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 so here's the operative thing okay is recognizes the challenges of anchoring because it's such a powerful process that if it
works if you really set an anchor [ __ ] it's like unbelievable you know what's a great example of an anchor you ever been in your car and you're driving down the road you're not speeding right but all of a sudden you're here you see the flashing lights you hear in a micro second your heart's beating fast right your pulse is racing you're heightened before you even know it before you have any chance to see if it's for you someone else your body instantly your autonomic nervous instantly reacts and puts you into a state of
absolute awareness and worry about fear right that's an example of an anchor it's only five three seconds later maybe when you see the oh it's on the other side of the road or the guy's cop is passing you by that your pulse starts to calm down again your breathing relaxes that's an anchor so why isn't an anchor like that gets set naturally and so hard to set an anchor for certainty or confidence why is that well here's the answer that anchors only get set when you're at the spot this is the million dollar answer to
the whole thing when you're at the tipping top of the state and then at that moment when you're really at the tippy top of the state something weird something that you can't ignore like a flashing light a siren or a loud bell in the case of power muscles something gets introduced naturally that causes you to associate the two see here's the deal in reality it only takes one time to set an anchor you could set an anchor in one shot but you would have to be at the absolute tippy top of the state so imagine
one to a hundred right and a hundred means like this is really this is like absolute certainty at a level it's not just like absolutely it's like absolute 30 times 100 it's like the highest level to the point where you know it's a conviction like that level of like yet it's such a high level so i want to i really want to instill in that that's what it can't just be a yeah i'm really certain that doesn't that might be in a 92 okay or an 88 or a 95 you have to be at 100
to set the anchor that's what happens so what happens at the tony robbins events is he does as good as the job as any human being could possibly do to get you feeling as good as you can all right and yes you can scream yes yes make your move he says make you i want go electoral event it's great right make your move wrong whatever you do right why what was this right okay but here's the deal when you i don't care how loud you yell how hot the dancers might be or not other not
how big tony's hands are how loud the music is it thought in that moment it is virtually impossible to get yourself into a state of absolute absolute anything meaning the absolute the high how it's not it's not organic it's manufacturing it's very hard to manufacture something at the highest level it's it's like it's a it's a false it's like a hologram it's hollow it doesn't have all the depth and and the texture of the real thing for instance what's a time in your life when you were like so absolutely positively certain wait go back to
a time in your life well what you're gonna do right now gotta give you a few seconds think about it go back to a time in your life when you're absolutely certain now if you're in sales like most of you are it's probably after you close the great sale imagine that moment after you close an awesome sale right and you're like and you think you got you know you're working like you're selling and yes yes and you felt great that's an organic state of absolute certainty because it really happened in the real world it's natural
it occurred you have to force yourself so if i say to you go back to a time in your life with it right after you close a big deal you'll go and i'm going to show you ways and we'll go through this exercise in a moment now and i'm gonna go back and actually show you how to intensify the feelings of certainty from a memory right but here's the deal because that's nlp so nlp anchoring basically as you go back to a time in your life and when you are absolutely certain or absolutely clear right
or feeling absolutely confident and go back and imagine that go in your mind's eye and imagine we'll go through this in a moment right and then i try to amplify that by using certain techniques i'm going to teach you in a second right and i get you to this manufacturer and again me let's see who's the bigger word i get you into this manufactured state of absolute certainty no matter how hard i try no matter how much you visualize i just gotta tell you the god's honest truth i have never been able to myself nor
i've ever seen anyone that really was able to get themselves to the hundred level 100 manufacturing you can't get there the night i invented the straight line system that was my anger when they say go back to what time you're like we were feeling absolutely certain so for me i go back to that night when i invented the straight line and i still remember it like it was yesterday there's 12 guys i'm sitting in front of me and they're all negative and also the words came out don't you guys get it every sale that was
my first words watch it's a straight line and i watched their faces like and then i couldn't believe myself because i was like what the [ __ ] where did this come from it's like it's just channeling information right and the period of three hours i took these 12 guys who couldn't close a [ __ ] door and they became world-class closers like that and then every day training themselves within this straight line developed just like that and over three months and he wrote everything down it became a system right i go back to that
memory and i promise you this no matter how hard i try i can never feel quite as great or quite as certain as they did that night back in 1988. can't do it i'm not a magician you can't no one can do it right then i'll say let's let me stack another memory i'll go back to a time i did a seminar in front of a guy right now frank kern so frank current great internet mall but had an event here in san diego i did an uh speech there and i was actually selling the
