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You'll never be embarrassed again by your poor memory As you see Kevin Trudeau will explain how truly simple it is to remember people and their names Thank you very much Thank you Thank you very much Many of you know me I'm Kevin Trudeau I'm president of the American Memory Institute Today I'd like to start this session with everybody's favorite subject And what's everybody's favorite subject here? Money OK OK boom Favorite subject Sometimes I hear food has a top priority I think a lot of things are high on our priority list But a book was written several years ago That said a person's favorite subject is really themselves You're exactly right And in order for you and I as business and sales professionals To inspire and motivate other people to like us And give us some of their business We first must show genuine interest and concern in them It was also discovered that a person's name Is actually the sweetest sound in the language to that person And commands attention every time it's used But how many of us actually use that fact to our advantage Every single day in our lives By remembering and using people's names Let me ask you all a question here by showing hands And be honest How many here has this actually happened to at least once? You walk up to someone you shake hands That person gives you their name And then as soon as that handshake breaks The name just kind of drops right to the floor Anybody here? If you didn't raise your hand to that one Maybe you didn't understand the question It's happened to all of us at least once or twice And it's embarrassing isn't it In a social situation You're talking with someone All of a sudden your spouse comes over And you can't even make a proper introduction You have to say for the third time in five minutes I'm sorry what's that first name again Oh that's right it's Terry And it's embarrassing However if that's a business scenario And maybe you're going to a group meeting Visiting a prospect or a client Meeting managers with another firm Or at a group business convention And you're meeting several people very quickly And you have to say for the fourth time in ten minutes I'm sorry what was that first name again Oh that's right it's Jill At that point not only is it embarrassing to you Maybe it's even costing you some business And no matter where I go throughout the country And we work in 18 foreign countries now People always come up to me and say Kevin competition's keen We're not really selling products or services anymore What's the first thing a person sells When they're with a prospect or a client Or another person Yourself your exact You're really in the people business first Zigzag limitations Zigzag makes a statement which is so true He says people don't care how much you know Until they first know how much you care I think you'll all agree with me When I say it's virtually impossible To show that you care for a customer or a client His or her needs When you can't even remember And give them the sweetest sound to their ears Which is their own name And that's what we're going to be talking about here today How to remember people's names So when you meet 2, 3, 4, 5, 15, 20 people In a situation you can go back And call them by name Ed, good to see you Karen, good to see you Chris, nice to meet you And be able to recall And give them the sweetest sound to their ears Which is their own name I will say this You go into a group situation You meet 15 or 20 people And you leave that room a half an hour Or an hour later And say goodbye to everyone you met With their name I guarantee when you walk out of that room They're all going to remember you And the business you're in And referrals are so important In our business today And helping bridge the gap between You, the sales person Or the business person And you, the friend And when you can call someone by their name And give them that sweetest sound to their ears It is going to help bridge that gap Now there's a couple of ground rules today Before we actually get started with the training And the first one is what I call The teachability index And what I'd like you all to do Is rate yourself on this teachability index Which really has 2 variables The first variable You have to ask yourself On a scale of 1 to 10 Where exactly do you rate? Is what is your willingness to learn? On a scale of 1 to 10 How would you rate yourself As willingness to learn this information? And by the way, this teachability index Is not just for memory training Or how to remember names It's for any type of training You're going to go through Years and years from now Any time you learn information You have to ask yourself Just how teachable are you? So the first variable is What is your willingness to learn? And no matter where I go I am convinced that people Have a high willingness to learn this information Because this is all volunteers So when people come to a program like this I think they have a very high Willingness to learn On a scale of 1 to 10 Maybe it's a 10 Now many times we work with students Whose parents bring the kids And maybe their willingness to learn