Nick Kemp's Blog

The First 24 hours in Japan

Nick Kemp — Fri, 03 Feb 2012 21:59:50 GMT

I have now been in Tokyo for almost 24 hours. Well I suppose it’s actually 21 hours, with 10 of those asleep, but it’s still enough to form an impression! After an 11 hour flight we landed yesterday in the true Kemp tradition after dropping luggage at the hotel immediately headed for the heart of the city. I have come to love the dynamics of cities around the world and to appreciate the different cultures and nuances that make each place so unique. Inevitably the first stop was Tower Records and I have to say that the store lived fully up to its reputation. All music buffs know that Japanese CD pressings are the best in the world, but usually outside Japan I can only find certain titles. It’s like being shown a teaser trailer for a great movie rather than seeing the whole film. Well the 5 floor of Japanese CDs would be a delight for any collector and now Tower jumps into my all-time 5 great CD stores bumping Virgin in Paris (sorry France, but it’s no contest)

One of the many things that has already struck me is the excellent quality of service here that puts most of us in the UK to shame. I experienced the same shock in San Francisco in 1995 and was left reeling at how helpful people were there. If anything the Japanese (well those so far) have been quite extraordinary in being helpful. They really want to help the customer and I am pleased to confirm I have already parted with thousands of yen in the first shopping swoop.
As a vegetarian I did have some initial apprehension about eating in the city, but so far I have found only excellent food reminiscent of the best pan Asian food from New York and the take away snacks of rice have proved delightful. This morning we’ll have breakfast in the hotel with “fearless leader” Kimiko and then later this afternoon I’ll be starting the first PCW workshop with a full day to follow tomorrow. I’m really looking forward to this and I am already loving the Japanese style of buildings and efficiency.

The Small Print, Terms & Conditions and Scary Statistics

Nick Kemp — Wed, 01 Feb 2012 15:29:58 GMT

Terms and Conditions & opt in and opt out boxes
I was recently asked to produce some copy for a website. In our initial discussion the client talked about the infamous “small print” that most people don’t read when signing up for a course or buying a product. This small print is literally often so small that you can hardly see it and of course what you don’t see you don’t act upon
Increasingly in this age of information technology, companies are seeking to not only “capture data” (obtain lists of customer information) but also sell this data on for profit. This is one of the many reasons why so many of us find our e-mail in boxes full of spam from companies we have never heard of! Often by not reading the small print we unwittingly give permission for our data to be sold to third parties.
Here is a typical example in a training company’s terms and conditions where this occurs. Of course most people probably never read, because of course it’s in small print

"your personal information may be sold, traded or licensed to third parties (including third parties who may be located outside the European Economic Area) to enable them to send you details that they think will interest you."

In other words pretty much any information you submit to this company can be sold on to other businesses! Often companies will have a small opt out box on their online or hard copy forms and it’s sometimes really difficult to see what the implications of filling in or ignoring these boxes are.

In recent times there has also been a great deal of discussion about “short term loans” which in theory are given out for just 31 days to desperate individuals. The APR for such loans is staggering and of course many folks don’t read the small print on TV which shows unbelievable rates of interest. Wonga.com charge 4214% but of course claim that as these should only be for the short term they only mention that figure as it’s a legal requirement in the UK. Of course they are fully aware that many enquiring will be resorting to this solution as a last resort and inevitably borrow more and more from the lender. When the adverts appear on TV the actual information on the APR is of course only shown for a few seconds.

Guardian article from 2011 with some scary stats
In 2011 The Guardian ran an article on this exact subject. Here’s a brief excerpt which shows some pretty alarming stats
“It is the important small print setting out our contractual rights, but latest research reveals just 7% of Britons read the online terms and conditions when signing up for products and services. The research, commissioned by investment specialist Skandia, exposes how easy it is for people booking and paying for goods and services online to click the terms and conditions box without actually reading them in full. Nearly six in 10 (58%) adults said they would rather read an instruction manual or their utility or credit card bill than go through online terms, and more than one in 10 (12%) would rather read the phone book. Meanwhile, 43% of those who don't always read the terms and conditions say they are boring or difficult to understand. But by failing to check the small print they are in the dark about their rights, until something goes wrong. Just over a fifth (21%) of people surveyed said they had suffered as a result of ticking the terms and conditions box without having done their homework. One in 10 found themselves locked into a longer contract than expected because they signed up without reading the small print, and one in 20 lost money by not being able to cancel or amend hotel or holiday bookings.”

(See http://www.guardian.co.uk/money/2011/may/11/terms-conditions-small-print-big-problems)

License Agreements in self-help trainings
When people sign up for self-help trainings they are often not aware of the “license agreements” they are asked to sign as a condition of attendance. I fully understand and appreciate the provision of terms and conditions in any business, but in UK law all enforceable contracts have to be deemed “fair and reasonable” Of course the term “reasonable” can be open to all kinds of interpretations! My own view is that both parties should be equally protected and any contract should assist with making this possible. To my total amazement some such agreements in the self-help industry are ludicrously biased towards the training company as opposed to the customer. Here’s an example of this -

“All of the licensors obligations shall survive this expiration and shall continue in full force and effect”

In other words even if the training company terminates the agreement, the student’s obligations remain in place! Of course such wording would in my view never stand up to any actual legal scrutiny. Another sneaky strategy is to try and ensure that all clauses are viewed separately and if any single clause is deemed unfair and unenforceable then the other clauses are unaffected. If you Google “NLP license agreement” it makes for some very interesting reading. I think that this kind of behaviour is counterproductive as most agreements I have seen are so extreme that they wouldn’t stand up to legal scrutiny. Of course the field of NLP already has a history of legal actions which have done little to enhance its image among other professions. This is a shame because the actual tool kit can be extremely helpful in both business and therapy.

“Frankenstein agreements” and restaurant menus
Of course the idea of tying up potential customers in a legal mesh is not exclusive to the self-help industry. A number of years ago I almost signed a contract with a company before noticing that in the small print there were some quite outrageous stipulations. The owner of the company even referred perhaps rather unwisely to such paperwork as “Frankenstein agreements” and despite his enthusiasm for securing my services I politely declined to go into business. My own experience is that such characters who attempt such stipulations often exhibit bullying type behaviours.
Often people joke about “the small print” and anyone buying a magazine will often struggle to find the price, which is often in such small print that you need exceptional vision just to see it! Years ago a colleague and I took a well-known trainer out for dinner. My colleague insisted on taking him to a well-known Chinese restaurant in central London. When presented with the menus the text was literally 8 point size, barely readable! The waiter then suggested the chef cook something “special” for us…The bill came to a whopping £300 for a very average meal for four people and even for London this was pretty extreme.

