Law of Time; 3 Key Notions to Create Instant Buy-in from Prospects

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There’s this funny thing about time. We think “time flies
by”, and “I haven’t got enough time”, or “what’s the
time?”. We all perceive time differently.

Yet: time is the same for all of us. We only have the NOW, the
present. This is one of my Knowareness Principles: the Law of
Time.

We can definitely THINK our way into the past and the future,
but the only time in which we can do that is the present moment.
All our thoughts about the past and the future create the
impression of time, but they are just really THAT: THOUGHTS about
the past and the future, created RIGHT NOW, and now, and now,
etc.

Out thoughts (about past and future) pretty much make up our
“view of the world”, our perception. We look at how things
were, and then predict how things could be. This means that much
of what goes on in the present moment eludes us; it is not
subject of conscious thought or experience.

In business (and as much in private dealings) this means that
whenever we are confronted with a prospect, this prospect will
already have a whole raft of unconscious (good and bad) ideas
about you and about what you are going to say. I always use the
example of me having been a lawyer. Say to a person: “I am a
lawyer”, and they immediately look at you either suspiciously,
or with regard (or somewhere in between). In business, and
therefore in sales, it is the same thing. People will have
opinions about you and your product or service, and will judge
you by it. The same applies to personal encounters, but I will
focus on business settings in this article.

It is essential to do the following 3 things to influence
people/prospects into agreeing with your ideas or sales
presentation:

1. you have to bypass the (often negative) perception your
prospect or client has about people in your industry.
2. you must establish yourself as being totally different than
other business people within your niche
3. you need to shift the perception of time the prospect has
from PAST to PRESENT or FUTURE.

Ad 1) You do this by taking away any label that could be stuck
on you as “being something or someone”. Instead of saying
“I am a lawyer” you could say: “I assist people with
swiftly and effortlessly solving their legal problems”. That
immediately puts you PAST the “lawyer” label, and will
generally make people more open to listen to you. There is way
more to this concept, but this is the gist of it. “I help
business owners to double their profit with half the effort”
sounds way more attractive than: “I am a business coach”.

Ad 2) You will need to distinguish yourself from every other
person in your niche market, to avoid the risk of being labeled
in retrospect. Brainstorm and establish at least 3-5 facets to
YOU and YOUR way of doing business that are TOTALLY different
from what your competition is doing. Two ingredients are included
here: you and your business. You will have to be(come) a
Subconscious Credible Source (SCS), and your business will have
to distinguish itself through its powerful Unique Selling
Proposition (USP).

Ad 3) This is a crucial element to effortless sales. The
AusIDentities types each have their own “time-frame”.
Kangaroos generally live in the present, Wombats generally in the
past; Dolphins and Eagles live mostly in the future.

Being able to alter a person's time perception from past to
present or future, from present to future or past, and from
future to present or past will instantly increase your sales and
influencing abilities. Why? Because time plays a massive role in
decision making! By changing your prospects’ time perspective
you take them out of the “zone” where their subconscious
programming, labels, judgments and emotions lie. This will make
them more open to new ideas!

Once you understand this, you can easily dominate market places!


Changing someone's perspective by taking them into a different
time frame than “their own” will allow you to totally bypass
any negative ideas a person may have around you or your product
or service. This will easily lead your prospect or client into
the “soft spot”, where willingness to buy (in) can be found.

Set a Landmarc:

Firstly: where is your time-frame? Do you primarily dwell on the
past, live in the present, or focus on the future? You will
obviously be in all time-zones at certain times, but there will
definitely be a preference!

Secondly: in business, how do you promote your wares? Are you
looking at past results when explaining the benefits to a
prospect, are you emphasising the rewards that can be had RIGHT
NOW, or are you talking about future possibilities of your
services?

Thirdly: be very aware of your prospects' time-frame, and lead
them out of it whenever possible. It will make for easy rapport
building, and less resistance towards your industry or products.

Lastly: practice, practice, practice. Test different time
strategies and develop scripts for each one, so you can roll them
off your tongue as easily as you can say your name when in a
sales presentation.