Is a little bit lower But for most people it's very high So that's really not the issue The real question is What's the second variable? And that is this What is your willingness to accept change? On a scale of 1 to 10 How would you rate yourself? Now some people say I've done this my whole life This is the way I've always thought This is the way I've always done it I'm not going to change You're not going to learn You're not going to improve your memory for names And if you go to any other programs With that type of attitude You're not going to learn there either You have to have a high willingness to learn You see, willingness to accept change Even if you have a 10 On willingness to learn And a 0 on willingness to accept change 10 times 0 is 0 You're not going to learn So what is your willingness to accept change? And that's probably one of the most important things In learning new information I remember taking a typing class years ago And I thought I typed pretty well I typed with the two-finger method Which a lot of you are probably familiar with I see some smiles And I typed pretty well So I went to typing class And the instructor explained to me I had to use all my fingers Including the little pinky Which I tried And of course didn't work So I explained to her Excuse me, this doesn't work on my hand Is there another method that we can use And she says no This is the way you type So I tried it And the first couple of days I made mistakes I was slow It was cumbersome And guess what It didn't work for me So I explained to her Look, I was typing better Using the two-finger method And she explained Kevin, sometimes You have to take a couple of steps backwards Before you can go forward Same thing here with this training Today we're gonna be taking it slow Giving you the basic fundamentals And how to remember names We're gonna take it one step at a time And many of you today will think Boy, this may seem a little bit difficult Or challenging It's not We're taking it slow It's brand new But believe me Within a very short period of time This will become so easy Just like typing Just like the two-finger method If you don't use these techniques And technology You can only go so high In your memory ability By utilizing what we teach here You can go infinitely higher Now the second thing I wanna discuss Is the four levels you'll go through In this type of training And really any type of training The first one is a level called Unconscious incompetence This is a level when you don't know That you don't know For example If you just live day to day Thinking your memory was fine Maybe you didn't know That there was a way Where you could develop A really instant photographic memory A super instant recall memory We call it a mega memory So you're at the Unconscious incompetence level As soon as you are made aware That hey You can develop a memory Ten times A hundred times Better than you have right now You get to level two And level two is called Conscious incompetence Now you know that you don't know Today we're gonna get to level three And level three is called Conscious competence It's the process of thinking it through And achieving the results The example is learning how to drive A four speed transmission For the very first time The first time you learn You're thinking through the entire process And say push the clutch in Give it the first Okay ease up on the clutch Give it some gas Don't talk to me I'm trying to drive And you're thinking through The entire process After two three weeks Guess what happens You get to level four And level four is called Unconscious competence That's when you just do it automatically You don't think about it anymore It just happens And you're You're rolling down the window Changing the radio Smoking a cigarette Talking to your friend Yelling at that dummy Who's sitting at a green light And you're shifting four or five gears You don't even think about it anymore It's You're competent unconsciously And that's what's gonna happen with memory Today we're gonna learn some techniques But more importantly These techniques are gonna be exercises That stimulate a part of the brain Called the neurotransmitter And the level that we wanna get you at Is called unconscious competence Where you don't think about it anymore Where your mind's on autopilot And when you meet somebody You don't think about doing anything You just meet them Get their name And then 20 minutes later you go Mark, good to see you Thanks for coming Amy, nice to see you Thanks for coming The instant recall of names And that's what we're gonna be working with here today But keep in mind We're gonna take it slow We're gonna go through the techniques One at a time You're gonna be at Conscious competence level You'll be thinking it through the process today But the level you're gonna get to In just a very short period of time Is when you don't think about it anymore Or it just happens Now, the first thing we have to learn About remembering people's names Is how our mind thinks How our memory works I'm just gonna give you A very short explanation Of how the mind works Just enough so we can go forward with names