The powerful have a common feature: their “thinking” is at a higher level.
What I’m going to introduce to you today is the NLP Level of Understanding, which divides the understanding of one thing into six different levels, and these levels are high and low.
Let’s start with the picture:
Let’s say you’ve been a sales agent for “a branded sports shoe” in Shanghai for years, and you’ve hired people to run it for you. You come to the store once a week and your business has been stable.
But recently, you’ve found that business is getting worse, sales are falling, and you’ve also found that some shoes have a higher “inbound price” than the “retail price” on the poignant, and many guests have come to the shop and then they’ve gone online to print out.
Besides, as the business is getting worse, your little partners in the store are starting to get negative.
You’re very angry about this, but, just about ready to get angry, one of the employees suddenly came and offered to resign…
Moreover, the rent in this area is getting more expensive; the stock is getting more and more because of the de-sale; even in this city, where you’re in, the number of people who go shopping is getting smaller…
Your store has started to lose, and you’ve invested a lot of time in renovation costs and inventory. If you close now, you’ll lose a lot.
Okay, you can press the pause button, stop here for 30 seconds, imagine you’re the agent. What would you do at this hour?
I don’t know.
Well, welcome back…
I don’t know what you think…
Some people say this:
“You see, it’s still true that Ma Yun destroyed the real economy! Besides, is the landlord an idiot? There’s less people out there, and he’s raising my rent and keeping people alive! What’s wrong with young people now? This is irresponsible! It’s a little stressful, and the man ran away.
Of course, some people think so, and he might think:
“This employee is not active. It’s not stimulating enough. I’ll raise the money. I can’t sell the shoes. Besides, last month we had a couple of companies that ordered shoes. We’ll make more calls this month and be business clients! If we don’t, we can open a treasure shop and sell our shoes online! I’m sorry.
There’s another kind of person who doesn’t think the same way he does the first two.
“Maybe it’s not about our ability to operate, much less about our employees, but about the changing times, the different ways in which we play, just like the ancients can beat modern people. So I have to learn something new, like a new retail, O2O, experience the economy, the community economy… and so on, see if I can find some solutions in it, or find out what their peers do. They seem to be alive and well. Find a team of people to study first for two days.”
Why, you see, is there so much difference in everyone’s responses and solutions to the same problem?
Some complain about the environment, some become more diligent and others choose to study?
Which way is the right way?
Here we need to use a new concept to explain this phenomenon, called the NLP Level of Understanding.
To explain, the NLP (Chinese: neurolinguistics) was founded by Richard Bandler and John Greender in 1976, and many world celebrities have been trained in NLPs, 60 per cent of the world’s top 500 companies have used NLPs to train their staff, and the “understanding level” is a core concept of NLPs.
The concept of this level of understanding is to say that in this world, every thing that matters to us, we give it some meaning. For example, some people may think that it’s all Ma Yun’s fault! That’s what he gave.
But everyone has different meanings for the same thing, so our understanding will be different, and we will certainly offer different solutions.
The NLP Level of Understanding divides the understanding of one thing into six different levels, and there is a hierarchy.
If you look at the problem from a low-dimensional perspective, it feels like it can’t be solved. But when you look at it in a higher dimension, it may become a simple problem, even the problem itself. Just like in the time of carriages, everyone was looking for faster horses, but when cars were invented, the problem did not exist, because horse speed had become irrelevant.
All right, so, how do you use the understanding level?
In order to facilitate your understanding, we divide the “extremeization” of people into six different types of people at different levels of understanding for each person. The higher the level of understanding, the greater the ability to solve problems.
So let’s start with the case at the bottom of the line and see how the six categories of people, each of them, think about how to solve the problem:
First level: Environment.
The typical mode of thinking for people at this level is, “It’s all your fault!”
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What’s the environment? Everything but yourself is an environment, like people around you; your leaders, colleagues; your companies; your competitors; the market environment; weather; public opinion… and so on.
