UNLIMITED POWER 
BY ANTHONY ROBBINS
OUTLINED BY MIKE McCONNELL
1991

SECTION I.

THE MODELING OP HUMAN EXCELLENCE

CHAPTER 1 - THE COMMODITY OF KINGS

I.	SEVEN CHARACTER TRAITS OF SUCCESS
(1)	PASSION
(A)	PETE ROSE; STEVEN SPIELBERG
(2)	BELIEF
(A)	IF WE BELIEVE IN MAGIC WE WILL LIVE A MAGICAL LIFE.
(3)	STRATEGY
(A)	ORGANIZE YOUR RESOURCES
(4)	CLARITY OF VALUES
(5)	ENERGY
(6)	BONDING POWER
(7)	MASTERY OF COMMUNICATION

II.	OTHER THOUGHTS - THE BOOK
(1)	FIRST SECTION - HOW TO TAKE CHARGE AND RUN YOUR BRAIN
(2)	SECOND SECTION
(A)	DISCOVERY OF WHAT YOU WANT
(B)	HOW TO COMMUNICATE WITH YOURSELF AND OTHERS
	(3)	THIRD SECTION – GLOBAL PERSPECTIVE; HOW WE BEHAVE, WHAT
		MOTIVATES US AND WHAT WE CAN CONTRIBUTE ON AN
		EXTRAPERSONAL LEVEL

	*	BUNKER HUNT - "FIRST YOU DECIDE WHAT YOU WANT
SPECIFICALLY; SECOND YOU DECIDE IF YOUR WILLING TO PAY THE PRICE; THIRD YOU PAY THAT PRICE." BUNKER HUNT

CHAPTER 2 - THE DIFFERENCE MAKES THE DIFFERENCE

I.	NEURO-LINGUISTIC PROGRAMMING - NLP
(1)	NLP STUDIES HOW PEOPLE COMMUNICATE TO THEMSELVES IN WAYS THAT PROVIDE OPTIMUM RESOURCEFUL STATES AND THUS CREATE THE LARGE NUMBER OF BEHAVIOR CHOICES
(2)	IT IS THE SCIENCE OF HOW TO RUN YOUR BRAIN IN AN OPTIMAL WAY TO PRODUCE THE RESULTS YOU DESIRE
(3)	YOU CAN FIND OUT WHAT ACTIONS THEY HAD TAKEN, WHAT
BELIEFS THEY HAD THAT CREATED THAT RESULT AND YOU CAN
ADOPT THOSE ACTIONS AND BELIEFS AND PRODUCE SIMILAR
RESULTS
(4)	SUCCESS LEAVES CLUES
(5)	ACTION PROVIDES RESULTS

II.	FUNDAMENTAL INGREDIENTS TO MODEL
(1)	BELIEF SYSTEM
(A)	WHETHER YOU BELIEVE YOU CAN DO SOMETHING OR YOUR BELIEVE YOU CAN'T, YOU'RE RIGHT
(2)	SYNTAX
(A)	MENTAL SYNTAX IS THE WAY PEOPLE ORGANIZE YOUR
			THOUGHTS
(B)	SYNTAX IS LIKE A CODE

CHAPTER 3 - THE POWER OF THE STATE

I.	KINDS OF STATES
(1)	ENABLING STATES
(A)	CONFIDENCE, LOVE, INNER-STRENGTH, JOY, ECSTACY, BELIEF
(2)	PARALYZING STATES
(A)	CONFUSION, DEPRESSION, FEAR, ANXIETY, SADNESS, FRUSTRATION
II.	COMPONENTS OF THE STATE
(1)	INTERNAL REPRESENTATIONS
(A)	WHAT AND HOW WE PICTURE IN OUR
(B)	WHAT AN HOW WE SAY AND HEAR IN
(2)	PHYSIOLOGY
(A)	POSTURE, BIOCHEMISTRY, NERVE
	MUSCULAR RELAXATION