Sales and the “art of influencing” is nothing more (or
less!) than making people buy (into your idea); for prospects to
buy they will need to see “what's in it for them”. Bypassing
subconscious negative barriers they may have put up will help you
to instill this perspective in prospects. It will make a massive
difference in your effectiveness!

To your success!

Three More Secrets to Personal and Professional Success

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In my practice, I deal with a huge range of business and professional people. They all seem to want one thing: to change their current circumstances into a desired state as soon as possible.

Apart from having them know and master their own AusIDentities Personality type, I teach clients how to apply one of my “Knowareness” Principles: the Triangle of Change.

Our personal and professional direction is generally dictated by three guiding forces: the way we THINK, the way we SPEAK, and the way we ACT. These three forces work together. Our thoughts about certain plans or ideas lead us to (openly) speak about them to ourselves and others. As we constantly think and speak about something, we start to act upon that topic as well. That, in turn, leads to reinforcement of our initial thoughts, and to more determined words spoken about these thoughts.

For instance: if someone believes (this is: constantly thinks) that business success requires constant hard work (both in time and effort), then that person will be talking about that “fact” often, and will show his belief in his actions. Similarly, when a person thinks that we are in a recession, that will be the subject of conversation, and will be reflected in defensive business action.

How to break that cycle? That's where the triangle of change comes in. The same way that beliefs (and therefore actions) are built can they be re-built: thoughts, words and actions are all factors that can be used for change. Depending on the AusIDentities Personality type, one way will work better than another. Let's explore these three secrets.

The first secret is to change your thoughts about the topic that you desire change in results for. As you consciously start changing how you think about the topic (Neuro Linguistic Programming or NLP can help with this immensely) you will find that your language starts changing. That will ultimately lead to new behaviours, as they are in sync with your language.
Changing thoughts means putting in a conscious effort to question your thoughts, and to think differently if you find your thought are not conducive to positive results.

Some AusIDentities personality types are pretty good at starting out this way: Dolphin (NF) and Eagle (NT) personality types are the ones most suited, as they are more in touch with their conceptual, intuitive mind.

The second secret is to change your language, literally. The power of Neuro Linguistic Programming (NLP) in action. Whatever you are thinking, SPEAK only in the way you would like your situation to be. Stay away from talking negatively about it, expressing doubt, fear, frustration etc. Bite your tongue if you feel a complaint come up. By cutting out negative talk, and consciously choosing constructive speech, your actions will start to change. Trust me! That will lead to different results, and then to different thoughts about your situation. You then will WANT to talk even more positively about it. This is a very practical application of the Law of Attraction. I know it to be crucial to personal and professional success, yet so few people are utilising it.

The AusIDentities personality types most suited for this style of change -in my opinion- are Dolphin (NF) and Kangaroo (SP).

The third secret is to start acting differently. Do the things you would not do before. The new results will transform your thinking and will make you speak about them more positively, which will provide motivation for even more -different- action.

AusIDentities personality types that apply this philosophy best are Kangaroo (SP) and Wombat (SJ).

Ideally, you would take on aspects of all three change secrets for the most effective result. On the other hand, we all have a preference. For me, for instance, it is quite easy to talk differently, and to use “new” language that speaks of where I want to be. A business partner of mine is really good at throwing his whole behavioural routine out the window, and behave totally different from one day to the next.

Whichever it is for you, take one (or two, or all three) aspect of the triangle of change on board, and apply it consistently. Within no time you will observe changes in the results within your business or career. The more you “resonate” with your desired results, the faster they will come to you. It's the Law of Attraction.......

I've experienced people changing their business for the better by applying this technique. Once you know what “change agent” works best for you, constant adaptation of your business's direction becomes a process under your control, and makes life a lot easier. You will save huge amounts of money and time, and will create far more effective results than fighting against a current. It all starts with knowareness, though; KNOWing what tools you already posses within you, and awARENESS of their application. This is where you can start.

To your success.

Goal Achievement 101: Let Go of The Outcome

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Goal achievement 101: let go of the outcome

“The greatness of a man's power is the measure of his surrender.” –William Booth

One of the Knowareness Principles in my Integrated Development System is that achieving our personal and professional goals happens way more quickly when we surrender to the outcome and let go of our need for the end result.

