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[E4C28] Unleash the Power of NLP to Boost Your Business & Life – Dr. Angelica Underwood

The ability to make the best of undesireable circumstances and setbacks – and find creative solutions – is an important skill to develop as an entrepreneur. The truth is, life, will occasionally knock you down. And when that happens, negative emotions, stewing over circumstances you cannot control, or getting angry at yourself, is simply a waste of your precious energy. I know this is easier said than done, because we have our habitual reactions and emotional triggers, and it’s hard to stop the crappy feelings from flaring up.

I made an epic blunder by allowing my visa to run out AND missing my flight to the Maldives by 5 minutes. I didn’t give myself enough time to clear customs, which was slow, plus I was even more slowed down by my having to pay the overstay fine. And then, I just had to get a cappuccino before getting on the plane. I’m so used to pushing the envelope with time, and getting through by the skin of my teeth.

Well, when I got to my gate, the agent said to me,

“You missed your flight.”

I stared at her dumbly.

“You missed your flight. It left 5 minutes ago.”

It started to sink in. The Aggressor Fleet live-aboard dive boat would leave Malé at 4pm that day without me, and since the boat was already provisioned, it was doubtful that at the 11th hour, they’d refund my $2,000 payment; I’d lost this round-trip flight ticket, which cost about $600; and my visa, including my extension, had expired, so I had to leave the country. I had been working a lot and was really looking forward to 1 week of unplugging completely, so the thought of flying back to Chiang Mai to continue working away, while completely wasting all that money, and time, made me feel like an epic fail.

However, being angry at oneself is completely unproductive. I allowed myself a couple of minutes of feeling crappy & stupid, and then let it go. I started to inquire about options, and expressed gratitude to the agent helping me. Thankfully, Aggressor Fleet has a 24 hour on-call agent to help with snafus like this. Fortunately, while I wasn’t allowed to legally leave the transit area, I could get on the same flight the next day for a $30 change ticket fee. And the dive boat was going to be diving the local area, so they could actually pick me up at the airport the same time the next day, for free.

I also had access to the airline wifi lounge, restaurants, a smoothie / juice bar, a spa, showers and, if I wanted to pay, a bed I could rent for 8 hours for $156 USD if I didn’t want to stretch out on 3 airport lounge seats, which, hooray, didn’t have arm rests! I could just deal with it rather comfortably, at airport prices, and crank out some work. So apart from the missed dives, my situation really wasn’t that bad.

Now when I look at this whole situation I created for myself, it’s small stuff not worth sweating about. But how do you become a master at not letting the big, complicated obstacles of life derail you?

Dr. Angelica Underwood is the founder of Match Entrepreneurs, a done-for-you business networking organization, where matchmakers connect entrepreneurs with expertise, with entrepreneurs who need help in that corresponding area.

She is also a transformational coach who helps people deal with trauma using NLP. NLP – Neurolinguistic Programming – is an approach to communication, personal development, and psychotherapy developed in the 1970s by Richard Bandler and John Grinder. NLP asserts that there is a correlation between neurological processes (“neuro”), language (“linguistic”), and behavioral patterns learned through life experience (“programming”) that can be modified in order to achieve specific goals in life. Simply put, NLP works with rewiring your belief patterns by changing the way you talk to and think about yourself.

In this empowering interview, Angelica will share with us;

  • The power of starting a radio show on Blog Talk Radio.
  • How language has a powerful impact over the way we experience the world.
  • How to uncover & transform the underlying beliefs around money that are holding you back from success.
  • A powerful therapeutic model that can help you identify and recode the limiting beliefs that continue to plague you from your past.
  • Why emotional grief is particularly deadly to entrepreneurs.
  • How one person breaking records, enables others to achieve the same success.
  • How to use NLP for sales, in a way that is not slimy and manipulative.
  • A great technique to help you instantly build rapport with your audience.

