Kenrick Clevelands Dark Side Patterns -- The Belief Destroyer

Operator: Good afternoon, ladies and gentlemen and welcome to our call today.
Here is your host, Kenrick Cleveland.

Kenrick: All right. Well, welcome to the call. Im excited. I cant get over again the
sheer volume of response we get on this topic. Its just--its heartwarming
to say the least and Im thrilled to have so many of us here. We have, at
last count now, exceeding 500 people wanting to join us on this call, so
what Ive done, as you can tell, its nice and quiet, is because Ive put
everybody on mute. Ive also invited a select number of my advanced
coaching group members who I will allow to interact and ask questions so
we can make sure that were as helpful as we can possibly be with the
material that youre going to receive today.

What Id like to do is just start in by telling you a little bit about why were
doing this. Of all the things Ive ever done, the Dark Side material has
received by far and away the greatest response, both positive and
negative. I have diehard fans, you may be one of them, and if not, I intend
to turn you into one today, but I have worldwide fans of this material and
I think I have worldwide haters and thats all fine and good. I learned a
long time ago, you cant please everybody all the time, so I work to please
the majority of people as best as I can and some people just arent going to
like it, and in particular, an awful lot of people did not like that I was
releasing, surely, the most devastating patterns that have ever been
released, that are so capable of psychologically destroying somebody.

Now, to that end, I decided to make the course available again. As you
know, I pulled it off the market and it just has not been available, but I
decided to make it available again for a very short period of time in April.
And so in so doing, I started thinking about the responses Ive gotten over
the years and the biggest response that we get from people that dont own
the course is, can you give me an idea of what this course covers? Weve
heard about it. People are raving or screaming about it. They call it the
most evil psychological material thats ever been released. Its the most
powerful. It can be used for good. What is an idea of what this is?

Okay, we hear that an awful lot. I dont know how many hundreds or
thousands of times Kims gotten calls like that, and emails and on and on,
so I thought Id invite you to the call today and do something really
different. I think the majority of people would invite you to a call like this
and give you a table of contents, you know, an overview and a sales pitch,
and I thought what Id do is the exact opposite. I thought what I would do
is invite you to our call today and teach you skill from the course that will
demonstrate the power of the type of material youll learn.
So, thats what were going to do, and hope that meets with your
expectation of the kind of person I am and the kind of value that I always
strive to deliver.

Before I jump immediately into a pattern, Id also--its important to me

that I cover another topic first. I know you know its coming and you need
to bear with me for a moment. My job is to teach you, it is not to be your
conscience, its not to enforce my brand of integrity and yet it is integrity
that we need to talk about as we begin. You know that I always talk about
integrity as it relates to patterns of persuasion in general, but as it relates
to these patterns in particular, its just something that I would not be
doing you any service if I didnt bring this up.

Let me give you an analogy. If you wanted to carry a gun and you wanted
to be able to shoot effectively, I could do all of the explaining in the world
of what a gun is and what it does and the effects it has when its used, and
I could show you pictures, you know, I could diagram things, I could do
all kinds of stuff, but until you actually hold one in your hand, until you
actually have one loaded and ready to use, and youve actually practiced
firing it, you cant really have an idea of what it can do and of the
incredible power that it has.

Another great analogy would be like flying an airplane. You can go to

school and you can take your ground school and you can learn all about
the wind and how it affects the airplane and how the wings work and
everything, okay, but until you get behind the wheel and try to put that
knowledge into use, youre as good as useless. Youll have some theory,
but you wont have the practice.

When I became licensed as a SCUBA diver they told us about how, when
you go under, at ever 33 feet its another--the pressure doubles, and I
heard all about this, I was like, great, and we swam around in the pool
with our tanks on, and yeah, that was fine, but when I actually got the first
weight belt on and I actually went out into the ocean and I looked up and I
saw how far down I was, I looked at my depth meter and I realized I was
at 33 feet and I felt the pressure double and at 66 feet it doubled again, I
thought, wow, nobody could ever have prepared me for that.

So, imagine for a moment that theres an 8 year old boy and theres an 8
year old boy that wants to learn to shoot and hes come to me to teach him
or hes come to you to teach him, better still, and so you say, great. Well,
look, heres a gun--and you put it in his hand--you point it at whatevers
causing the problem and you pull the trigger. Okay? There you go.