Over time I received several question about the topic of surrendering when it comes to achieving goals; the most prominent one deals with the surrendering bit. “Action taking” and “surrendering” seem to be contradicting one another; so how can they coexist?

Well, in my philosophy, letting go IS an action step; it is part of the goal achievement process. As much as “doing nothing” is an action step, surrendering is. It requires effort on our behalf to let go of the outcome of our goal, and to watch it unfold.

Too often, we try to force things into existence. We hammer, drill, screw, dig, and work ourselves to the bone to force future potential in the direction we want to have it head in. We take all sorts of action steps to make sure we get what we want, and to prevent us from NOT getting it.

In that scenario we forget that our actions are just a minor part of the whole manifestation process; our INTENT is way more powerful! Moreover, limited as we are in our ability to oversee ALL the possibilities (remember: Neuro Linguistic Programming (NLP) states that reality is our PERCEPTION of it, which is limited!), we usually THINK we know the way to what it is we want, but really……., we don’t!

Surrendering, letting go, allowing (all mean the same) encompasses setting our intent, taking whatever action we can to make sure we are on track, and THEN letting the process of manifestation doing its work. That doesn’t mean we sit still and wait; on the contrary. We can still set action steps, but only when they are based on our enthusiasm and desire for the end result. As soon as we feel doubtful or fearful and use THAT as the reason for doing something, we are thwarting our own intention. Also, sometimes the result will come from a totally different direction than we thought it would. If we then try to redirect the course, because we think things are going “wrong”, we shooting ourselves in the foot!

I’ll use and example from my own coaching practice. I’ve always wanted to work with international clientele. I really didn’t have a clue how to manifest that, other than setting up a website, writing articles, positioning my business, and getting as much exposure as possible.

I did get some international success (I gave seminars in the Netherlands and Sweden, and had a handful of international clients, but that was it. My intention was still to do way more than that, and I surrendered to any option out there to give me that extra.

To cut a very long story short, I have been working with internet marketer Glenn Dietzel’s Awaken the Author Within system and Sell High Priced Programs for a while, but more on the back end. I did not have much client exposure for quite some time. Recently one of the business coaches on the team decided to pursue her own career, and suddenly I had about 15-20 new INTERNATIONAL clients, from all over the world…….

Now did I see this as the “logical” next step to achieve my initial goal of building my practice? Of course not. It “just happened”. Why? Well, my firm intention is because I let go of the HOW-question. I didn’t know HOW it was going to happen, I just trusted it would, because I had done what I thought I could to MAKE it happen.

I bet you have experienced something similar before yourself: you try to achieve something, and whatever you do, it doesn’t work. Ultimately, you throw your hands up in desperation and shout “ah, forget it!”. Not long after, the exact desired result shows up. That’s the power of letting go!

This is the Knowareness nugget I want you to take away from this example: you do not need to know the HOW’s of your manifestation process, as long as you know your WHAT’s and WHY’s. Action is a great step, but only after you got clear about what you want and why you want it, and can then trust the manifestation process to do its work for you.

Set a Landmarc:

Firstly, when setting a goal, be very clear about what it is you want. In my Law of Attraction material I teach people to get that clarity by first finding out what they do NOT want anymore!

Secondly, always stay true to your intention, even when things seems to go “wrong” (whatever that is anyway….); the universe works in mysterious ways! Stay focused, and let go of the time frame in which you think “things should’ve happened”.

Thirdly, stay away from taking action when you don’t have a good feeling about that action. If you feel like doing something because you’re fearful, doubtful or impatient, it may not be the right motivator. Challenge your reasons for taking this action step. Can it wait? Have you got all the facts? Are you in “reaction-mode” rather than in “action-mode”? Is there an immediate risk that needs attending to, or is it all “in your mind”?

Lastly, be open to alternative ways that lead you to the same result. We just do not know all the roads to Rome, although all the roads do lead to Rome! Having the flexibility to change direction may lead to the same or and even better result!

