===FILE=== 1QK4qLic5jk - Power Of Tonality  Sales School Free Training  Sales School.txt
https://youtu.be/1QK4qLic5jk
Power Of Tonality ｜ Sales School Free Training ｜ Sales School

[0:01] i'm jordan belfort and this is sales [0:03] school [0:06] it's throwback thursday daily motivation [0:09] skills training i'm gonna give you a [0:10] great clip of tony so many to choose but [0:13] i found the great one you're gonna love [0:15] this one let's cut to the live footage [0:16] right now [0:17] and i will not see you on the other side [0:20] all right i will see you tomorrow we'll [0:21] wrap up the week in a big way check out [0:24] this clip it's an awesome one you're [0:25] gonna love it i'll see you tomorrow when [0:27] you're on a phone call and typically by [0:29] the way most things these days starts [0:32] off with a phone call [0:34] and then ultimately sometimes we never [0:35] see our client but very often starts [0:36] with a call and then we see them [0:37] afterwards for an in-person appointment [0:39] when you're on the phone [0:41] talking [0:42] how do they sell how can they if they [0:44] can't see you how do they size you up [0:46] how through what [0:49] boom tonality [0:52] tonality [0:54] they make a mental image of you based on [0:58] the way you sound [1:00] understand this the words [1:03] show up as attack enthusiastic as hell [1:05] and expert in your field they don't [1:07] exist [1:08] in four seconds you can't say listen [1:09] johnny i'm sure if it's a ticket [1:10] thursday what the [&nbsp;__&nbsp;] is wrong with you [1:12] people think you're crazy [1:14] you can't get it across with the words [1:17] this has to get across you say hey john [1:19] how you doing today great john reason [1:20] for it's the [1:22] with benign words you can get across the [1:24] fact that you're sharp on the ball [1:25] enthusiastic it's from tonality [1:28] it starts with tonality i'll write it [1:30] over here it's the first way we do it [1:32] number one tonality [1:36] and secondly [1:38] body language we're in person [1:42] in terms of tonality [1:44] there are 29 [1:47] tonalities that we have as human beings [1:50] that we use [1:51] 10 of them are core influencing tones [1:54] like oh [&nbsp;__&nbsp;] i gotta learn let me tell [1:56] you something guess what you're already [1:58] using them [2:00] you all ready use them [2:03] you just don't know it [2:05] you're doing it by [2:06] accident who's ever had a time in their [2:08] life when they told a secret raise your [2:10] hand or see ray what do you do when you [2:12] tell us what he do you whisper you say [2:13] hey john listen the reason for the call [2:16] and it's a secret and it intrigues [2:17] people there's a mystery behind it who's [2:19] had a time in life where they're [2:20] absolutely certain wrestling raise your [2:21] hand certain right what do you say you [2:23] say listen john let me just tell you and [2:24] you talk certain [2:26] who's had a time where you really a good [2:28] friend of yours something happened and [2:30] you felt their pain who's that at raise [2:32] your hand right we say john i totally [2:34] understand mary i feel i thought you [2:36] felt empty we've all used these tones [2:40] through our entire life [2:44] and when you're influencing once you [2:46] understand how powerful they are [2:49] in specific [2:50] points of an oral presentation you'll be [2:52] shocked [2:54] at what will happen [2:55] tonality is the hidden language of [2:58] influence there's not that much we can [3:00] say with our words sometimes without [3:01] sounding disingenuous say to somebody [3:03] else john i really really care about you [3:05] in the first person says what the [&nbsp;__&nbsp;] [3:06] you're a liar [3:07] you can't still work that the words [3:09] don't exist now later on yes of course [3:11] when you're in business someone and you [3:12] prove yes then it's different i'm [3:14] talking in the beginning in those first [3:16] few seconds sharp enthusiastic and [3:18] expert in your field it's tonality and [3:21] body language and this together these [3:23] two things tonality and body language [3:25] make up about 90 [3:29] of human communication [3:31] ninety percent of human communication [3:33] tonight's about forty five percent this [3:35] is forty five percent and the words are [3:37] ten percent that's it the words [3:39] only ten percent of communication yet [3:42] sales people salesmen sales women they [3:44] spend so much time over their words [3:46] laboring on their words [3:48] and they're missing 90 percent of their [3:51] ability to communicate [3:53] 90 is missing [3:55] now there are two things you know in [3:58] that first few seconds that first let's [4:00] say that first few minutes after that [4:02] there's two messages that you must get [4:04] across [4:06] to a prospect [4:08] and i'll tell you what they are number [4:10] one the first thing [4:11] of communication is starts off with this [4:14] i care [4:15] that first that must come across i care [4:18] or you care [4:21] that's got to come across right away [4:25] and just you know this idea of like you [4:27] know that oh you know well jordan you [4:28] have a course well you have a lot of [4:29] charisma you know well oh yeah you have [4:31] charisma too she's got charisma he [4:33] doesn't have this idea of charisma right [4:36] it's a load of [&nbsp;__&nbsp;] [4:37] charisma [4:38] is not a gift [4:40] for just me or him or every one of you [4:43] can learn to have massive charisma [4:47] [Music] [5:06] you

===FILE=== 2cF3Jfw2g8g - Best Time To Ask For Referrals  Free Sales Training Program  Sales School.txt
https://youtu.be/2cF3Jfw2g8g
Best Time To Ask For Referrals ｜ Free Sales Training Program ｜ Sales School

[0:01] i'm jordan belfort and this is [0:03] sales school [0:07] so the question is do you want to ask [0:10] them [0:10] right at the table right at the closing [0:12] date whether it's in person over the [0:13] phone [0:15] or do you want to wait a few days and [0:17] then you call them back to check on them [0:19] and say hey [0:20] you want to make sure everything's going [0:21] well you have any questions i want to [0:22] make sure you have a good experience [0:24] oh by the way you know anybody else who [0:25] could use the same blah blah blah right [0:27] you want to do it then or [0:28] do you need to even wait longer than [0:30] that i mean just for for the sake of you [0:32] know politeness in general like you know [0:34] just being a good person that you want [0:36] to wait to give the person the chance [0:38] to experience the benefits of the [0:40] product for themselves [0:42] before they have to recommend to a [0:44] friend which do you think is right [0:46] now hopefully you know a little bit [0:48] about this program by now [0:49] and if you said the last one you know [0:51] i'm going to jump through the lens and [0:52] try to choke you right because it's [0:53] terrible you'll destroy yourself [0:55] you don't have to wait for any [0:58] arbitrary amount of time before you [1:01] start asking for referrals [1:03] frankly bottom line i've tested this out [1:06] over [1:06] many different industries i've done this [1:08] for years is the best time [1:10] to ask for a referral is right after you [1:13] close the person that [1:14] is very instant why is that well there's [1:18] a couple of reasons number one [1:20] is that when someone says yes right [1:24] if once they say yes in order to remain [1:26] consistent with them saying yes they [1:28] want to think they made a smart decision [1:30] they can't say oh yes i'll i'll do it [1:31] i'll leave my money [1:33] but i'm not comfortable enough to [1:34] recommend the friend [1:36] rare indeed is that person rather that [1:38] person [1:39] is going to actually want to recommend [1:41] his friend because he wants to form his [1:43] own consensus those [1:44] consensus is one of those court [1:46] influencing traits those people want to [1:48] be part of the crowd want to be part of [1:50] the consensus right [1:51] so it almost is an affirmation that he [1:53] did the right thing he made a good [1:54] decision [1:55] by going out there and getting someone [1:56] else to do it too that's why [1:58] people will give you referrals right at [2:01] the closing table [2:02] in addition it's that moment after you [2:05] close when you just lower the action [2:06] threshold with them very high in the [2:08] certain scale [2:09] that's when they're most apt to give you [2:11] a referral [2:12] don't fall into the trap it's a weakness [2:16] it's just being weak the second you [2:18] close a deal [2:20] then first words out of him out there's [2:21] a great you know lovers oh by the way [2:24] you're right who else do you know that i [2:26] can help in the same way that i helped [2:28] you not [2:28] who else can you refer to what else can [2:30] you know i can help the same way that [2:31] just helped you [2:32] remember you just helped this person [2:35] feeling if you've done this [2:36] right you built massive rapport along [2:37] the way right you were in report your [2:40] clothes in report because you can't [2:41] close without report right [2:42] this is the perfect time don't be shy [2:46] don't like chicken it's a mental thing [2:49] just put your [&nbsp;__&nbsp;] back up in the [2:51] total con sale by the way [2:52] who else do you know that i could [2:54] benefit in the same way that helped you [2:55] and just shut up now that being said [2:58] going forward [2:59] there are different levels of referrals [3:01] like the best thing is would be [3:03] listen here's what i want you to do i [3:05] want you to take out your rolodex [3:07] or take out your smartphone and i want [3:08] you to actually dial the number yourself [3:10] right now in front of me [3:11] oh here's what i want you to do john [3:13] take out your phone i want you to your [3:15] top three people [3:16] i'll wait right here i'm gonna wait here [3:17] i want you to dial them and tell them [3:19] this is the greatest thing in the world [3:20] and then stand the phone to be after you [3:22] told that nothing in front of you [3:24] that's your best referral right versus [3:27] them saying oh yeah i'm gonna call uh [3:29] i'll call i'll call my friend jim who [3:32] will love this [3:33] and um i'll tell jim to give you a call [3:35] is that okay oh yeah sure i told you [3:37] here's my cell phone give it to jim [3:38] don't hold your breath for gym to call [3:40] you that's your worst referral right [3:42] and then in the middle of those is the [3:44] classic yeah yeah call this guy uh [3:46] john doe when he has his phone and gives [3:48] you the number [3:50] you might think i was kidding around [3:52] when i had that first scenario like all [3:54] right here's what i want you to do john [3:55] take out your freaking smartphone let me [3:58] tell you something [4:00] if you do this right and you're in type [4:02] report someone [4:03] you can get someone to take out their [4:06] phone right now and stop [4:07] calling people i did this all the time [4:11] i'm saying i'd be in someone's house i'd [4:13] close them on their mortgage back when i [4:14] was doing [4:15] the mortgage this is a perfect big [4:16] referral business right close them on [4:17] their mortgage [4:19] i had not even refinanced their home yet [4:22] they had no idea if i was good bad or [4:25] indifferent what i did [4:27] but they were so confident based on how [4:30] i [4:30] sounded we were in such type or poor [4:33] because of my focus of the second ten [4:36] and future pace them emotionally that [4:39] a person who was typically hostile when [4:41] i walked the door they were typically in [4:42] hospital somewhat right [4:44] they were cooking me dinner i'd be [4:46] sitting there with a [&nbsp;__&nbsp;] meal out [4:48] wine here and they're busy on their [4:51] phone calling their friends [4:52] one after the next saying what a great [4:54] guy okay [4:55] i'm not a magician all right so i'm not [4:58] i'm not it's not like i'm harry potter's [4:59] like i [5:00] cast a spell on them it's very simple i [5:03] asked them to do it in a nice way not [5:07] take out your smartphone and start [5:09] dialing bill [5:10] i'm like bill i honestly i i can't tell [5:12] you my business [5:13] listen mostly it's on referral you know [5:15] i cold called them probably right [5:16] absolutely [5:17] most of this is our phone and just i [5:19] really appreciate it if you knew [5:21] anyone who i could help in the same way [5:22] you say oh yeah i have my friendship [5:24] great [5:24] do me a favor please hey please do me a [5:26] favor looking right in the eye can you [5:28] please give her a call such as a big [5:30] diff don't fly out [5:31] you know it's a big difference if they [5:32] hear it directly from you versus me [5:34] calling them [5:34] do you mind what's so bad about that [5:40] s and ye shall receive don't ask and ye [5:43] shall not receive [5:44] just [&nbsp;__&nbsp;] ask them nicely [5:47] respectfully [5:48] and with integrity there's nothing wrong [5:49] with this i'm not saying anything like [5:51] you know [5:52] that you're trying to be underhanded i'm [5:53] saying you have a great product [5:55] you help people why not help more people [5:59] unless you don't believe in what you're [6:00] selling then you shouldn't be selling it [6:01] anyway [6:02] ask the referral on the spot and get [6:05] them [6:05] to dial that phone and pass through the [6:07] phone or [6:08] s and die crying because the worst that [6:10] will happen you know why [6:12] i just he's not right over here here's [6:13] his number that's your default [6:15] they're not going to be mad at you if [6:17] you do it the right way [6:36] you

===FILE=== 4_AbyMhml4k - An Introduction to the Straight Line  Free Sales Training Program  Sales School .txt
https://youtu.be/4_AbyMhml4k
An Introduction to the Straight Line ｜ Free Sales Training Program ｜ Sales School w⧸ Jordan Belfort

[0:01] i'm jordan belfort and this [0:03] is sales school [0:08] [Music] [0:12] all right here's the deals america gets [0:13] back to work you [0:15] want and need every possible advantage [0:18] out there succeeding the new economy [0:21] smart companies [0:22] run on netsuite by oracle the world's [0:25] number one cloud-based business system [0:27] so receive your free guide right now at [0:30] netsuite.com [0:32] school every sale is the same [0:36] doesn't matter what you're selling who [0:39] you're selling it [0:40] to whether it's in person or over the [0:43] phone [0:44] there are these certain core elements [0:47] that must line up in the prospect's mind [0:52] again doesn't matter what you're selling [0:54] or how you're selling it it could be [0:55] high ticket low ticket in person over [0:57] the phone [0:58] tangible intangible does not matter [1:01] these elements must line up in the [1:05] prospect's mind [1:06] now there are three three core elements [1:10] that must always line up if one of them [1:13] is missing [1:14] you're not going to close if all three [1:17] are lined up [1:18] you have an excellent shot of closing [1:22] now in total there are five elements [1:26] what are the other two about well [1:27] remember i said you have an excellent [1:29] shot of closing them well sometimes you [1:32] might line [1:33] up the first three elements but you [1:35] still don't close [1:37] because there are two more i want you to [1:40] look at it like this [1:42] human beings we're almost like super [1:44] duper computers our brains [1:46] which is like the smartest computer you [1:48] could ever imagine [1:49] right and the way our computer works [1:54] is it's almost like imagine the way a [1:56] safe cracker [1:57] goes about cracking a safe right [2:00] some safes some combination likes like [2:02] the ones that we have [2:03] in public school and gym like a three [2:06] combination simple master lock [2:08] three numbers pretty easy to crack that [2:11] type of combination lock [2:13] get all three numbers right boom [2:16] the safe will open the combination lock [2:18] snaps open right [2:20] but what happens if you go to a safe [2:23] and you're trying to crack that and you [2:25] get the first three numbers [2:27] and you know they're right because you [2:28] could hear that click you're an expert [2:30] safe cracker right [2:31] what happens if the safe doesn't open [2:33] you pull down up it's uncrackable no [2:36] guess what some safes have five numbers [2:39] those the more difficult safes to open [2:42] realize that three numbers might not be [2:44] enough [2:45] for the expert safe cracker so they make [2:47] sure there are more numbers [2:49] human beings are the same way imagine [2:52] buying [2:53] is open like opening the combination [2:55] lock [2:56] on a safe when the prospect says yes [2:58] boom and they buy [3:00] you crack the code when they say no well [3:03] let me think about it's like you tried [3:05] to pull on the lock [3:06] and it didn't open we have the straight [3:08] line here right in the straight line [3:11] basically represent perfect sale this is [3:14] your open [3:15] this is your clothes right you're open [3:17] here where you [3:18] first pick up the phone speak to them [3:21] that first word out of your mouth [3:22] and then the close is when they say okay [3:25] yeah let's do it right this is europa [3:27] that's your clothes right [3:28] and every once in a while you get one of [3:31] those [3:32] perfect lay down sales where everything [3:35] you say [3:36] everything you do everything you show [3:38] the prospect they're like yes oh my god [3:40] wow that sounds great yeah that makes [3:42] sense [3:42] everything you say there's no questions [3:44] no objections no concerns [3:46] all the way from the open to the close [3:49] and when you ask for the order for the [3:50] first time they say [3:51] great here's my credit card let's do it [3:53] we all love those right [3:55] in straight line parlance we call that a [3:58] perfect lay down sale [4:01] it's almost as if the prospect was [4:05] pre-closed before you even entered the [4:08] encounter that's a laid down sale [4:10] and it will be great if most of our [4:13] sales were like that but they're very [4:14] few and far between [4:15] what typically happens is that your [4:18] prospect [4:19] tries to take you off the straight line [4:21] they have questions [4:22] they have concerns they interrupt you [4:24] they cut you off you have objections [4:25] right [4:26] so you have these boundaries [4:29] here above and below the line [4:33] when you are inside these boundaries [4:36] here and here [4:37] you are in control of the sale that's [4:40] you [4:40] being in control of the sale when you [4:43] flow [4:44] outside the boundaries and you go out of [4:46] control up here to [4:48] pluto or down here to your [4:51] anus not a very good place to be i have [4:54] great handwriting right this is probably [4:55] my best hearing by the way [4:56] your anus right not good places to be so [5:00] what that really means [5:01] is when you've lost control of the sale [5:05] and now you're being more reactive [5:08] versus proactive in other words we must [5:12] maintain control of the encounter and [5:15] i'll get to that [5:16] in the next lesson we do together here [5:18] when we move into [5:19] unconscious communication and show you [5:21] how we do that [5:22] but the idea here is that we [5:26] take control of the sale that would be [5:28] the next session right [5:29] so assume you just had to do that you [5:31] take control right [5:33] and once you have control [5:36] you can now follow a certain pathway [5:41] you know that you could say what you [5:43] want first because the client is [5:45] listening and playing along [5:46] you're asking questions they're [5:48] answering you're making a presentation [5:50] you're saying does that make sense [5:51] they're like yes [5:52] you're in control versus if the prospect [5:55] is in control [5:56] and you're like on your heels and you're [5:58] getting objection they're interrupting [6:00] you guess what [6:00] you're spilling off the pluto up here [6:03] talking about the price of tea in china [6:05] or down here talking about politics in [6:06] america got a bit of colby virus [6:08] you end up talking about things that are [6:10] not germane to the actual sale [6:13] so when you are in these boundaries in [6:16] here [6:16] you're talking about things you're [6:19] actually making [6:20] headway and talking about things that [6:23] are [6:24] relevant and germane to filling [6:27] a certain need this prospect has [6:29] depending on what you're selling [6:30] remember [6:30] when you sell what are you doing you're [6:33] filling [6:34] someone's need you're eliminating a pain [6:37] point [6:38] of some sort to understand what's really [6:40] happening big picture here [6:42] this is essentially the graphic of what [6:45] an [6:45] encounter looks like we call this [6:49] goal oriented communication [6:52] that's what sales is is goal oriented [6:55] communication why because you're [6:59] talking to someone and you have a [7:01] specific [7:02] outcome a goal in mind it's not a random [7:06] conversation like you're having [7:07] with your friends or your wife or your [7:09] husband or your partner or your parents [7:11] it's very different so there's certain [7:14] rules [7:15] that we must follow when we're trying to [7:19] speak in [7:20] goal-oriented situations and they're [7:22] very different [7:24] than when we speak to our friends and [7:26] our loved ones and our acquaintances [7:28] so what the straight line is [7:31] it's essentially your playbook your [7:34] rulebook your [7:35] guy your blueprint for closing [7:38] a goal-oriented communication encounter [7:41] in your specific industry that's what's [7:44] going on [7:45] and it starts right here [7:48] at the beginning [8:06] you

===FILE=== 591bC8lr0qU - Lock  Load Your Language Patterns  Free Sales Training Program  Sales School.txt
https://youtu.be/591bC8lr0qU
Lock & Load Your Language Patterns ｜ Free Sales Training Program ｜ Sales School

[0:01] i'm jordan belfort and this is sales [0:03] school [0:06] so did you know you could use a single [0:08] solution to get a consolidated cash flow [0:10] report from different sources [0:13] cinder can synchronize all the necessary [0:16] payment details like inventory items [0:18] taxes discounts locations and including [0:21] multiple currency transactions just [0:24] connect your payment providers and enjoy [0:26] automated synchronization and bank [0:29] reconciliation [0:30] one simple click [0:32] with cinder you get also access to [0:35] detailed sales information for your [0:37] financial reports to have a daily [0:39] overview of your business results start [0:43] a free trial right now and get a 20 [0:46] discount on an annual subscription [0:48] head over to cinder.com [0:51] which is spelled s [0:53] y n d e r dot com at cinder cinder.com [0:58] for your free trial right now [1:02] in the real world of selling now [1:04] while you only have to have three [1:06] patterns it actually behooves you to [1:08] have more like five [1:10] because remember not all customers will [1:13] create equal they have different needs [1:15] different beliefs different values [1:17] different pain points so i want you to [1:19] have some extra backup patterns as well [1:22] for when the sale drags on because if at [1:25] any point along the way [1:27] you run out of intelligence things to [1:28] say you start saying stupid you [1:30] break the boards over so you need to [1:32] have your backup patterns as well three [1:35] core patterns you have three patterns [1:38] for [1:38] product three patterns for yourself [1:42] three patterns for your company and [1:43] those three patterns are designed and [1:45] structured to build upon each other [1:48] but you want to have your backups as [1:51] well and also if you're in you know like [1:54] i guess it's like [1:55] the more the merrier but only if you [1:57] need them in other words you want to [1:59] have these reserve patterns here that [2:01] sound great that makes sense what you [2:02] don't want to do is under prepare [2:04] yourself [2:05] and get caught saying stupid [2:08] i'll go back to that sale that i made [2:10] that day in what it was a mock sale [2:12] right where i was being filmed right i [2:14] kind of got the guy [2:15] 15 or 18 minutes in the last four [2:18] minutes was sort of my ability to keep [2:20] going and getting using the you know to [2:22] really kind of box them in but without [2:25] doing something that would sort of say [2:26] ah he's full of [2:28] that's why you need to be able to go a [2:30] bit longer so you want to have your [2:31] extra patterns in there just for [2:32] safety's sake [2:34] but really in reality those three [2:37] patterns [2:38] 80 90 percent of those will do the trick [2:41] now remember [2:43] logical certainty opens up [2:45] the possibility [2:47] and emotional certainty is what closes [2:49] the prospect and emotional certainty is [2:52] based on two things [2:54] number one [2:56] the minor part is your ability to use [2:58] tonality [3:00] to get someone excited [3:02] so through the process of pace-paced [3:04] leave by you know you becoming more [3:05] certain your tonality they feel more [3:07] certain as well [3:08] that's far less powerful than the real [3:11] way which is through [3:12] future pacing you allow someone [3:16] to have the benefit now of imagining [3:19] themselves in the future [3:21] using your product [3:23] and feeling good [3:24] that's [3:25] emotional certain so you know that a car [3:28] they're driving down the road [3:30] winding their hair top down feeling sexy [3:33] feeling powerful loving life [3:36] that's emotional certainty [3:37] imagine down the road having as your [3:39] broker someone you can trust build [3:41] wealth over the long term and you ever [3:43] tired feeling great knowing your money's [3:45] working for you that's emotional [3:46] certainty knowing that your money is [3:48] working for you making your money that's [3:49] not going to work well until you believe [3:51] it's so like believing it's so is [3:53] logical certainty and imagining what [3:55] it's like is emotional so you get the [3:56] difference believing it's going to be [3:58] real is logical enjoying what it looks [4:01] like is emotional [4:02] two together power [4:05] bottom line [4:07] so that's [4:08] the best i can do for you without [4:10] actually having a specific pattern to [4:13] write like and probably we'll do that [4:15] one day we'll actually i'll show you how [4:17] i actually do when you'll send in some [4:19] stuff will and i'll do it and you'll see [4:21] my actual process but it's really just [4:23] like that it's just a matter of taking [4:25] my core patterns and i found what sounds [4:27] best what's first one second third and i [4:29] i essentially use the rules of the [4:31] straight line it's my framework [4:33] and the rest [4:34] as they say [4:36] is history all right we'll talk again [4:38] soon take care [4:39] [Music] [4:59] you

===FILE=== 6nWyi6HaVf4 - Certainty Of The Straight Line  Free Sales Training Program  Sales School.txt
https://youtu.be/6nWyi6HaVf4
Certainty Of The Straight Line ｜ Free Sales Training Program ｜ Sales School

[0:01] i'm jordan belfort and this is sales [0:03] school [0:06] back again walking here so here's the [0:08] deal guys i want to talk about a skill [0:10] today i want to talk about an aspect of [0:11] creating certainty what it really has to [0:14] do with this is this [0:15] this mistake [0:17] or this pattern i see with sales people [0:19] where they [0:20] try to close a prospect they try to move [0:23] forward on the straight line [0:25] when the prospect really isn't that [0:27] certain about their product logically [0:31] you get it like then the prospect is [0:33] clearly not sold that your product is [0:36] the best [0:37] deal out there that has this cost [0:39] benefit ratio has the features and [0:40] benefits that best applied to them it's [0:42] price fairly they're not really sold [0:45] and it's obvious from the questions they [0:48] ask from the tonality of their responses [0:50] yet the salesperson is trying to go and [0:53] loop and move down the line without [0:56] building certainty for the project more [0:58] into the emotional side of the equation [1:00] lowering action threshold let me just [1:02] tell you something guys [1:03] people [1:04] don't buy [1:06] very very few buy when they're uncertain [1:08] like you know if they're below a five or [1:10] six you have no shop because people [1:12] don't make decisions they don't believe [1:14] in their best self-interest we don't buy [1:17] we don't buy things that we think will [1:19] make our life worse [1:21] we buy things that we think will make [1:22] our lives better [1:24] you get it so that positive intent is [1:25] always driving someone's decision at the [1:28] highest level so what happens is if [1:30] someone's not that certain [1:33] if after you're done with your [1:34] presentation or even your first loop if [1:36] they're still like i i don't know it [1:37] doesn't you know it sounds okay and [1:39] they're still asking you questions you [1:40] can't be moving down the line and [1:43] expecting to close these people when [1:45] they're still in a state of uncertainty [1:48] about the product logically [1:51] the reason your first 10 is your first [1:52] 10 is it must be the resolved [1:55] before you move forward in the same way [1:58] with the three basic tenets of the [2:00] straight line you know you must be in [2:02] control before you try to move someone [2:04] even down into intelligence gathering or [2:06] else you're spinning your wheels you [2:07] won't be able to gather intelligence [2:09] effectively because they'll cut you off [2:10] they'll try to take back control they [2:12] won't answer you forthrightly they will [2:13] answer you honestly [2:15] they'll answer your questions with the [2:16] questions of their own which is what was [2:18] happening to my guys way back in the day [2:20] which inspired me [2:22] to create a straight line [2:25] the syntax the steps of the straight [2:27] line are there for a reason [2:30] step one has always been to take control [2:32] because nothing good happens without [2:33] that but in terms of certainty [2:36] the first 10 [2:38] you must get your prospect to a very [2:41] high level of logical certainty about [2:43] your product good or service [2:46] without that [2:47] you're finding this massive uphill [2:50] battle to try to close them there's no [2:52] swift language patterns or lowering the [2:55] accession or talking about the second [2:56] ten about if you knew me and you trusted [2:59] me we'd be doing this no they still [3:00] don't know you know they still don't [3:01] love your product [3:03] that's step one [3:05] so make sure that you get that in place [3:09] before you go about trying to do [3:10] anything else after that that comes [3:12] after it and i see this all the times as [3:15] i go around and train sales forces i see [3:17] all the time again and again [3:19] for very good car solid companies that [3:21] still make money they're still doing [3:23] well they have a lot of sales people [3:25] that are trying to close without getting [3:27] their prospects into a state of absolute [3:30] logical certainty and yet when i [3:33] invariably start going from salesperson [3:36] to salesperson at one of these companies [3:38] the top producers [3:39] are all doing that you get it the top is [3:42] not one [3:43] top producer i've run into who tries to [3:46] close when their prospects aren't [3:48] certain [3:49] they know that's not going to work so [3:52] they intuitively don't try it now in [3:54] terms of the straight line even if [3:55] you're not naturally a top producer it [3:57] can allow you to perform at the same [3:59] level but you got to follow the roadmap [4:02] follow the syntax it's there for a [4:04] reason remember [4:06] strategic preparation take your time to [4:09] create your patterns create your [4:10] airtight logical cases three of them so [4:13] by the time you're done with the first [4:15] second the third [4:17] version you know one building on top the [4:19] other you have this as i say yeah you [4:22] know scream from the hilltops [4:24] you know no holds barred [4:27] in inarguable airtight logical case [4:30] that makes sense on every freaking level [4:33] without that [4:35] it's really really hard to close at any [4:38] reasonably high level [4:40] starts [4:41] with strategic [4:43] preparation meaning you take the time to [4:45] map this out beforehand don't try to [4:48] wing it don't try to just you know come [4:49] on the fly with this incredible airtight [4:52] logical case that you're doing three [4:53] chunks it's very hard to do almost never [4:55] succeed unless you're a natural born [4:56] closer at the highest level [4:58] take the time to write out these [5:00] patterns get your thoughts straight and [5:03] also by doing that [5:04] by having things written out and [5:06] memorized or in front of you over the [5:08] phone you still have there's a guide [5:09] right [5:11] it allows you [5:12] to essentially have your conscious mind [5:15] freed up to be watching and listening [5:18] and hanging on your prospects every word [5:20] every move so you can judge where they [5:22] are in a certain scale and see [5:24] if you're falling out of rapport all [5:26] these crucial things that allow you to [5:28] ultimately move them to a higher level [5:29] of certainty if you are essentially just [5:32] you know so caught up in your own words [5:34] because you haven't planned things out [5:35] and you're you're struggling or your [5:36] entire conscious awareness is based on [5:39] trying to pull the best words out of [5:41] thin air it's very disempowering because [5:44] your conscious mind has very little [5:46] processing power right it's if it's all [5:48] tied up trying to come up with the right [5:49] words well you don't have a lot left [5:51] over to analyze your prospect's [5:53] reactions to those words [5:54] that's why [5:56] strategic preparation is so key not [5:58] because it also not just because it [5:59] helps you build certainty because you [6:01] have the right things to say but also [6:04] allows you to become a much more [6:06] effective listener [6:07] you know you know you have to work out [6:08] what order you're going to ask your [6:10] question you have you haven't prepared [6:11] you know you're going to this is the [6:12] order this is what makes the most sense [6:14] you know your logical flows by preparing [6:17] yourself [6:18] you set yourself up for greatness by [6:20] walking into a sale unprepared and [6:22] trying to wing it you you really you [6:24] honestly you start yourself with like a [6:26] 30-yard penalty behind the freaking [6:27] starting line all right you got to play [6:29] huge catch-up ball so don't do that okay [6:31] the straight line system is a gift that [6:33] keeps giving it allows anyone to become [6:35] a top producer in the field but you got [6:37] to use it and part of that means [6:39] engaging in strategic preparation and [6:41] not walking in trying to bring it it [6:43] doesn't work i love you [6:45] all right so make that your mantra that [6:47] i'm gonna be prepared for every [6:49] encounter i'm gonna know what i'm gonna [6:50] say before i say it i'm gonna enough [6:52] about my prospect as much as possible [6:54] without wasting time your markets are [6:56] over prepared in terms of trying to [6:57] research my prospects if i'm cold [6:59] calling but the point is for those high [7:01] ticket items for those people that [7:02] you're in front of you and you you gotta [7:04] know what you're gonna say before you [7:06] say it all right [7:07] love y'all talking tomorrow [7:09] [Music] [7:28] you

===FILE=== 9WKMOBUeZns - The Straight Line Steps  Sales School Free Training  Sales School.txt
https://youtu.be/9WKMOBUeZns
The Straight Line Steps ｜ Sales School Free Training ｜ Sales School

[0:01] i'm jordan belfort and this is sales [0:03] school [0:06] it's really always important [0:08] to know where you are in sense like you [0:10] know what what does each step [0:14] in this syntax accomplished see [0:17] each step [0:18] has its own unique purpose [0:21] but it also [0:23] paves the way [0:24] for the steps that come after it that's [0:26] the key so remember there's a reason why [0:28] the steps are in a certain order so yeah [0:31] like there's no doubt like like listen [0:33] obviously at a certain point in time [0:36] you have to gather intelligence right [0:38] you know you while you always want to be [0:39] asking questions you know at a certain [0:41] point in time yeah intelligence [0:42] gathering is going to be that key [0:44] linchpin that's what you're doing you [0:45] need to extract the information to find [0:48] out if your buyer is qualified if they [0:49] want it need it they can afford it right [0:51] whatever you're selling right so [0:54] there's there's [0:55] that for sure right you have to know [0:56] that information right [0:59] but in addition to that [1:02] if you gather intelligence correctly [1:05] it also paves the way it sets the stage [1:08] it lubricates for what comes after [1:11] meaning your presentation [1:14] you gather intelligence which then [1:17] allows you to not just build reports [1:19] lubricates what happens going forward [1:21] but also it gives you the information [1:24] that you need to tailor your [1:25] presentation [1:26] and especially your follow-up [1:27] presentations to directly suit your [1:29] prospects needs you get it so it's not [1:32] just that the fact that yeah you have to [1:34] you know you need to gather intelligence [1:36] you got to ask questions it's also that [1:38] it the reason it's at that point on the [1:40] syntax [1:42] is so [1:43] it then makes things going forward much [1:46] more logical into the same way [1:49] you know when you talk about taking [1:50] control of the sale [1:52] it's not step four taking control of the [1:54] sale is an absolute must why because [1:57] control [1:58] allows you [2:00] to what make every sale the same [2:03] it which then paves the way [2:05] for everything that comes after it when [2:08] you establish that first 10 [2:11] on a logical level so remember you know [2:13] your main presentation right [2:16] that first language pattern that you [2:17] know you know when you say name of the [2:19] company with the prop whatever it is [2:20] you're saying you explain your product [2:22] right [2:23] that [2:24] obviously is focusing on what [2:28] the first ten logically that's what [2:30] you're doing you're creating the air [2:32] you're framing your air tight logical [2:34] case [2:35] but what it also does it then frees the [2:38] prospect up to be moved emotionally [2:41] there's [2:42] a reason why we put this thing [2:44] first that thing second nothing for [2:46] everything in the straight line [2:48] has its position on the line for a [2:50] reason that's what the syntax is all [2:53] about [2:55] and a perfect example of this is like [2:57] when someone breaks the syntax is when [3:00] someone will start trying to close while [3:03] they're qualifying now they start asking [3:06] qualifying questions intelligence kind [3:08] of questions and then that prospect will [3:10] like elicit a pain point you know reveal [3:12] going oh i get my practice perfect [3:15] you'll start [3:16] you start going off script and start [3:18] closing yourselves you know don't know [3:20] don't worry you're you [3:22] and you jump off syntax you get it [3:25] so the reason everything is in its place [3:29] on the line is because a it serves each [3:32] item serves its own unique purpose and [3:35] it also paves the way for everything [3:38] that comes after it step number one real [3:40] quick you take immediate control of the [3:43] sale [3:44] and as part of that you start building [3:45] rapport right by sounding sharp [3:47] enthusiastic you build rapport right but [3:50] then the next step too is you start [3:51] asking you use that control you taking [3:54] control [3:55] and then you use that control to gather [3:57] intelligence so ask your questions and [3:59] then you want to ask those questions [4:01] following all the rules [4:03] of straight line prospecting and use [4:05] your active listing to build massive [4:07] rapport [4:08] and then when you're done with that and [4:09] you've finished asking everything you [4:11] know what you need to know right you [4:12] then do your straight line transition [4:15] and from your transition you then [4:17] make your straight line presentation [4:20] which will always end with you creating [4:22] urgency at the end and then asking for [4:24] the order for the first time [4:26] you then want to deflect the first [4:28] objection [4:29] and then loop back and build certainty [4:31] for all three tens through looping [4:34] ask for the order a second time [4:37] you get hit [4:38] with an objection you're going to rebut [4:40] that objection you'll loop back again [4:42] now you'll start building even higher [4:44] levels of certainty for the first and [4:46] second 10 but you'll also start future [4:48] pacing for emotional certainty [4:51] and this time you'll lower the action [4:52] threshold and if possible step down the [4:54] size of the order you asked for ask for [4:56] the order again [4:58] if you hit another objection you loop [4:59] back again [5:00] guys this is really easy [5:02] and and what happens is just remember [5:06] the visualization of the straight line [5:09] what you do first what you do second [5:12] what you do third where it actually [5:14] belongs on the line [5:16] it's the order in which you go about [5:19] creating certainty [5:22] don't forget that it's a straight line [5:23] for a reason yeah you know the shortest [5:25] distance between two points is a [5:27] straight line but the point is in this [5:30] context a straight line represents the [5:33] order in which you go about [5:36] transferring the certainty that you have [5:38] inside of you [5:40] to your prospect [5:42] that's the bottom line [5:44] remember your syntax follow the steps [5:47] and believe me you'll be glad you did [6:09] you

===FILE=== BFq5jt19S-o - Practicing Tonality  Free Sales Training Program  Sales School.txt
https://youtu.be/BFq5jt19S-o
Practicing Tonality ｜ Free Sales Training Program ｜ Sales School