People at this level of understanding, when problems happen, first of all, they turn them into problems that arise “because of the bad environment”. For example:
I didn’t work well because the leader was an idiot…
l No promotion opportunities, because the office politics of the company is too serious and there’s no good promotion mechanism…
I can’t afford to buy a house because of the black-hearted firehouse and the government’s incompetence and the fact that I don’t have a rich father…
Anyway, it’s not me, it’s someone else’s, it’s the company, it’s the market, it’s the government, it’s the luck, it’s my life.
And his way of finding solutions is to think about changing the environment. For example:
I’m not a good company, so I don’t get a promotion.
I’ve got a boyfriend and it’s getting worse for me. One more.
I don’t know if you’ve ever had contact with such people, but once you’ve had contact with them, you’ll feel like the world is really bad! The surroundings are not good, the surroundings are targeting him, there’s a lot of bad things going on every day, and in minutes it feels like they’re dying…
We usually call it “complaining,” but have you ever advised these people not to complain? Moreover, they seemed to know that complaining was bad, but why did they keep complaining?
That is because they have the lowest level of understanding of the environment, and their understanding of the world is trapped at that level, not because they want to complain, but because in his eyes there is no other way to see anything but the environment. So the best thing they can think of is a better environment…
So, if this kind of guy is in a situation like this, it seems like he can’t find any other reason than to complain about the rent, the treasure, the employees…
Okay, let’s move up to the second level of understanding: behavior.
The typical mode of thinking for people at the behavioural level is: I’m not working hard enough!
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In other words, when people like this encounter problems, they usually say, “If you want to solve problems, you have to start working.” I can’t change the environment. I can only change myself! Why didn’t I succeed? Because I’m not trying hard enough! I don’t change. How does the environment change? How can the environment be improved if I do not act? I’m sorry.
Does that sound like chicken soup? Kind of like a success?
People at this level of understanding, who look to outsiders as a man of great optimism and positive energy, who never compromise with the environment, who believe that heaven has no heart, and that, with sustained effort, things can turn around! They’re called “activists” and “actors”…
Those who are at this level, first of all, will turn the problem into a problem “because my efforts are not enough”. For example:
I get too low income? Because I didn’t try hard enough…
I can’t afford a house? Because I’m not working hard enough…
I failed? Because I didn’t work hard enough…
In any case, there was a problem, looking for reasons from yourself, to see if you were lazy. Was it not enough to try? Should the workload be increased?
If you’re at the level of “action”, the issue of “environment” becomes less important because it’s all about itself, because it’s not enough! And in order to solve the problem, you’ll look for solutions at the level of “behaviour,” for example:
I haven’t increased my salary for a year, and I’ll start an extra hour tonight!
Why is my girlfriend so cold to me lately? I need to send more messages and call her!
I. The company’s underperformance? I must have slept too much. I won’t sleep since tomorrow!
Well, what would they have done if they had encountered the problem at the under-line store?
He’s probably thinking, “I’ve been paying rent for 24 hours, but it’s only been open for 8 hours.” How is that possible? Starting tomorrow, 24 hours, I’ll be in the store all day selling myself! Employees, split up in two shifts, call me when I’m free to find company customers, I can’t believe it! I’m sorry.
But is it true that all problems can be solved by trying? The more hard people, the greater the achievement?
Actually, it’s not…
200 years ago, the average time worked was 16 hours… They may be more diligent than you, but their personal value is less than one-tenth of the modern world. Why?
For efforts are indeed a necessary but far from sufficient condition for success.
Why don’t many people like chicken soup now? Against success? It’s because they only told you to try, but they didn’t give you a way. They just helped you get out of the lowest environmental layer, to the second lowest behavior level! I thought I’d give you a shot of chicken blood, and you started fighting, and you’d make it!
Isn’t that a bit naive?
The solution, the progress of the times, it’s not just by working, there must be something more important behind it.