Admittedly, not ALWAYS do we achieve our professional and personal goals. Sometimes there are other plans in place for us. The same Knowareness Principle applies: can you let go of your initial outcome, and redirect your course? The more flexible you are, the easier life will be perceived, which is a blessing once you start to experience it I’ll touch on that in future articles.

Getting More Out of Life

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"If everybody thought before they spoke, the silence would be deafening." -George Barzan

One of my most prominent mentors in life, Michael Roads, says: “there is nothing outside of Self”. With this he means more than I can write in this ezine. The gist of it is that we create and allow everything that happens in our lives, good or bad. We either actively create the situation, or we allow it to happen to us, without doing something about it.

I admit that this is a pretty big statement, but there you go. My Knowareness Principles are all about taking responsibility for our lives, both personally and professionally. Neuro Linguistic Programming (NLP) teaches the same, buy the way: we create our reality through our senses.

In light of this, have you ever realized that the current so-called “global financial crisis” is purely man-made, and therefore can also be man-unmade? Outside of us, human beings, there is no crisis going on. The sun still rises and sets, the birds are still chirping, we still drive cars, we still buy stuff, we still live somewhere, etc.

Understand me correctly, I am not saying that there is nothing going on. What I AM saying is that whatever is going on right now (and for some people it is pretty bad), it is brought about by our thoughts and feelings about the future.

You can hear it everywhere: FEAR about the FUTURE economic situation has created the massive sell-out on the stock market.

Now, what is FEAR? Fear is a combination of a bundle of thoughts about a potential future, combined with a negative feeling about that potential future. Mark my emphasis on POTENTIAL. The feared future has not happened yet. No-one really knows if it is going to happen. The total opposite of the feared potential future may be the one coming true…..But still, the fear is there, and we start to act upon our thoughts and emotions: let’s get out of the stock market before our fears come true!

And –surprise, surprise- what happens? Our fears come true, because we acted upon them. It’s the classis example of the self-fulfilling prophecy.

It’s applied NLP, combined with some Law of Attraction principles: our thoughts create a physiological response, which in turn creates a feeling. The whole lot together creates an emotion in us, which makes us act in a certain fashion. Whether our initial thoughts are based upon facts or conjecture doesn’t matter. We still feel and we still act!

It’s about time that we as a species start to wake up and observe what we are doing. There is no outside force at play, that suddenly creates a recession. The “share market” is not some sort of foreign thing that does what it pleases. It is controlled by traders, human beings, who act on behalf of their clients, again human beings, who are panicking about future losses, thereby creating a roller coaster ride. The same with “the economy”. That is not an entity over which we don’t have any say. We ARE the economy, is my opinion. Our manufacturing, spending, saving, consuming, etc, dictates the economy.

The Law of Attraction, in both personal and professional settings, is pretty simple: whatever we focus on with intent and emotion has the tendency to become reality. Just look at what has happened over the last couple of weeks. Fears about a recession actually bring on a recession. Now if that is true, we can just as easily turn it around. Thoughts about a prosperous future, thought with intent and emotion, will bring that future about. Same rule, same application.

Of course there is something like “global consciousness”, so there may be forces at play that go beyond what we as individuals can influence. Nevertheless, I encourage you to –in your own circle of life- be as balanced as possible, combined with a persistent focus on what it is you DO want from your professional and personal life, not on what you DO NOT want. If enough people can stay cool, calm and collected, we’ll sit this ride out easily. On the other hand, if you like your life to be in a massive roller coaster, with good and bad parts, well, you may want to join the masses……

Set a Landmarc:

Firstly: Where in your personal and professional life are you ruled by your (in this case: negative) emotions, sometimes making decisions without really having thought the situation through? Where have you done so in the past? Have there been moments where you said to yourself: that was a somewhat too rash decision……? I may have chosen otherwise if I had given the situation more thought…..Make a firm commitment to act differently in the future, taking at least 3 more deep breaths before you react.

Secondly: do you find you are often planning your future based upon what you FEAR may happen if you don’t do something about it now? If so, realize that you are given your fear immense power. There’s nothing wrong with that, but it may yield you unwanted results. Commit to, from now on, planning your life based more upon what you would LIKE to happen in the future. You’ll increase your chances of actually getting just that, and will be way more motivated.

