)
 Independent / Team player
We will use Toward / Away from and Internal / External more than the others. They are
the two biggies. But if you’re in sales, you’ll also find that Matching / Mismatched and
Once / Several times are big players as well.
You will frequently find a person tends to line up on one side or the other of this column
of meta programs. Yes, they will probably swing to the other side on one or more of the
pairs, or even hover somewhere in the middle, but it’s been my experience that they tend
to line up mostly on one side or the other.
One problem with NLP is people will take a little info and act like it’s written in stone.
(“I’m a visual…I’m a kinesthetic…”) But you use ALL your senses. If you were only a
visual person, you would have never learned how to walk, because walking is kinesthetic.
The same applies to meta programs.

Toward / Away from
Is the person moving away from something or towards? If you ask a client why they want
to quit smoking and they say so they don’t get cancer, they are moving away. If they say
they want to quit smoking to get healthy and smell better, they are moving towards.
Moving away is generally out of some level of fear (moving into a gated community for
safety reasons as opposed to the prestige of the location, etc.). Toward people will tell
you what goals they want. If you try to sell someone towards and they are moving away,
they’ll never buy.
Remember, if you’re dealing with a group of people who think like you or think the
same, your thinking can get skewed. (Example, a majority of people who come to
trainings are toward thinking, so you can easily fall into the trap of not noticing if
someone is thinking toward or away from.)
Keep in mind that what’s good in one situation may not be positive in another. In World
War II, officers were given orders and expected to carry them out however they could.
That’s toward. In Viet Nam, the system was paralyzed by a bureaucracy where no one
wanted to make a decision for fear of reprisal. It unintentionally became a system of
passing the buck, because of fear of making the wrong decision. That’s away from.
In some corporate cultures, there is an away from mentality, where there is fear of failure
of taking a risk.
Internal / External
Internal versus external is how someone feels about something as opposed to going by
what others say about something. It’s a frame of reference filter. How do you know you
did a good job? Do you know because you feel you did a good job, or because someone
told you you did a good job? Is it an internal sign that told you or an external? Did you
feel your sale was successful because you felt it or because you saw the monetary results?

Matching / Mismatched
Now take out two different denomination bills. What do you see? Describe the bills (or
have someone describe them to you). Listen for meta program patterns. Do they match or
mismatch? Do they say more about how the bills are alike or different? Try to pick out
the pattern.
General / Specific
This is the “big picture” versus the bean-counter details. If you ask someone to tell you
about their latest project, do they describe the overview, the goals, what they want to
achieve, or do they detail how they are obtaining financing, the fees they’ll charge (and
how they developed them), etc? General-type people are good at planning, but rotten at
strategies. Specific-type people can get bogged down by details but they tie up the loose
ends.
Once / Several Times

Do you need to see something once or several times to believe it’s true? Do you take one
testimonial as gospel or do you need to see several feedbacks before making up your
mind. Can you look at something once and decide to buy it or do you need to repeatedly
study it? This can also change depending on the level of rapport. You are more likely to
agree to something once if you have good rapport with the person, versus if you don’t
have good rapport it may take seeing the pitch several times before deciding.
Independent / Team player

Can you work for someone else or did you make the move to self-employment? Do you
know people who never step up to leadership roles, but they are great to work with?
Some people can go both ways depending on the situation, if there is a better or capable
leader already in place, or depending on their comfort/skill level with the project.

In time / Through time
In time people are in the moment, what’s happening now, the past is gone; the future
hasn’t arrived, so focus on now. Through time people visualize the entire time line and
understand where they are in it and what has to be done and when.
Contemplative / Action-Oriented
Do they sit and think about things or do they take action upon their information? Are they
a thinker or a doer?
Exercise
Just answer the following questions without looking for or editing the answers in your
head first. You can do this with a partner(s) or alone. If doing this with partners, observe
their answers, listen, look for the patterns, keep talking and asking questions. See if they
line up on one side or the other of the meta programs list. (Note: questions 4 – 10 can also
be used in the context of talking with a client to determine their goals in a particular
program, such as smoking cessation or weight loss.)
1. What made you come to the seminar (take the home study course)?
2. How do you know the seminar is good, what evidence do you need?
3. What’s important to you about that?
4. What do you want from this?
5. What would that do for you?
6. How will you know when you have it?
7. How will this effect other people in your life?
8. What stops you from having this already?
9. What resources do you already have?
10. What else do you need?
Look for the meta programs. You do it naturally; we’re just bringing the skill to your
conscious mind. They will jump out at you now that you know what you’re looking for.

Rapport
Rapport is a double-edged sword. It can turn on you. You must learn to stay on track so
you don’t fall into the trap of forgetting that what you’re doing is all make-believe, and
they are at the opposite end of the spectrum as you. Don’t start thinking that they are
thinking the same as you. Do not make that mistake. If you do that, you could violate
their belief system. You are making rapport with them. You are in control of the
situation.
You should have an outcome or goal in mind when gathering information. Not for every
situation in life, mind you, but you can get lost in the process if you don’t.
Example: I was in a Waffle House late one evening before a seminar, just walked in and
sat down and had no goal in mind and started a dialogue with a couple of people. I was
dressed in jeans and looked like anyone else. A businessman, impeccably dressed, and a
trucker, started talking to me. As we’re sitting there, I decided to just gather information
for practice. Within ten minutes I had these two men sitting there telling me everything
about themselves, including the one who told me he had to go to the doctor because of
marital problems. I asked what specifically. You know you’re in rapport when a trucker
will tell a complete stranger he’s only talked to for fifteen minutes that it’s for impotency.
That’s rapport! He had no clue what my name was, much less what I did for a living.
Put the focus back on the other person. That’s how you gather the most information. This
stuff really works.
Rapport and the meta programs will help you recover lost information from the distort,
delete, or generalize process. It also reveals a person’s internal processes. And it puts you
into their model of the world.
How do you use this stuff? Feed back what they tell you. If you’re in real estate and you
find out why they bought their last house and what they’re looking for now, if they tell
you things that show they’re moving toward (location, prestige) and not away from

(safety issues, crime) then you just feed back to them what they’ve just told you. Don’t
focus on safety of a neighborhood if their criteria is that it’s a prestigious neighborhood.
They will tell you what they want. Tell them what they just told you. If you get a smoker
who wants to quit because of the aesthetics of the matter, and you try to talk to them
about cancer, they aren’t listening.
Use this information exactly how they tell you. Note it. Feed it back to them. Don’t be
too subtle. Try to get caught doing it – you won’t, unless they’ve been through the
training you have. Be blatant about it. Who wins a fight, the fighter who is subtle or the
one who pummels the heck out of the other guy?
Strategies
A strategy is the internal process a person uses to make a decision. Example, when you
go out to eat, how do you order food? Whether you realize it or not, you follow a process.
It may be visual (boy, that looks really good), auditory (telling yourself how good that
would taste), etc. then you make up your mind, exit the program, and place your order.
If you can interrupt a person’s strategy, you can influence them to make a decision or
make a decision the way you want.
Go out to eat with someone and find something on the menu, describe it to your dining
partner in such succulent terms that they can’t help but want to order it. It might not have
been what they wanted to order, but because you described it in such positive terms, they
can’t help it. (Boy, doesn’t that just look delicious, that prime rib looks so tender, just
falling apart, etc.)
In a fast food restaurant, if you go inside, watch people who stand in line, get to the
register, and still haven’t made up their mind. They will look up at the menu, look down,
and then if they look up again, they still haven’t made up their minds. Watch to see if the

cashier interrupts them before they look back up, and if they order as a result. Chances
are, if the cashier interrupts them, they will order.

Review
Motivational Metaprograms
How People Process Information That Influences Their Behavior
Metaprogram 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 Past
(Can be combined with Matching and Present
Approach/Avoidance Future
7. Time Relationships Patient
Impatient
8. Approach/Avoidance Pleasure/Goal
Move Toward/Move Away From Pain/Problem/Conflict
9. Financial Cost
Convenience
10. Quality Price
Value
11. Frame of Reference Internal
(Locus of Control) External
12. Interactive Interpersonal (Others)
Intrapersonal (Self)
13. Priority High
Low
14. Work Independent
Cooperative (Group)
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)
IMPORTANT POINT TO REMEMBER:
All these Motivational Meta Programs will be influenced by the person’s

communication/perceptual style. The person will be some combination of visual,
auditory, kinesthetic and digital, with one of these acting as a predominant style. The
Meta Programs will also be affected by the person’s behavioral style. This will be a
combination of dominant, expressive, steady or analytical, with one or two styles being
predominant. You must communicate with a person in his or her primary
communication/perceptual style while accounting for the actions that will be evidenced
due to their behavioral style.

Meta Programs
Review the Meta Programs
Pair Up.
1. Elicit the Meta Programs of how your partner decided to:

A. Attend this seminar.
B. Buy something.
C. Fall in love.
Meta Model Introductions

Pair up.
Each person will gather information (Meta Model) on the other person.
Then you will introduce yourself as the other person, describing and exhibiting the other
person’s role. You will “step into” the experience.
Then switch so the other person will “become” you, his partner.
Note: When your partner is introducing you to the group, you cannot interject any
information.

Sub-Modality Distinctions
By Richard Bandler & Will MacDonald
Modality Sub-Modality Questions

Visual Color/Black & 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?
Detail  Are there foreground and background
details?
 Do you see the details as part of a whole or
do you have to shift focus to see them?
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?
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 / Do you see yourself or do you see the event as if
Dissociation 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?
Dimension  Is it flat or is it three-dimensional?
 Does the picture wrap around you?

Singular / Plural  Is there one image or more than one?
 Do you see them 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?
Mono / Stereo 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?
Movement  Is there movement in the sensation?
 Is the movement continuous or does it come
in waves?
Direction  Where does the sensation start?
 How does it get from the place of origin to
the place where you are most aware of it?
Speed Is it a slow steady progression or does it move in a
rush?
Duration Is it continuous or intermittent?