Angelica leaves us with a special gift to you – a powerful NLP technique that you can use to release the grip of a self-limiting belief. She walks me through this technique herself, and we’ve created an audio and PDF guide that you can download and apply to a self-limiting belief of your own.

Download the NLP Belief Change Technique

Transform your self-limiting stories into empowering beliefs using Dr. Angelica Underwood’s NLP Submodality Belief Change Technique. We recorded an audio guide you can follow any time you want to permanently eliminate a self-limiting belief about yourself, and replace it with an unshakeable positive belief instead.

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Mentioned in this interview

Where to Find Angelica

FULL EPISODE TRANSCRIPT

[7:26] Lorna: Hi Angelica, I’m so glad to have a member of the JV insider circle community as a guest on my podcast, Entrepreneurs for a Change.

I would love to talk to you about your transformational coaching business, and specifically how Neuro-Linguistic Programming, or NLP, can help entrepreneurs.

So if we could start off by introducing yourself to our audience about who you are, what you do, and what inspired you to start your own company.

[7:55] Angelica: Oh thank you, I am Dr. Angelica Underwood and I am the founder of MatchEntrepreneurs, and I’m really excited to be here thank you.

I focus on poverty consciousness, and I do work with entrepreneurs in the area of going within and really get finding their own answers, and being able to brand themselves; first inside who they are, understanding what they really, really want and then taking all that piece of information that’s within and then bringing it out into the world and getting results.

The other thing, I was inspired to be an entrepreneur ever since I was a young girl. I remember being six-years-old and making lemonade and Rice Krispies and even sitting outside my door and selling. I would get all my neighbors to perform and then I would charge everybody to come and see us well then first I would go sell tickets. So I’ve been an entrepreneur ever since I was young and it’s really exciting to share my talents and my gifts to people.

[9:10] Lorna: So Angelica, can you tell us more about MatchEntrepreneurs. What exactly does MatchEntrepreneurs do?

[9:18] Angelica: Well the MatchEntrepreneurs, our main goal is to connect other entrepreneurs who are probably experiencing the loan syndrome experience. They probably feel stuck in their business, they don’t know how to proceed, and what we do is we interview entrepreneurs that are experiencing that feeling of being stuck, and when we interview them we find out where they are and then we will recommend and match them to another expert. At the same time, we do what we call coaching, so we’ll have a coaching breakthrough with each client so that they can break through their belief systems which we’ll get into later on during this interview but that’s basically what we do. We help them break through their feeling of being stuck and moving forward and then match them with somebody else who would be able to help them in that area that they’re looking for.

[10:1] Lorna: So this matching service, do you do this for a fee or is this entirely a free offer that you guys have?

[10:26] Angelica: No, we do have a fee and it really depends on what the person is needing and so we have different packages that we provide to individual clients.

[10:40] Lorna: So do you need to have a pretty robust database of professionals to even begin offering that service, and how did you get people to sign up?

[10:52] Angelica: Ok, people can sign-up by going to www.Matchentrepreneurs.com There are three different membership levels. We have a free membership level, and they can actually go in and start blogging and connecting with other entrepreneurs. And then we have the next level which would be the silver and then the gold. Basically the gold is if they have a desire to open up a local community – that’s called MatchEntrepreneurs, they can do that, and we support them and provide them speakers and – I mean, we do a lot. We just match them with their specific needs that they have and we do all the leg work for them so that they can get started and move with their success and grow their business.

[11:48] Lorna: When did you start this business?

[11:49] Angelica: We started last year but we’ve had a really great success rate. We have a live radio show every Monday at 6:00 PM Central time, and we have more than a thousand listeners that are going and listening to our calls because we interview experts like you, and that have secret nuggets that they share with our audience, so we interview them and then we have blogs on our website as well.

[12:19] Lorna: So how many members does do you have in the Match Entrepreneurs community right now?

