i'm jordan belfort and this is sales school if you're a business owner you don't need me to tell you that running a business is tough don't let quickbooks and spreadsheets slow you down anymore now is the time to upgrade to netsuite by oracle the world's number one cloud-based business system schedule your free product tour right now at netsuite.com wolf that's netsuite.com great story here i want to talk about the power of unconscious communication but really in the form of body language i was in mongolia but you're not right a few years back great place only
just full of mongolians other than that's great i love hungary right they're nice people right you know they all think they're related to genghis khan i guess they probably are which is a scary thought in terms of inbreeding but anyway so you know everyone there is very nice very affable and i met you know a couple thousand people were at my event there and there was a sort of massive meet and greet beforehand and no one really stuck out grabbed my attention man woman they all looked pretty much the same then about 30 minutes into
this you know meet and greet some guy caught my eye out of like me a hundred yards out i took one like whoa i'm like that is the most important man in the room i bet he's the wealthiest man too guess what turned out he was then the major senator politician the country's most famous athlete now he's their president how did i know that well it wasn't that his suit was so much more expensive he had a nice suit it was the way it fit it was the way he stood it was the way he
held his head it was just everything is just the way he was shaking people's hands there was a certain way this guy had about him that just commanded respect and you knew the moment you laid eyes on him that this was a person not only worth listening to but something can help you get done a person of power or an authority figure unconscious communication is more powerful than its conscious counterbalance much more powerful than words and it hits you right in the gut just remember this we move through the world and we can't possibly take
in all of the sensory data that's being thrown at us every single minute in fact our conscious mind with its relatively measly processing power can only take in four percent of the sensory data that comes at us 96 gets deleted out it just has to it can't deal so what happens is remember four percent is what your conscious awareness is right now you're focused on me my voice my words looking at me trying to pick up my body gesture cues maybe there's a loud noise around you somewhere or something that's just you can't block out
that's it four percent everything else the pressure of your seat on your on your on your ass or your legs the temperature wind on your skin little cling clang noise that might have bothered you only a minute ago they've already been tuned out habituated out as the phrase goes and your brain only goes after that four percent that it deems to be important the key to remember here is that the other 90 6 is not lost that is all stored away almost in like a blueprint fashion in your unconscious mind which has unlimited processing power
you get it unlimited it's like the hard drive it's like the uh amazon like your cloud server like imagine that it's like unlimited storage capacity well your random access memory you know that what's on your computer a little bit it gets spinning real death right well the point is is what happens is because of limited processing power in the conscious mind everything gets deleted out and then generalized by your unconscious mind which as it's doing that's also beating your heart keeping your vessels dilated doing every your digestion everything it's on everything and it's making the
perfect blueprinted recollection of everything that you've ever seen heard touched felt or went through every experience in your life it generalizes that and then lays down these patterns of behavior in your unconscious mind it's those patterns of behavior my friend those patterns are what dictates the gut reactions that we have when we see someone when we lay eyes them for the first time we hear their voice on the phone it's those patterns that we are looking to hit so if we have been conditioned since we're yay big to say this is how sharp people dress
this is how they stand this is how winners carry themselves this is how they talk this is how they don't talk that's been conditioned into us laid down indelibly in our unconscious mind starting from our very very early years we could start twice when you start to talk so you really have that laid down right two or three years later earlier for some of us and then what happens is once someone lays eyes on you it's an instant boom quarter of a second bam to the temporal lobe back yeah that's where you your brain sees
things your temporal lobe and a quarter of a second later to the prefrontal cortex where the judgment center of the brain is located and that's where decision gets made i ain't making okay you know what i'm not hey i was a bio a biology and chemistry major right but i also studied stuff it's just true you can google it right it happens up here you can use this to such massive advantage in sales because what happens is if you just want to tip the odds dramatically in your favor dress a certain way talk a certain
way carry yourself a certain way how is that way the way experts do the way experts do don't you want to i don't i don't find out what i don't care what field you're in okay no matter what field you're in it has a specific way that experts in that field dress and act and it's different in every industry the top tennis professional teacher in the world a guy that fed it would hire right he's not dressing like a wall street banker but he's strongly not just like a schlub and this guy's every industry has
their best way of dressing it's called the law of congruency you want to dress act carry yourself talk you know it's congruent with what's expected in your industry do this and i promise you you set yourself up for this massive downhill ride everything it's very easy please don't forget this today tomorrow all week long and after that the conscious mind is medially equipped to deal with this stuff it's your unconscious mind it's all powerful here remember that and act accordingly it's the greatest tip i can give you [Music] you
