Introduction to NLP™

The Study of the Structure of

Subjective Experience
&

The Modeling of

Behavioral Excellence

Jim Accetta
Truly Human Coaching
Helping People to Life the Life They Truly Want
www.trulyhumancoaching.com
 1. What is NLP

2. Human Subjective Experience

a. Deletion-Distortion-Generalization
b. Representational Systems
c. Language & Eye Accessing Cues

3. The Meta-Model
a. Universal Quantifiers
b. Modal Operators of Necessity & Possibility
c. Presuppositions

4. The Use of Tonality

5. Rapport-The Magick in Relationship

6. Order Form

7. William James Quote

8. Time, Possibility and Choice

9. Presentation Evaluation

Jim Accetta, Truly Human Coaching

847-566-3122 www.trulyhumancoaching.com

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 What Is NLP?
NLP is an attitude, a way of thinking and living in the world, a field of knowledge that
focuses on behavioral modeling, communication excellence and efficiency in action.

NLP (NeuroLinguistic Programming) has to do with 3 things:

Neuro: Nervous system through which experience is received and processed through the
five senses

Linguistic: Words, language and nonverbal communication systems through which

neural responses are coded, ordered and given meaning.

Programming: The ability to organize our communication and neurological systems to

achieve specific desired goals and results.

There is no one single definition of NLP that effectively offers the wealth and breadth
that the field reaches. Below are several definitions offered by many experts?

NLP began in the mid 1970’s as a model for communication excellence. NLP started as
an idea by Richard Bandler and coordinated with John Grinder into a field for modeling
behavioral excellence.

Neuro-Linguistic Programming™ (NLP™) is defined as the study of the structure of

subjective experience and what can be calculated from that and is predicated upon the
belief that all behavior has structure. People such as Virginia Satir, Milton Erickson and
Fritz Perls had amazing results with their clients. They were some of the people who's
linguistic and behavioral patterns Richard Bandler built formal models of. He then
applied these models to his work.

Other definitions of NLP offered include:

• NLP is an attitude, a methodology, which leaves behind a trail of techniques (Richard

Bandler)
• NLP is an accelerated learning strategy for the detection and utilization of patterns in
the world (John Grinder)
• NLP is the epistemology of returning to what we have lost – a state of grace (John
Grinder)
• NLP is whatever works (Robert Dilts).
• NLP is the Study of the Structure of Subjective Experience (Dilts, et al. 1980)
• NLP is an accelerated learning strategy for the detection and utilization of patterns in
the world (Judith DeLozier and John Grinder, 1987)
• NLP is excellence and magic in communication; a set of principles that opens up a
universe of possibilities (Jim Accetta)

(It’s really about training your own brain to do what you want it to!)
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 The Society of NLP offers the following definition:

NLP is an attitude…characterized by the sense of curiosity, adventure and a desire

to learn the skills to be able to find out what kinds of communication influences
somebody and the kinds of things worth knowing… to look at life as a rare and
unprecedented opportunity to learn.

NLP is a methodology… based on the overall operational presupposition that all

behavior has structure…and that structure can be modeled, learned, taught, and changed
(re-programmed). The way to know what is useful and effective are the perceptual skills.

NLP has evolved as an innovative technology enabling the practitioner to

organize information and perceptions in ways that allow them to achieve the results that
were once inconceivable.

**NLP in a Minute**
1. Outcome—knowing what you want
2. Acuity—how will you know you are getting what you want
(observable phenomenon)
3. Flexibility—if what you are doing is not working, and
then do something else!

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 The Pillars of NLP:
The Pillars of NLP are used with permission from Joseph O’Conner: Training With NLP, 1994

1. You—your emotional state and level of skill

Richard Bandler, the founder of NLP, has said that NLP is an attitude, a methodology
which leaves behind a trail of techniques. The level of effectiveness depends on the
user... You are the most important part of any NLP intervention of technique. Your
success depends upon how resourceful and skillful you are. Congruence with your goals
and your own emotional state are paramount in your success.

2. The Presuppositions—the principles of NLP

The presuppositions of NLP are its guiding principles. When accepted as “real” and
acted upon they help shape our beliefs and ideas of how to act effectively in the world.
See www.trulyhumancoaching.com NLP tab for a full description of the presuppositions.

