Overview:

The podcast discussed techniques for effective communication and persuasion. It focused on using questions like "What causes you to say that?" to understand others' perspectives better. Simple language patterns were also covered, like saying "What I'm hearing you say is..." to confirm understanding. Examples showed how small changes to wording, like asking a personal question instead of a general one, could significantly impact conversion rates.

Scott shared how learning to translate objections by unpacking assumptions helped address customers' underlying needs. Overall, the discussion emphasized active listening skills and interpreting others' intended meanings over literal word-for-word interpretations.

Takeaways:

• Scott shares 17 influence and persuasion techniques, including using the right language to relate to people.
• Demonstrations can be used to influence large crowds, with small changes in language having big impacts on conversion rates.
• Asking open-ended questions like "What causes you to say that?" rather than "Why?" can change how people communicate in more positive ways.
• Using phrases like "What I'm hearing you say is..." helps people feel understood and connected, and can redirect conversations.
• Hypnotic language patterns focus on eliminating objections by positioning yourself as only working with certain types of clients.
• Simple exercises can reveal differences in how people interpret instructions, showing we often assume understanding when there may be gaps.
• Imagery and pictures can help people memorize things better than words alone.
• Qualifying questions at a party invite level can uncover needed details for effective communication.
• Different people have different definitions of words, so unpacking meanings is important.
• Testing techniques in breakout rooms allows practicing persuasive communication strategies.

Automatically-Generated Transcription:

So what I'll do, let's launch into the, the second session we've got, we've got Scott, which is Scott Baker, which is gonna be sharing his 17 influence and, and persuasion points, including the, what was it, Scott, the one phrase that Yeah, it's, it's not that I, it's how I generate, it's the one phrase I've used that's generated like, just majority of my revenue.

And it's, and it stops that even being a sales process.

So I like, I think Michael will, like, I'm gonna, I'm relating to what Michael's saying is that if you've, if you have all these systems in place and you use the right language, the people using their identity, anyhow, I'll get, uh, I'll try not to get too excited, but yes, I'm not gonna give away my sentence until I get to it now.

Yeah, we're gonna, we're gonna keep the open loop going, you know?

Yeah, yeah, yeah.

Well, I'll let you, um, I'll make you a co-host and then hand the screen over to you and you can, um, take charge from there.

Okay.

So I just clicked, I just clicked cohost, is that all I do?

I think you should just be able to click share screen at the bottom.

And I'm sorry, there's a few seconds before that it wouldn't let me, but now it's, yeah.

Okay, good.

Okay.

So I just, I learned hypnotic language patterns and I've been learning for the last couple of years.

I haven't actually, I'm not, I don't necessarily teach them to people as much as people keep, will often say to me, I want to talk like you talk, or I wanna say what you say, and I want to, and, and that's the part where this is coming from.

So the, but, but to, to go back a little bit in time for 12 years, I ran a business selling, doing infomercial type presentations into Wooley's Big W in Kmart.

And I trained people who were commission only sales, who couldn't really get a job elsewhere.

And I would get them up in front of a crowd of people and then get them to sell, learning a four page script.

And so I, I did, yeah, more than nine, 9,000 demonstrations myself and had the data on all these guys and my fascination and of human behavior and watching what took place was, uh, the catalyst for that.

So I'll go to here.

So just to give you a bit of a snapshot as to what it would look like was an in-store demonstration.

So we were there for five days.

There was no advertising that we were gonna be there.

We were using an empty space in the store.

We were on consignment.

So whatever went through the registers, we got paid.

We gave them a 20% margin, uh, sorry.

We gave them 20% of the, the, the, and they paid us 150 days later, which was a long time.

But that worked that way.

But we would do it on the announcements.

So we would do a PA announcement three times if that wasn't clear, if it wasn't at the right speed, it couldn't be done at the same speed as we're talking now.

It had to be done like an announcer on the TV where they drop their speed down a little bit.

And it had to be very clear, we would get people to go to a particular location.

