Eben’s Frameworks and Me

Hi, I’m Rodger Bailey.

I’m going to tell you an story about myself and what I do. Then, I’m going to ask you to make Comments about what I’ve told you and tell me what I can do for you.

Eben and Jeff are pointing the way for us

I have been viewing the recent videos by Eben Pagan and Jeff Walker with reference to moving the free line and getting started in the business of creating information and advice products and marketing them on the internet. I am very interested in this. I have been selling information and advice to corporations, organizations, and individuals since 1980.

Neurolinguistic Programming gives us a turbo-charger

That is when I created a technology based on some concepts within the world of neurolinguistic programming (or NLP). The material I worked with is based on the concepts of Noam Chomsky (Transformational Grammar, MIT, 1957). When I was first exposed to this in 1978, Leslie Cameron-Bandler was teaching ten patterns which she called meta-programs as part of a curriculum of NLP. At that time, I was studying NLP with Bandler & Grinder, Leslie, Judith DeLozier and others.

Leslie called these frameworks “meta-programs” because she thought they were the “programs which ran the other programs.” She did not realize the difference between process (programs) and structure (these patterns), so she thought these meta-programs were more kinds of programs (in NLP terms “strategies”). At the time I learned about these structures, I had been a computer systems analyst in IBM for almost 10 years. I immediately recognized that these structures represented the architecture of the human bio-computer.

Where are people going?

The first pattern I learned from Leslie was one that Eben was talking about which he called Toward and Away From. Leslie described this set of patterns but was not able to teach a concrete, specific method for determining whether a person was Toward or Away From. She told us that now that we know about the pattern, we will be able to notice it in conversation. Well, of course it is not that easy.

So, I set about developing a set of questions which would force the person responding to provide clear evidence for 13 specific meta-program patterns. The result of my work has been an instrument which I call the LAB Profile (The Language And Behavior Profile).

This started as an 8-minute interview which would provide predictive information about the behavior traits, the thinking patterns, and the motivation triggers of the responder on 13 scales. With this interview, I gathered data from thousands of people, working in all kinds of tasks, all around the world. For this reason, my understanding of these patterns has a broader base than most NLP Trainers and most authors who write about these patterns. Even Eben’s reference to “Toward” and “Away From” shows that he has the limited view which is prevalent in the written versions of this information.

Find out what your clients think and what turns them on

The LAB Profile has evolved into a 20-minute online survey which provides predictive information about a person’s range of behavior, thinking, and motivation on 40 scales. I do some organizational consulting, some seminars, and some individual coaching based on this instrument. But, mostly I have been using it as a market research tool to help organizations understand how to tweak their product development, packaging, and marketing strategies to match perfectly with their market.

• Now, before I get too far on this track, I want to tell you about something. In 2001, I started working with children with developmental problems (Developmental problems is an umbrella term used to refer to ADHD/ADD, Learning Disability, hyperactivity, dyslexia, auditory processing disorders, dyspraxia, dysgraphia, autism, PDD-NOS, Asperger’s, and many other devastating diagnoses). Let me explain how I got started with this.
• These universal frameworks, these patterns I’m talking about here, are patterns we develop into as we grow up. Children with developmental problems do not grow up appropriately. So, much of the reason we recognize that a child has a developmental problem, is that these patterns do not show up in the right way. So, I was drawn to this work with these children.
• Also, my wife and I have developed some approaches which gets the developmental process back on track, and the rewards we receive from watching these children get back on track (and lose their symptoms) is truly heart-warming. If you want to explore some of what we do, check out our Developmental Consulting and our Developmental Discovery Free Membership Site.

Okay, back to Eben’s and Jeff’s latest videos

They are taking us viewers through a basic tutorial about how to package our products and services to have them successfully marketed on the Internet. I’m developing products for working with children with developmental problems, but I’m still in the research phase with those products. So, I’m not ready to go through the steps Eben and Jeff describe for us to do to get started for those products for the children and their parents.

But, I realized that my LAB Profile is an incredible market research and product development ‘template.’ So, why not work with Eben’s and Jeff’s processes and develop some tools for helping those who are marketing on the internet. So, here goes.

Would it be valuable to know what makes your prospects tick?

What would happen to your internet marketing efforts if you knew exactly what your prospects were thinking about and exactly what motivates them? Would this information improve your ability to create products and market and sell those products? What if the information and advice was provided in real practical business language? What if this included lists of language to use and lists of language to avoid? What if this information was packaged and delivered to you by someone who has been specializing in research, consulting, and training of this precise information and advice for the last 28 years? Would you be interested in this information? Do you think this kind of information from this source would be valuable?

Words which turbo-charge your prospects?

I propose to create a range of information and advice products and services which will make it easy for developers to understand the patterns of those who will use their offerings and for marketers to understand the patterns of those who will buy their offerings.

Words which turbo-charge your product designs?

If you know your client’s patterns, you can design and create products and services which perfectly match their way of thinking and acting. They will take your product and make it be an extension of themselves. They will integrate it into their lives.

• For instance, I was consulting for a friend who had created a product for keeping workspace around a personal computer organized.
• The product was about being organized, but the description of the product was language which described randomness in process and in structure. This was not intentional, but the developer and the copywriter were both people who approach the world in random order with respect to processes and structures.
• At a gut level, the prospect was faced with an incongruence between the description of the product and the outcome the product should have. The product could have helped random and unstructured people achieve order and structure. But the description did not make that translation for the prospect. The net effect of the description was that with this product you will continue to be random and unstructured.
• We got sales skyrocketing by changing the text to let prospects know that they may be random and unstructured now, but with this product that will all change to order and structure, automatically.

Words which turbo-charge your bank account?

Think about it for a moment, if you know your prospect’s patterns, you can design your sales and marketing approach so that your prospects will naturally buy what you offer. Your offer will be a match for their thinking process, so they will buy because “what” you sell is “what” they are.

For almost 30 years, I have seen this working successfully over and over again. We often discover that the sales and marketing approach works great for the person who designed the strategy and who wrote the sales words, but are a total mis-match for the prospect.

• For instance, I was consulting for a gold and diamond jewelry manufacturer who sold their products to mom-and-pop jewelry stores in mid-America.
• When I started with them, they were selling about $5 million annually. After doing the research about those mom-and-pop store owners, we discovered several patterns which were a total mis-match between those owners and the marketing materials and sales pitches from the manufacturer.
• We changed the language to be a match and every one of the manufacturer’s salespeople doubled their sales volume within a month.
• Actually, within a year they had more than tripled their sales. Their closest competitor went out of business, so my client gobbled up all of that other company’s salespeople, and taught them how to sell effectively to that market. These new salespeople immediately matched the volume of sales of his existing sales staff.

How can you get your hands on this information?

I explored the problems of a particular niche and discovered that the problems and concerns of that niche are much larger than frameworks for the creation of information products. This particular niche wanted solutions for the whole range of problems on Internet Marketing. This includes traffic, JV Partners and Affiliates, and finding a way with Internet Marketing, to succeed enough to build a business.

So, I have altered my thoughts about what this niche needs.

This niche needs a broad-based Academy which teaches the whole range of Internet Marketing Solutions from market research, through product creation, to product launch.

So, this blog is established describe the program at the Tinkers Academy. If you are interested in attending the program and you want to follow our conversation about the need for this program, sign-up here. I will send you some materials which support this discussion.

Rodger Bailey, MS