Brad Henderson - The Dance (eBook)

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Preface

The Dance

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About the Author

Preface

Brad Henderson h a s given private readings for over 10 years. Currently he m a k e s his living as a performer of the magical arts. He is best known for his work as a mind reader a n d sleight of h a n d artist. Most notable is his work in the field of public speaking, where he teaches t h e s e valuable t e c h n i q u e s as a tool to improve one's communication skills.

How do you read m i n d s ? You know, like t h e psychics you see on TV. Skeptics say it's Cold Reading. But, if you read most cold reading books or listen to one of our skeptic friends a n d then watch J o h n Edward or Sylvia Browne, it quickly becomes a p p a r e n t t h a t they are NOT simply cold reading.

Brad was production assistant and script c o n s u l t a n t for Fox Family's Exploring the Unexplained televisions episode on psychic surgery, a p p e a r e d on CBC's Man Alive, was featured in a special "Psychics a n d Mindreaders" episode of the Weakest Link, a n d was showcased in the feature film "No Pain, No Gain." He is the winner of n u m e r o u s magic a w a r d s including best comedy magic for the state of Texas. Brad's writings include contributions to the Miracle Factory's "Mystery School Book", J o n R a c h e r b a u m e r ' s acclaimed "MO", Simon Lovell's "Simon Says", Michael A m m a r ' s "Easy to Master Card Miracles" series, a n d "Easy to Master Money Miracles" series. For the latter, Brad served as co-writer, c o n s u l t a n t , a n d production assistant. He is also a contributing a u t h o r to the best selling "Chicken Soup for the G r a n d p a r e n t ' s Soul". Brad was a facilitator at Jeff McBride's Mystery School a n d lectures for groups of magicians on special o c c a s i o n s . He m a y be r e a c h e d t h r o u g h h i s website: www.themindshow.com.

Or a r e t h e y ? In The Dance, B r a d H e n d e r s o n explores some of the more guarded secrets in the cold reader's arsenal. With the techniques divulged in The Dance you too can deliver readings as powerful as any seen on TV. B u t it won't come w i t h o u t a price. The differences b e t w e e n t h e s u p e r s t a r p s y c h i c a n d t h e b a n q u e t show performer or talk show skeptic is one of u n d e r s t a n d i n g , attitude, a n d practice. Nothing cornes easy, a n d the techniques t a u g h t herein will not tell you "how they did it." But they are how it is done! With diligence, thought, a n d attention you too can give others the most profound experience a h u m a n can have. You will reach into their minds a n d tell t h e m a b o u t their p a s t a n d their future. You will help o t h e r s see the world a r o u n d t h e m more clearly a n d make t h e m feel wonderful about being alive.

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The Dance

Acknowledgements I would like to t a k e t h i s o p p o r t u n i t y to t h a n k several people, without whom, this book could have never come into existence. First, Bryce K u h l m a n , Richard Hatch, a n d Scott Wells provided a very thorough proof reeding of the initial m a n u s c r i p t . If you think their are g r a m m a r m i s t a k e s in this incarnation, you should have seen w h a t these pour guys h a d to wade t h r u . There help w a s greatly appreciated. I'd also like to think Jeff Peyton, even t h o u g h he probably doesn't remember me. Jeff, a.k.a. Erskine, a.k.a. Dr. Dees t a u g h t me more a b o u t reading in one sentence t h a n most of the books I have on my shelves. I would like to acknowledge Fred R o s e n b a u m , reviewer for The Linking Ring, for providing insightful c o m m e n t s on one of the early drafts. I say this not to curry favor with Fred in hope of a favorable review; t h a t would be u n s c r u p u l o u s . That's w h a t the $50 check in his complimentary copy is for. (Fred, I swear it was there. Look on t h e floor. It m u s t have fallen out w h e n you opened the envelope.) Dan Harlan, an AMAZING cold reader in his own right, convinced me to include a deleted section on my personal ethics. I hope they are of u s e to someone - they m a k e little enough sense to me. Dan also h a s some very scathing opinions on the effectiveness of "established" psychological techniques. Hopefully you will have the o p p o r t u n i t y s o m e d a y t o h e a r h i m talk a b o u t t h e m . Fascinating.

Acknowledgments

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Finally, I m u s t bow down to Ronn Brashear. The c o n c e p t for The Dance w a s R o n n ' s a n d w i t h o u t h i s p a t i e n c e a n d p e r s i s t e n c e , it would never h a v e b e e n completed. You c a n a s k him, it took long enough. Ronn was not only the chief motivator, b u t w a s responsible for h e l p i n g w i t h every d e c i s i o n a l o n g t h e p a t h t o production. Seriously, Ronn is a dear friend without w h o m most of my best work would never actually m a k e it into practice. T h a n k s .

How to use this book I t h i n k e v e r y o n e i n t e r e s t e d in " l e a r n i n g cold reading" s e a r c h e s for t h a t holy grail of books which, h a v i n g b e e n r e a d , o p e n s wide t h e world of p s y c h i c reading. For years, I searched in vain for s u c h a book. Well, we c a n each stop looking right now. Not because this book will teach you everything you need to know, b u t b e c a u s e t h e book we described does not exist.

Considerations

Fundamentally, cold reading entails risk-taking. There is not now, nor will there ever be, a simple formula which one m a y memorize to generate a perfect reading. Why? Because people are not simple formulas. Each h a s a distinct personality a n d a u n i q u e history. We need both to recognize a n d respect this simple fact. What we can provide, however, is a breakdown of the processes involved in cold reading a n d a discussion of the tools u s e d to navigate those processes. We can also offer some questions t h a t one should consider before beginning their exploration. After that, it will be up to the reader to take the plunge and begin his or her journey into the world of psychic reading. I like to believe t h a t this book offers something both different a n d valuable to the s t u d e n t of cold reading. Nothing would m a k e me happier t h a n to learn that those who have tried in t h e p a s t to l e a r n t h i s skill finally discovered success after reading this book. Consequently, I have tried to a d d r e s s issues a n d concepts not commonly found in other texts.

This book is a b o u t process rather t h a n content. It a t t e m p t s to question w h a t cold reading might be, as well as help others grow in their u n d e r s t a n d i n g a n d their practice. It is not a beginner's book; therefore, one would be well advised to s t u d y this text after, or at least along with, some of the more traditional cold reading m a n u a l s . However, if you are new to cold reading, I hope t h a t it will encourage you to answer some critical questions that m a y s h a p e the rest of your reading experience. This treatise will include occasional digressions into the state of the art in cold reading, ethics, Neuro Linguistic Programming (NLP), a n d the relationship of psychics to their clients. It should go without saying t h a t these are my opinions and, whether one agrees with t h e m or not, I hope that the remaining sections on methods will still prove useful to all s t u d e n t s . One s h o u l d be w a r n e d t h a t at times my language is intentionally h a r s h . I have s p e n t h o u r s trying to soften the "bad words" only to find the vehemence I a t t a c h to these issues h a s been diluted. I decided to keep m a n y of those words in place as they accurately express the passion I feel towards the concepts being discussed. I hope you enjoy the time you spend with this book, a n d I hope it gives you a better insight into w h a t your intentions are a n d how best for you to realize t h e m . And if I m a y offer a "one word" s u m m a r y of this entire text, it would be simply: listen.

Sexism The original draft of The Dance attempted to be non-gender specific in references to readers a n d sitters. It was also practically unreadable. I have adopted the convention of referring to the reader in the masculine a n d t h e sitter in t h e feminine. This is not to imply anything a b o u t t h e quality or prevalence of either sex in either role, only to afford us a clearer a n d more readable text. Many m a y argue t h a t the effort was in vain.

Slippery Slopes Let me get this out in the open. I do not believe in disclaimers a n d I see no problem with people pretending to be psychic. I do u s e the word "pretending" b e c a u s e to knowingly employ the techniques of cold reading s h o u t s an u n s p o k e n admission t h a t w h a t one is doing is not "real." It troubles me w h e n cold readers come to believe t h a t they m a y p o s s e s s some sort of genuine gift. Selfdelusion corrupts powerfully. (Now, I d o b e l i e v e t h a t r e a d e r s o f t e n s a y extraordinarily accurate things, without consciously "cold reading" their client. However, it is my contention t h a t the techniques of analysis have become so ingrained t h a t they are merely "cold reading" on a "subconscious" level. I do not believe these are psychic flashes, b u t the results of someone internalizing a learned behavior.) Ethically it is i m p o r t a n t to realize t h a t we are offering advice. Character readings, prognostications for

the future, even the mere act of helping someone see a situation for w h a t it is, or might become, will affect the way someone m a y choose to act. Let's state t h a t again. People will m a k e decisions b a s e d on our "advice". Though it is their choice to t u r n to us for counsel, I think ethically we m u s t acknowledge t h a t o u r w o r d s will carry great import for t h i s other h u m a n being. We m u s t be prepared to deal with our sitters respectfully, a n d to take care of t h e m as a dear friend might for another. If y o u a r e u n w i l l i n g to a c c e p t t h i s e m o t i o n a l responsibility, t h e n do NOT become a psychic reader. Giving advice is giving advice. Whether a person t u r n s to a psychic, psychologist, or friend, t h a t person is choosing to accept advice from someone outside of himself or herself. Further, if they blindly accept t h a t advice, they are placing authority in someone outside of themselves. Preferably, they will weigh t h e advice given against their own j u d g m e n t s a n d consider it in t e r m s of t h e advice giver's experience a n d expertise. Then, they will reclaim their p e r s o n a l a u t h o r i t y as they m a k e a decision based on what THEY see as being the best choice for their lives. It is said t h a t above the entrance to the Oracle at Delphi were printed the words "Know thyself." An ethical cold reader elicits information from their client, feeds it back to them, a n d ideally helps t h e m see t h e situation or themselves more clearly t h a n if they tried to examine their own life t h r o u g h their own clouded,

introspective microscopes. As long as we, the readers, do not try to impose our will u p o n the sitter's decisions, as long as we do not convince t h e m to invest in s h a d y b u s i n e s s deals or scare t h e m into paying for demonic cleansings, as long as we simply present t h a t which they reveal to us in a m a n n e r intended to help them u n d e r s t a n d their feelings more clearly, t h e n I believe we are doing no h a r m . Can the reader m a k e mistakes t h a t might lead to the sitter choosing an unwise course of action? Of course. But so can a psychologist or a friend. We m u s t be as truthful a n d as accurate in our readings as we can, while always encouraging the sitter to rely on their j u d g e m e n t a n d evaluation before taking any action. As for fostering belief in s u p e r s t i t i o n a n d n o n scientific thinking, I contend t h a t the sitter m a d e this d e c i s i o n before a t t e n d i n g o u r s e s s i o n . W e a r e n o t indoctrinating others. We are only helping them, t h r o u g h a m e d i u m they chose, to gain a better u n d e r s t a n d i n g of themselves, their desires, and their immediate environment. Further, as will be detailed shortly, one can present "readings" outside the umbrella of s u p e r n a t u r a l methodology.

A (jagged) line in the sand OK. T h i s is my p e r s o n a l s t a t e m e n t of e t h i c s concerning the u s e of deception in psychic practices. The ethical issue of placing oneself in a position of authority u n d e r t h e a u s p i c e s of p r e s e n t i n g advice in a psychic context will be discussed later, (see: The Ethical Issue.) What I w a n t to d i s c u s s here is the ethic of the act of cold reading, as a form of communication a n d as a form of deception. I would like to say from the start, t h a t my view on cold reading as deception is hypocritical. I realize this, b u t I'm ok with it. I will also say t h a t one c a n adopt a method of cold reading t h a t eliminates these ethical concerns, a n d h a s been my chosen p a t t e r n of work for the p a s t two years. Basically, I see a difference between "pure" cold r e a d i n g a n d t h e deceptive t e c h n i q u e s e m p l o y e d b y psychic entertainers who claim to be real and then go on to offer readings as an extension of their performances. (Being a "mentalist" i.e. performer who does not offer a disclaimer is perfectly fine in my book. To require a t h e a t r i c a l performer to p r e s e n t a disclaimer is t a n t a m o u n t to m a n d a t i n g the actors at Les Miserables stop the show a n d remind the audience t h a t Fontine is n o t really d e a d . Even in a o n e - o n - o n e p e r f o r m a n c e e n v i r o n m e n t , a m i n d r e a d i n g p r e s e n t a t i o n n e e d s no disclaimer. Our audiences should be allowed to judge for themselves. If they choose to believe t h a t is their choice. I once quipped, "Let the audience believe w h a t they want." I believe t h a t to this day. But let's maintain our focus on readings per se.)

The hypocrisy in my ethic results from the nagging t r u t h t h a t cold reading when coupled with any sort of psychic methodology, at its h e a r t , is a deceptive technique. I will try to explain a n d p e r h a p s this will give someone, somewhere, something to think about. Maybe it will help. Maybe it will only confuse m a t t e r s . I will however offer a method on which readers can base their cold r e a d i n g practice t h a t solves all h i t h e r t o offered ethical concerns. The t h o r n y issue in my mind is the n a t u r e of the specific d e c e p t i o n . I t a k e i s s u e to people employing deception in order to "prove" t h a t they should be the one turned to for advice. The performer is u s i n g a tool in order to create the illusion they have a certain ability, which they don't. Further, this ability they claim to have, often in no way follows from the tool they p r e s e n t in order to establish this ability. Allow me to say this a n o t h e r way. Using design duplication, tarot card matching, a n d center tears in order to establish one's psychic validity is manipulative at best a n d h i n t s at serious self-esteem issues at worse. If someone is t u r n i n g to you for help because you told him or her the word in a book they are thinking of, well t h a t person j u s t isn't very bright a n d worse you are taking advantage of them. They are coming to you based on the assumption you have a certain power, and this power is rooted entirely in fraud. Further, a n d this is w h a t I m e a n w h e n I say the ability doesn't follow from the tool, even if the performer really could tell t h e m the word in the book they were thinking of, so w h a t ?

How does this in a n y way qualify t h e m to a n s w e r a personal question?

thyself." As long as our intentions are clear, then both parties benefit from the situation.

B u t i s t h i s r e a l l y d i f f e r e n t from k n o w i n g l y employing cold reading t e c h n i q u e s ? I m e a n we're not really psychic, are we? Cold reading w h e n presented as "psychic reading" is deceptive, is it not? Ah, the hypocrisy.

To perform "magic tricks," if you will, in order to establish our powers is misleading. What we j u s t accomplished in no way h a s any bearing on w h a t we might be able to offer a sitter. We can't really tell them what word they're thinking of so we can't really know what they are thinking. If we don't know w h a t they're t h i n k i n g , t h e n h o w , a s s o m e o n e w h o believes o u r demonstrated power is integral to the reading's success, can we help t h e m ?

I guess for me it boils down to this: Cold reading, depending on how it is framed, is not the s a m e type of fraud as u s i n g a clipboard or center tear. Cold reading can exist in a p u r e state; a state free from claims of the s u p e r n a t u r a l , a n d one in which the tool a n d ability follow from each other. This is how, of late, I have come to p r e s e n t all of my readings. Cold reading, as I see it, is merely a dialogue between t h e sitter a n d reader. The reader can now call attention to information t h e sitter is providing. When we u s e t h e t e c h n i q u e s of cold reading we are extracting information a n d giving it b a c k to the sitter, or we may offer advice, or merely describe how t h e situation seems to be developing, based of course on the information they are providing. As this information is derived from t h e m , a n d as we are honestly trying to give t h e m the best advice, then I t h i n k we are on "karmically" safe territory. We are not u s i n g deceptive m e a n s to m a k e t h e m believe w h a t we are saying. We are not throwing a b u n c h of smoke in mirrors at t h e m to invest our words with power. We are merely s a y i n g t h e m . We a r e h e l p i n g t h e m to "Know

A "pure" cold reader, however, can talk to someone and tell t h e m information a b o u t their personality a n d s i t u a t i o n . We really can do t h a t . W h e n we employ traditional deceptive techniques, all of the information i s b e i n g d e l i v e r e d from s o u r c e s o u t s i d e t h e s i t t e r (clipboards, sleight of hand) a n d the reader is essentially creating for himself an a u r a of power a n d authority. It is hoped t h a t t h e sitter will accept w h a t is said b a s e d on this manufactured authority (and the authority of the demonstration, i.e., magic trick). In t h e p u r e reading situation, t h e reader is working with t h e subject, t h r o u g h the medium of a method, pulling information from the sitter directly t h r o u g h dialogue, a n d attempting to help them see p a t t e r n s developing in their life. The sitter is the focus a n d the content is its own authority. Hopefully, t h e sitters will evaluate this information °n its own t e r m s a n d decide for themselves w h a t value it holds for them.

Unfortunately, m a n y people will believe the reader b e c a u s e of the authority of the "psychic" i m p r i m a t u r on t h e r e a d i n g itself. Cold r e a d i n g is n o t p s y c h i c , a n d therefore should not be given the authority a psychic e x p e r i e n c e s h o u l d (if it exists) d e s e r v e . T h i s is t h e difficulty, a n d the hypocrisy, within my ethical stance as I am a proponent of tarot cards a n d t h e like which n e c e s s a r i l y imply t h e w o r k i n g of t h e s u p e r n a t u r a l . Though I tend to downplay this aspect in my own work, it is, nevertheless, omnipresent. Recently, however, I have a b a n d o n e d t a r o t c a r d s in favor of a m o r e h o n e s t "method," t h a t of actually reading the client. Ideally, t h e ethical cold r e a d e r would p r e s e n t himself in this m a n n e r . He or she would state, "I am h e r e to help you m a k e sense of a problem or concern you have. I am going to listen to you, a n d s t u d y you, a n d b a s e d on my observations, I am going to tell you as m u c h as I can a b o u t the situation t h a t you find yourself in, a n d about you, yourself. I will say things t h a t m a y have m e a n i n g for you, a n d together we will work t h r o u g h w h a t I s a y a n d discover t h e i n f o r m a t i o n w h i c h you n o w currently seek" This is exactly w h a t cold readers do. It is ethically s o u n d . Further, I will contend t h a t one c a n employ cold reading as a stated method a n d free themselves of all ethical concerns. What does this m e a n ? Well, it is possible to state t h a t your gift is the ability to study a n d listen to people, a n d b a s e d on your experience tell t h e m a b o u t their p a s t , their personalities, a n d even their future. You c a n t h e n s p e a k of your skills as a m e t h o d j u s t like a tarot reader would s p e a k of their cards. In short, you are claiming to do exactly w h a t you are doing.