Conclusion - caveat emptor…
Many of us don’t read the small print. Who reading this has ever read the full terms for ITunes before buying from that online resource? I like to assume that most companies behave responsibly and are fair with terms and conditions. However I have found that this is often really not the case. I think it’s important wherever possible to draw attention to the implications of reading any small print before signing any document. So remember the age old advice to customers - “caveat emptor” (Let the buyer beware)

The Skills and Attitude Needed for Provocative Change Work by Nick Kemp

Nick Kemp — Sun, 29 Jan 2012 11:45:57 GMT

I am about to start a series of Provocative Change Works events across the globe, starting in Japan next week. During trainings I always explain the meaning of the term “provocative” in the context of therapy and how it is also used to best effect in all kinds of other communication situations. Unfortunately the term “provocative” can be seen by some folks as either “an aggressive approach” or “a comedic approach”. Yes there can be humour in provocative exchanges, but the purpose of a provocative session is not to “try and be funny!” and certainly not to be aggressive with the client.

Provocative Change Works is inspired by Frank Farrelly’s Provocative Therapy and learning these PCW skills takes a great deal of skill and application. The challenge for me when running workshops is to find the right balance between demonstrations, explanation and group exercises and to ensure workshop attendees maintain the right manner when using these skills. Since I first met Frank Farrelly I have promoted both his work and my own PCW approach at every opportunity and departed from teaching classic NLP courses. This has led to setting up some great provocative online resources, but regardless of how much information I put out it seems that some folks just don’t get that provocative does not mean “aggressive” or “sarcastic!” Interestingly it’s usually those who have a CBT or NLP background who struggle most with this approach. I do have some sympathy for such folks though; I too was totally confused when I first attended a Frank workshop. Fortunately I had the good sense to appreciate that it would take more than a few days to grasp his work and many years later the investment in time and energy has truly paid off. I have found that the PCW approach is far more dynamic and creative than what I was taught on my certificated NLP trainings from years ago! However these trainings really helped me figure out what Frank does and formulate my own PCW approach.

The Provocative Icon System I use in PCW and PT trainings is excellent in teaching the many different stances a practitioner can adopt to create client change. These icons represent 36 different potential stances and combinations of these stances are highly effective in provoking useful change. However it’s not enough to merely teach how to adopt these stances. The PCW practitioner needs to also have the manner of working with a client that Frank Farrelly describes “as if talking to an old friend” Despite all the talk of flexibility in workshops, this seems for many to be one of the biggest challenges. I have only seen a few people able to work effectively as provocative therapists and most of these have studied with Frank for many years. In 2006 I set up The Association for Provocative Therapy (AFPT) with Frank’s blessing and I am pleased that Dr Noni Höefner a Provocative therapist of 26 years standing is also a key promoter of AFPT standards in trainings. Noni is one of the smartest trainers I have met with superb flexibility and creative skills.

One of the main challenges for therapists and practitioners watching a provocative session for the first time is accepting that it is very different to NLP, Hypnosis or other types of therapy. The client in the session has an experience that is very different to those who are observing the session. Sometimes well-meaning observers want to “rescue the client” rather than allowing the process to unfold so the client can process the interaction in their own time. This can produce some quite interesting scenarios in trainings where groups find that they have also had their preexisting ideas about communication seriously challenged. A PCW practitioner seeks to provoke new insights for the client and this is always done in a conversational manner. In order to achieve this, the practitioner needs to pay close attention to the client’s responses and while maintaining his or her own excellent state control. Many new to this kind of approach find this very difficult and if the client shows any kind of emotion the therapist often immediately backs off or tries to placate the client, not realizing that this is often not the most useful strategy. In my experience many clients have had decades of tea and sympathy, psychoanalysis and counseling none of which has been especially useful. This is not to say that these approaches have no merit but rather, not provoking any real change in the client leaves the client in the problem state. Some talk therapy approaches even insist that a practitioner should refrain from influencing the client at all! Many such enthusiasts treat therapeutic situations like an academic discussion, which is fine, but often not especially useful for the client. Provocative Change Works is a conversational jargon free way of working. This absence of jargon in my opinion makes for a more honest and natural communication and my experience is that clients find they need far less session time to resolve their issues.

I have noticed that the obsession with “quick fixes” “fast phobia cures” in the personal change market has increasingly created a level of expectation for both therapists and clients that is in my view both unhelpful and unrealistic. I have blogged about this previously and of course I am accused of “attacking X approach” which of course is not the case at all. I am simply pointing out that it you over hype expectations then ultimately no claims are seen as credible. Developing the skills needed to provoke useful change for a client requires the practitioner to be able to improvise on the fly and to have an extensive range of verbal and non-verbal responses. I rarely see practitioners, trainers and therapists who can demonstrate this ability and this is a far cry from the academic, logical, digital and analytical approaches that are often found in some approaches. I have also noticed that some people have started to add the term “provocative” to their therapeutic descriptions with little awareness or regard to Farrelly’s work. I receive all kinds of communications about how to become a provocative therapist and many enquirers are disappointed that they can’t get a weekend certificate to add to their existing certifications! This week I had an enquiry by e-mail asking if you could become a provocative therapist by reading Frank’s original book!

The new revised PCW site – www.provocativechangeworks.com has a wealth of information on PCW in articles and videos. In many ways PCW and PT are the polar opposite in approach to many traditional talk therapy approaches. In many instances talk therapy approaches are conducted in such a disassociated manner that the sessions become little more than role playing scenarios in which either therapist or client believe that anything useful will occur. That is not to say that these approaches have no value. However I suspect that the success with these approaches is more due to the therapist’s manner than the actual techniques used.

I have personally used the Provocative Change Works approach with over 3000 clients and have found this approach to be the most effective method to help with client change. Most who study with me can learn the provocative stances, but those who really become proficient in this approach have a great sense of humour, don’t take themselves too seriously and have a genuine care for helping others. I always make it clear that PCW is not the only way to produce excellent client results but my interest in any model of communication is in what you can do with it, rather than any academic style study. There seems to be many who agree with this sentiment and I have never been busier either with trainings or with seeing private clients in my UK clinics.
The full schedule for 2012 international PCW training events can be found at http://www.nickkemptraining.com/calendar.php and this May I will be running a skills development day for previous workshop attendees who want to explore PCW in greater

The Whats in it for me factor?

Nick Kemp — Tue, 24 Jan 2012 21:55:52 GMT

In the 1980s I first learned about sales when working in the recruitment sector. This was (and this is) a really pressured work environment where recruitment consultants were expected to attract and develop new clients within weeks of starting in their new role and often with poor or no training whatsoever.

Over the years I learned a great deal from making mistakes as well as attending all kinds of communication style courses. From 2004 to 2008 I ran NLP training courses in the UK before deciding to instead focus on my own business trainings and Provocative Change Works approach to communication.

When I think about sales I’m always mindful that in order to influence others you first have to get their attention in order to be “on the radar” I make mental notes of anything that grabs my attention whether this is a newspaper ad, an e-mail, a music jingle, a TV ad or a communication in any other medium. “Difference dictates” and you are either “different” or seen to be the same as everybody and everything else. “Different” doesn’t necessarily mean being good, some individuals attract unwelcome attention which in extreme instances can really damage or destroy a brand.

One school of thought is that “all publicity is good publicity” and the latest Jeremy Clarkson scenario is a good example of seeking publicity to promote a product, but if the product is not linked to the outburst or stunt, then the impact can be anything but positive. A great brand can be destroyed with one misplaced comment or sales initiative as Gerald Ratner once discovered. He successfully wiped £500 million from the value of his company with one speech in 1991.

