THE YES DECK

Transcript Manual

By Igor Ledochowski
 THE YES DECK – Transcript Manual

Table of Contents
THE YES DECK .............................................................................................................. 4
CD 1 – Introduction & The Power of Yes! .................................................................. 4
Yes Principle #1 – Focus On Mindset ......................................................................... 13
Yes Principle #2 – The Salami Tactic .......................................................................... 13
Yes Principle #3 – Stay Inside The Social Context ...................................................... 14
Yes Principle #4 – Use Frames ................................................................................... 14
CD 2 – How To Use THE YES DECK Cards, An Overview ........................................... 22
Suit #1 – Historic Questions ....................................................................................... 27
Suit #2 – Future Questions ........................................................................................ 28
Suit #3 – Conditional Questions................................................................................. 29
Suit #4 – Being Questions .......................................................................................... 29
Suit #5 – Action Questions ......................................................................................... 30
Suit #6 – Reality Questions ........................................................................................ 30
Suit #7 – Possibility Questions ................................................................................... 31
Suit #8 – Necessity Questions .................................................................................... 31
Suit #9 – Imaginary Questions ................................................................................... 31
Suit #10 – Identity Questions ..................................................................................... 32
Bonus Cards – Modifiers ............................................................................................ 33
CD 3 – Suit 1 Historic Questions & Suit 2 Future Questions ..................................... 39
Historic Questions ...................................................................................................... 39
Future Questions ....................................................................................................... 47
CD 4 – Suit 3 Conditional Questions & Suit 4 Being Questions ................................ 55
Conditional Questions................................................................................................ 55
Being Questions ......................................................................................................... 63
CD 5 – Suit 5 Doing Questions & Suit 6 Reality Questions ....................................... 72
Action (Doing) Questions ........................................................................................... 72
Reality Questions ....................................................................................................... 77
CD 6 – Suit 7 Possibility Questions & Suit 8 Necessity Questions ............................. 88
Possibility Questions .................................................................................................. 88
Necessity Questions ................................................................................................... 98
CD 7 – Suit 9 Imaginary Questions & Suit 10 Identity Questions ........................... 108
Imaginary Questions ................................................................................................ 108
Identity Questions.................................................................................................... 116

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THE YES DECK

CD 1 – Introduction & The Power of Yes!

Welcome to the Hypnosis Training Academy. I’d like to introduce you to the Power of
THE YES DECK. I want to congratulate you for bringing the Power of Yes into your life.
Everyone who’s interested in influence and persuasion are leading a happy, rewarding
successful life, really needs the Power of Yes in their life, because it’s the one root
principle from which all influence springs.

After all, influence is getting people to say yes to you, is it not? With THE YES DECK you
will have the power to get a yes out of people in almost any situation, so you become
more influential, more powerful and more successful in life. What’s more, as you’ll
discover very soon, the Power of Yes has the power to be a force for good in your own
life and in all the lives of the people that you touch. So, I really want to congratulate you
and emphasize the fact that the power of THE YES DECK is something that’s going to
enhance the quality of both your life, your relationships and the lives of the people
around you.

Now, this is CD 1, of a 7 CD program. Each CD takes you through an important set of

principles that will help you get the most out of this YES DECK and bring the Power of
Yes into your life. I’d like to walk you through a little bit of what you can expect from
each CD so you know what’s coming ahead.

First of all, this CD will introduce you to the Power of Yes. Now, you may have bought
this program in order to increase your influence, to be able to get more agreement out
of people and have other people follow your instructions and suggestions more fully.
But, of course, there’s a lot of power in yes that goes beyond that and those are the
things we want to introduce you to today. If you understand the true power of THE YES
DECK, your ability to use it becomes very natural. If you don’t, it becomes a lot harder to
understand, just how to create the language that’ll influence those around you.

So in the rest of this CD, CD 1, we’re going to…

 Introduce you to the secret to getting a yes.

 Introduce you to the psychology of yes and what it does inside people’s minds
and how to develop the mindset that always gets yeses from other people.

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 After that I want to introduce you to the psychology of getting to yes. How do
you get almost anyone to say yes to almost anything you want them to?

It’s a very simple four-step process I’ve developed and I think you’ll like it.

Finally, on this CD…

 I’ll be giving you examples and breakdowns of the Yes Set in action, just so you
know what you’ll be capable of, once you’ve gone through the entire program.

On CD 2, I want to…

 Introduce you to the power of getting yes for yourself.

This is where your practical journey begins. At the beginning of CD 2, I’m going to…

 Introduce you to all the difference exercises you can use with THE YES DECK.

If you do these exercises in sequence, not only will they be easy to do, but your power
of getting to yes, your power of getting other people to agree with you and do what you
ask them to do will skyrocket. Next, after that, I want to…

 Introduce you to the suits, all the different cards in the actual YES DECK.

We’ll begin with an overview of the suits so you understand that the different suits
actually achieve different things. There’s a different kind of language, which you’ll be
able to use to get to yes every time. Make sure you listen to the end of CD 2, because on
the final track at the end of it, we’re going to…

 Show you how to take the 100 language pattern cards here, in other words, the
100 Yes Set questions and turn them into 1000 or more Yes Set questions and all
you have to do is look at the five bonus modifier cards.

These cards will help you transform the Yes Set, from a simple persuasion tool into
something that’s so sophisticated you’ll be able to use it any time, any place, anywhere
and with anyone.

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The next five CDs in the program will…

 Take you through each and every single card in the entire deck, all 100 of them.

 I will show you how to use each card.

 I will show you what it means.

 I’ll talk to you about the psychology behind each one, so you totally understand
it.

 What’s more, I’ll show you how to start combining them with other hypnotic
principles as well as with each other, so you can use these things effortlessly,
smoothly and powerfully to be persuasive.

Now, as you listen through the CDs, CD 3 will…

Focus on the first two suits, the Historic and Future Questions.

CD 4 will…

Focus on the next two suits, in other words, Conditional and Being Questions.

CD 5 will…

Have the next two suits, in other words, Action and Reality Questions.

CD 6 will…

Are about Possibility and Necessity Questions, the next two suits.

The final CD, CD 7 will…

Deal with the final two suits in the deck, Imaginary and Identity Questions.

Now, although you can listen to any of those five CDs in any order you want, especially if
you want to pick and choose which particular suit you get drawn to and want to start
with. The one thing I do want to say is that I speak about each of the suits in a
progressive manner. That is to say, we begin with the most basic way of using the suits

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and we talk about the Historic Questions on CD 3, we just begin to use the whole YES
DECK in a very basic way.

As we progress through the series into CD 4, 5, 6 and 7, I start elaborating on the

principles so you start learning how to combine the sets together, combine the suits
together, different principles, different frames, different frameworks, so it gets more
sophisticated as we continue. So by all means, dive into any CD you want to dive into
and explore the content there, but also remember that there’s a sequence that I’ve
designed for you so that as your mind begins to understand how to use some of the
cards naturally and simply, would begin to involve your understanding by introducing
you to ever more complex and sophisticated ideas.

By the time you get to the end of CD 7, you too will be a persuasion master. All that it
takes is that you listen and do the exercises, develop that power inside of yourself.

Before you dive into the next track and really begin to master the power of getting to
yes in your life, I’d just like to really thank you for giving me the opportunity of being
your guide through this life changing process. Let’s begin our journey into the land of
influence, by looking at the secret of getting people to say yes to you.

If you’d like to imagine your mind as having as having different rooms, each time that
you’re in a different room, different abilities and habits are stored. If, for example,
you’re in your happy room you’ll have all your happy memories stored, so as you walk
inside you can see all the photographs that remind you of all the good times you’ve had.
Similarly, if you’re inside your unhappy room, your sadness room, you find all those
memories of things you’ve lost, things that have gone by, things that you’ve missed.

This is what’s known in mainstream psychology as State Dependent Learning. It’s a

phenomenon that’s been tested for the last 30-40 years and we know a lot about this.
Why is it of interest to us when we want to be more influential? It’s very simple. Just as
there are rooms inside the mind for happiness and sadness and those store certain
memories and those memories will make it most likely people behave in certain ways. In
exactly the same way you have yes rooms and no rooms.

When someone gets used to saying no all the time it’s a habit. It actually switches on a
different part of the brain, and they’ll start looking for exceptions. They’ll start looking
for reasons to disagree with you. Now, you know this, because you know individuals.
You’ve met people in your own life, that no matter what you say they always find an
exception. You’ll say it’s a beautiful day today and they’ll go yeah but, it’s probably going

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to rain later on. You might be trying to give them some advice and they’ll tell you exactly
why that advice won’t work for them.

The fact is that the advice might work, the day was a beautiful day. The big difference
was; inside their mind they’re doing something. They’ve created a mental habit of
saying no, as a result, whenever information comes in the no room is so widely open
that that is where they’ll process the information through. In other words, they’ll be
looking at things with a view to rejecting and saying no to it.

The yes room, on the other hand, is the opposite. In the yes room people are looking for
agreement. It’s natural to look for agreement. Whenever a situation occurs, you can
always find some area of grayness, in which it’s not quite black, it’s not quite white. You
could either agree or disagree. So with the agreement room open, with the yes room
open, they’ll start looking for reasons to agree with you, rather than for reasons to
reject the idea.

This happens at a neurological level. In fact, the brain operates differently when it’s
saying yes than when it’s saying no. The interesting thing is, any yes will do or any no
will do. In other words, when people are agreeing with you it doesn’t matter what
they’re agreeing with you about, it’s more likely that they’ll carry on agreeing with you
after a period of time of training. Think of it like doing exercise. If you get up in the
morning and someone expects you to start running for 100 miles, well, that’s asking for
a lot unless you’re a trained athlete.

On the other hand, if you get up in the morning and someone says hey, let’s go for a
quiet walk and as you take your walk you start warming up a bit and they start speeding
up, so you match pace and then maybe you get a little competitive from matching their
pace and you decide to walk a little bit faster than them so they break into a slow trot.
Before you know it, you’re both running at full pelt and enjoying it. Why? Because you
took the time to warm up your body to prepare it for the physical exertion ahead.

The same is true of the mind. What we’re going to do with THE YES DECK is mentally
warm up the yes part of the mind, getting the yes neurology to have more energy going
into it, more neurological connections, more neurons firing to say yes, so that yes is
where all the action happens. The beauty of this is, that any yes will do, as long as
someone is agreeing with you and is continuously agreeing with you, you’re exercising
the yes portion of their mind. That means the door to the yes room becomes wider and
wider, whilst the door to the no room automatically becomes more and more narrow
until eventually it closes completely.

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Here’s a little word of caution. When I say that any yes will do that’s absolutely correct,
as far as the mind is concerned. However, you can never take your communication, the
way that you’re interacting with people outside of whatever social context you happen
to be in. So that means you have to still pay attention to normal social cues. In other
words, don’t start being weird about this, if you walk up to a stranger on the street and
say hey, you’re wearing shoes and you have a tie and you’re wearing a jacket, a shirt
and you’re wearing a watch and you’re mannered and you’re wearing a hat and you’re
standing at the bus stop, and it’s sunny and it’s daytime. Sure, all these things are going
to get yeses out of him, absolutely.

However, at the same time as getting a yes, you’re actually going to get a hidden no.
The hidden no comes from him starting to think, what’s this strange person doing
talking to me about things I’m wearing? What does he want? In other words, you’re
going to start creating some kind of aversion or caution inside their mind, because
you’re doing something that’s breaking the social contract. On the other hand, if you’re
a therapist or a coach that’s been given some leeway to do certain things, you might be
able to say to your client hey, you came here today, you have these kinds of problems,
you’ve tried these sort of solutions.

At that point they’re going to be saying yes to all these things, even though you’re giving
them the exact same kind of shopping list. Why? Because in that social context it’s
something that’s totally permissible. So, what we’re doing here is we want to inspire
people to say yes, we do not want to annoy them. That means you have to use your
charm, your rapport and your social skills. You have to be able to pay attention to social
cues that let you know when you’re being appropriate and when not.

The beautiful thing is that THE YES DECK has got specific language that fits virtually all
social contexts. We have a certain kind of language that’s perfect for groups, certain
language that’s perfect for friends, and certain language that’s perfect for strangers.
We’ll introduce you to all the different types of language as we go through the different
suits so that you understand that they can be used in different ways or in combination.
So when you understand the normal social context, in other words, you’re a friendly
sociable person, at that point, you have a new arsenal, a wide range of tools you can use
not to just warm people’s minds up to say yes to you, but to get them locked into that
pattern so completely that they’ll actually find it hard to say no, even when the obvious
choice is to say no to you.

So remember, the secret to THE YES DECK is to get people to say yes to you and you
want overt or hidden yeses, and we’ll show you what we mean by those later down the
line. At the same time, you’re looking out for people to not say no to you and to avoid

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them giving you hidden no’s, as in the example of the person at the bus stop that
thought you were a little bit strange by asking him about his shirt, his tie, his shoes and
so on.

So, the secret to saying yes is getting people to say yes often enough that their mind
warms up and eventually locks into the pattern. In order to lock into the pattern and to
give you the permission to get enough yeses up until that point, you have to make sure
that you build rapport, you have your normal social cues in place and you’re a friendly,
charming person up until that point. At that time, your YES DECK will take care of
everything else.

I’d like to take a few moments now to talk a little about the power of bringing yes into
your life and into other people’s life. Some time ago I read a wonderful book called ‘The
Yes Man’. It’s the true story of a man from London, who lived an average, kind of boring
existence who’s getting bored with life. One day he decides to just say yes to anything
and everything. That is, as soon as someone asked him a question, no matter what the
question is he’d always answer yes. Now, the rest of the book documents his
adventures, it’s a hilarious journey of a man who used to find life boring, sitting in front
of the TV and just going to work. His career flourished. He found love. He went on
exciting journeys. He met interesting people. His whole life totally transformed. Why?
Because he discovered the power of saying yes in his life.

If you recall, back in the last session, we talked about the Power of Yes. In other words,
you had yes and no rooms. Because yes is a neurological condition it makes your mind
look for certain types of things and gives you certain kinds of experiences. So, as soon as
you allow the Power of Yes into your life things start moving on. As a rule, no cuts things
off, experiences get cut short, things die on the vine. If you have a conversation and
people who say no too often, the conversation dies out and that’s it.

On the other hand, yes puts more energy into things. The more you say yes the more it
grows, the more it evolves, the more something can happen when nothing seems to be
happening in the first place. So the Power of Yes is not just to influence and persuade
others to do your bidding. Sure, if you want to be more influential that’s a good thing. If
you’re a salesperson and need to make more sales that’s a great thing. If you’re a
teacher and you want to inspire your students to live bigger lives. That’s a fantastic
thing.

But never forget that as a hypnotist, the prime rule of going first always applies. Going
first is all about bringing that into your own life. So I’d recommend that you bring the
Power of Yes into your own lives, try it out for yourself, say yes more often. You don’t

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have to say yes to everything, but I guarantee if you start saying yes more often than
you say no, you’ll find life getting richer, happier and more opportunities will come your
way than you could possibly dream of right now.

Saying yes is the fundamental pattern to optimism. You have people who are depressive
or pessimists for whom everything goes wrong. These are people who have trained
themselves to say no and to look for things to disagree with. That’s what no really is, it’s
a rejection, a disagreement. Whereas, yes on the other hand, is an agreement. It’s
looking for things rather than looking to reject things. That’s what optimism does and if
you’ve ever read about the power of optimism in terms of your health and all the
psychological benefits that you receive from that, it’s easy to see why becoming a yes
man/woman would be a great thing to do for yourself, let alone for the people around
you.

Now, there’s another reason why I’m encouraging you to go down the path of yes. Aside
from the fact that your own life will improve, and I really do hope that it does, another
big reason for you to bring the Power of Yes into your life is because it becomes so much
easier to get other people to say yes to you, when you’re saying yes to life in general.
You see, your whole mindset changes. When your mindset changes it starts to look for
things to agree to, to look for things to say yes to. As your mind looks for things to say
yes to, it automatically presents you the frames of reference that you will need in order
to be able to talk to other people, in order for them to say yes to you.

In other words, you’ll constantly be spotting the silver linings in any cloud, in any
situation, so that people can build on that, to start saying yes and become silver miners,
rather than people that stand there and get rained on. So remember, yes is a state of
mind. Yes is more than just the power to influence. Yes gets you into a frame of mind
that’s optimistic and full of possibilities, both for you and for others. So becoming a yes
man/woman, doesn’t just make you more influential, it actually gives you the ability to
have a richer life and make the lives of those around you richer as well.

If you would like, there’s a simple experiment that you can do, which is both improving
the Power of Yes and actually enriching the quality of life, not just of yourself, but of all
the people around you. Choose a friend or person that will be your target for this
experiment and for the next two weeks, maybe even the next month, see if you can
train that person to say yes as often as possible Use THE YES DECK, and all the principles
and strategies that we’ll be talking about as we go through THE YES DECK to get them to
say yes more often.

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Now, this not only makes you more fluent in the power of getting yeses out of people,
but you’ll notice a remarkable transformation from this person. Let’s say you take
someone who’s a little depressive, a little sad or even a little jaded, and you get that
person to say yes and yes and yes again. Will they suddenly become an optimist
overnight? No. On day two will they suddenly leap out of bed with excitement? No. On
day three, will they suddenly decide that life if full of opportunities? Not yet, but they
fall. But day 4, 5, 6 things start happening.

You see, because yes is a mindset and because you’re now engaging with that person in
such a way that they cannot help but switch on the yes mindset, you’re training the
whole neurology to start thinking differently. That’s going to have an impact. It may not
be in the first week, but by the end of the second week, the third week and for sure by
the end of the fourth week, they’ll have gotten into such a habit of saying yes that just
these amazing opportunities will start happening to them.

They’ll start telling you about coincidences that never used to happen to them in their
lives. They’ll tell you about getting up in the morning and being more excited about life,
and they won’t know why it’s happening, but when they tell you about these things just
smile and nod to yourself, and realize that you’ve proven to yourself just how powerful
the Power of Yes really can be.

Let’s have a look at how you can get almost anyone to say yes to almost anything.
Remember, the basic principle is, yes is a state of mind. The more someone says yes, the
harder it is to say no afterwards. The first yes won’t do it, nor will the second, but the
fourth, fifth, tenth, twentieth, the hundredth yes you better believe it. Now, of course,
getting the yes in the first place, that very first one that leads you to the second that
leads to a third, that ultimately leads the yes that you want to hear.

Each one of those yeses is going to take a little effort and skill to get out of people. Now,
depending on where that person is coming from, you may need more effort and more
skill. In other words, there are some people that naturally like to say yes anyway. Their
yes mindset is pretty strong, so there isn’t much you have to do with people. Yet, those
other people who have practiced the no mindset so much more that you have to work a
little extra to get to a yes. The good news is, it’s very rare that you meet someone with a
chronic no pattern. In other words, someone that rejects life, rejects things so much
that has trained the no part of their brain to such a degree that it’s like one of these
bodybuilders with a huge upper body and tiny, skinny legs. The no muscle is way out of
proportion to everything else.

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Now, believe it or not, even those people can be educated, can be trained into the yes
mindset, it just takes more work and more patience. So, for the moment let’s assume
that you’re going to have interactions with normal, everyday people, because most
people are somewhere in between the two. For most people saying yes is a natural
thing to do and, they’ll have a tendency to be more cautious. In other words, to say no.
This is true, the more bad things that have happened to them in life the more they tend
to take the idea of not taking risks, saying not to things as a safer option.

The beauty is, as you go through THE YES DECK you’ll soon discover that it’s actually very
easy to defeat this kind of no pattern, get people to say yes even when they think
they’re saying no and still train their yes mindset, so you can actually liberate them from
that trap, whilst being more influential and persuasive.

Yes Principle #1 – Focus On Mindset

So the first principle in getting almost anyone to say yes to almost anything, is to focus
on the mindset. You’re looking for yeses. They don’t have to say it out loud, a head nod
is enough, or merely the fact that they smile in agreement is enough as well. In other
words, it’s a state of mind that we’re looking for, not necessarily the verbal response,
although of course, the more overt the response is… a lifting of the hand, nodding of the
head, a loud emphatic yes, the better it’ll be.

When you’re using THE YES DECK, I don’t want you to think that just by saying yes or
getting one card out and saying okay, let’s use this one pattern and then they said yes
and straightaway you ask for your favor. That’s not going to work. Just think of it this
way. Let’s say your son or daughter crashed the car last week and they come in and they
want to borrow the car. They’ll say something to you like, hey dad, do you like
chocolate? And you go yes! He goes great, can I borrow the car? And you go no. Why?
Because your agreement mindset is nowhere near warmed up enough, he’s asked for
too much too quickly.

Yes Principle #2 – The Salami Tactic

So the second principle in getting almost anyone to say yes to almost anything, is never
ask for too much too soon. You can ask for the whole car, but you have to build up to it.
The way you build up to it is to use what’s called the Salami Tactic. If there’s a salami
hanging on the wall and you want to eat all of it, you don’t go up to the owner and say
hey, give me your salami because I want to eat all of it. You go up to the owner and say

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hey, that’s a great looking salami, do you mind if I try a slice? He goes sure, I’ve got a big
salami I can give you a slice of that. So you eat a slice and you go wow that was great,
can I have another? Sure. And you ask for another and another and before you know it,
you’ve eaten the whole thing. Why did he say yes to that? Because you’re only asking
for one small slice at a time and it’s easy to say yes to that. So the second principle is to
use the Salami Tactic. Get people to say yes to things that are easy to say yes to.

Yes Principle #3 – Stay Inside The Social Context

Step three we’ve already covered, which is, stay inside the social context. Always pay
attention to the person, if you’re annoying them are they in any kind of yes mindset?
No. They’ll be looking for reasons to reject whatever you’re doing just to get rid of you
because you’re a pest. So be charming, be friendly, smile, be polite and say nice things.
In other words, keep them engaged in your conversation, because during that
conversation you’ll have the opportunity to get them to say yes more and more often.

Yes Principle #4 – Use Frames

The fourth step is to use frames. Remember we talked about the Salami Tactic. In the
Salami Tactic you don’t ask for too much too soon, you ask for a little piece here and
another little piece and another and before you know it you had a big piece and it was
easy to get because it was just a lot of little pieces you were asking for. As you build
someone up to some big thing.

For example, let’s say you are that teenage son or daughter, who wants to borrow the
car after having run into a tree the week before. You’ll know that if you go up to your
parents then and say hey dad, mom, can I borrow the car? The chances are really not
good that they’ll lend it to you. But you do know that you can build up towards it. This is
the power of setting frames.

The master of setting frames was a man called Socrates. He’d ask people questions that
were actually loaded and sounded like they were innocent and in asking what sounded
like innocent questions they were actually loaded for a certain kind of yes. Well, he got
them to agree over and over again to little things, so by the time he came to a
conclusion he could prove to people bizarre ideas.

For example, he could prove to you that convicted criminals are happier when they go
to jail and are punished, than those that get away with it. Now, you and I can both tell

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that that’s a bizarre idea to come up with. How could a criminal possibly feel better
about it? And yet, the way he uses logic, combined with the Yes Set Principle is so
beautiful that by the time you get to the end of it you suddenly think, wow, he is right
how did he do that? The secret to doing this is in setting those frames. In other words,
you get people to agree to one small thing that is innocent at the beginning, but later on
becomes very important. This is called the Consistency Principle.

Once people agree to things to the outside world, well, they’ll act consistently with
those things they’ve agreed with. Here’s an example of what I mean. Let’s say it’s a
lovely Saturday afternoon and there’s a knock at the door. As you open the door a
charming young person is there and says we’re doing a survey, just to find out people’s
attitudes towards political beliefs.

Do you believe that the environment is important? Of course you say yes.
Do you think it’s important that people should do things to preserve the environment?
Yes.

Then they go, thank you very much and they leave. You don’t think about it anymore. A
week later a different person comes by, seemingly totally unrelated and they’ll say hi,
we’re from the environmental agency and we’d like to put this big poster up on your
front lawn telling everyone to preserve water or clean up after themselves or to
conserve their environment in some way. Now, the mere fact that you said yes to the
questionnaire the week before to a completely different person, a random stranger,
makes it much more likely that you’ll say yes to having a great big billboard stuck on
your front lawn.

How do we know this? Because it’s been tested. This exact same task has been given to
people in normal urban environments and just by setting the framework with a simple
question at the beginning, over a period of time when they came back as different
people, asking for an outrageous favor, like the billboard, people were more likely to say
yes to them than if they never asked those questions in the first place.

So we’re going to use this principle whilst using THE YES DECK. How? Let’s go right back
to the scenario. You are the teenage son or daughter that just crashed a car and you
want to borrow it again. You know the chances are pretty slim that you can do it this
week, so what do you do? A few days later you might turn around and say hey, such and
such a thing happened to me, do you think people deserve a second chance? Of course,
they’ll say yes. It’s a different context, but you’ve just changed the frame. You put the
idea out there that people deserve second chances. If people deserve second chances,
then you deserve a second chance.

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A few days roll by and you say, I’ve been practicing my driving skills have you seen me?
Yes. I’d really like to have another go to drive the car. If you think I deserve a second
chance, then could I borrow it on Saturday night? Just by the fact that you built up to it
using the Salami Tactic and your Frame Control, so you set up frameworks that you’re
using later on, the chances of them saying yes at this point are very high. So here are the
four principles again, the four steps that get almost anyone to do almost anything you
ask them to.

1. Always look for a yes mindset and build it as often as you can, get 100 yeses in a
row if you can get away with it. Remember this, the more face time you have
with someone, the more time you have on the phone with them, the more
opportunities you have to warm up their yes mindset.

2. Use the Salami Tactic, never ask for too much too soon. Sometimes you can get
away with it, great. Other times, just take it back to what they will say yes to.

3. Always remember the social context. Be a happy, positive, charming person,

someone that other people like speaking to. At that point, you have the
opportunity to get more yeses.

4. Finally, set frames. As part of the Salami Tactic, don’t just ask for little bits at a
time, ask for strategic little bits. Set up frames that later on down the line you will
be using just as our teenager did when they asked whether people deserve a
second chance.

If you follow these four principles, these simple steps, you’ll find that your ability to
influence others goes through the roof and that people find it harder and harder to say
no to you. In fact, they simply won’t want to.

Listen on in the next track as I give you a few examples of the actual Yes Set that you’ll
find on these cards in action. The first example I’d like to give you of THE YES DECK in
action is a common example, something everyone is familiar with, the idea of a sales
situation. What situation are we going to use? Let’s use cars again, because everyone’s
familiar with it.

Let’s assume that you’re a car salesman and during the course of you taking someone
through, having a chit-chat, asking questions about what they want and need. In other
words, it’s your regular sales process. What you’re doing is looking for certain kinds of

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information that you can get yeses out of later on. Now, maybe 10 -15 minutes have
passed, you’ve shown them the car and asked all the questions they need to answer and
you answered all their questions, now you’re ready to do the close. You’re ready to ask
them to buy the car. You could say something like, hey are you ready to buy the car yet?
They might say yes, they might say no, it really depends on where their mind is.

Remember, yes is a state of mind. To make sure they’ll say yes, simply use the four steps
of the formula we’ve outlined earlier, in order to get them to the point where they
realize they really do want this car.

Here’s an example of how you might do this. You’re at the point at which you’d normally
ask for the sale. So you might ask something like, so, you’ve seen everything about the
car have you not? Yes. Now you did say you wanted to buy a car isn’t that right? Yes.
Were you thinking of buying one today? Yes. And does this car I’ve been showing you,
have everything you said you needed? Yes. By the way, what do you think of the extra
features? Do you like them? Can you see how much more valuable they make this car?
Yeah, of course I can. And you’re absolutely positive there’s nothing missing from the
list you came in with? Yes.

Now, I believe you told me earlier that there’s a kind of checklist of everything you need
this car to have before you know this is the car you want, isn’t that right? Yeah. So tell
me, are you absolutely sure that we’ve covered every item on that checklist of yours?
Yes. And you’re sure there’s nothing missing? No, absolutely not. Now, of course, you
know how much this car is usually worth don’t you? Yeah. And you’re aware of the
discount we’re offering today? Yes. That’s good, I just wanted to make sure that you can
see the value of that discount we’re offering and you can, can you not? Yeah,
absolutely.

You also mentioned that you didn’t need any finance isn’t that right? Yes. So you’re okay
in terms of how you want to pay for this? Absolutely. Well, I’ve checked everything I
need to check, the only thing I need to ask you now is, would you like to have the car
now or are there any other questions you want to ask me first?

Now, let’s take a step back and look at the interaction to see how we use the four step
persuasion formula, in order to get people to say yes, to buying the car. First of all, I’m
asking a bunch of questions to confirm what they were saying before. Notice, all the
questions I was asking were based on information they’ve already given me. In other
words, I know the answer to them, there are no risks in any of the questions I’m asking.
If they know the retail value of the car then I’m saying, and of course, the normal value

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of the car right? Yes. If they didn’t know that then I’d have to tell them and say, this car
is worth X amount, did you know that? I wasn’t sure if you did. No, I didn’t know.

