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June 3 - June 4, 2018
An empowered state is the equivalent of the valve to your internal resources being fully open, allowing you to access them at will, while a disempowered state is the equivalent of the valve being closed, blocking you from accessing your resources,
up for a lifetime of pain. There are no two ways about it. However, one point I want to clarify here is that what I am not saying is that you need to, or for that matter should even want to, live in empowered states all the time. That’s completely nuts!
once you’ve learned the technique for triggering an empowered state (I’m going to teach you the most powerful one in the world in a moment), you only want to use it at certain key moments, when it matters most, like before you enter a sales encounter, or try to close a business deal, or enter into a negotiation, or even if it’s just an important decision you need to make in your personal life.
human beings, as a species, make their worst personal decisions when they’re in a disempowered state (and their best decisions when they’re in an empowered state).
In terms of achieving success in sales, there are four key states that you need to learn how to trigger at will within state management. We call them the four Cs: Certainty, clarity, confidence, and courage.
These are your linchpin states for achieving wea...
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hoping that you’ll be in the right state when you enter a sales encounter, versus knowing you will be because you have a surefire strategy to do it. The name of that strategy is olfactory anchoring.
had just started using a state management technique called NLP anchoring, which was part of a group of techniques and strategies that make up a body of knowledge known as neuro-linguistic programming, or NLP, for short. Operating on the fringe of mainstream psychology, NLP’s basic premise is that the human brain functions similarly to a computer and hence can be programmed as such to make near instant changes to certain key behavioral patterns. The only sticking point, however, is that before you can make any changes, you need to know two important things first:
How to write code for the human brain What type of software to embed the code in
According to NLP, the software of the brain is language, and the way you write code is by creating language patterns, which consist of a group of words—as brief as a short sentence or as long as a few paragraphs—that have been structured in accordance with a series of basic yet extremely powerful linguistic principles that can be used to reprogram virtually any person’s brain, including your own, in a number of very profound ways.
The basic premise of NLP anchoring is that human beings have the ability to choose how they feel at a particular moment in time, as opposed to it being chosen for them by what’s going on in their surrounding environment or their personal life.
In other words, we can be proactive when it comes to choosing our emotional state, as opposed to reactive, which is what most human beings have been...
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A vast majority of human beings believe that their current emotional state is a result of outside forces that are being exerted on them. For example, if positive things are happening to you, then you’ll end up falling into a positive emotional state; and if negative things...
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two core elements, both of which are under a person’s conscious control. The first of these two elements is: What you choose to focus on.
The second of these two elements is: Your current physiology.
Comprised of the sum of all the possible ways that you can move and hold your body—your posture, your facial expressions, how you move your appendages, your rate of breathing, your overall level of motion—physiology of human beings as it relates to each emotional state is nearly identical across all cultures.
Now, let me ask you another state management question, albeit from a slightly different angle. Let’s say you were in a depressed state right now, and I offered you $50,000 to act happy for the next sixty seconds. Could you do it? Yes, of course you could! It would be as simple as consciously making certain obvious changes to your physiology, ones that you had used countless times in your life, since you were a little boy or girl. However, what if I offered you $100,000—no, make that $1 million—and asked you to make the same changes to your physiology as last time, albeit with one important
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NLP’s first leap of logic was based on the idea that human beings could proactively manage their emotional state with near 100 percent success by directing their focus and their physiology in a specific way. The second leap of logic was to combine this concept with classic Pavlovian conditioning, as in: Pavlov’s dogs.
Pavlov concluded, was that each time he repeated the experiment, the dog’s brain would develop a stronger link between the sound of the bell and the sight of the meat, until, finally, the link had grown so strong that the mere act of ringing the bell would be powerful enough to trigger salivation.
In NLP, the ringing sound of the bell is referred to as an anchor, the act of ringing the bell is referred to as firing off an anchor, and the process by which two formally unrelated items become linked together in this way is referred to as setting an anchor.
