Rep Systems

This is October the 28th, 2023, and we're going to talk about Rep Systems. Why is it important for you to know whether you're visual, auditory, auditory-digital, or kinesthetic? And this whole learning process for me absolutely changed my life. So what I want to do is give you the reasons why and talk about how it works in school as well and with your children because even with your partner, if you've got two very opposing systems where we're trying to get information through, then it's going to be really important to know your other person's rep system so that you can adapt to it. I know when I married my ex, I was visual, I'm visual kinesthetic, and he's auditory, auditory digital, and his kinesthetic is right down at the bottom along with his visual. And we could not agree on anything. It would turn from like a conversation to World War III in 10 seconds. And then when we realized how to speak to each other, so he would usually say to me, listen to me, understand, you're not listening. And I said, but you're not seeing what I'm doing. You're not feeling it. And he'd say, yeah. And then finally I would come say to him, come over here. Think about it, discuss it with me. And then he would say to me, come over here and look at this and see how you feel about it. And it was like, oh my gosh, we understand each other. It was amazing, the difference. So I've made a slideshow. We're going to do the slideshow and I'm going to start the slideshow so that we can actually go through it and make it easier for you. I'm going to, if you wish, I will give you the slideshow. So you should be able to see that. Is that right? Yes, you can see it. Awesome. Okay, cool. Um, let me do this. It's going to be from the beginning. There we go. Ah, that's very interesting. So can you see my contact information, etc., there? Yes. Yeah, so it's a full screen. Awesome. So 100% of your results— your inner dialogue produces 100% of your results. Your mind sorts out 2 million pieces of information every second. It puts them into groups of 126 and you're aware of 7 plus or minus 2 pieces of information. That's super important to know because you're never seeing the truth. You're seeing your version of the truth. So out of those 2 million pieces of information, you're going to see a small, small section of them, small area of them. Okay. And communication rapport, 55% of your body language is matching and mirroring, 38% of tonality, you match with the volume, timbre, and tempo, 7% of the words, the visual. So when you're communicating with someone, the most important thing is your body language. We match and mirror the body language. We're gonna talk about that later. The tonality is 38%. So you can say, "Anne, Anne, Anne, Anne," and really changes everything that you're communicating with the person. The 7% words are visual and auditory, auditory digital, okay. So I'm going to stop the share for a second and talk about how to communicate visually. So what happens is this: we end up meeting people and saying, hello, I'm Dr. Yvonne Oswald Oswald Oswald. So I'm going to teach you how to make someone like you in 30 seconds or less. Okay. I went to an IBM meeting in Edmonton. It was a convention. And the title of my talk was how to get someone to like you in 30 seconds or less. And they said, oh, you'll get about 20 people. We had to move me to the big hall because 200 people turned up. And the reason was these people were auditory. And what happens with, you know, the techies, the technical people who think in a linear fashion, what happens is they actually are very slow thinking, but they don't do eye contact well. And the eye contact is the most important thing to make you actually feel that you're seen. So what happens is typically Auditory people will talk to you like this and they'll be chatting away and you'll feel like they're ignoring you. Okay, so this is the way to make sure everybody likes you real fast and it's all to do with your eyebrows actually, funnily enough. So if I say to you, hello, I'm Dr. Yvonne Oswald Oswald Oswald, it doesn't look very friendly and you really don't know what to do with it. Okay, the idea is as you move up to someone, you put your head to one side you put your body forwards, you flick your eyebrows and smile with as many teeth as you can. So this is how it looks better. Hello, I'm Dr. Yvonne Oswald Oswald Oswald. How are you? Right, that little eyebrow flick is the most important thing you're going to learn today, right? Because it will literally make you appear super friendly when your eyes open like that. We actually have your pupils dilate and the person feels good about being with you and you get feel-good endorphins too, right? So super important that we actually get on with that and really realize that it's more important that you look visually, your body language works, than the other. So let me get back to the slideshow here.

Okay.

So we're gonna release the negative emotion. I want you to do a real quick emotion release. Can everybody see that? It says release a negative emotion.

We can.

You can, cool.

Thank you.

So choose a negative emotion you want to release. I want to teach you how NLP is the most amazing device possible. And people say, oh, it can't happen that you can release a negative emotion quickly. You don't need to read the screen. You're gonna get this sent to you. So what I would like you to do is choose a negative emotion, and frustration's the easiest one. Frustration's super easy. So if you put your head down, everybody, and find a time when you are frustrated— frustration is a daily thing, it happens every single day— find where in your body you're holding that frustration and make it a shape and a color. Now close your eyes and pop that shape and color out of the, uh, wherever body part it's in. Make it spin clockwise or anti-clockwise before you do that. Mine's going clockwise. It's a yellow circle. I'm going to pop it out of my chest, put it in front of my body, tip it upside down. So now it's going anti-clockwise. I'm going to make it a different shape and a different color. So I'm going a red triangle. Going anti-clockwise, and pop it back into your body. Lock it in by clicking your fingers. And now try and feel the frustration, and you will not feel it. Can you give me a thumbs up? It's impossible. Once you actually change the— what's called the submodalities, it changes the whole emotion. So I'm going to teach you how to do that on the training as well. This is the brain changes after a Breakthrough Session. I was working with a lady in Australia and she had phobias, fears and phobias like you wouldn't believe. Apparently she'd not left the house for weeks, months. And the only place she went was the Amen Clinic to have some brain work on herself. What happened though, nothing changed. So if you look at the bottom left-hand picture with the brain in the red at the bottom, that's the electrical activity that was happening. When she was in phobic presentation. We did the Breakthrough Session. I did a 4-hour Breakthrough Session with her. And what happened, everybody who's going to be taking the Master's, you're going to learn how to do this. This is why I popped it in because I think it's super important. What you'll find is she went to the Amen Clinic on the Friday and I worked with her on the Saturday. And I said, would you please go on the Monday and have another test?. And that was what happened the second time. This beautiful brain with, with no electrical activity. It was quite amazing. I really was thrilled to be able to see that. So it was super interesting. What happened was the guy who was, Albert, the guy who was the, the technician, phoned me from Australia and said, whenever you're teaching this, I want to know it. He said, I have never seen results like this. So this is why it's so important that you learn how to clear things really quickly and easily and make sure that they're permanent. And with NLP, it's always permanent. You have 0.15 seconds to make someone like you visually and only 2 seconds on the phone. How do you make someone like you in, in 2 seconds? What we're going to do is, everybody please, I want you to introduce yourselves. By saying hello and then watch the other people in the picture and see how unfriendly it looks. Okay? So go ahead and say, hello, my name is. So hello, I'll tilt my head and smile. Start first of all with the hello, my name is Alan.

Okay.

