Here's an idea that may seem a little esoteric, a little woo woo, a little California, but put that aside for a moment and trust that I'm not leading you down the path to woo woo.

Hypothetically, imagine that all things in the universe vibrate. Everything. Imagine your prospect vibrating. What is the speed at which they are vibrating? What is the speed at which you are vibrating? Mesh those two, so you vibrate at their speed. That's pacing.

Once the two vibrations are combined, you can then move them up or down, vibrating faster or slower, wherever you want them. This is 'leading'.

Is this a construct in your mind? Absolutely. Does that mean it doesn't really happen? Not necessarily. It simply means that you don't actually have to feel it; in fact, you're probably not going to feel it, but just build a model in your mind. Can you adjust it? You bet. And that's what I'm going to suggest that you do.

A good way to do this is to look at the whole person as the vibration, then pay attention to anything rhythmical they are doing. Are they swaying? Are they moving something rhythmically? Tapping a pen, shaking their leg?

Here are some ways to make rhythm more accessible...

Where is the rhythm located in that person? Where do you perceive the rhythm to be centered? High in their body? Low in their body? Where do you see this rhythm taking place?

My point is that you simply need to be open to seeing (or hearing) this and know that you have the ability to use it in persuasion.

If I were to say to you, 'Close your eyes and take a deep breath', your rhythm would probably begin to slow down.

Your vibrations probably began to slow because your first assumption was altered state. Notice how your vibration changed with your assumption changing. Your presupposition changed. You changed.

Now simply imagine your vibration increasing, moving faster, faster, speeding up.

If you pay attention, you can tell what direction the energy is traveling. Is it going around in circles, up and down, or back and forth?

Now move faster. Expand it.

How does it feel when you speed up? What difference do you feel vibrating fast and vibrating slow?

In knowing that difference, you can begin to adjust to your affluent prospects in any given situation. By doing this, you gain a deeper rapport in addition to being able to get them to go where you want.