[0:01] i'm jordan belfort and this is [0:03] sales school here's the question [0:07] is it enough to perfect your tonality [0:11] by simply going out there and selling [0:13] every day and being [0:14] consciously aware of your tonality so [0:16] you essentially perfect it [0:18] by doing is that a good strategy for [0:21] mastering the auto tonality [0:23] is it enough in other words that you're [0:26] actually [0:27] practicing by doing you know i'm a very [0:30] big believer in that right [0:31] that i i don't believe someone could [0:32] just learn by practicing [0:35] tonality in an office or like in a [0:37] vacuum without [0:38] actually it being applied in the real [0:40] world so i'm a big believer obviously in [0:42] the real world doing [0:44] and learning like that so the question [0:46] really is though if that's how you are [0:48] if that's your [0:49] basic methodology hey i'm a viewer i'm [0:51] you know i take action [0:52] and you know you and you and you and [0:54] you're consciously [0:56] focusing on your tonality as you should [0:58] until you become unconsciously confident [1:00] meaning you're doing it automatically [1:01] right [1:03] if that's who you are is it enough or [1:06] do you need to do more do you need to do [1:08] something else [1:10] can you master tonality by simply just [1:14] going out there and working hard [1:16] and being conscious of your tonality and [1:18] here's the answer ready [1:19] the answer is maybe if you're lucky but [1:22] it's not the way i recommend you going [1:24] about doing this [1:26] there's a reason why professional [1:29] athletes don't just [1:30] practice by playing matches roger [1:33] federer rafael nadal [1:35] um you know tom brady quarterback right [1:39] doesn't matter who what line of work [1:41] you're in whatever sport you play [1:43] it's not enough just to go out there and [1:45] do it in real life [1:47] when we practice in a sort of a [1:50] in a formal setting a practice setting [1:52] right it allows us to work [1:55] on certain chords little nuances and [1:58] find the finer points you see here's [2:01] what happens [2:02] you might have mastered the art of each [2:04] of the ten tonalities [2:06] but what you're not doing well is you're [2:08] not able to apply them well on the fly [2:11] meaning [2:12] when it comes to yeah you're saying the [2:13] words riley but when it comes to a back [2:15] and forth [2:15] and a dialogue and asking questions it [2:18] all starts to break down i see this [2:19] happen [2:20] all the time on salesman especially when [2:22] they're not [2:23] unconsciously confident those in the [2:25] beginning when they're learning the [2:26] straight line [2:27] they can do it really really well in the [2:29] classroom style setting [2:31] and they can do it really really well [2:33] when they're with someone that's really [2:34] receptive [2:35] and not trying to sort of sharp shoot [2:37] them at all when things break down for [2:39] them [2:40] is when they're with a prospect that's [2:42] less interrupting them or cutting them [2:44] off and i [2:44] i see this on the platform people saying [2:46] what do i do when people cut me off [2:48] they're asking me questions [2:49] how do i handle and yes when people do [2:51] that it throws you off [2:53] let me assure you of one thing here [2:55] ready for this yeah i know you can say [2:57] well this is obvious [2:58] it doesn't throw me off when people try [3:00] to do that [3:01] and bet you if you ask 30 of the people [3:04] that are on this program right now [3:06] they'll say yeah it did in the beginning [3:07] but not anymore [3:08] i can handle like butter no big deal cut [3:10] through it like a knife cut like a hot [3:12] knife through butter right [3:13] here's what you need to be doing here i [3:16] want you to do what's called [3:17] spaced repetition with tonality the best [3:20] way to master tonality [3:22] is to and if you don't have somebody [3:25] in your company you can do this with [3:27] just put up make a post on the newsfeed [3:30] okay and believe me you'll have 20 [3:32] everybody this is the greatest group [3:33] that's ever been assembled of [3:34] salespeople [3:35] this is the most helpful most positive [3:38] group of salesmen [3:39] and soon we'll have a we'll be a million [3:41] strong on this platform we will be [3:43] because i'm not stopping until we're [3:44] over a million i'll keep going from [3:45] there as well until we get to 10 million [3:46] salesman i want every salesman in the [3:48] world [3:49] to be able to benefit on this platform [3:50] and trust me i'll have sold it [3:52] but wait it's not even the money is the [3:54] point is that this is a resource that [3:56] will allow any salesperson [3:57] to achieve massive success and there's [4:00] something [4:01] special it was the way it starts [4:02] something it was some of the early [4:04] people like and i you know i mentioned [4:05] his name [&nbsp;__&nbsp;] ken burero who [4:07] like from the very beginning was just [4:09] out there helping people commenting [4:10] i see this other girl allison lombard i [4:12] think allison is and she's out there you [4:14] know and and she's [4:15] constantly trying to help people [4:16] sometimes her comments aren't always [4:18] right but that doesn't matter by the way [4:19] because if she never says anything so [4:21] bad if she said something bad i would [4:22] correct it because i [4:23] always see her comments but she's [4:24] another really helpful person [4:26] and this is also guys his name is [4:27] cunningham or coming i forgot his name [4:29] this guy with it does [4:31] digital marketing brilliant guy out [4:34] there to help you guys like crazy right [4:36] you don't find this you don't find this [4:39] in other places [4:40] this is a special platform and i got was [4:43] some luck involved that i got some great [4:45] people on early that were helpful [4:47] and then we when i saw that happening i [4:49] really encouraged that and cultivated it [4:51] and now look what it's become my point [4:54] is i [4:54] want you to use the platform that's the [4:57] message potato tonality [4:58] i want if you you need to practice [5:00] tonality [5:01] not just the ten core tonalities i want [5:04] you to practice the [5:05] practical application of them and find [5:09] out which [5:10] nuances you're struggling with and [5:12] practice those [5:13] see the beauty of practice is that you [5:16] can direct you [5:17] see there's this practice that doesn't [5:19] make any sense like if roger federer is [5:22] hitting tennis balls three hours a day [5:24] he's working on something [5:26] one little it might be his footwork it [5:28] might be how much weight he's loading on [5:30] his front foot [5:31] his weight shift he could be talking [5:32] about his back spring of trying to get [5:34] his back swing by three degrees in a [5:36] certain direction [5:36] like that sort of just layering a [5:38] pattern even more precisely right [5:40] and the truth i don't know he's that [5:41] you're that great by the way i mean you [5:43] know i can only imagine but he's working [5:44] on something [5:45] he's not just going out to hitting balls [5:47] okay now yes [5:48] sometimes you hit to get into a rhythm [5:50] of things but you work on something [5:52] specific [5:53] i want the key to success is getting [5:56] honest with yourself identifying what [5:58] are your weaknesses what are the things [6:00] that you're struggling with [6:01] all right break up with f if you're not [6:03] even sure have a partner go get someone [6:05] on the platform [6:06] form a group form a subgroup with two or [6:08] three people form your little mastermind [6:10] groups i'm gonna [6:11] all these resources are all coming on [6:13] the platform every day [6:14] to help you guys network to help you [6:16] grow your business don't perfect your [6:17] scripts [6:17] i want to give you every tool you need [6:19] on this platform [6:38] you

===FILE=== BJQHzFGw_ps - Handling Objections  Free Sales Training Program  Sales School.txt
https://youtu.be/BJQHzFGw_ps
Handling Objections ｜ Free Sales Training Program ｜ Sales School

[0:01] i'm jordan belfort and this is sales [0:03] school [0:06] topic is a big one it's looping when you [0:09] ask for the order for the first time [0:11] just remember there's only three things [0:14] that a prospect can say they could say [0:16] yes as in yeah let's go let's do it [0:19] which case you have a lay down sale [0:20] right one of those perfect laydowns [0:22] where basically they were pre-sold [0:23] before they entered the encounter so [0:25] they entered at a very high level of [0:27] certainty you said a couple of things [0:29] that said yup this is what i want it's [0:30] what i need and boom they bought those [0:32] people have a very low action threshold [0:35] and they entered a high level of [0:36] certainty so your initial presentation [0:38] was enough [0:40] no objections bam kind of rare though [0:42] and depending on what you're selling you [0:44] know in some cases yeah if you're [0:45] selling iphones or some sort of you know [0:48] commodity based it's so well known and [0:51] you're almost more of an order taker [0:52] yeah you can have those pretty [0:54] frequently but for people in [0:55] influence-based sales we have to close [0:58] they're very far few between most people [0:59] use some objection right so the second [1:02] group you have yes yeah lay down number [1:04] two they say no not interested that's [1:07] even rarer than your laydowns why is [1:09] that because you've already filtered [1:13] these people out during the intelligence [1:15] gathering phase and this is important in [1:17] other words you don't want to be making [1:19] full-blown presentations to people who [1:21] don't need your product want your [1:23] product and benefit your product can [1:24] afford your product right so how'd you [1:25] find out during intelligence gathering [1:28] you took the buyers in power buyers and [1:30] heat you move them forward during your [1:32] transition made presentations to those [1:34] people and you left the look you lose [1:36] and the mistakes behind [1:38] basic stuff right now [1:40] think about the logic here so now you [1:42] have these these [1:43] buyers of heat buyers in power moving [1:46] down the straight line they've already [1:48] answered all your intelligence gathering [1:50] questions in a way that said they need [1:51] the product they want the product they [1:53] can afford that's why their buyers need [1:54] their powers or else they wouldn't be [1:56] right that's how they got categorized [1:57] and now you make them this beautiful [1:59] airtight logical case [2:02] and you ask for the order for the first [2:03] what do you say no [2:05] i change my they don't say no they'll [2:06] say oh wow it sounds pretty good let me [2:09] think about it and that takes you to the [2:11] third thing they could say which is [2:12] maybe in other words maybe [2:15] is a catch-all for all of the common [2:17] objections maybe i'll buy maybe i won't [2:19] that's what let me think about it means [2:20] maybe i'll buy maybe i won't buy bad [2:23] time yet maybe i'll buy in other words [2:24] that's what those objections represent [2:27] maybe [2:28] yes [2:29] a lay down very rare [2:31] no [2:32] almost never happens at this point you [2:35] get your nose while you're cold calling [2:37] while you're doing your marketing where [2:38] you're sifting through leads you're not [2:39] interested they never belong in the [2:41] pipeline in the first place the ones [2:42] that you present to [2:44] should have already been filtered out [2:46] enough that they don't say no or not [2:48] interest they say sounds good [2:50] let me call you back sounds good let me [2:52] speak to someone else you get it [2:54] so you don't get no's [2:57] sometimes you get yeses rare [2:59] very rare most industries what you get [3:01] tons of overwhelmingly is maybe [3:04] maybe i'll buy maybe i won't which is [3:06] the catcher for all your common [3:08] objections and the reason it's important [3:10] for you to understand this is because [3:11] your [3:12] attitude in here [3:14] what you're feeling inside you're like [3:15] oh ah another oh no he wants to think [3:19] about oh any penny the sky is falling i [3:21] went through this whole presentation and [3:23] i got another object [3:25] i'm exaggerating a bit of it the point [3:26] is you have to be ready for that first [3:30] objection expecting it and saying to [3:32] yourself now is the time i'm gonna roll [3:34] up my sleeves and earn my paycheck [3:36] that's what a real salesman does and [3:39] that's where his mindset is so you're [3:41] not put off by that first objection you [3:44] eat that first objection for breakfast [3:46] because now you know you can roll up [3:48] your sleeves and really do your job [3:49] which is to take people who are sitting [3:52] on the fence [3:54] and turn them into yeses [3:56] that's what a real salesperson does we [3:58] don't take the no's and turn them into [4:01] yeses we take the let me think about it [4:04] let me call your backs bad time of years [4:07] let me talk to my wife just turn those [4:08] people into yeses and we're ready and we [4:12] are [4:12] we feel strong when we get hit with that [4:15] first objection because we're expecting [4:17] it that's the distinction all right i [4:19] love you all it's a big tip for the [4:21] weekend going in remember you get [4:22] stronger with the first objection [4:24] because that's where the sale truly [4:25] begins yes from the first word of my [4:28] mouth yes i'm closing but the real [4:30] influence begins when they hit you with [4:32] the first objection [4:33] [Music] [4:53] you

===FILE=== C4w1uzrEdA4 - The Wolf of Wallstreet Mr Jordan Belfort  D2DCON.txt
https://youtu.be/C4w1uzrEdA4
The Wolf of Wallstreet, Mr. Jordan Belfort @ #D2DCON