All right, now, let me just warn you, its better not to shoot anybody
because its not that good--but you give him the gun and send him off.
Okay?
Now, one day the kid gets mad, you know, someone calls him a name and
he gets really angry, and so finally he cant seem to cause the problem to
stop and he remembers he has a gun so he goes to his locker, he pulls out
his gun, and he shoots the person. And as the person is writing in agony
on the floor and the blood is spilling out, okay, the kid realizes the impact
of what hes just done.

That would be what you can do with the pattern Im going to teach you
today if you use it evilly. All right? So, I know thats got a lot of people
excited now and youre thinking to yourself, oh, my god, Kenricks really
going to give us a pattern like that. Yeah, I really am, and Im really going
to tell you how it can be used negatively and Im going to do it that way
because, A, the material--if you dont have it and only a couple of people
do, then those couple of people can hurt others really bad.

Im trying to decide how I want to do this. I did an interview with a

gentleman who was a victim of the use of some of these Dark Side
patterns and I did an interview with him and he explained in quite detail
exactly what it was like, how bad it affected him, you know, what a--how it
caused him to lose money and all kinds of things that he went through.
Id like to make that available to you guys, at least that part of it. I just
havent figured out if Im just going to release the transcript or what, but
stand by and Ill try to get something like that to you, get that interview.
One way or the other, the transcript or the interview, I'm not sure, but it
would be a great teaching tool for you if nothing else, so Im going to see if
I can do that.

But, you know, suffice it to say I had, you know, a couple of these patterns
run on me and it was horrendous. The devastation wreaked on me lasted
six months. And I was highly trained in NLP--highly trained. I was a full
on trainer having studied directly with the three originators and very
personally and directly with Richard Bandler, and I can tell you that the
pattern was so severe that it basically made me just not care about
anything, like as if nothing was important.

So, I talk to you from a position of knowledge and experience, not just,
you know, having read about something. I actually lived through this, so
what I really want you to understand the importance of how powerful
these patterns can be.

What Id like you to do is this--have you ever been at the receiving end of
a really cruel joke? Has anyone ever really made fun of you or hurt you in
some way in school? Were you ever the brunt of being picked on and if so,
do you remember how bad that felt? I bring that up simply because you
can do far worse to others, but simply because you can doesnt mean you
should. The people that did this to you shouldnt have done it. Lets not
perpetuate a bad problem, lets stop the bad problem. Lets rise above it
and lets act with integrity towards everyone, okay?

Having said all that, you know, lets jump into the patterns and Im going
to teach you one today, maybe two, that Id like you to understand I think
youll really enjoy.

The fist pattern is about uninstalling something, okay? Uninstalling

something. Now, lets just think about those words for a moment. What
does it mean to uninstall something? Well, first of all it means that
something was installed or is there and that its possible to uninstall it, to
get rid of it, to make it go away. Ill tell you that thats true for any
behavior or any value or any belief that exists within a person. Have you
ever changed? Can you think back 20 years, or depending on how old you
are, 10 years or 40 or 50 years? And are you exactly the same today as
you were back then? Probably not. Okay. So whats different? Well,
some of your beliefs have changed, some of your values might have
changed, some of your behavior certainly has changed, and youre
different. Okay?

So, things can be changed. All right? This is about uninstalling, so to

uninstall something we have to find something we dont want and get rid
of it. All right? Thats the structure of the pattern Im going to be
teaching you is getting rid of something you dont want, primarily in
another person but it can be done on yourself as well. A little harder to do
this on yourself but someone else could do it for you.

So, lets talk about the core of uninstalling. The simple way of doing that
is simply to do it by way of thinking about something that is no longer
true but that used to be. Okay? And what this does, its a deleveraging
construct. Okay? Something thats no longer true but used to be. This is-
-if you think about that, its the structure of something that is or was but
no longer is. Okay? So, if this is true in one area of our life, it can be true
in another. We just have to apply it. Thats the key.

Now Im talking about this in a way thats going to be a little surprising

maybe because Im really going to demystify this and make it very
interesting--very usable. So lets--let me give you the pattern for
uninstalling something or getting rid of it. Heres the pattern: you first of
all elicit--and eliciting--and by the way, again, lets look to the basis of the
word, elicit--elicit doesnt mean install, it means find whats there and
bring it to the surface, bring it out of somebody, okay? So, first were
going to bring out in somebody something that is no longer true but used
to be.