You want to make sure they have all the information ahead of time, so when you check
the information off, just like you’re making sure they have everything they need, at that
point you’ve just walked them through 10 to 20 yeses, all in the line of duty. Most of the
questions I asked there are pretty self-evident. We’ll be covering the actual maneuvers
that are going on inside of them, much more fully as we go through the various cards in
the yes desk. Some of them inspire people to say yes because of emotions. Some
because of value and some because of other things. So these are different kinds of
frames that have been included in THE YES DECK so you can easily fill in the details
without having to think too much about what frame would be appropriate for this
situation?

The only question that I want to emphasize for you, and we’ll be coming back to this
later on when we go through THE YES DECK again, is the idea of a negative. Remember,
at some point I ask him, and you’re sure there’s nothing missing? The answer was no.
What am I doing here? Why am I asking for a no? After all this time I’ve been spending
telling you how the mindset of a yes is all important. Well, the no is actually a hidden
yes, which takes us to a very important concept.

There are essentially three ways to get yeses from people.

1. First is the overt way of getting there which is, do you like this? Yes. Very direct.

2. Second is the reverse yes. In other words, you reverse the situation, you’ll take
the no they might be tempted to say for them so they can be free to say yes.

An example of a reverse might be something like, wouldn’t you like to be happier in life?
Wouldn’t you like to have more money? Would you not like, it’s a reverse question, in
other words, I’ve introduced a mild negative myself in order to avoid the temptation for
them to have to do it.

3. Finally, we have an indirect agreement. This happens when people say no, but a
no where they’re still agreement with you.

For example, and of course you’re sure there’s nothing missing that’s on your list, right?
At that point they’ll say no, but then no is actually agreeing with you. They’re saying yes,
you’re right, I’m agreeing with you there’s nothing missing. So the word might be no,
but the answer is still a yes. In other words, what’s happening neurologically, what’s

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happening inside the mind is that the door to the yes room gets opened further. So it’s
not the sound of the word yes or the sound of the word no you’re looking for, you’re
looking at what’s happening inside of the person?

So remember that as we go through THE YES DECK and you start using it with people in
everyday situations. You can get a direct yes, an indirect yes or a reverse yes. Now, why
would you want to mix those up? If you’re just doing an FBI interview and people are
going yes, yes, yes, yes, yes it becomes too flat it doesn’t become varied and people
start triggering through the pattern too much. What you’re trying to do is create a
situation that sounds natural, that sounds like a normal conversation. In normal
conversations people are used to saying yes and no, so you may as well give them the
opportunity to say no, in a way that they mean yes.

Listen on to the next track where I’ll give you a second example, a totally different
situation of how you can use THE YES DECK to become more influential and a positive
force for good in people’s lives.

In this next example I’d like to give you a demonstration of how I used to get high level
executives to hire me for six months at a time as an executive coach at very high rates,
while I was an executive coach in the city of London. Just to put this in perspective,
these were very high level executives, board of directors and so on, which were very
difficult to get a hold of. Now, once I got into an actual meeting with someone, it was
very rare that they wouldn’t hire me as a coach. It’s all based on using the same
principles that you’re using or learning inside THE YES DECK.

Here’s an example of what I would have. Let’s say I would meet some director over
lunch or a coffee somewhere and we’d sit down and discuss some of the problems that
are facing him and why he’s interested in the coaching in the first place. Once I manage
to tease out enough information, I’d sit back and say something like the following.

Well, you’ve got this problem. Yeah. And you’ve had this problem for some time now it
seems? Yes. And you really don’t like it do you? No sir, I don’t. But you can’t seem to
shake it right? No. So no matter what you’ve tried it’s still there, and you’re a smart guy
right? Yeah. So you’ve tried X and it failed didn’t it? Yes. You tried why and that failed
didn’t it? Yes. You tried Z and that failed didn’t it? Yes. Now, I want you to know it’s not
because you’re stupid, you’re a smart guy; there’s no way you’d be in the position
you’re in right now if you weren’t. The only difference is there’s something missing
that’s got to be it, right? Yes.

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It’s simply that you don’t know how to solve the problem yet, right? Yes. As soon as you
know how the solution works you’ll be able to implement it? Then the problem goes
away doesn’t it? Yes. So the question is, would you like to learn the solution and find a
way of resolving this? Yes. I just want to make sure that this is the right problem to
solve. Once this problem goes away. Once you resolve it to your satisfaction, how good
will you feel? Fantastic! And you’re absolutely sure that you will feel this good when this
problem gets resolved, right? Yes.

So tell me, how valuable is it for you to be able to resolve this problem now? Hugely.
Well, let me tell you a little about how this coaching program works and the kinds of
solutions you’ll be exposed to and I’ll go into a little description rather than the whole
coaching process, how it works and how advanced solutions are there but people can’t
normally see because they’re thinking with the wrong mind and so on. That’s the usual
sales pitch, but notice, up to this point I’ve actually created a massive amount of yes, a
massive amount of agreement. Why? So when I present the solution to him, it’s not one
he rejects, he’s now thoroughly warmed up in the yes mindset and he’s willing to accept
the solution as something that can work for him, as a result of which, I can do my work
with him as a coach and it does work for him.

But we’re not done yet. Once I’ve presented him the solution, I still don’t ask for the
contract. Remember, I’m about to ask for a coaching contract that’s worth several tens
of thousands of dollars so I want to be absolutely sure that he’s still in the yes mindset
before I invite him to sign up as a client.

How would I do that? I’ve just presented all the information, so I might just check back
on him and say something like, does that sound like the kind of thing you’d want to do?
Yes. So I’m curious, when would you like to start seeing those changes in yourself?
Straight away of course. And you really can see the value that that would add to your
career is that right? Yes, now, I have to check this with you. Are you absolutely sure
you’re ready to make those changes now? Absolutely. I believe you, so I guess the only
question I have to ask you is, would you like to have my help in helping you to get to
that point that we’ve just been talking about? Yes, absolutely, how do we go from here?

Typically, I didn’t even have to ask them to sign up as a client. Because of the kind of
people they are, so driven for results, very often they would interrupt me throughout
my checking process and in that process, would turn around and say hang on a second,
how do we do this now? What do we do next? Where do I sign up? I’d whip out the
contract, they sign, it’s sent off to HR and before we know it I have another client signed
up ready for my business to continue.

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So notice, we’re doing the same thing again. Notice how again the questions are all
conversational, all aimed with a framework around service. I’m checking what he needs,
what he wants, but whilst I’m checking these things since I’ve already asked questions
ahead of time, I’m doing it in such a way that I’m getting more and more yeses. I’m also
including different frameworks that fit the situation. In other words, I’m remind him of
the pain that the failures have caused him. So I’m reminding him of the failures. I’m
reminding him of how difficult it’s been for him to try and resolve it, so he knows he has
to look somewhere else for help.

I’m reminding him of the value he’s going to get so he values the actual coaching
process enough to be able to pay for it. Only then do I bring up the idea of the actual
cost of the training. Very often it never even gets mentioned. Now, that is just part of
the business culture at that level, in other words, an executive level where money is
rarely something that gets discussed, it’s become assumed. However, in other situations
money might be more of an issue and you can build the idea of money into your Yes Set
just as simply and easily as we’ve demonstrated here.

I don’t want you to think that just because these examples were more sales oriented,
that that’s the only thing you can do. A hypnotherapist, for example, does a sales job on
his client, not just to get them into the session but in the session he sells them on the
idea of therapy. He sells them on the idea that they can change, that the unconscious
mind has the power to do it. If they accept that fundamental idea, therapy becomes
very easy. If they do not, then therapy very often fails.

Teachers do the same thing. They have to sell their students on the ideas and courses
they’re presenting to them, so again, getting them to a yes mindset, seeing the value of
the course, seeing why they want to do it and get excited by it is a positive thing.

Managers do this. In fact, getting employees to say yes, not just with their mouths
because they need a paycheck, but with their hearts was one of the key maneuvers that
were will train our executives in, in order to actually improve their leadership skills.

So the power of THE YES DECK reaches into every part of your life. Hopefully these
examples will give you a sense of how it can be used.

On CD 2, I’ll give you a bunch of exercises you can do with THE YES DECK as well, so you
develop the fine instincts that you can get anyone to say yes in any situation, knowing
full well that if they say yes often enough with enough steps along the way, they’ll
ultimately say yes to the things you want them to say yes to.

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CD 2 – How To Use THE YES DECK Cards, An Overview

Now I’d like to talk to you a little about how to get good at using THE YES DECK.

THE YES DECK has been designed very carefully to create the power inside of you to get
agreement out of almost anyone, almost any time, pretty much anywhere. In order to
do this, you have to be able to acquire the yes mindset yourself. This is what makes it
easy, there’s no magic in the cards. The language patterns themselves as you’ll see, are
very powerful and interesting, but they’re never going to fit the exact situation in front
of you that’s what your mind does.

So what THE YES DECK is designed to do is to prepare your mind to be able to get yeses
out of other people. How does that happen? In a moment we’ll be going through all the
suits and how they work. After that, on the next CDs we’ll be looking at each of the
language patterns in turn, in order to show you exactly how to use it and how it will
train your mind into getting more yeses than you’ve ever dreamt possible. But really, it’s
not the language pattern that gets the yes out of the other person. What the language
pattern does is it forces your mind to go looking for a certain kind of information,
certain kinds of context in the situation you’re in that will make other people say yes to
you.

Essentially what it does is it trains your brain to find the silver lining that nobody can
deny. In so doing, you actually become much more influential because you’re getting
other people to constantly agree with you, totally naturally, just a natural spontaneous
way that you communicate now. In order to develop this mindset, all you have to do is
play with the cards. Initially you’ll go through the cards almost in sequence or you’ll
shuffle them up and play around with them. The idea here is for you to familiarize
yourself with all the loaded questions that create THE YES DECK.

When you familiarize yourself with those questions your brain starts looking for the
answers, that’s what brains do. There’s an interesting study that shows that the
unconscious mind carries on looking for the answer to a question a long time after it’s
already been answered at the conscious level. So questions are very powerful ways of
getting the mind oriented towards certain things. So at the first level what you do is you
let those questions stimulate your own mind for finding solutions in a situation.

Here’s your very first exercise.

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Simple go through the cards, read a random language pattern, for example, have you
ever opened doors by… and you’ll fill in the blanks in whatever way you can that kind of
make sense. For example, have you ever opened doors by making sure that you had a
nice polished suit and clean shoes? Now, at this stage, it really doesn’t matter if you’re
getting yes out of people, what matters is that your mind goes searching for reasons to
say yes. So, whether or not a suit may have gotten someone a job or opened doors for
them in the past is actually irrelevant here. The fact is you’re looking for it. With exactly
the same question you can find many different questions to ask, for example, haven’t
you ever opened doors for yourself in your life by being kind to someone that later on
helped you out? Have you ever opened doors in your life by just working hard? If you
want more examples of how to use the language on each and every card, skip forward
to the next few CDs, they are filled to the brim with explanations of how each card
works and examples of it in action.

So your very first exercise is to just take all the cards in turn and challenge yourself to
find that silver lining, find some positive reason to fit into the blank space left by the
card. This gets your brain warmed up to find the yeses rather than the no’s.

Exercise two is a natural extension from this. Once you’ve been doing this for a few
weeks or even a few days and get the hang of it, you’re getting a feel for how to look for
that silver lining, how to look for the ideal frame that gets people to agree, the next
thing to do is carry one or two of these cards in your pocket and challenge yourself to
see how many conversations in that day you can fit that particular card in. Remember,
the key to THE YES DECK is being able to do this in everyday situations. So the more you
do it, the more you challenge yourself to do it, the better you become at it.

Now you can see the value of getting people to say yes to your normal situations can’t
you? Well then this exercise is going to be doing that for you already. Rest assured,
there are more exercises to come, which will take it even further than this, but if you do
nothing more than stop right here and just pull one card out every day and made a point
to try to find a reason to ask that question in some conversations, your influence will
already be shooting through the roof. Why? Because you’re already starting to orient
people’s minds towards agreement, rather than disagreement with you.

The next exercise is very interesting; I think you’ll enjoy this one.

In this exercise, number three, you’re going to think of some simple but random task
that you want a friend to engage in.

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It might be to watch a particular TV program. It might be to go to the movies. Keep it a

simple task, don’t ask them to clean your entire house for you or anything like that.
Then you’re going to call that friend up and you’re going to chat to them. In the course
of your conversation you’re going to start weaving in several of these cards, making sure
to use principles like the Salami Tactic and so on, in order to get them to the point
where they don’t just agree, but are enthusiastic about watching the TV show, going to
the movie or watching a play. It’s very important you bear a few rules in mind when
you’re doing this.

 First, it’s useful that you do this on the telephone.

Why? Whilst you’re on the telephone you can have the cards lying right there in front of
you and you flip them over for inspiration, something you can’t necessarily do whilst
you’re face to face with someone.

 Second, choose a topic, a simple task that you have no attachment too.

The problem is, when you really want someone to do something in particular, that need
can leak out of you in a way that can actually disturb the whole process. Have you ever
had a friend that’s a little needy and keeps hanging around too much, he’s a little too
polite, is a little bit too much too handle at any one point? You like them, they’re nice
enough people, but you wish they’d be more relaxed about things. That’s an example of
someone who’s too attached to a particular outcome, in this case, the outcome being
you liking them.

So I want you to think of a task where you really don’t care whether the person will fail,
reject it, refuse it or accept it. The point is that your mind becomes free to roam for
genuine reasons, for genuine frames that will allow the other person to get enthused by
that task, so they end up doing it. If you can get good at tasks that don’t mean anything
to you, in other words, you have no vested interest in it, you will develop the feeling,
the fine-tuned sense of awareness that you need, in order to persuade people when it’s
something that you really do genuine care about. So don’t make life difficult for
yourself, start with simple tasks that you have no attachment to.

 Three, please do bear in mind that you’ll be doing this with your friends, even
with other human beings, which means don’t ask them to do things that are
going to be to their detriment.

Don’t ask them to spend the last dime of their savings just to see if you can do it. It’s a
pointless task, a pointless way of “proving” your own power, apart from the fact that

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this shows a very poor moral choice, to be making people do things that really aren’t for
their own good. What you’d also be doing is destroying a relationship.

Relationships are based on trust. Trust means that the other person has your mutual
interest at heart as well. So, if a person finds that every time they talk to you they end
up doing something stupid, something that totally doesn’t enhance in any way at all, in
fact, is a detriment in their life then guess what? They may still do those things whilst
they’re on the phone with you, but eventually they’ll stop taking your phone calls,
they’ll stop hanging out with you. They’ll stop wanting to be your friend, and they’ll
have a right to because you’ll have abused that trust. Anyone who behaves in this way
really isn’t a nice person and ultimately will be punished by life in the form of a bad
reputation and people avoiding them.

I strongly encourage you to do yourself a great big favor, don’t seek to test the limits of
your influence by making people do things that are really not in their best interest. Start
with things that are easy, things that are really in their interest and move on to things
that are neutral, won’t damage them but won’t necessarily be the best thing in their life
either and at that point you can leave it right there. Never go into a territory which is
unethical and ultimately, will backfire if you keep up with that process.

Exercise four is the pinnacle of the use of THE YES DECK. On the next few tracks of this
CD we’ll be introducing you to the overview of each of the cards, how the different
questions work and how they become loaded, as well as the language modifiers, the
special modifiers that will allow you to create, out of the hundred cards you have here,
500, 1000 or even more. The secret comes in mixing certain modifiers, in other words,
loaded frames in with questions that you’re asking, so that you end up having a loaded
question.

A loaded question doesn’t just look for a yes, it looks for a specific kind of yes, a yes that
moves you forwards in the direction you want. Recall our teenager? If our teenager that
wants to borrow the car wants to get really sophisticated and get a yes to borrow the
car as quickly as possible, he’s not just trying to say things like hey dad, you’re wearing a
tie, you’re wearing shoes, you’re watching TV, you’re reading a paper and I’m really
annoying you. Why? Well, he might be getting a lot of yeses out of this, but it’s going to
take a lot of yeses to undo the distrust that he created when he crashed the car.

On the other hand, if he starts asking loaded questions, remember we talked about this
in step four of our persuasion formula? These are the so-called Socratic questions,
questions that are loaded with a particular frame that you’ll be able to use later on. An
example of a loaded question might be something like dad, do you believe that

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everyone deserves second chances? That, of course, is a loaded question. If they answer
yes to this, then later on when you use that question say well, I might deserve a second
chance here. At that point, it’s much more difficult for them to say no. Why? Because
everyone deserves a second chance and they’ve already agreed to this.

So, as you’ll see in the next track, all the questions in THE YES DECK are already loaded
for you. Now, in order to create your own questions, to go beyond THE YES DECK, you’ll
have to use the bonus modifiers. These are special frames to help load your questions in
a really powerful way, so when you add these up, stack them up using the Salami Tactic,
your point of view becomes virtually irresistible. If you want to see an example of this in
action, go get yourself a copy of one of the Socratic Dialogues, especially one called the
Gorgias. It’s a beautiful, though ancient example, of how THE YES DECK can make
anyone agree to almost anything.

So those are the four basic exercises.

1. Practice getting good with the use of the card.

2. Find ways of introducing these questions into day-to-day conversations as
innocently as possible.
3. Call a friend and see if you can get them to do some random tasks that is positive
for them or at the very least neutral, using these language cards.
4. See if you can escape the actual cards and go beyond them, by using the
principles embedded in the cards.

The way to do this is to use the modifiers combined with a different category of
questions. You’ll understand these perfectly by the time you get to the end of this audio
program, simply because we’re giving you so many examples of them that you’ll be able
to come up with your own.

Now remember, the purpose of what we’re doing with all of these exercises is not to
memorize these language patterns. The memorization of these language patterns is
totally and utterly irrelevant. You’ll be able to generate spontaneous questions that fit
the context absolutely and completely, once you’ve gone through this training program.
Why? Because it’s designed to develop the mindset inside of you, the yes mindset, the
agreement mindset. When your mind starts looking for those silver linings, when your
mind looks for things to agree to, when your mind starts looking for the yeses in life, it
will naturally find those things, so you can actually point them out to other people.

That’s all that an influence communicator does, he finds those things that people want
to agree to, those things that are valuable to people, and he points them out and says

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hey, have you noticed that when you get into this situation these things will also come
with it? People go wow, I hadn’t thought of that before, but you’re right I’m going to go
do it now. That’s the mindset you want and that’s the mindset that these cards will train
you to develop.

Now, there’s a hidden bonus to this. There’s a side effect, that no matter how hard you
try to get rid of, it’s really just going to stick with you and you’re going to have to live
with it. The side effect is this, don’t be too surprised if your life suddenly starts to
improve. Remember, we’re developing the yes mindset and that is the heart to an
optimistic life, a positive life. So as you’re training yourself using this YES DECK, you will
also become more optimistic about life. Opportunities that you’ve never seen before,
because your mind will shut to them, will start popping out of all kinds of places.

Why? Because your mind is looking for them now. Your mind is looking for agreement;
it’s looking for yes. It’s looking for value in all the other things that THE YES DECK is
training your mind to look for. Now, if your mind is looking for it, purely so you can point
it out to other people, well, it’ll look for it in the same way in your own life and if it’s
looking for it in your own life, well, you’ll just have more coincidences happening to you,
positive coincidences. You’ll have more things that you can say yes to in your life. As a
result, you’ll not only become more optimistic in life, you also become more successful.

I hope you can live with that side effect. Personally, I’ve got a big kick out of life the
moment I started using these cards in exactly the same way as I’ve asked you to use
them as well.

Now I’d like to introduce you to all the suits inside the deck. If you go through the deck
you’ll find there are 10 suits, plus two sets of bonus cards. We’ll deal with the bonus
cards separately. For the moment I want to go through the 10 different suits, which
complete most of THE YES DECK.

Suit #1 – Historic Questions

Historic Questions – the first deck – Historic Questions are all about looking into
someone’s past, in order to find material that they don’t agree with you with.

If you look on the top right hand corner you’ll see an icon of a man reading a history
book, just to remind you of what this one is all about.

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An example would be; haven’t you ever have opened doors by doing something or
other? So haven’t you ever opened doors in your life by helping a friend out and it turns
out that later on that person can help you back? Notice how I’m asking your mind to go
backwards to the past, look for a bit of information, come back to the present moment
and agree with me.

You’ll notice all the cards inside the Historic Questions have something within people’s
past, which you can use in order to get a yes from them. We’ll go through each of the 10
cards to step-by-step breakdown the content of it, how it works and how to use it,
giving you plenty of examples later on. For now, just remember, Historic Questions are
questions that look into someone’s past, in order to make them agree with you in
whatever way you need them to.

Suit #2 – Future Questions

Future Questions – second deck – If Historic Questions looked backwards at the past,
then Future Questions will look forward into the future.

You can recognize the Future Questions from the little icon of a person in a waiting
room. In other words, waiting for the future to happen.

What this particular suit is doing is asking people to project inside their minds, into a
future scenario in which something happens that they wish to happen or if they don’t
wish to happen, in order for them to be able to agree with you. For example, when you
see how convenient it is to have this product in your life. That means they have to go
forwards into the future. Think about having the product in life, come back and go yeah,
I can see that’s convenient.

Again, we’ll show you step-by-step how to use all the different versions that we’ve
created for you there, on later recordings. For now, just remember Future Questions
send people’s minds into the future.

The next is interesting. You’ll recognize it through the icon of someone lying in bed with
a question mark over it, so you don’t quite know what condition the person’s in,
sleeping, healthy or lying in bed daydreaming.

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Suit #3 – Conditional Questions

Conditional Questions – third deck – The point of these questions are, it takes away the
pressure of having to make an immediate decision and ask a question in the ideal range.

In other words, if the ideal world was happening and everything was in the right place,
would you do this? There are certain things people would agree to doing, if everything
else was fine, and certain things they wouldn’t agree to. For example, if the world was a
perfect place, and you had all the money and wealth you wanted, would you kill
someone? Most people would say no to that, and I sincerely hope you’re one of them.

If, on the other hand, it said to you if money was no object and you had all the time in
the world, would you go out and help poor people? Chances are you might say yes.
Why? Because I created the conditions that take away the reasons why you might
otherwise say no to me. So again, we’ll look through all the Conditional Questions step-
by-step later on, so you can understand how each different card works, giving you
plenty of examples. For now, just remember, Conditional Questions set up a scenario in
which all the conditions, all the possible reasons for someone objecting have been
taking care of and all you’re doing is getting an agreement in principle. Of course, this
kind of agreement is much easier to get because no one is actually committing to
something, at least, not that they’re aware of yet.

Suit #4 – Being Questions

Being Questions – fourth deck – these are all questions about how someone is.

You’ll recognize these by the icon of the person radiating their being into a room.
Essentially, the Being Questions ask people about how they are right now. Are you the
kind of person that enjoys life? Well, if you are, then that’s a yes I have. If you’re not,
then I’ve just got myself a no. But it doesn’t matter so much, because I’m asking at the
moment about who you are as a being. If I already know about you somewhat, then I
can frame it in such a way that I’ll get a yes.

For example, aren’t you the kind of person that wishes they could make all their
problems go away or resolve them as they arose? Notice, I’ve asked you a question
which is almost a no-brainer. I’ve asked about what kind of person you are and how you
feel right now and what you want. These are all questions about your current state of
being.

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Suit #5 – Action Questions

Action Questions – If Being Questions are about who you are right now or how you are,
then Action Questions are about what you’re doing or what you wish to do.

You’ll recognize these by the icon of people doing jumping jacks.

For example, do you feel excited by the idea of being able to influence more people?
Notice now, I’m asking you about an emotion that’s going on inside right now, how
you’re doing that. Before we go any further, I’d like to pause here and I want you to
notice something. A lot of these different categories become similar at some point,
when you present ideas.

For example, sometimes the boundary between what kind of person you are, how you
are being right now and what you are doing right now can be blurred. How do you feel
right now? Are you doing the feeling or are you being that feeling? Same thing for
Future or Conditional Questions. Can you project your mind into this scenario, which
happens to be conditional? The reason I’m mentioning this here now, is that it really
doesn’t matter what questions you end up asking other people, the whole point of
these different categories is more to get your mind sensitive to different ways of getting
agreement, switching on the yes room inside people’s minds.

Whether it’s one type or another honestly, it doesn’t matter. It’s just that the language
fits more cleanly into one category or another, hence, we’ve categorized them in this
way. When you’re actually using them, however, what matters is the agreement you
get, is the yes that’s inside someone’s mind. It doesn’t matter what category you
happen to be using to get to that yes.

Suit #6 – Reality Questions

Reality Questions – sixth deck - In Reality Questions you’re literally checking someone’s
reality, how they see the world and what they think is real.

You’ll recognize these from the icon of two people standing by a counter checking
something out.

These cards are very similar to the Being Questions. The difference between the Being
Questions and the Reality Questions are, that the Being Questions are about who the
person is right now. How are you right now? How are you being? Versus the reality
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check questions, which are all about, how is the world right now? So one’s about the
individual and the other is about their perception of the world.

Suit #7 – Possibility Questions

Possibility Questions – seventh deck – Possibility Questions are all about things that
could be. Can it be this way? Can it be that way?

You’ll recognize this suit from the picture of an elevator that could be going up or down.

In terms of the language, these are called modal operators of possibility. In terms of
what you’re doing, what you’re asking people, these are similar to Conditional
Questions but different. They’re about what people are capable are capable, what is
possible inside the world.

Suit #8 – Necessity Questions

Necessity Questions – eighth deck – Necessity Questions are about how the world
should be, what has to be true, what has to exist. In other words, there is no choice
implied anymore.

You’ll recognize these by the icon of a life jacket, implying that when you’re out in the
water it’s necessary to have a life jacket just in case you fall in.

These go hand-in-hand with the Possibility Questions, in that, possibility is about what is
possible and necessity is about what is necessary, also known as modal operators of
necessity. In other words, there is no choice implied anymore. Whereas, Possibility
Questions allow a form of choice, you can be this way or you can be that way. Necessity
Questions are only about one choice; it has to be this way. You should be that way.
People should be this way, and so on.

Suit #9 – Imaginary Questions

Imaginary Questions – ninth deck – Imaginary Questions are a gift that you’re going to
ask people to unwrap.

You’ll recognize this suit from the icon of a gift box.

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With these questions you’re going to take them on a flight of imagination to an amazing
place where they can’t help but agree with you at how amazing this place really is. You’ll
notice that there’s a lot of overlap between the Imaginary Questions, the Conditional
Questions and even the Future Questions since they’re all playing in the same ball park.
They’re teasing out slightly different nuances and we’ll show you exactly what those are,
later as we go through each of the cards card by card to give you example of how they
work.

For now, just think of the Imaginary Questions as those which take people through the
flight of the imagination, in order to get them to agree with you that whatever
imaginary scenario you’ve created as something that’s very agreeable.

Suit #10 – Identity Questions

The final suit of cards is…

Identity Questions – tenth deck – These are questions about someone’s personal
identity.

You’ll recognize it from the icon of the police officer checking someone’s ID or the
immigration officer checking someone’s passport out.

These are very powerful questions that go right to the heart of someone’s identity. We
all have an identity; someone we believe that we are or someone that we wish other
people to perceive us as being like. We all carry this identity around with us. Some of us
might be considered intelligent. Some of us want to be considered by our jobs, our
careers… doctors or nurses. Others look by other things they do, an artist or a parent. All
these things are identities.

If you take the identity of someone away from them, very often they’ll feel totally lost.
They don’t know what to do with themselves anymore, because it’s almost like they’ve
lost their purpose, their reason for being. Of course, you and I both know that human
beings are much more than the identities that they cling to. However, psychologically
speaking, because people cling to these identities so intensely, if you can tap into their
identity and get an agreement with that, it creates an almost unbreakable frame that
they have to remain consistent with later on when you ask for something.

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Here’s an example of what I mean. Let’s imagine you’re in front of a group of people
and you want to talk to them about hypnosis, and you tell them, who here thinks that
understanding how people work on the inside would be critical in order to be able to
persuade and influence them? Now everyone’s hands go up, of course. Understanding
how people are inside is a crucial step in the whole persuasion formula.

Let’s fast forward a few minutes and you tell them about how hypnosis allows you to
take a tour inside of people’s minds, so you understand how different people think.
Instantly you created the conditions in which everyone there, let’s just create an
identity that they think this is a critical skill to have in life. Means that now they think
hypnosis is a critical skill to have in life. You’ve created those conditions by plugging
directly into a perception of their own identity.

Now, let’s turn to the bonus set of cards.

Bonus Cards – Modifiers

Bonus Modifiers – this is a very interesting suit. You’ll notice when we get into it that
every one of the cards in each suit has a certain pattern.