Does this in anyway detract from the power of the reading? I c a n answer, unequivocally, no. It is, in fact, the method I have chosen to adopt for the p a s t two years. Later in The Dance, we will talk a b o u t the importance of adopting a "method" a n d the benefits t h a t entails.

I come to praise Ms. Browne, not to bury her For those skeptics who would like to offer this book as evidence t h a t psychics are frauds, they can't. Unless they catch a psychic utilizing some sort of mechanical aid or a c o n f e d e r a t e , they c a n never offer c o n c r e t e evidence t h a t t h e psychic is merely "cold reading." Cold reading, if it exists at all, is not a product that can be held up as proof. Crafted communication r e m a i n s , f u n d a m e n t a l l y , c o m m u n i c a t i o n . Excellent communicators in a myriad of fields employ all of the techniques at the reader's disposal. The only way to expose a psychic is to show proof of mechanical aid, collusion, or d e m o n s t r a t e clear intent to u s e fraudulent m e a n s to create the illusion of psychic ability, i.e., cold reading. The latter, the only one a cold reader m u s t fear, is practically impossible to prove.

Foundations

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The Myth of the Cold Reading There is no s u c h thing as a "cold reading." It is the belief in this mythic creature that generates what I believe to be the central problem one encounters in trying to learn these techniques. Instructional materials currently a v a i l a b l e a p p r o a c h cold r e a d i n g from t h i s " e n t i t y perspective." From the days of Nelson t h r o u g h the more modern works of Dewey, et al. a u t h o r s have focused almost exclusively on the content of the reading, t h a t cradle-to-grave script that will bowl over our sitters, those perfect l i n e s t h a t will really zing t h e m , or v a r i o u s taxonomies of interest domains t h a t no one can fail b u t be compelled by.

Foundations

This, I think, is an inaccurate view of what cold reading truly is and as such, instructional texts approaching the subject in this m a n n e r are destined to fall short. Although, for what they are, these are fabulous books. The s t u d e n t would be wise to study all of t h e m and evaluate each for their individual merits. I would like to add t h a t I am not a fan of the newer cold reading p a m p h l e t s t h a t place cold reading u n d e r the auspices of NLP. To be quite frank, I find most books on NLP to be self- i m p o r t a n t , self-serving, a n d selfreferential. Most of their claims, a n d the evidence they provide, are inconclusive and based on a pseudoscientific logic that would never hold up u n d e r critical scrutiny. This is not to say t h a t some of the techniques espoused do not produce results. Some of t h e m do work, b u t I contend not for the reasons t h a t the NLP g u r u s would have us believe.

A case in point involves a friend of mind who is a major NLP devotee. He h a d a show cancelled d u e to some bad press concerning hypnotists t h a t appeared in a local newspaper. The organization decided not to bring him in for the performance.

something positive in their life. But I do advise taking any NLP claim with a grain of salt until you can verify it for yourself.

He told me t h a t he tried to create a "convergence", or "schism", or one of t h e NLP two-dollar s y n d r o m e s inside this poor woman's head. He said, "If you don't feel you're capable of marketing s u c h a show, if you don't have t h e energy t h a t y o u are willing to direct to its s u c c e s s , t h e n maybe this is the best decision." He says this is NLP. I disagree. I say it's creepy.

Cold r e a d i n g is n o t t h e reciting of a script of generalities. Nor is it s p e a k i n g in o b s c u r e sweeping statements a n d hoping our sitter will leap from their seat and exclaim, "That one was right! Tell me more about that one."

Is this a revolutionary cognitive technology, or is it merely guilt a n d insults m a s q u e r a d i n g behind a veiled a t t e m p t to m a n i p u l a t e others? Is this all t h a t different from the school yard t a u n t of, "I don't t h i n k you can. Prove it." I t h i n k not. Some may argue that I have provided a bad example, particularly since this technique failed on our subject. I suggest, then, looking at any advertising piece for a n y N L P / c o l d r e a d i n g b o o k a n d tell me if it's revolutionary or simply a hard-sell with a soft touch. Further, m a n y of these books continue to sell you on themselves t h r o u g h o u t the text. I promise you, none of t h e s e t e c h n i q u e s are u s e d here. I will let the content s t a n d or fall on its own merit. NLP is a fun way to t h i n k a b o u t things, b u t it doesn't bear scrutiny. If you practice NLP on yourself, a n d it w o r k s , t h e n more power to you. Ill never tell someone to change a behavior if they feel it accomplishes

Now b a c k to our previously scheduled program.

The concept of an "inverse pyramid of generality," to begin broadly a n d narrow down to specific details, is impractical a n d can only hope to create a generation of readers who even the m o s t credulous of sitters would dismiss as vague "fishers" for information. C o l d r e a d i n g is n e i t h e r a r e c i t a t i o n of d e m o g r a p h i c a l l y r e s e a r c h e d d a t a , n o r a foray into stereotypes. Cold reading by its n a t u r e transcends each of these things, yet in defense of those who have come before, includes these elements within its embrace. Sadly though, m a n y readers hold strong beliefs that these techniques, on their own, actually work on people other t h a n themselves. It always amazes me t h a t the most easily duped, the strongest believers, are often those who profess to u n d e r s t a n d what's really going on the most. Once again, we learn never to u n d e r e s t i m a t e the power of denial.

The Truth about Cold Reading Reading is a collection of skills, techniques, a n d p r o c e s s e s . Cold reading, fundamentally, is not a b o u t content; though content becomes the result of an effective reader's technique. Cold reading is a b o u t the relationship b e t w e e n r e a d e r a n d sitter; h o w t h a t r e l a t i o n s h i p i s developed; a n d how derived content is c o m m u n i c a t e d by the reader a n d t h e n interpreted by the sitter. Can a process like this be placed into words which someone c a n simply parrot a n d garner i n s t a n t success? C a n an actor read an acting book a n d by doing w h a t the words tell him to do, become an Olivier? No. Nor does buying the sheet m u s i c to "Les E t u d e s dieu Chronique" m a k e the musician into Paganini. Cold reading is, as I like to say, a dance. It is a process, not a product. I do not "give a cold reading" like a s a l e s m a n might h a n d someone an "off the rack" suit a n d try to convince t h e m it fits. Instead, I tailor t h a t suit as I guide t h e m down the r u n w a y of their reading. It is a n active p r o c e s s t h a t g r o w s o r g a n i c a l l y from t h e interaction between the reader a n d the sitter. It is not, nor ever c a n be, pre-packaged. Now w e r e t u r n t o t h e original q u e s t i o n : C a n s o m e t h i n g so alive be t a u g h t either from t e a c h e r to s t u d e n t or in the form of a printed text? Well, m u s i c i a n s take lessons a n d improve. Actors read acting books a n d become better. So the answer is yes. B u t bear in mind, t h e t r u m p e t player who only reads a n d doesn't practice his etudes never plays before a symphony. I encourage you to try t h e s e t e c h n i q u e s . Take comfort in t h e fact

that if you adopt the attitudes suggested in this book, 'being wrong" will be the last of your worries. In these next few pages, we will m a p the terrain of our exploration, from the private session to the dinner demonstration to the performance stage. We will explore how to maximize t h e impact of t h e relationship built b e t w e e n y o u a n d y o u r s i t t e r s . W e will d i s c u s s t h e psychological, emotional, a n d philosophical dynamics at play when it comes to "reading" a n o t h e r h u m a n being. We will look at specific techniques t h a t allow the reader to guide the sitter t h r o u g h a successful reading. Finally, we will talk about maintaining accuracy a n d credibility even w h e n one's readings fall short of hitting the nail on the head. (Let's face it, this h a p p e n s . It is a good reader t h a t covers h i s o r h e r m i s t a k e s well. Any p s y c h i c entertainer who professes t h a t they never miss either h a s never given a r e a d i n g , m a k i n g t h e i r s t a t e m e n t somewhat true, or h a s never really listened to w h a t their clients have to say. Once again we find someone suffering from a b a d case of denial.) Finally, please note t h a t most cold reading books a p p r o a c h t h e subject only from t h e perspective of a professional psychic reader. Many people who practice these techniques u s e t h e m for the p u r p o s e s of psychic entertainment. I will e n d e a v o r to offer s p e c i f i c techniques, which are suited to a performance venue a n d will enable the psychic performer to maximize the impact of his public cold reading demonstrations.

What's My Motivation? One of the first questions a reader m u s t answer is "Why am I going to do t h i s ? " M a n y t i m e s p s y c h i c entertainers are attracted to the impact a reading h a s on someone. "That cold reading stuff, t h a t ' s powerful, awe inspiring," really t r a n s l a t e s into, "that cold reading stuff, t h a t gives me power [over them], they're in awe of me." Of course, any p e r s o n with the least a m o u n t of c o m p a s s i o n c a n see how creepy this dynamic quickly becomes. In these situations, the p e r f o r m e r / r e a d e r is s e e n both as "apart from" a n d "above" his audience. A " h i e r a r c h y of w o r t h " is c r e a t e d . W h i l e sometimes a p p r o p r i a t e for s t a r - m a k i n g v e n u e s ( s u c h a s t h e e n t e r t a i n m e n t world), t h i s i n t e r p e r s o n a l d y n a m i c i s diametrically opposed to t h e interplay t h a t comprises t h e successful r e a d e r / s i t t e r paradigm. (I find it interesting t h a t today's psychic stars have eschewed the Svengali-like persona. J o h n Edward, J a m e s Van Praagh, a n d to a lesser extent Sylvia Browne each adopt a very non-threatening, 'I'm on your side', 'I'm j u s t as perplexed a n d amazed as you', demeanor. I don't think anyone is willing to argue with its success.) A private reading is less a performance a n d more a session: yes, a session, like therapy. The relationship between the two participants a n d their goals are exactly t h a t of a therapist a n d client. The reader is working on behalf of a n d for the sitter, with a genuine interest in helping the sitter achieve their desires. The client is there for help. While t h e r a p i s t s often have egos as big as top n a m e movie s t a r s , the ideal therapeutic attitude would be one of servant, not seer.

For t h o s e w h o w o u l d a r g u e t h a t a r e a d e r i s u n l i c e n s e d o r u n t r a i n e d a n d t h e r e b y unqualified t o engage in this dynamic, I will offer t h a t this "dynamic" is not exclusive to therapists a n d is no different from two friends sitting a c r o s s t h e table from e a c h other a n d discussing their intimate problems. Anyone m a y offer advice, a n d each of us h a s the right to solicit advice from those of our choosing. As long as the reader is not offering legal or medical advice, t h e n one c a n say ethically t h a t no h a r m h a s been done. Ultimately the egocentric a p p r o a c h to cold reading (in which the reader comes off as someone with power) is fundamentally at odds with the n a t u r e of cold reading itself. Even, I would a d d , if t h e r e a d i n g were being delivered in a performance context. Receiving a r e a d i n g is an i n h e r e n t l y p e r s o n a l experience and, by its n a t u r e , centers a b o u t the receiver: their feelings, t h o u g h t s , hopes, a n d fears. To refocus this experience onto something outside the sitter (the power of the reader) works counter to the n a t u r e of the reading itself. So, one m u s t ask, why are we going to do this a n d what character and presentational choices m u s t we make in order to achieve our objectives? Much of my a p p r o a c h h a s been t h a t of someone who h a s been working for the sitter. That will be detailed at great length in the section on Private Reading. Other a p p r o a c h e s are of c o u r s e possible (and some will be mentioned), b u t the practitioner m u s t bear in mind they

lessen the value of t h e reading by redirecting focus away from the reading itself. We m u s t never forget t h e reading is a b o u t t h e person sitting across the table from u s . It is never a b o u t us.

Methods in the Madness How do we do w h a t we do? Not in the cold reading s e n s e , b u t in the psychic sense. What is the skill, power, or p h e n o m e n o n t h a t allows us to provide this valuable information to our sitters? Many r e a d e r s consider the u s e of external sources s u c h as tarot cards or t h e lines in a sitter's palm to be c r u t c h e s . However, as I have found again a n d again, employing an observable technique h a s more impact a n d l e n d s more credibility to your psychic practices t h a n being an a b s t r a c t "super-psychic". Psychic p u r i s t s who avoid an observable method fall into the trap of having to explain their gift. The only two rationalizations possible for a p u r e psychic reading a r e telepathy a n d clairvoyance. However, in order to "clairvoyantly" read the sitter, the psychic would need to be sufficiently telepathic in order to discern their concerns a n d p a s t history, or limit themselves only to s t a t e m e n t s concerning the sitter's future. Telepathy as a m e t h o d suffers from the condition of immediate falsification. When the reader is wrong, he's wrong a n d the sitter knows it. Further, if the reader were

truly telepathic he would be able to answer s u c h trivial questions a s , "What am I thinking now?" We never want to be backed into t h a t corner. Of course, m a n y professional psychics work in this purist format. For a "shut-eye" believer this approach is as good as any other. But w h e n a critical person begins to evaluate how they might spend their money, regardless of the degree to which they are inclined to believe, this logical fallacy needs to be addressed.

Interpretation - The Method Behind the Method An external method of reading s u c h as tarot, r u n e s t o n e s , or even listening to m e s s a g e s from g u a r d i a n spirits h a s m a n y advantages. First, a reading u s i n g an external method is not immediately disprovable, as t h e reader is required to i n t e r p r e t t h e m e t h o d . All e x t e r n a l m e t h o d s a r e necessarily interpretive. As with a great work of art, some interpretations are better t h a n others. If an error occurs, the method is n o t i m m e d i a t e l y decried for b e i n g u n t r u e , only t h e interpretation is questioned. Depending on the performer's attitude toward his role as interpreter a n d the degree of r a p p o r t t h a t he h a s developed with his client, t h i s will n o t necessarily h i n d e r t h e reading's s u c c e s s . F u r t h e r , s o m e t i m e s t h e m e t h o d itself i s "unclear" a n d difficult to interpret on its own merit. Tarot cards fall in contradictory p a t t e r n s a n d angels have a n a s t y habit of speaking too softly.

Even "reading" a client is not without peril. One c a n easily point to certain word choices a sitter h a s m a d e or their darting eye p a t t e r n s w h e n certain topics come u p . As will be discussed shortly, the very fact they were observed r e m a i n s significant even if the initial interpretation misses the m a r k . Second, by using an external method it then becomes reasonable to bring the sitter into the interpretation process. This allows the sitter to bring the specifics of their question into light as they attempt to m a k e sense of the method's indicators, assisted by the guiding h a n d s of the reader. The method allows the sitter to participate in the reading process more actively t h a n if the reading depended entirely u p o n the internalized gifts of the psychic. I enjoy asking a sitter to look at a card to comment on a n y of its elements t h a t seem to s t a n d out in their mind. Then, by careful questioning, I encourage her to explore how these symbols may reflect certain specifics of t h e i r life. It is a m a z i n g t h e d e p t h of s y m b o l i c interpretation an "amateur" sitter can reach. Another favored tactic is simply to a s k why a sitter h a s c h o s e n to u s e c e r t a i n w o r d s w h e n describing a problem or person. Once a sitter was concerned over a relationship decision she h a d to m a k e . Specifically, she w a s falling in love with a y o u n g m a n who was in the seminary. As you can see, this w a s a d a u n t i n g decision for b o t h of t h e m ; however, s h e k e p t u s i n g t h e word "difficult." In t r u t h , there w a s nothing "difficult" a b o u t h e r relationship decision as she h a d described it to me. Either they would decide to be together or they wouldn't.

The choice was dramatic, b u t not difficult. So, I asked, "why is it you keep saying t h a t this decision is difficult w h e n in reality t h a t which you have described to me is really j u s t dramatic." She p a u s e d a n d replied, "You're good." See, there was a difficulty hidden in there t h a t she h a d not been willing to a d d r e s s herself. By calling attention to her actions, a n d asking her why she was m a k i n g t h o s e word choices, it forced h e r to see t h e difficulties t h a t were repressed even to her own inner eye. Some may argue that allowing the sitter to interpret their own " m e t h o d i n d i c a t o r s " w o u l d demystify t h e reading a n d r e n d e r t h e reader obsolete. (By "method indicators" we are referring to the d a t a t h a t is created or obtained by engaging in the process of the reading itself. It is from this d a t a t h a t the content of the reading is derived. Cards in a tarot reading, words written in script by the sitter, a client's wringing h a n d s when the topic of family is b r o a c h e d , a n d t h e voices of a spirit are all examples of potential method indicators.) As to demystification, c o n s i d e r t h e n u m b e r of people who've p u r c h a s e d r u n e s , tarot c a r d s , or ouija boards from their storekeeper, played with them, a n d u s e d some simple text to guide t h e m in their interpretations. Even though they are clearly bringing the "details to the table," they invariably are amazed at the method's ability to reveal t h a t which it does. The validity of the method is confirmed a n d they are often more amazed b e c a u s e it worked so easily for them.

Now i f t h e y , a n a m a t e u r , c a n p r o d u c e s u c h a m a z i n g r e s u l t s , how m u c h b e t t e r t h e n would their experiences b e c o m e w h e n aided by a knowledgeable guide? The credibility, necessity, a n d even powers of the reader as "method expert" are confirmed. Finally, u s i n g an external method allows for reinterpretive back-pedaling. If you make a claim, a n d t h a t claim is denied, you can t h e n re-interpret the method's indicator (perhaps by looking at the next card or rune) a n d continue to u s e the method's system to recant your original s t a t e m e n t . The i n t e r e s t i n g t h i n g i s t h a t b y discussing w h a t in the system led you to this erroneous conclusion, people will not only see how your s t a t e m e n t s were true, given the "facts at hand," b u t will tend to ignore the original false s t a t e m e n t completely. Now t h a t more information is present, everything becomes clear. The r e a d e r does n o t lose credibility since t h e i n d i c a t o r s were confusing. Consequently, no a t t e m p t need be made to save face. Often the holes we dig for ourselves are the h a r d e s t to climb out of. Relying on the method is an ever-present rope from which we can pull ourselves from the deepest of pits. Lastly, a miss followed by re-interpretation c a n often be s p u n into a strength for the method itself as it i s n o w s e e n t o p o s s e s s a n effective s e l f - c o r r e c t i n g mechanism.

