Category Archives: LAB Profile

The Language of Trump & Kim

Reading what Trump and Kim each said about their meeting, it occurred to me that they were using typical LAB Profile® Trigger Language.

Trump uses Toward language and Kim uses Away From language.
Take a look for yourself, from the New York Times:

“I feel really great,” Mr. Trump said. “It’s going to be a great discussion and, I think, tremendous success. I think it’s going to be really successful, and I think we will have a terrific relationship. I have no doubt.”

Mr. Kim said: “It was not easy to get here. The past worked as fetters on our limbs, and the old prejudices and practices worked as obstacles on our way forward. But we overcame all of them, and we are here today.

And then later, as the two leaders reconvened with top aides, Mr. Trump declared of the nuclear impasse, “Working together, we will get it taken care of.”

Mr. Kim responded, “There will be challenges ahead, but we will work with Trump.”

Trump mainly uses language indicating what he wants to gain, achieve or get. This is Toward language.
Kim mainly uses language indicating what was a problem, an obstacle or things to be solved/avoided/prevented. This is Away From language.

What this means, as they go forward, is that even when they are talking about the same things, they are each moving in different directions, one trying to get something and the other wanting to prevent something from happening.

Let’s see what happens next.
Please leave your comments below!

4 Anti-dotes to stop you from giving up

As we head into 2018 many people are doing their annual planning, goal-setting activities. (Notice I didn’t say resolutions – be it resolved that….. bleh!)

A lot people I know confess to being way too busy and that shows up by not keeping their own commitments to themselves and to others!


Here are 4 anti-dotes to giving up to help you achieve what is important to you!

  1. Say-Do Principle: If you want to have long term credibility with others, apply the Say-Do Principle.

Only say you will do something if you ARE going to do it, WHEN you said you would. Hold your breath and count to 10 before spouting any ill thought-out sentences that others will take as a commitment on your part.

Make this a rule that you follow. If you have to miss a deadline, communicate a new deadline as soon as possible. This will earn you much respect and trust from everyone you care about.

  1. Detail/Big Picture: One of the most important gifts you can give yourself if you want to be successful, is to identify where to place your attention. Often people get lost in the detail when trying to make a decision and lose sight of the larger stakes.

Recently someone I know was stuck about deciding whether to take a job that would mean a move to a region where she wanted to live, because her husband had not yet found a job in this region.  She was bogged down in the logistical details, forgetting that they had decided as a couple that the big goal was to live in the new region.

When she and her husband zoomed out to the big picture, and their overall goal, her next steps were obvious. Take the job! Interestingly when she kept her commitment to their goal, her husband was offered a job almost immediately after she said yes.

  1. Options/Procedures: When people are focused on options, alternatives and possibilities, they have big struggles completing commitments. We call this the Options Pattern from the Language and Behavior Profile (LAB Profile). These folks tend to be very creative but often do not follow through on what they say they are going to do.

If someone has a preference for a step by process when they do things, what we call a Procedures Pattern, they are more likely to follow through with their commitments. In fact, when you hear Procedure language, such as “the next step, then, after that, process, how to get to the end goal”, etc., it may actually indicate that the person IS committed to doing what they said they would do.

To improve your ability to follow through and actually do what you committed to doing, get yourself into a more Procedures mode. An easy way to do this is to schedule WHEN you will do the steps needed to fulfill your commitment right in your calendar. And be a slave to your calendar. Ok, not really a slave as such — but use your calendar to guide your actual work activities, and not only your appointments with others.

  1. Delegate: If you still suck at doing what you said you were going to do; hire someone and give them the task. I do this in my work by hiring freelancers on elance.com to do many of the tasks I don’t have time for. Obviously, if your commitment was about making time for looooove with your partner, delegating this task may lead to some undesired consequences. J

The Power of Commitment

When you only SAY the things you will actually DO, suddenly you have a super power! Others trust you and treat you with respect. You get the things you want from life because you have made the commitment to do what is needed, when you said you would.

A simple commitment: Say-Do, and create whatever you want!

Comments welcome!

I was a special “secret guest”.

The last time I did that was when I was born. No one knew my Mum was going to have twins until I showed up!

Shockers, eh?

Ingrid Huttary, a German NLP trainer, invited me to participate in an Online German-language NLP Congress. She asked if I could do it in German, and I’m reminded, of course, of my favourite dialogue from The Matrix:

“Can you fly this thing?”
“Not yet.”

“Noch nicht!”
That was my answer. So she graciously interviewed me in English and went to the trouble to add subtitles in German.

The interview is about the latest developments and applications with LAB Profile(r) and my upcoming new online programs.