And the first thing And the really most important thing You need to know about your mind Is how it thinks What language does it use And why we forget The first thing is this You think in pictures That's how our mind works We think in pictures Not abstract ideas Not words Not sentences Not letters Not thoughts But pictures You see We generally remember what we see But have a hard time Remembering what we hear And let me give you the example Let me ask you all the questions How many here has this happened to You walk into a bank And you spot somebody That you know And you say, hey, I know you I never forget a face Because you saw it What's the next thing you say But what's your name I'm terrible with names Because you only heard the name I was kidding I don't think anyone's ever walked up to you And said, hey, I remember your name But what's your face Usually doesn't work that way But keep in mind We remember what we see Not what we hear Because what we hear is abstract So our mind thinks in pictures Now I said that one time Outside of Boston And I had a professor At a university, WPI Worcester Polytechnic Was the name of the school A very fine engineering school And this professor raised his hand and said I don't agree I don't think I think in pictures I believe I think in concepts And theories and ideas Abstract information I said, no, that's not true I said, let me give you a couple of examples That will help you maybe believe That you do think in pictures So let me ask you all a question If I were to ask you To describe to me your living room couch Could you do it Of course you could You could say, yeah, Kevin It's a blue couch It's got yellow stripes It's got three pillows And it's near the wall Here's the question What would appear in your mind As you were describing that couch to me It'd be a picture of your couch You'd see your couch It's a blue couch Yellow stripes, three-puff pillows Near the wall Would the words Blue couch with yellow stripes And three-puff pillows appear No, the words would not appear The picture would appear If I say describe your car to me The picture would appear Describe a giraffe to me The picture would appear Not words An animal with a long neck You would not see that sentence In your mind You would get a picture We'll give you another example They're changing street signs All across the world Before they used to have words No U turn Now what do they have It's a big U with a line through it Because we understand pictures Is a universal language I get on a plane Anywhere in the world now And before, years ago They had four or five languages No smoking, no smoking, no smoking What do they have now It's a universal language It's a picture of a cigarette With a line through it And we know No smoking Used to say Fasten your seatbelt Now they have a picture Of a seatbelt being fastened Because we understand pictures That's how we think It's the universal language That we all can understand Pictures are the same No matter what language you speak It's the language our mind thinks in It's the language our mind uses So since we know that as a fact We need to use that to our advantage Now I'm going to ask you One more question And I always ask this No matter where I go And if anyone says yes We're stopping taping And we're running to the research lab Here's the question Is there anyone here Who dreams at night Totally in words No How do you dream at night In pictures You think in pictures You dream in pictures That's how our mind works So let's use that to our advantage And we're going to understand That that's the language That our mind uses So now we can have instant recall Of people's names See We always say remembering names and faces But that's not really the issue Because you can remember faces You remember what you see You already do And we're going to use that fact To our advantage today too Because you do remember faces You remember what you see But you don't remember what you hear And that's the person's name So what we're going to really focus on today Is recalling the name So when you see this person You can go back and call them by their name You will remember the face But you won't remember the name And that's what you will today Now there are three things you need To remember anything Three things The first thing is you need a place To put the information That you want to remember In this case you want to remember the name So the first thing you need Is a place to put the name in your mind The second thing you need Is the information itself Which in this case is the person's name Turned into a picture Because that's what our mind uses As the language And the third thing you need is Mental glue To hold the picture On the mental place Mental glue is called action I'm going to explain this all We're going to go through one step at a time But it's really going to be easy to you As you see we walk through the process The first thing we need to do Is establish a place to store information Now we call this a CPEG A PEG is simply a word that we use As to describe a place That's going to store information In this case it's going to store the name That we want