Thirdly: become more of an observer of “worldly news”. My life has not been affected at all by the global crisis. In fact, I have the busiest weeks ever ahead in my practice……only my THOUGHTS about my potential future will bring about a change in my practice; that’s my deep conviction. The more you can stay neutral to what seems to be happening, the more you will have a neutral, balanced life, unaffected by worldly crises.

Lastly: look at the medium to long term in your life. Even experienced stock market traders know that. If you look at too short periods of time, you will find your emotions going up and down, up and down. If you look at long terms averages, you will be way more stable emotionally, which will improve the quality of your thoughts, and therefore the quality of your results.
There’s a lot more to say about this, but let me finish by reiterating that going along with the global emotional waves usually doesn’t lead to stable and uplifting thoughts and emotions (just look at the current climate in the stock market). Mastering the Observer Perspective is one great way to gain more control over your destiny. The observer perspective can be learned, relatively easily. The choice is up to you.

Product of the month:

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• A special BONUS GIFT valued at $1,790 FOR TWO PEOPLE to attend a live seminar with NLP authority Chris Howard (UK, USA,Australia, New Zealand).
  
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"KNOWING WHAT TO DO WILL NOT CHANGE YOU, DOING WHAT YOU KNOW WILL."

Would you like to:

Once and for all, find the easy way to stick to all theresolutions you make for yourself?

Free up time for the good things in life while having financialprosperity too?

Learn the Science behind personal, financial and businesssuccess?

Know what personal and professional purpose is, and start living accordingly?

Using 7 Universal Laws , Personality Type Profiling and the
powerful techniques of Neuro Linguistic Programming (NLP) you
will learn how to:

Master the connection between thoughts, feelings and actions,and how to combine them for success in every field of life and business;

Instantly create rapport with people around you;

Break through negative habitual behaviours;

Eliminate overwhelm and procrastination;

How to influence people's mind ethically using personality type;

Remove subconscious barriers or emotions;

To create subconscious success thoughts that will continually move you forward.

If you are willing to commit to you and your business, I
promise you you will achieve results!

Act now. Ring or email me: marc[at]landmarc.info!

Getting More Out of Life

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"Reality leaves a lot to the imagination" -John Lennon"

Welcome!

To this edition of Getting More Out of Life, the ezine that is
designed to give you "Knowareness" and "helicopter perspective"
about what is going on in your professional and personal life.
Awareness and self reflection are THE keys to success and
fulfilment, combined with a system of understanding yourself and
others.

Perception = Reality!

One of the things I really learned in my years as a litigation
lawyer is that there are as many views on reality as there are
parties in the legal process. It is up to the judges to
ultimately cast a verdict based upon all these different views,
which I now, after years of study, think is a (near) impossible
task.....

In Neuro Linguistic Programming, a major principle states that
reality can only be our PERCEPTION of reality. It is impossible
to see, hear, feel everything in our personal and professional
lives. Still, we make decisions on a daily basis, and feel
emotions on a daily basis, all resting on these generalised,
deleted and distorted bits of information.

There is nothing wrong with that in itself, we've been doing
that for centuries. It can go wrong, though. One of my
"Knowareness" principles dictates that we want to be very
careful with judging situation others, because we may not have
sufficient information to do so. If our own perception on
reality makes us feel bad, we may have to self-reflect, and
check whether we are justified in feeling that way.

Imagine this:

Parents punish their child for bullying other children at
school. Later on it turns out that their child wasn't the bully;
names got mixed up.....

A presidential candidate makes a statement, and the press takes
that sentence totally out of context, spinning a picture,
detrimental to that candidate (happened to Barack Obama recently
when he was talking about Sarah Palin....).

There are many examples to show that our perception may not be
the most effective and honouring perspective, neither for the
"perceiver", nor for the "perceived".

I had it happen to me recently, and again, it proved NLP to be
right: reality is our perception of reality.

We wanted to go for a BBQ, together with our 8-year old
daughter. We then found out we had to look after our daughter's
best friend too, as her mother had to work. This being the case
we decided to invite even more of her friends to the same bbq;
the more kids, the merrier. Most of the mums wanted to come
along, which was fine of course.