And you can see the interview and if your German is better than mine, you can also get free access to the video interview with top German NLP trainers.

The interview is available free from this Sunday at 6pm Central European time until Monday 6pm CET. (12 noon Eastern time Sunday to 12 noon Eastern time Monday, 3am Monday Sydney time to 3am Tuesday Sydney time)

Get access to the inappropriate snippets below and register for the free full interview:

Vimeo

Facebook

I’m wondering why Ingrid chose the snippets of the interview that she did. Or maybe I’m just getting weirder!

Enjoy!

Shelle

Meta Programs and the LAB Profile®: What’s the difference?

There are now over 550 LAB Profile(r) Consultant/Trainer Certification graduates from around the world.
“How strange,” I thought, given that NLP is used so much by trainers, facilitators, consultants and coaches, even if they don’t mention NLP.

Why haven’t more people been using the LAB Profile and contributing to the ever-increasing knowledge base, especially since the LAB Profile has become the accepted way of teaching Meta Programs in many countries?

So I asked some questions and here is an unscientific sample of what I heard on some NLPers’ beliefs about Meta Programs and the LAB Profile(r):

* Meta Programs are the same thing as the LAB Profile(r). * I already studied them and know what I need to know. * They are just filters and who needs more filters? * Nice to know but there are no practical uses for them.  What!? I was shocked!

And all these years I have been using the LAB Profile(r) along with my NLP skills to create a very lucrative practice helping organizations and people.

Since 1998 I have been certifying consultants, trainers, coaches and executives from around the world to use the  LAB Profile(r) (Language & Behaviour Profile) in business and other organizations. Highly-skilled people attend this program because they know it will dramatically increase their ability to help clients solve difficult problems as well as create a unique opportunity for their careers.

Learn more about the LAB Profile(r) »

Some Examples from my consulting business:  

  • Assisted a manufacturer to avoid a strike and get the first 5 year contract with their union in the history of the company;
  • Decoded specialized LAB Profile market research to develop successful advertising strategies;
  • Transformed entire call centre representative behaviour to stop the bleeding of customers from an insurance company;
  • Helped negotiators to increase revenue by millions of dollars by changing their behaviours with their customers.
  • Appeared on national television using the LAB Profile(r) to decode election strategies for the general public.In short, my NLP and LAB Profile skills have made my fee irrelevant in the market place. My customers are willing to pay whatever it costs to take advantage of the insights and skills afforded them by these skills. Perhaps the information has not been getting across to NLP-based trainers and consultants, so I would like to correct some misunderstandings.

What are the Differences between Meta Programs and the LAB Profile?

Meta Programs, originally developed by Leslie Cameron-Bandler (now Lebeau), describe what information a person takes in or gives out. Are they filtering for information, place, person, thing or activity? Do they notice sameness, similarities or contrasts? And many, many more filters.
When I learned these patterns in an NLP Master Practitioner program in Paris in the 1980’s, they are rarely connected to how to detect them and what to do once you know the patterns. I did learn however that some patterns were better than others; it was better to be internal than external, better to approach than avoid etc., a belief I have since rejected.

I was fascinated by the information at the time, but also thought there was nothing one could do with the information. In 1984 I translated Rodger Bailey’s LAB Profile(r) manual into French when I working in Paris.

I was immediately struck by the differences between his model and the standard NLP Meta Programs. I chose to use and develop the LAB Profile rather than any of the other psycho-metric profiling tools because of its simplicity, accuracy and usefulness. While the LAB Profile was based on the original Meta Programs and Noam Chomsky’s deletions, distortions and generalizations, only the LAB Profile consists of:

  1. A reasonable number of patterns to learn,
  2. A methodology for detecting the patterns, and
  3. A specific set of Influencing Language to match each pattern.

Meta Programs

Development

LAB Profile

Benefit

60 patterns

Summarizing, concentrating on essentials

14 practical Categories

Easy to learn and remember

No methodology

Structured approach

Questionnaire for

eliciting patterns

with clear indicators

Easy to use for research

with groups, & in casual conversations

No specific language

Research and

development of

language structures

Matches the Motivation Trigger and Influencing Language for each pattern

Dramatically increases ability to be persuasive  because it  fits language to internal mental structure

No practical

applications

On going research and development

Used for mass & interpersonal communication, self-knowledge, psycho-metric profiles

Incredible potential for creating new and rigourous applications

Rodger had also discovered some practical applications. This was something I could actually use. At the time we included the LAB Profile(r) in a program called “Managing High Performance Teams” and I began to explore what else could be done with it.

On top of this several people have used the LAB Profile(r) as a research topic for their Master’s or Ph.D. theses. Several psychological profiling tools have been developed using the LAB Profile(r) to use with individuals and teams.