Just the Facts Ma'am Anything we say is more likely to be believed as true if our claim is supported by accompanying evidence - whether or not t h a t evidence is accurate or even m a k e s sense. ("Nine out of ten people think this diet soft drink tastes more like this regular soft drink." Tastes more like this regular drink t h a n w h a t ? They never say. T h a n motor oil? T h a n broccoli?) Hence the ever popular u s e of statistics. The r e a d e r s h o u l d always describe t h a t w h i c h made them say w h a t they did. Which card m a d e you say there is new love on the horizon a n d which r u n e m e a n s a troubling relationship in their p a s t ? If you m a k e a claim and point out w h a t in the system m a d e you believe those s t a t e m e n t s true, your assertion will be granted a higher degree of credibility t h a n the claim alone. This was brought to light early on in my career when I would offer tarot readings at parties a n d deliver a standard, stock cold-reading script. I found it interesting that sitters would often ask, "Now where do you see that?" At first I t h o u g h t they were trying to prove t h a t I was wrong, or imply t h a t I was saying something general. Admittedly, I knew I was a c h a r l a t a n a n d a s s u m e d they were on to me. Actually, their i n t e n t i o n s were quite to the contrary. I learned t h a t whenever I said s o m e t h i n g t h a t wasn't entirely consistent with the sitter's perception of affairs, something they p e r h a p s didn't believe were true about t h e m or their situation, they would ask to see w h a t

in the cards m a d e me say w h a t I h a d . They did this, it t u r n s out, b e c a u s e they inherently believed t h a t I h a d the ability to tell t h e m the t r u t h and t h a t t h e system w a s w o r k i n g in spite of t h i s a p p a r e n t m i s s . They were p r o m p t e d to a s k where I h a d "seen" this clue, not in order to challenge me, b u t in order to see for themselves w h a t was really there. They wanted to figure out if they may have been incorrect in their perceptions and sometimes feared t h a t the c a r d s were revealing a side of t h e m they p e r h a p s did not even recognize. Interestingly, sometimes I would be right a n d they would a s k to know w h a t I h a d seen in order to confirm t h a t this, usually h a p p y circumstance, would most likely come to p a s s .

Involvement: Sitter-derived Readings

Of course, as a reader with a shred of self-honesty I m u s t admit t h a t sometimes this was not the case, I would j u s t be wrong. However, the fact t h a t this exchange repeatedly occurred led me to reconsider w h a t I believed w a s going o n i n s i d e m y c l i e n t s ' h e a d s . I t w a s t h i s revelation, a m o n g others, t h a t led me to m a n y of the techniques presented here.

Further, by deriving the method's indicators from data generated by the sitter, they now find themselves having something at stake in the reading process. If we b a s e "quality" type s t a t e m e n t s regarding t h e sitter's character or attitudes on their contributions, they will be more readily believed.

In short, sitters t r u s t the method simply b e c a u s e it exists, in spite of the h u m a n errors t h a t m a y hinder it for the moment. Many people w h e n "reading" merely "say stuff." I k n o w it s o u n d s terribly simple, b u t always s u p p o r t y o u r i n t e r p r e t a t i o n s w i t h references t o t h e method a n d you will find greater s u c c e s s in all of your statements.

Methods may be imaginative a n d non-traditional. Almost anything can work. However, the credibility of a method is in direct proportion to how m u c h it is seemingly derived from t h e sitter t h e m s e l v e s , be it b e h a v i o r s , decisions, personal history, etc. For example, shuffling cards, choosing r u n e s , doodling, handwriting analysis, personal guardian angels, a n d numerology are all derived from behaviors/qualities contributed directly by the sitter (or uniquely related to them, as in the case of angels). The sitter b e c o m e s t h e f o u n d a t i o n of t h e r e a d i n g ' s structure.

Studies show (sound familiar?) t h a t when people commit to an idea or belief in a public forum, they are much more easily p e r s u a d e d to act in accordance with those stated beliefs. For example, a large group of people were asked if they supported environmental planning. Of those t h a t agreed, one group of subjects was asked to sign a petition of s u p p o r t . A m o n t h later all subjects who agreed to s u p p o r t e n v i r o n m e n t a l p l a n n i n g were asked for donations to an environmental fund. Those t h a t signed t h e petition were reminded of s u c h . The n u m b e r of contributions received was staggeringly higher from those subjects who had signed the petition t h a n

from t h o s e who agreed to s u p p o r t i n g t h e c a u s e , b u t h a d not m a d e a public commitment. For those who are skeptical a b o u t psychological studies s u c h as this (and I a p p l a u d you for being so) please note t h a t the above description is incredibly brief, b u t a quick trip to any major university library will t u r n up several studies like this t h a t d e m o n s t r a t e the power of social influence. I went to a time-share presentation once thinking t h a t the free trip they promised would actually be worth the trouble to receive it. At the beginning, there was an interview. He called it "getting to know me." Basically he led me to admit t h a t I was a successful person, t h a t I valued the time I h a d with my family, t h a t I deserved time off, a n d quality activities for my leisure. I m e a n , who wouldn't agree to these things? At the "close" w h e n I p a s s e d on the offer, all of these things were dredged u p . "So do you not w a n t to spend time with you family? I t h o u g h t t h a t was important to you? You're doing OK for yourself, aren't you? I m e a n it's not like you can't afford this, is it?" Etc. It was very h a r d to say no, b e c a u s e he w a s u s i n g my own words against me. If anyone w a n t s a week of a time-share in Canyon Vista, Texas give me a call sometime. Seriously, I did not bite, I called him on w h a t he was doing a n d told him I found it manipulative. If we reference t h e sitter, their qualities, their choices, their words as the basis for our interpretation, t h e n the sitter will tend to accept our s t a t e m e n t s as they are no longer ineffable opinions, b u t claims which follow from d a t a provided by t h e m themselves. Further, if you link these claims to positive s t a t e m e n t s a b o u t the client's

personality or intelligence, t h e n they will all the more be inclined to accept your a s s e s s m e n t s . For example, "This card indicates an intelligent person with a keen insight into people's motivations, I see you c a n often have difficulty really getting to know a n d t r u s t someone." To deny half of the statement would force t h e m also to d e n y t h e o t h e r half, t h e o n e i n w h i c h t h e y f o u n d themselves complimented. It's amazing w h a t types of mental gymnastics people will perform in order to justify s o m e t h i n g to themselves t h a t they so m u c h w a n t to believe as true. You know, come to think of it, I do have a h a r d time getting to know people. Is this as manipulative as what our salesman engaged in previously? Maybe. But I think t h a t in this case we m u s t consider our goals. Is it to m a k e someone buy something they don't want b e c a u s e they feel guilty, or is it to give the sitter w h a t they w a n t - a detailed, accurate reading? Sitter-derived reading s t r u c t u r e s c a n e n g e n d e r powerful emotional connections. Do not discount them. Palm reading is a classic example. There is something very intimate a b o u t a palm reading. It simply feels good. Plus, we KNOW the reader is talking about US, to US. It's almost as if two lovers are speaking intimately. For a more vicarious example, remember when you were in school a n d you finished the picture for the day and you couldn't wait for the feedback you were about to receive from your teacher, or it being bestowed in the place of honor u p o n the refrigerator door? Now compare that to a doodle or signature t h a t is about to be evaluated by an expert. Don't you secretly wish for, t h e m to say

good things, for your handiwork to be seen as u n u s u a l ? Do you feel t h a t excitement a n d t r i u m p h w h e n you learn you have a most u n u s u a l style? That's connection. For example, I was told the font I chose for The Dance was a sign of unrecognized genius. Do you believe it? I do. Even the order in which we place the tarot cards reflect u p o n u s , t h o u g h p e r h a p s less so t h a n the previous examples. Now consider the reader who is a t t u n e d to o u r word choices, our eye movements, how we interpret w h a t we a r e told. This "Sherlock Holmsian" r e a d i n g technique is j u s t as powerful, if not more so, t h a n any other m e t h o d s b e c a u s e all of its indicators stem from the person directly, with no middleman. In comparison, imagine the reader t h a t simply sits t h e r e a n d t a l k s . Why s h o u l d we listen to t h e m , why should we be involved? Unless they are d a m n e d good, c h a n c e s are, we won't be. In s u m m a r y , a s i t t e r - d e r i v e d m e t h o d a l w a y s involves the client more emotionally t h a n j u s t looking at t h e m a n d delivering psychic impressions. Looking over t h e sitter's left e a r a n d having a c o n v e r s a t i o n w i t h t h e i r g u a r d i a n a n g e l , while still extremely p u r e in the psychic sense, h a s all the personal involvement t h a t other sitter-derived m e t h o d s have to offer. Further, by having to listen to the angel a n d m a k e s e n s e of t h e information it's providing, t h i s m e t h o d r e m a i n s fundamentally interpretive a n d retains all the benefits afforded thereto.

Climbing Out on the Psychic Limb Someone who is using an external method is afforded the opportunity to play legitimate "psychic." If you get a vibe or intuition, go with it. As long as your intentions are to help the sitter, and the sitter feels this h a s been your goal all along, a miss is easily excused, particularly if some of the verbal techniques t a u g h t later are employed. In t h e event of a m i s s , becoming a r r o g a n t a n d trying to force the claim will lead to disaster. It also changes the entire dynamic of the r e a d e r / s i t t e r relationship into one of star as opposed to servant. We are now in the pit a n d forced to save face. If we simply b r u s h the miss off, we open the door to a greater sense of rapport a n d the possibility t h a t the event alluded to may eventually come to p a s s , at which point our credibility will skyrocket. (See: Projecting Into the Future.) Of course, you can always hope t h a t by pressuring the sitter you can eventually coerce them into "remembering" some link in their p a s t to the claim you are making. J o h n Edward employs this technique all too often. Many times E d w a r d will p r e s s a n d p r e s s u n t i l SOME connection, ANY connection is acknowledged. Then he will claim it as a major hit saying that, "We can't always k n o w why this is i m p o r t a n t to u s , b u t someone on t h e other side needs us to acknowledge it happened."

Once, at a show in Atlantic City, he became s t u c k on a sitter. He almost became violent, yelling, "Can you believe for one second t h a t maybe the spirits which are trying to come t h r o u g h m a y know something t h a t you don't. Can you j u s t acknowledge...."

that our psychic hits come from these types of situations, where our skills as communicators go on autopilot a n d deliver the perfect thing to say. Much like each of us h a s probably experienced in an a r g u m e n t , or a speech, or an ad-lib at a party t h a t brought the h o u s e down.

Interestingly, he also b e c a m e fixated on "oil or grease" when it came to one audience member. It was going nowhere. Eventually an elderly w o m a n , eager to be read, raised her h a n d to confess t h a t Grease was her favorite movie.

I also believe t h a t there are people out there who do feel that they are genuinely psychic a n d never attempt to employ any type of deceptive technique s u c h as cold r e a d i n g . (Cold r e a d i n g is f u n d a m e n t a l l y a deceptive technique as we employ m e t h o d s t h a t are not the s a m e ones we claim to be using, u n l e s s of course you adopt the p u r e approach described earlier.) I believe t h a t often these are good-natured men a n d women who are naturally gifted communicators a n d who can very easily process the cues we all "give off." They have enough life experience from which they c a n draw convincing a n d accurate conclusions appropriate for a large selection of potential clients.

I guess t h a t constitutes a "hit." A word of caution is in order. Please r e m e m b e r t h a t b y r e a d i n g t h i s book, a t s o m e d e e p level y o u inherently realize t h a t you are not a "hmm h m m real" psychic whatever t h a t m a y be. During the course of your career, particularly if you are afforded the opportunity to practice regularly, there will be m a n y opportunities in which you will surprise even yourself. Remember t h a t as we become better cold readers, we are also becoming better c o m m u n i c a t o r s . Communication is a two-way street. Not only is it a b o u t g e t t i n g o u r p o i n t s a c r o s s effectively, it's also a b o u t watching a n d adapting our communication style to each a n d every audience. To do that, we as h u m a n beings are constantly processing m i n u t e a m o u n t s of information, m u c h of which we choose to ignore in o u r conscious perceptual matrix. However, better c o m m u n i c a t o r s "see" more. This m a y not be a conscious process b u t more of an intuitive one. It becomes very reasonable for our minds to "put two a n d two together" from the seemingly ignored c u e s we are constantly receiving. I am fully convinced

As a further caution, let us also not forget that we, like our sitters, only tend to remember our hits. Many gamblers in Vegas talk a b o u t the times they bet on h a r d eight and it came u p . We simply choose to forget all the times our chips were silently raked away. When we hit, we choose to believe we came out ahead, b u t that's only because we haven't h a d the foresight to accurately tally our hits against our misses. If we had, our psychic ledger would probably be more h u m b l i n g t h a n we wished it would.

Immunity via Uniqueness In today's marketplace, people value novelty. Tarot r e a d e r s are a dime a dozen. People are intrigued by something u n i q u e a n d mystical. If you prove yourself effective a n d a c c u r a t e with a "new" method, they will r e t u r n to you for more readings a n d declare you t h e e x p e r t in t h i s n e w b r a n c h of p s y c h i c p h e n o m e n o n . E x p e r t s in a n y field c a n c o m m a n d greater fees t h a n s t u d e n t s or copycats. Further, by being the authority in a u n i q u e b r a n c h of p s y c h i c r e a d i n g y o u a r e freed from t h e y o k e of answering to psychic w a n n a b e s , those people who always have something to criticize a b o u t your chosen layout, your eclectic interpretation, or the type of cards you u s e . If conflict from an outside source ever arises, you c a n always s h u t down the situation by the weight of your credentials. As Mel Brooks wrote, "It's good to be the King." Lest I be misunderstood later, any type of challenge should be met with u t m o s t dignity a n d even humility. You never w a n t to be seen as t h e aggressor lest they t h i n k "thou doth protest too m u c h . "

Dealing with Skeptics This becomes particularly true w h e n confronted by a skeptic. Position yourself as the one being placed u n d e r attack. Force t h e m into the position of having to provide t h e b u r d e n of proof. And if challenged on this fact, state t h a t you "don't know how or even if the system

works" a n d couldn't begin to offer any explanation t h a t would be of worth to someone of their intellect a n d keen insight. Scientific t h i n k i n g d i c t a t e s t h a t t h e agency making the claim shoulders the b u r d e n of proof, as it is impossible to prove a negative. To c o m b a t this, simply do not make a claim. It will appear the skeptic is making all the assertions a n d the need for proof will lie in his court. To combat the particularly assertive intruder you might wish to suggest t h a t your system isn't as simple to u n d e r s t a n d as physics (or whatever b r a n c h of the sciences for which he is claiming to speak as an authority) a n d as s u c h you're keeping an open mind and not r u s h i n g to j u d g m e n t a b o u t what's really going on until you're afforded t h e o p p o r t u n i t y to objectively consider y o u r experiences working within the system a n d compare those to what you know about how the world works. If they are willing to spend as m u c h time studying your system a s y o u h a v e , t h e n you'd b e h a p p y t o h e l p t h e m b y providing any information a n d training they may want. Any good scientist knows that before one m a k e s definitive claims the topic m u s t first be researched a n d tested. Let them know t h a t in spite of the fact they seem to have made up their mind without true study, you would be h a p p y to provide an opportunity for them, if it is their choice, to study u n d e r you. Be giving, be nice...they h a t e that. Might I also recommend the works of Ken Wilbur? He is a philosopher who writes on these very issues, a n d will prove a great source for intellectual ammunition when dealing with an a r c h skeptic. His b o o k s , Sense and

Sensibility a n d a Brief History of Everything, in every reader's library.

should be

For those who assert t h a t you are conning people, mention t h a t you merely wish to s h a r e this system with those who are interested a n d choose to exercise their personal freedom by seeking out non-traditional sources of information. If they w a n t to attack those people who are interested in bettering their lives a n d learning how the world m a y or m a y not work, they should p e r h a p s consider the value of curiosity in their own lives before r u s h i n g to judge others. N o t i c e h o w t h e s e s t a t e m e n t s all e m b o d y a s s u m p t i o n s t h a t few people would be willing to dispute. No one wishes to c h a m p i o n closed-minded-ness or take away another's freedom. And if they do, they will h a n g themselves a n d you are off the hook. Regardless of the conflict, you will a p p e a r as the u n d e r d o g a n d m a i n t a i n the respect of a n d rapport with your client. After all, it's really only our clients who need to c o n c e r n u s , n o t zealots w h o refuse to let a n y o n e worship at the temple of their choice, forcing instead obedience at t h e shrine of science, tended by clerics in lab coats. B u t I happily digress.

Summary Cold reading as an entity does not exist. Don't look for pre-written scripts, or t u r n k e y techniques to help you on your q u e s t to becoming a reader. Instead remember t h a t each person is u n i q u e , a n d as s u c h each reading should be as well. Decide w h a t psychic gifts you possess, if you wish to claim to have any. Maintain consistency based on these claims. Give your readings within the context of a method, e i t h e r e s t a b l i s h e d or o r i g i n a l . M e t h o d s offer g r e a t protection to the reader as they are necessarily interpretive, a n d they offer great appeal to t h e sitter if t h e y a r e i n s o m e w a y d e r i v e d from d e c i s i o n s a n d attributes of the sitter themselves. Choose an interesting a n d u n i q u e method on which to build your readings a n d notoriety will follow more readily. Take c h a n c e s . Always s u p p o r t your claims with references to the method. Maintain an attitude of helpfulness a n d adopt a team approach. Invite the sitter into the reading process as an active participant, not j u s t subject.

The Dance

The Dance

49

As a magician, one of my favorite quotes comes from C h a n n i n g Pollack. C h a n n i n g once said, "You can tell how great a magician is by how well he covers his mistakes." As a musician, I always took heart in hearing t h a t Charlie Parker was attributed to having said something to the effect of, in improvisation there are no wrong notes, it's only the ones on either side t h a t m a k e t h e m so. All cold readers will m a k e m i s t a k e s , b u t its only how we follow t h r o u g h from those m i s t a k e s t h a t determine whether they are hits or misses.The following are techniques that, although alluded to in m a n y cold reading texts, are never given the attention they deserve. Cold r e a d i n g is like a d a n c e . It is a "give a n d t a k e " between the reader, the sitter, a n d the method. If you can maintain flexibility a n d keep your head about you, you will always deliver a very powerful a n d detailed reading. But first, why do these techniques work?

A Beast with Two Backs - The Rhythm of the Dance Although all of the techniques to be taught u n d e r "The Dance" c a n be easily applied without a complete u n d e r s t a n d i n g of how they work, I think it behooves us to explore the linguistic a n d s t r u c t u r a l facets t h a t form t h e u n d e r p i n n i n g s of t h e cold r e a d i n g framework. I believe u n d e r s t a n d i n g how these dynamics work allow us greater versatility in dealing with unexpected reading circumstances, as well as allow us the ability to generate new techniques to incorporate in our future readings. Many of the cold reading concepts which will be t a u g h t u n d e r "The D a n c e " r e s u l t from t h e " d u a l

information-channel structure" inherent in methodbased readings. In every reading (involving a method) there are three players (processors), a n d two c h a n n e l s for information exchange. The method (and its indicators) is the perceived primary processor. Second on the line is the reader/interpreter. Lastly, we m u s t not neglect the sitter/interpreter who is the final link in the information chain. These are the three processors, a n d the exchanges of information between t h e m are our two information channels.

