Utilization is the ability to take whatever you are given, by the subject or environment, and reframe it into something useful. It’s a sign of resourcefulness, which comes from the ability to observe and adapt. For example, say you are running your subject through an induction, and they begin to giggle or laugh. Many inexperienced hypnotists may believe that their efforts have failed, but in reality, the giggling and laughing are natural defense mechanisms and may indicate some resistance due to fear in the subject. By understanding this, you can reframe the laughter to your advantage. You could say “That’s excellent, how did you know that laughing was the perfect way to enter the deepest levels of hypnosis?” or “That’s right, and the more you laugh the better you feel, and the better you feel, the deeper and deeper you enter into the hypnosis.”

Here’s another example where there may be environmental distractions. Say you are again inducing trance in your subject. Everything is going smoothly, and then suddenly there are noises, people talking, cars going by, construction, or whatever. You could say to the subject, “You can hear these noises around, people talking, sounds of the world in motion, and you can realize that even as the world continues to function normally, you can continue to feel more and more relaxed.”

These are very simple examples of applying utilization to overcome what may seem as obstructions to success. Now let’s drill down into more advanced methods of utilization based on observation and adaptation.

As hypnotists, we must learn to observe our subject’s communications, both verbal and non-verbal. We may study various techniques, such as eye accessing cues as taught in NLP, or other body language studies. However we must be careful not to get distracted by conscious observation of these behaviors during an induction or session. Yes, by all means, learn these techniques, but when it comes to the actual session, don’t consciously think about them. Trust in your subconscious to recall these skills for you and apply them at the appropriate time. In other words “get out of your own way”.

During your pre-talk observe your subjects tone, tempo and vocabulary, and adapt yours to match. Use ‘their’ language and echo it back to them as you work with them. If they are displaying low energy levels and talking slowly, then slow down your speech to match, otherwise, you may zoom past them and they will have no chance to keep up with what you are saying. The opposite is also true, if they are excited, talking fast and fidgeting, then you should be energetic, fast talking and animated in your communication as well.

Here are some easy steps to follow for success with utilization:

1. Enter their reality – This means match their state, their energy levels, their speed and tonality. This will help you to build rapport with the subject.
2. Go there first – Whatever you want them to experience, first create that state in yourself. Remember B.M.I.R. (Behavioral Manifestation of and Internal Representation). Whatever you feel inside is what will be projected outward in your verbal and non-verbal communications.
3. Pace them, and then slowly lead them – After establishing rapport and going there first you can then begin to shift their state in the desired direction.
4. Remember that all effective communication is dynamic. Don’t have a monologue with your subject; adapt what you are saying to them based on the feedback you are getting from them. If something you are doing doesn’t seem to be getting the reaction you expect, then change your approach. Be fluid and dynamic.

All of this takes practice to master, so utilize every opportunity you have to interact with others as a way to observe human behavior, then practice adapting your communications to align with theirs. You will soon find that your ability to communicate with and influence others will grow exponentially over time.

That’s all I have for now.

Michael C. White, C.Ht.