In other words, of the 10 cards you find in each of the 10 suits, two of the cards will
follow a particular kind of pattern, another two another kind and so on and so forth.
There are five different patterns in total, so now we have the 10 different types of
questions with five different patterns, five different frames that you’re using, in order to
get an agreement out of them. So remember, just as a 10 different type of questions, in
other words, historic, future, Identity Questions and so on. Those are questions about
where you go to look for the agreement, what kind of information you’re looking for.

The bonus modifiers are the frames you’ll set around the questions in order to get an
agreement, that just like the Salami Tactic and Frame Control we talked about before,
allows you to move a step closer towards a goal. So you always want to frame your
questions in such a way that it takes you closer towards the ultimate question that you
have in mind. Here’s an example of what I mean.

Do you remember our naughty teenager that crashed the car, but wants to borrow it
anyway? So he can ask questions about the past, present, future, conditional and so on.
An example of a question might be like, you know dad, if I could absolutely prove to you
that I’m a totally safe driver, much safer than most people on the road as a result of
what’s happened, do you think I’d be able to borrow the car again sometime? Notice
he’s asking a completely conditional question. However, he’s also setting a frame up

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which, later on, he can turn around and say well, I’ve proven what I promised I would
prove and now it’s your turn to keep up your end of the bargain. You said I could borrow
the car when I’ve proven it. I’ve proven it, so now it’s time for me to have the car, thank
you very much.

That’s a crude way of describing how these things work. So the bonus modifiers fall into
five different categories of frames that help you mind find that silver lining in any
situation, so that people are swayed, not only to agreeing with you, but like the Salami
Tactic, giving ground bit by bit until the whole of what you want becomes a totally
reasonable thing to agree to.

Modifier #1 - Value Frames

The first set of bonus modifiers are called Value Frames, which are all around how
people perceive what is valuable in their life.

As a rule, if you want people to do something, pay for something or engage in some kind
of activity, they have to have some sense of value. Now, the value of it could simply be
that they’re having lots of fun. The value of it could be that they gain something. The
value might be that some people perceive them as being more respectful, powerful,
handsome or whatever it might be, but there’s always some kind of a value involved at
point. So, you can frame all your questions to make sure they look for the value in
something and make sure that people recognize that value.

This is something every important for you to realize. A lot of times there is hidden value
in virtually any situation, virtually any context and most people don’t recognize that
value until you spell it out for them. Why? Because it takes brain power to have to sit
down and think about it before they value it. Think of it in terms of your own life. How
many times did you need to lose something before you realized truly, how valuable it
was? I can give you lots of examples.

Some time ago, I hurt my toe. Now, it wasn’t until that point when I needed to walk
around the streets of London with a damaged toe that I suddenly realized just how
important a tiny little toe really can be. How did I find out? Because without it, having to
walk and trying to avoid putting any pressure on that toe was such an awkward
experience, so I either had pain because I walked on the toe or I felt awkward because I
was limping around the place trying to avoid putting pressure on the toe. Now, did I
have any idea how important my toes were until that point? Absolutely not, but after
that experience I really appreciated my toes much, much more.

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The same is true of people we have in our lives. We’ll take them for granted until they’re
no longer there and suddenly we start missing them going, I wish I had used my time
more wisely. I wish I’d asked them the right questions. I wish I’d hung out with them
more. I wish I’d just been kinder or something like that. So with the Value Frame
questions, what they do is, they tease out the true value of any item, service, product,
idea, experience and it reminds people, this is the real value of it, so that when they
come in and actually make the choice about whether or not to engage in that
experience, buy that product or do whatever, that they’re doing it with the full
knowledge that they’re actually going to be gaining value or that they’re risking losing
that value if they don’t go there.

Modifier #2 - State Questions/Frames

The next set of bonus modifiers are State Questions/Frames. States are about feelings
people have. We are motivated by feelings.

In fact, all of our feelings are based on a feeling initially and later on using logic and
reason, will be justified. There’s an interesting quirk in our psychological makeup that
shows that when we try and keep feelings out of decisions that we make, we actually
end up making worse decision, more irrational decisions, so it’s totally impossible to
keep feelings out of any decision-making process, which means that when you influence
people you want to remind them about which feelings they can have, so you do that by
finding the right frames of reference, so the feelings can be evoked.

What kind of feeling is it we’re asking for? Typically, we’re looking for positive feelings,
how excited will you feel when you have this? How thrilling will that experience be?
How touching will it be when you can do this? Of course, you can also take the reverse
frame and say, who else is frustrated by these ideas? Who else doesn’t want these
experiences here? That’s a more sophisticated version of the same idea, but essentially
we’re looking for certain feelings that people are attracted to and hence will agree to,
were repelled by and hence will push away.

Incidentally, if you look at the bonus modifier cards, you’ll find examples of frames, of
words that represent those frames listed for you, so that you can create your own
questions on the fly. It’s just a question of understanding the category. Am I having a
future question, Historic Question or something like that? Understanding the frame, am
I going to have a Value Frame, a State Frame or desire? Then, you combine the two,
which forms a natural question, a very simple question which, when you ask it has
already created an agreement inside someone’s mind.

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So one way of looking at the entire YES DECK is just as an example of the magic mixture
between the right kind of questions and the right kind of frames, to load those
questions in your favor.

Let’s continue with the bonus modifiers.

Modifier #3 - Desire

The next bonus modifier is called Desire. Technically, desire is a subset of the state,
because it’s a feeling.

When you want something, when we desire it, it’s a feeling that you have. But desire is
such a powerful and motivational state that we can actually find many different ways of
finding the desire in people’s minds. How do you do this? You remind them about the
things that they want, the things that they need, the things they demand in their life,
the things that they crave. These are things that will give them the kind of feelings that
will move them in a very powerful way towards action, towards agreement, towards
doing something you want them to do.

Modifier #4 - False Choice

The next set of bonus modifiers is called False Choice. False frames are interesting, in
that they use a form of very persuasive pseudo logic called black and white thinking.

Most people when presented a choice, do you want this or that, will exclude the rest of
the world. In other words, they’ll think that the only possibilities they can choose from is
point A which is black, point B which is white and it’s just a question of which they think
is better. So the secret to using the False Choice Frame is to present people with two
extreme choices, one very positive, one very negative.

For example, who else prefers having people listen to them and do what they say over
being totally ignored and walked all over like a doormat? Notice what I’m doing here.
I’m creating a very harsh contrast between you either have influence or you’re being
abused by others walking all over you and so on. Now, technically all kinds of things in
between exist, but by setting the frame this way, provided it gets accepted, and
remember, if you’re doing this in the middle of the whole Yes Set, a whole strategy of
using yesses, than the chances of people busting through the logic of this are very
minimal anyway so that the only choice you have is between Heaven and Hell. Where

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you going to go? Most people would go to Heaven. Why? Because that’s what attracts
them.

So the False Choice Frame is all about presenting a choice between something that’s
very black and very white, and then asking people to choose which one they’d rather
have. Of course, you already know which one they’d rather have.

Modifier #5 - The Discovery Frame

The final modifier is called the Discovery Frame. This speaks to our very human need to
know stuff, to know secrets, to uncover stuff, to have the inside track on something, to
get an advantage. It basically talks to our curiosity. It’s part of the human spirit.

So if you can make people curious, if you can make them want to know something, well,
you’ve already got agreement with them. After all, who else wants to know the secret to
life? There’s an example of one. Who else wants to know how to influence people any
time, any place, anywhere? How would you like to ferret out that key secret, the one
thing you can do that will double your influence in any situation, almost instantly?
Notice what I’m doing h ere, I’m actually making you big promises and now it’s up to me
to be able to keep those promises later on. That has to do more with personal ethics.

In the meantime, what am I getting? I’m getting your agreement. You have to agree
with me. When I say to you, would you like to have the key secret that’ll make you more
influential? Why wouldn’t you want it?

So there you have it, those are the five bonus modifiers and you’ll find them sprinkled
throughout the 10 suits, the 10 magic questions for your YES DECK. The reason I’ve
pulled these out separately for you is for you to be aware that you can ask any question
or any type of question, using any one of these frames and any language of that kind of
frame. So I’ve given you lots of examples of each kind of frame with each kind of
question, but you can turn them around.

Just because the Historic Questions only say, have you ever opened doors by doing
something? Or, haven’t you been blessed with something else? It doesn’t mean you
can’t create your own Historic Questions mixed together with the Value Frame. For
example, haven’t you ever seen the value in being more influential? Have you ever
found it crucial to influence a person so you can get ahead in life? Notice, those two
language patterns I just mentioned do not exist, they’re not in the deck, but you get to
create it on your own by simply modifying what you have there with the language in the

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bonus materials so that you can go out there and create almost any Yes Set in almost
any situation, just by being familiar with how these things work.

Of course, in order to get good at how you do this, all you have to do is practice first
with the regular Yes Set deck, just to make it easy for you to do in any situation. Then,
start modifying it. You’ll switch around the frames within any particular question, to find
a friend that’s more suitable for you, more suitable for the context.

For example, if you want to again a Historic Question, but rather than opening doors
because that doesn’t fit the context, you want people just to see this as being
something valuable. For example, having happiness in your life is a valuable thing, but it
won’t necessarily open doors in your life, although having doors open in your life is also
a valuable thing. So you might just ask a simple question like, haven’t you ever realized
how valuable it is just to be happy? People are going to say yes, of course, it’s valuable
to be happy.

You get to create exactly those kinds of frames, those kinds of loaded questions on your
own, now that you’ve got the bonus modifier cards you can change any of the language
patterns and the other cards to fit the context that you have in front of you.

The final set of bonus cards are the green cards at the end of the deck. These are merely
samples of the other decks we have to offer, just for those who are curious about other
things we have. You can look at those at your leisure or you can get into training
yourself with the regular YES DECK, it’s entirely up to you.

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CD 3 – Suit 1 Historic Questions & Suit 2 Future Questions

Historic Questions

Let’s begin by looking at the first suit of cards, the Historic Questions.

Remember, these are the ones with the icon in the top right corner of the person
reading through a history book. What we’re doing here is looking back into the past,
someone’s personal history, in order to find reasons for them to agree with you with.

In this suit we’re going to go through the five key frames and give you two examples of
each of the key frames in action. So, we have the…

1. Value Frame
2. State Frame
3. Desire Frame
4. False Choice Frame
5. Discovery Frame

In this suit you’ll find two examples of each of those five frames, giving you a total of 10
cards. The first card is an example of the Value Frame, combined with a Historic
Question. You’ll notice it’s got different variations. For example, you can ask the
question have you ever opened doors with something or other? You can also ask the
negative version, haven’t you ever opened doors by doing so and so?

Remember, there are three ways that we can essentially get an agreement. We can ask
a direct question, direct agreement. We can have a reverse question for a reverse
agreement and we ask for an indirect agreement. An indirect agreement is when they
say no, but are actually agreeing. A reverse agreement is when you put the negative into
your own question, making it easier for them to find the positive and, of course, a direct
question, direct agreement you just ask it straight out.

Why do we do this? Well, because you can have variations. If all you’re doing is asking
direct questions for direct agreement, it’s very simple to spot the pattern and people
might start going, what’s this person doing? Why am I being set up for? But, if you mix
the three different types of agreement, it’s a lot harder for people to spot the pattern.
As a result, they’re not going to be so wary and think, is this person setting me up for
something? So just consider in your own life, haven’t you ever opened doors for
yourself by helping other people out?
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Notice what we just did there, I sent you into your past to look for an example when you
helped yourself by helping somebody else. Notice, of course, that I’m using a reverse
question at this point to get that answer. I could also turn it around and just ask you,
have you ever opened doors for yourself by simply helping someone else out without
realizing where it could lead to? Notice again, I’ve asked you very directly. So now it’s
your turn, find as many different ways to use the Historic Question coupled with this
particular Value Frame to find the value. Incidentally, the value that people are finding
right here is, of course, the idea of opening doors for yourself. That’s a valuable thing.
Your life becomes easier when you manage to open doors that would otherwise be
closed.

The next card in the sequence is exactly the same, although the frame is slightly
modified. It’s still a Value Frame, we’re still looking for value in the other person’s life,
only this time the value is in recognizing that you have something positive in your life. In
other words, you’ve been blessed in some way. Haven’t you ever been blessed by being
kind to a stranger? Haven’t you ever been blessed with friends? Haven’t you ever been
blessed by helping someone else out and realizing that that person ended up being very
important to you in your own life?

Notice what I’m doing here? I’m asking you to recognize the blessing of certain
situations in your past. Now you can fit almost any situation into this context, in other
words, into the idea that there’s value here. How? Remember, we’re talking about
blessings here and anything can be a blessing. Have you ever been blessed by having the
ability to influence the right person at just the right time when you really needed to?
Now, with the use of THE YES DECK, you’ll be blessed a thousand times over more,
because you’ll be able to do it more often and in more situations.

So notice what I’ve just done here, I’ve got a yes out of you and then I’ve attached my
influence pattern, the reason, at the end of it. That’s how you can use THE YES DECK
very eloquently. That was just using one example of what we’re talking about here. So
you can now combine those two, for example, asking a question like… Haven’t you ever
opened doors for yourself by being kind to other people or influencing them in some
way? Haven’t you been blessed in your own life, by being able to persuade just the right
person at just the right time when you really needed to? Can you see the value of how
important it is to be able to influence other people, whether you’re doing it on purpose
or not?

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Notice, now we’ve created a much smoother Yes Ladder. I’ve given you more examples
of something, as a result of which, my conclusion at the end is that much more
powerful. Why?

 First of all, your yes mind is more open. I’ve warmed up your yes room much
more fully.

 Secondly, I’m using the Salami Tactic, combined with the Frame Control we’ve
been speaking about, to make it virtually irresistible.

It’s difficult to say no, I don’t want to influence more people, when it’s put to you in that
way. Does that make sense? Incidentally, there was another Yes Set, but that one was
there for free.

The next two cards are about state. In other words, feelings people have. Remember,
people make decisions based on feelings, so you want them to recognize that making
certain decisions will make them feel good. Have you ever been glad to be able to
influence the right person at the right time? Haven’t you ever experienced the wonder
of totally being able to transform someone’s life, because you knew what to say to them
at just the right point, in their own life? Can’t you see the value of being an influential
persuader, at that point?

Again, notice how we used the little triple there. We’ve used two of the state cards to
create an emotion and then we used the value card to get you to agree to the idea of
influence being important.

Let’s look at those two cards in turn. Have you ever been glad to? What we’re doing
here is reminding people that there are things in their life that when they look back on
them they’re happy they did them. In particular, that if there was a situation when they
weren’t sure at first whether or not they should, but then they decided to go for it
anyway? Now think about it, in most context of influence, someone’s going to be in a
position where they might think maybe I should maybe I shouldn’t, I’m not sure. This is a
perfect time to use the glad frame. Why? Because people look back and go, I’m so glad I
ended up doing this than not doing it. That’s the anticipation you’re creating inside
people.

You’re basically indirectly suggesting to them, once you go through with this process,
whatever it is you have in mind, they’ll be more glad looking back on it that they did it
and they won’t regret, which is of course the flip side of the glad response. They won’t
regret having not done it. This gives you another secret as to how to use these cards.

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Notice that to every frame there’s also a reverse frame. So, if someone’s not responding
very powerfully to, haven’t you ever been glad to make the right choice at the right time
and it ended up working out for you? They might respond on the other hand as, haven’t
you ever regretted an opportunity that was right in front of your face and you didn’t
take it? It’s exactly the same frame, just placed in reverse.

The second of the Historic Questions using the State Frame, talks about the idea of
wonder. The state of wonder is fantastic. It’s something that we all love. It’s that
mixture of childlike curiosity and amazement. It’s what elevates us above the humdrum
of life. People enjoy it. When you read a good book, go see a good film, sit around with a
friend that’s inspirational, the idea of inspiration, of wondering, of being just amazed by
life, that’s what this card plugs into here. So we’re looking for a feeling or a reason for
people to really feel wonderful about themselves or the experience they’ve had.

For example, have you ever experienced the miracle of children’s ability to adapt to a
situation? Have you ever experienced the wonder of being kind to another person and
seeing them totally transform? Have you ever experienced the wonder of being able to
influence someone for their best interest, and in such a way that they’ve just become a
better human being for having known you? Of course, the same idea fits into any
context.

Let’s say you’re selling cars, have you ever experienced the wonder of driving in a
relaxed vehicle, cruising down the road just knowing that life is perfect? See what it’s
done? It’s forced your mind to find a reason for people to feel that state of wonder and
link it to the car somehow. At the same time, you’ve given them an instruction, don’t
just say yes, but say yes to life. Feel a sense of wonder of life, especially when you’re
sitting in this car. That’s the power of what these cards do. They don’t just begin to get
people to say yes and agree, they’re also constantly nudging people towards accepting
your final conclusion. In this case, their life with this car will be much better off than
their life without it.

The next two cards look at the Historic Question combined with desire. The state of
desire is a very important frame, because it motivates so many things. It’s motivated
wars. If you think about the most famous war in history, the Trojan War, which even
4000 or more years after it’s all over and there’s no real historic records left, people still
talk about, what was that started off by? By desire, man likes girl, girl likes boy, they
desire each other and run away with each other, starts off the ancient equivalent of
World War II.

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So desire is an incredibly powerful frame when it comes for influence and persuasion.
The two versions of desire that I’ll be using in conjunction with the historic frame, and
incidentally, there’s no magic to these particular versions, you can use any. I just chose
these two so you’d get some variety and you’ll find other versions of desires in the other
suits. So the two that I’ve used in the Historic Questions are:

Have you ever craved something?

Have you ever longed for?

Notice how we’re creating this need in someone, there’s a vacuum, this hole that needs
to be filled and that’s what we’re looking to fill. Haven’t you ever craved the answer to a
problem? Have you ever longed to be able to influence someone for their own good or
for your own good as well? Notice what we’re doing is we’re building the desire, we’re
thinking, well, yes of course I’ve had that. If you’re a human being you’ve craved
something. You’ve longed to help someone else out or to influence someone. Now,
even if you had only a mild sense of need… I need to influence this person. If I then
asked you, haven’t you ever longed to influence a person, what your mind will
automatically do it goes to a similar category, for example, the need and it’ll intensify it
into longing. By agreeing to that longing what happens next? Well, you’re there now,
whatever you’ve attached at the end of that will have a similar sense of longing.

Does it happen automatically? Of course not all the time. This is part of your strategy,
part of the Salami Tactic. It’s not that you ask one question and then you go straight to
the outcome, no. You build up towards it, in exactly the same way as the examples that
we gave to you on CD 1.

The next two cards relate to the False Choice Frame, in respect to Historic Questions. So
we have the idea of, haven’t you already singled out X over Y? Have you gone for X
instead of Y before? What are we doing here? Remember, it’s the black and white
choice. We’re asking people to go back into their history and find a time when they
chose one thing over another, the positive thing over another. For example, haven’t you
already singled out the need to influence people better over just being a doormat and
letting life happen to you?

Notice what I’m doing here. I’ve created a frame that you can agree to and
simultaneously motivate you to learn more about influence, specifically of course, doing
these cards. I also, by the way, happen to believe it, which means that I’m encouraging
you to practice using these cards in a way that you can see the value of it. Why?
Because you’ve already chosen that you would rather be a more influential person than

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not, otherwise you wouldn’t even be listening to this. So I hope you’re beginning to get
a sense of how you can start adapting all these cards to situations that you already know
or are relatively familiar with.

Let’s take another example. Haven’t you ever gone for the naughty choice, rather than
the boring, sensible one? Notice what we’ve done here. Remember, the frame that
we’re using here, the frame that we’re using to control and load this question is the
fourth choice. The choice has come now between being naughty or being “boring”. Why
am I using this? Well, let’s say you’re in a context where you want them to go for
something that is frowned on or they know they shouldn’t, in some respect. But you’re
creating a situation in which they’ll want to do it anyway.

An example might be simple as getting someone to buy cake. Haven’t you ever gone for
the naughty choice than the boring sensible one? Sure. You could have salad, but why
don’t you have cake instead? Do you see what I’m doing now? I’m creating that frame of
reference that makes cake much more desirable. It basically says that cake means
they’re enjoying their life more, they have a greater sense of life than eating salad,
which will be boring. Of course, I can do the opposite as well. Haven’t you ever gone for
a healthy sensible choice over some disgusting junk food version? Go ahead and have a
salad it’s going to be much better for you.

Notice we’ve done exactly the same thing, we’ve just reversed the frames and loaded
the same exact language patterns with exactly the same situation, only we’ve loaded
the weight so now all that we’re emphasizing is the salad, not the cake. This should
show you both the power and the danger of THE YES DECK. The power is, you can really
make anything seem attractive and the danger is that you will make anything seem
attractive. You’re not helping, necessarily, people make better choices, so this is where
your personal ethics come in. When you’re trying to influence someone to buy this car
or toaster or to do something for you or for themselves, you really need to make sure
that you’ve made a moral choice, that you’re actually influencing people in a way that
will be for their own benefit, even if they can’t see it right now.

Remember, if you don’t think you can make that moral choice yet, then you don’t
necessarily have to influence them straight away, you can wait until you’re sure. So
what we’re doing here with THE YES DECK is giving you more options and choices. We’re
not saying that you have to influence everyone you meet 100% of the time.

Finally, in the Historic Questions, the last frame is the frame that talks about curiosity,
the need to find out. You can use the first one, haven’t you ever been told in one of two
ways. You can use it as a reverse or direct question, but also as an indirect question. As a

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direct question you simply ask them something like, have you ever been told that too
many cooks spoil the broth? Then just let your brother do his own thing. Notice how you
have a yes agreement, you’ve set a frame that’s been accepted and now you’re
influencing is about leave your brother alone or something like that.

You can also take the same frame and use it to introduce new information which will get
an agreement at the same time they say no. For example, haven’t you ever been told
that you have what it takes to be a great singer? I’m purposely using an example that’s
going to be more extreme, but hopefully outside of most of your experience ranges.
Why? Because the principle here is that I’m actually introducing new information as
though it’s old information. In other words, I’m assuming that your voice is so good that
you must have been told that before. I can’t lose. You see, if you have been told it, then
you’ll agree with me and say sure I have, and there’s agreement.

If you haven’t been told it, you might disagree with me and say no I haven’t, but in
disagreeing with whether or not you’ve been told it, because I’m not telling you you’ve
been told it, because I’m not telling you you’ve been told it, I’m just suggesting that I
expect that you’ve been told it at some point. By rejecting the idea of being told you’re
still accepting the idea that you have a voice that’s worth telling this to. This then gets
into a very interesting area where you can actually have a mixed agreement with
people. You’re presenting them with information that they’re not familiar with yet, in
such a way that whether or not they were familiar with it beforehand, it still opens the
agreement frame inside their mind a little bit further.

The final question is, have you ever ferreted out… this is the idea of, you can go and find
information. Have you ever ferreted out the secret to something that made you more
successful than other people? Again, whether or not they actually say yes, I have
ferreted something like this out, they’ll still be curious enough that they’re opening their
mind, their yes mind, to find out more. For example, might say no but what have you
got? Tell me, I want to know. So by using curiosity you have the capacity to open the yes
mind, even though you’re turning down the information initially.

Of course, it’s all in the mindset. If you say something to someone for example, haven’t
you ever ferreted out the secret of passing the driving test without any effort? No.
Notice how you can hear in my tone, they haven’t done it and they don’t care. If they do
that, at that point you haven’t got a Yes Set. You have not activated the yes part of the
mind. In fact, you’ve enhanced the no part of the mind. So that’s the only risk you take
with these kinds of questions. The beauty is that you can use these questions to
introduce new ideas with minor risk. When do you do this? You do this at the end of a
whole bunch of other questions.

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For example, do you realize you can speak naturally? Yes. Have you realized that the
English language comes naturally to you? Of course. Do you know that people value
people that can speak English naturally? Sure I do. Haven’t you ever thought of a career,
helping people have something they value? Not really. But now they’re starting to be
curious. Haven’t you ever been told that people will pay big money to learn English from
a native English speaker? No, I haven’t but tell me more.

So do you notice how, rather than saying hey, do you want to learn to be an English
teacher? No, no thanks; you’ve actually built up a situation now where, by the time you
come to introduce new information using the Salami Tactic that it becomes so
enraptured first of all with saying yes and with the ideas and frames that lead them to
more yeses, that when you take the small risk of telling them, for example, that people
will pay a lot of money for private tuitions from English speakers that it becomes a more
interesting proposition. Now, at the end of it I can say, have you ever considered a
career as an English teacher at a private school? At this point they might go no, but you
know what, tell me more it sounds interesting.

That’s exactly what you want and why you want to use THE YES DECK. That’s the whole
of the Historic Questions in a nutshell. Remember, of course, these are my examples of
Historic Questions and I’m not just talking about the examples I’ve given you here in
terms of filling the content in, I’m also talking about the language patterns. Remember,
there are five frames that mix with the concept of a Historic Question to create these
language patterns.

In the bonus modifiers you can choose any of the other frames, any of the other
language patterns within those frames and it will totally transform the Historic
Questions into ones that aren’t even in the deck. Here’s an example… have you even
noticed that successful people do things differently from the rest of us? Notice, that that
again is a Historic Question and again, we’re using the final question of curiosity to
create a brand new question, one that doesn’t even exist in the deck. Why is it not in
the deck? Well, because the idea of noticing, which is part of the Curiosity or Discovery
Frame is one that comes in the Future Questions.

So rather than repeat the same frame in each and every set, I’ve repeated the same
ideas using different kinds of language and different nuances. That way you can mix and
match and turn your 100 language pattern cards in the deck into 1000 language pattern
cards and beyond as you find more frames that can turn a 10k, 100k, you can ask
millions of different questions, all of which will get a yes, all of which will be highly

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persuasive once you understand the simple idea of the types of questions, mixing them
with certain kinds of frames and suddenly presto, influence abounds.

Future Questions

The next suit of cards in THE YES DECK are called Future Questions. Remember, we’re
looking at future scenarios in order to influence people. You’ll recognize the Future
Questions again, by the little icon of a person sitting in a waiting room, basically waiting
for the future to happen.

The first two cards in the future YES DECK are exactly the same as the historic yes
questions, in other words, they’re about value. We’re reminding people of how valuable
a certain situation is by sending them into the future and then into a situation where
they’ll have whatever it is and are enjoying the value. Here’s an example.

Will you find _____ an asset? For example, will you find being able to influence people
in your life more an asset to you? The same is true with the reverse version, won’t you
find. Won’t you find that when people respond to you and your questions in the way
that you want them, won’t you find that an asset for you?

Notice, we’re sending people into a future situation, in which they have the skill, in this
case it’s influencing, and we’re pulling out of them the agreement that there is actually
a value in it? In this case it’s an asset to them to have that.

Another way to the idea of value, combined with a future question is to ask about
convenience. So an asset is about what backs you up. Convenience is about what makes
life easier for you. Of course, anything that’s convenient is also valuable, so convenience
is a classic way of demonstrating a value to people. For example, won’t it be convenient
when people start doing what you ask them to, the very first time you ask them to do it?
Again, I’ve created a future scenario, that for most people would be desirable, is
absolutely convenient and therefore, valuable.

So whether I’m asking, will you find this an asset or will you find that convenient doesn’t
matter, I’m still looking for the value in it. It’s valuable because it’s an asset. It’s valuable
because it’s convenient. Of course, the variations you’ll find on the card, will you- won’t
you, will just allow you to actually switch between a direct question and a reverse
question, in exactly the same way you can take this and turn it into a negative. In other
words, an indirect yes question. How might you do that? Well, you take the same idea,
let’s take the idea of will you find something an asset? What’s the opposite of an asset?

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It’s a liability. So, won’t you find that being less influential with people is actually a
liability for you?

Notice that I’ve taken the same concept and I’ve reversed it around. I can even ask it
more directly, for a completely indirect question. Will you find that when you’re less
influential with people in this context that that’s a liability for you? So notice how we
have a lot of flexibility and just because it’s not all printed on the card doesn’t mean that
you can’t go beyond the levels of the card. Remember, these cards are there to
encourage your thinking, to develop the yes mindset, to develop the mindset that looks
for different kinds of frames, different silver linings in different kinds of clouds. Then the
questions tell you where in the cloud to search for them.

When you can do that you can reformulate the questions in any way that pleases you
and you’ll be free of THE YES DECK, but you’ll have the skill and that’s what I really want
you to have. After all, won’t you find convenient when you can actually get yeses out of
people without having to think too much about what you’re doing?

The next two questions are again about state. In other words, how people are feeling.
This time we’re going to be looking for the state of delightment and feeling touched by
something. These are two very powerful, positive and desirable states for people to
have.

