First Edition ble of Contents a About the Author «. Preface so Acknowledgements Considerations How to use this hook Sexism .. Slippery Stopes... Ag fine in the sand Leorne to praise Ms, Browne, not 16 bu Foundations "The Myth of the Cold Reading The Truth about Cold Reading . What's My Motivation? Metheds in the Madness ....... Jnterpretation - The Method Behind the Met dust the Pacts Ma‘am . Involvement: Sitter-desived Readings . Climbing Out on the Psycisio Lire fammunity via Uniqueness Dealing with Skeptics SummaiThe Dance The Dance 2} Beast with Two Backs ~ The Rhythm of the Di is it this one, or this one? How to Ask a Question ....35 Does this Make Sense? 0 cceccten 56 Multiple Choice . 58 Off Center Fishing oh. 59 Negative Question and the Method 6L Beware the Friendly’ Stereotype . Crafted Communication . . Data Collection fa.k.a. clip boards are for wussies} We have ways of mains you tale... Backpedaling The method as Method . Froject Misses into the Future... Projecting into the Shadows of the Past An Anecilote for the Problem ‘The Ethical Issue . Recapitulation .... The Dance and Method, a Summary - ‘fable of Contents Atiltudes Headgames 0... ecieeene va BL Private Readings Commitment . The Stance. . Who it’s not about. A Warning to Magician ‘Who it is about Performance Reading When Skeptics Attacks - Sacri To Read or Not To Read ‘The Nature pf the Beast . When THEY decide it’s ShowTime Going on Staze | woe We might as sel] T-shirts ...... Dance a Little Side Step... Team Effort fin ready for Conclusion... - De. Being Perfect... Performance Pieces The Old Gypsy Woman .. ‘The Everlasting Pendulum. Trick6 The Dance ja About the Author Brad Henderson has given private readings for over 10 years, Currently he makes his living as a performer of the magical arts. He is best known for his work as a mind reader and sleight of hand artist, Most notable is his work in the field of public speaking, where he teaches ‘these valuable techniques as tool to improve one’s communication skills Brad was production assistant and script consultant for Fox Famiiy’s Exploring the Unexplained televisions episode on psychic surgery. appeared on CBC’s Man Alive, was featured in a special “Psychics and Mindreaders” episode of the Weakest Link, and was showcased in the feature film “No Pain, No Gain.” He is the winner of numerous magic awards including best comedy magic for the state of Texas. Brad's writings include contributions to the Miracle Factory's “Mystery Schoo! Book”, Jon Racherbaume:’s acclaimed “MO”, Simon Lovells “Simon Says", Michael Ammas’s “Easy to Master Card Miracles” series, and “Easy to Master Money Miracles” series. For the latter. Brad served as co-writer, consuitant, and production assistant. He is also a contributing author to the best selling “Chicken Soup for the Grandparent's Soul”. Brad was a facilitator at Jeff McBride's Myste School and séctures for groups of magicians on special occasions, He may be teached through his website: wew.themindshow.com. “I Preface Preface How do you read minds? You know, like the paychies you see on TV. Skeptics say it's Cold Reading. Rut, if you read most cold reading books or listen to one of our skeptic friends and then watch John Edward or Sylvia Browne, it quickly becomes apparent that they are NOT simply cold reading. Or are they? In The Dance, Brad Henderson explores some of the more guarded secrets in the cold yeatier’s arsenal. With the techniques divuiged in The Dance you too can deliver readings 4s powerful as any ‘seen on TV, But it won't come without 2 price. The differences between the superstar psychic and the banquet show performer or talk show skeptic is one of understanding, attitude, and practice, Nothing comes easy, and the techniques taught herein will not tell you Show they did it.” But they are how it is done! With diligence, thought, and attention you too can give others: the most profound experience a human can have. You will reach into their minds and tell them about their past and their future. You will help others see the world around them more clearly and make them feel wonderful about being alive.& The Dance a Acknowledgements I would like to take this opportunity to thank severel people, without whom, this book could have never come into existence. First, Bryce Kuhlman, Richard Hatch, and Scott Wells provided a very thorough proof reeding of the initial manuscript. If you think their are grammar mistakes in this incarnation, yau should have seen what these pour guys had to wade thru, There help was greatly appreciated. Td also like to think Jeff Peyton, even though he Probably doesn't remember me. Jeff, a.k.a. Ers! Dr. Dees taught me more about reading in one sentence than most of the books ! have on my shelves, I would like to acknowledge Fred Rosenbaum, reviewer for The Linking Ring, for providing insightful comments on one of the early drafts, | say this not to curry favor with Pred'in hope of a favorable review; that would be unscrupulous. That's what the $50 check in his complimentary copy is for. (Pred, I swear it was there. Look on the floor. It must have fallen out when you opened the envelope.) Dan Harlan, an AMAZING cold reader in his own Tight, convinced me to include a deleted section on my personal ethics. ! hope they are of use to someone - they male little enough sense to me. Dan also has some very scathing opinions on the effectivencss of “established” psychological techniques. Hopefully you will have the opportunity someday to hear him talk about them. Fascinating Acknowledgments Finally, } must bow down to Ronn Brashear. The concept for The Dance was Ronn's and without his patience and persistence, it would never have been completed, You can ask him, it took iong enough. Ronn was not only the chief motivator, but was responsible for helping with every decision along the path to production. Seriously, Ronn is a dear friend without whom most of my best work would never actually make it into practice, Thanks.Considerations Considerations u NO esas Asicansnnsnnn How to use this book } think everyone interested in “learning cold reading’ searches for that holy grail of books which, having been read, opens wide the world of psychic reading, For years, ! searched in vain for such 8 book. Well, we can each stop looking right new, Not because this book will teach you everything you need to know, but because the book we described does not exist Fundamentally, cold reading entails risk-taking. ‘There is not now, nor will there ever be, a simple formula which one may memorize to generate a perfect reading, Why? Because people are not simple formulas. Each has a distinct personality and a unique history. We need both t@ recognize and respect this simple fact. What we can provide, however, is a breakdown of the processes involved in cold reading and a discussion of the tools used to navigate those processes. We car’ also offer some questions that one should consider before peginning their exploration. After that, it will be up to the reader to take the plunge and begin his or her journey into the world of psychic reading. } like-to believe that this book offers something poth different and valuable to the student of cold reading. Nothing would make me happier than to learn that those who have tried in the past to learn this skill finally discovered success after reading this book. Consequently, Jhave tried to address issues and concepts not commonly found in other texts.i2 The Dance ee ‘This book is about process rather than content. It attempts to question what cald reading might be. as well as help others grow in their understanding and their practice. It is not a beginnier’s book: therefore, one would be well advised to study this text after, or at least along with, some of the more traditional cold reading manuals. However, if you are new to cold reading, | hope that it ‘will encourage you to answer some critical questions that may shape the rest of your reading experience. ‘This treatise will include occasional digressions into the state of the art in cold reading, ethics, Neuro Linguistic Programming {NLP}, and the relationship of psychics to their clients. tt should go without saying that these are my opinions and, whether one agrees with them or not, | hope that the remaining sections on methods prove useful to all students. One should be warned that at times my language is intentionally harsh. [have spent hours trying to soften the “bad words" only to find the vehemence I attach to these issues has been diluted, 1 decided to keep many of those words in place as they accurately express the passion I feel towards the concepts being discussed. Thope you enjoy the time you spend with titis book, and 1 hope it gives you a better insight into what your intentions are and how best for you to realize them. And if may offer a “one word” summary of this entire text, would be simply: listen. Considerations 13 Sexism ‘The original draft of The Dance attempted to be non-gender specific in references to readers and sitters. it was also practically unreadable. I have adopted the convention of referring to the reader in the masculine and the sitter in the feminine. This is not to imply anything about the quality or prevalence of either cex in either role, only to afford us a clearer and more readable text, Many may argue that the effort was in vain, Slippery Slopes Let me get this out in the open. I do not believe in disclaimers and I see no problem with people pretending to be psychic. I do use the word “pretending” because to knowingly employ the techniques of cold reading shouts an unspoken admission that what one is doing is not “real.” It troubles me when cold reatiers come to believe that they may possess some sort of genuine gift. Self delusion corrupts powerfully. (Now, 1 do believe that readers often say extraordinarily accurate things, without consciously “cold reading” their client. However, it is my contention that the techniques of analysis have become so ingrained that they are merely “cold reading” on a ‘subconscious” level. ido not believe these are psychic flashes, but the results of someone internalizing a learned behavior.) Ethically it is important to realize that we are offering advice. Character readings, prognostications forid The Dance — the future, even the mere act of helping someone see a situation for what it is, or might become, will affect the way someone may choose to act. Let’s state that again. People will make decisions based on our “advice”. Though it is their choice to turn to us for counsel, I think ethically we must acknowledge that our words will carry great impori for this other human being. We must be prepared to deal with our sitters respectfully, and to take care of them as a dear friend might for another. If you are unwilling te accept this emotional responsibility, then do NOT become a psychic reader. Giving advice is giving advice. Whether a person turns to a psychic, psychologist, or friend, that person is choosing to accept advice from someone outside of himself or herself. Further, if they blindly accept that advice, they are placing authority in someone outside of themselves. Preferably, they will weigh the advice given against their own judgments and consider it in terms of the advice giver’s experience and expertise. Then, they will reclaim their personal authority as they make a decision based on what THEY see as being the best choice for their lives, It is said that above the entrance to the Oracle at Delphi were printed the words “Know thysell.” An ethical cold reader elicits information from their client, feeds it back to them, and ideally helps them see the situation or themselves more clearly than if they tried to examine their own life through their own clouded, Considerations 15 introspective microscopes. As long as we, the readers, do net try to impose our will upon the sitter’s decisions, as long as we do not convince them to invest in shady business deals or scare them into paying for demonic cleansings, as long as we simply present that which they reveal to us in a manner intended to help them understand their feelings more clearly, then [ believe we are doing no harm. Can the reader make mistakes that might lead to the sitter choosing an unwise course of action? Of course But so can a psychologist or a friend. We must be as truthful and as accurate in our readings as we can, while always encouraging the sitter to rely on their judgement and evaluation before taking any action. As for fostering belief in superstition and non- scientific thinking, | contend that the sitter made this decision before attending our session. We are not indoctrinating others. We are only helping them, through a medium they chose, to gain a better understanding of themselves, their desires, and their immediate environment. Further, as will be detailed shortly, one can present “readings" outside the umbrella of supernatural methodology.the siti wa, sitt tan isc hin: adv ther aga the will dec! for Dely clier the: toe 16 The Dance ‘A jagged) line in the sand Ok. This is my personal statement of ethics concerning the use of deception in psychic practices. The ethical issue of placing oneself in a position of authority under the auspices of presenting advice in a psychic context will be discussed later. (see: The Ethical Issue.) What i want to discuss here is the ethic of the act of cold reading, as a form of communication and as a form of deception. 