In this case it might be fruit and veg.

When people said produce, a lot of client people wouldn't go there because they didn't know what produce meant.

So it was that clear message.

We would have a, a booth, the person doing the presentation, we'd be wearing a chef's outfit, we'd present a four page memorized script.

So every single word memorize, I know sales pictures, but the reason I'm saying all this is the value we've, of the knowledge that came from the language and the outcomes.

So we all, we knew based on the research that at 10 people at the booth, two would always buy no matter how bad the demo was.

And two would never buy, no matter how good it was, which comes into play.

So we were looking for those six people that were fitting into that gap.

We turned over between seven and $15,000 per week per store.

And it was very busy.

It was that whole interpretation, and I'm, I'll get into that in just a second.

Oh, that's right.

So I was running these guys remotely, so they would be in different stores around the country.

So I had to figure out what they were telling me, interpret it, translate it so that I could then refer back.

I couldn't teach them their sales methodology on what I was seeing.

I had to interpret it.

And then if they said it was busy, I had to then translate it that way, which will come into play in just a moment with the language patterns.

So there are 25 reps per week in different states around Australia and New Zealand.

So we're two or three hours behind in wa and a couple hours ahead in, in New Zealand, I did these presentations in the US and the uk and nothing changed.

It was all came down to demographic.

And if I had an accent in those other, in Canada, I sold truckloads because the people would hear my voice and go, oh my gosh.

And if you are in the, from the UK here, like my top sales guys had Russ's accent.

They all had a English or a ba, a UK BA accent that had a bit of a, that would just have them come flying in.

That was the, so the products we sold were knives, shami slices, sticky rollers and more.

You might've heard of the ShamWow.

Anyone here remember Sham?

Well, we sold that before that came out.

And then when he came out, our sales went bananas and then it fell off a cliff.

Are you any give away bonuses at the end of this session?

Scott bonus, sham wows.

No, I won't.

I've, I've got ShamWows if someone wants them, but we used to do the whole, but wait, there's more with a free set of stake knives and that was, that's another, but those bon yeah, that's another thing.

But I have an exercise that I would like everyone to do to show the power of translation and interpretation is to the power of our language and the simplicity of it.

So if you could grab a pen and paper, if you're in the middle of something, this will be highly valuable.

Just these language patterns I'm about to talk to and go into are not just for business.

I've found them to be so incredibly powerful with my children, uh, family and friends.

And, uh, often we owe we, we go into this sophisticated way of trying to solve things when a lot of the times the answers are, are right there in front of us.

If you've all got a pen and paper, I'm gonna read some instructions and we'll go through and, and I'll go through it.

So I'm gonna read it so that I stay on track here.

So this exercise is a way to see how our interpretations and translations impact the world we live in.

So once we do the exercise, I'll share with you the patterns.

So please listen to my instructions carefully and don't touch the paper or pen and don't start until I say please begin.

There's no trick questions here either, so just let me know.

You cannot ask me any questions at all from this point on.

If you do, I'll just say, I can't answer that.

I want you to have the page horizontal on your table and divide the page in two with a line through the middle, above the line.

I want you to draw six boxes of equal size going from right to left.

And then I want you to shade the boxes darkest to lightest from left to below the line.

Draw symbols and shapes.

That means something to you.

You have three minutes, please begin.

I'm seeing some faces.

Uh, when you're done, maybe just let me know with a, uh, This just tells me what a terrible drawer I am, Scott, graphic designer.

I'm not, It's really interesting how I did this with the vet industry and the vets would go bananas at me.

'cause they always wanted to make sure they got everything right and they learnt the most out of it too, which I'll, when see in just a moment, what, what comes of it?

Is anyone still going?

Now you don't have to show me what you've done.

A lot of people, it's interesting, some people will find it the way that I explained it or other bits and pieces, which we'll go through that, which is the whole point of this exercise.

So I'm just gonna ask one question with the right environment and the ability to ask questions.

If you guys could have asked questions, what age do you think someone would've been able to do that exercise?