Hello, my name is Alan. Yeah. And now my name is Alan. Tilt your head. Big smile, eyebrow flick. Go ahead. Hello, my name is Alan. Say again. Hi, my name is Alan. You missed the eyebrows completely. Hello. Hello, as you say. Hello. Do the eyebrows. Yes.

Yes.

See the difference? Amazing. I have to practice that. You do have to practice it because you'll have a lot more friends. Janet, go ahead. Hello, my name is Janet. Yeah. Now head to one side. Eyebrow flick, smile. Hello, my name is Janet. Yeah, much better. Keep the eyebrows up for a little more second. Alison, can you do it? Alison? Hello, my name is Alison. Right now head to one side. Hello, my name is Alison. Yeah, much better. Can everyone see that? Alana. Hello, my name is Alana. Okay, and then head to one side, eyebrow flick, big smile. Hello, my name is Alana. Yes, you got it perfectly. Excellent. Uh, Raven. Hello, my name is Raven. Hello, my name is Raven. Eyebrow flick more. Oh, hello, my name is Raven. Yes, but big smile. Say again. Hello, my name is Raven. That's much better, much friendlier. Roxanne, eyebrows. That's it, yes. Okay, cool. I can't see anybody else here. I've got, uh, who else have I missed? Alana. Elisa. Hello, my name is Elisa. And hello, my name is Elisa. Yeah, see that? So very importantly, it's going to be a super important thing in your, in your repertoire. Um, you know, if you're, if you're wanting to attract someone Literally what you need to do is do that same eyebrow flick, all right? When you want to actually enjoy being with someone or you're picking up someone in a bar or a restaurant, the best way to do it is just do the eyebrow flick. I was 28 and I was in Ibiza and I was with a girlfriend and she said, oh, I really like that guy behind us. And I'm like, well, turn around and flick your eyebrows. And she's like, what do you mean? And I said, well, you know, how does he know you like him if you got your back to him? And she said to me, well, show me what to do. So I said, pick a guy, any guy. I said, now get him over here. And she said, okay. She said, that guy over there. And I said, well, he's very cute. And I turned around and went, and then turned away and then looked again and just did my eyebrows. He went, came right over and said, hi, do you want a drink? And I'm like, okay, it works. She was absolutely like, oh my gosh, I can't believe it worked. She got me to go to quite a few bars proving it works. Actually, it was quite fun. And it is fun when you start realizing that you can get people to really be on board with you all the time. It's fabulous. It really is fun. Okay. Learning styles. So here we go. Visual people, the people who see. I'm visual. I see quite a few people here are visual. You've all got your makeup on, boys. And it's like very interesting, 65% of the population. We have the most members and we have a huge advantage over other people and you're going to find out why. Kinesthetic people, the touchy-feely ones, are only about 5%. I'm thinking it may be a bit more. These numbers are not super accurate because I'm not sure how they actually found how to test it. Auditory people, the people who hear things, 15% of the population, and auditory digital people, the thinking people, are 15%. And if you think of the auditory digital people as people like Dr. Spark or Sheldon from The Big Bang, 100%, they're the auditory digital ones, okay? I'm gonna go into a lot more. So when you're matching and mirroring someone, Your physiology being 55% of the communication. So what happens is when you're speaking with someone, you need to match their movements. So if someone's like this all the time, you need to be doing this kind of not mimicking their movements, but gently mimicking the movements. Okay. You match the other person's movements exactly. They move their right hand and you just a minute later just do the same. You'll find you do it automatically, but I want you to learn to do it unconsciously. They cross their legs, you need to cross your legs. Okay, we need to stay on rapport with people. And the reason is that the matching and mirroring, any group species mirrors other species. So monkeys do it, whales do it, dolphins do, parrots do actually. My girlfriend had a white parrot. And she said, if you mimic it when it's doing this, see what happens. So It started doing this and I did that and it had two big bright pink spots came on its cheeks and it was so excited that I recognized it. So dolphins, monkeys, chimpanzees, all the group species that survive by staying in a group have this mirroring. And it's behind your left ear here. It's a particular spot in your brain that automatically says you need to mirror someone. So if you're in the jungle, that 0.015 of a second to actually match someone's body movements, if they're coming towards you like this, you know they're your friend. If they're coming towards you like this, they know you're not, they're not your friend, okay? So automatically you're going to fight or flight. So the more you match the other person, the more they will like you. Rapport is not about whether you like someone. It's about how similar they are to you, how they dress, how they act, how their body language is. Crossover matching, you match your behavior by crossing over a similar movement with another part of your body. They might cross their legs, so you cross your ankles. If you mirror the other person's movements, if they move their left hand to their face, you would move your right hand because that's going to be, so Alana, would you move your right hand to your face? Like that. Well, now we're looking in a mirror. In fact, this is my, my left, that's her right. So it just looks like we're looking into a mirror. And that's really amazing. When you start utilizing this with people, you'll find yourself so likable, it's quite amazing. So as a general rule, people can be divided into 4 groups. And the words we use The visual people always use these words mainly, look, see, watch, and visualize. That's why when you're doing hypnosis with people, guys, you don't want to use the word visualize, please. When you are doing hypnosis, the most often people say, close your eyes, imagine, visualize a beautiful day in nature. And two-thirds of the population will not understand what you mean and they won't be able to visualize. Who doesn't visualize easily? Pop your hand up if you don't visualize easily. Right. Guarantee you came up with auditory digital quite high on your test when you did the test. We're gonna talk about your test soon. So it, when I used to talk to my ex and say, visualize, he'd say, I don't visualize, I just think about it. And I would say, how would you think about something without visualizing? It's impossible. And he would just say, "I don't know. I just think about it." So visual people definitely can use these words with them, look, see, watch, and visualize. Don't use them with other people though, right? The auditory people, how will you know if they're auditory? They'll use words like hear, listen, sounds like, talk to me, or discuss. They'll say, "Listen to me." That'll be one of the first things out of their head. So what happens is the visual people will say, look at this and see what you see. An auditory person will be, listen to me, hear this, talk to me about it, discuss, right? So you can tell based on the first two sentences they speak what system they're using, right? Very important. The auditory digital makes sense, come to mind, think about and understand. I guarantee if they use phrases, the two phrases make sense, or come to mind, they're auditory digital. It's the real giveaway with them. And then you have to start explaining things a lot more. We're gonna say why that's important. Kinesthetic people, feels like, touch, catch on. So the visual people, we have the huge advantage over everybody else. A visual system can bring in a huge amount of information instantaneously. So if we're looking around a house or we're looking at decorating, we'll look around and say, it looks fabulous. Okay. An auditory person will have to walk around the room in a linear kind of fashion as well in auditory digital. They'll walk around the room and examine everything. So it's actually quite a, they're both slow systems. The kinesthetic people, they'll walk in and say, oh, it feels great. They just go from kinesthetic meta, which is the main way we pick up information. Okay. So did anybody have visual as their number 1? Auditory number 1? Auditory digital? Ah, I told you, you two. Isn't it interesting? Kinesthetic. And kinesthetic people typically don't spell well. So we're going to go into why, you know, what order they're important. So why is this important? A good way to remember it is that visual auditory people tend to talk quickly and kinesthetic self-taught people talk more slowly. So you'll have to match your speaking with them. If you are visual, uh, Raven, you're visual number 1? Um, it said I had auditory, but I, I don't know if it's completely accurate for me. I think I need to redo it. Well, yeah, I think redo it because you're not Audrey, you're very visual. Very visual. Yeah, very visual. Look at you, how beautiful you are. Lipstick turned out nicely. Oh, thank you. All the visual people would not dream of getting on here unless they've got the lipstick on and looking good, right? So very importantly. So why is it important to know it? Because people don't compute language that's not conveyed in their representational system. They have to translate it first. Here's the thing, visual, us visual people have it over all the other systems in school and everywhere else. The interesting thing is we're able to adapt to other people's systems really easily. Auditory digital, auditory people are not typically able to adapt very well because they think in kind of straight lines and you'll find out why in a moment. So