Strategies
Determining how someone forms a strategy is important. It allows you to decipher how
you can influence how they make their decision. You can elicit a strategy while building
rapport with them.
Some people form faulty strategies. A person who’s been married multiple times, each
ending in failure, has a faulty relationship strategy. Accessing this strategy allows you to
help them modify it.
In business, eliciting someone’s buying strategy can make the difference in making a sale
or having a successful job pitch.
People use sub-modalities to form their strategies. They use their senses to form their
mental images, influenced by their meta programs, to form their strategies to make
decisions in everything from relationships to purchasing to what they have for lunch. By
understanding this process, you will have a firm foundation with which to enact your
strategy, whether it’s helping a client overcome a bad habit, making a sale, or even
making better life choices. That is the basics of NLP. Everything we do -- take all the
magic out of it, everything has to do with sub-modalities. Swish, visual squash – it’s all
about sub-modalities.

States (eliciting, anchoring, etc.)
Kinesthetic Swish Exercise
This can be used in social situations for a light intervention, to help a person feel better
in rough times. This is where we can use our skills covertly to help a person in need.
1. Acknowledge and pace where the person is. Anchor it with a light touch, such as on
wrist, hand, or shoulder.
2. Point downward with your hand, focusing their attention on your hand. Continue to
pace their state.
3. Pull your hand upward as you mention phrases such as, “things will… ‘Look
up’….’brighten up’ in the future.”
4. RELEASE THE ANCHOR AS YOU MOVE YOUR HAND UP, OUT, AND
PREFERABLY TO THE PERSON’S RIGHT SIDE.
Repeat the technique, if possible.
Exercise
Elicit a state by describing the state without using the actual word. (For example, elicit
excitement by describing an exciting new technique you’re learning, etc.) Partner up with
someone.
1 – Enter into the state you’re trying to elicit. Use sub-modalities as needed. (You cannot
elicit a state you are not in.)
2 – Describe the state to the person you are trying to elicit the state from.
3 – Ask your partner to try to identify the state you were trying to elicit.
Your actual physiological responses to a state are very few. It is the context of what’s
going on that will describe the state. A “fear” response has most of the same
physiological responses as an “excitement” response. Some of the physiological
responses are increased heart rate, change in breathing patterns, pupils dilating or
contracting, and responses from the body like tensing of muscles, arms tingling, etc.

You must elicit the physiological responses, and then tell them what you want them to
feel, they will feel it. Pacing and leading, which is a rapport skill. Enter into the state
yourself. Describe the sub-modalities of the state. Add a little bit of urgency. Increase the
sub-modalities (no subtlety). You are a storyteller, so use bright, vivid images. Then,
anchor the state to whatever you want to anchor it to (yourself, a product, whatever).
Wait to anchor the state until you see them moving into the state with you.
The anchor can also be non-physical, for example, if you want to anchor a state to
yourself, you can touch your chin, adjust your tie, etc., anything that draws the attention
and anchors that state to you.
You can also elicit negative states and anchor them to a behavior, person, product, etc.
(Politicians do this a lot.)
Language effects your sub-modalities. Precision language will allow you to better access
their sub-modalities and elicit the desired state. And sub-modalities are at the heart of
NLP. As you master advanced language patterns, you’ll master accessing others’ sub-
modalities, building rapport, eliciting and anchoring states, and more.
Exercise
Try going to a restaurant and ordering a meal in such a way as to elicit a hunger response
from the server.

How you use language effects everything in your life. Spend less time trying to “master”
the semantics, the structure and intricacies of the word skills, and focus on how to easily
and effectively apply word skills in everyday life. There are a lot of NLPers who have
mastered the semantics but are totally ineffective in their practice, because they spend too
much time on “word games” rather than using their skills in real-life applications.
The importance of words and language in regards to human behavior has been known
since the early part of the twentieth century. It’s only in recent decades that various
people have refined and structured the science of language to make it useful. General
semantics has been taught for years in universities, but unless you know how to apply it
in everyday situations, it does you absolutely no good whatsoever.
Buying Decision Rules
Making Decisions: Self, Others, Data

Approach/Avoidance: Move toward pleasure; Move away from pain
Locus of Control: Internal or External
Information Requirements: General or Specific, Random or Sequential Order
Attitude/Matching: Positive or Negative; Direct Match or Direct Mismatch
Lie / Truth Submodalities Exercise.
1. Do the lie- truth exercise. (Tell two stories, one the truth, but something unbelievable
from your past, and make up a believable fabrication. Tell them both to the group.
Get feedback on which one they thought was true/false. Do not reveal which story
was true and which was a lie.)
2. Get into pairs and elicit the submodalities of:
A: The truth

B: The lie
3. Map across, make the lie like the truth and the truth a lie.
4. Test
5. Switch
Think of where this could be useful in the real world. This exercise is important for both
the teller and listener. You will learn how you utilize your sub-modalities when you tell a
story (truthful and lie) as well as how you pick up clues when listening to someone else.
Pay attention to what goes on inside of you when telling the truth as well as when telling
the lie.
Next time you watch a movie, make a conscious effort to track the little details that either
sell you on the movie or totally blow the plausibility of the movie. If the little details are
plausible, the larger “lies” are more easily believable.
If you get into rapport with someone and mirror and match them while they are telling
their story. Try to put yourself into “think” mode while listening and in rapport, and you
will be better able to detect the lie. External behavior models an internal process. Being
in rapport will tune your senses while you listen.
This is why it’s harder to lie to (or be lied to by) family or a friend versus a stranger. The
better rapport you have, the more in tune you are with them and they with you.
If you are the one telling the story, really use your sub-modalities to try to sell the story.
The more in state you are, the more difficult time the listener will have determining if
you are telling the truth or the lie. If you try to built rapport while telling the story,
mirroring and matching the listener, it becomes even more difficult for them to tell
whether or not you’re telling the truth.
The more subtle you are building rapport, the less effective you will be. Remember, be
blatant!

Magic Words
The people who tend to learn advanced language skills the best are the ones who have an
outcome or goal in mind. You can get overwhelmed without an outcome or goal, because
the information gets convoluted. The brain may rationalize it, but how to you USE it?
Formulate your goal. Are you trying to increase your sales? Have better rapport and
results with clients? Build your business? Whatever that goal is, say, “I want to learn this
so I can _________.” Keep that in mind when learning these skills, and you will learn it
much better.
Once you have an outcome or goal in mind and learn it for a specific reason (and this
doesn’t apply to just advanced language skills), you can generalize it for other
applications. For example, the self-discipline that people learn in martial arts can translate
throughout their life. Sales professionals will generally pick up these skills faster than
mental health professionals who may rarely (if ever) use those skills and don’t have a
specific goal in mind.
What do you need the magic words for? And how do you use them effortlessly?
What is your goal, and what do you need to do to get there? Keep that in mind, and
everything you learn in this course will make more sense, whether it’s to better your
practice or improve your sales or whatever.
1. Easily
2. Naturally
3. Unlimited
4. Aware
5. Realize(ing)
6. Experiencing
7. Expanding
8. Beyond

9. Before
10. After
11. Now
12. Because
Exercise
Pair up with someone for this exercise. The programmer will build rapport, set the
parameters and elicit the meta programs and criteria from the other person (client). (For
example, the client may be buying a house. Find out what their criteria was when they
purchased their last house, etc.) What was important to them about that? What was their
strategy? LISTEN to their responses. Take notes if needed. Take a moment and look at
the list of magic words. Make some sentences using the magic words to feed their
information back to them. It doesn’t matter if the sentence makes sense to the
programmer as long as it makes sense to the client. You cannot use your criteria to make
a “sale,” you must use the client’s criteria.
Take a step further by asking what the client wants out of life, something they’re trying to
do.
Questions you can use:

 How is that important to you?
 What’s important to you about that?
 How will you know (when you do it)?
 What would that do for you?
Practice feeding that information back to the client tied in to something you (the
programmer) can do for the client, using the magic words.
The more you do this, the more you will realize how naturally you do this anyway. We’re
just using training to add more structure to the process. You have to drop your criteria
and focus on the criteria of the other person.

Take a cure from politicians and use criteria to help form your speech patterns and
subjects. People will tune you out if you don’t meet their criteria. Keep it relevant to the
person/people you’re talking to.
Also, try to shorten and condense your language. You want to say what you need to say
as efficiently as possible. Sometimes, what you don’t say is more important. People will
fill in their own meaning. The more you do it, you’ll find yourself pleasantly surprised at
how naturally and easily it comes to you.
Storytelling
You can learn a lot from watching movies and TV shows. It is important to be able to tell
an effective story, to embed metaphors. Watching movies or TV helps you learn what
works, what doesn’t work, and why. See what works for you, suspends your disbelief,
keeps you in the story, and what doesn’t.
New Behavior Generator

Build rapport while eliciting criteria. Use the magic words to feedback the criteria to the
client. Have client close eyes and picture someone they know or know of who makes
excellent use of language skills. Have them look up on a movie screen and imagine that
person doing all those language patterns. Quick movie, in two different contexts, one-on-
one and to a group (small or large).
Watch the movie again, and this time, watch their eye movements, breathing patterns,
head movements, how they get into rapport, notice the nuances, and it’s almost as if you
can hear their strategies in their head, both conscious and unconscious strategies.
Watch one more time, and this time, notice how comfortable they are, and you can almost
see their aura, their life force. This aura gives them the energy to do this.

Start the movie again, cutting out that person and putting in your picture, doing the same
thing, same eye movements, same breathing patterns, as if you’re doing it.
Start the movie again, see yourself even more comfortable, and see as you’re up there
you absorb the life force they left up there and it mixes their strategies with yours, both
conscious and unconscious.
Take a deep breath, step into the movie and feel how comfortable and natural those skills
feel now. Now think of times and places in the future where these skills will just naturally
emerge. When you’re ready, open your eyes and come back.
Embedded Commands
An embedded command is anything you want someone to do. All you’re doing is putting
those into sentences mixed in with VAK, rapport skills, “magic words,” meta programs
and criteria. Now you’ll add in a direct command. Remember, a command is not a
request. Use a couple of magic words, whatever their criteria or metaprograms are, a
command, a few more magic words, some more criteria, and another command. Put
about two or three in each sentence. One won’t do it. (That goes back to not being
subtle.)
If your voice tone goes up, it’s a question. If it remains level, it’s a statement. If you take
your tone down, it’s a command. Don’t be afraid to use your voice. Start using downward
inflection as much as possible.
You want to use your tonal inflection to stress the commands. It can be a variation of
low/high, but you want to emphasize the commands. In writing, you can even use bold
print to highlight the embedded commands. Most people won’t notice what you’re doing,
and the trained professionals who know what you’re doing probably aren’t your intended
market anyway.