For example, will you be delighted by the fact that people respond to you much more
positively? Of course you’ll be delighted by it, who wouldn’t be? Will you be delighted
by your ability to influence other people as a force for good? Will you be delighted by
getting more of the things you wanted out of life? Won’t you be delighted when people
around you seem to be happier, just because of who you are and how you speak to
them? Notice again, these are all examples of reasons for you to become delighted right
now in anticipation of a better future. In so doing you’re not just agreeing with me, of
course, you’re now allowing me or buying into a particular reality, a slice of the salami
that becomes my second stone for my ultimate goal, whatever that may be.

The same comes true of the idea of being touched. Being touched is all about finding
something charming in life, finding connections with other people. Won’t you feel
touched when you can help your loved ones out of a difficult situation with a few simple
choice words? Won’t you feel touched at the gratitude that people give to you when
you help them make better decisions in life and they realize it for themselves? Notice,
once again, whilst I’m using the feeling frame, the State Frame together with the Future
Questions, the actual language pattern is relatively irrelevant.

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What it’s doing is it’s forcing my mind to find examples of what I’ve started off. In other
words, when I say won’t you feel touched by situation X, my mind has to go searching
for situation X, that it’s likely to make people feel touched by it. And in doing so, I look
at the person, the situation or the context we’re in and I’m saying to myself well, there
has to be something in this situation that people can feel touched by. Then you figure
out a way of getting to that. Sometimes it’ll be a stretch.

Let’s take the example that we used in an earlier CD, you came home from work late,
you’re walking down the street and a car splashes you as it drives through a puddle.
Now, won’t you feel touched when you get home and your wife is so aghast that she
pampers you, looking after you and taking care of you? Notice how we turned a very
negative situation into a positive so it’s completely reframed, but really we’re looking
for a yes, the agreement, as well as the whole Salami Tactic. So notice how the yes
mindset gets built here.

Again, notice how that takes a certain kind of person. I have to know you as an
individual because if I don’t, I risk you turning around and saying, actually, I’m not
married or actually, my wife isn’t like that. In that case I’d have to turn to something
else. We’ll come onto these things later on, for example, with Conditional Questions. I
might get more strategic and say, wouldn’t it be touching if when you got home your
wife took one look at your drenched suit and decided that she’s going to take care of
you and pamper you for the rest of the evening?

Notice that that is a slightly lower risk approach to the previous version. Why? Because
the context demanded it. So notice, the situation that you want to influence people in
will demand or dictate, not only which frames you’re using but also, what type of
question you’ll be using, purely because those questions will fit that person in that
context that much better.

The next two cards are again about desire. Desire again is a special state. It’s a
particularly motivating state. So, having a soft spot for something means you have a
desire for something. You have a soft spot or a weakness for this. In the same way,
being keen on something is again, a kind of state that requires or implies a form of
desire. So here are some examples of how you could use these. Won’t you have a soft
spot for all those people that you’ve influenced positively in your life? Won’t you be
keen to influence people in a more positive way so they can have a better life? Won’t
you have a soft spot for them once they turn around their whole lives and actually thank
you for being in their life as a special person?

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Notice again, we’re starting to combine these. I haven’t even started combining Future
Questions with Historic Questions, which can be done just as easily. Let’s take a random
one of the Historic Questions you’re already familiar with. Haven’t you already singled
out this over that? Haven’t you already singled out inside your mind, certain people that
need to be influenced to do better things, rather than do worse things? Will you be keen
to help those people with their new found skills? Won’t you have a soft spot for them
when they’ve turned their lives around and thank you for being in their lives to make
that happen?

Again, notice here how I’ve now combined different concepts to build these bridges?
I’ve actually used the Salami Tactic, the Frame Control tactic, all combined together to
create a much more powerful set of frames as well as getting people into the Yes Set
mind. Always begin with the simple yeses.

Hey, have you got people in your life? Of course you do.
Have you got people in your life that you’d like to help? Of course you do.
Have you ever wondered how you might be able to help those people?
Wouldn’t it be valuable to you to be able to help those people more fully?
When you do help those people, won’t you be keen to doing it in such a way that they
can turn their own lives around?
Will you have a soft spot for all those people you’ve helped and they’re grateful for it?
Won’t you feel touched when they come back to you with real gratitude for having been
such a force for good in their lives?
Won’t you be delighted for the new found skills you have to really do some good in the
world?
I’m curious, when you see just how convenient it is to be able to use these new skills,
not just as a force for good, but to enhance the quality of your own life?
Won’t you find getting yourself into a positive mindset, into a yes mindset so much
more of an asset in your life as you become more optimistic?

Again, notice how now, because we have more experience with the different cards, we
get to start combining them and they start creating really rock solid Yes Sets. Things
where you take people’s minds on a rollercoaster ride where they go yes! Yes! Yes! I
want this. And, of course, in so doing you’re not just getting their yes mind warmed up
you’re getting them ready to actually accept new ideas, which will be the ideas that
ultimately conclude with.

Okay, let’s turn our attention now to the next frame, which is the force choice frame. To
remind us what this is about, it’s about giving people a choice between this or that,
where this is something good and that is something bad or vice versa. The idea again is

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to force them to choose the positive option over the negative one, which takes them
one step further down the path that you want to lead them across.

So the two versions that we’ve created for you here in THE YES DECK are first, being
inclined to take X over Y and secondly, you’re actually mixing the future question with a
little bit of identity. In other words, are you the kind of person that does this over that?
Will you become that kind of person? Let’s take the first one first of all. Won’t you be
inclined to take more influence in your life over less? Will you be inclined to be the kind
of person that actually helps others improve their lives, rather than just totally and
utterly impotent to do anything about the negative situations they find themselves in?

Notice how again I’m loading those frames pretty heavily, you know, being a positive
influence in someone’s life versus being totally useless. Who wants to be useless? Not
me that’s for sure, and of course, who wants to be a force for good in other people’s
lives? Well, I think most people would want to, unless they’re sociopathic, in which case
they have other issues.

Notice again we’re plugging into existing desires within people and we’re using them to
load our questions, not just to get a yes, but also to set a framework that will get more
yeses and more agreement in the future as well as making your ideas, your proposal
that much more exciting. So how might you use it in other situations? Okay, let’s take
the classic one again, the car salesman.

Well, will you be inclined to take the sports car that also has the best track record and
road safety or do you want to risk taking a car that’s not really been proven and might
flip on you? Notice again, we’re setting a pre-hard frame of reference. They might be
talking about two different cars, both which are great cars, but because you can prove
the track record of one, you’re now using that to create a stronger frame to prefer that
car over the car that they won’t be buying from you.

Let’s turn to the second example. Will you be someone that does X or Y? Notice again
we’re now starting to build into it a little bit of their identity. Are you this kind of
person? Who else is this kind of person? We’re sticking into the future frame of
reference, as a result of which it fits more classically in the Future Questions, rather
than the Identity Questions. Although, really, we’re now beginning to mix categories, so
you can mix Future Questions, Conditional Questions and Identity Questions as much as
you can mix frames as well to create even more heavily loaded questions.

Let’s take another situation this could fit in. Let’s say that you’re a teacher this time or
you’re talking to a teacher and you can talk to them and say now, will you be that

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special someone in this student’s life that will help them excel and overcome their
difficulties or are you going to be the one that they remember as the person that buried
them and destroyed their life? Which would you rather be? Again, I’ve created a very
heavily loaded frame of this or that. Do you want to uplift people or tear them down? Of
course, just to remind you, it’s always important to bear in mind the context.

Therefore, you have to make sure in this context, for example a teacher, most people
are in teaching because they want to build people up, not because they want to tear
people down. Of course, if it’s gotten to the point where the relationship is deteriorated
so much the teacher actually hates the pupil, well, you’re taking a risk at that point so
you need to have a whole bunch of other cards to build up the person, to make sure
that by the time you ask this loaded question they can agree to it.

So you can have Identity Questions, you can go to Historic Questions and find out why
they were a teacher in the first place. Haven’t you ever changed someone’s life
positively? Yes. Haven’t you ever had a tough student before that you really
transformed? Yes. Haven’t you had students come back and tell you that working with
you has been the best thing in their life? Don’t you want to be more of that sort of
person in other people’s lives? Won’t you be that special someone for this student, the
one that actually transformed them rather than destroyed their life?

Notice how now, again, I’m using different frames of reference to build up the
argument, built up the idea so that when I come to the actual idea, in other words this
frame, I know which side of the false choice they’re going to be falling on?

The final two cards in the future question suit are all about discovery. We have the idea
of tracking down information or noticing information. Won’t you track down the secrets
to helping people have better lives? Will you track down the one person that can help
you do much better in your job than you’re currently doing? Again, this question fits
great at the end of a series.

For example, if someone’s having difficulty at work and you want to motivate them to
go to a particular course and you can sit them down and use all kinds of yeses to build
them up and say, so you know, it’d be fair to say you’ve been messing up in this
department? Yes. Now, I don’t think you’re the kind of person that wants to mess up?
No. Remember, that’s an indirect agreement isn’t it? I don’t think you’re this kind of
person; no I’m not this kind of person. In fact, I think there’s a lot more to you than
meets the eye. Yes. I think you’re the kind of person that might actually go out there
and fix problems if they knew how to do it. Yes.

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Now, what if I told you there’s one person I know of that knows exactly how to deal with
the kind of problem that you’re dealing with right now. Will you be the kind of person
that would track this person down to make sure they teach them exactly what they
need to know so they never make that mistake again? Of course I am. So notice now my
little pep talk has turned into something very much more powerful, something highly
motivating, rather than something destructive. We’re not saying hey, you suck at your
job, you better go see this person because you can’t do anything on your own.

What you’ve done is you’ve re-empowered the person by saying hey, you have the
power to change this. I know you’re better than this and I know you have the power to
change this so go ahead and use it. At that point they’ll go wow, yes, I would track that
person down. Great, here are his details, go ahead and track. Of course, the frame of
reference still makes them feel empowered because it feels like they did the work to
find it, whereas, all you did was give them the telephone number and all they have to do
is ring that person up. It doesn’t matter. Why? Because the yes mindset, the agreements
along the way and the frames you’ve set, are the things that stick in their mind so they’ll
still feel like they made the effort, like they took the initiative of getting up off their
backside, finding this person and curing the problem by themselves.

The final question is the idea of noticing. Noticing is a wonderful word. Why? Because it
really garners people’s attention and always moves it towards things. Now, whether or
not they’ve noticed things in the past they will notice things in the future. For example,
will you notice the difference in temperature of your left foot to your right foot? Will
you notice how your left hand or your right hand feel different? Of course they’ll feel
different they’re different hands, they can never feel exactly the same way. If they do
feel the same way, it’s purely because you’re not sensitive enough to what’s going on
inside your hands to realize it. One will always be a little warmer or colder. One will be a
little more tense or more relaxed. There’s always going to be a difference in sensations
in different parts of the body.

By making you aware of that, will you notice that? I’m being curious, but of course
you’re doing it and by doing it guess what you’ve done? You’ve agreed. The yes part of
the mind is open. You’ve had a bit of information and you go yes, I’ve checked that
that’s correct. I’ve accepted it and remember, the key to the yes mindset is acceptance
not rejection. So noticing is a really powerful word for discovery. Why? Because it
moves people’s attention straight towards the kind of experiences you want them to
have anyway. You can use it in many different ways.

I wonder, will you notice how much more influence you’ll have over people? Won’t you
notice just how much happier you are when you can influence people better? Will you

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notice, just how much more people like you when you become a real force for good in
their lives? Notice now I’m using both motivation, inspiration and at the same time
getting a yes out of them.

So this was your whole suit of Future Questions. Notice again the actual questions aren’t
important. What’s important are the principles. You’re asking questions about the
future, the keyword there is will you, won’t you and you’re combining them with the
five different frames we’ve created for you and you have many choices within each
frame, so you can create your own questions using those frames and as you get used to
this you’ll discover more frames you can use and switch those in and out as well. So,
again, you have limitless choices in terms of how to use the future in ways of getting
agreement and setting frameworks that gets your persuasive point across.

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CD 4 – Suit 3 Conditional Questions & Suit 4 Being Questions

Conditional Questions

Let’s turn our attention now to the third suit in the deck, the Conditional Questions.
You’ll recognize it because it has a little icon of a person lying in bed with a question
mark, because you’re not sure as to what condition the person is in.

Conditional Questions are very similar to Future Questions, in that, you get to create a
future scenario. The big difference is that the Conditional Questions control the future,
even more fully by actually creating the ideal conditions that you want to test the
person through. These are particularly useful for asking questions when you just want to
know whether or not the principle is correct. In other words, they agree with the idea.

Here’s what I mean by that. Let’s say that you are selling a seminar or a hypnotherapy
practice or an idea, it doesn’t matter. Now, you can set the conditions where you’d say
look, if all of this was free would you be interested in coming? What you’ve done is
you’ve said, assuming the idea of money isn’t the problem, who thinks this is a good
idea? This is great. Why? Because you can take the major obstacles out of the equation,
get them to agree to the whole thing in principle and then they can disagree in terms of
the money it’s just a question of justifying the cost, rather than saying, I can’t afford
anything like that.

You see, a lot of people will dissuade themselves from something, especially when it
comes to money, by telling themselves, I don’t really need that I can do without that
and so on. Of course, by putting the conditional question in, along the lines of, if money
was no object, let’s say I was giving this away for free. Who would want to have this?
Well then, if you really don’t want it, in other words, let’s say it’s a swimming pool on
the top of a mountain in another country and you go, I honestly don’t care, build it I
don’t mind but it doesn’t matter to me either way.

However, if it’s something that could enhance your life, then of course you’ll say yes and
now you’ve bought into the idea. In so doing you’ve made it easier for me to then turn
around and say, then it’s a question of just justifying the price. In other words, can I
prove to you that paying the money is worth it, not, can I prove to you whether or not
it’s worthwhile having this thing in the first place? It’s a crucial distinction to make, so
Conditional Questions are incredibly powerful, because they allow you to control all the
conditions, all the variables and ask a very direct question. In other words, is the

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essence of this good? An agreement to that is usually very easy to get and once you
have that the rest becomes a piece of cake.

Let’s look at the first two variations. Of course, we’re starting as in the other decks, with
the idea of value. The first two cards are; wouldn’t you find it worthwhile if something
else was happening? Or, wouldn’t something or other be effective if…? Again, what
we’re looking for is ways of expressing how valuable this thing is. So, wouldn’t you find a
car worthwhile if you didn’t have to pay for it? Sure, of course, because I could drive to
places, I could do all these different things and so on. Now what you’ve done is you’ve
taken the money out of the equation. At this point, once they’ve told you all the things
they could do with the car, then it’s just a question of evaluating and saying well, let’s
think about all these activities; how much are they worth to you?

At that point, it’s easy to say yes, a car might be worthwhile because it’s worth all the
extra freedom I have to go and do all these different things. Really, what you’re doing
with this particular frame, the Value Frame, is looking at the things that are worthwhile.
Why are things worthwhile? In essence, almost every activity, almost anything that
human beings engage in has something worthwhile about it, you just have to find it.

Knitting has something worthwhile. It can be something practical, along the lines of, you
can make your own clothes a lot cheaper or, it can be something valuable in terms of
relationship. You can hand make someone something, so they really feel special.
Alternatively, it can be something worthwhile, purely for the experience of it. In other
words, it allows you to keep a calm mind and still have some kind of activity to release
all the thoughts of the day.

Notice what’s happening, I’m making my mind think about worthwhile things in relation
to this activity. Once you have this, it’s very easy to convert it into the conditional
question. Let’s take the idea of knitting again. Wouldn’t you find knitting worthwhile, if
you have such a peace of mind that all your stress from the day would evaporate and
you became healthier and happier as a result? Just notice what’s happened. I’ve set the
conditions. I’ve shown you the value of it. Now, all I have to do is demonstrate that
knitting can actually do that and there are plenty of studies that will show you this.

If nothing else, I whip out a ball of yarn and a couple knitting needles and I’ll show you
and say try it out. If you take to it, perfect. The thing is though, I’ve now had you
experiencing the act of knitting, rather than rejecting it out of hand. The same is true of
the second card that introduced you to the Value Frame slightly differently. This is about
things that are effective, so we’re looking at pragmatism in terms of value, rather than

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being intrinsically worthwhile. What’s pragmatic about, let’s take the idea of knitting
again? There can be all kinds of pragmatic consequences.

For example, you could make your own gifts. You could make your own clothes. You
could actually find patterns to make yourself the kinds of clothes at a price you can
afford, because you only have to pay for materials, whereas, if you went to a stylish
catalog would cost you hundreds, if not thousands of dollars to pay for. So wouldn’t
knitting be an effective way to save money if you had access to all those designer
patterns that means you could wear all the clothes you wanted to at a fraction of the
cost?

Again notice, I’m throwing the frame in pretty hard at this point but again, all these
frames can be introduced in combination with each other. For example, just using those
two questions already, wouldn’t you find that THE YES DECK was worthwhile, if you
could just influence one other person with a greater amount of certainty? Wouldn’t that
influence be more effective if they kept saying yes to you? So wouldn’t a tool that shows
you how to make people say yes to you, be of great value to you? Let me tell you a little
about THE YES DECK. Do you see how that works?

The next two questions, as you probably already know, are about state and feelings. The
feelings that we are targeting in this case are the idea of being pleased and proud of
something. Of course, you could take any of the states, the idea of finding satisfaction,
the idea of finding pleasure, being glad, happy and so on and replace them. For the
moment, let’s stick to these two just because this is how you’ll be initially starting all
your training exercises. Later on you can mix and match it in any way that your mind
wishes too.

So wouldn’t you be pleased by something or other if the certain conditions existed?

Let’s go back to the idea of car sales. Wouldn’t you be pleased by this car if you
absolutely knew your wife would approve? Or, wouldn’t you be pleased by this car if,
you knew all your neighbors would be going green with envy, thinking about how
amazing your car is? Notice, all I’m doing is finding a trigger point. What is it that pleases
the person in front of me? Often they’ll tell you, my wife sent me to buy a new car.
Great. Wouldn’t you be pleased by your decision to buy this car if your wife was ecstatic
with it? Let me show you a couple of features that our experience has shown, people’s
wives really love.

Notice how you just set it all up and what you’re looking for is the agreement. If they say
yes I would be pleased, then they’re saying as soon as you prove your conditional part of

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the phrase, then they’ll be pleased and having the car is something which will make
them more pleased, and that winds up selling it.

Pride is another powerful emotion. A lot of things we do we do out of pride. Either

taking pride in something or being proud of something. For example, wouldn’t you be
proud to be the first person on your block to own one of these brand spanking new
cars? Again, what you’re looking for is, what are the touch points? At what point does
the person in front of you feel pride for the idea, the product, etc. that you’re going to
place in front of them? That’s something you have to do a lot of searching, but the
beauty is the more you get into the yes mindset the more you’ll find these things.

You might throw in a dozen different things, for example, wouldn’t you be pleased by
this car if your wife really approved of it? Now, I don’t know if your wife likes this kind of
car, but you could certainly take pride in this car if you knew that all your neighbors
would be peaking around it in the morning going wow, what an amazing car. Wouldn’t
you like this car if people really paid respect to you? What if you were standing at a
traffic light and people looked across to you and smiled approvingly, giving you the
thumbs up going, wow, what an amazing car you have there?

Again, I’m using the car as an example, because it’s easy to grasp. You can do this with
anything. Let’s take the example of a teacher, wouldn’t you take pride in yourself if you
did your homework so well that you actually knew the answers better than your
textbook? Wouldn’t you be pleased by your exam results if you just spent a few more
minutes each night making sure you remember the vocabulary, math test or etc. so
when it comes to the exam it’s easy? Wouldn’t you be more effective getting great
results on your exams, if you did your study with the TV off? Think about it, how pleased
would you be if you got the top mark in this class? Wouldn’t you take pride in yourself
and in your work, if all you had to do was switch the TV off for five minutes and you end
up being the top student in the class? Let me show you how you can achieve this.

Notice, I’ve taken a completely different context, but the exact same language works
again. Also, please not that just now I’m beginning to adapt the language to make it
more conversational. Of course, I hope you recognize these are cards, they’re printed
words. I put the language patterns down as cleanly and directly for you as possible, so
you can use them straight away. However, in everyday conversations you will want to
adapt them in order to make them fit the natural flow of the conversation. You can’t
just sit there and say, wouldn’t it be pleased this, wouldn’t you be effective if that,
wouldn’t it be this, would you this, wouldn’t you this? All you want to do is change it.

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How about this, wouldn’t that be pleasing? Wouldn’t you be pleased if you had that?
Would you take pride in this? Notice how we’re switching the formats and formulas,
saying the same words, but switching them around a little bit to make it seem a little
more varied in the approach. That isn’t even adding the variation yet, of course, of all
the other cards you can put in the same place. Hopefully, you’re seeing that this is
becoming a rich way of communicating, getting agreement and building that yes
mindset inside of other people.

The next two cards, as you may well have guessed already, are again about desire. The
particular words that trigger desire in this case are the idea of liking and being eager for
something or to do something.

Let’s take the first one. Would you like math more if I could show you a way that was
totally easy to do? Incidentally, for those of you who don’t like math, there are a few
systems of mathematics that make it a total cinch to use, so all the stuff you learned in
school, there are a lot easier ways of learning it. So, if I could show you what those
easier ways were, wouldn’t that be something you’d like? Would you be eager to
actually study mathematics if it was as simple to you as writing your own name?

Again notice, I’ve taken what’s usually a loaded topic, mathematics. There’s not many
people, especially in North America, who enjoy the topic. However, I put it in such a way
and have added such a frame, that provided that I can fill one half of the equation, the if
statement the conditional applause, at that point you will be motivated to do the other
half. Of course, this is where the great value for you comes, because you always have
control of the conditions. In other words, if I did the math example, I can genuinely
show you a couple systems for learning mathematics that make it so much easier and
actually makes it fun, like playing a game. If I could show you those systems would you
like math? Sure.

Now, I’ve taken someone who might be totally averse to it and suddenly they’re more
eager to try it. That’s the same idea behind the second one, to be eager or keen. So one
is to like something, the other one to be eager or excited about something. Let’s take
another example and say you’re a hypnotherapist or a coach. Would you be eager to
book an appointment if I could guarantee you the results or you get your money back?
Wouldn’t that be fair? Notice, how I’ve actually created a double set of conditions there.

One, is the idea of fairness.

Fairness is a question of value. So we’ve created a value and a state which is to be eager
to do something and we’ll just back them up together in such a way that it sounds

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totally conversational doesn’t it? It’s the kind of question you’d ask someone. So now as
a hypnotherapist you can make an offer along the lines of, look, if you could have the
change and only pay if you could have that change, how eager would you be to have
this, so that if you didn’t have any change, in other words, you didn’t get rid of the
problem you didn’t pay a penny, wouldn’t that be fair?

Wouldn’t you be eager to try something out where no matter what happens you win?
Either you get the change you’re looking for or you go home with all the money in your
pocket and at least you tried something new to be sure that you haven’t left any stone
unturned, to make sure you can make a change that you want in your life.

So notice again, you’ve created the same framework. You’re getting people excited and
motivated, in this case, to take part in your session. How? By setting the conditions.
Now all you have to do is be able to fulfill the conditions and the rest is easy. And how
do you fulfill the conditions? Well, that’s up to you. Make sure the frame you present is
one that you can deliver on.

Next we’re back to our old friend the false choice. Wouldn’t you, something more than
something else, if you had something else? Notice we’re getting into quite a complex
sentence construction here. Here’s an example of how you might use this. Wouldn’t you
prefer doing more math puzzles than failing your exams, if you knew a way of making
those math puzzles seem easy to you? Another example, back to the sales one, wouldn’t
you enjoy a fast car more than a slow one, if you knew you could afford it? Wouldn’t
you enjoy a car with a powerful engine more than one with a weak engine, if you knew
that the car had unparalleled safety?

Notice, we’re now attaching the things that make one item valuable to the very
conditions that they have in their own mind for wanting something. So if someone
comes in and wants a safe road vehicle and you can give them one that’s fast and safe,
as a result of which you now have two different angles, two different sets of value that
you can present to them in terms of that sale. It’s true of any context.

The second false choice is very similar. Wouldn’t you want X over Y if you had Z.
Example, would you want the premium version of this product rather than the no frills
cheap version if money was no object? Let me show you how to totally reduce the price
on this premium product. Or another example might be, wouldn’t you want this
premium product over the cheap version if you had enough money to pay for it? Let me
show you how you’ll actually be saving money by spending a little more ahead of time.
Then, you can go into examples of how buying the cheaper version ends up costing you
more in the long run, in terms of mistakes made, repair costs and all that sort of thing.

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So remember, under this one you’re doing a lot of choices. You’re offering them a false
choice, between two items of which one always seems more preferable. The beauty is,
under the conditional question though, by putting in the condition, the if statement,
what that does is it takes care of any yes but. This is particular useful in a situation
where you have something where it’s a little harder to distinguish it. For example, if it
didn’t come down to money, wouldn’t you prefer the luxury item over the cheaper no
frills version? Most people say sure, of course, but it is coming down to money, so then
they say great.

Now, you have the principle and agreement that they prefer this one, so now it’s a
question of how much they prefer it. Do they prefer it enough to pay full price, half price
of the premium version or even, to realize that they’re saving money on it? This is what
you’re doing with these Conditional Questions. You’re helping them force the choice
between two items. If those items are difficult to distinguish otherwise, by taking that
distinguishing factor, in this case being the price, and taking it out of the equation, how
might that work in other situations?

Let’s go back to the example of the school teacher. Let’s say someone had a choice
between two evils, they either have to learn more math or do more grammar studies
and language. Either way, they’re not going to be best pleased by it or excited by it, so
what do you do? You can present the choice and load it. For example, would you like
math more than you do grammar, if I could show you a way that makes math easy to
solve? Notice, I’m taking the sting out of the tail. I’m taking two things that are bad, but
on one of them I can take the sting out, whereas I don’t know how to take the sting out
of the other. In so doing, I’m going to wait your favor or wait your decision and favor of
the lesser of two evils, and in this case, a much more pleasant version of it.

Now before we move on from this one, I just want to add another couple of nuances to
this particular language pattern, especially one which compares this more than that.
This is particularly useful when you’re comparing activities. For example, would you run
more than you walk if you had all the energy in the world? Of course, I don’t care if you
go running or walking, but what it shows you can do is you can force a choice in favor of
running, by taking away the only reason not to.

For example, say someone says they don’t like running because they’ll sweat too much?
Okay, so would you run more often than you walk, if I could show you a way that you
could run without growing tired or sweating and people go sure why not, I get places
more quickly. Then, of course, you instantly have a value thing so the value thing will go
straight into the next one. So, can’t you see the value in that?

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So now you have an instantly self-stacking YES DECK and this, by the way, is going to
happen more and more as you progress with each YES DECK. Why? Because the more
familiar you become with the different variations the more you’ll see that one frame
naturally leads into another and in so doing you become much more persuasive when
you present your ideas in that way.

Okay, let’s turn to the final two cards in this suit. These are the Discovery Frame cards.
The two language patterns are…

Would you pinpoint X if you had Y?

Wouldn’t you unearth X if you had Y?

The idea of pinpointing is you honing in on something. The idea of unearthing is that
you’re uncovering something, you’re going on a search for something. For example, if
you had access to one of the worlds’ greatest entrepreneurs, would you want to
pinpoint the secret to his success? Again, this could be a great frame for setting up
selling of a seminar, for example or, here’s another example. Again, if there was a single
thing you could do that would instantly triple your influence with every person you
meet, wouldn’t you want to pinpoint what that secret is?

Again notice, I’m setting up an idea here, an idea is around influence. The same applies
to, would you or wouldn’t you unearth something if something else. Again, notice that
the if statement can come before or after the word, it doesn’t matter. We simply put it
in the same format to make it easy for you to understand that these are all essentially
the same question, just with different frames adjusting them.

Here’s something else you can do with Conditional Questions. You can also create
imaginary scenarios and I know that we’ll be crossing into the imagination questions
later on, and again, I just want to show you that you can actually mix and blend the
ideas quite loosely and fluidly once you get used to it. For example, if you knew where
there was a treasure map buried that would lead you to unending riches, wouldn’t you
want to unearth it? Of course, you’ve now set the imagination on fire. That treasure
map can be anything, it can be a business plan, it can be a franchise, anything that’s
happening. What you’re doing is setting their imagination aglow so that they can
actually be inspired to follow through on the steps, which is the unearthing part.

Remember, what we’re appealing to here is people’s intrinsic desire to know. We want
to know, especially if it’s secret, especially if you’re not allowed to know, we want to

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know it especially then. Think about it, how many of the tabloid newspapers or National
Enquirer headlines have something like, ‘shocking truth finally revealed’? These are
classic copywriting headlines that speak directly to people’s internal desires to uncover
secrets, to know, to understand things.

So now you have all the Conditional Questions and, of course, just because we have
these 10 variations here doesn’t mean you’re limited by them. Go back to the bonus
cards as well and mix and match, change the frames inside them, see if you can discover
new frames that aren’t even the bonus cards. This way you get to enrich your deck
multiple times.