[0:00] [Applause] [0:03] [Music] [0:25] [Applause] [0:30] we go through he feels it [0:33] he's been there he relates that's why [0:36] they got the real wolf of Wall Street [0:40] [Applause] [0:53] [Music] [1:03] what I never actually did that [1:11] here's a great story and I got so many [1:14] stories finish they only have to speak [1:20] [Applause] [1:25] speaking I love you Tara by the way you [1:30] guys are my brethren they don't hear my [1:31] story you guys are gonna die cuz it's [1:33] right in your sweet spot but some people [1:36] are fearful in speed I have a fear of [1:39] not public speaking - you better get it [1:42] home to get me off the stage right [1:44] they're gonna hit the National Guard to [1:46] get the offstage right and every guys [1:51] that all services here's what I did to [1:53] them the story is that what they were [1:56] filming that scene it was the first [1:58] scene active economy was still and right [2:01] before the story goes off into the [2:03] corner so she's there to get the biggest [2:19] part of the movie and actually became [2:21] this whole warp drive throughout the [2:24] movie and everyone just loves it outside [2:27] tomorrow and it's optimizing it we're [2:30] all cupola Corinne [2:31] - Stella but here's the deal what map to [2:35] the con is really just get my voice [2:37] fabulous monster - long speeches all my [2:39] voices all right boys but he's getting [2:43] himself into a state just a certain [2:47] confidence plan right and today you're [2:51] probably nervous we call that state [2:54] management but back in the day I was [2:56] first you know cut my teeth [3:01] we call it staying positive not negative [3:06] [Music] [3:07] intuitively from my own experience now [3:10] tell you without your mother that if my [3:13] broker is not negative Dave would eat [3:16] cookies unless they pumped up the pitch [3:19] state so every morning we now see [3:48] yourself of the picture one year bad [3:50] guys I'm gonna give you some [3:51] distinctions tonight that are really [3:53] gonna help you baby let me just see [3:55] yourself with a great light look at the [3:57] exact like you are working your tail off [3:59] I love it just get that picture clear [4:01] and make it bigger in your mind's eye [4:03] take a few deep breaths and fall squeeze [4:07] your hands now just one two three [4:17] [Applause] [4:21] so I had only an hour it's a feeling [4:24] that I saw from the [&nbsp;__&nbsp;] fest of a [4:26] national couple of things number one at [4:29] certain times I'll ask you to repeat a [4:32] certain word right and ask you to raise [4:35] your hand and say is that make sense [4:36] raise your hands yes play along not the [4:39] cause I want to start some religious [4:41] revival session here right I did that [4:44] once ended up that [&nbsp;__&nbsp;] to us it not a [4:46] good thing right it's just because I [4:49] want to keep you active standing up here [4:53] and they're taking the grooves in do you [4:56] fight shouting out certain words that [4:57] are before words here so here's the deal [5:00] I have just rip this off there get [5:02] comfortable right so I'm just sticking [5:05] up here one second all right so I'm [5:08] sticking up there all right anyway so [5:15] here's the deal [5:16] I invented the straight-line systems [5:21] most of you probably know or heard of at [5:24] least season is on atom sheer necessity [5:27] because I was faced with a problem that [5:31] I had these 12 guys working for me and [5:34] their average IQ was basically Forrest [5:39] Gump on three hits of LSD right now they [5:43] were not the sharpest tools in the shed [5:45] they were known [5:47] ireally diplomas no members of the [5:50] luggage sperm Club to get it they were [5:53] the sons daughters of Long Island and [5:57] New York City's lower middle class they [6:00] were kids that had never been told by [6:03] their parents if they were capable of [6:05] greatness and any greatness and actually [6:09] then having literally that conditional [6:12] bead on them since they were this big [6:14] first from their parents and school [6:17] teachers the media their own friends by [6:20] the time they made it into the board [6:23] room when I was starting they've been [6:25] conditioned to survive not to thrive and [6:31] what happened was originally I was [6:33] selling penny stocks to average moms and [6:36] pops and to see in stem to go back to [6:39] door to door except the folks what daddy [6:41] here the circus is so great but I'm [6:43] gonna go back to thought into us other [6:44] words my whole life through store door [6:45] before the stock market even after you [6:47] gonna love this right but we were [6:50] selling to moms and pops and I had [6:52] assisted them I was teaching them it [6:53] didn't have a name but it worked well I [6:56] would teach you about a sound good up [6:58] with tonality I write a script to them [7:01] and you know I was already a student of [7:03] the game because I Ernie built up [7:06] another business very large at a young [7:08] age you want to go sales I'll tell you [7:09] how that after and it was bankrupt so I [7:13] only knew how to sell in a train right [7:15] and they were doing well selling to moms [7:18] and pops $500 a star $1000 stuff then I [7:22] had an idea that changed everything [7:25] what if we could sell to rich people I [7:28] had seen it done as in the movie very [7:31] actor just like that right [7:32] that whole parts very accurate so what I [7:35] did is I tested the idea of myself with [7:39] my junior partner Danny who's played by [7:42] John oh by the way to--what out there [7:44] right then he was a and Danny and I [7:48] would do it unbelievably well [7:51] making mass amounts of money : rich [7:54] people in fact the first time we tried [7:57] it [7:58] Danny had the first sale just numbers [8:00] game right and his first sale was [8:04] $120,000 by ticket and I made on that [8:07] one trade seventy thousand dollars in [8:10] three minutes [8:11] seventy there [8:13] and I looked at them to the room of my [8:18] 12 Schmendrick so to speak right like 12 [8:22] Young's ago I said I am gonna be the [8:24] richest guy in the world [8:26] all I gotta do is teach these these 12 [8:29] guys to sell to rich people and the rest [8:32] as they say will be history and guess [8:34] what as they also say easier said than [8:37] done it proved to be impossible I could [8:42] not get these guys to close one sale yet [8:47] meanwhile Davey and I are closing like [8:51] one of my close rates 50% of higher days [8:54] is 32 per maked husband these guys after [8:57] one month hadn't closed a sale and they [9:01] wanted to quit or let's go back to [9:04] selling to moms and pops the thought of [9:06] that just got me so angry cousin and I [9:08] and here's the dealer just follow this [9:11] for second but call the same leads [9:14] selling the same stock saving script I'm [9:20] closing 50% or better and after four [9:24] weeks 12 guys hadn't closed one sale it [9:30] was driving me back I couldn't [9:32] understand the right so we would do [9:35] these marathon training sessions and [9:37] just so you know I'm a big believer in [9:40] like I was every single day when I'm [9:42] running a senseless every morning I'm in [9:44] their ear giving a meeting and then [9:46] tomorrow we did twice the favor what's [9:48] the thing you got to get an area right [9:50] and then once every recruit you might [9:54] give a marathon training at night so [9:56] they were so negative this of course [9:58] when salesmen are closing they get [10:00] anything right they like come on give us [10:02] one of your marathons at night so I said [10:05] fine fines right we all went home [10:07] Johnson said if it came back 7:00 p.m. [10:09] and I [10:10] look at these guys as the guys what is [10:13] so damn hard about this I honestly [10:16] thought dead you know I'm doing it [10:18] baby's doing it you could do to one like [10:21] there's so many objections against [10:25] status objections other than said [10:27] objections objections they keep cutting [10:29] us all today and in that moment I got so [10:33] angered really is it yes fast asleep [10:35] objections might really fallacies you [10:37] like phallus at them right that's right [10:39] the role that I want to hear all [10:41] thousand because I'll show you how to [10:43] come one by one overcome I'm like let's [10:45] go come on [10:46] I'm not moving forward until you listen [10:48] so of course it's a bit of silence at [10:50] first right there's the scam that you [10:51] won't be joking right [10:52] so finally one guy says you want to [10:55] think about it so great they want to [10:57] think about I wrote think about it give [11:00] me another one [11:01] some of girls they want to call back I [11:03] said right go back what else taking us [11:06] meet you there watch great yes we'd like [11:08] that is this blog all right what else [11:10] it's a bad time of year right they don't [11:13] know me and on and other guys we got [11:16] seven years need 993 water though let's [11:20] keep going I want them all and they kept [11:22] going and they kept going and they kept [11:25] going until he had exhausted every [11:29] objection [11:30] and there was freaking twelve of them on [11:33] the board twelve objections and in and [11:39] by the way half of them or repeats their [11:44] what I need to speak to someone else as [11:47] in my wife my partner my account my [11:51] lawyer Santa Claus the tooth fairy [11:54] right or it's a bad time of year it's [11:57] back to school by this Christmas time [11:59] it's Groundhog Day it's leap year right [12:04] it's a bullet [12:06] I just got so [12:08] and something came over me something [12:12] came over me [12:13] and and everyone but anybody read the [12:15] book thinking roerich it's so you gotta [12:19] read this book after way of the wolf the [12:22] hood but we all seriously read and of [12:25] Worcester head who read the brother a [12:27] wolf Walsh with the book right who sees [12:30] the movie Aaron I look at Salon society [12:34] right [12:34] anyway they talk about something called [12:39] the collective unconscious like this [12:41] ability didn't tap in to information and [12:45] thoughts and ideas that really are even [12:47] your own and you see this very often its [12:51] most apparent in like the music world [12:54] where you'll have a palatal one let's [12:55] some band and come together for like one [12:58] year to make the most amazing music ever [13:00] and that you never do it again [13:02] something happens sometimes and you this [13:06] window of clarity opens up and if you [13:10] know the rules of successors jump [13:11] through and make hey where the Sun [13:14] shines well what happened was my window [13:17] of clarity opened up and something hit [13:19] me and I look at these guys [13:21] and I utter these five magic if I don't [13:26] you guys get it every say it was the [13:30] same every family said watch it's a [13:36] straight line and for the very first [13:38] time I drew this long thin line on the [13:43] sand through the board and put a big [13:44] thick X on either end I said this is [13:47] your open this your clothes and now let [13:50] me stop here and I want to go back to [13:54] the beginning and tell you my story of [13:57] my life [13:57] but tell you in a way that focuses on [14:02] the key moments the lessons that led me [14:06] up to this moment when I was able to [14:09] in because what happened is over the [14:12] next three hours I invented the straight [14:15] line like I never fought it before this [14:16] vision popped in my head and these 12 [14:19] guys who literally couldn't close a damn [14:22] door before that the next morning went [14:28] on an account opening spree that's out [14:32] in the subject of two motion pictures [14:33] first boiler room and then the wolf of [14:35] Wall Street right and within three [14:38] months they were millionaires and I was [14:39] making a million bucks a week and I lost [14:41] my lost my stuff man I lost it I mean [14:45] listen I played out and by the way [14:47] there's also a lot that we learned on [14:50] them on the other side what not to do [14:53] because I was very young I did my ethnic [14:55] seal I was raised well but I just made I [14:57] was poor family and the money came in so [15:01] fast [15:02] I lost my ethical way cousin and my aunt [15:05] Elaine and I paid the price I'm lucky I [15:07] came back and actually you know I'm [15:09] sober now two thirty years old [15:12] [Applause] [15:16] which is America to examine and that [15:18] looks pretty good considering I said [15:19] Keith Richards of The Rolling Stones [15:21] right but I can look okay I got a [15:24] hydrate though and my wife was here [15:28] she'd be holding up a Bible hydrate [15:30] hydrate drink red Bull sneezing cuz I [15:35] don't think she was a kid to contain a [15:36] jacket [15:42] now I lecture to people I kid around [15:45] about drugs but it's entirely is a [15:48] terrible thing I don't judge but for me [15:51] you know it almost destroyed my life [15:53] right anybody let me go back to the [15:57] living room tell you what happened in my [16:00] life what led me to this moment it's [16:04] basically I was one of these like born [16:07] salesman entrepreneurs from the time I [16:11] emerged my mother's womb at the age of [16:14] eight I had a paper out and I was [16:16] knocking on doors to expand it and I had [16:19] my first right door-to-door lesson at [16:21] the age of eight before I got the route [16:24] I was a practicing for some other older [16:26] kid who went off to college and he gave [16:28] me the rap so for three months before [16:31] that I had made a list an azide to live [16:33] in his papers it made nothing isn't a [16:35] practice right I made a list of every [16:39] single door that didn't have a newspaper [16:42] I'm saying this is the perfect resource [16:45] right so I'm watching this in the mouth [16:47] there each day but I won't conceal I did [16:49] closed everybody ready so I'm out there [16:52] America list of every single door that [16:55] doesn't a from the perfect people right [16:57] so I haven't really homeless oh my my [17:00] crew sitting in this it might stop [17:02] reverberating my head right there anyway [17:04] so I've made this list right and I [17:06] stopped knocking door at the door at the [17:09] door right in a week [17:12] even one person 9cp one I was big I was [17:18] in tears I skated by even one chocolate [17:21] didn't want newspapers right and my [17:24] pattern favors oriented people in fact [17:30] in my family the word salesman was [17:34] synonymous with these two words slime [17:37] and bucket my parents hated fails my cup [17:41] round they are not right in it but [17:46] luckily my friends walk with me [17:48] luckily my friend's father was in [17:51] marketing and sales guy and he saw how [17:54] upset I was I was really I wonder you [17:56] rich at the time back to remember right [17:57] he's like what's wrong which I miss we [17:59] don't mock cannolis if I tell the whole [18:00] story about how I planned everything out [18:03] and he starts laughing at me I'm like [18:06] what's so funny because you're knocking [18:09] on the wrong doors I'm like what are you [18:14] don't get exactly he says tomorrow I [18:45] want you to follow around the guys that [18:46] you know punch the Daily News and every [18:49] time he drops the paper naked no and I [18:52] want to go to those doors and some of [18:55] the books as well because people want [18:57] them [18:58] paper-pick niche workshop more than one [19:01] treasure people will buy more than one [19:03] but these buyers and there's non-buyers [19:06] I was trying to turn non-buyers into [19:10] virus you get it sure enough I've made [19:13] my living and went out had an a 70% [19:15] closing rate and I was great right from [19:19] the start as soon as they would see [19:21] because just what happened [19:22] so all these the figures your slow taxes [19:25] to import less about their infield I'm [19:26] gonna walk these doors right and there's [19:28] not a pimple cuz they don't work there's [19:30] nothing bone ever though it's a home of [19:32] these homes right so I'm getting old no [19:36] eggs no ants the Lancers right he the [19:39] room doors once I switch to attacking [19:41] people that were in the business of five [19:43] when I was selling I closed almost every [19:46] person I spoke to and my paper route [19:48] expanded and I was like that's it I'm [19:50] gonna be the richest kid and then my [19:53] mother stepped in the Great Kills my [19:55] love and a dancer still wide we're very [19:57] close right she thought just a worst [19:59] nightmares I've had a couple of vacuum [20:01] cleaner salesman like she thought I [20:03] wasn't do my horridest wanna knock on [20:04] doors all day she made me sell the route [20:07] to her neighbor for $50 and I retired [20:10] into the sunset a rich man at nine but [20:15] my retirement didn't last long back in [20:19] the day it used to snow like crazy [20:25] is before outdoor invented global [20:27] warming right happy internet big words [20:32] though 30 inches all right so it's those [20:35] one day I'm looking out and my dad goes [20:37] down to my shovel is call we lead into [20:39] the pump don't win that money but about [20:40] half a mile a cell mile down the road [20:43] where's the richest people I said I know [20:46] what I'll do my bundled up I went out [20:48] bought a snow shelter three dollars and [20:49] started knocking on people's doors hey [20:52] you like your drive my shovel for 20 [20:54] bucks sure young boy I'm so nice young [20:57] Pam's are just big right made a ton of [21:00] money and then of course [21:01] Al Gore scrutiny he invented global [21:03] warming and it stopped snowing right and [21:06] that was that and a business again next [21:10] stop I'm watching TV and I see David [21:14] Copperfield and this guy makes the [21:18] Statue of Liberty disappear [21:20] I gotta be a magician and heard you had [21:23] a hot girlfriend like this is my guy I [21:25] gotta be this guy right so I decided to [21:28] put at the end the local penny savers [21:29] went eight cents of something I figured [21:32] no more calling the phone starts ringing [21:34] off the hook I don't know how to do [21:36] magic tricks [21:39] so I panic a dad and they mistake he's [21:42] like right and by the way my parents are [21:44] interested a they never won't like to be [21:46] at all they were selecting a lot you [21:47] know I was kidnapped by aliens the chip [21:50] reasons where they put me back to the [21:51] family right I'm not like them everybody [21:53] was always supportive like he would [21:55] never leave the hi answer took me down [21:57] to a magic shop in New York City called [21:59] Louis tanning we'd buy some tricks and [22:02] within a few weeks I became the amazing [22:04] dolphin I actually start doing [22:05] children's parties up until the age of [22:08] 60 made a lot of money and that's what I [22:11] really hit it big for the first time [22:14] anybody got from New York New Yorkers [22:16] down [22:17] my brethren Jones Beach during the [22:23] summer is a public beach in New York on [22:26] a hot summer sunny day is a million [22:30] people their blanket - blanket - blanket [22:33] than with you back right Long Beach Long [22:36] Walk to the concession stand and I'm at [22:39] the shore with my buddies and I watch [22:41] you know everybody is bitching and [22:43] moaning oh my god it's such a long war [22:46] sighs I'm stuck down there with some [22:50] experience of exes right super good I [22:52] didn't know who's telling it right next [22:54] one check out guys young guys don't know [22:56] it's actually called the yellow pages [22:58] right it'll exist anymore brother and I [23:01] found some crazy Creek distributor for [23:04] good-humour ice but I went down there I [23:06] bought a queen of a 50 a styrofoam [23:08] cooler for $7 I loaded up with a barrel [23:12] of Italian ices chip which is fun [23:14] chuckles Milky Way Snickers put a bigger [23:16] dry ice on top went down to the beach [23:18] walked along the shore on said [23:20] italianized sister unsold it out in one [23:24] hour [23:24] and made $120 the year was 1978 minimum [23:30] we're using that 95 cents I made a [23:33] hundred 20 bucks in an hour and it [23:37] changed my life changed my life I by the [23:42] way so what do you think I did all right [23:44] today but for bowlers the next day and I [23:49] carried them all down now here's a [23:51] lesson to never forget and there's so [23:54] much I'd love to teach you here [23:55] everybody no but quick as I can I'm a [23:59] I'm behind my friends are always that [24:02] the good friends my buddies let make [24:03] their everything right so Joey's Beach [24:05] is too big this is no competition so I [24:07] said to all my friends guys come work [24:09] with me [24:10] it's the easiest thing me me me girls us [24:12] music your tan yet worked out right so [24:15] over to tell you let's go I took for my [24:17] friends down there and every day I grab [24:20] her neck five to six hundred dollars per [24:22] three grand that they now and my [24:26] thrilled friends would sell one cooler [24:30] and stop only one of them a guy who was [24:35] actually the movie nickname he was the [24:38] penguin because he walked like a stick [24:39] up they're gonna a while around right [24:41] they called my the sortition malaria was [24:44] right the point is is that one of my [24:47] friends worked like I did all day long [24:50] till the sunset while the rest would [24:52] stop I was four or five Kruger died [24:56] they were one cooler guys okay is that [25:00] like to me it was like is that landish [25:04] it was this guy is really I'm like this [25:06] one how could I wanted to go to college [25:08] I wanted to be rich I want to pay my own [25:09] way I want to get a car and I didn't [25:11] listen it for myself through school I [25:13] had a nice car I lived well awesome the [25:16] [&nbsp;__&nbsp;] changed my life and also defined [25:19] who I was at least to my thought of my [25:21] beliefs about myself [25:23] and if I work hard I get the result so [25:26] let me very quickly and after didn't [25:28] give you some quick instruction here [25:30] just you understand the concept all [25:31] right there's two worlds success there's [25:34] an inner and outer world you yeah up [25:36] down left right yes fizzle the world [25:39] physically is duality in every bunch of [25:42] selling the success everything we do [25:44] there's two sides to every coin is one's [25:47] the sea roses yes there's no start-stop [25:49] above beneath why would it be any [25:53] different in success not it's exactly [25:59] the same in success and sales so let's [26:02] Warfel together so we call it the [26:05] [&nbsp;__&nbsp;] paper use my language sorry [26:09] let's slip down I apologize getting to [26:11] know the audience and Bob Ezrin I can [26:16] let him go and I have to do I really [26:17] don't anymore [26:18] right yeah anyway you have two words [26:21] yeah what's called the inner world of [26:23] success and the outer and it is what [26:26] happens up here [26:27] it's your success mindset everything [26:31] that I was before you go out to the [26:33] world took action and then you had the [26:34] outer pretty basic right guys have more [26:36] noses right but sometimes we forget [26:38] because it starts up tear there are four [26:42] distinctions on the inner world number [26:44] one the ability to managers state to be [26:46] in an empowered state there are certain [26:49] states that may be success to be certain [26:51] clear clarity all right [26:53] courage confidence the four C's that we [26:56] have your belief systems the glutes you [26:59] have got yourself about your [27:01] capabilities about what's good in the [27:04] world what's right with wholesome what's [27:05] not and we act and process the world [27:08] based on those beliefs there's certain [27:10] sets of beliefs cold empowered beliefs [27:12] that lead us to massive success and [27:14] there is limiting beliefs that hold us [27:16] back and the best metaphor cookies like [27:19] a Ferrari [27:19] imagine a sorority right and it's still [27:21] six hundred thousand bucks beautiful [27:24] cherry red chassis z-- 12 cylinders four [27:27] valves per you go 300 miles now if [27:31] there's a governor on the engine [27:33] stopping the flow of gas I don't care [27:37] how fast it could go it's not going over [27:40] t5 that's what a limiting belief does [27:43] just one it stops you from charging for [27:46] when you should of course do you pull [27:48] back when you should and we all all of [27:51] us if you don't think you have one guess [27:54] what you just found the first limiting [27:57] beliefs we all have them I'm gonna put [27:59] them back now some of us are really good [28:01] doing it on the fly and we succeed but [28:04] we worry we fall sick it's hard looking [28:06] fulfilled [28:06] so there's better in one elegant way [28:08] separate subjects right moving forward [28:10] we have what's called vision focus and [28:14] I've time to do specialize admit you [28:17] think about here [28:18] your visions the future understand this [28:21] people will never follow you [28:24] because you have a goal human beings [28:27] follow vision every human being is [28:31] thirsty for a vision and if they don't [28:35] have one they gravitate towards someone [28:38] who has one [28:39] you gotta become a visionary your own [28:42] life bottom line that there's two sides [28:44] to this because see connecting to your [28:46] vision you have goals your vision sits [28:51] on top of your goals and your goals show [28:55] you whether you're moving in the right [28:56] direction or wrong direction but it's [28:59] your vision that you're emotionally [29:01] connected to the other side of this coin [29:05] is the competencies called vision focus [29:11] training yourself to focus on your [29:14] vision versus what you're afraid of [29:18] people human beings species we tend to [29:22] focus on our fears and what's wrong and [29:25] the universal was what you focus on you [29:28] move towards and what you focus on you [29:31] attract a long shot it does work not [29:33] like the secret says but it does work in [29:34] a practical way with you take action to [29:36] move towards what you want so what we [29:39] need to learn to do is to focus on our [29:43] vision with laser-guided precision with [29:48] one eye while we constantly scan the [29:52] horizon for other opportunities so mom [29:55] don't want to have tunnel vision because [29:57] I promise you that when you really get [30:02] rich one day it's not gonna be in the [30:04] way you thought it's two opportunities [30:07] that pop up the little twigs that you [30:09] make the pivots that's having bifurcate [30:13] focus what I on the vision other [30:15] opportunities are they can be integrated [30:17] into your vision you don't throw out [30:19] your vision but you integrate in your [30:21] viens a living breathing growing animal [30:24] the goals are what event you from today [30:26] to where you want to go and your [30:28] emotional attachment that make sense yes [30:30] yeah come on perfect okay and then [30:33] lastly in the what I've been trying to [30:35] get to here is called your standards we [30:39] all have our personal standards not just [30:44] for money but let's talk about money [30:46] what is your financial standing what [30:50] amount of money will you not settle for [30:53] less than maybe I'm not making 10 [30:57] million plus a year I am I'm not feeling [31:00] good not fancy now by the way that's [31:05] that right or wrong and if your vision [31:08] if you are a standard is to make a [31:09] hundred thousand year should be tough to [31:11] live a good life but let's say it's 500 [31:14] a year it's really not normal right but [31:17] the question is this is your standard [31:20] congruent with your vision there's many [31:25] people out there though the well was [31:27] like firing that after a we get to work [31:28] day they have champagne visions and beer [31:32] standards your standard is what you must [31:38] make your what you must have financially [31:41] and we'll always get that with you work [31:43] doing what your own it's like a thirst [31:45] and in your house hit the right [31:47] temperature what happens you shut off [31:49] you cool down it's too low it gets back [31:52] up that's your standard your set point [31:55] for money says I was a full cooler guy I [31:58] got a high standard and it was congruent [32:02] in my vision I wanted to be ready I got [32:05] a big like the whole thing right so I'm [32:08] not going to tell you your set point is [32:10] wrong but I want you to ask yourself is [32:13] does it match my mission some people how [32:18] about that yeah there's a lot of you [32:20] here like this which I can get my hands [32:21] on you for a long [32:23] because you have really high standards [32:25] and that most do you do that's why [32:27] you're here but you don't quite have [32:31] this vision clarify yet you don't really [32:35] have you about goals and stuff but you [32:37] know it's about what about money about [32:38] about the people your vision to see all [32:41] understand the pattern of your vision [32:43] and I'll close with that remember we [32:46] don't look back at the end but it's not [32:47] about - you tell other things that are [32:51] baby people that you love with [32:52] conditions the cause do you believe it [32:54] though always do all for other people [32:57] and for ourselves bottom line so when [32:59] you have an unclear vision and high [33:03] stands you feel empty lead and any of [33:06] your making money working hard but is a [33:08] lack of fulfillment of the whole thing [33:10] your life is not running on all [33:12] cylinders when you have to congruence [33:16] between these two things [33:18] wow it is just it's just there maybe [33:22] you're in slow and by the way any person [33:27] in this room is capable do it I'll tell [33:30] you why and I'm dead serious because [33:32] there's two types of people in the world [33:34] yeah [33:36] what are called reason people people [33:39] will tell you all the damn reasons why [33:42] they can't get what they want life you [33:47] dip the best operating hours too [33:48] expensive [33:49] I'll have to travel somewhere oh I've [33:51] just spent on my own [33:52] I call them ducks they float around the [33:56] duck pond with duck poop you know they [33:58] never go anywhere [34:00] and you see them all covered I want you [34:02] to talk about the bills but why it's a [34:06] duck like mentality they add this [34:09] impossibility notion if you want to go [34:11] find some just go to Motor Vehicles will [34:13] find a lot of you sorry I can't that's [34:16] ours [34:16] all right and on the other side equation [34:19] you have what a [34:21] results people people that dead stuff [34:24] done [34:25] they dead results I called them the [34:29] Eagles I didn't make this up while you [34:31] probably heard throws hey Eagles cuz [34:33] they soar they make away they find the [34:36] way but they'll get where they gotta go [34:38] Eagles find away [34:40] ducks wallow around in the duck pile of [34:43] the duck poop they never go anywhere [34:44] fast and they'll tell you all the [34:47] reasons why and it's what it is [34:49] it's their story the Ducks have a story [34:53] and to them that story is real all the [34:58] reasons why they can't get what they [35:00] want and the irony is is that it's that [35:04] story that they tell themselves that [35:07] stops them from getting what they want [35:10] because the story stops them from [35:13] getting honest which is no account [35:15] they've got some work to do if you want [35:18] to succeed in the first class life you [35:21] got to educate yourself you're gonna [35:22] grow yourself you got to work really [35:24] really hard no one's hitting you [35:26] anything in this world if you think so [35:29] I've had only wake up man I've tried I [35:32] really it was so an L strip image it [35:35] doesn't work self-reliance once you [35:39] realize that it's within your pattern to [35:42] go out and make the world the way you [35:44] want and you and you're going to commit [35:45] to learning the skills and working your [35:48] tail off you're unstoppable and you feel [35:50] great now there is not one duck in this [35:57] room you know I know that I'll tell you [36:00] I was a conservative the reason I know [36:03] that is because Ducks don't come to [36:10] these rooms they won't come inside [36:13] removing the only we try to bring Damian [36:15] the devil child to church a straights [36:17] right the doc won't come here I'm a [36:21] duck's worst nightmare to tell you [36:25] I spent the truth about success hardwork [36:27] self-reliance and learning the skills [36:30] who suggest no shortcuts but you get [36:32] rich quick I've believed in getting rich [36:35] quick but it's like you work really hard [36:37] don't get the result you work really [36:38] hard the result is they're lining up the [36:40] elders and such a fine work on a BAM [36:42] when that last piece comes in the money [36:44] pours in that's what life is really all [36:48] about so I know there are no ducks here [36:52] for all eagles but here's the truth many [36:56] of you less so here than the average [37:00] room but some of you you've had your [37:03] wings clipped something happened along [37:06] the way so you were born an eagle maybe [37:11] you went to work through the wrong [37:12] company the first time so it whispered [37:14] something in your ear you're not meant [37:16] for sales you're not good enough for [37:18] everyone and you develop the limiting [37:19] beliefs may be having crowns in your [37:21] state matter maybe you just don't know [37:23] how to close there's some weird people [37:26] out there in the world like me they're [37:28] called born closers [37:29] I'm a born closer I didn't have to [37:32] figure it out my brain was boiling that [37:35] weird way that it allowed me just though [37:37] into with them and I bet it is a bunch [37:39] in here is your answer you're a born [37:41] closer yeah it's a lot more everybody [37:43] talking about what I did with this [37:50] straight line was I somehow affect my [37:54] own strategies of blood closer and they [37:56] allowed it to be such as used by some [37:58] people were to turn them into the same [38:00] level of clothing that's what the [38:01] straight line does the flash show it so [38:03] anyway for all of you whether there was [38:06] a job a bear in that you know we live in [38:09] a world excuse my french where [&nbsp;__&nbsp;] [38:11] happens when you're walking along the [38:14] street you're doing everything right [38:15] family hey it happens let me that word [38:19] so touches our own for what me [38:21] the stakes I step over the line and then [38:25] dessert from my god [38:26] but sometimes it's not your fault really [38:29] it's a cool tough world it's not fair [38:32] and what happens is we dead always [38:35] clipped so wrists illegals but we start [38:39] thinking like ducks we start lowering my [38:42] standards we forget about that vision [38:44] that we had that once was so bold and [38:46] bright and clear and all night we're [38:48] gonna have and boy I'm here to give you [38:51] your wings back bottom line and it [39:02] starts with understanding these two [39:04] worlds on the other side you're on [39:06] what's called the rules of business and [39:08] entrepreneurship business has rules let [39:11] me tell you that my father so I made all [39:13] this money I went to college and my [39:16] mother because so the time I was 2 years [39:20] old sitting at the high chair [39:22] my mom was spoon feeding the applesauce [39:25] and she said it's only noble way to be [39:29] rich [39:40] [Music] [40:12] I apply just a very great second round [40:17] first day of orientation no doubts [40:21] Maryland University of Bern right both [40:24] full College of Dental Surgery I get in [40:27] front of the Dean is 110 of us in an [40:31] auditorium the deed gets up is a [40:33] white-haired guy white jacket very [40:35] gentle looking right and he's like I [40:37] want to welcome you all to the Baltimore [40:39] College of Dental Surgery she's proud to [40:42] be here [40:42] [Music] [41:11] [Laughter] [41:15] [Applause] [41:37] what's wrong your eyes nothing anyway [41:47] it's like drop back and I could that go [41:50] back to New York to move in with my [41:53] parents [41:54] no it's moving I can assure you it was [41:56] no picnic right and I answer a blind and [41:59] the damages actually make a thousand [42:03] thousand those eighties of three a [42:05] flourite a fine so it's like but two [42:08] thousand and three thousand read that [42:09] right thousand a week company vehicle my [42:11] company vehicle that's great [42:13] I go down there it's a wetter house and [42:17] these guys running around with pickup [42:19] trucks and freezer boxes there's [42:21] something meat seafood I'm like what is [42:24] this the restaurant no no it's my [42:25] restaurants it's the door what do you [42:28] mean like well put me through the [42:30] training program I said okay I said I'm [42:33] like alright great so I said alright [42:35] we're gonna introduce you to this guy [42:36] and his name's Eddie SS or topsails in [42:40] there and Eddie will take you through [42:41] the ropes and tomorrow get your own [42:43] truck so we're going through you know [42:48] the course here as he's driving around [42:49] some neighborhood up in Westchester [42:50] County and Eddie says to be listen the [42:53] key to the whole thing is you got to [42:56] stay pumped and positive when you're out [42:58] there in the field you can never get [42:59] negative cuz once they see you sweat [43:01] they can't close the deal and also [43:03] whatever they see [43:07] to say have a nice day like why doesn't [43:10] because it makes you a better body [43:11] something all right [43:13] but that right to goes just follow me on [43:15] the master right [43:16] so the drive back pull first doable [43:19] homes private homes and storefronts [43:22] right for the owners and stores up [43:23] people working it right first doorknob [43:26] so give him hi my name is any of them [43:28] slam have a nice day though next one not [43:34] [&nbsp;__&nbsp;] up it's got the clothes you stop [43:38] right throw time left [43:41] Slayton have a nice day don't worry [43:44] about well given think Nicole de PUD [43:47] who's been the co-ed right Eddie was in [43:50] a cold day but nobody wanted the food [43:53] and it's this crazy thing right [43:55] three hours later he's not about 75 [43:59] doors back sold one box [44:06] whoa couples just knock knock duck no [44:10] honey buttocks Eddie it's addressed [44:12] right and then somewhere around 12:30 [44:16] 1:00 o'clock he gets out of the truck it [44:20] looks like a true [44:21] tough day music drops a show this guy [44:25] walks up and he goes up to the next [44:28] doors heads hung low mmm shake it and [44:30] he's like barely 100 they don't answers [44:34] they don't reject me [44:35] the woman opens the door it's a kind [44:39] look there he goes [44:40] you wouldn't want any filet mignon [44:43] shrimp or lobster tails right to me [44:45] the last 35 people just slam the door [44:47] resort I assume you're gonna do the same [44:49] thing to the right he didn't say those [44:52] words you did it was in every body life [45:02] was like oh my oh my god it was like the [45:05] sewers blazing he's acting like I'm like [45:08] I'm like does he know you know you don't [45:11] remember everything you see in life [45:12] and this experience I would never forget [45:15] I would never forget it and it's 800 [45:19] much of the terms of the inner game of [45:22] state management Wow I will never let [45:24] that happen to me and of course [45:26] anyway house before he didn't sell one [45:29] box the first not even one box right [45:32] right fair enough right and next day I [45:35] go back to her bed and I still want to [45:37] do it they gave me 35 boxes of meat [45:40] right don't just sell five boxes a day [45:42] right you know six days 78 whatever's [45:45] right say go out and do your thing again [45:48] my truck they drive up to a wealthy [45:51] neighborhood and West chest I think [45:52] they'll be richly can afford a lot of [45:54] food right first the lorry not gone big [45:57] house right knock on the door I guess [46:00] you know nice woman comes that I said hi [46:04] my name's Jordan throw beans you get to [46:05] your neighbors here have some extra [46:07] boxes on the truck and get everything in [46:09] a really good dishes what do you got I [46:10] said oh come on the first woman bought [46:14] 13 boxes of meat from [46:18] [Applause] [46:22] I know what happened it was like an [46:25] out-of-body experience I was like oh my [46:28] god I didn't I didn't know I had this [46:30] talent [46:31] I knew I sounded good like you'd ever [46:34] feel like you're new you sounded I was [46:36] like oh my god you're Rica I've arrived [46:39] think about it Beach hard work drives [46:43] papers hard work dried up disses sales [46:46] and I add the gift of all gifts I could [46:51] the words were coming down perfectly [46:53] I knew how to smile I just it just all [46:56] and you know what I'm saying exact this [46:58] room knows what I'm saying right I [47:00] almost sold the woman the truck home to [47:03] alter the by the traffic on the first [47:07] day I sold about without one box of date [47:13] right [47:18] Oh name of the company and anyone [47:21] remember serious great American me [47:23] seriously the calls but people remember [47:25] this tell it what did you get what did [47:26] you do you felt the family feathers and [47:28] no strangers like come on when strangers [47:31] if I went to my family right [47:33] like I would never go what's all this [47:34] crap you be for my family record zero [47:39] that's pretty good right [47:41] anyway the first and I invited a single [47:46] most spots of solder they like 15/3 the [47:49] first week I sold 275 boxes and I [47:52] shattered the industry record and I was [47:55] so good at it like I just literally [47:57] everything but and then I'll tell you [47:59] some gracious was a have to go can I go [48:00] like 15 minutes over so cool yeah it's [48:03] so much trying to teach a guy that but I [48:05] love you guys you're awesome [48:06] so they're here so anyway long story [48:09] short I'm breaking all the records they [48:11] sent me out there sales between the [48:12] train and guess what happens oh all this [48:15] thought something bad it was the police [48:17] chased us thinking I'm feeling right [48:18] they asked me start giving some meetings [48:20] so I look at my friends asked by my [48:21] friend Elliott come to the beach Comber [48:23] I said what are we working for these [48:25] morons for hey and the stuff is to add [48:27] stock let's open up her only easy [48:29] recovery which we did with one truck and [48:33] I used the profits from my own sales and [48:35] I bought a second truck and then a third [48:37] truck Anna Foster before I knew him when [48:40] he sticks trucks on the road I was 22 [48:42] years old driving a 911 with a phone my [48:45] first full of cell phone I got the first [48:51] pillar almost right an accountant [48:52] success thousands before out of the car [48:55] fact right and I arrived as a business [49:00] man buddy I thought I was actually [49:07] every mistake a young entrepreneur can [49:11] make [49:11] I was over expanding I was [49:13] undercapitalized I was growing on Friday [49:15] I wasn't screening out my employees my [49:17] guys they take the truck they come to [49:19] smoke crack onto a bridge of it where's [49:21] the guy huh [49:21] here comes the guy I knew nothing the [49:28] bad business guys don't go come into the [49:31] world knowing how to run a business and [49:34] they don't teach in college tough to [49:36] read write an alert business has rules [49:40] if you break those rules you're gonna [49:43] feel massive pain and I did when the [49:46] barbecue season ended though business [49:49] slowed down as I sent her quickly the [49:51] business owners though I was growing on [49:54] credit so as I expanded my receipt my my [49:59] payables got bigger but I kept the cash [50:01] three days I was growing on the cash no [50:04] sudden the cash goes right up and the [50:07] bills came though and what I was like [50:09] the proverbial thought she was touched [50:11] by that my friend he said I was like I [50:13] needed Syrian to put his finger in the [50:14] dike whoo springing leaks everywhere and [50:18] just like that I was and had to declare [50:23] personal bankruptcy I co-signed for all [50:25] 26 trucks and everything collapsed they [50:29] had met they took my Porsche they told [50:32] us the saddest day of my day life they [50:34] told her leg right battle week or two [50:37] later I was just didn't know what to do [50:39] and in my neighbor local favorite out of [50:41] the bottom of my emotions and I hear the [50:45] story about some kid who I grown up with [50:49] me Michael [&nbsp;__&nbsp;] that Jesse understand [50:52] Michael for was the kid had no one to [50:54] play with [50:55] he had a weird smell you know the funny [50:57] smelling house is really I'm gonna play [50:59] that kids house his grandmother Nick [51:01] chase with a poor get away grandma right [51:02] he was aware of chemicals artists [51:04] and I hear this rumor he's making a [51:07] million dollars a year as a stockbroker [51:10] I'm like that can't be possible million [51:13] McQuade 20 laughs no it's possible [51:16] I never mind dollars in my pocket right [51:19] few days later I'm in the park he comes [51:22] up in a Ferrari with the battles of [51:25] dollar suit on [51:26] and a beautiful blonde look I want the [51:28] car blah oh my god [51:30] I say Michael I'm like Mike what do you [51:33] use on the stock broker I made a million [51:35] to less yeah of it the best thing is not [51:37] a stock broker is the first place I have [51:39] any personal adjacent money but right [51:42] and here's what I said to myself which [51:47] I'm sure many of you said to yourselves [51:49] at least once in your life and that more [51:52] I can make a million dollars here I can [51:53] make 10 yes sir yes yeah so I answer [52:01] your name in the paper had to go down to [52:03] Wall Street and sell myself a job [52:06] because let's just say my resume was not [52:09] looking so good at this point [52:11] I was a dental school dropout who just [52:14] declared bankruptcy irony right so I get [52:17] in there and sure as the movie says but [52:20] I've gotten into us like pitching the [52:21] guys stop right even if you even that [52:24] what I was saying I'm just trying to [52:25] impress the guy and the guy was low low [52:27] down Nestor I never see any likes goes [52:32] either one of those two things gonna [52:34] happen to you [52:35] idiot would be the most famous broker in [52:37] wolf history but he'll end up in jail [52:40] thousand keys around perfect out [52:47] hi it's me and six months I call called [52:53] and slaved away making 80 bucks a week [52:57] and you know I did it night time I went [52:59] door-to-door into the doors and sold [53:01] jewelry door-to-door to pay my rent I [53:03] was with wife number one back then she's [53:05] like for what I have not done well on [53:07] the wife Department I admit okay so I'm [53:10] not teaching you relationship that's [53:12] three in sales head yeah Tony Robbins [53:16] background the sales trip keep it anyway [53:21] she was great quite number one right [53:27] finally if that even though I was broke [53:31] and destitute those days down the phone [53:35] or some of the happiest of my life you [53:37] know why because I love you [53:41] than all the ways engines nope I'll pay [53:44] my dues [53:44] I saw more cannabis methods and how they [53:46] could enough later on everybody they [53:49] would never embarrass sounded they my [53:51] reputation alright [53:53] finally my day comes my first day [53:56] October 1990 aids them in Black Monday [53:59] and I watch a shot at or as the vodka [54:03] goes down 508 points my first day and [54:07] just like that LF Rothschild a [54:10] fertilizer business four hundred and [54:11] twelve years shuts down and I'm out of a [54:13] job [54:14] and that was I couldn't even believe it [54:17] if that's how I ended up at that small [54:20] firm and now let me just collapse tiny [54:23] but we could throw a few things here [54:25] right and let's get because I want to [54:28] know give you guys the straight-line [54:29] learning as much like hands so they [54:33] think once they've been all joke had [54:35] like three history obviously as you can [54:38] guessed the first time that picked up [54:41] the phone to sell stock I was the [54:43] greatest stock buybacks had a gift [54:45] I didn't and everybody's just like the [54:47] movie they all stopped like what the [54:49] hell and the whole room gathered around [54:51] this is before and there's a straight [54:53] line but I was still using it without [54:57] knowing it like all of you don't know [54:59] something you know the straight line is [55:00] a straight line says liar [55:02] definitely but even if you're not [55:03] usually you usually serve Ellen because [55:05] just basis it's just it's how are you [55:07] don't about getting thrown at the bar [55:08] where the straight line is is the very [55:10] regimented way it works it's amazing [55:12] really is you know everyone's you have [55:14] one mention they're like that was mine [55:16] okay that and my God's creation by [55:18] children I love what an Asian right the [55:20] greatest things in my life right like [55:22] shades a lot more than the straight [55:23] lines but there was a great game and let [55:26] me go back just fast oh yeah [55:28] I start my own firm I go to the small [55:30] firm same process [55:32] Warren I'll stop my own it kept this [55:34] time see here's the thing about failure [55:38] the lessons are in the failures guys all [55:42] right so she that means is this book I [55:45] went to Harvard Gail and he's called [55:47] hard knocks all the gum what I learned [55:50] from that distance boy you know I slide [55:52] Strad and I walked into the room with [55:54] was like what did you go to business go [55:56] like now I really read my stuff now cuz [55:59] I don't pay them enough like the pain of [56:01] failure to nail in the lesson right not [56:04] everything that I did it exactly right [56:06] kept my expenses well hope they made all [56:08] the right moves right and that was that [56:10] magic mode they invented a straight line [56:12] and then just went nuts close but hot [56:15] was these kids who couldn't close the [56:16] door they stopped telling their friends [56:18] and their friends thought of coming in [56:20] first it came from Lyle in the New York [56:23] and from all over the country every day [56:25] kids would line up my door and just you [56:28] know say swear word they'll teach you [56:29] the straight line make you rich and it [56:31] worked for many years then it got [56:33] corrupted with green especially we had [56:35] the first first of it it wasn't drugs I [56:38] wish I could fail astrology is cream so [56:41] be careful of course success our ethics [56:44] and integrity is not success [56:54] I wouldn't change a thing but cause it's [56:57] polite yeah but Chris Mike and I have no [57:00] regrets because that's not a way to live [57:02] but of course if I could do it again oh [57:04] yeah you know you wanna you know people [57:07] without lose money and stuff but the [57:08] point is is that you love to learn new [57:11] things and grow human not dwell on and [57:13] be distant power yeah but let me spend [57:16] me about three days we're gonna go over [57:17] a little bit okay I go over yeah yeah [57:19] yeah you're good gonna give that you ten [57:22] minutes okay ten hours I love to come [57:26] back by the way and do a little over [57:28] trade one day but I'm young anyway [57:30] there's other deeply speaking kids with [57:32] you here's what in essence what the [57:35] straight line gives guys it's gold [57:38] Laurie oh my god I stopped I got to tell [57:41] you one thing I'm sorry I ever went to [57:46] jail he's dead real quick right I sold [57:49] mortgages thought it dwarfed he always [57:52] making $100,000 a day in the reef I go a [57:56] hundred thousand dollars like myself [57:59] boss I walk how's that digitise to [58:02] business and say hey my name is joining [58:04] a mortgage broker what rate you pay [58:05] that's how simple the pitch was and then [58:09] today it actually really oh my god it's [58:11] all in the body language the way you [58:13] smile the odd guys the what Doris said [58:16] is so it's the crazy love it's really [58:23] [Applause] [58:25] no I know your memory marketing money [58:29] you could do it all for the government [58:31] just taking all my money was after [58:33] strategy and nothing can I stop myself [58:36] door-to-door sales that's how I started [58:39] right I went I for not to be important [58:41] these traces to go toward or you know [58:44] what have I heard the pitch before magic [58:46] they like was broken forever cold [58:48] crushing electronic one yeah we resume [58:50] not and I could turn this story's night [58:53] people like I walk into like I throw it [58:55] every person I why I told you would they [58:57] buy from him anyone a right the cause of [58:59] certain things I was doing with my door [59:01] now at the body language is what I tell [59:03] you that story let's get back to the [59:04] street one straight line is goal [59:06] oriented communication what it is my man [59:08] if you look backwards that's okay I just [59:13] closed the sale what had to line up but [59:18] what caused that to happen no there's an [59:21] open its open and there's a new store [59:24] the fresh you from your big is it there [59:27] with ovaries and you have a close right [59:29] and every once in a while you get one of [59:34] those if I specify to you that's a [59:37] straight line by right thing [59:40] I know I just thought that okay straight [59:43] as a straight line got you on track so [59:47] uh-huh [59:48] this your open this is your clothes [59:50] right and crude and every once in a [59:52] while you get one of those perfect lay [59:56] down sales but everything you say and [60:00] everything you do [60:02] they're almost pre-sold who's the [60:05] highway loves right that far and few [60:10] between most of the time your [60:13] proselytize to take you off the straight [60:16] line they had questions they have [60:18] objections and forests on Iran [60:20] so what you have is these healthy [60:23] boundaries above and below the line when [60:27] you're inside these fantasy animal [60:30] you're in control of the sale in control [60:33] when you're outside the boundaries [60:35] you're out of control spiraling off the [60:37] Pluto War down here to your anus not a [60:40] complacent okay in control Anna control [60:44] what I said to my guys that life I said [60:48] guys and I realized he liked it and he [60:50] realized what happened there was [60:52] something about the way I was speaking [60:56] in my voice and the way I would group my [61:00] words that anything way I was being [61:04] perceived a certain way see they said a [61:08] couple things there's so many objection [61:11] higher they also said we keep getting [61:13] cut off we didn't [61:21] they get objections before they're asked [61:24] to the order and hit me and like my guys [61:27] people book covers and where you're on [61:30] the folder especially in person and the [61:34] phone is four seconds personally quarter [61:38] of a second it's like let's get a second [61:40] to establish three crucial pigs or [61:44] you're done [61:45] you can't influence anyone exactly what [61:48] they are in those first few seconds you [61:50] must be perceived to be number one sharp [61:53] as a tack shop on the bull a problem [61:57] solver sources of waste time [61:59] number two enthusiastic as health for [62:03] sure that what gap must be good Susan [62:05] azimuth and number three doors expert in [62:09] your field of expertise your field we [62:13] have the condition this is the key [62:16] advisor since we anything to server to [62:21] experts when we went to a doctor [62:24] yeah the diploma all the way he'd say [62:26] asks you questions you tell you do what [62:27] everybody told you to do your back door [62:29] if you don't even alright we've been [62:31] taught to essentially defer to experts [62:34] we seek them out to solve our problems [62:36] and even towards us with this big when [62:39] you're in the presence of an expert or [62:43] so on that you think is an expert you [62:46] let them guide the process what was [62:50] happening is I would get on the phone or [62:53] in person and I had a certain way of [62:55] talking making eye contact [62:58] this is thus the average bear and what [63:01] they were really saying was this what [63:04] these three things chunk up to is that [63:07] you are a person worth listening to [63:11] runs right and he's higher still because [63:15] you can help them you achieve their [63:18] goals it can help them get what they [63:20] want people don't talk to you give you [63:23] the time of day and they won't answer [63:25] your question you need to ask them to [63:28] get to the bottom of things if they [63:30] don't think you're an extras shoulders [63:33] attack you're on the board enthusiasm [63:35] people say oh come on join the thues e [63:37] azam I don't mean oh my god not that [63:40] crap I'm talking about something [63:43] borrowed [63:44] it's an energy as a power inside you [63:48] it's a whisper it's not selling it's [63:51] something just wow despite when you [63:53] serious he means girl she is Sarah she [63:55] means business [63:56] and this force is finally enthusiasm the [63:59] fact you're receiving volcano but you [64:02] don't around because you're in complete [64:04] control because you're an expert you're [64:05] a problem solver and when they perceive [64:09] you the right way what do they do they [64:12] hand you control of the sail once that [64:17] happens it creates amazing possibilities [64:20] because what I also figured out that [64:23] night was what I was doing there was [64:26] these five core elements and I was [64:28] lining up the same way every single time [64:32] because my guys weren't in control they [64:36] couldn't run matter and they could you [64:38] get into your reactor huh Mike Tyson he [64:40] gets into the ring he's beat melody like [64:42] I cover it up because he's in control to [64:44] Cory you and then bear my China [64:46] everybody's the same hit you by blows [64:49] get you the core crowd the novice is [64:52] covering up on defense same way they're [64:54] not the salesman the expert is in [64:56] control and when the experts you control [65:00] it allows you to number that's the [65:03] you do but cause you're in control and [65:06] here's the real piece of cake a nice [65:08] movie is you know use that the pulp [65:13] don't talk that's not what I mean [65:15] when I talk about taking the try over [65:17] use the potty you start asking questions [65:21] dad there's a step one in the straight [65:24] line syntax is you must take control [65:28] because we've out of control there's no [65:31] straight line you're in the crooked line [65:33] you're here you're there you're ever you [65:35] can't do anything nothing good could [65:38] happen and by the way I said to my guys [65:40] they got four seconds to establish these [65:43] things it turned out I was wrong I was [65:46] wrong in 2015 [65:49] Harvard University came out with a study [65:53] and they said it was five summers so I'm [65:55] really sorry I was all by a second know [65:57] what they said [65:58] it is weird but they said she would they [66:00] said it three together they said yeah [66:01] five seconds to make the first [66:04] impression order you done hitter they [66:05] also said that if you make it negative [66:08] first impression it takes you seven [66:12] subsequent meetings to change someone's [66:14] mind never pleasure that's not specially [66:16] anybody that seven shots the close seven [66:19] minutes seven shots never happens you [66:23] got one shot guys to it most the ganas [66:28] so how do you do this [66:30] so out of there do you must take control [66:33] like that establish it low is it through [66:35] the words you're saying agent of self [66:37] stack if there's a I swear to what the [66:39] hell is wrong with this night the words [66:42] don't exist there are no magic words the [66:47] way we're doing is twofold [66:49] - aw tonality and my body and of course [66:53] saying the basic words but as I always [66:55] go with my pitch in the mortgage [66:57] business there may be millions was like [66:58] hey but it's your moment we're going to [67:00] pick that was it now of course came [67:04] after that and run the straight line but [67:06] the point was is that there's no magic [67:10] it's become an expert in tonality that [67:13] bodies were certain totalities their [67:16] action 29 no no I got a little guess [67:19] what night of the twenty-ninth analysis [67:23] terrific ever of the 29 allows their a [67:27] 10 core influences on holidays right and [67:34] you don't even have to learn them you [67:37] already know them every one of you and [67:41] they've used of a million times just [67:44] like my man now that my voice there's [67:50] technical matters use hozier has ever [67:53] told the secret razor and whisper of [67:55] course that right who see her in a [67:57] tatami was so certain and you spoke [67:59] certain raise your hand who's ever [68:01] really cared about something we spoke [68:03] with who said that every tonality have [68:07] used what you really felt what we were [68:09] to do with the straight line is to use [68:12] them on purpose I'm command extra points [68:16] in a presentation don't be shocked and [68:19] how easy the whisper comes kobali [68:23] way to press on the phone and I gotta [68:26] stop so guys here's a really go outside [68:28] but say no hi my name is Jordan hi I'm [68:34] Jordan [68:35] you know from XYZ company they're like [68:37] collectively headed toward question from [68:41] XYZ company you thought like haha what [68:43] by phrasing up statement as a question [68:46] it paralyzes someone's internal [68:49] monologue and stops them from marrying [68:51] against you in the first season [68:54] look this is so much guys that total is [68:57] that kind sorry a weapons not good not [68:59] bad thing it allows you to pilot their [69:03] mind down to something oh my god this [69:05] the sales another salesman so cuz so [69:09] Leah [69:09] there's the conscious mind on the edge [69:11] via the conscious mind has a limited [69:14] about the process of town right so when [69:17] you use tonality every tonality [69:20] has five words attached that the person [69:24] hears without you saying them I say you [69:26] Jim I give the only noise as well he [69:29] really means it they hear that they [69:31] their brain is trying to make sense of [69:33] your tonality [69:34] so when you use pronouns back together [69:35] yeah boys completely what is he really [69:38] was the same and they stopped saying [69:39] what an ass you can and allows you to [69:43] just get in because but you know what [69:46] the front half of the sailors it's about [69:48] dying by death from a thousand cuts [69:51] there's no one thing you're gonna say in [69:53] the front end for sale that's gonna [69:56] closing it's a matter of not blowing it [69:59] so now the body language again how close [70:04] you stand to the door what angle of your [70:06] body is this guy's once you learn loser [70:09] things and then of course I'll just an [70:12] ending like this the five quadrants [70:14] watch known and they must love your [70:17] product right everyone knows that but [70:20] it's both ontological and an emotional [70:23] people don't biologic [70:25] they buy an emotions gonna do let me [70:27] give you two minutes right at a time if [70:30] people don't buy lies they buy an [70:31] emotion logical certainty right imagine [70:34] it continually one to ten one who means [70:39] they think your prob is the biggest [70:41] piece of crap in the world actually [70:42] unser attend means it's the best thing [70:46] since sliced bread your goal as you move [70:49] someone down the straight line you want [70:50] to have to attend as close to attend as [70:53] possible both logically [70:56] emotional logical certainty features [70:59] benefits cost better ratio the value [71:01] proposition a dec they can connect to [71:05] thoughts that make sense it fills their [71:07] needs emotional certain thing future [71:11] pacing they imagine themselves six [71:13] months down the road using your product [71:17] feeling back in control they feel good [71:21] people don't buy on logic they buy an [71:25] emotion adjust the father logic but you [71:27] have to create both to close at the [71:30] highest level because if you fail to [71:33] create logical certainty you know what [71:35] happens the logical mind serves as what [71:38] the human [&nbsp;__&nbsp;] detector you just say [71:41] it so great you feel rested [&nbsp;__&nbsp;] [71:43] above it learn alert alert so you so [71:47] what we do in a straight line we create [71:49] logical certainties first which then [71:52] trees someone up to be moved emotionally [71:55] that says yes yeah keep it going [71:58] I want someone to say to me wow I love [72:01] you don't fry buying it [72:03] that's logical certainly the logical [72:05] mind always wants to know more thing but [72:08] when I say imagine six months from now [72:11] and you using whatever it is how great [72:15] you feel how good you feel about your [72:17] family being protected that whatever is [72:18] yourself it's so powerful guys is they [72:21] wanna do this give me one shot the only [72:29] there it is Shawn okay it's the saint [72:32] it's so easy once you learn the straight [72:35] lines out very quickly closing it's not [72:38] enough if they just love your product [72:41] they also the trust and connect with you [72:43] the influencer and the company that [72:46] stands behind what I'm doing [72:49] as you move someone down the straight [72:52] line from the open ticket or close [72:54] you're corralling a 10-10-10 that's [72:58] wrong [72:59] ten ten ten ten on the product ten on [73:02] you ten on the company in a single [73:05] moment in time and asking for the order [73:07] right now sometimes you get people [73:14] really tough there's two elements they [73:17] caught the action threshold and the [73:20] payment rush I'm gonna add a time you [73:22] guys but there's two other element uh [73:24] for sales right [73:25] I mean study in time keep gone man sorry [73:29] anyway in closing here nice let me try [73:32] your story it's important I told you [73:36] down vision right [73:37] and as in every great vision you have [73:42] something called your why and I know [73:45] this is like self development [73:46] you know crap but the way I do it it's [73:50] in a different level [73:51] I'm totally we have to understanding why [73:54] your vision matters to you [73:57] people said not motivate you're not know [73:59] your why you're happier why when you [74:02] really know why you want to succeed you [74:05] want to get Richard Zacks power you want [74:09] to say the journalist a anything [74:11] how are you went to jail you're sitting [74:14] in jail or worse that's on us as you [74:16] write the wolf of Wall Judas how'd you [74:18] do that [74:18] how'd you stay positive said you know [74:20] it's good questions I said cuz you know [74:23] what I would admit it when I was in my [74:26] cell unless it wasn't the worst jail I [74:30] wasn't gonna get by ball I was that bad [74:33] but jail is jailed right yeah yeah [74:36] Farren but when I was in my bed at night [74:42] alone with my thoughts and there was [74:45] many nights I really felt like I [74:47] couldn't go on I really night [74:48] I closed my eyes and imagined the faces [74:53] of my children that was I let my [74:58] daughter and I and I started to get the [75:00] chills right now just to figured of it [75:02] at that moment when language [75:04] tell them the crying the pain I caused [75:06] Edmund I was determined to prove to my [75:09] children I could do it right [75:13] [Applause] [75:19] man you can find your wife never about [75:23] you it's about some of your lover [75:26] conditioners your children your husband [75:28] your wife [75:29] the parents of cause you believe in [75:32] seriously that's your wand and you [75:36] combine that that the inner gate to stop [75:39] with the straight line you become [75:40] unstoppable and I love you all [75:42] understand that one more time come on [75:44] closure and it's together come on what [75:47] to prove imagine yourself one year down [75:51] the road it usually straight line to [75:53] make you try money to feel good before [75:55] you love and care about or enjoying [75:58] success you've created and you just feel [76:00] so confident look like you okay your [76:03] wife's exactly where you wanna just yes [76:07] yeah [76:15] [Applause] [76:19] [Music] [77:00] [Applause] [77:17] and you're on this census customer i'm [77:20] customer curette right [77:22] I opened this one wants to see this yeah [77:28] [Applause] [77:32] here we go [77:34] my voice is really shy always like I [77:44] said at least three to four feet I turn [77:47] my body to the side now remember guys [77:50] especially meant you never want to be [77:52] directly confronted sighs I always turn [77:53] back to side it is a step to the step [77:56] down below the person okay which puts me [78:00] thinking in theory position all set that [78:03] smile by a certain date okay so just [78:06] over the watch I'm very quick [78:10] [Laughter] [78:28] by the others were known to walk through [78:31] Craig WA not for sale really I can save [78:33] you a ton of money how long we live near [78:35] for now I have a trolleys I have a book [78:38] I take my book out I said I tell me now [78:41] I start in his Brooklyn I start asking [78:43] non-invasive questions I never would say [78:46] what are you going to mortgage and just [78:57] give you an old volcano where we okay [79:04] again I always have a book opening in [79:22] this situation and [80:00] and just by way of how much the house [80:02] with just walk in there how is that want [80:06] to build castles okay through my wall [80:09] echo about sonar okay well wow this is [80:13] honestly based on what you're paying [80:15] I can definitely save you money I'm [80:29] sober standard or there are no magic its [80:41] myself [80:42] alright is a certain expert right [81:02] it's not contagious is no magic trace [81:07] it's in your tonality and Kevin Jordan [81:11] the war vehicle happy let me give you [81:13] example perfect example my closest [81:17] friend since Ulster he's the only small [81:25] company monopod company he asked me to [81:27] write their a script for Coco on the [81:30] phone because the rates had just dropped [81:32] it like 10 percent without the 7% right [81:34] I wrote a mistress and let me test it [81:35] out myself was just after I got indicted [81:37] gives me a list of people's clothes but [81:40] first what were I call that closed room [81:42] I always close the first person i [81:44] speakers everything right [81:46] I made 9000 [81:49] wow this is business right [81:51] so I started closing my phone [81:56] the problem was is back then it wasn't [81:59] really so much when your booty boat [82:00] wanna get him come to the house right [82:03] did you never stuff online it was very [82:05] different right [82:06] so I saw together the kiss oh because I [82:09] had to think go to people's homes and [82:11] then cool at night so I said I'm gonna [82:13] collapse it and I'll have them both go [82:16] walk into their stores or not okay I'll [82:19] do the whole thing at once that's how I [82:20] came with the idea so the first day I [82:23] said listen everyone check this out I'm [82:25] not working in the shop he had his wife [82:28] things Shelley okay [82:30] Shelley was a great girl came and you [82:32] know she's not a great salesperson oh [82:34] come to I said great so show you like [82:36] get my car driver to mom it was New [82:39] Rochelle Westchester right it pop on up [82:44] one of the main road there right I said [82:46] showing you walk down the side of the [82:48] road I walk down this side of the road [82:50] first or I walk into is it a seafood [82:53] place restaurant no good nothing [82:56] second one to roast a see-through man [82:58] $9,000 a filter OSA my trust client [83:01] right next door [83:03] another a slide made three sailors in [83:07] under an alligator $24,000 right I like [83:10] oh my god shell is it okay she's killing [83:12] it right so I get I get to the end of [83:14] the road right trust over Rishi's [83:20] [Laughter] [83:38] [Applause] [83:40] fair enough better days otherwise from [83:50] an injury what was it it wasn't the [83:54] world this is because a student stuff [83:58] right office right there's a presence [84:02] that you have for severe when you walk [84:05] in the door you look at me me neither [84:07] smile and confidence and it's nobody but [84:11] an expert and people respond you guys [84:14] know Jacob the jeweler writer just [84:16] taking the children Jacob my biggest day [84:19] ever in the industry I made a hundred [84:20] twenty thousand one day selling [84:23] mortgages right away the best [84:26] concentration I went out to the German [84:28] dish every seventh Street you know yeah [84:30] oh the booth to booth [84:31] I made one hundred thirty thousand bucks [84:34] which the end of the day the last score [84:35] on the corners a big storm I was like [84:38] you know Jake I know it was right now [84:39] walk in hey guys who's the owner what we [84:46] do street [84:47] what maintain she's like I'm slow every [84:50] solicitor happy there why'd you say that [84:53] oh my god she's only stopped three [85:00] minutes they were in the elevator going [85:01] up to meet Jacob she's like I don't [85:02] understand why I'm even talking it's [85:05] I said that would Jacob useless yelling [85:07] up get out up anything at their house [85:09] that cook we did that no one deal right [85:12] all right they give me them [&nbsp;__&nbsp;] Matt [85:14] 20 the big house [85:15] 20,000 called prop to me right they [85:17] refer all their friends a year later [85:20] channel 7 news comes out I'm doing [85:23] mortgages if she calls I knew I feel [85:26] better now to know why did I speak to [85:28] this guy that I got a funny story the [85:30] point is is that I would walk in with [85:33] five guys in tubs training yeah it was [85:37] not molested mmm join the bunch [&nbsp;__&nbsp;] [85:41] us it's not about that it when you say [85:44] after of course you gotta run the pact [85:46] but in those first few seconds it's a [85:49] battle you your abilities baby look it's [85:52] a smile it's an energy it would be clean [85:56] well-groomed as I go through all this [85:58] stuff enlighten you on the straight my [86:00] god it's like certain rules and what [86:05] happens is things didn't you get it and [86:09] just make it a harder on yourself any [86:13] one of you can get rich I know you got [86:16] him and I've done my whole life trend [86:17] sales right it's the greatest industry [86:19] world is something about to what it all [86:22] in this not you know the right is a [86:25] freedom to it it's the best guys out [86:27] there the ethical [86:32] [Applause] [86:37] let's go [86:38] [Applause] [86:55] [Music] [87:01] yeah come on [87:07] sick man sick [87:10] [Music] [87:25] thank you guys I work with you man damn

===FILE=== CsmmOTkKALY - Harness The Negativity  Free Sales Training Program  Sales School.txt
https://youtu.be/CsmmOTkKALY
Harness The Negativity ｜ Free Sales Training Program ｜ Sales School

[0:01] i'm jordan belfort and this is sales [0:03] school [0:06] how do you harness the power of [0:08] negativity [0:10] and flip it positive [0:12] how do you create that boomerang in your [0:14] life well step number one [0:18] is drawing that proverbial line in the [0:20] sand [0:22] until you get to the point [0:25] when you say to yourself no more [0:28] i'm done feeling like i'm done being the [0:30] victim i'm done pointing the finger of [0:32] blame and you look within yourself and [0:35] find you [0:36] r best self to really see [0:38] yourself as you are [0:41] not worse than you are [0:43] but to really see yourself and connect [0:44] with yourself that's [0:46] nothing can happen [0:49] until you [0:50] address that [0:52] while you're ready to make the changes [0:54] or you're ready to move forward are you [0:56] ready to accept responsibility for your [0:58] role and whatever went wrong [1:00] whatever that may be whatever aspect of [1:01] your life it was in are you ready to [1:03] expect your partner [1:04] learn from that and grow from that [1:06] that's one big part of it [1:10] the second part [1:13] is possessing the actual skills for [1:16] success [1:17] that are required [1:19] to leapfrog over everybody else let me [1:22] just tell you the bottom freaking line [1:23] here guys all right [1:26] most people [1:28] live average lives you know why because [1:31] they're [1:31] average [1:34] because they deserve to [1:36] because they chose [1:38] to not [1:40] invest enough in themselves [1:44] and they weren't born with any amazing [1:47] differentiating skill [1:50] and they said okay here's i here's who i [1:52] am [1:53] i'm not extraordinary see i don't buy [1:56] into that [1:57] of every human being is extraordinary i [2:00] think it's a load of nonsense [2:02] i think very few human beings are [2:04] extraordinary [2:06] what makes human beings so amazing [2:08] though [2:09] is you don't have to be born [2:10] extraordinary [2:12] you can become extraordinary through [2:15] sheer hard work [2:17] through dedication through learning [2:19] through absorbing knowledge through [2:21] practice through repetition through [2:23] teamwork [2:25] you can become extraordinary [2:29] what does that mean [2:30] well [2:32] i'm [2:32] the first that i'm not the average bear [2:36] when it comes to the my ability [2:39] to influence and persuade i was born [2:41] with an extreme gift i just was [2:43] thank you god or nature whatever you [2:45] believe right [2:46] i was born an extreme gift [2:48] that gift allowed me [2:51] to [2:52] effortlessly almost go out into the [2:54] world and achieve things that other [2:56] people couldn't achieve [2:58] lead people spread a message devise a [3:00] system seriously [3:02] not being cocky here i'm just being [3:03] honest with you [3:05] most people were not blessed with a gift [3:07] like that that's so [3:08] extreme that people say oh my god i'd [3:10] never say anything like that's rare but [3:12] guess what [3:14] do you know how many people i've taught [3:16] this to the gift i have i've transferred [3:19] the gift [3:20] to millions of people [3:21] many of whom do it just as well as i do [3:23] it right now or maybe if they don't do [3:26] it as well [3:27] indistinguishably as well [3:30] to the point where that gift i have they [3:34] possess it at [3:35] at high enough a level [3:38] that they can accomplish whatever they [3:39] want to it differentiates them they're [3:42] in that small class [3:45] of human beings [3:46] that can out negotiate out influence [3:49] outpersuade outclose [3:52] everybody around them and because of [3:55] that [3:57] it allows them to achieve more [4:00] and because our brain is so smart [4:03] and because our brain future paces [4:05] everything we do when we [4:08] become aware we say you know what [4:11] i [4:12] might not have been born with an [4:14] extraordinary gift [4:15] but through sheer effort i forged myself [4:19] into a weapon [4:20] into this apex predator for good but i'm [4:24] a predator you know i'm in the apex i'm [4:26] the top of the heap wow [4:29] your brain says you know what [4:31] suddenly anything is possible [4:34] so my past failures [4:38] my past [4:40] tendency not to take action when faced [4:42] with opportunity [4:45] that no longer has to equal my future [4:49] because i possess a skill now that [4:51] differentiates me that's sales [4:54] that's ability to close but is that the [4:56] only skill no [4:58] sometimes someone is born average above [5:01] average athlete like very [5:03] solid athlete but they weren't like [5:05] michael jordan or even someone like [5:07] michael jordan what do you think made [5:08] michael jordan michael jordan or federer [5:10] federer yeah amazing god-given talent [5:13] but they spent [5:16] extraordinary amounts of time [5:18] forging themselves [5:21] into superstars [5:24] the only reason i like to use a michael [5:26] jordan is or feathers is so extreme it's [5:28] so rare but there's people [5:31] like matt barnes who's on my podcast [5:33] perfect example he's a perfect example [5:36] didn't have that level of a gift [5:38] obviously very talented athlete physical [5:40] specimen right six foot eight whatever [5:41] but [5:43] he had to forge himself [5:45] through sheer hard work and dedication [5:49] to find his best self his highest use [5:52] and became extraordinary successful and [5:54] wealthy as a result of that [5:57] [Music] [6:16] you

===FILE=== DR7C7B4ZY8I - Tipping The Scale  Free Sales Training Program  Sales School.txt
https://youtu.be/DR7C7B4ZY8I
Tipping The Scale ｜ Free Sales Training Program ｜ Sales School