1 would Eke to say from the start, that my view on cold reading as deception is hypocritical. | realize this, but I'm ok with it, I will also say that one can adopt a methed of cold reading that climinates these ethical concerns, and has been my chosen pattern of work for the past two years. Basically, 1 see a difference between “pure” cold reading and the deceptive techniques employed by psychic entertainers who claim to be real and then go on to offer readings as an extension of their performances. (Being a “mentalist” ie. performer who does not offer a disclaimer js perfectly fine in my book. To require a theatrical performer to present a disclaimer is tantamount to mandating the actors at Les Miserables stop the show and remind the audience that Fontine is not really dead. Even in a one-on-one performance environment, a mind reading presentation needs no disclaimer. Our audiences should be allowed to judge for themselves. If they choose to believe that is their choice. 1 once quipped, “Let the audience believe what they want." I believe that to this day, But les maintain our focus on readings per se.) Considerations 17 ceca ‘The hypocrisy in my ethic results from the nagging truth that cold reading when coupled with any sort of psychic methodology, at its heart, is a deceptive technique. I will try to explain and perbaps this will give someone, somewhere, something to think about. Maybe it will help. Maybe it will only confuse matters. 1 will however offer a method on which readers cant base thelr cold reading practice that solves all hitherte offered ethical concerns. ‘The horny issue in my mind is the nature af the specific deception. | take issue to people employing deception in order to “prove” that they should be the one turned te for advice. The performer is using a tool in order to create the ilfusion they have a certain ability, which they don't. Purther, this ability they claim to have, often in no way follows from the tool they present in sorder to establish this ability. Allow me to say this another way, Using design duplication, tarot card matching, and center tears in order io establish one’s psychic validity is manipulative at best and hints at serious self-esteem issues at worse. If someone is turning to you for help because you told him or her the word in a book they are thinicing of, well that person just isn’t very bright and worse you are taking advantage of them. They are coming to you based on the assumption you have a certain power, and this power is reoted entirely in fraud. Further, and this is what | mean when I say the ability doesn’t follow from the tool, even if the performer really could tell them the word in the book they were thinking of, so what?38 The Dance How does this in any way qualify them to answer a personal question? But is this really different from knowingly employing cold reading techniques? | mean we're not really psychic, are we? Cold reading when presented as “psychic reading” is deceptive, is it not? Ai, the hypocrisy. { guess for me it boils down to this: Cold reading, depending on how it is framed, is not the same type of fraud as using a clipboard or center sear. Cold reading can exist in a pure state; a state free from claims of the supernatural, and one in which the tool and ability follow from each other. This is haw, of jate, | have come to present all of my readings. Cold reading, as | see it, is merely a dialogue between the sitter and reader. The reader can now call attention tc information the sitter is providing. When we use the techniques of cold reading we are extracting information and giving it back to the sitter, or we may offer adivice, or merely describe how the situation seems to be developing, based of course on the information they are providing. As this information ts derived from them, and as we are honestly trying to give them the best advice, then J think we are on "karmicaliy” safe territory. We are not uusing deceptive means to make them believe what we are saying. We are not throwing a bunch of smoke in mirrors at them to invest our words with power. We are merely saying thein, We are helping them te “Know Considerations 19 thyself.” As long as our intentions are clear, then both parties benefit from the situation, To perform “magic tricks,” if you will, in order to establish eur powers is misleading. What we just accomplished in no way has any bearing on what we imight be able to offer a sitter. We can’t really tell them what word they're thinking of so we can’t really know what they are thinking, If we don't know what they're thinking, then how, as someone whe believes our demonstrated power is integral to the reading’s success, can we help them? A“pure” cold reader, however, cantalk to someone and tell them information about their personality and situation, We really can de that. When we employ traditional deceptive techniques, ali of the information sis being delivered from sources outside the sitter (clipboards, sleight of hand) and the reader is essentially creating for himself an aura of power and authority. It is hoped that the sitter will accept what is said based on this manufactured authority (and the authority of the demonstration, i.e., magic trick). in the pure reading situation, the reader is working with the subject, through the medium of a method, puiling information from the sitter directly through dialogue, and attempting to help them see pattems developing in their life. The sitter is the focus and the content is its own authority, Hopefully, the sitters will evaluate this information on its own terms and decide for themselves what value it holds for them.20 he Dance Unfortunately, many people will believe the reader because of the authority of the “psychic” imprimatur on the reading itself, Cold reading is not psychic, and therefore should not be given the authority a psychic experience should {if it exists} deserve. This is the difficulty, and the hypocrisy, within my ethical stance as | am a proponent of tarot cards and the like which necessarily imply the working of the supernatural ‘Though { tend to downplay this aspect in my own work, itis, nevertheless, omnipresent, Recently, however, [have abandoned tarot cards in favor of a mere honest “method,” that of actually reading the client. Ideally, the ethical cold reader would present himseif in this manner. He or she would state, ‘I am here to help you make sense of a problem or concern you have. | am going to listen to you, and study you, and based on my observations, I am going to tell you as much as | can about the situation that you find yourself in, and about you, yourself. I will say things that may have meaning for you, and together we will work through what I say and discover the information which you now currently seek” This is exactly what cold readers do. It is ethically sound. Further, | will contend that one can employ cold reading as a stated method and free themselves of ail ethical concerns. What does this mean? Well. it is possible to state that your gift is the ability to study and listen to people, and based on your experience tell them about their past, their personalities, and even their future, You can then speak of your skills as a method just like a tarot reader would speak of their cards. In short, you are claiming to do exactly what you are doing. Considerations 21 Does-this in anyway detract from the power of the reading? I can answer, unequivocally, no. It is, in fact, the method I have chosen tc adopt for the past two years. Later in The Dance, we will tall: about the importance of adopting a “method” and the benefits that entails, I come to praise Ms, Browne, not to bury her For those skeptics whe would like to offer this book as evidence that psychics are frauds, they can’t, Uniess they catch a psychic utilizing some sort of mechanical aid or a confederate, they can never offer concrete evidence that the psychic is merely “cold reading.” Cold reading, if it exists at all, is not a product that can be held up as proof. Crafted communication vemains, fundamentally, communication. Excellent communicators in a myriad of fields employ all of the techniques at the reader's disposal. ‘The only way to expose a psychic is to shaw proof of mechanical aid, collusion, or demonstrate clear intent to use fraudulent means to create the illusion of psychic ability, ie., cold reading. The latter, the only one a cold reader must fear, is practically impossible to prove.Foundations Foundations 23 ‘The Myth of the Cold Reading ‘There is ne such thing as a “cold reading.” It is the belief in this mythic creature that generates what I believe to be the central problem one ericounters in trying to learn these techniques. instructional materials currently available approach cold reading from this “entity perspective.” From the days of Nelson through the more modern works of Dewey, et al. authors have focused almost exclusively on the content of the reading, that cradle-to-grave script that will bow! over our sitters, those perfect lines that will really zing them, or various taxonomies of interest domains that no one can fail but be compelled by. ‘This, 1 think, is an inaccurate view of what cold reading fruly is and as such, instructional texts approaching the subject in this manner are destined to fall short. Although, for what they are, these are fabulous books, The student would be wise to stady all of them and evaluate each for their individual merits L would like te add that I am not a fan of the newer cold reading pamphlets that place cold reading under the auspices of NLP. To be quite frank, | find most books on NLP to be self important, self-serving. and self referential. Most of their claims, and the evidence they provide, are inconclusive and based on a pseudoscientific logic that would never hold up under critical serutiny. This is not to say that some of the techniques espoused do not produce results. Some of them do worl, but I contend not for the reasons that the NLP gurus would have us believe. i24 The Dance A A case in point involves a friend of mind who is 4 major NLP devatee. He had a show cancelled due to some bad press concerning hypnotists that appeared ine local newspaper. The organization decided net to bring hin in for the performance, He told me that he tried to create a “convergence”, or “schism”, or one of the NLP two-dollar syndromes inside this poor woman's head. He said, “if you don’t feel you're capable of marketing such a show, if you don't have the energy that you are willing te direct to its success, then maybe this is the best decision.” He says this is NLP. I disagree. I say it’s creepy. Is this a revolutionary cognitive technology, or is it merely guilt and insults masquerading behind a veiled attempt to manipulate others? Is this all that different from the school yard taunt of, “I don’t think you can. Prove it.” I think not, Some may argue that I have provided a bad example, particularly since this technique failed on our subject. | suggest, then, looking at any advertising piece for any NLP/cold reading beck and tell me if it's revolutionary or simply a hard-sell with a soft touch Further, many of these books continue to sell you on themselves throughout