3. Rapport—the quality of relationship

Rapport is the quality of relationship that results in mutual trust and responsiveness.
There are many ways to achieve rapport; all involve paying attention to and respecting
the other person. Rapport is essential for good communication. Rapport over time
establishes trust.

4. Outcome—knowing what you want

A basic skill of NLP is being clear about what you want and being able to elicit from
others what they want. NLP is based around always having outcomes in every situation,
so you are always acting in a purposeful way. An outcome is what you want; a task is
what you do to achieve it. Outcome thinking always has 3 basic elements:
• Know your present situation
• Know your desired situation
• Plan your strategy

5. Feedback—how will you know you are getting what you want?

Once you know what you want you must pay attention to what you are getting. What are
you paying attention to? The information you get from you senses lets you know
whether you are on course for your goal.

6. Flexibility—if what you are doing is not working, then do something else

The more choices one has in a given situation, the greater your chance of success and the
better your results. NLP encourages choice governed by purpose in a relationship of
rapport and awareness.

Jim Accetta, Truly Human Coaching

847-566-3122 www.trulyhumancoaching.com
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 Definitions and Terms

Map of Reality:
(Model of the World) each person’s unique representation of the world built from his or
her individual perceptions and experiences.

Perceptual Filters:
Perceptual filters start with our human biochemical filters: our eyes, ears, skin, etc... that
allows us to perceive the worlds as well as filtering out other information. Other
perceptual filters are those unique cultural experiences; our beliefs and language, etc…
that shape our model of the world.

Unconscious:
Everything that is not in your present awareness at the moment. Often also used in
reference to our unconscious mind, that or those part/s of our mind that operate outside of
normal consciousness.

Representation:
An idea: a coding or storage of sensory based information in the mind/body.

Representational Systems:
The 5 senses: seeing, hearing, touching (feeling), smelling and tasting. We code
information in our minds through our five sensory systems.

Internal Representations:
Patterns of information we create and store in our minds in combinations of images,
sounds, feelings, smells and tastes

Preferred System:
The representational system a person typically uses most to think consciously and
organize his or her experience. Much like representational system primacy below.

Representational System Primacy:

The systematic use of one system over the other to process and organize a given context.
Much like preferred system above.

Predicates:
Process words (like verbs, adverbs and adjectives) that a person selects to describe a
subject. Predicates are used in NLP to identify which representational system a person is
using information in or from.

Jim Accetta, Truly Human Coaching

847-566-3122 www.trulyhumancoaching.com

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 Definitions and Terms (2)

Accessing Cues:
Subtle behaviors that will both help to trigger and indicate which representational system
a person is using to thing with. Typical types of accessing cues include eye movements,
voice tone, tempo, body posture, gestures and breathing patterns.

Meta Model:
A model developed by John Grinder and Richard Bandler that defines syntactic
environments by which one can detect and challenge deletions, generalizations, and
distortions.

Universal Quantifiers:
Linguistic terms for words such as “every” and “all” that admit no exceptions; one of the
Meta-Model categories.

Modal Operator of Necessity:

A linguistic term for rules (should, ought, etc.)

Modal Operator of Possibility:

A linguistic term for words that denote what is considered possible (can, cannot, etc.)

Presuppositions:
Ideas or statements that have to be taken for granted for a communication to make sense.
Presuppositions are a powerful tool used in hypnotic language, as well as the language of
influence and persuasion.

Sensory Acuity:
The process or ability to make fine useful distinctions about the sense of information we
get from the world.

Sensory-Based Description:
Information that is directly observable and verifiable by the senses. It is the difference
between “The lips are pulled taut, some parts of her teeth are showing and the edges of
her mouth are pulled higher than the center…” and “She’s happy” which is an
interpretation.

Rapport:
The presence of trust, harmony and cooperation in a relationship.

Hypnosis:
The practice of intentionally focusing ones own (self hypnosis) or another persons
attention inward, utilizing trance in the relationship to achieve desired results.