*	ANYTHING THAT AFFECTS ONE WILL AUTOMATICALLY AFFECT THE OTHER (CYBORNETIC LOOP)
*	SUCCESSFUL PEOPLE ARE ABLE TO GAIN ACCESS TO THEIR
RESOURCEFUL STATE ON A CONSISTENT BASIS
*	THE ANCESTOR OF EVERY ACTION IS A THOUGHT
		EXAMPLE: BEING HOURS LATE; MAD OR WORRIED, STATE
		WILL DETERMINE
	*	ULTIMATE SUCCESS FORMULA: HE KNEW HIS OUTCOME, HE
TOOK ACTION, HE LEARNED FROM WHAT WORKED - AND IF
IT DIDN'T, HE TRIED SOMETHING ELSE UNTIL HE
	SUCCEEDED

 (3)	PHYSIOLOGY
(A)	YOUR MIND AND BODY ARE TOTALLY LINKED
(B)	THE WAY YOU USE YOUR PHYSIOLOGY - THE WAY YOU
BREATHE AND HOLD YOUR BODY, YOUR POSTURE, FACIAL
EXPRESSIONS, THE NATURE AND QUALITY OF YOUR
MOVEMENTS - ACTUALLY DETERMINES WHAT STATE YOU ARE IN

*	"IT'S A FUNNY THING ABOUT LIFE; IF YOU REFUSE TO
	ACCEPT LESS THAN THE BEST YOU VERY OFTEN GET IT.”

CHAPTER 4 - THE BIRTH OF EXCELLENCE: BELIEF

I.	SOURCES OF BELIEF
	(1)	ENVIRONMENT
		(A)	PRODIGIES - THE BELIEF THAT THEY COULD BE SPECIAL CAME BEFORE OVERT SIGNS OF GREAT TALENT.
	(2)	EVENTS, SMALL OR LARGE, CAN FOSTER BELIEFS
	(3)	KNOWLEDGE
	(4)	PAST RESULTS
	(5)	SEE YOUR FUTURE IN ADVANCE

	*	"MAN IS WHAT HE BELIEVES"
	*	"ONE PERSON WITH A BELIEF IS EQUAL TO A FORCE OF NINETYNINE WHO HAVE ONLY INTERESTS"
	*	"THEY CAN BECAUSE THEY THINK THEY CAN”

CHAPTER 5 - THE SEVEN LIES OF SUCCESS

I.	BELIEFS THAT EMPOWER PEOPLE
(1)	EVERYTHING HAPPENS FOR A REASON AND A PURPOSE, AND IT SERVES US
(2)	THERE IS NO SUCH THING AS FAILURE.	THERE ARE ONLY
RESULTS
(A)	FOR EXAMPLE: LINCOLN, EDISON
(B)	FAILURES ARE JUST FEEDBACK
	(3)	WHATEVER HAPPENS, TAKE RESPONSIBILITY
	(4)	IT IS NOT NECESSARY TO UNDERSTAND EVERYTHING TO BE ABLE
		TO USE EVERYTHING
	(5)	PEOPLE ARE YOUR GREATEST RESOURCE
	(6)	WORK	IS PLAY
		(A)	MARK TWAIN - "THE SECRETS OF SUCCESS ARE MAKING
			YOUR VOCATION YOUR VACATION"
	(7)	THERE IS NO ABIDING SUCCESS WITHOUT COMMITMENT
		(A)	W.I.T. - WHATEVER IT TAKES

CHAPTER 6 - MASTERING YOUR MIND: HOW TO RUN YOUR BRAIN

1.	PEOPLE DON'T LACK RESOURCES; THEY LACK CONTROL OVER THOSE
RESOURCES
	(A)	EXAMPLE - JUKE BOX; YOU CAN SELECT HAPPINESS OR SADNESS
2.	IF YOU DUPLICATE THE EXACT SAME ACTION, YOU CAN DUPLICATE THE RESULTS THAT PERSON PRODUCES.  BUT YOU MUST KNOW THE "INGREDIANTS" AND THEY ARE THE 5 SENSES OR MODALITIES
3.	YOU CAN CHANGE WHAT WE REPRESENT; WE CAN IMAGINE THE
WORST POSSIBLE SCENARIO OR THE BEST POSSIBLE SCENARIO
4.	JUST AS A MOVIE DIRECTOR CAN CHANGE THE EFFECT HIS MOVIE
HAS ON AN AUDIANCE, YOU CAN CHANGE THE EFFECT ANY EXPERIENCE IN LIFE HAS ON YOURSELF
	(A)	EXERCISE - PLEASANT MEMORY, MAKE IT BRIGHTER, LOUDER1 CLOSER
5.	BASICALLY, YOU CAN LIVE YOUR LIFE ONE OF TWO WAYS.  YOU
CAN LET YOUR BRAIN RUN YOU THE WAY IT HAS IN THE PAST OR YOU CAN CHOOSE TO CONSCIOUSLY RUN YOUR BRAIN YOURSELF
	(A)	FEW THINGS IN LIFE MAY INHERENT FEELING.  YOU CAN SIMPLY
RELABEL THESE EXPERIENCES AND CREATE NEW FEELINGS ABOUT THEM.