All m e t h o d - g e n e r a t e d i n f o r m a t i o n m u s t b e processed four times during the course of transferring through the two d a t a c h a n n e l s . (In t r u t h , at least one of the c h a n n e l s is bi-directional a n d the information the sitter 'sends' the reader does play a functional role in the reader's a c t u a l interpretation/delivery of content. However, for now, we will consider the s t r u c t u r e on its p u r e s t perceived level.) The two c h a n n e l s , of c o u r s e , r u n between t h e method a n d the reader a n d t h e n from the reader to the sitter. The method generates the method indicators. This is the first p r o c e s s . The r e a d e r m u s t interpret t h e s e "units" a n d formulate meaning from them, the second process. (Whether or not the reader actually relies on the method indicators for the content of his readings is irrelevant. It only m a t t e r s t h a t it SEEMS as if he m u s t process their meanings.) The conveyance of "data" from the method to the reader occurs within the first channel of information distribution. Once the reader h a s formulated his interpretations, he m u s t now place t h e m into some symbolic form (ex. words) which will be used to communicate with the sitter. This is the third processing. Once he h a s decided w h a t h e will s a y (if w o r d s a r e t o b e t h e m e a n s o f communication), he then delivers this information via the second information c h a n n e l to the sitter. Now t h e S i t t e r b e c o m e s r e s p o n s i b l e for u n d e r s t a n d i n g w h a t t h e r e a d e r MEANT. This is not always exactly w h a t was said. Words, being symbolic, have b o t h connotative a n d denotative qualities. The fourth a n d final process is the one the sitter m u s t enact whereby she generates meaning from the reader's words.

Because of t h e n u m e r o u s processings required, a n d the two-channel dynamic, m a n y linguistic "tricks" are possible. I think the s t u d e n t will, after consideration, see how m a n y of t h e techniques in "The Dance" stem from this fascinating interchange. This s t r u c t u r e allows us both to generate new s t a t e m e n t s laden with content, as well as work ourselves out of situations wherein our s t a t e m e n t s are deemed less t h a n accurate. B u t , w i t h o u t getting a h e a d of o u r s e l v e s , let's consider some simple yet specific examples. In order to generate new information, t h e reader c a n play himself against the method, in essence creating a THIRD c h a n n e l of information exchange. This allows t h e r e a d e r t o m a k e two c o m p l e t e l y c o n t r a d i c t o r y s t a t e m e n t s , yet have e a c h s e e m like a n u n e q u i v o c a l s t a t e m e n t . Whenever the reader refers to the method's indicators, he should u s e the word "indicate." The method "indicates" something to be true. However, as a psychic, he is allowed t h e occasional intuitive license. He should refer to these spells u s i n g the word "feel." Now the reader h a s a powerful multiple choice tool in his arsenal. "The cards indicate someone with a very positive a n d cheery outlook, someone who always sees w h a t ' s right with the world. But I have to admit, when you sat down I got this feeling t h a t right now in your life you might be having a very h a r d time keeping up t h a t kind of outlook. I sense something darker in your vision." Or, "the c a r d s indicate a new j o b opportunity, either a promotion or a better job coming your way, or

maybe this is something outside of work, an investment or project t h a t could really m a k e you some money. (See also Multiple Choice) However, based on t h e way the cards have been turning, I get the feeling t h a t this may be a long time in coming. Sometimes the c a r d s a d d r e s s what's most interesting to u s , b u t choose not to be too specific on t h e time. I feel right now you're working through some kind of stagnation or difficulty in the career department of your life, b u t yet you are looking for this change. Don't worry, change will come, j u s t maybe not as fast as we would like." In this example, the reader obtains the c o n t r a d i c t o r y s t a t e m e n t , t h e r e a d e r ' s feelings, from information received outside the c h a n n e l s . We are in effect inserting a second information pipeline, which if it i s d r y , s h o u l d n o t d i v e r t t h e e s t a b l i s h e d flow o f information from the method down to the sitter.

If the reader's "feelings" are off, simply accept the blow a n d defer to the cards. If your feelings are correct, the initial s t a t e m e n t a b o u t the method will be forgotten a n d the sitter will remember your skill at reaching into a level not even a d d r e s s e d by the method. Secondly, t h e interpretive n a t u r e of the reading c a n b e u s e d a s a n e x c u s e t o b a c k p e d a l . (See a l s o Backpedaling) Of course, the method indicators c a n be contradictory. We have already discussed that. But w h a t a b o u t confusion w h i c h m i g h t arise from t h e sitter's misinterpretation of the reader himself? Though it is almost a cliche, the r u s e of informing a sitter t h a t t h e m e t h o d is symbolic a n d t h a t you, in t u r n , m a y have difficulty communicating the method's m e s s a g e , r e m a i n s effective. Whenever t h e sitter shies away from a s t a t e m e n t as being t r u e , one c a n always, gently, correct the sitter, claiming that they m i s u n d e r s t o o d w h a t you said. Always accept the blame. Say it w a s your fault a n d you did not do a good enough job communicating the n u a n c e s of the method's message. Merely re-spin t h e s t a t e m e n t a n d try again. "This c a r d traditionally r e p r e s e n t s a c h a n g e of scenery, a new place or location in your life. I'm seeing something exotic or very different for you. Does this make sense?" Sitter: "I've never been out of my h o m e town a n d don't have any plans to go anywhere." "I'm sorry. I m u s t have b e e n u n c l e a r . I'm n o t talking a b o u t a literal trip. This card is more figurative,

how can I p u t this. The card indicates a new outlook in your life, a new vision for you to follow. A new way of seeing the s a m e old things in a new light, am I making myself clear?" In this example, the problem seems to be coming from t h a t second information channel, a n d a little from both the reader's a n d sitter's individual processing.

Is it this one, or this one? How to Ask a Question Can we obtain information without appearing to ask for it? Many books advise directly questioning the sitter in order to encourage t h e m to speak. They believe that the sitter will t u r n into a babbling fount of d a t a t h a t the reader can p a n for specific informational nuggets. Depending on the type of question being asked, this will almost never be true, some very desperate or talkative sitters aside. Sitters come to a reading to be read - not to tell their life story. However, once the reader convinces the sitter that he h a s obtained enough information (via the method) to establish knowledge of the sitter's question and situation, then it is not u n c o m m o n for the sitter to begin talking. The art then, is getting our sitters to t h a t point. I will a d d t h a t getting t h e sitter to talk at t h e beginning of a reading is a good start. Asking questions with the goal of merely developing rapport is always to be encouraged. Interestingly, asking them indirect questions or enlisting their aid in interpretation is often

effective, b u t as soon as you a s k a direct question, it's amazing how quickly some sitters will "clam u p . " [Note: As will be discussed u n d e r Public Readings, in a p e r f o r m a n c e e n v i r o n m e n t , we a r e afforded t h e opportunity to a s k for confirmations in order t h a t the audience m a y appreciate the value of the reading. The n a t u r e of the performance dynamic effectively obscures t h e fact t h a t w e a r e r e a l l y a s k i n g t h e s i t t e r for information.]

An excellent v a r i a t i o n of t h e "Does t h i s m a k e sense?" query is simply to ask, "Does this m e a n anything t o y o u ? " Again, t h e s t a t e m e n t h a s a t l e a s t two interpretations, one being "Am I making any sense at all?" (This would be the reader to sitter channeling of information) a n d the other "Do these facts jive with your experience?" (The method to reader channel).

Does this Make Sense?

For example, the reader can m a k e a s t a t e m e n t a b o u t a divorce or separation followed by, "Does this make sense to you?" The client takes this to m e a n , "Are you now or have you been in a divorce?" Let's suppose the client replies "no."

One of t h e m o s t powerful queries a reader c a n m a k e is, "Does this m a k e sense to you?" This question h a s two m e a n i n g s . At o n e level, it m e a n s , "do y o u u n d e r s t a n d or comprehend w h a t I am saying?" It is a reasonable request that demonstrates the reader's concern for the sitter's grasp of the reading.

The reader now spins the s t a t e m e n t to m e a n , "Did you u n d e r s t a n d ? " by saying, "This is very tough for me to p u t into words, p e r h a p s I w a s n ' t clear. The c a r d s indicate a separation or being torn away from something, this could be anything from a relationship to a goal or plan you h a d m a d e t h a t h a s fallen though. Does this m e a n anything to you?"

The latent interpretation of this question is, "Is this right? Does this have m e a n i n g for you?"

Let's a s s u m e the unlikely event t h a t again they deny the validity of our claim. Stay calm.

In each case, the questioning r e m a i n s indirect. As you are apparently discussing the method a n d possible interpretations, the sitter m a y open up a n d begin talking. This t e c h n i q u e w o r k s b e c a u s e of t h e "two c h a n n e l " s t r u c t u r e discussed earlier.

"That's interesting, b e c a u s e I very clearly see some kind of break up or disappointment, b u t the cards are not clear as to w h o m this is effecting. The separation is clear, b u t Tor w h o m ' is not. I'm seeing someone a r o u n d you, someone with a relationship problem, maybe someone whose ex is giving him or her problems. Does this m a k e any sense at all?"

Regardless of w h e t h e r or not your claim is correct, it becomes quite simple to determine how to handle t h e situation b a s e d on the sitter's reaction to the n a t u r a l ambiguity of t h e question.

It would be h a r d to find someone for whom the above scenario (any one of them) could not be said to be true. But notice the way we dance t h r o u g h the information. At no time are we dead wrong, a n d at worst we are seen to be having trouble with the method. It is u n c l e a r a n d p e r h a p s a second layout will clarify things. Of course, on this second layout, we now begin with a great deal of information, don't we? Misses in the first l a y o u t c a n b e c o m e very convincing h i t s in t h e second, if navigated and rewoven carefully. It should be added t h a t this type of "clarification" a p p r o a c h c a n be particularly effective w h e n presenting an "old school" m e d i u m style reading wherein individuals are read after they have been identified out of a group. Many s e m i n a r a n d TV psychics u s e this technique to great s u c c e s s . Also, if you really "lay a clam" the "Does this m e a n anything to you line?" will often be t a k e n to h e a r t b y a n o t h e r a u d i e n c e m e m b e r , u s u a l l y sitting nearby, who will inform you t h a t he or she believes you are talking a b o u t t h e m a n d not t h e originally identified subject. If this new subject h a p p e n s to be on your payroll, it h a s been my experience t h a t this t e n d s to succeed more often t h a n not.

Multiple Choice Another technique at our disposal is the multiplechoice approach. This subterfuge is best applied w h e n the general n a t u r e of the question h a s been ascertained

and the reader is p u r s u i n g specifics. When proposing specific details to a sitter, it is usually best to give three or four options a n d allow the sitter to choose the one that is most accurate for them. For e x a m p l e , t h e r e a d e r m a y h a v e a l r e a d y determined t h a t t h e sitter h a s a question concerning travel. Now the reader says, "I am seeing a trip. Maybe you - maybe someone a r o u n d you. Could be a quick little j a u n t or more of an extended move. I'm seeing b u s i n e s s but a side excursion that's purely for fun. Does t h a t m a k e sense to you?" (The examples u n d e r "A Beast with Two Backs" utilize this technique as well.) Rather like a Chinese m e n u , the sitter is afforded many statements on which to h a n g his or her truth. Since they are delivered orally, a n d at a fairly quick clip, the sitter will by n a t u r e be forced to focus u p o n a n d t h e n recall only t h o s e s t a t e m e n t s t h a t held t r u e t o their situation. That's j u s t the way we process information. Of course, you will notice t h a t the "Does this m a k e sense" example took advantage of multiple choices in order to maximize the c h a n c e s of finding a "hit" within the context of helping the sitter better u n d e r s t a n d w h a t we were trying to communicate.

Off Center Fishing Using Off Center Fishing we can have fun going for dead-to-right facts. Colors of objects (blue is the most popular car color) a n d location of scars (knees and legs, usually left) are well known psychic bombshells. Coupled

with the p a u s e a n d spin techniques illustrated in the following e x a m p l e , off-centered fishing allows us to continue o u r reading without being stopped cold by a b l a t a n t m i s s . Yes, basically we are guessing, b u t by always offering the most likely choice first, our average n u m b e r of hits will be greater. So, offer the most likely solution first a n d t h e n p a u s e . If you get some type of confirmation go with it. Dead silence or a quizzical look a n d you now know to offer a second choice. "This card would traditionally indicate something foreign, p e r h a p s a trip (pause) not necessarily abroad b u t to some place new (pause) or something entering your life from an unexpected channel." Or, "I'm seeing a h o u s e with a car in front of it. I believe it is blue (if they own a blue car, whoo hoo!)...or blackish. I can't tell b e c a u s e of the reflection I'm seeing b u t it's a d a r k car, yes..." (if no confirmation at all) "It's pulling up in front of a h o u s e , I believe it's your h o u s e . Someone will be paying you a visit who will be driving a d a r k , p e r h a p s d a r k b l u e car. D o y o u u n d e r s t a n d ? " (Perhaps now they will tell you the bill collector drives a purple Toyota, if not they know to be on the look out). And finally, if t h e first choice elicits an overt n e g a t i v e r e s p o n s e y o u w o u l d i m m e d i a t e l y s p i n its o p p o s i t e . "This c a r d t r a d i t i o n a l l y r e p r e s e n t s a n e w relationship, p e r h a p s someone who you have j u s t begun dating (negative response) b u t in conjunction with these two cards I see something a bit different for you. Perhaps this could m e a n a period of stagnation in your dating

life (pause, quizzical look) or a long term relationship that h a s become so content t h a t it seems to have become s u c h an important, omnipresent part of your life that..." M a g i c i a n s a n d m i n d r e a d e r s w h o h a v e truly mastered the art of equivoque provide excellent models of these techniques. At no point do you ever "hear t h e m think." Every response from the spectator is immediately met with the next step, a step t h a t is designed to get t h e m back on track or lead t h e m to the conclusion the magician wishes to force. Like a gunslinger, they are always prepared to pull the right process from the holster immediately u p o n seeing their audience's draw.

Negative Question and the Method When employing an observable method, it is m u c h easier to a s k practically direct questions a n d have t h e m appear as s t a t e m e n t s . The "negative question" is almost magical in its capabilities. Although p u r e psychics can take advantage of this linguistic construction, it becomes a frighteningly beautiful technique w h e n employed in conjunction with an external method. Always a s k d i r e c t q u e s t i o n s negatively. F o r example, instead of asking, "Are you dating anyone now?" look at the cards a n d a s k / s a y , "You're not dating anyone now, are you?" If they reply yes, t h e reader can identify the method indicators t h a t lead him to believe t h a t this was true. However, if they say no, simply reply "No, I didn't think so." A miss is now "spun" into a hit. Then proceed

to s h o w t h e m h o w t h e m e t h o d i n d i c a t e s that set of c i r c u m s t a n c e s to be true. Remember, w h e n we adopt an attitude of working on behalf of the sitter, trying to figure out a n d interpret the external system m a k e s s u c h questioned s t a t e m e n t s completely plausible. In fact, they can almost be delivered as an aside to oneself, as if t h e r e a d e r were talking t h r o u g h something out loud. Don't overlook this devious subtlety. "That's odd. The magician card here doesn't quite fit. (to self) This isn't someone she's seeing now, is it?" Sitter: "Actually, my next door neighbor a n d I have j u s t started going out, a n d he does the most AMAZING card tricks." Or: "That's odd. The magician here doesn't quite fit. (to self) This isn't someone she's seeing now, is it?" (no reaction) "No, t h a t wouldn't be right, we'd need the lovers c a r d s o m e w h e r e h e r e . . . (to Sitter) Ok, t h i s is m o s t u n u s u a l , the c a r d s indicate something having to do with relationships b u t they're not clear if it's a romantic or business..." Of c o u r s e , at the conclusion of the reading the reader will remind the sitter, "if you remember, I said you w e r e / w e r e n ' t seeing someone right now." T h e m e t h o d - l i n k e d n e g a t i v e q u e s t i o n will b e completely forgotten.

Beware the Friendly Stereotype Stereotypes are both your friend a n d your enemy. Although some of the "lines" found in classic texts s u c h as Nelson c a u s e even the most conservative among us to recoil in a s t a t e of politically c o r r e c t h o r r o r , stereotypes exist for a reason. For any group of people, particularly if they belong to a demographic who values their u n i q u e heritage, t h e r e will be certain behavior p a t t e r n s t h a t are reinforced by t h a t "culture." However, people within t h a t culture are often sick a n d tired of h a v i n g t h e s e t r a i t s (both positive a n d negative) p o i n t e d o u t t o t h e m . I n t h e 1 9 5 0 ' s w h e n conforming to t h e c u l t u r a l n o r m w a s a w i d e s p r e a d behavioral aspiration, hearing s t a t e m e n t s t h a t pegged us as part of a group were flattering. However today's society values the different, the u n i q u e . In fact, m a n y people will reject any s t a t e m e n t they feel was derived from some type of stereotyped j u d g m e n t even if they know it to be true about themselves. This becomes particularly t r u e in a performance reading situation where m a n y people's n a t u r a l response to a stereotypical assertion is one of defensiveness. In these cases it is better to tell t h e m w h a t they want to h e a r rather t h a n raising their skeptical ire. Sometimes the t r u t h is less important t h a n being right. A case in point: I was once reading for an AfricanAmerican woman who gave me several indications that she was involved in some kind of legal matter. This was not a stereotyped decision; it came from very specific c l u e s t h a t s h e gave m e d u r i n g o u r i n t r o d u c t o r y

conversation a n d s u b s e q u e n t reading. When I suggested trouble involving the law, she flat-out denied it. However, later in the reading we worked a r o u n d to another woman, the w o m a n with w h o m she h a d j u s t gone to court over a civil m a t t e r . Even t h o u g h t h e "I'm seeing s o m e t h i n g involving the law, something that's troubling you -that h a s you down" directly related to her situation, her knee jerk reaction was to avoid admitting it. I surmise, b a s e d on other personality traits s h e revealed to me in t h e course of the reading, she w a n t e d at all costs to distance herself from t h e negative p r e c o n c e p t i o n s with which young, single black m o t h e r s are often saddled.