So if we said, I did it in an environment and showed them what I was doing, how old do you reckon someone would need to be to have understood those instructions?

Would you, would we agree that seven or eight would be fairly pretty, pretty standard?

Yep.

Yep.

So outta curiosity, I'm gonna show you.

Does anyone wanna show me what they did or hold it up to the screen?

Are you here?

Very good.

Yep.

Anyone else?

Or do you wanna see what I can't see.

Oh no, I can see yours.

Sorry.

With Ben's it did it, it blew it out of the, with the background.

Can you show us yours or is it not coming up on my screen?

It blocks it out.

That's okay.

I'll show, I'll, I'll go to the screen and show you what I wanted, what my instructions were.

So that's how my, I had explained my interpretation.

Right.

Now, what's interesting is a lot of people will, I usually, I'll often do it with black chalk and white paper because you can ask for the darkest to lightest.

And the interesting thing is the amount of differences between what people interpret what I've said and what they've heard, have I not explained it properly?

Have they not interpreted it the right way?

Some people, they start before I ask them to do it.

Now, the reason I say that is that the manner of times we assume that we think we know what the other person's talking about.

And these are simple structures like just squares and a line in the middle of the page.

The amount of time people used to fold the paper in half.

And I, and we'd listen back and they'd go, you told us to fold it in half.

And I'm like, I never did.

But in their mind, half the people would find fold it in half.

So there's that interpretation.

Then the translation, the reason I say it is that these are on the simplest of things.

So when the vets got really upset with me, they'd say, I got it wrong.

And I'm like, do you think then there's a chance that when you're talking to a client, maybe that's why they go home and don't look after the dog dog the right way because they're in such a state of stress, you're talking to them, they actually don't hear what it is that you're saying and they've just gone, oh my gosh, yeah, like, here I am trying to figure out why they're not listening to instructions.

But they couldn't even follow these instructions.

And I'm not saying like, I'm, I, I got it wrong big time when I did it.

It's not about the right or wrong.

It's like how the, the interpretation.

Now we, someone was talking about before about products that with, I'm about to show you some what, there's hypnotic language patterns and then there's a thing called slide of mouth.

Slide of mouth is the equivalent to like asking inate the information about going to a, like a, like a party.

It's like a party invite.

So there's some people we're working with at the moment in the health health space to, and they go into a a, a program.

The product's $2,000 and in one phone call it's all, they've all, they've had lap band surgery.

So they've had lap band surgery, they keep eating, the doctor has sent them to go to this particular program, then that's not working.

So this, um, space get on the call.

And we found that the common thing that they had with these people who were overeating was that they were all to do with, they'd been abused when they were younger.

And so none of it came back to any of the questions they've been getting asked it all.

Then came back to asking them what I'm gonna show you in a moment, slight of mouth questions that led them to think, hang on, you are the first person who's ever brought it to the, our attention.

And the common thing, the conversion rate started at about 30 and it's well over 80% now, but it's much more believable at 80% than, and I'll show you the process.

I'm slightly excited about this.

So if I'm talking too fast, just wave hands.

So one of the most important things, one of the most critical questions that has changed the way I communicate with the majority of people is the one is what causes you to say that?

Also what you're really saying is that I, so there's that is someone says, oh, I think you're this and this Scott.

And I'll go, oh, what causes you to say that?

I'm not asking why implies they're wrong or that I'm right, but what causes you to say that often deflect the, the, the challenge or the issue that's taking place.

The next one is, so what you're really saying is that I haven't, the next one is if they go, I don't really, I'm not sure if I really wanna work with you or this isn't really for me.

So what you're really saying is that I haven't shown you this is gonna work for the product that you want to do.

Now these are very subtle and I'm gonna get into the more details in just a minute and then go to the patterns.

But this stuff totally changed my life in how I communicated.

I have a new partner and she said she's never met anyone who's had the ability to communicate the way I do.

