In this session together, we are going to cover the following: (1) Simplified definitions of diabetes, insulin and insulin resistance (2) Types of diabetes (3) An easy way to remember how you can begin helping the diabetic (4) A marketing approach that is fast and effective (5) What’s next

An interesting fact is that most persons with Type 2 diabetes (to be explained shortly) have too much insulin--- not too much sugar. This fact was discovered in the 1960’s when Dr. Jesse Roth, a researcher with the National Institutes of Health found out that many people with diabetes produce at least normal or higher than normal amounts of insulin.

Why is this important? Because there are hypnosis scripts out there encouraging a diabetic to ‘turn on’ their insulin valve. This is uneducated and possibly unsafe treatment.

Let’s look at a definition of diabetes. Simply stated, diabetes is a condition identified by chronic, high blood sugar levels (mostly due to insulin resistance). Normal levels of blood sugar for a person who has not eaten for at least 8 hours are between 70 and 110 mg/dl (milligrams of sugar per deciliter of blood). After a person eats the highest their blood sugar level should be is 180 mg/dl. 3 hours later their blood sugar should be at or below 110 mg/dl.

Unsafe blood sugar levels occur because of a dysfunction in one or two body mechanisms. Either there is a deficiency or complete absence of insulin production and/or the body is unable to use existing insulin effectively. The body’s inability to effectively use insulin is known as ‘insulin resistance’. Adipose tissue (fat) creates insulin resistance. There are many other reasons for insulin resistance but the ‘biggest’ one is obesity.

Types of diabetes are classified in 3 categories: Type 1, Type 1.5 and Type 2. Roughly 5% to 7% of all persons with diabetes have Type 1. This kind of diabetes is the result of a partial/complete failure of the beta cells in the pancreas. Remember, the beta cells produce insulin. This lack of insulin results in the need for a person to take shots of insulin.

Type 1.5 is called Mature Onset of Diabetes in the Young. This is relatively rare and occurs in only 2-3 % of the diabetic population. Typically, it appears in persons under 40 who are not overweight. It appears to be due to insulin resistance for reasons other than obesity.

Type 2 diabetes is the most common. As mentioned, about 90% of the diabetic population is Type 2. Almost every Type 2 is overweight. The excess weight causes insulin resistance.

Now, let’s get to what you can now do. By the way, the knowledge you have learned so far makes you more educated about diabetes than most diabetics! This will help you to assist the diabetic client because knowledge is power and your job is to empower your client.

So, let’s talk about marketing and your first line of approach to helping your client. The first thing you can do for the diabetic is to give them S.U.G.A.R.

Sounds crazy, doesn’t it? Actually this is a ridiculously easy way to remember your initial approach when asked what you can do for a person with diabetes.

Please note that an essential component of effective marketing is to have a good ‘elevator pitch’. If you were to get on an elevator with a stranger and they ask you what you do, you have about 30 seconds get their attention and persuasively explain something about what you can do for them.

Thus, the scenario goes like this: You’re on an elevator and someone notices your nifty looking NGH badge:

"What does that badge you’re wearing mean?"

"Oh, I am a proud member of the National Guild of Hypnotists."

"You’re a hypnotist? Does that stuff really work?"

"Yep. In fact, one of the more interesting uses for hypnosis is in helping people with diabetes."

"Really? My best friend has diabetes. What can you do to help her/him?"

"The first thing I do with their doctor’s approval is give them S.U.G.A.R." (You now really have this person’s attention because you sound crazy. Crazy people are interesting.)

"Sugar? I thought that was the worst thing for a diabetic!"

"Actually, S.U.G.A.R. is an acronym for the first thing most diabetics need."

"O.K., I’ll bite. What does it mean?"

"S.tress U.nderstanding and G.et rid of A.nxiety by R.elaxing. You see, it is medically proven that the more stressed out a person with diabetes is, the worse their condition can get. As a hypnotist, I am a Stress Management Consultant and a Motivational Coach. I help them to understand their condition and then I help them to take control by reducing stress."

"Wow. Yeah, he/she sure is freaked out about being diagnosed with a disease."

"Well, tell your friend that they have a lot more options than they know."

"Yeah, okay. Hey, do you have a business card?"

"Ah, gee, no but can I write down my name and number on a napkin?"

The acronym S.U.G.A.R. is designed so that even if you’re nervous, you only need to remember the first two words to cue you on what you can do. Stress—you can reduce it. Understanding—of how reducing stress is medically proven to help diabetics.

Bear in mind that when most people are upset, they usually reach for comfort food and usually for too much of it. So, you let the potential client know that as they feel less anxiety, they feel more calm. Feeling calmer they have less interest in overeating and are less likely to grab those foods that are harmful to them.

Next time we get together you will learn about a short session approach (1-3 sessions) on how to help a person with diabetes. Also, we’ll cover another effective marketing technique.

C. Devin Hastings

"Make It A Great Day!"—