Being Questions

The next suit is the purple Being Question cards. You can recognize them through the
little icon of the person with waves of his being-ness rushing off him. Now, a being
question asks an individual about where they are right now, what kind of person are
they? How are they feeling and so on?

Let’s look at the first two cards. We’re now talking about value in relation to how the
person is. In other words, we’re asking them to identify with what they value? For
example, are you the kind of person that finds benefit in X? The examples of this could
be varied. Aren’t you the kind of person that finds benefit in influencing other people?
Are you the kind of person that finds it beneficial to have others agreeing with them?
Are you the kind of person that finds a benefit in being a force for good in the world?
Are you the kind of person that finds it beneficial to be able to get what you want out of
life?

Notice these are all exactly the same question really, we’re just setting the frame in
slightly different context and we’re finding reason to find benefits in these different
contexts. Of course, benefit gives you one kind of value. The other kind of value comes
from something that’s useful, that’s another kind of pragmatism. What is pragmatic?
Remember in the previous deck we talked about what is effective, that’s another kind of
pragmatism. Usefulness is, of course, is a very useful thing it’s what you value. Do you
prefer things that are useful or useless? Of course, notice how I’ve just given you a
loaded question again. Remember, it’s the false choice. Do you prefer things that are
useful or useless? Most people would say useful, unless I change the context around.

So now, of course, I can create not just a Yes Set but I can also create a little Frame
Control ladder, where I’m slowly building things up. For example, are you the kind of

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person that prefers useful things or useless things? Aren’t you the kind of person that
finds it useful to influence others? If your influence were to rise even higher than the
average person, wouldn’t that make you more successful? Aren’t you the kind of person
that wants that kind of success? So again notice, I’m asking what seems to be innocent
questions, but these are loaded questions and I’m moving you through different
positions. Each position backs up the one that comes next. Each time the cards are the
things that trigger your mind to think of useful frames to move people through.

We’ve been using Being Questions, of course, you also spotted the Conditional
Questions from the previous track. I also threw in a couple of other things, which we’ll
be coming across later on. Just again, start mixing and matching things, start getting
used to mixing these ideas together. There’s a lot of cards in this deck and the reason
there are is that I want you to get a real sense of the range that you have. You could get
away with just taking three or four of these cards and using those the rest of your life,
no problem at all. Your influence will increase, but wouldn’t you find it more useful if
you could actually influence more people in different situations? Aren’t you the kind of
person that would find it beneficial to get a greater impact with a simple technique like
this? So to the extent that you learn more in a wider range of these YES DECK patterns,
well to that extent your influence becomes more widespread and you become more
successful, and that makes sense does it not?

Again, do you see how they all start fitting in together now?

Next we have the State Frames, the feelings. The feelings we’ll be emphasizing here are
the feeling of amazement and being happy. People like being amazed. In particular, if
you’re amazed you’re suggesting that something is extra special. So you don’t only have
the idea of amazement, which is a feeling, you also have the additional value of
something being special. Aren’t you amazed that something this simple to learn can
have such an amazing impact on your life? Of course, just to emphasize this whole point
again, remember, you can make several frames together and put them in one simple
language pattern.

For example, aren’t you amazed, not just by how useful these cards are, but also by how
cheap the whole program is, considering what you’re getting? Who else would want to
have something that is this powerful in their life? Notice now I’m drawing out different
things, different sets of value, the useful part of the value, the fact that it’s cheap, the
fact that it’s amazing despite the fact that it’s being so useful and such a comprehensive
system, it can be so cheap compared to what it should be.

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The next question, the idea of happiness is something we like to use on a day-to-day
basis. For example, aren’t you happy that you brought your umbrella out today? Of
course, this happens when it’s a rainy day. So, when you start using this and it sounds
very colloquial and not out of the ordinary in any way at all, but we start using this to
build Yes Sets very naturally and again, show them the value. It allows you to introduce
ideas.

For example, again, just to use THE YES DECK because we’ve been talking about it so
much. When we’re launching THE YES DECK, we thought of charging something like
$500 for it, because it’s definitely worth every penny. Aren’t you really happy that we
decided to bring the price way down from that? So notice how we’ve just made the
price adjustment seem so much more dramatic. The same can be true of any situation,
let’s take the car salesman.

The list price is this amount, but we’ve decided to sell it at this amount. Aren’t you really
happy that you’d be saving so much money if you decided to get this car? Again, the
happiness allows you to introduce all kinds of things. If you want to use the idea of
happiness directly, rather than to introduce other ideas, are they frames, for example,
the Value Frame? You can simply bring it in very directly. Let’s take the random example
again, the one of the man coming home from work and getting splashed.

You might say something like hey, aren’t you happy that’s the old suit you were wearing
today? Or, aren’t you happy the guy didn’t hit you that he only got your coat? Again,
notice what we’re doing here is finding different frames, different reasons. Of course,
because the happiness frame is one that’s used so much in our society people have
more of a defense against it, in other words, they can find a reason for not… for
example, aren’t you happy that the splashing only got your coat and not your whole
suit? They might say something like yes, but I wish they hadn’t done it in the first place.
You have to be prepared for that, a yes but is still a no. So you do not want yes buts we
want wholehearted yeses.

So you think you might get a yes but, rather than risking a no, just load it in your favor.
Hey, that car almost hit you. Yeah, you’re right. Aren’t you really glad that all he hit was
your coat? Yeah, I guess that was lucky wasn’t it? So notice, how now we’ve loaded it
much more fully and we’ve set it up so that the yes comes rather than the yes but. Of
course, later on when we come onto the false choice, this will be a great thing to use if
you have a risk that they might go for the negative or the yes but anyway.

How might you do that? Well, you can give them the simple choice. Hey, that car could
have hit you or it could have just splashed your coat, aren’t you happy it just splashed

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your coat instead? I guess so. Do you see what we’re doing again? We’re loading the
frames in favor of the message we want to have come out.

Moving on to the next set of frames, are about desire. The two types of desire we have
for you in the Being Questions are…

1. The idea of wishful thinking. People wish for things all the time.

2. Making demands. In other words, we want something and we’re happy to

demand it.

Are you the kind of person that wishes for a better life? Are you the kind of person that
wishes they could make a difference in the world? Aren’t you the kind of person that
wishes someone would just lead them by the hand and show them how to make a
success of themselves without any effort at all? Are you the kind of person that wishes
that people around them could just be happier?

Notice, I’m again just making up random examples. These are all generally off the top of
my head as I’m thinking about it and I’m finding lots of reasons to wish positive things to
people. I’m doing it the hard way. Why? Because I don’t even have a context. Let’s take
a context, in that case. Let’s the context of a business meeting, a manager. Are you the
kind of person that wishes they could get ahead in this company more quickly? Let’s
take another example, the idea of negotiations. Are you the kind of company that
wishes your suppliers were more reliable and took payment later? Let me show you
something that we do here.

The same is true of the second one, the idea of demanding. As a rule, this can be a bit
more risky, because some people, especially the meager, try not to make any demands
of anything, let alone life. So, when you’re asking the meager people of what demands
they make, you have to phrase it in a very powerful way. For example, are you the kind
of person that demands that people respect you? Few people, some people with
reverse self-esteem might say this, but very few people will turn around and say no,
actually, they don’t demand anything, just hope they’re nice and leave me alone. As a
rule, you want to set it up with something that that particular person or the community
that person belongs to is something they value.

For example, let’s say you know an individual comes from a very religious background
with a strong ethical mindset. So you know that they come from an ethical community,
so you can ask them something like, are you the kind of person that demands that
people stick to their words? Now, of course, you have a resounding yes. Why? Sticking

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to your word is part of how ethics work. Another example of the same person might be,
aren’t you the kind of person that demands that people treat each other with respect?
Now, if you’re in a different community where that isn’t such a strong influence you’re
taking a bigger risk, so you have to find other demands.

For example, let’s say you’re in a skateboarding community where the kids don’t really
talk about ethics, as such a big point in their life. I’m not saying they’re unethical, but
there’s a difference between a community that makes a point about asking themselves
the question, did I do the right thing every day and discussing with other people what
the right thing is versus a bunch of kids that are more interested in what it feels like to
ride a skateboard and enjoy the latest curve, cut or whatever their expressions are. So in
that community you might have something else.

For example, aren’t you the kind of person that demands the best of yourself? Aren’t
you the kind of person that demands that you have more freedom to do the things that
you want to do in your life? Or more classically, aren’t you the kind of person that
demands that people really shouldn’t be so uptight around you? Now, if they live in that
community, for example a skateboarding or surfer community, that’s something they
wish people would be more of. If you’re telling them they can demand it, well, that’s
setting inside their head the idea that they have power If you make demands of life you
have power over life. So you’re doing so many things at the same time. You’re getting a
yes absolutely, and that’s a wonderful thing to have. You’re setting a frame saying that,
this idea for example that people are more relaxed around you rather than uptight, is an
important thing.

So you’re mirroring part of their value set right back at them, which makes them light up
even more. Then, by using a word like demands, which is a strong state, a strong set of
desire, you’re actually empowering them saying, you have the right and the power to
demand that people around you are this way, that people are more relaxed and not so
uptight. So, of course, your message becomes that much more charming, that much
more able to reach them, because they want to accept it. It’s something which they
enjoy and rather than analyzing all parts of the message and taking out, I’ll just taking
the not being uptight bit, I’m not so sure about the demanding bit. People tend to take
the whole message in one lock stock barrel maneuver and as a result it slips right in
there.

Let’s turn our attention now to the false choice. Remember, the false choice gives you a
choice between this and that. In this case, we’ll be looking at something that you would
sooner do X than Y. Also, you could be a person that picks X over Y. There are several
ways you can introduce this, the classic version of courses you have printed on the card

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is… Are you the kind of person that would sooner be able to influence others than be
walked all over? Of course, you can drop the beginning part and still have the same
essential idea.

For example, wouldn’t you sooner have influence over others, than have people telling
you what to do? So we’re essentially asking the same question, we’re just dropping in a
little bit of the beginning part to make it a bit more colloquial, a bit more conversational.
The same is true of the second type, that you pick something over something else.

So remember, the first one is about preference. Wouldn’t you prefer this?

The second is about choice, in other words, aren’t you the kind of person that picks
being relaxed or being tense all the time?

So again, notice the second variation here empowers. It says, not only do you have a
preference but you also have the power to choose your preference, you would pick
being relaxed over being stressed. It implies that they have power there. Now, it’s
important to be aware of this implication. Why? Because if you’re faced with the person
that feels disempowered, you will have to work your way up to empowering them
before you risk taking one of these choices. Why? Because you might get a hidden no.

In other words, you might say, aren’t you the kind of person that picks being relaxed
over being stressed, they might say something like yeah, I’d like that. Now, when they
say something like that, especially in that tone of voice, what they’re actually saying is,
I’d like that but I’m not like that. They’ve just given you a hidden no, just like someone
can say no but in their mind is doing a yes. In other words, they’re opening the yes room
up, so at the same time people can say yes to you and in their minds be opening the no
room. Most often that happens when you have a yes but type situation. Often, with a
yes but situation, people don’t even express the but, especially if they’re a little more
quiet, reserved, shy or have low self-esteem.

Why? Because they don’t want the confrontational element of the but, yet you can still
hear it. Aren’t you the kind of person that picks happiness over hard work? Yeah, I’d like
that or happiness over depression might be an even clearer choice. Yeah, I’d really like
that. I would like that, not I am like that. So again, they’re saying I would like that but
I’m not. You have to start listening out for these kind of linguistic devices, these little
signs that people aren’t totally on board.

Ideally, if these things start happening it’s not a problem it’s only a small no it’s not a big
no, so you can make up for it. How? By getting lots of yeses afterwards. But you do need

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to be aware of it, whenever you have loaded implications which are empowering, you’re
also under duress with people that feel disempowered, of alienating them if you
introduce the idea too quickly. Of course, if you’ve had plenty of Yes Sets building up to
that point, then even someone with low self-esteem will accidentally accept the idea
without even realizing they’re doing it. Why? Because you’ve shut the no room. You’ve
shut down the pattern that says yes, but and as a result they accept the idea of purely
and joyfully, and are genuinely empowered.

Let’s look at the final two cards in the being question suit. These are the Discovery
Frames. You’re going to be looking at discovery directly, in other words, I start and
discover this or are you beginning to work out that? Of course, these can be phrased in
many ways. If I said for example, haven’t you discovered X already? That’s actually going
into a historical question, it’s looking back into the past. So because we’re looking at the
being-ness, in other words, the present moment, we have to say are you discovering or
are you starting or beginning to discover something? Does that mean it’s wrong to go
into the past and ask this question? No, of course not. You’re getting a yes and you’re
setting all kinds of wonderful frames.

It’s just that you have more choice, when you realize that you can ask questions about
the present tense as well. How do I mean that? Well, let’s say you’re leading someone
through a process of discovery, you’ve pointed a few things out, as I’ve pointed out a
few things to you. Now, I might ask you aren’t you starting to discover just how wide
ranging this YES DECK can actually be? Aren’t you starting to discover how useful getting
yeses can be? Aren’t you beginning to discover that THE YES DECK can be so much more
influential in your life than you thought of, before you even opened the deck up?

Of course, I can mix this with the other one, the idea of working something out. Working
something out is much more of an internal process. Discovery happens when you go out
and get something. Working out is much more something inside your mind. So as you
put all these pieces together inside your mind, aren’t you beginning to work out that
this is a lot easier than most people think it is? When you think about all the things
you’ve been doing here so far, aren’t you beginning to work out simple ways that you
could use this in everyday life. When you think about how simple all these things are
and how natural they all sound, aren’t you able to work out a method for using this
yourself in your everyday situations?

So, once again notice, by moving into the present tense, because remember Being
Questions about the present tense. So we’ve had the past tense, thus the Historic
Questions. We’ve had the future tense with the Future Questions. We’ve had the future
conditional, in other words, the Conditional Questions. We’ve now turned to the

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present tense, what’s happening right now? You can lead people by the nose in the
same way. Do you recall how we could say, haven’t you noticed that your left and right
food feel a little different? That’s a Historic Question, but it’s actually asking about our
present experience.

I can do the same thing with the present tense questions, the being type questions.
Aren’t you beginning to notice how your left and right foot feel slightly different? Aren’t
you starting to discover that your whole body can respond in a different way? Aren’t
you beginning to work out that it’s easier to relax than not to? Aren’t you the kind of
person that would choose to relax over feeling tense, if you had the choice to do that?
So notice how now we’re beginning once again, to combine all the different variations,
all the different kinds of patterns to create something?

Now, you could actually do a whole hypnotic induction doing nothing but asking
questions, in terms of hypnotic language pattern. It’s called a conversational postulate.
In other words, you’re getting an instruction phrased like a question and all the
questions in THE YES DECK can be used like an amazing set of conversational postulates
that leads people into trance. Allow me to give you a quick example of what I mean by
this.

Aren’t you beginning to discover the power that you have inside these cards? Now, have
you ever considered how useful it is to relax? Wouldn’t you want to relax over feeling
stressed if you knew a simple way of doing it? Wouldn’t you pinpoint inside your body
the most comfortable position, the most comfortable sensation if you knew that it
would help you relax even further? Won’t you be someone that feels so much more
relaxed? Won’t you want to track down that relaxation and let it grow? Will you notice it
grow when it does? Wouldn’t you like to relax even more deeply, if it would take you
into this wonderful state of hypnosis?

So just to back out of that a little bit, before we do a full induction, notice how these
cards can be used equally well as a language pattern for hypnosis as it is a YES DECK.
Because they’re loaded in so many different ways, so that whatever the ideas are that
you present they’re irrelevant, provided you can fit them into the framework. In other
words, value, state, desire, etc. and can you use the questions in forms of conversational
postulates? You don’t need to get yes, no responses from them, you’ll get them in terms
of the experience the other person’s having.

That’s another way to enrich your use of this deck that you may not have thought of
before.

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With that thought in mind, aren’t you beginning to discover that this deck has so many
more uses than you first realized?

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CD 5 – Suit 5 Doing Questions & Suit 6 Reality Questions

Action (Doing) Questions

The next suit is a lot of fun and remarkably easy to use. These are the Action Questions.
You’ll recognize the Action Questions because they have the little icons of people doing
jumping jacks in the top right hand corner.

We’ll begin the Action Questions with a very simple, do you or don’t you kind of
question. Of course, we’ll combine the idea of do you or don’t you with the idea of
value. It’s very simple, do you find X valuable? For example…

Do you find being influential valuable?

Do you find making a lot of money valuable?
Do you find making personal changes valuable?
Do you find that solving your problems is valuable?
Do you find that having a long happy marriage would be valuable?
Do you find that being a happier person is valuable?
Do you find that helping others is valuable?
Do you find that being a force for good in the world is valuable?
Do you find that being able to help other people overcome their difficulties is of value to
you?

This is a really simple suit to use. It’s because it’s the most direct of all of them. Of
course, when we talk about value we can talk about value in many different ways. So,
we have the idea of value directly, but then of course there’s the idea of what is crucial?

Don’t you see how crucial it is to be able to influence others in a positive way?
Don’t you see how crucial it is that you can influence people if you want to succeed in
life?
Don’t you see how crucial it is, to be able to get inside people’s minds if you’re going to
change them?
Do you see how crucial it is, to have the power of influence in other people’s lives, if you
want to be a force for good?
Don’t you see how crucial it is, to learn these patterns thoroughly so that you can be
more influential around you?

Notice what we’re doing here. I can actually present the information directly. Don’t you
see how X is so crucial? I can actually attach it to an outcome as well, if I know they have
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an outcome. For example, let’s say we have a completely different person now. Let’s say
we have a preacher wanting to reach their flock.

Don’t you see how crucial it is to have the flock agree with you if you want to make
them better people?
Do you see how crucial it is, to be able to reach your flock in a way that makes them
really understand the message?

Notice what we’re doing now, is we’re adding in a layer of sophistication. You can do
this with any of the cards, we’re just adding it in here now because we’re getting used
to a slightly higher order of working with these things. What we’re doing is, we’re
thinking of the individual in mind. We’re thinking about the certain outcomes or things
that they want and we’re attaching that to our framework. Why? Because in doing so
we’re actually using a double motivation.

One is the frame itself that we’re setting.

The other is the pre-existing condition, which is the outcome or goal of the objective
that they have inside their minds. This is a very powerful way to influence others,
because you’re using what’s already inside your mind, as well as things you’d like to be
in there. In hypnosis, this is called the Piggyback Principle. You’re piggybacking ideas
onto things that already existed.

Don’t you see how crucial it is to be able to attach your ideas to what’s already inside
them?
Do you see how crucial it is, to be able to use information as a secret carrier to bring
your ideas to somewhere where it’s accepted without any effort on your part?

Let’s move on to the next couple of cards now. Of course, we’re back to the idea of state
again. The states that we’re looking for here are, first of all, the feeling of being excited
and secondly, the feeling of being empowered or feeling powerful. So, of course, the
questions are very direct once again.

Do you really get excited by this?

Don’t you feel the power of that?

Again, whether you ask the question directly, indirectly or in a reverse format it doesn’t
matter. What we’re looking for is the agreement inside the mind, the yes door opening
even further, rather than this agreement.

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Do you get excited by the idea of being able to influence other people?
Don’t you get excited when you think about how easy these language patterns are?
Do you get excited by the possibilities that are open and available to you now?
Don’t you feel the power of getting more yeses in your life?
Do you feel the power of bringing yes into your own life?
Don’t you feel the power of being able to influence more people more easily?
Do you feel the power of being able to get the other people to say yes to you without
any effort at all?
Doesn’t that feel powerful to you now?

Notice, I can change the format around but the idea’s the same. It’s a direct question,
do you or don’t you. It’s a state, get excited, feel powerful, feel happy, aren’t you glad
and so on. Then it’s just a simple idea in the frame that we’re presenting it. Don’t you
feel the power of enjoying learning these things?

Moving on to the next two cards, again, we’re back to the idea of special kinds of states.
In other words, desire, need or want. In this case, we’re going to go with a very simple
version.

Do you want this?

Do you need that?
Do you want to influence more people?
Do you need to be able to influence certain people in your life, to be able to get ahead?
Don’t you want to have people pay attention to you?
Don’t you need other people in your life, in order to be able to achieve your goals?
Don’t you want to be able to influence them?
Do you need to have some special tool to make you even more influential?
Do you want that tool right now?

Notice, again, how you could spend hours rifting around these, because these are so
easy to construct. The other ones require your mind to go into more, shall we say,
elaborate places. But now that you’ve done those things, coming back to basics is so
simple isn’t it?

Let’s move on to the next two cards. Again, we’re coming back to the idea of false
choice.
Do you prefer X or Y?

Do you prefer being happy or sad?

Do you prefer being rich or poor?

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Do you prefer succeeding in life or failing?

Don’t you prefer succeeding over failing?

Notice how we’ve loaded that even further.

Don’t you prefer being happy over being miserable?

Don’t you prefer being able to help others, over looking on helplessly as they suffer?
Do you want to be more successful over failing in life?
Don’t you want to succeed in life, over having life walk all over you?
Don’t you want to be happy in life over just lying there and being miserable?

Again, notice how I’m loading them heavily in the favor of one particular question. And
I’m just taking two extremes to make sure that my version is the one that’s being
accepted.

The final two questions here are the idea of discovery, once again.

Don’t you realize that discovering these things can make you more influential?
Do you get the importance of being more influential?
Don’t you get the importance of practicing these language patterns, so you can
influence more people in your life?
Don’t you realize that the more people you influence, the more of a force for good you
can be?
Do you get the importance of being a force for good in the world?
Don’t you realize that as a force for good, you can actually improve people’s lives as well
as your own?
Don’t you get the importance of making other people’s lives more enjoyable, as a way of
making them want to help you out too?
Don’t you realize that when you help others, they automatically want to help you?
Do you get the importance of becoming thoroughly masterful at using Yes Sets that
you’ve learned in THE YES DECK?
Don’t you realize that simply by practicing a few minutes each day you will become
great at doing this?
Don’t you get the importance of how powerful you’ll be as a communicator, when you
can get agreement from people any time, any place, anywhere?
Don’t you realize that these patterns, these cards, are much more valuable than most
people would realize by just glancing at them?

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We whizzed through that deck pretty quickly, why? Because it’s self-explanatory. The
key thing is that you realize, first of all, how quickly you can use it and secondly, that you
can use them all in conjunction.

Don’t you realize that you can be more influential when you actually understand how to
do this?
Now, if I could show you a method for influencing all the people in your life with
greatest ease, wouldn’t you want to learn it?
Aren’t you starting to discover just how easy it is to influence other people just by
getting yes?
Won’t you want to get more yeses in your life, as a result of the things you say to
people?
Have you ever been in a situation where you had to influence people, but you just didn’t
know how?
Wouldn’t you want to be able to change that?
The next time something like that happens, will you want to be able to influence them
or, just sit back and fail again like last time?
Don’t you prefer being a success in life over a failure?
Wouldn’t you take pride in yourself as a communicator if you could get people to agree
with you, no matter what your circumstances were?
Wouldn’t you like it if people were agreeing with you more often?
Wouldn’t you be eager to study these language patterns more and more fully, if you
knew just how much more powerful you’d get a result?
Don’t you want that kind of power?
Don’t you want to be a force for good in people’s lives?
Aren’t you the kind of person that really wants to make a difference in the world?
Are you the kind of person that would like to see people suffer, when you know you can
actually help them change?
Aren’t you the kind of person that would use all the skills they have to help their friends
and family lead better lives, if you just had them at your disposal at the right time?
Aren’t you really happy that you’ve come across these cards now?
Don’t you realize how much they can change your life, as well as the lives of people
around you?
Do you feel the power of these cards, now that you’ve gone through one deck in the
whole series?
Don’t you want to have that power in your life really refined?
Wouldn’t you want that power in your life, if you knew it was as easy as doing just five
minutes of exercises each day?
Aren’t you glad that you got THE YES DECK, so you can actually learn how to do all these
things any time, any place, anywhere?

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Don’t you see how crucial this skill is for your whole life?

Now that I’ve given you a few more examples, I hope you can see how putting them all
together can create a massively motivational piece, can create enough pain to stimulate
people who are lethargic to get moving. It can create enough enthusiasm to get people
moving towards things? You have all the bases covered and this is using only half the
deck in THE YES DECK.

Remember, in this deck too, the second part, we have the exact same kind of cards
going in different directions, so you have even more choices.

Don’t you find it valuable to have so much choice in the way you communicate and get
agreement from people?
Do you see how crucial it is that you spend time to actually listen to these recordings
and practice on your own to make it a natural way of communicating?

Reality Questions

Congratulations, you’ve made it through to the second deck in THE YES DECK. The next
suit is the Reality Question suit. Reality Questions are all about how people perceive the
world to be. Now, in as many respects, Reality Questions share something with Identity
Questions and with Being Questions. The difference is that Being Questions and Identity
Questions are all about the individual. By contrast, Reality Questions aren’t about the
person themselves, they’re about how the person sees the rest of the world. In other
words, what they think is real and what it isn’t.

You’ll recognize the Reality Questions through the little icon in the top right hand
corner, of two people standing by a counter checking out an item. The first two cards in
the reality question suit are about value.

Is it a strong point that…… and isn’t it a bonus too?

What we’re doing here on the first one, the strong point is just pointing out a feature, a
benefit, something that is of value within the actual item, service and so on. To go back
to our old example of the car salesman, a strong point might be that the car stops more
quickly than the others, it has bigger brakes. So you might ask them, I’m just curious,
seeing that you’re so safety concerned, is it a strong point that this car will stop more
quickly than any other car on the road?

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Notice what I’m doing here, I’m beginning to add extra information. I’m preloading the
frame to be able to fit in the frame that we have here. The frame is valued, the strong
point. The frame that we’re going to be using is that the car stops quicker than anything
else. So I’m going to be using some information that I’ve already gleaned, that he’s
already told me coming into the showroom in the first place, that he’s interested in a car
that has a good road safety track record. Or it’s a family car so he wants his family to be
safe, so I’m using that information in order to add emphasis to the strong point.

So given that you’re interested in road safety or given that you have a prime concern
about your family’s safety, is it a strong point that this car has the best brakes on the
market? It’ll stop more quickly than any other car on the road. Notice that by doing this
I’m already loading the yes in a double fashion.

One just by pointing out a strong point.

Two, it’s by actually loading that up with something they’ve already said.

In doing that you’re using what’s called the Consistency Principle. They’ve told you they
want something. You’ve reminded them that they’ve told you they wanted that. Now
you’re telling them that this thing here has exactly the same quality that they told you
they valued. So the conclusion is they have to agree with you. They have to agree that
it’s a strong point, that it’s a valuable point. The general principle here is, when you start
getting agreement from people, it’s good enough that you opened the yes door inside
their mind and sometimes you actually want them to consciously acknowledge the fact
that they’ve done it.

Why? Because when they consciously acknowledge it, they step into an identity
themselves. Remember we talked about this before? When they step into an identity, a
way of being, at that point they have to be consistent with that identity and by
remaining consistent with the identity, well, the value of your service, your product,
your idea and so on, this rises higher and higher when this happens.

The second card in the same series is a little different. We’re talking about a bonus here.
Remember, we’re talking about a value. The idea of a bonus is to say it’s extra value. So
when someone comes in to buy something or when someone wants to be persuaded
about something. There’s always going to be an interest in terms of, what does it mean
to me? What is the value of this to me? It’s just human nature. We just don’t buy things,
we just don’t do things, unless somehow it has a value to us. By this I also mean,
altruistic actions, like helping others.

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If you consider yourself the kind of person that likes to help others for no reward at all,
the value in it for you is the fact that you can turn around, look at yourself in the mirror
and say yes, I’m the kind of person that helps other people for no reward whatsoever.
So even when you’re not looking for a direct reward, there’s always going to be value in
the things that you do and the things that you buy or engage yourself in. So in the same
point, we want to make sure that people find that value.

Now, the idea of adding the idea of a bonus is to say or imply, sure you came here
looking for a certain amount of value and, of course, you’ll have that but there’s more
value than you came here expecting in the first place. Here’s the bonus value, the extra
value. That is something that people find tremendously appealing. So again, you can
have it in the direct form, the indirect form and the reverse form. So you can ask them
quite as easily, is it a bonus, that when you leave this hypnosis session your problem
won’t have just evaporated, but you’ll also end up sleeping better tonight than you’ve
slept in a long, long time.

And, of course, you have your opposite form. Isn’t it a bonus that when you go home
tonight, you’re going to sleep like a baby, as well as knowing absolutely that this
problem that’s been dogging you for years has finally disappeared? Notice now, what
we’re doing is we’re reminding them just as in the other version of the bonus, but also
of the primary value. You don’t have to remind them of the primary value because you
can actually use that in order to get another yes out of them.

