Friday, Part 1

Friday, Part 1
Disclaimer
Persuasion Mastery Systems courses may contain viewpoints that may be considered
controversial by certain audiences. It is intended as a guide to help people win with
words and succeed in all walks of life using persuasion language, techniques, and skills.
I, Ross Jeffries, Ghita Services., Inc, and/or Persuasion Mastery Systems (or any of our
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While this transcript contains information, tips, tools, and strategies that are
recommended by us and, in many cases, have succeeded when applied by others, this
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endeavor for which they may be used.
Ross: Welcome to the first ever, but certainly not the last, Persuasion
Mastery Bootcamp. Give yourselves a big round of applause.
A special thanks to my surgeon, Dr. Saibal Kar for bringing me

back to life. Thank you. For those of you who don't know,
December 7th was a very interesting morning for me. About 8:30 in
the morning, I fixed myself breakfast and was watching a Will
Ferrell movie. I was laughing and laughing, and all of a sudden, my
chest clutched and I couldn't breathe. My back was on fire. I
thought, “You know, Will Ferrell isn't this funny.”
I call 911. They say, “911, what's your emergency?”
I say, “Ahh, heart.”
“Sorry, sir. Speak up.”
“Heart.”
They got me to the hospital and did the procedure. They went up
through here. My circumflex artery was 95% blocked. They got to
me in time, and this is the first thing I've done since I had that
procedure done. I can't tell you how happy I am to be alive and to
be sharing what I love doing the most, which is teaching. Thank you
for being here.
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Persuasion Mastery Boot Camp (March 2014) Total Immersion Seminar Footage
Friday, Part 1
Copyright  1988-present, Ghita Services, Inc. All Rights Reserved.
Website - http://www.PersuasionMasterySystems.com/
This is going to be a fun event. This is not going to be a boring
event. When I thought about this event, I thought, “What is it that
excites me about teaching this?” Here it is. This is really a seminar
about vagueness and ambiguity and implication, and reframing and
controlling the frame, reframing the meaning. The idea is that most
of the people you meet in the world, if you're doing any kind of
persuasion, there are some things you need to be aware of.
First of all, most people are walking around on autopilot. Their

autopilot response is going to usually be what they offer you. For
me, one of the definitions of persuasion is the ability to get people
off that autopilot and expand the frame through which they look at
things so that the opportunity you offer them actually becomes
something that they want. For me, one of the best tools for doing
this is vague language.
Before I really get going sharing this life-changing information, I just

want to say, I'm not sure as I'm speaking exactly what it is you'll find
most exciting about what it is you'll be learning today and
throughout the weekend. But, as that powerfully comes to your
mind in a way where you feel that excitement continuing to grow to
the point where you can stop, imagine a time in the future, having
used these tools maybe three or four months and looking back on
today as having been the start of that, I just want to encourage you
to ask whatever questions are going to come up. After all, that's
part of the process of recognizing you're receiving really great
value. Wouldn't you agree?
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Did I say anything specific? Did I?
Suppose I had said, “You know, throughout this weekend as I talk

about using the power of vague language and you imagine
increasing your revenue by $150,000 a month, and you see
yourself in that nice house in Stockholm, surrounded by the
Swedish bikini team, blah, blah, blah.”
What would happen if I were really specific like that? Learning to be

artfully vague is incredibly powerful.
Participant: When you're vague, that means they can use their imagination.
Ross: Whatever you can get people to imagine will be perceived by them
as being their own thought. Therefore, they will not resist it. One of
the arts of being a master persuader is knowing when to be specific
and when to be vague.
Your client, your prospect – whoever it is you want to influence – is

not coming to you with a blank slate. People don't come to you in
the state of open-minded curiosity, generally speaking. And even if
they appear to, there are other filters that are down in their
consciousness that are usually going to get in their way. Let's talk
about how that works.
Let me tell you a little story. Just before the big banking crisis
happened in 2008, my accountant gave me a call and said, “You
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have until April 15 to make another contribution to your retirement
account. Go make a contribution.”
I walk into my trusty bank, which is Washington Mutual. Does