Jim Accetta, Truly Human Coaching

847-566-3122 www.trulyhumancoaching.com
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The direction of our tone will influence the direction we
take our listener! In what direction do you want to send your
listeners Brain?

Inflection UP

Inflection even

Inflection DOWN

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**Rapport:
The presence of trust, harmony and cooperation in a relationship.
Rapport is the quality of relationship that results in mutual trust and
responsiveness. There are many ways to achieve rapport; all involve paying
attention to and respecting the other person. Rapport is essential for good
communication. Rapport over time establishes trust.

Instant Rapport Reference Sheet!

Taken from the DVD: The Secrets of Instant Rapport (for anybody!)

When greeting folks you don’t know:

1. Initiate the greeting, step into their space, hold out your hand (or not) and say
“Hi, my name is_____________, and you are?”
2. Pause, listen to how they say their name, feel their energy, watch how they
express their self.
3. Repeat their name back to them, using either auditory matching (tone, tempo,
pitch) or visual matching (facial expression, gross or fine body movements) or
both auditory and visual (after you have done some practice in each!)
4. Continue the conversation as normal, attend to them, find out about them,
introduce your product/service or the product/service of an associate (meet
their need, they’ll have one!)

When using the telephone for cold calling or warm calling.

1. Make the call (this is an important first step that cannot be ignored!)
2. Once a person answers, pause, listen to how they answer, feel their energy,
hear their tone, tempo, cadence, and name if they offer it!
3. Match their tone, tempo, cadence, & pitch (even their accent/dialect if you
can!)
Note: when you introduce yourself, you can use the “When greeting folks you don’t
know:” (above) to introduce yourself, gain their name and then use the OTC hello
technique over the telephone!
4. Continue the conversation as normal, attend to them, find out about them,
introduce your product/service or the product/service of an associate (meet
their need, they’ll have one!)

Jim Accetta, Truly Human Coaching

847-566-3122 www.trulyhumancoaching.com

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 ABOUT YOUR TRAINER
Jim discovered NLP™ in the early 1980’s when NLP™ was still in its
infancy. Then, as a Substance Abuse Counselor and Family Therapist,
Jim incorporated NLP™ and hypnosis in his individual, group and family
work. Jim expanded his use of NLP™ moving into the area
management and small business development in the early 1990’s, then
spending the next 14 years incorporating NLP™ in the development of
small businesses, staff training, policy writing, organizational
development and marketing.
In the late 1990’s, Jim turned his attention back to training and development in the field of
NLP™ and Hypnosis. Jim focused intensely on individual work through Professional Life
Coaching, and Hypnosis, as well as developing his role as a trainer and author in the NLP™ field.
Jim is the author of the books: “Getting What You Want: The Art of Living on
Purpose”; and “Success is a State of Mind” with Deepak Chopra, Mark Victor Hanson and
others. Jim has been a featured writer in “Training Today” a Professional Training Journal and
publishes a monthly newsletter available for you today. Jim’s expertise has also been noted in
The Boston Globe, The Chicago Tribune Red Eye, Fitness Magazine and in Crain’s Chicago
Business.
Jim enjoys time with his wife, children, dogs and friends; loves reading, writing, personal
growth and spiritual development. Jim’s passion is to help others to live the life they truly want.
Jim a voracious learner with an unrelenting curiosity and love for life! He enjoys developing his
skills and advancing the field of NLP™ and has the vision of bringing NLP into the mainstream of
society, where people from all walks of life can experience the magic and power that NLP™
offers.
Jim’s uses his extra-ordinary skills to help individuals and couples to change their lives
and live the life they truly love through his unique and effective style of truly human coaching.
Read more about his coaching and NLP at www.trulyhumancoaching.com

You Are Important!

I would love to hear your thoughts, comments, ideas and feelings about this
introduction! If you have a raving review about how it helped you to live
the life you truly want, or any comments or suggestions about the contents
of this talk, the ideas discussed, or how to improve the flow and content,
please take the time to write them down and send them to:

[email protected]

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The Greatest Discovery

of my generation is that

human beings can

alter their lives

by altering their

attitudes of mind”

-William James

Jim Accetta, Truly Human Coaching

847-566-3122 www.trulyhumancoaching.com

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