22 "Jedi Mind Tricks" of unapologetically effective persuaders ⭐⭐⭐⭐ Book Review of "Way of the Wolf" by @jeroseland on 3Speak
The manifesto of the world's most infamous salesman - Jordan Belfort, "The Wolf of Wall Street" - has some devilishly clever persuasion hacks. I wouldn't blame you for not taking the author very se...
Tags: #podcast #books #psychology
Oh, hey, I'm Jonathan, with Limitless Mindset, and this is my book review of The Way of the Wolf by Jordan Belfart. the world's most infamous salesman. And you've, of course, seen the movie starring Leonardo DiCaprio made about his life. Maybe you read his earlier books, like me. I think I read his first book twice, actually. I found it that compelling and engrossing of a read, but you probably might not... take George Belfort that seriously. In fact, I wouldn't blame you for not taking him all that seriously. But I just finished his book, his manifesto for unapologetically effective persuaders. And it's actually got some pretty good stuff in it. He has some... devilishly clever persuasion hacks in there that I'm going to share with you here today. So we're going to get right into, we're actually going to start by talking about what I think is his best state management biohack. This is something that is pretty clever. I got to say, but... Before we get into all that, before I break all that down, for you, you're probably wondering what is this strap doing on my head. And I should show you, as you can see, it's attached to this device, which is a PMF device, and it is blasting... this gamma wave into the back of my head. It's blasting this gamma wave into my corpus callosum, actually. And what this does is it has an entrainment effect, not an entertainment, in fact, but an entrainment effect where... my brain will synchronize its wave will synchronize its kind of mode of functioning with the waveform that it gets exposed to. And this is called PMF, pulsed electromagnetic field. And I chose the gamma wave because people that make... like a lot of money, people that are kind of like you call them a naturals in business or in sales, those people are in the gamma brainwave a bit more. It's one of the little known advantages that they have. And so I'm using this device to entrain that. We're going to dive in with discussing Jordan's olfactory biohack for instant confidence. But before I describe that, I'm going to urge you to give this podcast or video. I might suggest that you go and watch this as a video if you're listening to the podcast because I'm going to actually show you a couple of things. You might want to... see the ophact, see the PMF device that I'm using for the gamma wave on my brain. Right now, whether you're listening to this as a video or as a podcast, please do give it a comment or an upvote or a share around. You might be listening to this on one of these newfangled, decentralized Web 3.0 platforms where you can attach a little crypto tip. Maybe you want to buy me a coffee or something like that, because on this channel, I... pride myself on doing these deep dive book reviews on different subjects. You are no doubt well aware and have encountered over and over again on the internet, in the podcast sphere, in the personal development sphere, all of this low effort content, which is people that will do like, ask me anything. live streams where they haven't done any research, they haven't done any wordsmithing, they just sit down in front of the computer and let the words topple out of them, and they do that frequently enough that they make up for their lack of quality with quantity. And... That's not what I'm about. What I'm about is reading meaningful books and then going a little bit deeper into those books and thinking about them and writing up a review of those books and adding some of my own thoughts and ideas to them and doing some experimentation on top of that and then putting together a podcast or a video like this for you that. is a higher density of value and information that you can take and go and use. And it does entail more work on my behalf. So if you think that's kind of like a format of meaningful educational content that you'd like to see more of, then, hey, reward me in just a little way, however you find appropriate. comment, upvote, share, maybe a five-star rating and review of this podcast, wherever you listen to, your podcast, that's going to keep me chugging away at this. And I guarantee you, you're going to want to listen to this book review in completion, because at the end, I've got a... a super simple, a surprisingly simple and effective template script for getting through the gatekeeper. When you're doing those telephone sales, I've got a script that'll get you, you will fly right past those gatekeepers that are, you know, holding you back from making sales and talking to decision makers. And then I've also got an equally... surprisingly simple script for getting callbacks. You know, when you have to leave a voicemail for a prospect and they only call you back maybe 10% of the time, I've got a real simple script for bumping that up to like 50 to 70% of the time. Okay, so the olfactory instant confidence biohack, which is... You might be guessing at this point, that's what I did with this little bottle at the very beginning of this video. Here's how Jordan describes it. The key distinction here is that 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 the most. Like, before you enter a sales encounter or try to close a business deal, or enter a negotiation, or even if it's an important decision you need to make in your personal life. The most common state that salespeople will try to set an anchor for is a state of absolute certainty, and the most common anchor they'll choose to link it to is a combination of shouting the word, yes, and simultaneously clapping their hands, yes, oh yeah, right? If you've worked in sales, you've seen people doing that. About anchoring confidence, the key bandler explained is that 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. So let's choose a state of absolute certainty as this is the state that you must be in when you enter any sales encounter. And then we get to scent anchoring. 