So she'll say something to me like, oh Scott, I really appreciate that you wanna come and pick, take me to the airport and come and pick me up.

But that's, you're going out of your way and I'm not too really sure that is it really worth it.

What I would, what I used to hear was, so I'm going all this effort and now she's for getting a bit.

I don't know.

And that was my interpretation.

So I said, what I'm hearing you say is so grateful that I'm coming to pick you up and take the airport and bring you home and you just, you are not too sure how to, and she said, oh my gosh, yes.

So what I tell them what I want them to hear them me say, I can change that focus.

I hope I'm not overcomplicating any of this.

But, so the next part is what I want to go to is, and I, I haven't presented this as such.

This is going through bits and pieces, but this next part here is a bit that's been massive.

And then I'll get into the hypnotic language patterns and I'll provide you with all 17 of them in a document.

So we'll go through them briefly.

How much time have I got Scotty?

I'd say another probably the 10 15.

Oh, uh, perfect.

Okay.

So this next part is what I call the party invite and I'll go through that in sec.

So there's a thing called of mouth and it's basically, there's uh, 16 principles that you can learn.

I've got a few here and I've created these imagery because I, I learn with seeing pictures and now I have it memorized all of them.

But when I see them, so what this one here, it's got, do you always, it says, do you always pass up things even if you can't afford it?

In my mind, I remember the guy, the kid standing there passing up things, rhymes with rings.

Now I'm saying, uh, up until fairly recently I was a little bit embarrassed that I had, I saw the world very differently.

And so now I realize that if I see it through the visual and learn through visual, then I can hear it and and memorize it a lot better.

And I'm putting it up here purely because I spent a lot of time with these 18 patterns trying to match it.

So with this one is, do you always pass up?

So it is passing up things as in rhymes of things.

You can't as in the car with the nt afford.

Now that's just makes sense to me for you guys, it might not, but when I was teaching people scripts, I would ask them to, if we memorize it in words, if you are over 55 or 60, they guys found it really hard.

But I, I would do it with pictures and then they'd all of a sudden they could remember the picture and the crazier the picture, the more they could remember.

So let me take it back a step slight of mouth, I'll give you some of the headings is there's a thing called reality strategy.

So it's expensive compared to what the other one is.

Model of the world.

Really successful people, um, know they need to, thinking of all of the things that someone might say to you about why they might, might not engage, what's really happening, the real rea reason I've got the pool table there is that the reason someone gives you for not wanting to do something is just, that's the cover story.

But you really need to get to their belief.

And these, these, these responses help you get to those beliefs.

So some of my an exam, another example I'll go to the next page is down the bottom, uh, one of my favorite one is, so the line one is there, uh, let me just double check.

Yeah.

So it's not a matter of liking, it's a matter of needing.

And then the Ferrari one is that you have your, I'm getting ahead of myself here.

It seems that you have a Ferrari budget and you wanna drive a, a smaller car when people are saying that they have an issue as in this one here.

So it's not a matter of expense that it's about being competitive.

The one with the ice hockey people are being able to redefine the reason that they're saying that they can't do something is really important.

Let me, um, has anyone got any questions about this?

'cause I, I'm, What, what I'd love to see Scott is, is just on those first three questions.

Yeah.

What makes what caused you to say that?

So what you're really saying is what I like to, to call the don't get the party invite, but I'm just wondering if anyone here has an example of an objection that comes out and maybe you could role play it.

Yeah, that's what I was gonna say.

Yeah, definitely that would be to see it in action.

So anything that, and it has to be something that you've dealt with recently and it might be something you are either maybe challenging work with or it's always been something that's a bit of an achilles heel for you, it might be something to do with a partner or it might be to do with a, a kid or something.

Anything, someone, gimme one.

Anyone wanna volunteer?

Even like a sales objection that you've received in the last few days.

Even if you want to drop it into the, um, drop it into the chat.

Let me go into the chat.

But no, we're not getting any takers.

Um, yeah, we could probably do this fairly quickly.

