Author Archives: Paul Mascetta

The Trick To Money

The Trick To Money

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I love to read. You might even say I'm a book junkie.

Well let me correct that. I love to read stuff that's interesting to me.

Stuff like fiction, love stories and most magazines don't fit into this category (for me anyway).

But reading material that shows you how to achieve a specific result? I'm on board.  Especially when that result involves MONEY.

Yes, I have no shame in saying it. I love money.

I love learning how the energy of money works. I love learning what NOT to do if I actually want money to flow freely and easily to me. I love learning how other people made their fortunes.

And most of all I love learning how I can make more and more of it.

This may should shallow or greedy to you. And that's fine. Everyone's entitled to their own opinion.

But here's the thing. Tp be truly free on this earth, you need it.

And money in and of itself is nothing but energy.

And because it is energy it's actually naturally abundant just like everything else in this world.

The same way that the air you breath doesn't suddenly become scarce and comes to you easily and naturally, so can money.

The problem is the emotional attachments that most people (including me at one time in my life) have about money and what it means to us.

And what it means to most people is really just a bunch of B.S. that was shoved down our throats from childhood.

The paper currency as we know it which represents money is just that. It's merely paper that represents the energy of money.Most people however believe that money is this giant set amount of paper that is floating around the world which is extremely limited.

We also believe that money (by nature) is hard to get a hold of.

This thought process makes sense because it supports the initial one of money being scarce and limited.

Makes sense right? I mean most things that are scarce and limited are usually difficult to get a hold of.

This is why most people will tell you that the only way you can attain money in large amounts is to work hard.

Bust your ass.

Grind.

Hustle.

Pay you dues.

I've heard all this before. In fact, I've even heard it from people who've done nothing of the sort to amass their fortunes.

So why do they say it?

Because it sounds like the right thing to say. And it feels good.

People constantly tell themselves stories about everything in life.

This has to do with the mind's need to constantly make sense of things.

It's natural for people to tell themselves (and then others) stories about how they worked hard, planned strategically, took calculated risks, invested blood, sweat and tears and all that fun stuff to become rich because it's simply a good story to tell.

But the truth is I know PLENTY of people who did none of that stuff (in fact, they aren't even capable of thinking of half that stuff let alone doing it) and still became wealthy.

Now don't get me wrong.

I'm not saying that there aren't people who have done all that stuff and became wealthy as a result. What I'm saying is that it's not necessarily necessary (if that makes sense).

The fastest and most effective ways that I know of to get money are to:

1.) Change your entire thought process about it

2.) Take massive action to attain it

For some people number is harder than number two.

For some people the opposite is true.

For others, neither is a realistic option.

Sadly, there's probably no hope for them (in getting rich that is).

So what about you?

Do you want to learn the "secrets" to attaining massive wealth?

Well as much as I would love to tell you I'm the guy who can show you how the truth is there are people out there far more qualified than me to teach you.

Remember earlier when I said I was a book junkie?

Well there's one book that served as my "drug of choice" when it comes to money.

Just so you know. I don't get one red cent from promoting this book.

I have no relationship to the author or publisher.

I just really like the book because it helped me a lot and I think it can help you too.

You can grab the Kindle edition on Amazon for less than 10 bucks.

Hope it helps.

[Video]How To Gain Rapid Control In Conversations

[Video]How To Gain Rapid Control In Conversations

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Hypnotic Sales Techniques

Hypnotic Sales Techniques

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A significant percentage of individuals who study persuasion and hypnotic language patterns are in the business of selling products and services to others.

Even if you are not in the business of selling, it would still be a good idea to learn this system because it can be applied to many situations; you just have to make the necessary adjustments to make the glove fit.

Phase 1: Initial Preparations

1. Make sure that you are mentally ready for the task at hand. If you are going to meet a group of administrators or project managers, be prepared to deal with their questions and your presentation should also be created in such a way that it will provide all of the information that your audience needs to make a quick decision.