He said: "We also do cut-glass sherry decanters complete with six glasses on a silver-plated tray that your butler can serve you drinks on, all for £4.95. People say, 'How can you sell this for such a low price?' I say, because it's total crap."

The key to attracting attention is creating the “What’s in it for me?” factor. Sounds pretty basic doesn’t it? After all classic sales trainings band on endlessly about features and benefits. However many brands don’t present the WIIFM factor at the core of their sales or marketing initiatives. In extreme cases the language used and the style of communication creates a negative or confusing image.

A recent example is for a service that prides itself on assisting clients to make clear choices. So with that message in mind, the brand name “Confused.com” is probably the worst possible term they could have chosen!

When I train sales staff who work primarily on the phone, I teach them that in the very first sentence they have to achieve two key tasks. These are to introduce who they are and then give the other party a reason to listen to them, or the WIIFM factor. I remain amazed at the poor quality of many calls I receive where the person ringing sounds disinterested or simply rambles without any regard or consideration that they are essentially interrupting my day as I have not requested the call!

One you have a clients attention and have created the WIIFM factor for the client, you absolutely have to deliver on what you promise. Sounds pretty basic? Well not in my experience! Often companies take clients for granted and that’s why they lose them to competitors. Personally once someone supplies me with a great service they have my business for life, almost totally regardless of the cost which of course is not measured purely in financial terms.
www.nickkemptraining.com

(Originally published for http://www.sales-evaluation.com)

Unrealistic Expectations and shitting on the small guy...

Nick Kemp — Sun, 22 Jan 2012 08:56:22 GMT

Recently I spotted a viral campaign where the video clip stated “All Cancers can be cured in a few weeks” At first I actually thought it must be a spoof, but on watching I realised that it was essentially an advert for an alternative therapy approach to working with this disease. I have no problem with alternative medicine and have used homeopathy, diet and accupucunture for over three decades with great results. My issue is that any wild seeping statements that over promises results are both reckless and irresponsible to say the least. The clip was enthusiastically posted on a number of social networks. Many posters then claimed that any criticism of this clip was “ being negative” perhaps not appreciating that there is a fine balance between offering hope to people who are in genuine distress with this disease and creating a huge expectation about what is possible within weeks. I have no idea whether “ALL cancers can be cured within weeks”, but my issue is with how this is being communicated and I’m sure that if these claims stand up to scrutiny then the therapist will be world famous in no time and probably win the Nobel Peace Prize for contributions to human well-being. I am all for providing good information and over the years have set up a number of websites offering free information on my work, Frank Farrelly’s work and NLP perspectives from many different schools of NLP. I think discussion and debate is useful and I also think it’s healthy to agree to disagree, but not to mislead.

Recently I once again mentioned on my Facebook account that IMO some ad copy I saw online I found quite funny. To my surprise this personal observation provoked some actual outrage with one person commented that I was “shitting on the small guy!” As far as I can tell none of the people I was referring to are especially “small” and on reading this I had the wonderful image of Warwick Davis from the recent “Life’s too Short” TV series (see trailer below), which also made me laugh out loud even more. I assume that the “shitting reference” was a negative comment relating to “criticizing the small guy” at least I hope it was not meant to be taken literally! I mentioned this feedback to a professional colleague who stated “But surely you are also essentially the small guy in that you don’t employ anyone, do all your own marketing and have run all your own event for years often even setting up and carting around the world your own equipment” All of this is true and the point I was making was that all too often in my opinion in this day and age some people decide to set themselves up as experts with little or no experience in what they are selling. Linkedin profiles are often massaged and altered so it seems that person X has been a marketing expert for years, whereas they in fact have adopted this new persona which is the latest in a long line of online identities. Everyone has to start out from scratch and I have always been happy to both give and receive advice, but my issue is with one of misrepresentation which in some instances verges on fraud. As for the issue of making comments, I have always agreed with Voltaire on this when he said

“I do not agree with what you have to say, but I'll defend to the death your right to say it.”

My beef is about massively overhyped promises made by many who often claim to be “language experts” and therefore should really know better…

As an example I have been interested in music for many years. I’m an “ok guitarist” and a much better player in recent years for having regular lessons with Martin Simpson who is an established international musician. I have also for over a decade created my own music for my own products and sold thousands of hypnosis CDs which were produced by me with music from myself either created through live playing or with samples. Some of my music has been used on the BBC and also in recent years “My Amersham” an award winning short was shown on Channel 4. I don’t however advertise or think of myself as a professional musician or producer as this would in my opinion be “a bit of a stretch” I may fool a few people and in the short term make some additional income, but in my opinion this would be an example of misrepresentation for commercial gain. In the world of NLP and personal development this kind of exaggeration is quite commonplace and those who engage in such behaviours really don’t like having this kind of activity pointed out. It seems that many such folks are constantly reinventing themselves and websites change on a weekly basis. It seems to me an obsession with status and ever more hyped claims are made with little or no regard to the “service that is actually delivered”

Many have adopted the “instant success, anything is possible” belief and wild statements with huge promises are made (which are mostly for short term financial gain), with little or no regard to building a long term viable business. These claims become ever more ludicrous in these tougher economic times. In the case of cancer victims many such individuals are quite vulnerable and desperate for any kind of cure. In marketing advice and get rich quick initiatives “secrets” are always promised but of course always at a price tag. Of course any business has the right to charge for their services, but often what is advertised is not even remotely “the truth and the whole truth” but often quite the opposite. I don’t believe “anything is possible” but I do believe that many things are possible with application and development of skills.

This style of business is in my opinion essentially pretty lazy and there are countless examples of this kind of spin and here are a few typical examples of how this kind of statement appears online -

“I Sold X Million pounds worth of products” – check did the person personally sell this amount of products or were they a presenter for an established business concern that sold these products?

“Person X is an expert in Facebook” – an expert? Now ask what exactly does that mean and how many years has this person worked in this “niche” capacity?

“Never before has there been a product so perfectly poised and has received such accolades and viral enthusiasm…”“Never before, never?” I’m also not sure about “the viral enthusiasm” but I can vouch for an affiliate’s enthusiasm for using other people’s videos without permission to push this product. On two occasions in as many weeks I had to explain to one of the affiliates that using videos of my own interviews and NLP demonstrations without permission was unprofessional. I never received the courtesy of a reply to my polite request, but the videos were pulled within days of the complaint! I think it’s highly possible that I am not the only person who has had material hijacked in this way…

“Company X is the UK and Europe's leading centre for learning”Wow! Sounds impressive, but (please forgive the use of the Meta Model) “according to whom?”

I understand that the purpose of marketing is to attract attention, but often claims become more and more exaggerated to the point of pure daftness. Trainers and professional therapists should in my opinion have a duty of care not to make wild and misleading claims and of course if something sounds too good to be true it probably is too good to be true. We can agree and agree to disagree on issues and once again discussion is useful, but misrepresentation only creates a bad image for everyone. Many see NLP in particular as a get rich quick scheme and quickly discover that the reality is very different. NLP “trainers and practitioners” become “success coaches” and then through lack of “success” in any real measurable sense, often return to paid employment.