anyone remember Washington Mutual? It used to exist. I'm not
making any of this up. This is word-for-word true. I walk in to the
bank and I go to the financial services guy and say I want to make
a contribution to my retirement account.
He said, “What level of risk?”
I said, “I want something very conservative.”
He said, “I've got a great company here. They're called AIG.”
For those of you who don't know, AIG was an insurance company
that went under and had to be bailed out to the tune of $600 billion.
I'm not making any of this up.
I said, “AIG? Tell me about them.”
He said, “Don't worry. They've got assets like you won't believe.”
It turns out AIG was cooking the books and I shouldn't have
believed the assets because the assets were bullshit. Here's my
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point. Over that weekend, Washington Mutual disappeared. It went
away. Chase bought them up for 10 cents on the dollar.
Remember the phrase, “You can take that to the bank,” or, “It's like
money in the bank”? That's out the window. One of the problems
you have when people come to you is people have a legitimate,
fully justifiable mistrust of institutions. They're justifiably filled with
mistrust.
You may say, “I'm not an institution.” That may be true, but
nonetheless, that mistrust of that rock-solid foundation that used to
be there that now is gone, that mistrust is going to extend to
anything when it comes to parting with cash. There's a mistrust of
institutions, and if you represent an institution – insurance
company, bank, anything like that – you're in for a big one.
The second thing is people have a legitimate mistrust of their own

ability to make a good decision. They mistrust their own decision
process. Why might that be true? Why, nowadays, would that be
more true than it used to be?
Participant: They may not have the knowledge to make the decision.
Participant: They failed before.
Participant: Too much information available.
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Participant: Your WaMu example.
Ross: Here's what I think. It used to be that the dream is to get a house.
Real estate is the number one, rock solid investment. You can
always trust it. What happened to the real estate market? It tanked.
Particularly here in California, a lot of people were using their
homes as an ATM machine. No more. That all dried up.
Now, things that used to be good investments, people don't know.

People don't trust them. People don't trust their own ability to make
a good decision because what used to be a good decision no
longer is. Who’s married and understands that? Who is divorced
and really understands that?
Participant: Who’s happy and doesn’t understand that?
Ross: AwwJ.Here's the other problem. I remember my first cell phone.

Does anyone remember the brick? My first cell phone was called
the brick. First of all, when I was youngJyes, I was young. Now I
just date people who are really, really scandalously young.
I always get this question: “How old are you?”
My answer is, “Well, Debbie, do you believe in reincarnation?” The

answer is always yes because this is L.A. and everyone believes in
reincarnation. I always say, “Well, when I was born, you were on
the last years of your previous life, so you’re the one who’s older.”
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Anyway, my first cell phone was called the brick. Anyone remember
you had to flip the face open and pull up the antenna.
Participant: It was bigger than actual cordless phones that you had at the time.
Ross: It was enormous. And, there was no text message. The first I heard
of texting was some people in England had phones that sent
messages. I didn't understand what it was.
Now, we have these. You could make a good argument that this is
as much of a leash and a collar around your neck as it is a help.
The most extreme example I have seen of cell phone abuse is, I'm
not making this up. I saw a guy crossing a busy intersection where
the light was already turning yellow. I'm not kidding. He had a
toddler with him and a baby in a stroller and he's doing this.
I was waiting to make a left turn and the light was about to turn red.
I rolled down my window and I said, “You effin' asshole! You're
going to get your children killed.” I regret I did it because the toddler
was looking like he’s thinking, “Who's yelling at my daddy?” But,
that's how distracted people are. People are Tweeting. People are
Facebooking. People are Instagramming. What's the newest one?
Participant: Pinterest.
Ross: Pinterest. I don't know. It's gotten out of control. People are
distracted. People have major attention-deficit disorder.
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Is anyone here old enough to remember network TV? Remember,
“Now for a break from our sponsor?” You would watch an ad for a
minute. Remember when you could only watch the TV show when
it was scheduled? If you missed it, you had to wait until reruns.
Really, kids, I'm not making this up. You don't believe me. This is
how it used to be. It's true.
Now, people are utterly distracted. We're bombarded by all sorts of

messages coming in from all different sorts of mediums. People no
longer have the attention spans they did. They just don't. It’s just
generalized ADD. When I was a kid, my parents were my first drug
pushers. I was a hyperactive kid. I know that's hard to imagine, but I
was. They gave me Ritalin. I loved Ritalin.
My attorney just entered the room. If you’re ever in trouble, have a