the text. I promise you, none of these techniques are-used here. | will let the content stand or fall on its own merit. NLP is a fim way to think about things, but it doesn't bear scrutiny. If you practice NLP on yourself, and it works, then more power #0 you. I'll never tefl someone to change a behavior if they feel it accomplishes Foundations 25. something positive in their life. But I do advise taking any NLP claim with a grain of salt until you can verify it for yourself, Now back to our previously scheduled program, Cold reading is not the reciting of a script of generalities. Nor is it speaking in obscure sweeping statements and hoping our sitter will leap from their seat and exclaim, “Phat one was right! Tell me more about that one,” ‘The concept of an “inverse pyramid of generality,” to begin broadly and narrow down to specific details, i impractical and can only hope fo create a generation of readers whe even the most credulous of sitters would ismiss as vague “fishers” far information. Cold ‘reading is neither a recitation of demographically researched data, nor a foray into stereotypes. Cold reading by its nature transcends each of these things, yet in defense of those whe have come before, includes these elements within its embrace. Sadly though, many readers hold strong beliefs that these techniques, on their own, actually work on people other than themselves. It always amazes me that the most easily duped, the strongest believers, are often those who profess to understand what's really going on the most, Once again, we learn never to underestimate the power of denial.26 The Dance cn The Truth about Cold Reading Reading is a collection of skills, techniques, and rocesses. Cold reading, fundamentally, is not about content; though content becomes the resuit of an effective reader's technique. Cold reading is about the relationship between reader and sitter: how thet relationship is developed; and how derived content is communicated by the reader and then interpreted hy the sitter Can a process like this be placed into words which someone can simply parrot and garner instant success? Can an actor read an acting book and by doing what the words tell him. to do, become an Glivier? Ne. Nor does buying the sheet music to “Les Etudes dieu Chronique” make the musician into Paganini Cold reading is, as 1 like te say, a dance. it is a process, not a product. I de nat “give a cold reading” like a salesman might hand someone an “off the rack” suit and try to convince them it fits. Instead, I tailor that suit as I guide them down the runway of their reading. It is an active process ‘that grows organically from the interaction between the reader and the sitter. It is not, nor ever can be, pre-packaged. Now we return to the original question: Can something so alive be taught cither from teacher to student or in the form ofa printed text? Well, musicians take lessons and improve. Actors read acting books and become better. So the answer is yes, But bear in mind, the trumpet player who only reads and doesn’t practice his evades never plays before a symphony. I encourage you to try these techniques. Take comfort in the fact Foundations 2 that if you adopt the attitudes suggested in this bool, “being wrong” will be the last of gour worries, in these next few pages, we will map the terrain of our exploration, from the private session to the dinner demonstration to the performance stage. We will explore how to maximize the impact of the relationship built between you and your sitters. We will discuss the psychological, emotional, and philosophical dynamics at play when it comes to “reading” another human being We will look at specific techniques that allow the reader to guide the sitter through a successful reeding. Finally, we will talk about maintaining accuracy and credibility even when one’s readings fall short of hitting the nail on the head. [Let's face it, this happens. It is a good reader that covers his or her mistakes well. Any psychic entertainer who professes that they never miss either thas never given a reading, making their statement somewhat true, or has never really listened to what their clients have to say. Once again we find someone suffering from a bad case of denial.) Finally, please note that most cold reading books approach the subject only from the perspective of 2 professional psychic reader. Many people who practice these techniques use them for the purposes of psychic entertainment. | will endeavor to offer specific techniques, which are suited to a performance venue and will enable the psychic performer to maximize the impact of his public cold reading demonstrations.28 The Dance er What's My Motivation? One of the first questions a reader must answer is “Why am { going to do this?” Many times psychic entertainers are attracted to the impact a reading has on someone. “That cold reading stuff, that’s powerful, awe inspiring,” really translates into, “that cold reading stuff, that gives me power [over them}, they're in awe of me.” Of course, any person with the least amount of compassion can see how creepy this dynamic quickly becomes. In these situations, the performer/reader is seen both as “apart frons” and “abeve” his audience. A “hierarchy of worth” is created. While sometimes appropriate for star-making venues (such as the entertainment world), this interpersonal dynamic is diametrically opposed to the interpley that comprises the successful reader/sitter paradigin. (i find it interesting that today’s psychic stars have eschewed the Svengaii-like persona, John Edward, James Van Praagh, and to a lesser extent Sylvia Browne each adopt a very non-threatening, ‘’m on your side’, Tm just as perplexed and amazed as you’, demeanor. I don’t think anyone is willing to argue with its success.) A private reading is less a performance and more @ session: yes, a session, like therapy. The relationship between the two participants and thei: goals are exactly that of a therapist and client. The reader is working on behalf of and for the sitter, with a genuine interest in helping the sitter acitieve their desires. The client is there for help. While therapists often have egos as big as top name movie stars, the ideal therapeutic attitude would be one of servant, not seer. Foundations. 29 For those who would argue that a reader is unlicensed or untrained and thereby unqualified to engage in this dynamic, | will offer that this “dynamic” is not exclusive te therapists and is no different from two friends sitting across the table from each other and discussing their intimate problems. Anyone may offer advice, and each of us has the right to solicit advice from those of our choosing. As long as the reader is not offering legal or medical advice, then one can say ethically that no harm has been done. Ultimately the egocentric approach ie cold reading (in which the reader comes off as someone with power} is fundamentally at odds with the nature of cold reading itself. Even, | would add, if the reading were being delivered in a performance context. ; Receiving a reading is an inherently personal experience and, by its nature, centers about the receive: their feelings, thoughts, hopes, and fears. To refocus thi experience onto something outside the sitter (the power of the reader) works counter to the nature of the reading itself. So, one must ask, why are we going to do this and what character and presentational choices must we make in order to achieve our objectives? Much of my approach has been that of someone who has been working for the sitter. That will be detailed at great length in the section on Private Reading, Other approaches are of course possible {and some will be mentioned), but the practitioner must bear in mind they3e The Dance iessen the value of the reading by redirecting focus away from the reading itself. We must never forget the reading is about the person sitting across the tabie from us. It is never about us. Methods in the Madness How do we do what we do? Not in the cold reading sense, but in the psychic sense, What is the skill, power, or phenomenon that allows us to provide this valuable information to our sitters? Many readers consider the use of external sources such as tarot cards or the lines in a sitter's palm to be crutches. However, as | have found again and again, employing an observable technique has more impact and jends more credibility to your psychic practices than being an abstract “super-psychic Psychic purists who avoid an observable method fail into the trap of having to explain their gift. The only two rationalizations possible for a pure psychic reading are telepathy and clairvoyance, However, in order to *clairvoyantiy” read the sitter, the psychic would need to be sufficiently telepathic in order to discern their concerns and past history, or limit themselves only to statements concerning the sitter’s future. Telepathy as a method suffers from the condition of immediate falsification. When the reader is wrong, He's wrong and the sitter knows it. Further, if the reader were Foundations 31 tt truly telepathic he would be able to answer such trivial questions as, “What am | thinking now?” We never want to be backed into that corner. Ofcourse, many professional psychics work in this purist format. For a “sbut-eye” believer this approach is fae gnod as any other. But when a critical person begins to evaluate how they might spend their money, regardicss of the degree to which they are inclined to believe, this logical fallacy needs to be addressed. Interpretation - The Method Behind the Method An external method of reading such as tarot, rune stones, or even listening to messages from guardian spirits has many advantages, inst, a reading using an external method is not immediately-disprovable, as the reader is required to interpret the method. All external methods are necessarily interpretive As with a great work of art, some interpretations are better than others. If an error occurs, the method is not immediately decried for being untrue, only the interpretation is questioned. Depending on the performer's attitude toward his role gs interpreter and the degree of rapport that he has developed with his client, this will not necessarily hinder the reading’s suecess. Further, sometimes the method itself is unclear’ arid difficult te interpret on its own merit, Tarot cards fall in contradictory patterns and angels have a nasty habit of speaking too softly.32 The Dance Even “reading” a client is net without peril. One can easily point to certain word choices a sitter has made or their darting eve patterns when certain topics come up. Ag will be discussed shortly, the very fact they were ob- served remains significant even if the initial interpreta- tion misses the mark, Second, by using an external method it then becomes reasonable to bring the sitter inte the interpretation process. This allows the sitter to bring the specifies of their question into light as they attempt to make sense of the method's indicators, assisted by the guiding hands of the reader, The method allows the sitter tp participate in the reading process more actively than if the reading depended entirely upon the internalized gifts of the psychic. Lenjoy asking a sitter to look at a card te comment on any of its elements that seem to stand out in their sind, ‘Then, by careful questioning, | encaurage her to explore how these symbols may reflect certain specifies of their life, It is amazing the depth of symbolic interpretation an “amateur” sitter can reach. Another favored tactic is simply to ask why a sitter has chosen to use certain words when describing a probiem or person. Once a sitter was concerned over a relationship decision she had to make. Specifically, she was falling in love with a young man who was in the seminary. As you can see, this was a daunting decision for both of them; however, she kept using the word “difficult.” In. truth, there was nothing “difficult” about her relationship decision as she had described it to me. Rither they would decide to be together or they wouldn't. Foundations 33. en The choice was dramatic, but not difficult. So, | asked, “why is it you keep saying that this decision is difficult when in reality that which you have described to me is reaily just dramatic.” She paused and replied, “You're good.” See, there