to remember The reason we call it a CPEG Is because it's the first thing you see About the person that you're meeting The first thing you see on that person Now it could be an article of clothing For example it could be a tie It could be a white collar It could be a piece of jewelry It could be a hairstyle It could be glasses It could be real big eyes Or real big ears or small ears It could be a real big dimple on the chin It's the first thing you notice About the person And we're going to choose that Each one of us individually And we're going to call it our CPEG Now what happens When you choose a CPEG on a person Is it causes you to focus on an individual One of the major reasons That we forget people's names Is that we have this mindset That's oh I'm terrible at names I can't remember names And when you walk up to someone And shake their hand And they tell you My name is Yamato Yamagishi You don't even hear the name You don't care Because you know You're going to forget it anyway And you're thinking about What you're going to talk about You're not even looking at this person You don't even know What they look like I had people talk And have a conversation And I say okay What color shirt was that guy wearing I don't know Because they weren't even focused on it The first thing in memory Is observation We look but we don't see We see but we don't observe Observation is really A key element to memory It helps us to what we call Engage our memory Focus will help us engage our memory So this first part This first technique Is not only a technique But an exercise Which helps us engage our memory Getting us closer to the autopilot level We don't think about it anymore Now the first thing I want to do Is I want to give you all A little test here A little exercise I want everyone right now In this room to look around And find out And look for every blue thing In this room Look around right now Find everything that's blue Focus on everything That you see that's blue Really look for all the blue things Let's see how good your observation Look for all the blue things All the blue things OK look around Find everything that's blue Everything that's blue OK we'll look to the front now Now I want you to close your eyes Close your eyes And I want you to imagine See if you can recall All of the red things in your mind OK open up your eyes Now someone's saying Now wait a minute You didn't tell us to look for the red things That's my point You looked But you never really observed See you weren't focused Now there's a lot of red bright things In this room But some of you think I have no clue what was red Because we weren't focused So this exercise Of picking something on a person Is going to help us To focus on that individual And get us closer to the Unconsciousness competence level The autopilot level What I want to do now Is give you an example of what I mean I want this whole front row To come on up to the front Come on up Jump on up Let's go Up here at the front Stand right across here Right on stage What we're going to do OK I'm going to spread out Just a little bit Make sure everybody can get on here OK come forward a little bit Everyone come forward Just a little bit OK that's great Now what we're going to do Is we're going to pick out Sea pegs on these people Now a sea peg By the way Two people looking at the same person May pick two separate sea pegs Does it matter Of course not Why Because it's the first thing That you notice about the person The first thing that you notice You're going to focus in You're going to choose something About these people It's going to help us focus On the individual Help us get a little clearer picture And the goal is When I go back and see this person Ten or fifteen or twenty minutes later Will that thing that we chose That sea peg Pop back to us And the answer is absolutely yes Because we chose it We focused on it And we saw it with our eye OK Now what I want to do Is help me out On this person here Let's come to the front a little bit Step to the front What would be the first thing You'd notice about him What would be the first thing You'd want to call as a sea peg Green jacket real good Now I saw turtleneck Now it could be green jacket Because it's really bright So really sharp looking Or turtleneck I'm going to use turtleneck We're going to call him Mr. Turtleneck OK Now what I want you to do Is I want you to really focus on him Just for a moment Because many times When you meet someone You never really focus on them I want you to just for a moment Really focus on this gentleman And notice his turtleneck It's the first thing You're really focusing on right now So the 20 minutes later When I say What is this person's name We're going to call him Mr. What Turtleneck OK have a seat Step back OK thanks Come on to the front OK now we can use a lot of things here We can use her haircut We can use her eyes If you're close You may use eyes I'm real big on picking eyes But on this particular person We're going to use buttons Gold buttons See these gold buttons all the way down OK so we're going to call her Ms. Gold buttons OK what's her new name Ms. Gold buttons So just