visual people, Tend to talk quickly, voice higher pitch, less distracted by noise, will respond to visual language. So do you see what I mean? Visual people, I talk super fast and now I do. So if anybody is not keeping up with me, just do this at me. When I'm teaching, I always say, do this to me, I'll slow down. We think fast, we want it fast. It's like, you want to go to Disney tomorrow? Yes, I do. Right? Auditory people usually have more tonality, like a radio announcer. They enjoy talking on the phone. They like music, more easily distracted by noise. They respond to auditory language. Does that sound right to you? So if you know the person is auditory, and this is super important with your clients, with your partner, with your children, they might have a completely different system than you. You need to know how to talk to them. All right, it teaches 100%. Every teacher needs to know this. The kinesthetic people usually feel the world. They learn by doing and they trust their gut feelings. Slower, deliberate phrasing and longer, complicated sentences make sense for this person to be understood. They think in sequences and like you, they use sentences like, does that feel right to you? They'll always say, how do you feel? All right. Visual is how does it look? How do you, how does it sound? Kinesthetic, how does it feel? Auditory digital, these are the people who self-talk, the Sheldons and the Dr. Spocks. It has to be logical and be a step-by-step process. It has to make sense. So if someone says to you, that doesn't make sense, guarantee you have to stop and start again and explain it in a lot more steps. Okay. Top rep system. I'm going to talk about the top rep system here. Entering the numbers letter. This was me this morning, which was super interesting. So I want you to look at what you had in that top system. And I'm visual 35. It was way too high that, and I'm going to, I realized why actually very interestingly. I looked and thought the order hasn't changed. The order usually stays the same. The, the actual numbers change. And ideally we want 25 in each column. And that means if it's 25 in each column, that means that you're actually working across the board and you are actually using everybody's rep system. Okay. So with communication, I was visual 35, way too high. It should have been 25. Okay. And it's gone imbalanced. And I'm going to tell you why in a moment. So if you, in communication, your number 1 is the one that you use primarily. Those are the ones where we use in the actual words, the predicates. So if someone's visual, you're going to say, do you see what I mean? Look at this, etc. When you have a challenge, that's in the second box. So very importantly, when you have a challenge, you, you, I do it by feeling. So it's kinesthetic 22. So if I have a challenge, it has to feel right to me to do it. If you have in the top one, if you've got auditory digital, hand up if you've got auditory digital. It has to make sense to you for you to communicate with someone. Simple as that. So if you've got kinesthetic, it's touchy-feely. You have to touch people. You have to touch the world to understand it. And auditory people have to hear it, have to listen to it. Okay. With a challenge, when you approach a challenge, I approach it kinesthetically. That means that it has to feel right to me to to take up a challenge. If you're visual in that number, in that box, anybody got visual number 2? You, it has to look right to you when you're having a challenge. Okay. If you're auditory digital, it needs to make sense to you when you have a challenge. So if they say, you know, jump out of a plane, you'd go, for what reason? You know, whereas the visuals will go, sure, the kinesthetic go, absolutely. The auditory digital explained to me why I would do that, right? And then auditory people in the challenge area, it has to sound right. Now for security, it's for you to feel secure. I've got my auditory digital there. It's an okay number. 22 is fine. If I need to feel secure, it has to make sense to me to feel like I'm gonna feel like I'm doing something. I wanted to go, I wanted to go to do some water skiing and some scuba diving. And I talked myself out of the scuba diving because everybody kept telling me how dangerous it was. So I went, I just went snorkeling instead and I'm quite happy to go snorkeling. And it's interesting 'cause I really did need to feel secure and it, So many people just said to me, no, there's too many safety things. And it's been my dream to do it my whole life. And suddenly like, no, thank you. Right. So if you've got auditory in the security, it has to sound okay. Normally, if people are talking about something, you need to be able to listen to it. It needs to make sense and sound right if you're auditory. If you're kinesthetic, it has to feel right. If you're visual, it has to look right. Now, in the environment, that's interesting. Has anybody got— no, we'll do questions afterwards. In the environment, I've got auditory 21, which is kind of interesting because visual's 35 with me and auditory's 21. And I realized the reason for that. When I've been living in the Dominican, I've had to— there's lots of noise there. There's music, there's talking, there's everybody happening. And I ended up having to cut out a lot of the noise. So when I'm working, I can't, I have to pretend not to hear it. I have to do a lot of visuals instead of a lot of hearing. And it's actually shown up in my numbers, which is quite fascinating, I think. It's quite interesting. So in your environment, if you're auditory in the environment, it has to be quiet. It has to be very nice. It has to be calm for you. If you're visual in the environment, when you walk in, it has to be tidy and look good. The colors have to be right. Okay. If you are auditory digital in the environment, it really doesn't matter if it looks a mess or the colors are not right, as long as it makes sense that you would get your coffee here, your tea there, etc. It has to be in a logical place. If you're, and if you're kinesthetic, it just has to feel really good. So you want really comfortable places to sit. Okay. These are the words I'm gonna, on the, on the, on the slideshow when you get it, I've put in red the predicates that most people use. So visual people on the left, can you see that? Can you see that? Yeah, good. Appear brilliant, clean looking, etc. The 3 most common words that visual people use are look, see, and visualize. The auditory people hear, listen, talk, and tell. And if you hear someone using those words within 2 sentences of you meeting them, you know they're auditory. Okay. The kinesthetic people, they use feel every other word. Feel this, feel that, feel the other. Get a grasp, get in touch, sense it, or touch base. And the auditory digital ones come to mind, consider, make sense and understand. And I guarantee if you hear those come to mind and make sense, they're auditory-digital. It's your biggest clue. Why is this important? I had a client with me for doing hypnosis and he sat down and he was a big boy and he was one of my ex's friends. So I figured, you know, obviously auditory. So I said, what can you hear? And unfortunately I didn't test, I didn't listen before we actually sat down. And I said, you know, what do you hear? And he went, nothing. I was like, oh, that surprised me. And I thought, well, he's a big boy, you know, maybe he's kinesthetic. So I said, how do you feel? He said, nothing. I said, what can you see? Even though it wasn't visual, he said, uh, I can't see anything. He said, nothing comes to mind. This doesn't make sense to me. I don't understand it. I'm like, oh my God, that's so obvious, right? So I literally wrote the three sentences down. And literally, I literally said, so if something did come to mind and you would consider it and make sense and understood it, what would it be? He said, oh, that's easy. I'm in a forest. Right? 10 years ago, I would not have been able to work with him and he would have been going out saying, I couldn't be hypnotized. That's why it's so important, right? Because you've got to know their system. When they've got their eyes closed, you can't say, open your eyes a minute. What are your auditory? You've got to know, you've got to listen upfront when your client comes in so you can actually get that communication going. And on the phone, it's even easier. When you phone someone or talk to them on the phone, you've got 2 seconds to get to like them or they've got to get to like you. So if they answer the phone, say hello. You don't say, hi, my name is Yvonne Oswald Oswald Oswald. You'll say hello back the same way. You mimic their sound that they're making. If they talk very slowly, slowly, you have to slow your talk down to their level so that you can talk slowly too. And it's only for maybe the first minute. And then after that, it doesn't matter. They'll, they'll, they're on, once they're on board with you, once you've got that rapport built, they'll go along with you for good. All right. So that's very interesting. So visual people, it is very important for visual people to look good. We breathe from high in the chest. I'm visual, so we breathe shallowly. We recall memories as a visual picture. And of course, memories are going to be— I'll mirror it for you. It's left and up. So when we have memories, we'll tend to look at the ceiling. What's very interesting is I had a class in Florida. We were talking about eye movements, where your eyes would go when you're remembering something. And this lady went, uh-oh. And I said, what? She said, I'm a teacher. She said, I've said for years to my students, the answer's not on the ceiling. She said, but I guess it is, right? Because when you're remembering something, you actually look up and left to visually recall it. And that's actually where the answer is. If you're