[12:24] Angelica: It’s been growing. I haven’t checked it right now but like I said, we just started and it’s been about six months so it’s growing pretty fast. I don’t have a number with me and I would hate to say something because I have not reviewed the numbers but we’ve had more than a thousand right now.

[12:47] Lorna: So what do you attribute your greatest success in growing the community to be? What channels did you find to be the most effective in getting the word out about your community, and driving sign-ups?

[13:04] Angelica: You know there’s different things; I think social media is a big component of growing your business and my interviews on my Blog Talk Radio show – that has really helped us to grow our business and grow our list. So I recommend that if they’re starting, social media is the place to start. The Facebook, Pinterest, and even joint partnerships has been a big piece because when you do joint partnerships, they help you promote either telesummits or my radio show or whatever I am promoting. And I’ve noticed that my list has grown really fast.

[13:46] Lorna: Why did you choose to be on Blog Talk Radio versus on iTunes? I was looking personally at Blog Talk Radio as well, and sometimes it gets overwhelming it’s like, “Oh my God, where do I publish my podcast? What are the pros and cons?” Etcetera. I’m kind of curious about whether the Blog Talk Radio platform actually is a good one to host your podcast or interview series and how do you drive sign-ups from there?

[14:15] Angelica: Well, we went ahead and signed up with Blog Talk Radio show because we wanted to do our interviews live. We wanted to drive traffic and capture interest in people listening to something that’s really live. Then what we do, we deliver the interviews in a podcast. We’re just starting to convert everything, and we are going to deliver it on iTunes because iTunes has more than what, 50,000 audience? So, that’s just smart. We need to be able to deliver in both formats I think. Because you’re going to capture a lot of audience. Those that want to listen live and they can even retrieve the archive and then at the same time deliver it through podcast.

[15:01] Lorna: That’s really a great idea. I might consider doing that down the road too. I think one of the biggest fears I have is if I do something live, what if nobody shows up? So can you help us understand when you started this talk show on Blog Talk Radio, how did you get people to show up?

[15:20] Angelica: Well you know what, when we first started, we probably had maybe five because you can see how many people were live – and we probably had five. But then the next day, we had like 500 people.

[15:33] Lorna: Where did they all come from?

[15:35] Angelica: I have no idea. But it was really exciting to see that. I’m thinking that a lot of our JV partners were promoting it and that I promoted it. You have the ability to promote it on Twitter or Facebook and Blog Talk. So when you tag and you really have a very good title, people look for it under Blog Talk and people were downloading it and we have more than 500. So that’s what I’m saying right now, we have more than a thousand people downloading our previous recordings. So it’s exciting to see that people are still listening live and downloading the previous calls.

[16:13] Lorna: Yeah, I’m amazed personally at where all my listeners come from. I mean, I literally have listeners from all over the world. It’s exciting. Tiny obscure countries I can’t even remember but I’m like, “Wow, I can’t believe I have a listener there.”

[16:33] Angelica: That’s exciting. How do you know through your iTunes?

[16:39] Lorna: Actually, I use Libsyn audio hosting. So the Libsyn analytics program will actually tell me where my listeners come from. It tells you how many downloads you get and how many listeners — and where the listeners are from and it’s specifically also how many listeners you get per episode over time as well.

iTunes doesn’t actually give you the statistics, but through the actual Libsyn program, or tool, you can get that data. But the downloads actually occur through your blog post. So when you post your blog post and have the audio player, if you use the Libsyn — yeah so you have your audio player and there’s a download link, so a lot of people download from there. So that’s where it’s picking up the stats.

[17:31] Angelica: Wonderful.

[17:33] Lorna: Yeah. Great. I’m going to move on to a topic that’s really dear to my heart because I really find that Neuro-Linguistic Programming has given me a lot of value in my life, and has really helped me a lot personally but also in my business too. So I’d love to talk to you about this particular expertise that you have. First of all, can you help us understand what Neuro-Linguistic Programming actually is?