was a difficulty hidden in there that she had not been willing to address herself. By calling attention to her actions, and asking her why she was making those word choices, it forced her to see the difficulties that were repressed even to her own inner eye. Some may argue that allowing the sitter to interpret their own “method indicators” would demystify the reading and render the reader obsolete. (By “method indicators” we are referring to the data that is created or obtained by engaging in the process of the reading itself. It is from this data that the content of the reading is derived, Cards in a tarot reading, words written in script by the sitter, a client’s wringing hands when the topic of family is broached, and the voices of a spirit are all examples of potential method indicators} As to demystification, consider the number of people who've purchased runes, tarot cards, or ouija hoards from their storekeeper, played with them, and used some simple text to guide them in their interpretations. Even though they are clearly bringing the ‘details to the table,” they invariably are amazed at ‘the method's ability to reveal that which it does. The validity of the method is confirmed and they are often more amazed because it worked so easily for them.34 The Dance Foundations 35 Now if they, an amateur, can produce such amazing results, how much better then would their experiences become when aided by a knowledgeable guide? The credibility, necessity, and even powers of the reader as “method expert” are confirmed. Finally, using an external method allows for ve- interpretive back-pedaling. Ifyou make a claim, and that claim is denied, you can then re-interpret the method's indicator ‘perhaps by looking at the next card or rane} and continue to use the method’s system to recant your original statement, The interesting thing is that by discussing what in the system led you to this erroneous conclusion, people will not only see how your statements were true, given the “facts at hand,” but will tend to ignore the original faise statement completely. Now that more information is present, everything becomes clear. ‘The reader does not lose credibility since the indicators were confusing. Consequently, no attempt need be made to save face. Often the holes we dig for ourselves are the hardest to climb out of. Relying on the snethod is an ever-present rope from witich we can pull ourselves from the deepest of pits. Lastly, a miss followed by re-interpretation can often be spun into a strength for the method itself as it is now seen to possess an effective self-correcting mechanism. Just the Facts Ma‘am Anything we say is more likely to be believed as trae if cur claim is supported by accompanying evidence ~ whether or not that evidence is accurate or even makes sense. (‘Nine out of ten people think this dict soft drink tastes more bke this regular soft drink.” Tastes more like this regular drink than what? They never say. Than motor oil? Than broccoli?) Hence the ever popular use of statistics. The reader should always describe that which made them say what they did. Which card made you si there is new love on the horizon and which rune means a toubling relationship in their past? If you make a claim and point out what in the system made you believe those statements true, your assertion will be granted 2 higher Gegree of credibility than the claim alone. This was brought to light early on in my career when I would offer tarot readings at parties and deliver a standard, stock cold-reading script, [found it interesting that sitters would often ask, “Now where do you see that?” At first | thought they were trying to prove that I was wrong, or imply that I was saying something general. Admittedly, { knew I was a charlatan and assumed they were on to me. Actually, their intentions were quite to the contr I learned thet whenever | said something that wasn’t entirely consistent with the sitter’s perception of affairs, something they perhaps didn’t believe were true about them or their situation, they would ask to see what36 The Dance — jn the cards made me say what i had. They did this, it tums out, because they inherently believed that 1 had the ability to tell them the truth and that the system was working in spite of this apparent miss. They were Prompted to ask where ! had “seen” this clue, not in order to challenge me, but in order to see for themselves what was really there. They wanted to figure out if they may have been incorrect in their perceptions and sometimes feared that the cards were revealing a side of them they perhaps did not even recognize. Interestingly, sometimes I would be right and they would ask to know what | had seen in order to confirm that this, usually happy circumstance, would most likely come to pass. Of course, as a reader with a shred of self-honesiy i must admit that sometimes this was not the case, I would just be wrong. However, the fact that this exchange repeatedly occurred led me to reconsider what I believed Was going on inside my clients’ heads. It was this revelation, among others, that led me to many of the techniques presented here. In short, sitters trust the method simply because it exists, in spite of the human errors that may hinder it for the moment. Meny people when “reading” merely “say stuff." I know it sounds terribly simpie, but always Support your interpretations with references to the method and you will find greater success in all of your statements. Foundations 37, SEE ELL Involvement: Sitter-derived Readings Methods may be imaginative and non-traditional, Almost anything can work. However, the credibility of a method is in direot proportion to how much it is seemingly derived from the sitter themselves, be it behaviors, decisions, personal history, ete. For exampie, shuffling cards, choosing runes, doodling, handwriting analysis, personal guardian angels, and numerology are al! derived from behaviors /qualities contributed directly by the sitter for uniquely related to them, as in the case of angels}. The sitter becomes the foundation of the reading’s structure. Further, by deriving the method's indicaters from date generated by the sitter, they now find themselves having something at stake in the reading process. If we base “quality” type statements regarding the sitter’s character or attitudes on their contributions, they will be more readily believed Studies show (sound familiar?) that when people commit to an idea or belief in a public forum, they are much more edsily persuaded to act in accordance with those stated beliefs. For example, a large group of people were asked if they supported environmental planning. Of those that agreed, one group of subjects was asked to sign @ petition of support. A month later all subjects who agreed to support environmental planning were asked for donations to an environmental fund. Those that signed the petition were reminded of such. The bumber of contributions received was staggeringly higher from those subjects who had signed the petition than38 The Dance from those who agreed to supporting the cause, but had not made a public commitment For those who are skeptical about psychological studies such as this (and I applaud you for being so} please note that the above description is incredibly brief, but a quick trip to any major university brary will arn up several studies like this that demonstrate the power of social influence. ] went to a time-share presentation once thinking that the free trip they promised would actually he worth the trouble to receive it. At the beginning, there was an interview. He called it “getting to know me.” Basically he Jed me to admit that I was a successful person, that I valued the time I had with my family, that 1 deserved time off, and quality activities for my leisure. 1 mean, who wouldn't agree to these things? At the “close” when T passed on the offer, all of these things were dredged up. *So do you not want to spend time with you family? I thought that was important te you? You're doing OK for yourself, aren't you? } mean it’s not like you can't afford this, is it?” Etc, it was very hard to say no, because he was using my own words against me. if anyone wants a week of a time-share in Canyon Vista, Texas give me a call sometime. Seriously, I did not bite, I called him on sehat he was doing and told him J found it manipulative. If we reference the sitter, their qualities, their choices, their words as the basis for our interpretation, then the sitter wili tend to accept our statements as they are no longer ineffable opinions, but claims which follow from data provided by therm themselves. Further, if you link these claims to positive statements about the client's Foundations 39 ea ncoa e personality or intelligence, then they will all the more be inclined to accept your assessments. For example, “This card indicates an intelligent person with a keen insight into people’s motivations, 1 see you can often have difficulty really getting to know and trust someone. To deny haif of the statement would force them aiso to deny the other half, the one in which they found themselves complimented. {t's amazing what types of mental gymnastics peopie will perform in order to justify something to themselves that they so much want to believe as true, You know, come to think of it, 1 de have a hard time getting to know people, Is this as manipuiative as what our salesman ‘engaged in previously? Maybe. But I think that in this case we must consider our goals. Is it to make someone ‘buy something they don’t want because they feel guilty, ores it te give the sitter what they want - a detailed, accurate reading? Sitter-derived reading structures can engender powerful emotional connections. Do not discount them. Palm reading'is a classic example. There is something very intimate about a palm reading, it simply feels good. Plus, we KNOW the reader is talking about US, to US. it’s almost as if two lovers are speaking intimate! For a more vicarious example, remember when you were in schoo! and you finished the picture for the day and you couldn't wait for the feedback you were about to receive from your teacher, or it being bestowed in the place of honor upon the refrigerator door? Now compare that toa doodie or signature that is about te be evaluated ‘by an expert. Don't you secretly wish for them to say40 The Dance Sl iss good things, for your handiwork to be seen as unusual? Do you fesi that excitement and triumph when you learn Fou have 4 most unusux! style? That's connection, For example, i was told the font I chose for The Dance was a sign of unrecognized genius. Do you believe it? I do, Even the order in which we place the tarot cards reflect upon us, though perhaps less so than the previous examples, Now consider the reader who is attuned to our word choices, our eye movements, how we interpret what we are told. This “Sherlock Holmsian” reading technique is just as pawerful, if not more so, than any other methods because aii of its indicators stem from the person directly, with no middieman. In comparison, imagine the reader that simply sits there and talks. Why should we listen ro them, way should we be involved? Unless they are damned good, chances are, we won't be. in summary, a sitter-derived method always involves the client more emotionally than just looking at them and delivering psychic impressions. Looking over the sitter’s left ar and having a conversation with their guardian angel, while still extremely pure in the psychic sense, has all the personal involvement that other Sitter-derived methods have to offer. Further, by having to listen ta the angel ané make sense of the information it's providing, this method remains fundamentally interpretive and retains all the benefits afforded thereto. i Foundations at a Climbing Out on the Psychic Limb Someone who is using an external method is afforded the opportunity te play legitimate “psychic.” If you get a vibe or intuition, go with it, As long as your intentions are to help the sitter, and the sitter feels this has been your goal ail along, a miss is easily excused, particularly if some of the verbal techniques taught later are employed, In the event of a miss, becoming arrogant and trying to force the claim will lead to disaster. It also changes the entire dynamic of the reader/sitter