Patterns of Linguistic Influence Pt3: The Structure Behind Rooms That Move
Your best team member can recite your script word for word. Same opening, same objection handling, same close. Put them in front of a room and it falls flat, while you say almost the same words and the room leans in. Nobody taught them the actual difference, so they assume it’s charisma, something they either have or don’t.
It isn’t charisma. Dave Wood built this training inside the Mass Influence Formula to name the specific linguistic patterns running underneath rooms that move and rooms that don’t, patterns most powerful communicators use without ever being able to explain what they’re doing. Once you can see the structure, you can build it on purpose instead of hoping it shows up.
As someone who’s ever watched a naturally gifted talker hold a room and wondered what they actually did differently, you’re about to find out it was never a personality trait. It was a handful of specific moves, repeatable and learnable, sitting inside language most people use by accident.
Why do the most influential people in any room never sound like they’re trying to influence anyone?
Dave points to a specific group he considers the best communicators alive: leaders of evangelical churches, people who hold a room’s attention for as long as they want, week after week, for years. He names Joel Osteen specifically, one among a handful he calls the best in the world: “they are just the most brilliant communicators I’ve ever heard.” Most of them, he’s specific about, aren’t consciously aware of the structure they’re using. They’re not performing a technique. Their unconscious mind has simply learned to speak this way, the same way anyone’s does once the pattern is practiced enough to become automatic.
One piece of that structure is the modal operator, language that implies necessity or possibility instead of stating a flat command. Tell someone what they need to pay attention to, and their attention stays hunting for it through everything that follows, because you’ve told them there’s a specific thing worth catching and they don’t want to miss it. Dave’s own example is direct: “you need to pay attention when he breaks down the formula of how to make $10,000 a month”. Say that early in a presentation and the listener spends the whole rest of it looking for the moment you flagged. Tell them what’s possible for them instead, and their mind starts building toward that possibility on its own, filling in details you never specified. Neither move sounds like a pitch. Both move exactly where you pointed them.
What makes a question almost impossible to answer with no?
The pattern Dave spends the most time on is the tag question, and he’s blunt about why: it’s one of the few patterns salespeople actually stumble into on their own, because it’s so close to how normal conversation already works. As Dave Wood puts it in the Mass Influence Formula, “any question basically that results in a response of yes is a tag question”. Not a trick question. A question built so that agreeing is the only comfortable answer.
The mechanism behind it isn’t mysterious once you see it named. Getting a yes creates an unconscious pull toward the next yes, which is the same territory covered in the book Influence, the one Dave keeps coming back to in his own reading. As he puts it, “Doing something simple like liking a post on somebody’s Facebook wall makes you like five times as likely to buy from them.” Stack enough small agreements in a row and the pattern compounds. As Dave puts it, “if you get people in a presentation to say yes seven times, they’re pretty much gonna buy whatever it is you’re selling.”
The trap runs the other direction too, and Dave warns against it directly: reverse tag questions, the kind built to produce no. He gives the example himself: “Do you really want to be poor for the rest of your life?” gets a no, and now the room has practiced disagreeing with you instead of agreeing. And watch for the line that isn’t even phrased as a question at all, the one Dave uses himself: “sounds like you’re ready to get started” is a statement dressed as an observation, and saying no to it means actively stopping yourself mid-agreement, which most people won’t bother to do.
Why does leaving out half a comparison make people work harder to agree with you?
Comparative deletion is exactly what it sounds like, a comparison where the standard of comparison never gets named.
It’s a comparison where the thing you’re comparing it to is left out.
Call something “a better way to build your business” and never finish the sentence, and the listener’s mind doesn’t shrug and move on. It runs a quiet search, a transderivational search, filling in the missing half of the comparison with whatever they’re already doing, whatever they already believe is falling short. You didn’t tell them their current approach was worse. Their own mind supplied that conclusion, which makes it considerably harder to argue with than if you’d said it outright.
Lack of referential index works the same way from a different angle: leaving out exactly what a sentence is pointing at. Say “The things that you learn” and never specify which things, and the listener’s mind has to reach in and supply its own answer, built from what they personally want to be true. Both patterns hand the listener’s own unconscious the job of finishing your sentence, and people trust conclusions they’ve built themselves far more than conclusions you handed them.
What’s a bind, and why does offering two choices work better than offering one?
A bind presents an illusion of choice, where every option on the table leads to the same outcome. The simplest version is the exclusive or, and Dave’s own example of it is plain: “fill out the application by hand or I could fill it out for you. Which would you prefer?” Neither option is walking away without filling anything out. Dave uses the same structure conversationally, listing every possible way someone might respond to a presentation, from getting excited in the first minute to waiting until the very end, so that however they actually respond, it matches something he already named and agreed with in advance.