So if some, so if someone said to you, okay, um, it's two, let's say, um, you send 'em a quote and it's 10 grand and they're like, oh, I was expecting it to be like six grand.

How would you respond?

So what are you actually comparing, what are you comparing that to Scott in terms of the, we we're on this call because you said what are we, what product are we talking about at the moment too?

Uh, let's just say it's a, it's marketing consulting.

Okay.

Yeah.

Or yeah, or copywriting.

Let's say it's a copywriting sort of campaign.

How would you, yeah, so so you'd say, what are you comparing it to?

Well, the first thing is, yeah.

So when you're saying you're comparing this, it's, it's $10,000 and you thought it was going to be, uh, $4,000.

Yeah.

What, what is the $4,000 that product that you're comparing it with?

Uh, I've just had different quotes over the years and this seems more than I've more, more than I've, yeah.

More than I've paid previously.

Okay.

And so what I'm really hearing you saying is that I haven't shown you that this is gonna generate the revenue that you are seeking.

So do you think that if you paid for quality copywriting that you're gonna get a, a, a, a more quality responses?

Yeah, probably.

Okay.

So if you're gonna get more quality responses and it, so if we could be, if you could be certain that this was going to generate what it is that you wanted, would that, how would, how would you feel about that?

I'd feel good.

I'd feel good.

Can you guarantee it?

It's not that I can guarantee it, but it, it's what is it that would, what is the, what's the certainty that you're requiring?

Or is it a certain amount of results that you want?

Or is it something specifically in the copywriting that you need in order to, to do this?

I, I think I want a certain amount of sales at the end of the day is what I'm, is what I'm looking for.

So if we were to achieve those sales without the copywriting, it's more about achieving sales than it is about the copywriting.

Yeah.

Yeah.

It's about achieving sales.

Absolutely.

Okay.

And so how are you gonna, how are you gonna measure those sales?

Is it gonna be, 'cause we, I could be providing you with a great deal of leads, but what if your conversions or the ability to take those, so how are you gonna measure those?

Measure that, Uh, I'll, no, because we've generated sales from the leads from that campaign.

Of course the salespeople will come into it as well.

Okay.

So do you have a number, how would, what would you know that it would be successful?

So if we, if is there, is there there a percentage conversion that you would have?

Or is it a dollar conversion?

What is it that you're specifically after?

Oh, if I, if you can pay, if I can pay 10 grand and I'm guaranteed of a hundred leads or, or I'm confident that I'm gonna get a hundred decent quality leads, then I'm, you know, I'm happy.

Okay.

So what I'm hearing you say is that if we, if I was to guarantee that we get you a hundred of the leads on the $10,000, you'd be happy to go ahead.

Yeah, that's right.

Okay, cool.

We can do that.

Yeah.

Okay.

So I'm making that up.

I I'm making that off the cuff.

I'm selling product that, I dunno.

Yeah, no, of course.

So what I'm seeing is that this is a little bit like martial arts and you've got all of these moves and you need to know when to use them.

Would you say that's fairly accurate?

Like all these moves meaning questions?

Yeah, look, and that's part of, that's where I come back to what I call a party invite is that people are telling you they wanna party and then you have to assume that are they gonna, is it gonna be vegan only food?

Is it going to, what time is it now?

What date is it?

And you, if you can then unpack what it, because they're telling you that $10,000 is too much, but all of a sudden it wasn't too much if you're getting a hundred leads.

So what we're trying to find is not their initial out, their initial response is, oh, that's too much.

But if you go, but if I was to get you what you wanted, would that be okay?

Yeah, that would be fine.

So it's identifying, is it the copywriting at $10,000 is too much or is it, and it's a bit of, and I'm trying with, the reason I'm showing you some of those things is that for a long time I couldn't hear the question.

It's some often one of the biggest challenges is, or people say they're always busy or, um, nobody wants to help them.

The two biggest words, there were always a nobody.

And once you can break down those, they're the two major issues.

You'd be surprised.