For example, would it be of value to you that your problem disappears? Yes. Well then,
isn’t it a bonus to realize, that when you get home tonight after this session, not only
will your problem be gone, but you’ll sleep like a baby as well? Notice now, I’ve got two
yeses out of the same circumstance, the desire to offer them a bonus suddenly inspires
all the things that come before that.

The next two cards in this suit are using the State Frame.

Isn’t it fantastic that and isn’t it great that?

These are again, two wonderful cards. I love the word fantastic because you can use it
with such enthusiasm. Isn’t it fantastic, that you’ll feel so much better as a result of the
session we’re having today? And the same is the idea of great. Some people can
squeeze a lot of value out of the word great. Isn’t it great that when you leave here
you’ll be feeling so much better about yourself and your whole life? Isn’t it fantastic, just
how wonderful the world will be once your eyes have changed?

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Again notice, these are very straightforward questions to ask, and the key here is that it
forces your mind to go find something that is generally fantastic, something that is
absolutely great about the situation they’re in. And then, it’s your job to enthuse as
you’re saying this. Remember, your part of the whole equation, in other words, when
you’re asking Yes Set questions, you don’t ask them blandly like hey, isn’t it fantastic
that you’ll be a millionaire at the end of this session? Wow, isn’t it great how wonderful
you’ll feel? That kind of bland tonality goes totally against the spirit of what you’re
saying, as a result of which, you may end up getting only half a yes.

Why? The door to the yes room won’t open fully because it can’t really feel it. To make
them feel it is very simple. Go to the place yourself first. Think of whatever that fantastic
consequence is. Really inhabit that space.

Let’s say you’re selling a diamond ring and you can really imagine that wonderful
moment when the person buying it is going to hand it over to the one person in the
whole world he loves most and is going to ask her to marry him. Once you’re there,
when you can feel the atmosphere and see them on whatever romantic adventure
they’re at before he pops that question, then with a bright smile you can look at them
and say, isn’t it fantastic to think about how amazing she’ll feel when she sees this
diamond and knows what it really means?!

Now you’ve gone to that reality first. You in your own mind have gone to that place. You
yourself have got excited, so when you say it, when you present the idea the question it
becomes real for the other person. So the principle I want to expound here is the idea
that when you’re actually presenting your YES DECK questions, you actually genuinely
get into the spirit of it. Remember, THE YES DECK is designed to train your mind as much
as anyone else’s mind into the yes mindset.

When your mind genuinely appreciates the yes mindset. Can absolutely go to that
fantastic future and imagine it and think yes, that is a fantastic thing. Then it becomes
simple and really easy to let other people come into that reality with you. If, on the
other hand, you’re just saying it but don’t really mean it, it’s just words coming out of
your mouth to try and persuade other people. At that point you’ve put a break in place.
Your voice does not sound like you mean it. There is an incongruity and basically, it’s
what happens when people lie, so that your mind is thinking one thing but your body
and voice are doing something completely different.

That’s why you get an uneasy feeling about some people, it’s because they really
genuinely do not believe what they’re saying. The solution to this is very simple. Go
there, really enjoy that idea, understand it and if it doesn’t do it for you, if you can’t

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really see how fantastic that possibility is, then don’t bring it up. Don’t mention it. There
are so many other possibilities that will be genuinely fantastic, that will be absolutely
wonderful and all you have to do is find those.

So use THE YES DECK, use these questions as much as a training device for your own
mind to be able to find those situations, as it is as a way of merely getting a yes out of
other people, because that way you’ll become really powerfully influential.

The next two cards in this suit are about desire.

The first is very straightforward. Isn’t it desirable to have this? Or, is it desirable to have
that?

The second card, on the other hand, isn’t it necessary that, it’s particularly interesting.

We’re still talking about desire, things people want, but we’re using a different form of
desire in other words, something people really need. When they really need something
they want it. Let me give you some examples of what I mean. Put yourself in the
following situations. You’ve scrimped and saved all your life to send your kids to college.
Your kids turn out to having a great time, they’re learning, their futures are looking very
bright and rosy. Suddenly, the college comes back and says our fees have gone up for
this year, so you have to pay extra, yet you have no extra to give.

Now suddenly, there’s a burning need inside you. You’ve already invested $30k + dollars
and you have to somehow come up with another $10k. How are you going to do that?
Your brain goes into overdrive trying to figure out a solution. That’s what need does. So
when you’re asking someone, isn’t it necessary that the situation’s XY&Z are present,
that qualities of XY&Z are present, what you’re really doing is plugging people into that
kind of situation, that kind of emotional energy.

Never underestimate that kind of energy. Just think about people, for example, who
have to give a loved one a life-saving operation and these people may themselves be
very poor, yet somehow, some way, they figure out a way to come up with enough cash
to send that person to get that life-saving operation. Why? Again, need drives people far
beyond what their normal boundaries would be, the normal place of giving up. So when
we’re saying isn’t it necessary that, what we’re doing is we’re beginning to activate that.
We’re beginning to make it clear inside that person’s mind, that without this idea,
without this service, product or whatever, that they’ll start feeling that drive.

So they can start wondering, maybe I should, maybe I shouldn’t have this, but then
suddenly the need kicks in and they go you know what, I can’t afford not to have it. So

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once again notice how the frame is a bit more negative, yet it creates an incredibly
strong drive inside the other person. Now, will it just happen because you say the
words? No. Sometimes it will sometimes it won’t; however, remember the Salami Tactic
and the Frame Control. If you’re building up to it step-by-step, little stepping stones, you
build up this idea or need in someone’s mind and by the time it gets to something like
this, the conclusion becomes self-evident. In other words, the person has come along
with you on all levels… emotional, intellectual and any other level that might be relevant
at that point in time.

So this is a very powerful frame to be using, and of course, it’s not the only place you
can use it in. As with all the cards of this deck, all the different frames are totally
interchangeable, so you can get the idea of necessity and you can stick it into any other
type of question and it’ll work just as powerfully. It’ll just alter the direction the mind
goes in, which is exactly what you want, because it gives you more choice.

The next two cards use the False Choice Frame, once again.

Isn’t it better to do X rather than Y? Isn’t it smarter to go for X rather than Y?

What’s the first card doing? The first frame is about a value judgment. In other words,
this is better than that. It’s pretty straightforward.

Isn’t it better to succeed than to fail?

Isn’t it better to be happy in life than to be sad and depressed?
Isn’t it better to have people pay attention to you and agree with you, than constantly
be fighting and arguing with you?

The second one is a bit different. We’re asking them, isn’t it smarter to go for option A
than option B or is it smarter even? Now smart is interesting, why? The frame becomes
very personal. In other words, most people wish to be considered smart. Most people
do not like the idea of being considered as dumb. The whole principle is encapsulated in
that famous childhood story ‘The Emperor’s New Clothes’, where everyone was too
busy trying to look smart that they all ended up looking stupid instead.

Now, we’re going to be using this to some extent in this particular card, in this particular
frame. Why? Because you’re presenting with a false choice, do you want to do A or B?
Now, by using the idea of smarter, representing a choice right afterwards, where does
the attention go? The attention goes to the choice. In other words, do I want fish or
steak for dinner? In the meantime, what hasn’t been analyzed or paid attention to, is
the idea that one might be smarter than the other. They accept the idea that one will be

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smarter and so they’re looking to make the smarter choice. In other words, they don’t
want to appear foolish.

This is a classic example of how you can actually sneak in a presupposition, a suggestion
and then actually redirect their conscious attention to something completely different,
so that their mind doesn’t even analyze whether or not smart has anything to do with it.
So, isn’t it smarter to go to college than to go straight for a normal desk job right out of
school? Well, the answer is it depends doesn’t it? What if they have an amazing job they
can go straight into, which will set them up for life? What if they want to be an
entrepreneur and they don’t need of the stuff they’ll learn at college? So there are lots
of reasons not to go to college. Of course, there are lots of reason to go to college as
well. So it’s not whether or not they’re going to college, it’s what that fits that person
that matters at that point and time.

However, because there is a cultural bias towards people in college being smarter, you
might just ask them, isn’t it smarter to go to college and have greater career prospects
than go work at the local deli and really not have much for career future? Again,
remember the whole principle here is, when offering a false choice, then you offer
extreme choices. One which is smart and very positive; one which is very negative, so
that it’s an easy choice for people to make.

The final two cards in this deck are the discovery questions. Remember, the Discovery
Frame is all about what people can find out, what secrets they can ferret out, or
discover, hear about and so on.

So, isn’t it known that X or isn’t it true that Y, are two formats in which you can establish
that some idea or information or value or principle is real and happy to acknowledge it?

For example, isn’t it known that two heads are better than one? So how about we sit
down and figure this problem out together? Notice, what we’re doing is we’re relying on
a cultural bias. Again, two heads are better than one. These are aphorisms, general folk
wisdoms that people will tend to agree with, and what you’re doing now is you’re
attaching that to your outcome. The outcome is, to have someone allow you to help
them figure out some kind of problem.

Now, when you’re saying isn’t it known that, one of the other things you’re doing is,
much like in the previous one isn’t it smarter to go for this or that? You’re implying that
this is something the whole world knows and surely they have to know it as well. Now,
even if they didn’t know it, if it sounds kind of familiar or reasonable enough, it’ll still
open the yes mind. Why? Because it sounds so reasonable that it could very well be

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something that most people know about and they’re not going to admit their ignorance,
they’d rather accept the fact that they kind of must have known it before anyway and
now it’s fully in their consciousness.

So the yes door opens, even though they may not have known it before. Now, to hedge
your bets with these sort of things you can add information, a reason for example. Let’s
take the example again with the cars. Isn’t it known that a car with a higher horsepower
engine is safer? Now, at the moment I’m running a risk. They might say yes they might
say no, so I have to add something to justify that to tip them in one direction, because a
larger engine means you can actually overtake trouble spots and avoid potential
accidents that way. If I really want to go to town I can even give them an example.

Just imagine some crazy driver out in front of you and you can’t overtake them because
they’re going too fast. With a lower horsepower engine, it’ll take you so long to
overtake them that they may end up crashing into you. On the other hand, there’s that
drunk driver in front of you, with a big powerful acceleration you’ll be gone and passed
them long before they can do any damage to you or your children, because you will be
well ahead of them.

Now you’re getting more strategic. Notice how in all the cards we’ve been playing with
today or in this particular suit, we’re beginning to add more justifications. We’re
beginning to shore up our frames with extra information and this is really how you’ll be
using THE YES DECK. You’ll provide some information that people can agree to. You’ll
add something, get a Yes Set out of them. You’ll add some more questions, add some
more information and you mix information between questions and information, even in
asking them for information and you’re feeding them right back at them using THE YES
DECK, in order to get even more agreement out of them.

So now you’re getting much more sophisticated in your use of THE YES DECK, you’re not
just asking questions one at a time anymore. You’re not even just combining questions
in a stepping stone salami sort of tactic. Now you’re creating a rich set of
communication. Like any conversation it involves statements, presenting new facts,
musing about possibilities and it involves asking questions. So this is what you’ll be
doing.

You’ll be asking questions.

You’ll be presenting facts.
You’ll be presenting other things as well.

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In doing this, we’re constantly opening the yes mindset more and more and more,
which means when you present new ideas and new facts, they’ll be accepted more. As
those facts are accepted more than you can ask questions based on those facts that will
get even more yeses. In other words, even more compliance and the more you get that
the more you can start introducing other ideas, more risky ideas and they’ll get
accepted too, and so on and so forth.

So just because all THE YES DECK questions are in a question format, don’t think that
you have to use just questions, you can back anything up with a justification, just use
the idea of because, or with a scenario. Paint the picture for them or point out
something that they themselves said to you, didn’t you mention that yourself. In so
doing, you’re shoring up the ideas you have here and you’re making them virtually
irresistible.

The final card in this deck isn’t it true that? It has the same kind of idea. At this point,
you’re getting people to reflect on what seems rational, reasonable and so on. But much
like the knowledge one above, we’re basically playing with people’s perception. Just by
claiming the truth of something, people are starting to look for the truth value. In other
words, they’re going, yeah I guess it could be true. I guess it is true.

Now at this stage I want to give you a little warning which is, people, when they get this
far into the deck and start using them regularly start getting to the point where they get
a little bit. Well, I have to make it really complex, tricky and find these amazing insights
that people haven’t thought about and then put it into my, isn’t it true formula and so
on. Nothing could be further from the truth. Whilst, of course, it is valuable to come up
with a really wide range of ideas and so on, to get yeses to; sometimes it’s the most
basic ideas that have the biggest impact.

For example, with this one, is it true that XY&Z? For XY&Z you can insert anything
they’ve already told you. Let’s go back to our tried and tested example the car salesman.
Let’s say the person comes in and says, well, I want a car that’s fast, I want a car that’s
cheap and I want a car that’s large enough for my whole family. Great. So at the end you
can turn around and say, is it true that you want a car that’s fast? Well, isn’t it known
that this make and brand have some of the fastest cars on the market? Isn’t it true that
you wanted a car large enough for your whole family? Well just look inside, isn’t that an
extra large place? Now look at that in the back, wouldn’t you say that’s a bonus amount
of space in the back for your kids and your dogs?

Notice, I’m not even introducing any new facts. I’m not introducing some clever frame.
I’m not going to some amazing future where they can have all these extra results. Of

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course, I can do that and that would be valuable, but it’s just as powerful to feed back
into them the exact same things they’ve been telling you about, and of course you’ll
know there’s no risk then, because they have to agree to it. So never be afraid to use
the information they’ve already given you, it’s absolutely valuable. And just because
they’ve said it once, doesn’t mean that you can’t repeat it.

All that you’re doing after all is you’re being a good salesperson, a good friend, a good
mentor and you’re checking information. Let me check something with you, you said so
and so is that right? Yeah. Isn’t it true that you want this? Sure. Isn’t it known that this
does that for you? Yes. And is it true that you want that? Aren’t you looking for a certain
solution like this? Isn’t it smarter to do this rather than that? You said so yourself, didn’t
you?

Notice how many yeses I’m getting from this, and all I’m doing is checking with the
person in order to find out, have I understood you correctly? To do this I’d like to
introduce you to a particular framework that I like to call the Columbo Frame. It’s
named after the famous TV detective, Columbo, who appeared to everyone to be some
bumbling fool asking questions, bumbling around and being very impressed and totally
overwhelmed. But, of course, he was a genius and he had all these cunning questions
and eventually he’d ask his question which is, I’m curious about this… and then the
other person would be totally stuck.

So what I’d like to do as a way of getting lots of yeses, checking information and making
sure I’m stepping inside someone else’s mind is to say look, I’m a bit slow today and I
want to make sure I haven’t missed anything. Are you saying this and that and that?
What about this? Isn’t it known that that? Is it true that you want this? So when you said
this, did you mean this or that?

Notice how each time I’m getting a yes, a yes and another yes, more yeses again. Why
am I doing this? Partly to check my facts, absolutely, but really, the main reason is
because I’m getting so many yeses that I can start moving people very slowly towards a
particular outcome. You see, by now you should be familiar with the frames that are
adjusting these questions, the questions are no longer innocent. Notice I’m asking about
the reality and asking something that is a dead certain yes. You’re beginning to ask
questions that lead people towards other ideas.

In other words, you start with an idea that’s totally safe. You add an idea that’s kind of
true, but true enough that given the other stuff they’ll have to agree with, and then you
build on that. Eventually, you come to a position where the person can’t help but agree

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with you, even though you’ve introduced an idea that 10-30 minutes ago would have
been totally new and alien to them.

So the Columbo approach is a very valuable approach to take and I think you’ll really
enjoy it. So use it and remember, you can ask complex questions about interesting
scenarios and you can ask simple questions and if in doubt, always reflect back to them
what they’ve already told you.

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CD 6 – Suit 7 Possibility Questions & Suit 8 Necessity Questions

Possibility Questions

Let’s turn our attention now to the next suit, the Possibility Questions. You’ll recognize
this suit because of the little icon of a lift or an elevator that’s going either up or down.
In other words, it has the possibility of traveling in either direction. Those of you who’ve
got the Street Hypnosis Deck, you’ll also recognize that all the Possibility Questions are
very similar to some of the language patterns in the Street Hypnosis Deck. This is
important for you to realize, why? THE YES DECK and the Street Hypnosis Deck
complement each other perfectly.

Whilst, of course, we’re focusing here on creating the Yes Mindset and we’re focusing
here on using the Salami Tactic and creating a lateral of yeses, little stepping stones
along the way, nobody says that you have to only ask questions one after the other after
the other like an interview. Remember, the key to using this stuff will be to make it
conversational. So the Street Hypnosis Deck is a very useful adjunct because you can
flow between suggestions, fluid ideas, asking a yes question and another few ideas, ask
another yes question and so on.

The reverse is also true. For those of you who are hypnotists, hypnotherapists and so
on, you can phrase suggestions in the form of a yes question and make it very
powerfully. For example, can you see the value of having a dream in which this begins to
resolve right now? You can take advantage of a dream, can you not? Notice how I’m
diving straight into the value questions straightaway. The two value questions I’ve
created for you are:

1. Can you gain from X, or?

2. Can you take advantage of situation X or item X?

Now, remember, you can the value words for any type of value, any of the ones we’ve
discussed so far, any of the other ones. Check out the bonus modifiers to see which
other ways of phrasing these you can have.

The key thing I’m trying to get across here now is that you’re going through THE YES
DECK initially as just questions to train your own mindset, then, in terms of something
strategic, building up little stepping stones, the little Salami Tactic to get you from a
small yes to a very large yes at the end. Now we’re starting to get a little bit more

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sophisticated again and turning it to a much more conversational sort of item. How do
you do that? Well, you ask questions and make statements and comments, ask
questions and make statements and comments.

Here’s where the Street Hypnosis Deck is perfect. All the power words you learned, all
the stuff you learned on the Conversational Hypnosis Course for example, all of these
things become very useful because they switch off the critical factor. The critical factor
again is something that is often tied in with the No Room inside people’s minds. Its job,
its function is to reject information, so an overactive critical factor is the equivalent of
having a No Room wide open.

As people go more into hypnosis, more into trance, it’s like their Yes Room opens up
more and more. The more the No Room closes, the more the critical factor goes offline.
The more the Yes Room opens, the more acceptable they’ll find your ideas. So THE YES
DECK is another way of bypassing the critical factor and opening up the Yes Room,
opening up trance possibilities, which means every single one of the language patterns
you have here in THE YES DECK is also something you can use to present suggestions.

You’ll notice at the beginning we talked about you can use this to influence people to
accept your services, want to have your product or your ideas. So whether your idea is
selling a board of directors on a new project they should undertake or a particular way
of taking that project, you can also frame ideas in the form of suggestions. Every single
hypnotic suggestion is an idea, for example, the idea of hypnotic dreaming. That is an
idea and if someone can see the value of having a hypnotic dream and take comfort in
the beginnings of that dream beginning to develop now.

Notice how I’ve already started the process of making suggestions. I haven’t necessarily
told them directly yet to have a dream, but I’m beginning to build a foundation which
will allow the unconscious mind to free them to start selecting dreams, which can be
used therapeutically or experimentally depending on what kind of work you’re doing.

So let’s get back to the deck. I want you to keep that in the back of your mind because
now we’re getting into more obvious territory which is more obviously hypnotic and if
you’ve been following along with these CDs your mind should already be attuned to the
Yes Mindset enough that you can start seeing the other possibilities. Of course, the
more you practice, the more you’ll find it easy for yourself. In other words, you’ll be able
to get into the Yes Mindset yourself so easily that you start combining it with your
hypnotic suggestions, as well as with your regular conversations, as well as with your
sales pitches, as well as when you just talk to someone to enthuse and motivate them in
some way. The uses become virtually limitless at that point.

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So the first two cards in the Possibility Questions are value cards.

Can you gain from something?

Can you take advantage of something?
Can you gain from people listening to you?
Can you gain from switching off the No Room inside people’s minds?
Can’t you take advantage of taking people into the Yes Room so they feel like saying yes
more often to you?
Can you take advantage of the power of these language cards to make that happen?
Can’t you gain from people being more responsive to your ideas?

So you see how simple this is to use and at the same time how obviously now we’re
getting into more and more suggestion territory.

The next two questions are, of course, all about State Frames.

Can you take comfort in, or?

Can you feel the thrill of?

Again, there’s no magic in those particular words ‘comfort’ or ‘thrill’. They’re just
different variations and you can switch any variations you want in here. That’s how you
expand the 100 cards in this deck into 1,000 language patterns and, of course, taking the
same principles further you can expand it to 10,000 to 100,000 and so on.

So can you take comfort in something or other? Well, this is very simple. Can you take
comfort in the fact that people are listening to you more often? Can you take comfort in
the fact that you’ll be more influential? We can switch the situation around. Let’s go
into a more obviously hypnotic sort of thing.

Can’t you take comfort in your body that’s relaxing now? Can you feel the thrill of
relaxation moving through your body and you’re finally at peace? You notice how now
we’re using the Yes Set to imply a suggestion at the same time, so you can weave the
two together. You can do this in a very covert setting, as well, for example the car
salesman. Can you take comfort in how this car feels and feel the thrill of driving this car
knowing that it’s safe?

Now you’re starting to blend suggestions. You’re going from the pure Yes Set, can you
feel the thrill of driving this car, into creating a much richer experience. I don’t know if
you can imagine driving down the road in this sports car. If you can take comfort in the

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fact that this car is so safe that even an average driver will be safe in it. So you’re free to
feel the thrill of driving this car knowing that it’s an elegant, sporty car. Can’t you feel
the thrill of that now? Just put your hands on the steering wheel and imagine driving
down that road. Can’t you feel the thrill of it? Can’t you take comfort in the fact that this
car will cost you less than most other sports cars?

Notice now I’m beginning to blend the two realities, pure suggestions creating
experiences in people’s minds and the Yes Set, opening the Yes Room. They all back
each other up. It’s a very, very powerful way to make your suggestions more acceptable,
more interesting and more motivating. At the same time, of course, you can reverse it
and use the suggestions to support your Yes Set frames to make it more likely they’re
carry on agreeing, more interested, more involved in the experiences you’re creating.

So you will have no limits, you can really take people through all kinds of interesting
rides, a rollercoaster ride of emotions, a rollercoaster ride of experiences. If they do
that, their ability to say no to you diminishes to virtually nil and at the same time they’ll
desire to agree with what you’re saying because the experience is so rich, it’s so
meaningful to them it soars through the roof.

The next two cards are, of course, the desire or need cards.

Now, we’re looking at a very special form of that frame, the idea of wanting something,
how? Well, the first one is the idea of hoping for something. When people hope for
something it’s something they desire or they can’t necessarily allow themselves to
expect it to happen yet. When people aspire to something it’s similar to hope. It’s hope
with an intention, if you like. It’s I hope I will get better and I’m going to do everything I
have in my power to make it happen.

Can’t you hope for a better life? Can’t you hope for something that’s going to make your
life more rich and meaningful? Can you aspire to learning a secret language that will
make people want to pay attention to your more? Can’t you hope for that kind of
attention in your life? Can’t you aspire to have people want to say yes to you more often
and when they do really enjoying it?

Notice that we’re taking people through a different kind of desire. It’s a difference
nuance to the idea of desire. It’s still very powerful though because people’s hopes and
aspirations are what drive them. It’s what keeps us going, especially when we can’t see
results just yet. So, basically, this is something you can use very powerfully in a situation
where someone can’t see the results yet. In other words, they’re not sure if they can
achieve them, but they’d like it. So they’re in that kind of in between state. Of course,

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you can go down the conditional route or the future question route, as well. It doesn’t
matter. You can combine them all together.

Now, remember, the Possibility Cards are all about what is possible for people. So by
combining an aspiration or a hope, which is something people wish was possible, hope
was going to be possible, try and achieve but it’s not necessarily in their reality yet, with
the idea of a possibility you’re creating an interesting frame in the back of their mind.
Can you hope for something? Well, sure, you can hope for it, but you’re also introducing
the idea of possibility. So it’s more than just hope, it’s actually hoping and the little extra
something of maybe you can do this. Can you aspire to something? Well, if you can
aspire to it maybe you have more power, as well. Maybe you can do something extra
and you can do something about it.

This is a subtle step that you’re creating here. You’re creating the expectation of hope
and aspiration. You’re introducing the idea of empowerment because it’s possible for
them to do something. At the very least, it’s possible to hope or aspire. By introducing
those two ideas together, you’re introducing the idea indirectly that maybe, just maybe
whatever they’re hoping for or aspiring towards is actually within their power, as well,
only you’re not going to say it outright for the conscious mind to resist. You’re just going
to create the concept.

This goes right back to the basic Law of the Unconscious Mind, which is the idea of
association. If two things occur in the same time or the same place, the unconscious
mind associates one to the other and equates the two. They’re together. They cause
each other. They come hand in hand. So when you’re speaking about things of
possibility at the same time you’re speaking about aspirations or hopes, the unconscious
mind begins to add the idea of possibility into the idea of hope and aspiration. It’s a very
subtle thing.

Now, just by saying one phrase like can’t you hope for something better in your life, are
you going to be doing that? Not necessarily, but if you’re aware of the principle you can
keep routing back. You can come back over and over again. This is, of course, the second
principle of the unconscious, which is repetition. The unconscious mind loves repetition
and with the Yes Set you can come back to the same ideas in so many different ways.
Combine that with something like the Street Hypnosis Deck and your ideas to create rich
experiences and come looping back to the same ideas becomes magnified a thousand
fold.

Of course, just because you’re introducing the idea of hoping and aspiration to this idea
of possibility here doesn’t mean that’s the only kind of desire that you can talk to people

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about. It’s not the only Desire Frame you can use. You can use any one of the other
Desire Frames within the idea of possibility. The only thing you should be aware of is
that you have different effects being created as you use your language in different ways.
As you get used to the little subtleties in each one, your ability to choose exactly the
right frame to fit the situation, exactly the right language pattern and, in this case,
exactly the right YES DECK question.

In that case, you suddenly have much more power in how to nudge people down the
right line. They might resist one idea more and the other idea empowers them more.
You just choose the one that feels most natural, fits the situation most clearly and so
you nudge them along bit by bit. Remember, that’s all the Salami Tactic is. You’re
nudging people along bit by bit until, eventually, they get to the point you wanted them
to be in all along and they never realize that you just took them by the hand and you led
them there step by step to make it easy for them and pretty much sure for you that
you’re going to be getting there.

The next two cards in THE YES DECK or in this suit use the False Choice Frame.

Can you select X over Y? Can’t you choose X over Y? In terms of the False Choice, again,
we’re going back with the theme of empowerment. Selecting and choosing fit most
naturally because that has to do with power. If I have the ability to do something, well,
selecting gives me that ability. It means I have the power to select something. It’s the
same thing with the idea of choosing, two different ways of saying the same thing, in
general.

What we’re doing here is reinforcing the idea of possibility. We’re reinforcing the
possibility through choice. You have the power to choose here. You have the power to
select here. Now, is that the only thing you can do? No, of course not, you could choose
any of the other False Choices and include it here, as well. For example, the Aspiration
False Choice, can you aspire to this instead of that? Of course you can.

Notice how we’re now using that loaded mix of possibility and aspiration, which is kind
of now about what you wish for was possible rather than what you believe is possible
and you’re mixing them together again. So always think about what is the impact your
language is having on people, what kind of mindset is it generating. In doing so, you’ll
have so much more power over the effect that it has inside people’s minds.

So how might you use these cards in different contexts? It’s very simple. Let’s take the
teaching context again. Can’t you choose to get an A in your class over watching TV for

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five more minutes because five minutes is all it takes to study this particular thing? Let’s
take another example, the idea of the car salesman.

Remember, especially in a sales context, we’re always going to be using what we

already know about the person, their wants, their needs, the things they’re looking for.
So for someone who is looking for a family car you can say, well, can’t you select the car
that’s going to be safest and has the biggest track record of safety over the snazzy car
that’s expensive and is much more unstable? Can’t you choose your family’s safety over
the price tag?

Notice now what we’re doing here. You have the ability to create False Choices, but you
can use them now to start getting people to move away from the kind of objections they
might have. How do we do that? Now we’re going to start selecting False Choices where
we’re offering a choice, a contrast between here’s the problem I have, my objection, in
this case it’s the price tag for the car, and here’s something that I really want to have of
value that’s more important to me than the actual price tag. In this example it would be
my family’s safety.

So then when they’re saying I don’t know, this car is a bit expensive, you can say look, I
understand the car is expensive. (That’s a little Yes Set, isn’t it?) I know you can see the
value in this car, can you not? Of course, if you had this car you could feel the comfort of
knowing your family is safe, could you not? Can’t you choose that safety for your family
over a price tag?

Notice what we’re doing here, we’re setting up frameworks. We’re using the exact
things he’s told us about. In other words, he’s told us it’s too expensive for him, at least
the price tag is a little bit pricy for him, so we’ve acknowledged it. That’s a yes. We’ve
then started using some other values, some things that are important to him, things he’s
looking for, in this case, classically, safety for his family. We’re brining those to life with
other Yes Sets, for example the conditional. If you had this car you know your family
would be safe, don’t you? Yes. And you value that safety, don’t you? Absolutely. So can’t
you choose that safety over a price tag?