Sitting right beside binds is the conversational postulate, a statement phrased so that people carry out the behavior automatically instead of consciously deciding to. “Can you open the door for me?” rarely gets answered with words. It gets answered with someone already moving toward the door. Dave’s own sales version, “what’d you like best about the presentation”, assumes they liked something and simply asks which part, and by the time they’ve answered, agreeing to the next step feels like the conversation’s natural direction rather than a decision they had to make from scratch.
What happens when you ask someone’s mind to do two things at once?
The double bind is where several of these patterns stack into something sturdier. A time double bind ties the perception of time in one direction to a specific outcome in the other, the way a batter’s sense of time slows down around an incoming pitch until they can see the seams on the ball. Tell someone that no matter how long it takes, they’re going to master something, and you’ve tied an inevitable outcome to an unspecified, elastic timeframe, which makes the outcome feel just as inevitable as time itself.
A conscious and unconscious double bind is blunter still: directly instructing both minds to do something at once, knowing full well a person can only consciously track one of them. Everyone has lived the everyday version of this without a script anywhere near it. You’ve driven somewhere, arrived, and had no memory of the actual drive. As Dave describes it, “your unconscious mind completely took over the car while an aspect of your consciousness dissociated and was doing something different”. That split is real, it happens constantly without anyone orchestrating it, and once you understand it’s already happening, you can speak to both sides of somebody’s attention on purpose instead of only ever reaching the half that’s listening on the surface.
The full lesson goes considerably further than what’s above: universal quantifiers and unspecified verbs in more depth, the double dissociation double bind, and how Dave weaves every one of these patterns together into a single presentation instead of using them one at a time. The entire course, including this lesson and everything built on top of it, is available for $99 through the Mass Influence Formula course.
Get the course, pick one pattern from this list, and use it in your very next conversation.
Full lesson transcript
Lightly edited from the original recording — fillers removed, nothing added. Income disclaimer.
Cool, cool. We're getting close to the end here. This is fun, isn't it? Here's what you've got to come to is that when you realize everything has an underlying structure to it, it's easier to copy, right? It's easier to replicate.
It's easier to create bigger success. And you're going to find that, actually, as you walk out of here, that things that you weren't conscious of before, you're now becoming conscious of. And you'll be able to hear these patterns everywhere. Preachers will be sharing them. You'll hear them in inner circle audios as you continue to listen every day for the rest of your life.
And you'll hear them in your friend's speeches, even that don't understand language patterns. In fact, I've been really fascinated. Since I learned this stuff with my friends who completely do not understand it at all, but are really influential. This is Blinken, by the way. They don't understand it at all, but they're really influential.
And they just do this stuff without even thinking about it. Best examples of people that aren't aware they're doing it. The best examples, and I always refer back to these guys because I actually think they're the best influencers in the world. You take leaders of evangelical, born-again Christian churches and stuff. And those guys can captivate and hold rooms attentions for like, however long they want.
Right? I really think that they're the best in the world. Like, I listen to people like Joel Osteen and some of these people, and they are just the most brilliant communicators I've ever heard. But if you listen to people who have big followings, and that's the rule. Not somebody who can sell well, because it's different.
Well, you can sell well without having a real following. I know lots of people that can sell stuff. But they can't keep people. They can't keep people around for a long time, and it's different. If you listen to people that have big followings, and the followings stick around for a while, and people stick around for a while, they all do this stuff, even if they're not aware they're doing it.
Which, the beauty of that is you don't have to be consciously aware that you're doing it. Because you can allow your unconscious mind to just change the way you speak, right? And change the way you communicate, and change the way you structure your presentations, Right? And change the way you communicate, and change the way you structure your presentations, and allow it to happen automatically while you're learning, by learning to control your emotional state. It's actually really easy to do.
That make sense? And you're gonna find it easier as we go. So here's the thing, right? We got universal quantifiers. I skipped over this one.
I actually did remember the name, but I was, my brain just like went silent, and I was like, what is that again? But a modal operator, right? A modal operator is something that implies necessity or possibility, right? Because when you understand that, everything else in the presentation is going to make sense. So I want you to focus and look for that and make sure you get it, right?
I told you what you needed to pay attention to, and as a result, you'll pay attention to the whole video looking for that thing, because you never know when it's gonna pop up, right? But also, you could do that with possibility as well, right? You know, it's possible for you when you really understand these strategies to literally just get in front of a room, start speaking, and you sound like a sage the way you talk, right? It's almost like your words rhyme. They have a rhythm to them.