DIU or if you’re considering getting married, talk to this guy. He
actually said to me, “If you ever decide to get married, I’m going to
take you for a day to walk the halls of family court. You’re going to
come into the courtroom and see what actually happens.” Thank
you for being here, my dear friend and protector, Adam.
Does anyone know what type two diabetes is? Type two diabetes is
when you get insulin resistant. You eat so much sugary stuff that
your body stops responding to insulin. It becomes resistant. People
now have advertising resistance disorder. We're bombarded by so
many ads now, we just don't pay attention. It doesn't do anything
anymore.
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Advertising Resistance Syndrome (ARS). People are having their
ARSes bombarded with all these messages. They can't keep up
with it.
In a big city like L.A., people are just exhausted. People are running
around like rats on a maze just trying to stay in one place. Then
there’s just burnout and exhaustion.
When your prospect, or whomever you're going to persuade,

comes to you, the biggest mistake you can make is assuming
they're coming to you with a blank slate. It's only a model that I'm
going to present to you. The model I want to present to you is that
people's emotions and their beliefs are not just in their heads. We
can imagine, and it's only an idea, that people's beliefs and
emotions are projected out in front of them, like a filter through
which they look at things.
My mother, who was one of my greatest teachers (may her memory

be for a blessing, as we Jewish people say) used to say if you dip
your sunglasses in shit, even the roses will look brown. She had a
way of using colorful metaphors.
What is persuasion? The art of moving the imagination of your

prospects to the point where they take the actions, or continue to
take the actions, you wish them to take. Why is this important?
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Let me make a distinction between persuading and entertaining. It's
great to be entertaining, but if all you do is entertain people, that's
all you do and they don't take the actions that you want them to
take. Or, even worse, you don't give them any actions you want
them to take. If you don't layer in those suggestions, then you're
just an entertainer.
Persuasion is also not about being right, unless being right occurs
in the mind of the prospect and the prospect says, “Oh, this
person's way of looking at it is actually my way of looking at it now.
And yes, it's perfectly normal to open my wallet and give him the
money, or sign the contract.” It's not about being right, either.
This is very important. If they're not taking the actions that you want
them to take, then you're not persuading. This presupposes that
you have an outcome in mind, that you know where it is you want to
steer. Don't ask people to get on your bus if you're not willing to get
behind the wheel and you don't know where you're going to be
taking them.
Generally speaking, by the way, people will not accept that you're
an authority on where they should go unless they at least perceive,
accurately or not, that you're an authority on where they're at.
One of the advantages of learning to speak in vague language is –

remember what I said to you before? Does anyone remember any
of the exact wording? But, when I said it, did it seem like I
understood you? Were you imagining some things by being vague?
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That's one of the advantages. We're going to be drilling you on how
to speak the way I spoke up here before.
When you present like that, people perceive, “Oh, wow. Yes, this
person understands. I'm going to get on the bus and let them drive.”
Participant: Would it be fair to say, with vague language, you create a

vagueness and then the person is actually looking for an exact
image. Then you can actually present it to them?
Ross: When you're vague, as you're looking at me and paying attention to

what I'm saying, it's not that I'm going to say to you, “Listen very
carefully and hang on every word.”
Rather, sometimes what happens is a person can find a state of

deep absorption. That's not because I'm telling them to listen very
carefully, but rather, I think, it's just that my words resonate in the
place where you naturally agree for all your own reasons. Doesn't
that make sense? Of course it does.
And it doesn't matter whether you do what I say because you're

driven forward by a compelling need or pulled forward by a
wonderful vision. Or, maybe you just find yourself doing it because
you just want to. What matters is we both feel comfortable that a
really good agreement will be reached today. Let's shake on it.
Doesn't that just make sense?
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Participant: In a context like this, it's nice, and I love the conversational
hypnosis.
Ross: I hear a “but” coming.
Participant: Does it not come off as an advertisement? I hear that, it's an

advertisement.
Ross: I never in my entire career of doing this, ever, ever, had anyone
make any such objection. They don't get it. I challenge you, go out
and do your best to be caught and busted. Do your very level best
to get busted and see what happens.
First of all, it's an excellent question. Here's what I'll say. I don't
know in what way you'll find yourself agreeing with this or not, but I
find that when you really want to expand beyond what you're used
to doing, it's more useful to go and do things and let your actual
observations from what you're doing decide what's possible, rather
than what you're projecting or imagining will or will not work.
Often in life, a huge part of our limitation is we want to know before