not very good at remembering things, if you put your computer up or get your students to put your computer up, their computer up, What happens is because your eyes are more or less going up, you'll remember the information a lot easier, more easily. The visual recall passage is from here. It literally is almost like a line going up. So we're going to talk with that with the kinesthetics. Visual recall is very easy to teach and literally you can remember things in pictures or in words. So we're not easily distracted when it's noisy, like at a party. Visual people can have a good conversation and not even notice anything outside them. They can tune noise out. Verbal instructions are not easy for a visual person to remember. We need to see it written. They want to see how it looks. So if you're giving instructions on how to get to the cinema, you know, you, you go up to the traffic light, turn left, then 500 yards down, you turn right. I won't even remember. I'll remember the first traffic light. I will not remember anything else. Auditory people will learn a whole series of instructions. Visuals, uh-uh. I would actually have to write it down as they were telling me. Okay. We want to see how it looks. And we'll use words like see, look, observe, and show. Kinesthetic people. These are the interesting ones. Is anybody no good at spelling? Are any of you no good at spelling? Okay, I guarantee you've got kinesthetic high on your list if you're not good at spelling. Okay. Kinesthetic people breathe deeply from the bottom of their lungs and stomach. They love physical touch, hugging, and comfortable furniture and warm clothes, good comfortable clothes. Looking good is not as important as feeling good. They move and speak slowly and may be heavier set because they love to enjoy physical comforts. They usually stand closer than it's comfortable and can touch a lot when speaking. So the interesting thing about the closeness to standing, visual people know you stand probably about 2 feet away from the person. That's the normal, 2 or 3 feet away is a good comfortable space between people. Kinesthetic people don't know that. They'll be right on top of you, putting their arm around you, holding you, playing with your hair. They'll be like touching your knee and it can feel super uncomfortable for people who are auditory digital because they don't do a lot of touching. Okay. It's like, excuse me, back off. You're getting a bit close here. So very importantly, they have to walk through an experience to memorize it. It needs to feel right. So feel, grab, hold on to, touch base. So why do kinesthetic people not spell well? What happens is up and left, I'm going to do, I'm mirroring it, up and left is visual recall. That's where the answer to a spelling quiz is. So if I say spell tree, they will go T-R-E-E, and you'll tend to look up to actually get the answer. The kinesthetic people look down and right. So what happens is they'll look down and right, which is where kinesthetic is, and they'll be feeling how they felt when they saw that word. And the answer isn't there. It's super simple. So if you've got someone who's not spelling well, what you're going to do is take a piece of paper, a business card here, that'll do. And you hold the paper here up and right. For me, that, that, sorry, up, up and left to you, up and this is my up and left. What happens is you look at the word, close your eyes, look at the word, close your eyes, look at the word, close your eyes and spell it. And that's how you teach someone who, who spells not well because you, you're setting up that visual recall pathway. It takes only about 3 days to set up.. So if you've got kids, anybody got any kids not spelling well, it's so easy to do. It really is. When we're in the class, people who are doing the Masters, please remind me and I'll show you what I do with the word success. It's incredible. I had a kid in who's 8 years old, couldn't spell and actually wrote the word success, got him to close his eyes, open his eyes, close his eyes, open his eyes, spell it. And he just went S-U-C-C-E-S-S. And his teacher was like, how did you do that? And then I got him to spell it backwards. It was amazing. All right. So that's so important that it's nothing, there's nothing wrong with them. They're actually very healthy. They just haven't been taught well by the teachers. Okay. They use the words feel, grab, hold on to, touch base. Auditory people generally breathe from the middle of the chest. And all these, the visual, auditory, kinesthetic, and auditory, that's your top number, the one that's the top number. So we're learning about you. Auditory people breathe from the middle of the chest and often have deep, rich-sounding voices. They listen by turning their eyes away from you. And that's exactly why they don't look friendly because they're listening 100% with their ears. Okay. So in a classroom, visual people have it beautifully because we're just watching the teacher. Kinesthetic people, they're touching the friends, touching the desk, etc. And the teacher says, stop touching everything around you. Well, that's how they do the world. So why would you tell them that? Auditory people, because they're listening 100% with their ears. If they were looking as well, it would confuse them. Right. I had a friend called Robert. And every time he spoke to me, he would say, well, you know, we're doing this. And I'd say, Robert, could you please look at me? Looks really rude if you're just not looking. And he looked at me and I said something. He said, say it again. Say it again. Say it again. He couldn't see at the same time as he heard. So what you do with an auditory person is you say, can you pretend to look at me, please? If you look between the eyes or look at the nose, pretend to look at the nose, pretend to look at the eyes. Do not tell them to look because they'll try and split the system. Okay, so we definitely want them to actually pretend to look here. All right. And it's absolutely amazing that the class I did in Edmonton where I was working with all the Auditory Auditory Digitals, they actually, I taught them how to do the How to Light in 30 Seconds. We taught a bit about the rep systems and they were coming to me all weekend saying, this really works. It's not that I'm unlikable. I can't believe it. People are being super friendly with me. Right? It's literally just a body language thing. They memorize sequentially. Oh, wait a minute. They're easily distracted by outside noise and sometimes talk to themselves, moving the lips. You'll see them walking along the road doing this. And you'll think they're on the phone and they're not. They're just talking to themselves. They love music. They memorize sequentially and need step-by-step instructions to follow procedures. They listen, hear, and respond to talks and discussions very well. So talk, listen, hear, tell me about. Auditory Digital, think Sheldon or Mr. Spock. This person spends a fair amount of time talking to themselves. They'll want to know if your program makes sense. They have sequential thinking. It has to make sense, understand, come to mind, think about, and consider. Does this sound about right, everybody, for what your top number is? Yes. Okay, cool. This is the eye pattern chart. This is really interesting. I've included this because you can tell what someone's rep system is simply by the way they look when you answer a question. So if you look on the left of that picture, its visual construct is top and right, because that person is mirroring us, so up and right. Visual construct is if you were to imagine your car yellow, unless it's a yellow car, in which case imagine it red, you would literally look up and right to get the answer. Your eyes would point up. This is great. My apologies. Yeah, visual construct up and right. It's very interesting because you can tell if someone's lying with this. If you look at Scott Peterson when he was being interviewed, you know, he killed his wife and child. The lady asked him what happened that morning. He should have been looking up and left to visual recall. He didn't. He looked down and left, which is basically thinking about something. So he was probably reading a script that he wrote out this morning, was actually thinking about it. He was not remembering. It. Okay. O.J. Simpson, if you watch O.J. Simpson, super interesting. When he was being interviewed, he, he'd been taught not to move his eyes and he literally went like this. Well, da da da da, and he was chatting away. And then he was asked a question he didn't know the answer to and his eyes went everywhere. It was so cool. He was obviously not telling the truth and his eyes went He was looking for an answer, searching for an answer. It was so interesting. Yeah, it's very, very interesting when you, when you watch people and see exactly how they're interpreting the world, really. Auditory construct. So listening construct is over to your right ear. Everyone point to the right ear, please, because I'm mirroring you. Exactly. That is where you make up a sound. So if you were to imagine me talking like Donald Duck, that would be where you would, where your eyes would pop over there. For remembering a sound, so if you remember someone's voice who you love, who's beautiful, your eyes will go this way and remember how that lovely sound saying I love you or whatever. Kinesthetic, how would you feel if you were, if you were smooshing wet clay? Or your feet were in mud, you would be looking down and right. So you'd go like that and go, "Oh yeah, that's very interesting." And then auditory digital, the thinking about it is down and left. So if you were reciting a poem or you were reciting the times table, you would be looking down and left to do that usually. Any questions so far? Let's have a couple of questions before we go on. Hi, Yvonne Oswald. Yeah. Hi, Janet.