By ‘presentation’ I refer to the content of your message during the dialog or interaction. If you are meeting with just one client you still need to think about what you are going to say and how you are going to say it.

2. One of the best ways to create a compelling and persuasive message is to use perceptual positions. When crafting your message you can’t put yourself in the center in the message. You are not the one who needs to be persuaded – you are the least priority.

The real priority is the other person; you need to determine his values and drives so you can say the right things to him. You also need to determine how your product or service is viewed by the client.

You might know just how good your product is but other people might have a different opinion. You need to identify this perspective and work on any potential objections even before you meet with the client.

Here are some things to consider:

a. What problem/s does the product/ service address?

b. What kind of results can the client expect when he does cash in on your offer?

c. In what manner must you articulate these benefits so that the client can make a fast decision based on the information you are offering to him?

Phase 2: Meeting the Client for the First Time

1. Before you even think of making any offer to the client, you need to make a clear connection with the subject first. In addition to creating rapport between you and the subject, you will also need to condition the subject to buy something from you. This can be done by triggering the law of reciprocity, etc.

2. After establishing rapport with the client, you need to make an offer he can’t refuse. This doesn’t mean that you have to give the person an unreasonable discount or a bonus that you can’t really afford to give. You just have to give the client or potential buyer a really good reason why he should buy something from you right then and there.

You must attach a lot of value (implied or otherwise) to your offer for it to work. Otherwise the client would probably have no problems walking away from you if he thinks that your product/service is not valuable enough.

You should also make it clear why the client should be listening to what you have to offer on that day. Use facts and statistics to boost your position in the interaction. Remember: if something can be verified easily, it can elicit agreement fast!

3. If you are going to one or more hypnotic language patterns, set them into motion early in the conversation to get things going. You can always repeat the patterns later on – don’t wait too long. If you can use the patterns in the first few minutes of the dialog (just to test the waters) then by all means, use the patterns.

But before you do this, make sure that you have practiced well before the actual conversation with the client. Do not practice the patterns on your client! If you make a mistake, that mistake may cost you a sale. Use the patterns only if you feel confident in using them.

If you are not confident and the hypnotic language patterns don’t feel natural when you say them, you probably need a few more sessions of practice. Don’t worry – you’ll get there eventually. Just keep practicing!

Phase 3: Uncovering the Needs of the Client

Client needs are essentially just problems waiting for solutions. These needs are windows of opportunity for a person who needs to sell a product or service.

While you can do a lot of research so you can have a general idea of what the client might need at the moment, it’s still better to get the information directly from the person. Here are some sample questions that help draw out these needs:

  • How do you think your business would be faring in five years or ten years?
  • What are your immediate goals and long term goals for your business?
  • What system are you thinking of employing so you can achieve your immediate/current goals and your long term goals?
  • What would be the consequences if you fail to achieve your current goals? What about your long term goals?
  • If you do achieve these goals, what advantages would you get over your competition?
  • Why is it so important for you to achieve these immediate goals? Why not set other goals instead?
  • What values do you cherish the most in your current group of employees?

In addition to asking the client about his current needs, you can also phrase the questions in such a way that the client would also realize what would happen to him if his needs are not satisfied by a product or service that provides exactly what he needs.

Some of you might be wondering: what if the client doesn’t have an immediate need for what I am offering right now? If your client does not express a need for what you are offering, you must create the need yourself by associating his current needs with the problems that your product/service addresses.

Your product/service provides a solution to a problem. If that specific problem is not within the radar of the client, then you must put it there yourself.

That is the only way that you will be able to effectively pitch your product. If you don’t do this, your client would probably think that buying your service/product would be a complete waste of cash and time.

How To Create Chains Of Agreement

How To Create Chains Of Agreement

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To master influencers, nothing could be sweeter than the sound of a clear “yes” from a subject. People nowadays are more guarded about saying “yes” because people are more critical of what they see and hear on a daily basis.

So if you have that one opportunity to make people say “yes” in a shorter period of time, would you take that opportunity? Unless you like getting a “no” every time you ask someone for something, who wouldn’t want to elicit a positive response from people faster?