If all this sounds a bit depressing lets remember that as Ian Drury would say there are “reasons to be cheerful!” The recent publication of “Innovations in NLP” brought together a host of different trainers and practitioners with very different ideas. I’m not a fan of all the articles, but I think it’s great that a group of diverse minds have cooperated to create this book. All the proceeds from the book go to the NLP Research and Recognition Project, which is my opinion certainly a worthwhile cause. In the USA Steve and Connirae Andreas continue to promote trainings which bring together different trainers with different ideas, so workshop attendees experience a very different type of training. In the UK I am presenting the Provocative Change Works material to a number of different NLP training schools interested in creating skilled based thought provoking trainings for their students, rather than “colour by numbers” style trainings. Last year working with Pete Windridge–France for his son’s charity was truly inspiring. Richard Bolstad is doing some excellent work in bringing the truth of some world disasters to public attention and providing some genuine and useful help to people in real distress. I have noticed internationally that workshop attendees are more interested in real learning and the era of entertainment style events passed off as learning experiences seems to have come to an end. Technology is also improving at an amazing rate, which allows the opportunity for better and faster communication of ideas. All these initiatives in my view show a generosity of spirit, an attitude of sharing and an absence of ludicrously exaggerated claims. Exaggeration to that degree makes for great comedy, but not IMO for smart marketing.

Travelling Light Overseas

Nick Kemp — Fri, 20 Jan 2012 17:30:39 GMT

The challenge is on to organize what I am taking with me on the forthcoming trip to Japan to run a series of workshops. This will be good practice for the USA, European and other Asian events later in the year. It’s all about size and weight and taking the equipment that is essential to document any events. Also it’s useful to have travelling entertainment and of course some changes of clothes can be handy.
Here’s my stripped down list of essential equipment

For events
• Canon HFS 21 HD Video Camera
• Sony HDR CX520 HD Video Camera
• Sennheiser MKE 400 Shotgun mic
• Sony PCM D1 Audio recorder
• Toshiba Z830 Ultra Book Laptop
• Lumix GX 1 Camera
• Lumix Ultra Wide Angle lens
• Lumix Tele Photo lens
• Spares batteries for everything
• Gorilla Tripod
• Spare SD Cards
• 2 1T hard drives with USB 3 capability + 4 universal plug adaptors for all countries

For Travelling

• Samsung Galaxy Tab
• Etymotic E4 headphones
• Apple Nano iPod

I used to take handouts but that can be seriously heavy, so I always now get these printed in the country I am visiting. The other essential item is a Scottevest which is a waistcoat with endless pockets for travelling items. I have Doug O Brien to thank for informing me about this essential item.

Full schedule of confirmed events - http://www.nickkemptraining.com/calendar.php

Nick Kemp and NLP at a Glance

Nick Kemp — Mon, 16 Jan 2012 08:25:30 GMT

I was asked recently about my training in NLP and I was surprised at how many NLP events I have attended and assisted on over the years! So here's Nick Kemp and NLP at a glance!

1999 – 2003

During this period I trained extensively with Richard Bandler in the UK, USA and Ireland. Here are the trainings I attended during those years -

NLP Practitioner
NLP Master Practitioner
NLP Meta Master Practitioner
NLP Trainer Training
Design Human Engineering
Neuro Hypnotic Patterning
Persuasion Engineering
Hypnosis with Richard Bandler

From 2000 – 2008 I assisted on countless Bandler courses in London. These included NLP Practitioner, Master Practitioner and numerous Bandler Hypnosis courses. I also personally interviewed Bandler on a number of occasions and these interviews can be found on www.nlpmp3.com. I especially enjoyed the 2000 - 2003 period.

From 2004 – 2008 I ran NLP courses certificated by Bandler’s Society of NLP. Each year I ran NLP Practitioner and Master Practitioner events as well as hosting other international trainers.

In 2006 I was asked to talk about NLP on BBC Radio and appeared for 26 weeks working with phobias. I also began writing articles on NLP for The Middle East Educator, Rapport and other magazines. Many of these published articles can be found at www.nickkemp.com.
I started to create what then became Provocative Change Works having met Frank Farrelly creator of Provocative Therapy in 2004 and who was cited by Bandler as an influence on his creation of NLP*

In 2008 I was asked and agreed to become an board member for The Association for NLP (ANLP) which promotes standards and ethics in NLP and is not aligned to any commercial NLP training company. In the same year I was invited to present at Robert Dilts IASH Conference in San Francisco to present the PCW material and return in 2010 to the same event. In 2010 I was also invited by Steve and Connirae Andreas to present the PCW work at The Advanced Mastery Training in Boulder Colorado. I returned in 2011 to present 3 days on PCW as well as 4 days co training with Steve Andreas and Richard Bolstad. In 2010 and 2011 I presented the PCW material to The NLP Conference in London.

* “You know, Farrelly had to be one of the most courageous people on the face of the earth to do the wackiest things he did. It was obvious that he made sure that he made people do new behaviours while they were enjoying it. That meant when they did them again, they weren’t frightening; they were fun. If they’d thought about having their problem again, they would laugh. He was probably the first person to really do neuro-hypnotic repatterning… to tell you the truth. He didn’t think about it in the formal sense that I did. To tell you the truth, when Frank Farrelly described to me his theory, he was as wacky as Virginia Satir and as wacky as all the rest of them. What he did was really great. What I respect about Frank is that he stuck to his guns. No matter how much they told him therapy should be boring or how much they told him he was over the edge, what he noticed is he made people better. “

(Bandler talking about Frank Farrelly)

The New Provocative Change Works Site Launches

Nick Kemp — Thu, 12 Jan 2012 08:40:24 GMT

I am delighted to report that the new Provocative Change Works site is now live here - http://www.provocativechangeworks.com

Here you can discover why so many people are now requesting PCW events around the globe with workshops scheduled for Japan, USA, India, Hungary, Spain, Poland, Austria as well as the UK.

What is in a name? Creating a great business identity by Nick Kemp

Nick Kemp — Sun, 01 Jan 2012 16:42:22 GMT

In a recent training I talked about the importance of choosing the right name for a business. I have previously blogged about how some companies in seeking to be clever can unwittingly create an unhelpful and incongruent impression in what they want to communicate. A good example in recent times is “Confused.com” which is a company that supposedly seeks to provide choices for its customers! The constant repetition of the term “confused” of course creates the exact opposite impression.
The golden rule in marketing is “difference dictates”. If your company doesn’t stand out from the crown in “being different” then your company is seen as just the same as everyone else. Smart companies know the importance of creating a memorable business name and the very best examples are where the business names then become part of everyday language. At one time there were no mp3 players and I remember a vice Ceo from Silicon Valley tell me in the 1990s about this mew mp3 technology where you could carry your whole album collection on a hard drive to play while driving! Now most people talk about “iPods”, even when referring to generic mp3 players. Apple essentially created a new business name that is now part of everyday language and of course the iPad and iPhone are extensions of the business identity. Another consideration is that some business names may not create the best impression internationally. For example “Lag Guitars” doesn’t in my opinion sound that desirable and or course there is the unforgettable “Dick Stick” brand.