[18:04] Angelica: Absolutely. NLP – Neuro-Linguistic Programming – we’re going to use the acronym NLP for those listeners out there that you have no idea what it is. NLP is a respectful body of knowledge and it seems to have been drawn from general semantics, linguistics, hypnosis, family therapy, metaphors, and many, many other disciplines. So it really becomes a study of what works. It’s the results that you want to produce. And how do you produce the results in business education and therapy. So basically when you’re defining NLP, if you look at neural, it deals with the nervous system that relates to the mind and all the senses. And then language of course, deals with linguistics which includes neural representations that are encoded in pictures, sounds, feelings, words that we use which is like a self-talk. And then programs, the programs that we run inside ourselves. The things we do inside our head. That’s what represents a program. So NLP is basically that study of excellence. That we have an opportunity to change things inside if things are not working for us.

[19:28] Lorna: Yeah I understand it as a way in which you can rewire the neural pathways in your mind. So I think one of the things that we often take for granted is the fact that we have a story about ourselves, and we have a story about the world. And sometimes, more often than not the stories that are actually very limiting. They limit our potential of who we can be. It limits our understanding of the world and all its myriad possibilities. So one of the benefits that I’ve found with Neuro-Linguistic Programming is really just rewiring my belief system to actually be open to different ways of interpreting phenomena in the world – interpreting meaning in the world from my experience of the phenomena around me. And one of the ways which I find it works is through the use of language and linguistics.

So what’s really fascinating is many years ago, I actually was a student of linguistics in university before I switched over to diplomatic studies. And it’s amazing how much our language actually affects our belief system. So when you are born into a country and a culture, you were born into a language. And sometimes that language has limitations in the way that has certain attributes in the way that culture experiences the world. Like for example, in the Chinese language there is no past or future tense. Everything is in the present. However, you would use past or future modifying words. You would say, “Yesterday, I did this.” or “Tomorrow I will do this.” But it’s very different from some of the romance languages like French, Spanish, Portuguese, Italian which has different grammatical tenses to reflect past or future or conditional even. So we take for granted that our language even has this powerful impact over the way we see the world and experience it. Another really powerful example is that, the number of words that Eskimos have for snow. So that’s a really deep understanding of snow. And another example would be within the Tibetan culture, there are so many understandings of the human mind. Different levels of consciousness that we would never really understand in English, for example.

[22:07] Angelica: And it’s very interesting because words are very, very powerful. In fact, they create a lot of pictures and images and that’s how we encode information, because everything’s information. Everything that happens, everything we know is information. But it’s encoded in the brain in such a way that it’s categorized. So everything that we see, it’s really a program. Beliefs are internal programs that we use unconsciously to interpret and make sense of our world, and that’s how we perceive the world.

Robert Dilts uses more technical terms to define beliefs and these internal programs like cause, meaning and boundaries of what we’re creating. Just a simple example you need…

[22:57] Lorna: I’m sorry, who is Robert Dilt?

[23:00] Angelica: Robert Dilts is one of… we have Richard Bandler, who was the founder of Neuro-Linguistic Programming. Then you have Robert Dilts who studied under him and studied other theories and linguistics and other disciplines, to understand Neuro-Linguistic Programming. So he went further into the hierarchies of learning, and what cause and effect means. And basically cause is a certain effect in our life, and when entrepreneurs understand that we need to take responsibility for what is happening in our lives, they will begin to be in charge of their business and their life.

It doesn’t matter how much you know about marketing and how these strategies if inside you have internal limiting beliefs that are going to prevent you from achieving that success and achieving results. So they need to be in charge of their own results so that they can produce their success. Because really when you look at success, success is doing things with ease. And if you’re not experiencing success, then there’s a lot of resistance, there’s a lot of obstacles, there’s a lot of limiting beliefs that are preventing you from experiencing success.