Think back to when you were a kid and you “played” with your voice. Now that you’re
an adult, recapture that ability to make different voices. Think about how a word sounds.
The word “splash” should sound wet. A motivational trainer should SOUND motivated!
Commands
These cause the listener to follow the "orders" mentally.
Focus Concentrate, converge; centralize, contract; rally; gather, meet

Immediately Here, presently, today, now, yet
Put Aside Place apart, distance, set apart, cast away, throw away, thrust
Start Begin, commence, set out; originate; get going, rouse
Stop & Suspend Close; obstruct; stanch; arrest, halt, impede; inhibit; delay, hold up,
detain; discontinue, end, terminate, conclude; cease, desist
 Write three sentences using these commands.
Words to Avoid
Can’t Could have Should But

Try If Might Would have
 Only use these words to install the object/goal you desire. These words will
negate the suggestions.

Analog Marking
What words you stress will change the meaning of a sentence. Take, for example, the
sentence “He’s giving this money to John.” Say it several times, each time stressing the
word in bold.
 “He’s giving this money to John.”
Notice how the representation changes with each difference in tone? Think about what
words you want to stress and how.

Anchoring Exercise
Elicit states in the person you’re talking to. Practice using your magic words, embedded
commands, etc. Once you elicit the state, anchor it to yourself. (Pointing to yourself,
touching your collar or tie, gesture, etc.) Have an outcome in mind, and make it big,
practice your rapport skills, and enter into rapport.
Language Directions
Always remember that your language can go in any direction. You can go up into fluffy
words (lack of meaning, hypnotic language patterns), or you can go down into specificity,
or you can go either direction to the side.
As you practice and this becomes natural and easy for you, you will find yourself
bouncing back and forth between each extreme, from fluffy to specific, depending on the
circumstance. It just takes practice!
Belief Systems Exercise
1. Elicit submodalities of a universal truth.

2. Elicit submodalities of a self-truth.
3. Have the person pick something they want (talent, skill, etc.). Elicit the
submodalities.
4. Put the new talent/skill in the area of self-truth, matching the submodalities (Map
across.). Lock this in.
Test.
Magic Words: Quotes

You can add an additional layer to your use of the Magic Words, embedded commands
and anchoring by adding “quotes.” You can say anything in a “quote.” You can toot your
own horn and no one will catch on. For example, you can say, “Some clients tell me this
is the best training they’ve ever had,” and what you’re doing is telling them is it’s the best
training you could ever take. “My mentor told me that the only people who don’t use

rapid inductions are the ones who are afraid of them.” You’re basically creating a myth
by attributing the statement to someone else or by putting the onus of a statement on
someone else. It’s a great way to add to your own credibility by naming an expert. And
you can give a direct command within a quote. “People who’ve taken this training have
said you’d be a fool not to take this training as quickly as possible.”
Using quotes allows you to add credibility to what you are saying because in effect,
someone else is saying it. Quote an authority and link it to your goals. For example,
"Psychology Today states NLP may be the most powerful modality for change ever."
* Write three sentences using quotes to support your "orders."
Somebody calls you up. “I want some info about weight loss.” It sounds like they might
just be fishing for information and noncommittal. Try this: ask them to hold and tell them
you need to pick up another call, but don’t put them on hold, tell them you’re going to put
the phone down, and pretend you’re on the other line. Talk to the pretend caller and say
something like, “Oh? You say you’ve lost five pounds in two weeks? (pause) Aren’t you
glad you made that appointment now?” Give a few of the direct suggestions. You can
even feed urgency by pretending to set another appointment for your pretend person and
telling them you have very few slots left open for that week, etc. Pretend to hang up and
go right back into your other phone call. “Now where were we? Were you about to make
an appointment?” They’ve just heard a success story (indirectly) and will be more likely
to immediately make an appointment. (This technique is applicable to many fields.)
Time-Released Commands
It’s a fun thing to do, especially during trainings. It’s an embedded command. Example,
“All good NLP trainers always let you ask a lot of questions after an exercise.” Then you
do an exercise and immediately after an exercise, you say, “Does anyone have any
questions?” Or, “All good real estate agents follow up with their clients. Isn’t that
important to you?” Then the next day you follow up. You can apply this to nearly any

field. By anchoring the statement to the action and following through on the action, you
are then associated with the anchored statement.
You can use variations of this combined with quotes to anchor yourself to experts in your
field.
The More the More Pattern

Also called a “bind.” You’re basically binding two things together. They don’t have to
make any sense. For example, “The more you find yourself questioning these techniques,
the more you’ll find yourself wanting to apply them.” The best way to do it is THE
MORE…insert thought…THE MORE…insert action. So you’ll take a thought and link
or bind it to an action. This really works.
“The best for last because the more you think about it the more you want to take the
trainers training.”
This pattern lets you easily and naturally link any two ideas. It is especially powerful
when you link thought with action. And whatever you want them to do, this is where you
use your embedded command. You can create doubt and offer solutions, pace their
natural doubt, to embed the command.
“The more you try to resist, the more you want to do it now.”
* Create 3 sentences using this pattern.
Now you can start adding in this pattern with other techniques, such as quotes.
Exercise
Pair up with a partner and try go get each other to do something. (Hand you their pen, get
you a drink of water, etc.) Go back and forth until someone does it first. Use quotes,
embedded commands, the more the more pattern, etc. This is a fun challenge exercise.

Just start talking. You’ll be on guard, and what happens when you’re on guard? You lose
rapport. So you have to try to stay in rapport, track a lot of information on different
levels, and stay focused on the other person. Also, pay attention to their representational
system, meta program, etc.
Softening Phrases
You can get someone to tell you almost anything if you use softening phrases like, “I’m
curious,” or, “I’m wondering.” Example: “I’m curious, what kind of man really appeals
to you?”
The Stop Pattern

Just say, “Stop--” and whatever. With this technique, you can’t take a long pause after
you say it. “STOP thinking and take action…” “STOP talking to yourself for a moment
and realize…”
The Don’t Pattern

Don’t doesn’t work in our heads. “Don’t think about handing me that pen.” “Don’t
worry.” Your brain doesn’t understand don’t. It picks up what follows. If you tell your
teenager, “Don’t stay out late!” what happens? They hear, “Oh, stay out late.” Take
advantage of this to embed a command after DON’T. “And don’t think about how
quickly these houses are selling.” This is a good way to build urgency.
Don’t be afraid to stack multiple patterns and techniques on top of each other. That only
emphasizes their impact.
Look through advertisements, “articles” that are really advertisements, etc. to see if you
can find any of the techniques you’ve learned up to this point.
Forced Choice
Forced choice is where you set them up with two choices to make. “Do you want to make
your appointment for today or for tomorrow,” for example.

Nested Loops
This comes from computer programming where there are loops of data or instructions
contained inside another section (nested). Things are looped together, and it’s a
phenomenon you can create inside a person’s brain. It’s easy to do. You link things
together (like states). For example, they start out in a state of confusion, which is linked
to something else, and that to something else, etc., until they end up in a state of
calmness. To accomplish this, you link them to other states in between.
NLP trainers do this frequently by starting a story and not finishing it, then starting
another story, not finishing it, etc. They may start telling a story about being confused.
Then about halfway through, after eliciting the state of confusion, they switch to another
state, like awareness. (When I’m confused, it makes me more aware of what’s going on
in my body…) Then they elicit that state and stop and switch to another. (When I’m more
aware, I’m curious…) Keep going until you reach the final state, and tell that complete
story to come full circle. Then you finish the other stories to close the loops.
There are variations to this, but they all work the same way.
The stories don’t have to be related, or they could be parts of the same overall story.
Segues are easy to do, and can be as simple as a, “That reminds me…” You can use this
in conjunction with anchoring your stage to the sections of your nested loop. Three loops
are usually enough, but up to five will work well. (You’ve got five fingers to keep track
of your loops.) It’s totally arbitrary which states you use to link together your beginning
and ending states. What you might use to link two states together might not be the same
ones someone else uses.
This may take practice, because it’s unnatural to tell a story and stop in the middle of it.
The following information and exercises are included in this manual for your reference
and are not necessarily represented fully or in part on the videos.

Success Track
Pair up.
1. Find the first person’s Timeline.

2. Obtain 5 examples of Big Success (Dates and Experiences) in his/her life.
3. Get 5 examples of experiences where in retrospect he/she learned a lot.
4. Find the five examples of big success (step # 2) on the Timeline. Have them re-
experience them. Make them BIG, BRIGHT, HUGE, and COLORFUL.
5. Find the 5 examples of experiences where he/she learned a lot (#3) on the time. Have
the person remember the learning, and make them, BIG, BRIGHT, HUGE, and
COLORFUL. Have them also dim the negatives from the experience.
6. Have the person drift up and see the new Timeline. It will be like an airport runway.
7. Have the person drift to today, see the NEW past, see the SUCCESSES and
LEARNINGS.
8. Look to the future, feel the power from the past pushing you.
9. Lock In.
Switch Roles.

Auto Pilot to Success
Pairs (This exercise can be done alone very easily.)
1. Have the person create a movie of him/her doing his/her desired goal. From just
before the start to the finish.
Have the person step into the movie, TOTALLY EXPERIENCE IT. Run the movie
in 10 seconds.
2. Run the movie 2x in 10 seconds
Run it 4x in 10 seconds
3. Now run movie 30x in 10 seconds
4. Run the movie one more time in 10 seconds.
5. Put it into your past timeline if you wish.