Now, if you’re ready to try this technique, the first thing you have to prepare is a series of questions (three is usually sufficient) that would easily elicit a “yes” from the subject. The idea here is we want the subject to become unconsciously comfortable with agreeing with you so he will have no trouble saying yes when you’re ready to request something from the subject.

Veteran sales people usually use a series of questions with very obvious answers (i.e. “are you comfortable with your chair?”). While it is okay to try this technique you are not stuck with this old pattern. You can use regular statements if you want. Here’s a quick example:

“You feel comfortable wherever you are right now, reading these words on the page and as you read some more you are feeling more relaxed, very relaxed and you feel heavy and sleepy”

Notice that the previous statement has three verifiable components and a final element that easily draws people to the conclusion that they are indeed feeling tired and sleepy for no reason.

That’s because the mind works so quickly in processing information that it takes shortcuts. If it already agreed with three items, it will choose to agree with the fourth item because a level of trust has already been established.

If you want your pattern to be really effective, use sensory-based statements to speed up the agreement process. When you use this particular pattern you are actually inducing a trance in the subject. And as we have already discussed earlier, a trance is really just a heightened state of awareness and focus.

Now you might wondering: why use three verifiable components? Why not two or four components? Well, it is common knowledge (at least to hypnotists and NLP practitioners) that generally, people commit to something after agreeing three times. And for influencers, it is easier to keep track of three components than four or five components.

If you want a bare bones formula for this, here it is:

1st verifiable condition + 2nd verifiable condition + 3rd plausible condition + call to action

The first three elements are just there to condition the other person. Of course, it would help if the first three elements are at least tangentially related to the fourth element so you won’t elicit a raise eyebrow from your subject. Just imagine hearing something like this from someone:

“You are sitting there comfortably, listening to me, hearing out my sales proposal and would you like to buy the service right now?”

This series might work for someone who has already been convinced but if you are saying it to an authority (like your boss) or a complete stranger who has only met you in the last hour you might not get a desirable result.

Here are some examples to help you create your own statements using this pattern:

1.“You have been working in this company for several months now and we have seen great progress in the way you handle your job as a networking expert and now the board believes that you are ready to take on even more challenging yet extremely rewarding responsibilities”

2.“Having gotten this book and having read this far into the material I would say that you are now part of an elite group of influencers”

3.“Sitting here with you, having a great dinner makes me feel like there’s a real connection between you and me. Would you like to join me for a DVD movie marathon later at my place, around nine sharp?”

4.“You have been able to read all of the guidelines of the competition and right now, holding your contest entries I think you will be doing just fine with adding two items in your contest portfolio”

5.“I have been working in this organization for almost two years now and during that entire period I have helped raise no less than two million dollars’ worth of revenue from sales alone, so you know for that alone I really need some recognition and additional compensation for my work”

6.“Having read all of the important details from my CV and having examined my existing credentials when do you think the company would call me to inform me that I have been selected for the said position?”

Important Notes:

The last example makes use of future pacing. Future pacing is a special type of pacing that leaves a future command to the subject. Most persuasive statements focus on getting a favorable response right now. If you don’t need that you can use future pacing instead if you want to give the subject time to think about what you have just said.

If you want to create an even more powerful message with statements crafted to pace and lead, you can try adding a conditional close. A conditional close is a simple question that gives you a direct link to what needs to be done to achieve your goal. The formula for a conditional close is:

What do I need to do/provide so you can ________________?

Fill the blank space with the goal of the interaction. For example, if you want the other person to buy something from you, simply ask “What do I need to do right now so we can close this deal and make your business even more efficient than it was before?”

A conditional close works exceptionally well when you feel that the other person is not taking action because he has hidden objections. Even if you don’t get the sale on the first try, you will be able to uncover hidden objections and you will be able to obliterate those objections as the interaction continues.