And there's people not on this call, there's a few people from the group who we've had chats with and one of their biggest things was they wanted to be different.

And then when we asked them, I asked them, what, how different do you wanna be?

They didn't actually know.

They actually spent like 40 minutes trying to convince me that that difference was, is important.

But they didn't know what the definition of different meant.

But then when they unpacked it, it was like, oh, different means this.

But it was that belief, that underlying belief.

And so when you help people unpack that there's this big connection between your, you've solved part of the problem in that solution, In that unpacking.

Yeah.

So do you have a list of, let's say, because I look at this as you've got the 17 judo moves, right?

And it requires a certain level of mastery so that when you enter into the, into the, um, arena, if you've done the practice beforehand, you know exactly which moves to do depending on what your opponent, not that our clients are our opponents, but just metaphorically based on what our opponent does, we know how to respond to that.

Yeah, kind.

Yeah.

Well, so one of, there's a few things.

One is acknowledging that what over the person has said, even if you disagree with them saying, yeah, that if I was in your shoes, I would think exactly the same way.

'cause then you can depend regardless of what it is that you're saying.

The big element is, I, I spent like 12 months learning it.

And I, I'm trying to unpack it as, as a way, and that's why I say the party invite is that if you can think of the ca if often the most, the, the simplest of answers is from the, the reason that they might say something along the lines of, I wanna have a party.

Now the biggest thing in that is, okay, you want to have a party.

When you say party, what specifically do you mean by party?

And they'll go, oh, I wanna have a party for my 40th birthday.

So you go, okay, it's for their 40th birthday.

And then there's a series of things you want to know about that party as in what time is it on who, what dress code, who to invite, who not to invite.

And so if you think of the com, the, the discussion point is being people will use those universal qualifiers.

So it's really eliminating universal qualifiers.

So always never that type of stuff.

And you'll find that when people often use it, I'm trying to catch myself not, but people will often say it and then you go, so what causes you to say that?

And then they give you the, the defenses are down.

'cause if I say, why do you say that?

I'm trying to prove me right and you wrong or vice versa.

But what causes you to say that diffuses that there's even a an issue.

Does that make sense?

Yeah, Yeah.

So it's almost like a socra a Socratic method of selling.

Yeah.

Like where you're asking questions to find out what the real issue is and then you are your and to diffuse.

Yeah.

And one, so one of the Yes, and one of the sense, so the sentence that that was most powerful for me was someone will go, so you do reviews?

And I'll go, yeah.

And they go, can you tell me a bit about it?

And they go, okay, before I start I'll say, do you need me to convince you that reviews are the way of the future?

Because I only work with successful business owners who do.

Yep.

Now when I say that I've, I've eliminated a lot of stuff and they wanna be successful and they also, they wanna say, no, you don't need to convince me.

So I go, okay, let's get ready to talk about how to implement this for you.

'cause I don't now now need to sell them.

They've already, they've, I've said, do you need me to convince you that reviews the way of the future because I only work with successful business owners that do.

And you can use that for whatever.

Like, I've got a coach using it saying, do you need me to convince you that reviews, oh sorry, do you need me to convince you that coaches are for successful people?

Because I only work well people who want to grow a massive business.

'cause I only work with successful business owners who do.

And they're like, no, you don't need to convince me.

And the people are going into this funnel now going, and then it becomes more of a, okay, I'm the authority in this space.

Let me see if I can help you.

As opposed to this is what I've got and these are all my bells and whistles.

Yep.

And in fairness, so that part, what I'm showing you there, they're not even the hypnotic language patterns, they're the conversational language patterns that you, what I would suggest is later today someone will say something to you, a family or friend, and I just ask that when they say to you at the dinner table or there'll be a, and then they go, what causes you to say that is astonishing?

The answer that you might not be?

It'll be, it's quite amazing.

And I'll often say to someone, what I'm hearing you say is, and when I say what I'm hearing you say is, I can make whatever I want and I, I'll put it as positive as I like.