Again we m u s t u s e caution b e c a u s e young people often h a t e having their insecurity of station called into question, a n d believe me no forty year old w a n t s to be labeled as j u s t another guy going through a mid-life crisis. Look instead to the general t h e m e s of complacency, fear, a n d frustration as opposed to the specific solutions a n d thought p a t t e r n s t h e majority choose to adopt in their search for solutions.

O t h e r n o n - r a c e - b a s e d stereotypes a b o u n d . The traditional "endo-ecto-meso" body typing system is nothing more t h a n a less politically charged stereotype. And yes, there is undoubtedly some t r u t h to it. But believe me, as a m a n with a large build I am anything b u t jolly a n d it offends me when people a s s u m e that's how I'm going to act. Regardless of w h a t comes out of your m o u t h after t h a t point, I'm pretty m u c h going to t u r n it off b e c a u s e it h a s been m a d e clear to me t h a t you were not evaluating me on my own merits.

This is stupid.

Safe s t e r e o t y p e s to c o n s i d e r a r e t h e life p a t h p a r a d i g m s detailed by Gail Sheehy. I know, I know, every cold reading book references this text, b u t there's a good reason for it. A new book on the m a r k e t is "Quarter Life Crisis" by Alexandra Robbins. This book concentrates on t h e c h a n g e s "twenty-somethings" m u s t go through a n d the i s s u e s they face. It is a cold readers b o n a n z a for case s t u d i e s a n d concerns.

Lastly, is t h e stereotype of time. Many r e a d e r s prefer s u m m i n g up a client's life by saying the p a s t was bad, the present is changing a n d the future will be good.

Sometimes people come to a reading b e c a u s e they a r e s t u c k in a r u t . T h a t ' s n o t a c h a n g i n g p r e s e n t . Sometimes people have h a d extraordinarily h a p p y p a s t s b u t because of a decision or accident the present is very negative. These cases h a p p e n more often t h a n we might think. J u s t remember t h a t most people come to a reader because there is a problem in their life. Things can only be bad when compared to something t h a t at one time was good, i.e. the past. I know it m a y s o u n d as if I'm splitting hairs, b u t we need to be aware of the m a n y situations in which we m a y find ourselves, truthfully consider the systems we have been taught, a n d honestly evaluate them for their practical effectiveness. Of course, leaving your client on the positive note t h a t the future offers changes a n d a s u n n y outlook will never be argued with.

Crafted Communication The reader should always choose his words with great care. Words are malleable. Their exact m e a n i n g s are often difficult to pin down. Furthermore, some words are more easily s p u n into different meanings t h a n others. First, t h e psychic should adopt t h e regular habit of u s i n g non-committal language. "This would indicate" is a perfect example. Indicate m e a n s "points to", b u t not "actually is." If we say something would indicate a sense of t r u s t in others b u t the sitter r e s p o n d s negatively, we c a n immediately spin the s t a t e m e n t to a hit. "This card indicates a strong t r u s t in others (pause, quizzical look from sitter) however for you I see this t r u s t going in a different direction. Because it is reversed, it points to a strong will a n d self-reliant n a t u r e (pause, with affirmative reaction from the sitter) so this t r u s t I speak of is a t r u s t in yourself. You've come to realize t h e i m p o r t a n c e of stepping to t h e fore..." When making a prediction it is also valuable to limit t h e a m o u n t of specificity in one of t h e cogent d o m a i n s . For example, we c a n be specific to activity b u t not to time. "I see, in the next few m o n t h s , a new person coming into your life. She will be blonde, a n d p e r h a p s wears glasses." I'm sure in the next few m o n t h s to a year this person will meet someone fitting the description. Likewise, we can be specific with time b u t not action. "Next m o n t h I see something happening, look on or a r o u n d t h e 2 5 of t h a t m o n t h , I'm seeing something u n e x p e c t e d b u t p l e a s a n t . Maybe an o p p o r t u n i t y will p r e s e n t itself. Take it, you deserve the change." t h

An unexpected opportunity? Perhaps this is winning the lottery, or j u s t going to dinner with an old friend. Let the sitter ascribe the importance. Lastly, c h o o s e w o r d s t h a t c a n h a v e m u l t i p l e meanings. "Vehicle" is one of my favorites. It could m e a n a form of transportation, or some type of conduit. Another is "divorce." While it m o s t often carries a specific meaning that if it applies to o u r sitter's situation will be read as major hit, it simply m e a n s to separate from a n d could apply t o a l m o s t a n y t h i n g . A n " i n v e s t m e n t " c a n b e financial, emotional, or dealing with the attribute of time. "Journeys" can be literal trips, or figurative changes in a person's outlook or mindset. "I'm seeing a journey for you. One in which you will be tested, t h a t will change you. Does this m a k e s e n s e ? (no) I'm not talking a b o u t a literal trip, this is a j o u r n e y of the soul..."

Data Collection (a.k.a. clip boards are for wussies) M e d i u m s h i p h a s a rich h i s t o r y of "devious techniques." Many a t t e m p t to discover the questions the sitter seeks a n d the facts t h a t they desire to be revealed. I personally believe t h e s e to be a waste of time. I m u s t admit however t h a t an external method, when properly constructed, can quite nicely incorporate one of these data gathering processes in a m a n n e r t h a t a p p e a r s both logical a n d psychically consistent. It almost s e e m s a s h a m e to waste s u c h a perfect opportunity. On a side note, I should point out, t h a t m a n y texts that advocate the "pure psychic m a n " approach in one breath, and the u s e of a billet or clipboard in the other,

clearly have never t h o u g h t seriously a b o u t the philosophical hypocrisy in this combination. Do w h a t works for you, b u t heed t h e advice of g a m b l e r s . If you a r e u s i n g e q u i p m e n t , a n d y o u are caught, there is no deniability. Pure skill techniques (such as billet reading) t h a t leave no evidence are always to be preferred if some sort of d a t a collection process m u s t be u s e d . But if anything in the handling, timing, or performance of your system raises suspicion, a negative light will be cast u p o n your entire credibility. They can never be allowed to "detect, let alone suspect" there are secret devices at work. Is it worth it?

We have ways of making you talk In an effort to provoke t h e sitter into providing verbal a n d non-verbal clues, we posses a n u m b e r of tools to e n c o u r a g e r e s p o n s e s . Obviously, there is body language. By reaching out a n d touching the sitter on t h e s h o u l d e r or a r m , we p r o d u c e a feeling of c o n n e c t e d n e s s a n d w a r m t h . It will relax the sitter a n d m a k e t h e m more conducive to "two-way" communication. A simple t o u c h can b r e a k down the "us-them" barrier a n d foster an i n s t a n t spirit of teamwork. Touch is one of t h e m o s t powerful tools, along with eye contact, in the arsenal of any performer. Stage, parlor, or one-on-one to touch someone is to connect with them. In today's world of distance, it can be intimidating to

reach out to a stranger, as intimidating as it is to allow a stranger to reach out to you. But with the right attitude, a n d a c o n s c i e n t i o u s u s e of t o u c h , you c a n create a working environment m u c h more quickly t h a n if words alone were u s e d . By reinforcing our language with the words "yes, perfect, wonderful, etc."; adding eye contact; smiling; a n d nodding, we can pull the sitter along into similar states of non-verbal communication. Further, these words all imply success a n d m a k e us as a reader a p p e a r confident in the information we are receiving. Confidence goes a long way in reading. Finally, watch your words. I once s p e n t a weekend pitching Svengali decks with two other magi. I was the only performer who sold any. I wondered why this was. I started watching the other performers. One of whom had the habit of answering the spectator's purchasing objections during his presentation. Normally, this is considered good marketing. Imagine, however, you're standing in a crowd. It's difficult to h e a r , a n d t h i s spiel is going on in t h e background: "Some people wonder if this trick is h a r d to do? No, I tell them. Is it expensive? No. Would a child have difficulty performing it? No, anyone can do it. Is there sleight of h a n d involved? No." W a n n a buy one?

All the audience really heard w a s his lulling, "no, no, no." over top of the din. Now, couple this with the fact t h a t m o s t of our audience primarily spoke Spanish, a language in which "no m e a n s no." I think you c a n see how this negative a p p r o a c h m a y have h a d an impact on his sales. Some may argue t h a t I've given in to NLP nonsense. Again, this is a technique I believe works, b u t not for the r e a s o n s NLP'ers w a n t us to believe. I think it works purely for aesthetic reasons: the rhythm, the s o u n d , a n d the energy, not cognitive technology. When you read, avoid negative language u n l e s s u s e d i n t e n t i o n a l l y , as in a n e g a t i v e q u e s t i o n , (see "Negative Question a n d the Method.) Feel free to t a k e one's time in c o n s i d e r i n g t h e method's indicators. It's amazing how silence, often more t h a n a n y t h i n g else, c a n be a f a b u l o u s i n s t i g a t o r of conversation. When carefully u s e d these techniques c a n elicit information from t h e subject a n d can also i m b u e the sitter's experience with a positive, friendly h u e . These t e c h n i q u e s are equally effective for maximizing impact during a performance reading as well. There is a plethora of books written for the public on this topic, some good, a n d some silly. Read everything. You will be rewarded for your diligence.

Backpedaling Sometimes the sitter confronts the reader when a s t a t e m e n t is d e e m e d wholly i n a c c u r a t e . First, avoid c o n f r o n t a t i o n a n d acknowledge t h e fact t h a t t h e information does not agree with the sitter's experience. Next, reiterate exactly what was said a n d identify w h a t in the method "indicates" t h a t this should be true. Take your time a n d see if p e r h a p s the sitter's memory might need jogging. Silence is golden. If you m u s t say something, keep restating the claim in different ways as if trying to clarify something t h a t should be obvious. It's amazing how often a sitter can be encouraged to remember the details you have j u s t suggested to them. If t h e r e is no c h a n g e , t h e n t h e r e a d e r s h o u l d expound on w h a t was said. In the course of exploring the allegedly false statement, the reader takes its meaning into an opposite direction. It should a p p e a r as if the fault lay in the interpretation of what the reader said or with the reader's u n d e r s t a n d i n g of w h a t the method seemed to indicate. At no time, should the sitter ever be blamed or made to feel inferior. Instead, the performer should mention that the n a t u r e of the method is symbolic a n d t h a t he is doing h i s b e s t to " t r a n s l a t e " t h i s type of information into words a n d accurately communicate it to his client. Sometimes the images a n d analogies u s e d can be confusing. This backpedaling trapdoor a n d the non-aggressive n a t u r e of t h e r e a d e r will allow us to continue our reading along this new track without a loss

of credibility. This is an example of relying on the twopronged n a t u r e of the reading process. "I'm seeing a new b u s i n e s s venture. It's coming to you from someone outside of your office though; does this m a k e s e n s e to y o u ? (No.) Really? The Chariot in conjunction with the Wheel of Fortune indicates a change in finances, usually t h r o u g h some sort of new vehicle. (If they mention they sold a car, you have a hit resulting from the double m e a n i n g of words, b u t let's pretend they still d o n ' t u n d e r s t a n d ) . Are y o u s u r e n o o n e h a s a p p r o a c h e d you a b o u t any money m a t t e r s lately? I'm seeing a conversation c o n c e r n i n g money. The money i s s u e is coming t h r o u g h quite strongly. (Well, I did meet with a loan officer yesterday). Yes, that's the investment I'm speaking of. You were going outside your workplace in order to m a k e an investment..." Notice a g a i n t h e u s e o f " I n v e s t m e n t . " I t h a s multiple meanings a n d could apply to a new car, a house, or a b u s i n e s s opportunity.

The method as Method The b e a u t y of u s i n g the "method as the Method" is t h a t one becomes infallible. Allow me to explain. If you sit across from someone a n d say, honestly, "when you walked in I got the feeling you were quiet a n d reserved". Regardless of w h a t they say, if t h a t is indeed w h a t you "got from them", that's the t r u t h . Now they m a y not consider themselves quiet a n d reserved, b u t the fact is they were giving off t h a t vibe. You are now in

a position to explore that, to talk a b o u t why they seemed to give off that vibe. There is value to the sitter, in learning how it is others perceive t h e m . How we are perceived influences how others act around u s . How others act a r o u n d us determine in no s m a l l p a r t t h e e n v i r o n m e n t i n w h i c h w e live. B y influencing the signals we give off, we in effect can change our current environment and future t h a t will inevitably follow.

Project Misses into the Future If, as in our first example, we are still met with reluctance on the part of the sitter to accept our statements, t h e n we can always, as a last resort, project our claim into the future where it becomes protected from t h e condition of i m m e d i a t e falsification. W h e n projecting a miss into the future one should do so with great confidence a n d a m a t t e r of fact tone. "Look for this. It will be coming to you within a m o n t h or so." Play it as if the cards are very clear that this is true, a n d that you are somewhat amazed t h a t it h a s yet to come to p a s s . The sting of the miss will be completely anesthetized, and the sitter will experience the excitement of having part of their future definitively foretold.

Projecting into the Shadows of the Past Of course, we c a n also go backward in time. J o h n Edward is a m a s t e r of this technique. If a claim is met with resistance simply state something like, "Though you m a y n o t r e c a l l t h i s h a p p e n i n g I'm c o n f i d e n t t h a t something was stolen or lost, a ring or piece of jewelry, w h e n you were young. I don't know if maybe you were very little a n d they t h o u g h t you may have misplaced it, or if it was your ring a n d it went missing. But I encourage you to a s k a r o u n d a b o u t this lost ring a n d see if anyone can help you figure out w h a t this card is pointing to."

An Anecdote for the Problem Let's face it. People are easily m a n i p u l a t e d . I'm n o t t a l k i n g a b o u t p s y c h i c fraud; I'm t a l k i n g a b o u t marketing. If we think we are receiving a top line, b r a n d n a m e product, we will value t h a t product more highly even if it was m a n u f a c t u r e d at the s a m e plant, in the s a m e m a n n e r , with t h e s a m e m a t e r i a l s as a generic b r a n d . Particularly when it comes to subjective qualities, it is often the image a n d price t h a t directly influence a c o n s u m e r ' s opinion of a product. Psychic readers are no different. A $10 psychic will never posses the credibility of a $ 1 0 0 0 reader. Likewise, a reader who comes with glowing r e c o m m e n d a t i o n s already begins on a plane of credibility higher t h a n a "no n a m e " reader. Of course, to capitalize on this p h e n o m e n o n all we need to do is offer credentials a n d sprinkle anecdotes of p a s t s u c c e s s e s t h r o u g h o u t o u r reading. Ethically,

t h e s e credentials a n d a n e c d o t e s s h o u l d be b a s e d in truth. For those who choose to p r e s e n t readings in a p e r f o r m a n c e s e t t i n g , t h e p o w e r of a w e l l - w r i t t e n introduction will do wonders for your credibility. Keep it simple, b u t let t h e m know they are dealing with someone whose level of s u c c e s s is above reproach. Let's say we seem stuck with a client. We look at the Runes a n d say, "That's u n u s u a l . I once h a d a client pull these same three r u n e s . I then knew that she believed h e r h u s b a n d w a s h a v i n g a n affair...though i n y o u r case..." Notice t h a t you have been able to m a k e a stab at a specific without having any credibility placed at stake, after all you were talking about someone else. The p a u s e allows her to react, for if you've hit the nail on the head not only you, b u t also the method, score a major hit. Lastly, she will remember that you have successfully told people s u c h specific things as affairs a n d the like. Even if this particular reading falls a bit short on the side of specifics, she h a s been conditioned to accept the belief that you can provide very specific readings. This anecdotal approach is particularly good for group performance reading situations. It becomes quite likely t h a t at least s o m e m e m b e r s of t h e g r o u p will misremember events a n d credit you with having delivered the goods right there. Memory is extraordinarily malleable. Take a d v a n t a g e of this fact a n d paint the picture you w a n t r e m e m b e r e d , not necessarily w h a t actually occurred.

The Ethical Issue What should we charge? If we charge $5 a reading, t h e r e ' s little p o i n t . In a d d i t i o n to b e i n g financially unrewarding, our clients will pay little attention to our words, they will be more likely to challenge u s , a n d we open up the door to skeptical zealots who wish to waste our time. However, if we charge $ 1 0 0 0 a reading, every word we say will be taken with tremendous gravity, a n d people m a y m a k e life-changing decisions based on the information we provide. Everyone m a k e s mistakes: doctors, psychiatrists, p l u m b e r s , everyone. However, I do not wish to grant s u c h high authority to myself t h a t someone would be afraid to m a i n t a i n personal responsibility for m a k i n g their own decisions. This w a s one of the r e a s o n s I originally stopped giving p s y c h i c r e a d i n g s . B u t t h e n , I found a h a p p y compromise. Instead of charging a set a m o u n t for the reading, I would read for the client a n d then a s k t h e m w h a t value they t h o u g h t the reading h a d for them. They were to pay me according to t h a t value, the value they t h e m s e l v e s d e t e r m i n e d . If they were a c c u s t o m e d to paying $ 5 0 a reading, a n d I was more informative they should set the fee accordingly. If less informative, so be it. The power a n d authority now rests entirely in their h a n d s . Whether or not they choose to listen or give weight to my opinions is up to them. Further, by making this

offer up front, I discovered people are generally nicer and equally as accepting. Since you're clearly not trying to con t h e m out of their money, they will listen with a more open mind. And I m e a n truly open, not biased one way or the other. And that's w h a t I wanted. For the record, I believe there is value in having someone listen to y o u r c o n c e r n s a n d provide h o n e s t feedback. This is fundamentally what I believe a psychic's job is. It is not a con game. It is a desired service for which we receive fair compensation.

Recapitulation When everything is said a n d done, all t h a t m a t t e r s is w h a t the sitter takes away with him or her from the reading. I have always said, "Magic results not from the manipulation of objects, b u t from the manipulation of people's perceptions." Of c o u r s e , to m a n i p u l a t e their perceptions, one of the tools at the magician's disposal is the manipulation of objects. The s a m e is true of a finished "reading." Readings are not the manipulation of the words themselves, b u t are the sitter's perception of w h a t those words mean. To do this we manipulate words. This is the m e a n s to an end. Being so, the most powerful tool the reader h a s at his disposal is t h a t of conscientious recapitulation. At the conclusion of a reading, the reader should review all of the information revealed d u r i n g the reading as concisely as possible. He should be sure to reference the

details of the method t h a t allowed him to draw these conclusions, a n d he should include any a n d all details revealed by the sitter as a part of this recapitulation without, of c o u r s e , m e n t i o n i n g who actually b r o u g h t these facts to light. This is the opportunity for the reader to mold the sitter's memory of the reading. Making notes at this point provides a very "clear" record of everything t h a t went on during the reading. Weeks from now w h e n the sitter reviews them, she will only r e m e m b e r t h a t you delivered the information printed on the page. She will quickly forget the verbal processing t h a t went on in order for the reader to arrive at those conclusions.

