 Let's see how should I open this up. I'll say now we're going to continue with our Yeah, what don't we just say debate profiling tips. Yeah, yeah, okay Chase names the behavior panel What do you say is going to be debate debate no presidential debate profiling tips Remember all those names we went through and fellas like that doesn't work try to find the dot-coms. He's like our behavior panel That's cool. And nobody has an act for that now. Yeah, no kidding. That's good price. Nobody had that Yeah, I was surprised. I didn't have it either. That's just pretty good. All right, here we go All right, now we're going to continue with our presidential debate profiling tips and now we're going to get on to baseline So great, why don't you talk about baseline a little bit since you're the alpha of the baseline now So chase call chase says I'm obsessed which I think he's right with baselining but the truth is all body language people fall into two categories to baselineers and There are absolutists and absolutists says he scratched his nose. He's lying. You look this way It means that what most of us are is we're baselineers. We're looking for deviation We're looking for change and that can include a plethora of things I'll tell you that I listen for choice of words. I'll give you a great example I once knew a woman who was a waitress in a restaurant I went to and she used a word that was way out of her vocabulary I mean just not her normal vocabulary not that she was not smart just out of her vocabulary and When I started poking and prodding I realized that she was going to work for someone else soon And that word came from that person they used a word that she had not heard and so she picked So I listen for deviation in words I listen for something that's different I listen for pitch tone and cadence pitches Really easy. There's a guy named John Lovett's who has made an entire career out of one joke and that's yeah Yeah, yeah when he lies that's pitch when your voice changes. I notice Cadence when you're change your speed you'll see it in this debate When someone slows down to navigate a topic it means something when they speed Up it means they're avoiding something or they bypassed it and then tone in terms of voice Everyone can finish the Senate so I don't have to explain. It's not what you said It's how you said it right so tone changes mean something we look for deviation in that Then we're going to look for deviation in those big five that we talked about in the last section That you use for body language if I always do this it means nothing but if I suddenly do this it means something and Baselining is no more than looking for deviation from what you usually do you can look really odd and Still be truthful But if suddenly you stop looking really odd It's an indicator baseline is that simple and you guys are going to add a lot of nuance to that and we'll go from there chase So I'll give you guys a couple things that I use and I'll deviate from from Greg for just a minute here I'll go verbal for you The the top three things that I listen for in the first couple minutes of a conversation No matter where where it is and this is with anybody and on a business call or a meeting with somebody The acronym PSA the first one is pronouns Do they focus on self team? Which is families co-workers groups at work or others like networking meeting new people traveling all the time So what what type of pronouns do they use and we're not just talking about the pronouns specifically But what language do they speak with most of the time? So if you ask one of your friends, how do you like your new job and he goes my benefits are great I've got my own park in space. I have my own office. My boss is really great. Those are self pronouns You ask the same question and somebody goes everybody there is great We all get along together Nobody takes my crap out of the refrigerator in the break room like the old office and everybody gets together on Thursday And I recognize from Margaritas. So that's team pronouns and others will focus on meeting other people The S is sensory word Does the person typically use visual or auditory words? Like someone says I see what you mean or do they are they more likely to say? I hear you or something doesn't look right or that doesn't sound right to me So I need to know what words those are because at the end of that conversation If I want to influence that person or look for a deviation in baseline, they're going to start speaking differently But if I want to persuade that person, I'm going to use that sensory word. I'm going to speak in more visual terms for that person I'm going to speak in terms of benefiting themselves or their family based on the type of words that use Lastly is the a and this stands for adjectives. If they describe anything good I want to take the adjectives if they said this this is a brilliant decision and everyone there is fabulous I'm going to take brilliant and fabulous and when I go to close at the end of the deal or I go to get a confession at the end of an interrogation Those are the words. I'm going to use taking action as I'm getting a confession And if they describe their ex-wife that they don't like or their ex-husband and they use horrible and awful I might describe my competition that way Or I might describe the consequences of not confessing using those words I will capture those words and that's a good baseline for me because we can also look for deviation from those typical behaviors And we're also gathering some very critical human intelligence to influence and persuade them down the road And finally, I'll leave you with one behavioral since this is a behavior panel Watch the debates and when they describe the atrocities happening in one city and then what we have to do about it You'll see them use one hand typically to talk about negative things that are going on and one hand to talk about positive things that are going on And if you want to influence that person guess which direction you're going to lean and which hand you're going to use when you start talking about taking action You know move