relationship intc one of star as opposed to servant. We are now in thé pit and forced to save face. If we simply brush the miss off, we open the doar to a greater sense of rapport and the possibility that the event alluded to may eventually come to pass, at which point our credibility will sicyrocket. (See: Projecting Inte the Future.) Of course, you can always hope that by pressuring the sitter you can eventually coerce them into “remembering” some link in their past to the claim you are making. John Edward employs this technique all too often, Many times Edward will press and press until SOME connection, ANY connection is acknowledged. Then he will claim it as a major hit saying that, “We can't always know why this is important to us, but someone on the other side needs us to acknowledge it happened.”42 The Dance Gnee, at a show in Atlantic City, he became stuck on a sitter. He almost became violent, yelling, ‘Can you believe for one second that maybe the spirits which are trying to come through may know something that you don't. Can you just acknowledge...” Interestingly, he also became fixated on “oil or grease” when it came to one audience member. It was going nowhere. Eventually an elderly woman, eager to be read, raised her hand to confess that Grease was her favorite movie. i guess that constitutes a “hit.” A word of caution is in order. Please remember that by reading this book, at some deep level you isherently realize that you are not a “hmm hmm real” psychic whatever that may be. During the curse of your career, particularly if you are afforded the opportunity to practice regularly, there will be many opportunities in which you will surprise even yourself. Remember that as we become better cold readers, we are also becoming better communicators. Communication is a two-way street. Not only is it about getting our points across effectively, it’s also about watching and adapting our communication style to each and every audience. To da that, we as human beings are constantly processing minute amounts of information. much of which we choose to ignore in our conscious perceptual matrix, However, better communicators “see” more, This may not be a conscious process but more of an intuitive one. It becomes very reasonable for our minds to “put two and two together” from the seemingly ignored cues we are constantly receiving. [ am fully convinced Foundations 43, an aL nae that our psychic hits come from these types of situations, where our skills as communicators go on autopilot and deliver the perfect thing to say. Much like cach of us has probably experienced in an argument, or a speech, of ‘an ad-lib at a party that brought the house down, T also believe that there are people out there who do feel that they are genuinely psychic and never attempt ta employ any type of deceptive technique such as cold reading, (Cold reading is fundamentally a deceptive technique as we employ methods that are not the same ones we claim to be using, unless of course you adopt the pure approach described earlier} | believe that often these are good-natured men and women who are naturally gifted communicators and who can very easily process the cures we all “give off." They have enough life experience from which they can draw convincing and accurate conclusions appropriate far a large selection of potential clients, As a further caution, let us also not forget that we, like our sitters, only tend to remember our hits. Many gamblers in Vegas talk about the times they bet on hard eight and it came up. We simply choose to forget all the times our chips were silently raked away. When we hit, we choose to believe we came out ahead, but that's only because we haven't had the foresight to accurately tally our hits against our misses. if we had, our psyehic ledger would probably be more humbling than we wished it would.44 > The Dance Immunity via Uniqueness In today’s marketplace, people vaiue novelty. Tarot readers are a dime a dozen. Peopie are intrigued by something unique and mystical. !f you prove yourself effective and accurate with a “new” method, they will return to you for more readings and declare you the expert in this new branch of psychic phenomenon Experts in any field can command greater fees than students er copycats. Further, by being the authority in a unique branch of psychic reading you are freed from the yoke of answering to psychic wannabes, those peaple who always have something to criticize about your chosen layout, your eclectic interpretation, or the type of cards you use, If conflict from an outside source ever arises, you can always shut down the situation by the weight of your credentials. As Mel Brooks wrote, “It's good to be the King.” Lest I be misunderstood later, any type of challenge should be met with utmost dignity and even humility. You never want to be seen as the aggressor iest they think “thou doth protest too much.” Dealing with Skeptics This becomes particularly true when confronted by @ skeptic. Position yourself as the one being placed under attack, Force them into the position of having to provide the burden of proof. And if challenged on this fact, state that you “don’t know how or even ifthe system Foundations 45 i works” and couldn't begin to offer any explanation that would be of worth to someone of their intellect and keen insight. Scientific thinking dictates that the agency making the claim shoulders the burden of proof, as it is impossible to prove a negative To combat this, simply donot make a claim, It will appear the skeptic is making all the assertions and the need for proof will ie in his court. To combat the particularly assertive inteader you might wish to suggest that your system isn’t as simple to understand as physics for whatever branch of the sciences for which he is claiming te speak as an autherity} and as such you're keeping an open mind and not rushing to judgment about whot’s really going on until you're afforded the opportunity to objectively consider your experiences working within the system and compare thase Yo what you know about how the world works, if they are willing to spend as much time studying your system as you have, then you'd be happy to help them by providing any information and training they may want. Any good scientist knows that before one makes definitive claims the topic must first be researched and tested. Let them know that in spite of the fact they seem to have made up their mind without true study, you would be happy to provide an opportunity for them, if it is their choice, to study under you. Be giving. be nice...they hate that. Might [also recommend the works of Ken Wilbur? He is a philosopher who writes on these very issues, and will prove a great source for intellectual ammunition when dealing with an arch skeptic. His books, Sense and46 The Dance a nnn Sensibility and a Brief History of Everything, should be in every reader's library. For those who assert that you are conning people, mention that you merely wish to share this ayste those whe are interested and choose to exercise their ‘personal freedom by seeking out non-traditional sources of information, "If they want to attack those people whe are interested in bettering their lives and learning how the world may or may not work, they should perhaps consider the value of curiosity in their own tives hefore rushing to judge others. Notice how these statements all embody assumptions that few people would be willing to dispute. Ne one wishes to champion closed-minded-ness or take away another's freedom. And if they do, they will hang themselves and you are off the hook. Regardless of the conflict, you will appear as the underdog and maintain the respect of and rapport with your client. After all, it’s really only our clients who need to concern us, not zealots who refuse to let anyone worship at the temple of their choice, forcing instead obedience at the shrine of science. tended by clerics in lab coats. But | happily digress, Foundations a7 cancel seicn lena Summary Cold reading as an entity does not exist. Don't look for pre-written scripts, or turnkey techniques to help you on your quest to becoming a reader. instead remember that each person is unique, and as such each reading should be as well. Decide what psychic gifts you possess, if you wish toclaim to have any. Maintain consistency based on these claims. Give your readings within the context ofa method, either established or original. Methods offer great protection fo the reader as they are necessarily jnterpretive, and they offer great appéal to the sitter if they are in some way derived from decisions and attributes of the sitter themseives. Choose an interesting and unique method on which to build your readings and notoriety will follow more readily. Take chances. ‘Always support your claims with references to the methed, Maintain an attitude of helpfulness and edopt a team approach. Invite the sitter into the reading process as an active participant, not just subject.The Dance The Dance 49 As a magician, one of my favorite quotes comes from Channing Pollack. Channing once said, “You can tell how great a magician is by how well he covers his mistakes.” As a musician, | always took heart in hearing that Charlie Parker was attributed to having said something to the effect of, in mprovisation there are no wrong notes, it’s only the ones on either side that make them so. All cold readers will make mistakes, but its only how we follow through from those mistakes that determine whether they are hits or misses. The following are techniques that, although alluded to in many cold reading texts, are never given the attention they deserve. Cold reading is like a dance. It is @ “give and take between the reader, the sitter, and the method. If you can maintain flexibility and keep your head about you, you will always deliver a very powerful and detailed reading. But first, why do these techniques work? A Beast with Two Backs ~The Rhythm of the Dance Although all of the techniques to be taught under “The Dance” can be easily applied without a complete understanding of how they work, 1 think it behooves us to explore the linguistic and structural facets that form the underpinnings of the cold reading framework. i believe understanding how these dynamics work allow us greater versatility in dealing with unexpected reading circumstances, as well as allow us the ability to generate new techniques to incorporate in our future readings Many of the cold reading concepts which will be taught under “The Dance” result from the *dual50, The Dance a information-channe! structure” inherent in method- based readings. In every reading finvelving a method} there are three players {processors}, and two channels for information exchange. The method (and its indicators} is the perceived primary processor. Second or the line is the reader/interpreter, Lastly, we must not neglect the sitter/interpreter who is the final link in the information chain. These are the three processors, and the exchanges of information between them are our two information channels. Process 3: ‘Communicates indicator’s Interprets indicators Interprets veader’s message i i ‘The Dance 51 i Ali mmethod-generated information must be processed four times during the course of transferring Phroueh the two data channels. (i truth, at least one of the channels is bi-directional and the information the sitter ‘sends’ the reader does play = functional role in the reader's actual interpretation/delivery of content. However, for now, we will consider the structure on Hs purest perceived level.) The two channels, of course, run between the method and the reader and then from the reader to the sitter, The method generates the method indicators. This fs the first process. The reader must interpret these tonite” and formulate meaning from them, the second process. {Whether or not the reader actually rélies oF The method indicators for the content of fis readings irrelevant. It only matters that it SEEMS as if he must process their meanings.) The conveyance of “data” from pre method fo the reader occurs within the first channe! of information distribution. Once the reader has formulated his interpretations, he must now place them into some symbolic form (ex. words} which will be used to communicate with the sitter. This js the third processing. Onev