The second thing were going to do is were going to find out the sub
modality location of it. For those of you that dont have much of an NLP
 background, or for that matter, that you do, it doesnt matter, sub
modalities are the fine distinctions of our basic representational systems.
So, again, I dont like using these kinds of lingo words so let me just cut
them out all together and say, if you take a look at a photo you can see--
lets say it has some people in it. Well, you can see that the people are
centered in the photo or at a distance or off to one side or another. Okay?
So you can see the location of people or things in the photo and you can
also see if the photo was taken in daytime or nighttime, in other words,
you know, basically how bright the photo is. The photo could be in color
or black and white. It could be in focus or out of focus. There could be a
number of distinctions that make up the location. All right? But Im
going to primarily focus you on the location. Thats where were going to
go after because that has just an immediate impact.

All right, the next thing is, is that were going to create a pointing anchor.
Now, that may sound confusing but it couldnt be any simpler than just
literally pointing at where they say its located. All right? Why does that
become a pointing anchor? Because Ill give you a suggestion pattern you
can use that will link your point to the elicitation of that state, okay, to
where in other words, theyll feel what it is that youre pointing at. All
right? Then you simply bring up in conversation what you want them to
no longer believe in and point to the no longer true but used to be area.

Thats the pattern. Okay? Now, Im going to go through it with you and
Im going to help you understand it, but thats the pattern. The first thing
I want to do is, lets just think of some of the places that we could use
something like this and to do that Im going to invite my coaching group
that Ive just made active here on the line--Im going to invite them to
brainstorm with me for a moment and lets just think about, where could
we use the ability to de-install or get rid of a value, a belief, a behavior, or
something that we dont want someone else to have? Where could we use
something like that? So, anybody have a suggestion?

Ken: Kenrick, Im in sales and Im--I think theres times when clients have a
particular notion or something set in their mind that they have a definite
no and they dont want to participate, they dont even want to listen to
what Im selling. They dont want to listen to me when I contact them and
I feel like if I could put that negative out of the way about my product, that
it would make it a little easier for me. Am I on the right track here?

Kenrick: Absolutely. Always the pragmatist, Ken. Fantastic. Yes, on the right
track. Now, let me evaluate with you what wont work about that. Okay?
For any psychological pattern to work other than sheer terror--okay--you
have to have a degree of rapport. Let me give you a good example. The
other day, yesterday, I was busy working and writing and I hear ding
dong, and so I go to see whos at the front door and its a gentleman and a
 woman and he thanks me very much for opening the door and for being
open to what hes going to tell me and he produces a pamphlet with a
picture of Jesus on the front cover. It didnt really take any more than
that and I thanked him so much for his time and was sure that he was
doing a great work, but that I had my own faith, my own discipline, and I
just didnt have time to continue in that discussion and to please have a
really nice day and he was great and we ended that discussion. Okay?

It wouldnt have--this pattern wouldnt have helped me there. Why, Ken?

Ken: Well, you didnt have any background on him, number one. You didnt
have any more information than just what he was doing--

Kenrick: Sorry--sorry, it wouldnt have helped him. In other words, if he would

have known this pattern, he wouldnt have been able to run it on me, not
just because I know it, but why wouldnt this help him?

Ken: Because he couldnt take you there. He had no rapport with you. He
couldnt go there.

Kenrick: Perfect. There you go. Thats exactly where I was getting. Yeah. Thats
exactly right. So, he had no rapport with me and therefore he couldnt run
the pattern. So, first of all--in other words, you said, if you could just get
people to not think no the minute that they see you or the minute they
hear about your product or service, then, you know, you might be able to
use this pattern and get rid of that. You can, but the pattern presupposes
that you have the ability to get a little bit of rapport, that you can engage
them in conversation for a few moments and start the process of rapport.
And theres a lot of strategies on the Dark Side of gaining rapport quickly
too, so theres--I mean, things that we can do even outside the normal
range of what NLP talks about for rapport and that kind of thing.

But--okay, so youre right, thats one aspect that we could use. We could
knock out people from saying that they arent interested because their
lack of interest disappears when its put into this pattern. What else could
we use this pattern on? Anybody else?

