Scott $560,000 – IN ONE MINUTE

Today I went to the state asking for money for training programs for the company I train at. This meeting is a big deal and in front of a board of supervisors. I was asking for $560,000 so by no means a small amount of money. The average person  group spoke for a few minutes and had a reduction in the contract amount.

I used anchoring and got a yes in less than 60 seconds without a reduction or a single question asked of me. Got approved for a little over half a million.

Zero resistance
Used anchoring and won.

Jay 3 minute 5K sale

Hey all… I wanted to share my first anchoring success story along with how I did it (sorry about the length).

Background: I’m a peak performance coach who’s studied a wide variety of persuasion material. But when it comes to “McZini-style anchoring,” I’m a total noob.

Anyhoo, I decided to perform a little experiment and drastically shorten my sales presentation. My standard protocol is to spend a few hours working with a new client (for free) before I mention packages/payments.

I like to show them how awesome I am up front before I pitch them (my standard pitch is typically 15-20min and takes place at the end of a coaching session).

My new “no pitch” pitch (about 3 minutes total :)

3 days later, he decided to sign up for my gold package – $5000 in less than 5 minutes of pitching. Not too shabby.

Kudos to Tom and Kim for teaching me a game-changing technique in just 3 short days. I also have to thank everyone else whom I practiced on and chatted with during breaks. I learned something from each and every one of you

Paul 40% increase in sales in the FIRST week in LESS time

Okay so here is my week after attending the seminar: I put about 55k in sales over the phone ( my average is about 35k a week) But, using Tom and Kims methods I have shortened my close call from about 1 and ½ hours to just under an hour getting better results ( still feel sloppy with the phone anchors BUT seeing much progress)

The real WOW moment for me came just now though. I had a meeting with a company in SLC that I have been talking too about opening an office in Vegas. The opportunity is lucrative enough BUT they wanted 25k upfront for the opportunity and I just didn’t want to put the money upfront so I set the meeting to tell them no.
Sitting at a conference table listening to them talk about the opportunity I thought “what do I have to lose”?

Every time they talked about revenue and opportunity I drew a little 2 inch circle on the table about a foot and a half in front of me and every time I talked about what I bring to the table I tapped the center of the circle… After they tried HEAVILY to close me on the 25k I politely told them no..They were stunned because they thought it was going so well ( tap tap tap on the little circle ) I stood up to shake hands and leave and one of the partners blurted out “ Wait what did we do wrong’?

I pulled out 2 quarters one in each hand and said “here is me and here is you”, set them on the table and began to slide them back and forth on the table as i was talking about business and what could be ( Just like the sugar packets) focusing on the circle finally coming to rest with both coins on the circle.. “it’s a shame we are going to let 25k come between what could have been such a lucrative partnership” Within five min of that statement they waived the 25k and are paying my office space and expenses for the first 6 months and we are signing the papers on Monday.. ( the whole time they believed they were closing me.. lol)

Again I can’t thank you guys enough.. Every other guru, trainer, and so called expert has always told me use more, bigger patterns, more language, lay it on thicker, find the perfect state, driver etc… What I learned from you is, keep it simple,stay in state, just play and D@%# does it ever work!!!

Matt closed a $10k deal in a 45 minute call

Just Closed a $10k deal in a 45 minute call….The Gal was looking at some negative stuff about the company I work with on Twitter whilst I was taking her credit card details……there is NO WAY on this earth that deal would have gone through without ANCHORING…..remember this is COLD TRAFFIC…Thanks Tom and Kim you Guys ROCK….when I came on TLT last year I enjoyed it but I didn’t really get the POWER of your STUFF….now I am a slow learner so that’s normal…but its coming together..its going well !!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!! BOOM !!!!!

Liz 100,000 deal DURING the seminar in FIVE MINUTES!

During one of the drills I could not find Liz anywhere. We called everyone together and still no Liz. I went out of the seminar room to look and Liz came running across the lobby and gave Kim a BIG hug. I walked over and asked what was going on and then Liz gave me a BIG hug. We had just taught the 3 Step Sales process using anchoring  and when we went for a break she grabbed her notes and ran out of the room to make the call.

She had been trying to get this investor for quite a while with little movement. Using anchoring and the 3 Step Sales process she closed him in just a few minutes!

100K deal closed 5 minutes after we taught the 3 step sales process she went out 5 minutes later and closed 100K DURING the seminar!

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Here is a simple explanation what anchoring is and why you should use it.  You want someone to do X. You take feeling Y and stick it on thing X and it makes thing X an attractive idea. 

Why doesn’t everyone do this? The answer is simple. Most people believe that if you pile up enough information high enough that it will overcome any objection. That sounds like a great idea other than this. Most people use rational information to justify a decision they already made emotionally.

People have emotions all the time and most of them are not sticky.  The trick with anchoring is getting someone into a state and then making that state sticky. Once you have done that you can stick it on any idea you want to attach it to.

So you want to get a job, ask for a raise, ask for a date or any other idea…

The first question you ask yourself is what feeling do they need to have in order to accept my idea? If it is a job maybe value or asset or trust would be good anchors. If it is a date it might be connection, comfort or security. For a raise it might be need, trust, scarcity. If you want to sell them something it could be even a different set of emotions. The trick is noticing what that individual persona needs to feel.

Second you elicit the state in a way that makes the state accelerate so it stands out from all the other states they normally occupy. That is what makes the state sticky. Their brain enters what is referred to as a plastic condition where it rapidly learns and associates.

Third you create a trigger that the state can stick to by using a motion, object, idea, or task

The fourth skill is actually using the anchor. To do this think of anchors and exclamation points at the end of a sentence.  You have to add an action to the anchor that give the people a direction to go into. You can’t just fire an anchor when you walk up and expect people to apply the feeling where you want.


In the one week following our 2015 Anchoring Masters Seminar our students closed 1 million dollars in business that they directly credited using the anchoring skills

Stop and read that again because it is important

Imagine being able to get the job you want. Imagine being able to get the raise you deserve.

Imagine being able to sell more than anybody else out there in your field.

Imagine being able to manage people in a way that developed loyalty, trust and dependability.

Imagine being treated BETTER than anyone else because you make people feel  special

Imagine being able to negotiate to get the best price for anything you want to buy AND the highest price for anything you sell.

Imagine being treated BETTER than anyone else because you make people feel  special


What Will You Learn?

How to get people to feel the EXACT thing they need to feel in order to get the result you desire
Anchoring groups of people
Anchoring face-to-face
Anchoring over the telephone
Anchors of opportunity
Anchoring in writing
These are positions which maintain a connection of someone you would listen to. Someone you would let you help make decisions. Someone you trust. While anchoring you are trying to move someone in a direction.
Reactance is resistance against the persuasion process itself.

Skepticism is resistance directed against the offer or proposal

Inertia is the reluctance to change. It is an attachment to the status quo.

Each situation needs a specific strategy to succeed. Social, Business and even Family

The Objection Destroyer
The Best Friend Connection
Listing and Matching Values refocusing

The problem most people have is this. When they try to convince somebody of something they think that if they give them enough reasons, then they are being convincing. They think if they get someone excited enough it is compelling. They think if they’re pushy enough they can wear someone down. Those methods take too much effort and only have a momentary effect.

Professional salespeople, managers, business owners, and even anyone trying to make plans with friends face this problem. The bottom line is that it just makes life hard. Do you ever think you have everybody listening and following directions only to find out that as soon as you’re not there it all falls apart?

Then you have to convince them all over again!

This one skill fixes that problem…. forever