[24:27] Lorna: Well I think one of the things that I commonly see in the entrepreneurial community, especially with early stage entrepreneurs and solopreneurs, I mean not the kind of entrepreneurs that have been able to raise hundreds of thousands of dollars from venture capital funders for example, but the ones that are really trying to bootstrap their business with their own money, which is a very large population of entrepreneurs. There’s a lot of struggle around starting and growing your business. So in a way it’s kind of like we want to achieve that success, but it seems like the journey to get there can be very challenging. So I’m curious to know what your take is on the entrepreneurial struggle syndrome. Is it a mindset? Is it just a natural part of the fact that it’s really hard work to grow business? Which of the two is correct? Or is it both?

[25:26] Angelica: It could be both. But I do really think that mindset is a huge piece. When I’m working with these entrepreneurs and doing some of the breakthrough sessions and coaching sessions with them, I find out that their value system because we all have value systems and there is a hierarchy in our values. And money, as an entrepreneur, we’re trying to make money right? And have abundance of money and material stuff, and whatever they might consider valuable for them. However, when we’re doing the value system to see where money is, sometimes money is not even in their hierarchy because their shame of having money, or they feel that money is bad. There’s some type of belief tied into money.

For example, I just finished working with a gentleman; he had money, and when we’re putting in the hierarchy, it was number 26! And I told him, “How are you going to create a business if it’s not even one of your priorities? It’s not on top of the list”.

So we went ahead and shift it. And I tell him, and I tell people – it’s like when you’re dialing a number, if I wanted to call you and I dial the certain sequence of numbers, I would be able to reach you, but if I dialed one number incorrectly, I would not reach you and I would not get the results I want. The same thing with the value system. If money is not in the sequence that you want it to be, then guess what, you’re not going to get the results that you want. So you have to shift it and make it maybe number two or one.

[27:02] Lorna: What if money is number one but you still haven’t quite gotten the level to the of success that you want?

[27:11] Angelica: Well, there might be something else. I can tell you that money was one of mine in the hierarchy. However, and I would get an abundance of money – I would get fifteen, twenty thousand immediately, but it would come in, and then it would leave me right away. Immediately!

Something would come up. We would have an accident, something ridiculous would happen but what I found out was that, I couldn’t hold money. One of the reasons, and it sounds silly, but it was a belief system that if I had it I had to pay all these taxes to the IRS. And then people would be asking me to lend them money, like my family they would always be asking me, so I’d rather not have it because then they wouldn’t even pay me. It’s ridiculous. But you know what? It was a belief system that I had to discover.

[28:02] Lorna: How did you shift it?

[28:04] Angelica: Well once I discovered it, I had to shift it and go deeper and recreate something different in my mind. Because like I said, we encode information; either what we call modality which would be visual, auditory, kinesthetic or even olfactory, through smell. So I had to figure out how I encoded that information and then re-encode something different in my brain. It sounds difficult but it’s not. It’s easier said… I mean it’s easier done than said.

[28:42] Lorna: So if an entrepreneur is struggling around money; let’s say they’re not generating sustainable income – and I see this over and over again, there’s uncertainty in the cash flow, it’s a common problem among entrepreneurs, especially those that do one to one work or one on one coaching or consulting – how do you recommend for that person, that entrepreneur who hasn’t achieved the level of financial success that they want? How would you advise them to address the problem, using a mind shift approach?

[29:25] Angelica: Well there’s different types of strategies that can be done. The strategies that I use is either hypnosis because it is at a deeper, unconscious level, so we need to be able to figure out what belief do you have? Like I said, I worked with this individual and money had nothing to do with why he didn’t have it there. It had to do with the belief of being not good enough and deserving anything. So when you have that category of not deserving anything, there is a lot of things that are going to be connected. Either relationships, wife or husband or girlfriend or whatever.