6.	SWISH PATTERNS
	(1)	INTENSIFY THE BEHAVIOR YOU WANT TO CHANGE.
	(2)	CREATE A DIFFERENT REPRESENTATION; A PICTURE OF YOURSELF AS IF YOU MADE THE CHANGE
	(3)	“SWISH” THE TWO PICTURES SO THAT THE UNRESOURCEFUL EXPERIENCE AU'I'OMATICALLY TRIGGERS THE RESOURCEFUL EXPERIENCE.

	*	DEPRESSION IS NOT A PERANNENT CONDITION LIKE LOSING A
LEG.  IT'S A STATE THAT PEOPLE CAN POP IN AND OUT OF.
	*	WHEN YOU’RE IN LOVE, YOU ASSOCIATE ALL THE THINGS OF LOVE
ABOUT SOMEONE AND DISASSOCIATE ALL THE THINGS YOU DON'T.
	*	EXAMPLE - ARGUMENTS IN MARRIAGE, WHAT IF IN THE MIDDLE OF
AN ARGUMENT YOU REMEMBERED THE 1ST TIME YOU KISSED OR DID
SOMETHING SPECIAL AND YOU MADE THAT PICTURE BIG AND
BRIGHT, WOULD THAT CHANGE YOUR STATE (?)

CHAPTER 7 - THE SYNTAX OF SUCCESS
1.	SYNTAX - THE WAY WE ORDER THE ACTIONS
2.	IF WE PRODUCE THE SAME ACTIONS, WE WILL CREATE THE SAME
OR SIMILAR RESULTS
		(A)        EXAMPLE - BAKING -THE RECIPE IS THE STRATEGY, A PLAN OF WHAT RESOURCES TO USE AND HOW TO USE THEM TO PRODUCE A SPECIFIC RESULT. (YOU CAN DUPLICATE)
3.	THERE ARE CERTAIN STIMULI THAT, IN THE RIGHT SEQUENCE,
WILL IMMEDIATELY PUT YOU IN A STATE THAT'S RECEPTIVE TO BUYING
	(A)	EXAMPLE -	ARMY - PISTOL SHOOTING - HE TAUGHT AMATEURS 
		HOW TO PRODUCE THE SAME SIGNALS TO THEIR 
		BRAIN'S - AS THE EXPERTS DID.
4.	ALL HUMAN RESULTS ARE BUILT AND CREATIONS FROM THESE
	SENSES
	(1)	VISUAL
	(2)	AUDITORY
	(3)	KINESTETICAL
	(4)	GUSTATORY
	(5)	OLFACTORY
	(A)	EXAMPLE - 	SPELLERS - CHUNKING - ALBUQUERQUE CHUNKING
		PARTS, VISUALIZE UPPER LEFT EACH CHUNK, ONCE
			WITH EYES OPEN AND ONCE WITH EYES CLOSED.
	(B)	EXAMPLE - 	DYSLEXIC KID - ALL HE NEEDED WAS TO PUT HIM IN
			STATE TO TEACH HIM.  THE EDUCATION PROCESS HAS
			BEEN GEARED TO WHAT STUDENTS SHOULD LEARN, NOT
			HOW THEY CAN BEST LEARN IT.