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. Okay, so got that. It needs to be a pungent scent. It needs to be a pretty strong scent, and it also needs to be something that's kind of rare that you don't normally encounter in your day-to-day life, and you wait for a very specific moment, then you take out your Boom Boom, and that's a boom, boom is a scent anchor. Okay, unscrew the top and follow the steps above. Take a massive blast up each nostril and then ball your hands up in fists and dig your fingernails into your palms and yell out the word, yes, in a powerful yet controlled manner. Then... 10 seconds later, the scent of the boom boom still lingering after the initial rush gone, repeat the process again. And that, as they say, is that. So Jordan recommends this product, the boom boom, which I haven't tried. I'd love to try it, but it looks like they only have a distribution in the United States, and apparently this product hits you with a really strong scent, a strong distinctive energizing set, which is exactly what you want. I'm not sure... You could get this product if you want, but I don't think it's the best idea to anchor your instant confidence sent to a specific product that you might not always be able to get. You know, this company might not be around forever, right? And so, that's why I recommend using essential oils for this. Because essential oils have a distinctive... clear scent, you don't smell the scent, all that often, and essential oils are going to be around forever. And so, again, I've been using the rosemary scent for this. Let me take another hit. Ah. And I'm actually not sure if rosemary is the best, I may change that up because there are some essential oils that do have stronger sense. I asked some essential oils experts about this, and they named Pachuli, frankincense, eucalyptus, and Yelang, that one sounds awesome, sounds Asian for some reason to me. So, Maybe I'll switch to using one of those as my scent anchor, because the rosemary's a little bit more common of a scent, and maybe it's not quite strong enough, but it does still have an effect on me. In the past for this, I've also used an old cigar, like... If you get a cigar in one of those metal cases, the metal case does a pretty good job of insulating the scent. And you don't put the cigar in a humidifier, you just leave it in a drawer or whatever, and it will predictably dry right out, and then it'll have this old, dried cigar scent. And what I'm thinking, I may... With my experimentation on this, I'm thinking what I'm going to do, actually, is go and pick up one of those cigars, real smelly old, I'm going to go into a cigar store and ask them what is a particularly pungent cigar that they offer, and then I'm going to let it dry out, and then I think I may switch to frankincense, and then what I'll do is I'll add frankincense, I'll drip frankincense, with a dropper there, into, I'll cut the cigar, and then, I'm not going to smoke this, okay, but I'm going to cut the cigar, and I'm going to drip the frankincense into it, and then I'm just going to leave that to sit in a drawer, and I bet you that's going to turn into a really pungent scent. So that's... The Rosemary works okay, but I think this could be improved upon. I think I can DIY a boom boom for myself. And I have got a add-on mindset strategy. I'm stacking the olfactory confidence, biohack with something else. Recently, I have been anchoring certainty and confidence while doing the dispenza-style epigenetic mindset transformation meditation. And if you haven't heard of this, you are going to want to go and check out my book review podcast of You Are the Placebo by Dr. Joe Dispenza. I'm going to be linking to that through the resources link below wherever you were listening to this. So just go and... bookmark that and check it out later. But basically, this is a meditation, and it's a little bit more of an intensive meditation. It takes a whole 50 minutes to get through where you do kind of like an ego dissolution step, and then you go through some other steps and a guided meditation that makes your mind very suggestible. Okay, and then, as you're kind of reaching this climactic moment in the guided meditation where, like, the music is getting really enthralling, what you do is you replace an old limiting belief with a new empowering belief. And it really is quite... It really is quite a powerful emotional experience that you have, and the book breaks down the science behind all of this, that this is a mindfulness method that flips epigenetic switches in your system via something called neuropeptides. Actually, you may want to read this other book also, and at least listen to my podcast on it. It's an interesting topic. Anyways, so this is a method, this meditation, is a mindset transformation tool that I've used for a couple of years now, when I wanted to... make a real fundamental, underlying mindset kind of shift on something that was a belief I had that wasn't serving me. Great. And so when I read this book and I revisited the topic of the olfactory scent anchor, I said to myself, you know, when I sit down and I do my epigenetic mindset transformation meditation, I find myself in this state of supreme confidence. I find myself in this emotional, an emotionally empowered state. Like sometimes while I'm doing this meditation, I yell, I throw my hands in the air, I really get into it during this. It's really a pretty cool meditation. You should, you should try it. You owe that to yourself. But I thought to myself, what I should do is as I'm reaching that emotional climax of certainty in the dispense of meditation, I should anchor that because it's not like I'm closing $5,000, $10,000, $100,000 deals every week or even every other week or even once or even every month. But this particular state of certainty and emotional enthusiasm about the future and about change and about myself and my identity and all that good stuff, I can experience that state doing this meditation. so I will keep my scent anchor next to where I'm sitting and doing the meditation, and then I'll take a hit of it at just that moment, at the moment of a optimal certainty in that meditation. It's having cool effect on me. So I suggest you do the same if you try that. I think this is kind of a cool fusion of different techniques that I've encountered in the personal empowerment realm. So if you try that, leave me a comment or send me an email or a message, letting me know what kind of results you get. out of that because unless you're, if you're a sales, let's say you're a salesperson and maybe you're like a telemarketer where you're making, you're making dozens or perhaps even a hundred calls a day, you're going to have the opportunity there where you're going to be going through, you're going to have these real emotional peaks of certainty. throughout your day, you'll have a, you make a hundred phone calls, and you're going to have, like, three or four that go, like, really, really