(See Jay Arthur’s NLP Personal Profile, Patrick Merlevede’s IWAM, Arne Maus’ Identity-Compass and Jaap Hollander’s MPA Mind-Sonar)

All of this information on what uses trainers, consultants, facilitators and coaches are doing with the LAB Profile is irrelevant if people won’t give it a try for themselves. I wrote the book Words That Change Minds quite a few years ago to describe the Patterns and give information on how to use them for a few practical applications. But that was only the beginning.

Since then, we have discovered many more practical applications for consultants and trainers. Imagine being able to understand, and predict people’s behaviour using a rigourous, empirical and scientific method for motivation. The LAB Profile is an exciting alternative to standard problem-solving approaches which our customers have all heard before.

But don’t believe me. Check out my books Words That Change Minds and The Customer is Bothering Me at www.theShellestore.com

or have a look at the LAB Profile Consultant/Trainer Certification Program at www.LABProfileCertification.com

Please email me at shelle@successtrategies.com and visit my website for more information www.WordsThatChangeMinds.com

Here are some examples of the LAB Profile practical applications many of us have created over the years:

  • Marketing Research: Since these patterns vary by Context, several methodologies have been developed to empirically determine the different below-conscious motivations customers have for competing products and services. This is used to create whole mass communication strategies.

  • Coaching: I developed a methodology using the LAB Profile called Conversational Coaching, whereby the coach elicits conversationally the LAB Profile patterns of the present and desired state and casually overlaps the Influencing Language to enable the client to experience the desired state and develop his or her own solutions.

  • Training for Behaviour Change: Using the LAB Profile you can choose activities which will create the desired behaviour changes for any target group, first by decoding the Motivation Patterns for the group and then understanding which LAB Profile patterns are addressed by any given activity.

  • People Management: You can train managers to identify the LAB Profile Patterns and thereby the strengths of their team members, so they can adjust assignments to suit what staff members naturally do best at work.

  • Recruitment: You can do a LAB Profile for a position and corporate culture to create an advertisement that will be irresistible to those who fit and turn off those who do not fit. You can the screen the selected short-listed candidates to find the best match. (Note: The LAB Profile does not measure skills, knowledge or attitude; rather it measures whether the person has the Motivation Traits and Internal Processing to fit the tasks and the environment; in other words “fit”.)

  • Skills Training: Learning the LAB Profile will enable people to develop finely-tuned abilities in the following areas: Influencing & Persuading, Negotiating, Leadership, Conflict Resolution, Sales and Customer Service.

  • Consulting and Problem-Solving: I developed an easy to use LAB Profile methodology to diagnose and develop solutions to any communication problem. This is a favourite amongst business leaders and consultants.

  • Implementing Organizational Change: You can diagnose the present and desired organizational cultures in LAB Profile terms and determine the appropriate change methodology for maximum sustainable results.

  • Team Building: When you do a team LAB Profile, you can determine the team’s strengths and weaknesses with regards to their mandate. You can also identify communication patterns within the team and between this team and others, as well as determine the patterns of the next person to add to the team.

  • Teaching and Learning: Teachers and students can easily identify the LAB Profile Patterns which facilitate or cause difficulties in learning for individuals and whole groups. Minor adjustments can then be made to the teaching/learning methodology to correct any problems. I gave a workshop to the National Indian Education Conference in Canada (for teachers on Native Indian Reservations) on how to prevent drop-outs using this methodology.

  • Modelling: The LAB Profile Patterns can be used to decode any strategy or any skill, simply by identifying the behaviours (internal and external) used. This is an essential part of the modeling demonstrate this methodology to help students with their modeling project.

If you are interested in booking me (Shelle Rose Charvet) for a presentation, keynote or workshop contact me at shelle@wordsthatchangeminds.com.

The Language of the First Debate

What is really behind the candidates’ statements in the first US Presidential debate of 2016? While analyses have been made about who won, who fell into the other’s trap etc., I was curious clinton-trump-1st-debateabout who was using which Motivation Triggers™ and how effective they were. Were they able to use words that change minds, and if so who’s?

Motivation Triggers™ describe what motivates people, how they think, how they make decisions and how they act. They show up, hidden inside the words people use, and in their behaviour.

Here are the Motivation Triggers™ that our patented software, Libretta®, scientifically measures:

Toward Motivation Trigger™

People who have a Toward Motivation Trigger™ need a goal to be motivated. They want to achieve something and focus on where they are heading.

Away From Motivation Trigger™

When people have an Away From Motivation Trigger™, they easily notice what is wrong or should be prevented and avoided. They are motivated to get away from the things that bother them.