CHAPTER 8 - HOW TO ELICIT SOMSONE’S STRATEGY

I.	KINDS OF PEOPLES
(1)	VISUAL
		(A)	TENDS TO SPEAK QUICKLY
(B)	TENDS TO BREATH HIGH IN CHEST
(C)	TENDS TO SPEAK IN QUICK BURSTS (HIGH PITCHED,
			NASAL, STRAINED)
(D)	FACE TONES PALE		
(E)	HEAD POSITION – UP	
(F)	MUSCLE TENSION		
(G)	POINT A LOT
(H)	HUNCHED SHOULDERS
(I)	EXTENDED NECK
(J)	SPEAKS WITH VISUALS
(2)	AUDITORY
(A)	 	SELECTIVE ABOUT WORDS THEY USE
(B) 	TENDS TO BREATH EVENLY FROM WHOLE CHEST
		(C)	TENDS TO SPEAK EVEN RHYTHM, CLEAR AND A RESONATE
TONE (BALANCED TEMPO) FOLDS ARMS 
D)	HEAD POSITION – UP AND TILTED
(E)	       OFTEN FOLDS ARMS
(F)		SLOUCHED SHOULDERS
(3)	KINESTHETIC
(A)	TENDS TO SPEAK EVEN SLOWER - REACT TO FEELINGS
(B)	TENDS TO BREATH LOW IN CHEST
(C)	TENDS TO SPEAK IN LOW, DEEP TONES, SLOW SPEECH
(D)	FACE TONES - FLUSH
(E)	HEAD POSITION - DOWN & RELAXED
(F)	MUSCLE RELAXATION	
(G)	HANDS-UPTURNED PALMS THE KEY

THE KEY IS TO ADDRESS EACH KIND OF PERSONS THEIR WAY TO BE EFFECTIVE, IF IN A GROUP - TOUCH ON ALL 3 TYPES FIRST.

II.	EYE MOVEMENTS
1.	90% OF PEOPLE LOOK UP AND LEFT TO REMEMBER THINGS
2.	90% OF PEOPLE LOOK UP AND RIGHT TO ACCESS IMAGINARY
IMAGES
3.	MOST PEOPLE LOOK LEFT EAR WHILE LISTENING
4.	MOST PEOPLE LOOK DOWN RIGHT TO KINESTHETIC IMAGES
5.	IF YOUR TRYING TO REMEMBER SOMETHING, DON'T LOOK DOWN
RIGHT - IT ACTUALLY NEGATIVELY EFFECTS MEMORY
6.	STATE IS A HOTLINE TO STRATEGY
III.	STATE
	(1)	HOW TO PUT PEOPLE IN STATE
	STRATEGY ELICITATION
Can you remember a time when you were totally X'd?
Can you remember a specific time?
Go back to that time and experience it... (get them in state)
As you remember that time ... (keep them in state)
A. What was the scary first thing that caused you to be X'd?
     Was it something you saw?
	Was it something you heard?
	Was it the touch of something or someone?
What was the very first thing that caused you to be to totally X’d?
After you (saw, heard, or were touched), what was the very next thing that caused you to be totally X's?
	B. Did you…
make a picture in your mind?
say something to yourself?
	have a certain feeling or emotion?
What was the very nest thing that caused you to be X'd?
After you A’d and B'd (saw something, said something to
yourself, and so on), what was the very next thing that caused you to be totally X’d?
C. Did you…
make a picture in your mind?
say something to yourself?
have a certain feeling of emotion?
Or did something else happen?
What was the very next thing that caused you to be X’d?
Ask if the person was very X’d at this point (attracted, motivated, whatever).
If yes, elicitation is complete.
If no, continue eliciting syntax until congruent completion of state.
The next step is simply to elicit the specific submodalities of each representation in this person’s strategy.
So if the first step of the strategy was visual, you would ask:
What about what you saw (visual external)?
Then you would ask:
What was it specifically about what you saw that motivated you?
Was it the size of it?
Brightness of it?
The way it moved?
Continue this process until you have all the submodalities for the strategy. Then simply talk about something
you want to motivate that person to do by using the same syntax and the same key submodality words and then judge
by the results you produce in that person’s state.

ELICITING LOVE STRATEGIES
Can you remember a time when you felt totally loved?
Can you remember a specific time?
As you go back to that rime and experience it ...(get the person in state.)
V: In order for you to feel these deep feelings of love, is it absolutely necessary 
for your partner to show you he/she loves you by
taking you places?
buying you things?
looking at you in a certain way?…
Is it absolutely necessary that your partner show you he/she loves you in this way
for you to feel totally loved? (Judge by physiology.)
A: In order for you to feel these deep feelings of love, is it absolutely necessary for
your partner to tell you he/she loves you in a certain way? (Judge by physiology.)
K: In order for you to feel these deep feelings of love, is it absolutely necessary for
your partner to…touch you in a certain way? (Judge by physiology.)
	Now elicit the submodality. How specifically? Show me, tell me, demonstrate for me.
Test inside and outside the strategy. Judge by congruent physiology.

