"We are what we think. All that we are arises with our thoughts. With our thoughts we make the world." ~Buddha

Here's an idea that may seem a little esoteric, a little woo woo, a little California, but put that aside for a moment and trust that I'm not leading you down the path to woo woo.

This exercise is entirely in your mind. If you start talking about this with your prospect, they may consider you off your rocker and walk away, so just imagine, if you would, that everything, absolutely everything in the universe vibrates. Imagine you prospect is vibrating and imagine you are vibrating. And then imagine that the speed at which you're vibrating and the speed your prospect is vibrating, become enmeshed. This is 'pacing'.

Then move the meshed vibrations up or down, wherever you want to be. That's 'leading'.

Is this a construct in your mind? Absolutely. Does that mean it doesn't really happen? Not necessarily. It simply means that you don't actually have to feel it; in fact, you're probably not going to feel it, but just build a model in your mind. Can you adjust it? You bet. And that's what I'm going to suggest that you do.

Look at your prospect as if they are vibrating and then watch for any rhythmic movements they might be making. Are they tapping their foot? Shaking their leg? Rocking back and forth?

There are some simple was to make your prospect's rhythm more accessible.

Notice where the rhythm is located in their body. Can you see it? Is it high in their chest or low in their belly? Can you tell where this rhythm is taking place?

All you have to do is be open to the idea that can sense this and use it to influence.

Take a deep breath and close your eyes. Notice as you do this that the minute I said, "Take a deep breath and close your eyes," you probably began to slow your rhythm down.

Your vibration changed as your assumption changed and your presupposition changed as well.

And now imagine your vibration increasing, speeding up.

What direction is it traveling? Some people experience theirs as going around in circles, others feel it goes up and down, or back and forth.

I want you to move faster, and I want you to expand it slightly.

Can you feel the difference?

That difference is how you can begin to adjust yourself to the affluent individual you're dealing with in any given situation. You do this in order to come into rapport with them and bring them to where you want them to go.

Kenrick Cleveland teaches strategies to earn the business of wealth clients using persuasion. He runs public and private seminars and offers home study courses and coaching programs in persuasion strategies.

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