[0:01] i'm jordan belfort and this is sales [0:03] school [0:06] so did you know you could use a single [0:08] solution to get a consolidated cash flow [0:10] report from different sources [0:13] cinder can synchronize all the necessary [0:16] payment details like inventory items [0:18] taxes discounts locations and including [0:21] multiple currency transactions just [0:24] connect your payment providers and enjoy [0:26] automated synchronization and bank [0:29] reconciliation [0:30] one simple click [0:32] with cinder you get also access to [0:35] detailed sales information for your [0:37] financial reports to have a daily [0:39] overview of your business results start [0:43] a free trial right now and get a 20 [0:46] discount on an annual subscription [0:48] head over to cinder.com [0:51] which is spelled s [0:53] y n d e r dot com at cinder cinder.com [0:58] for your free trial right now [1:01] another metaphor [1:03] for taking someone down the straight [1:05] line you might have heard mentioned this [1:06] briefly i've never really dug into this [1:08] content before publicly right i call it [1:11] the scales [1:12] the idea that on on some level there's [1:15] like this scale [1:17] in a prospect's mind so watch so [1:20] if this is a scale those old-fashioned [1:22] scales right this is your called your [1:24] you know your bar your balance ball [1:26] right your bar right [1:27] and every sk sail has what scale has [1:30] called a fulcrum [1:32] and the focus is that point right here [1:34] in the middle right and the focus is [1:36] what's balancing either side right so [1:38] imagine when someone enters the [1:40] encounter right they typically enter an [1:43] encounter with preconceived notions [1:46] right they're not [1:48] absolutely certain they're not [1:50] absolutely uncertain it's somewhere in [1:52] the middle based on everything they've [1:54] seen [1:55] heard [1:56] you know experienced themselves or just [1:57] heard of the corner ear and their mommy [1:59] or that they come in with preconceived [2:01] notions so those preconceived notions [2:04] let's write that down here free [2:09] conceived notions [2:10] and i still have the worst handwriting [2:12] in the world even with certification [2:13] right [2:14] preconceived notions okay [2:17] so watch [2:18] those preconceived notions [2:21] manifest themselves in what's called [2:24] having logical reasons [2:27] to buy now [2:31] there's actual reasons that they run [2:33] through their minds logical reasons as [2:36] to why it makes sense to buy [2:39] now [2:40] and the operative word there is now [2:43] okay [2:44] so these plus pluses represent your [2:46] logical reasons to find out and also [2:48] there's always this emotional component [2:52] so you also have these [2:54] emotional reasons to buy now [2:58] and i'm just and by the way i'm just i'm [3:00] just stacking them up here i'm just [3:01] giving you a visual who knows how many [3:03] they really are it depends on the [3:04] situation and on the person but there [3:06] are these reasons to buy now right [3:08] and [3:09] conversely they also [3:12] enter the encounter having skepticism [3:14] this have reasons [3:17] not to buy now [3:19] and these could be logical reasons [3:22] and emotional reasons [3:25] right [3:26] and in the in the beginning [3:29] based on someone's preconceived notions [3:32] right these could be balanced somewhat [3:35] they could be slightly weighted towards [3:37] the positive [3:38] slightly way towards the negative but [3:41] all things be equal you know with a [3:43] really big scale if this slightly [3:46] outweighs this or this slightly it's not [3:49] enough to really tip it it might be like [3:51] it might go like this a little bit but [3:53] it's not going to [3:54] fall down and [3:56] so [3:57] what would be a hard yeah let's do it is [4:00] if this outweighed this and bam this [4:03] went down and fell like a seesaw this [4:05] went up right that would be someone say [4:07] yeah let's do it the same the scale [4:09] collapses yup let's do it right [4:13] conversely if someone has all these [4:16] reasons not to do it and very few too [4:18] that's like a hard no it boom it [4:20] collapses no not as [4:22] hot and it's basically just you know [4:23] they're not even in the game right [4:25] most of the time [4:27] what happens is you end up somewhere in [4:30] the middle [4:31] they have reasons they want to buy [4:33] reasons they don't want to buy there's [4:34] both sides of the equation right so [4:37] what's happening here [4:39] is now let's draw a little mini straight [4:41] line up here this is your open this is [4:43] your clothes right [4:44] as you move someone down the straight [4:46] line from the open to the close [4:48] everything you say everything you do [4:52] what you're really doing [4:54] is you're [4:55] knocking out negatives [4:57] building up more [5:00] positives building up more powers with [5:02] each pattern you run everything you get [5:04] it you're constantly you know as you [5:05] move closer and closer you keep knocking [5:08] this stuff out until you knock enough of [5:10] it out and air enough positive bam the [5:13] scale falls and boom they say yes let's [5:15] do it [5:17] and interestingly enough [5:20] it could be [5:22] like this one last thing that you said [5:25] that gave the scale just enough weight [5:28] or one last negative you took out and [5:30] and it tips over and you got yourself a [5:32] close [5:34] progress [5:35] is being made [5:37] the whole way through [5:38] it's just not apparent and one of the [5:41] things that really you know it dejects [5:43] sales people [5:44] is they don't [5:46] realize [5:47] they're making prospect uh they're [5:50] making progress while that prospect is [5:52] hitting them with objections you are [5:55] you're making massive progress [5:58] it's just below the surface it's not [6:00] visible yet but when you're running this [6:02] strategy and you're running your loops [6:05] you're moving down the straight line [6:06] you're building up positives means [6:08] you're saying the reasons why they [6:09] should buy all the good things [6:11] removing seeds of doubt knocking out the [6:13] negatives right and eventually it's that [6:15] one thing bam [6:18] the scale drops and they bought [6:20] [Music] [6:40] you

===FILE=== DzgBZhIoVYw - Maximize the Relationship  Free Sales Training Program  Sales School.txt
https://youtu.be/DzgBZhIoVYw
Maximize the Relationship ｜ Free Sales Training Program ｜ Sales School

[0:01] i'm jordan belfort and this is [0:03] sales school [0:07] we're on customers for life here right [0:09] it's the last module [0:11] on certification right just the [0:13] beginning of your training we're gonna [0:15] go on and on to you guys are just [0:16] you know getting this stuff like at the [0:18] highest level and also remember [0:20] it's not just about becoming proficient [0:23] technically with a straight line [0:24] that's pretty easy to get to you know [0:26] three six months right to really [0:28] gain absolute proficiency but remember [0:30] it's also about [0:31] showing up and using this at the highest [0:35] level you know applying it and [0:37] that's an ongoing affair you know you [0:39] never stop learning you never stop [0:40] growing [0:41] on some level either you're growing or [0:43] you're dying [0:45] there is no stagnation you can't just [0:47] stay the same [0:48] right you grow it your diet so you're [0:50] always going to be growing your [0:50] knowledge base and so forth [0:52] that being said let's get specific right [0:54] i want to go through a specific strategy [0:56] here [0:56] really more like an overarching [0:58] principle i want you to always remember [1:00] and that is [1:01] that when you're out there either [1:05] in the field banging on doors behind the [1:07] desk making phone calls whether you're [1:09] someone that's getting leads on the [1:11] internet and just you know doing [1:12] strategy calls and closing that way [1:15] you know i don't know if you've ever [1:18] been in a situation as a salesperson [1:21] when you've had a really amazing [1:24] referrer of business [1:26] i have always managed to find these like [1:29] triple a refers [1:31] these are people who give you not just [1:34] one two or three they actually almost [1:36] make you the business [1:37] of giving you massive referrals and [1:40] one client gives you 20 30 50 leads [1:43] unless you 50 [1:44] a new account they start off as leads [1:46] but these people are basically [1:48] pre-sold right because the second 10 is [1:50] already established right [1:52] and by default the third 10 and almost [1:55] the first 10 [1:56] is pretty well established as well but [1:58] that second 10 when someone refers to [2:00] you [2:00] and then by default your service that [2:02] you're providing it's triple a right [2:05] you know you're entering on the 95-yard [2:09] line [2:09] of a 100-yard dash basically right it's [2:12] like almost [2:13] cheating and i'll give you to tell your [2:14] story about our company was called [2:16] farron tax in long island fahren tax [2:19] theron tax services f-a-r-i-n real [2:22] company right [2:23] nicest people in the world i was out [2:25] there doing door-to-door mortgages as [2:27] i've told you in the past right and i [2:28] always had a couple of people i was [2:29] training i'd [2:30] take him out into the field i was making [2:31] a ton of money and i walked into this [2:33] place [2:34] and here's my typical get out most [2:37] listing required [2:38] why would i ever want to do blah blah [2:40] blah and of course 15 minutes later that [2:41] my best friends [2:42] you know using all the principles we [2:44] spoke about with the straight line [2:45] system [2:45] but this one tax service [2:49] ended up giving me no less than 150 [2:53] referrals that ended up being clients [2:55] with the average commission being about [2:57] eight to ten thousand dollars per do the [3:00] math [3:01] it's a million dollars and it was every [3:03] single year [3:04] this one company gave me that many [3:07] referrals [3:08] now in certification training right [3:11] there's um a lesson that just strictly [3:15] focuses on how you go out and get [3:17] referrals [3:18] what's the system point there's a [3:19] strategy in a very you know [3:21] concrete defined system that i use [3:25] but i want to tell you that that system [3:28] is directly dependent on everything else [3:31] you've learned before [3:32] this you can't just execute a referral [3:34] system [3:35] without knowing the rest of the straight [3:36] line because [3:38] so much of what we use to get referrals [3:41] is essentially interconnected and [3:44] anchored to [3:45] the things that you did while you were [3:47] closing [3:48] the questions that you asked the active [3:51] listening that you did that just made [3:52] them understand that you truly cared [3:54] that rapport you built as a result of [3:56] that the way you created massive logical [3:59] certainty and emotion or something where [4:00] your loops [4:01] were done in just the right way it was [4:02] the sum of all those amazing things that [4:06] you did [4:06] with the straight line that turned [4:09] someone that maybe just said yeah all [4:10] right fine i'll do it [4:11] and they close because you remember [4:13] you're exceeding their action threshold [4:15] so [4:15] mewhat like let's say the middle of [4:17] not even me but a middle of the road [4:18] action threshold [4:19] 8.5 collective action threshold right so [4:22] you got into an 8.6 [4:23] they buy that's a very simplistic [4:25] measure here but i'm just trying to give [4:26] you some you know a visual to think [4:28] about here right [4:28] so they're at an 8.5 action threshold [4:31] you got into a collective level of [4:32] certainty of 8.6 so they buy [4:34] yes for the order they say yeah let's do [4:36] it right is that [4:38] person gonna give you massive referrals [4:42] on the spot [4:43] no way they're not in fact when i go out [4:47] there and i [4:48] do my research i always do when i before [4:51] i actually do a lesson i always say is [4:52] that anything else out there [4:55] that i can you know add into this pickup [4:57] but if i find something that's great [4:58] and there's someone who invented it i'll [5:00] give them credit as you always know i [5:01] always say [5:02] i learnt this from from bamli i learned [5:03] this from this one or that one right i [5:04] always [5:05] tell you i said robert childing i always [5:06] quote the people i learned from [5:08] i wish it was a lot more frequent that i [5:10] actually learned something from someone [5:11] when it comes to sales but [5:12] most of the stuff out there is utter [5:14] garbage but even worse [5:16] a lot of it is just toxically false and [5:19] that's what i'm driving at with [5:20] referrals you see if you go [5:22] out there and look at you know what's [5:24] the strategy in referrals [5:25] when's the best time to ask you what [5:26] they say after you've [5:29] delivered the proc and they've seen the [5:30] benefits that's the key time to ask the [5:32] referrals guess what [5:34] not with a straight line you know why [5:37] because if you [5:38] have someone with an 8.5 action [5:40] threshold [5:41] okay and you closed them you probably [5:44] had [5:44] a 9.8 9.79 maybe even a 10 by the way in [5:48] other words [5:49] what we do through looping is we don't [5:52] just look to you know [5:53] slide through by the skin of our teeth [5:56] and close that way and we [5:57] barely exceed the action threshold but [6:00] most people without the straight line [6:01] when they close [6:02] they've done that they've barely created [6:04] enough certainty to get the job done [6:07] you think that person is going to give [6:08] you a referral no way [6:10] they're barely questioning whether or [6:12] not they made the right decisions [6:13] themselves [6:14] the point is why was i able to get all [6:17] of these referrals [6:18] always on the day i closed it was never [6:21] like i didn't call back three months [6:22] later [6:23] and get referrals i didn't have to and [6:25] my people don't have to you know why [6:28] because we get them so certain [6:31] and feeling so in tune with you such [6:34] tight rapport [6:35] logically and emotionally they can tell [6:37] you care they're more than happy to give [6:39] you referrals right then on the spot [6:41] the day you close them understand that [6:45] in other words you don't have to wait [6:46] some arbitrary time when you [6:48] hear about that and you read about that [6:50] from other places you know what it's [6:51] about [6:52] it's because they don't know how to [6:54] close the right way [6:56] using a straight line so they eat out [6:58] this clothes [7:00] versus bam really closing with the [7:02] straight line [7:03] and getting a really really you know uh [7:06] customers really sure [7:08] about they're making a great decision [7:09] their future paced emotions well [7:11] that person gives you referrals on the [7:13] spot [7:14] you get it so i want you to think about [7:16] this as you're out there [7:18] every time you close i want you asking [7:22] for referrals bottom line [7:25] now there's a if you're not on [7:26] certification please just get on it for [7:28] your own sake at this point [7:29] this one lesson alone that shows you how [7:32] to really just [7:33] build up a massive stream of referrals [7:35] it's a six step process with like a [7:37] bonus step in there as well [7:38] it's just so powerful into itself is [7:40] worth 10 times almost 100 times the [7:42] training [7:42] just so you know all right but that's my [7:44] message today i want you to be [7:46] out there never forget that when you [7:48] close [7:50] that's when the sale begins it doesn't [7:53] end [7:54] i always say you know the sale really [7:55] begins when you get hit with your first [7:57] objection that's true [7:58] and then it begins anew once they say [8:01] yeah let's do it [8:02] and the second they say yes great [8:05] welcome board i start my customers for [8:08] life [8:08] onboarding and adoption strategies which [8:10] starts from the first words i [8:12] say talk about that tomorrow all right [8:13] but i'm always [8:15] in my mind already future pacing to when [8:18] and how am i gonna ask for referrals [8:20] right then and there and of course [8:22] i don't stop meaning i'm not gonna say [8:24] i'll only ask the first they [8:26] no there's continued programs we have [8:28] for generating referrals every single [8:30] month every quarter end-of-year programs [8:32] but the point is i want you asking when [8:35] they buy [8:37] because you deserve to be able to do [8:40] that because you've earned the right by [8:42] doing a great job [8:43] all right love you all talk again [8:46] [Music] [8:52] tomorrow [9:03] you

===FILE=== KQ6c9vceu7A - The Wolf of Wall Streets Secret Sales Method Revealed.txt
https://youtu.be/KQ6c9vceu7A
The Wolf of Wall Street’s Secret Sales Method (Revealed)

[0:00] All right. So, how the do you [0:02] actually sell this pen? I've been asked [0:05] this question like literally a thousand [0:07] times, probably 10,000 times. And in [0:10] this video, I'm going to show you the [0:12] exact method, a literal blueprint for [0:15] not just selling a pen. Forget a pen, [0:17] but how to sell anything to anyone using [0:21] the exact method that I have trained [0:24] literally millions of people on around [0:25] the world. I've been paid hundreds of [0:27] millions of dollars for this type of [0:28] stuff, right? In this video, I'm going [0:30] to show you exactly how to do this. It's [0:34] a sales system that's so powerful, so [0:37] effective. It will take any person [0:39] listening to this video and give you the [0:43] basics, put you on the road to turning [0:46] you into a worldclass closer who can [0:48] sell anything to anyone. Bottom line. [0:52] And again, it doesn't matter what line [0:54] of work you're in. Doesn't matter if [0:56] you're young, old, doesn't matter if [0:58] you're struggling right now, don't have [1:00] money, don't have anything to sell. You [1:02] could be a business owner with something [1:04] to sell. I'm going to show you how to [1:05] sell 10 times more of it, and actually [1:07] feel a lot less pressure while you're [1:08] doing it. Cuz the bottom line is I am [1:11] going to show you how to explode your [1:13] sales numbers, feel good about it, teach [1:16] you how to help other people explode [1:19] their numbers, and live a better, [1:22] wealthier, more empowered life because [1:24] of it. I am Jordan Belut, the Wolf of [1:28] Wall Street. And in this video, I'm [1:31] going to show you how to crush it. Let's [1:34] get to it. All right, let's start with [1:35] this singular thought. [1:38] Forget about pitching product features. [1:41] That's a losers game. Now, I don't mean [1:43] you're never going to mention the [1:45] features of a product you're selling, [1:47] but people don't buy the features. They [1:49] buy the benefits. And by the way, if you [1:52] just start off banging someone over the [1:54] head with all the features that you [1:55] have, and you haven't built any rapport, [1:58] you haven't positioned yourself the [2:00] right way and there's a certain way you [2:02] want to be perceived by the person that [2:04] you're trying to close. If you haven't [2:05] done those steps beforehand, then people [2:08] are going to tune out, cut you off, hit [2:11] you with objections, ask you questions [2:14] way before they have any right to. In [2:16] other words, they won't even know about [2:17] your product. They won't know what the [2:18] price points are yet. Yet, they'll be [2:20] asking you questions and hitting you [2:22] with objections. Why does that happen? [2:25] Well, when I'm selling, I don't get hit [2:27] with objections until I ask them to [2:29] actually buy. In fact, I'm in complete [2:32] control of the sale. million-dollar [2:34] question is how do I do that? And even [2:37] more important, how can you do that? So, [2:40] let's take a step back, right? There's [2:43] an old mantra that I came up with back [2:45] in the 80s, believe it or not, I'm older [2:47] than I look, right? And that mantra was [2:49] every sale is the same. I'll repeat [2:53] that. Every sale is the same. What does [2:55] that mean? Well, it doesn't mean that [2:57] people come in with the same needs, the [3:00] same backstories, the same values, the [3:03] same pain points, the same experiences [3:06] that brought them into this moment, any [3:08] preconceived notions or prejudices. No, [3:10] no, people are different. But that [3:12] doesn't change the fact that every [3:14] sale's the same. What I mean by that [3:17] when I say every sale the same is that [3:19] there are certain core elements that [3:22] must line up in a prospect's mind before [3:26] you have any chance of closing them. And [3:30] I don't care what it is you're selling. [3:32] It could be an offline product, an [3:34] online product. It could be a high [3:36] ticket item, a low ticket item. It could [3:38] be a tangible product like a car. It [3:40] could be an intangible product like a [3:42] service. [3:43] These same three elements must line up [3:47] in the prospect's mind before you have [3:49] any shot of closing them. And if even [3:52] one of them is missing, then you [3:54] basically have no shot at all. Now, [3:56] before I reveal what they are, and I [3:58] will reveal it in this video, so make [4:00] sure you keep watching cuz they're very [4:01] important. It's it's at the heart of [4:02] what makes people buy. We have to go [4:05] back a step because every veil every [4:07] sale starts at a certain point. There's [4:10] a starting point, right? So when I talk [4:12] about the straight line system, right, I [4:15] want you to visualize a straight line, a [4:18] long thin straight line and imagine a [4:20] big thick X on either end. On one X is [4:24] your open where the sale begins and on [4:27] the other side is the X is the close [4:29] where the sale ends. And either they buy [4:32] or they don't. Because no matter how [4:34] great you are, even myself by the way, I [4:36] don't close every person I speak to. So, [4:38] when I say I can close anyone who's [4:41] closable, and I can, that doesn't mean I [4:44] close everybody because not everybody is [4:47] closable. Some people shouldn't be [4:50] closed for ethical reasons, and other [4:52] people simply aren't right for your [4:53] product or simply have what's called a [4:56] very high action threshold. They're [4:57] simply not going to take action in one [4:59] call or maybe not at all. So, there are [5:01] those people that are simply never going [5:03] to buy. What I mean when I say that you [5:05] can get to the point and you can get to [5:08] this point quickly with the straight [5:09] line is that when you can close anyone [5:12] who's closable, if you don't close [5:15] someone, you'll know in your heart of [5:17] hearts, you'll know in your mind that [5:19] they didn't buy not because I didn't do [5:21] my job well. I did the job perfectly. [5:23] They didn't buy because no one could [5:25] have sold. They weren't sellable. And [5:28] when you feel that, when you truly know [5:30] that in your heart of hearts, it gives [5:33] you the power up here between your ears [5:36] to know that sales now just becomes a [5:39] numbers game. It's simply a matter of [5:41] getting X number of people into my [5:44] pipeline, making these killer [5:46] presentations, and you know what your [5:47] closing rate is. So, it doesn't matter [5:49] whether they buy or don't buy. If your [5:50] closing rate is one out of five, then [5:52] even the people who don't buy, you're [5:53] like, "Oh, thank you. They paid me, [5:55] too." Because whether they buy or don't [5:56] buy, you just divide whatever your [5:58] commission is by five and the nos are as [6:01] good as the yeses. It's a numbers game. [6:02] But that's only if you master the craft [6:06] of selling. So that's the first thing I [6:08] want you to remember. It's very [6:09] important emotionally that you get [6:11] yourself to this point where you know [6:13] you can close the deal. Once you're [6:14] there, it gets easy. So with that in [6:17] mind, what's the first step? Well, the [6:19] first step is that you must take [6:22] immediate control of the sale. See what [6:24] happens is this. If you are not in [6:27] control of the conversation, which by [6:30] default means the prospect is [6:32] controlling the conversation, then guess [6:34] what happens? Every sale becomes [6:36] different. You don't know where the sale [6:38] is going to go next because you're not [6:40] guiding it down this path. You're [6:43] playing reactive sales versus proactive [6:47] sales. If you're in control of a [6:50] conversation, then think about what that [6:53] means. It allows you to essentially [6:56] imagine how you want the sale to flow [7:00] beforehand. [7:02] How do you want to introduce yourself? [7:04] What tonalities do you want to use? What [7:07] type of intelligence gathering questions [7:10] do you need to ask to find out if the [7:12] person is even right for your product? [7:14] If they're financially qualified? What [7:16] are their pain points? What are their [7:18] values that matter to them? What [7:21] features matter? What are they really [7:23] looking for? If you don't know those [7:26] things or if you're not in control of [7:28] the conversation, you never will find [7:30] them out because you'll be get cut off. [7:32] You'll be interrupted [7:34] and the sale will go nowhere. Every sale [7:37] becomes different. In fact, the reason I [7:39] said every sale is the same is because [7:40] when I was having this issue where I was [7:42] closing at a 50% rate and my young [7:44] brokers were closing at zero, they were [7:47] getting cut off. They were getting [7:49] interrupted. They were getting hit with [7:50] objections right in the beginning of a [7:52] sale before they had any right to be hit [7:54] with an objection. They hadn't asked for [7:55] the order yet. That's when you get [7:57] objections, right? But I wasn't getting [7:59] that because I was in control. When I [8:02] realized that the difference between [8:04] what I was doing and what they were [8:07] doing was happening in the first 4 [8:10] seconds of the sale, there was something [8:13] in the way I was speaking, the way I [8:16] carried myself, the tone of my voice, [8:18] the pace of my words, what I was saying [8:20] too, but really not that so much. how I [8:23] was saying what I was saying, the [8:24] tonalities I was using that people would [8:26] hear it and they'd be like, "Whoa, this [8:29] guy is is not the average person. [8:32] There's something different." And I [8:34] looked at my brokers this magical day [8:36] when I invented the straight line. And [8:37] what I said to them was this. I said, [8:39] "You have literally 4 seconds to [8:42] establish three crucial things." And [8:44] I'll tell you exactly what they are. In [8:47] the first four seconds, you must be [8:48] perceived as being number one, sharp as [8:51] attack. You're sharp. You're on the [8:53] ball. You're a born problem solver. [8:55] You're not going to waste their time or [8:57] yours. Number two, you're enthusiastic [9:00] as hell. Enthusiastic. What you have [9:03] must be good. Now, to be clear, I'm not [9:05] talking about like over-the-top [9:07] enthusiasm and yelling, "Oh my god, I'm [9:09] going to have this." That's repulsive. [9:10] I'm talking about something called [9:12] bottled enthusiasm, which sits below the [9:15] surface. There's an urgency, a power in [9:17] your voice that like it could be a [9:18] whisper, but that what you have is so [9:21] damn good, so good that it is [9:24] just compelling people to want to learn [9:25] more. So, it's sharp as attack, [9:28] enthusiastic as hell, and number three, [9:32] most important of all, you are an expert [9:36] in your field. Sharp as attack, [9:38] enthusiastic as hell, an expert in your [9:41] field. In other words, here's the deal. [9:45] We have been conditioned since we're yay [9:47] bing to defer to experts to people who [9:52] we perceive to be experts. When we are [9:54] in the position in in the presence of an [9:56] expert, what do we do? We defer. And [9:59] experts earn the right to control the [10:02] encounter. They've had whatever [10:03] education they expertise they need. So [10:06] we defer. Think about it. When you were [10:08] very young and you were sick, what did [10:10] your parents do? They took you to a [10:12] doctor. And when you walked in, even [10:15] your own parents, you noticed, deferred [10:17] to the doctor. The doctor dressed a [10:19] certain way. He acted a certain way. He [10:22] had diplomas on the walls. And you were [10:23] told by your parents in no uncertain [10:25] terms that this is a man who's been to [10:26] school that knows everything about [10:28] making sick people feel better. It's [10:31] almost like you felt better the second [10:32] you walked into the office and he [10:34] touched you. This was an expert. And [10:36] when the doctor started asking you [10:38] questions, what did you do? You answer [10:40] them honestly and forthrightedly, fully, [10:43] right? You don't interrupt the doctor. [10:45] Well, tell me how long you've had this [10:47] problem. Well, how long you've had your [10:48] problem? No. The doctor has earned the [10:51] right to ask you as many questions as [10:53] you want as he wants, right? So, this is [10:55] your first experience. And imagine that [10:58] when the doctor is done asking you all [11:00] the questions, what does he do? What [11:02] does she do? She says, "Oh, thanks for [11:04] answering. Have a nice day." You're [11:05] like, "What the What about the uh [11:08] solution?" No. He will then say, "Well, [11:10] based on everything you've told me and [11:12] what I see in my examination," he'll do [11:14] an examination. He then will either [11:16] offer you a prescription, [11:19] a solution, maybe even a surgery to heal [11:22] you. And when he offers you the [11:25] prescription, you don't say, "I'm not [11:26] taking that prescription." [11:28] No, you take it. Very different than if [11:31] you go on some funky website and they [11:33] offer you some magic pills. I'm not [11:35] freaking taking those pills, right? No, [11:37] because they don't have the credibility. [11:38] that are experts. This started when you [11:41] were very small, but it escalated over [11:43] time. When you were in school, if you [11:44] were struggling in a subject, you hired [11:46] a tutor. Struggling in a sport, your [11:48] parents got you a coach. When you got [11:50] older and you had to do your taxes, you [11:52] sought out an accountant. When you had [11:54] problems or wanted to start a business, [11:55] you went to a lawyer. We seek out [11:57] experts to help us solve our problems [12:00] and eliminate our pain. This is a [12:03] fundamental concept of life. And it's no [12:06] different in a sales setting. So you [12:09] must be perceived as number one being [12:12] sharp as attack, enthusiastic as hell, [12:14] and an expert in your field. And it [12:16] happens in 4 seconds. Why? Because we as [12:19] human beings are fear-based creatures. [12:22] And we judge books by their covers. Our [12:25] parents told us not to. Our teachers [12:26] told us not to. They did. So do we. We [12:28] see people, we size them up instantly. [12:30] We rip them apart. and put them back [12:32] together based on how we perceive them. [12:35] And if you're perceived the right way, [12:37] sharp, enthusiastic, and an expert in [12:40] your field, people get this gut feeling [12:44] they want to defer to you. And that [12:47] opens up the possibility [12:50] to make every sale the same because now [12:53] you're in the driver's seat. And if [12:55] you've prepared correctly, you now know [12:59] the order in which you're going to ask [13:01] people questions to gather intelligence. [13:04] And as you ask those questions, you're [13:07] going to ask them in a certain way, in a [13:09] certain order, in a certain tonality for [13:11] each one that helps you build rapport. [13:14] And as they're answering your questions, [13:17] you're engaging in a straight line [13:19] process called active listening. [13:22] Meaning, you're listening to their [13:23] responses. Cuz you're not like, "Uh-huh. [13:26] Mhm." [13:28] Then you ask another question. Like, [13:29] they answer. Uh-huh. You ask another [13:31] question. Uh-huh. You're done. You've [13:33] broken rapport. As they answer, you're [13:36] like, "Uh-huh. Mhm. [13:39] Uh, yeah. I totally Oh my god. I'm sorry [13:40] to hear that. Oh, wow. That's really [13:42] great." You're giving them feedback. [13:44] often you're expanding on their answers, [13:46] clarifying their answers, showing how [13:49] much you know about their problem and [13:52] your solution. And when you do this [13:55] intelligence gathering correctly, by the [13:58] time you're done, they're like, "Wow, [14:00] this guy, this girl's good, man. She [14:02] understands me. She feels my pain. She [14:06] gets it. What an expert. Wow. This would [14:09] be someone that would be really helpful [14:10] to have in my life." sharp as attack, [14:12] enthusiastic sell, and expert in your [14:14] field. What that really chunks up to in [14:17] the mind of a prospect is you are a [14:20] person worth listening to. And even one [14:24] level above that, you're worth listening [14:27] to because you can help them achieve [14:30] their goals. You can help them get what [14:33] they want, what they need, solve their [14:36] pain point, whatever that might be. [14:38] Here's the deal. People don't listen to [14:39] you. They don't buy from you to get you [14:42] what you want. They listen and they [14:44] ultimately buy to get what they need to [14:46] solve their pain. And unless you're [14:48] perceived the right way, they will take [14:51] control and you'll never have the [14:53] opportunity to ask them the right [14:55] questions to get real answers and to [14:58] build that all important rapport both on [15:01] a conscious and an unconscious level. So [15:05] that's it. That's the first step. taking [15:07] control and doing it by being perceived [15:09] the right way. The million-dollar [15:12] question is how, right? Okay, so fair [15:15] enough. Makes sense, right? But how do [15:17] you do that? How do you in a period of 4 [15:19] seconds be perceived sharp on the ball, [15:24] enthusiastic, and an expert all at once [15:26] in 4 seconds? What you say, "Hey, Bill, [15:28] I'm sharp as attack. I'm an expert." [15:30] They'll say, "What the is wrong [15:31] with it?" People will laugh at you. The [15:33] truth is, the right words don't exist. [15:36] They just don't. Now, the wrong words [15:37] exist. You could say, "Hi, I'm a [15:39] Nice to meet you." That's not going to [15:40] go very well. So, there are certain [15:41] words you're going to say, right? And [15:44] I'll hand you those words in a silver [15:45] platter. They're very simple. They're [15:46] basic, right? The magic's not in the [15:49] words. The magic is in how you say the [15:53] words, meaning the tonalities that you [15:56] use when you start speaking. [16:00] And when you're in person, the body [16:03] language and the tonality combined. So [16:07] watch what we have. We have words, [16:09] which make up about 9% of human [16:12] communication, 10% more or less, right? [16:15] You have tonality, which is 45% and body [16:20] language, which is 45%. And when you're [16:22] on the telephone, [16:24] that body language vanishes, right? [16:26] Because they can't see you. but it [16:28] collapses in tonality [16:30] and they'll actually make a mental image [16:32] of the way they think you look based on [16:34] how you sound. [16:36] So that magic way of getting someone to [16:40] perceive you the right way so you can [16:42] take control is not really about the [16:45] words you say. Words create what's [16:48] called conscious communication. [16:51] It's you're focusing on someone's words. [16:53] You hear them. You're trying to work out [16:54] the logical meaning of them. And that's [16:57] important. So you can't say stupid [16:59] things, right? There's one of the rules, [17:00] by the way, of building rapport and and [17:03] having charisma is not saying stupid [17:04] right? Separate issue, right? But [17:06] far more important from this perspective [17:08] of being perceived as an expert, sharp [17:11] on the ball, enthusiastic is your [17:13] tonality. [17:15] Now, there are actually 10 core [17:17] tonalities that we use with the straight [17:20] line system. And I'll go through them [17:21] very quickly here towards the end of [17:23] this session here so you own them. But [17:25] there's a lot more to learn because [17:26] these are just so powerful. They [17:28] they're literally a tonality is like the [17:30] secret language of influence. In other [17:32] words, when you use tonality correctly [17:35] and you say certain words, the person [17:38] will actually hear additional words that [17:41] you haven't said. For example, if I say [17:43] to you, "Hi, this is Jordan Belelfort [17:46] calling from XYZ company in New York. [17:49] How are you today?" They're like, "Oh, [17:51] Jesus." Another salesperson. [17:53] They know you're a salesperson. They [17:54] hate your guts, right? They're yelling [17:56] at their assistant, their secretary. [17:57] How'd you let this person through the [17:59] call if they got through the screen, [18:00] right? They hate you, right? I would [18:03] never do that, but that's what most cold [18:05] callers or people that are on the phone [18:06] do. Hi, watch. It's called declaratives, [18:09] declarations, sentences. Hi, I'm Jordan [18:12] Belelffort calling from XYZ company in [18:15] New York. Three declarations. How are [18:18] you today? So, how are you today? means [18:21] you know that I know that I know that [18:23] you know that I don't give a how [18:25] you're doing today. It's just a [18:26] prefuncter greeting that human beings [18:28] give. How are you today? Like I know [18:29] let's get that out of the way. I would [18:31] never do that. So here's what I do is I [18:32] say hey it's uh Jordan Belelffort [18:35] calling from XYZ company in New York. [18:38] How you doing today? And they're like I [18:41] say what now? Those are called phrasing [18:43] declarations. Flazing declar [18:45] declaratives ask questions. Hey it's [18:48] Jordan Belelffort. They're like, "Who? [18:49] What do I know Jordan?" And suddenly [18:51] they're saying, "Do I know Jordan [18:52] Belelffort?" And they start searching [18:53] their memory because you asked it as a [18:55] question from XYZ company Upton. They're [18:58] like, "What? Do I know XYZ company in [19:00] New York?" New York. And while their [19:03] brain starts to spin and try to figure, [19:05] do I know this person? Then you're like, [19:07] "How you doing today?" And you have this [19:08] really nice upbeat greeting like, "Wow, [19:10] he really wants to know." Actually, it's [19:12] not like this stupid how you doing [19:14] today. It's how how you doing today? And [19:15] they're like, so what happens is by [19:18] layering on these tonalities, it almost [19:20] puts their brain into search mode and [19:22] they get that, you know, in the computer [19:23] when you've maxed out the random access [19:26] memory, right? The RAM, you get that [19:28] spinning wheel of death that spins [19:30] around until the computer sorts it out. [19:32] It's exactly what happens in a person's [19:34] mind. Their conscious mind, every [19:37] person's mind included, the conscious [19:39] mind has very little processing power. [19:41] It can only understand so much. The [19:44] unconscious mind has got unlimited [19:46] processing power. So what you're doing [19:48] is by putting on these tonalities very [19:51] early. They're saying when you're [19:52] saying, "Hey, it's a Jordan Belelffort. [19:54] You know me, right?" Unspoken words [19:57] calling from XYZ company. You've heard [19:59] of us right in New York. Yeah, you know [20:02] how you doing today? I really want to [20:03] know. I don't say the words I really [20:05] want to know. But they're trying to [20:07] process all that information. So instead [20:09] of them narrating against you in their [20:11] own internal monologue saying, "Oh my [20:12] god, why the is this guy calling [20:14] me?" They're like, "Uh, um, yeah, I'm [20:16] doing good." You're like, "Great. Now, [20:18] if you recall, and I lower my voice, put [20:20] a little mystery intrigue in there, you [20:22] reached out to our company about 3 weeks [20:24] ago, sent in a card requesting [20:26] information on whatever thing it was. [20:28] Does that ring a bell?" And they're [20:29] like, "Oh, yeah. I own them." They're [20:32] like, "Damn, this person is sharp." And [20:34] I use that and I go right into my [20:36] intelligence gathering and I start [20:38] asking a series of very smart questions [20:41] to identify their needs, their values, [20:44] their pain points, their hierarchy of [20:47] values, all the things I need to know, [20:49] the financial qualification if it's [20:51] about that, right? And I am in complete [20:53] control. So now I've taken you down the [20:56] straight line a bit. Step one, I took [20:58] immediate control of the conversation. [21:00] Step two, I've used that control to [21:05] simultaneously [21:07] gather the intelligence I need to see if [21:11] the person's even right for what I'm [21:12] selling. Cuz if they're not right, I [21:14] don't want to waste 20 minutes on the [21:16] phone with them or in person. I want to [21:18] get get out of that sales quickly as [21:19] possible. Time is money, right? I've [21:22] also been able to essentially establish [21:26] all the things I would need to know to [21:28] tailor my presentation to what they [21:31] actually need. It's not one [21:33] sizefits-all. [21:35] And by using my active listening, by [21:38] asking smart questions and using my [21:41] active listening, uh-huh, [21:44] I'm getting into very tight rapport with [21:47] them. So, by the time I'm done and I've [21:51] asked them all the questions I need to [21:52] ask, which means I now know all the [21:54] things I need to know to make that [21:56] decision, can I help them? Is my product [21:58] right? Can they afford it? If the answer [22:00] is yes, I'll say, "Well, Jim, Jill, [22:02] John, based on everything you just said [22:05] to me, this product is a perfect fit for [22:08] you. Let me tell you why." And they're [22:10] like hanging on my every word. That's [22:13] called my straight line transition. [22:15] That's step four. Based on everything [22:17] you said to me, this program, this [22:20] service, this XY, whatever it might be, [22:22] is a perfect not based on everything you [22:25] said to me, it's a no. Based on [22:27] everything you said to me, it's a [22:29] perfect fit for you. Let me tell you why [22:32] I lower my voice. Scarcity using [22:34] tonality on every word. There's always a [22:37] tonality, right? And from there, now [22:39] I've executed my straight line [22:40] transition. Now, if the person is not [22:44] qualified, if based on the intelligence [22:46] I gathered, I can't help and they're not [22:48] right for the product, I'm going to say, [22:49] listen, honestly, Jim, you know, based [22:51] on what you said, this is not really a [22:52] great fit for you. Um, you know, I think [22:54] maybe you should go elsewhere. You can [22:56] send them elsewhere where they can get [22:57] help. You should do it if you can, but [22:59] you don't want to waste your time making [23:00] a presentation. You get it? So now what [23:03] happens next is we're going to use this [23:05] to now transition to the next step which [23:07] is actually [23:09] creating certainty. We're actually going [23:12] to sell them now create certainty that [23:15] our product, our solution, our service [23:17] is the best in class and perfect for [23:20] them. And to do that we make what's [23:22] called the straight line sales [23:23] presentation. What is a straight line [23:26] presentation? Well, here we go. This now [23:28] gets back to the three things that must [23:30] line up in every sale. Let's go through [23:33] them. Now, when you think about sales, [23:35] what is sales? At the highest level, [23:37] sales is the transference of emotion. [23:40] And the primary emotion that you're [23:42] transferring is certainty that someone's [23:45] absolutely certain. And we think about [23:48] that it must be well the product or the [23:50] service. They're certain that the [23:52] product and we'll use product because [23:53] it's easier, right? We could be either [23:54] one. The product is a perfect if it's [23:58] going to resolve their problem, [24:00] eliminate their pain, fill their needs. [24:03] It's priced correctly, great value [24:06] proposition, great cost benefit ratio, [24:09] all those things we think about. And [24:11] they must be absolutely certain that [24:14] your product is that or else why would [24:17] they buy? If they think there's a better [24:19] solution out there, it's the wrong [24:20] solution, they're not going to buy. That [24:23] makes sense, right? So when we think [24:24] about certainty in sales, we think [24:26] about, well, the product, they must be [24:28] certain that the product is awesome. [24:30] It's the best product in class. It's [24:33] going to solve their problem, eliminate [24:34] their pain. So I want you to imagine for [24:36] a moment a continuum of certainty, a [24:38] line, a one and a 10. A 10 means that [24:42] they're in a state of absolute [24:44] certainty. They think your product is [24:45] the best thing in the world, best thing [24:47] since sliced bread. A one means they [24:49] think it's the biggest piece of [24:50] ever. They hate it. Never would buy it. [24:52] Right? question. Where do you want [24:54] someone on this scale of certainty? When [24:58] you ask them for the order, which is [25:00] going to happen after you make your [25:02] presentation, you're going to ask them [25:03] for the order for the first time. So, [25:05] you make this presentation, then you're [25:06] going to transition into your close, and [25:08] you're going to tell them exactly in no [25:10] uncertain terms, here's what I suggest [25:12] you do. Here's what you need to do. Get [25:14] started with X. And you're going to lay [25:16] it out for them very clearly. Tell them [25:18] the price. Say, "Believe me, you're [25:20] going to be very, very impressed. Sound [25:23] good? And you're going to ask for the [25:25] order directly. The same way a doctor [25:27] says, "Here's what you need to do." [25:29] Doesn't leave you without a [25:31] prescription. You give them the [25:32] prescription, you explain it, then you [25:33] ask them to buy. That ends what's called [25:36] the front half of the sale. So again, we [25:38] think about the certainty that you're [25:40] transferring, right? So again, you're [25:42] going to make them certain, right? Where [25:45] do you want them? Close to a 10 or one? [25:47] Obviously, you want them at a 10. And of [25:49] course, there's a five, which is the [25:50] middle. they're not that uncertain or [25:52] certain. A seven, they're more certain [25:53] but not as certain as a 10. A three less [25:55] certain than a five but not as bad as a [25:59] one. Right? So the point is essentially [26:03] what you're trying to do is get this [26:04] person incredibly certain about the [26:07] product. And the way you do that is [26:10] through your presentation. You're making [26:12] this essentially airtight logical case. [26:15] We're starting with logic about why this [26:17] is awesome. Logically speaking with no [26:21] crazy just trust me buy. No, logically [26:24] you're going to lay out the logical [26:25] case, the value proposition, the [26:27] costbenefit ratio. You're going to [26:28] explain in no uncertain terms how it [26:30] resolves their problems, eliminates [26:32] their pain. Right? So let's say you do [26:34] that effectively. [26:36] Let's say that you spend, you know, [26:38] whatever time it takes you to lay out [26:40] this value. And it's not going to be [26:41] that long the first time you ask for the [26:42] order. And when you're done, you've [26:45] taken them. They're in a state of [26:47] absolute. They're let's nine or a 10, [26:49] right? The question, will they buy from [26:52] you? Yes or no? Well, the answer is not [26:56] yes and it's not no. The answer is [27:00] maybe, as in maybe they will, maybe they [27:03] won't. In other words, why would that be [27:05] if they're absolutely certain? Well, [27:07] guess what? What if in the process of [27:10] making them certain, of saying things, [27:12] of showing them demonstrations, [27:14] sales aids, whatever the whatever you [27:16] did, how you explained yourself, how you [27:18] asked your intelligence gathering [27:20] questions, everything you did. Let's say [27:22] the way in which you did it somehow made [27:26] them not trust you, not like you. Will [27:29] they buy from you? The answer is no. [27:31] They don't trust you, but they love the [27:34] product. They're not going to buy from [27:35] you. They'll in fact find someone else [27:37] who they trust, find the same product or [27:40] similar product and buy from them. So [27:42] it's not enough that they love the [27:44] product. They also must trust and [27:47] connect with you, the salesperson. So [27:50] the first 10, and we call these things [27:53] the three tens, three elements. The [27:55] first one is the product. They must love [27:57] the product. Two, they must trust and [27:59] connect with you. And then if those two [28:01] line up, will they buy now? Well, again, [28:03] the answer is not yes, not no, it's [28:04] maybe because there's a third 10. They [28:07] must trust the company that stands [28:11] behind the product. In other words, they [28:13] might love the product. They might think [28:15] you're a great person, that you're [28:17] trustworthy, but they've heard things [28:18] about your company. They give terrible [28:19] customer service. They might be doing [28:21] something fraudulent. They're not a [28:22] trustworthy company. Good luck trying to [28:25] close that person. So essentially what [28:28] you're doing as you move someone down [28:31] the straight line from the open to the [28:34] close, right, is you're taking those [28:37] steps. Step one, taking control of the [28:39] sale by establishing those three crucial [28:41] things, right? sharp, enthusiastic [28:43] expertise, using that to gather [28:46] intelligence, [28:48] build rapport, executing your transition [28:51] if they're right for the product, making [28:53] your initial straight line presentation [28:56] to build massive certainty for the three [28:59] 10 for the first 10 especially a little [29:01] bit for yourself as well. If you can [29:02] lace that in there about yourself in [29:04] there, it's just the way you carry [29:05] yourself that when you then transition [29:08] into asking for the order for the first [29:10] time, if they are close enough on all [29:13] three, and sometimes people enter, by [29:15] the way, and they're pretty certain when [29:17] they they know about your product [29:18] before. If you do that, you have an [29:20] excellent shot of closing them. But if [29:22] one of those three 10 is deficient below [29:24] a five below, you got no shot at all. [29:27] That's what's called the front half of [29:29] the straight line. So, what happens when [29:32] someone is uncertain about one of the [29:33] three tents? What do they say? You ask [29:35] them for the order. You say, "Believe [29:37] me, it's you're going to be very [29:39] impressed." Sound good? Sound fair [29:40] enough? Do they say to you, "Nah, I [29:42] don't like your product. I'm not certain [29:44] enough. I need to be made more certain. [29:46] I don't trust you." Whoa, I don't trust. [29:48] That's fighting words. People don't say [29:50] that. People don't really get honest. [29:52] They really don't. What they do is they [29:55] sort of dissemble. They'll say, "Oh, [29:57] yeah, it sounds good. Let me think about [29:58] it. Let me call you back. Let me check [30:02] with my wife. Send me some information. [30:03] Bad time of year. I'm not liquid right [30:06] now. In other words, they hit you with [30:09] objections. [30:11] See, objections [30:13] are actually smoke screens for [30:16] uncertainty. [30:17] When people are uncertain, rather than [30:20] telling you flat out, which is very like [30:22] in your face, I don't trust you. I don't [30:24] like your product, right? They'll hit [30:26] you with objections. I mean, it would be [30:28] great if someone just came out and said, [30:30] "I don't trust you." I say, "Well, [30:31] great. Let me tell you why you're wrong, [30:32] why you should, right? And I'll make [30:33] them trust me. I I'll say things that [30:35] would increase their level of trust with [30:37] me, right?" But they don't say that. [30:38] They hit you with objections. So knowing [30:41] that what we are going to do is we are [30:45] going to take common objections [30:48] and use them as opportunities [30:52] to increase the level of certainty for [30:56] each of the three tens [30:58] and then seamlessly, smoothly, elegantly [31:02] transition into another close. In other [31:06] words, you get hit with an objection. [31:08] Well, there's going to be a rebuttal to [31:09] that objection. There always is. There's [31:10] rebutt standard rebuttals. But if you [31:12] just rebut an objection, what happens? [31:15] Not not they'll just switch to a new [31:16] objection because you haven't solved the [31:17] real problem. The objection was really a [31:19] smoke screen. Someone says, "I want to [31:21] think about it, right?" And you just [31:22] give them all the reasons why they [31:23] shouldn't think about it. I'm doing this [31:25] a long time. People say they want to [31:26] think about, they never get started. I [31:28] know you want to do this and blah blah. [31:29] Whatever you say, and then you just ask [31:30] for the order again. They'll say, "Yeah, [31:32] I understand that. Let me speak to my [31:34] wife." They'll just hop to a new [31:35] objection. Why? Because the underlying [31:37] problem has not been addressed. The [31:39] underlying problem is one of certainty. [31:42] You have to increase certainty. The way [31:43] we do that is through a powerful [31:45] technique called straight line looping [31:49] which is a bit it's very easy to learn. [31:51] Bit too long for this master class here. [31:54] Okay. But I will tell you looping is the [31:56] art of taking a common objection. Okay. [32:00] and addressing it. But then rather than [32:03] trying to close is essentially looping [32:06] back into presentation mode. And having [32:10] a secondary presentation that builds on [32:14] top of the first. So your first initial [32:17] presentation focuses mostly on product [32:20] or the service, right? But it's framing. [32:21] It's like framing a house. You're not [32:23] building the whole house. You lay the [32:25] foundation. You put up the drywalls, [32:26] right? Maybe put a roof on, right? [32:28] There's no electric plumbing. This is [32:31] not finished house yet, right? So, when [32:33] you get hit with this objection, you [32:35] still have a lot of awesome things to [32:37] say. You're going to have a secondary [32:39] pattern that's designed to increase [32:41] certainty both for the product and for [32:45] you and also the company. You want to [32:48] have multiple things to say, multiple [32:50] language patterns for each of the three [32:53] tens. So, when you get hit with [32:54] objections, you can answer the [32:56] objection, but not just go and ask for [32:57] the order. you're going to want to loop [32:59] back into presentation mode, build [33:01] certainty for each of the three 10s, and [33:03] then ask for the order again. And by [33:06] doing that, you very quickly get to the [33:08] point where you can close anyone who's [33:11] closable. [33:13] Now, those are four elements there, [33:15] right? You have the three 10s and then [33:17] you have this other element here which [33:19] is called looping. And part of looping [33:22] is also lowering the action threshold. [33:24] saying things to them like, you know, [33:26] let me ask you an honest question. [33:27] What's the worst that can possibly [33:29] happen? I mean, let's say I'm wrong. [33:31] Let's say it's not the greatest thing in [33:33] the world. Let's say it doesn't work for [33:34] you. Most products have some sort of [33:36] guarantee, some sort of recision period [33:38] or the commitment is so small and the [33:41] risk is so small that it wouldn't really [33:42] make it's not going to destroy their [33:43] life. on the upside [33:46] and you tell them the upside. You future [33:48] pace them and imagine yourself in 6 [33:50] months from now everything is working [33:52] perfectly. You're feeling great. You're [33:54] feeling empowered. You're making more [33:55] money. Just imagine that. In other [33:57] words, what you're doing is you're [33:59] making them run a positive movie and [34:01] telling them that the negative ad's not [34:03] really that negative. That's called [34:05] lowering someone's action threshold. [34:08] That's your fourth element. And you do [34:09] that with looping. And then lastly, the [34:12] fifth element. There's five elements in [34:13] all, right? It's called the pain [34:15] threshold. As part of your intelligence [34:19] gathering, remember I said you're going [34:21] to identify pain. What's keeping them up [34:23] at night? What's that pain that like [34:25] that worry that rests at the base of [34:26] their skull and just keeps them thinking [34:28] about? Right? Once you know that, you [34:30] don't want to resolve that pain yet [34:32] because at the end when they're on the [34:34] fence, you want to reintroduce that pain [34:37] and remind them, amplify that pain. And [34:40] what that does, it lowers their action [34:42] threshold. Essentially, makes them more [34:44] likely, makes them easier buyers. [34:47] They're more prone to buy when they're [34:49] feeling pain. Okay, let me give you a [34:51] quick example of this, right? My father [34:54] had what's called a very high action [34:55] threshold, right? Very tough to sell to, [34:57] right? Didn't like salespeople. His [34:59] beliefs were such that, you know, my [35:01] best decisions are made slowly, [35:02] painfully, right? So, my father was a [35:05] very difficult person to close, right? [35:07] He loved of all his possessions. He was [35:09] really into his possessions. But of all [35:10] things, he loved his car most. He would [35:12] never let anybody touch his car except [35:15] the local guy Jimmy at the Senokco [35:17] station. That was it. If Enzo Ferrari [35:18] wanted to fix my dad's car, he'd be [35:20] like, "Enzo, oh Enzo, no, Jimmy's my [35:22] guy." And no one. That was my dad, [35:24] right? No one's touching his car. And [35:26] that's what high action threshold people [35:29] meaning is very difficult to sell. [35:30] That's what they're like. They actually [35:32] have one person that sells them every [35:34] type of product or service. They don't [35:36] have lots of people. They have one, [35:37] right? great customers once you have [35:39] them, right? One day we're on a family [35:41] vacation about 11 years old. We're [35:43] driving our car from New York down to [35:44] Florida. We're about 8 hours out of New [35:46] York in a very bad part of I think it [35:49] was Maryland, right? And suddenly the [35:52] radiator starts steaming up the car [35:53] stalls on the side of the road about a [35:55] mile from a gas station, right? The sun [35:58] is setting. My father is beside himself. [36:01] His family's there. What do you think he [36:03] did? [36:04] As much as he loved Jimmy at the Sonokco [36:06] station, he would never let anyone touch [36:08] his car, he walked to the gas station, [36:11] said, "Fix my car. I don't care what it [36:13] cost." Why? Because in that moment, he [36:16] was feeling massive pain. It was in his [36:18] face. So his action threshold dropped. [36:22] That's how you use pain to close sales. [36:25] You remind someone, you reintroduce, you [36:27] ask to say, "So what do you think is [36:28] going to happen in another 6 months? In [36:30] another, if you don't fix this problem [36:32] now, how much worse will it get? How [36:34] much is it going to cost you? How much [36:35] will it disempower your company, your [36:37] business, you personally? [36:40] Make them admit it. And it lowers their [36:42] actions. It makes them easier to sell [36:44] to. Those are your five core elements. [36:47] And on some level, [36:49] the way to explain the straight down is [36:51] almost like you're a a safe cracker, but [36:54] you're cracking the safe of the human [36:55] mind. There are five numbers in the [36:58] combination. The first number is the [37:00] product. They must love the product. [37:03] Second number, they must trust you. [37:05] Third number is they have to trust the [37:06] company behind the product. Fourth is [37:08] lowering the action threshold. Fifth is [37:10] the pain threshold. And essentially when [37:12] you're moving someone down the straight [37:14] line, imagine like a professional safe [37:16] cracker. What are they doing? They're [37:17] putting their ear to the safe rate. One [37:19] of those three number master combination [37:21] locks. You pull it down, right? They [37:23] hear the first click. They spin it the [37:25] other way. Left 23. They hear a click. [37:27] They go to the other way. Right 37. And [37:30] they pull it down. That's the [37:31] equivalent. pull down. That's they call [37:33] them asking for the order. If it opens, [37:35] you closed. Happy days. But very often [37:38] it doesn't. So what do they do? They [37:40] don't say, "Oh, the safe is [37:41] uncrackable." No, they go back to the [37:45] first number and try again. They always [37:48] go back to the first number and they [37:49] rebuild again and they hear the second. [37:51] If they get it on the second try, they [37:53] close on the second attempt. That's what [37:55] you're doing. You're essentially running [37:57] these patterns. If it doesn't open, you [37:58] ask for the order, they don't buy. It [38:00] just means you have the combination is [38:02] not fully figured out. You might have [38:04] the first three numbers correct. You [38:05] have to work on the last two. That's how [38:08] it works. And I will tell you one thing [38:11] about the straight line. It has what's [38:14] called a good enough factor. Meaning, [38:17] not only is it incredibly easy to learn, [38:21] it is very easy to learn, but even if [38:24] you're just okay at it, you get [38:26] incredible results. And then when you [38:28] get great at it, you very quickly get to [38:31] the point where you can close anyone [38:33] who's closable. That's where I want you [38:35] to be. And this master class is the [38:39] first step in that process. [38:41] Bottom line. Now, real quick, I want to [38:44] tell you about these 10 tonalities, [38:46] right? The first one is scarcity. [38:49] The second one is called certainty. The [38:52] third is called the reasonable man. [38:55] Certainty. This is absolutely the best [38:57] thing in the world. You're certain tone [38:58] and through. Right. Scarcity. Lowering [39:01] your voice to a whisper but with power [39:03] behind it. That something is in short [39:04] supply. It's a secret almost. Right. The [39:07] reasonable man sound fair enough. I'm [39:09] reasonable. You're reasonable. Right [39:12] after that, we have what's called [39:13] phrasing the declarative as a question, [39:15] which I mentioned already. Right? That's [39:17] when you say, "Hey, Jordan Belelffort [39:19] calling from XYZ company in New York." [39:21] Right? You have the I care, which means [39:24] like, you know, how you doing today? [39:26] Like, I care. You have the I really want [39:28] to know. So, what's that thing that's [39:31] just really keeping you up at night? I [39:33] really want to know. You have what's [39:34] called implied obviousness, meaning it's [39:37] beyond obvious. Like, yeah, yeah, you'll [39:38] make money with this, but more [39:40] importantly, what I could do for you [39:41] besides this one transaction over the [39:43] long term, I want to be an asset to both [39:45] you and your family. 10 tonalities at [39:48] all. Next tonality, sincerity. speaking [39:51] with utter sincerity, not certainty [39:54] where I'm saying this is the best thing. [39:56] Sincerity, believe me, you're going to [39:58] be glad you did this. That's sincerity. [40:01] Then you have what's called the money [40:02] aside tonality where you say to someone, [40:05] now let me ask you a question. Does the [40:07] idea make sense to you? Do you like the [40:10] idea? Now, implicit in the way I said [40:13] that the tonality was that, you know, [40:15] money aside, hypothetically speaking, [40:17] versus, well, let me ask you a question. [40:19] Does the idea make sense to you? Do you [40:20] like you're like, "What the fuck?" No, [40:22] it doesn't. Right. So that's your [40:24] disarming hypothetical money aside [40:26] tonality. And then lastly, you have [40:28] what's called mystery and intrigue where [40:30] you're like kind of drawing. Now, now [40:33] John, the reason for the call today, [40:35] it's similar to scarcity, but there's [40:37] more mystery. Now, reason for the call [40:39] today. All right, listen up. This is the [40:41] moment of truth. If you're serious about [40:44] making a fortune in sales, whether [40:46] you're just a newbie with no experience [40:48] at all, whether you're a pro salesperson [40:51] and want to be one of the best in the [40:52] world, whether you own a business and [40:54] are looking to expand your sales force, [40:56] doesn't matter where you are in this [40:58] equation, okay? This is your chance now [41:01] to take your business and your life to [41:03] an entirely new level. So, click the [41:06] link directly below or hit that first [41:08] comment. This is the chance to have me [41:11] personally mentor you to turn you into a [41:15] world-class closer that can close anyone [41:18] who's closable and literally change your [41:20] life. Bottom line, remember the only [41:24] thing standing between you and your [41:27] goals is the story you're [41:29] telling yourself as to why you can't [41:32] achieve it. You want to be using these [41:34] 10 tonalities again and again in a very [41:38] specific way. And by the way, here's the [41:40] good thing. You already have used all of [41:41] them already. You know them all. What I [41:43] show you with the straight line is when [41:46] and how and exactly where to apply them. [41:50] And when you do that, it's magic. [41:55] [Music]