Sliding Anchors
Pairs
1. Establish a powerful anchor on the arm of your partner. This is a positive state he/she
would like more control of.
2. Use this as a starting point.
3. Have your partner intensify the state, as you slide the anchor up. Have he/she turn up
the submodalities.
4. Have your partner lighten the state, as you slide the anchor down.
5. Have he/she use this new anchor.
Execute “Energy, Humor, Focus, and Love” technique.

Zip or Snap Technique
Pairs
1. Have the person get into a totally motivated positive state. Experience it VAKOG.
2. Have the person step out see the picture, know the VAKOG is there.
3. Have person push it out to the left, shrink it down, till a small dot.
4. Have it ZIP or SNAP into you, explode into the state.
5. Repeat this 5x and anchor it.
Repeat with “Love, Humor, Success, Energy, Insight, Etc….”

Compulsion Blow Out
Pairs
1. Have the person think of a compulsion they want to eliminate.

2. Have the person increase VAKOG until very intense.
3. Keep increasing VAKOG slowly until it pops or blows out
4. Have the person try in vain to find the old compulsion.
For extra power follow with a “Swish Pattern”.

Drop Down Through Technique
1. Have the person access a negative state.

2. Have the person imagine a hole/or an escalator in the floor. Ask him/her to drop
through or go under these negative feelings.
3. Have him/her describe this state. Drop through this state.
4. Repeat until he/she reaches a clear or positive state.
* Many reach a state of bliss/love connection with the universe.
5. Anchor this state.
6. Bring the person back up to #1 (the negative state).
7. Fire a positive, clear anchor. Reinforce that anchor under this negative intention.

Healing States of the Masters
1. Identify a “Master” who has the healing skills you desire.

2. Execute the “Escalator Induction”.
3. See yourself “down there”.
4. Send healing energy to yourself.
5. Find your Master (Masters).
6. Open yourself to receive their skills. Perform the “New Behavior Generator”.
7. Totally absorb those skills.
8. Bring your skills back down.

Eye Movement
1. Think of a problem state (addiction, compulsion, etc.).

2. Have the person focus on the problem.
3. Next have the person stare at your fingers.
4. Keeping his/her attention on the problem, have him/her watch as you move your
fingers in a random pattern. Hit the entire eye accessing cues several times. Begin
with slow movements and then speed up the pace.
5. Have him/her think of the past with his/her problem. Once again repeat the finger
exercise in #4.
6. Perform the Break.
7. Have him/her think of the solution concluding in a problem-free state in the future.
Once again repeat the finger exercise in #4.
8. Perform a Test.

Logical Levels
Environment
Behavior
Capabilities
Belief
Identity
Connectedness
Pick a goal and walk through the levels.
Logical Levels Exercise
1. Put the levels on the floor.

2. Have the person pick a goal.
3. Walk up the levels.
4. Intervene where needed.

Hammer Exercise
Whole Brain Integration
1. Imagine a new thought in one hand and an automatic thought in the other hand.
2. Have each side/hand project to the other.
3. Add a past event to each hand/side.
4. Add a future event to each hand/side.
5. Add a present event to each hand/side.
6. Combine the two sides, pressing them into the body.
Repeat, switching hands.

Accelerated Learning
1. Access the submodalities of something you learned easily and that you are good at,
and enjoy.
2. Access the submodalities of your curious anchor.
3. Get the submodalities of a self-belief anchor.
4. Obtain the submodalities of the subject you wish to learn. Anchor.
5. Map across from the new subject to easy learning. Collapse all anchors.
6. Test.

Pair up.
Virginia Satir Patterns
Position External Internal Verbal
The Blamer Finger Pointing; In Your fault

your face –
aggressive; Above –
looking down.
The Placater Kneeling – looking Here to serve; My
down; Brow-beaten happiness
The Computer Arms crossed; Analyzes.
Withdrawn. Pulled Questions – not in
back. experience.
The Distractor Busy – movements; Busy. What’s this?
Never finishes what Can I help?
is at hand.
Assume each position for one minute with your partner.

Virginia Satir – Flex
1. Assume each position on the inside.

2. Assume a different position on the outside.
3. Mix and match all positions.
What is your experience?

By-pass Words
Waking Hypnosis Words
The key to waking hypnosis is to by-pass the conscious mind's defenses. The easiest way
to do this is to use the words that do this by the very nature of how they work. The first
is the adverb and adjective pattern. You must put the adverbs before the verb and the
adjective before the noun for this to work. Everything that follows one of these words is
presupposed to be true in the rest of the sentence.
Achieve Do, complete, accomplish, perform, effect, execute, achieve,

consummate
Aware Cognizant, informed; alert (to)
Balance Measure; lift, heft; weigh, scale, counterbalance; examine, ponder,
consider, mull over, estimate; tell, count; weigh down, be heavy,
drag, load, press; oppress, burden, depress; overbalance, bear down.
Comprehend Realize, appreciate, understand; objectify, imagine; gain, net;
produce, bring in; fulfill, attain, achieve.
Consider Reflect, cogitate, cerebrate, excogitate, think over, deliberate,
lucubrate; rationalize, speculate, contemplate, meditate, ponder,
muse, dream, ruminate; animadvert; fancy; take into consideration;
see about or to; take counsel, commune with oneself, bethink
oneself; revolve, turn over or run over in the mind; occur, present,
or suggest itself; come into one's head; strike one, cross or pass
through the mind, occupy the mind; make an impression; sink in,
penetrate the mind; engross the thoughts; come to think of it.
Contemplate Deliberate, ponder, brood, consider, meditate, ruminate, reflect;
speculate, turn, revolve, weigh, muse; believe, judge, deem; regard,
take into account, heed, mark, notice, mind; entertain; esteem
Discover Possess; apprehend, conceive, comprehend, realize, understand,
appreciate, fathom, make out; recognize, discern, perceive, see,
experience; feel or know in one's bones; know full well; have in
one's head, have at one's fingertips, know by heart, be master of,
know what's what; Know, learn, study, ascertain.
Fulfill Satisfy, realize, gratify; execute, discharge; effect, carry out
Grasp Hold, clasp, seize; comprehend, understand
Imagine Devise, frame, conceive, visualize, fancy; grasp, realize, take in,
understand
Know Understand, comprehend, grasp, catch; perceive, discern, penetrate,
apprehend; interpret, construe, fathom; gather, infer, assume;
realize, believe; sympathize (with).
Marvel Wonder, admire; be surprised, start; stare, open or rub one's eyes;
gave, hold one's breath; look or stand aghast, stand in awe of; not

believe one's eyes, ears, or senses. Be wonderful, beggar or baffle
description; stagger belief; surprise, astonish, startle, shock, take
aback electrify, stun, stagger, bewilder
Observe Apprehend, discern; perceive, notice see; comprehend, know
Puzzle Confound, perplex, bewilder, confuse, mystify
Reveal Uncover, discover, disclose, manifest; find, espy, descry; detect,
unearth; realize
Review Reexamine, reconsider, think over or again, change one's mind,
tergiversate
Sensorial/Sensory Receive an impression; be impressed with; entertain, respond; catch
fire, catch infection; enter the spirit of. Bear, suffer, support,
sustain, endure, abide, experience; feel, emotive, emotional, tactile,
tactual, tangible, palpable.
Suppose Assume, take for granted; put on, affect; appropriate.
Theorize Ponder, Speculate, meditate, conjecture, surmise; gamble, play the
market.
* Write three sentences using these Hypnotic Words.

Awareness Pattern
These words start the mental process you are describing to the listener. They also
presuppose that everything that follows them is true. This is especially true when you use
an established fact immediately before the command you want your listener to do.
Also instead of asking your listener to do something, you by-pass the resistance by asking
if they are aware or realize... This is very powerful.
Also use this with adjectives and adverbs for additional power.
Comprehend Realize, appreciate, understand; objectify, imagine; gain, net;

produce, bring in; fulfill, attain, achieve,
Experience Have, know, see, meet, encounter; undergo, suffer, brave, sustain;
enjoy, realize, apprehend, understand
Notice Cognizant, informed; alter (to)
* Write three sentences using this Awareness Pattern.

Temporal Pattern
These use time/space to create what you want in your listener. "After you do the exercise
you will understand...."
Again More, plus, extra, besides, also, too, at that, then some, as well, over
and above, and so forth, and so on; by the way, by the bye, on the
side, in passing, in addition to, an aside
Ahead Foremost, before; forward; beforehand, sooner, previously,
heretofore
Early Timely, forward, prevenient, anticipatory; ahead of time;
beforehand, hastily, too soon, before its time; unexpectedly
Existing Commonly, prevalent, currently, prevailing; accepted, abroad, rife,
circulating
First Earliest, original, prime; leading, chief, fundamental, firstly,
originally, at first; before, ahead; sooner, rather
Foremost Leading, first, precedent, chief, best, principal
Former Erstwhile, whilom, sometime, quondam; foregoing, preceding
Instant Moment, second, trice, twinkling
Later Behindhand, belated, backward, unpunctual, dilatory, delayed,
delaying, procrastinating, untimely; delay, suspend, stave off,
waive, prorogue, hold or keep back, temporize, play for time, get in
under the wire, sleep on it; stand up, keep waiting, hold up
More Additional, in addition, added, beside(s); to boot, over and above,
further
Other Different, separate, distinct; former; another, additional
Past After, beyond, behind; afterward, subsequently, not now, later
Persist Continue; keep, go, carry, run, or hold on; maintain, keep up,
sustain, uphold; prolong, remain, last, endure; prolong, remain, last,
endure, withstand; protract, persevere, be permanent, stay, stick,
abide; resume
Principal Chief, foremost, leading, supreme
Supreme Ultimate, highest
Through Pending, during, in the time of, until
Timely Punctual, forward; prompt, instant, read; premature, precipitate
precocious; prevenient, anticipatory, ahead of time; forward,
advanced; imminent.
Ultimate Final, eventually, coming, contingent
Until Till, to, up to {the time of}
When Whereupon, just then, whenever
While During, as long as, whilst; whereas; although
* Write three sentences using this Temporal Pattern.

