3 Brilliant Keys to Building Trust

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3 Brilliant Keys to Building Trust
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• Let me ask you a question
• Would you trust someone you felt didnt care for
  you? What if they didnt see your point-of-view?
  How about if your opinions went unheard?
• The fact is, when you have created a connection
  and built rapport with someone, they are more
  likely to trust you. When trust is established,
  the doorways of communication are open and you
  are one step closer to influencing them.
  Understanding a persons primary modality, or
  preferred representational system (PRS), is a
  way to respectfully and elegantly enter someones
  world. It makes them feel you are just like them.
  Dont we all like people that are like us that we
  can relate to?

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What is Primary Modality?
As humans, we understand and interpret our world
using our 5 senses visual, auditory, kinesthetic
(touch), taste, and smell. When building rapport
with someone, its valuable to understand the
primary senses that person uses to process their
world. This not only helps you create a
connection faster, but also gain their trust.
When someone trusts you, theyre more likely to
listen to you. In this article, well focus more
on visual, auditory, and kinesthetic cues of
primary modalities.
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There are 3 keys to better understand a persons
primary modality

• Notice eye movements and match modalityListen
  and use their predicatesUnderstand people are
  not just one modalityBy using these tools, we
  can positively influence others and become even
  better leaders.

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Two content layout with table

• Here are the cues you may notice as you face the
  person
• Vc Visual Constructed (Up Left)
• Vr Visual Recalled (Up Right)
• Ac Auditory Constructed (Side Left)
• Ar Auditory Recalled (Side Right)
• K Kinesthetic (Down Left)
• Ai Auditory Internal Dialogue (Down Right)

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These are examples of the most common eye cues of
a typical right-handed person.

• Keep in mind, there are few instances in which
  this may be reversed.
• Pay attention to a persons eye movements when
  they speak to you, they can be clues to how they
  are interpreting a situation. Visual is upwards,
  Auditory is sideways, Kinesthetic is down right,
  and Auditory Internal Dialogue is down left. For
  example, if someone says, I can imagine what I
  heard its likely they look briefly to their
  left side as they speak because this indicates an
  Auditory experience they Recalled. If asked to
  describe a vision for the future, they may look
  up and to their right because they are
  Constructing a Vision. When asked about the time
  they felt the most loved, its likely they will
  look down and to their right because thats where
  the Kinesthetic feelings are. An easy trick to
  remember this specific cue is remembering the
  saying, I feel down-right happy.Use these cues
  as potential clues as to how someone is
  interpreting what they describe. Knowing this can
  help you better understand the person youre
  interacting with and make a connection more
  rapidly. For example, if they describe what they
  saw in bright, vivid colors, it may be useful to
  describe your experience in visual terms as well.

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Listen to and use their predicates

• Which of the following would you rather have
  done?
• You ask someone a question and they
• Show you the answer
• Give you the answer
• Tell you the answer
• Essentially, these all have the same meaning, but
  the predicate is a descriptive word that gives
  you a clue to how a person interprets a
  particular event. Here are more examples of
  predicates for each of the modalities
• Visual  see, look, bright, clear, view, picture,
  point-of-view
• Auditory  hear, tell, sound, silence, loud,
  quiet
• Kinesthetic  grasp, feel, solid, get a hold of

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Understand people are not just one modality

• Using their predicates will help the other person
  see, hear, and feel you as one of them. This will
  bring you closer together as you build your
  connection and eventually, trust.
• The biggest mistake people make is when they
  label someone as a visual, auditory, or
  kinesthetic person. Sure, someone might use
  visual predicates, but that doesnt mean theyre
  always visual. Its just where they are hanging
  out for that particular situation. What that
  means is that, that is the modality or PRS their
  brain used to process that particular event.Two
  people can experience the same situation, but
  interpret it two very different ways. The best
  thing to do is to simply listen to how they
  describe it and use the same language as they
  use, but keep in mind, they may use other
  modalities to describe other events. It can vary
  by the situation, personal history, or simply
  which cue was more memorable and stuck with
  that person at the time.

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Your challenge

• The next 7 days, challenge yourself to use these
  3 keys to understand and appreciate the world of
  everyone you come into contact with.
• Notice eye movements and match modality
• Listen and use their predicates
• Understand people are not just one modality
• See how many people you can notice using eye
  movements as they describe something, pay
  attention to their predicates as they describe,
  and understand they can use different types of
  cues. Then SHARE your experiences with others by
  posting on the comments section below.

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Questions? More Information?

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