2.	EXAMPLE - TRACK COACH - IMPRESS WITH FACILITIES, VERSES
	CROWD SUPPORT (AUDITORY)
3.	EXAMPLE - EMPLOYEE MOTIVATION (PG. 139)
4.	CLIENTS HAVE VERY SPECIFIC BUYING STRATEGIES.
5.	COMMUNICATION DOESN'T WORK IF STRATEGIES DON'T MATCH

CHAPTER 9 PHYSIOLOGY: THE AVENUE OF EXCELLENCE
I.	GENERAL STATEMENTS
1.	PHYSIOLOGICAL MANIPULATION IS A POWERFUL TOOL FOR
CONTROLLING YOUR BRAIN
2.	PHYSIOLOGY - IS THE LEVER TO EMOTIONAL CHANGE
3.	TWO WAYS TO CHANGE STATE - CYBERNETIC LOOP
(1)	INTERNAL REPRESENTATION
(2)	PHYSIOLOGY
4.	SICKNESS AND HEALTH, VITALITY AND DEPRESSION, ARE OFTEN
		DECISIONS
5.	DEPRESSION IS A RESULT AND IT REQUIRES VERY SPECIFIC BODY IMAGES TO CREATE IT
6.	IF YOU STAND UP STRAIGHT, THROW OUT YOUR CHEST AND
SHOULDERS, BREATHE DEEPLY, LOCK UPWARD AND PUT YOURSELL' IN A RESOURCEFUL PHYSIOLOGY - YOU CAN'T BE DEPRESSED
7.	THE SECOND YOU CHANGE YOUR PHYSIOLOGY YOU CHANCE YOU?

II.	STATE
1.	STATE EFFECTS EVERY DECISION AND THOUGHT
		(A)	EXAMPLE - FIREWALK (PG~ 154)
	(B)	”OUR BODIES ARE OUR GARDENS AND OUR WILLS ARE GARDENERS” - SHAKESPEARE
		(C)	STATE CAN BEAT LIE DETECTORS
2.	BY DUPLICATING A PERSONS PHYSIOLOGY - YOU WILL B? PROVIDING YOUR BRAIN WITH THE SAME SIGNAL AS HE IS GIVING HIS BRAIN
		(A)	MODEL SOMEONE'S PHYSIOLOGY OF A PERSON YOU RESPECT. BREATHING AND FACIAL MOVEMENTS ARE IMPORTANT

CHAPTER 10 ENERGY: THE FUEL OF EXCELLENCE IKEYS TO HEALTHY LIVING

(1)	THE POWER OF BREATH
(A)	LYMPH SYSTEM ACTIVATED
(B)	CLEANSING YOUR SYSTEM
	(1)	INHALE	1 COUNT, HOLD FOR 4, EXHALE 2 COUNTS,
		TEN TIMES; 3 TIMES DAILY
	(2)	INHALE	7 COUNTS, HOLD 28, EXHALE 14 COUNTS,  
		TIMES;	3 TIMES DAILY
(2) 		      EAT WATER-RICH FOODS
		(A)	FRUITS, VEGETABLES, SPROUTS
		(B)	DRINKING WATER DOESN'T WORK
(3)	        	EAT EFECTIVE FOOD COMBINATIONS
(A)	DIFFERENT FOODS REQUIRE DIFFERENT DIGESTIVE JUICES
(B)	EAT 1 CONDENSED FOOD AT A MEAL
(C)	DON'T EAT STARCH AND PROTEIN AT SAME MEAL
(D)	THIS AFFECTS YOU WAKING UP VITALITY
(4)	LAW OF CONTROLLED CONSUMPTION
(A)	EAT LESS/LIVE LONGER
(5)	EFFECTIVE FRUIT CONSUMPTION
(A)	FRUIT IS THE PERFECT FOOD
(B)	EAT FRUIT ON AN EMPTY STOMACH
(C)	DIGESTS IN 15-20 MINUTES AND NOT IN STOMACH
(6)	PROTEIN MYTH

SECTION II.

THE ULTIMATE SUCCESS FORMULA

CHAPTER 11 - LIMITATION - DISENGAGE: WHAT DO YOU WANT?