The Dance and Method, a Summary

"Before we quit lets look over the cards one last time. The presence of the chariot refers to the vacation you a n d your family have planned. If you remember, I told you I h a d t h e feeling t h a t money troubles might become an issue while this was in the planning stages; a n d t h e n we t u r n e d the Tower card, which clearly points n o t only t o t h a t i s s u e , b u t a l s o t h a t o f h a v i n g t o reschedule everything a r o u n d t h a t meeting at work. The Star card promises a d v a n c e m e n t in your job, so I think it is a good thing. And b e c a u s e of the Hermit, you need to be careful a r o u n d Bob, the red-headed m a n who works in the post office." Etc.

At the conclusion of the reading, a restatement of the hits t h a t were eventually m a d e h a s t h e effect of rewriting the sitter's memory. Specifically, the reader c a n say, "And if you remember, the cards indicated t h a t you were going on a trip to the B a h a m a s . " This s t a t e m e n t would reinforce the correct interpretation of the method while the miss will be forgotten.

The recapitulation is the reader's opportunity to "tidy" everything up a n d deliver content in a well-wrapped package. Remember, reading itself is a process, a dance, w h i c h allows us to deliver c o n t e n t . When we c o m m u n i c a t e t h i s c o n t e n t , w e s h o u l d downplay t h e process (not the method, of course) as m u c h as possible.

By relying on t h e m e t h o d , t h e r e a d e r ' s role is interpreter. Should the reader m a k e a s t a t e m e n t t h a t is considered false, the method should not be blamed b u t instead u s e d to clarify the misinterpretation. By t u r n i n g an extra card or simply pointing out "Oh Yeah, I see t h a t now," the reader can maintain his credibility. The twochanneled s t r u c t u r e allows us a n u m b e r of linguistic tricks, which c a n be u s e d in order b o t h to generate content, a n d to effectively re-spin misses into hits.

The u s e of the method also allows the sitter to enter the role of interpreter. The question "does this m e a n anything to you?" c a n be u s e d m u c h like "does this m a k e sense to you?" to elicit verbal responses from the sitter. Interestingly, if the reader merely points out the details of the method (for example the images on the cards) a n d a s k s , "does this m e a n anything to you?" it is very likely the sitter will begin expounding her own opinions a n d interpretations of the method's indicators. The careful reader can at this point gather an a b u n d a n c e of material that he can sprinkle throughout his recapitulation.

Attitude

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Headgames Many magicians hail the power of performing magic in someone's h a n d s . I agree with them, to a point. This e n c o u n t e r , t h o u g h visceral a n d physically i n t i m a t e , remains primarily an external experience on the phenomenological level. How m u c h more powerful t h e n would it be to perform magic (if you will) inside someone's mind, the most protected and intimate area of our h u m a n life? We break the boundaries of the physical a n d cross into the realm of the emotional; we enter the realm of intimacy. It is no wonder t h a t m a n y top sleight of h a n d men have recently m a d e the cross over to mentalism.

Attitudes

I once read a fascinating article in a self-help book on why most relationships between y o u n g lovers fail. While not entirely fitting to t h e s i t u a t i o n , I find it a wonderful analogy a n d offer it here. (I might add this book belonged to a w o m a n I w a s seeing, a n d t h a t relationship c r a s h e d a n d b u r n e d like an inferno from Hell. J u s t thought you should know.) When couples date a n d have sex, they often find themselves becoming m u c h more attached after the "act." Why? Because t h a t type of physical encounter, for most of u s , r e q u i r e s a leap of i n t i m a c y . After all, seeing someone naked, or more importantly making yourself n a k e d , p u t s us into a different "head" s p a c e in o u r relationship, no i n n u e n d o intended. Unfortunately, m a n y y o u n g c o u p l e s a r e fooled b y t h i s c h a n g e i n t h e i r relationship a n d a s s u m e they are now ready to become more deeply involved (i.e. emotionally or in the form of a commitment). Physical intimacy wears thin with

r e p e t i t i o n ; m u c h like h a v i n g o n e s p o n g e ball after a n o t h e r a p p e a r in your h a n d s . After the second or third time, would it continue to be amazing, or would it become r u n of t h e mill? Our magician s h o u l d stop after t h a t first m o m e n t , b u t they never do. ("These two go into my h a n d , this one into my pocket ") Unless this couple h a s also been developing a t r u e emotional intimacy, their relationship is doomed. Or, at best, it will be troubled until they grow into it. The best relationships often begin as friendships t h a t develop into something more. Why? Because the level of p e r m a n e n t i n t i m a c y , t h a t of e m o t i o n a l c o n n e c t e d - n e s s , t h a t of u n d e r s t a n d i n g each other's hopes a n d fears, t h a t of being completely in tune with the other h a s already occurred. The physical element only serves to seal the deal. A psychic reading, I think, approximates the latter: t h e s e feelings of intimate connected-ness a n d complete u n d e r s t a n d i n g . It is an experience t h a t is both p u r e a n d profound. We, as h u m a n beings, are lucky to be afforded s u c h experiences. As we are dealing entirely in the realm of subjective experience, we need to u n d e r s t a n d w h a t psychological a n d emotional preconditions a sitter brings to the reading. The environments in which their reading occurs (private v e r s u s public) serve to categorize the two kinds of sitters. E a c h brings something u n i q u e to the reading a n d this in t u r n shall dictate t h e attitude a n d a p p r o a c h to be adopted by the reader. First we will discuss the traditional private reading dynamic. At the end of this book, we will a d d r e s s specific techniques for capitalizing on the u n i q u e challenges presented by reading a sitter in a public forum.

Private Readings Commitment The very act of spending money for a private reader, particularly one w h o charges a fair commercial rate, necessitates either a degree of belief in the psychic's power or a sense of desperation which would force even an ardent skeptic to a s k for help at any cost. In either case, sitters coming to a private reading are predisposed to believe every word we have to say. I might add t h a t if we are offering $20 readings to the public, t h e n there is the chance t h a t we will e n c o u n t e r someone willing to fork over t h a t a m o u n t j u s t to b u s t our chops. However, if we are charging $ 6 0 or $ 1 0 0 for a reading, we are not as likely to e n c o u n t e r a Randi-inspired zealot.

The Stance When somebody seeks your services for a private reading, they often do so b e c a u s e there is a problem with which they need help. We often forget this simple fact. Sometimes they are merely looking for someone to confirm a decision they have already m a d e , a n d sometimes we are their last hope. Regardless, the words you u s e will be t a k e n in earnest. It is our responsibility to accept these situations with the responsibility they mandate.

Who it's not about First a n d foremost, listen. I c a n n o t s t r e s s t h i s enough. Imagine if you h a d something to say, it was the m o s t important thing in the world to you, a n d you h a d to tell someone or you would literally b u r s t . Or imagine t h a t someone you loved dearly was h u r t a n d you needed to a s k someone for aid. You start to talk, b u t it becomes clear t h e p e r s o n t o w h o m you are t u r n i n g h a s their attention elsewhere. They are fiddling with something, shuffling cards a b o u t in their h a n d s . Or they interrupt you to take a n o t h e r call. Or they insist on not letting you finish your request, instead telling you a b o u t the time they were very sick yet m a d e it t h r o u g h okay. Or they automatically offer advice without even seeming to think a b o u t it or give it proper attention. They talk to you like an a u t o m a t o n , seemingly not concerned with you or your n e e d s as a fellow h u m a n being. I'm afraid m o s t of the people who are interested in "performing" cold r e a d i n g s , particularly as a form of e n t e r t a i n m e n t , exhibit these asocial manifestations in spades.

A Warning to Magicians, Mentalists, and Performers I am well aware t h a t magicians flock to materials like this, a n d I'm perfectly h a p p y with that. It distresses me t h o u g h t h a t it's a l m o s t impossible to have a conversation with a magician - a real conversation. It often boils down to one person talking and the "performer" t a k i n g every o p p o r t u n i t y to tag on a line a n d t u r n

whatever you have to say into a joke. (This, I have also learned, is true of m a n y comedians.) Now this is not to say t h a t all magicians are like this - only too m a n y . I have been fortunate to spend time with some of t h e m o s t t h o u g h t f u l a n d aesthetically inspired magicians in the world a n d I can say of each of them t h a t first a n d foremost they are real a n d wonderful h u m a n beings. And because of this very real h u m a n side, their a u d i e n c e s allow t h e m s e l v e s to be t a k e n on an inspired journey of wonder. They know that the performer is one of t h e m a n d choose to t r u s t h i m / h e r as their guide into the often unfamiliar a n d hopefully at least slightly disturbing world of mystery. However, m a n y " p e r f o r m e r s " t e n d t o b e very insecure people a n d as s u c h spend the majority of their time building themselves u p , often by tearing someone else down in the process. It's a relative condition in their eyes. These are the last people who should be dealing with people in distress. Further, I find it ironic t h a t m a n y of those who have flocked to t h e world of m e n t a l i s m a n d psychic e n t e r t a i n m e n t a s a n o p p o r t u n i t y t o give t h e i r performances more power a n d m a k e their a u d i e n c e s ' experiences more meaningful often do little more t h a n compound the problem of m e a n i n g l e s s n e s s for which they claim to be so desperately seeking the cure. (Of course, these tend to be local w u n d e r k i n d a n d regional experts. There are some t r e m e n d o u s artists in the field of mind art a n d I don't wish anyone to mistake t h e m for posers.)

Instead of touching anyone, the self-proclaimed elite m a n a g e to become nothing more t h a n p o m p o u s egoh e a d s who have no concept of the emotional rape they are inflicting u p o n t h e poor people who are forced to participate in their performances. Ill never forget one mentalist who h a d a w o m a n think of a departed relative, someone close to her, a n d t h e n via spirit slates produced a message for her via the apport of a tarot card. He t h e n followed w i t h a r e a d i n g . Well, t h e c a r d he forced (laboriously, I might add) was the devil. What's t h a t really saying, Sparky? Well for the subtext-impaired let me spell it out: "First, I don't really care a b o u t your feelings so I'm going to force you to t h i n k a b o u t someone you loved, who is dead a n d never coming back, in front of a group of people you don't know a n d t h e n all I'm going to offer you is the lingering fear t h a t s h e might have been evil a n d now resides in hell!" What an asshole. Now this occurred in a stage presentation, though t h e venue m a k e s it no less excusable. I mention it here b e c a u s e more a n d more psychic entertainers are offering private readings a n d it is critical t h a t they recognize that the roles and dynamics of these two reading environments are quite different. Also, some self-restraint should always be in order. Being able to do a center tear does not give one the experience a n d compassion necessary to offer advice on someone else's life. (I will also say t h a t there are performers who can p r e s e n t s u c h "touchy t h e m e s " as t h e living a n d dead

test w i t h o u t a b u s i n g their v o l u n t e e r s . To w a t c h t h e emotional d r a m a unfold is p u r e art, b u t these performers first a n d foremost have their a u d i e n c e s ' emotional wellbeing in mind.) Then there are the performers who don't have time to deal with p e d e s t r i a n i s s u e s s u c h as thoughtfully answering their audiences' questions. I've seen genuinely awed onlookers who have wanted to talk with their star, to get to know them, only to be met with obviously stock answers while their "performer" was b u s y toying with his p a c k of c a r d s . And yes, he w a s flashing his p a s s right a n d left a n d still choosing to believe t h a t a "mark" like me couldn't see it. Glib one-line answers m a y get a laugh, b u t watch the a u d i e n c e s ' eyes once they realize that's how m u c h you value them. It's really quite distressing. These magicians fail to realize t h a t they may have heard the question a million times b u t most likely it is that person's very first opportunity to a s k t h a t question to someone w h o m they consider a real magician. It's this kind of t h i n k i n g w h i c h h a s b e c o m e e n d e m i c to t h e conjuring profession a n d m u s t be eradicated before it will ever be recognized as a legitimate a n d w o r t h y endeavor for the p u r s u i t of intelligent m e n a n d women, and not j u s t a form of aversion therapy for misfits a n d ne'er-do-wells. Audience m e m b e r s are not props - they are h u m a n beings. For the record, I was one of these people. Every sin I have condemned, I have committed; a n d ten years from now, I'm sure I will be equally indignant about the

o n e s I'm c o m m i t t i n g p r e s e n t l y . I s o u n d h a r s h n o t b e c a u s e I h a t e m a g i c i a n s , b u t b e c a u s e I love magic. Anyone whose actions r u n the risk of chipping away at her edifice, well...at the risk of s o u n d i n g melodramatic, they are a debilitating virus which m u s t be eradicated. It is our choice on which side we will play, a n d t h o u g h I by no m e a n s am the General of those t h a t care, I do try every day to serve the c a u s e . This is my rallying cry a n d I hope it will be appreciated in the spirit in which it is intended. And, for those of you who disagree vehemently, p e r h a p s I'm c o m p l e t e l y w r o n g a n d it is I w h o am destroying magic. B u t all t h a t I u n d e r s t a n d tells me otherwise.

Who it is about When sitter's come to you with a problem, listen. Show t h e m you care. Use soft tones not a performer's voice. Express concern. Offer them water or tissues. Place a r e a s s u r i n g h a n d on their shoulder. In short, be a human being. This is not the time to play Mr. Super Psychic. This is not the time to look at your w a t c h or shuffle your tarot cards. This is not a b o u t wowing t h e m . This is not a b o u t proving your abilities. This is not about you. If you c a n n o t u n d e r s t a n d this concept t h e n please do not dare "read" for anyone until you do. F r o m a t e c h n i c a l p e r s p e c t i v e , r e a d i n g for a d e s p e r a t e sitter can often be both the most challenging a n d t h e e a s i e s t . The r e s p o n s i b i l i t y o f t h e s i t u a t i o n p r o v i d e s t h e c h a l l e n g e . The n a v i g a t i o n of a n o t h e r ' s emotions, a n d being cognizant of their needs provides

t h e c h a l l e n g e . B u t if s o m e o n e is s i n c e r e l y s e e k i n g answers, they are often more t h a n willing to a s k t h e questions. Time becomes an issue a n d they do not wish to waste it by waiting for the divination to occur. By engaging t h e m in conversation, we c a n often facilitate the verbalization of their desires. If this s o u n d s like the role of a psychiatrist, I would agree. But from a psychic point of view, I think it is far better to allow the client to speak their mind, realize their wishes, a n d even walk away knowing they solved the problem for themselves. In t h e big s c h e m e of things, t h a t person is better off even if we may not have been afforded the opportunity to be Mr. Psychic Power Man. What are the ramifications of this course of action? The sitter might talk to her friends a n d say, "I went to this psychic. When I s a t down, I knew he was really listening a n d I j u s t felt myself beginning to open u p . We talked for a while a n d t h e n all of a s u d d e n all of these things came bubbling up in my mind. It was amazing. He talked me t h r o u g h everything a n d really helped me make sense of everything that's been going on in my life right now. When I left, I knew exactly w h a t to do." You had better believe t h a t everyone in her circle would be lining up at your door for t h a t s a m e type of result. Of course, when one employs the techniques of recapitulation, discussed earlier, her review will be m u c h more stunning. But that's beside the point a n d I kind of feel s m a r m y for even bringing it u p . First a n d foremost, our goal should be to help people, not m a k e a b u c k or build a reputation.

It should go without saying t h a t to offer medical or legal advice could potentially place the reader in a position of legal liability a n d as s u c h should be avoided.

Performance Reading S o m e t i m e s w e a r e c a l l e d u p o n t o give a d e m o n s t r a t i o n for a group as opposed to reading for an individual. In these performance situations, the ballgame is quite different. Depending on your environment you m a y be perceived initially as a magician. Further, by claiming a link to anything remotely mystical you could very well raise t h e ire of the skeptic hobbyist. So the question becomes, how can you present psychic readings before a group of people a n d have t h e m with you as opposed to against you?

When Skeptics Attack - Sacrifice the Ego

ability to look t h a t skeptic in t h e eye a n d proclaim, 'Maybe you are right, I honestly don't know," places the credibility of the performer above critical evaluation a n d t u r n s the event into a conflict between the skeptic a n d the method; a conflict which the skeptic will never be able to decisively prove, particularly if the m e t h o d is shown to be a c c u r a t e in this demonstration! Also by taking oneself outside of the situation, one becomes an equal with the potential believers in t h e audience who are also open minded a n d interested in learning if the m e t h o d "works" or offers something of value. Any a t t a c k from a skeptic a g a i n s t t h e r e a d e r becomes an attack against the believers of the group as well. If the performer h a s done his job, the skeptic will find the others in the room cold to his protestations. The rapport between the presenter a n d the audience becomes critical to the s u c c e s s of the performance.

I think the first thing a "performing reader" m u s t adopt is a condition of vulnerability. The method m u s t be the focus of the group's attention, not t h e power of the performer. By divorcing the performer's p e r s o n a from t h e m e t h o d u s e d to derive the reading's content, one c a n often quell t h e power of t h e skeptic's voice. The p e r f o r m e r , a l t h o u g h l o s i n g a very e g o - r e i n f o r c i n g experience, can now play the role of a fellow traveler who is j u s t as amazed, bewildered a n d p e r h a p s even skeptical a b o u t the techniques he is going to present.

Many mind readers take issue with this approach because it places the power outside of the performer. The classic Svengali tends to be portrayed as an aloof being of a higher order. One who "knows all," not one who is p e r h a p s as mystified by w h a t he does as the next guy. This power-hungry type of attitude m a y work for a purely theatrical performer whose job is to impress the audience in m u c h the s a m e way as a juggler. But when it comes to readings, this character begins with one foot lodged firmly in a deep hole, one t h a t they may never be able to dig themselves out of.

