J D Fuentes - Gut Impact | Page 5

now largely bypassing the critical, logical part
of the mind and instead touching directly on someone’s feelings, this
while stimulating the imagination.
We call this the Alpha State.
After you’ve done a good deal of Matching, the mind of the
Other will expect truth from you, so that you can concentrate on doing

19
much more leading, and soon be doing more leading than Matching.
Imagine one end of a seesaw going down as the other end goes up.
Formula: Match, match, match, match, match, match, punch.
Match, match, match, match, match, punch, punch.
Match, match, match, match, punch, punch, punch.
...UNTIL, EVENTUALLY,
Match, punch, punch, punch, punch, punch, punch.
By the end of this sequence, your listener is wholly enfolded in
a world you are creating.
Thus, simply by acknowledging someone’s existing experience
and then guiding that person bit by bit, you can exert tremendous
pressure on someone’s feelings, pushing someone from his or her initial
position all the way into entirely different emotions and convictions.
Note that the more obvious your remarks, the more likely that,
on an analytical level, your listener will be slightly annoyed and
impatient—though his or her instincts will still be engaged and lulled.
Conversely, the more inobvious (the “deeper”) but still true and
verifiable your remarks, the more trust and responseiveness your remarks
will create.
For help on putting together some “deep,” insightful statements
in relation to your listener, consult the chapters on personality types.

20
7. An Interlude Masquerading as an Explanation; Or,
The Paths of Edgar and Gareth
There once were two brothers, Edgar and Gareth. Edgar and
Gareth lived in a valley remarkable for its sheer quantity of trios of
brothers, trios of sisters, only children, wicked stepmothers, and rivalrous
siblings who choose different ways of life. In fact, until fairly recently,
most children had been expected to set out in search of strange
crossroads--and cross them--and find magical implements--and wield
them--and encounter strange people with strange ways; all this, with the
object of returning to the valley and preparing it for the next generation
of children, who would in due time emerge thoroughly unprepared and
perfectly ready.
These days, the valley was in constant contact with other
valleys, and the valleys learned from one another at an ever increasing
match, and the magical implements were more or less owned by big
conglomerates. All this being so, Edgar and Gareth decided that the best
way to prepare themselves was to do themselves what the valleys were
doing, and so learned the artful science of learning and communicating.
They learned it so well that they found an old weaver, a holdover from an
earlier time, one now content to weave his sacks into pillows and his
blankets into sacks, and combining their skills, they reminded him of the
skill and inspiration which once had been his; and, so inspired, he wove
for them one magical sack apiece. One sack, if torn, would automatically
repair itself; the other could hold an object only so long, but would
transform any object placed within it. Edgar chose the first sack, and
Gareth chose the second.
Impatient to finally leave the valley, the two set off for the
nearest crossroads, found one, shook hands, and separated to follow the
road’s two forks.
Edgar found many fruit alongside the road he took, and he took
to stopping and cramming into his sack as many fruit as he could find.
After all, he reasoned, if his sack tore, it would repair itself; he was
pushing his sack to its logical extreme, and therefore, making the best
possible use of it.
Gareth also found many fruit alongside his road. He gathered
some, then, remembering the weaver’s not very precise description of his
sack’s qualities, found himself pausing often to inspect the things he’d
collected.

21
Edgar found that nothing in his life could compare to the
pleasure of grabbing as many fruit as he could; he was young, his sack
was large, the world was a place of many valleys--life was going to be
fun indeed.
Gareth found that it helped to be careful about what he put in his
sack. Fruits that were flawed when he put them in were often thoroughly
rotten when he took them out; on the other hand, things that had seemed
worthwhile at first became, later, remarkably so, and in surprising ways:
What was once merely a particularly shiny apple emerged later with a
stem of gold. Sometimes the fruits and nuts and little toys he collected
turned out to be not objects at all but squirrels and foxes and birds and
even people. Gareth became fairly mellow about the process; when a
squirrel popped out of his sack, he led it to a tree; when a bird popped
out, he tossed it into flight. Eventually he was even nonchalant on those
occasions when a young girl popped out of the sack, figuring that she’d
meet lots of girlfriends in the towns ahead and would tell all of her new
friends of the magical and fascinating person now approaching.
Edgar had by this point filled and broken his bag many times.
The first time it tore, he thought, It’s tough to