Let’s go back to the third floor. It’s called “Capacity.”
At this level, his typical thinking pattern is that there are more ways than problems!
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You see, for example, that people in the agricultural age are more busy than we are, but less productive than one-tenth of the modern.
Is it because people are working harder now?
Of course not, because they have not experienced the industrial revolution, the information revolution, they do not use machines or the Internet to increase the efficiency of human collaboration. What are machines and Internet? It looks like a tool. It essentially expands your capabilities. 5,000 years ago, you wanted to tell someone something, and you had to do it for three days and three nights, but now through the Internet, you don’t need a second to expand your communication.
So what’s power? Capability is where you can solve the same problem in a simpler and more efficient way.
Well, how do people who understand at the “capacity” level think when problems happen?
He would think that the problem was “because of his lack of capacity.” So the solutions they offer are also to be found at the “capacity” level, for example:
I don’t have a good business underline, because my business model is too old for me, and I need to learn new ways… for example, to lower the cost of my clients and increase the repurchase rate…
I’m having a bad relationship with my boyfriend, and I must have a problem with my communication skills, and I’m going to learn to improve intimacy, like Key Dialogue and Happy Marriage…
I used to be a business manager, and now I’m just a department manager, and my team’s down, and I must be having a management problem.
At this level, he has a very strong learning and application capacity, which translates the knowledge he has learned into operational methods, thus improving problem-solving efficiency. They understand that no problem exists in isolation, but that there must have been a better solution, but they do not know it yet, so they will not try it on their own, but they will go straight to find it, because your awareness may be just the basic work of others.
Well, if you can get to that level, which is a combination of “behaviour” and “competence” methods, then the ordinary problem is almost impossible for you, and you’re capable of high- and middle-level positions in a company.
Of course, for every level raised here, it does not mean that there is no next level, for example, where there is no need to work, but rather that there is a level of reflection on the basis of the original, or you are going to turn into a piece of paper and not to land.
Well, the level of understanding of “capacity” is the highest level we can think of.
Moving up, going up into our “subconscious” area, the content will be blurred, and you may have had little access to these dimensions before, so it may be difficult to understand.
If there is something you can’t understand, you can open the script and think about it, after all, it’s not an end, it’s a purpose to understand it, it’s a purpose to improve yourself, to get a better life, and it’s the real value of this course.
Okay, so what’s the problem?
You chose the wrong question!
What do you mean?
You need to know what you’re going to solve before you start working on it.
For example, the problem of the under-line store, the reasons for the current situation seem to be many, but which one is the most important one?
It’s team management? It’s marketing? Or business models?
Are you supposed to cut your stock and cut your losses? Or is it a strategic transformation, to stay the course?
Every choice means a different direction in life, and once the wrong question is chosen, your good “power, action” will only drive you further away.
How can the ability to make choices be enhanced? Well, we need to go up one more level…
Let’s move on to level four: BVR.
At this level, his typical thinking pattern is: What is more important?
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If the “capacity layer” is the ability to answer questions, the “BVR level” is the ability to make choices, what can be done, what cannot be done, what is more important and what can be ignored?
What’s a BVR? It’s a combination of three first words in English:
B (Believe): Faith is what you believe is right.
Do you believe in the world? It could be a world view, but it would be a concept.
Why are our entire column course conceptually focused? It’s actually helping you build a more complete view of the world, which is your hardware, the cornerstone of all your abilities.
V (Value): Values are what you think A and B are more important?
For example, when you were robbed, people asked you, “Do you want money or die?” I’m sorry.
Usually you choose to die. Why? Because your value is life and money.
But when you have an hour of free time now, are you going to read? Or brush your circle or sleep?
Then everyone’s choice is different. Because the values of each of these three people are different. This value measure is the value of every human being.
Okay, let’s see what R.R. Rule: Regulation, which refers to the principle of human doing.