When skeptics attack, they often do so in order to establish superiority over a n o t h e r person or their ideas. It b e c o m e s a p e r s o n - t o - p e r s o n conflict. However, t h e

F u r t h e r , a s h i s m e t h o d s t e m s e n t i r e l y from p e r s o n a l p o w e r , t h e Svengali w h o m i s s e s l o s e s all credibility. He's finished. Admittedly, some performers

might take an offensive stance in this situation, blaming the uncooperative audience, or its lack of intelligence. But this is not something t h a t is advisable a n d in the best of c i r c u m s t a n c e s c a n n o t effectively be repeated. Is it better to be a one-shot psychic wonder who m a y kill in one performance, b u t in three others cannot open his m o u t h b e c a u s e he w a s shot down before he h a d a c h a n c e to prove himself? Interestingly, Geller offered us a workable hybrid. He w a s able to survive his misses b e c a u s e he was as amazed as everyone else w a s . He was merely a conduit, he w a s a likeable fellow, a n d he h a d a c h a r i s m a a n d sex appeal t h a t attracted women to his audiences in droves. People wanted Geller to succeed, in part, b e c a u s e he did not m a k e it entirely a b o u t him. Of course this c a n only serve as a loose analogy for the reader as we are dealing with different p h e n o m e n a . Geller's work was personal to his audiences only vicariously, through their keys, clocks, a n d d r a w n i m a g e s . He never, as far as I know, did readings per se. It is a different dynamic. The irony of taking little to no credit for paranormal power (in a performance reading context) is t h a t the performer will s o m e t i m e s be given more credit in the m i n d s of t h e audience. This a p p r o a c h often leads an a u d i e n c e to a s s u m e c e r t a i n finer details c o n c e r n i n g exactly h o w t h i s i n f o r m a t i o n w a s derived from t h e m e t h o d , a n d t h i s often l e a d s t o t h e conviction t h a t somehow this power is originating in the performer. This elevation h a p p e n s in spite of the performer's efforts to place the m e t h o d above himself. In fact, if the performer were to try to take credit for the power, he would raise t h e q u e s t i o n i n g b r o w s of b o t h s k e p t i c s a n d critical

believers alike. Let's face it, the "I am b u t a shepherd" tactic h a s an overwhelming history of success. Lastly, although the power-centered approach may have been u s e d successfully in t h e p a s t , some have argued that today's t e c h n o - s a w y audiences find these s o r t s of s u p e r n a t u r a l claims to be i n s u l t i n g to their intelligence. Though I disagree with t h a t as a blanket statement, I will say that "over-claims" should be avoided. When an outlandish claim is m a d e forcefully, a n d t h a t claim clashes against someone's basic belief s t r u c t u r e (his or h e r n e t of reality, so to speak), t h e receptive abilities of t h a t audience m e m b e r will s h u t down. It t h e n becomes almost impossible to open t h a t person up again to t h e p l a u s i b i l i t y of t h e p h e n o m e n o n y o u will be presenting. When it comes to "the big picture" heed w h a t good sales people know to be true: avoid the "No way" factor at all costs. Once they begin questioning you, it's very difficult to t u r n t h e m around. I will add t h a t the u s e of an observable method, particularly u s i n g t h e "method" as the method, helps quell t h e s e c o n c e r n s . A s long a s t h e a u d i e n c e h a s s o m e t h i n g to l a t c h on to, t h e y a r e m o r e willing to entertain the notion t h a t something could be at work. A "pure psychic" claim, however m a y be more t h a n they are willing to consider. For stage psychics a n d theatrical mind readers who e n c o u n t e r a skeptic w h o rails a g a i n s t t h e m for t h e propagation of misinformation, feel free to remind t h e m that theater -Art - should be a b o u t "what can be", "what

can't be", "what isn't" a n d maybe even "what shouldn't be". Never relegated only to "what is." Compare yourself to a performance artist who relies on n a t u r a l gifts a n d developed t a l e n t s to convey a m e a n i n g f u l , exciting, d r a m a t i c experience to those who choose, of their own volition, to seek out s u c h . In this situation, we are clearly interacting within a power environment - theater. However, we still do not take the high ego stance of claiming t h a t w h a t we are doing is real We position ourselves as equals to artists a n d actors, a n d in doing so s h a r e the protective umbrella they are afforded by their role within m o d e r n culture. Taking the u p p e r h a n d in this situation a n d being strong is not only permissible b u t also advisable.

To Read or Not To Read W h y d o m a g i c i a n s a n d m i n d r e a d e r s force performance into situations where the circumstances are l e s s t h a n ideal? This would s e e m t o b e a n obvious decision not to m a k e . But time a n d time again, I have seen the sheep walk into t h e lion's den in an effort to prove some type of egocentric superiority. Although all of us w a n t to be very successful, we need to remember t h a t to do so it h a s to be on our own t e r m s .

The Nature of the Beast Although it is an individual performer's decision w h e t h e r o r n o t t o give r e a d i n g s b e f o r e a g r o u p , particularly a small group, one should never forget w h a t a reading is. It is an inward exploration of a person's t h o u g h t s a n d feelings. As s u c h , even in a group, we are still dealing with a one-on-one dynamic. There is nothing we c a n do to convey c o m p l e t e l y t h e p o w e r of t h i s experience to the group as a whole. Later we will talk about some techniques t h a t will heighten t h a t experience for everyone w h e n t h e s i t u a t i o n c a n n o t be avoided. However, w h e n we decide to read one person in front of a g r o u p , we m u s t first p h i l o s o p h i c a l l y a n s w e r for ourselves, "is this t h e best u s e of our abilities?" Psychic e n t e r t a i n e r s w h o employ c o l d - r e a d i n g t e c h n i q u e s as p a r t of a l a r g e r m i n d r e a d i n g t y p e presentation fare better t h a n those simply reading before a group. Generally, there is some other payoff at the conclusion of their demonstration. Theatrically the climax of a psychic demonstration should be some type of public revelation in which the entire audience can participate. A psychic reading, by its n a t u r e , consists entirely of private revelations. Although very powerful for t h e person experiencing them, one c a n never hope to convey effectively even a fraction of t h e i m p a c t a powerful personal revelation h a s for the sitter to the group as a whole. To clarify the difference between public a n d private revelations, consider the following. The mind reader h a s an audience m e m b e r think of a design. The mind reader

t h e n draws a series of s h a p e s on a piece of paper. He shows it to everyone, including the assisting audience member. It is an a c c u r a t e detail of the imagined design. The volunteer is amazed, however she is the only person who is. (She is the only person who can compare the results.) After h e r verbal confirmation, t h e group c a n somewhat appreciate the psychic's ability. They have to take the spectator's word for it. This is a private revelation. Only one person c a n experience its full impact. However, if we a s k t h e a u d i e n c e m e m b e r to d r a w their design a n d show it to t h e group before we reveal o u r s , t h e n everyone a p p r e c i a t e s t h e revelation of o u r m a t c h i n g figure at the s a m e time. This is a public revelation. Even if they receive a private confirmation, as in our first example, a n d t h e n provide the audience with a public revelation, the dramatic energy is lost a n d it will n o t h a v e t h e t h e a t r i c a l " p u n c h " great m i n d r e a d i n g p o s s e s s e s . (Perhaps in the m e d i u m of television or in EXTREMELY intimate environments could this paradigm be m a d e to work. However, we are now blurring the lines, in the later instance, of what constitutes a public reading.) This is Mind Reading 101 for most people. However, there is value, I think, in considering all performanceoriented mind reading from the perspective of public vs. private revelations and how each of these affect the overall impact of o u r demonstrations. This is not to suggest t h a t private revelations are to be avoided, r a t h e r they are to be engaged conscientiously. For readings specifically, given their n a t u r e , would one be better advised to forgo reading an individual in front of a group in favor of a series of private readings off

to one side? Remember t h a t if the reading of the one person is successful, you will be beleaguered with offers of "do me next." We m u s t recognize the beast by its n a t u r e a n d take charge of the situation, being the experts t h a t we are.

When THEY decide it's ShowTime Sometimes we will be pressed to perform a n d we d o n ' t feel c o m f o r t a b l e , given o u r e n v i r o n m e n t o r audience, to do so. How can we get out of a potentially embarrassing situation without losing face? Some might wish to offer the excuse t h a t w h a t we do t e n d s to be very personal a n d that, in the interest of privacy, it would be unfair to p u t someone on the spot a n d reveal intimate details of their social, personal a n d emotional lives to the group. This r u s e will work j u s t fine. Until, of course, the first person says, "Oh no, we don't mind." A fun way to handle this is to look t h a t person straight in the eye and say, "Bob, t r u s t me, you are the last person here who would want me to do this. Maybe later, one on one." While this may seem like a glib a n s w e r for a serious question, one should follow with a kind remark. Perhaps honestly confessing t h a t you're not in the mood right now b u t "perhaps later, when things settle down a bit". If you treat your audiences like h u m a n beings, they will in t u r n afford you the s a m e courtesy. Treating h u m a n beings like h u m a n beings is a powerful audience m a n a g e m e n t technique. Once I was hanging out at the local comedy club. It was open mic night and I was there to see some friends perform.

There was a w o m a n in the a u d i e n c e t h a t night who w a s doing everything in her power to h a r a s s the comedians. The m a n a g e r didn't w a n t to throw her out, b e c a u s e her group was pleasant a n d spending a lot of money. Comic after comic came to the stage, ready to p u t her in h e r place. The lady in the front row always won. I told t h e p e r s o n r u n n i n g the list t h a t night to send me u p . I'm not a comedian, b u t as a performer I have done some open mics before. More importantly, I knew how to h a n d l e this lady. I went u p , a n d she started. I stopped. I looked at her, a n d smiled. I said, "Hi, I'm Brad, I don't believe we've met, what's your n a m e ? " She told me it was Brenda. "Hi Brenda, I'm not going to m a k e fun of you, I know some of my friends did that." She interrupted a n d protested all s h e wanted to do w a s see some comedy a n d t h a t she didn't know why they were a b u s i n g her. She w a s bringing it u p o n herself, b u t I don't t h i n k s h e realized this. I told her not to worry. I gave her my word as a gentleman t h a t I wouldn't do that. I t h e n told Brenda t h a t I was glad she was there b e c a u s e I h a d some new material I w a n t e d to try out, a n d t h a t I hope she liked it, b u t not to be too hopeful as she was the first person to h e a r it.

I t h e n began my routine. She m a d e one a t t e m p t at t h e beginning to interrupt. I stopped, look at her, a n d smiled. "Brenda, remember our deal." She was the perfect audience member. Why did this work? B e c a u s e every other comic treated her as a prop, a p u n c h i n g bag. None of t h e m treated h e r like a h u m a n being, a n d as s u c h , she did not look u p o n any of t h e m as a h u m a n being. It was ok for her to h a r a s s them; they were comics, not people. How did I bridge t h i s gap b e t w e e n comic a n d h u m a n ? I looked AT her. I spoke TO her. I learned her n a m e and gave her mine. I confessed my insecurity in t h e q u a l i t y of my m a t e r i a l a n d s h e c o u l d r e l a t e . I expressed my excitement at t h e opportunity to perform and she felt special. Do u n t o others....

Going on Stage The best-case scenario for turning a private reading into a public event culminates when the presentation t u r n s into an open conversation, when m a n y people are contributing a n d the a t m o s p h e r e becomes one of m u t u a l self-exploration. In this situation, the performer is neither s t a r nor r i n g l e a d e r . In fact, it is preferable for t h e performer to melt into the b a c k g r o u n d , allowing t h e m o m e n t u m of the reading to carry the event through its n a t u r a l course.

Once, after dinner, I was pressed to give a reading. I conceded a n d was amazed how everyone at the table would j u m p in with their own c o m m e n t s a n d a s s e s s m e n t s of the person w h o m I w a s reading. Now, I w a s employing the "method as the method", talking about her tells a n d calling attention to exactly how they chose to interpret w h a t it was I was saying to them.

We might as well sell T-shirts

The lookers-on would gradually come to see the clues I h a d described, a n d amazingly found others t h a t I didn't. Of course they were dead-on accurate b e c a u s e they h a d known her for so long.

If you're going to give performance-style readings, you might as well do it right. Sure, their impact will never be as great for the group as they are for the person being read, b u t there are some tried a n d true techniques t h a t will bridge t h a t disparity more effectively.

Of course, this lead to people confessing how they felt the s a m e way or did the s a m e things a n d I merely acted as a m o d e r a t o r as we, together, explored these manifestations of our personalities. I will add, however, t h a t I accepted this "challenge" for a n u m b e r of r e a s o n s . First, it was not presented as a challenge, b u t as a sincere interest in w h a t I could offer this particular person. It grew naturally from the dinner conversation as it progressed. Second, this person was a very easy read. I m e a n that without degradation. Simply put, I knew that my reading of her would be very accurate. I also k n e w t h a t t h e dynamic of t h e g r o u p would be supportive t h r o u g h o u t the process. In other words, it w a s the best one could have expected given the type of situation t h a t it w a s .

If a reading m u s t be given in a "star center stage" fashion and it is not tied into a mind-reading performance piece w i t h a t h e a t r i c a l p a y off, we s h o u l d c o n s i d e r techniques which communicate the impact of the reading from the individual sitter to the group as a whole.

Dance a Little Side Step I find it advantageous to be completely up-front about the limitations of a public reading. First, it is wise to "protect" one's subjects by cautiously censoring any potentially e m b a r r a s s i n g information t h a t m a y come forward. By making a claim of this sort, you place your client at ease a n d earn an almost instant rapport. You are their protector a n d have their best interest at heart. You have also provided a reasonable excuse for being a bit vague or general. By referring, in advance, to the limitations of the method in this environment you have provided an escape h a t c h should things not work out for the best. By being the sitter's censor a n d protector you are now afforded the opportunity to touch on subject areas a n d allude to specifics with p h r a s e s s u c h as "I think you

know w h a t I'm referring to." The sitter is now forced to b r i n g t h e details to t h e table a n d acknowledge they u n d e r s t a n d your s t a t e m e n t s . This is very m u c h like our first d e s i g n d u p l i c a t i o n e x a m p l e . T h o u g h n e v e r a s powerful as a public revelation, the acknowledgment will serve as evidence t h a t you were on target.

Additionally there is the incredible benefit t h a t should he hit dead-on, the impact of the reading is heightened because of their lowered expectations, m u c h like comic relief is u s e d to heighten dramatic situations in works of theater. Of course, you could do a card trick, b u t only as a last resort, (see: the Gypsy Woman)

Interestingly, w h e n your reading is reconstructed at a later time, it will often be recalled t h a t you told t h e m of these specifics when in fact you simply alluded to them, your cautious a n d protective n a t u r e forbidding you from bringing s u c h specific details into public light.

When we work for groups t h a t are very supportive, the admonition of "less is more" still holds true. Often in this environment, the reader c a n begin a s t a t e m e n t a n d everyone in the group will finish it for the reader. This enthusiasm can be u s e d to great advantage. Do not ignore the audience's assistance. Acknowledge their validation. Pretending t h a t this additional information came from the ether destroys credibility.

A second r u s e would be to state t h a t b e c a u s e of the lack of focus inevitably created in a public forum, a n d t h e lack of time available to really give the sitter proper attention, you will try to m a k e t h e reading as brief b u t as a c c u r a t e as possible. This provides another pre-emptive out. After one or two d e m o n s t r a t i o n s that a r e s u c c e s s f u l it t h e n b e c o m e s r e a s o n a b l e to offer readings t h a t are more private, for those who would like to experience a focused, detail-oriented reading. A n o t h e r t e c h n i q u e for a v o i d i n g a p o t e n t i a l l y damaging performance is automatically sidestepping the c r e d i b i l i t y t h r e a t a n d offering a n a l t e r n a t i v e d e m o n s t r a t i o n . For example, the performer c a n suggest t h a t h i s n o r m a l m e t h o d s a r e too involved for t h i s environment. However, he h a s a "new" system t h a t he h a s only recently b e g u n investigating. If they would like to experiment with this new system, it might be i n t e r e s t i n g . T h i s h a s t h e effect o f m a i n t a i n i n g t h e performer's credibility as the expert, since the "real" work is p e r h a p s too advanced (or complicated) for the situation.

A danger of working for very enthusiastic groups is the "do me next" syndrome. Regardless of how good one is as a reader, having to perform five or six times in front of a g r o u p flirts with t h e risk of being c a u g h t delivering generalities or at t h e very least, a u d i e n c e m e m b e r s uncovering a latent s t r u c t u r e b e h i n d y o u r readings. Sometimes the group's intentions are very good they really want to be amazed. But remember, the road to hell...

Team Effort Adopting a cooperative relationship between reader a n d sitter works well for b o t h public a n d private settings. For public demonstrations, however, one can

often go the next step a n d m a k e it a t r u e group effort. Imagine having a team of readers, m a n y of whom are the sitter's dearest friends, chiming in with the details you wish to provide. Often simply showing t h e m the p a t h ' s beginning is enough to get the ball rolling a n d you will find yourself i n u n d a t e d with a n e c d o t e s from their past. In addition, it is sometimes possible to "read" other m e m b e r s of t h e group in an a t t e m p t to make headway with a particularly reluctant sitter. By this I m e a n , often it will be the sitter's friends who will "tell" you when you are hot by their body language, smiles, laughter, a n d c o m m e n t s . I don't know how m a n y times I have h a d the significant other nodding their head fervently as I was "reading" their partner. Even if the p a r t n e r denies the claim, the significant other's validation sometimes h a s more weight with the group. Further, m a n y reluctant sitters will often try to downplay any c h a r a c t e r claims you might wish to m a k e a b o u t t h e m . In a private setting, you would w a n t to be extraordinarily positive in hopes to insure their cooperation. Yet in this scenario being somewhat critical, b u t never mean, will often result in m e m b e r s of the coterie responding with s t a t e m e n t s s u c h as "Watch out, Bill, this guy's got you pegged. I'm still waiting for you to pay me b a c k for t h a t golf game." Keep it light a n d in good fun, a n d y o u l l have the majority on your side every time. At a p a r t y , one g e n t l e m a n disagreed with s o m e t h i n g I had said a b o u t his willingness to c o m m u n i c a t e (or lack thereof). I t h o u g h t his fiancee was going to j u m p out of her seat, "You know he's right. J u s t

the other night we were talking a b o u t how you never want to talk about..."

I'm ready for my close up, Mr. DeMille If you're giving a show, t h i n k like a s h o w m a n . Position t h e sitter so t h a t you m a y m a k e direct eye contact with her, yet the audience can clearly see both her and your facial expressions. Using the "TV cheat" method of having two chairs side by side, with your bodies t u r n e d i n w a r d t o w a r d s e a c h o t h e r , w o r k s well particularly if there is some distance between you a n d the audience. Avoid walking or moving in front of the sitter, blocking t h e m from the audience's sight. Ideally, we would s t a n d b e h i n d t h e m , m u c h like a hypnotist might w h e n presenting a stage show; however, we t h e n lose m a n y of t h e r a p p o r t t e c h n i q u e s a n d triggering m e c h a n i s m s at our disposal. Some c h u r c h e s I've visited offer prophetic readings for m e m b e r s of their congregation. Some simply s t a n d in the pulpit a n d a d d r e s s specific p a r i s h i o n e r s w h o remain in the audience. This is a very safe position for the reader. If the person being read r e m a i n s stoic, no face is lost. However, the congregation as a whole does not get to witness the impact the reading m a y have on a more dramatic sitter. Some very charismatic preachers walk into the congregation a n d have the m e m b e r s t a n d with them, or bring t h e m up on the stage itself. These readings can be extraordinarily powerful for both sitter a n d audience. I suggest you attend one of these services if you are ever afforded the opportunity.