[Video] Hypnotic Storytelling Part One

[Video] Hypnotic Storytelling Part One

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[Video] NLP Eye Accessing Cues

[Video] NLP Eye Accessing Cues

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One of the most unique tools available in neuro linguistic programming is the accessing cues. Accessing cues are simply eye movements that are associated with specific sensory filters.

Each person has a neutral state and state where he is accessing visual constructs/images, sounds, feelings, etc. To understand how this simple yet extremely accurate system works, I’ve prepared a complete list for you.

Eye movement: Top right
Modality: Visual constructed
Meaning: The person is currently processing images that he has not encountered before

Eye movement: Top left
Modality: Visual remembered
Meaning: The person is recalling images that he has encountered before

Eye movement: Blank stare
Modality: Visual
Meaning: The person is recalling both new and old visual constructs in his mind.

Eye movement: Center right
Modality: Auditory constructed
Meaning: The person is hearing sounds that he has not encountered before

Eye movement: Center left
Modality: Auditory remembered
Meaning: The person is hearing sounds that he has encountered in the past.

Eye movement: Bottom left
Modality: Auditory internal dialog
Meaning: The person is just talking to himself in his mind

Eye movement: Bottom right
Modality: Kinesthetic
Meaning: The person is recalling emotions and sensations he has encountered with his sense of touch.

As you can see from the list of modalities, a person can reveal how he is processing a question or new information through the automatic movement of his eyes.

With this specialized information, you would be able to easily tailor your own contributions to an interaction by providing what the other person needs in terms of what kinds of modalities he’s using throughout a conversation.

For example, a person who sues kinesthetic and visual modalities would respond quite easily to a person who uses the appropriate language to express himself. A visual-kinaesthetic person would readily agree to a statement like “I see that you are happy with the result and I truly feel that this project will be beneficial to both of us”.

Notice how a single statement uses two distinct modalities to get a single message across. The necessary modifications have to be done to ensure that the other person is paying attention to what you are saying and he will choose to agree with the end because you are using the same modalities to communicate with him.

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Conversational Control (Ice Breakers)

Conversational Control (Ice Breakers)

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The Windows To The Mind

The Windows To The Mind

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People need the basics like food, clothes and shelter – that’s the reality of our human status. We must have these things in order to survive, and there are also lots of inborn needs that influence our
behavior as we grow to become adults.

We are genetically encoded to survive and care for ourselves and to command a powerful compulsion to care for our groups. We are even more coded to help the groups we belong to first than to help ourselves – sounds communist, but it’s the truth.

If a child is in a river full of gators and people are around the river, chances are that a brave man will jump in to save the child. That’s not only altruistic and honorable, but it’s also part of our genetic programming.

The urge to care for others in our group is extremely powerful and shouldn’t be underestimated.

Virtually everyone is pre- programmed to act according to the best interests of themselves, their family, their group, their society and even God.

Now for one of the biggest mistake all persuaders make one time or the other: They just persuade the customer’s best interests and they completely forget how to appeal to how the service or good will help the client’s group or family, or even God for that matter. Did you know that there is a portion of the human brain that just gets activated when speaking to the divine?

Competition Is a Tool for Survival

Evolutionary Psychology proved that competition between individuals is what selects the “strongest” or the winners and picks out the losers of society.
You always must point out, while selling a product, that the product will give him an advantage in society, it will get him an advantage against his competitors, so it will make it easier for him to survive competitively – make this point subtly and your selling probabilities will increase.

Pursue a Group

Researches show that the larger the group, the more comply-able their members are to their leader. Stealth Hypnosis can give you a very powerful advantage in groups, because most of the people fear speaking or presenting before groups and big audiences. That’s a fact.

Us humans are easily herded animals and even the Ninja Salesman, the Stealth Hypnosis Master, can’t expect having 100% assenting opinions in large group settings. There are, in each group, individuals who rise above that same group so you have to respect them, acknowledge their interaction, and continue on with your presentation. Remember that in group settings, the majority’s opinion is the rule! Remember to pull the right Mind Access Strings.

