K - Know what you want.
F - Find out how to get what you want.
C - Change things until you get what you want.

Attitude, Synchronization, Conversation, Sensory Preferences

Useful vs. useless attitude

Visual, Vocal, Verbal – all three must be consistent

Be reasonably slow and deliberate in your speech.

Don’t try too hard to build rapport.

Synchronize – Multiple Congruity
	- Open, eye, beam, hi, lean – during an greeting
	- Synchronize body language
		o Matching and Mirroring
		o Body posture
		o Overall body movements
		o Head tilts and nods
		o Facial expressions
		o Breathing
		o Rhythms
		o Leading – try to have the other person follow your body language.
			- This is a check for rapport.
			- Try multiple times.
	- Synchronize voice
		o Tone
		o Volume
		o Speed
		o Pitch
		o Rhythm
	- Synchronize words

Conversation
	- Ask open-ended questions
		o Start with questions about the occasion or location.
		o Ask see, tell, and feel questions
			- “Where do you see yourself by this time next year?”
			- “Tell me why you chose _____ for your vacation?”
			- “How do you feel about _____ ?”
		o “Are you”, “Do you”, “Have you” --> yes/no --> close-ended
	- Give feedback
	
Estimate of sensory preference in people:
	- 55% are Visual
	- 15% are Auditory
	- 30% are Kinesthetic

Interpreting head and eye movements
	- Looking up to the right – remembering an image
	- Looking up the left – constructing an image
	- Looking to the right ear – remembering a sound
	- Looking to the left ear – constructing a sound
	- Looking down to the right – having an internal dialog
	- Looking down to the left – accessing a feeling