Spatial Pattern
These words create a relationship between things, thoughts, ideas, etc. They elicit
powerful imagery in the mind of the person listening.
Against In opposition to, counter or contrary to; dead against, at cross

purposes; in exchange for
Alone Separately, apart from, independent; away; in pieces
Along Lengthwise; onward; together (with).
Among In the middle (of); midst, included in, with
Amplify Widen, enlarge, extend, grow, augment, increase, expand, swell,
mushroom, fill out; dilate; deploy; stretch, spread, flare, bell; spring
up, bud, burgeon, sprout, put forth, open, burst forth, gain flesh,
flesh out or up; draw out; outgrow, overrun, be larger than;
aggrandize, distend, develop, amplify, blow up, widen, inflate,
stuff, pad, cram, exaggerate; fatten
Around Surrounding, about; near, neighboring
Aside from Apart, aloof, away
Behind In back of, following; rearward, aft, backward; after, subsequently;
slow
Below Subordinate, lower, underneath; under, beneath
Beneath Underneath, under, below
Beyond Farther, yonder; over, past
Close Compact, dense, firm; stifling, oppressive, muggy, stale, taut;
confining, constrictive; near, intimate, reticent, approximate
Concisely In brief, reduce; short of, foreshorten; in lieu of
Continue Progress, advance; move, arise; proceed, emanate, result, issue;
measure, step, procedure
Directionally Directly, toward, straight, through, via, by {the} way of
Down Downward; under, beneath, below
Expanded Widened, enlarged, extended, grown, augmented, increased,
swelled; filled out; opened, burst forth, be larger than; drawn out;
put forth; opened; stretched; spread
Feeling Tactual, tactile; tangible, touchable, palpable; touching, lambent,
licking; adjacent, bordering, tangent, abutting, neighboring,
contiguous; affecting, moving, melting distressing, heartrending,
pitiable, tender, pathetic, impressive
From above Aloft, overhead, over, beyond, more than, exceeding
From behind Away, out of the rear; after; subsequently; following; in back of
Further Farther, more, additional
In place of Substitute; replacement; instead; on behalf of, in lieu of, in the stead
of; by proxy; for want of something better
Including Included, inclusive; subsumptive; compendious, comprehensive,
encyclopedic, omnibus, of the same class
Increase Extend, widen, broaden; aggrandize, amplify, enlarge, magnify,
augment, expand, elaborate, expatiate; dilate, distend, swell
Internal Within; inside
Near Nigh, close, nearness; close at hand; neighboring; adjacent,
adjoining, proximate; impending, imminent, oncoming, near the
mark, intimate; handy
On the top Uppermost, top of my head, off the top
Remove Separate, subduct; retire, retreat, disengage, draw off; abstract,
subtract; recall, rescind, recant; resign, relinquish; withdraw,
abdicate, depart, drop out, back out, recoil
Separate Divide, disunite, disconnect, part, detach, sever, deep apart, isolate,
segregate, sift, screen;
Through Among, via, by way of; during, throughout; by; with
Uncover Open, unclose, unseal; disclose; discover; reveal, lay bare, expose
Undergone Experienced, endured, sustained, borne, stand, withstood
Upward Higher, aloft, more
Without Outside, outward, beyond; minus
* Write three sentences using this Spatial Pattern.

Cause & Effect Pattern
These words create a false logic so that "X Causes Y". State a fact (or belief) and link it
to another phrase/suggestion. This naturally installs the suggestion.
And & Also Moreover, in addition; plus, to boot, besides

As Because
Because By reason of, owing to, on account of; since, for, for the reason
that, as
Brings to pass Cause to happen; effect; command
Causes Originates, give rise to, occasion, bring to pass, bring about,
effectuate, create, produce, generates
Compel Coerce, effect, force
Constitutes Form, be, make, frame, compose; total; set up, establish, found;
appoint
Creates Causes, makes, forms, brings into being, effects, produces,
constructs imagines, visualizes, bring to pass, produces, prepares,
obtains, causes, compels, amounts to
Derives Get, obtains, deduces originates, arise; infer
Determines Decide, resolve; end, settle, answer; delimit, define, bound; find
out, ascertain; specify, restrict, differentiate
Excite Rouse, animate, stir, spur, invigorate, stimulate, exhilarate, arouse
Excuses Exonerates; justifies, warrants, vindicates, absolves; prove right
Grant Permit; concede; tolerate, allows, suffer, let
Invokes Beseech, plead, beg; call, summon; utilize; wish, conjure; attest
Kindles Stirs, excites, rouses, provokes, ignites
Produce Make, generate; proliferate; engender
Settles Define, fix, confirm, appoint; agree upon; resolve, determine,
decide, conclude; adjust; compose
Verifies Corroborate, substantiate, confirm, prove, make certain, establish;
identify
* Write three sentences using this Cause & Effect Pattern.

Personal Trance Words
1. Have the person describe what is important to them in:
A. A hobby
B. A relationship
C. A job/career
D. Friends
E. Other
2. Look for words that repeat.

* Do not offer your opinions. Do not give them words. It must be their words.
These are personal trance words. You do not have to know what they mean. The words
in and of themselves will bypass the conscious mind. The words access the subconscious
power.
3. Be sure to feed back the personal trance words that are tied to the goal/outcome you
desire.

Language Patterns
1. I'm wondering if....
I'm wondering if you will, right now, while you have the opportunity, go ahead and
make an appointment for a hypnosis session. I'm wondering if knowing that you can get
the relief that you want from stress by the use of hypnosis will give you a feeling of
security. I'm wondering if you can imagine being totally smoke free and know the good
feelings that will give you. I'm wondering if a man in your position would need follow
up sessions for other things. I never told you to do anything. I was just wondering....
2. Maybe you'll _____________
Maybe you'll direct some unusual embedded commands to your prospects while you
are convincing them to use your services. Maybe you'll dream of other reasons for being
hypnotized. Maybe you'll even spot the embedded commands in these sentences.
3. You probably already know...
You probably already know that most people who try it are helped by hypnosis. You
probably already know that hypnosis is being used by more and more people, daily. And
what do you do in response to this statement? You might begin to think of reasons that I
say you know for being hypnotized and of course you are likely to find them if you think
long enough. If I wanted you to really search for these answers I probably could say: On
a deep level, you probably already know how useful indirect communication can be.
4. Don't _______________ too quickly.
This phrase has the implication that what I suggest will definitely happen anyway,
and all I really care about is when it happens. And, if you are resisting me, your internal
response may well be: "Oh yeah, who says I can't do this quickly! I'll show you!" Isn't
that great? Don't decide to be hypnotized too quickly. Don't begin thinking about how
much better you will look and feel when you are at your ideal weight before you've even
been hypnotized. Don't begin having too much fun with these language patterns, too
quickly, or too soon.
5. Can you imagine....
You probably already know that people are more likely to do what they are familiar
with and that imagining something is a great way to create familiarity. Can you imagine
how much better you will feel when you are smoke free? Can you imagine how much

money you could save from being smoke free? Can you imagine all the situations where
you would use this language pattern if you practiced it and really knew it? Can you
imagine the power of just this one language pattern?
6. One can, <person's name>, ___________
By adding the person's name at the beginning of the embedded command, you will
make it much more powerful. One can, Bill, feel good about having the kind of help that
hypnosis gives you. One can, Barbara, enjoy the thrill of being at your ideal weight.
Who can? ....One can. We're not talking about you, Frank and Ernest.
7. You might notice the feelings ... as you ...
You might notice the feelings of excitement you experience as you consider the
rewards of being stress free. You might notice the feelings of satisfaction as you provide
another opportunity for an indirect suggestion. You might notice the feelings of
happiness, which you have as you contemplate how good you look at your ideal weight.
8. A person might, <person's name>, ______________
Say the person's name close to the second half of the sentence, and it becomes a
personal embedded command. A person might, Sarah, take the lessons from that
situation and realize how valuable it would be to experience hypnosis for yourself. A
person might, Allen, find some good reasons that would make being hypnotized
compelling.
9. One Could _____________________, because ....
Because is the magic word, because it lends emotional credibility to whatever goes
before it. Once could use the word "because" after important suggestions, because you
enjoy trying new things. One could let this learning go to a very deep place inside,
because you may not be completely aware of how important it is yet. One could
experience hypnosis because that person was completely aware of how important it is to
be smoke free. One could desire to be self-assured, because one knows how important
that can be in dealing with others.
10. You can __________________, because....
Here's that because word again. You can just use it and discover how powerful it is,
because you can pretty much say anything you want after it. You can believe it works,
because it is such a nice way to keep talking and keep the suggestions coming. You can

even use it in everyday conversations, because people love to hear reasons for things.
You can experience hypnosis, now, Stanley, because you want to be the very best you can
be, don't you?
11. You can ____________________, can you not?
Can you not is such a great way to end a statement. It turns the statement into a
question which is less threatening, and it's so confusing to try to disagree with the
statement/question. You can appreciate my point, can you not? You can find lots of
reasons for experiencing hypnosis, can you not? You can realize how happy you will be
when you are totally free of the smoking habit, can you not? You can do all these things,
can you not?
12. I don't know if ________________.
I don't know if you are going to like this training more than any other training you
have ever experienced. I don't know if you are going to enjoy certain things in particular
more than others. I don't know if you will enjoy the language patterns more than
anything else. I don't know if this experience is going to change your life. I don't know
if experiencing hypnosis is the most important decision you may ever make. Don't ask
me! I don't know!
13. You might notice how good.....feels, when you ......
The hidden assumption is that what I'm suggesting feels good, and the when you part
further assumes that you are going to do it! You might notice how good you feel when
you realize what hypnosis can do for you. You might begin to notice, now, how good it
feels when you write the check for your initial hypnosis session. You might notice how
good your eyes feel when you close them and they stay closed.
14. One doesn't have to, <person's name>
One doesn't really have to, does one. It seems so formal and detached and
impersonal, (person's name), or does it? One doesn't have to, Barbara, begin to imagine
how much better you will look and feel when you are making better grades. One doesn't
have to, Fred, realize how much better he will look and feel when he is at his ideal
weight.
15. People don't have to <person's name>, _________
People don't have to, but they do anyway, doesn't it seem like that? And when I use
your name, it makes it so personal. People don't have to respond favorably when you use

