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 it's easy to feel good and to be certain when the outside world is giving you all the cues that trigger
those feelings organically in other words if everything's going great you're closing every single person that they yeah it's pretty easy to pop into that peak state right but that's fantasy land that's not the way things work in the real world you know we have good days in terms of empirically the outside forces there's good things there's bad things you have problems at home you have great days though so the point is is that you're gonna walk you know if you let's look at this over a period of a month you're gonna walk into going to
work each day and some days you're naturally based because of environmental factors and just how you feel inside you're going to walk in let's let's draw a graph here right you're going to walk in and here's one here's 10. 10 is like a combination of those for the best here's the worst of those states right every once in a while you're going to walk in and you're going to just naturally because what's going on you're like and how you feel i just slept and bam you're in that 10 you're just feeling absolutely certain and you're
damn sure of it right that's gonna happen some days and then probably once a year maybe you know you're just gonna be like almost like a pooch screw like when you just feel shitty you can't you know that maybe you've been sick by the way where you you're just like the worst the uncertain whatever's going on your wife just left you the landlord's evicting you the last 50 people [ __ ] slam the door in your face everyone hung up the phone on you haven't closed in a week whatever's going on your boss told you
you're an [ __ ] your girlfriend told you you're a big [ __ ] all right and you're as close to one right well now imagine your closing rate imagine so you have a baseline here's your 100 percent so on your best day there's based on your natural talent and how much training you have with a straight line you're gonna have a baseline closing rate where you'll close let's say five out of ten people on your best day you don't close everyone that's not the way the world works right so on your best day you'll
close five that's when you're at a ten you're here as you slide down here and your state diminishes each day at any given day this will go to four three two point you get it so you can't access the resources that you have okay is that that kind of clarify the way this works so it's not so black and white when like you walk in the disempowered state and you don't close anybody that's not what that's that i think the mistake that we make is that you know it doesn't seem like it really matters that
much state management as much because you're like well you know i i can kind of i'm gonna i can't i can block it out maybe you can two like a seven or an eight but i'm telling you i i i myself i can my son knows i can no matter what the [ __ ] is going on in my life right but i can literally instantly snap into an ultra empowered state block everything out and be the best i can be that's me that's weird it's almost right it's very rare it's weird i can go
from anger negativity right in one split second in a sales situation i trigger that state that's a natural ability i was born with and somehow because my weirdness got reinforced throughout my life most people aren't like me and you know for everyone else which is probably you i have a solution for you that actually can make you like me not in your [ __ ] crazy mind okay but i can show you a way to get yourself into that peak state of absolute certainty at those key moments when it matters most when you walk in
the door versus sale when someone walks in your door and you pick up a phone whatever it might be making a big decision negotiating an important deal dealing with people any situation involves get you into that peak state of certainty right now i just want to understand like it's not just for sales here this applies to all aspects of life right so okay if you're a salesman right let me say this slowly here watch you're a salesperson and you knock on someone's door and in that moment you're in a state of fear uncertainty some doubt
you're just not feeling right i don't care how great of a salesman that you are in that moment how good of a salesman can you you can't you get you can't access your greatness you're blocked you're blocked same thing goes for a parent let's say you know you have kids right many you probably do some don't doesn't matter imagine you're a parent you have a couple of kids you'll love them to death you've probably read some books on parenting at this point right so you know some skills of parenting right and you typically are a
great parent but let's say you come home from work you walk in the door and you're in a state of overwhelm and anger and impatience well how good of a parent can you be in that moment not very much not very comparable you're blocked from accessing your parenting skills in the same way a salesperson is blocked from accessing their sales skills that's why state management is so important so crucial and that's why every morning i made sure i ended my meeting with uh aurora punk getting people into an elevated state now just so you know
i didn't call it state management back then i never heard a state measure we called it getting negative back then you gotta be positive getting pumped up so intuitively i knew that is before i really studied this stuff and really and made it into a system i knew that if my guys weren't negative that they just couldn't close it at the same level so even during the day if at any point during the day i saw the energy dip that everyone just like losing that pump that certain thing i'd stop i make everyone put down
the phone i do a quick tour for me to pop up get them back on the phone and watch in the sales would go right back up to the highest level that's how important state management is didn't call it back then but that's what it is okay so now i want to explain to you exactly it's specific now so you get everyone now that i've explained how important how crucial this is let me show you a surefire way just a system i created for triggering a peak state of certainty at will now remember what this
is not this is not about being in a state of absolute certainty all the time you don't want to walk around in a state of certainty i mean constantly what do you call someone who walks around all day long with their chest puffed out and their arms their shoulders pulled back and the head held by and having them what do you call something like that we call them an [ __ ] right so that's not what i'm saying i'm talking about state management in the sense that in those crucial moments when it matters most triggering