Internal Motivation Trigger™

People who have an Internal Motivation Trigger™ decide for themselves, based on what is important to them. They tend to reject ideas when told what to do.

External Motivation Trigger™

People who have an External Motivation Trigger™ are motivated when they are appreciated, recognized and get feedback. When making decisions they are influenced by outside people or information.

Options Motivation Trigger™

People who have an Options Motivation Trigger™ love having lots of choices and alternatives. They start things and often then start another something else, instead of completing the first activity.

Procedures Motivation Trigger™

People who have a Procedures Motivation Trigger™ prefer to follow a step by step process and often believe there is a “right” way to do things. Without a procedure they may get stuck. When they start something, they are driven to finish it.

Using the transcript from the first presidential debate in 2016 I ran each candidate’s statements, topic by topic through the Libretta® analysis.

Donald Trump used mainly Away From language when he spoke about the following topics:
the economy, trade deals, government regulations and cutting taxes. He recognizes what the issues are without focusing on solutions or goals to be met.

When talking about jobs he uses Toward language mentioning that he wants to “create tremendous jobs”, but this is a relatively rare use of Toward language compared to the number of times he used Away From and Internal language.

This indicates that he is much more concerned with problems, things he does not like and the strategies that he does not approve of. The language he uses resonates with people who are angry and upset about unemployment, and economic disparity. They respond well to someone who matches their level of anger and frustration, which Donald Trump clearly does.

Hillary Clinton, in her opening statement used more Toward and Internal language, talking about what she wanted to achieve and the goals she thought were important.

When criticizing Donald Trump, she used Away From and internal language fairly consistently and, particularly when she attacked his attitudes actions and behaviors. Her main Motivation Trigger™ was Internal – speaking from her point of view about what she thought was important for the country, but not in problem terms (Away From) nor about moving toward goals (Toward).

She finished the evening with Toward and Internal language in her closing statement, again speaking to what would be important for her to achieve during her presidency.

When Hillary Clinton used Away From language it was mostly directed at Donald Trump, and only rarely directed at issues that need to be solved. For her to attract people who respond well to Away From language, she would need to express more of the outrage at the issues that are faced by Americans who have not yet decided to vote for her and talk about how people are suffering.

This is the strategy that Barack Obama used in his “yes we can” speech. With the exception of that tagline the vast majority of his speech was identified to be in away from language.

To attract some of the Donald Trump supporters or the undecided voters, Ms. Clinton might consider switching the direction of her language (she can still say the same messages) from Toward to Away From for these particular audiences. Being selective about the language patterns per audience what would help her attract some of those undecided and some of the weaker Donald Trump supporters.

Let’s see what happens!
Please let me know what you think.
For more information on my Libretta® software: go to www.weongozi.com

 

 

 

How to Sell to Internals

How to Sell to Internals

My coaching client Brenda, the owner of a web design
and google ads management company, had done an analysis of the current web strategy for one of her prospects.Skeptical
She had unearthed valuable information but had
no way to present it
.
And her prospect, also a business owner could be difficult to deal with. Continue reading

How to Avoid Giving Up!

4 Antidotes to letting yourself and others down!Ashamed1

Have you ever noticed that some people keep on succeeding,
while others have great ideas but nothing happens with them in the end?
Do you know people who SAY they will do something and then put it off repeatedly?

Do YOU do this?
But do you know what that seemingly small decision reveals about you?
Firstly, it tells others that you are not trustworthy and cannot be counted on.
Continue reading

Ways to use NLP and the LAB Profile® to get results

I just came across an interview I did with Dianne Lowther, an excellent UK-based
NLP and business trainer, and a friend.

I re-listened to it and realized that we were talking about very practical ways to use NLP (Neuro-linguistic Programming) and the LAB Profile® to:

– create a depth of rapport and credibility with anyone
– help your coaching clients’ solve their issues without having to argue with them
– what you have to do to actually apply it
– how to increase response rates for marketing and sales
– how to get agreements sooner in negotiating and bargaining,
– how to influence people through others, when you can’t talk directly to the decision-makers,
and much more.

Have a listen yourself and see what you think!
I hope you get lots of great ideas from this!

If you open this recording on your smartphone, you can listen to it in your car, walking, running, on the train, or anywhere!

Hint Alert: There are lots of ideas in this recording. Remember the key to applying good ideas is identifying step-by-step how to use an idea. First identify your outcome, then the steps to get there. And commit to following your plan! (Is that the hardest part? lol)

Cheers,
Shelle
ps. If you want to know more about how you can get more business, better results in coaching, solving clients’ communication problems, etc.,
check out my LAB Profile® Consultant/Trainer Program
August 1 to 12, 2016, Paris, France