focus just for a moment On this So when we come back later We're not going to forget her new name Her new name is what Ms. Gold buttons OK have a seat Step back Come on to the front OK now What would you want to choose here OK right here Absolutely OK right here We're going to call her Ms. Red hair OK so just focus just for a moment Just make sure that you know It's the red hair And not anything else It's the red hair That we're going to focus on And what's your new name Ms. Red hair OK thank you very much OK come on to the front Now we can choose A whole bunch of things here I want to choose glasses OK first thing I noticed about them They're really sharp looking So we're going to call him Mr. Glasses So just focus just for a moment OK Just make sure that That's what you pick Because we can choose A lot of different things But we're going to pick one OK so what's his new name Mr. Glasses OK thank you Come on up to the front OK now What do you want to use here I want to use haircut Here's a real sharp haircut OK Here's a really good looking It's the first thing you notice about her It's very sharp It's very attractive So we're going to call her Ms. Haircut So just focus just for a moment On her Make sure you got that down OK and what's her new name Ms. Haircut Thanks OK thank you Come on up to the front OK now You can choose A bunch of things here too You can choose eyes You can choose haircut here You can choose shoes There's a lot of different things You can choose What do you think we want to use here Any ideas Mr. Bubblegum Yes now You could OK But the problem is He may throw that away In a little while And it may not work OK let's call him Mr. Sweater He's just got a plain sweater on It's a sweater Maybe not the You know when you're dealing with something That's a situation like this Where it's not so predominant We have to maybe focus Just a little bit more But still It's the first thing you notice about him He has nothing else You know it's just It's a sweater OK So we're going to call him Mr. Sweater Now focus on it Just for a moment Make sure you got that What's his new name Mr. Sweater OK thanks Come on up to the front here OK now Here we can choose A lot of different things I'm choosing blue stripes OK because it's really The first thing It's really a neat color blue Comes right out at you So I want you to focus On the blue stripes Focus on That's the first thing you see Really focus on it Just for a moment And what's your new name Miss Blue Stripes OK thanks Come on up to the front Now we can choose A lot of different things here We can choose the pink jacket But I'm going to pick earrings OK Because they're long And they're dear right there OK So focus on the earrings Just for a moment OK And what's your new name Miss Earrings OK thanks Come on up to the front OK now Here's a situation Where it's the only The only person We mess up with a tie OK So immediately I'm going to call him what Mr. Tie OK So just focus for a moment OK And what's his new name Mr. Tie OK thanks OK Now what I want you to do Everyone here Close your eyes Everyone close your eyes Everyone up here Move around Turn around Come on Try to confuse them OK I'll go back OK great Now what I'm going to do Open your eyes now What I'm going to do Is I'm going to point To certain people here And you're going to tell me Name Mr. Stripes Name Mr. Turtleneck Name Mr. Red Hair Name Mr. Earrings Name Mr. Tie Name Mr. Glasses Name Mr. Square Very good Let's give these folks a hand Thank you very much for coming up The first thing In remembering people Is getting a CPEG It's the first thing you notice About the person Now why do we call them Mr. Turtleneck and Mr. Glasses And Ms. Why do we do that Because we want to add A little of humor To what we're doing here Why There's a part of the memory Something that actually Suppresses memory It's called stress Stress hinders memory How many times have you gone Into a situation You've seen somebody in a bank That you know For five or ten years And you go oh hi And as soon as you say hi The name just escapes you Goes completely blank right And the whole day What's their name Well you're under stress Because it's like oh It was sudden You think oh no What's their name I know this person And stress comes up And suppresses the memory And you can't recall The information Two hours later When you're driving home When you're not thinking about it What pops in your mind Oh the name was Chris Now the answer is Where was the information It was here The problem was recalling it Because of stress When you call someone Mr. Turtleneck Okay Ms. Gold Buttons Mr. Tie Ms. Earrings What you're doing Is you're helping to reduce stress By making it a little bit funny So these techniques Have an all-encompassing effect And one of them Is to reduce the stress levels So that your natural recallability Comes back It also helps you to focus On the person Okay So the first thing When you meet somebody Is you need to pick a CPEG Now someone always asks me Kevin What if I'm meeting Ten or twenty people very quickly No need to worry about that I'll tell you the reason why You can pick a CPEG Before you even