And as people are listening, they kind of go into a state of connection with you where they get wrapped up in your words, seeking on the inside for meanings, right? To the stories you're telling, and as they're seeking for meanings, they're making new discoveries, they're creating new learnings that they're gonna take with them for the rest of their life, regardless of whether they continue working with you or not, their lives will change. And you'll be amazed by it, and it happens through your language, because your language directs the attention of the unconscious mind, and the unconscious mind will go where it's directed by the words that come out of your mouth. That's why... That's probably why, I mean, the Bible says that you're, you know, hung by the tongue, you know, because it's your tongue that does control the direction of your unconscious attention, right?
And if you pay attention to where your mind goes, I bet you it goes to whatever it is you're listening to. So why not listen to things that direct it towards places that you want to go? You know what I mean? Why not? Why not?
Right? Unspecified verb, right? Don't get turned off, by the way, by these big old, you know, you know, language terms, actually. I actually don't even know what a verb is. I'm just joking.
Right? Oh, goodness, right? You know, wonder, change, learn, right? The things that you're gonna learn today will astound you, right? And the things you've already learned today, the discoveries you've already made today, have already caused, have already caused kind of new neural pathways to open up inside your mind because you're realizing that what you've been doing hasn't been on purpose.
And if you just make a change, and you shift your direction a little bit, you can consciously control what kind of influence you're going to have on other people. And they will buy into you at a level that you can't imagine. Because you've learned how to do it. Because there's a skill behind it, right? Unspecified word, wonder, change.
You can just look up verb and get a list of them in English, and then you can construct a sentence with them, but don't be specific about what that verb is referring to, right? What you're gonna see is gonna cause you to wonder. Wonder about what? I didn't specify. Why?
Because then you're going to wonder what you're gonna wonder about and seek for your own meaning. That's why, right? Because the more unspecific you are with things like that. And the more of them you kind of have around, the more it causes people to go internal. I'm actually gonna talk, I'm gonna make a note to make sure that I remember, I'm gonna talk about going internal versus external, right?
And I'll just make a little, eh, I'll just leave it at that, I'll remember what I'm talking about there. Right, so you got unspecified verb, what do you got next? Tag questions, right? Tag questions are a really common sales thing. And this is, like, sales uses a couple of these really often, right?
What do they use? Exclusive ors. Exclusive ors really often. They use tag questions often. But they don't really use all this stuff.
And the reason they don't is because they don't understand it. Because if they understood it, they would do it. So if you know somebody who's in sales, you could just sell them this product. And by selling them this product, you could improve their ability to sell things. Because they don't know what they don't know.
And if they knew these things, you know what they'd do? They'd thank you. And they would say, I'm just thankful to God you gave this thing to me because I get it and I understand it. You know? Because it's a good thing.
It's a good thing to share information with people that help them transform and make more money and do greater things than they could have done without the information. And that's why you could just make a decision right now to share this product with people you know. But tag questions. So any question basically that results in a response of yes is a tag question. Right?
Where you're asking a question, but really the result of the question is yes. Right? Make sense to you? Yeah. Because when you talk with people and they respond yes in a series of agreements, the more they respond yes, the more they're going to continue to respond yes as you continue asking them questions.
Make sense to you? Right? Because there's actually an unconscious response that you have when you agree to something where it causes you to continue to agree. And you may not have read about that before, but if you actually read a book, great book again, I've referred to it several times, called Influence, right? That book talks about the unconscious process that happens when you, when you agree, right?
For example, even if doing something simple, right, and this isn't actually quite the same, but it's similar, doing something simple like liking a post on somebody's Facebook wall makes you like five times as likely to buy from them, right? Very tiny things. Hey, what's up? Hypnotist man, right? He's always fascinated by this stuff, right?
He's like, yeah, I'm interested how you do this stuff, you know, he has a little clinical hypnosis practice. So in any case, right, you're asking a question, but really there's only one way to respond and that's yes, and if you don't respond yes, you actually have to stop yourself and go like this, wait a second, wait a second, you know, right? Actually in sales, if you get people in a presentation to say yes seven times, they're pretty much going to buy whatever it is you're selling. Right? But when you get people to agree, agreement is powerful, right?
And it's also powerful to not be a weenie about how you ask stuff. So ask stuff that makes responses of yes, it's really easy to do. What you don't want to do is you don't want to ask a lot of reverse tag questions and create a lot of responses of no. Right? Yeah.
Do you really want to be poor for the rest of your life? No. Right? Do you really want to keep struggling all the time forever and ever? No.
Do you really want to just like be frustrated and hate everybody around you like you have for the last five years? No. Right? Do you want to join my business? No.
Right? You have to be careful the way you talk to people because you are creating internal representations inside their mind, and if you pay attention to what you say, pay attention to what it creates in your own mind. Right? See, I started paying attention to what I'm creating in my own mind as I'm speaking years ago. Because when I talk, what happens is images are forming in my mind.