I have noticed that when people choose names for a new business there can be a tendency to copy other businesses. In the world of personal change I have previously blogged about the endless references to “excellence” “agents for change” “quantum” “Meta”, “Excellence”,“Transformation” and other such stereotypical terms. There’s nothing essentially wrong with these terms, (hey I even ran a company once called “Tranceforming NLP”) but they don’t suggest a great deal of new creative thinking and are not “different” to everything else in the marketplace. The difficulty with many such terms is that they can quickly go out of fashion and that’s never great for marketing. I always suggest that a good starting point is to consider the impression that you want to create, before deciding upon the actual term to describe it. Otherwise the actual name of the business can be emotionally disconnected to the business and in some worst case examples the names are totally forgettable!

My advice is once you have a short list of possible names to then ask individuals who would be potential customers their views. Sometimes the results can be surprising and of course it’s useful to have more than just two possibilities, but I would suggest less than ten on any potential list. Also its common sense to check that nobody else has the same or a similar identity and you can secure the top level domain names (.com, .net are essential) for what you decide upon to avoid potential customer confusion. The most recognizable brand names include the following – Coca Cola, Apple, Disney, McDonalds and American Express. Each of these companies are instantly recognizable. Of course the name is not the brand, but just one of the elements that helps create the brand. Often the name is accompanied by a carefully constructed logo and businesses like EBay are a good example of this combination of name and logo. It’s always nest to get a professional designer to create a log and not to simply outsource this to the cheapest bidder.

The most successful companies create “the cool factor” and when this occurs customers advertise the brand by displaying the brand name and logo on items of clothing. Essentially the company is creating a fan base in the same way that rock bands create a fan following. Apple is generally perceived to be a cool brand and people are happy to display the business logo and associate with the company name. In contrast I can’t image many folks wearing Dell T Shirts as Dell don’t personify “the cool factor”, well not so far anyway...

Dynamo the magician, NLP and developing useful skills

Nick Kemp — Wed, 28 Dec 2011 10:47:11 GMT

During this X Mas break I have had the time to watch some TV programmes I would not normally have time to see. On Watch HD I noticed that there were a series of programmes by the magician Dynamo who lives locally, so was able to see some of his shows for the first time. He is without doubt an excellent magician and highly skilled reminding me of Derren Brown at his best. I liked these Dynamo shows, especially because he is very laid back in his approach a far cry from Derren’s often quite manic mannerisms! It was good entertainment and that’s high praise from me as usually I’m not a great fan of street magic. I do however have the greatest respect for performing artists and especially those who have really taken the time to develop their craft. I have always noticed that talented comedians and other skilled performers spend years developing and refining skills, always noticing what works best. A common saying in the entertainment industry is that “it takes ten years to become an overnight success”

In the world of NLP and personal change there is often a tendency to confuse what is essentially entertainment with actual therapeutic change. Yes trainings can be “entertaining”, but it’s important to remember that “the frame” for any demonstration and for any magical trick is the key to its success. As I have often pointed out in my blogs, demonstrations in workshops are very different to working with actual members of the public who have not had “training” Often a demo subject will have been primed to comply to a trainer’s suggestions simply from having booked onto the event and from being the subject of numerous hypnotic trances prior to any demonstration! This does not make the demo invalid, but it is important to remember these additional factors that contribute to the outcome. Also it’s useful to remember that on the large courses the trainer literally has an army of willing assistants who are there to create a fun atmosphere. Again there’s nothing wrong with that, but it’s another factor in creating the experience and often resulting in attendees returning for many trainings treating them like “holidays” and “boosts” to everyday life. Prior to running NLP trainings Paul McKenna was known for running stage magic shows and of course prior to selecting any member from the audience he would check on individual’s susceptibility to his own suggestions. This made for what many considered great entertainment, but it’s important to remember there was a definite selection process to create the final effect. Similarly on NLP and other training courses demo subjects are carefully selected often for the same reason…

One of the most impressive Dynamo presentations was his demonstration of apparently walking on water across the Thames. It was a wonderfully understated performance which allowed those watching to create the buzz without any obvious fanfare from Dynamo himself. Anybody then either believes that he can walk on water (unlikely in my view!) or the event has been created so that we “believe” that this is possible. Of course this demonstration is unashamedly for effect as Dynamo is not training people to be able to walk on water for therapeutic, sporting or any other reason! In recent years I have noticed a number of people interested in NLP, become very interested in street magic and such presentations. Studying skilled performance artists is in my view extremely worthwhile but I also think it’s important to differentiate between therapeutic skills and pure entertainment. This confusion between entertainment and education is quite common and unfortunately NLP and some other approaches have become more focused on what they imagine to be “instant” results and “wow factors” rather than substantive change. Terms like “outrageous” and “revealed secrets” often appear in ad copy to get bums on seats. This can result in creating unrealistic expectations for both practitioner and potential clients. I would love to see some NLP trainers model Dynamo and replicate his weight lifting demonstration, but I would advise having suitable first aiders close by for any such challenge! NLP is an excellent toolbox, but developing any kind of skill takes time and application and many practitioners and trainers simply don’t have the willingness or patience to make this possible. I say “most” but there are of course exceptions and those individuals tend to create their own work that extends far beyond merely copying what they originally witnessed in training courses.

Students in workshop situations often suspend disbelief in the same way as those watching magic shows. Of course total suspension of discrimination is not advised and at the other extreme questioning everything in minute detail is equally unhelpful! Somewhere in between these two extremes audience members can find a healthy balance. Entertainment shows are not considered generally to be “trainings” but rather one off events to create a memorable experience. Trainings are usually viewed as learning opportunities where attendees can replicate what they learn and then apply it in future situations. Of course it’s sensible to set realistic expectations about what is possible from such trainings, but this is often not the case! I have lost track of the number of clients who have seen NLP practitioners and were promised “a total cure within an hour” without even being asked to volunteer any information about their problem! A few years ago a client approached me who had worked on a one to one basis with one of the co creators of NLP without success. I was told in no uncertain terms by an NLP Master Trainer (let’s remember this is an honorary title in this instance) that “If trainer X can’t help him, NOBODY can!” This of course tells us a great deal about the person with the certificate and their own beliefs! I have seen the same trainer spectacularly fail to cure a basic phobia in a workshop situation and the same trainer clearly fail to cure a flying phobic on a video clip. However the response online to the clip clearly suggests that those fans of the trainer believe that this is a great piece of work!

NLP in particular has been presented in so many different ways that there’s no such thing as “pure nlp” but rather a collection of a range of different techniques and approaches. Many NLPers insist Derren Brown “does NLP” and forums are full of postings that suggest that Brown is using some highly skilled NLP approaches which of course he repeatedly denies. I have yet to see NLPers claim that Dynamo is “using NLP” but surely it can only be a matter of time! There are many therapeutic approaches and graining styles that are not to my personal liking, but if they genuinely help others or provoke useful discussion then I’m in favour. Anyone genuinely interested in developing their skills realises that they never stop learning. Those who insist that there is just one way to do anything and that everyone else is “well meaning but on the wrong track” have in my view already stopped learning, but don’t yet realise this and probably never will!