well, right? And so that gives you the opportunity to use the scent anchor really frequently and get a real strong association going on between the type of state of certainty and... total enthralling confidence that you want to be able to summon on command because of the amount of frequency that you have. But maybe your life or your profession as a salesperson, maybe you're the kind of salesperson that you're You're doing less prospecting, and you're, maybe you're closing a deal only once a month, or maybe you're one of those salespeople that you close, like, two really big deals a year that are worth, like, several hundred thousand dollars. You're, like, far and few in between, closing these really big deals that are going to give you this emotional high that you can anchor with your scent. Well, in that case, then the... dispenses style epigenetic mindset transformation meditation is something that I think can serve you very well. So do go and check that out. Current year, Jonathan, here with a worse haircut, and a quick update to this. The olfactory biohack for confidence described here actually made it into fiction. that would be my new novel hourglass, and I took my nearly 15-year obsession with all sorts of weird and wacky personal growth things, life hacks, all of that, and I put it into a thriller narrative here about a biohacking cybercriminal who must save civilization from the same comet that destroyed Atlantis 12,800 years ago. If you're the kind of person that enjoyed Jordan Belfort's... first iconic book, The Wolf of Wall Street, you would really enjoy Our Glass. In the chapter, The Addict, I describe how the protagonist stacks some different confidence biohacks. I'll include an excerpt from the audiobook. Xavier had once dropped $1,800 on a three-day neurolinguistic programming workshop. He had picked up three surprisingly effective methods for instant confidence from the workshop. One, scent triggering. This is classic Pavlovian conditioning. In a simple, yet potent hack of olfactory memory, one anchors assent to a desired mindset. Xapheus was mistletoe, whenever he had emerged victorious from a windful sim poker game, elated by the win. He took a big whiff of mistletoe, thereby associating the scent with a headspace of massive confidence. This was a two-way biological street, provided he didn't dilute the scent by over a one to three proportion. one-time faking confidence, for every two times anchoring the smell to an actual event. According to the sandal-wearing, long-haired, eccentric and energetic NLP guru. Two, aping? This biohack was less complex. One would act like an aggressive ape for about two minutes, shaking one's arms above one's head and reaching for imaginary branches. done in private, of course, or with friends for riotous hilarity. 3. 60 seconds of arbitrary laughter. Xavier found that deep belly laughter for one minute was a sure stimulator of peak confidence and mood. The first 20 seconds were always awkward and forced, but after that, laughing at laughing, became self-evidently funny. and carried him into a quintessentially playful state. After the trifecta, he paced his apartment as an outlet for the confidence bursting out of his chest. He dialed Astrid, and she picked up on the third ring. Moving on, let's look some more at the straight-line system, which is the name of Jordan's sales system. Kind of a boring name, but I guess... Hey, it describes what it is. And there are five core elements to it, which is first, prospect must love your product. The prospect must trust and connect with you. The prospect must trust and connect with your company. Step four is to lower the action threshold, and step five is to raise the pain. threshold. And one of the important points he makes is that there are three tens, okay? And the first 10 is that the prospect must love your product, must trust and connect with you, and the prospect must trust and connect with your company. Those three things, I've repeated them now, because they are really important. And he talks about objections, which, of course, objections, you face those. And he writes, in reality, though, the actual meaning of any particular objection has very little to do with what it states on the surface. You see, at the end of the day, objections are merely smokescreens for uncertainty. In one or all of the three tens. In other words, if you ask for the order and your prospect is not high enough on the certainty scale, then they'll throw out a smokescreen in the form of one of the common objections. And if you've been in sales, you've certainly heard this sentiment before, which is that, like, objections are not really objections, that when you get hit with one of those common objections, like, I need to talk to my wife about it, I need to talk to my business partner about it, I need to think it over a little bit more, I need to do a little bit more research on this, I need to, I need to read the entire pamphlet for whatever you're selling, that... That's not the real objection, that the real issue is this lack of certainty. And personally, I've got kind of mixed thoughts on this. I think it is important to be empathetic with the prospects, with the people that we're selling to, right? I don't think we should just try to run over and skip over the legitimate concerns that they might have, but... I do think probably a lot of times in sales. The objections we get are probably not legitimate. And I think back to when I was a salesperson selling brand new Toyotas at the Toyota dealership there in Denver, Colorado, I think I was about 19 years old at the time. And I remember this guy came in. on like a Tuesday morning, I think he had like a little bit of time off work in the morning, and he wanted to look at those beautiful brand new Toyota trucks. Toyota trucks are a thing of majesty. They're mechanically engineering. They are an amazing thing, amazingly reliable. And so he's like, I just want to take a look at some of these new trucks. But he emphasized to me, he was like, I'm not buying anything today. I'm not doing anything today because my wife doesn't even know I'm here. And there's no way, man, that I would buy a car without my wife being here, you know, because we respect each other. We make these significant household financial decisions. We make all these kind of decisions very carefully with each other. He was singing me that whole song all the way out to the truck. But then, Oh, once he laid eyes on, what was it, a Tacoma, one of those Toyota Tacomas, one of those beautiful, brand new V6 cab Toyota Tacoma's,…