===FILE=== LJ3MPHF01d4 - Expert First Impression  Free Sales Training Program  Sales School.txt
https://youtu.be/LJ3MPHF01d4
Expert First Impression ｜ Free Sales Training Program ｜ Sales School

[0:01] i'm jordan belfort and this is sales [0:03] school [0:06] there are three things that you must be [0:09] perceived as in those first four seconds [0:11] right let me tell you exactly what they [0:13] are in the first four seconds you and [0:15] you probably all you straight lines you [0:17] know this stuff is basic right number [0:19] one you must be perceived as being sharp [0:21] as attack [0:25] number two [0:27] enthusiastic as hell [0:30] and number three an expert in your field [0:33] sharpest attack [0:35] enthusiastic selling expert you feel now [0:37] no matter how many times i tell us to [0:39] i'll never stop telling it to you [0:41] because this is the holy grail of [0:43] influence because here's the deal what [0:46] these three things chunk up to [0:49] in the prospect's mind is that you are [0:55] a [0:56] person [0:57] worth [0:59] listening to [1:03] you're a person worth listening to [1:06] in other words they should take time out [1:08] of their busy day their busy life [1:10] because you're someone who's sharp [1:12] enough [1:14] you're meaning that you're on the ball [1:15] you're a problem solver you're not going [1:17] to waste your time of theirs you're [1:18] sharp right versus being a dullard [1:21] waste their time [1:22] enthusiasm it must be good [1:25] what you have must be good now what i'm [1:27] not talking about here is that bogus [1:30] over the top oh my god am i proud of me [1:32] i don't mean that that's not what i'm [1:34] i'm not talking about that type of [1:36] enthusiasm i'm talking about something [1:37] very different talking about bottled [1:39] enthusiasm which is an entirely [1:42] different thing bottle of enthusiasm [1:44] sits below the surface and it's like [1:46] deceiving volcano you speak a certain [1:49] way where they just know wow that guy's [1:51] he's really he must really believe when [1:52] he has it could be a whisper almost when [1:55] you speak with real enthusiasm it's [1:58] undeniable it's palpable and people get [2:00] like wow what he has what she has must [2:03] be [2:04] good [2:05] it hits them in the gut meaning [2:07] unconsciously they say whatever this guy [2:10] has he must it must be yours that's why [2:12] he's so excited about it [2:14] now you might say well jordan come on it [2:15] doesn't really work let me tell you [2:17] something it does [2:18] i'm not saying someone's going to buy [2:20] from you just because you sound [2:22] enthusiastic it's not what i mean at all [2:23] what i'm saying is that enthusiasm opens [2:26] up the possibility because they want to [2:28] listen and most of all [2:31] you're an expert in your field meaning [2:34] you're a figure of authority or you're [2:36] so like you can get the job done we have [2:38] been conditioned since we're yay big [2:42] okay to seek out experts to resolve our [2:45] problems take care of our pain and help [2:48] us get things done when scarlett [2:51] johansson [2:52] wants to get her hair cut or hair styled [2:55] for the oscars [2:56] who is she going to go to [2:58] someone who just graduated from beauty [3:01] school [3:02] seriously right or the person that's [3:04] been styling hair in hollywood for the [3:06] last 20 years making celebrities look [3:08] fabulous who is she gonna seek out [3:11] the expert [3:12] when roger federer was having his slump [3:15] in 2015 who did he seek out did he go to [3:18] a local country club tennis bro [3:21] or did he go to stefan edberg a former [3:23] number one player himself who'd been [3:25] there done it at the highest level who [3:27] knew how to talk to someone like raja [3:29] and what happened raj went on to win [3:31] another three or four majors and he's [3:32] still playing today number two or three [3:34] in the world he's an adam i'm he's a [3:35] legend right and by the way [3:37] roger slump is like everyone else's best [3:38] day but the point is is that who would [3:40] he seek out we all seek out experts [3:43] we've been conditioned since the yea big [3:45] to seek those people out to help us [3:47] solve our problems cure our pains right [3:49] start with our parents taking us to the [3:51] doctor and so forth those were experts [3:53] when we were younger like wow the doctor [3:54] he's been through schooling he had a [3:56] diploma he had a license all this sort [3:58] of stuff his stethoscope we felt better [4:00] just by laying eyes on the guy right [4:02] let's get now practical about this all [4:04] right this is about practical knowledge [4:05] here [4:08] in those first four seconds [4:10] you are being judged [4:13] they are ripping you apart [4:15] compartmentalizing each piece [4:18] judging them [4:19] and putting them together [4:21] based on how you're perceived if you are [4:23] perceived the right way meaning sharpest [4:26] attack enthusiastic sound expert in your [4:30] field if you were perceived the right [4:31] way you set yourself up for massive [4:34] greatness [4:35] if you're perceived the wrong way [4:37] good luck trying to close the sale [4:40] see what happens is when your prospect [4:43] perceives you [4:44] that way sharp on the ball expert right [4:47] they defer to you they allow you to take [4:51] control of the conversation [4:54] you take control [4:56] because the prospect allows you to take [4:58] it you can't take control by force you [5:02] take control by force of will [5:04] because your process you know this is a [5:07] person worth listening to and they defer [5:10] to you because we've been conditioned to [5:12] defer to experts since we were yay big [5:14] you get it so [5:16] that is an undeniable truth that's been [5:19] studied at the by harvard university did [5:21] a study on this recently right where [5:23] they said you know if they said it's [5:24] seven seconds but but they well i don't [5:27] know it's five or seven i i beat them [5:28] like 30 years to the punch i said this [5:30] in 2008 but the point i was in 1998 wait [5:34] no 1988 am i old 1988 good lord i'm [5:38] old all right anyway i came up with this [5:40] in 1988 i was still a baby right the [5:42] point is is that harvard 30 or 27 years [5:45] later came out with the same story but [5:48] they said it's seven seconds it doesn't [5:49] matter either way you're screwed if you [5:52] make the wrong first impression [5:54] according to harvard it takes seven [5:57] subsequent meetings [5:59] for someone to perceive you a different [6:01] way [6:02] seven [6:04] you know i don't know about you but [6:05] honestly [6:06] i don't get seven chances [6:09] i got one [6:11] so i better be make that first [6:13] impression the exact right way [6:35] you

===FILE=== MPth0dbm8k8 - Applying Tonality  Free Sales Training Program  Sales School.txt
https://youtu.be/MPth0dbm8k8
Applying Tonality ｜ Free Sales Training Program ｜ Sales School

[0:01] i'm jordan belfort and this is [0:03] sail school [0:06] i want you to consciously apply [0:10] write it down and apply these tonalities [0:13] to specific [0:14] spots and practice them i want you to [0:16] really practice your tonality today [0:18] and make sure that you know especially [0:20] those first few seconds show up as [0:22] attack [0:23] enthusiastic as hell expert your field [0:25] and remember [0:26] one key point that i brought out today [0:29] is that [0:30] wall tonality will [0:33] get you through those first four seconds [0:35] tonality body language [0:37] remember the words matter too you can't [0:40] be saying [0:41] stupid so the idea is that you know [0:44] those first few seconds right [0:45] they capture the person the person's [0:48] first impression [0:49] either you're perceived the right way [0:51] you're not but [0:52] once those first two seconds pass you're [0:55] still [0:56] being judged so the idea is to wrap [0:59] these [1:00] three things together tonality [1:02] body language and your words [1:03] into one seamless package so write out [1:06] your patterns here [1:07] i want you to write out your patterns [1:09] make sure that no matter how well you [1:11] know them i want you to write them out [1:12] now [1:13] today at some point today and then make [1:15] some marks on them [1:17] the key points where you're applying [1:19] your tonalities [1:20] don't just take it for granted you can [1:22] always take this to the next level so [1:24] mark down say this is where i lower my [1:26] voice this is where i apply scarcity [1:28] this is why i use up tones right [1:30] whatever key [1:31] you use and i've seen a lot of people in [1:33] the networking group publish their own [1:35] little keys [1:36] they're all they're all good whatever [1:37] works for you right and i want you to [1:39] take [1:40] this tonality today just make this the [1:42] week you take your tonality to the next [1:44] level [1:45] where you lower your voice just [1:46] practices you own these tonalities [1:49] practice speaking certain that you know [1:50] and remember [1:52] the the best example of certainty i i [1:54] think is when in the movie the wolf of [1:56] wall street in leo [1:57] is talking he's he's saying name of the [2:00] company [2:00] aerotype international it's a cutting [2:03] edge and he's keeping his voice [2:05] low right but the certainty [2:09] is powering through but certainty is not [2:11] yelling [2:12] the mistake people make with certainty [2:14] is they they [2:16] confuse certainty with enthusiasm [2:19] the tonality of unbridled enthusiasts [2:22] like [2:22] oh my god it's so great it's the best [2:24] that's not [2:25] certainty certainty is [2:28] when you have past it's like it's like [2:30] your solar plexus is right here [2:31] it's a power that you speak with you [2:33] know reason for the call something you [2:35] know john [2:36] you know name of the company arrow time [2:38] that doesn't matter what the words are [2:40] the point is it's not yelling and [2:42] screaming it's [2:43] actually lowering your voice but putting [2:46] power behind the words [2:48] that's the tonality of certainty you [2:51] don't sound certain by being just [2:53] enthusiastic that's very different [2:56] so there's two types of enthusiasm right [2:59] you have [2:59] your you know unbridled over-the-top [3:02] enthusiasm [3:03] which i don't really believe works at [3:05] all in sales [3:06] it's very rare moments but what really [3:09] works well is your bottled enthusiasm [3:12] and when you take bottled enthusiasm and [3:15] then apply a bit of a whisper to it that [3:17] power whisper [3:18] that certainty it's it's it's like you [3:21] know you're saying john [3:22] this is you know the reason for the call [3:24] this is the best thing i've seen it's [3:25] it's a [3:26] n energy flow that kind of the [3:29] reason i keep stopping [3:30] because the words don't matter the words [3:33] have to be right but it's as though [3:34] it could be at any spot in the sale it's [3:36] this power [3:37] that comes out of you it's a belief [3:39] remember remember this [3:41] at the highest level sales is the [3:44] transference of emotion [3:46] and the emotion that you're transferring [3:49] is what [3:50] certainty certainty that your product is [3:52] awesome [3:53] certainty that you're awesome certainly [3:56] the company that stands behind you right [3:58] the three the straight line does not [4:01] create certainty it transfers certainty [4:05] the certainty has to come from you the [4:07] analogy i always use is like the boiler [4:09] in the house a furnace right the furnace [4:11] creates heat [4:13] and then the straight one and the duct [4:15] work or the hvac system [4:18] is what you use to transfer heat so [4:21] with the furnace doesn't work i don't [4:24] care how elegant the duct work is [4:26] there's nothing to transfer the same [4:29] thing goes in [4:30] selling with a straight line i don't [4:32] care how well you know the straight line [4:34] system [4:35] if you are not yourself in a state of [4:38] certainty you have nothing to transfer [4:42] to the prospect you get it [4:45] the straight line transfers certainty [4:50] but you create certainty [4:53] it's for your tonality that that [4:55] lowering your voice and power [4:57] that that under you're just so sure and [5:00] as i said in the beginning [5:01] we all possess the ability [5:05] to sound certain because you've done it [5:07] before [5:09] go back to a moment in your life when [5:11] you are feeling [5:12] absolutely certain and recaptured that's [5:15] your tonality [5:17] once you learn to apply tonalities on [5:20] purpose guys [5:21] it takes the straight line to an [5:23] entirely different level [5:25] tonality is the hidden language of [5:28] influence [5:29] it allows you to get your point across [5:31] in a way that otherwise would be [5:32] offensive [5:33] it would not make sense [5:36] and by using tonality strategically and [5:39] also remember at the higher level [5:41] it takes control of the prospect's [5:43] dialogue [5:44] in a monologue they they are literally [5:48] so busy trying to make sense of the [5:50] extra words they're hearing [5:52] that they lose the ability to narrate [5:54] against you it allows you to control the [5:56] conversation [5:57] all right so again i want you to make [6:00] this this [6:01] please spend the time i just realized [6:03] today that it's like the power of [6:05] tonality it's really unmatched [6:07] in your ability to be perceived the [6:10] right way [6:11] to transfer emotion the right way and [6:15] also essentially to harness the power of [6:17] the straight line [6:18] things like looping prospect all those [6:20] other techniques [6:22] they're crucial they work magically [6:25] but it's your tonality that allows you [6:30] to essentially transfer certainty to [6:32] some other person to some other human [6:34] being [6:34] and that's what sales is all about [6:38] so don't master all the other aspects [6:41] but just ignore [6:42] tonality make sure that you write down [6:45] your language pens [6:46] put your tonal marks in there and just [6:48] both practice make yourself proficient [6:50] don't settle for second [6:51] best here remember you're capable of [6:53] greatness and sometimes [6:55] for those some of you love totality [6:56] right you love practicing others just [6:58] yeah i don't like doing that it seems [7:00] weird remember [7:02] success is about getting yourself to do [7:04] the things [7:06] that you know you have to do even when [7:08] you don't feel like doing them [7:10] that's what it takes to be successful so [7:12] whether you like practicing today please [7:14] make it a point today [7:16] spend some time going through your [7:18] patterns writing down which turnarounds [7:20] you need to muster and even [7:21] tape yourself or if someone listens to [7:23] you break them into a group with someone [7:24] else in the network [7:25] but don't settle for second best in this [7:28] department i promise you watch what [7:30] happens [7:31] pick up your tonality take it to the [7:33] next level [7:34] and i promise you every other aspect of [7:38] the straight line [7:39] will get easier [7:58] you

===FILE=== MmvtvsZDKmw - How To Master Your Tonality  Free Sales Training Program  Sales School with Jord.txt
https://youtu.be/MmvtvsZDKmw
How To Master Your Tonality ｜ Free Sales Training Program ｜ Sales School with Jordan Belfort

[0:01] i'm jordan belfort and this [0:03] is sales school [0:08] [Music] [0:12] all right here's the deals america gets [0:13] back to work you [0:15] want and need every possible advantage [0:18] out there succeeding the new economy [0:21] smart companies [0:22] run on netsuite by oracle the world's [0:25] number one cloud-based business system [0:27] so receive your free guide right now at [0:30] netsuite.com [0:32] school so the beauty of the straight [0:35] line is what [0:37] that every sale is the same [0:40] the way we go about lining up those five [0:43] core elements is the same [0:45] every time we use the same order we go [0:47] about with the same tactics and [0:49] strategies right [0:50] so i say in the at the end of that first [0:54] module i'm like [0:55] but there's one important element that [0:58] needs to be in place here [0:59] you know what is that what has to happen [1:02] to make [1:02] every sale the same and that is you [1:06] must be in control of the sale [1:09] in other words the reason i looked at [1:12] the strat nights that night [1:14] and said like don't you guys get it [1:16] every sale is the same what i was saying [1:18] is like it's so [1:19] easy for me like what are you guys even [1:21] struggling about like you know [1:22] because from my perspective it's a [1:24] natural one closer [1:26] what i was doing intuitively without [1:29] thinking about it [1:31] was i would say things to people in a [1:33] certain way [1:35] that in those first few seconds they [1:37] were like whoa this [1:38] this guy he's really sharp he's wow he [1:40] doesn't sound like the average [1:42] bearer so to speak you know he's an [1:43] expert in his field [1:45] so when you perceive that about someone [1:47] what do you do [1:48] you defer you allow them [1:51] to do their job an expert's job is to [1:54] what to solve [1:55] problems in a very narrow sort of you [1:58] know in a narrow subject right [2:00] you're an expert at something you're not [2:03] an expert at [2:04] all things so if i'm gonna be selling [2:06] someone you know [2:07] porsches or you know mercedes you know [2:09] i'm going to be an expert at [2:11] that i'm a mormon expert at car sales [2:13] and i'm also an expert at my particular [2:16] brand my [2:17] product within this sphere i'm an expert [2:19] at both and because of that [2:21] i know everything there is to know about [2:23] that particular product [2:25] that industry and i can help guide you [2:28] into making the right decision for you [2:30] i'm an [2:30] expert in my field now what happens is [2:34] is that when someone perceives you [2:39] as being an expert they will naturally [2:42] defer meaning they will listen they will [2:45] answer your questions [2:47] they will allow you to guide them [2:49] through a discovery phase [2:51] where you ask questions they answer them [2:54] and based on those [2:55] answers that you give them they will [2:58] then [2:58] tailor a solution that perfectly [3:02] meets your needs and alleviates your [3:05] pain [3:05] solves your problems that's what experts [3:08] do [3:09] right when we're in the presence of [3:11] someone we believe is a novice [3:13] someone who's not an expert in the field [3:15] a newbie a newbie person doesn't know [3:17] much [3:17] about what they're trying to sell you [3:19] what do we do well we're not going to [3:20] defer to that person [3:23] we will intuitively try to take control [3:25] and we'll start basically [&nbsp;__&nbsp;] with [3:26] the person [3:27] that's why when a novice sales person [3:29] gets on the phone with the prospect [3:31] they'll find it very difficult to even [3:33] get into intelligence gathering [3:35] questions [3:36] they ask the prospect a question and the [3:38] prospect will answer their question [3:40] with another question like you know so [3:41] how long are you living how long you've [3:42] been living there for [3:43] they don't cooperate and because of that [3:46] the sale starts to spiral out of control [3:49] in straight-line parlors i call that [3:52] going off to pluto [3:53] or down here to your anus neither are [3:55] good places to be [3:57] right so that night that [4:00] i looked at the strat and said guys [4:02] don't you get it [4:03] every sale is the same this is what i [4:07] was referring to and then i said to them [4:09] shortly thereafter the next [4:10] major leap of logic i had was i said you [4:14] have [4:14] four seconds to accomplish three crucial [4:18] things [4:19] in the mind of the prospect and if you [4:21] don't capture those three things in the [4:22] first four seconds [4:23] you're done you can't close anybody [4:27] you're like four seconds when you i what [4:29] about my mommy told me uh not to judge [4:31] books by their covers and so did my [4:33] teachers right well guess what [4:36] your parents told you that your teachers [4:38] told you that [4:39] i'm sure many other people told you that [4:41] they all do [4:42] you do and so do we all judge [4:45] books by their covers the way the human [4:48] mind works [4:48] we have fear-based creatures it's wired [4:50] directly into our reptilian brain we see [4:53] people we immediately rip them apart we [4:55] judge each piece we then put them back [4:57] together based on how they're perceived [4:59] if we're perceived the right way meaning [5:02] you are perceived the right way [5:04] okay people will defer to you [5:08] and allow you to take control of the [5:10] sale nation they're just and [5:11] they'll allow you to guide them if [5:13] you're perceived the wrong way [5:16] the prospect takes control and things [5:19] start to spiral [5:20] out of control so you got four [5:24] seconds on the telephone [5:27] and believe it or not you only have a [5:29] quarter of a second when you're in [5:31] person face to face and i'll explain [5:32] that later [5:34] let me tell you exactly what these three [5:37] things are [5:38] you got four seconds to be perceived as [5:42] number one okay [5:45] sharpest attack sharpest attack meaning [5:49] you're sharp you're on the ball [5:51] you're a born problem solver you're not [5:53] going to waste [5:54] their time or yours you're a sharp [5:56] person right [5:58] number two you're enthusiastic as hell [6:02] meaning that what you have it must be [6:05] good [6:06] now just to be clear here i'm not [6:08] talking about that [6:09] over the top like oh my god bill my [6:11] practice all right you can't live [6:12] without [6:12] like people what the hell to run away [6:14] from you right i'm talking about [6:15] something very different [6:17] it's called bottled enthusiasm [6:21] bottled enthusiasm sits below the [6:23] surface except like a seedling volcano [6:25] like how i'm talking [6:26] right now i'm not yelling but you say [6:29] wow this guy really wow he's [6:31] he seems serious about this he's really [6:33] excited something beneath the surface [6:35] it can be unleashed at any moment [6:36] because of an expert i don't unleash it [6:38] but i could [6:40] and because someone knows that they will [6:43] say well i'm going to listen to this [6:44] person because they are [6:45] seem to be on the edge of almost [6:47] exploding with enthusiasm not in a bad [6:49] way but in a good way [6:51] and people will listen to you more [6:52] closely and they will defer [6:55] and the third element here and most [6:57] important of all [6:58] i'm an expert [7:02] expert in my field sharpest attack [7:05] enthusiastic as hell and expert in your [7:08] field so here's the thought i said it [7:09] before i'll repeat it again [7:11] we have been conditioned since we're [7:14] yay big to defer to experts [7:18] it started with three or four years old [7:20] you probably earliest memories [7:21] your parents took you to a doctor when [7:23] you were sick for a regular checkup and [7:25] you noticed [7:25] that even your own parents would defer [7:28] to the doctor they were like [7:30] they give him utmost respect when the [7:32] doctor would ask you [7:33] questions you would answer right away if [7:36] they asked your parents questions your [7:38] parents would answer [7:39] they weren't like the doctor so tell me [7:40] how long have you felt this way the [7:41] parents say [7:42] why what's your business why do you see [7:45] the doctor has earned the right to ask [7:48] you questions [7:49] he has diplomas on the wall he has a [7:51] stethoscope there's a white coat [7:53] the very way he's dressed the way he [7:55] carries himself the way she [7:57] asks you questions so tell me you know [8:00] they have a whole sheet there they go [8:01] through this [8:02] actual guided intelligence gathering [8:04] session [8:05] if there's some way i want you to be [8:07] perceived by your clients [8:09] almost like the trusted family physician [8:12] the advisor not the interrogator [8:15] that's like so how long you've been [8:17] doing that where do you live at [8:18] if you're like the interrogator people [8:21] will clam up [8:22] and you break rapport and the sable will [8:25] start to spiral out of control [8:27] you got four seconds [8:31] at most three things [8:34] number one sharp [8:37] two enthusiastic three [8:41] expert in your fields and [8:44] what those three things chunk up to [8:48] what they equal in the mind of the [8:50] prospect [8:51] is you are a person worth [8:54] listening to it's worth for them to take [8:57] the time out of their busy day to [8:59] actually listen to you [9:00] because you might have the answers to [9:01] their problems [9:03] and then even at a higher level still [9:05] more importantly [9:06] because you can help them achieve their [9:09] goals [9:10] you can help them get what they want in [9:13] life [9:14] that's what experts do they help us [9:16] solve problems [9:17] they help us eliminate pain they help us [9:18] get the things that we need [9:20] and want when you are perceived this way [9:24] sharp enthusiastic and expert in your [9:27] field [9:28] people naturally say okay fair enough [9:31] i'm gonna defer to this person i'll [9:35] allow them to ask me questions and allow [9:38] them to [9:38] guide the flow of the encounter [9:42] so once you take control of the [9:44] conversation [9:46] what it does it opens up a universe of [9:48] possibility why because now [9:51] you can say okay i know that these five [9:53] things that have to line up [9:55] i'm gonna line up this one first this [9:57] one second [9:58] this one third this one fourth this one [10:00] fifth and i'm gonna do it the same [10:03] way every time yes some words might [10:07] change here and there but [10:08] generally the flow of the encounter [10:11] is going to be in the same way every [10:14] single time [10:16] and you're going to learn with the [10:17] straight line how [10:19] when this prospect starts to spiral off [10:22] right remember we have those boundaries [10:24] so remember just put it right in the [10:26] bottom [10:26] small here's your straight line you have [10:28] boundaries above and below right [10:30] open close so if your prospect tries to [10:32] spiral off with the straight line system [10:34] you're going to learn [10:36] how to listen and say ah yup um agree [10:39] with them yeah boys see right [10:40] and then you learn how to bring them [10:42] right back and move down the straight [10:43] line [10:44] forward towards the close different [10:46] lesson but all of this [10:48] becomes possible because [10:51] you took immediate control of the sale [11:01] [Music] [11:12] you