we go out and try something. Often, what we will do in order to give
the illusion of control is to predict the negative outcome because, at
the very least, we have some level of certainty.
While I respect the intellect and your ability to ask the question, and
I encourage you to keep questioning, my challenge to you, not only
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with this, but with whatever I present that seems way out there is to
make an even greater commitment to just go do it. Not once, not
twice, but at least 10 or 15 times. We know, to be empirical about it,
data trickles up from multiple experiments.
Notice, I didn't tell him anything specific, but it's a good question. A
couple of times when I've used this stuff, I've had people say, “Are
you playing with my mind? Are you trying to hypnotize me?”
Participant: That was good. I agree, but by doing the vagueness and circles, it
seems like it's taking so long to get to the point of this empirical
data to find out for yourself if this is true or bullshit.
It's very interesting, because I do like it a lot. I think it's very

mellifluous how you speak and so forth. I just sometimes question
not that it doesn't work...
Ross: I get you, but I'm serious about this. First of all, I'm leaning on it. In
the real world, I'd be a little bit shorter – not a whole lot – but a little
bit shorter and a little bit more subtle. I'm leaning on it because
we're playing in front of an audience. Now, one thing I will say is,
when you're speaking in front of a big group, then you can get more
outrageous.
It's just like the difference between acting on TV and acting from the
stage. One of the reasons why William Shatner is such a terrible
actor is he started out as a stage actor and he never understood
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you can't exaggerate and do that type of stuff in front of the camera,
because you're going to look ridiculous. Understand that I'm doing
this in the context of the seminar. Does that make more sense?
My insight about the way you think is that context is very important.
If you're given something without the background or the soil that
you’re going to plant this seed in, to use a metaphor, then it's not
comfortable to you. Let me continue to clarify with the context within
which you're going to use these tools.
My point is you've got to get people to take the action, which

presupposes you have an outcome in mind. I didn't put this
anywhere in the notes, but scrawl somewhere “persuaders have
your outcome in mind.” You're not just communicating to be
flapping your lips. You better know what your outcome is.
I'll tell you something else. Don't sell yourself short. If your outcome
isn't exciting for you, why is it going to be exciting for the person
you want to influence? What excites me about influencing people is
I really know that people are on autopilot and people, for the most
part, don't trust their ability to make a good decision. For me,
persuasion is not a harmful thing. It's not a bad thing. It's expanding
the range of choices so people really can see they have a better
choice.
It's important for a person to see that you have a better choice.
Think about it. Who would have envisioned this type of thing?
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Participant: Steve Jobs.
Ross: Smart ass. To use a metaphor, your prospect or the people you
want to influence are running around holding on tight to their brick
and you've got an iPhone. That's the way you've got to believe
about what you have.
If what you have is really not fundamentally different than anything

else, if you're selling a commodity — essentially car insurance is all
the same thing — then you're selling the fun of their knowing that
they're making a good decision and they're in trustworthy hands.
Participant: That's why all insurance ads now have a character and they try to
be funny and they try to make it interesting.
Ross: And it's all the same stuff anyway. It's like buying rice. It's a
commodity.
People need to perceive that you're an authority on where they're

at. People have to perceive that you understand them. I don't really
know the circumstances of your life. If I said, “I know you're here
because you're trying desperately to triple your quota as a car
salesman and you're on the verge of being fired by your boss, but
you'd really like to quit and open your own business. I'm going to
help you achieve that this weekend.” What would you say?
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You’re not a car salesman. It's not a match. I have to be vague.
When I'm vague, you'll fill in the blank. It will seem like I understand
you.
Let me draw the distinction. This is a crucial distinction. It's not in

your notes, but I'm going to put it up here. This is crucial. There is
making sense to your prospect. And by prospect, you could fill in
client, customer, audience, whatever. There is making sense to and
then there is making sense for your prospect.
You have to do both, but let me draw a distinction between the two.
Here’s where people get into trouble. Making sense to your
audience or your client or your prospect is giving them the
experience or the perception that you deeply understand their
desires, their emotions, their dreams, their hopes, their fears. I said
giving the perception that you understand. You're making sense to
them, giving the perception – the experience – that they feel
understood.
Making sense for them is explaining the way something works. As I

explained the way persuasion works, I'm making sense for you.
When we get down to the dollars and cents of it, you can
understand that it's been a good investment to be here today, and
people who make good investments want to continue to make even
better investments. You'll understand one of the byproducts of this
event is you can feel even better about the decisions the more you
continue to invest in them. That's the way a learning curve moves.
Can we have a round of applause for ourselves on that?
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There is making sense to your prospect and making sense for your
prospect. Making sense for your prospect is explaining how things
work, the nuts and bolts, the actual way the investment works. But,
you've got to make sense to them first. They've got to have the
perception that you understand them.
Sometimes it could be even simpler. You don't necessarily have to