A Golden era in Music 1971 - 1977

Nick Kemp — Mon, 26 Dec 2011 09:10:57 GMT

After a year of a lot of travelling I am now back in the UK and have a lot more time to listen to music which leads me increasingly to think that 1971 – 1977 was the golden era for music. I originally planned 71 – 76, but couldn’t leave out Exodus on any “must have” list.

Here are 30 brilliant albums that were released during this time that in my opinion should be in every music lover’s collection listed here in no particular order –

Sticky Fingers – The Rolling Stones
Ziggy Stardust – David Bowie
Station to Station – David Bowie
Born to Run – Bruce Springsteen
Closing Time – Tom Waits
Small Change – Tom Waits
On the Beach – Neil Young
Tonight’s the Night – Neil Young
Paris 1919 – John Cale
Blue – Joni Mitchell
The Hissing of Summer Lawns – Joni Mitchell
Hejira – Joni Mitchell
Blood on the Tracks – Bob Dylan
Hard Rain – Bob Dylan
John Martyn – Solid Air
Black Market – Weather Report
Overnight Sensation – Frank Zappa
A Tribute to Jack Johnson – Miles Davis
Get up with it – Miles Davis
Who’s Next – The Who
Tapestry – Carol King
Eat a Peach – Allman Brothers
Another Green World – Brian Eno
Can’t buy a Thrill – Steely Dan
Natty Dread – Bob Marley
What’s going on – Marvin Gaye
Here come the Warm Jets – Brian Eno
Exodus – Bob Marley
Talking Heads – Talking Heads
Songs in the Key of Life – Stevie Wonder

Of course there were many great albums pre 1971, including Electric Ladyland, Velvet Underground first album and many others as well as post 1977. Highlights from these albums include Station to Station, title track. Barbara O Reilly, So Far Way, Exodus, Tonight’s the Night & Tired Eyes, Buckets of Rain, Can’t hear me knocking, Baby’s on Fire, Solid Air, Do it Again amount many others. Of course everything was on vinyl back then, which was wonderful in that you had a BIG product with lots of space for artwork, but prone to dust, warping, scratches etc. I remember playing Blood on the Tracks over and over and it’s still my favorite all time album.

I keep returning to great songwriters and of course each one of these was ahead of their time and many record companies were not initially delighted with what the artist presented. Neil Young was eventually sued by Geffen for making music not considered to be commercial! Many from the public were bemused by Miles Davis’s “On the Corner” (not included in this list, but wonderfully crazy) which was a favorite during the all night parties I attended in 1970s. I was 12 years old in 1971 and remember hearing the Stones on the radio and just loving their music. By the age of 13 I was collecting albums by Hendrix and The doors, mostly purchased from Threshold Records in Cobham Surrey owned by The Moody Blues who rejoiced in stocking all the albums from the USA underground scene as well as UK artists. I was also fortunate enough to see Neil Young, Frank Zappa, John Martyn and Bob Dylan all in the 1970s. I continued to listen to all these artists until the present day, still enjoying their music.

In 1975 I was still at school when Born to Run by Bruce Springsteen was released and was hailed as a classic. The album didn’t happen as Springsteen spent so long in the studio “getting it right”. By 1980s music had changed and in my view this golden era had passed. Artists like Bowie, Neil Young and The Who continued to make good albums but rarely to the same heights. Still there were a few new artists that would appear like Elvis Costello, Martin Simpson and The Clash, so there was still hope for music although in my view we may never see such a golden era again.

Nick Kemp Provocative Training Schedule 2012 at a glance

Nick Kemp — Thu, 22 Dec 2011 12:10:29 GMT

Nick Kemp Training Schedule 2012 (more dates due to be added)

January
January 13/14 PCW module for Auspicium NLP Master Prac UK

February
Feb 4/5th PCW Presentations Tokyo Japan hosted by NLP Medics
Feb 10 – 12 PCW Presentations Hiroshima Japan hosted by NLP Medics

March
March 10/11th Stories from the Outside Inn with Doug O Brien in New York USA
March 15/16th PCW module for Kath Temple NLP Master Prac UK
March 30th – PCW for Hungarian NLP Institute Budapest Hungary

April
April – April 1st PCW in Budapest for Hungarian NLP Institute Hungary
April 14/15th PCW Training Prof Business Group Training and Coaching School in Szczecin – Poland
April 29th PCW training AEPNL Valencia Spain

May
May 1st PCW training AEPNL Valencia Spain
May 19/20th PCW Training Prof Business Group Training and Coaching School in Szczecin – Poland
May 27th PCW Skills Day Leeds UK

June
June 1st PCW Introduction Ericksonian Institute Paris France

September
Events TBC

October
4th - 8th October PCW - Cochin, Kerala India

November
November 9 – 12th Advanced PCW Warsaw Poland - hosted by METAmorfoza

Confirmation awaiting for Austria event and other dates

When fuck you is the most appropriate response...

Nick Kemp — Wed, 21 Dec 2011 08:45:19 GMT

A number of years ago Frank Farrelly told me a story. He was running a workshop in Europe and on day one an attractive woman came up to him and made the following comment – “I want to take you to lunch so I can see you on a one to one basis and tell me EVERYTHING about Provocative Therapy” Frank replied “Have you read my book?” She replied “No” Frank responded “Well, fuck you!” and the woman burst into tears and headed for the rest room! At the time I thought “Blimey that’s a bit harsh” but have since begun to appreciate that “fuck you” is in some situations the most appropriate response.

I have noticed in recent times that more people appear to think that they have a right for all others to answer and respond to any questions they may ask. I consider myself pretty relaxed when it comes to answering questions even when they are a bit daft because I used to ask what I call many “Homer Simpson questions” myself, BUT I am in some cases leaning more towards Frank’s style of dealing with such scenarios! Such questioners can often believe that others “must respond” to anything they ask until they feel satisfied with the response. This essentially translates into then being in agreement with the questioner or answering in a manner where the questioner feels that they now feel “important”.

In many such instances questions are either extremely ill formed where the questioner is not able or refuses to define what they are asking, or there is an assumption that everyone “should” reply to their satisfaction in the manner that they feel is “appropriate” Those therapists who deal with anger issues will recognize how similar this behaviour is to clients with anger problems where they feel everyone “should” behave in a manner according to “their beliefs!” Such folks tend to bully others and are attention seekers, often making all kinds of generalizations about other people’s behaviour and how they “should explain themselves” In extreme cases these folks appoint themselves as the moral compass for how everybody else “should behave”.

My own view is that healthy discussion and debate is a great way for all of us to learn but there is not duty for any of us to answer any questions, it’s our individual choice. I mentioned that “I’m leaning towards using the fuck you response” but at present have found a useful strategy is just not to engage with such nonsense as the other person has already made their minds up (from the evidence in their imagination) and online discussions are full of such folks spending hours posting about how others “should behave” and how every “well meaning person” would be “on the right track” if only they agreed with them and followed their step by step advice. In the era of the internet, this nonsense occurs on a daily basis and is mostly harmless. However in some cases as reported in the media it’s very easy for people in their overheated and sometimes alcohol charged states to actually libel others which can have a whole bunch of other consequences. Legal advice is always to take screenshots of any libelous comments and never to engage with such individuals.