===FILE=== MqaPGwajHQY - Jordan Belfort - D2DCON - Real Wolf of Wallstreet.txt
https://youtu.be/MqaPGwajHQY
Jordan Belfort - D2DCON - Real Wolf of Wallstreet

[0:00] yeah this is a member of our tribe I [0:04] ain't knows what we go through he feels [0:07] it he's been there he relates that's why [0:10] we got the real wolf of Wall Street [0:12] Journal belt [0:14] [Music] [0:18] guys I want you to Schumer me one time [0:21] let's go come on [0:22] huh huh come on [0:29] Oh God huh huh I'd stop guess what I [0:39] never actually did that [0:43] [Applause] [0:46] here's a great story and I got so many [0:49] stories saying listen I only have one [0:51] hour to speak and I'll probably go over [0:53] okay if I go over a little bit guys yeah [0:58] some of you have a fear of public [1:00] speaking I love you too by the way right [1:04] you guys are my breath room and you'll [1:06] hear my story you guys are gonna die [1:08] because it's right in your sweet spot [1:10] but some people have fear of public [1:12] speaking I have a fear of not public [1:15] speaking you got to get a hook to get me [1:18] off the stage right they're gonna said [1:20] to the National Guard to get me offstage [1:22] right anyway guys in all seriousness [1:26] here's what I did do though the story is [1:30] is that when they were filming that [1:31] scene it was the first scene Matthew [1:33] McConaughey was filming and he right [1:36] before they start he goes off into the [1:38] corner and score so he's there and the [1:40] Caprio and he goes uh-huh uh-huh and was [1:43] like what the hell is this guy doing [1:44] he's like uh-huh [1:46] and really it's like his kind of like [1:48] little chance he does to get himself [1:50] into state and Moore's like I love this [1:52] because we have to make this part of the [1:54] movie and it actually became this whole [1:57] war cry throughout the movie and [1:59] everyone just loved it now there's like [2:01] you know you're looking at Tomorrowland [2:03] and all in the soccer guys in the World [2:05] Cup of doing eyes it's hysterical but [2:07] here's the deal [2:08] what Matthew McConaughey is doing ballet [2:11] I'm just getting my voice back like scum [2:13] on such a long speaking so my voice is [2:14] shot right always but he's getting [2:17] himself into a state just acting the [2:21] state of certainty confidence clarity [2:23] right and today you've probably heard [2:26] this we call that state management but [2:30] back in the day when I was first you [2:32] know cutting my teeth in training the [2:33] Strand Knights right and excuse me we [2:36] called it staying positive not getting [2:40] negative and I knew intuitively from my [2:44] own experience that I'll tell you but [2:46] novel you're gonna love it right that if [2:48] my brokers got negative they wouldn't [2:51] produce unless they were pumped up in a [2:53] pitch state so every morning we'd stand [2:57] up I had [2:58] squeeze the hand seller and say the word [3:00] yes yes and again yes until the woman [3:04] crystal let's do that real quick ready [3:06] one two three [3:07] yes one two three louder one two three [3:11] one more time ring the dog run one two [3:14] three right [3:16] now close your eyes for a second and [3:18] imagine where you're gonna be in one [3:21] year from now see yourself in the [3:23] picture one years now guys I'm gonna be [3:26] giving you some distinctions tonight [3:27] that are really gonna help you make more [3:29] money but just see yourself with a great [3:31] life living the exact life you want [3:33] working your tail off and loving it just [3:35] get that picture clear and make it [3:37] bigger in your mind's eye take a few [3:39] deep breaths stand tall squeeze your [3:42] hands together and just one two three [3:45] one two three one last time what dude [3:48] three all right come on round applause [3:52] take a seat so I have only an hour it's [3:59] a pile so I'm gonna talk fast I'm gonna [4:01] ask you to do a couple of things number [4:03] one at certain times I'll ask you to [4:06] repeat a certain word right and ask you [4:09] to raise your hand and say yeah he's [4:11] that make sense to raise your hand say [4:12] yes play along not the cause I want to [4:14] start some religious revival session [4:17] here right I did that once and ended up [4:19] in [&nbsp;__&nbsp;] to us thing not a good thing [4:21] right it's just because I want to keep [4:25] you active standing up here and there [4:28] digging the grooves in deep applied [4:31] shouting out certain words that are [4:32] important words here so here's the deal [4:35] I have let me just take this off here [4:37] get comfortable right so I'm just [4:39] sticking up here one second all right so [4:42] I'm sticking up there [4:46] all right anyway so here's the deal I [4:53] invented the straight line system which [4:56] most of you probably know or heard of or [4:58] at least seen some videos on atom sheer [5:01] necessity because I was faced with a [5:05] problem that I had these twelve guys [5:08] working for me and their average IQ was [5:12] basically Forrest Gump on three hits of [5:15] LSD heat right they were not the [5:18] sharpest tools in the shed there were no [5:22] Ivy League diplomas no members of the [5:25] lucky sperm Club you get it [5:27] they were the sons and daughters of Long [5:31] Island and New York City's lower middle [5:33] class they were kids that had never been [5:37] told by their parents if they were [5:39] capable of greatness and any greatness [5:43] they naturally had in them had been [5:45] literally like conditioned they'll be [5:47] mad at them since they were this big [5:49] first from their parents and their [5:51] schoolteachers the media their own [5:53] friends by the time they made it into [5:57] the board room when I was starting [5:59] they've been conditioned to survive not [6:04] to thrive and what happened was [6:07] originally I was selling penny stocks to [6:10] average moms and pops and just seeing [6:13] this time to go back to door to door I'm [6:15] gonna focus here the circus is so great [6:17] but I'm gonna go back to door to door so [6:19] that works my whole life was thought a [6:20] door before the stock market even after [6:22] you're gonna love this right but we were [6:25] selling to moms and pops and I had a [6:27] system I was teaching them it didn't [6:28] have a name but it worked well I would [6:32] teach you about a sound good of good [6:33] tonality I write a script for them and [6:36] you know I was already a student of the [6:38] game because I had already built up [6:41] another business very large at a young [6:43] age through what a d'orsay else I'll [6:44] tell you about that after and it went [6:46] bankrupt so I already knew how to sell [6:48] it how to train right and they were [6:51] doing well selling for moms and pops [6:53] five hundred dollars of stock a [6:56] thousand-dollar stock then I had an idea [6:58] that changed everything [7:00] what if we could sell to rich people I [7:03] had seen it done as in the movie very [7:05] actor just like that right [7:07] that whole parts very accurate so what I [7:09] did is I tested the idea myself with my [7:14] junior partner Danny who was played by [7:17] Jonah Hill by the way total wild man [7:19] right [7:19] Danny was a Annie Danny and I were doing [7:25] unbelievably well making massive amounts [7:28] of money calling rich people in fact the [7:30] first time we tried it Danny had the [7:33] first sale just numbers game right and [7:36] his first sale was a hundred and twenty [7:39] thousand dollar buy ticket and I made on [7:42] that one trade seventy thousand dollars [7:44] in three minutes [7:46] seventy right and I looked out into the [7:51] room of my 12 Schmendrick so to speak [7:55] right my 12 young I said I am gonna be [7:59] the richest guy in the world all I gotta [8:01] do is teach these these 12 guys to sell [8:05] to rich people and the rest as they say [8:07] will be history and guess what as they [8:10] also say easier said than done it proved [8:14] to be impossible I could not get these [8:18] guys to close one sale yet meanwhile [8:23] Danny and I are closing like water my [8:26] clothes rates 50% of higher Danny's is [8:29] 30% was making tons my these guys after [8:31] one month hadn't closed the sale and [8:35] they wanted to quit well let's go back [8:38] to selling to moms and pops and the [8:40] thought of that just got me so angry [8:42] because I and I and here's the deal just [8:44] follow this for a second we're calling [8:47] the same leads selling the same stock [8:51] same script I'm closing 50 percent or [8:57] better and after four weeks 12 guys [9:01] hadn't closed one sale it was driving me [9:06] batty [9:07] I couldn't understand the right so we [9:09] would do these marathon training [9:11] sessions and just so you know I'm a big [9:14] believer in like I live every single day [9:16] when I'm running a Salesforce hey every [9:18] morning I'm in her ear giving a meeting [9:21] and in a market we did it twice the day [9:22] about once a day you gotta get in their [9:24] ear right [9:25] and then once every week or two I give a [9:29] marathon training at night so they were [9:31] so negative because of course when [9:33] salesman aren't closing they get [9:35] negative right they're like come on give [9:37] us one of your marathons at night so I [9:40] said fine fines why you all at home [9:41] touch some dinner we came back 7:00 p.m. [9:43] and I looked at these guys and said guys [9:46] what is so damn hard about this I [9:49] honestly don't get it you know I'm doing [9:53] it Danny's doing it you could do it too [9:55] what they're like [9:56] there's so many objections like yeah the [10:00] stylistic objections nothing there [10:01] there's like objections objections they [10:03] keep cutting us off and I and in that [10:06] moment I got so angry Lee is it yeah the [10:09] stab some objections like really [10:11] thousands are like thousand ago great [10:13] let's write them all down I want to hear [10:15] all thousand because I'll show you how [10:17] to come off one by one overcome them I'm [10:20] like let's go come on I'm not moving [10:21] forward until you list them so of course [10:24] there's a bit of silence at first right [10:25] that's the scammer the gym owner joking [10:26] right so finally one guy says they want [10:30] to think about it I said great they want [10:32] to think about I wrote think about it [10:34] give me another one so the girls they [10:36] want to call back I say great call back [10:39] what else they got a picture that wife [10:42] great dancer they're white they're [10:43] business partner right what else it's a [10:45] bad time of year right they don't know [10:47] me right now and on and on other guys we [10:50] got seven years need nine hundred ninety [10:53] three more to go [10:54] let's keep going I want them all and [10:56] they kept going and they kept going and [10:59] they kept going until it exhausted every [11:04] objection [11:05] and there was freaking 12 of them on the [11:08] board [11:10] twelve objections and in that and by the [11:15] way [11:15] half of them were repeats there what I [11:19] need to speak to someone else as in my [11:22] wife my partner my accountant my lawyer [11:27] Santa Claus the tooth fairy right or [11:29] it's a bad time of year it's [11:32] back-to-school time it's Christmas time [11:34] it's Groundhog's Day it's freaking leap [11:36] year right and in that moment I I just [11:42] got so angry and something came over me [11:46] something came over me and and and I [11:49] don't anyone read the book Think and [11:51] Grow Rich it's you you gotta read this [11:54] book after way of the wolf though anyway [11:57] but you know seriously right and the [12:00] wolf of Wall Street hey who read the [12:02] brother a wolf of Wall Street the book [12:03] right who see the movie [12:05] Aaron welcome to modern society right [12:09] anyway [12:11] they talked about something called the [12:13] collective unconscious like this ability [12:16] to tap in to information and thoughts [12:20] and ideas that really are even your own [12:22] and you see this very often it's most [12:26] apparent in like the music world where [12:29] you'll have a guy little one like some [12:30] band will come together and for like one [12:32] year to make the most amazing music ever [12:34] and they can never do it again [12:37] something happens sometimes and you this [12:40] window of clarity opens up and if you [12:45] know the rules of success you jump [12:46] through and make hey when the Sun shines [12:49] well what happened was my window of [12:51] clarity opened up and something hit me [12:54] and I look at these guys and I utter [12:58] these five magic was like don't you guys [13:01] get it every say it was the same they're [13:06] like what like every fails the same [13:09] watch it's a straight line and for the [13:12] very first time I drew this long thin [13:16] line on the center of the board and put [13:19] a big thick X on either end I said this [13:22] is your Oh [13:23] this is your clothes and now let me stop [13:26] here and I want to go back to the [13:29] beginning and tell you my story of my [13:31] life but tell you in a way that focuses [13:36] on the key moments the lessons that led [13:40] me up to this moment when I was able to [13:43] tap in because what happened is over the [13:46] next three hours I invented the straight [13:49] line like I never thought of before it [13:51] is this vision popped in my head and [13:53] these 12 guys who literally couldn't [13:56] close a damn door before that the next [14:01] morning went on an account opening spree [14:05] that's now been the subject of two [14:07] motion pictures first boiler room and [14:09] then the wolf of Wall Street right and [14:11] within three months they were [14:13] millionaires and I was making a million [14:15] bucks a week and I lost my lost my stuff [14:18] bail I lost it I went wild I mean listen [14:20] I played out and by the way there's also [14:22] a lot to be learned on the on the other [14:25] side what not to do because I was very [14:28] young I did my ethics you know I was [14:30] raised well but I just made I was poor [14:33] family and the money came in so fast [14:36] I lost my ethical way cuz it and by the [14:40] way and I paid the price I'm lucky I [14:42] came back and thankfully you know I'm [14:44] sober now for 30 years old 25 years [14:50] which is a miracle to itself I look [14:53] pretty good considering I shouldn't like [14:54] Keith Richards from the Rolling Stones [14:56] right but I look okay I got a hydrate [14:59] though if my wife was here she'd be [15:03] holding up I've been hydrating hydrating [15:05] drink this is my waters red pulse please [15:08] cuz I don't do drugs I can't do cocaine [15:11] I dribble huh [15:15] [Applause] [15:16] now I lecture two people I kid around [15:20] about drugs but it's really is a [15:23] terrible thing I know judge but for me [15:26] you know it almost destroyed my life [15:28] right anyway let me go back to the [15:32] beginning now tell you what happened in [15:34] my life what led me to this moment it's [15:39] basically I was one of these like born [15:42] salesman entrepreneurs from the time I [15:45] emerge my mother's womb at the age of 8 [15:49] I had a paper route and I was knocking [15:51] on doors till expanded and I had my [15:54] first great door-to-door lesson at the [15:56] age of 8 before I got the route I was [15:59] apprentice enforce um other older kid [16:01] who went off to college and he gave me [16:03] the route so for 3 months before that I [16:06] had made a list as I delivered his [16:08] papers and made nothing as an apprentice [16:10] right that's right I made a list of [16:14] every single door that didn't have a [16:17] newspaper on it saying these is a [16:19] perfectly source right so I'm watching I [16:22] said I'm out there each day welcome to [16:23] say like I did close to everybody right [16:25] so I'm out there I'm making a list of [16:28] every single door that doesn't have a [16:30] pay from the perfect people right so I [16:33] have a really long list [16:34] oh my my to see if I can do this it [16:36] might start reverberating in my own head [16:38] right anyway so I make this list right [16:40] and I start knocking on door after door [16:43] after door right in a week I haven't [16:47] opened up even one person not even one I [16:51] was flipping out I was like in tears I [16:54] was a kid right even they weren't home [16:56] or they didn't want newspapers right and [16:58] my parents just you know my parents are [17:01] not the sort of like fails oriented [17:03] people in fact in my family the word [17:07] salesman was synonymous with these two [17:10] words slime and bucket my parents hated [17:14] salesmen how proud they are now all [17:16] right anyway [17:19] but luckily my friends we walk away from [17:23] eeeh [17:23] luckily my friend's father was in [17:26] marketing and a sales guy and he saw how [17:29] upset I was that was really I wanted to [17:30] be rich from the time I can remember [17:32] right he's like what's wrong time I said [17:33] you know I'm knocking it always when I [17:35] tell him the whole story about how I [17:36] planned everything out and he starts [17:39] laughing at me I'm like what's so funny [17:42] he goes you're knocking on the wrong [17:45] doors I'm like what do you mean these [17:48] all the people don't get paper skills [17:50] exactly he says Jordan there are two [17:54] types of people in this world there are [17:56] those that want to get the newspaper [17:57] delivered and there are those who don't [18:00] and right now you're knocking on all the [18:03] doors of those who don't that's why [18:06] they're not getting the paper you think [18:08] you're the first paperboy to canvas this [18:11] building there's been a hundred paper [18:13] boys before you have done all the hard [18:15] work because here's what I want you to [18:17] do tomorrow I want you to follow around [18:20] the guy from the New York Times of The [18:22] Daily News and every time he drops a [18:25] paper make a note and I want you to go [18:27] to those doors and sell them the post as [18:30] well because people will buy more than [18:32] one paper people drug shop and more than [18:36] one dress shop people will buy more than [18:38] one car these buyers and there's non [18:40] buyers [18:41] I was trying to turn non buyers into [18:44] buyers you get it sure enough I made my [18:48] list I went that having a 70% closing [18:51] rate and I was great at it right from [18:54] the start as soon as they would see me [18:56] cuz just from them what happened so all [18:58] these figures were slow attacks it's an [18:59] important lesson out there in the field [19:01] I'm going to all these doors right and [19:03] there's not a paper because they all [19:04] work there's no one home ever the ones [19:06] ever home with these homes right so I'm [19:09] getting old no answers no answers no [19:11] answers right he the wrong doors once I [19:14] switched attacking people that were in [19:17] the business of buying what I was [19:18] selling I closed almost every person I [19:21] spoke to and my paper route expanded and [19:24] I was like that's it I'm gonna be the [19:25] richest kid and then my mother stepped [19:28] in the great killed you I love Anna [19:30] Destry still why we're very close right [19:33] thoughts as her worst nightmares I'm [19:35] gonna become a vacuum cleaner salesman [19:36] going [19:37] she thought out cuz I wasn't through my [19:38] homework I just wanna knock on doors all [19:39] day [19:40] she made me sell the route to a neighbor [19:42] for $50 and I retired into the sunset a [19:46] rich man at nine my nav right but my [19:50] retirement didn't last long back in the [19:54] day I'm older than you guys most of you [19:56] at least right it used to snow like [19:58] crazy in New York this is before Al Gore [20:01] invented global warming right and the [20:04] internet ran it would snow thirty inches [20:08] all right so it snows one day I'm [20:10] looking out and my dad goes down to like [20:12] shovel is called we look at it apart [20:14] until we need that money but about a [20:16] half a mile or so mile down the road [20:18] where's the rich people I said I know [20:20] what I'll do i bundled up I went out [20:22] bought a snow shone for three dollars [20:24] and started knocking on people's doors [20:26] hey would you like your driveways shovel [20:28] for 20 bucks sure whatnot young boy I'm [20:31] so nice young times like this big right [20:33] made a ton of money and then of course [20:36] Al Gore screwed me invented global [20:38] warming and it stopped snowing right and [20:40] that was that and a business again next [20:45] stop I'm watching TV and I see David [20:49] Copperfield and this guy makes the [20:53] Statue of Liberty disappear I'm like I [20:56] gotta be a magician and I heard he had a [20:58] hot girlfriend like this is my guy I [21:00] gotta be this guy right so I decide to [21:02] put an ad in the local penny saver for [21:04] like eight cents or something I figured [21:06] no one will call me the phone starts [21:09] ringing off the hook I don't know how to [21:11] do magic tricks right so I panic a dad I [21:16] made a mistake he's like all right and [21:18] by the way my parents are interested [21:19] they they never won't like me at all and [21:21] they always said like you know Mike you [21:22] know I was kidnapped by aliens the chip [21:24] was in play they put me back in the [21:25] family right because I'm not like them [21:27] and but he was always supportive like he [21:30] would never leave me hanging after I [21:31] took me down to a magic shop in New York [21:33] City called Louis Tannen we'd buy some [21:36] tricks and within a few weeks I became [21:38] the amazing Belfort and I actually [21:39] started doing children's parties up [21:42] until the age of 60 made a lot of money [21:45] that's when I really hit it big for the [21:47] first time anybody got from New York New [21:50] Yorkers douse my brethren Jones Beach [21:57] during the summer is a public beach in [22:00] New York on a hot summer sunny day is a [22:04] million people their blanket - blanket - [22:08] blanket the river back right Long Beach [22:11] Long Walk to the concession stand and [22:13] I'm at the shoreline with my buddies and [22:15] I watching you know everybody is [22:17] bitching and moaning oh my god it's such [22:20] a long boy so I said I what happened if [22:23] I just stuck there with some ice cream [22:25] and some ices right it's a good idea [22:27] know who's doing it right next one it [22:29] took out you guys young guys so he know [22:31] it says I took a something called the [22:32] Yellow Pages right you don't exist [22:34] anymore brother it and I found some [22:36] crazy Greek distributor for Good Humor [22:39] ice cream went down there I bought a [22:41] cooler 450 or styrofoam cooler for $7 I [22:44] loaded up with a barrel of Italian ices [22:47] chip which is fudgesicles Milky Way [22:50] stickers put a bigger dry ice on top [22:51] went down to the beach walked along the [22:55] shore and said italianized sister I sold [22:58] it out in one hour and made 120 dollars [23:01] the year was 1978 minimum wage was on [23:05] like 95 cents I made a hundred twenty [23:09] bucks in an hour and it changed my life [23:13] changed my life I by the way so what do [23:17] you think I did the next day I went back [23:21] with four coolers the next day and I [23:24] carried them all down [23:25] now here's a lesson to never forget and [23:28] there's so much I'd love to teach you [23:30] here I mean you know but let me quick as [23:32] I can I'm a I'm a guy my friends are [23:35] everything today I've always been had [23:36] the good friends my buddies my mate [23:38] they're everything right so Jones Beach [23:40] is too big there's no competition so I [23:42] said to all my friends guys come work [23:44] with me it's the easiest thing they made [23:46] me girls as music at Tam Viet work out [23:48] right so old yeah yeah let's go [23:51] I took for my friends down there [23:53] every day I go out there and make five [23:56] $600 per day it's like three grand a day [23:58] now and my three other friends would [24:03] sell one cooler and stop only one of [24:09] them a guy who was actually the movie [24:11] nickname he was he was the penguin [24:13] because he walk with like a stick up the [24:14] golden wattle around right they call my [24:17] penis swordfish in the movie was right [24:19] the point is is that one of my friends [24:22] worked like I did all day long till the [24:25] sunset while the rest would stop I'm a [24:29] four or five cooler guy they were one [24:32] cooler guys why is that like to me it [24:37] was like is outlandish it was God is [24:40] really outlandish what how could I [24:41] wanted to go to college I wanted to be [24:43] rich I wanted to pay my own way I want [24:44] to get a car and I did almost as I put [24:46] myself through school I had a nice car [24:49] I lived well he's awesome the [&nbsp;__&nbsp;] [24:51] changed my life and also defined who I [24:54] was at least who I thought on my beliefs [24:56] about myself and if I work hard I get [24:59] the result so let me very quickly I have [25:02] to deviate and give you some quick [25:04] instruction here just you understand the [25:05] concept all right [25:06] there's two worlds of success there's an [25:08] inner and an outer world yin-yang [25:11] up-down left-right yes fizzle the world [25:14] physically is duality in every notch of [25:17] selling of success everything we do [25:19] there's two sides to every coin is one's [25:22] a zero says yes there's no start stop [25:24] above beneath why would it be any [25:28] different in success not it's exactly [25:33] the same in success and sales so we'll [25:37] let's it's more from together so we call [25:39] it the is this [&nbsp;__&nbsp;] paper lose my [25:41] language sorry it slipped out I [25:44] apologize know thy audience I apologize [25:48] right I think I could let them go and a [25:51] half do but I really don't anymore right [25:53] yeah anyway you have two worlds yeah [25:56] what's called the inner world of success [25:58] and the outer inner is what happens up [26:02] here it's your success mindset [26:06] everything that house before you go out [26:07] into the world take action and then you [26:09] had the out of pretty basic right guys [26:11] everyone knows this right but sometimes [26:12] we forget because it starts up tear [26:15] there are four distinctions on the inner [26:18] world number one the ability to manage [26:20] your state to be an empowered state [26:22] there are certain states that lead to [26:24] success to be certain clear clarity all [26:28] right courage confidence the four C's [26:30] then we have your belief systems the [26:33] bleach you have about yourself about [26:35] your capabilities about what's good in [26:38] the world what's right what's wholesome [26:40] what's not and we act and process the [26:42] world based on those beliefs there's [26:44] certain sets of beliefs called [26:46] empowering beliefs that lead us to [26:47] massive success and there is limiting [26:50] beliefs that hold us back and no best [26:52] metaphor of quick is like a Ferrari [26:54] imagine a Ferrari right and it's you [26:56] know six hundred thousand bucks [26:57] beautiful cherry red chassis z-- 12 [27:00] cylinders four valves per you go 300 [27:04] miles an hour if there's a governor on [27:07] the engine stopping the flow of gas I [27:10] don't care how fast it could go it's not [27:14] going over 55 that's what a limiting [27:17] belief does just one it stops you from [27:20] charging forward when you should cause [27:22] you to pull back when you shouldn't and [27:24] we all have them all of us including me [27:27] if you don't think you have one guess [27:29] what you just found your first limiting [27:31] beliefs we all have them and we got to [27:34] root them out now some of us are really [27:36] good at doing it on the fly and we [27:38] succeed but we warmly felt sick and [27:40] sorry don't feel fulfilled [27:41] so there's better and more elegant ways [27:43] separate subject right moving forward we [27:45] have what's called vision focus and I [27:50] have time to do this video choice I met [27:51] you think about a years now to create a [27:53] vision for your future understand this [27:56] people will never follow you because you [27:59] have a goal human beings follow vision [28:04] every human being is thirsty for a [28:07] vision and if they don't have one they [28:11] gravitate towards someone who has one [28:14] you got to become a visionary in your [28:16] own life bottom line [28:18] now there's two sides [28:19] because see connecting to your vision [28:22] you have goals your vision sits on top [28:26] of your goals and your goals show you [28:30] whether you're moving in the right [28:31] direction or wrong direction but it's [28:34] your vision that you're emotionally [28:36] connected to the other side of this coin [28:40] is the competency is called vision focus [28:46] training yourself to focus on your [28:49] vision versus what you're afraid of [28:53] people human beings with species we tend [28:57] to focus on our fears and what's wrong [28:59] and the universal law is what you focus [29:03] on you move towards and what you focus [29:05] on you attract the Laura's right it does [29:07] work not like the secret says but it [29:08] does work in a practical way with you [29:10] take action and move towards what you [29:12] want so what we need to learn to do is [29:15] to focus on our vision with laser-guided [29:21] precision with one eye while we [29:25] constantly scan the horizon for other [29:28] opportunities you don't want to have [29:30] tunnel vision because I promise you that [29:35] when you really get rich one day it's [29:37] not gonna be in the way you thought it's [29:41] the opportunities that pop up the little [29:43] tweaks that you make the pivots that's [29:46] having bike for cated focus one eye on [29:49] the vision other opportunities that are [29:51] getting integrated into your vision you [29:53] don't throw out your vision but you [29:55] integrate in your visions of living [29:57] breathing growing animal the goals are [30:00] what connect you from today to where you [30:02] want to go and your emotional attachment [30:04] that makes sense yes perfect okay and [30:08] then lastly and the one I've been trying [30:10] to get to here is called your standards [30:13] we all have a personal standards not [30:18] just for money but let's talk about [30:21] money what is your financial standard [30:24] what amount of money will you not settle [30:27] for less than [30:30] me I'm not making 10 million plus a year [30:33] I am I'm not feeling good not I'm antsy [30:37] now by the way that's not right or wrong [30:41] and if your vision if you are standard [30:43] is to make a hundred thousand year [30:45] should be tough to live a good life but [30:47] let's say it's 500 a year it's really [30:50] not wrong or right but the question is [30:52] this is your standard congruent with [30:57] your vision there's many people out [31:00] there I know them well as I fire them [31:02] after a week into work me [31:03] they have champagne visions and beer [31:07] standards your standard is what you must [31:12] make your what you must have financially [31:16] and will always get that won't keep [31:18] working with your own it's like a [31:19] thermostat in your house you hit the [31:21] right temperature what happens you shut [31:23] off you cool down it's too low it picks [31:27] back up that's your standard your set [31:29] point for money it's the best I was a [31:31] full cooler guy I had a high standard [31:35] and it was congruent with my vision I [31:38] wanted to be rich I walked out a big [31:40] light the whole thing right so I'm not [31:43] gonna tell you your setpoint is wrong [31:45] what I want you to ask yourself is does [31:49] it match my vision some people have and [31:53] I bet you there's a lot of you here like [31:55] this which I can get my hands on you for [31:57] a long time could you have really high [31:59] standards I bet most do you do that's [32:02] why you're here but you don't quite have [32:06] this vision clarify yet you don't really [32:09] have your map goals and stuff but you [32:12] know it's about towards about money not [32:13] about the people your vision just so you [32:16] understand the power of your vision and [32:18] I'll close with that remember me I'll [32:21] loop back in the end but it's not about [32:22] you found other things that are busy [32:26] people that you love unconditionally the [32:28] causes you believe in you'll always do [32:31] more for other people and for ourselves [32:32] bottom line so when you have an unclear [32:36] vision and high standards you feel empty [32:40] he and you you making money you working [32:42] hard but there's a lack of fulfillment [32:43] to the whole thing [32:45] your life's not running on all cylinders [32:48] when you have couldn't grow and see [32:50] between these two things [32:53] Wow it's just it's just maybe you're in [32:57] flow and by the way any person in this [33:02] room is capable of doing I'll tell you [33:04] why and I'm dead serious [33:06] cuz there's two types of people in the [33:09] world you have what are called reason [33:12] people people will tell you all the damn [33:15] reasons why they can't get what they [33:19] want in life [33:21] given the best operating hours too [33:23] expensive [33:24] I'll have to travel somewhere oh I have [33:26] to spend time with my wrap I call them [33:28] ducks quack they float around in the [33:31] duck pond with duck poop you know they [33:33] never go anywhere Wow and you see them [33:36] all tumbling I wash it as I talk about [33:38] the bills blah blah it's a duck like [33:42] mentality they have this impossibility [33:45] notion if you want to go find some just [33:47] go to Motor Vehicles will find a lot of [33:48] people working there ah sorry I can't do [33:50] that sorry [33:51] alright and on the other side of the [33:53] equation you have what a cold results [33:56] people people that get stuff done they [34:00] get results I call them the Eagles I [34:04] didn't make this up while you probably [34:06] heard it the Rossum [34:06] Hey Eagles cuz they saw they make away [34:10] they find a way but they'll get where [34:12] they gotta go Eagles find a way dunk [34:16] swallow around in the duck pond with the [34:18] duck poop they never go anywhere fast [34:20] and they'll tell you all the reasons why [34:22] and it's what it is it's their story the [34:26] Ducks have a story and to them that [34:30] story is real all the reasons why they [34:34] can't get what they want and the irony [34:37] is is that it's that story that they [34:41] tell themselves that stops them from [34:43] getting what they want because the story [34:46] stops them from getting honest which is [34:50] Noah pal you got some work to do [34:52] if you want to succeed live a [34:54] first-class life you got to educate [34:56] yourself you got to grow yourself you [34:58] got to work really really hard no one's [35:00] handing you anything in this world if [35:02] you think so I've had to only wake up [35:04] now [35:05] I've tried I really if there's someone [35:08] else to the image it doesn't work [35:11] self-reliance once you realize that it's [35:15] within your power to go out and make the [35:18] world the way you want and you and your [35:20] word to commit to learning the skills [35:21] and working your tail off you're [35:24] unstoppable and you feel great now there [35:28] is not one duck in this room you know I [35:33] know that I'll tell you out I think it's [35:35] it's the reason I know that is because [35:42] Ducks don't come to these rooms they [35:47] won't come it's like the movie The Omen [35:48] they try to bring Damian the devil child [35:50] into churches like ice creams right the [35:53] doc won't come here I'm a duck's worst [35:57] nightmare to tell you that right I speak [36:00] the truth about success hardwork [36:02] self-reliance it's learning the skills [36:05] of success no shortcuts but you get rich [36:07] quick I believe in getting rich quick [36:10] but it's like you work really hard don't [36:12] get the result you worked really hard to [36:14] learn it's the lining up the elbows [36:15] recession find work on him BAM when that [36:18] last piece comes in the money pours in [36:20] that's what life is really all about so [36:24] I know there are no ducks here you're [36:28] all Eagles but here's the truth many of [36:31] you less so here than the average room [36:35] but some of you you've had your wings [36:38] clipped something happened along the way [36:42] so you will born an eagle maybe you went [36:46] to work for their own company the first [36:47] time so and whispered something in your [36:49] ear you're not meant for sales you're [36:52] not good enough for something wrong and [36:53] you develop the limiting beliefs [36:55] maybe having problems with your state [36:56] matter maybe you just don't know how to [36:58] close there are some weird people out [37:01] there in the world like me that called [37:03] born closers [37:05] I'm a born closer I didn't have to [37:07] figure it out [37:08] my brain was watering that weird way [37:10] that it allowed me to just know in tune [37:13] with you and I bet you there's a bunch [37:14] in here raise your hand if you're a born [37:16] closer yes a lot more hair ready [37:18] give me some round applause mom what I [37:24] did with the straight line was I somehow [37:27] figure out if I set my own strategy as a [37:29] blonde closer and I allowed it to be [37:31] such a used by some people our warrant [37:33] and turn them into the same level of [37:35] closing that's what the straight line [37:36] does the flash throw it so anyway for [37:40] all of you whether it was a the wrong [37:41] job a baby but you know we live in a [37:44] world excuse my french where [&nbsp;__&nbsp;] [37:46] happens you know you're walking along [37:48] the street you're doing everything right [37:50] and family hey just happens you live in [37:53] that world sometimes it's our own fault [37:55] like me I make mistakes [37:57] I step over the line and I deserve what [38:00] I got but sometimes it's not your fault [38:03] really [38:04] it's a cruel tough world it's not fair [38:07] and what happens is we get all wings [38:10] clipped so we're still Eagles but we [38:13] start thinking like ducks we start [38:16] lowering my standards we forget about [38:18] that vision that we had that once was so [38:20] bold and bright and clear and I'll [38:22] likely gonna have you know what I'm here [38:25] to give you your wings back bottom line [38:29] that's what [38:34] and it starts with understanding these [38:38] two worlds on the other side you have [38:40] what's called the rules of business and [38:43] entrepreneurship business has rules let [38:46] me tell you that well forward so I made [38:48] all this money I went to college and my [38:51] mother because from the time I was two [38:54] years old sitting in the high chair my [38:57] mom was spoon feeding me applesauce and [39:00] she's saying the only noble way to be [39:04] rich is to be a doctor you gotta be a [39:07] doctor as the applesauce one in doctor [39:09] and dentist of like doesn't get moses [39:11] right when i got out of college right I [39:16] didn't know I didn't know Jimmy hello [39:20] yeah good so when I graduated from [39:23] college I was probably like you guys so [39:27] would say what do you want to do for a [39:28] living [39:28] I want to be rich for a living know what [39:30] I wanted to do I wanted to be rich so [39:34] you know I couldn't go to medical school [39:36] mean eight moy and kill myself at eight [39:39] more years of school I couldn't do it so [39:40] I think you know dentists make a lot of [39:42] money [39:42] my mom had those brothers as he was [39:45] really rich so I said you know I'll just [39:46] be a dentist right I applied encik on [39:49] very good grades I got in some well [39:51] proud and happy the first day of [39:53] orientation I go down to Maryland [39:56] University of Maryland right Baltimore [39:59] College of Dental Surgery I get in front [40:02] of the Dean is 110 of us in an [40:05] auditorium the deed gets up he's a white [40:08] hair guy white jacket very dental [40:11] looking right and he's like I want to [40:12] welcome you all to the Baltimore College [40:14] of Dental Surgery she's proud to be here [40:17] dentistry is a wonderful profession waa [40:20] blah blah McCall right so far so good [40:22] and I'm looking around trying to size up [40:24] the competition you know and they look [40:26] pretty bright-eyed and bushy-tailed [40:27] right and so far goes but let me say [40:31] this the Golden Age of Dentistry is over [40:35] if you're here to make a lot of money [40:37] you're probably in the room was like [40:40] what the hell I'm in the wrong place I [40:42] got up on the Left I dropped out just [40:44] like that the first day [40:51] you should have seen the look on the [40:54] face of the other kids when I walked out [40:56] I never went back [40:57] of course I didn't tell it to my mother [40:59] she's a cow school ago it's great mom I [41:02] felt bad right I lied I felt compelled [41:04] there was a white line right before she [41:08] was the first of many over a few years [41:10] right what's wrong your eyes nothing I [41:14] have this my back is hurting by the bed [41:16] mom anyway so I drop out and I have to [41:24] now go back to New York [41:26] to move in with my parents you know for [41:29] the movie I can assure you it was no [41:30] picnic right and I answer a blind ad in [41:34] the paper it says action make a thousand [41:37] dollars like this 83 84 right 85 so it's [41:41] like like 2,000 or 3,000 right now right [41:44] thousand a week company vehicle my [41:46] company vehicle once is great I go down [41:49] there it's a warehouse and I see these [41:52] guys running around with pickup trucks [41:54] and freezer box is there selling meat [41:57] and seafood I'm like what is this the [41:59] restaurant no no it's not restaurants [42:00] its door to door ah what do you mean [42:03] like well I'll put you through the [42:04] training program I said okay I said I [42:07] get it yeah yeah all right great [42:08] so they said all right we're gonna [42:10] introduce you to this guy and his name [42:13] is ne s this is on top salesman error [42:15] and Eddie will take you through the [42:16] ropes and tomorrow and get your own [42:18] truck so we're going through the neon [42:22] the course is here as he's driving some [42:24] neighborhood up in Westchester County [42:25] and Eddie says to me listen the key to [42:29] the whole thing is you gotta stay pumped [42:31] and positive when you're out there in [42:33] the field you can never get negative [42:34] because once they see a sweat you can't [42:36] close a deal and also whatever they say [42:40] to you matter how rude they are how [42:41] nasty just say have a nice day [42:43] I'm like why goes cuz it makes you feel [42:45] better about yourself alright whatever [42:49] right she goes just follow me on the [42:50] masters right so we drive up we pull up [42:52] through first we do in both homes [42:54] private homes and storefronts right for [42:57] the owners of the stores open to work [42:58] people working it right first door [43:01] knocks on mmmm hi my name is Eddie [43:03] like have a nice day right there's no [43:05] problem over there we go next one [43:08] knock-knock-knock and he's got this [43:10] thing you know proud walking [43:11] everything's like you know the closers [43:13] not right dorms hi my name's idly means [43:16] you slams like have a nice day [43:18] don't worry about well you ever been in [43:20] a cold day bud who's been the cold a [43:23] right and he was in a cold neighborhood [43:26] nobody wanted the food as the phrase but [43:29] right three hours later he knocked on [43:32] seventy-five doors he hadn't sold one [43:35] box he hadn't got a single pitch off and [43:39] every time you get out of that truck and [43:42] he woke up with his chest out [43:43] knock knock doc you know hi my name is [43:46] Eddie I was impressed right and then [43:47] somewhere around 12:30 1:00 o'clock he [43:53] gets out of the truck he looks like a [43:55] fool tough babe drops his shoulders dry [44:00] walks up and he goes up to the next [44:03] doors heads hung low shaking his head [44:05] he's like melody I do hope they don't [44:09] answers they don't reject me the woman [44:11] opens the door it's a kind looking he [44:14] goes you wouldn't want any filet mignon [44:18] shrimp or lobster tails right I mean the [44:20] last 35 people just slam the door right [44:22] so I assume you're gonna do the same [44:24] thing too right [44:25] he didn't say those words he didn't have [44:28] to and you know what I'm talking about [44:30] this audience knows well you didn't [44:32] happen it was in every enunciation body [44:36] like I was like oh my oh my god it was [44:40] like the food was poison he was acting [44:41] like I'm like I'm like does he know you [44:45] know you don't remember everything you [44:46] see in life I this experience I would [44:49] never forget I would never forget it [44:52] and it's shaped Oh much of the in terms [44:55] of the inner game of state matters [44:57] doesn't Wow [44:58] I will never let that happen to me and [45:00] of course Eddie went out for he didn't [45:03] sell one box the first day not even one [45:06] box right right fair enough right next [45:09] day I go back there a a bad day I said I [45:11] still want to do it they gave me 35 [45:13] boxes of me right so just sell five [45:16] boxes of [45:17] right real six days seven day whatever [45:20] is right say go out and do your thing [45:22] again my truck they drive up to a [45:25] wealthy neighborhood in West chest I [45:27] figure they'll be richly can afford a [45:28] lot of food right first door I knock on [45:31] big house right knock on the door I [45:34] guess you don't [45:36] nice woman comes down I said hi my [45:39] name's George little beaten cv2 your [45:40] neighbors here I have some extra boxes [45:42] on the truck and give you everything in [45:43] a really good dishes what do you got I [45:45] said we'll come on out the first woman [45:48] bought 13 boxes of meat from me first [45:57] and you know what happened it was like [45:59] an out-of-body experience I was like oh [46:02] my god I didn't I didn't know I had this [46:05] talent I knew I sounded good like you [46:08] never feel like you knew you sounded I [46:10] was like oh my god Eureka I've arrived I [46:14] think about it [46:15] beach hard work drive papers hard work [46:19] drive huh this was sales and I add the [46:23] gift of all gifts I could the words were [46:26] coming out perfectly I knew how to smile [46:28] the smile [46:29] I just just all and you know what I'm [46:32] saying exact this room knows what I'm [46:34] saying right I almost sold the woman the [46:37] truck the whole sheets are altered to [46:39] buy the truck from me the first day I [46:42] sold the entire truck I came back [46:46] without one box of date right [46:53] the owner name of the company and if [46:56] anyone remembers here his great American [46:58] meeting super nicely the closer people [46:59] remember this telling what did you did [47:01] you give what did you do you felt the [47:02] family friends I said no strangers so I [47:04] come on like strangers if I went to my [47:06] family right like I would never go [47:08] what's all this crap he beat to my [47:10] family right yeah he was actually pretty [47:14] good right [47:16] anyway the first and I and violated a [47:20] single most boxes sold as they was like [47:22] fifteen is less on thirty the first week [47:24] I sold two hundred and seventy five [47:26] boxes and I shattered the industry [47:28] record and I was so good at it like I [47:31] just like literally everything like and [47:33] I'll tell you some great stories I have [47:34] to go guy go like fifteen minutes over [47:36] as a cold man there's so much I could [47:39] teach you guys Ivana and I love you guys [47:40] are awesome so near hey so anyway long [47:43] story short I'm breaking all the records [47:45] and sending out their salesmen through [47:47] the train and guess what happens no [47:49] office thoughts to embed it cuz the [47:51] belief they start sticking I'm feeling [47:52] right they asked me to start giving some [47:54] meetings so I look at one of my friends [47:56] I asked my my friend Elliot come from [47:57] [&nbsp;__&nbsp;] come right I said what are we [47:59] working for these morons for hey half [48:01] the stuff is the out of stock let's open [48:03] up our own meat and see for company [48:05] which we did with one truck and I used [48:08] the profits from my own sales and I [48:10] bought a second truck and then a third [48:11] truck and a fourth drug before I knew it [48:14] I had 26 trucks on the road I was 22 [48:17] years old driving a 911 with a phone my [48:20] first full of cell phone back in 1985 [48:23] all the people who know about us I got [48:25] the first pill I almost ran an [48:26] accountant like 7000 dictaphone out of [48:30] the car back then right and I arrived as [48:34] a businessman cuz I was rockin wrong [48:36] with making a ton of money I thought but [48:40] I was actually making every mistake a [48:44] young entrepreneur can make I was over [48:47] expanding I was on there capitalized I [48:49] was growing on credit [48:50] I wasn't screening out my employees half [48:52] my guys they take the truck they come [48:53] they were smoking crack under a bridge [48:55] of like where's the guy hello hey come [48:57] to the guy [49:00] I knew nothing about business guys [49:04] you don't go come into the world knowing [49:07] how to run a business and they don't [49:09] teach you in college [49:10] god forbid right they learn business has [49:13] rules [49:15] if you break those rules you're gonna [49:17] feel massive pain and I did when the [49:21] barbecue season ended the business [49:24] slowed down as I said very quickly the [49:26] business owners know I was growing on [49:28] credit so as I expanded my receipt my my [49:34] payables got bigger but I got the cash [49:36] three days I was growing on the cash and [49:39] all of a sudden the cash flow dried up [49:41] and the bills came though and what I was [49:44] like the proverbial touch me is Dutch by [49:46] that my friend he said I was like I need [49:47] Syrian to put his finger in the dike [49:49] he was springing leaks everywhere and [49:52] just like that I was out of business and [49:56] had to declare personal bankruptcy I [49:59] co-signed for all 26 trucks and [50:02] everything collapsed they had Mike they [50:05] took my Porsche they towed it was the [50:07] saddest day in my den life they towed it [50:09] away right that a week or two later I [50:12] was just didn't know what to do and in [50:14] my neighborhood local neighbor now at [50:16] the bottom of my emotions and I hear the [50:20] story about some kid who I had grown up [50:23] with named Michael Fork now just so you [50:26] understand Michael Falk was the kid had [50:28] no one to play with he had a weird smell [50:31] you know the funny smelling house is [50:33] really I'm a play that kids houses his [50:34] grandmother dick chase of the broken [50:36] away grandmother right he was the weird [50:38] kid with pimples on his face and I hear [50:39] this rumor he's making a million dollars [50:42] a year as a stockbroker I'm like that [50:46] can't be possible million I'm aware [50:48] 20,000 a week it's possible I'd never [50:51] find dollars in my pocket right few days [50:54] later I'm in the park he comes up in a [50:57] Ferrari with a thousand-dollar suit on [51:00] and a beautiful blonde I'm like I want [51:02] the car I want the blonde I was like oh [51:04] my god I say Michael I'm like Mike what [51:07] do you think azam a stockbroker I made a [51:09] million to last year I'm and the best [51:11] thing about a stockbroker is the first [51:13] employee income [51:14] I am in college I said money money money [51:16] right and here's what I said to myself [51:20] which I'm sure many of you have said to [51:23] yourselves at least once in your life [51:25] and that Mora can make a million dollars [51:28] you I can make Ted yes sir yes so I [51:36] answered an ad in the paper I had to go [51:38] down to Wall Street and sell myself a [51:40] job because let's just say my resume was [51:44] not looking so good at this point I was [51:46] a dental school dropout who just [51:49] declared bankruptcy hire me right so I [51:51] get in there and shir as the movie says [51:53] but I got into the into I started [51:55] pitching the guy stop right in the in [51:58] that what I was saying I'll just try to [52:00] impress the guy and the guy goes whoa [52:02] whoa calm down [52:03] I never see any lights goes either one [52:08] of two things are gonna happen to you [52:09] edie gonna be the most famous broker on [52:12] Wall Street history [52:13] or you'll end up in jail the guy was a [52:15] genius was right on both accounts right [52:22] he hires me and for six months I cold [52:28] called and slaved away Mickey eighty [52:31] bucks a week and you know I did at night [52:33] time I went door-to-door into the [52:35] buildings and stole jewellery [52:36] door-to-door to pay my rent I was with [52:39] wife number one back then she's like for [52:41] what I have not done well on the wife [52:42] DePaul and I admit okay so I'm not [52:45] teaching you relationship mastery of the [52:47] sales mastery you got a Tony Robbins [52:50] matter I'm a sales trip anyway she was [52:57] great wife number one right and finally [53:02] and but here's a great lesson guys is [53:04] that even though I was broke and [53:06] destitute those days dialing the phone [53:09] with some of the happiest of my life you [53:11] know why because I knew I knew I could [53:15] blow them all the ways it just no I'll [53:18] pay my dues I saw what Mark Hannah was [53:20] making and I'll make one of later all [53:22] and everybody knew it everyone there [53:24] knew it I found them they I had a [53:26] reputation alright finally my day comes [53:30] my first day October 19th 1987 Black [53:34] Monday and I watch in shock and or as [53:37] the book goes down 508 points my first [53:40] egg and just like that LF Rothschild [53:44] affirmed that was in a business for 112 [53:46] years shuts down and I'm out of a job [53:48] and that was and I couldn't even believe [53:51] it and that's how I ended up at that [53:54] small firm and now let me just collapse [53:58] time baby but we skip through a few [53:59] things here right and let's get going I [54:02] want to you know give you guys the [54:03] straight-line learning as much like [54:05] hands so they take one step and I'll [54:08] jump ahead like three years obviously as [54:12] you could guess the first time I picked [54:16] up the phone to sell stock [54:17] I was the ready stock I just had a gift [54:19] I did and everybody's just like the move [54:22] and he'll stop like what the hell and [54:24] the whole room gathered around this is [54:26] before anything it's a straight line but [54:29] I was still using it without knowing it [54:32] like all of you [54:34] don't know something you know the [54:35] straight line you use the straight line [54:36] says you lie yet me but even if you're [54:38] not usually using it you don't know it [54:39] because it's just basic it's just it's [54:41] how you go about getting someone to buy [54:43] with a straight line is it's the very [54:44] regimented way it's works [54:46] it's amazing right really is the bet you [54:48] know everyone should have one veg in [54:49] there like that was mine okay that and [54:52] my God's creation my children who I love [54:53] more than anything right the greatest [54:55] things in my life right like kids a lot [54:57] more than the straight line but it was a [54:59] great thing and let me go back I got [55:01] just fast Sonia I start my own firm I go [55:04] to the small firm same process I say the [55:07] guys are more and I'll stop my own [55:08] except this time see here's the thing [55:11] about failure the lessons are in the [55:15] failures guys all right see that meat [55:19] business book I went to Harvard Yale on [55:21] his college ball knocks all than one [55:23] what I learned from that business boy [55:25] when I started strand and I walked into [55:28] the room with the boys are like what did [55:30] you go to business go like no I knew I [55:32] really knew my stuff now cuz I felt the [55:35] pickup not like the pain of failure to [55:37] nail in the lesson right about [55:38] everything and I didn't exactly right [55:40] get my expenses low and hold they made [55:42] all the right moves right and that was [55:45] that magic moment I invented the [55:47] straight line and then it just went nuts [55:49] cause what happened was these kids who [55:50] couldn't close the door they started [55:52] telling their friends and their friends [55:54] started coming in first that came from [55:56] Long Island in New York then from all [55:58] over the country every day kids would [56:00] line up at my door and just you're safe [56:03] swear loyalty I'll teach you the [56:04] straight line make you rich and it [56:06] worked [56:06] for many years then it got corrupted [56:08] with greed seriously curry I'm the first [56:10] worst of it it wasn't drugs I wish I [56:13] could say it was drugs it was greed so [56:15] be careful because success without [56:18] ethics and integrity is not success guys [56:21] it's just not seriously okay really [56:25] I wouldn't change a thing [56:31] but cause it's my life because my I have [56:35] no regrets because that's not a way to [56:36] live but of course if I could do it [56:39] again I would yeah you know you'd wanna [56:40] you know people would not lose money and [56:42] stuff but the point is is that you have [56:45] to learn from your mistakes and grow [56:47] from it not dwell on and be disempowered [56:49] but let me spend the me about three [56:51] minutes I'm gonna go over a little bit [56:52] okay if I go over Rover we're good can I [56:57] give him that ten minutes okay [57:00] I'd love to come back by the way and do [57:02] a longer training one day but I'm you [57:04] know anyway there's all the people to [57:06] speak here's the deal here's what in [57:08] essence what the straight line is guys [57:11] it's gold Horry oh my god I stopped I [57:15] gotta tell you one thing I'm sorry I [57:19] went after I went to jail real quick [57:23] right I sold mortgages door-to-door [57:26] do you always making $100,000 a day in [57:29] the refi boom $100,000 they myself I [57:34] walk house the house is this the [57:37] business and say hey my name is Joe and [57:39] I'm a mortgage broker what rate your [57:40] pain that's how simple the pitch was and [57:43] then say I've said really oh my god it's [57:46] all in the body language the way you [57:48] smiled on guys don't endorse it so it's [57:52] the greatest you know I loved ourselves [57:54] I loved it it's really [57:59] no I know here penny and marketing money [58:04] you could do it all for the government [58:06] just taking all my money was after [58:08] Stratton I had nothing [58:10] how do I start myself door-to-door sales [58:12] that's how I started I went I saw an [58:15] opportunity Morrison I said no he's [58:17] crazy to go door-to-door no one had ever [58:19] heard the pitch before imagine you're [58:21] like mortgage broker after every combs [58:22] brushes electronic boy yeah we're ready [58:25] paying nine and I could tell you stories [58:27] made people like I walk into like I [58:29] throw every person I know why am i [58:31] talking when they buy from me anyway [58:33] right the cause of certain things I was [58:35] doing my tonality my body language [58:37] I swear to tell you that story let's get [58:38] back to the straight line the straight [58:40] line is goal-oriented communication what [58:42] I mean by that is you look backwards [58:45] it's okay I just closed the sale what [58:51] had to line up like what caused that to [58:54] happen no there's an open does it open [58:57] and there's a we store the fresh even [58:59] get paid meals in you have an open and [59:03] you have a closed right and every once [59:06] in a while you get one of those that's [59:10] [&nbsp;__&nbsp;] you that's a straight line by [59:12] the way [59:14] an artist on that okay straight that's a [59:20] straight line beyond drugs right so this [59:23] is your open this is your clothes right [59:26] and every once in a while [59:29] you get one of those perfect lay down [59:32] sales where everything you say and [59:35] everything you do they're almost [59:38] pre-sold who's the hot one of those [59:41] right the problem is they're far and few [59:46] between most of the time you're prosper [59:49] tries to take you off the straight line [59:52] they have questions they'll objections [59:54] they start to ramble so what you have is [59:57] these healthy boundaries above [60:01] below the line when you're inside these [60:04] boundaries you're in control of the sale [60:07] in control when you're outside the [60:10] boundaries you're out of control [60:11] spiraling off the Pluto or down here to [60:14] your anus not a good place to be okay in [60:17] control out of control what I said to my [60:21] guys that night I said guys I realized I [60:25] realized what happened there was [60:28] something about the way I was speaking [60:32] in my voice and the way I would group my [60:35] words that instantly I was being [60:39] perceived a certain way see they said a [60:43] couple things to me they said there's so [60:45] many objections and they also said we [60:48] keep getting cut off we can't even get [60:51] our picture off I'm like what like many [60:54] a second like no one cuts me off on but [60:56] avidin asked for the Audion what how are [60:58] they getting objections before they [60:59] asked for the order and hit me and like [61:02] I might guys people don't come I said [61:04] when you're on the phone especially in [61:07] person and the phone it's for seconds [61:11] the person it's a quarter of a second [61:14] it's like left in a second to establish [61:17] three crucial things well you're done [61:20] you can't influence anyone I'll tell you [61:23] exactly what they are in those first few [61:25] seconds you must be perceived as being [61:27] number one sharp as a tack sharp on the [61:31] ball a problem-solver so it doesn't [61:34] waste time number two enthusiastic as [61:37] hell at what you have must be good Suzie [61:41] azimuth and number three an expert in [61:45] your field an expert in your field we [61:49] have been conditioned this is the key [61:52] here guys since we're yay big to defer [61:56] to experts when we went to a doctor [61:59] yeah no diploma on the way he'd say ask [62:02] you a question you tell you do whatever [62:03] he told you to do you begged over if he [62:05] told you vent all right we've been [62:07] taught to essentially defer to experts [62:10] we seek them out to solve our problems [62:12] and we've been taught since with this [62:14] Figg when you're in the presence of an [62:17] expert or someone that you think is an [62:20] expert you let them guide the process [62:24] what was happening is I would get on the [62:28] phone or in person and I had a certain [62:31] way of talking make eye contact it's a [62:34] movement this is not the average bear [62:35] and what they were really saying was [62:38] this what these three things chunk up to [62:42] is that you are a person worth listening [62:46] to and even higher still because you can [62:51] help them achieve their goals you can [62:54] help them get what they want people [62:58] don't talk to you give you the time of [62:59] day and they won't answer your question [63:02] you need to ask them to get to the [63:04] bottom of things if they don't think [63:07] you're an expert [63:08] sharp is attack you on the board [63:10] enthusiasm people say come on join the [63:13] enthusiasm I don't mean oh my god not [63:15] that crap I'm talking about something [63:18] very different [63:19] bottled enthusiasm it's an energy it's a [63:22] power inside you it's a whisper it's not [63:25] yelling it's something that just is wow [63:27] this bad baby is serious [63:29] he means girl she is sir she means [63:31] business as this force is bottled [63:34] enthusiasm it's like you're a seething [63:36] volcano but you don't erupt because [63:39] you're in complete control cause you're [63:40] an expert you're a problem solver and [63:42] when they perceive you the right way [63:46] what do they do they hand you control of [63:49] the sale once that happens it creates [63:54] amazing possibilities because what I [63:57] also figured out that night was what I [64:00] was doing there was these five core [64:03] elements that I was lining up the same [64:06] way every single time because my guys [64:10] weren't in control they couldn't run [64:12] patterns they could you get it with your [64:14] react like Mike Tyson he gets into the [64:16] ring he's beating Hillary like I [64:18] covering up cuz he's in control he [64:20] quarters you and then bam knocked out [64:22] every fights the same he hits you body [64:24] blows get you the court you're out [64:26] the novice is covering up on defense [64:28] same raisin knob the salesman the expert [64:32] is in control and when the experts in [64:36] control it allows you to number next [64:39] thing you do because you're in control [64:41] and here's the real keys to the kingdom [64:43] guys is you don't use that to Punk [64:49] that's not what I mean when I talk about [64:52] taking the try know me you start talking [64:53] you start asking questions you gather so [64:58] step one in the straight line syntax is [65:02] you must take control cuz without [65:05] control there's no straight line you're [65:08] in the crooked line you're here you're [65:10] there you're ever you can't do anything [65:12] nothing good could happen and by the way [65:14] I said to my guys they got four seconds [65:18] to establish the seats it turned out I [65:20] was wrong I was wrong in 2015 [65:25] Harvard University came out with a study [65:28] and they said it was five seconds so I'm [65:31] really sorry I was off by a second you [65:33] know what they said here's weird what [65:35] they said surely weird [65:36] they said if you yell they say you have [65:37] five seconds to make the first [65:40] impression or you're done here they also [65:41] said that if you make a negative first [65:44] impression it takes you seven subsequent [65:48] meetings to change someone's mind value [65:50] connects you guys the hardest question [65:52] anybody to get seven shots to close [65:54] seven meetings seven shots never happens [65:58] you got one shot guys to it most usually [66:02] one you got us so how do we do this so [66:06] how do you must take control like that [66:09] how do you stop oh [&nbsp;__&nbsp;] well is it [66:11] through the words you say hey Jim I'm [66:13] Charles attack I'm Thursday ice rattling [66:14] what the hell is wrong with this guy the [66:17] words don't exist there are no magic [66:21] words the way we do it is twofold [66:24] through our tonality and our body [66:27] language and of course saying the basic [66:30] words but as I always said my pitch in [66:32] the mortgage business that may be [66:33] Millions was like hey I'm sure I'm [66:35] always wrong [66:36] that was it now of course things came [66:39] after that I run the straight line but [66:42] the point was is that there's no magic [66:44] words it's becoming an expert in [66:47] tonality and bodies you're a certain [66:50] tone Alaniz their action 29 no no I got [66:55] a guess what guys of the 29th oh now is [66:58] you think it's April cook em of the 29th [67:02] when alleys there are 10 core [67:06] influencing tonalities right and you [67:10] don't even have to learn them you [67:13] already know them every one of you and [67:17] you've used them a million times just [67:20] like I am now and I'm old my voice and I [67:23] bring you in with a whisper there's ten [67:26] tone alleys use who's here who's ever [67:29] told the secret razor a whispered [67:30] question right who's here a tatami was [67:33] so certain and you spoke certain red rim [67:35] who's had a tongue you really cared [67:38] about something you spoke with empathy [67:39] who said that one every tonality you've [67:43] used when you really felt it what we [67:45] learned to do with the straight line is [67:47] to use them on purpose at strategic [67:51] points in a presentation you'll be [67:54] shocked and how easy influence becomes [67:58] cold calling whether to press on the [68:00] phone and I gotta stop some guys here [68:03] come really over I'm sorry but say no hi [68:08] my name is Jordan hi I'm Jordan [68:10] you know from XYZ company they're like [68:13] click I say hey my name is Jordan I [68:15] question from XYZ company and you talk [68:18] like huh what by phrasing up statement [68:21] as a question it paralyzes someone's [68:24] internal monologue and stops them from [68:26] narrating against you in the first you [68:30] said was so much guys that toenail it's [68:33] like a weapons for good not a bad thing [68:35] it allows you to quiet their mind down [68:40] to something oh my god this is a sales [68:41] or another salesman so because there's [68:44] so layer that is the conscious mind let [68:47] me India the conscious mind [68:49] and a limited amount of processing power [68:51] right so when you use tonality every [68:55] tonality has five words attached that [68:59] the person here is an item saying them I [69:01] said you Jim how you feeling now he says [69:04] well he really means it they hear that [69:06] they their brain is trying to make sense [69:08] of your tonality so when you use [69:10] tonality stack together your mind is [69:12] completely Wow what does he really what [69:14] you saying and they stop saying what an [69:15] ass you get it and allows you to disc it [69:20] in because but you know what the front [69:22] half for the sale is it's about dying by [69:25] death from a thousand cuts there's no [69:28] one thing you're gonna say in the front [69:29] half for the sale that's gonna close it [69:32] it's a matter of not blowing it tonality [69:36] body language how you make eye contact [69:38] how you shake hands how close you stand [69:40] to a door what angle of your body is [69:43] this guy's once you learn these things [69:45] and then of course I'll just end it like [69:48] this the five core elements watch they [69:51] must love your products right everyone [69:55] knows that but it's both on a logical [69:57] and an emotional people don't buy a [70:00] logic they buy in emotions gonna let me [70:02] give you two minutes all right so I'm at [70:05] a time and people don't buy lies they [70:07] buy an emotion logical certainty right [70:09] imagine a continuum one to ten one means [70:14] they think you're Prague is the biggest [70:16] piece of crap in the world they're [70:18] absolutely uncertain attend means it's [70:21] the best thing since sliced bread [70:23] your goal as you move someone down those [70:25] straight line you want them to attend [70:27] it's close to attend as possible both [70:30] logically an emotional logical certainty [70:33] features benefits cost-benefit ratio the [70:37] value proposition a B C they can connect [70:41] the dots it makes sense it fills their [70:42] needs emotional certain thing future [70:46] pacing they imagine themselves six [70:49] months down the road using your product [70:52] and feeling back [70:54] again they feel good people don't buy on [70:59] logic they by an emotionally just the [71:01] Follette logic but you have to create [71:03] both to close at the highest level [71:06] because if you fail to create logical [71:10] certainty you know what happens the [71:11] logical mind serves as what the human [71:14] [&nbsp;__&nbsp;] detector you just say it's so [71:17] great you'll feel ready they'll say you [71:18] [&nbsp;__&nbsp;] move it alert alert alert so [71:22] you so what we do is a straight line we [71:24] create logical certainty first which [71:28] then frees someone up to be moved [71:30] emotionally that makes sense yes I want [71:34] someone to say to me wow Jordan I love [71:37] your frog not buying it that's marginal [71:40] certainty the logical mind always wants [71:42] to know more and think more but when I [71:44] say it imagine six months from now and [71:47] you using whatever it is how great [71:51] you'll feel how good you'll feel about [71:52] your family being protected that [71:54] whatever is yourself it's so powerful [71:56] guys you say why do we do this you give [71:58] me one shot and believe me the only [72:01] problem you'll have isn't in coming of [72:03] six months because you're already [72:04] feeling great does that sound fair [72:05] enough and they say sure why not okay [72:07] it's the same it's so easy once you [72:10] learn the straight line now very quickly [72:12] in closing it's not enough if they just [72:15] love your product they also have to [72:17] trust and connect with you the [72:20] influencer and the company that stands [72:22] behind the product what you're doing as [72:25] you move someone down the straight line [72:28] from the open to the cool clothes you're [72:30] corralling but 10 10 10 that's your own [72:34] 10 10 10 10 on the product 10 on you 10 [72:39] on the company in a single moment in [72:41] time and asking for the order use the [72:43] right tonality and right body language [72:46] and magic starts in half and now [72:48] sometimes you get people are really [72:50] tough so there's two more elements you [72:53] called the action threshold and the pain [72:56] threshold but I'm out of time here guys [72:58] but there's two other elements video for [73:00] sales right now this is not dog trooper [73:05] anyway in clothes [73:07] yeah guys let me tell you a story it's [73:09] important I told you about vision right [73:12] and as in every great vision you have [73:17] something called your Y and I know this [73:21] is like self-development [73:22] you know crap but the way I do it it's [73:26] in a different level I'm talking really [73:28] understanding why your vision matters to [73:32] you people say I'm not motivate you're [73:34] not no you're why you don't have your Y [73:36] when you really know why you want to [73:40] succeed why you want to get rich that's [73:42] power you want people say to me [73:46] journalist I guess how were you you went [73:48] to jail you're sitting in jail the worst [73:50] time guys how did you write the wolf of [73:52] Wall Judaism how'd you do that [73:54] how'd you stay positive and say you know [73:56] it's good question I said cuz you know [73:59] what I would admit when I was in my cell [74:03] I miss it wasn't the worst jail I wasn't [74:06] getting younger by bubble it wasn't that [74:07] bad right but jails Jail right terrible [74:14] but when I was in my bed at night alone [74:18] with my thoughts and there was many [74:21] nights I really felt like I couldn't go [74:23] on I really I I know it closed my eyes [74:25] and I'd imagine the faces of my children [74:30] that was my life I let my daughter and I [74:34] I mean I still get the chills right now [74:36] just from thinking of it at that moment [74:38] when I had to tell them the crying the [74:41] pain I caused them I was determined to [74:44] prove to my children and I could do it [74:46] right the dad had come out again [74:55] where you can find your whites never [74:59] about you it's about someone you love [75:01] unconditionally your children your [75:03] husband your wife your parents of cause [75:06] you believe in seriously that's your why [75:10] and you combine that that the inner [75:14] gamestop with the straight line you [75:16] become unstoppable and I love you all [75:18] extend that one more time come on close [75:20] your hands together come on one three [75:23] three yeah [75:24] imagine yourself one year down the road [75:27] he uses a straight line you're making a [75:29] ton of money you feel good the people [75:31] you love and care about are enjoying a [75:34] success you've created and you're just [75:36] feeling so confident look great you feel [75:38] great your life isn't exactly the way [75:39] you want it [75:40] just give me three yeses one ladder one [75:42] two three one two three one two three [75:48] you guys are the best [75:49] [Applause]