Bob: Kenrick, theres a-- also in sales, a client who has an idea in his head that,
hey, you know, this is the slow season and, you know, theres really
nothing that we can do or were not going to really get any business until
after April 15th.

Kenrick: Okay, so what I would call that is an objection, right?

Bob: Correct.

Kenrick: So we could put objections in general into this pattern and make the
objection no longer true but used to be. Would that be useful?
Bob: Exactly. Yup.

Kenrick: I think it would be incredibly useful. So we can put objections in there.

What if we put our competitors in there? Could we do that?

Speaker: Awesome.

Kenrick: All of the sudden I got some attention here. Okay. Well, yes, we could put
our competitors in there. Is it the right thing to do? Look, again, you
know, I wasnt credited with writing any book at the level of the Bible,
okay, or any other religious work of that level, okay, so, you know, I cant
be your conscience, but what I can say is, we can certainly put competitors
and ideas and things in that, in my opinion, if what we have could serve
them better.

Now, we have to be careful here because now were talking about

intention and were talking about walking a fine line. We all think our
product or service is better, we have to or we couldnt sell it, but is it
really? So let me just tell you--for each of you that actually control your
products or services, if you create your products or services--is it so good
that you would buy it? Is it so incredible that you couldnt make it any
better or its as good as you can do or it is a game changer? If it is, then
man-a-living, you have an obligation to get the world out there to take
note of it, but dont buy in to your own BS, so to speak, too far. Okay? In
other words, you know, dont write the marketing letter for it and then
think to yourself, wow, look at what I got. Okay? Make sure that youre
really doing the world a service.

You could also not speak specifically about your competitors. In other
words, you know, you have competitor X. You dont have to name the
company or the person, you could put them in in general. You could
simply talk about people that do the same thing that you do while
pointing at the no longer true but used to be location. And that, in my
opinion, would be somewhat more along the lines of ethical or doable.
But again, Im not here to be your conscience. Ive already given you my
two cents worth on ethics and integrity. Im giving you exactly how these
patterns can be used and are used and youll have to be the judge of
whether or not you want to use it like that.

Im going to get to some very specific demonstration with this. Im going

to show you about how its done. Youll get to hear it, but I want to just
look at what else can be done with it. We can put objections in it. We can
put competitors in it. We can put behaviors in it that we dont like people
doing. What about people that have to go talk to a boss or a spouse or
have to think about it? We could put that in it, into the pattern, really
easily and that would--you might say, well, thats also an objection, yes,
but Im just separating it into the different types--and we could put that
 into this thing as well and diminish or eliminate, possibly, the way it
would work. In other words, their mind might just draw a big blank when
they try to do that--or worse.

Ill tell you about some of the other things you can do with this that are
just downright disgusting that I cant find any use for that shouldnt be
done but that you need to know about to defend yourself from this
pattern. Okay?

So, lets go into a little bit more length of what--how this can be done. So,
the first thing is I told you, heres how to do the pattern. You elicit
something thats no longer true but used to be. How do we do that? Well,
its really simple. Bob, can I do this with you?

Bob: You may.

Kenrick: Bob, whats something thats no longer true in your life but used to be?
For example, you used to have a bad habit and now you dont or you used
to do something that is unsavory and now you dont or anything like that?
Now, if I was with Bob in person I would be looking at him to see if hes
like nodding yes or nodding no, or if hes looking like hes grocking my--
what Im saying or not. So, Ill ask him, because were on the phone--Bob,
do you have something like that?

Bob: Oh, sure. Absolutely.

Kenrick: Okay, well, that sounds congruent to me. Okay? Lets say that I didnt get
something congruent. Okay? I would go to something simpler like this if
he said no, well, surely, Bob, you can remember living at a particular
address but you dont live there anymore, right?

Bob: No, I dont think so.

Kenrick: Well, have you ever lived somewhere else in your life?

Bob: Maybe.

Kenrick: Bob, have you ever lived in another house than where youre living right
now?

Bob: I have.

Kenrick: Okay, there we go, so you used to live there but you dont anymore?

Bob: Yeah.

Kenrick: Right.

Bob: Exactly.
Kenrick: So when you think about that house you think to yourself, hm, I used to
live there but its not true anymore. I dont live there anymore, right?

Bob: Yeah, that is right. Im not living there anymore, exactly.