their name, but you know, Stanley, they sure do. People don't have to, Marilyn, listen
carefully to everything I say. People don't have to, Clarence, understand how easy it can
be to be smoke free through the use of hypnosis.
16. You may not know if _______________.
When I wonder whether you know something, I presuppose that something exists and
is true. You may not know, if hypnosis is going to be just right for you. You may not
know if you're going to be SO happy with hypnosis that you'll have to write me and tell
me about it. You may not know if this training is going to be really fun and exciting.
17. It's easy to ______________, is it not?
Is it not is another one of those endings that softens a statement into a question.
Additionally, it's somewhat confusing to disagree with, is it not? It's easy to see what
good sense it makes to experience hypnosis, is it not? It's easy to realize how much better
off you'll be twenty years from now by becoming smoke free, now, is it not? It's easy to
make a decision to experience hypnosis now, is it not? And, if I say something is easy,
you may be willing to do it to see if I'm right.
18. A person may not know if _______________.
For added fun a person can change the subject of the sentence halfway through. It's
mildly confusing and it underlines that you aren't really talking about a person in the
abstract anyway. A person may not know if you're going to realize, now, how valuable
hypnosis can be in removing unwanted stress and anxiety. A person may not know if
you're going to have a meaningful experience through this training. A person may not
know if you're going to have as much fun during this training as anyone. A person may
not know if anyone who experiences hypnosis will get a great deal out of it.
19. You are able to _______________.
You are able to enjoy being in this training, because you really enjoy learning new
and exciting things. You are able to understand how hypnosis provides you with the tools
for change. You are able to re-read this to make sure you get it. You are able to do all of
this and much, much more.
20. <fact>, <fact>, <fact>, and __________
When you start off saying a string of facts, the other person internally is thinking
"yes", "yes"...."yes", and they get into the habit of agreeing with you. That is when you

present him/her with your suggestion. You've made a success of yourself in the business
world, you have a beautiful wife and family, it's important to be free of unnecessary
stress by experiencing hypnosis, you will be able to rid yourself of unnecessary and
unwanted stress. Things are more hectic in the business world every day, there is no way
to avoid increased business complexities, everyone needs a way to be protected from
increased stress and hypnosis provides you with that kind of protection.
21. A person is able to _____________.
What do most people do when I comment on what other people are able to do? They
usually do an internal check to see if they can do it too. A person is able to make the
kinds of changes she wants, and cause them to be permanent. A person is able to
recognize how disastrous it can be to fail to protect his health by becoming smoke free.
A person is able to realize just how powerful is this word pattern. A person is able to
understand that this word pattern is very powerful.
22. .....once told me, "_____________"
Quote someone else and put your message in the quote. The nice thing is that they
said it, you didn't. My favorite uncle once told me, "Take care of yourself when you are
young and you'll have good health when you're old." My dad once told me, "A good
hypnotist is worth her weight in gold." Jim Heil once told me, "Use these language
patterns and you'll be able to persuade people a lot more effectively."
23. ....said, "_______________"
Quote someone else and put your message in the quote. Time and again people who I
have trained in these language patterns have said, "Quotes are one of the slickest ways to
deliver indirect messages." In fact, one of them once said, "If you can't use quotes to
deliver a message, you must be brain dead!" Of course, that was him. That's the sort of
thing I would never say.
24. If you _______________, then ......
This is a cause and effect statement, and it doesn't have to make much sense. In order
to verify that the then part is true, the person has to do the if part, which is what you
want. If you experience hypnosis then you will discover how easy it is to make the
change you want. If you direct your attention to what hypnosis has done for others, then
you'll be able to see how it can help you, too.

25. When you ______________, then .....
I say when X, then Y, and you have to do X and then search for Y in order to
understand what I'm saying to you. Pretty trick, huh? When you get in touch with the
facts about how hypnosis can help you, then you will find it compelling to experience
hypnosis, yourself. Check it out!
26. Will you ________ now, or will you _________?
Will you do it now, or will you do it later. Will you experience hypnosis now, or will
you experience it right after I buy your lunch? Will you sign up for the program now, or
will you sign up when we complete the intake form? Will you sign up now, or will you
wait until I've given you my full sales pitch?
27. I'm wondering if you'll ___________, ... or not.
This or not ending is the greatest way to dodge resistance. If you see the other person
smiling and nodding his/her head "yes", then there is no need to add the or not. Who
needs it? I'm wondering if you'll want to set a time for your first appointment right here
and now. (Pause. What, no enthusiastic agreement?) ... or not. I'm wondering if you'll
use this language pattern constantly (Pause. What, no enthusiastic agreement?) .... or
not.
28. People can, you know, _____________.
I'm talking about what other people can do. I'm not talking about you! You know,
that you know clause seems to imply in an ambiguous fashion that you knew this already.
People can, you now, find ways to pay for the hypnosis work they really need. People
can, you know, provide for the changes that they want and need.
29. Maybe you haven't ..., yet.
Maybe you haven't, maybe you have. Who knows? I'm just making an observation.
When that yet comes along, there's a strong implication that sooner or later you're going
to! Maybe you haven't decided to experience the benefits of hypnosis....yet. Maybe you
haven't given consideration to how wonderful you will feel when you've reached your
ideal weight ... yet. Who knows? There's still time. It's just an observation.

30. One might, you know, ___________.
One might, and then again one might not. Who knows? ....You know! One might,
you know, just take the time to study what is available in the area of hypnosis and make
the changes s/he wants. One might, you know, understand how to use this language
pattern at just the right times.
31. You might want to _______________, ... now.
This now is the trickiest part. If you slur it together with the rest of the sentence it
just adds an imperative quality to that embedded command. If you pause and then say it,
it becomes a powerful command all on its own. You might want to consider whether
hypnosis for weight loss or stress reduction is appropriate for you now. You might want
to go ahead and experience hypnosis ... now. Who knows, you might want to do just
that.
32. You could _________________.
You could! Of course you could. You have free will. You could sleep on it tonight,
and call me in the morning. You could let this process of experiencing hypnosis take
place without even knowing how it was happening. Huh? You could just let go and
relax. Ok? OK.
33. You might ________________.
You might, and whatever you do might be even more likely after having it suggested
like this. You might want, more than anything, to make the changes you want through
hypnosis. You might discover that hypnosis is just the thing you need to make the
changes you want. You might begin to recognize that this training is fun, exciting and
valuable.
34. A person could, <person's name>, __________.
A person could, Clarence, realize that the benefits of hypnosis are extraordinary. A
person could, Barbara, go to work tomorrow with a new outlook about the value of
hypnosis. A person could, Michael, write a check for the initial hypnosis session, now.
Heck, it's a free country.

35. You may ________________.
You may find this training experience very valuable to you, in every way. You may
get confused about what used to stop you from making hot money calls. You may like
hypnosis so much that you'll want to recommend it to all of your friends and family
members. You may, go ahead. I give you permission.
36. One may, <person's name>, ____________.
One may, Sarah, feel comfortable working with a hypnotist. One may, Jerry, forgive
someone, even though you don't think you wanted to do so. One may, Jane, be excused
from listening to more of a sales pitch after she has committed to experiencing hypnosis.
37. A person may ____________, because ......
A person may get permission to do what I'm suggesting, because I'm giving it to
him/her. Who said my because had to make any logical sense? And besides, the because
clause is an opportunity for another suggestion. A person may go ahead and experience
hypnosis, because he realizes just how much it can help him to make changes which he
wants.
38. You don't have to ___________.
This is called a truism. The statement cannot be argued with because on the surface,
it is true. Beneath the surface lies an embedded command. You don't have to experience
hypnosis today. You don't have to understand how hypnosis works to be benefited by it.
You don't have to help me with the dishes. Really.
39. Will you ....., or ....., or .....
This is the form of infinite choice, and I'll cover all of the possibilities so you can't
help but do what I say. And if you get into the habit of doing what I say, sometime I may
begin to actually lead/influence you. Will you experience hypnosis this week, or will you
do it right after the first of the year, or will you create a plan for using hypnosis to help
you make the changes you want? So many choices, so little time.
40. I wouldn't tell you to ____________, because ......
I wouldn't tell you (here I am telling you anyway), and you can't disagree with me,
because I said up front I wouldn't tell you. And, again, I use the magic word because to
make another comment, because it lends authority to what I just said, and it carries

attention away from the embedded command before you consciously recognize it. I
wouldn't tell you to use this language pattern when you are trying to persuade someone to
experience hypnosis, because you might feel it is so powerful that it would be unfair to
use it. I wouldn't tell you to use this language pattern with your customers, clients and
prospects, because it might allow you to be more influential with them than me.
41. How would it feel if you ....?
In order to answer this question, you have to imagine what I propose, which is the
whole purpose for asking the question. How would it feel if you just went ahead and
experienced hypnosis? How would it feel if you discovered that hypnosis is a wonderful
way for you to make the changes you want, now?
42. I could tell you that ... but ...
I could tell you that...but I won't so you have no reason to resist or to take offense at
whatever I just didn't tell you. I could tell you that this training will give you more
confidence and self-assurance, but I would rather let you discover that for yourself. I
could tell you that this language pattern is a great way to avoid resistance, but you
probably understand that already. I could tell you that hypnosis is the perfect thing to
help you become smoke free, but you probably realize that already.
43. Sooner or later .....
Sooner or later you'll realize that hypnosis is the easy way to get what you want.
Sooner or later everyone finds out that experiencing hypnosis provides untold benefits in
the long run. Sooner or later you will find yourself using this language pattern. Jeepers,
everything happens sooner or later.
44. Sometime .....
Sometime, somewhere, there will be a person in a situation very much like yours, who
will take a deep breath and go ahead and get the help s/he wants and needs through
hypnosis. Sometime you will see a person who knows a good thing when he sees it and
he will just go ahead and experience the hypnosis. Sometime you might indirectly
influence a person to go ahead and experience hypnosis.
45. Eventually ....
Eventually, everything comes to pass. Eventually, what I want to direct your attention
to will probably come to pass as well. Eventually, you will discover how valuable the