===FILE=== N5IP218E6Ac - Setting Your Anchor  Free Sales Training Program  Sales School.txt
https://youtu.be/N5IP218E6Ac
Setting Your Anchor ｜ Free Sales Training Program ｜ Sales School

[0:01] i'm jordan belfort and this is sales [0:03] school [0:06] you got a great topic today i want to [0:07] talk about state management whole study [0:09] on pavlov's dogs right [0:11] try to really get to the bottom of where [0:13] anchoring originally came from and [0:16] and it was really interesting because [0:18] what i found [0:19] is that like when they really tested [0:21] this stuff in humans [0:23] the results were really staggering i [0:25] mean you know i always you know for me [0:28] again managing my state was always like [0:30] an automatic it wasn't something i [0:32] struggled with right then i came up with [0:34] olfactory anchoring as a way to help [0:36] other people do what i could do [0:37] naturally right but again it was never a [0:39] big deal for me so you know i just took [0:41] it for granted everyone told me it was [0:43] great old fact record worked really well [0:45] but when i actually did the research [0:47] today it really made me understand why [0:49] it works so amazingly well and you know [0:52] what it is is that the brain [0:54] by the way it doesn't take more than [0:57] three or four [0:59] shots of setting an anchor if you're if [1:01] you're at the top of your state that's [1:03] the key when you're at the top of your [1:04] state once you're there you know after [1:07] three times of using an anchor it is so [1:11] locked in [1:12] that you're set like you can literally [1:14] they when they tested whether it's a dog [1:17] another animal a human being when they [1:19] tested someone's blood pressure their [1:22] their their their heart rate but by [1:24] introducing an anchor that is profound [1:26] you have a real anchor set as soon as [1:28] you fire off that anchor right you [1:30] trigger that anchor your blood pressure [1:32] changes your heart break goes up your [1:34] pupils violate so this is a actual [1:36] tangible [1:38] an impact it's not just like oh yeah you [1:39] feel better or you you're talking [1:41] yourself don't forget it's a real [1:43] impact you have so what's the key just [1:46] to remind you here the key is is you [1:49] have to be at the absolute top of the [1:52] state meaning if you're anchoring in a [1:54] state of certainty you can't be at a [1:57] nine on the scale of certainty you have [1:59] to be at an absolute 10 and damn sure [2:02] but it's only at that point in time that [2:04] you could introduce an anchor and set it [2:06] in this case our anchor is what is boom [2:08] boom right or some other smell and the [2:10] reason we use smell is because it's [2:11] proven to be by far the most powerful [2:14] most essential visceral [2:17] of the senses in terms of creating that [2:19] just like bam it hits you like a ton of [2:21] bricks right so boom boom is the perfect [2:22] thing just remember this though if you [2:25] are below that level of certainty [2:28] the anchor won't set it won't that's [2:30] when you pull the wool over your own [2:31] eyes it's when you're not at a level [2:33] surgery so there's no way [2:36] to get yourself to that ultra high level [2:39] of certainty [2:40] artificially you can't go back and think [2:43] about a time when you are absolutely [2:45] certain this is what kind of really [2:46] drives me a little crazy with some of [2:47] the seminars you go to like they'll [2:49] they'll try to say an anchor for you [2:51] when you're in public in a huge room in [2:53] music but it doesn't work that way so [2:55] what we do here with olfactory anchoring [2:58] is you start off [3:00] you start by essentially conditioning [3:02] yourself by yeah you go back in time you [3:05] think to that moment you closed a big [3:07] sale or you were feeling absolutely [3:08] certain right and you you amplify that [3:10] image of your mind using your five [3:12] sensing modalities right in other words [3:13] you want to use basically the key your [3:16] visual modality your auditory your [3:17] kinesthetic to amplify them make the [3:19] image bigger brighter clearer right the [3:21] point i'm making is though is that as [3:23] powerful as that might be using your own [3:26] you know inner you know your brain's [3:28] ability to intensify images and sounds [3:31] that's not [3:32] the power of olfactory acting the power [3:34] of olfactory acting lies in the fact [3:37] that the smell we're using is mobile we [3:41] keep it in our pocket so you wait until [3:43] you're actually in the state organically [3:46] that's the key [3:48] you can't manufacture you can't [3:50] artificially pump yourself up into a [3:52] state of certainty at that level but [3:55] when you wait until you close a sale [3:57] like that you close a tough sale and [3:59] you're like wow you're like bam you just [4:01] you're basking in the afterglow and you [4:03] feel unbelievable right because you [4:05] really did close this hill there's a [4:06] certain feeling that you get when you [4:08] close a sale a big one you're like damn [4:11] like you could conquer the world that's [4:13] the moment [4:14] when you introduce the anchor [4:16] you get it you can't think your way to [4:18] this we start off by thinking our way [4:20] just to get ourselves sort of [4:22] conditioned right but then if you want [4:23] to set an anchor you're going to take it [4:25] to the next level and that is wait until [4:27] you organically get into the moment [4:30] you really close the sale in the real [4:31] world and then bam then you set your [4:33] anchor [4:34] and you're [&nbsp;__&nbsp;] set you do that two [4:36] three times [4:38] you'll see if you hook yourself to a [4:40] blood pressure monitor [4:42] to a pulse you'd be shocked at the [4:44] impact that has a visceral real [4:46] physiological impact when you set a real [4:49] anchor [4:50] so please this is a gift [4:52] that you give yourself if you're listen [4:54] if you're like me and you simply never [4:57] struggle with this stuff right it's just [4:58] easy for you hey you know what then you [5:00] don't have to do it okay i get that [5:02] right you know i don't walk around boom [5:03] in my pocket i just don't for me it's a [5:06] given i can [5:07] i can matter what is going on in my life [5:09] i can get myself into a peak state of [5:11] certainty in a snap right only for [5:14] business though right my personal life [5:15] not as easy right but for business i can [5:17] whatever it is my brain is wired what [5:20] you know you call the ambition greed or [5:22] just sheer conditioning and force of [5:24] will when it comes to business [5:26] i can get myself into a state of [5:27] certainty in a snap [5:30] most people can't [5:32] most people really struggle with this [5:34] stuff [5:35] and because of that [5:37] their [5:38] ability to close [5:40] to negotiate to make good decisions it's [5:43] impacted negatively i don't want that to [5:45] be part of your life so do this use your [5:48] boomer but i promise you [5:50] it'll have a huge impact on your ability [5:51] to just achieve in anything you do all [5:54] right love you all and i will talk again [5:56] to you soon [6:17] you

===FILE=== NG0eVrQZiUc - Building Rapport With Active Listening  Sales School Free Training  Sales School.txt
https://youtu.be/NG0eVrQZiUc
Building Rapport With Active Listening ｜ Sales School Free Training ｜ Sales School

[0:01] i'm jordan belfort and this is sales [0:03] school [0:06] ain't got a great one today it's a [0:08] certain tactic [0:09] that i refer to as active listening and [0:12] of course you know what that is by now i [0:14] hope so if not please review the [0:16] intensives but i want to talk about that [0:17] right now in terms of the practical [0:19] application today and for the rest of [0:21] this week just remember something that [0:23] the the biggest mistake that the average [0:26] untrained sales person makes is that [0:28] they think that rapport is like the [0:30] whole thing oh my god that's a fish i [0:32] will i love that i love fishing you love [0:34] fishing i love the guys this guy has a [0:35] gun for duck oh my god i love duck [0:37] hunting if it's elk oh my god elf my [0:39] favorite animal [0:40] you know that sort of i like it you like [0:42] it oh my god [0:43] that's repulsive to people that's not [0:46] where rapport gets built the the most [0:48] powerful way [0:50] hands down [0:52] besides this you have those first four [0:53] seconds right you establish yourself a [0:55] certain way sharp enthusiastic expert [0:57] right opens up the possibility to [1:00] influence and you're already by some [1:02] account building rapport as a default [1:05] but real rapport the deeper levels of [1:08] rapport are built when you ask the [1:10] prospect a relevant question [1:13] using the right tonality and then as he [1:16] responds what she responds like [1:20] [Music] [1:24] exaggerating a bit but the point is it's [1:26] those little grunts and groans your [1:28] facial expression the heart you're [1:30] hanging on to every word what does that [1:32] say [1:33] it says i care [1:36] i'm interested [1:38] that's the power of act i gotcha yup we [1:42] see that we see the world yup uh-huh [1:44] we're on the same page [1:47] that's rapport i'm just like it's called [1:49] like dr childini right professor you [1:51] know he is i'm sure i just sales people [1:54] right brilliant guy right he had these [1:55] six things that dictate you know that [1:57] all sales people use their they're not [1:59] you can't use them to be a sales person [2:00] but they're just things that they're [2:02] part of like the straight line since i [2:04] rely on these but in a practical system [2:06] so chaldini was it's scarcity you know [2:09] people want to buy what there's less of [2:11] so sales people will infuse scarcity [2:13] into their offers it's powerful to make [2:15] people take action right there's [2:16] something called consistency meaning [2:18] people want to remain consistent with [2:20] things they said out loud or actions [2:22] they've taken we use that with the [2:23] straight line at various points we have [2:25] authority expert in your field right you [2:28] have reciprocity meaning that if you can [2:30] give someone even a compliment [2:33] that's creating some amount of [2:34] reciprocity or when you care it's like [2:37] the golden rule do unto others as they [2:40] do unto you and then at a higher level [2:41] like at stratton we'd send someone a [2:43] book [2:44] on the first call we just said you know [2:46] and then they received this book that [2:47] had some value and they felt obligated [2:49] because of reciprocity okay to [2:51] essentially get back on the phone again [2:53] then you have social proof meaning that [2:55] testimonials people want to act it's [2:57] also called consensus people want to act [2:59] with the crowd okay and lastly [3:02] likability that's your last one of [3:04] cialdini's influencing things you know [3:06] people want to do business people who [3:08] not are just not just like the media oh [3:11] my god fishing not that people who [3:14] process the world who see things [3:16] generally the same way who understand [3:19] that's what that really means you get it [3:22] active listening [3:24] please focus on that this week and going [3:27] forward make this your active listening [3:29] where when you're asking questions [3:34] yeah oh yeah i got it [3:38] and pain [3:40] watch your tonality when you ask your [3:42] question so ask your question in the [3:44] right totality [3:45] [Music] [3:47] so you might say something so what's [3:48] your what's your biggest you know worry [3:50] right now what's your biggest headache [3:51] you know what's really keeping you up [3:53] you know what's that one thing right now [3:54] with your current system that's just [3:56] really you know kind of keeping you up [3:57] at night not so what's the one thing [3:59] keep it up at night oh what's the one [4:00] thing that that's not gonna work but so [4:02] you ask in the right tonality and uh-huh [4:05] follow-up [4:06] remember you lean forward [4:08] into [4:09] emotion logic [4:12] so you lean back for logic throw it into [4:14] emotion [4:15] those elements of body language [4:17] tonalities grunts and groans that's [4:20] where where real rapport [4:23] gets built [4:24] all right love you all we'll talk again [4:26] tomorrow apply this stuff in the field [4:27] today on the phone you'll see results [4:30] see you then [4:31] [Music] [4:51] you

===FILE=== PxvhUVX72fM - The Words Matter  Free Sales Training Program  Sales School.txt
https://youtu.be/PxvhUVX72fM
The Words Matter ｜ Free Sales Training Program ｜ Sales School