Affiliation and How We Quest for It

We all want to be wanted, to feel needed. Research in the medical field proves that when someone feels unwanted, growth and development come to a halt. All forms of growth, like emotional, social and even physical growth are greatly influenced by how much or how little we feel wanted.

This need is pr-programmed, so you know that person who says they don’t need to be wanted? That person is lying!

You have to always show your interest toward your client. He must feel that you are interested in him, not just as a client, but as a person – this is a great tip to develop a long-term relationship with a client and those situations are always win-win.

Selling Through Fear and Negativism

You can build rapport and get your client’s compliance, just by creating or targeting an enemy. You can “frighten” him with the success of his competitors if he doesn’t make the change, you can get him frustrated about his status quo and you can gain his compliance by joining his team against that “common enemy.”

Use and abuse of some negative emotions like disgust, anger, hatred and so on as an effective marketing method – this isn’t a new tactic, it’s pretty old and pretty used too!
Think about those commercials that paint insects as a repulsive thing to have in the house and how they can creep on everything.

Well, we certainly don’t have infestations every day, but the commercial serves its point – it places the image in your head, triggering those fear or disgust emotions, thus joining your team against the greater evil! It’s like buying life insurance, lots of people have it, but most never use it – they have it and they buy it to relieve anxiety, to avoid worrying and to get those negative emotions to a minimum. There are all kinds of things we purchase just with “avoiding negative emotions” in mind.

Follow the Leader!

Virtually every animal species in the world, including humans, are compelled to follow the leader of the group, so you want to tell your clients you’re the leader of your field – not upfront of course, but in a stealthy way.
Show your listeners you can be a better employee, a better parent, or show how your products can make your clients look more like the leader! Mimic the leader’s behavior and show how people will become leaders themselves by getting your services.

Summer Time, Winter Time

When we notice times are good, we are genetically coded to risk more and experience adventure, but when times are rough, as of now, we are compelled to be conservative and risk less.

When we are selling, we have to know if the person on the other side is experiencing a good or a bad moment. If the client is having a great time of prosperity, appeal to his wish to experiment and adventure – to explore! If you see he is not very good, show him that your products will help with his conservative needs.

Be emotionally appealing and determine how the sale is going to happen – or if it won’t happen at all! Fit that service or product into their emotional filters and they will find some logical reasons why they should buy from you.

How To Use Your Memories As A Power Tool

How To Use Your Memories As A Power Tool

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Memories are literally the stuff of life and dreams. They can help you move forward in your life or they can act as obstacles to your biggest dreams in life. Memories have the capacity to help a person achieve success in a very short period of time.

Inversely, memories can also block a person from having a normal life for many, many years. Memories are such an integral part of human nature that writers and artists have long discovered just how central memories are to the dynamic nature of life itself.

Without memories, mankind would not know where to go nor will it have any sense of identity. Neuro-linguistic programming acknowledges the fact that in order to move forward in one’s life, one must have full control of memories.

Memories should help people accomplish their goals. If a person feels that he has been held back because of negative thoughts and traumatic memories, then there is only one logical route – he has to take control of these traumatic memories so that he would be able to move on with his life. In this part of the book I am going to share with you some simple exercises that will enable you to manipulate both positive and negative memories.

Memory manipulation helps people cope with traumatic events in their past. The main goal of memory manipulation is to increase the impact of positive memories and drastically reduce the impact of negative memories. I am going to show you how to do both.

Some of you might be asking – why would anyone want to manipulate positive memories?

Well, positive memories can easily bring about a stream of wonderful emotions and thoughts. Positivity in one’s life attracts more positivity. Here is a step-by-step process that will allow you to heighten the impact of positive memories:

1. Think of a time that you felt really complete, happy and satisfied. It doesn’t matter if this memory belongs to the distant past and things have changed so much that the memory is now dissonant from reality. Focus on that great memory alone and nothing else. Do not compare the memory with associated memories and do not compare the memory with what is presently happening at the present time.