a peak state right beforehand which means essentially blocking out the outside forces that have caused you to land at a certain state organically so organically in that moment when you're about to go into a situation of influence you might be at a six organically i'm going to show you how to intervene on that and bring yourself up to an absolute 10 and damn sure of it that's about that's an invaluable skill i mean i'm telling you once you learn this i've taught this around the world that it's so liberating and now i'm really teaching at
a very deep level really deeper than i've ever thought of folks i'm really digging in here and i want you to understand how important it is why i spent so much time building up to this moment so let's get specific now 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 you
the information 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 going to 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 my journey with state management started when i started calling it state management was when i started studying what's called nlp you guys probably heard of nlp okay neuro-linguistic programming and i had the benefit of studying directly with dr richard badler who invented nlp along with a guy named grinder okay but bamler is really the famous one he was like you know the personality behind
it and i think he was more of the psychologist brenda might have been more of the numbers guys maybe i'm wrong so don't quote me on that right so nlp stands for neural linguistic programming all right and what this is about it's a system of advanced psychology that's about making near instant changes in your personality by treating your brain almost like it's a computer and that essentially because your brain functions like a computer that if you understand what the language is what software right you know essentially what language your brain speaks which is actually english
or whatever language you speak that's the software of the brain if you know how to write code you can intervene and change your patterns you can actually intervene in yourself and change your patterns right there's a lot of different applications for nlp and you know and they're and many were really powerful some aren't as powerful there are two that i believe are extremely powerful one of them is called the timeline regression and i actually did that with you guys once i did a timeline regression that i learned from bama right where you go in and
you use this to change belief systems so you actually intervene on your beliefs by going into like not a hypnotic state but going to an intense state of concentration and going back and actually you know essentially altering the way you look at things and reordering your voice very powerful stuff that's the first one the second thing is this process called anchoring that's the second very powerful process i found nlp the problem was is that it didn't really work for me in other words i and i'm going to split let me explain what angry is but
i want you to say that i i think it's great what they did with nlp but the problem was is as brilliant as it was it wasn't actually that usable for most people that i tried to teach you to and myself in the real world in business and sales as an uh you just you you couldn't essentially use the strategy but what anchoring was about was about essentially setting some sort of outside trigger so imagine you know the story of pavlov's dogs let me just take a sip of my uh red bull actually i'll tell
you it's rock star okay you know the story of pavlov's dogs right so russian scientist back in the late 1800s he had this really loud bell a starving dog and a juicy piece of meat right so what he did was testing out you know how about influencing patterns and what he did is he had the starving dog and he would ring this giant it's a really loud bell at the same moment he would introduce to the dog's vision a piece of juicy filet mignon right and but what happened is is that when the dog saw
the flamingo his mouth would start to warp and the bell was ringing in the background which is coincidental and then he did it the next day again and he had a starving to the same dog right and he introduced the piece of eating the same instant he rang this really loud bell well pretty soon what he found out was that he didn't let this even introduce the meat anymore the mere sound of the bell was enough to make the dog salve because ever in the beginning he'd show the dog to me he'd salve right after
five or ten times what happened the door would simply salivate by hearing the bell so the dog essentially had linked the sound of the bell to a piece of filet mignon and salvation and after that link became strong enough over time you could essentially remove the meat ring the bell and the dog would salvage it makes sense right you've probably all heard of that experience have lobster right so essentially what happened was a path of hypothesize which was correct that these linkages forming in the brain that you know so there's sort of three things you
know dog starving sees meat causes salvation naturally that's a natural response but the ringing of the bell happens at the same time the brain eventually links the two together so strongly after a while especially if it's really intense that's why it's a starving dog a beautiful piece of meat and a loud bell right you know delta wake the dead basically right so essentially what happens is the dog links up the bell with salvation in that experiment the bell is called your rig that ringing bell is called your anger it's an and you set an anchor
and it's called firing off your anger when you rig it so essentially in that situation the bell the loud bell that can wake the dead is an anchor for the dog and when you ring the bell the terminology we use is called firing off an anchor you get it so you fire off an anchor and in this case the dog would salivate well many years later dr baller had this theory that you know human beings aren't that much different than dogs and he worked on this strategy it's part of nlp state management called it anchoring
and developed a very very powerful strategy in theory for getting someone to essentially get anchored into a certain space so imagine if it was that simple you could ring a bell and imagine if you would link it up to a state of certainty and every time you rang the bell wham you went into a state of absolute certainty right if you've ever attended a tony robbins event right what is a upw right no one does it better than him he's an expert in that moment of getting people into a state of absolute earthquake the music
is playing the lights of flesh and the dancers are on stage he's screaming he's jumping he's eight foot nine he's [ __ ] hands to the sides of [ __ ] catches [ __ ] and everyone's freaking out and everyone's like yes yes yes yes yes and they're like oh my god i said i go unfortunately that doesn't work seriously very i mean like 0.01 of the people that are actually setting anger in other words they feel great in that moment yes he got them to a very high level of certainty and feeling great but
doesn't work like that in the real world very very hard to set an anchor you