use that vague language. It could be as simple as asking the
obvious question that's on people's minds.
One of the things I think is important is to establish three things

right away. First of all, who the hell am I? Why the hell should you
listen to me? And what's it going to do for you by listening to me?
You need to answer those questions right away.
Let me give you an example of how this works. Years ago, I had a
whole team of people who were co-trainers with me at my Speed
Seduction events. The first time Shirlene taught with me was in
New York. I said, “Look, you can't just go out there. You've got to
answer a question. The question the guys are going to ask is, 'Who
the hell is this woman teaching with Ross Jeffries? Why should we
listen?' Here's what you say.”
She said exactly what I told her to say. She gets up on stage and
she says, “How many here are thinking the only reason I'm here is
that I've got a great ass and Ross is fucking me?” Everybody raised
their hands. She said, “Piss off. Now, here's the real reason you
should listen to me.” She just did exactly what I had said.
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Think to yourself, if you're going to be presenting, “What are the
questions that are going to be occurring in the mind of the group I'm
presenting to?” If I'm going to present in front of a group of women,
I'm going to have to answer some questions. I've got some
questions to answer, although my attorney says, “Never answer
questions unless I'm there.” Who else but me has an attorney at a
seminar? It tells you how I think.
Making sense to your prospect and making sense for your prospect
are really, really important.
How many people think it's important to have your audience,

prospect, client, whatever, excited, interested and curious about
what you have to say? It’s not a trick question.
I’ll ask you another question. How many people have been in the
process of being sold something, whatever it is, and initially you
had some excitement, but then it dropped off for some reason? The
thing is, getting someone excited and curious is great, but what you
want to do is keep that going, like momentum.
You'll see later in the notes, I say, “Don't throw a persuasion

snowball when you can create an avalanche.” What you want to be
able to do – and we'll show you how to do this – is install loops so
that people, throughout the presentation, either maintain that
excitement or find it continuing to build.
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I have found – and this comes from my seduction experiences in
training and teaching – getting people to feel a strong emotion is
one thing but, generally speaking, it's the feelings that have
movement and flow that tell the neurology to move into action. If the
feeling is static and stable, you'll get a momentary response. But it’s
when the feelings are really flowing, they actually have a
momentum and vector and direction. They keep flowing and, for
some reason, that moves the brain into actually taking action.
The momentary thing, “awe,” but if it's continually going and moving
and even accelerating, that gets people to move into action. We're
going to be talking about that and showing you how to do it.
There are some of the distinctions that I think make the way I look
at things different, that I'm thinking on different levels how this stuff
works.
The art of moving people off their autopilot first response that often
does not serve them and expanding their view to see an
opportunity that truly benefits them. Has anyone ever believed
something was impossible or they couldn't do and then, one day,
they discovered they were actually doing it? Tell me about that
experience.
Ricky: The experience was I thought never would get to work as a

physical trainer in America. I had some limiting beliefs.
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Then I got it. I got the visa. When I received it, it was amazing.
Ross: Fantastic. Sit down, that was a little dull. I'm just teasing. Yes, Jaun-
man?
Juan: The experience with me was I never thought I could stand up in

front of an audience and speak to a group. I've done it.
Ross: I don't believe you can. Come up here and let's discuss it. I think
he's bullshitting. Go ahead, talk. I don't believe you can. Ladies and
gentlemen, Juan!
[applause]
Juan: Growing up, I was voted the most quiet person in my high school
class. That's the only thing people knew about me. I had no idea
how to respond to the word hello. I don't know if anyone here can
identify, but that was my experience until I met Ross and did some
other trainings.
A couple of weeks ago, I was asked to present in front of a group of

my business associates, about 200 people. I did it. I didn't even
have any feelings of nervousness or unease. It just seemed totally
natural for me to be up in front explaining things as best I could and
answering questions and interacting with the audience.
Ross: Who's the best teacher in the whole wide world?