Kenrick: Right, you dont live there anymore. Okay. Now, we can go to something
that simple if you need to, folks, okay? But in his case I heard something
very congruent, so, Bob, think about what you were thinking about. You
used to do something that you dont do anymore or--whatever it is, you
dont need to tell me, but you used to do it and you dont do it anymore,
right?

Bob: Right.

Kenrick: And when you think about it, Bob, youre done, right? You dont do it
anymore, right?

Bob: Exactly, I dont.

Kenrick: Okay, fantastic. Bob, when you think about that, okay, you think about it
in a way that is--maybe you visualize it or you have a picture of it or a
feeling about it or whatever, but whether you see it or you feel it or you
hear it or whatever, where is that located as you imagine this? Where is it
located?

Bob: I guess when Im thinking about it, its located in the back of my mind.

Kenrick: So, its no longer true but it used to be and you know that because its in
the back of your mind?

Bob: Exactly.

Kenrick: Now, if I were with Bob in person I would be pointing towards the back of
his mind. It doesnt matter if I do it with my right hand or my left hand,
from above his head, from pointing up and around kind of that way, but
Im going to point towards the back of his head. So, Bob, Im pointing at
the back of your head and I say, so when I point like this, you know its in
the back of your mind and its no longer true but it used to be, just exactly
like this thing, right?

Bob: Right.

Kenrick: Okay, great. And folks, thats all it takes. Ive now said it. I dont really
have to do a whole lot more. Its really that simple and thats what gets
kind of fun about this because--I know theres some of you thinking, well,
what about when you have to do it conversationally, Kenrick, youre
describing how to do it if you were in person, but what if you were doing it
conversationally? Ill get to that in a minute. But its just so easy to do
 this, it makes it so simple, and so, now, Bob, when I point to the back of
your head like this, you know that youre immediately reminded of this
thing thats no longer true but it used to be, right?

Bob: Yeah.

Kenrick: Okay, fantastic. Now, Bob, tell me how you feel when you imagined me
pointing to this imaginary spot in your head.

Bob: I wanted to go out and buy a pack of Marlboroughs.

Kenrick: But its no longer true, you dont do it.

Bob: I dont.

Kenrick: Okay. All right. So, if I point to the area thats no longer true, you kind of
have this feeling that its no longer true, I would imagine, right?

Bob: I do. Yeah.

Kenrick: Okay, so--youre sure you dont smoke Marlboroughs anymore?

Bob: Im sure.

Kenrick: Okay, great, perfect. All right, now, what if I were talking to Bob and I
said, Bob, theres a lot of other people that you could go to learn from, you
could learn persuasion you can--you know, a lot of people try to teach it--
and I point to this no longer true but used to be section in his head, right
now, and I say to him, you know, there are--you could do that, but I dont
know, you probably have a feeling like it just is like, why bother, you know
what I mean? What do you think?

Bob: Um hmm.

Kenrick: Now tell me how you actually feel as you hear me say those words, Bob?

Bob: How Im feeling--why bother studying with anybody but you, Kenrick?

Kenrick: All right, now, were joking, its fun, were having a good time, but listen to
Bob. Hes blah, blah, blah--and his brain is being twisted a little bit. Now,
really, you can study with whomever youd like, it doesnt make any damn
bit of difference to me, but you get the point of what it does. Okay? Do
you see how that--did you feel an impact how that was lessening a desire
that I just brought up by way of conversation?

Bob: Yes, I did.

Kenrick: That is how the pattern is used. You just bring up what you no longer
want them to believe in or do and point to the no longer true but used to
be area. Its just that simple.
Speaker: Kenrick, I just had a really scary thought and this really put me back in
my seat. You could literally take away anything that was important that
somebody had, like, you know, some--a value or you could take away their
thoughts of their husbands or boyfriends of spouses--you could really get
in somebodys head with this thing. This is a little bit scary.

Kenrick: Thats why its taught in the Dark Side. That--now--now--and I think--
you know what, theres a great number of people on this call that are
thinking along those lines. All of the sudden your brains are kicked into
gear and going, hmmmm. . . so, absolutely, you can knock out boyfriends,
husbands, wives, girlfriends, you can knock out anything. Thats just it.
Okay? Theres no limit to what this cant do. I mean, it is really, really
powerful.