Dr. Richard Bandler, the brilliant and wildly enigmatic scientist, visionary, entertainer, and hypnotist extraordinaire who invented NLP, in conjunction with linguistics professor John Grinder.
you have to be at the absolute tippy-top of the state, in terms of the emotional intensity you feel inside, in order to successfully set an anchor. Anything less than that, and the anchor won’t set.
A common, everyday sound or gesture simply won’t cut it. It needs to be extreme—the more extreme the better, in fact—and the more unusual the better too. In essence, you want to use something that’s going to hit your brain in an unforgettable way and literally shock your senses. That’s what a great anchor does, and it’s absolutely crucial that you have one. But don’t waste any of your time trying to find one. A little over seven years ago, I stumbled upon the world’s greatest anchor, and I’m going to be handing it to you on a silver platter in this very chapter.
Step #1: Choose a state
This will always be a conscious decision, based on the circumstances that you’re about to face, not what you’re currently facing. In other words, anchoring is a forward-looking process that’s proactive in nature.
For the purpose of this exercise, let’s choose a state of absolute certainty,
Step #2: Choose your focus This is where you close your eyes and go back to a moment in your life when you were feeling absolutely, positively certain. A perfect example of this would be the moment after you just closed a really tough sale, as a result of sounding totally awesome.
you were at your very best that day, and now, as you bask in the sale’s afterglow, you have that superconfident feeling—that feeling of absolute certainty where you know you can take on the world and close anyone who’s closable. Once you’ve located that memory, I want you to create a vivid picture of it in your mind’s eye. I want you to take in the whole scene, so you can see all the players who were there, looking just the way they looked, including how they were dressed, how their hair was styled, and even how the room looked. Creating an internal picture like this, where you’re looking down
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Step #3: Choose your physiology This is where you’re going to change your physiology to match the exact physiology of the state that you’re trying to anchor. For example, in this case, you’re going to make sure that you’re standing certain and holding your head certain and walking certain and talking certain and even breathing certain, so that literally every aspect of your body, including your most minute gestures and facial expressions, is resonating with the emotion of absolute certainty. If you think it’ll help, you can even take the picture from step two and actually put it in motion, so
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Step #4: Intensify your state This step involves using your five sensory modalities—also known as your five senses—to take the picture you’ve created in your mind’s eye in step two and use your brain to manipulate it in a way that intensifies the feeling of absolute certainty that it creates inside of you.
if you focus on the image right now, in your mind’s eye, you can instruct your brain to make the picture bigger, and brighter, and sharper, and you can even move it closer to you; and doing that will tend to amplify whatever feeling the picture gives you, which, in this particular case, is a feeling of absolute certainty.
PUTTING YOUR BRAIN TO WORK I want you to start by taking the still picture you created in your mind’s eye and putting it into motion, so you can actually see yourself moving in the picture, and being your best self, as you go about closing this huge sale. If it helps, you can even put a frame around the picture and imagine that it’s a flat-screen TV.
The point is that by turning a still picture into a motion picture, you’ll start feeling more connected to the scene and your state of certainty will start to intensify—especially when we execute our next step, which is to add on dialog from your memory. So, do that right now: add on the appropriate dialog, as best as you can remember, and give yourself that same, perfect tonality and body language.
As you’re making these various “edits” to this internal movie, notice how the feelings associated with this memory continue to intensify and intensify.
And then you can intensify those feelings even further by imagining them occupying a certain part of your body, like just over your heart or your solar plexus, and then placing the palm of your hand over that spot and noticing how the feeling tends to spin or tumble in a certain direction. Then allow your hand to move with that feeling, until they merge into one entity.
