i'm jordan belfort and this is sales school netsuite is the world's number one cloud business system bottom line it gives you visibility and control over your financials hr inventory e-commerce and more it's everything you need all in one place in fact over 21 000 companies using that suite right now so you'll be in great company right alongside them so let netsuite show you how they'll benefit your business with a free product tour at netsuite.com school hey the only thing i want to go through is the stepping of the brain what they do this is bandless
brilliance by the way was he found out that the brain is actually programmable and you can make very quick changes in yourself which is why it's so popular in self-development and the way this works is as follows right we have five sentences is how we make sense of the word right you have for most people the dominance visual then you have auditory then you have kinesthetic you have olfactory and you have gustatory visuals what you see auditory what you hear kinesthetic what you feel olfactory what you smell and desperate what you taste those are your
five senses your five sensory modalities right but it gets more complicated because you have visual external what you see in the world or you can close your eyes and you have visual internal what you can remember from the past you get it taking it one step further you have visual internal recall you can see what you experienced in the past or visual construction you can actually invent something you can take any memory you have and you can change it manipulate it make it more intense okay same thing goes for auditory by the way you have
your external auditory what you hear coming sounds out in the world also you close your eyes if you walk and you can remember sounds that you've heard or you can actually create sounds imagine that you hear something you hear voices of great dialogue right same thing goes for kinesthetic kinesthetic what you feel like this what you feel or a gut feeling that you have you have got feelings of skin aesthetics right and then you have what you feel from the outside or when you close your eyes and you imagine a feeling right and again it
always has construction you can make it up or it's actual recall same thing goes for olfactory and custom of actually smell so you have old factory and by the way of all these senses you know what the most powerful one is viscerally sets the smell this is the one by the way now human beings are visual creatures mostly visual and auditory so we all have dominant senses mimosas is visual and auditory and stomachs are also kinesthetics what you see what you hear and what you feel right olfactory is not really if you're allowed to retrieve
it yes if your most important sense probably but for human beings it's more of a so you can live without it although it enriches your life and dust it towards what you taste very important for a chef or a wine taster but probably not as important to someone day to day you can get by without having a great sense of taste although imagine though when you were out in you know maybe twenty thousand years ago when you were tasting foods in the wild much more important it's always poison so it was red you get it
so that that's something more now it doesn't play as much but remember this by far the most powerful sense of all it says to smell it goes directly to the limbic system and the base of the brain with reptilian brain it's like when you smell one molecule of something you probably experience this many times you're like oh my god i'm back in my grandmother's house because of some smelling food or over sofa you know or like if you're in a freshly cut field of grass for me one molecule of that i'm back in day camp
when i was like you know eight years old six years old i'll never forget the smell of freshly cut rest every time i even get one with it i'm right back there my biggest anchor of all was i had this bad experience when i was like five years old my parents took me to the circus right peanuts and elephant [ __ ] the smell of peanuts and i vomited right to this day if i don't deserve to have to fight back to [ __ ] vomit that one little molecule smell and then i'm back so
this although we don't use it as much to make sense of the world this is the most powerful one by far in terms of your emotional reaction right not so much love story so those are your senses now for those of you who say you know jordan here's what i'm going to tell you to do i want to go back to a memory that you have when you're feeling absolutely certain and i want you to go back and see that in your mind's eye and get really clear on that and i want you to make
that picture bigger and brighter and clearer and moving closer to you all right and then i want you to actually see yourself in the picture and i want you to hear what you were saying this is the one you were absolutely certain so maybe you just closed the huge sale right what were you saying when you closed how did you look what were you wearing just and just go back to that moment now you say well you know i'm not a visual person i can't make pictures every once in a while i get someone that
says i really can't make pictures i'm not really here i can't go back and i said really you can't make any pictures huh no i can't make pictures really what were you thinking of last time you jerked off seriously it's called the jerk off strategy everybody makes pictures everybody so if you think for a second that you wore it you can i can't do it no really next time you were alone with yourself okay i bet you made some really nice pictures and it will probably some sounds there as well maybe some spells get it
we all make pictures we all visualize we'll hear stuff we can create stuff as we want so that's i gave you old factory gravity now let me tell you the leap of logic i made because remember the problem with with um with nlp anchoring right is that no matter how much i tell you to go back to that memory where you're feeling absolutely certain go back to that moment in your life right yeah and try to make that picture bigger and i'm going to want to do this i'm going to scream yes squeeze your hands
together so they dig it in and say the words yes and then go back and make that picture of the video yes and now go back to a second memory right and i want you to because you're starting to feel more certain now and don't worry about this because it doesn't really work i'm just trying to show you how it actually ended up happening because i'm going to stack my system on top of that here's the method they use and go to the next memory where you are absolutely certain and say yes and that's how
you set an anchor so by so next time you're about to walk and they'll say yes and you're going to pop into the state of certainty if you think that really works i i'm a bridge to cilia it doesn't [ __ ] work all right not for me not to anyone i know okay the problem is number one you can't get into an organic state that you like organically when it really happens that's a different level and that's what we need to be at separately this yes is not like a bell that can wake the
dead so i searched for a way to use for myself to trigger that peak state even though it never was really a problem for me i was out on the road training sales people around the world is back in 2009 and i saw all these people that were disempowered they go through life that i teach you the straight line but because i'm not there in the ear every second of the day now with these daily motivations it helps but even intra-day you drop down to these lower levels of certain because that's what human beings are
