i'm jordan belfort and this is sales school you got a great topic today i want to talk about state management whole study on pavlov's dogs right try to really get to the bottom of where anchoring originally came from and and it was really interesting because what i found is that like when they really tested this stuff in humans the results were really staggering i mean you know i always you know for me again managing my state was always like an automatic it wasn't something i struggled with right then i came up with olfactory anchoring as
a way to help other people do what i could do naturally right but again it was never a big deal for me so you know i just took it for granted everyone told me it was great old fact record worked really well but when i actually did the research today it really made me understand why it works so amazingly well and you know what it is is that the brain by the way it doesn't take more than three or four shots of setting an anchor if you're if you're at the top of your state that's
the key when you're at the top of your state once you're there you know after three times of using an anchor it is so locked in that you're set like you can literally they when they tested whether it's a dog another animal a human being when they tested someone's blood pressure their their their their heart rate but by introducing an anchor that is profound you have a real anchor set as soon as you fire off that anchor right you trigger that anchor your blood pressure changes your heart break goes up your pupils violate so this
is a actual tangible an impact it's not just like oh yeah you feel better or you you're talking yourself don't forget it's a real impact you have so what's the key just to remind you here the key is is you have to be at the absolute top of the state meaning if you're anchoring in a state of certainty you can't be at a nine on the scale of certainty you have to be at an absolute 10 and damn sure but it's only at that point in time that you could introduce an anchor and set it
in this case our anchor is what is boom boom right or some other smell and the reason we use smell is because it's proven to be by far the most powerful most essential visceral of the senses in terms of creating that just like bam it hits you like a ton of bricks right so boom boom is the perfect thing just remember this though if you are below that level of certainty the anchor won't set it won't that's when you pull the wool over your own eyes it's when you're not at a level surgery so there's
no way to get yourself to that ultra high level of certainty artificially you can't go back and think about a time when you are absolutely certain this is what kind of really drives me a little crazy with some of the seminars you go to like they'll they'll try to say an anchor for you when you're in public in a huge room in music but it doesn't work that way so what we do here with olfactory anchoring is you start off you start by essentially conditioning yourself by yeah you go back in time you think to
that moment you closed a big sale or you were feeling absolutely certain right and you you amplify that image of your mind using your five sensing modalities right in other words you want to use basically the key your visual modality your auditory your kinesthetic to amplify them make the image bigger brighter clearer right the point i'm making is though is that as powerful as that might be using your own you know inner you know your brain's ability to intensify images and sounds that's not the power of olfactory acting the power of olfactory acting lies in
the fact that the smell we're using is mobile we keep it in our pocket so you wait until you're actually in the state organically that's the key you can't manufacture you can't artificially pump yourself up into a state of certainty at that level but when you wait until you close a sale like that you close a tough sale and you're like wow you're like bam you just you're basking in the afterglow and you feel unbelievable right because you really did close this hill there's a certain feeling that you get when you close a sale a
big one you're like damn like you could conquer the world that's the moment when you introduce the anchor you get it you can't think your way to this we start off by thinking our way just to get ourselves sort of conditioned right but then if you want to set an anchor you're going to take it to the next level and that is wait until you organically get into the moment you really close the sale in the real world and then bam then you set your anchor and you're [ __ ] set you do that two
three times you'll see if you hook yourself to a blood pressure monitor to a pulse you'd be shocked at the impact that has a visceral real physiological impact when you set a real anchor so please this is a gift that you give yourself if you're listen if you're like me and you simply never struggle with this stuff right it's just easy for you hey you know what then you don't have to do it okay i get that right you know i don't walk around boom in my pocket i just don't for me it's a given
i can i can matter what is going on in my life i can get myself into a peak state of certainty in a snap right only for business though right my personal life not as easy right but for business i can whatever it is my brain is wired what you know you call the ambition greed or just sheer conditioning and force of will when it comes to business i can get myself into a state of certainty in a snap most people can't most people really struggle with this stuff and because of that their ability to
close to negotiate to make good decisions it's impacted negatively i don't want that to be part of your life so do this use your boomer but i promise you it'll have a huge impact on your ability to just achieve in anything you do all right love you all and i will talk again to you soon you