You’re beginning to move them or maneuver them more and more into a corner that
they can’t get out of and it actually fits their mindset. They want a car that’s safe. Well,
this car is safe. It will do exactly those things. Now, of course, your job as an ethical
salesperson is to make sure if there are other cars that meet those criteria, in other
words, other cars that are just as safe with a lower price tag, that you give them the
option of that, too. That’s just part of good service.

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So what we’re talking about here is not forcing people’s minds. What we’re talking
about here is elegantly moving their mindset position where they come to the natural
conclusion that this is exactly what they need or want to have. You’re helping them
make up their mind rather than forcing them, but you’re doing this by maneuvering
them into a position where the things they’re afraid of, in this case the price tag, are
things that really aren’t important because the more important things in their life are
the ones that are actually going to win out.

I mean can you imagine how this person would feel if they get a less safe car and then
have an accident and someone in their family gets injured because they spent $500 less
on the car. They’d feel terrible. This is part of what you’re doing for them in this service
is reminding them, hey, hang on a second. Sure, you can go for the cheaper car and it’s
absolutely your choice, but if you do go for the cheaper car just notice what the
consequences are. It’s just a question of what you value. At that point, they can make a
much better informed decision.

Let’s move on now to the final two cards in this suit. The final two cards, like all the
others in the different suits, are all about Discovery Frames.

Can you find out X? Can’t you come up with Y? These are very useful questions, why?
You’re sending their mind in certain directions. Remember how we talked about can you
notice the sensation in your toes? Well, I’m taking your mind and steering it towards
that. At the same time as sending your attention towards where I want it to be, when
it’s there you have to agree with me. Can’t you notice the sensation in your toes? Of
course I can notice it and, by the way, I am noticing it. So I get a double yes out of it.

So can’t you come up with…? This is a very useful frame to use, why? You can start
getting people’s minds thinking about solutions rather than problems. For example, let’s
go back to the used car salesman. He’s selling a car and he has a finance package that
will help the person buy the car, fantastic. Now, you could just straight out say, hey,
we’ve got a fantastic finance package and I think you’ll really like it. Notice how he’s
now imposing an opinion on the other person. The opinion does not arise from the
other person, which means it’s not going to be as strong for the other person.

Now, of course, it can be persuasive, absolutely, but what if it actually arises from the
other person. What if they actually come to their own conclusion about how wonderful
that finance package is? Well, let’s say the car costs $10,000 and the person looks and
he goes, wow, that’s $10,000. You go, I know, it’s $10,000 and $10,000 seems like quite
a price tag, doesn’t it? Yes. Let me ask you something. Can you come up with an extra
$100 a month or $150 a month? Sure, I can do that. Well, if I could show you a way

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(notice we’re going to the conditional one) to get this car for $150 a month, wouldn’t
that be worthwhile doing? Absolutely. In that case, let me introduce you to our finance
package. I think you’ll really like this.

Do you notice how much more elegant that is, how much more exciting that is for the
person? In fact, you can throw it in there, once you actually start showing it. If you can
actually get this car for $150 a month, how exciting would that be for you? Very! Notice
what we’re doing here, we’re leading them step by step through to the conclusion using
the Yes Set.

It’s the classic Socratic Method where you’re loading them in a certain direction and as
they agree to each step their mind follows along and goes you know what, I can agree to
this. Yes, this is true. I didn’t think I could buy a $10,000 car, but a $100 a month. Sure, I
can afford that. Of course, the finance package takes care of all that, so it becomes less
frightening to everyone. The same is true of the other card, can you find out.

Again, remember, we’re just taking their attention somewhere where they wouldn’t
naturally go. For example, let’s say someone is saying, hey, I like this car, but I don’t
know if my wife will like it. You go, okay, that’s fine, you don’t know if your wife will like
it. (That’s nice. That’s a free yes, isn’t it?) Well, can you find out if your wife will like it?
Sure. Can you come up with a way of bringing her over to have a look at it? Yes. Better
still, how about we do a test drive to your house and you can have her check it out?
Wow, that’s a great idea.

Notice again, we are putting ideas inside their minds, how? By slowly filtering them in,
in this case it’s can you find out if your wife will like it. Of course I can find out. Now you
can start making more offers like, you could bring here in, you could do this, you could
do that or we could just drive around there right now and see if she gives the approval.
You can also go down the other road saying a conditional thing. Hey, can you find out if
your wife likes this? Yes. So would you be willing to sign the contract now, subject to the
proviso of your wife giving you the approval? How can they say no? He says, sure, I’ll
buy the car. The only thing is if she says no approval we’ll just tear up the paper work,
no big deal.

What you’ve still created here is a condition in which they’ve actually bought the car.
They’ve already committed to the car emotionally, so the chances that they’ll back out
on the deal are very slim. By the same token though, of course, you still respected their
need to get their other half involved, why? You say, look, if the other person doesn’t
approve because it’s a two-person decision, no big deal. We’ll tear up the paper work
and we’ll actually write that into the contract.

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Now you’re using the ideas implanted inside some of these cards. In this set, the idea of
possibility and the idea of conditionality and you’re using both those frames in order to
get a yes, to get a deal signed, when otherwise it wouldn’t happen. You and I both know
that most people who go home to “think about it” end up getting distracted by life and
not doing a single thing about it. Your time to show people the value of what they have
in front of them is when they’re in front of you, not when they go away.

Now, of course, that doesn’t mean you take people’s thinking time away. All that means
is you help them through the thinking process and if they have a genuine objection, a
genuine problem, a dilemma, for example this can’t be a one-man decision, I have to
involve my other half, fantastic. There’s no problem with that, go ahead and involve
them. Is there anything else you need to know about this car? No. So you really like this
car? Yes. You can see the value of this car for your family? Sure. And you can feel the
comfort of having a safe car that your kids will be safe in? Absolutely. Can you find out
whether your wife will enjoy it? Sure. What will you need to do? Well, I need to go
home and talk to her about it.

So if we were to hold this car back for you, reserve it subject to your wife’s approval,
would that be something you’d like? Absolutely. Well, why don’t we do this, we’ll just fill
out the paperwork now and we’ll put a big, fat stamp on the bottom saying ‘subject to
approval from my wife’ and if she approves, fantastic, we’ll just go ahead. If she doesn’t
approve we’ll tear up the contract there and then, no big deal at all. Shall we do that
now? Absolutely, let’s go ahead and do that.

Does that force them into any choices? No. They can still say no. They can still back out.
They can still say, well, I don’t know about this, but it puts them in a much better
position to actually commit to the whole thing rather than backing out and then having
the next person, the one that is willing to take them to the next step and willing to lead
them through the whole process, to get them to say yes to that.

Remember, when someone is looking for an idea, a solution, a service, a product,

they’re actually looking for something and all they need to know is what you have to
offer them what it is they’re looking for. If it’s not just let them walk away, there are
plenty of other people around there. If it is, however, there’s no reason to let them walk
away because you’re wasting their time and you’ve wasted your time of course, as well.
So you’ll actually be providing a better service by helping them come to the conclusion
right in front of you.

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Necessity Questions

The next deck is about Necessity Questions. You’ll notice the Necessity Question has an
icon of a lifejacket in the top right-hand corner. The lifejacket being a symbol for what’s
necessary, what you need to be safe, for example, on a boat. Notice how these two
suits, the Necessity Suit and the Possibility Suit, track a language pattern called the
Modal Operator of Necessity and the Modal Operator of Possibility one for one. So they
are classic language patterns, they are classic hypnotic patterns of persuasion. We’re
going to be using them and stacking those classic patterns even further by filling it with
a particular frame and making sure that they simultaneously open the doors to the Yes
Room even more fully.

Whereas the last suit, the Possibility Suit, is all about what is possible. In other words,
you’re opening people’s choices up, you’re opening their options up and you’re giving
them more, necessity is about giving them less, I guess. It’s about focusing their mind of
what’s important, on what has to happen. Possibility is about what can happen. It can
be this, this, this, this and this. That’s fantastic, but necessity is much more of a driving
force that says you have to have it this way. For example, you can’t treat people in a bad
way. You’re limiting possibility because you have to treat people in a useful way, in a
good way.

So how do we use this in terms of THE YES DECK questions and how do we load those
questions in order to order to move them step by step towards where you want them to
be? Well, the first two cards give us a clue. Shouldn’t X be productive or shouldn’t X be
constructive? Remember, we’re going back to the Value Frame, how is thing valuable, so
we’re going to look for something that’s productive inside of the situation. You can ask
this very directly. For example, shouldn’t you be a more productive person? How much
more productive would you be if people were saying yes to you all the time?

There’s a classic way where you can chase one question with another, but then you can
use it also to introduce topics whilst still giving them value. For example, should
conversations be more productive? Should your requests of other people be more
productive? When you ask people for favors or for a particular thing like a sale,
shouldn’t your request be more constructive?

Notice, these are very prescriptive questions to ask people. It depends on people’s
mindset, but as a rule I wouldn’t start using the Prescriptive Mindset straight from the
beginning because you haven’t set a context up yet. For example, you might go from a
context of a desire, through possibility, into necessity to trigger the actual action at the
end. Here’s an example of what I mean.
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You want to be more persuasive, don’t you? Yeah. Now, you can aspire to all the
different ways that people will say yes to you more often, can you not? Absolutely. If I
could show you a way that people just could not resist saying yes to you, would you
want to find out what it was? Yes, I would. And, of course, you’re already the kind of
person that knows that it’s got to be something about your language, how you interact
with people, don’t you? Yeah. So shouldn’t your language be more productive when you
ask people to do things? Absolutely.

Notice how we’ve built up to it. It’s a much softer frame, why? We’ve loaded it up at the
beginning with all the things that they want to have and now we’re directing their mind
towards a solution. Shouldn’t your language be more productive? Great, let me show
you a way of making your language more productive. It’s called THE YES DECK and off
we go into another loop. Now, of course, you’ve created curiosity. You’ve given the
reason why limiting them is a good thing.

This is the secret of Necessity Questions or the Modal Operator of Necessity, in general.
Whenever you’re going to take people’s choices away, you need to take people’s
choices away in such a way that they actually have more choice, more possibility. How
does that work? It’s very simple. If you ever watched a kid running into a candy store
which is filled from wall to wall with different types of candy, colors, flavors, tastes,
chocolate, sugar, all kinds of different things, they’ll run around like crazy and they just
don’t know where to stop. They don’t know what to take, why? They want some of
everything.

There’s so much, but they can’t take the whole store home with them. So when we say
to them which one do you want, they’ll go I don’t know, I want this and I want that and I
want that. They’re basically stuck in a loop because there’s too much choice.

There are other ways of using it, as well, but a very elegant way of using necessity is to
offer them lots of choices and then hone down on the best of that choice. For example,
when it comes to persuasion there are many ways to get people to say yes to you and
persuade them, to make them want to say yes to you or help you out in different ways.
You can be kind to people. You can smile at them. You can do favors for them. You can
the psychological Principle of Influence. You can justify your requests and you can speak
to them. You can just ask straight out for what you want.

Now, when you ask for something straight out, shouldn’t you be able to ask for it in a
way that’s actually going to be constructive for both of you? That’s what we just did. We
gave you a whole list, honed in on one of them and honed in on a particular quality.

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What we’re saying is when we’re talking about asking for something, shouldn’t we ask in
a way that’s more constructive. Hopefully, you’ll see that by using this simple device you
can actually take away the sting of “limiting people” through necessity.

There are plenty of people out there and you’ll spot it by their language that need to be
driven. Let me say that again, they need to be driven. They’ve lived their whole life by
oughts, shoulds, musts and have to’s. When you have people like that who live their life
by oughts, shoulds, musts and have to’s you can give them all the choices in the world,
all the possibilities and, if anything, you’ll scare them because they don’t know how to
deal with all that choice. On the other hand, if you help them fit the information to the
way their minds work, in other words, in the oughts and shoulds and have to’s, well,
then you make their choice much easier. Their life becomes easier.

Let’s cease that principle with the next couple of cards.

These are called the State Control Cards, the State Frame Cards. Shouldn’t a person be
motivated by X or shouldn’t someone feel passionate about Y? There are two ways to
use these cards. You can use the idea of a person in general or you can use it about the
person in specific. In other words, shouldn’t you be more motivated by…? It all depends
on the individual you have in front of you.

If you keep it in the third person, shouldn’t a person be motivated by, you’re keeping it
more general, therefore it’s less about that person individually, which means you’re
more likely to get an agreement and, indirectly, they’ll apply it to themselves, as well.
It’s just a polite way of doing it so they don’t feel like you’re telling them how to live
their life. It’s kind of like saying to someone, hey, close the door buddy. It’s very direct
and it doesn’t really sit well with most people. But if you turn to someone and say, could
you close the door, please, it’s a request. You’re obviously telling them close the door,
but you’re phrasing it like a question so it’s more indirect.

There are all kinds of ways you can do that. So if you have a person in front of you that
actually requires necessity or a need to drive them you can be very direct. For example,
shouldn’t you be more motivated by the way you do your homework? Oh, okay. Sure,
I’ll be more motivated about it. There are some kids who will take to that absolutely.

Another way to phrase it more generally and less intrusively might be to say something
like, shouldn’t school kids be more motivated by the way they do their homework? The
kid goes, sure, they should be. Great, let’s explore ways of exploring your motivation,
shan’t we? Can you see the value of finding ways to actually enjoy doing your
homework more? Absolutely. So if I gave you a few hints, do you think you could find

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out how to do your homework better and really enjoy it? I guess if you gave me some
hints I could, yeah. (Notice again, we’re moving people through this.) Because I really
think you should enjoy your homework whilst you’re doing it.

Let’s just pause and think what we’ve just said there. We’ve moved people through a
whole set of yeses into the idea of accepting that they can actually enjoy their
homework rather than being forced to do it. It’s not something they’re stuck with. It’s
something they get to enjoy, some kind of a pleasure. Now, of course, you’re using the
condition here because chances are the kids haven’t enjoyed the experience of enjoying
homework yet, in which case you’ll need to use the conditional. You’ll need to project
some kind of a future, some kind of a secret they don’t know yet, but if they did they
could enjoy it.

The key I want to mention here, though, it’s not of much those strategies, although
that’s a very, very useful strategy, it’s this idea of should. We ended up on a should.
Because I really think you should enjoy doing your homework, don’t you think? Now, I’m
still getting a yes, I’m still asking them to agree to it, but of course I am building up to it.
If I just go to some kids and say, hey kids, I think you should enjoy your homework more,
what are they going to do? Oh, they’re going to get restful and they’re going to take a
deep sign and go, oh, I know. I really should enjoy homework more.

They’re not going to believe you because you haven’t actually set the expectation in
their mind yet. You’ve got an automatic rejection because homework is something
which up until that point may have felt so unpleasant to them that they’re automatically
rejecting it. They don’t like it. It opens the No Room already, which is why we’re using
the Salami Tactic together with this Frame Control stuff in order to move them step by
step in that direction.

The same idea is, shouldn’t someone feel passionate about... Again, you’re creating a
very interesting mix here, especially when you start using these really positive states
where the situation, in other words, the shoulds, have to’s or oughts, are all about
necessity, about need and driving. A lot of people don’t associate necessarily things that
they have to do with things that are pleasant, so you’re creating an interesting
association.

Remember, repetition and association are the two key principles at the unconscious
level. So when you start a sentence along the lines of, shouldn’t you X, people go, oh,
maybe, I don’t know, what’s this person making me do, but when you now add
something positive like, shouldn’t you feel absolutely passionate about your life, people

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go, wow, actually that’s a positive, yeah. That’s a limitation I’d happily accept. Again,
that’s a great example of limitations.

In life you can feel depressed, you can feel passionate, you can feel elated and you can
feel humdrum, you can feel normal and you can feel nothing in between. Of all those
choices and those are choices of course, if I were to force one down the passionate
route, wouldn’t you like to have that, wouldn’t you like someone to drive you a little bit
more out of being miserable, depressed or just feeling humdrum, low or having a life
that’s really not that interesting, I’m not saying you do, but let’s assume you did,
wouldn’t you want someone to drive you out of that and say you have to have a life of
passion, you must enjoy of life full of riches? People will go, well, okay. If you’re taking
the choice away from me, why not improve my life.

Again, we’re now combining concepts that aren’t necessarily always combined, but
we’re doing it in a way that’s very appealing. So you can be very direct about it saying,
shouldn’t you feel more passionate about your life and you can be more indirect about
it, for example, shouldn’t people feel more passionate about their lives? If they agree to
that in principle, you can always turn it more directly onto them. So, how about you?
How do you think you should feel about life? Well, passionate of course.

Of course they’re going to think that now because you’ve set the context up. You’ve
already set that up by them agreeing that people in general should be this way. They are
part of people, so the conclusion is very natural that they should feel passionate, as
well.

Let’s move on to the next couple of cards in the deck. The next ones are all about desire.
Shouldn’t we be allowed to dream of this? Shouldn’t we demand more of that? Now,
these are very interesting little frames. Remember, should is all about pushing people
from behind saying, this is how it should be, this is how it must be and a lot of people
don’t find that pleasant.

So what have we done here? Well, we’ve put the word ‘allowed’ in because that puts
more permissiveness in and, again, it soften the idea of I’m forcing you to this. Shouldn’t
you be allowed to have freedom in your life? Well, yes, I should. I’m demanding that of
myself now. I’m demanding that of life, to have freedom in it.

Of course we don’t have to have those softeners there. We can go directly along the
lines of, shouldn’t you dream of being wealthy? Shouldn’t you dream of being happy?
But, again, that’s much more direct. So it really depends of where we are in the process.
If I’m right at the start of a process, let’s say I’ve got a new group of people and I want to

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influence them, and I stand up in front of them and say something like, shouldn’t we be
allowed to dream of having a better life, it’s very difficult to say no to that, isn’t it?

If, on the other hand, I stand in front of the same group and say, shouldn’t we all dream
of a better life, someone might say hang on a second. No, my life is pretty good. Why
should I dream of a better life when I really enjoy this one already?

So bringing in little words like ‘allow’, these are language softeners, language modifiers.
Again, those of you who are familiar with the Street Hypnosis Deck will be very familiar
with these language modifiers and the purpose of these is to basically create a
statement that’s normally quite hard or very direct and softening it to make it more
acceptable. So shouldn’t we dream of having a better life, becomes shouldn’t we be
allowed to dream of having a better life. Of course if you want to get really direct you
can always say, shouldn’t you dream of having a better life.

So how could you use this? Let’s use the same language pattern over and over again to
build up one of these stepping stone Salami Tactic-like arguments that we talked about.
Let’s say it’s a self-improvement type of situation or that topic comes up in a
conversation. You might say something like, shouldn’t people be allowed to dream of
having a better life? Of course, everyone agrees. Then you just starting thinking about
things out loud and saying things like, well, even people who have great lives, their lives
can always be better, can’t they? Yeah. So shouldn’t they be allowed to dream of
improving their life, as well? Absolutely. So their lives and improve and in improving
their lives they help others, too. Shouldn’t they actually dream of it, how else are they
going to improve it? Well, that makes sense. How about you? Shouldn’t you be
dreaming of living a better life?

Notice how I’ve moved into a position where it seems logical. It seems sensible and
rational to agree with me on that and you’ll want it. You actually might end up inspired.
Inspired to want a better life at that point because I’ve built up towards it and this build
up is so important. That’s why we spent so much time on the last suit, the Possibility
Cards, talking about the hand-in-hand nature of the Yes Set in the Street Hypnosis Deck
because they flow naturally one from the other and augment each other.

Remember, what you’re creating here are experiences and if the experience you want
to create for someone is too direct, it’s too harsh, it’s too outside of where they are
right now, well, you soften it. You introduce it more slowly and more gently. I’ll give you
an example of what I mean.

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Let’s use the classic example from hypnosis where you’re doing some kind of a guided
visualization and you take someone to a nice, happy, pleasant beach. Now, when people
are on a pleasant beach you can have things like seagulls, the sound of waves, the
beautiful breeze and all that sort of stuff. If you suddenly tell someone there’s a
rhinoceros coming racing down ready to run you over, well, it’s not expected. It’s too
much for the minds to take hold of.

If they’re very deep in trance a lot of people will just accept it because there’s no critical
thinking going on, but for a lot of people if you introduced that idea too soon and too
randomly what happens is it snaps them out and they go, no, that’s not believable. I
don’t like it. They start getting more critical. In other words, then no part of their mind
starts opening up.

Now, the Should cards have a danger of being like a rhino because it really forces people
in a certain direction, which is one of the reasons I keep emphasizing different ways of
softening it. Should, necessity has a really powerful effect on people. It’s one of the key
drivers. In fact, most things that get done in the world get done because they need to
happen, because they ought to happen, not just because they can happen or people
want them to happen. Need, as a rule, is a much more powerful driver than desire,
although that does not discount desire as a powerful driver at all.

So we want to be able to use the idea of need powerfully, but at the same time we need
to be aware of its downside, which is that it can annoy people because they feel like
you’re lecturing them or telling them how they should live their life. Of course, to a
certain extent, is what you are doing. How do you get around that problem? Well, you
soften it. Shouldn’t we be allowed to dream of something?

Now, of course, we’re introducing both the idea of desire and necessity at the same
time, it’s a double bonus. By putting in this language softener, if it’s appropriate, well, all
you’ve done at that point is made the whole pill sugar coated so it’s that much easier to
swallow.

The next language pattern in this same sequence is, should you demand or shouldn’t we
demand that? Now, again, demanding is very demanding. Demanding is very much like
the idea of necessity. It’s need, it’s must, it’s ought, it’s should and, of course the risk of
that, as we’ve just talked about, is that we might get people’s backs up. We might
alienate them and lose rapport by being too pushy. So, as a rule, it’s useful to have the
idea of demanding, but use it with things that are already acceptable to the person. For
example, shouldn’t people demand respect from others? Shouldn’t we demand that life

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gives us more positive things? Shouldn’t we demand of people in general to respect

other people?

Notice again how we can use what’s actually a very hard frame, but you introduced it in
a way that people can’t refute it so you build up towards it. One build up might be,
shouldn’t we demand that people treat others with respect? That’s a very difficult one
to say no to. If people should be treating each other with respect, shouldn’t we demand
that they treat us with respect? Well, it’s very difficult to say no. It will take someone
with some serious self-esteem issues to turn around and say, no, it’s too much for me to
be allowed to be treated with self-respect.

Of course that is absolutely possible, but it’s much harder for them to say that once the
general principle has been established, which you did just a moment ago. We demand
that people treat each other with respect, so shouldn’t we demand that people treat us
with respect? Doesn’t that mean that you should demand that people treat you with
more respect? Yeah, I guess it does. So if you had a way of communicating with them
that demanded that respect, wouldn’t that be worthwhile learning? Absolutely. Well,
once again, let me introduce you to THE YES DECK.

Do you see how we’ve just moved that sequence nice and fluidly, naturally, so we
haven’t shaken any boats too much. In other words, we’ve not upset the balance. We’ve
started with something which we know absolutely we’re going to get a yes to. There are
very few cultures, if any, in which disrespect is prized highly. Respect is always prized
highly in pretty much any culture I’ve ever come across, so we just bring out the
principle that the culture prizes, respect. Shouldn’t we demand that people respect each
other? Absolutely.

Then we start working our way on from that into logical conclusions about an individual
and, of course, the Should Frame is very powerful because it locks it in and gives no
room for squirming out of it afterwards. This, by the way, is a very useful thing to do
with people when you’re doing hypnotherapy with them, as well, because now you’re
taking their beliefs and you’re turning them on their head. You’re taking beliefs that are
negative, for example people can’t treat me with respect because I’m not worthwhile,
and you’re switching them on their head. You’re making it impossible for them to
believe that anymore, but you’ve got to build up to it step by step.

The next one is the False Choice Frame. Shouldn’t a person prefer X over Y? Should
people aspire to do X instead of Y? Again, the examples are the same as before. Should
a person prefer being kind to others over being cruel? Shouldn’t people aspire to inspire
people to good things instead of leading them astray? Of course the general principle in

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all the false choices still holds true. You want to make sure that you have two choices,
one black and one white, one very positive and one very negative. That’s the way you
insure that they get the right choice.

Now, when you have very positive choices it’s actually easier to use something like the
Necessity Questions, why? It speaks directly to people and what they believe. Shouldn’t
a person prefer being kind to others over being cruel? Well, yeah, I think so. Some
people might say, no, there’ll be situations where cruelty is the right thing and all the
rest of it. If that ever comes up, great, you just go down a different route. You always
have a choice. Remember, getting one no does not matter. It’s getting no, after no, after
no, that’s the problem.

People that don’t get very persuasive, the people that are ignored very often or rejected
very often, those are the ones that don’t realize, they don’t notice all the hidden no’s
they’re getting before they ask us something. Whereas those people who are very
influential are the ones that get lots and lots of yeses, even if they’re hidden yeses. In
other words, yeses that don’t get spoken out loud before they ask for something, in
which case people are already primed and ready to go with agreement. It’s fantastic.

The final two cards in the Necessity Questions are again about discovery. Discovery is a
very powerful drive in human nature, so combining that with the idea of necessity, of
need is actually very, very powerful. Shouldn’t you know how to make people treat you
with respect? Shouldn’t you know how people around you think and feel? Shouldn’t you
know how people think about you? Shouldn’t you know a way of getting people to
agree with you, as well?

Notice how it’s a very powerful frame. I’m directing your ideas or your attention
towards something, what I think you should know, and I’m making it more demanding.
It’s more immediate. Yes, I should know that. Shouldn’t you know how to command
respect from people around you? Well, let me introduce you to THE YES DECK.

Once again, we’re moving people in a direction and this is more than just a gentle
nudge. It’s quite a shove in the right direction, but you have to have a very powerful
frame that you know they’re going to agree to. For example, if I say something like,
shouldn’t you know how to say thank you very much in Japanese, a whole bunch of you
might say, nope, why should I know that? Who cares?

So I have to make sure it fits what I actually know about you, what your needs and
values are. For example, let’s say your values are education, that people should know
how to read and write and education themselves to grow as human beings. Well, then

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it’s not much of a risk to say, shouldn’t you know how to read and write properly?
People will go, sure, I should need to know that.

The final card, of course, is in the same direction. Shouldn’t a person realize the
importance of…? Now, this is a bit more of a mouthful. Why have I included such a
mouthful? Well, I wanted to give you at least one example of all the language softeners
we’ve been talking about, but in a much bigger picture, in other words, in a much more
elaborate sort of way. So a very simple way of using that frame, which of course is a
Discovery Frame, is you should realize this. Okay, I should realize that. Shouldn’t you
realize that? Okay, sure, I should realize that.

That’s a very hard frame, so instead of making it about you let’s make it about people.
Shouldn’t people realize that getting treated with respect is important? Yes. Now I can
start putting even more things in there. I’m actually loading that particular frame with a
couple of frames at the same time. So we’ve got the indirect idea of a person rather
than you specifically, we’ve got the idea of realizing, that’s the Discovery Frame, but we
also have the idea of importance, which is a Value Frame, a classic Value Frame.

So now we’re really stacked on question with a lot of different frames. Shouldn’t a
person realize the importance of having others treat them with respect? Absolutely.
Shouldn’t a person know how to insure people do treat them with respect? Yes. So
shouldn’t you know how to get people to say yes to you when you ask them to treat you
with respect? Absolutely. Well, let me introduce you to THE YES DECK.

Once again, we’ve moved people step by step in a direction. Hopefully, you’re beginning
to see more and more fully now as we progress through these cards how to strategically
move people from one idea, a place they’re at now, to the idea or the conclusion that
you want them to have.

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CD 7 – Suit 9 Imaginary Questions & Suit 10 Identity Questions

Imaginary Questions

We’re onto the last couple of suits in the deck now. The ninth suit in the deck is the
Imaginary Questions suit. You recognize the Imaginary Questions because it has a gift
wrapped parcel in the top right hand corner as an icon. The gift wrapped parcel is quite
apt for this particular card, because it’s all about stimulating the imagination, sending
them to the land of what if.

So you’ll instantly recognize that there’s something very similar between these kinds of
questions and the Conditional Questions. In many respects, the Imaginary Questions
give you much more freedom than Conditional Questions, because there are no
conditions you need to set in order to justify them afterwards or to satisfy them
afterwards, so it’s a very simple construction, although the mindset goes in the same
direction.

So the first two cards are all about finding value. The values we’re looking at, at the
moment in terms of frames, are things that are helpful and that are profitable. Will you
find it helpful to have other people like you more? Would you find it profitable to have
other people like you more? Notice how we’ve expressed the same idea in two different
ways, we’re teasing out a different type of value, one which will help you in your life and
it may be in all kinds of ways. It might be that you attach it to something they said they
want.