It’s like the rules of the company, and everyone has their own principles.
Where did these principles come from? It comes from your beliefs and values.
For example, I have a principle for doing things, which is “only things with cumulative effect.” Why?
Because it comes from one of my beliefs that I believe in the compounding effect, which means that, no matter how far this matter may seem, as long as the results of each move are stacked together and the previous action becomes the pre-action of the latter, then I have nothing to worry about in the future, because he will slowly produce the compounding effect, and I just have to repeat it and wait patiently.
So, the point of the rule is to make your choices more efficient, and when you’re dealing with the choice, you don’t have to think in depth, weigh the comparison, but you can give the answer directly…
So you see, the “competence” level is what you do right, and the “BVR” level? It makes you choose to do the right thing.
Okay, let’s go back to the case at the bottom of the line and see how people on the BVR floor can solve this problem:
There are many possible reasons for this when the performance of the door shop is down, so let’s start with a simple classification, for example, you can divide them into five broad categories:
First, cost issues: for example, rent increases, stock backlogs, renovation costs, purchase costs, etc., are cost issues;
Second, team issues: like … staff morale, separation of members, these are team issues;
Thirdly, market problems: the decline in the flow of people, the fact that people now prefer to go shopping online, the fact that Internet prices are now cheaper, etc., are problems of market change;
Fourth, marketing questions: how do you get people to know you?
Fifth, the question of access: where can users reach you? There seems to be no access at this point, and this is the only one.
Okay, so when we get these questions straight, then what?
If it was someone at the “competent” level, he might propose solutions to those problems, for example, for a team, he might offer a set of staff incentives; in the face of marketing problems, he might go to some outdoor advertising or open a public sign to start writing; and in the case of a single channel, he might suggest opening a treasure shop…
You see, his solution is like a big pie. It turns out… it’s getting more and more…
Okay, what about the BVR? What would he do?
He may not be quick to come up with a solution, but he will think first: it seems like a problem, but what is the relationship between them? In addition to these perceived questions, are there any invisible questions hidden under them?
After an in-depth analysis, he found that there had been a change in the structure of transactions in the Internet age: the price on the Internet was so cheap because of the short cut-off and the fact that factories were able to deal directly with consumers and did not need to go through the middle of the transmission of these values in the general, provincial, district and so on.
What should we do?
Is everybody not opening a real store? We’re all going to the Internet?
But it doesn’t look like it’s the same. There’s a lot of real estate. Why?
Yeah, because there’s also a unique advantage in the underline store, which is that the underline product can be felt, it can be tried, the user has a good sense of experience and trust!
Okay, and then, on the basis of these reflections, he drew a chart of the relationship between these issues (you can see an illustration in the opening text):
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Let me briefly describe the figure: the change in the structure of the transaction has led to cheaper prices in the treasure shop, while the price in the treasure shop has been cheaper, and the users have gone to the Internet to buy the goods, which has led to fewer people entering the store, which has led to a reduction in the morale of the team, a decline in the number of doormen, a decline in the morale of the team, a decrease in the price of the Internet, and a decrease in the sales of the shop.
So, the main cause of all this was the change in the structure of the transaction caused by the increased efficiency of Internet connectivity, and the fact that the treasure shopkeepers had lost the middle of the “short road” process, the provincial generation, the district generation, and so on, so that the goods could reach consumers at a shorter distance, so the price could be so low, which led to a series of reactions…
Okay, we’ve found the essence of the problem. What do we do?
To change the structure of the deal?
There are things you can change, things you can’t change, you can only change what you can change, what can you change?
Adapt to the environment, that is, since the root cause of these problems is the change in the structure of market transactions, you have to find a way to re-adapt to this new environment, that is, you have to find a way to cut the middle, lower the price and increase the turnover rate!