In addition to money, because everything is energy, and if people understand that information is energy, and then it aligns to those powerful words of not deserving, then this person felt he didn’t deserve it and when he understood that part, it was a big shift in his life that he called me later and he’s like, “Oh my God, you have no idea what happened.” He even got this other job that paid him more, and it was within weeks of the experience of having that shift. So it is very exciting when you really go deeper, and like I said, understanding those powerful words, and then how everything is connected.

What I would like to tell your audience is that many times when I’m speaking to people in my audience, I show them a piece of paper, and it’s white, and I ask them, “What color is this?” and they say, “White.” And I ask them again like 15 times or more and I’m like, “What color is this?” And they’re all saying, “White. White. White.” And then I ask the audience, “What do cows drink?” And I’m going to let you kind of think what is it that they drink. If you’re saying milk, a lot of my audience will say milk also. But in reality, what you’re doing is you’re making an association from the white paper which is white, and milk being white and you make this association, and there’s really no relationship from paper and milk but the association is there.

So it’s really important that when your entrepreneurs have a limiting belief of money, there’s a deeper association connected to maybe not deserving, not worthy, something. There’s some type of belief, but the only way they can get there is maybe through, one of the strategies, like I said, is hypnosis, the neuro-linguistic processes, and there’s another strategy that I use and it’s called Timeline therapy.

[32:07] Lorna: I love Timeline therapy. I’ve been working with that myself. It’s incredibly powerful. Can you explain to us briefly what Timeline therapy actually is?

[32:17] Angelica: Absolutely. Timeline therapy is also using the NLP concept but we work back with some incidents. We go back in your timeline to previous experiences that you had, so that you have that awareness of where a certain belief system started, and then we break it and we encode something different, so that you can be more successful in your life. That’s the easiest I can put it. But it’s very, very fast. Within fifteen, twenty minutes we will get you the results that you want, to encode new information in your brain.

[33:03] Lorna: So one of the biggest challenges for entrepreneurs is to actually have to self-generate your business. So one of the challenges is, if personal problems arise such as a death in the family, a break-up, divorce, car accident, this can impact your ability to run your business and generate income. So if you lose your ability to generate income, problems can quickly become overwhelming. One case that recently crossed my awareness; I recently became aware of this one news story, the CEO, a young 28 year-old woman, really bright, super smart, and ambitious – she was the CEO of a bit exchange called First Meta, and she was found dead in her Singapore apartment and the authorities suspect that the cause of death was suicide.

One of her last Facebook updates was this article that’s been widely circulated among the entrepreneurial community. In fact, I’ve posted it to my Facebook wall a few weeks ago, and it’s an article by Inc.com called the psychological price of entrepreneurship. I will include the link in the show notes. So for me personally, in the aftermath of recovering from a personal traumatic event that impacted me six months ago, and had a really heavy toll on my business, I turned to NLP to help me process a lot of the grief and the trauma related to that experience. So, could you help share with us specific NLP techniques that might help entrepreneurs manage grief and trauma, so that they can remain productive and able to manage and run their businesses?

[34:53] Angelica: Absolutely. First, I would like your audience to understand what grief is. Grief is a very deep sorrow, there is a lot of sadness, there’s anguish, there’s pain, there’s distress, there’s agony. And really, we begin to experience this when we feel that we’ve lost something or where we feel we’re not belonging. So if you’ll understand that it comes when you’re losing something, or when you feel that you’re not belonging or that you’re not good enough, you will experience grief. And then what is pain? Well pain is tension and discomfort caused by how we respond to stress and threat. So basically, if you feel that you don’t belong, or you feel that you’ve lost something, or you feel that you’re not good enough, then we go into survival mode. And when you’re going into survival mode, we will experience a sense of trauma of perceiving that we’re not whole, that we’re not complete.