he has decided what he will say {if words are to be the means of communication), he then delivers this information via the second information channel to the sitter. Now the Sitter becomes responsible for understanding what the reader MEANT. This is not always exactly what was said. Words, being symbolic, have both connotative and denotative quabties. The fourth and final process is the one the sitter must enact whereby sbe generates meaning from the reader's words.52 The Dance Because of the numerous proceasings required, and the two-channel dynamic, many linguistic “rieks” are possible. [ think the student will, after consideration, see how many of the techziques in “The Dance” stem from this fascinating interchange. This structure allows us both to generate new statements laden with content, as well as work ourselves out of situations wherein oar statements are deemed less than accurate. But, without getting ahead of ourselves, Jet's consider some simple yet specific examples In order to generate new information, the reader can play himseif against the methad, in essence creating a THIRD channel of information exchange. This allows the reader to make two completely contradictory statements, yet have each seem like an unequivocal Statement. Whenever the reader refers to the method’s indicators, he should use the word “indicate.” The method “indicates” something to be true. However, as a psychic, he is allowed the occasional intuitive license. He should refer to these spetis using the word “feel.” Now the reader has a powerful muitipte choice too! in his arsenal. “The cards indicate someone with a very positive and cheery outlook, someone who always sees what's right with the world, But [ have to admit, when you sat down | got this feeling that right now in your life you might be having a very hard time keeping up that kind of outlook. I sense something darker in your vision.” Or, “the cards indicate a new job opportunity, either a promotion or a better job coming your way. or The Dance 82 EE maybe this is something outside of work, an investment or project that could really make yeu some money. (See also Multiple Choice} However, based on the way the cards have been turning, 1 get the feeling that this may be a tong time.in coming. Sometimes the cards address what's mest inferesting to us, but choose nat to be too specific on the time. I feel right now you're working through some kind of stagnation or difficulty in the career department of your life, but yet you are icoking for this change. Don’ worry, change will come, just maybe not as fast as we would like.” In this example, the reader obtains the contradictory: statement, the reader's feelings, from information received outside the channels. We are in effect inserting a second information pipeline, which if it is dry, should not divert the established flow of information from the method down to the sitter, hod di Reader Method |“Indicates” -754 The Dance a Wf the reader's “feelings” are off, simply accept the blow and defer to the.cards. If your feelings are correct, the initial statement about the method will be forgotten and the sitter will remember your skill at reaching inte a level not even addressed by the method. Secondly, the interpretive nature of the reading can be used as an excuse to backpedal, (Sce also Backpedaling} Of course, the method indicators can be contradictory. We have already discussed that. But what about confusion which might arise from the sitter’s ynisinterpretation of the reader himself? ‘Though it is almost a cliche, the ruse of informing fa sifter that the method is symbolic and that you, in turn, may have difficulty communicating the method's message, remains effective. Whenever the sitter shies away from a statement as being true, one can always, gently, correct the sitter, claiming that they tnisunderstood what you seid. Always accept the blame. Say it was your fault and you did not do a good enought job communicating the nuances of the method’s message. Merely ze-spin the statement and try again, “This card traditionally represents a change of scenery, a new place or location in your life. I'm seeing something exotic or very different for you. Does this make sense?” Sitter: “I've never been out of my home town and don't have any plans to go anywhere.” “Pm sorry. | must have been unclear. I'm not talking about a literal trip. This card is more figurative, The Dance 38. how can I put this. The card indicates a new outlook in your life, a néw vision for you to follow. A new way of seeing the same old things in a new light, am I making myself clear?” In this example, the problem seers to be coming from that second information channel, and a little from both the reader's and sitter’s individual processing. Is it this one, or this one? How to Ask a Question Can we obtain information without appearing to ask for it? Many books advise directly questioning the sitter in order to encourage them to speak. They believe that the sitter will turn into a babbling fount of dats that the reader can pan for specific informational auggets. Depending on the type of question being asked, this will almost never be true, some very desperate or talkative sitters aside, Sitters come to a reading to be read - not to tell their life story. However, once the reader convinces the sitter that he has obtained enough information. (via the method} to establish knowledge of the sitter’s question and situation, then it is not uncommon for the sitter to begin talking. The art then, is getting our. sitters to that point. | will add that getting the sitter to talk at the beginning of a reading is a good start. Asking questions with the goal of merely developing rapport is always to be encouraged. interestingly, asking them indirect questions or enlisting their aid in interpretation is often56 The Dance effective, bat as soon as you ask a direct question, it’s amazing how quickly some sitters will ‘clam up.” [Note: As will be discussed under Public Readings, in a performance environment, we are afforded the opportunity to esk for confirmations in order that the sudience may appreciate the value of the reading. The nature of the performance dynamic effectively obscures the fact that we are really asking the sitter for information.] ‘Does this Make Sense? ‘One of the most powerful queries a reader can make is, “Does this make sense to you?" This question has two meanings. At one level, it means, “do you understand or comprehend what 1 am saying?” It is a yeasonable request that demonstrates the reader’s concern for the sitter’s grasp of the reading __The latent interpretation of this question is, “Is this right? Does.this have meaning for you?” In each case, the questioning remains indirect. As you are apparently discussing the method and possible interpretations, the sitter may open up and begin talking. This technique works because of the “two channel” structure discussed earlier. Regardiess of whether or not your claim is correct, it becomes quite simple to determine haw to handle the situation based on the sitter's reaction to the natural ambiguity of the question. The Dance 57 ‘An excellent variation of the “Does this make sense?” query.is simply to ask, “Does this mean anything io you?” Again, the statement has at least two ierpretations, one being “Am } making any sense at all>” (This would be the reader to sitter channeling of information} and the other “Do these facts jive with your experienice?” (The method to reader channel} For example, the reader can make a statement about a divorce or separation followed by, “Does this gmake sense £6 you?” The client takes this to mean, “Are you now ar have you been in @ divorce?” Let's suppase the client replies “no.* “The reader now spins the statement to mean, “Did you understand?” by saying, “This is very tough for me to put into words, perhaps ! wasn’t clear. The cards indicate a separaticn or being torn away from something, this could be enything from a selationship to a goal or plan you had made that has fallen though. Does this ynean anything to you?” Let's assume the unlikely event that again they deny the validity of our claim. Stay calm “That's interesting, because I very clearly see some kind of break up or disappointment, but the cards are not clear as to whom this is effecting, The separation is clear, but for whom’ is not. I'm seeing someone around you, someone with a relationship problem, maybe someone whase ex is giving him or her problems. Does this make any sense at all?”58 The Dance — ee it would be hard to find someone for whom the above scenario {any ene of them) could not be said ta be true, But notice the way we dance through the information, At no time are we dead wrong, and at worst we are seen to be having trouble with the method. It is unclear and perhaps a second layout wilf clarify things. Of course, on this second layout, we now begin with a great deal of information, don't we? Misses in the first layout can become very convincing hits in the second, if navigated and rewover: carefully. it should be added that this type of “clarification” approach can be particularly effective when presenting an “old schooi” medium style reading wherein individuals are read after they have been identified out of a group. Many seminar and TV psychics use this technique to great success. Also, if you really “lay a clam” the “Does this mean anything to you line?" will often be taken to heart by another audience member, usually sitting nearby, who wil! inform you that he or she believes you are talking about them and not the originally identified subject. . If this new subject happens to be an your payroll, it has been my experience that this tends to succeed more often than not. Multiple Choice Another technique at our disposal is the multiple- choice approach. This subterfuge is best applied when the general nature of the question has been ascertained The Dance 59 and the reader is pursuing specifics. When proposing specific details to a sitter, it is usually best to give three or four options and allow the sitter to choose the one that is most accurate for them. For exampie, the reader may have already determined that the sitter has a question concerning travel. Now the reader says, “I ami seeing a trip. Maybe ‘you - maybe someone around you. Could be a quick fittle jaunt or more of an extended move, I'm seeing business but a side excursion that’s purely for fun. Does that make sense to you?" (The examples under *A Beast with Two Backs” utilize this technique as well.) Rather like a Chinese menu, the sifter is afforded many statements on which to hang his or her truth. Since they are delivered orally, and at a fairly quick clip, the sitter will by nature-be forced te focus upon and then recall only those statements that held true to their situation, That's just the way we process information. Of course, you will notice that the “Does this make sense” example took advantage of multiple choices in order to maximize the chances of finding a “hit” within the context of heiping the sitter better understand what 2 to communicate Off Center Fishing Using Off Center Fishing we can have fan going for dead-to-right facts. Colors of objects (blue is the most popular car color} and location of scars {knees and legs, usually left) are well known psychic bombshells. Coupled60. The Dance Ot with the pause end spin techniques illustrated in the following example, off-centered fishing allows us to continue our reading without being stopped cold by a blatant miss. Yes, basically we ate guessing, but by always offering the mogt likely choice first, our average number of hits will be greater. So, offer the most likely solution first and then pause. If you get some type of confirmation go with it. Dead silence or a quizzicai look and you now know to offer a second choice “This card would traditionally indicate something foreign, perhaps a trip {pause} not necessarily abroad bur to some place new {pause} or something entering your life from an unexpected channel.” Or, ‘I'm seeing a house with a car in front of i. 1 believe it is blue (if they own a blue car, whoo hoo! blackish. | can’t tell because of the reflection I'm seeing but it’s « dark car, yes...” (if n9 confirmation, at all) “It’s pulling up in front of a house, I believe it's your house. Someone will