You can also use SWOT analysis to use defensive tactics, that is, to use your advantage to counter market threats, that is, you need to enhance the experience at the bottom of the line, for example, before the user pays, let him have a 100-metre sprint and then calculate the discounts by running; the weekly champion can also get the latest-paid running shoes free of charge; and, in addition, you can expand the experience, for example, by holding a town-wide run-in contest, bringing in all those who like to jog, and then making the last person who falls into you as a store image ambassador and sponsoring his year-round sports equipment, while others can give them an incentive prize, a shoe-buying voucher… With this activity that attracts the eye, we can work with the flow side of the line, and we can form a trade union with other stores under the line, and we can bring these flows that are not yours. This will solve the problem of falling human flows.
I am, of course, just an example, and there are many other success stories in real life that can be cited.
Well, this is the solution that people at the level of understanding at the BVR level will offer.
Careful students hear this, and there may be a question in their hearts: “I can make this choice because I know which is more important and which is less important, but sometimes two choices look right, and I have to choose one, and what do I do? I’m sorry.
For example, you’re still the dealer, will you consider the question, “If you get a million years’ pay without risk, will you shut down the shop and go back to work? Or would it be more profitable to continue to be the boss at risk? I’m sorry.
What will you choose?
Faced with such a choice, you need to move up a level…
First, look at the fifth level: the identity level.
He’s at this level, and his typical thinking pattern is: because I want to be such a person, so I’ll do it…
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We go back to the question: “Do you want to go back to work and get paid, or do you want to keep running a store at risk? I’m sorry.
The answer depends on what you want to be.
Different identities are matched by different values and rules of belief, which determine every choice you make, that is, your level of identity determines your value judgement and, consequently, every choice you make.
You want to be a sneaker designer, for example? Or want to be a successful businessman? Or want to be the founder of a new brand?
When you define yourself as a different person, then the choice of that question will naturally be different.
For example, if you want to be a designer of sneakers, you might choose to shut down the shop and work; if you want to be the founder of a new brand, you might choose to go to a substitute factory, produce your own brand shoes directly, and then find a flow end for distribution; and if you want to be a businessman, you might choose the formula that we put forward in yesterday’s class.
So sometimes you don’t know how to choose, except because sometimes some concepts are not clear enough, and you don’t know their legitimate value, and the most important thing is that you don’t know what you want to be.
If you don’t know who you want to be, you don’t know what you want, you don’t know what you want, you can’t make the right choices, you can’t make the right choices, and you may end up getting nothing.
Usually, when you define identity, the answer comes out.
Speaking of which, you might think about the topic of “Role” in the fifth module, which is “Role” and “identity.”
The answer is: the role is passive, it is given to you; identity is active, it is you who wants to be.
You may have a lot of roles, but you only have one identity you want to be. Each role or identity corresponds to a BVR system that helps him “to become better” that is, the values and rules of faith.
Because the role is passively acquired, you feel that the BVRs that correspond to it are a “strike” and “identity” is what you want to be, so it’s a BVR that helps.
The “identity” level corresponds to the “presence level” in the fifth module, that is, what do you want to be?
In that module, I wanted you to “de-activate” so that you could break through the role constraints, get a more “active” life and find your “identity” level. Because you have too many characters, it prevents you from seeing your true identity.
When you figure out your identity, you’re going to be the best in the world, and you’re going to be able to build your skills and plan and act on it.
You’ll be able to design a screaming product, start your own business, become a lead in a big company.
Well, at the level of identity, it’s already a very good person, but there’s a kind of person above them, and they’re even more numerous in the history of humanity, and they’re a group of people who lead our entire time…
Who are they?
They’re the ones at the highest level, so now let’s go up and see how the best man in the world thinks…
Well, now we’re at the highest level of understanding: spirit.
Level 6: Spirit
At this level, the typical mode of thinking is: “Man lives to change the world!” I’m sorry.
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What’s the spirit?
It’s your relationship with the world. And that is what we often hear about “the mission of life”: what have you come to this world for? What can you bring for others, for this society, for humanity as a whole? What difference does the world make because of you?
