That's all.

Yeah, yeah.

I mean, they say communication is redundant, right? Because we're communicating in all different types of ways all the time.

So neuro-linguistic programming, NLP, stands for like the neuro piece is the way we process information in our brains.

The linguistics is language, right? How you speak to others, how they speak to you, but also any internal dialogue you've got going on that also comes into play in NLP.

And then the P is for programming or habits.

And when you are able to pay attention to the way that somebody is communicating with you, I always describe this as imagine that we all so okay, let me back up for a second.

Are things the same or are there differences? Do you? Is there more challenges at the higher level, at the bigger, you know?

I mean, what were some of the things that helped you with that aspect of it? Because I'm just thinking as an introvert, that's a whole nother dimension to this.

Yeah.

I think for me, it was always wanting to be of service.

And maybe I learned that, you know, working in the tool store, right, is that you were there to help.

people, show them where the wrenches were or the sockets or the lathe or whatever.

I guess really you could say there was a real customer service aspect to my take on it.

I ended up at some point transitioning to the manufacturing side.

You know, how did you come into that discovery? Because as you said, it opened up so many doors for you in really difficult sales

What are some things that speakers should keep in mind?

OK, well, one of them and this is going to seem like what? But I really do think this is important is when you especially if you're flying to an event or even driving to an event from the time you leave where people can actually see you, you're on.

And this is so important because like I mean, I will say as a flyer and somebody who's flown a lot in my career and in my life, that I am the most antisocial person on a plane, right? Like I don't really want to talk to anybody.

I just want to sit in my little, like try to be like in my own little cone here and pretend like you can't see me.

You know, that's my go-to mode.

But when I am presenting, when I'm going to an event, I recognize that there might be people on the plane that are also going to that event.

And I don't know that.

So can you give us a few tips about how to do this in a way that feels authentic to us?

Beautiful.

The NLP mandala is these four statements, and it comes, originally the story comes from when JFK was elected president, that there was, um, a conversation between JFK and the, the, his press secretary at the time that the, uh, how the conversation went that there was some nerves for the president to be in such a public stage and to have questions coming from reporters that he might not know the answer to.

And so the press secretary gave him this process that then became the NLP mandala, and the idea behind it is to really prepare yourself to go into these meetings, um, or to be in a situation where something might come at you that you're not necessarily prepared for or it...

But it's, it's this idea of like really, like, preparing your mindset.

So I still do the NLP mandala.

I started doing it, I can't even tell you how many years ago now.

The very first time I did it, I was sitting outside of a client office.

Please.