i'm jordan belfort and this is sales school all right so if you're a business owner do not let quickbooks and spreadsheets slow you down anymore now it's time to upgrade to netsuite by oracle the world's number one cloud-based business system netsuite gives you the visibility and control over your financials inventory and more schedule your free product tour right now at netsuite. com school what happens typically with standards right you know standards it's like it's a malleable thing you know your standards are not a constant throughout your whole life we have times where our standards are very high and we have sometimes where our standards are on the lower side they just like it you know we are peaking we're like in that slow we're doing great our standards are high and then we have other times throughout like you know even talking over years meaning where you're just not burning as bright in your own life you don't feel as directed you just don't you don't really feel like you're firing at all cylinders and what happens is this and here's the interesting part is that your standards believe it or not are more of an they're almost a result your standards are a result of other things that have happened to you in your life and then what happens is your brain to avoid feeling pain and to maximize feeling pleasure and you should have never ever had this little thought this thought like i just occurred to me this second as i was saying it like i was trying to think of a weight i hadn't thought i was trying to get out so this is really something i never really said before to anybody but it just occurred to me in this moment what happens is is that your standard right is like your thermostat it's your set point of like what you will accept in your life well i will not settle for less than x so like say my standard for making money my standard is i want to make 10 million dollars a year that's a very rat reasonable rational standard for me meaning i want to have that much money and that doesn't mean i've always made that much money at times i've made a lot more and times i've made less the point is when i'm making less than 10 10 million dollars a year i'm not living the life day-to-day that i feel i deserve and want and that makes me feel great inside in other words it's just like there's the things i can't have access i'd like to be able to take private jets everywhere i like to do this or do that you know whatever it might be contribute to charities in a certain way whatever it might be like my must like when if i get the 10 million dollars in my head both logically when i think it through and emotionally just how i feel when i wake up and i'm like that's that's a good sound there's nothing i can't do with that amount of money that's my standard for me right but what gave me that step why is that like what caused that to be to be 10 million dollars right and what would cause it to drop down to let's say a million bucks and what would cause us to go up to 100 million what would cause those things to change and here's what you need to realize here this is important this is the crux of it all is that your standard is a function of what your brain thinks is possible then affected by what's actually happened in the past meaning those let's say you think i think i'm worthy of 10 million bucks like i have talent i have special skills i have a history of making money i know the rules of success in my own mind logically speaking i can't think of one [ __ ] reason why i shouldn't make 10 million dollars a year combined with the fact right that i've had times that i made a lot more than 10 million dollars and then at times when i've had problems when i was making almost zero right but here's what happened i never let the pain of dropping below my standard so let's say in those years when i was i was in jail right or when i was just having bad years in business i just couldn't find my sweet spot and let's say i was years i was making 500 000 or a million dollars right what happens to most people is that when your actual real results drop below what you believe you're capable of what do you feel you feel dissonance you feel pain you feel a lack i say wait i'm worthy of this i should be here but i'm here and that then gives you the internal motivation to close the gap to what you believe your reality should be you understand that notice that's what's really going on with it so so the standard says i know my illogically watched logic i said [ __ ] i should be one of the richest people around i know myself i feel it's what i believe it's my belief systems so now we start talking about beliefs a separate distinction of the inner game but the beliefs of start indicating my stats like a function of what i believe is true what i logically think should be versus what actual results i'm getting over time because what happens is there's only so much pain any person's brain can take before you start saying you know what maybe i want to lower my standard you see if you're not getting your result that you think you're capable of you feel dissonance you feel pain and that pain motivates you to work harder to change your approach to keep going to make sure you hit that number so that's why i set your standard access almost your insurance policy to make sure that you get what you want in life because you feel bad you feel uncomfortable because you're below your standard but what happens if that continues for too long what happens if your results don't match your standard year in and year out and yeah that's when we see people who talk about i remember once when i thought i could take over the world and i thought my life would be this way i thought i'd be rich when i was 21 years old when i was in high school i had all these hopes and dreams and now i'm 32 33. in life the reality of life has hit me and i feel good now i feel pretty good you know making 200 thousand a year 100 grand a year i have someone i love maybe my kids are healthy