So I'll say to like, when I said to my partner what I was gonna end, what I'm hearing you say is, you really appreciate me coming to pick you up.

And so therefore it's turned this, she's unsure about me picking her up and taking her to me acknowledging it at the same time.

And so there's this real connection.

And so my son gets in the car the other day and he was, he'd been at his mom's for a whole day a week.

He was, he's 17, gets in the car and he goes, I had to wait in the cold.

Do you know how hard it is?

And he's so ungrateful.

And I'm like, oh sweetheart, what I'm really hearing you say is you missed dad so much.

And he starts laughing his head off because it's gone from him being upset about it.

To me, what I'm hearing you say is, you missed dad so much you didn't wanna tell him.

And he, and we're all laughing our heads off, which it could have turned into something like, you own grateful, blah blah.

I might, I might have to use, I might have to use that.

So, so final question and then we'll go into a quick breakout room, But just quickly, I haven't even got to the hypnotic language patterns.

Oh, okay.

I'll Just, I'll it'll hang, let me go on there and I'll just, we can, I'll, let me just go through no wrong page.

It is on another page.

Lemme just bring that across to this.

I have to share.

Let me just, uh, I have to just bring it across from another document.

Yep.

Can you see that on the screen there now?

Yep.

Okay.

I only, I use a lot of this in my, when I'm discussing something with people, but also in my emails.

So you may or may not have already noticed.

So what I've done is I've put it in blue why this works.

It's twofold.

First they may or may not implies that you're calling their attention to it is a fact that they might not have noticed.

Second, the word realize supports the general idea that you're calling them, probably telling them a fact that they may not have realized it yet.

And I've just put some aldini stuff in here and then you can, you not, and there's examples you may not have already even realized just how powerful these techniques are.

And so our brain, the brain subconsciously doesn't hear it, only hears those things that we're putting their attention towards.

So there's 17 of them in here.

One of the ones that that has been incredibly valuable is, I could tell you that my business reviews will be the most effective review system you'll used.

But I won't, I'll let you discover it for yourself by saying, oh, I'll tell you it's amazing, but I won't, I'll let you discover it for yourself implying that they're going to do it.

And there's another one here that has been people who don't get back to you on time.

There's one here for time.

And then we'll go to, yeah, don't act too quickly.

Think about it some more before you decide.

And then don't act too quickly.

Think about it, be some more before you decide it's a great fit for you.

So it's like the, it's it's great that you wanna think about it and take some time before you decide it's a great fit for you to work with me.

It's amazing how quickly people get back to me when I put that in as opposed to the other.

It's, but there's a, there's a 17 in here.

I'll provide that in the Slack channel.

Yeah, if you can drop that in Slack, that would be, that'd be awesome.

Because what I'd like to do just as a group is just any of those hypnotic languages just I think 'cause a big learning is like in the execution, but I'm gonna start using some of these.

I've written them on a little card and yeah, I'll just drop in the feedback that, that I'm getting and if anyone else wants to do that as well, I think that would be really useful.

But yeah, that'd be, I'd super love to have that.

I think I'll print it out and yeah, learn my judo moves.

It's, it's, and it's like I I, when I was doing the demos, when you can have a crowd of say 15 people in front of you and change one sentence and have the conversion rate go to 80% really quickly and then you go, let's test it and then you ring someone and tell 'em to do it somewhere else and then bang, it works straight away.

This is the similar thing in that, by letting it be someone else's idea as opposed to it being your idea, let them thinking that it's theirs and that you are not pushing them and that they're making a decision.

It is, the power is, it's been life changing for me.

So, um, Yeah, no, that you, you should, what what you did sounds as though, I don't know if anyone's ever read it, but there's a book called Tested Selling Sentences by Elmer Wheeler and you should be able to download it like it was written probably a hundred and something years ago, a long time ago.

Anyway, I think it's in public domain.

So if you look up a few Google tested selling sentences, Elma, Wilma, P D F, but it's very similar.

He did this sort of study of the different language and he found one word here or one word there made a massive difference.