right hypnotist can help you obtain the outcome you want and you will go ahead and
experience hypnosis.
46. Try to resist ...
Try to resist implies that you will try, but you won't be able to do it. You can use
your voice inflection to strengthen this implication. Try to resist the realization that when
you are without the help that you need, it is impossible to make the changes you want.
Try to resist knowing that daily, all over the country, in big cities and small towns, people
just like you are receiving help with the changes they want through hypnosis.
47. You might not have noticed ...
You might not have noticed how often you direct other people's awareness while you
are talking to them. You might not have noticed how easy it is to experience the benefits
of hypnosis. You might not have noticed that hypnosis offers you an effective method for
you to get what you want. You might not have noticed that thousands of Americans are
experiencing the benefits of hypnosis daily. You might not have noticed a lot of things,
which I, as a hypnotist, am glad to point out to you.
48. Some people ....
Who are those some people? The first thing a person does is to check inside to
discover if s/he is one of those people. So, give people something for which you want
them to check. Some people get a strong feeling of comfort just knowing they have the
benefits of hypnosis immediately available to them. Some people have a way of finding
the money that is needed for really important things.
49. I'm wondering if you'll __________ ... or not.
Deliver the embedded command, and time the or not ending to arrive when resistance
appears in the other person. You'll be agreeing with them and dispelling their resistance
at the very moment their resistance appears. I'm wondering if you'll want to tell every
last one of your friends about the benefits of hypnosis ... or not. Of course, the effect of
the embedded command remains even though you've agreed with the person's resistance.
50. What happens when you _____________?
In order to answer this question you must imagine what I am suggesting, which is the
reason I ask. Remember, in the area of emotions and feelings, people learn just as well
by vividly imagining experiences as by physically having them. What happens when you

just decide that you're going to get the changes you want through hypnosis? What
happens when you consider the prospect of not having to worry about getting the changes
you want?

ADDENDUM
GO STRAIGHT TO YOUR GOAL

Experience the Power and Magic of NLP/Timeline For Success Mastery
This process illustrates the following NLP concepts:
1) The synergy of combining NLP patterns to construct a well-formed group process

2) The process of information gathering to elicit a well-formed goal
3) The simplicity of a sensory-awareness pacing-and-leading induction
4) The utilization of a good memory to create a peaceful altered state
5) The release of negative energy anchored to the goal to dissociate from negative affect
6) The ability of submodalities to sharpen and deepen the image of success
7) The use of timeline to position the goal in the client's experience of time
8) The use of a cybernetic loop to radically reframe the goal without the problem state
9) The invocation of unconscious process to remove subconscious blocks
10) The incorporation of Milton Model patterns for integration and reorganization
Timeline Basics
1) Evoke timeline, then use dissociated regression to:

2) Go back before the onset of a negative emotion or limiting decision
3) Or forward after the conclusion of a feared future event
4) From this safe position, negative energy will most likely disappear
5) Use appropriate NLP (fast phobia, reframing, etc.) to neutralize remaining affect
6) Then associate a positive feeling/decision and outcome with this location in time
Information Gathering
Note: This NLP pattern can be done with no introduction. However,

even better results will be obtained with a small amount of
preparation. Before doing this process one-on-one, elicit from the
client the answers to the following questions (or in a group, have each
of them write the answers down on a piece of paper). This will anchor
the information strongly into short-term memory, which will then be
recalled quite powerfully during the process below.
1) Problem to be solved (can be any goal of emotional peace, better

health, or more success in external affairs)
2) A good memory from the past (if the client doesn't have one (some
may not), have them recall a daydream of an ideal life, or a scene
from a movie they enjoyed, or how someone they admire handled a
life situation well)
3) Any person, situation, or institution, about which the client has
strong negative feelings, that is holding him back from progress
(anger, fear, sadness, guilt, etc.)

4) An image of success in this area (talk them through NLP well-
formed-goal or similar criteria for creating a good goal image)
5) Steps to the goal (can be specific, vague, or even “just a sense”, an
image of metaphorical steps, or mental pictures of actual future
experiences)
6) NLP Submodalities (sensory details) of the goal
7) Sense of how long goal will take to be achieved (e.g. 2 weeks, 6 months, 1 year, etc.)
8) Is client extremely analytical (if so, explain process beforehand)
Process below is written for a group, adapt language as necessary for one-on-one client
Important Note: This script is based on NLP, not direct suggestion. Each line of the script
asks the listener to DO something, and it is this doing that makes the change happen. Like
in all NLP, the listener MUST actively participate to get the change. The changework in
this script happens during the pauses. Therefore, you must give enough time at each
pause for the listener to understand the question, then do it, then allow the change in
perception to take place. Pause after each paragraph, 10-20-30 seconds (longer for the
bigger questions). Remember, the client/group is in trance, so his/her/their thinking
process is slowed down compared to yours. If you make the pauses too small and rush
through the script, the listener will have little or no experience of change. The best way to
give this script is to go into trance yourself, and let your subconscious pace the script.
(Start relaxing music, then read all text in bold type.)
Alright, let's relax and get ourselves in the spirit of meditation (Pause)
And so, over the next few minutes, allow yourself to drop into a state of relaxation. For
when we are relaxed, we are more open to change. And when we are more open to
change, our bodies and lives can more easily heal. And healing is a good thing. (Pause)
And the process we're about to do will help us come into harmony with ourselves just a
little bit more. And come a little bit closer to achieving those things that we want to
achieve in life. (Pause)
(Pacing and leading)

And so I want you to begin by simply noticing how you feel. (Pause) In a moment, I'm
going to ask you to pay attention to all of yourself. (Pause) And just notice how your
body feels, and how your emotions feel. (Pause) Simply notice how they are. (Pause)
And simply noticing without judgment if there is any part of you that is tight or tense, or
that feels uncomfortable, just allow that part to be just as it is. (Pause) Knowing that by
the end of this meditation you will find that you are beginning to feel better at every level
of your body and mind. (Pause)
(Include as much relaxation/deepening here as fits the situation, utilizing induction that
fits the client's/group's personality)
DO INDUCTION HERE
(Doesn't have to be a long one, just long enough to tilt the mind of the
listener into right- brain mode. The exception here is for a tense or
anxious client or a group, where several minutes of physical relaxation
will help smooth the transition)
(Sensory awareness can be used in a pacing-and-leading format for a

simple group induction as follows)
In order to take a very pleasant journey to the land of your dreams come
true,
(Pause)
Whenever you wish, at any point, allow your eyes to close. (Pause)
As you begin your journey, simply notice what it feels like to rest in the
chair.
(Pause).
Notice, how do your clothes feel against your skin? (Pause)
What is the temperature of the air in the room? (Pause)
Can you hear any quiet and peaceful sounds around you? (Pause)
Can you feel your life energy inside you, the sensation of being alive?
(Pause)
What is it like as your body becomes more peaceful, still, and quiet.
(Pause)
Can you begin to notice and let go of any tension in any part of your
body? (Pause)
Begin to notice the comfort of resting in a relaxed position. (Pause)
What is it like as your body becomes more peaceful, still, and quiet.
(Pause)
Begin to notice the quiet and peaceful rhythm of your breathing. (Pause)
How peaceful it feels to simply let go and relax. (Pause)

(Eliciting the problem to be solved)
And now, just for a moment, and just for the purposes of identifying
what you would like to achieve, simply notice for a moment if there is
any problem for which you would like to seek an improvement, a
resolution, a feeling of peace, a change, something better. (Pause)
Whether on the physical, the mental, or the emotional plane, simply
notice if there is something there that needs to be healed. (Pause)
And simply allowing yourself to be aware of that part of yourself, be

thankful and grateful that it has allowed itself to come into your
awareness today, for this is an opportunity to have a different and a
better experience of that reality. (Pause) And so just for a moment, allow
that thing to be put aside, perhaps put it on the shelf, or just move it
gently out of the way. (Pause)
(Anchor back into a good memory)
And now go back into your past and find an experience that you
enjoyed. And just make it whatever you want it to be, if it couldn't be
exactly the way you wanted it to be, then make a change, make an
adjustment. (Pause)
Or if you've ever had a daydream of something that you'd like to be. Or

even something that you saw portrayed in a movie, something that you
heard about, or something someone else experienced, just think of
something good. (pause)
And now I want you to think of that in all of its wonderfulness. What
are the things about it that make it wonderful? (Pause)
Is there anything you're seeing, hearing, or feeling, that is just fantastic?

(Pause)
And now knowing, that the qualities of this experience are qualities that
you can have more of, in your life, right now. (Pause) And you can
especially begin to have them, more and more, with the particular thing
for which you wanted to have a change. (Pause)

(If client has strong negative feelings about the past keeping them from
making progress, include the next two paragraphs, which helps him
dissociate from negative affect.)
And so now I want to ask you if there is someone that you would like to
forgive, in reference to this experience that you would like to heal. If so,
let the image, or the sound, or the feeling of that person come up in your
mind. (Pause) And it may be yourself. It may be a situation, it may be an
institution. (Pause)
But now think of the act of forgiving that person, that situation, that
institution. Just think of the act of forgiveness. (Pause) Allow that to
begin. Allow them to be who they are, just the way they were. (Pause)
Allow yourself to be who you were. (Pause) And now notice how your
feeling has changed, even just a little. (Pause)
{Building the image of success)
And now in reference to that thing that you would like to heal, that thing
which you would like to change, the goal that you would like to achieve,
whatever it is, think of something you would like to have, in reference to
that. (Pause)
What would you like different? (Pause)
And now think of what it would be like to have that reality in your life. (Pause)
What would it be like to have that in your life, right now? (Pause)
Wouldn't it be wonderful if this were true, even just a little bit? (Pause)
All you have to do to make a goal come more rapidly is to make it real.
And the more you make it real, the faster it will come. Whether slowly or
quickly. And the day you make it totally real is the day it is yours.
(Pause)
(Future Pacing utilizing timeline and the metaphor of steps)