and i'm okay and life is okay but are you really burning bright so we convince ourselves to stop the pain to stop the discomfort of of not hitting your standard eventually your pla your brain will lower your standard so you feel good again see either you're gonna hit your standard or you're gonna and you'll feel good or eventually if you can't hit your standard you'll drop your standard because you're sick and tired of the pain of not meeting your standard so you reduce your stance and say you know what i'm still okay it's good i'm good my life is good and i'm not here to tell you your life is not good what i'm here to tell you is that there's two ways that could happen maybe by the way this was [ __ ] reality for you you see you might have been delusional you could have been one of those people i'm gonna be richard when i grew up all this sort of stuff but you didn't do the work you didn't have the right tools to ever get it so it was all a [ __ ] pipe dream all along so you had high standards right but they had to get lower because you never had a chance to meet those things those were unrealistic standards so what happens you settle into this point of homeostasis if you want to call it where at a certain point if you want to live a happy life it all has got to match up your standards your reality your beliefs if it's not what are you [ __ ] miserable that's why there's so many miserable people in this world they feel frustrated they're not getting ahead they put the effort in they just don't get the result they want they lower their standard they get this vicious cycle and before you know it they're living a sort of empowered life but at a far lower level that when they were really burning bright when they were in those you know those first years 18 19 20 years old at that point in life they really thought they were capable of anything that was their real standard but because they didn't possess the actual skill sets to make that a reality they had to eventually lower their standing because they spent seven years of chasing after their own tail not being able to hit the stand say [ __ ] it this is crazy what was i thinking that's not a real i don't need that much to be happy and while that's true you know it's not even need money to be happy there is so much fun that you could have when you're rich i mean [ __ ] you can help other people money is a wonderful beautiful thing but that's what happens and that's why people lower their standards and that's why you see all these people what happens and they end up approaching the end of their life and they have to make sense of it all and when they're on their death they say i wish i would have spent more time with my family so the old joke they never said i would wish i would have worked more i would have spent more but to me that's a load of [ __ ] because it's not about working more or spending with the family it's about enjoying who you are and being great excelling to your potential that's where to me is living a happy fulfilled life it's almost like a bit of a cop-out at the end yes the brain dying can make sensitive when you're on your deathbed i i should have spent more time no maybe you know what you should have educated yourself and gotten strong and learn what you need to learn the younger ages so you could have had the whole thing you could have had your quan like from jerry maguire you could have had the money the connection the love the passion the whole nine yards you could have had the whole [ __ ] thing but because you didn't educate yourself because you didn't have the real tools to success that you needed you had to slowly ratchet down and ratchet down and ratchet that around until you reached some level of i'm okay because at the end of the day we all want to be okay so wherever you are right now if you're feeling dissidents right now if you're saying you know what my standards are too low what's really happening is i'm woken something up inside you saying [ __ ] you know this [ __ ] guy he speaks to me every single day he's teaching me [ __ ] i never knew my closing rate's going up i'm learning the tools of entrepreneurship i could do better why haven't i because before this how long do you know me for for that three months five months right before that you settle down to a lower level so what you need now is [ __ ] shock therapy i'm here to tell you that yes you can raise your stance and you should every last one of you should because let me tell you something the beauty of life when you're really clicking when you're in all your [ __ ] cylinders charging you're just doing the best of everything the money the love the relationships the the spirituality it's all clicking and every day is just [ __ ] yes that doesn't mean there's not pain throughout the day doesn't mean it's not worry but you're not settling to live life on anything but its absolute best terms for you don't let your past failures the things you didn't know before this redefine you now for the last 30 50 years of your life you can change in a [ __ ] heartbeat you can raise your standards you can't raise your standards and you can get back that lost passion you had before all this started when you felt unstoppable and invincible and you knew you could conquer the world you can my friend you all can but now you have the real tools to do it and you're getting more of them every single day and this is one just understanding that where you are right now in this instant in your life is a reflection of some total reflection of all your past experience the insults the injuries the successes the victories the failures the people that hurt you the people that loved you it all wraps up and in this instant you're somewhere on this continuum and that's your starting point today and from there now we go about consciously raising our standards and recapturing that passion that intensity all the [ __ ] that we knew we were capable 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