You're face-to-face with a new prospect. They know very little about you, about the kind of person you are, and maybe they've got some defenses that you're going to have to overcome before trust can be established.

Parts. We are all made up of parts. A part of me wants a bagel with cream cheese, but another part of me really wants to continue to become healthier. Part of me wants to go take a nap, but this other part wants to finish the project I started. We divide ourselves into parts as a way to talk about our experiences.

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"All blame is a waste of time. No matter how much fault you find with another, and regardless of how much you blame him, it will not change you. The only thing blame does is to keep the focus off you when you are looking for external reasons to explain your unhappiness or frustration. You may succeed in making another feel guilty about something by blaming him, but you won't succeed in changing whatever it is about you that is making you unhappy." -Wayne Dyer

'Anyone who has never made a mistake has never tried anything new.' --Albert Einstein

"So it is said that if you know your enemies and know yourself, you will win a hundred times in a hundred battles. If you only know yourself, but not your opponent, you win one and lose the next. If you do not know yourself or your enemy, you will always lose." -Ancient Chinese Proverb

In previous articles I've written about the representational systems we all use in relation to communication and how we see the world (visual, auditory, and kinesthetic being the most widely used) and the value it has in gaining rapport with your affluent prospects and clients. In this article, I want to focus our sites on visual language.

"The individual has always had to struggle to keep from being overwhelmed by the tribe. If you try it, you will be lonely often, and sometimes frightened. But no price is too high to pay for the privilege of owning yourself." -Friedrich Nietzsche

"I'd rather have a bottle in front of me than a frontal lobotomy." -Tom Waits

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