Let me explain the limits so youll understand. I say theres no limits but
here is the limit. To the degree that youve elicited something that they
have really changed in their life, this pattern will have a like level of
influence, or to the degree that they accept that its simply no longer true
and has some kind of emotional connection, all right, that is the level that
it will have in what youre applying it to.

So, for example, lets say a person used to drink and they dont anymore,
they used to be an alcoholic and they havent drank now for 20 years and
theyre not going to start tomorrow. Its true they no longer drink. They
may still consider themselves an alcoholic but they dont drink and they
havent drunk for 20 years. That would be the kind of change, you can
elicit something like that, that can knock out anything that youre trying to
knock out. Thats the kind of thing that can do it. Or they used to smoke
two packs a day and they havent smoked at all in ten years, or they used
to weigh 100 pounds more and they dropped it and now they weigh 100
pounds less and theyve stayed with that for five years and they have not
gained it back. Thats the kind of thing. You know, they may struggle
with it every day but they are no longer that 100 pound more person.
Thats the kind of thing. Or they used to be in an abusive relationship and
they got rid of the person and theyre not in an abusive relationship
anymore. Thats the kind of thing. You elicit something of that level of
power and you will knock out whatever youre putting up into that
location. All right?

By the way, I want to--Im excited, I meant to mention a little earlier, Im

really excited to let you know, Im writing a book on this subject that will
be released--well, Im hoping in the next six months but maybe even
faster if I have my way, if I can bring myself to finish it, but Im actually
writing a book on this subject that Ill be really thrilled to be releasing. So,
itll be--were really going to advance some of the things that youre
hearing and in the program itself, wow, we get into the nastiest of the
 nasty, but also with some ideas of how to use them for the good where
possible. Some of them, theyre just used to be defensive, in other words,
you have to know them to be able to defend against them.

So, in this case, let me just show you now a couple of things about how to
use this even more effectively. I want to get more conversational. When
youre face-to-face with someone its so easy to just point and if you think
you cant do it, youre wrong. Its so easy to just point. And let me give
you now a clue because a lot of you are thinking out there, but what if I
dont point exactly right? Thats because youve seen these idiot NLP
trainers that cant train their way out of a wet paper bag--well, they can
train their way out but they cant actually use it in their real life, you
know, that will tell you how exact and precise you must be with this
pointing, and I say, hogwash, hogwash because all you have to do is imply
that your point--you could literally point to the moon or to the ground or
in circles or you could jump up and down or you could do any kind of
behavior you want and imply or suggest, when you do this, they feel that.

And what is that? Thats a language pattern, its a suggestion, and you
know, suggestions have held sway over mankind for how many millions of
years, or at least thousands depending on your viewpoint. So, all I have to
do is imply knowingly, with a knowing tone, that when I do this, youll feel
that. Thats it. Thats the structure of the suggestion, folks. Its so simple.
People want to make suggestions out to be so difficult and complex and
theyre simply not. Theyre easy. When you understand how they work,
they become easy and I think thats one of the biggest things Ive been
known for is demystifying this stuff and making it available so you can
actually use it instead of making it look like magic and gobbledygook and
nobody can--everyone says, wow, hes so great, but they cant figure out
how to do it.

Id rather everyone think, wow, youre so great, because you can do

exactly what Im talking about. So look at it this way, folks, when you get
this no longer true but used to be think, all you have to do is say, so, look,
Id like to find a way of reminding you of this feeling. When I point like
that, can you immediately go back and feel that feeling? Yes? Thats a
suggestion, folks, do it just like I did. Get it?

Bob, do you understand that?

Bob: I not only understand it, I felt it.

Kenrick: Okay, but do you understand what I mean when I say, its so easy to just
say. When I point like that or when I nod like that, or when I gesture like
that, you can go back and feel that feeling, can you not, right now?

Bob: I can. Im feeling it right now.

Kenrick: See? And its so simple. Ken, I hope youre getting that too and the rest of
you. Its so simple to link it via a suggestion. Thats how easy this is. You
just link it via suggestion.

