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How
to use Imbedded Messages to
influence people
by Michael Lovas
Part II
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When you speak or
write, who do you want to influence? Partners, clients, strategic alliances? What
if you could increase your chance of getting a successful outcome - and do it invisibly
- would you be interested in taking a look at it?
In part two of this series, we will put this methodology to work and see what imbedded
messages look like in context. Read these examples:
Example One:
If you want to learn how to set up a irrevocable trust, just give me a call.
Then, I'll show you how to use the new tax law to get the most from your retirement
benefits.
Do you see the imbedded messages? Give me a call- use the new tax law.
Example Two:
If estate tax is a concern, you may want more information and advice about how
to protect your property. Iíll be delighted to share it with you. Please, just give
me a call.
Do you see the imbedded messages? want more information- protect your property- give
me a call.
When I teach this
methodology, my students typically begin looking for the wrong things. Most often,
they think that phrases stating good ideas are imbedded messages. They're not.
Look at Example One. See the first phrase, " If you want to learn how
to set up a irrevocable trust." Is there an imbedded message in that phrase?
No. Most people argue that "set up an irrevocable trust " is one. It's
not. Setting up an irrevocable trust is too complicated a process to be addressed
in a simple short imbedded message. Other people would argue that "learn how
to set up a irrevocable trust" is an imbedded message. It's not, because it's
too long.
Look at Example Two. The first phrase, "If estate tax is a concern,"
sounds like something you'd want your clients to believe, right? If they're concerned
about estate tax, then they need a good solution. Sounds good to me. But is it an
imbedded message? No. There is no action verb. Remember, imbedded messages must start
with an action verb like: move or do, call or buy, think or consider, trust or believe.
When you think about your parents, do they buy insurance? That sentence illustrates
the essence of imbedded messages. If you're like most people, you'll picture your
parents and try to remember if they buy insurance. The people you communicate with
might never consider doing business with you - or imagine doing what you want them
to do - unless you gently suggest it to them.
Can these messages make people do something they wouldn't normally do? No. You're
not going to make people cluck like a chicken or write bad checks. Unless that's
what they would normally do.
BEWARE! Remember I said that using this information is dangerous? Here are
my disclaimers:
The Neuro-Linguistic Police have identified imbedded messages as being hazardous
to your state of mind unless you get proper training immediately. Please do not use
imbedded messages unless you use them with caution. When in doubt, consult a professional.
Do not trust anyone who uses imbedded messages without a license. If using imbedded
messages sends you into a trance, call me immediately for help!
Michael Lovas is the President of AboutPeople
- a firm that uses common-sense psychology to help insurance and financial professionals
communicate to A-level target markets with pin-point accuracy. The firm works with
professionals in Canada, England, Australia, Holland, Belgium and the U.S.
Michael is well known in insurance and financial circles for his lively and provocative
keynotes. He is also the author of two books on using psychology in marketing and
sales: Beyond Wave Marketing and Face Values - how to read people and motivate
them in 3 minutes. To learn more about how to use common-sense psychology in
your firm, contact Michael at:
Reach Michael now at:
michael@aboutpeople.com
www.credibilitymarketing.com
10718 Morning Glory Dr.
Dallas, TX 75229
(214) 366-0919
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