A.	REVIEW
	(1) 	YOU LEARNED WHAT ARE THE TOOLS OF ULTIMATE POWER
(2)	YOU LEARNED HOW TO DIRECT YOUR MIND AND SUPPORT YOUR BODY
(3) 	YOU HAVE NO LIMITATIONS
(4)	KEY TO POWER IS MODELING - SUCCESS CAN BE DUPLICATED
	(5) 	EVERY EFFECT HAS A CAUSE
	(6) 	SUCCESS OR FAILURE BEGINS WITH SUCCESS
	(7)	ULTIMATE SUCCESS FORMULA
    	A)	KNOW YOUR OUTCOME
	B)	DEVELOP THE SENSORY ACUITY TO KNOW WHAT YOUR
		GETTING
C)	DEVELOP FLEXIBILITY TO CHANGE YOUR BEHAVIOR UNTIL YOU FIND OUT WHAT WORKS AND YOU CAN REACH YOUR OUTCOME
			   1.	EXAMPLE - 100TH MONKEY SYNDROME
	(1)	WHEN THE MIND HAS A DEFINED TARGET IT CAN FOCUS AND DIRECT AND REFOCUS UNTIL IT REACHES IT'S INTENDED GOAL.  IF IT DOESN'T HAVE A DEFINED TARGET, IT'S ENERGY IS SQUANDERED
	A.	EXAMPLE - YALE UNIVERSITY GRADS - 3% 
	B.	“WINNING STARTS WITH BEGINNING”
 		C.	MAKE A MAP OF THE ROADS YOU WANT TO TRAVEL IN LIFE.

B.	RULES IN FORMULATING YOUR OUTCOMES
	1)	STATE YOUR OUTCOME IN POSITIVE TERMS
	2)	BE SPECIFIC AS POSSIBLE
	3)	HAVE AN EVIDENCE PROCEDURE
	4)	BE IN CONTROL
	5)	VERIFY THAT YOUR OUTCOME IS ECOLOGICALLY SWEET AND
		DESIRABLE
				*	A CLEAR INTERNAL REPRESENSTATION PROGRAMS YOUR MIND AND BODY  TO ACHIEVE THAT GOAL

C.	HOW TO EXTERNALIZE THAT INTERNAL REALITY
	1)	START BY MAKING AND INVENTORY OF YOUR DREAMS, THE THINGS YOU WANT TO HAVE, DO, BE, SHARE.  (LET YOUR MIND ROAM FREE)
2)	GO OVER THE LIST ESTIMATING WHEN YOU EXPECT TO REACH THOSE OUTCOMES   (A JOURNEY OF A THOUSAND MILES BEGINS WITH A SINGLE STEP)
3)	PICK OUT 4 OF THE MOST IMPORTANT GOALS FOR THIS YEAR (GIVE REASONS WHY YOU CAN ACHIEVE THEM)
4)	REVIEW 4 GOALS AGAINST YOUR 5 RULES FOR OUTCOMES
5)		MAKE A LIST OF IMPORTANT RESOURCES YOU ALREADY HAVE AT YOUR DISPOSAL
6)	FOCUS ON TIME YOU USED SOME OF THOSE RESOURCES SKILLFULLY
7)	DESCRIBE THE KIND OF PERSON YOU HAVE TO BE TO ATTAIN YOUR GOALS

8)	WRITE DOWN WHAT PREVENT YOU FROM HAVING THE THINGS YOU DESIRE RIGHT NOW
9)	TAKE EACH OF THE 4 GOALS AND CREATE A 1ST DRAFT OF A STEP BY STEP PLAN ON HOW TO ACHIEVE IT
10)	COME UP WITH SOME MODELS (GOALS ARE LIKE MAGNETS)
11)	CREATE YOUR IDEAL DAY
12)	DESIGN YOUR PERFECT ENVIRONMENT

	*	RESULTS ARE INEVITABLE!
	*	MAKE A LIST OF THINGS YOU'VE ALREADY DONE THAT WERE ONCE GOALS

CHAPTER 12 THE POWER OF PRECISION

A.	HOW TO GET WHATEVER YOU WANT - "ASK"
B.	GUIDELINES TO ASKING INTELLIGENTLY AND PRECISELY
1)	ASK SPECIFICALLY
2)	ASK SOMEONE THAT CAN HELP YOU
3)	CREATE VALUE FOR THE PERSON YOUR ASKING
4)	ASK WITH FOCUSED CONGRUENT BELIEF
5)	ASK UNTIL YOU GET WHAT YOU MUST  STAY AWAY FROM FLUFF
	