They're forming in my imagination as I'm speaking. Right? And if I'm not careful, and if I don't pay attention to my language, what happens is those can veer off to things I don't want if I'm not focused on it. But if I focus on the direction of my words and I focus on the direction of my imagination, I can always point my imagination towards amazing, incredible things, people, and resources that are happening around me all the time. Because aren't they?
Because the reality is, if you don't pay attention to what you say, you're not going to be successful. But the reality is, if you think about it, and I want you to think about it for a second, I want you to think about all the amazing things that have happened to you over the course of the last three days. I want you to think about all the wonderful things that you've learned. And you have had breakthroughs today, haven't you? I mean, haven't you guys learned some things that you can take with you for the rest of your life?
I mean, who in here has actually had a little bit of a shift inside and you've made a discovery that you know is going to change your future? Right? Who in here has learned something about maybe building teams or maybe getting started quickly or maybe just influencing people more powerfully? And when you leave this event, you're going to go out there in the world and become the leader you've always wanted to be, right? Yeah.
Tag questions, right? So tag questions are questions that respond, causes, you know, questions that cause a response in yes. Does that make sense to you guys? Yes. Huh?
Right? Always tie meaning to everything. Always get people to say yes. Right? Agreement is powerful.
That's why in my video that I launched the other day, right, I said the two questions are what did you like best because I'm assuming they like it and I'm getting an agreement of them liking it, right? And then it sounds like you're ready to get started. That's actually a really difficult question because it's not even really a question. It's a statement. Right?
It's a really difficult statement slash question to say no to. Right? If somebody looks at you after you've seen a presentation and they say sounds like you're ready to get started, you have to pause and force yourself to say no to that. Right? That's the response you're looking for in tag questions.
Does that make sense? Does that make sense to everybody in here? Yes. All right. Sweet, sweet, sweet.
Who in here is responsible for spending $10,000? No. Right? All right. Tag questions.
Tag questions. And you got lack of referential index. That is basically where you're not being specific about what you're referring to when you construct a sentence. A really simple way of saying it. So, you know, like saying something like it's a good thing to learn language strategies because the things that you learn, I didn't specify what the things you learn are.
I didn't specify what it was. Right? The things that you learn are going to completely alter the way you make videos, the way that you speak. The way that you make videos, the way that you sell, the way you communicate with people. And it's going to be just incredible to you how much more easily people are going to be responding to you with agreements of yes.
Does that make sense to everybody in the room? Yes. Because when you master these strategies, I said does that make sense to everyone in the room? Yes. Because when you master these strategies, what starts to happen is you start to communicate and speak in a way that causes people to go on the inside of their world.
Yes. And when they pull up the meaning from their world, right, when they pull up the meaning from their own world, it's like you're speaking just to them. Because as you're sitting in the chair, you're probably realizing that you've had discoveries this weekend that literally you've never had before in your life. And by being in this chair, what it really means is you have the power to be who you really want to be in your life. And you're probably aware of some of those things that you've learned.
And the truth is you're probably not aware of a lot of them. Because as your awareness is focused on what you do know that you've learned, your unconscious mind has just decided to change the way that you speak without even thinking about it. That's what the incredible thing is. Are you guys excited about that? Say yes.
Yes. Comparative deletion. Again, I can't spell anything right. So excuse me if I misspell comparative. Comparative.
Comparative deletion. What's that? It's a comparison where the thing you're comparing it to is left out. Right? Basically.
So think about it like this. Think about a comparative deletion like this. Right? You know, the better thing, you know, I'll tell you what. I'll tell you what's a better way to build your business.
The better way to build your business, the truth is, is to master these strategies and learn how to recruit and sell on purpose predictably every time by knowing why what you're doing is working. It's a better way to build your business. And the reason why it's superior, the reason why it's better is because when you do it this way, if something goes wrong, you can always recreate it any time you want. Because it's you that has the power to control your future. Right?
It's you that has the power to control your future when you're in control of the strategy. Does that make sense to everybody in the room? Yes. Does that make sense? Yes.
All right. Sweet, sweet, sweet. All right. Comparative deletion. You're making a comparison, but you're not specifying what you're comparing it to.
Right? You're like, what are you comparing that to? It's better than what? Right? Some of you didn't even ask that.
Well, of course you didn't ask it because you never do. Right? What it does is it causes a trans-derivational search. Right? You just kind of go inside and search for meaning on what, you know, what it's comparing it to.
Right? And you're like, well, it's better than what? Yes. What it does is it causes a trans-derivational search. Right?
And you just kind of go inside and search for meaning on what, you know, what it's compared to. And what do you compare that to? You compare it to whatever you're doing. Which is exactly what I want. Right?
