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2. Pretty much everything can be
thought of as a mix of two extremes.

3. Like sweet or salty. I like salty food
more often than not.

4. But once in while I like to eat
something sweet.

5. Too much and it's not good any more.

6. In NLP there are all kinds of "Meta
Programs" that are these filters
through which we see the world.

7. And like everything else, they can be
thought of in "extremes" but most of
us have a mix.

8. Like you can be motivated to move
away from fear, or toward pleasure.

9. If you are too much of one, it will
cause trouble.

10. Most of us are maybe 1/3 of the way
from either end.

11. Another thing is how people make
decisions.

12. One the hand, there are people that
simply cannot decide unless somebody
tells them exactly what to do.

13. On the other hand, there are people
that absolutely NEED to be the
decision maker in every single
situation.

14. Clearly, both are kind of lame.

15. But most of us are a mix of both,
usually more one than the other.

16. If you are interested in self
development, taking an active role in
improving your life, or have even
thought about doing things differently,
then chances are you are more
"internally motivated" than "externally
motivated."

17. Meaning you're likely more of a self
starter than somebody who needs to
have somebody tell you what to do 24-
7.

18. It's good to know what these filters are
if you ever need to persuade anybody.

19. Andy whenever you talk to anybody
about anything, there's usually some
persuasion going on.

20. Sometimes a lot, sometimes a little.

21. Now, you could spend a lot of time
reverse engineering somebody's "meta
models" until you have them wired
down completely.

22. Then you could present your ideas to
them to fit into their "model of the
world."

23. There are consulting companies that
make lots of money doing this for
clients and employees.

24. But there is a MUCH easier way.

25. Just ask.

26. I know, simple, right?

27. But if you ask people what they want,
(which most people NEVER do), they'll
usually be happy to tell you.

28. Then just figure out a way to present
your idea so that it matches what they
want.

29. This is MUCH easier than most people
think.

30. Why?

31. Because most people think in very
vague terms.

32. Few are walking around with a specific
idea of what they want.

33. Then you take THEIR vague desires,
and match them with yours (vague or
specific, it really doesn't matter) by
using the SPECFICALLY VAGUE
language patterns of covert hypnosis.

34. This is ESPECIALLY easy when you're
using these patterns on people you
already know. Even just casually.

35. Because you already sort of "know"
what makes them tick.

36. What they want.

37. What makes them happy.

38. So when you talk to them using these
patterns, YOUR ideas will seem like
THEIR ideas.

39. Which means no matter WHAT they
reference (internal or external) it will
make perfect sense.

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