There’s a lot of emotions that come up for us like fear, hopelessness, loss, and not feeling that we are in control of what is happening to us. So, if your audience understands that piece, what really happens to our body is that we go into shock. And when we go into shock, then that basically freezes any action that we’re going to take because we feel that if we take action, we’re going to be hurt even more, or we’re not going to be accepted, and we’re not going to be part of something. And as an entrepreneur, we don’t take action. We don’t take action

What we ask is you find some type of coach that’s working with NLP or Timeline therapy, or – I’m suggesting – even hypnosis. So that you can go beyond and discover what is really going inside internally, so that you can shift it and you can begin taking action and achieve the success that you want. And many times is taking those baby steps, and when you take that baby step it’s like, “Hmm, nothing happened to me, I’m safe.” And then you take the next step, and the next step, and it’s feeling secure and safe and certainty that will allow you to continue, and creating momentum. And that momentum is powerful.

[37:31] Lorna: Yeah I find some specific techniques around diminishing the powerful impact of past traumatic events to be highly effective, especially when working with the colors and sensations and sounds that you have in your mind, related to those events, and just turning them down in your brain, so that instead of being appearing in your mind in technicolor, you make it black and white, and you turn the sound down – and that can be an incredibly powerful way of reducing the trauma associated with something that happened to you in the past.

[38:15] Angelica: Absolutely. There’s so many strategies when you’re using NLP or Timeline therapy. The way that the brain functions, it’s always looking for proof, and it’s looking for evidence because those are the frontal lobes, that’s how you make decisions. Has anybody been successful doing this? Who’s done it? Have I been successful? Have I done it in the past? We’re always looking for that information. So if you want to make a shift, you can also figure out who’s done it in the past. If you haven’t, then figure out who has, so that you can have proof and you can say, “Well, you know what, Anthony Robbins is very successful.” or, Oprah, or someone else who’s already achieved the success that you want to achieve, so that you can say, “If they’ve done it, then I can do it too.”

[39:09] Lorna: Yeah it’s fascinating how our belief systems can really work both ways. If we have a limiting belief, which could be for example, “Oh, the only successful people out there were the people that started with money.” And then you start to observe the world around you, and you’d find examples that really solidify that view point – and of course, you keep finding evidence and therefore it becomes your interpretation of reality, and therefore you have this storyline that really limits your potential, especially if you are not one of those people that started off with money. But then, by flipping it around and looking at all the examples of people that did start with nothing, like Oprah for example, by continuing to find examples of people that were rags to riches stories, it’s possible to completely shift that disempowering story and replace it with an empowering one.

[40:05] Angelica: Absolutely. Roger Bannister, he ran the mile in less than four minutes, and it was believed that no human being could achieve that feat. But within six weeks after Bannister’s mile, another man ran the mile under four minutes. In fact, in the same year, 13 people ran the mile under four minutes. So it’s being able to find out who’s done it, who’s broke the record, so that they can achieve the same success. And then creating that in your mind.

Now the other important piece that I want to say, if you’re not looking for a coach that’s doing NLP or hypnosis or Timeline therapy, your environment is also very, very important. Let’s say you have a disorganized room in the office, and there’s paper all over the place, all that information is taken inside internally, and then you create unorganized information in your brain as well. So the more organized, and the colors and items that you put out there – they’re symbols and that will help you create internal representations to achieve either joy, success, harmony, anything that you want to create in your life.

[41:26] Lorna: Gosh, I should clean up right now! I’m just looking around at my room like, “Oh my God… disorganization… I’ve got stuff thrown on the floor”!

Alright. So, NLP is often associated with sales techniques. How is that? And is it possible to use NLP to influence sales in a way that’s not slimy and manipulative?

