Scientific research has proven that much of what motivates us to action operates outside of our conscious awareness. We have automatic ways of filtering our experience to make it manageable and we habitually act on these filters. Through words and gestures we reveal these patterns of thought, feeling and behavior which are always active and can change from one context to another. Matching others’ patterns or perceptual filters puts us in deep rapport with them so they can be open to what we have to say. Mismatching these filters leads others to be confused or irritated by our messages, even when we are consciously in agreement with them.

In our highly experiential training sessions participants learn how to ask a few simple questions and then pay attention to the words and gestures that come in response. They learn how to decode the words and body language that will motivate others as well as themselves. For example, some people are triggered to action when they envision they have to achieve or gain, while others are motivated to take the same action based on their perception of a problem they will solve or better yet, avoid. Effective communication relies on the ability to frame issues in ways that others experience as understandable and energizing.