Now, let me also say, theres another way to do this even more
conversational if youre not in front of somebody and here Id like to give
you a bit of a language pattern that you can use. You might say to
someone youre talking with early in the conversation, you know, let me
remind you of a way of thinking that we all know how to do. See, its a
way of doing things and if you follow me here for just a moment, see, we
all know how to remember something thats no longer true in our life but
used to be. So maybe theres a big habit you changed and you used to be
100 pounds more and now youre not, or you used to smoke and now you
dont or you used to be in an abusive relationship and now youre not, but
theres something that used to be bad that you changed and now it no
longer exists. Its gone out of your life. Its done. You dont do it
anymore. And I imagine just bringing up a couple of examples like that
have reminded you of something like that.

So, if you follow me for a moment, Im going to show you a way of

thinking about something. See, its a strategy your brain already knows.
Ive repeated that a number of times. If you go back and listen to this
youll hear that Ive just repeated that, I dont know, three, four or five
times, Im talking about a strategy and then Im going to suggest--and you
can use this in a number of ways. For example, you know, I could just
bring up at any time in the future, this way of thinking about things and
your brain could immediately apply that strategy to whatever were
talking about.

Do you understand what Im saying? And the person says, well, sure.
And you say, okay, great. Wonderful. And now when they bring up an
objection or they bring up something that you dont like, you can say, well,
now, we talked about a way of thinking about things a little earlier and
there may be something about that thats applicable here--and then just
continue right on because what youve just done is fired off that anchor
that youve done by anchoring to the words a way of thinking about
things. Its a little bit more advanced. I know theres a bunch of people
on this call that are advanced and are probably now going, whoo hoo.
Thank you, Kenrick. All right, well, youre welcome.

All right, I owe it to you to give you the really nasty side of this pattern,
okay? I told you how to use it, good, how to use it to help yourself, you
can use it to get rid of behaviors you dont like you can use it to do all
kinds of things, okay? But you also need to know how to defend against it,
all right? You guys ready?
Bob: Give it to us.

Kenrick: All right, here we go. What if you put someones self esteem or self
concept in the no longer true position? Think about that for a moment.
What if I elicited a persons self concept or picture of their self esteem and
I pointed to the no longer true but used to be. What would happen to that
person? I want you to be careful as Im talking to you about it, I want you
to maintain a really positive image of yourself and think really positively
because, you know, were playing with a bit of dynamite here. All right?
We really are. So think positively. Put a smile on your face. You might
change your position a little bit. Were talking very theoretically here,
okay? Yes, it can be used exactly like Im saying but for all of you, so as to
protect your own mind a little bit in the event that you arent very familiar
with these patterns, just, you know, think positively as we go through this.

For right now imagine that we put somebody elses image of their self
confidence, of their self image or self concept in the no longer true
position. Might that be a personal negate, like, it might negate who they
are? It might begin to make them doubt who they are and what they do.
You know, have you ever introduced yourself to somebody and they say,
hi, Im Kenrick and I teach persuasion strategies, and they say, hi, Im so
and so and I sell such and such. Have you ever found that peoples sense
of identity can often be wrapped up in what they do? Could you put that
sense of identity that they have in their profession into this location? Yes,
you could. And it could be a real brain---. I wont use the word in mixed
company. It could really mess them up. And it could really mess you up,
okay?

So, you need to be ready to defend against this pattern. Should someone
ask you to identify something thats no longer true but used to be, you
need to immediately be alerted and stop that conversation because its
going to go somewhere you dont want it to go. Why would they be
eliciting that if they dont want to use it to knock out objections that you
have, to knock out your--you know, to really do something devastating
like knocking out your self esteem. What if you put someones
relationship in the no longer true but used to be position? You put it--

Ken: Youd destroy it.

Kenrick: Thats right, it would. What if you put their religious beliefs in that
position?

Ken: Gone.

Kenrick: Would it knock them out? Yeah. What if a person said, you know, I just--
Im a Christian and I just cant sleep with someone before Im married.
Well, what if you put the religious things in that position? Might it then in
turn also free up the other part? And I can tell you, yes, it can, and if you
do it, you deserve what you have coming. Its not correct. It should not be
done. Yes, its possible to do, but be on guard for it being done to you.
Okay? Thats the best thing I can tell you, be on guard.

What if you want to viciously destroy a competitor in the mind of your

prospect? Could you put this in the position of no longer true but used to
be? Certainly you could. What if they have an objection that theres not
enough value in what youre offering? Could you put that in the no longer
true? Yup, you could. All right? What if you asked--this gets horrible. I
hate even talking about things this bad really. But what if you asked
someone to make a picture of what they think might happen to them
positively in the future, of where theyre going, their goals, their
objectives, but something they actually think they can reach and then you
just simply pointed to the no longer true but used to be position? Could
you knock out someones future? You bet you could.