This kind of behaviour is a far cry from constructive discussion and in many instances the questioners only create a toxic environment where nobody now wants to discuss anything. Usually once they are sufficiently challenged by others they then adopt “the victim role” again behaviorally very similar to anger clients, who adopt this strategy to once again attempt to be the centre of attention! To quote Frank once again I think the more extended response I heard him once use in 2004 is actually totally appropriate – “Fuck you and the horse you rode in on…”

Anger Issues and angry people

Nick Kemp — Tue, 20 Dec 2011 06:49:11 GMT

Anger is usually a very fast totally automatic response and those clients with anger management issues discover that because it is an emotional response, no amount of analysing the "whys" of the behaviour actually assist in creating different outcomes. The triggers for this kind of behaviour can be many and as varied as the wide range of clients who exhibit this behaviour. Often the anger is directed at one or a specific set of individuals and it's easy to identify a clear pattern in what is happening to create and maintain these not useful behaviours. I see a lot of clients with this problem and many clients have status issues and endlessly refer to how they believe others should be behaving. Many find it hard to form longstanding relationships and are very unaware of how their behaviour affects others. For this and other reasons many find themselves in financial trouble as often others keep a healthy distance, not knowing when “the volcano will next erupt!”

Anger can be resolved once a client learns how to relax in those situations that used to spark the old behaviour. Anger management problems are increasingly common and in my experience anger problems are not solved by endless analysis, but rather by learning how to think and “feel differently”. Anger management problems can then be replaced by a more appropriate calmness. Often “the sense of injustice” and their beliefs about “how people should behave” are created by how they process their own patterns of internal dialogue. The forthcoming PCW book will have a chapter on this with examples of client sessions and other examples of this behavioral problem.

Provocative Therapy and Hypnosis by Dr David Lake

Nick Kemp — Mon, 19 Dec 2011 07:52:48 GMT

"This outline of hypnosis and the world of Provocative Therapy is based on the definitive work of Milton Erickson, the father of hypnosis in America, and the conception of trance states by Stephen Wolinsky ("Trances People Live"; c 1991).I quote extensively from that book. In short, I consider that what Wolinsky maintains as the focus of his trance work is also the focus of the extraordinary work of Provocative Therapy. The client presents with the symptom-trance and phenomena intact and functioning! In particular, the concept of (oppositional) hypnotic identities and the pattern interruption of that trance state are integral to outcomes of Provocative Therapy. The symptom -trance is irrevocably altered by Provocative Therapy, and this happens reliably and consistently. You can argue about the "why" of change-hence this outline from one point of view- but not that it does occur as a result of the Provocative Therapy session. Trance
"Stephen Wolinsky postulates that trance phenomena hold symptoms together. He believes that haw we subjectively experience events, interactions, and our own inner self is observer-created-created by us... that we, the knowers of the experience, choose how an experience is experienced. This is the pivotal entry point of Deep Trance Phenomena, the medium in which our creative activity takes place whereby we select how experiences are perceived, interpreted and understood ... each self-created reality is comprised of a specific Deep Trance Phenomenon (or clusters of several) that results in what we typically refer to as symptoms or problems. Acknowledging our observer-created trances - trances created by us - begins a deeper process of assuming responsibility for the part we all play in creating (however unknowingly or unconsciously) our own hypnotic and phenomenological realities … (this understanding) sets the stage for de- hypnosis.
• Trance phenomena are at the core of symptom structure and, thus, at the core of symptom relief. Clients present symptoms and trances together.
• We create the trance process as a coping mechanism, originally in response to
• the content of trauma.
• We enter trance states frequently, in a series of attachments and identifications
• We are not our trances
• We may develop a hypnotic identity, which means we have fused with a set of
• experiences which define how we view ourselves. It is limited, fixated and narrow, compared to our being.
• Changing the trances that hold the symptom structures together will have a cybernetic effect, impacting the deeper "organising principle" (which generates our behavioral, emotional and lifestyle inevitabilities).
Trance has 3 core characteristics:
a) it is characterised by a narrowing, shrinking or fixating of attention.
b) it is most often experienced as happening to the person
c) it is characterised by the spontaneous emergence of various hypnotic phenomena, including age-regression, dissociation, time distortion, pseudo-orientation in time, confusion, post-hypnotic suggestion and amnesia.
According to Milton Erickson, trance can be used therapeutically to evoke unconscious resources, whereas Wolinsky works to expand the focus of attention out of trance, so that resources emerge. Wolinsky refers to the therapeutic process work wherein the person is not trained in experiencing various hypnotic phenomena, but rather brings his/her own trance symptoms into the session. Content is used only as a stimulus to help the client re-create the symptom via its underlying Deep Trance Phenomena ... once the trance phenomena underlying the problem are shifted interrupted re-associated or dissolved(my emphases) the person's resources will automatically float to the surface (since they are no longer so identified)... the mechanism that sustains the symptoms is effectively altered ... the therapist learns to communicate with the creative being, the "self', behind the trance; it is the self that can change the trance and hence the symptom.
By asking clients to describe their symptoms while breathing and looking at me, I interrupt their self-to-self trance of the symptom by placing them (via eye-contact) in a self-to-other trance with me. This changes the context in which the symptom occurs, and adds the therapist as a resource in present time.

Polarity
One's identity is a common psychological concept. What is uncommon is the realisation that many of the identities that people casually own as being representative of who they are, are actually trance identities. Like all Deep Trance Phenomena, a trance identity is created by the child as a means of self-preservation, and to handle various problems and traumas. This identity is comprised of the child's assumptions and beliefs about his interactions with his parents: "This is how I should be... That is how I should not be... This is who I am". These fused / resistant identities continue to function automatically throughout life. Confusion is the transitional state m which a person shifts out of his real self and into the creation of defensive or compensatory identities. Confusion is the primary 'trance-substance' fueling this process. We identify with our role, our profession, our self- image and m oppositional ways as well.
Whenever an identity is negative or uncomfortable there is often an oppositional identity formed too - "I'm a winner, no matter what". If you say "I have a part that wants approval, and I also have a part that just wants to be me", you are experiencing your oppositional identities. A co-dependent person may offer an alcoholic partner a drink, but shortly after, get angry with the partner for drinking. We spend our lives struggling with the tension between what "should be" and "what is"! The task for the therapist is to de-hypnotise the client so that the larger self behind the trance of identification can be experienced.

Paradox
The symptom is the cure. Whatever thought or emotion is completely experienced disappears into something else, and the experiencer enters a deepened state of well-being (The Law of Paradoxical Change Gestalt Therapy Now: Fagan & Shepard). Rossi explains symptom prescription like this: "by asking the patient to experience and worsen the symptom we are presumably turning on right-hemispheric processes that have a readier access to the state-dependent encoding of the problem" This means the therapist is working with the psycho-biological states of the problem rather than the cognitive version.
Intensifying the dynamic that creates the symptom actually helps the person move out of it into an expanded state. The more you shrink your focus of attention in therapeutic trance, the more your perspective spontaneously expands. Gilligan states that trance involves a paradoxical both/and logic, (where) a person identifies with both sides of a complementary distinction of 'this' and 'that', 'subject' and 'object' … the identification with either side does become so reduced that an integration naturally and effortlessly occurs - many times on a non-verbal level. Often, clients experience a deep comprehension of both sides of their issue without identifying with either.