be paying you a visit who will be driving @ dark, perhaps dark blue car. Do you understand?” (Perhaps now they will tell you the bill collector drives a purple Toyota, if not they know to be on the look out). And finally, if the first choice elicits an overt negative response you would immediately spin its opposite. “This card traditionaliy represents a new relationship, perhaps someone who you have just begun dating (negative response} but in conjunction with these two cards I see something a bit different for you. Perhaps this could mean a period of stagnation in your dating : The Dance 61 nnn cect life (pause, quizzical look} or « long term relationship that has become so content that it seems to have become such an important, omnipresent part of your life that...” Magicians and mind readers whe have truly mastered the art of equivoque provide excellent models of these techniques. At no point do you ever “hear thera think.” Every response from the spectator is immediately met with the next step, a step that is designed to get them beck on track or lead them to the conclusion the magician wishes to force. Like a gunslinger, they are always prepared to pul! the right process from the holster immediately upon seeing their audience's draw. Negative Question and the Method 1 When employing an observabie method, it is much easier to ask practically direct questions and heve them appear as statements. The “negative question” is almost magical in its capabilities. Although pure psychics can take advantage of this linguistic construction, it becomes a frighteningly beautiful technique when employed in conjunction with en external method, Always ask direct questions negatively. For example, instead of asking, “Are you dating anyone now?" look at the cards and ask/say, “You're nat dating anyone now, are you?” If they reply yes, the reader can identify’ ‘the method indicators that tead him to believe that this was tHe. However, if they say ne, simply reply “No, I didn’t think so.” A miss is now “spun” into a hit. Then proceed62 ‘The Dance to show them how the method indicates that set of circumstances te be true. Remember, when we adopt an attitude of working on behalf of the sitter, trying to figure out and interpret the external system makes such questioned statements completely plausible. In fact, they can almost be delivered as an aside to oneself, as if the reader were talking through something out loud, Don’t overlook this devious subtlety. “That's odd. The magician card here doesn’t quite fit, {to self] This isn't someone she’s seeing now, is it?” Sitter: “Actually, my next deor neighbor end Ihave st started going out, and he does the most AMAZING card tricks.” Or “That's odd. The magician here doesn’t quite fit. {to self} This isn’t someone she’s seeing now, is it?” {no reaction} “No, that wouldn't be right, we'd need the lovers card somewhere here... (to Sitter) Ok, this is most unusuai, the cards indicate something having to de with relationships but they're not clear if it's a romantic or business...” Of course, at the conclusion of the reading the reader will remind the sitter, “if you remember, | said you were/weren't seeing someone right now. The method-linked negative question will be completely forgotten. The Dance 63 Beware the Friendly Stereotype Stereotypes are both your friend and your enemy. Although some of the “lines” found in classic texts such as Nelson cause even the most conservative among us to recoil in a state of politically correct horror, stereotypes exist for a reason, For any group of people, particularly if they belong to a demographic who values their unique heritage, there will be certain behavior patterns that are reinforced by that “oulture.” However, people within that culture are often sick and tired of having these traits (both positive and negative} pointed out to them, In the 1950's when conforming fo the cultural norm was a widespread behavioral aspiration, hearing statements that pegged tus as part of a group were flaitering. However today’s society values the different, the unique. In fact, many people will reject any statement they feel was derived from some type of stereotyped judgment even ifthey know if to be true about themsetves. This becomes particularly true in a performance reading situation where many people's natural response to a stereotypical assertion is one of defensiveness. In these cases if is better to tell them what they want to bear rather than raising their skeptical ire. Sometimes the truth is less important than being right, Acase in point: | was once reading for an African- American woman who gave me several indications that she was involved in some kind of legal matter. This was not @ stereotyped decision; it came from very specific clues that She gave me during our introductory64 The Dance conversation and Subsequent reading. When | suggested trouble involving the law, she flat-out denied it. However, later in the reading we worked around to another woman, the woman with whom she had just gone to court over a civil matter. Even though the “I'm seeing something involving the law, something that’s troubling you -that has you down” directly related to her situation, her knee Jerk reaction was fo avoid admitting it. I surmise, based on other personality traits she revealed to me in the course of the reading, she wanted at all costs to distance herself from the negative preconceptions with which young, single black mothers are often saddled. Other non-race-based stereatypes abound. The traditional “endo-ecto-meso” body typing system is nothing more than’a less politically charged stereotype. And yes, there is undoubtedly some truth te it. But believe me; a8 a mat with’a large build I am anything but jolly and it offends me when peopie assume that’s how Fm going to act. Regardiess of what comes out of your mouth after that point, i'm pretty much going to turn it off because it has been made cigar to me that you were not evaluating me on my own merits, Safe stereotypes to consider are the life path paradigms detailed by Gail Sheehy. I know, I know, every cold reading book references this text, but there’s a good reason for it. A new book on the market is “Quarter Life €risis” by Alexandra Robbins. This book concentrates on the changes “twenty-somethings” must go through and the issues they face. It is a cold readers bonanza for case studies and concerns The Dance 65 ire Again we must use caution because young people often hate having their insecurity of station called into question, and believe me ne forty year old wants to be tabeled as just another guy going through a mid-life crisis. Look instead ta the generai themes of complacency, fear, and frustration as opposed to the specific solutions and thought paitérns the majority choose to adopt in their search for solutions. Lastly, is the stereotype of time. Many readers cefer summing up & client's life by saying the past was bad, the present is changing and the future will be good. ‘This is stupid. Sometimes people come to a reading because they are stuck iri a rat. Thet’s not a changing present. Sometimes people have had extraordinarily happy pasts but because of a decision ar accident the present is very negative. These cases happen more often than we might think, Just remember that most people come to a reader because there is a problem in their life, Things can only be bad when compared to something that at one time was good, i.e. the past. I know it may sound as if fm splitting hairs, but we need to be aware of the many situations in which we may find ourselves, truthfully consider the systems we have been taught, and honestly evaluate them for their practical effectiveness. Of course, leaving your‘client on the positive note that the future offers changes and a sunny outlook will never be argued with.56 The Dance Crafted Communication ¢ reader should always choose his words with great care, Words are malleable. Their exact meanings are often difficult te pin down, Furthermore, some words are more easily spun into different meanings than others. First, the psychic should adopt the regular habit of using non-committal language, “This would indicate’ is a perfect example. Indicate means “points to", but not “actually is.” I we say something would indicate a sense of trust in others but the sitter responds negatively, we can immediately spin the statement to a hit. “This card indicates a strong trust in others (pause, quizzical lock from sitter) however for you I see this trust going in a different direction. Because it is reversed, if points to a strong will and self-reliant nature (pause. with affirmative reaction from the sitter] so this trust ! speak of is a trust in yourself. You've come to realize the importance of stepping to the fore...” When making a prediction it is also valuable to limit the amount of specificity in one of the cogent domains. For example, we can be specific to activity but not to time, “E see, in the next few months, a new person coming into your life. She will be blonde, and perhaps wears glasses.” 'm sure in the next few months to a year this person will meet someone fitting the descriptio Likewise, we can be specific with time but not action. “Next month I see something happening, look on or around the 25° of that month, I'm seeing something unexpected but pleasant. Maybe an opportunity will present itself. Take it, you deserve the change.” The Dance 67 cna ‘An unexpected opportunity? Perhaps this is winning the lottery, or just going to dinner with an old friend. Let the sitter ascribe the importance, Lasily, choose words that can have multiple meanings. “Vehicle” is one of my favorites. It could mean a form of transportation, or some type of conduit. Another is “divorce.” While it most often carries a specific meaning that if it applies to our sitter’s situation will be read as major hit, it simply means to separate from and could apply to almost anything, An “investment” can be financial, emotional, or dealing with the attribute of time. “Journeys” can be literal trips, or figurative changes in a person's outlook or mindset. “I'm seeing a journey for you. One in which you will be tested, that will change you. Does this make sense? (no) I'm riot taliding about a literal trip. this is a journey of the soul...” Data Collection (a.k.a. clip boards are for wussies} Mediumship has a rich history of “devious techniques.” Many attempt to discover the questions the sitter seeks and the facts that they desire to be revealed. 