meet the person Isn't that true When you folks Walked in here today Before I even walked up Any of them These people in the front row I walked up and got your name Right Before I did I looked and said What am I going to call him Okay Mr. Turtleneck What am I going to call her I picked my CPEGs Before I even met you Now I walked up and met you And the first step is already done See It doesn't take less than a second or two But you can do it Before you actually meet the person From a distance Because it's what you see And that's the key What you see You'll always remember what you see It's easy to remember What did I pick on her Oh yeah the earrings Oh yeah the sweater What did I pick Oh yeah the tie That will come back instantly And when it does It will help stop reducing the stress So the name Can start to come back The first thing You need a place to put the information Now we have that But now comes the second thing You need the information itself Which is the person's name Turned into a vivid picture The key word here is vivid Let me explain what a vivid picture is A vivid picture is something that's in color You can see texture You can see detail You can hear sounds It's real and alive to you It's like it's really there Now Maxwell Maltz wrote a book Called Psycho-Cybernetics And in that book He discovered and made the statement That the body does not know the difference Between that which is real And that which is vividly imagined If that's true Let's use that to our advantage Now let's see if it is first Let me explain to you Exactly what a vivid picture is Everyone right here Close your eyes Help you focus Everyone close your eyes I want in your mind's eye For you to vividly imagine That there's a table in front of you And on that table Is a lemon See it bright yellow You can see the color See the textures Notice how vivid it is Notice the green knobs on each end I want you to pick up a shiny sharp knife And slowly begin to slice that lemon Half in two Notice how the knife Cuts through the skin And as you have two lemon halves Now you can see the inside pulp Notice how colorful it is I want you to pick up One of those lemon halves And feel the lemon peel in your skin Just very gently squeeze that lemon So some of the juice Begins to go through your hand Notice that the lemon aroma Gets stronger and more pungent And more lemon I want you to hold it up to your nose now And just smell how strong The lemon smell that You just imagined I want everyone to open up Your mouth right now And just bite into the lemon Okay everyone open up your eyes Now from my vantage point Most of you got the locked jaw there It was like ooh If your mouth is full of saliva You got a vivid picture And Maximal's was true What he said was correct The body can't tell the difference Between that which is real And that which is vividly imagined So when we vividly imagine something It's just like we saw it with our eyes Which means our memory is engaged It works So what we're going to do now Now we've got to pick a CPEG The second thing Is we need to turn the person's name Into a picture How do we turn a name into a picture Very simply We take the name And on how the name sounds We come up with a sound-alike picture word Now if the name is many syllables We simply break the word down by syllable And come up with a picture That sounds like each syllable Let me give you an example It could be something that sounds like it Or something that is representative Or symbolic of it I want you to throw out some ideas here Because I'm going to give you some Here as a group Tell me what would be a picture For the name Bill What would be a picture of Bill A dollar bill Very good What else for Bill A beak like a duck's bill Very good Or a bill you pay That could be a picture What would be a picture of Let's say how about Sue Sue What would be a picture of Sue A lawyer Very good What else for Sue Very good An Indian Sue What else for Sue Sometimes I hear a man's suit For Sue Something that sounds like it I have one person say How about a pig For Suey And they said Is that right or wrong And the answer is It's not wrong as long as it's a picture As long as it's a picture It's completely right Let's see What would be a picture for Ed Ed A horse Very good A horse Okay Sorry Ed All right Here's one here A toilet What would be Okay What would be a picture of Judy Judy Punching Judy Okay that would give you a picture What else for Judy Let me tell you what one person gave me They said I heard it Shoes Very good Red shoes Why Anyone know why Judy Garland Sure Now the point is What we're doing here Is we're establishing a picture vocabulary For words You see if you go to France or Germany They have a different set of sounds For everything Every word they have a different set of sounds You have a vocabulary of names Or words over there What we're doing is We have to develop a new vocabulary For our memory And our vocabulary is pictures So we're going to change and convert names Into pictures What would be a picture for Tom Tom cat Real good What else for Tom Tom turkey Very good A picture of a turkey Or Tom Tom Or thumb Tom thumb Tom Tom