right i was searching for a way and i hit on something that was so powerful and so effective that it was a total game changer for this process of anchoring and again i called it old factory oh well old factory anchoring okay all right listen you need to tell me that running a business is hard work but if you're still using quickbooks and spreadsheets chances are that you're making it far more difficult than it needs to be that's why it is time to upgrade now to netsuite by oracle stop paying for multiple systems don't give
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were 21 000 companies using netsuite right now so you'll be in great company right alongside them so let netsuite show you how they'll benefit your business with a free product tour at netsuite.com school here's how olfactory anchoring works remember what are the two things that trip you up with nlp you have to be the tippy top of the state absolute certainty right and number two you need to have this intense anchor memorable intense memorable anchor these are the two problems with nlp action about nlp anchoring is the first greatest thing in the world so here's
how i solved it i'm thinking how am i gonna do this how will i get how am i gonna figure this wait a second i'm like one day i was actually i was on the phone selling myself and after i hung up the phone selling on the phone i hope the phone it was this big contract i just landed a massive game changer for me and i got like yes i'm like this is [ __ ] yes and i'm like wait a second i'm like holy [ __ ] i'm like i got this and it
just hit me i'm like this is so simple rather than trying to go back in your memory and create an artificial pumped up state of certainly why not just wait until you're really there imagine that like let's say you just close a big sale or something in sales you're like yes that that moment when you close a top sale there's nothing like it you know what i'm talking about and you're basking in the afterglow of doing what was it those almost impossible they said no no no and then you were just fluent and whatever you
were naturally there and bam you just pop you held up the phone or you left the office and you're like i'm [ __ ] good i didn't [ __ ] take over the world and you're just feeling great that's the moment when you have to set your anger the only thing missing is the bell that can wake the dead because let's face it because imagine if you could set the anchor right so let's say you got into that state naturally and you set an anchor now you could fire that off you could essentially ring your
bell right before you walk into another sail and you'll know and if you because i'm tasting if you do that if you really had that bell allowed you could ring a bell link it to that feeling and you would pop into that same state of certainty before the sale so essentially by waiting until after the toughest cell you get that ultra state of certainty and then set your anchor next time before you start a sale you can introduce the anchor and start off in that same level of something imagine if every time that you were
about to walk into a situation of influence you could feel as confident and as clear as the moment you felt after you closed the best sale of your life that's why i invented with old factory acting the reason i call it old factory angry is because the second so that resolved that waiting until it actually happens resolves step one of why nlp anchoring people struggle with it right step two is what's your ankle well what's the most powerful sensible smell i found something now here i have this thing here's a vix inhaler here or a
cvs right because i didn't have one handy here but i'm going to put up a slider something i i use it's called boom boom and you don't have to use boom boom you could use anything i don't stop and boom boom you know it's a good company i don't i'm not involved with them right but the point is i was using this thing i found a really a little stick and just says boom boom it's a citrus intense minty smell it shocks your senses and what i did is i waited until after i closed next
time i close this big sale i went because i said i'm good i'm going to accept my anchor another situation because i got that a few days later and i had another great moment of selling and i was like yes and i took my boom out i went like this and i set the anchor that is powerful [ __ ] and then i did it again and then i didn't actually use it i went to my next big sale so i did it twice so i wait till i actually got into this state of absolute
certainty so watch i get this is how you do it step one just wait i want you to get get boom boom or any stick that's small this is gonna be unobtrusive and this way no one knows you did it because it's just your own smell right that's why it's so perfect right so this is this is a fixing to [ __ ] make my eyes water so i'm scared to take a big dab big breath you guys are watching [ __ ] flip out here right but boom boom isn't like that it's a very
pleasant but pungent smell it shocks your senses it wakes you up it's not cocaine okay no it's not good that's what we got right so you're doing one and one of boom so watch wait until you just close that great sale that was a stock cell and you're basking in the afterglow take this out of your pocket and say and then do say yes the way you probably really are saying if you just close and like this big and then say yes and the boom the smell will permeate your brain wait a couple seconds say
yes and just [ __ ] and imagine that moment lock that memory in that smell and guess what you've just set a [ __ ] real anchor a powerful anchor now what i want you to do is don't start using it again i want you to still stacking anchors so rather than using the next time you before sale wait again for one other massive great sale and then do it one more time like that wait till you close you stand up squeeze your hands say yes and then take off boom boom and at that moment
now you have set an anchor that is so freaking powerful that you will pop into a statement you'll feel the way you felt right after you close the sale before you start episode and here's the thing you can use it every single time you pick up the phone okay and i don't wait actually until not when you're dialing your cloak on is right before you start selling right before you knock like right in the door right before you start a negotiation right before you enter a give a speech whatever that situation of influence is right
before i want you to go back to that moment of time and then take your booboo back say yes squeezing and go and you're gonna pop into a state of such absolute certainty that any butterflies that you have in yourself will vanish any uncertainty you have with milkweed it doesn't matter what's going on in your life at that moment you will pop into a state of absolute certainty and you'll be able to close at the highest level because now you can access the straight line you get it it's one of those things where the inner
world and the outer world meld perfectly together and to me just you know don't devalue this because it's not it's like it's in a world this is the real deal guys this will help you close at a much higher level now my [ __ ] sinuses are going crazy so i'm gonna go blow my nose alright you