	*	PERCISION MODEL (WAYS TO AVOID FLUFF)
	*	THE ROAD TO AGREEMENT IS PAVED WITH SPECIFIC INFORMATION
	*	OUTCOME FRAME - A WAY TO REDIRECT YOUR COVERSATION FROM THE
	PROBLEM TO THE SOLUTION. OUTCOME QUESTION ("WHAT")

CHAPTER 13 - THE MAGIC OF RAPPORT

		"THE FRIEND WHO UNDERSTANDS YOU, CREATES YOU.” 	
A.	RAPPORT IS THE ABILITY TO ENTER SOMEONE ELSE'S WORLD, TO MAKE HIM FEEL THAT YOU UNDERSTAND HIM, THAT YOU HAVE A STRONG COMMON BOND.

B.	RAPPORT IS THE ULTIMATE TOOL FOR PRODUCING RESULTS FROM OTHER
PEOPLE.
C.	HARMONY TENDS TO RESULT FROM SIMILARITY
D.	COMMUNICATION -	 7% - WORDS
38% - TONE OF VOICE
	              		55% - PHYSIOLOGY OF BODY LANGUAGE
	*	EXAMPLE: DON RICKLES, EDDIE MURPHY - THE KEY IS DELIVERY AND
	TONALITY NOT THE HARSH WORDS
E.	ONE OF THE BEST WAYS TO ACHIEVE RAPPORT IS THROUGH MIRRORING
OR CREATING A COMMON PHYSIOLOGY
F.	PHYSIOLOGY WORKS ON THE SUBCONSIOUS MIND
G.	MIRRORABLE TRAITS
1)	TONALITY
2)	PHRASING
3)	PITCH
4)	SPEED
5)	VOLUME
6)	POSTURE

7)	BREATHING
8)	EYE CONTACT
9)	BODY LANGUAGE
10)	FACIAL EXPRESSIONS
	11)  	HAND GESTURES
	12) 	OTHER MOVEMENTS

H.	TWO KEY TRAITS TO MIRRORING
	1)		KEEN OBSERVATION
	2)	PERSONAL FLEXABILITY
I.		A PERSON’S PRIMARY REPRESENTATIONAL SYSTEM IS THE KEY (VISUAL,
AUDITORY, KINESTETIC)
  J.	EXAMPLES OF LANGUAGE AND PHRASES (PG. 242)
K.	EXAMPLE - REAGAN, MONDALE, KENNEDY (ON 3 REPS)
STUDIO SHOW THAT SUCCESSFUL PEOPLE HAVE A GREAT TALENT FOR
CREATING RAPPORT
L.	PACING AND LEADING
M.	THE BEST SALESMAN ENTERS ANOTHER PERSON’S WORLD, ACHIEVES
RAPPORT AND THEN USES THAT RAPPORT TO LEAD  
N.	THE BEST TEACHER INSTINCTIVELY KNOWS HOW TO PACE AND LEAD    
 O.	WHAT WORKS WELL IN A CLASSROOM WORKS IN A BOARDROOM

CHAPTER 14 – DISTINCTIONS OF EXCELLENCE – METAPROGRAMS

(1)	DIRECTION
(A)	MOVING TOWARD SOMETHING
(B)	MOVING AWAY FROM SOETHING
(2)	FRAMES OF REFERENCE
(A)	INTERNAL
(B)	EXTERNAL
(3)	SORTING
(A)	SELF
(B)	OTHERS
(4)	MATHCHING
(A)	MATCHERS
(B)	MISMATCHERS
(5)	CONVINCERS
(A)	IMMEDIATE
(B)	NUMBER OF TIMES
(C)	OVER A PERIOD OF TIME
(D)	CONSISTENCY
(6)	POSSIBILITY VERSUS NECESSITY
(A)	POSSIBILITY
(B)	NECESITY
(7)	WORK STYLE
(A)	INDEPENDENT
(B)	COOPERATIVE
(C)	PROXIMITY