2. Become aware of the various sensory impulses associated with that memory. Most people would be immediately aware of the visual modality of their memory.

I want you to focus on other modalities like smell, feel, sound or even taste. Recall as much detail as you can from the memory and don’t stop recalling until you feel that you have exhausted your memory bank.

3. If you are a visual thinker, try to increase the detail of the image that you have in your head. If the memory looks like a snapshot, try to animate it like a movie. Step into the picture and interact with individuals in the memory.

Animate yourself and let the imaginary you talk to people in the memory. Adjust the brightness of the image and make the colors more vivid than before. Heighten these details of the visual memory until you feel that the experience has just taken place right now.

4. Now focus on the sounds and other sensory impulses you are getting from the memory. Heighten these sounds and make your brain ‘hear’ all of the sounds and sensory experiences it has recorded during that time. Examine your thoughts and emotions as you do this. Do you feel happier and lighter now that the memory has been modified this way?

5. How do you feel after recalling the details of the memory? If you feel happy, where do you feel the happiness emanating? Is the sensation coming from your hands, face or perhaps your belly? Visualize the sensation; does it have color or perhaps even a shape? What does the positive sensation look like?

6. Once you are able to visualize the manifestations of happiness, heighten these manifestations in your mind. Increase the brightness and make the colors look more vivid as well. Do this until more positive emotions are triggered and you feel as if the positive memory itself has already been changed.

This simple NLP exercise shows how easy it can be to directly modify existing thoughts so that the brain would recall a completely modified version of the memory. This exercise also shows that we always have full control of how memories look and feel and how memories can actually impact us.

More than anything, neuro-linguistic programming helps people unlock their own minds so that they could get the most out of their lives. Many people feel trapped because they are prisoners of their own bad memories. Well, now you know that no matter how bad it gets, there are always ways to change how our past life experiences affect us now.

Neuro linguistic programming teaches us that the human mind has vast potential and there always ways to change it for the better. NLP also teaches people that through very simple mental adjustments, a lot of progress can be made in a person’s life.

Now, if positive memories can be modified so that they can have an even bigger impact in our lives, can we use the same modification principles on negative emotions?

Negative memories and positive memories essentially have the same structure and therefore, both can be dealt with fairly easily. In the second exercise below, you will learn how to deal with negative memories so that these memories would have less impact on you:

1. First, think of one bad day that you’ve had where everything seems to be going wrong. Unless you are a very experienced NLP practitioner already, I do not recommend using memories that represent major traumatic events. Leave those memories for now. Use memories that are manageable in size and scope so that you would have a desirable outcome after the exercise.

2. Become aware of the various details associated with the negative memory. Gather enough detail so that the memory becomes fresh in your mind once again.

3. If the memory brings you within the mental image immediately, I want you to step out of the picture so that you would be detached from what is happening in the memory.

4. With the various details of the memory clearly fixed in your mind, begin modifying the submodalities. If someone is talking harshly to you or someone else, change the quality of the sound. Make the character speak in a funny voice. Soften the sound of the voice or just lower its tone so that the words do not sound as painful or hurtful.

If you have any other sensory impulses associated with the memory, change these impulses so that the impulses become completely different. The goal is to change the memory so that when you recall it, it won’t have the same impact as before.

5. Focus once again on the visual aspect of the memory. Change the submodalities of the visual aspect. Make the image darker and duller than it really is.

You can even make the picture smaller if you want to. Remove parts of the picture if you want, to make the memory look foreign and unintelligible.

Important Note:

When a person uses neurolinguistic programming to modify a negative or traumatic memory, he is not telling himself that the event did not happen. That is not the point of the whole exercise.

What we do want to happen is loosen the painful grip of these negative memories so that you will no longer feel hurt or trapped when these memories suddenly resurface from your subconscious.

This technique is especially helpful in cases where the subject in question is unable to provide a satisfactory resolution to his own negative memories. If the negative memory cannot be resolved, then it would be best to modify it so that it won’t harm the person as much when it resurfaces from the subconscious.