What about if you were a college student and you were going to see your
advisor and the advisor had an ulterior motive, he wanted you to sign up
to be a doctor but you wanted to be like a scientist, a different kind, so he
asks you about what you want to be, he elicits no longer true but used to
be, and he puts your scientist objective in the no longer true but used to
be and then turns around and talks to you about being a doctor. Do you
think that that might have a giant impact? And Ill tell you, it can have
such a big impact it can floor you, it can put you right on the ground.

What if someone asked you to talk about the thing that is nearest and
dearest to your heart, that single concept that identifies you, that single
thing that makes you know youre you and uniquely you? Even if they
cant put words to it, what if they turned around and then pointed to the
no longer true but used to be position? Might it have a devastating
impact? Yeah.

Wanna take it a step further? What if after having done that on any one of
these things the person then went on to future pace that it would continue
to be like that? For those of you that dont understand the concept of
future pacing, I cover it in the course, but its a way of securing a result
and not letting it go back the other way. Thats like adding insult to injury
or another earthquake on top of the first. You know, you knock the
building down largely with the first one and the second one made it so
that you cant even tell it was there to begin with. It puts what youve
done into a locked box and it makes it impossible for them to go back and
change their mind.

I can tell you about a business that did this that I taught earlier in my
career, that did this with such negative impact that the banks pulled their
funding of the business and they werent allowed to continue because they
screwed over their clients so severely.

Okay. Do you see why I teach this? Do you see now why I brought this
out? Do you understand? Its because I want you to be defended against
this and the only defense is to know how its being done so that you can
get away from it and stop it. You dont need to listen anymore. You also
dont need to be afraid. You can just--you know, in fact, if you take any
fear of this pattern and put it in the no longer true but used to be position,
I think youll be well served because the bottom line is now, you know
how this pattern works. Of course on the other hand, you dont know how
a lot of the other patterns work, nor do you know what can be done with
them in the hands of a very skilled person. It doesnt take that much to
be skilled with these. As youre seeing, Ive given you the ability in this
call to become really skilled.

So, Im hoping youre seeing the power of what can be done and Im
hoping youre gaining some real value in how to use this in a way that will
help you and avoid it being used on you. Im going to go ahead and--well,
any quick questions about what Ive talked about to my--I want the
coaching group, any real quick questions? Anything thats not clear?

Okay, I will assume that that means that there is not, since Im not
hearing anything, so Im going to go ahead and put everybody on mute so
that I can just wrap up with a couple of quick comments. I had hoped to
have time today to talk with you about how to install something as well, so
as surely as I would take something away by using this pattern, I would
immediately turn and install something else in its place to make it more
stable and solid and people would try to do this if theyre trying to really
hurt you, they would try to install the negative. So theyve taken out the
positive, now theyre going to put in a devastating future or theyre going
to put in a lack of belief in yourself or that kind of thing. And, you know,
unfortunately Ive talked longer than I thought I was going to. I was
trying to keep it to a quick short call, but anyway, I hope this has been of
extreme value to you. Like I said, I will make the course available again
on a very limited basis. If it appeals to you, if youd like to learn how to
keep it from being done to you, if youd like to learn some of its positive
uses, I would highly recommend you take advantage of it while you can.

I cant wait to get the book out into the world and so we get more people
protected. Its just--its a real passion of mine and I know its been a real
passion of those of you that have this material. And I hope for those of
you that have it, and if you joined us on this call, youve learned some new
twists and turns and a couple of strategies that I hadnt talked about as
much that will help you to make better use of these skills in the positive as
well.
With that, Im going to bring this call to a close. I want to thank each and
every one of you for being with us. I hope you now understand why I have
the reputation I do and hopefully you understand that its because I give
solid information and also with a high effort to help you to learn to use
this with integrity and honor.

Its really been my pleasure to give you this information. Go out and use
it wisely but by all means, help yourself and make sure that youre never a
victim of these kinds of patterns.

Ill talk to everyone again real soon. Take care and thanks again for being
a part of the call. Bye-bye everybody.