Just quickly Say the two, the big one was if I walked up to a booth and said, are you all in a good mood?

Sorry, don't if could ruin it, but if are you in a good mood to a person like a personalized question, it would change.

And if we said who wants to be number one, nobody puts their hand up.

But if we went you want, you could be number one and pointed someone, two people would look at each other and the real number one would put their hand up.

So I know it was a bit of a bait and switch, but if you didn't have that sentence your sale, you you'd earn maybe 60 grand a year instead of 150 grand a year.

Like it difference.

Wow, that's huge.

That's excellent.

Why don't we break out, what we might do is break out into quick breakout rooms.

Before we do that, if you are not in the Slack group and you'd like to be, just drop your email address in the comments and I'll add you in there.

I think everyone's in the Facebook group, but we're getting a lot more engagement in the Slack group and allows us to, to break it up into channels and all of that sort of thing.

So just drop your email in here and I'll shoot off an invite and yeah, we might actually go into, really we'll go into small groups for this one.

'cause I think we'll do uh, an eight 10 minute, but I think it's, I think in this one it's really, and in this breakout room it's, it's an opportunity just to maybe test and do a bit of the, of the Yeah.

The to and fro of how can I use this and maybe use some examples using the what, what causes you to say that?

So what you're really saying is that, et cetera, et cetera.

So I will set up, I'll set up six breakout rooms and we'll, we'll go in breakout rooms of two.

And can I just say, when you, in the, when you go in the room, ask the question and then have, when someone says, what causes you to say that, that, or what I'm hearing you say is, and and get that feeling.

'cause it's amazing the connection that people seem to get when you've said, what, what I'm hearing you say is, and if you put it in the focus where you want it to, even if it wasn't, they'll go, yeah, that's what I was doing.

Yeah, yeah.

No, awesome.

No, that's great.

We'll go into, into breakout rooms now for about, be for about seven, eight minutes.

Hey guys, we're back.

We're we're back again.

Which is, which is good.

So what, what what we might do is just take from one or two people 'cause I know we're, I've gotta jump on at one o'clock and I can always hand it over the host over to anyone else if you want to stay on.

But you know, maybe Ben, what was your takeaway from that?

Yeah, Michael and I talked about listening and like demonstrating that you understand through your listening by repeating back this concept of okay, so what I'm hearing is, and that's a great way to communicate, whether it's in business or with friends or family.

Yeah.

Yep.

No e Excellent, excellent.

And Serena, did you eventually find a room?

I think?

Oh Yeah, definitely.

Hang on.

Yeah, I did.

Yeah, I had it.

My favorite room with Russ.

Yeah.

Oh, that's good.

That's good.

Wait, I was knocking on your door, Scott, I saw You put your head on.

I'm like, oh, I gotta, Honey, I was texting you.

Come over here.

That's the only problem with the two rooms if someone's Yeah.

Steps out.

You're you're, you're on your own.

I Was out all right.

Out the cold, Scott.

Out in the cold.

Cold.

And, and finally Tim, what was your main takeaway from your group?

We often, we, we are often a little bit of a tangent actually.

Just a bit of a catch up.

But I think the, you know, like my takeaway from Scott's stuff was, was more about just reframing the comparison compared to what I like that sort of just reframing of language and actually not by stepping out of the conversation to go, what's that conversation about?

And then going, okay, what are you actually asking me here?

And how can I reframe that?

Yeah, yeah.

No, awesome.

No, that's that's great.

And Jonathan and Scott, if you are able to drop, if you're happy to, if you can drop your presentations into the Slack group, that'd be awesome.

And then yeah, if anyone wants to do a quick, I'll drop the recordings in, but it obviously helps if they're, yeah, if anyone wants to just have a quick look over, there is a, a session recordings.

Maybe drop it into the session recordings.

'cause that way if anyone wants to go back, there's a session recordings channel, they can just jump in there and and look at them.

But we're at the hour.

I'm gonna jump off.