[41:55] Angelica: Absolutely. What we do is we need to find out how a person is making decisions. And the way you do that is that we look at eye patterns, and to determine how a person encoded information, and how they’re making decisions in purchasing something. Are they visual? Is that their primary mode of learning? And if it is, that’s their primary mode of purchasing items. Because they need to see how a car looks. And then maybe the next mode would be the olfactory, they want to smell it – they prefer smell. So they probably want to see it, they want to sit in it and feel it. That would probably be the next step, the visual, the feeling, and then maybe the smell, I don’t know. But you need to determine by asking the specific questions; when you purchased your first car, when you purchased your first house, what was the first thing you did? And then you will listen to the modalities that they’re using. Is it visual? Is it an auditory? Is it kinesthetic? Is it olfactory? And when they give you the sequence of what they did, then when you are presenting something to them, you will present it to them in the same fashion. You would use the vision, the visuals you would use, the auditory like saying, “But your family is going to be so excited. And you’re going to be hearing them saying that they’re still happy and proud of you. And then you’re going to be able to feel very comfortable when you take this home”. You add all those words and you empower them. And then people feel like, “Wow.” They have no idea why they love it so much. But you’ve used of the sequence of how they make decisions.

[43:47] Lorna: In presenting the thing that you want to sell to them?

[43:52] Angelica: Exactly. When you want to sell something to them. It’s easier when you have them either in front of you or when you’re speaking to them and one to one. And it’s a lot different when you’re creating emails and you’re designing your website and all that, but I would make sure that I have different words so that when they’re reading they’re actually feeling, they’re seeing things, and they’re hearing, and you’re using all the sensory. And you’re really making deeper connections with your audience.

[44:27] Lorna: Wow, that’s really amazing. I will take that into account for my next website re-design. Ok so how else NLP help business people?

[44:42] Angelica: Also when, like I said, shifting belief systems, encoding information as an entrepreneur – there’s so many ways that they can use it to work with their clients.

Another way would be, even sensory acuity is another piece. You look at a client and you can see shifts in their color tone, you can see a shine, or you can see their body language when they’re shutting down and they’re not listening any more.

So what we do is we match and paste. We lead, let’s say we match how they’re sitting, how their language, their tone, their volume… and then you can also match it and then shift it to lead them where you want to take them. Maybe somebody shutting down if they have their arms crossed and their legs crossed, and they’re probably in posture that’s not open to listening, so you probably want to sit in the same posture, and maybe nodding, and then all of a sudden you will shift it and open up your arms and your legs, and then you’re going to see that they’re going to do the same thing.

[45:54] Lorna: Mimicking what the other person is doing is actually an incredibly powerful rapport-building technique.

[46:03] Angelica: Absolutely. Even when you’re a speaker and you’re speaking in a front of a large group, there’s something that’s called the monkey-effect. So you will have people who are leaders, and they either know it or they don’t, but when they’re in an audience, the leaders will move an arm, or they will move their body and then you’ll see like this monkey-effect where there’s other people in alignment with them and everybody starts shifting and moving. So what I do is, I find my leaders in my crowd and I will always be very focused on them and I will guide them. So let’s say they moved, and then I will actually move like they did, and then I will bring them back to my attention so that they can guide their followers, and I can have everybody’s attention. It’s really interesting, but I teach that in my masters NLP because that’s a more advanced technique.

[47:00] Lorna: Wow, it sounds fascinating. So we’re at the end of our interview. I like to leave my guests with this question, is this business your life purpose? If not, what is?

[47:12] Angelica: Oh absolutely this is my life’s purpose because I love what I do, and when I work I get lost in my work, and it’s just my passion. I’m so involved when I’m working with people, and helping them achieve their success. Makes me feel successful as well.

[47:36] Lorna: Awesome. So Angelica, how can we best stay in touch with you?

[47:40] Angelica: The best way would be under Angelica Underwood.net and they would either connect with me on my website. And also angelicaunderwood@me.com – that’s my email, and they can reach me there if they need to.

[47:56] Lorna: Ok, great. Thank you so much for joining us and I look forward to checking you out online.

[48:04] Angelica: Well thank you for having me and I want to thank all your audience for listening, and see you next time.
[END OF RECORDING]

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