Hi. What are—

can your patterns change? Like if I'm auditory digital, like, can they change over time as well? It doesn't change the main system, it changes the numbers, Janet. So what will happen is if you've got a big number in the top and a small number in the bottom, we're going to talk about that in a minute, you can make it more balanced. So if, so for instance, when I, before I married my ex, I'm visual kinesthetic, everything was about seeing and feeling, seeing and feeling. I had to learn how to do auditory digital because I'm teaching, so it has to be in a, it has to be in a sequential sequence. So when I'm teaching, I'm 100% auditory digital. I might be a bit, my visual goes on the back burner, okay. And because I was working with my ex so many years, 20 years, I had to learn how to do his system. So my auditory digital came right up to 22 or something like that. Okay. So usually, what's your second one, Janet?

Uh, kinesthetic.

Okay. Wow. Really unusual system. Very unusual. Really unusual actually. So you have to get someone who's touchy-feely as a partner, but they also have to think in a linear fashion. They have to, they have to be very logical. Okay, so very, very interesting. Um, yeah, you can change a bit. Let's do that with everybody. I'm going to go through people one by one, and let's just see what is your first and second system. Alana, my top one is auditory. Yeah, second, my second one is visual. Okay, so you'll be listening more than you'll be looking. And interesting, because you, you do not do eye contact that brilliantly. I notice you kind of, you look away quite a lot. And it's not that you're looking away, you, you're putting your ear towards me. Yeah, I've been watching you. I'm also distracted with my son. Oh, it's okay. I've got also very frustrated as well, people. Yeah. So ideally it needs to sound right to you and then it needs to look good.

Yeah.

Okay, so that's really important that you know that in a room it needs to be quiet for you to concentrate. You can't have a lot of noise going on at a party, that will drive you crazy, right? Yeah, especially if I'm trying to— oh my gosh, can we go somewhere quiet and talk? Right, those visuals can So much noise, we don't even care, right? So yeah, very good indeed. Uh, Raven, what are you? Um, for me, I have, uh, auditory 36 is my communication style, and, um, challenge is, uh, 1 and 2. Just number 1 and 2, what are they? Oh, uh, kinesthetic is the second one. So auditory and kinesthetic. Yeah, not auditory, digital, just auditory for the first one. Just auditory and kinesthetic. Okay. So again, and that's a huge number. I think it's probably fairly accurate. Okay. What you've done, you've taught yourself to be visual. So like Janet was saying, you know, can you change it? Yes, you can, because you've had to learn to be visual. Guaranteed in school, they were saying, look at me, look at me all the time. So yeah, yeah, they would say you're not— here's the thing with someone who's auditory up front, in school you'll be accused of not paying attention. Oh, I would doodle and listen because that's the best way for me to hear. Exactly, exactly. And they'll say, "Raven doesn't pay attention," but I always got A's. You did, you paid 100% attention because if you were looking you would have been distracted. Get it? It's really interesting when you get why people do things, it's like so logical. It's really good. So yeah, you've taught yourself to be visual just because you had that negative thing happening. Very good. Janet, we've already said to you— say again, you were— I'm auditory, digital, and then kinesthetic. Right. But I don't understand how it can be auditory, digital, because I can't doodle and listen. I have to listen. I have to drop everything. No, that's because your auditory is down at the bottom somewhere. What was your auditory?

Uh, secure—

under security, it was number 20. It was 21. It was 1, 2, 3, or 4.