At this level, all your thoughts will revolve around two words, “Litat,” and you will think, “What choice do I make to help more people?” What can I do to promote the development of a technology, the progress of society and the change of time?
Doesn’t that sound a little bad? Yes, if that’s all you’re saying, and you don’t have the right identity, and you don’t have the ability or the ability to act, then it’s just empty words, and it’s just an empty mind, like an intern, who’s been fired by a number of companies, and who’s been telling people all day that he wants to change the world, and you’ll think he’s crazy…
However, it may be true that there is only one line between a madman and a genius, and when a man not only carries these great feelings, but also has a clear sense of his identity and sufficient capacity and extraordinary ability to act, he is at the top of this level of understanding, and they will be the stars above our human civilization and lead us forward in this era.
Just like “Jobbs” in 1997, let me read it here and give it to them:
I pay tribute to those crazy people who are so special, so they don’t behave so well, so they’re incompetent, so they look at things differently, they don’t like to keep the rules, and they don’t want to live up to the situation. You may glorify them, invoke them, oppose them, challenge them, glorify them or denigrate them, but do not turn away from them. Because they change things. They invent, they imagine, they heal, they explore, they create, they inspire, they drive forward. Maybe they have to be crazy. Can you stare at the white paper and see the beautiful drawings? Can you just sit still and hear the beautiful song? Can you stare at Mars and think of the magic wheel? We make a good opportunity for these guys. Maybe they’re crazy in the eyes of others, but they’re geniuses in our eyes. For only those who believe that they can change the world can truly change it.
Well, it is hoped that one day in the future you will also have the opportunity to be the one who will change the world and lead our time forward.
What if we go back to the first case of a man who’s already at the “mental” level?
Well, I don’t know, just leave it to the great people of this time.
Here, six levels of understanding are all over, but you may have a question as to how we can move from lower to higher levels and become the best in the age.
Do you need a level-one promotion?
No! No!
When you’re at a lower level, your mind is limited, you can’t see more possibilities, like people at the “environmental” level, who complain and don’t know, and you can’t see that there’s a “behaviour layer” on it that can help you change the situation; and you can’t see that there are other ways in the “capacity layer” to solve the current problem…
The saddest life that you don’t know, and think you all know…
What should we do?
The answer is to get yourself to the highest level!
Yeah, you need to do a top-level design of your life, start at the mental level, start at the top.
You can think in the following order:
First of all, you need to think about the spiritual level: What is your mission in life? What difference does the world make for you?
And the second step, to confirm your identity, is: in five years’ time, what will you be? The more specific the description is, the better.
When you have this level of identity, and then, in the third step, you need to define the values and rules of your faith, which are: what kind of values of faith can help you to achieve that identity? What’s most important? What should you insist on? Give up what? What principles and patterns should you adhere to?
And step four, which adds to your skill level, is what knowledge and skills you should learn to achieve this identity and this BVR. What’s the method and approach?
And when that’s all figured out, step five, you’re going to have to put yourself on the level of behavior, which is, what exactly should you do? What’s the plan? What’s the first step?
Finally, step six, to borrow from the environment, is: who can help you achieve this? How do you use the resources around you?
Well, a life plan like this, developed from your “psychological”/identity level, may be quite different from the life trajectories you’re walking in your real life, which may look more difficult and challenging, but it will enable you to maintain your physical and mental unity in the process, and will inspire your more powerful potential, which is an effective life plan!
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Of course, this process of thinking and planning may be difficult and slow, and you may not be able to figure it out in a short time, and it may take you a month, or even a year… But don’t give up, it’s worth your time to think, because once you figure it out, your life might be different, and I’ve spent three years of my life, hoping you’ll be faster than me!
May you, from today, redefine yourself and have a different life! Case number: YX115kv5aVz
I don’t know.
Keep your eyes on the road.