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Juan: Ross.
Ross: That's right.
We've all had that experience of thinking something was true and
then we have, suddenly, a different view of things. That, actually,
can be a very positive experience. It can be a painful experience,
but it can be a positive one, too.
When we get into reframing meaning as a way of destroying

objectionsJdestroying is a destructive metaphor. Taking people's
objections, common objections like “It's too expensive,” or, “We
already have a so-and-so,” or, “I'm not ready yet,” and totally
annihilating those.
Here's the interesting thing about people. There's a technique in

hypnosis where you interrupt people's patterns. They're used to
going to a certain pattern. You interrupt the pattern. In that moment
of interruption, there is an opportunity to take advantage of that
suggestibility. Does that make sense? What’s your name?
That’s an interruption right there. It’s an automatic piece of

information that gets interrupted.
Learning how to deal with these kinds of things is really important

and really powerful. I'm going to show you some of them. I'm going
to have you generate your own.
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The art of setting/resetting the meaning frame that people put on
your interactions. Here is an example. You show up late for a
meeting and your boss yells, “Showing up late shows you don't
care about this job. You don't care and your mom dresses you
funny.”
Let's look at this. His meaning frame is that you've committed an

infraction and violated an important value that he holds that you
care about the job.
Now, we have our first quiz. How would you reset the frame and
meaning?
A) I do care, but I had to get my coffee.
B) Look how sloppily you're dressed. I don't think you care very
much for your job.
C) Sorry, but I was busy doing your wife and she didn't want me to
rush.
D) I'm sorry about that and will do my best to be on time. I'm extra
sorry that this is taking time from getting down to the success that
we both want.
Here's the first group exercise. Introduce yourself to each other and
pick a team name that is a nonsense word. Take ten minutes and
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discuss and explore the following question and come up with your
best answer.
“Why is the answer D better than simply saying I'm sorry about that.
I'll do my best to be on time?”
Answer D says, “I'm sorry about that and will do my best to be on

time.” Then it adds, “I'm extra sorry that this is taking time for
getting down to the success that we both want.”
Take 10-15 minutes to come up with an answer to that question.
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A special thanks to my surgeon, Dr. Saibal Kar for bringing me

I call 911. They say, “911, what's your emergency?”

I say, “Ahh, heart.”

“Sorry, sir. Speak up.”

First of all, most people are walking around on autopilot. Their

Before I really get going sharing this life-changing information, I just

Suppose I had said, “You know, throughout this weekend as I talk

What would happen if I were really specific like that? Learning to be

Your client, your prospect – whoever it is you want to influence – is

I walk into my trusty bank, which is Washington Mutual. Does

He said, “What level of risk?”

I said, “I want something very conservative.”

He said, “I've got a great company here. They're called AIG.”

I said, “AIG? Tell me about them.”

The second thing is people have a legitimate mistrust of their own

Participant: They failed before.

Participant: Too much information available.

Now, things that used to be good investments, people don't know.

Participant: Who’s happy and doesn’t understand that?

Ross: AwwJ.Here's the other problem. I remember my first cell phone.

I always get this question: “How old are you?”

My answer is, “Well, Debbie, do you believe in reincarnation?” The

Now, people are utterly distracted. We're bombarded by all sorts of

My attorney just entered the room. If you’re ever in trouble, have a

When your prospect, or whomever you're going to persuade,

My mother, who was one of my greatest teachers (may her memory

What is persuasion? The art of moving the imagination of your

One of the advantages of learning to speak in vague language is –

Participant: Would it be fair to say, with vague language, you create a

Ross: When you're vague, as you're looking at me and paying attention to

Rather, sometimes what happens is a person can find a state of

And it doesn't matter whether you do what I say because you're

Ross: I hear a “but” coming.

Participant: Does it not come off as an advertisement? I hear that, it's an

Often in life, a huge part of our limitation is we want to know before

It's very interesting, because I do like it a lot. I think it's very

My point is you've got to get people to take the action, which

If what you have is really not fundamentally different than anything

People need to perceive that you're an authority on where they're

Let me draw the distinction. This is a crucial distinction. It's not in

Making sense for them is explaining the way something works. As I

Sometimes it could be even simpler. You don't necessarily have to

One of the things I think is important is to establish three things

How many people think it's important to have your audience,

You'll see later in the notes, I say, “Don't throw a persuasion

Ricky: The experience was I thought never would get to work as a

Juan: The experience with me was I never thought I could stand up in

A couple of weeks ago, I was asked to present in front of a group of

Ross: Who's the best teacher in the whole wide world?

Ross: That's right.

When we get into reframing meaning as a way of destroying

Here's the interesting thing about people. There's a technique in

That’s an interruption right there. It’s an automatic piece of

Learning how to deal with these kinds of things is really important

Let's look at this. His meaning frame is that you've committed an

A) I do care, but I had to get my coffee.

Answer D says, “I'm sorry about that and will do my best to be on

Take 10-15 minutes to come up with an answer to that question.

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