product afterwards and after it was this great speech i gave everyone well there was clapping and by the time i was done and i started saying hey i have this product and like don't even sell us we all want to buy it all right into the back of the room but i remember that feeling of right when i saw the little running to the back lining up 500 people to buy my product pop i'm like this i am naturally i had that feeling all right listen you don't 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 you the information you need when you need it and ditch all those spreadsheets and old outdated software pros that you've outgrown and just upgrade now 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 best of all netsuite is for everyone whether your business is doing a million dollars or a hundred million dollars a year you're gonna save a ton of money and a ton of time as well with netsuite in fact there were 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 so that being said let me take you through how nlp anchoring works that's phase one so you have two
slides to the cornea you have aop anchoring which is what dr baylor invented it it's great that and again in my case i essentially stood on the shoulders of a genius and i invented something that i believe and i'm sure it's much more effective in the world of sales and business and i create something called olfactory anchoring old factory anchoring essentially builds i give bamboo the credit hits i built on all of his learnings but i added two things to it that solve the two primary problems that prevent bandler's method from being easily utilized by
people in the sales and business world okay so let me explain those two things right now and take you through nlp anchoring very quickly then we'll stack olfactory anchoring on top so here's the deal there's two things about nlp anchoring that make it really really hard to use in the real world number one first problem is i said you can't get to the tippy top of the state in other words in nlp the first step they'll say is okay you pick a state let's say you want to anchor in certainty that's not your first steps
pick a state certainty step two go back in your memories go back in your mind's eye and go back to a time in your life when you were feeling absolutely certain and close your eyes and think of that moment and i want you to stand certain so you try to manufacture this state of certainty based on the memory almost impossible though not impossible very very hard to do rare indeed people can actually execute that and it works and the second thing is remember is that the anchor which in the case of pavlov's dogs was the
bell what did i say about the belt i said the bell was loud enough to what wait the dead i said that for a reason because the anchor the sound whatever maybe has to be severe enough and memorable enough that it shocks your senses and overwhelms all your senses cuts through everything it's it's unmissable basically and bam so if you were at the tippy top of the state and introduced an unforgettable anger and unforgettable sounds like whatever it might be bam you can set a state but imagine if let's say you could get to the
tippy top of the state and you knocked on someone's door and they opened the door and you were like gone and you had a buzzer in your pocket you lit up a buzzer and i said what the [ __ ] so the second thing is is that it's very hard to actually find an anchor what's your anchor what's what's this is what sounding what do you use here to essentially trigger to essentially lock that state in now when you go to a tony robbins event they typically they'll say you know squeeze your hands together and
scream the word yes so it's the word yes which is a good word right you know they say yes it feels good to yes it feels really good right and when i'm in a live event i'll have everyone's stream yes like i want to start off that way right and versus the word no it's like a fart no it's a shitty word right yes it's an empowered word and by the way before i invented this about seven years ago and stratton i had them scream yes and i hadn't squeezed their hands so their nails were
digging into their palms so they felt it they felt it they yelled the word yes and they had them you know moving making a move right that's what i did back in the day in 1989 88 right but that doesn't work very well in the real world how do you do that in like an office setting or before you knock that doesn't work right so that being said these these are the two things that trip people up they can't get into the real absolute 100 of a level state and they don't have a real anger
to say like what's the anchor how do you have a siren go off somebody doesn't really work though right so i i tried to use nlp anchoring to know a bill just didn't work didn't take from me right and i found myself in situations in 1980 it was a 19 uh ninth of 2009 i was really on tour and i was had to like snap into states of certainty all the time i was jet lagged i needed something really powerful and that's what inspired me to come up with this old factory angle so here's how
nlp acting works nlp anchoring very quickly is based on the following steps number one choose a state that you want to anchor right step two go back and search a memory go for a root memory where you actually in that they go back to a moment in time when you're in that state step three use the power of the brain to essentially manipulate this memory to intensify it and i'll explain what we do in a second so that's make the memory more clear make it brighter make it louder i'll show you hey do and then
the next step is to link it to a sound or something or a nail speaking in the word yes a word a sound something right link it to an anchor and five okay repeat the process again and again until it sets that's nlp in a nutshell you