Because I'm not specifying what I'm comparing it to because what I want, I realize there's different kinds of people in the room, and I want you to compare it to what you're experiencing. Does that make sense? Yes. Right? So, you got compare, you got comparative deletion.
Right? So, you got comparative deletion. Right? So, you got comparative deletion. Right?
So, you got comparative deletion. Right? So, you got comparative deletion. Does that make sense? Yes.
Right? So, you got compare, you got comparative deletion. Right? Then you've got pacing. Okay?
Pacing is more you are, you are recognizing things that are undeniable that are happening and you're tying them to something. Okay? What do I mean by that specifically? Well, as you're, you're sitting in the chair right now, you've been listening to me for like five hours. You're listening to my voice right now as you're breathing.
You're actually breathing and some of you don't even realize that today your breathing has already changed because your unconscious mind has been controlling it while you've been paying conscious attention to what I'm saying. Right? But what you don't realize is how powerful, how powerful these patterns of communication really are when you're selling and when you're building teams and when you're lifting people up. Because when you master these strategies, when you master them, right, you can literally create changes. Changes in people's beliefs and their behaviors and their identity and who they are all around you while having casual conversations without even trying to do it.
In fact, try to not do it after leaving today and you might just find yourself looking into somebody's eyes and saying the things that you're realizing now are helping you make a new decision about your future, a future that you can't even imagine because you learned to change something. It's something today that is going to completely alter what you have the ability to do from now on in your business. And who in here can get excited about that? Well, it's funny because I actually didn't say anything right there. All right.
So you got binds, right? You know, a bind is, again, presenting an illusion of choice. The exclusive war is an example of what's called a simple bind, right? You can, you know, fill out the application by hand. Or I could fill it out for you.
Which would you prefer? You know? You know, how do you want your name spelled on your checks? It's a bind, too, even though I'm not making a, you know, comparison between two things. I'm really kind of like not giving an option of choice.
That make sense? So would you prefer to actually just watch this video right now? Or would you prefer to wait and really miss out on the opportunity? You know? That's an example of a simple bind.
Another thing you could do with binds is you could give every option that all kind of like leads to the same thing, right? So as you're watching this video, a handful of things could happen. You might just be excited immediately when you see the introduction. And you might take a little bit and kind of watch into the video, and it might take you until the testimonials before you start getting excited. And the truth is, it might be right until the end before you lean forward and say, oh, my God.
I'm so rich. But however it is that you decide that you're going to do this is fine, here's the thing that's not fine, is if you don't watch this video right now, you're going to miss out. And I'm telling you, you don't want to lose out on this one, so you're going to watch it. Right? I just described every kind of possible way they could respond.
So what's going to happen is when they're watching it, they're going to respond in one of those ways, and it causes agreement. Right? And that's actually really fun to do. You know what I mean? As you're listening to the presentation today, there's a few things that could actually happen to you.
You might understand it and just kind of just get it right away. You might get it right away. And, you know, it might take a little bit to sink in. And what might happen is you might just find yourself selling in front of a room of hundreds of people amazed at how easy it really is to create the results that you want when you decide to master the way you communicate. Because you're in control of what comes out of your mouth, because your unconscious mind has the capacity to command your language to do whatever it wants.
And while you might be consciously aware of some of these principles, you can be unconsciously aware of them all, because the truth is you don't really know how you speak and communicate anyways, because all of that behavior happens unconsciously, doesn't it? Right? This is how you communicate. Right? That was a little too confusing to agree to, right?
So binds, a simple bind is that. You could give an option of exclusive or as an example of a simple bind, it's obviously another language pattern, but binds just basically are types of framing things that lead to one outcome and one result. Does that make sense? Really common in sales, but not all the kinds of binds are really common in sales. Then you've got, right, double binds.
And there's a few forms of double binds, so you've got single and double, right? And what's a double bind? A double bind is basically tying an unconscious process and binding that in one direction and then binding another behavior in another direction, because you can't really process both at the same time consciously. So your unconscious mind actually can completely take over one side of the behavior, and if people focus on the unconscious mind, then they can't focus on the conscious mind, because their conscious mind might be focused. They might be focused on what I'm saying, why I'm doing this.
Your unconscious mind can just change where your attention is focused, and your breathing might just slow down a little bit right now. But you can consciously focus on what I'm saying, however your unconscious mind might be doing something different. And you may even notice, if you really pay attention, you may become aware over the next couple minutes as the rate of your blinking changes, because you haven't even been paying attention to it, have you? Because you're focused on learning these strategies, which is exactly where your attention should be, because you're the kind of person that wants to master this information, don't you? Right?
So that's like tying a conscious process. There's a few kinds of double binds. Now double bind, right, you've got a time double bind, right, which is tying the perception of time in one direction, and then perception of time in one direction, then you've got some sort of call to action. Or some sort of result in the other direction, right? So time double bind would be something like this.