Let’s say they want a better social life. Would you find that being more positive is
helpful knowing they’re attached to the value they have in developing a better social
life, and you can do the same thing with the idea of profit. Wouldn’t you find that being
more positive could be profitable in your endeavors of acquiring more social networks?
Notice how the framing can still work both ways. Of course, we don’t necessarily want
to change the meaning of the basic frame, the idea of being helpful and something
being profitable, you can use the very obvious, their overt meanings quite happily and
to great effect.

So helpful really is all about assisting you in some way that would improve whatever it is
you’re looking for. Of course that’s what we’re looking for, so most things can be framed
as being helpful to you in some way. This is true especially if you’re offering some kind
of product or service, because all products and services are ultimately designed to
somehow be helpful, unless of course, they’re designed to make you feel a certain way
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or acquire more stages or something like that, but even then, it can be helpful in your
drive for having a higher status, in your ways of accessing better feelings.

The idea of profit speaks directly to a very basic need in all human societies and that’s
the idea of wealth. Wealth can exist in many different ways, we don’t just mean profit in
terms of dollars and cents, although that’s the easiest one to present. After all, wouldn’t
it be more profitable for you if people agreed with you when you offered them your
product or services?

So profit speaks directly to a very basic need; the idea of acquiring some kind of wealth,
richness or something like that. So profitable can also include, non-monetary wealth,
wealth of friendship. After all, wouldn’t you profit from having more friends? Wouldn’t
you profit from having a social circle that does interesting things, so that you always
have something interesting to do? Would you find it helpful in developing these kinds of
social circles if you had the kind of skills that made people want to hang around you and
just like you more easily?

Notice the idea of profit and helpfulness, the idea of value can be tweaked to fit the
situation, although we’re using it more directly as well.

Let’s move on to the next two cards, which are all about states. The two states we’re
looking for now are the idea of being heartwarming and inspiring.

Now heartwarming is actually a charming state, it’s a warm fuzzy feeling people get, so
wouldn’t it be heartwarming to be able to reach out and make others feel better? So
now we’re going to go for all those cultural stereotypes, all those cultural accepted
norms that requires things be altruistic and make others feel better, more comfortable
and so on. It’s part of our nature. Part of the drives that most people have is to make
people around them feel comfortable, be it in their presence or in life in general.

Of course, you can really go to town with these things now.

Would it be heartwarming to have all your friends and neighbors collect together on
one special day to celebrate something, like your birthday, and you really knew they
meant it?

I’m beginning to develop scenarios for them now.

Wouldn’t it be heartwarming to come home and find your wife creating a special dinner,
just to thank you for being you?

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Would it be inspiring to have people come up to you all day long and tell you how
positively you’ve influenced their life?
Would it be inspiring if your clients called you up to thank you for persuading them to
buy your product or service?
Would it be inspiring to be able to do that with other people, so they can be just as
inspiring to others around you?

Notice, the principle is the same, it’s very straightforward and very simple. The key
difference here is we have much more freedom in which direction we take our
imagination, which ultimately means you get to create interesting scenarios. So the
question to ask yourself when using these Imaginary Questions is, what scenario could I
create, which in this case would be heartwarming or inspiring, and how does it link back
to the situation we’re in?

For example, let’s take another of our classic topics for this series, which would be the
teacher. Let’s say the idea of inspiring now, and you turn to a student and say, wouldn’t
it be inspiring to read so well that the entire world of knowledge is open to you
whenever and wherever you want it to? Think about it. You could learn anything, do
anything, be anyone because all that knowledge is open to you, wouldn’t that be
inspiring to you?

Notice how our questions are getting longer now, why? Because I’m creating richer
scenarios. The scenario is actually creating the inspiration which we want them to feel in
the first place. So the frame of inspiration is more something that helps you into the
mindset of finding something inspiring about the situation than having to tell the other
person what it’s like. Of course, telling them about it is more likely to help them find
how to feel about it.

For example, if I just said, how would you feel if you could read so well that the entire
knowledge of the world was open to you? You could learn anything, do anything, feel
any way you wanted to feel, and have any skill you wanted to have? At that point, they
could tell you quite happily what it would be, but what you want to make sure of is, that
they point out that they realize that there is a value in that, how valuable would that be
to you? How inspiring would that be to you? How heartwarming would it be to you that
you could read so well you could find solutions to all your friend’s problems?

Notice again, the frame doesn’t matter, the frame just sets a direction for you to find a
reason that is reasonable for what it is you’re trying to create inside of people. This is
why we said right from the start, this stack of cards is more about training you into a
mindset than to get locked into some kind of language pattern or other. The language is

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important and it works very well, but that language pattern isn’t the important part. The
important part is, how does it affect you as a person influencing someone else and
where does it send your mind? Where does it find and retrieve different kinds of frames
and ideas, so when you present it to them you get a yes, and not only a yes but a loaded
yes, the kind of yes that takes you closer to where you want to go.

So, both heartwarming and inspiring take you in those different directions, and of
course, by reminding them how they could feel about it, maybe even how they should
feel about it, it’s more likely that they will feel like that.

The next two cards are all about desire, remembering that desire is a special example of
state or State Frame. So would you love to have X or wouldn’t X require you to have Y?

Let’s look at the first one first of all.

Wouldn’t you love to have X?

Wouldn’t you love to have Y?
Wouldn’t you love people to just say yes to you all the time?
Wouldn’t you love to have people come up to you and tell you what a great person you
are?
Wouldn’t you love to be able to sell anything to anyone, especially knowing that?

You can be totally ethical because now you’re coming from a place where there are
plenty of people who want and need what you have and it’s just a question of finding
them quickly and efficiently. After all, who wouldn’t love to have that?

The second language pattern in this same sequence is this idea of requirement. This is
interesting. This takes the idea of desire and tips it more into need. In other words, the
idea is that one thing is not possible without another, this requires that. I mean, just to
get a simple Yes Set directly might be as simple as saying something like, wouldn’t being
influential require you to have some people around to influence? So how about we find
a way to create a social circle so that you can increase your influence around that?

Notice again it moves your mind to find a reason to justify the requirement. You could
take the same idea and take it in a different direction.

Wouldn’t being successful in life require you to be able to influence other people?
Would you require the skill of getting people to agree with you, in order to get more
sales? Wouldn’t a successful business require that they have a good client list as well?

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We’re taking this idea of desire and moving in a slightly different direction. We’re
basically adding the element of logic. In other words, you can’t have this without that,
so it’s more of the idea of necessity and need that we talked about before, but we’re
introducing it in a softer way, we’re wouldn’t-ing rather than the imagination principle,
rather than saying it has to be this way.

Hopefully this introduces you to the idea that you can start mixing and matching, not
just different frames, but also the different kinds of questions, because language is a
fluid device and whilst all these questions have been set out in a particular order and a
particular way to help you acquire that skill, it doesn’t matter ultimately whether you’re
inside THE YES DECK or outside of it, as long as you’re getting yeses and getting the
results that you want. Now, wouldn’t it be more important to get the results rather than
you being forced to try and do it one particular way?

Notice, of course, that we’ve naturally slipped into the next set of questions, which is
the false choice.

Would you rather X than Y?

Wouldn’t you be inclined to X over Y or rather than Y?

Whilst the false choice is safest when you’re introducing a black and white frame, in
other words, a really good version versus a really bad version, something very, very
positive versus something very, very negative, when you start stacking THE YES DECK, in
other words, you’re using a lot of different Yes Sets and using hypnotic language around
them as well, you can actually start using more subtle versions of the false choice and
still get a pretty much guaranteed agreement. In other words, you’ll get the result that
you’re looking for.

For example, wouldn’t you rather influence people positively than just talk to people in
a nice sort of way? Neither of those are bad options. One of those options might be
more appealing, but of course the idea of influencing people might be just a little bit
more risqué. Some people do generally have some issues around the idea of power,
influencing others and so on. So to make sure that we don’t accidently trigger a negative
on them, we might set it up differently, and of course, we can always use THE YES DECK
to set it up.

Have you ever had a person in your life that’s really been a force for good?
Didn’t they influence you in a way that made you turn out into a better human being?
So shouldn’t people have people like that in their lives that help them grow and become
better human beings?

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Wouldn’t it be a positive world if everyone could influence each other in a really positive
way?
Wouldn’t you rather influence people in a positive way, than merely speak nicely to
them?

Notice what we’ve done this time, we’ve come to exactly the same conclusion. We’ve
used the same frame at the end, which is the idea that you’d rather influence people
positively than just to say nice things to them. However, we’ve set it up differently. So,
because the setup was that much stronger, I’ve led them through using some of the
other principles in THE YES DECK. We led them through a little journey, to the point
where they can agree with my ultimate frame, which is all about influencing people
positively as the better thing to do than merely being nice to people.

Notice, am I at any point suggesting that being nice to people is a bad thing? No, I’m
not. So now you get to understand that the false choice, although it works most cleanly
with a black and white choice, especially if you’re going to use it without any setup, has
much more subtlety than this. You can really make people make decisions or choose
things, despite the fact that they are two positive things, because let’s face it, in life
there are many times when you have to choose one of two positive things or one of two
negative things, the lesser of two evils if you like.

By now you should have enough skill that you can actually move through a different YES
DECK and build up a framework so people go wow, he’s right this actually can work for
me. Now, of course, to do that you have to understand who you are talking to, the
group, individual, the person, it doesn’t matter. Every person in every group will have
certain values, certain things that they believe in, certain things that they just take as
real, certain things that they aspire to, certain things that they try and get away from,
certain pains that are common to them. That’s what defines a group, they have
common pains and common aspirations in some respects and the same thing is true for
individuals.

They have pains and aspirations. If you know where those aspirations are or the things
that they value or hope for, if you know the things that they want to get away from, the
things that are pains in their life, those are the things that you start leveraging and you
ask yourself the question…

How does that fit into the framework that I have?

Can I get the value of this or the value of moving away from that?
Can I get an inclination of going towards something that they do value?

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Can I help them see that one course of action is going to be much more consistent with
their life values, principles and so on, than another?

If you can do all these things you’ll be massively persuasive, and at this point the
language becomes a secondary issue. In other words, the language pattern that you use
will come naturally, based on the situation. The reason we’ve gone the other way
around is because it’s very difficult for a lot of people to sensitize themselves to these
conditions without having anything to look for. What is it I’m looking for? That’s what
THE YES DECK really helps you to do. By sensitizing your mind to a yes mindset and using
these different frames, it sends your mind on a journey to find something specific, a
specific kind of information.

In this case, what is something that people would be more inclined to do than
something else? Well, let’s take any context. Let’s take people who enjoy going to watch
a football match on a Sunday afternoon. What are they more inclined to do, watch the
football match or do the gardening? Clearly it’s to watch the football match. Does that
mean that doing the gardening is a bad thing? Absolutely not, but we know the group,
by definition, is more inclined to do one thing over another. So we’ve already got a free
yes out of it, now of course, if we can start loading that yes even more then we can start
using it as leverage for persuasion.

Let’s take the same example of the football on a Sunday afternoon. Of course, it’s fair to
say that there are things in life that you’re more inclined to do than others, even though
the other things may still be pleasant, right? Absolutely. So there is some intrinsic value
in some activities, like watching football that just on its own is worthwhile isn’t it? Right.
That can show you how to do something or if I can offer you an item that makes you feel
just as good as the football, that on its own has value doesn’t it? Even though, people
might say I don’t know why you got this, John, it doesn’t do very much. As long as you
feel the same way, for example, when you watch the football match that’s all that
matters isn’t it? Absolutely.

Let me show you this gadget which does absolutely nothing worthwhile in the world,
except to please you. Wouldn’t you be inclined to have something that pleases you
rather than not? Notice how, we’re using the same framework here but now we’re
moving towards something else, we’re finding value in different places.

Of course, those of you who are quick will have noticed that I can actually use the false
choice between having something and not having the same thing. So now I’m actually
creating a choice between the thing and the thing itself, rather than saying, it’s a choice

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between football and gardening, it’s the choice between football and not watching
football.

Now technically, not watching football can be a lot more fun. I’m not saying you’re not
doing anything, because there’s a lot of activity you can do, which you can enjoy much
more than watching football. Let’s say you enjoy going to the theater much more. Well,
not watching football includes the activity of going to the theater or spending quality
time with your kids or making a million dollars by writing a sales letter that’s so amazing
that people can’t resist buying it from you. In any event, the way that it’s phrased,
wouldn’t you be inclined to watch football, rather than not? Sure, because watching
football for you is a pleasurable activity.

So, you can actually use the false choice by not actually giving a choice at all. Of course,
this only works if the activities that you’re using are things that have some kind of
inherent value to the person. In this case, the value is the pure pleasure, the enjoyment
value of watching a match.

The last two cards in this suit are all about discovery, once again. One is about
knowledge, would you know about something or other? The next one is about
realizations, what you can realize about life.

These especially can be quite useful to get an indirect yes. Remember, an indirect yes is
when someone says no but is actually agreeing with you anyway. For example, would
you know if someone was stealing your credit card details by scanning your pocket with
a mobile device? Well, I’m guessing most of you would say no to that, and of course that
can be used in many different ways, the idea of knowledge, the idea of selling someone
a wallet that protects them from these electronic chip readers and so on. The point
again is, you’ve just introduced a topic and idea, got an indirect yes and at the same
time raised curiosity. That’s what discovery is all about, it’s raising curiosity.

Of course, we can go the other way, in a more plain vanilla sort of way, wouldn’t you
know if someone reached inside your pocket and pulled out your wallet and tried to
take all your money out? Hell yeah I would know. The distinction between knowing
something and realizing it, is a little different.

 Knowing something is something that’s already in your consciousness, in other

words, you know it, you’re aware of it; consciously you have access to it.

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 Realizing something is interesting because it suggests you know something

unconsciously first, when you come to realize something, it’s a dawning, an
awakening of knowledge.

So when do you use one or the other? Well, if you know they already know something
we go straight to knowledge. Would you know your friends if you saw them? On the
other hand, would you realize something comes when they don’t necessarily have the
answer straightaway? And remember, you can always turn the imaginary question into
a conditional question if you’re not entirely sure that they’ll follow your logic
straightaway.

For example, if someone was playing a card trick on you would you realize it? A lot of
people might say no to that, so I could just accentuate by saying, if I showed you the
classic sign post of a con man, wouldn’t you realize it when someone was trying to con
you? Notice now I’ve turned the magic question into a conditional question, which
shores it up a bit more and makes it a bit more certain that I’ll get the outcome that I
want; in other words, the yes from that particular person.

Of course, just as in the other suits, you can do the same thing here. You can start
loading your realizations. In other words, you can start loading the different frames
together. The Discovery and Value Frames are both very important, but of course, you
can use a State Control Frame as well. Wouldn’t you realize how great you feel when
you catch a con man before he has a chance to take all your money? Notice how we’ve
done the same thing here, we’ve taken the idea of a State Frame and the idea of
discovery and we’ve put those two together to create an augmented impact.

So those are the Imaginary Questions. They’re very powerful. They’re a lot of fun and
they give you a lot of scope as to what you can achieve with them. So go ahead and
experiment with them for a while and really let your imagination run wild with you,
because if you do then others will follow with you.

Identity Questions

We’re onto the final suit now, which is all about Identity Questions. You’ll recognize the
suit because they have the picture of the policeman or immigration officer checking
someone’s identity, their passport. Remember, Identity Questions are very similar to
Being Questions, they ask people about who they are, to create a kind of social
commitment.

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When people make an external commitment to being a particular way or thing, there is
a lot of social pressure on them. They feel they need to be consistent with what they’ve
done, so the Consistency Principle works in your favor. The one thing that makes
Identity Questions particularly useful, and this is something you can combine with all
the other questions in the deck as well, so you can end up multiplying the effectiveness
of the entire deck, is Identity Questions fit perfectly the scenario in which you have a
group. In other words, you ask questions of a group to get group responses.

For example…

Who else finds it invaluable to have people liking you?

Who else will find that having people listen to you is something critical if you want to
teach people something?

Notice these are both frames, which are very difficult to say no to for starters, but they
now enter the whole group dynamic.

The beauty about groups is, you don’t have to have the whole group agree with you at
once, you can get most of the group agreeing with you and you still have a yes room
type thing opening up. Why? Well, what happens is, even though I personally may not
agree with it, for example, who else would find having friends invaluable in life? Maybe
you don’t care too much about friends, I don’t like people too much, but everyone else
around me is nodding their head, raising their hands and going yes I agree and so on. So
what does my mind do? It goes, this is the general consensus, in the society I live in
that’s a good thing. So I’ll agree with that in principle even if that doesn’t apply to me.

What you’ve done is, you’ve still got a yes out of them, because the whole group
dynamic moves people forward with it.

This is useful, because now you can start asking targeted questions, questions which you
know only certain portions of your group will agree to, but then you can ask reverse
questions or other questions that others will agree to. For example, a classic question
would be, so who is from this part of the world? Who’s from that part of the world?
Who’s from the other part of the world? Those are all still yes patterns going on,
although of course, only some are responding to each individual question. The overall
framework though, has agreement built into it. So the Identity Questions are very useful
with any size groups.

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Now, if you want to use this with just individuals, then you turn the Identity Questions
into rhetorical questions. I’ll give you the conversion formula now, although I didn’t put
it on the cards and that’s simply because I didn’t want the cards to get too complicated.

So, instead of asking something like, who would find having friends invaluable? You end
up asking a rhetorical question along the lines of, is it just me or is having friends
something invaluable? Of course, you can switch this idea into any of the other
questions. Is it just me or do you find having friends is also invaluable?

So, whether you’re talking to a group or an individual, the same ideas, same principles
that cover this whole suit still apply. With individuals you’ll just do a little adjustment.
With groups it’s ready and waiting for you to use.

What are the first two cards?

We’re going back to value, so something that’s invaluable means, it has value.
Invaluable basically means it’s so valuable it’s difficult to say how valuable it is because
it’s just so enormous.

The next one is the idea of critical. Notice how we’ve done the same thing here with
value as we’ve done in the other cards. For example, when we moved from the idea of
desire to need, critical implies a certain kind of need, but at the same time it also has a
value. In other words, if you have something which is critical for something else to
occur, it already implies value because without it something valuable won’t be
happening.

Let’s put it this way, who else thinks that being alive is invaluable, it’s a good thing? I
hope right now you’re putting your hand up or agreeing with me mentally. Well, who
would find that breathing is something critical for maintaining life? Notice first that we
have two ideas going on here.

 One, I’ve reinforced the simple value of being alive, so I’ve just taken that value
and assumed it.

 Two, the idea of critical… without this you can’t have that and I know you want
that, so you have to have this.

This is how the value gets established in that case.

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The next two cards dive right back into the idea of state. The two states we’re looking
for are enjoyment and surprising. Surprising is an interesting word, because not all
surprises are pleasant, so you have to make sure that when you’re going to load the
idea of surprise, you’re going to use it as a pleasant surprise. Who else would consider
the idea that making a million dollars overnight is surprising? Now we have a pleasant
surprise. How do we know this? Because the scenario I’ve created is hopefully, in most
people’s books, something pleasant and at the same time, surprising. It makes them sit
up and take notice.

Notice again, we’re beginning to mix in other frames, the idea of considering is about
discovery, so we have a Discovery Frame together with a State Frame, so that the one
frame augments the other.

Enjoyment is a much more simple frame to understand, it’s something we look for every
day. Enjoyment is a highly prized value in our society. There are also many societies for
whom enjoyment was not prized. For example, some of the more strict religions can
sometimes define the idea of pleasure or enjoyment as something evil, wicked or of the
devil. So, enjoyment is a value in our society, as a result of which we can use it. There’s a
reason I want to point that out, purely because values, things that are important, things
that people aspire to, that people want, will switch and change from country to country,
from culture to culture.

Now, in the Western world the idea of enjoyment is a pretty high value and a lot of
value is placed on it. We want it. We aspire to it. Most people do, in any event, but I
want you to be aware that all these things can switch. So as soon as you’re aware you’re
in front of a person that you have to influence, who’s value set is totally different. Let’s
say they’re a more stark than aesthetic, in other words, for whom things of enjoyment
aren’t necessarily good things, but they aspire more to living a good life than a life that
they enjoy. In that case, you may have to change your language from ideas like
enjoyment to asking questions like…

Who else thinks it’s important to live life this way?

Who else would be fulfilled by this kind of life?

You can still influence them; you just have to always match what’s inside their minds
already.

The next two cards are again about states, but these are desire cards, the frame of
desire because it’s such an important frame.

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Who else hopes to one day be wealthy?

Who else hopes to make it a different world?
Who hopes to overcome X or Y difficulty?

Notice again, hoping is our desire, it moves our attention a certain direction. Hopes are
very similar to aspirations, to dreams, so we’re talking about something that is very
deep inside of people and can be very motivational for them.

Cravings, on the other hand, have a negative connotation don’t they? What is it you
crave? You crave things you’re trying to not have more of. A smoker craves a cigarette.
Someone on a diet craves that chocolate cake? Someone who broke up, craves to spend
time with their ex-girlfriend or boyfriend. So cravings can be a negative thing, but they
can still require a yes. In other words, you can still have agreement.

If you’re in a room full of people dieting and say, who else craves chocolate cake from
time to time? It builds a tremendous amount of rapport because it’s an experience
they’re having. They have to agree to this yes. Now, you’re not saying they’re just stuck
there, but you’re definitely acknowledging that it’s part of their life. The nice part is, and
this goes back to what we talked about before about softening your frames if they’re
too hard. Notice how we put the idea from time to time in. If I wanted to create the very
hard frame I’ll say who else craves this? Who craves this situation? Who craves to be
rich? Who craves to have chocolate cake? Who craves for attention? Those are very
hard frames to set, and they can work.

Now, if you want to soften the frame I’ll just add something in there, in this case the
idea of from time to time. So I’m saying to you, I know that you’re not so messed up
that you’re constantly addicted to this thing, but from time to time let’s face it we’re
human beings, we want things that aren’t necessarily going to be good for us and you
can put it quite simply like that.

Who else craves things that are bad for them, from time to time?
Who else craves breaking out and doing something naughty from time to time?

Notice how we’re now stepping outside the boundaries of the craving, because you’re
just giving them from time to time. We’re saying it’s okay, it’s limited only.

So we’re softening the frame. Both will work, you just want to make sure what the
impact is that you want. In a strong group a strong craving might just acknowledge them
and get a lot of rapport. In a group where they’re trying to get away from it, or where
their identity is one in which they don’t want to admit to say the weakness of being the

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subject of cravings, you can acknowledge the fact that they had a human experience
and at the same time, tell their identity that they have more power or are more
empowered than they’re just stuck there.

The next two cards are again the false choice.

Who else will opt for this over that?

Who else might be inclined to choose X over Y?

Notice what we’re doing now is we’re adding more choices, we’re adding softness and
language to make it a richer statement. One of the things that happens when you start
adding language like this is it becomes harder for the conscious mind to track.

If I ask you, would you choose being at peace over being happy? Well, it’s a difficult
choice. If I said who else would choose being at peace over being happy, I’m already
loading it slightly but I’m saying, I’ve made my choice, do you want to come and join
me? You might say, who else might be inclined to choose peace over just being happy?

Notice what I’m doing here. I’m adding more words in the beginning so it makes it a
little more effort for your mind to keep track of things. I’m also adding certain frames.

Who else might be inclined to choose feeling peaceful over just being happy?

The word just is already telling you indirectly how to deal with it. My tonality is telling
you as well. By this I’m hoping that you’re beginning to pick up that there are so many
other things you can do around THE YES DECK to enhance what you’re doing, the little
things you can throw in, the language softeners, little extra frameworks like the word
just or simply or only and so on. All of these have their own impact. They add, augment
or take away from something so that the impact that you have, ultimately, on the other
person is that much more assured.

Of course, with the Identity Questions, they’re now going to be buying into identity. If
they’re buying into the identity of peacefulness over happiness, let’s say, then you can
offer them the choice that makes them feel more peaceful and at that point their
identity requires them to go for it, because that’s the kind of person they are.

I really want to emphasize this point, in that, this is the true power of Identity
Questions. People think to themselves that’s the kind of person I am, therefore, this is
how I have to act. I have to act consistently with the image I’m projecting.

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I’m the kind of person who takes peacefulness over rocking the boat, hence, I’m not
going to rock the boat over this one, because I’ll be more peaceful if I don’t.

The final two cards are again about discovery. We’re about realizing things and about
discovering things.

Let’s take the idea of realization. This is particularly useful with groups. Why? Because
you can again load things in the groups favor. If only a part of the group knows
something, well, then you can throw this out, let that part of the group agree. Yes, we
realize this already and then the rest of the group will be sucked in with that.

It’s kind of like the schoolboy phenomenon, when I say something like, every schoolboy
knows that the relationship between the longitude and latitude of the planet, well, it’s
not something every schoolboy knows but I’m implying that it’s so “simple” that every
schoolboy should know it and if you don’t know it then I guess you must be a bit simple.

That’s the kind of implication going on here. What happens in groups is very much the
same thing. Even in a group I use some word like realizes, so who realizes that money is
not the root of all evil? And, let’s say half the room put their hand up or at least half
nodded their heads wisely. The other half of the room starts looking around going, hang
on a second, what am I missing here? I guess they must be right, because more people
are agreeing to this than not. Using what’s called the herd instinct, the group instinct in
people, in order to get more compliance, more acceptance, more agreement. So it’s a
very powerful strategy to use, especially with groups.

The next one is about discovery and we’ve used this in the other cards before, but what
we’re doing here is interesting, because now we’re introducing the historic frame, at the
same time we’re using the identity question. Just remember the general principle here,
that all the different suits… Historic Questions, Future Questions, Conditional Questions,
etc… these are also framed and by combining two frames it hones your mind to
something else.

For example, the historic frame, have you ever and the Value Frame, seen the value of
doing X. Now, the more frames you combine the more specific your mind becomes.
Have you ever enjoyed the value of having money? Notice how I’ve got three frames in
here, the idea of the past (historic frame), the idea of enjoyment (state) and the idea of
value. So we’ve really loaded the idea of money in a very positive way. We’re doing the
same thing here with the identity question, who else has discovered that X or Y is the
case?

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We’re looking to the past, to people’s past for the answer, which is really what we’re
doing with the Historic Question. I could ask the same question very directly, have you
discovered that X is happening? It’s very simple and direct, but by presenting to a group,
especially in the who else type format, you’re locking in the frames and making them
more sophisticated so that it’s easier to get agreement because the question is more
complex. Remember, the more someone is inside the yes room, and the more complex
the question becomes, the more they’ll tend to agree with it, because it’s easier to
agree with the conclusion than to work out the logic.

So thinking back on it now, who else has discovered that THE YES DECK has immense
value for you? Who can enjoy the fact that they realize that all the things they can do
with it now will make them more influential and give them a happier and more
successful life? I’m curious, that’s all.

That’s it. Congratulations, you’ve made it to the end of this audio program to
accompany THE YES DECK. Hopefully, you really understand the richness and the depth
of that we’ve put into THE YES DECK for you, and most important of all, I hope you
realize that there’s no memorization involved at all. THE YES DECK is a training tool
primarily for your mind. If your mind starts looking for these different frames. If your
mind starts searching for yeses rather than no’s. If your mind could enter that positive
Yes Set mindset, at that point you become a highly influential person. There’ll be no
situation you can’t influence, because your mind is always looking for the frames and
agreements that make you influential.

You have the power to do that now. The only thing you need to do now is dive in and
practice. We’ve given you the keys to all the exercises. We’ve given you plenty of
demonstrations of THE YES DECK in action, and we’ve showed you how to combine
them to make ever more sophisticated uses of what is actually a very simple principle.

With all these tools at your disposal, with all these skills inside of you, your ability to
influence people is going to skyrocket, and after all, who wouldn’t want to have their
influence and power skyrocket? Just because you have power doesn’t mean you have to
abuse it, you can be a real force for good in the world. Wouldn’t you like that, to be a
force for good in the world, to be respected and admired? Can you see the value of
being respected and admired by the people around you?

When you think about it, haven’t you got what it takes to sit down and play with these
cards a little bit, to develop the mindset which will mean that ultimately you do get all
the respect and admiration you want, as well as all the influence of others that’ll make
you succeed in life? That is really what I wish for you.

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Enjoy the process of learning and discovering the power of THE YES DECK. I hope you
can be thrilled by seeing THE YES DECK in action in your own life and that you’re totally
excited by all the possibilities that it opens up to, because you really should be excited
by the things you can achieve. You can be a force for good and succeed in life more
thoroughly, as a result of the skills that are now at your fingertips. The rest is over to
you.

I want to thank you for listening to me and taking part in this program. It’s been a real
pleasure to take you through THE YES DECK and all its nuances. I really look forward to
seeing you again, maybe on some other project or perhaps at a live seminar.

Until then, my name is Igor Ledochowski and this is the Hypnosis Training Academy YES
DECK program.

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