It was—

auditory was number 3. Yeah, so auditory is not in your wheelhouse. No, but auditory digital is a bit of both, is it not? Auditory digital, no. It's supposed to be— auditory is supposed to be a subset of auditory. I don't believe it is. I believe it's one all by itself. I believe the 15% of the population there are people just your Sheldons and your Dr. Spocks. They literally have their own little system. It really is. And you know, they'll get angry really quick. They don't do emotions and empathy the way a lot of other people do, but you've got kinesthetic there, right? So you've got really important, you've got order to digital, which has to make sense, but then you have to feel right, which is very unusual because if you had auditory digital auditory, you'd be pretty not interested in how everybody's feeling, right? My ex, I used to stand there with my ex and say, you're not seeing what I mean, you're not feeling what I'm feeling. And he'd say, I notice that you are emotional, have emotions right now. He says, so I'll attempt not to do that in future, will that work for you? And I'll be like, did I win that one? I don't know. So yeah, you've got to know the other person's system as well so that you can actually, you know, really understand them and understand the way they're working. Where are we now? Roxana? Roxanne? Oh, have you got auditory number 1? Just say, just nod. Auditory 1? Auditory, digital, visual, kinesthetic. Kinesthetic number one. Kinesthetic number one, I think, and auditory number two. Okay, so someone's very good with that. Yeah, uh, kinesthetic number one, auditory number two. That is an unusual system as well because touchy-feely, but you have to have nice music when you're having sex. That's right, awesome. Exactly, it's so cool that— I know, exactly. Let me, let me stop the share actually. That's going to be really interesting. Um, so yeah, very importantly, you need to— it needs to have a nice, nice atmosphere and it needs to be cuddly. And you know, I'm, I'm going to give you an example of what exactly how you like sex in a minute. Alan, what are you? So I'm auditory at 31. Yeah. And then I'm visual at 27, but I'm also auditory digital at 27, which is interesting, right? And what's at the bottom? Kinesthetic, 15. Uh-oh. So relationship's not your best subject, right? What? Relationships are not your best subject.

No.

Very interesting. With the kinesthetic, it's called out of awareness. So has anybody else got a bottom number that— one of the numbers that's less than 20? The bottom number that's less than 20. Okay. So the system you've got at the bottom, if it's a teen number, anything up to 18, 19, that's an out of awareness system for you. Okay, so you'll be super able to do things, make sense of things, do things logically. You'll be able to look at it, you'll be able to listen to it. But then if someone says, and how do you feel about it? You'll say, well, it makes sense. And you will— yes. One of the things I absolutely hated from NLP practitioners is when they say, feel where it feels in your body. Would you feel it in your body? Exactly. And I just hated NLP from that day forward. Exactly. They all try it on me. I don't feel it. Yeah, exactly. So I make something up. I'm going to tell you a really good story about that. There was a guy called Dr. Michael— I can't remember his name— Dr. Michael in England, and he was doing a documentary, lots of documentaries. And what he did was he went to have his head examined about empathy. So he took a written test first of all, And the technician said, oh my gosh, he said, you've got 80% kinesthetic, that's amazing, your wife must love you. And he said, well, no, she says I'm very cold. And then he— they put him into an MRI machine, you know, the round thing, and he was looking at pictures of babies crying and, you know, all very sad things. And when he came out, the technician said, well, He said, the bottom number is 8%. He said, you don't even make 8%. And he was like, what? How is that? And the reason is this: when— if you're visual kinesthetic particularly, you take in information, it stimulates the amygdala and the limbic, which is 200,000 years old. So we take information in this way, from the bottom up. Where if you're auditory digital, particularly very high in auditory digital as you are, you take information in, in the prefrontal cortex, then it gets analyzed and then it gets thought about. And then by the time it gets to limbic or amygdala, there's hardly any emotions there. Right. And it's really, you do it the opposite. That's why I say 15, the 15% auditory digital people are literally their own little species. It's very interesting, and you— it won't do anything for you if any relationship someone's crying or, you know, poor me or whatever, you'll just say, whatever, do something about it. I— you'll also get frustrated really easily because, uh, and you'll be accused of that in any relationship because what happens is, um, my ex only— his only exit strategy was frustration. So he would get frustrated because he didn't understand anybody else's system. Right. And he just didn't have the ability or even when he got the knowledge, he still couldn't, he tried, he couldn't understand it, but he never really got it. Okay. Because it's, it's such a linear system. It's like 1, 2, 3, 4, 5, whereas visual people are like 20 wide open. Okay. Very interesting imbalance. So wherever you've got a teenage number, you want to encourage yourself to do that. If visual's down at the bottom, you need to be looking for colors once a day, looking at different colors. If your auditory's at the bottom, you'll be— who's got auditory at the bottom? Anybody? You'll be accused of not listening. People say, look at that. Yeah, there she is. Many like, ah, yeah. They'll say, you don't listen. And you don't actually, it's true. And I had audacity down at the bottom. It's actually, I think my audacity did or something. It's gone up a little bit. So yeah, it's very interesting how it's true. And you can actually basically listen to what someone else is saying and think about it before you say anything. Because when you're audited down at the bottom, it means you're thinking of what to say before the other person's Finished. Yeah, look at her like, oops. Exactly. Who haven't we seen yet? See, automatic. Who haven't we seen? Alison, did we talk to you? No, I didn't get mine done. Sorry? Can you hear me? Yeah, I can hear you. I was saying sadly I didn't get mine done. Oh, okay. So you can listen to this again and Yeah, sorry. Yeah. M, Michonne? Uh, auditory digital. And I was, my, I, I didn't get the, the, the results back in email or I can't find them. I believe the second one was kinesthetic. Okay. So you are like, uh, I think with Janet who had the interesting combination. So it's a very unusual combination in a relationship. It's not easy to find someone who's very similar to that. So in a relationship, you need to find someone who is kinesthetic fairly high. And it's really useful to send this little test. You can send off to anybody. I had it automated so people could use it. So send it off to people. You'll get it, the answer in the email, and you'll be able to understand their system. You know, when you're first starting with clients, it's really useful to send that off to them just to find out before they come. You, when they send you information, you can see the words they're going to be using in the email even. All right, very, very interesting. Who else? Oh, come on, Dr. Yvonne, if we send that out, it would get sent back to us, our email. They would get it because they put their email in it. Okay, got it. You know, but, um, you can say, you know, forward it to me when you get it, kind of thing.

Great.

I get everybody's results. That's why I'm interested in, in getting Everybody who's taking the class next week, two weeks, I want everybody's results in so we can just spend 10 minutes at the beginning talking about how you're going to work with the other people in the class. Okay. It's no good you saying, so what makes sense to you about this? Because a visual person will go, what are you talking about? I don't understand what you mean. You'll have to know that they're visual so you can say, so what do you see about this? What, what, what, how does it look to you? Right? It's really very, I can't explain how important this is. It will change everybody's view of the world. View of the world. There we go again. Visual word. Just simply by knowing this information. It's absolutely amazing. Very good. So who's not been yet? Elisa, we done you?