Today, as we've been talking, and this is the truth, actually, is your perception of time has changed, and the reason it has is because I've done it on purpose, right? And as I'm speaking, and time slows down, or time speeds up, or it's like the baseball player when somebody pitches a ball and they see it, it turns big and slows down as the red lines in the ball get larger and larger. And they could just see the dirt. They could just see the dirt on it as they're preparing to swing the bat, and their breathing has almost stopped in time. And as time changes, and as time goes by today, you can realize that no matter how long it takes, you're going to master your ability to influence people with words, right?
So time double bind is like tying time in one direction, it's like tying an action in another one, right? I know there's a lot of complex stuff, I'm almost through the really complicated stuff. Then you've got the conscious-unconscious double bind, and I can't spell conscious either. I always forget the right way to do it. But it doesn't matter, right?
Because my unconscious mind probably knows how, but it doesn't really care because, you know, it realizes that if I misspell it, you'll stare at it and focus on it, and you won't even realize that I'm suggesting things that are going to change your behavior for the better for your own success. So you can focus on my spelling if you choose. Well, you're unconscious. Conscious mind decides to do something new. So conscious and unconscious, this is the value in understanding this model, is it's a universally kind of accepted belief that there's a conscious and unconscious mind and by describing the aspects of the unconscious mind, you actually create its behavior, right?
And people do this all the time unconsciously in presentations, they do, right? Good presenters talk about the unconscious mind all the time, well, not all of them, but a lot of them do, right? And what's an example? example of a conscious-unconscious double bind. Well, you're describing a function of the unconscious mind and you're separating it out from what the conscious mind is doing.
Once again, you can't pay attention to both, and then you're directly instructing both the conscious and unconscious mind to do something at the same time, right? Which creates a bind because if you pay attention to one, you lose track of the other and whatnot, right? Does that make sense to everybody in here? Yeah, so, to give you an example, this is actually – doesn't have to be the conscious and the unconscious mind, right? There's a really, really, really great double bind for a similar concept in the Bible, right?
Where Paul's talking about the natural man versus the spiritual man. I think it's Romans 1, right? One of the best double binds I've ever read in a book, but he's like – it's like something like this. The natural man is an enemy against God, but the spiritual man, right? You know, and he just goes on and describes these two functions and they separate them out, right?
This is kind of a natural way you – people communicate, and people do this – this natural man naturally all the time, too, with different words. So the conscious and unconscious mind is a form of a double bind. Whether you understand it or not isn't really relevant because your conscious mind doesn't really understand anything anyways because understanding and the breakthroughs that you've gotten today have all happened unconsciously, just like the function of language because just like you're not aware of how language works in the brain, how you open your mouth and you just begin to speak, you don't have to be aware of how these strategies work. You can allow the words that come out of your mouth to be formed unconsciously because when you go into a trance and when you get into a state where you're connected and when you're selling yourself, people are automatically absorbed in the same energy that you create because your unconscious mind is communicating directly with them and you don't even need to understand it. Who in here thinks that's cool, right?
Unconscious, conscious double bind? I love doing this stuff. I really think it's cool. And then you've got double dissociation double bind. I'm not gunna write that whole thousand.
And I'm just gunna write double dissociation. This is dissociation DSS, dissociation, I described it before, it's basically detaching from a function of your conscious, right, and people d help from things all the through the day, especially if what you're doing is boring or whatever. Sometimes we dissociate from driving, right? You're driving down the road and your mind wanders to another place. Well, your unconscious mind is driving the car.
I don't know if you guys have ever experienced anything like this where you've been driving your car and then you just showed up somewhere that you were going, right? And you're like, holy, what happened in the last 20 minutes? Well, what happened is your unconscious mind completely took over the car. Well, an aspect of your consciousness dissociated and was doing something different because your mind can split like that and does all the time because if it didn't do that, you couldn't pay attention to this presentation because you would also have to be paying attention to your breathing. But you can dissociate from that.
You can allow your breathing to happen automatically as you are relaxed, absorbed into the presentation, paying attention to everything and making sure you get it this time. Because you want to leave here and get results in your business fast, right? Double dissociation, double bind. Then you've got conversational postulate. Now, what this is, conversational postulate is basically a statement or a question that results in somebody kind of carrying out automatic behavior, right?
For example, if I'm standing right next to you and I say, can you open the door for me? Don't you just start doing it? You go like this. Like you don't even think about. You're not doing that because it's like a function of society and a conversational postulate is a statement that results in people doing something.
Does it make sense? Does it make sense? You're like, no, it doesn't make sense. Okay. So, right.
Conversational postulate is something like this, right? I've got an order form, right? And I'm sitting next to you, right? And I say, what'd you like best about the presentation? He tells me.
