Chapter 2: The Difference that Makes the Difference

The meeting of preparation with opportunity generates the offspring we call luck.

All people have problems. The difference lies in how they cope with them. Some see a personal test and future opportunities, others let their problems destroy them and dominate their lives. More important than what happens is our perception of it.

Neuro-Linguistic Programming (NLP) is the study of the impact verbal and nonverbal language has on our nervous system. The ability to produce results is based on our ability to direct our nervous system by communication to and through the nervous system. Thanks to NLP, we can direct our brains to optimal states and to action.

By modeling how people we admire direct their nervous systems, we can produce the same results that they do. Modeling is not something new. We learn to speak, develop social behaviors, and learn to set up companies through modeling. When we understand the basics, we can improve and develop our skills.

There are three basic ingredients that have to be repeated to reproduce human excellence:

1. Person’s belief system. When we think that something is possible or impossible, we send that message to our brain. There is a saying: “Whether you believe you can do something or you believe you can’t, you’re right.” So if we model a person’s belief system that says there are no limits, we also eliminate anything in our way

2. Person’s mental syntax. This is the way that people organize their thoughts. They use different codes. When we unlock them, we have access to model ourselves after their best qualities.

3. Physiology. The body and the mind are connected. That is why when we model someone’s physiology—the way they move, breathe and make gestures—we put ourselves in a similar state. In this similar state, your behavior is similar, and you can produce similar results.

Actions to take

Principles to follow