No.

Um, all right, so I've done a few of these because I did the— I did a couple courses with you, and yeah, I was always visual, kinesthetic. That was my— right, those two were the highest. And then the other two, I would say— I would— I don't think they were out of awareness, but they were quite low. Yeah, but now it's visual, auditory, digital. So my visual is 31, my auditory digital is 30. My kinesthetic is out of awareness. Which makes sense because I haven't felt very like myself, right? Did you hear the expression she just said? It makes sense. Yeah, auditory is number one. It's— she worked— you work in a bank, right?

Yeah.

So banking is all auditory, it's all linear systems. So you know that they're going to be learning a linear system if they're working in a bank. Very good. Jake, you said it's rare, but I'm also kinesthetic and auditory digital. Kinesthetic first or digital second? Yeah, that's a really unusual system. Holy crap. What, what job do you do? What work do you normally do? Um, like, uh, I do neurofeedback brain training. Weight training. So that, that makes that— describes the kinesthetic totally. And the weight training, because it has to be systemized. No, brain, brain training. So I— brain training. Oh, perfect, right. I used to do brain training with the auditory digital. The kinesthetic, you need to tone that down a little bit when you're working with people because it'll be all about feelings and very interesting, it needs to be systemized for you. Yeah. But, but at the end of the day, you'll go with how you feel about it or feel about the person. You'll instinctively go in for the feeling.

Yeah.

This is really interesting because when I work with people with neurofeedback, I'm asking them how they're feeling a lot. Yeah, exactly. Exactly.

I know.

So interesting. And if they're super auditory digital, well, they won't have a clue what you're saying. Yeah. Very interesting. Yeah. And it would be useful just to do this little test before you even see them so you know how to address them, how to make it so it works for them so they understand where you're going with that. It just, it saves a huge amount of time. And especially in relationships, right? See, with a relationship with you, you will need someone who's super touchy-feely. And at the same time, they can't be oversensitive and too many feelings because you're logical, right? So yeah, it's going to be— when we're looking for partners, we need to get someone who has at least a top 2 in a similar kind of area to us. Who have I not spoken to? Everybody? Anybody? Can you speak up if I haven't?

Vinnie, I haven't spoken mine. I'm blown away with mine because I would have thought for sure I'm a visual person. I'm a visual learner. I, I see, I, you know, that's kind of my what I thought, but I was blown away that I am auditory digital 35, and my second one is kinesthetic 25.

Wow.

And visual, which I thought I'm a visual You know, and I have the— if I write something out, I remember it. I have like— it's— I could remember the sheet of paper in my brain, and I can remember all my notes. So I thought it was visual, but I'm auditory digital from 35. Visual is my third one, 21, and auditory is 19.

Right.

So that's blown me away. And I don't know if it's— if you change over time, maybe it's usually pretty accurate.

I found that the order usually doesn't change much, but the numbers do. So you can be heavy on one. I'm really surprised I was 35 or whatever it was on visual today. And it literally— I was thinking, why on earth is my auditory almost out of awareness? And I've been living in such a noisy place that I've had to basically cut off the noise just to be able to work. So I've obviously done a bit of imbalance then. And that's good to know because I can change it when I go back. Excellent. So very good, everybody. Excellent job. What I want to do is demonstrate how each person will, will approach something. So let's put, putting together, um, an office table, right? So a visual person will walk in, open the box, take everything out, everywhere, and they will literally look at the picture of what it's supposed to look like, and we're going to stick it in the hole that looks like it should be in that hole, and eventually when we get stuck, we'll go to the picture and see if it's right and see what else we should have done. We'll barely ever, ever read the instructions. Okay, so it'll be all over the floor, it'll be there, um, just looking at things and looking how they go together. If we're desperate, we'll go and read the instructions. Okay, someone who is, uh, kinesthetic will get open the box, make sure that they can use it again. They'll have the cup of tea ready, they've got all their glass of wine, they'll get very comfortable. They'll be sitting on a nice comfortable settee, uh, with the thing in front of them, and they'll start to feel the wood and say, oh my gosh, this feels delicious. Oh, I can just imagine what it's going to be like when there and it will feel wonderful to sit at and they'll be there with music on and just very comfortable. Okay, someone who's auditory will want to read the instructions like this. Hey, put that over there. Okay, right. Okay, then, okay, well, that's that. Okay, okay, good. That's that. And they'll put it in order, right? And they'll make sure it's in the order that they're reading it. And they'll say it aloud to themselves while they're saying it. Doesn't matter what it feels like, doesn't matter what it looks like, it'll just be literally reading and self-talking all the way through. Someone who's auditory digital will get the table, will lay out the bits, will get all the screws, "Make sure you've got 5A screws, thank you. Make sure you've got this," and they'll have it all laid out on the floor, all ready to go, So it takes half an hour before they even decide to put, stop putting the table together. So people who are auditory digital, you need to know that, will go and get really impatient with you. Because we like visuals, like things, visual kinesthetic, we like things pretty quick. Um, they'll put it together in that order, they'll follow it. Uh, my ex put together a microwave table for me. It was so interesting because he said at the end of it, me remembering he's auditory, auditory digital, he said, I followed the instructions perfectly. He said, This, this thing isn't manufactured well. And I said, why? He said, because the screws for the doors are on the back, not the front. And I was like, no, you put it on back to front. And he was like, no, no, I followed the instructions exactly. The screws are at the back. They've made this not right. I said, they've made hundreds of these. Excuse me. They're okay. Okay. He and his friend who has also ordered a wardrobe together. It took them 3 hours to put this wardrobe together. And I said, look, there's another wardrobe needs putting together. And they're like, we'll do another one tomorrow. I'm like, please, no, I couldn't watch that again. I'm not, I don't want to be, I don't want to hear the arguments. And my cleaning lady walked in the next day. She's visual, kinesthetic, auditory, digital. And I said, Mary, I said, would you like to earn some money? She's like, yeah. I said, do you put the wardrobe together? It was 20 minutes. She put it boom, boom, boom, all by herself. Right? So very importantly, you need to know that we're gonna, we're gonna approach things in a different way. Let's talk about sex. You ready? So a visual person walks in the door and says, "You are looking great. Oh my God, do you want to do it on the floor right now?" And super spontaneous, yep, rush into the front room and go for it. Okay. A kinesthetic person is going to walk in and say, "Oh, give me a hug. Oh, you feel so good. Oh wow, this is amazing. Why don't we get together and cuddle on the settee, on the couch, and have some nice drinks and maybe lick cream off each other?" Right? The auditory person is going to walk in and say, let's sit down and discuss our day. Let's talk about it. And then maybe later, you know, we can have sex. Is that okay with you? Right? The auditory digital person is going to walk in and say, okay, 7 o'clock. At 8 o'clock, my program's on from 8 till 9. 9 till 10, we'll eat. Sex at 10? Will that work for you? Right? And you've got, if you've got someone who's kinesthetic with someone who's auditory digital, you imagine the chaos that goes on. It's like, well, but I want to hug you. I'm too busy. I've got things to do. It makes sense for me to sit down and unwind first. It's very interesting how those different conversations take place. And it's not very useful information if you don't know the other person's system.