And I say, sounds like you're ready to get started. Right? Can you go ahead and pull out your credit card? Because I'm going to talk to Bill here and then we're going to start filling this out. Right?
That's a conversational postulate. Hey, can you pull out your credit card? Yeah. And Bill, what'd you like best about what you saw? Right?
Conversational postulate. Can you open the door for me? Hey, would you mind driving while I sit in the passenger seat? Because I've got to work on my presentation for the event. Is that cool?
Yeah. All right. It's a way of saying things that people just kind of automatically do. You know? Hey, would you mind?
You know. Greg, would you mind helping out? Because I kind of need to move this whiteboard and I don't have time to do it because I'm doing the presentation. Would you mind helping? Yeah.
And then he just does go and starts doing it. Right? Conversational postulate is sort of a way of phrasing a question where people sort of automatically start carrying out the behavior without thinking about it because this is the way we kind of ask for help from each other. But nobody utilizes it. So it's really cool to do.
Now, some of these things, you've got to be creative and you've got to think through them and you've got to kind of like think of examples of them to be able to get good at doing them. But once you think of a handful of examples, your brain starts doing it automatically because that's how language functions. When you're a kid, right, you have to learn one word at a time because you don't know what anything means. You have to stare at a chair and say chair. Then you see another kind of chair and you say, what's that?
And then your mom says it's a chair. And you don't get how they're the same because that one's small, that one's big, that one's small and hard, that one's big and soft. And that wasn't a sexual innuendo there. Right? And if it was, it was a weird one.
Right? But in any case, you're like, that's the opposite of how that should have been. Right? But in any case, what happens after a while is your brain creates an internal symbol for chair and then chair is understood automatically in your brain. Right?
You form a reflex connection between the two. This is how language is formed in the brain. But after a while, you just kind of do it automatically. You see a handful of chairs, your brain generalizes it across your whole behavior. You just start doing it.
And the beautiful thing about the way that I've been talking today is that you guys have already started to generalize. The way that these presuppositions, the way these patterns are made. And the reason you've started to generalize them is because your unconscious mind can connect language together unbelievably quickly because language is the most complex function in the brain and it's also one of the most important things to master for survival. And your unconscious mind already understands the whole English language and all the words that we're saying except these weird postulate bullshit. But the thing is, right, just by listening to it and hearing them connect.
Right? Right? together you're going to automatically start assigning meanings to your stories which is a big improvement in the right direction. You're also going to be amazed at how you might just change your voice intonation when you're telling people it's time to pull out your credit card and buy it, right? You also might be amazed at how when you're doing a presentation how the words that are coming out of your mouth are kind of going to just sound more structured and powerful and as people are listening to them you're going to realize as you're looking across the audience that people are responding to you and people's facial expressions are going to shift change and become more relaxed as you speak because that's what happens when people go into a trance.
Conversational postulate, right? And this one is really cool, right? And it's simple. Direct and extended quotation. Direct and extended quotation.
Why is it so cool? Because when you're quoting somebody else, right, that information is generally not resisted, okay? Now this is especially a function of the whole profit in your own hometown thing, right? But when you're saying something somebody could resist it a lot more easily than, like, let me give you an example. One time I was at an event and I was sitting there in the room and I heard somebody speaking about language patterns who had been teaching this stuff for a long time.
They didn't know how to really sell like this but they were really good at influential language. They could just get people to change automatically when they were speaking without the people even being aware that they were changing for the better as he was communicating. Anyways, I remember him, he looked out at me and he actually said this. He said, you know, a few years ago when I was first getting started mastering language, my teacher told me the most important thing about language is that the most important thing you can do is quote other people when you're giving people direct commands because when you quote other people, they might even ask the question, who's talking to who in this sentence anymore? And they're focused on that while you're looking at them in the eyes and saying, it's time for you to make a decision to change.
Now that was an extended quotation, right, because I started quoting somebody who quoted somebody else, right? And if you do that a few levels up, you're going to get a lot more information. If you do that a few levels down, nobody could remember who said what and your mind is trying to keep track of it while you're giving direct commands, right? It's super trancy. It's unbelievably cool, right?
Yeah, yeah, I do. But even a single level quotation is useful. Even a single level quotation is useful. And you can use it to really, here's the funnest part to use it in, is you can use quotations to, you know, affect behavior that you don't really want to talk to somebody directly, right? It's like somebody else is saying it to them, right?
So one time I was in a Kung Fu class and we were all being lazy, right? Because, you know, Kung Fu is weird and, you know, we were just standing around kind of talking to each other and we just kind of got a little bit lazy. And I had this really eccentric Kung Fu teacher, right? And so what he did was he said, everybody get in the war room right now, right? We had this war room.