toward their positive side Whatever they typically use for positive information instead of negative and when I talk about not doing something I don't want to do something I might lean the other direction where they talked about something negative And I'll pass it on to Scott That's great. Well, what I'll listen for when when it's when I first started baseline It's not like is y'all have heard me use the term loping where I talk about how someone lopes long as they're talking Almost like you're riding it and when that things it gets there's an abrupt stop or it starts to get weird Then I start listening for not only the the sentence structure, but the vernacular has it changed Are there are other words they didn't use or words a little bigger than if maybe they're not as as Up to that point as smart as I would think they would be using larger words than they should be I think that might make sense So if they if they start trying to sound smarter, maybe they're trying to impress the one Maybe they're trying they're getting ready to tell me something that they're starting to make up or a story They've heard that's one of the things when I When I'm listening to someone then I'll ask them a question and see how that changes It's an interrogation situation Then you as they're as you get a hold of their vernacular If you as you know how that sounds and you and you listen to their structure of their senses Where are their verbs usually where are there their nouns and their pronouns usually in there? They start well I a lot of times where they or where they start their sentences with if those things start to change That means there's something going on in the brain That means there's something there they're stopping and paying attention to what they're saying as they go along and the Loping has almost completely stopped. It'll just be this little like a little jumpy Emotion as you go along almost squiggly. I don't know how to explain any better than that Those are some things I start that I listen for when someone begins to talk or I start asking them questions being at a party being at Interrogation being it at someone I haven't seen in years Just trying to find out where they are and how those those three main things change They're they're vernacular the words they use their structure where they how they where they put in the sentence and and How they deliver them how in other words how if it lopes or not or how how they travel with it If it's one of those things where it doesn't look but it goes like this the whole time if it changes from that Then something's up. It's something emotional form or or there's some there's an additive there somewhere The reason they're lying or maybe being deceptive or the reason they're they're blowing something up or exaggerating or just that they're exaggerating So those are the ones that I look for mark. What do you got? Yeah, so just as Greg was saying there what we're looking for is a general state that people are Normally most often in so that we can and to kind of give that a name Maybe or have some specifics around that so we can tell when something has changed Enough for us to think something maybe of note And here's what I look for I look for tension in the body and I call it a tension state and I'm just going to run you through the tension states that I look out for The tension states may have different meanings in different circumstances for different people. They aren't Universal in what they mean they are universal in that all human beings are able to get at some point through all of these states Okay, so the first state I'm gonna talk to you about I'm gonna call it the beach and what I'm gonna do is Loosen as much of the musculature as I can as I'm talking to you, but still keep my Illustrators going so it's it's me But I just don't have as much tension in my body right now I'm gonna call that the beach now I'm gonna move to something where I'm putting just a little more tension into my body and I'm gonna call that a Manager because I'm now managing my body Okay, now I'm gonna move it into something I call is there a bomb in the room Where they're the tension has raised now what I'm doing to do this is just tighten as many muscles as I can Right now, okay, so I would have said when we were watching Chase for example, he was in a state of is there a bomb in the room That doesn't mean he thinks there's a bomb in the room. It's just a way of naming the tension state He's in whereas Scott was a little bit more the beach come manager So I can baseline them based on that vocabulary. Let me go back to is There a bomb in the room. You see I come a little more forward. There's just more tension I've got tension in my muscles here tension in my fingers tension in my face I'm now going to go to there is a bomb in the room So all I'm doing is putting more tension into myself same kind of illustrators But there's like a different level and you'll notice you're already mirroring and you're mirroring the tension So we can see how you might be able to manipulate an audience and the feeling that they're having just by Staying in that state. I'm now going to go to the bomb has Exploded and this is the maximum tension you can go to Kind of hurts to do this and after this you go back to The beach like this and that would be quite a radical change So if I start off in the beach and then I go to the bombs exploded at that point you think okay Something's up here either mark is really trying to push this point home or illustrated in some way or He just got asked a question that he wasn't expecting now Look, it'll be more subtle that I'm doing now because I'm trying to explain the model to you And you may see it just in the hands or in the face or in the chest or in the shoulders But essentially what I'm trying to get through to you here is the model that I might use to get a sense of What's the tension in that human being and therefore can I name it in some way? So I know When it might have changed radically enough for a moment to be notable and that's where I want to investigate So tension states that's often how I baseline