Yes.

Do you get that? So what we're going to learn in the Masters is how to sell as well. Uh, all of you are life coaches, all of you are people who work with people and you have to sell. Um, any questions so far, by the way, or are we good to move on? I have a quick question. Yes. Um, just curious, so we talked about having, uh, the three, like visual, kinesthetic, and auditory in the teens, but what about if you have the auditory digital in the teens? Would that be a person that has like ADHD? Yeah, for instance, that was me. Raven, it was me totally. The first time I did this, yeah, first time I did this, it was order doodle in the teens. I had no organizational skills whatsoever. Yeah. And that is the thing. It means, and of course my ex had order doodle number 1, so everything had to be organized for him. Okay. I had to learn to organize in order to make him understand me. Okay. So we're going to the zoo. And he literally downloaded the whole plan of the zoo and he said, which ones are we doing, the bear footprints or the lion footprints? I said, we're going to get to the zoo and decide what to do when we get there. And he's like, no, we have to organize this. I'm like, why? That sounds pointless to me. You know, let's just be spontaneous. And I just said, put that away. I said, I'm not deciding now. When I get there, I want to go bears or lions or sea lions or whatever. And it's very frustrating for someone who's auditory digital upfront to have someone like us who's like out of awareness because to him it needs to be organized. So what I should have done looking back, remember I used the word looking back, so I'm still using, I'm using visual a lot today, which is kind of interesting. When I'm teaching, I'll be using all 4 systems. So I'll be saying, look at me, think about this, listen to me talk and see Notice how you feel. So you want to use all 4 systems if you can when you're teaching. I should have actually said, right, right now I'm thinking maybe the bears and we'll follow that through and see the whales. And maybe when we get there, it may make more sense to change that. If I had used that sentence, make more sense, he would have been fine and gone along with it. As it happened, we didn't have a great day cuz he was really not happy with me. Right. So it's very interesting. It, it literally will stop so many arguments just knowing about this stuff. It's incredible actually. Um, what I want to just—

there's only one quick question.

Sorry.

Um, so I'm like, I, as I mentioned, I'm auditory digital, very high 35. Some of the descriptions you noted. Are not me. Yeah, like some relate, some don't. So that's kind of surprising to me to begin with. But you had mentioned like the one you were bang on is my auditory's number, the bottom. So are there ways in which we could improve? Are there strategies or methods that we can utilize? Okay, so that is— so that's yes, that's great. And the other clarification, you said everyone on this call is a life coach?

You're a natural life coach. You'll be teaching everybody you meet. Hello.

Okay.

You're not gonna get away with that one. Life coach.

Because I'm not a life coach.

You're in my soul group. You're a teacher.

Okay.

You got no, no choice.

And then is it possible that the environmental conditions that you're around shape your— Yes. Your way.

100%.

For me to have digital, like, I'm still stumped with that. And I wonder if it's because I work with so many engineers and PhDs.

Oh my gosh.

So is that because I'm sure if I showed this to, you know, my close circle that I'm auditory digital, they think I'm touchy-feely.

Yes.

And I'm visual.

When you're working, Manny, when you're working, you will be auditory digital 100%. You have to be. You won't— they'll— they won't respect you if you don't be.

I lead with logic, and I think that's why when I was reading those questions, it has to really make logical sense to me, right? But by nature, my natural way should be a right-brained person, but I'm really left. I've become left. Okay, I just wanted to clarify that.

When you're with your friends, you can be the touchy-feely.

Oh, I am.

Yeah, you can be very clinical. Yeah. Exactly. Yeah. It's super interesting. It actually makes sense when you think it through.

Yeah. No, thank you. That really helped shed a lot of light. Thank you.

And it's fantastic work. I mean, this literally changed my life knowing this knowledge. It was absolutely fabulous. Um, when you are selling and you will be selling, what happens is we tend to tell people what we do. Who we are, what we're selling. I'm teaching brain this, I'm doing that. And everybody kind of goes, whatever. To get around that, you ask one question and this is going to elicit their rep system as well. So you're going to say, what's important to— so if I'm selling, say, a breakthrough session, what's important to you about self, self, working on yourself? And they're immediately going to say 3 things. We'll do this in class if we've got time. They're going to give me 3 answers. It's important that I clear those negative emotions. It's important that I do goal setting. It's important that I see results. So you automatically know I'm going to be visual because I've used that word see, right? If you can write that down when you're talking to people as they speak, or on the phone even better, you give it back to them in the same order as they gave to you. The order that they speak is just as important as the words they use. So what is important about this? The word important in NLP chunks you up. It takes you up to agreement. People come to you chunked down. Oh, my husband's left his stuff all over the floor. My kids are like chaos, this, that, and the other. And they try and tell you the story. The story is not important at all. What's important is the residual emotions that it leaves behind. And that's what we're going to learn how to clear completely. 100% NLP does that, Neuro Linguistic Programming. Uh, the statistic is that 28% of results from 600 talk therapy sessions. We know it doesn't work. Everybody knows it doesn't work, but they still do it. So hypnosis is something like, um, 6 sessions gives you 90-odd percent of results. It's amazing. And NLP is even faster. So we're going to learn a lot about people's behaviors. We're going to learn about people's, um, rep systems. We're going to learn about how to, how to communicate beautifully and how to make a difference. And that's the biggest thing in the world. And, uh, people who are doing the masters with me are going to do the last 2 days of the 4-Hour Breakthrough Blueprint. It's a fantastic system. It works on every single thing I've applied it to. Even I was surprised at how much it works. And it's super logical, Manny. It's really super logical. It like, it literally goes from step to step to step and we finish with the hypnosis to lock it in. Yeah, it's great stuff. So any questions before we close off? I am so looking forward to seeing you all. I'm so looking forward to seeing you all, listening to you, hearing what you gotta say and think and notice how you feel. I'll see you on the 30th.

Great to see you. It's so great to see you, Yvonne Oswald Oswald.

Thank you. And it's, it makes sense that you would say that. Thank you. Cool.

Great. Thank you.

Fabulous. Bye. Have a great weekend, everyone. And you have a great week. Bye. Thank you.

Bye.