Now here's the spin: a dear friend of ours, who joins in most of
the social gatherings, wasn't invited -as she is not the mother
of one of our daughter's friends. When our friend found out she
wasn't invited, she was very upset. Various other
interpretations about earlier events had made her think we were
avoiding contact, and something was wrong. The "BBQ-invite", or
at least her perception of it, was the straw that broke the
camel's back. She was seriously thinking about cutting all the
ties with us, and was deeply hurt by our actions.

When I explained why we hadn't been in contact that much lately,
and why she wasn't invited to a party with a bunch of 8-year
olds, it turned out that all her negative emotions and bad
feelings weren't based on all the facts, but on just some of
them, combined with her interpretation of what had happened.
Again, we all work that way to a certain degree, but when that
makes you feel THAT bad, there may be reason to delve a bit
deeper, and check whether you know all the relevant facts, and
if your interpretation of them holds any water.

The Knowareness Principle for this month is this: when you feel
strong (negative) emotions about aspects of your personal or
professional life, check the facts, and check your
interpretation. Realise that your perception creates your
reality, and your reality creates your emotional response.
Often, what you think and feel is going on, is not what's really
going on!

Set a Landmarc:

Firstly: always make sure that you have as much information
possible as you can reasonably acquire before you make important
decisions in your life or business. This is what's called
informed decision making.

Secondly: when you have a reaction to some happening in your
life or business, STOP! Check whether you know all there is to
know about the event, and whether your interpretation is the
right one to have in that specific instance.

Thirdly: be vigilantly aware that YOUR interpretation of reality
creates YOUR reality. What you consider to be true, may not be
someone else's truth. The "I am right, you are wrong" attitude,
is the ultimate recipe to global conflict.

Lastly: go easy on yourself. we all make mistakes in our
judgements. Hitting yourself over the head for having made
mind-error is not honouring, and not effective. Commit to
deciding more carefully from that point forward.


Can we ever know reality as such? Well, I'd really like to
discuss that with you over a drink, but my reality says we
cannot. The only thing we can do is be aware of that, and do
our best to make as informed a decision as we can. That is good
enough for me.

-----------------------------------------------------------------
And for a bit of humour: look at these motor insurance claims;
interesting tacks on reality......


"I collided with a stationary truck coming the other way"

"The other car collided with mine without giving warning of its
intention."

"Coming home I drove into the wrong house and collided with a
tree I don't have."

"As I approached an intersection a sign suddenly appeared in a
place where no stop sign had ever appeared before."

"I was sure the old fellow would never make it to the other side
of the road when I struck him."

"No one was to blame for the accident but it would never have
happened if the other driver had been alert."
----------------------------------------------------------------

Product of the month:

The key to living a more fulfilling professional and personal
life lies in becoming more aware, more "present". Aware Presence
transcends all time, is not bound by past or future. It means
living in the now. This is the concept my clients have been
imbued with since I started coaching and mentoring; more and more
people are latching on to this idea!

To facilitate becoming more aware and present, I recorded a CD
called "Zero Field". It allows you to do just that: become more
present, more in the NOW.

Check it out on http://www.landmarc.info/28.html

Until next time, go well, be well, and live well.

Marc

Advanced Awareness Principle no.2 for Business & Personal Success and Fulfilment: the Law of Polarity

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Universal Principles run our lives. Knowledge of these principles is immensely important for personal and business success and fulfilment.

This nearly 5 minute video discusses the Law of Polarity.

Please leave your comments!

Marc

new video!

return to www.landmarc.info

Hi there,

I've finally entered the world of video. After some hesitation (do I have the right gear, will I look stupid, how do I edit videos anyway?) a prompt from Glenn Dietzel made me do it. Glenn is a master at making coaching and mentoring videos, and as I am working with his team I couldn't sit on the fence any longer. To find out more about Glenn and his authoring program, look up http://www.awakentheauthorwithin.com/ and www.booksmeancredibility.com.

Anyway, here is my first video, discussing why "ordinary" goal setting won't work anymore in our today's society.

All the best,

Marc