Provocative Therapy
In Provocative Therapy there are numerous strategies which serve as pattern interruption or reframing of symptoms, especially using paradox. These could easily be defined as trance formations or &formations. I think the Provocative session functions as a massive confusion induction and reframe of the "problem" after comprehensive pattern interruption with humour. The therapist sides with the negative, the resistance, the opposite, the symptom! Provocative Therapy gives a difficult lesson about consequences of behavior by excusing or encouraging the opposite. Humour is the essential ingredient of transmission in Provocative Therapy, and is a teaching as well as a balancing. It assaults logic. We laugh when we see the irony of the "yes" and the "no" together (and we use both sides of the brain to do this). We laugh because the problem isn't logical. We laugh because we have to - or else we would cry at our own deadly seriousness. Our problem is never the same after we've laughed at it. We have left our trance when we laugh authentically at ourselves.
Those who have studied the work of Milton Erickson closely have found that when a client is faced with a generalisation, they use cognitively "'transderivational search" for meaning, in a highly personal way. We use the non-dominant hemisphere to associate and seek correlations. Provocative Therapy uses generalisations as an art form; there are enough to use on either side of a polarity of meaning to confuse a client indefinitely. The associative and oppositional shifting of identifications in the client will produce resourceful change, and self-affirming.

Frank Farrelly
Frank Farrelly also functions in person as a highly-skilled utiliser of techniques which any hypnotherapist (or NLP practitioner) would be proud to own. He has developed them naturalistically, and honed their effectiveness over years, without labelling or intellectualising the process. I suspect he uses what "works", and avoids what doesn't! His use of his voice alone would be worthy of a book on the subject (of trance). He is a master of trance management. If his process is hypnotising, it is also de-hypnotising when the trance is in opposition to the symptoms or problem. This is a highly confusing experience, and a hallmark of a session with Frank. He specialises in stimulating (and frustrating) dual oppositional-identities. If you can't find one, he'll create it for you! Thus he represents a "nightmare" for the falsely comfortable and those in denial. Instead of reinforcing our false self with unreal encouragement (as many therapies unfortunately tend to do), the Provocative therapist destroys the falsity by perverse support and bizarre help. The paradoxical opposite to our inner reality does not coexist peacefully in our mind. We flee into reality reluctantly…
Who goes into trance?
Frank ("I go into trance")

The Client
The Audience ("Are you all in trance?")
Anybody ("She was so gorgeous, she was a trance induction on two legs..")
Here are some "interrupting" techniques from his work in sessions:
Naming
"do they think you're the wicked witch of the West? "

Relabelling
tears become "leakage" (content becomes process)

Jumping In
"I see from your expression you've answered that question!"

Incompleting
"It's just so..God.. .well.. .arghh.. ..(muttering and groaning)"

Guffawing, Smirking, Grinning, Joshing, Yukking It Up, Kidding Around.. ..
"you think she understands your needs?? HA HA HA HA !"

Pretending (confusion, embarrassment, being impressed, crying.. ..)
''you what??. .."
"I'm kind of embarrassed for you.. ."
"way to go! ..."
"I was only trying to help.. ."
"I shouldn't be laughing at a guy really trying, but.. ."

Fantasies (with a cast of thousands) and Imaginary Comic Dialogues Pithy Comments, Quips, Sayings, Folk Wisdom, Popular Song Lyrics and Frank's Irish Daddy:
"stick with me honey, I'll have you farting through silk!"

"the best indicator of your future behaviour is your past behaviour" ,

male and female 'tribal wisdom'

Exaggerations
"you're probably the worst mother in the world--or at least the state.. ."

Instant Research
"my research shows that Fridays occupy at least a seventh of our life span..."

Lampooning, Cartooning, Playing with the Problem, Consequences
Grimaces, Mirroring and other Expressions (typically the client's chief features)
Voice Tones
Deeply confidential: "now some gals/guys…"
Authoritarian "my research indicates…"
Wheedling "come on, be reasonable!"
Whinging/Whining/Blaming/Meek and Mild

Gestures
nodding emphatically

Non Sequiteurs
"if you see what I mean......

Self-deprecation
"now where was I? … thank you for finishing my sentence"

The session
"So, what's the problem?"

The session is exclusively person to person: the "contract" means no interruption (and no trance interruption except by Frank). The session incorporates a narrowed focus of attention, confusion, laughter, paradox and relaxation, as well as emotional release. It has a rhythm. Initially, the client is surprised by the paradoxical responses. Frank trawls the bottom of their mental harbour and examines the catch; whatever the client responds to, Frank keeps. Soon the tension builds. They find themselves looking deep into the glittering eyes of a person who isn't playing the game of the client's choosing. He laughs, and seems to mock the issue. He encourages, but all in the wrong direction. They are bombarded with double-binding ideas which "worsen" the problem. They struggle with the "oppositional" but empathic therapist, then find that the problem has been completely redefined. Then they begin a search for deeper meaning, with constant re-inductions of the original problem-trance by the therapist! This continues until the end of the "discussion" part of therapy demonstrations (after the "module" part). In hypnotherapy, such re-induction is called "fractionation", and serves to deepen a trance, and provide a tension which only a general "letting go" can relieve.

"So, what's the problem?"

The constant re-inducing occurs with numerous cues from Frank: he uses everything, from the client's presentation and reactions, to his own extensive intuitive resources, on as many communication levels as possible. Particularly, he will choose the client's involuntary reactions and call attention to these, or assume a deeply confidential voice tone, or touch, or use a cute description made up in the session, or generally over-agree with the pathology and dysfunction/symptom until it's "too much". He does all this simultaneously! It's funny-it's silly-it's ? The result is a client who doesn't know what to think any more! Then Frank can step in and teach them how to really make their "show-business" produce results, or teach them how to do the opposite of what they thought was right (and enjoy it), and generally shred their cognitive dysfunction. Frank has more "show business" than the client, and meets their "act" with worse! He is the worst audience a symptom ever had, and takes over the theatre of the client's mind.

"So, what's the problem?"

By this time, the client is so desperate for guidance that they will accept some very simple and direct help-especially if Frank labels it as the secret of solving the problem. As a corollary, Frank will never let the client's label or reframed solution go-he constantly uses it to keep the paradox alive. He is happy to contract you over and over a5 you expand out of that state (until it seems silly…) This stimulates reality-testing intensely. Wolinsky says: "the repetitious shifting in and out (of oppositional hypnotic identities) gives the client the experience of being more than the identities". The triggers and labels developed in the session also function as a new series of bizarre 'post-hypnotic suggestions' for problem behaviour in the future.

"I'm the problem!!" (authentic client response, Sydney 1999)
The last word

Q: Does Frank Farrelly use hypnosis?

A: No, but if he did, he'd be very good at it.

A: No, he only uses humour.

A: No, I read a big book on the subject, and he wasn't mentioned

A: No; it looks like a trance, and sounds like a trance, but it probably isn't a trance.

A: No, but he likes hypnotherapists to explain things to him.

A: What's hypnosis?

David Lake, September 1999.