It was like this place that had this mural of a Chinese guy who was standing there with this giant sword. Right? And he was standing there with a giant sword. Right? And he was standing there with a sword and this guy in Chinese legend is like eight feet tall and apparently killed a million people in like three days without sleeping on a bridge with his sword, you know, which I'm sure is not true.
But anyways, it's definitely true in China because if you've ever seen the movies, they fly around and do spinning bat kicks with no need to regard the laws of gravity, right? So in any case, you know, so we go in the war room and I'm actually a little nervous because this guy is super eccentric, you know what I mean? Like if you ask him a question like, what would you do if I didn't have a sword? And he's like, I don't have a sword. If I did this, he'll just make you try it and just smack the crap out of you.
Right? That's how he responds. You know, what would you do if I threw a punch like this? He says, try it. Right?
That's how he'd respond to it. He's a really fascinating guy. Right? Really hilarious too. But he got in the room and we were sitting around and he was just silent for like a minute and a half and he was breathing deep like this.
And then he slammed his hand on the table. He looked us, didn't even look us in the eye. He was staring out into space and he said, you're being lazy. Time to get with it. Now, if I just told that to a bunch of lazy people, you know, it might have an effect on them.
Right? Direct and extended quotation. When you're quoting somebody else, so you can use all these patterns within direct and extended quotation. That is a true story, by the way. But you can also sort of make up a story, you know, you know, which I think is sort of funny.
We have this, we have, we don't, I don't do this a lot, but like sometimes I'll do it with really hilarious things. The first video that we had on our, on our site, we had this part where we had this story where it was like, it said, don't be a wussy in embedded quotations. It said, don't be a wussy, just join. And it was like a person quoting a person, which I just thought was the funniest thing ever to put in a presentation. That was not put there for conversions.
It was put there because I thought it was funny. Right? So directed, direct, direct and extended quotation, selectional restriction violation. This one, hold on a minute. Restriction.
My handwriting is getting worse like a lawyer violation. This one is a little bit weird, right? And really for what we're doing works better as a pattern interrupt than it does as something that's, that's more actually useful, but it still does create the same effect. It's just weird. This one's more useful if you're doing therapy or hypnosis or something, but essentially what it is assigning, assigning like conscious characteristics to something without them.
Right. And it has a kind of like pattern interrupt effect. And so an example would be if I was like handing somebody a video, you know, I would say something and Randy gauge actually used to do things like this all the time. I'm actually not sure if he was doing it on purpose, but he swore against this stuff, so who knows, but he gave me, give somebody a video and he'd say things like, you know, and I actually saw him do this on stage. You know, he was like, let me give you an example of how to put a video into somebody's hands and he put a video into somebody's hands who was in his table.
Speaker 1. Team. And he said, if you don't watch this video, the video is going to haunt you in your dreams and be angry at you. Right. He's giving the video conscious characteristics.
Now you might not think that does anything right, but it's going to get people to laugh and then they're going to kind of look at the video like this all the time. Right. Yeah. I actually, my, my brother-in-law's here and, and you know, he's, he, he had like five nights a row of dreams, you know, where I appeared in his dreams and have been like talking to him about his future and his career and stuff, which I think is hilarious. you know, I called him, I told him he's backstage.
I told him, I thought that was hilarious too, you know, but what I discovered from that is actually a few years ago I was at an event and I remember somebody, was speaking and this guy's name was Brad and Brad was making a lot of money and he's up in front of the stage drawing on a whiteboard and he said something I'll never forget because it actually happened to me years later. He looked out and he said, you know what? When I first got started in this company, my upline told me something and I'll never forget. He said, if you don't build this right now, this whiteboard is going to haunt you in your dreams. I just think it's a funny thing to say, right?
You know what I mean? the, the, this is more of a funny thing to say anyway, but it, it kind of like what it does is like a pattern or interrupt in the mind and it happens actually less frequently, but does happen in people's natural speech. People kind of slip these weird things out where they assign characteristics of something that doesn't matter to them. They don't actually have those characteristics. You know, you know, I feel what you're saying.
How? You know, it's a sound, you know what I mean? Yeah. You know what I mean? So you know what I'm saying?
So people do that. and there's other, there's other modifications of that too. You know what I mean? Like for example, sense of direction, direction is visual. You know what I mean?
There's no sensing about direction. Some people say that person has a good sense of direction, but direction is entirely visual, right? Or it's like, you know, maybe you're touching something and you're feeling like, you know, if you're blind enough, but if you can see, if you don't have a good sense of direction, it's because your internal kinesthetic, you're feeling your way around, but people with good senses of direction pay attention to external visual stimuli and that's how they find their way around. It's entirely visual, not sensory based. That makes sense.
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