Step #5: Set your anchor Now we’re at step five, which is where you actually set your anchor. What this entails is taking the intense state that you’ve just created and linking it to a word or mantra, or to some external sound or sharp feeling, like clapping your hands and screaming the word “yes”—
Just how I came up with the idea to use sense of smell I don’t fully recall,
Once I hit upon the idea of using the sense of smell to set an anchor, it didn’t take long to find the perfect product. There were two requirements: 1 It had to be a scent that was extreme enough, unusual enough, powerful enough, and pungent enough to meet Bandler’s criteria, yet still be pleasing enough to the nose to not gross me out or become its own negative anchor. 2 It had to have an unobtrusive delivery system that was portable, practical, and personal to me—meaning, I could easily slip it into my pocket, remove it without fanfare, and then use it to fire off my anchor without the scent
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The name of the product I found was BoomBoom. See what this is at www.boomboomenergy.com. BoomBoom came in a sleek black tube about the size of a ChapStick, so all I had to do was unscrew the top, give myself a blast up each nostril, and, just like that, I popped into my ideal state.
The necessity of having to be at the absolute peak of a state in order to successfully set an anchor makes this strategy extraordinarily tough to execute.
Well, in the end, what I eventually came to realize was that the only surefire way for me to be truly at that ultra-intense level of absolute certainty that’s required to set a legitimate anchor was to wait until I was actually in that state organically and set my anchor then.
All I had to do was wait until I closed a really big sale, in the real world, which caused me to pop me into a peak state of absolute certainty organically, and then, right then—and I mean right then, in that very instant—when I was basking in the afterglow of closing an awesome sale, and I knew in every cell of my body that I truly was in an organic state of absolute certainty, as opposed to an artificially manufactured imitation, I would bring out my BoomBoom and take a giant whiff up each nostril —boom! boom!—and just like that, I’d have set myself one powerful anchor.
So to sum it all up: with zero preparation, beyond simply choosing what state you want to anchor, all you have to do is wait for that awesome moment when you close a really big sale (or any situation that causes you to organically pop into a state of absolute certainty, or absolute anything, for that matter), and then, right then, in that very instant, when that moment hits, you whip out your tube of BoomBoom, unscrew the cap, take a deep, prodigious blast up each nostril so you can literally feel the rush of the mint and citrus bathing your olfactory nerves, giving you that pleasant,
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Here’s how it looks, laid out in steps: Step #1: Choose a state Like before, let’s choose a state of absolute certainty. Step #2: Set your anchor You wait for a very specific moment, and then take out your BoomBoom, unscrew the top, and follow the steps above—take a massive blast up each nostril and then ball your hands up into fists and dig your fingernails into your palms, and belt out the word “yes” in a powerful yet controlled manner.
Now, just to be safe, you can repeat this process one more time—the next time you close the same type of awesome sale—and stack a second anchor right on top of the first one. It certainly can’t hurt, as anchors become stronger when they’re stacked; but, either way, even if you only set the anchor once, it should be very powerful the first time you fire it off, which should be right before you’re about to enter a sales encounter. And just to make sure your anchor stays firmly locked in, for the next month or so, whenever you close one of those especially awesome sales, the ones that cause you
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when you’re speaking to a prospect in a situation of influence, their brain is actually listening to two distinct things at once: first, they’re listening to the words you say and analyzing the meaning of each one, both individually and in the context of the overall sentence; and second, they’re listening to their own inner monologue, as it debates the pros and cons of the last few words you said, based on the meaning they applied to them.
For example, let’s say you cold-call a prospect named John Smith, and he picks up the phone and says hello, to which you reply, “Hi, my name is Bill Peterson, calling from the Acme Travel Company. I’m looking for Mr. John Smith. Is he home?” Now, unless John Smith has been living under a rock for the last thirty years, there’s a 99.9 percent chance that he will strongly suspect that Bill Peterson is a salesman.
it’s your words that move a prospect logically, and it’s your tonality that moves your prospect emotionally. And, in addition to that, we can also use tonality at a much higher level to take control of our prospect’s inner monologue and stop it from narrating against us.
So, instead of saying, “Hi, my name is Bill Peterson, from the Acme Travel Company. I’m looking for Mr. John Smith. Is he home?”—which is the equivalent of death—the salesperson should simply say, in a very upbeat tone: “Hi, is John there?”
Now, when I say, “a very upbeat tone,” I’m referring to one of the ten core influencing tonalities, called the “I care” or “I really want to know” tonality.