Ask and Ye shall Receive Readings are inherently internal. Since we c a n never experience t h a t which m a y be going on inside another's head or heart, we might as well a s k t h a t person to let us in. There are two happy consequences t h a t result from this forthright approach. When you briefly discuss w h a t the method's indicators suggest, simply ask, "What does this m e a n to you?" You effectively drop the ball into their lap a n d force t h e m to m a k e sense of the indicators a n d apply t h e m to their life. When they begin talking a b o u t w h a t they t h i n k it MIGHT be referring to, pick up the ball again a n d start r u n n i n g . When the reading is over, the audience (and the sitter) will only remember that, u s i n g the method, you were able to identify these specifics t h a t were discussed as the reading developed, not t h a t it was really the sitter t h a t brought most of the details to light. "The Hermit card in this position generally refers to some type of stagnation, or a solitary endeavor in one's life? It c a n m e a n a new j o u r n e y or finishing an old t a s k ? What does this card suggest to you?" Sitter: "Well, I'm sick a n d tired of editing these m a n u s c r i p t s they keep sending me at work. Every time I t h i n k it's right, I find another mistake..." Secondly, encourage your sitters to talk about what they "feel" as they work t h r o u g h t h e method a n d t h e reading. If you precondition t h e group with anecdotes of other sitters who reported having t h e cards pulse in their h a n d s , or r u n e s a p p e a r to move toward them, you will

be amazed w h a t sorts of miracles your clients will create for themselves a n d for your audiences. Not only can this become quite eerie, b u t it can also become quite dangerous. If your method involves angels, or personal spirits, it m a y not be u n c o m m o n for some sitters to experience profound emotional reactions during the course of their encounter. Many of t h e m did not sign up for this sort of thing w h e n they agreed to step into the spotlight with you. Further, most of u s , I would surmise, do not have the credentials to ethically or p r o f e s s i o n a l l y d e a l w i t h s o m e o n e u n d e r g o i n g a profound emotional or psychological t r a u m a . Whenever we choose to manipulate someone's emotional state, we are choosing to m a n i p u l a t e s o m e o n e ' s psychological condition. This is not something to play with. Use these internal techniques with severe caution, a n d only w h e n you c a n be s u r e t h a t you are preconditioning them to experience non-traumatic suggestions t h a t are not related to t h e m personally or tied to their emotional state specifically. Do not invoke childhood t r a u m a s from their past, inviting t h e m to feel the a b u s e they m a y have suffered, even if you intend to help t h e m rewrite those memories. We are not qualified for this. Do not lead t h e m to feel the presence of a departed love one. Each of these situations can dredge up issues t h a t can be truly t r a u m a t i c to the sitter. It is okay, however, to have t h e m feel s u r r o u n d e d by a loving presence or a feeling of w a r m t h , a coterie of angels holding t h e m in their a r m s . Equally fine would be encouraging them to feel pulled toward a card or group of cards. Better yet, try to avoid "suggesting" these things,

a n d merely encourage your sitter to describe their feelings.

all of the techniques at your disposal to increase their impact.

Finally, a s k for a c k n o w l e d g m e n t s . Start simple a n d general. Get t h e m in the habit of nodding yes, a n d even if y o u m i s s , t h e a u d i e n c e still s e e s their h e a d moving up a n d down.

Be aware of the difference between private a n d public revelations, a n d try to take advantage of these d y n a m i c s . Block y o u r m o v e m e n t s t o i n c r e a s e y o u r performance's clarity a n d impact. Encourage audience m e m b e r s to vocalize their feelings to the group.

The Wonderful Thing about Triggers The techniques discussed u n d e r "The Dance" are all effective a n d a p p l i c a b l e t o b o t h p r i v a t e a n d performance readings. The section on triggering r e s p o n s e s ("We have ways of m a k i n g you talk") should be studied a n d applied in performance readings whenever possible.

Conclusion Depending on w h e t h e r you are giving a private r e a d i n g or a p u b l i c d e m o n s t r a t i o n , t h e s i t t e r s you e n c o u n t e r will b e b r i n g i n g different e x p e c t a t i o n s , a t t i t u d e s , a n d n e e d s to t h e event. R e m e m b e r t h a t a private reading is not about you, b u t about t h e m . Treat t h e m as you would w a n t to be treated. Public readings are a tricky b u s i n e s s . Inherently all readings are private, internal affairs. You will never convey t h e full impact of a reading to the group as a whole. However, should you decide to read publicly, u s e

On Being Perfect Everybody is looking for t h e system t h a t never misses. This is a philosopher's stone that simply does not exist. As soon as we can divorce our egos from the r e a d i n g a n d s i m p l y allow t h e d a n c e t o o c c u r , o u r technique will improve dramatically. The fact r e m a i n s t h a t people spend millions of dollars every year going to psychologists a n d each of these professionals are people who make mistakes, yet their salaries do not seem to suffer. The egocentric "I have to be right desire" is a canker on the face of psychic entertaining which m u s t be removed. Okay, maybe that's a little h a r s h , b u t I do like the imagery. Talk to your guests a n d get to know them. Offer t h e m something. Be sincere. If you are truly trying to help, your readings will be stellar. Let go of the ego, a n d j u s t Dance.

Performance Pieces

111

The Old Gypsy Woman A Card Trick Okay, if you know me, you know there h a s to be at least one card trick in here, somewhere. Well, here it is. Of course, for those beginners out there, this is a great opportunity to practice your reading skills. Remember the part a b o u t a public payoff? Well, this trick h a s it. And to top it all, it's kind of spooky, in a charming sort of way.

Performance Pieces

In 1994 I created a card effect for Ari Benmosche at Island Lake Sports a n d Arts Center. I came u p o n the idea of using cold reading as a justification for the Christ/ Balducci Cut Deeper Force. The effect I create for Ari was a simple card matching effect coupled with VERY basic "classic reading" style lines. A few years later I t a u g h t my personal handling for the effect at C a m p C a n a d e n s i s . After "dusting it off I realized j u s t how powerful this effect could be. I have not t a u g h t it in my classes since, a n d it h a s become a staple of my working repertoire. In i n t e r e s t of t h e historical record, Bob Neale s h a r e d his i n d e p e n d e n t idea of u s i n g a cold reading framework to justify the Cut Deeper Force at one of the last Mystery Schools. Jeff McBride, popularized this notion, using it in conjunction with tarot cards.

The basic effect: The audience m e m b e r is "read" during the process of selecting the "Card of her future." The performer seemingly fails in his attempt to identify t h a t card, b u t reveals an eerie coincidence.

"Well, that's a little more interesting. try?"

Would you like to

Begin with 6 of s p a d e s face down, on top of the pack.

"All of these cards tell me something about you. They reflect qualities of you that have already developed. But all of these cards, the one's yet to be seen, tell me about the Lisa which has yet to become."

"Do you believe its possible for someone, like an old gypsy woman, to use a pack of cards to tell you about your future?"

(Spread through the face up cards. Stop when you reach t h e first face d o w n c a r d . B e s u r e t o i n s e r t YOUR spectator's n a m e , don't call her "Lisa.")

"Do you mind if we give it a try? Please lift off a small packet of cards."

"We don't want to go too far into your future, so we'll look just there. This is the card of your future. Do you know it? Perfect."

(Our friend's packet is flipped face up on to the talon. Give him or her a brief reading based on t h a t which the card reveals.) "Would you say that was accurate? Well, lets try it again. Cut off some more cards this time." (Our friend c u t s deeper into the deck, a n d the entirety of their c u t off packet is flipped face up onto the talon. Continue with t h e reading based on THIS card.) "Would you say that was accurate? So I think we've established that it is possible for someone, like an old Gypsy woman, to use a pack of cards to tell someone about their personality." "But here's a different question. Do you think its possible for someone, like an old gypsy woman, to use the pack of cards to tell you about your future?"

(Show face down card - 6 of Spades - to volunteer. Gather all cards a n d shuffle t h e m offhandedly. You should NOT look at her card.) "I asked you if you thought it like an old gypsy woman, to use about your personality and you of demonstrate how that might

were possible for someone, a pack of cards to tell you said yes/no and we kind be done."

"I asked if you believed it were possible for someone, like an old gypsy woman, to use a pack of cards and tell you about your future and you said, yes/ no but are thinking of the card of YOUR future now, right?" "Now here's the question that interests me most. Do you think its possible for someone, like an old gypsy woman, to use your PERSONALITY to tell you about the future?"

"See, I think that's the most reasonable of all. So let's give it a try."

Spades stands for the old Gypsy woman, fortuneteller, herself "

(As you ask the following questions, look t h r o u g h the face up p a c k as if trying to determine her card.)

(At this point I have taken the Queen from my friend a n d am looking at it's face. I point to the "card in her hand" which will be revealed as I lower the pasteboard into the audience's view.)

"What month were you born in?" "What's

your favorite

color?"

"What's the name of your cat?" (As they answer the final question, remove the QUEEN of S p a d e s and place her face down on the table. If they say they do not have a cat, merely say, "Interesting." If they do have a cat, they will freak.) "Would you be amazed if the card of your future, the one you looked at and remembered, was on the other side of that card?" "Go ahead, take a look." (At this point, you have to "dance." The audience will see the wrong card. Don't overact, j u s t seem a bit confused. If they stare ask, "Was that your card?" w h e n they say no, continue as follows.) "Well, that's something old Gypsy women can do. As you can see, I'm distinctly unqualified." "But I was wondering, do you know the history of the pack of cards? Well, they were invented by Gypsies for the acquisition of ill gotten gain, and for fortune telling. Every card stands for something, and the Queen of

the

"In fact, if you look in her hand, you will see she is holding a playing card. And on that card are a number of spades. How many spades are there?" "And that's what old Gypsy women can do." In this final delivery the revelation is private, as only the "sitter" may know her card. If there is a group, I would close by asking, "And what was the card of your future?" so eventually everyone is in on the game. I have consciously decide to keep the first revelation private because the realization t h a t the Queen is holding her card creeps over the "sitter" in a most dramatic fashion. Good luck.

The Everlasting Pendulum Trick I began working with the p e n d u l u m a r o u n d 1992. I always wanted an effect where the spectator found his or her own card by employing the p e n d u l u m . I wanted it to be s u r e fire, without having to "coax" the p e n d u l u m ' s motions out of t h e spectator. This was my answer. It solves the critical p e n d u l u m problem: how to g u a r a n t e e the p e n d u l u m will swing in t h e p r o p e r direction while in t h e s p e c t a t o r ' s h a n d . I originally released this effect to t h e Shadow Network (back w h e n it w a s still on paper) in 1992. Jeff McBride came to me for sources on p e n d u l u m magic to be included in one of his commercial releases. After sharing this effect with him, he asked to be able to include it. He d u b b e d it t h e "Everlasting P e n d u l u m Trick" stating t h a t once an a u d i e n c e m e m b e r h a d experienced it, he or she would never forget it. J u s t this year I w a s performing at Timber Lake C a m p n e a r Woodstock, NY. A young lady approached me, s h e w a s celebrating her 1 6 birthday. She asked if I would show her a birthday trick, which I did. She t h e n c o m m e n t e d t h a t of everything s h e h a d ever seen me perform t h a t one thing I did with her bracelet 5 years ago w a s the REAL magic. The effect to which she was referring is presented to you now. I t h i n k you will find it is an excellent performance piece with which to practice your cold reading skills. th

The 22 cards of the Major Arcana are introduced. The audience m e m b e r is instructed to cut the deck in

half. The m a g i c i a n partially c o m p l e t e s t h e c u t a n d explains t h a t in a m o m e n t the spectator will view the chosen card. They will then, together, determine if indeed t h a t card is the one properly intended for their reading. A marked tarot card (I u s e the Wheel of Fortune) is controlled to the bottom of the pack. Force the card using the crisscross force. (Two digressions: First, the m a r k is merely a pencil dot. I have different m a r k s on the devil a n d death cards as well. This way, in a reading situation, I know w h e n they are a b o u t to be t u r n e d up a n d can gauge my reading accordingly. Some people freak out on the Death card. I do NOT advocate removing it from the pack. I DO suggest conditioning your sitter a n d treating their apprehension respectfully. S e c o n d , s o m e m a g i c i a n s c o n s i d e r t h e crisscross force hoary. These magicians are idiots. It is a t r e m e n d o u s conceit a n d an incredibly deceptive one. The problem is t h a t m a n y inexperienced performers do not u n d e r s t a n d w h a t is r e q u i r e d of t h e m to pull it off successfully a n d hence have no basis for evaluating its merits accurately.) After the sitter is allowed to see their card, they may shuffle the pack. The p e n d u l u m will now become a vehicle for our 22 card equivoque. Deal the cards into two piles face down, noting which contains the selection. Hand the p e n d u l u m to the sitter instructing t h e m on how to hold it. They are requested to hold it over each of the two piles. They are told t h a t over one it will move in a line a n d over the other in a circle.

Take your time, a n d the p e n d u l u m will begin to move. Of course, moving your finger back and forth beside the p e n d u l u m , or instructing the spectator to imagine the p e n d u l u m moving either in a circle or line will help expedite m a t t e r s . However, the p e n d u l u m WILL move. It does not m a t t e r if they decide (which is in effect w h a t they are doing) which will be the circle pile, a n d which the line. As soon as the direction is determined I say, "Excellent, a line m e a n s YES." (assuming the card is in t h a t pile) Whatever direction occurs above the pile with t h e c h o s e n card is defined as the y e s ' direction. In other words, we DO NOT tell t h e m the significance of the two motions until AFTER they have defined each pile with their motions. Only t h e n do we define t h e motions. For example, when the p e n d u l u m is held over the first pile (lets say the card is NOT in t h a t pile) a n d swings in a line, the magician THEN informs the sitter t h a t a line m e a n s 'No'. From the beginning, we have told t h e m that it will swing in a line over one pile, a n d a circle over the other. Even if they are not h a r d core believers, at this point half of the suggestion h a s t a k e n effect, a n d you will be pleased to know t h a t the second half will follow suit. By giving this suggestion at the beginning, we i n s u r e t h a t once it s t a r t s moving, t h a t it will move accurately a n d consistently. Once the sitter sees a n d feels the p e n d u l u m move, t h a t is proof enough to "subconsciously coerce" t h e proper motion types out of them. I was recently asked, "But w h a t if it moves the s a m e way over both piles." I would say t h a t this h a s never h a p p e n e d a n d for the r e a s o n s stated above, I don't

think it will, barring someone j u s t trying to be a jerk. If t h e sitter is suggestible e n o u g h t h a t we c a n coerce movement out of them, I think it is safe to say they will continue along the p a t t e r n we have prescribed. I have had people who produce very u n - d r a m a t i c swings early on. As the process continues these invariable become more pronounced. However, should you worry one could always prequalify one p e r s o n o u t of a g r o u p with a preliminary suggestion test. The sitter t h e n deals the cards into two piles a n d the magician holds the p e n d u l u m over each pile. The magician m a k e s the p e n d u l u m swing as appropriate, maintaining consistency in the "leave/take" actions. In other words, if circle h a s been defined as "Yes" then be s u r e to m a k e it s w i n g in a circle above t h e p a c k e t containing the card. The magician now deals the remaining cards about the table ala card stab. I place t h e m in a spiked star-like pattern, each end overlapping t h e other. Imagine the spokes of a wheel e m a n a t i n g from a central h u b . This is what my pattern looks like. The e n d s of all the cards are touching and overlapping at the h u b , the outer ends are separate. At this point, the sitter is instructed to move the p e n d u l u m , holding it over each a n d every card. They are then told to drop the p e n d u l u m on a card or group of cards. Our wording allows for a miracle revelation or at least a sensible ploy to remove yet another batch of cards. If they place the p e n d u l u m on their card, quit.

However, if they m i s s , you will either keep t h e card(s) t h e p e n d u l u m is touching or remove t h e m . Notice we didn't say in advance what we would do. I have t h e m drop the entire p e n d u l u m , stone a n d cord. By having the e n d s of t h e cards overlapping, I'm almost guaranteed t h a t the prop is touching more t h a n one card. It is a simple m a n n e r to u s e this one procedure to eliminate all b u t 2 or 3 cards to be kept in play on the table. For example, if the prop lands next to the selection I c a n say, "You have been d r a w n to this half of the cards". I take the card t h a t the p e n d u l u m is touching a n d the two on either side. Sometimes, it will fall on the correct card and one other. We would u s e both of them. Sometimes it will s n a k e a r o u n d a n d touch 3 cards t h a t are NOT the selected card. In t h a t case you would j u s t grab those three cards and move t h e m over to the discard pile. You don't have to verbally explain every action one performs in an equivoque. If you merely perform t h a t action with confidence, it will be t a k e n as intended form the outset. Regardless of the c i r c u m s t a n c e s , you are now left with 2 or 3 c a r d s on the table. If they have placed the entire p e n d u l u m only on the selected card, I c o m m e n t on this, a n d have t h e m pull out another "for comparison." The magician takes the p e n d u l u m a n d holds it over each card in t u r n . Of course, you will m a k e it swing in the proper direction over each of the cards. Sometimes I will saying u n d e r my breath, "Yes" when I'm moving in a line w h e n it is to m e a n yes, a n d vice versa for the circle.

Now, here is the payoff. Look at the sitter a n d say, "Go ahead, you try it." B e c a u s e we have conditioned their r e s p o n s e s , provided a model to emulate, a n d created a methodical atmosphere, the spectator will respond by moving t h e p e n d u l u m in the direction which m e a n s "no" over each of the wrong cards and "yes" over the correct one. Further, they will completely forget t h a t you "showed t h e m t h e way," so to speak. They will remember that the pendulum, in their own h a n d s , found the correct card. At this point, you c a n look at the card a n d give a brief reading u s i n g the techniques t a u g h t in the Dance. Close by asking if they felt what you h a d to say applied to t h e m . When they r e s p o n d in the affirmative, congratulate t h e m on finding the card t h a t was m e a n t for them, the Wheel of Fortune.