1 personally believe these to be a waste of time, I must admit howevér that an external method, when properly constructed, can quite nicely incorporate one of these data gathering processes in a manner that appears both jogical and psychically consistent. It almost seems a shame to waste such a perfect opportunity. On a side note, [ should point out, that many texts that advocate the “pure psychic man” approach in one breath, and the use of a billet or clipboard in the other,68 The Dance clearly have never thought seriously about the philosophical hypocrisy in this combination. Do what works for you, but heed the advice of gamblers. If you are using equipment, and you are caught, there is no deniability. Pure skill techniques (such as billet reading) that leave no evidence are always to be preferred if some sort of data collection process must be used. But if anything in the handling, timing, or performance of your system raises suspicion, a negative light will be cast upon your entire credibility. They can never be allowed to “detect, let alone suspect” there are secret devices at work, is it worth it? We have ways of making you talk In an effort to provoke the sitter into providing verbal and non-verbal clues, we posses a number of tools to encourage responses. Obviously, there is body language. By reaching out and touching the sitter on the shoulder or arm, we produce a feeling of connectedness and warmth. it will relax the sitter and snake them more conducive to “two-way” communication. A simple touch can break down the “us-them” barrier and foster an instant spirit of teamwork. Touch is one of the most powerful tools, along with eye contact, im the arsenal af any performer. Stage, parlor, or one-on-one te touch someone js to connect with them. in today’s world of distance, it can be intimidating to The Dance 69 reach out to.a stranger, as intimidating as ir is to allow a. stranger to reach out to you. But with the right attitude, and a conscientious use of touch, you can create a working environment much more guickly then if words alone were used, By reinforcing our language with the words “yes, perfect, wonderful, etc.” adding eye contact; smiling; and nodding, we can pull the sitter along into similar states of non-verbal communication. Further, these words all imply success and make us as a reader appear confident in the information we are receiving, Confidence goes a Jong way in reading, Finally, watch your words. | once spent a weekend pitching Svengali decks with two other magi. ! was the only performer who sold any. I wondered why this was. I started watching the other performers. One of whom had the habit of answering the spectator’s purchasing objections during his presentation, Normally, this is considered good marketing, Imagine, however, you're standing in a crowd. it's difficult to hear, and this spiel is going on in the background: “Some people wonder if this trick is hard to do? No, [tell them. Is it expensive? No. Would a child have ifficuity performing it? No, anyone cart do it. fs there sleight of hand involved? No. Wanna buy one?70 The Dance alka All the audience reaily heard was his fulling, ‘no, no, no.” over top of the din. Now, couple this with the fact that most of our audience primarily spoke Spanish, a language in which “no means no.” | think you can see ‘how this negative approach may have had an impact on his sales. Some may argue that I've given in to NLP nonsense. Again, this is a technique | believe works, but not for the reasons NLP'ers want us te believe. { think it works purely for aesthetic reasons: the rhythm, the sound, and the energy, not cognitive technology. When you read, avoid negative language uniess used intentionally, as in a negative question. {see “Negative Question and the Method.) Feel free to take one’s time in considering the mithod’s indicators, It's amazing how silence, often more than anything else. can be a fabulous instigator of conversation. When carefully. used these techniques can elicit information from the subject and can also imbue the sitter’s experierice with a positive, friendly hue. These techniques are equally effective for maximizing impact during a performance reading as well There is a plethora of books written for the public on this topic, some good, and some silly, Read everything You will be rewarded for your diligence, Backpedaling Sometimes the sitter confronts the reader when a statement is. deemed wholly inaccurate. First, avoid confrontation and acknowledge the fact that the information does not agree with the sister's experience. Next, reiterate exactly what was said and identify what in the method “indicates” that this should be true. Take your time and see if perhaps the sitter’s memory might need jogging. Silence is golden. if you must say something, keep restating the claim in different ways as if trying to clarify something that should be obvious. It’s amazing haw often a sitter can be encouraged to remember the details you have just suggested to them. + If there is no change, then the reader should expound on what was said. In the course of exploring the allegedly false statement, the reader takes its meaning into an opposite direction, It should appear as if the fault lay in the interpretation of what the reader said or with the reader’s understanding of what the method seemed to indicate. At no time, should the sitter ever be blamed or made to feel inferior. Instead, the performer should mention that the nature of the method is symbolic and that he is doing his best to “translate” this type of information dite words and accurately communicate it to his client. Sometimes the images and analogies used can be confusing. This backpedaling trapdoor and the non-aggressive nature of the reader will allow us to continue aur reading afong this new track without a loss72 ‘The Dance Cl of credibility. This is an example of reiving on the two- pronged nature of the reading process, “Vin seeing a new business venture. It’s coming to you from someone outside of your office thougi; does this make sense to you? (No.} Really? The Chariot in conjunction with the Wheel of Fortume indicates a change in finances, usually through some sort of new vehicle, (1f they mention they soid a car, you have a hit resulting from the double meaning of wards, but let's pretend they still don’t understand). Are you sure no one hes approached you abeut any money matters lately? Fm seeing a conversation concerning money. The money issue is coming through quite strongly. (Well, [did meet with a loan officer yesterday}. Yes, that's the investment Pm speaking of. You were going outside your workplace in order to make an investment...” Notice again the use of “Investment.” It has multiple meanings and could apply to a new car, a house, or a business opportunity. ‘The method as Method The beanty of using the “method as the Method” is that one becomes infallible. Allow me to explain. Hf you sit across from someone and say. honestly, “when you walked in I got the feeling you were quiet and reserved". Regardiess.of what they say, if that is indeed what you “got from them’, that’s the truth. Now they may not consider themselves quiet and reserved, but the fact is they were giving off that vibe. You are now in ‘The Dance 73 « position +o explore that, to talk about why they seemed to give off that vibe. There is value to the sitter, in learning how it is others perceive them. How we are perceived influences how others act around us. How others act around us determine in no small part the environment in which we live. By influencing the signals we give off, we in effect can change our current environment and future that will inevitably follow, Project Misses into the Future If, as in our first example, we are still met with reluctance on ihe part of the sitter to accept our statements, then we can always, as a last resort, project our claim inte the future where it becomes protected from the condition of immediate falsification. When. projecting a miss into the future one should do so with great confidence and a matter of fact tone. “Look for this. It will be coming to you within a month or so.” Play it as if the cards are very clear that this is true, and that you are somewhat amazed that it has yet t come to pass. The sting of the miss will be completely anesthetized, and the sitter will experience the excitement of having part of their future definitively foretold,74 The Dance Projecting inio the Shadows of the Past Of course, we ean also go backward in time. John Edward is 2 master of this technique. If a claim is met with resistance simply slate something like, “Though you may not recail this happening I'm confident that something was stolen ar lost, 4 ring or piece of jewelry, when you were young. | don't know if maybe you were very little and they thought you may have misplaced it, or if it was your ring and it went missing, But ]encourage you to ask around about this lost ring and see if anyone can help you figure ont what this card is pointing to." An Anecdote for the Probiem Let’s face it. People are easily manipulated. f'm not talking about psychic fraud; Pm talking about marketing, if we think we are receiving a top line, brand- name product, we will value that product more highly even if it was manufactured at the same plant, in the same manner, with the same materials as a generic ‘brand. Particularly when it comes te subjective qualities, it is often the image and price that directly influence a consumer's opinion of a product. Psychis readers are no different. A $10 psychic will never posses the credibility of 2 $1000 reader. Likewise, a reader who comes with glowing recommendations already begins on a plane of credibility higher than a “no name” reader. Of course, to capitalize on this phenomenon we need to do is offer credentials and sprinkle anecdotes of past successes throughout our reading. Bthically. ‘The Dance 75 ee these credentials and anecdotes should be based in trath. For those who choose to present readings in a performance setting. the power of a well-written introduction will do wonders for your credibility. Keep it simple, but let them know they are dealing with someone whose level of success is above reproach. Let’s say we seem stuck with a client. We leok at the Runes and say, “That's unusual. f once had a client puil these same three runes. | then knew that she believed her husband was having an affair...though in your case...” Notice that you have been able to make a stab at a specific without having any credibility placed at stake, after all you were talking about someone else. The pause allows her to react, for if you've hit the nail on the head not only you, but alse the method, score a major hit. Lastly, she will remember that you have successfully told people such specific things as affairs and the Tike. Ever if this particular reading fails a bit short on the side of specifics, she has been conditioned to accept the belief that you can'provide very specific readings. ‘This anecdotal approach is particularly good for group performance reading situations. It becomes quite likely that at least some members of the group will misremember events and credit you with having delivered the goods right there. Memory is extraordinarily malleable. Take advaniage of this fact and paint the picture you want remembered, not necessarily what actually occurred.76 The Dance _— . The Ethical Issue What should we charge? If we charge $5 a reading, there’s little point. In addition to being financially unrewarding, our clients will pay little attention to our words, they will be more likely to challenge us, and we open up the door to skeptical zesiots who wish to waste our time. However, if we charge $1000 a reading, every word we say will be taken with tremendous gravity, and people may make life-changing decisions based on the information we provide Everyone makes mistakes: doctors, psychiatrists, plumbers, everyone, However, | do not wish to grant such high authority to myself that someone would be afraid to maintain personal responsibility for making their own. decisions. This was one of the reasons t originally stopped giving psychic readings. But then, | found a happy compromise. Instead of charging a set amount for the reading, | would read for the client and then ask them what value they thought the reading had for them. They were to pay me according to that value, the value they themselves determined. If they were accustomed to paying $50 a reading, and | was more informative they should set the fee accordingly. If less informative, se be it, ‘The power and authority now rests entirely in their hands. Whether or not they choose to listen or give weight to my opinions is up to them. Further, by making this The Dance 77 offer up front, I discovered people are generally nicer and equally as accepting. Since you're clearly not uying ro con them gut of their money, they will listen with a more open mind, And | mean truly open, not biased one way or the other. And that’s what I wanted. For the record, | believe there is value in having someone listen to your concerns and provide honest feedback. This is fundamentally what [believe a psychic’s job is. It is not a con game. It is a desired service for which we receive fair compensation. Recapitulation When everything is said and done, all that matters is what the sitter takes away with him or her from the reading. | have always said, *Magic results not from the manipulation, of objects, but from the manipulation of people’s perceptions." Of course, to manipulate their perceptions, one of the tools at the magician’s disposal is the maniptlation of objects. ‘The some is true of a finished “reading.” Readings are not the manipulation of the words themselves, but are the sitter’s perception of what those words mean. To do this we manipulate words. This is the means te an end. Being so, the most powerful tool the reader has at his disposal is that of conscientious recapitulation. At the conclusion of a reading, the reader should review all of the information revealed during the reading as concisely as possible, He should be sure to reference the