And so in order to help that thing become real for you, I want you to experience it
in a brand new way. As you look at, experience, and think about, that thing that
you would like to achieve, that you would like to have, notice the steps to your
goal, whatever they are. (Pause)
And in your mind, simply walk these steps to your goal right now. Until you are
there. (Pause)
(Elicit NLP submodalities of the goal)
Enter into your goal, into that experience. So that "you are there, and there is now".
(Pause)
Look around you with interest, and notice what you see. (Pause)
Notice what you hear. (pause)
Notice what you feel. (Pause)
Notice what you experience with all of your senses. (Pause)
And mentally describe it to yourself. (Pause)
(Orientation of goal with respect to past, utilizing timeline to "see the world from
your goal ".)
And now from this position of your goal achieved, look back into the
past. notice the younger you, back there and back then. (Pause)
Notice them watching you have this experience. (Pause) Notice them
watching you have this experience, over here and right now, now that
your goal has been achieved. (Pause)

(This is the statement that often "makes it real" to clients. The cybernetic
loop of pastfuture past forces the client to change perspective from
past-associated/future-dissociated to future-associated/past-dissociated.
For many, this is a breakthrough in consciousness, as they, for the first
time, experience the goal without the problem state. Many clients
especially love this step (you may see a smile at this point, as they
finally "get it"), however, a very analytical client or group may come out
of rapport at this image if it is unexpected, so briefly explain it to them
before you start)
Now in your mind's eye, wave at that person back there in that room, and
notice as they wave back to you. (Longer pause)
(Use of Milton Model patterns, metaphor, and timeline to invoke unconscious

process)
Now notice all of the events between then and now, the steps to your
goal, as they automatically adjust themselves, in such a way that
progress toward your goal is absolutely guaranteed. (Pause)
And notice also, that where you are, life is just the way you want it to be.
(Pause) That that problem that you used to have, it's in the past. (Pause)
You can see it way back there. (Pause) So far away, you can't even feel it
anymore. (Pause) Or hear it anymore. (Pause) All that you can feel is
how wonderful it is to have your goal, to be where you want to be, to
have life just the way you want to have it. (Pause)
How good it feels to have this peaceful feeling inside yourself. (Pause)
(Speaking to the part responsible for the problem, for integration and ego
strengthening, utilizing Milton Model patterns, especially pauses for
embedded commands)
And now I ask that part of yourself, that is responsible for the health of
your physical body, and for the health of your affairs...listen to these
words, that they may become the truth about you... that the truth about
you may become peace, health, and plenty...see...hear...and feel...as

anything unlike the goal you wish to achieve is now beginning to
dissolve, to be expunged, to be erased from your experience...as if it
never was...and it is interesting to notice...to what degree have your
suffering thoughts been nothing but a dream, a smoke, a vapor... to what
degree could changing your thinking...change how you feel...just like
that...right now? (Pause)
Is it possible, that even now, even just a little bit, or perhaps a great deal
more than that, that the old experience is beginning to disappear from your
consciousness and from your experience? What would it be like to
experience your life in a brand new way? (Pause)
For the truth about you is that you can feel better, you can think more
positively, you can feel more healed, whole, and perfect. (Pause) Life can
be more fun, more peaceful, more enjoyable. (Pause) In little ways and
big, you CAN have a better experience of life. (Pause) And if you really
look, you may find that, in small ways, and big, that the truth about you is
that you are a gift from the Universe, to yourself, and to those around you.
More even than you had imagined (Pause)
And just sense how wonderful it is to be gift to others, and to yourself.

More even than you had imagined. (Pause)
How wonderful it is to know, that you can connect to this better feeling
inside yourself. (Pause) And that every time you do, that this helps the
healing, at all levels and depths of your body and mind. (Pause)
(Milton Model patterns utilizing unconscious wisdom for integration of

new goal)
And so, for the next minute or so, allow any changes, any adjustments to
take place, while I am quiet for a while. (Pause 1 minute)
Knowing that in due time that anything that needs to happen can begin to
happen on the physical plane. And that by going through this process that
your goal can now be more easily achieved. (Pause)
And that because things are different, things are better, you can now relax,
you CAN feel peace, life CAN be better. (Pause)
Feel the peace (Long pause)

(Reorientation to present time)
And so, sensing this peace, (Pause) and allowing yourself to sense this
wonderful experience of your goal achieved, (Pause) in your own time,
and in your own way, (Pause) simply float up above your Timeline and
float gently back to Now. (Pause 30 seconds)
And when you are fully present in the room, simply take a deep breath, feeling
better than before, and open your eyes.
(Shut off music)
Original inspiration for this technique is from Ernest Holmes, Science of Mind
magazine October 1927, reprinted October 2000, and Neville, from "Freedom For
All" (1966).
"Think of yourself as you would like to be and calmly state that you are now in the
position that you care to be in; that you are now doing the things you would like to
be doing; that you now possess the things you would like to possess. Look at your
picture as you would view a landscape, mentally dwelling on this picture, trying to
feel the reality of it, until you can sense that it is a reality; then leave the entire
picture for the law to work out for you, returning to your everyday affairs with
perfect confidence that something is really taking place on the invisible side of
your life, and that you will experience in outward form all your inner aspirations.
(Ernest Holmes, pg. 10)
“You are now seated in your apartment in New York City, contemplating the joy
that would be yours if you were on an ocean liner sailing across the great Atlantic.
‘I go to prepare a place for you. And if I go and prepare a place for you, I will
come again, and receive you unto myself: that where I am there ye may be also.’”
Your eyes are closed; you have consciously released the New York Apartment and
in its place you sense and feel that you are on an ocean liner. You are seated in a
deck chair; there is nothing around you but the vast Atlantic. Fix the reality of this
ship and ocean so that in this state you can mentally recall the day when you were
seated in your New York apartment dreaming of this day at sea. Recall the mental
picture of yourself seated there in New York dreaming of this day. In your
imagination, see the memory picture of yourself back there in your New York
apartment. If you succeed in looking back on your New York apartment without
consciously returning there, then you have successfully prepared the reality of this
voyage. Remain in this conscious state feeling the reality of the ship and the ocean;
feel the joy of this accomplishment - then open your eyes. You have gone and

prepared the place; you have fixed a definite psychological state and where you are
in consciousness there you shall be in body also." (Neville, pgs. 146-147)
Sources:
Ernest Holmes, See Yourself As You Want To Be (Science of Mind, Oct 2000)
William Horton, NLP Basic Practitioner manual, and theory of timeline (NFNLP,
2000) Tad James, Timeline Therapy and the Basis of Personality (Meta
Publications, 1988) Tad James, The Secret of Creating Your Future (Advanced
Neuro-Dynamics, 1989) Neville, Freedom For All, essay from Resurrection
(DeVorss, 1966)
(Copyright 2001 Charles and Nancy Curtis)

Glossary of Common NLP Terms
Our primary goal is to provide you with reference experiences 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 definitions 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 non-verbal 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.
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 non-verbal responses and associate
specific behaviors with specific internal processes or states.
Calibrated loop – An ongoing interaction in which specific 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 experience 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.
Complex equivalent – A linguistic term to describe the complex set of behaviors that
equal a certain nominalization in a person’ 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?” lead the
other person to tell you the time.
Critical Submodalities – The submodalities which most determine a person’s response.
Cross-over 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.
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 command by your analogs; e.g. “It might be worthwhile
considering 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 triggers a certain response.
First position – Experiencing the world from your own perspective 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.
Installation – Acquiring a new strategy or behavior.
Kinesthetic – Referring to the sense of feeling. May be subdivided into tactile feelings
(Kt – physically feeling the outside 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 person 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.
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-respect

back.” It is the “chunked up” outcome, so that killing that person becomes only one
member of a class of behaviors that can be used to recover self-respect.
Meta-person – Being in third positions.
Milton model – A categorization of language patterns useful 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 happens or how someone thinks or
behaves, and then demonstrating 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 them into things (nouns) which actually have no existence
as things; e.g. you can’t put them in a wheelbarrow. Examples 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 non-verbal 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 non-specific; e.g. “That 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 information 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, harmony and cooperation has been
established.
Reframing – A process by which a person’s perception of a specific behavior is altered.

Usually subdivided into context, 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 perspective of another person.
Secondary gain – The positive or desired result (often hidden) of a seemingly undesired
or problem behavior.
Sensory acuity – The ability to use the senses to make distinctions 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 someone else but to keep your own
criteria.

Six-step reframe – A process in which an undesirable behavior is metaphorically
separated from the desired outcome 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.
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, motivation, 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 similar 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.)
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.

Master Practitioner Test
Name:
Address 1:
Address 2:
City: State/Province:
Country: Postal/Zip Code:
Phone: Fax:
Email:
Website:
1. Write up a case study on how you used a client's Meta Program in an intervention.
2. Describe how you covertly used an NLP technique in a social setting.
3. Write up an example of advanced Information Gathering
4. Invent a new technique.
National Federation of NeuroLinguistic Programming

1532 US 41 By-Pass S., # 287
Venice, FL 34293-1032
(941) 408-8551 Fax (941) 408-8552
http://www.nfnlp.com & http://www.suncoasthypnosis.com
Email: nfnlp@nfnlp.com

Practicante de NFNLP

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NFNLP

National Federation of NeuroLinguistic Programming

This book belongs to: ______________________________________

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Kinesthetic (Sense of Touch)

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Once / Several Times

Independent / Team player

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Metaprogram Type Choice Points

1. Decision Making Self

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IMPORTANT POINT TO REMEMBER:

All these Motivational Meta Programs will be influenced by the person’s

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1. Elicit the Meta Programs of how your partner decided to:

Meta Model Introductions

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Modality Sub-Modality Questions

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Kinesthetic Swish Exercise

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Buying Decision Rules

Making Decisions: Self, Others, Data

Lie / Truth Submodalities Exercise.

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Questions you can use:

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New Behavior Generator

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These cause the listener to follow the "orders" mentally.

Focus Concentrate, converge; centralize, contract; rally; gather, meet

 Write three sentences using these commands.

Can’t Could have Should But

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Belief Systems Exercise

1. Elicit submodalities of a universal truth.

Magic Words: Quotes

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* Write three sentences using quotes to support your "orders."

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The More the More Pattern

* Create 3 sentences using this pattern.

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The Stop Pattern

The Don’t Pattern

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