[0:01] i'm jordan belfort and this is sales [0:03] school [0:06] we have this graph and this is what's [0:08] always funny because this graph about [0:09] you know 45 percent of communication is [0:12] body language [0:13] 45 of communication is tonality and ten [0:16] percent is the words and when i first [0:19] heard that it was with bandler and nlp [0:21] and i was like [0:22] i don't bull that does not make sense to [0:25] me whatsoever just doesn't how could [0:27] only 10 percent of my communication be [0:29] words when if i put myself in the other [0:32] person's shoes like i'm being sold to [0:35] when a salesman is selling me i am [0:37] hanging on their every word i'm [0:39] analyzing the meaning of each word what [0:41] the phrase means you get it i am like [0:43] i'm hanging on their worse so to say [0:46] that ten percent of communication [0:49] is words just is on on its face just [0:52] it's a prime faction nonsense right and [0:55] the interesting thing is that that is [0:58] out there like in the whole world of [1:00] communication training and nlp you know [1:03] people just take that at face value [1:05] and the problem with it is that's not [1:08] what bandler had meant [1:10] unfortunately the people who teach nlp [1:12] don't go into that at all so when i [1:14] started actually thinking it through and [1:16] when i really started to i i i first [1:18] learned nlp before [1:20] i created even straight line 1.0 really [1:23] 2.0 for the box system i many years back [1:26] i created i actually went through nlp [1:28] training because i wanted to really [1:29] understand my own strategy and i was [1:31] fortunate that bannon read my book we [1:33] became good friends right but the the [1:35] point was is that [1:37] i hadn't really [1:39] thought it through when i first heard of [1:41] my 45 hmm that strikes me as being just [1:43] nonsensical right but then when i [1:46] actually start to think it's like oh [1:48] wait a second i see what's going on [1:50] what what it means really [1:52] is that [1:54] 90 of the time [1:57] we are communicating without speaking [2:01] you get it like in other words there's [2:02] so much [2:04] unconscious communication that if you [2:06] took in all communication you'd find [2:09] that only 10 of the time the [2:12] communication was a result of words [2:15] the rest of the time you're [2:16] communicating through your body language [2:18] and your tonality grunts groans how you [2:20] dress how your your facial expressions [2:23] right your even a little laughter how [2:24] you laugh all these things that's what's [2:27] going on however [2:29] in those 10 [2:31] of the times when you open up your mouth [2:34] and actually speak [2:36] your words matter 100 percent [2:40] you get it [2:41] the words have to be right [2:44] the words matter [2:45] they matter more than anything you know [2:47] what because i'll tell you this because [2:49] if the words [2:52] don't add up [2:54] you can't a create an airtight logical [2:56] case it falls apart [2:59] which means you can't get someone to a [3:00] very high number on the certain scale [3:02] even for the first ten [3:04] and b [3:05] future pacing [3:07] is done through words [3:09] it's done by constructing language [3:11] patterns that allow the prospect [3:15] to [3:16] see themselves in the future [3:19] using your product your good your [3:21] service using it in the future [3:24] and feeling good about it because they [3:26] that you allow them to experience the [3:28] benefits now [3:30] that they would have to normally wait [3:31] for in the future and by doing that you [3:34] make it real in their mind [3:38] you can't do that [3:39] without words [3:41] the words are everything [3:44] [Music] [4:03] you

===FILE=== QvvKGRdKbDA - Sale Secrets With Robert Quinn  Free Sales Training Program  Sales School.txt
https://youtu.be/QvvKGRdKbDA
Sale Secrets With Robert Quinn ｜ Free Sales Training Program ｜ Sales School

[0:01] i'm jordan belfort and this is [0:03] sales school [0:07] all right jb here welcome to sales [0:09] school i got an awesome guest [0:10] pure salesman has a company called the [0:13] sales [0:14] agency sales agency specializes in [0:17] helping people actually like myself even [0:19] people that sell [0:19] courses people that are influencers help [0:22] them [0:23] be more effective at advertising their [0:25] courses they cut the advertising cost [0:27] and they also help them they find the [0:29] sales before them [0:30] train them and help them increase their [0:31] sales fair to say right that is right mr [0:33] rob [0:34] man ready in a nutshell what is the [0:36] secret to your success [0:38] yeah initially you got to find the right [0:40] people right so if you can't source the [0:42] right people it's gonna be tough to be [0:44] able to get them up to that like elite [0:45] performance i mean [0:46] dude you know all about that you've been [0:48] there so uh that's what we do is [0:50] initially find the right people [0:51] um next piece is how we train them so a [0:54] million dollar question here is [0:55] obviously how [0:56] yeah we have to find the right we have [0:57] the right traffic sources first we got [0:59] to bring in the talent [1:00] uh you got to have bodies so next thing [1:02] we're going to do is after we have [1:03] all these people like coming so we have [1:04] thousands of leads coming every single [1:06] day of just [1:07] inquiries people that want to be great [1:09] at sales people that want a new [1:10] opportunity [1:11] escape the nine to five and be a part of [1:12] a culture that they can really [1:14] thrive in right it's fun it's high [1:16] energy [1:17] so we put them on a screening call with [1:19] our team and again we staff hunt [1:21] at least 100 people a month so we screen [1:23] through these thousands of leads and [1:25] find out like who's actually the cream [1:26] of the crop [1:27] the next thing we're gonna do is make [1:28] sure they're actually good on the phone [1:29] right so when they do get on the phone [1:31] we're gonna test them out put them on a [1:32] mock call and they pass that [1:34] then we'll finally make a connection to [1:36] our business our premier clients [1:38] one of the business owners we work with [1:40] help them establish their business [1:41] uh because at the end of the day they [1:42] don't fit the culture then they're still [1:44] not gonna get hired [1:44] sure so so are you recruiting people all [1:47] over the country or is just in certain [1:48] areas [1:49] yeah so what we realized is um our most [1:51] effective candidates because we've done [1:53] so many of these are coming more from [1:54] like tier one countries [1:56] uh so we do a lot in the uk canada and [1:58] the us [2:00] so we're so most people working remotely [2:03] or in the office how [2:04] like these people are selling are they [2:06] working in these companies [2:08] directly or they working from home [2:10] that's a great question man a lot of [2:11] these companies nowadays on the internet [2:12] that we work with agencies coaches [2:15] high ticket programs they're they're [2:17] remote [2:18] but that being said we have so many of [2:19] these leads come in if somebody wants to [2:20] hire in-house [2:22] we've done that too got it so um [2:25] and what's the one thing above all that [2:28] you look for [2:29] in a sales person when it comes to like [2:31] you know you're saying all right we put [2:33] him on the phone i get that but like is [2:34] there any characteristic that you see [2:35] like [2:36] in the inner game where like uh you know [2:38] can you tell if someone has resiliency [2:40] if someone has [2:41] you know the mindset for sales how do [2:43] you go about doing that [2:44] yeah so for us when we do a lot of this [2:46] hiring which makes us very different is [2:48] we hire from unrelated industries [2:50] more times than not people want somebody [2:52] that already knows what they're doing [2:53] and the problem with that is there's so [2:55] many bad habits that circulate [2:57] it makes it tough to actually maintain [2:58] that player with the right expectations [3:00] so for us [3:01] we don't care what industry they come [3:02] from i want to know are you conditioned [3:04] to a high energy high input high energy [3:06] environment [3:07] which i don't care if they're busting [3:08] their ass at a bar to get tips [3:10] waitresses waitresses door-to-door [3:13] clothing sales for commission these [3:14] people are busting their ass for like [3:16] 1500 a month right i was like bring that [3:18] person over and we will give them [3:20] the skill set right we'll give them [3:22] excalibur because they have the right [3:23] characteristics they can wield excalibur [3:25] so i'm looking for those people are [3:27] there some types of sales jobs that you [3:30] think are easier for people to succeed [3:32] at for example do you find do you [3:34] recruit for any door-to-door companies [3:36] um we don't actually recruit for the [3:38] door-to-door companies for the sales [3:40] piece [3:40] we're recruiting for the appointment [3:42] setters specifically and the reason why [3:44] and we can generate these results where [3:46] appointment setters are generating [3:47] anywhere from like 100 to 250 sales [3:49] calls per month [3:50] one person the the way we can do that is [3:53] because they're coming in there's [3:55] way less soft skills involved right than [3:57] there is with taking a sales call [3:59] so as long as they come in with the [4:00] right attitude the right energy [4:02] we can give them the right tools which [4:03] are going to be our scripts our [4:05] trainings and our repetition [4:07] our sales manager says it's a lot you [4:08] got to get frequent before you get good [4:10] right so we get them in here we track [4:12] their frequency make sure they know [4:14] they're actually doing well [4:15] and they don't let their emotions get [4:16] the best of them and as long as we can [4:18] manage that piece [4:19] they can come in and do really well in [4:22] appointment setting out of the gate [4:23] what do you think is the best job for a [4:26] young salesperson these days any any [4:28] industries you think are really hot [4:29] right now uh anything online [4:31] can you imagine it we're in a world [4:33] right now where you can work from [4:35] anywhere [4:36] you could be sitting on you know the [4:38] deck by the pool [4:39] you know we had a guy because we're all [4:42] uh here in beverly hills and uh he's got [4:43] a blanket on him [4:44] she's just typing making calls booking [4:46] sales calls book nine sales calls in a [4:48] day and one of them closed [4:49] i was like this guy's under a blanket [4:51] down comforter just making money from [4:53] his laptop [4:54] i'm like so i would say if you can work [4:56] in any remote [4:57] company right that has really good [4:59] training really good onboarding being a [5:01] part of a culture that you can thrive in [5:03] that'll push you [5:04] past what you think is your potential [5:06] that's going to be the opportunity so [5:08] that's why we like to work with agencies [5:10] coaches online [5:11] and i would say that anybody stuck in [5:12] their nine to five or anybody that's [5:14] stuck in a culture that they're not [5:15] thriving in [5:16] i mean i would love to talk to you [5:18] because you're missing out on a huge [5:20] opportunity for yourself have someone [5:21] get in touch with you what's the way [5:22] what's the uh website or instead how do [5:25] they find you [5:25] yeah thesalesagency.com best way we have [5:29] a youtube channel just my name [5:30] rob quinn r-o-b-b and then q-u-i-n-n [5:34] you can kind of see our style see how we [5:36] do things and uh [5:37] you know educate yourself you heard it [5:39] the salesagency.com rob quinn thanks for [5:42] coming on sales school [5:44] good luck thank you man appreciate [5:45] jordan great [6:03] you

===FILE=== RETtahnrl6U - The 5 Key Elements of the Straight Line  Free Sales Training Program  Sales Scho.txt
https://youtu.be/RETtahnrl6U
The 5 Key Elements of the Straight Line ｜ Free Sales Training Program ｜ Sales School

[0:01] i'm jordan belfort and this [0:03] is sales school [0:08] [Music] [0:12] all right here's the deals america gets [0:13] back to work you [0:15] want and need every possible advantage [0:18] out there succeeding the new economy [0:21] smart companies [0:22] run on netsuite by oracle the world's [0:25] number one cloud-based business system [0:27] so receive your free guide right now at [0:30] netsuite.com [0:32] school what you're doing as you move [0:36] someone down the straight line [0:38] from the open to the close what you're [0:42] doing is you're trying to corral [0:44] meaning at the same moment in time get [0:47] them to a 10 [0:49] 10 10 meaning [0:52] in the prospect's mind they love the [0:55] product [0:57] they're saying yes i trust this person [0:59] that's trying to sell me [1:01] three i trust the company that stands [1:03] behind me 10 [1:04] 10 10 you ask for the order in a certain [1:07] way [1:08] which will teach you later how you ask [1:09] your calmly elegantly [1:12] in a non-offensive way and if you've [1:14] corralled this [1:15] 10 10 10 you have an excellent shot of [1:18] closing them you've got those first [1:21] three numbers of their buying [1:22] combination [1:23] cracked sometimes however [1:27] you get someone to attend 10 10 [1:30] and you know you can tell by their tone [1:32] of voice by the way they react that they [1:34] are [1:34] absolutely like they're like oh no [1:36] jordan i love the product you're the [1:38] best and [1:38] no it's a great company you can tell [1:40] they're really certain you ask questions [1:42] and i'll get to how you do it very easy [1:43] but it's a separate topic right but you [1:45] know [1:46] that they're certain about the three [1:47] kids but they're still not buying [1:49] why is that the answer is because [1:51] sometimes [1:52] there's two extra numbers in the [1:54] combination [1:55] see certain people like me believe it or [1:58] not [1:58] i'm a sucker guys i am really easy to [2:01] sell to and a lot of the greatest sales [2:03] people in the world are like that [2:04] we're just easy to sell to the way all [2:06] mines are wired [2:07] we're just easy to convince we have [2:11] what's called a low [2:14] action threshold i'm gonna move this [2:16] down call this now the five [2:18] to save paper here and send a few trees [2:20] the five core elements of these five [2:22] core elements of the straight line [2:24] system elements one [2:26] two and three are the three tens the [2:28] fourth element is called [2:30] action threshold action [2:34] threshold and i'm going to dig into this [2:36] in a big way in later lessons we get to [2:38] what's called the back half of the sale [2:40] means what happens [2:41] after you ask for the order for the [2:43] first time [2:45] and if the prospect says let me think [2:47] about it let me call you back one of [2:48] those common objections [2:49] which i'll tell you how to easily blow [2:51] through those right that's one of the [2:52] greatest things in the straight line [2:54] you'll get overall like [2:55] like that but that's called the back [2:58] half now you [2:58] asked the order once sometimes they buy [3:02] from you [3:02] that's called a lay down if they don't [3:05] buy they typically won't say no it's [3:07] very rare they'll [3:07] say let me think about it let me call [3:10] you back bad time of year [3:12] why because what that really is [3:15] is a smoke screen for uncertainty [3:20] people don't say to you sorry jordan i [3:22] don't like i'm not buying because i [3:24] don't trust you [3:25] i don't like your proc they've been [3:27] taught not as rude [3:29] you know it's not socially acceptable so [3:30] rather than a [3:32] prospect being honest with you let's say [3:34] you're selling the car the guy says [3:36] nah i don't trust you i think you've got [3:37] you cost sales with all sleaze bags [3:39] i think your car is overpriced what will [3:41] they say oh it sounds really good let me [3:43] think about it [3:44] oh wow it's a great cartridge i'll call [3:45] you back tomorrow and let you know [3:47] you get those common objections let me [3:48] think of it let me call you back bad [3:50] time of year [3:51] got to check with my wife my pawn my [3:53] tooth fairy the dog [3:54] santa claus right you know bear tell me [3:56] at tax time back to school time it's [3:57] freaking leap year right [3:58] the common objections what they are [4:02] 99 percent of the time are smoke screens [4:06] for uncertainty that's what you get [4:10] objections for [4:11] people are uncertain so essentially [4:15] the action threshold represents [4:19] the level of certainty [4:22] for the three tens so let's call it the [4:26] collective [4:28] level of certainty for these three items [4:31] the 310s [4:32] what any particular prospect needs to be [4:35] at [4:36] before they feel comfortable enough to [4:39] buy [4:41] let me repeat that action threshold is [4:44] the collective [4:45] level of certainty a prospect needs to [4:48] be at [4:49] before he or she feels comfortable [4:51] enough to buy [4:52] for example me as a low-action threshold [4:57] person [4:58] i don't have to be at a 10-10-10 i could [5:01] be at a [5:02] 7-8-8 i'm pretty sure yeah i'm pretty [5:05] sure it's a good product [5:06] i'm pretty certain i can trust you i'm [5:08] pretty sure about your company yeah why [5:09] not i'll buy [5:10] i'm an easy target that's the way my [5:13] belief systems are [5:14] and that's really what action threshold [5:17] is all about the beliefs about buying [5:18] someone has [5:19] it's not your beliefs about taking [5:21] actions about how quickly you should [5:22] make decisions [5:23] not just for this practical for all [5:25] products all decisions [5:27] that's action threshold i have a low [5:30] action threshold [5:31] then there's other people out there my [5:33] dad may he rest in peace my dad made max [5:35] from the movie [5:36] he had the highest action threshold out [5:38] there [5:39] my father had to be at a 10 10 [5:42] 10 and damn sure of it if he was at a [5:46] 989 he's not [5:47] buying from anybody he had to be at a 10 [5:50] 10 10 and damn sure of it so what we do [5:54] with the straight lines [5:55] this is more advanced we'll get to this [5:56] later on this week here what we do [5:58] is we learn a very powerful but very [6:02] simple way [6:04] of lowering a prospect's action [6:07] threshold we actually take someone [6:09] that's usually very difficult to sell to [6:11] and certain things we can say [6:12] and certain patterns language paths we [6:15] can use that [6:16] in the moment lower that person's action [6:18] threshold [6:19] and we step through that window and [6:21] close [6:22] that's our fourth element lowering [6:24] someone's action threshold [6:25] and the last element is called their [6:28] pain [6:29] threshold and again you should have seen [6:31] this too pain threshold is [6:34] how much pain someone is [6:37] feeling in the moment in terms of [6:40] this particular decision does the [6:42] product they're looking to buy [6:44] are they feeling out of control about it [6:46] like imagine the person buying the car [6:48] it's a guy [6:48] and the night before he went out on a [6:50] date with a girl and she walked in his [6:51] car she's like ew i would never go [6:52] you're so gross it's disgusting sloppy [6:54] it's beating up it's a reflection of how [6:56] you must think about yourself [6:57] that guy next day he's running down [6:58] buying a new car he's felt pain [7:00] he here's another pain point for a car [7:02] someone just got a new job they have to [7:04] be out in the field that car [7:05] is unreliable and they're saying wow how [7:07] am i going to take this job make this [7:08] money if i don't get a new car that's [7:10] pain [7:10] they project out and feel pain about the [7:12] future out of control [7:14] that's the sort of pain i'm talking [7:16] about what we do with the straight line [7:18] systems we learn [7:20] how to ask certain types of questions in [7:22] a certain way [7:24] at the right time and we find out where [7:28] someone's pain lies what's really [7:30] keeping them up at night [7:31] what is sitting at the base of their [7:33] skull and just worrying them [7:35] and then we can use that in an ethical [7:38] way [7:39] to actually lower someone's [7:43] action threshold meaning that when [7:45] someone is feeling a lot of pain and [7:47] worry [7:48] even if they're typically one of those [7:51] high action threshold people [7:54] in the moment the action threshold drops [7:57] there's [7:58] actually an inverse relationship the [8:00] higher the pain threshold [8:01] the lower the action threshold in that [8:03] moment so we use these [8:04] as levers to close every sale [8:08] these are the five core elements of the [8:12] straight line [8:13] they must line up in every sale [8:17] for the easier closes for low action [8:20] threshold people like myself [8:22] many times you never have to even get [8:24] here you already picked the lock with [8:26] the first three [8:27] sometimes though and very often you have [8:30] to work a little bit harder [8:31] and then get to these other numbers and [8:33] start doing things like lowering action [8:35] threshold [8:36] and adding on pain now if we go back [8:39] what you'll notice is this is all of [8:42] these things [8:44] happen those those how do you lower [8:46] someone's actuation add-on pain how do [8:48] you [8:49] create certainty it's all happening as [8:51] you move them down the straight line it [8:53] happens along the sale [8:55] during the sale from the open to the [8:58] close [8:58] what you're doing is you're saying [9:01] things you're doing things you're [9:02] lining up these core elements and when [9:06] they're [9:06] all lined up and you asked for the order [9:09] bam [9:10] you got yourself a close [9:29] you

===FILE=== T1qgirz1PCc - 30 Years of Sales Knowledge in 95 Minutes  Jordan Belfort LIVE Sales Training.txt
https://youtu.be/T1qgirz1PCc
30 Years of Sales Knowledge in 95 Minutes ｜ Jordan Belfort LIVE Sales Training

[0:00] [Music] [0:01] Jordan bort is here [0:04] tonight the legendary Wolf of Wall [0:06] Street Jordan Belfor Jordan Belford [0:09] Jordan bord Jordan Belford has responded [0:11] Jordan [0:13] bord every sale is the same his system [0:18] of shelling is proven it's tried and [0:22] tested but he's an incredible trainer [0:25] he's an incredible [0:28] Communicator you don't need to be the [0:30] world's greatest salesperson you just [0:32] need to be proficient good enough if [0:35] you're already good the straight line [0:37] will make you great and if you're great [0:40] it'll make you one of the best in the [0:41] world so can we please make him welcome [0:43] and give him a warm welcome to the stage [0:45] Mr Jordan [0:50] [Music] [0:52] Ball super excited to be here wow look [0:55] at this London it's been so long used to [0:57] come here all the time and the [&nbsp;__&nbsp;] [0:59] pandemic hit right is it okay if I [1:02] curse [&nbsp;__&nbsp;] it you already paid your [1:04] money so you screwed right man so listen [1:06] guys I mean truly I'm I'm honestly great [1:09] to be last speech I gave was like I [1:11] think last week is in Ecuador right when [1:14] they don't speak any English right I [1:16] speak some Spanish but not perfectly [1:18] fluent right and I'm giving this speech [1:20] and I'm like an hour in and suddenly [1:23] like the one of the people I guess it [1:24] was the owner of the company comes up he [1:26] goes the translator is not working [1:30] so like no one could understand I'm like [1:31] wait no one understands what I'm [&nbsp;__&nbsp;] [1:33] saying here for the last time goes well [1:35] for the last 30 minutes they're all [1:36] just're looking at you they don't know [1:38] what you're say so I had to then give [1:39] the seminar in [1:40] Spanish okay which was not easy I assure [1:43] you but I kind of did my best so at [1:45] least you guys understand because this [1:47] is [&nbsp;__&nbsp;] England and I love England [1:50] you guys are [&nbsp;__&nbsp;] the best you know [1:52] there were two SIDS to success in [1:54] anything in life it comes to making [1:57] money starting a business sales is the [2:00] inner game of success which is mindset [2:03] what happens up here before you ever go [2:05] out into the world and take action try [2:08] to close prospect whatever it might be [2:10] right and there's certain distinctions [2:12] on that side and they're really [2:13] important by the way and there's a lot [2:15] of people around the world that teach [2:17] that stuff not as good as me now but not [2:20] in the context as I do of sales but [2:22] there's many people that focus on your [2:24] belief system State Management your [2:27] vision standards right and that's [2:31] critical but then what there's very few [2:34] people doing is focusing on the actual [2:36] hour game the strategy a b c what do you [2:40] do first what do you do second how do [2:43] you do it right giving you an actual [2:44] road map for example you go into a [2:47] company right and you just motivate [2:50] people you tell them how great they are [2:51] you can break through any barriers and [2:53] obstacles and you're capable of [2:55] greatness but the truth is most people [2:57] are not it's a like a lie words if you [3:01] just say to people how great you are oh [3:03] my God just work but if they don't have [3:05] the strategy the [3:07] ability to achieve what they want to [3:10] achieve it doesn't matter how positive [3:12] you are in the beauty with sales and [3:17] persuasion is that it's an entirely [3:20] learnable skill now I'll be honest with [3:23] you though it's like I'm a great tennis [3:26] player and I got really great in tennis [3:31] to the point where I could beat almost [3:32] any one of you I'm sure but put me on [3:35] the court with Roger federa or any [3:37] decent CL top college they're gonna [3:40] [&nbsp;__&nbsp;] kill [3:41] me there's no amount of hours that I [3:45] could practice or lessons I could take [3:48] or conditioning I could do that's going [3:51] to make me a top World Player but [3:53] through [3:55] strategy practice repetition I can get [3:58] really really good so what am I saying [4:01] here well the point is I'm not going to [4:03] lie and say oh yeah learn the straight [4:05] line You'll Be me you'll be the top [4:07] salesman in the world that would be a [4:09] lie for many of you but what you can do [4:14] with the straight line is get yourself [4:17] so proficient that you are good enough [4:20] by far to achieve whatever you want to [4:23] achieve in life you don't need to be the [4:25] world's greatest salesperson you just [4:28] need to be proficient good enough if [4:30] you're already good the straight line [4:33] will make you great and if you're great [4:35] it'll make you one of the best in the [4:37] world in fact the first 12 to 15 people [4:41] I trained W Stone Cold idiots that [4:44] barely clawed their way at a high school [4:46] they were like far a scump on three hits [4:48] of acid that was the average IQ okay and [4:51] by the time they arrived at my firm [4:53] they' been conditioned to survive not to [4:57] thrive and that was a problem I faced in [5:01] the sense of they're in a game of [5:02] success but a bigger problem I faced [5:06] started when I discovered an untapped [5:08] niche in the stock market and what that [5:12] untapped Niche was was selling $5 stocks [5:16] to the richest 1% of Americans before [5:20] that I had started my firm and we were [5:24] selling penny stocks and we were selling [5:26] up the average Moms and Pops these are [5:29] unsu phisticated people who don't know [5:31] when they when they invest in a penny [5:33] stock they might invest $300 or $500 and [5:36] it's like buying a [&nbsp;__&nbsp;] lotto ticket [5:38] you get it it's an Impulse sale that's a [5:42] very easy sale [5:44] compared to trying to go out and tell [5:47] one of America's wealthiest business [5:50] owners who makes decisions every single [5:53] day a bosses people around tell this guy [5:55] that who you never met in person you [5:58] call him up over the phone from a [6:00] different state and say send me a [6:02] million dollar for a stock you never [6:04] heard of a lot harder right not even in [6:09] the same league I don't want to get too [6:10] much into it but just so you understand [6:12] what happened I started a big firm and [6:15] then the market crashed my first day I [6:17] was a stock where I trained for six [6:19] months and then I was forced to go to [6:21] the small firm so I had seen both worlds [6:24] I'd seen the way the big world the big [6:25] firms operated the Morgan Stanley the [6:28] Goldman saches of the world and then I [6:29] saw how the schlock firms operated at [6:31] the bottom of the barrel what I did is I [6:33] said when we were at the big firms that [6:35] calling the richest 1% of investors and [6:38] at the small firm they call the Moms and [6:40] Pops and I'm like why is that happening [6:43] or part of it the collective wisdom was [6:46] there's no way that a kid who didn't go [6:49] to college one of the better schools [6:52] okay who's got a thick guttural aent [6:55] there's no way this kid is going to be [6:57] able to call up a wealthy person in [7:00] Chicago or somewhere whatever Texas C [7:03] and get and get them to invest and I [7:05] said wait a second why can't I sell [7:07] penny stocks which had huge commissions [7:11] so a penny stock you might if someone [7:12] sent in a uh $100,000 your commission [7:16] would be [7:17] 50,000 in the Big World in a big stock [7:20] if someone sent in $100,000 maybe you'd [7:23] make for3 [7:24] $4,000 so it's like 10x or more 15x [7:28] right so I that was was my idea and I [7:31] tested the idea with myself and my [7:35] junior partner the partner Danny the [7:37] Jonah Hill character right Donnie his [7:39] real name is Danny right when we tested [7:41] it we start it was a two call system you [7:44] called someone up you said hey blah blah [7:46] blah I want to send you some information [7:48] get back to you and next time we're [7:49] making a recommendation to our clients [7:51] right short slory that's not the exact [7:52] [&nbsp;__&nbsp;] I'll do that later for you right [7:55] and then you send them some information [7:58] and then a week L you'd call them back [8:00] and you'd give them a pitch right so [8:02] Danny and I each had our stack of leads [8:05] right and we started off by selling them [8:08] a big stock at the time was Eastman [8:10] Kodak the camera company right and [8:12] before digital cameras Eastman Kodak was [8:15] one of the bluest of the Blue Chips we [8:17] sold 10,000 15,000 5 the minimum was [8:21] 5,000 right and so forth just to get the [8:23] account open the week prior Danny and I [8:26] had maybe 20 accounts each that we [8:28] opened up in Eastman Kodak the problem [8:31] was is that on those trades we made [8:34] maybe $40 and it cost us500 to get the [8:38] client so we were [8:40] behind right we lost money but the plan [8:43] was now is to call them back a week [8:47] later after they bought the codak and [8:49] now present them with the a $5 stock [8:53] which was really a penny stock but it [8:54] was priced at $5 $6 right and it wasn't [8:57] like we going to lie to them and say [8:59] this is is like East Co no this is like [9:01] a [&nbsp;__&nbsp;] speculative Wild Ride much [9:04] more upside bigger downside right so it [9:07] was transparent but rich people love to [9:10] speculate so that was the idea and I was [9:13] hoping that we could get bigger trades [9:15] like that maybe someone will put [9:17] $10,000 into the $5 stock versus $300 [9:22] that they were doing before with the [9:23] Moms and Pops so now Danny and I have [9:26] our stack of new clients that had bought [9:28] Kodak and we want to upsell them or in a [9:31] second sale right second trade them so [9:33] to speak into the name of the company [9:35] was called ventur entertainment so Danny [9:39] had his stack of leads right and he's [9:41] out in the in the boardroom with 12 [9:43] other people but Danny was separate like [9:45] he was doing a separate program all the [9:47] other people were still calling pet Moms [9:49] and Pops selling them penny stock so I [9:51] was running that business that business [9:52] was already running and I was doing [9:55] really well the average broker was [9:56] making maybe $10,000 a month and I [9:59] taught them a system of selling that was [10:02] really good this is before the straight [10:04] line and it was about tonality and [10:07] saying certain things and overcoming [10:10] objections all the things that sales was [10:12] about back then before the straight line [10:15] and they were doing well the average kid [10:17] was making $10 to $15,000 a month which [10:20] is probably like $30,000 a month now and [10:23] everyone was happy right and I learned [10:26] my lesson in an earlier business so [10:27] before I proved out this idea I wasn't [10:30] about to stop the firm for what it was [10:32] doing so I had the 12 Brokers all doing [10:35] that selling penny stocks and Danny and [10:38] I were experimenting in like a little [10:41] vacuum with this new system so we start [10:43] dialing I'm in the office he's in the [10:45] board right and after I I dial a couple [10:47] of no answer right and I see he gets [10:49] someone on the phone he starts spit [10:50] pitching right so I put my phones and [10:52] I'm watching I'm watching right about 3 [10:54] or 4 minutes later he hangs up the phone [10:57] all right and he comes walking in my [10:59] office and he's got like a buy ticket [11:01] and he's got this kind of weird look on [11:03] his face I'm like what happened he goes [11:07] the guy bought [11:09] $120,000 worth of ventur and apologized [11:12] for working so small in that moment I [11:16] knew I was like holy [&nbsp;__&nbsp;] [&nbsp;__&nbsp;] I've [11:19] stumbled on the [&nbsp;__&nbsp;] Holy Grail here [11:21] my commission on that trade made $74,000 [11:24] in 4 minutes and I looked out into the [11:27] boardroom and I said this is going to be [11:30] simple all I have to do I say this to [11:33] myself all I have to do is train these [11:36] 12 barely postadolescent nink poops how [11:40] to close rich people and the rest as [11:43] they say will be history unfortunately [11:46] as they also say easier said than [11:49] [&nbsp;__&nbsp;] [11:50] done as it turned out trying to train a [11:54] bunch of barely postadolescent nle boops [11:57] to call the richest toughest meanest [11:59] businessmen turned out not just to be [12:02] difficult but INF [&nbsp;__&nbsp;] possible [12:05] Meanwhile my closing rate is 50% Danny's [12:10] is in the high 30s and theirs is a goose [12:14] egg zero what would you be thinking [12:16] you'd be pulling your hair out of your [12:17] head I this was my billion dooll idea [12:20] I'm 25 years old and I went on a quest [12:23] and I already was really well read with [12:25] sales books and stuff but I started [12:27] reading every book and trying everything [12:30] nothing worked week after week giving [12:32] meanings motivation o overcoming object [12:36] nothing worked and they all wanted to go [12:38] back to the old system of calling [12:40] average Moms and Pops which I hated [12:43] doing and it was like a dead and maybe I [12:44] was make it a couple million dollars a [12:46] year but I you know this I knew there [12:49] was more so that night 700 p.m. we all [12:52] came back I'll never forget this night [12:54] it was a Tuesday evening in November 19 [12:59] 1988 a lot of you weren't even born yet [13:03] okay a lot of you wen't I look pretty [13:04] good considering all the drugs I've [13:06] taken right I mean [&nbsp;__&nbsp;] come on [13:08] right right I'm 62 by the way all [13:12] [Applause] [13:13] right [13:15] yeah I should look like Keith Richards [13:18] from the Rolling Stones right but I got [13:20] lucky so 7 o'clock I I stand in front of [13:22] the border and I have my my my trusty [13:24] white board which is like eight times [13:26] the size of this this really big one of [13:27] those big white boards right anyway I [13:29] stood in I always gave my meetings at [13:31] the Whiteboard and like I looked just 12 [13:34] sad faces I'm like guys I'm like I don't [13:37] know what is wrong with you like you [13:38] know I don't understand why you can't [13:40] close rich people and I was like Angry [13:42] it was like an anger in my voice I was [13:43] [&nbsp;__&nbsp;] boiling up cuz you know they [13:45] were about to do Mutiny on the Bounty [13:47] they wanted to quit or go back to [13:49] freaking penny stocks right so I was [13:50] really angry like what is it tell me in [13:53] this silence right and finally after [13:54] like 30 seconds of Silence one guy goes [13:56] there's too many objections [13:59] another goes yeah yeah there's a [14:00] thousand objections and someone else [14:03] goes yeah there's a thousand objections [14:05] these rich people are [&nbsp;__&nbsp;] they keep [14:07] cutting us off then goes yeah we can't [14:10] even get our pitches off they're [14:11] [&nbsp;__&nbsp;] there's a thousand I'm like oh [14:13] stop all right fine there's a thousand [14:15] objections great let's write them all [14:18] down couple seconds it silence finally [14:20] one guy says they want to think about it [14:22] okay great they want to think they want [14:24] to think about it I swear I'm not on [14:26] drugs [14:27] okay I told I'm a funny guy yeah next [14:30] they say uh bad time of year it's bad [14:33] time of year right other guy says they [14:34] want to speak to their wife I'm like [14:36] great they want to speak to their wife [14:37] what else they're not liquid right now [14:40] no money great what else they want to [14:43] speak to their partner great what [14:47] else send me some information or call [14:49] back right what else T silence I'm like [14:54] guys that's six there's 994 to go I want [14:57] to [&nbsp;__&nbsp;] know all thousand come on [14:59] let's go and they started hitting me [15:01] with objection after objection after [15:04] objection after objection until the [15:06] entire board was filled with objections [15:10] which at the end of the day turned out [15:12] to be 14 [&nbsp;__&nbsp;] objections and they ran [15:16] out and by the way half of these were [15:21] repeats of [15:23] two there was like I want to speak to my [15:26] wife my business partner my lawyer the [15:30] butcher the baker the [&nbsp;__&nbsp;] [15:32] Candlestick maker right you know someone [15:34] else right in reality there were like [15:39] not 14 there were seven seven objections [15:42] right in that moment I got so angry I [15:45] got so angry with them right I was like [15:47] you guys are unbelievable you know [15:50] you're talking about all these thousand [15:52] objections right thousand objections [15:55] right at the end of the day you can only [15:57] give me 14 half of them or repeats of [16:00] two I mean this is just it's ridiculous [16:02] you know I said you know what but the [16:03] truth is this even those objections [16:06] don't matter I mean don't you get it and [16:11] suddenly this thought Pops in my head a [16:14] few words that I never had really [16:16] thought of before I said don't you guys [16:18] get it every sale is the same and they [16:23] looked at me like what the [&nbsp;__&nbsp;] is this [16:25] guy talking about you know like every [16:27] sale's not the same every s's different [16:30] and then I [16:31] said an idea pops [16:34] watch and for the very first time I drew [16:38] this long thin straight line across the [16:42] center of the Whiteboard which was like [16:44] a really big whiteboard like to he right [16:46] and I put a big thick X on either end [16:50] and said guys this is your open where [16:53] the sale begins and this is the close [16:56] right here where the client says yeah [16:58] let's do it or [17:01] not now back when you were selling penny [17:04] stocks every once in a while you had one [17:08] of these what we call perfect lay down [17:11] sales where everything you say [17:12] everything you do everything you mention [17:15] they're like yes yes oh my God yes that [17:17] sounds so great yes no objections on [17:19] board as if they're almost pre-sold [17:23] before the sale begins and then when you [17:26] ask them to buy they're like great let's [17:29] it and they fill out the form and boom [17:31] they close in straight line parlament we [17:35] call that a laydown sale and what it [17:37] really is it's an objection close by [17:41] someone who basically came in already [17:43] wanted to buy at a very high level they [17:46] had a pain point and they they buy now [17:48] here's the truth I'm sure for those of [17:51] you are active in real estate or in any [17:54] other type of sales every once in a [17:57] while you get one of these and we love [18:00] them but the problem is in the real [18:02] world of selling they are few and far [18:06] between [18:08] 98% of the time people have questions [18:13] they have objections they have concerns [18:17] they ask you more they hit you with [18:19] other objections so in other words you [18:22] as a salesperson yeah it'd be great if [18:25] every sale was perfectly the same right [18:27] on the straight line [18:29] but in reality they're always trying to [18:32] take you off the straight line so what [18:35] you have to have and what exists are [18:39] these healthy boundaries above and below [18:43] the line when you're inside these [18:47] boundaries you're in control of the sail [18:50] you are in control moving forward down [18:53] the [18:54] line in control in control essentially [18:59] right those healthy boundaries represent [19:01] when you're in control when you go [19:03] outside those boundaries the prospect is [19:06] taking control and you're spiraling off [19:09] the Pluto up here where you're talking [19:11] about things that are not gerain to the [19:13] conversation you're talking about [19:15] nonsense or down here to your anus which [19:17] is not a good place either for most of [19:19] us at least I don't judge but the point [19:21] is when you're in control the sale [19:24] you're talking about things that are [19:25] relevant and you're moving forward when [19:27] you're out of control you're is [19:28] spiraling out something clicked that [19:31] night cuz that night is when I invented [19:34] the straight line and what it was that [19:38] they said was not about the Thousand [19:41] objections that wasn't it it was [19:43] something else they said and I'll repeat [19:45] what I said before they said there's a [19:47] thousand objections yeah the rich people [19:49] are [&nbsp;__&nbsp;] they keep cutting us off we [19:52] can't even get our pictures off remember [19:55] that they keep cutting us off we can't [19:59] even get our pitches off guess [20:03] what that wasn't happening to [20:06] me people never cut me off if they did [20:10] they do it once and not [20:12] again I was getting the same objections [20:16] the very same objections they were [20:18] getting but I was getting them after I [20:21] asked them to buy not before why would I [20:26] be getting objections before I even [20:27] close the sale [20:31] and I realized in that moment I said you [20:35] know what I I get it now I know why I'm [20:37] out closing everybody not just at [20:39] Stratton but any sales job I ever worked [20:42] out before I double and triple the [20:45] production of the highest salesperson [20:47] when I walked in the door right away and [20:50] I realized I had a certain way there was [20:53] something I was doing a certain way that [20:56] I sounded the way I looked in person [20:59] didn't matter whether it was in person [21:01] or over the phone something was [21:04] happening something different and I [21:06] realized I said to them you know what [21:08] guys when you are selling to people that [21:11] are in any way sophisticated because [21:13] remember with penny stocks it's like [21:15] that buying a lotto ticket it's an [21:17] Impulse sale very different you guys in [21:20] real estate that's a financial [21:21] transaction with his real money at stake [21:24] people knock say great let's do it cuz [21:26] they're taking a flyer people don't take [21:28] Liars in real estate and live very long [21:31] in the game okay it's a more [21:33] deliberate educated logical business [21:38] tied to emotion because there's always [21:39] logic and emotion involved them both [21:42] right and what I said to them I said [21:45] when you're speaking to people you have [21:48] literally 4 [21:50] seconds 4 seconds to establish three [21:54] crucial things and I'll tell you exactly [21:57] what they are number one in the first 4 [22:00] seconds you must be perceived as being [22:02] number one sharpest attack you're sharp [22:06] you're on the ball you're not going to [22:07] waste your time of their you're a [22:09] problem solver number two enthusiastic [22:12] as hell that what you have must be good [22:15] there's enthusiasm in your voice you're [22:17] excited now I'm not talking about crazy [22:21] over-the-top enthus like oh my God check [22:23] out that's [&nbsp;__&nbsp;] idiotic you're not [22:25] like an [22:26] infomercial I'm talking about something [22:28] very different it's called bottled [22:31] enthusiasm and that is a power and [22:34] energy in your voice even if you're [22:35] Whispering it sounds like you just you [22:38] wow this guy is really this girl is [22:40] really ex it's a way of carrying [22:41] yourself and communicating that's [22:43] powerful and it's attractive and number [22:46] three the most important one of all by a [22:50] country mile an expert in your field to [22:53] be perceived as an [22:55] expert a figure of authority cuz here's [22:58] the [22:59] deal we have been trained since we're [23:03] yay big since we're little boys and [23:05] girls to [23:08] defer to people who are experts to seek [23:13] out experts to help us solve our [23:16] problems and eliminate our pain points [23:19] think about it since you were very small [23:21] when you were first sick as a kid your [23:23] parents took you to a doctor right you [23:26] went to the doctor and you went to the [23:28] doctor and even you know your own [23:30] parents would like defer to the doctor [23:32] they dressed a certain way they had [23:34] diplomas on their walls it was a serious [23:36] thing these people had studied for many [23:38] years and had become experts in how to [23:41] make sick people feel better and when [23:44] you went into the office and you saw the [23:46] doctor and the doctor would ask you [23:48] questions you would answer them honestly [23:52] and [23:53] forthrightly why because he's an expert [23:56] you didn't interrupt him you didn't cut [23:58] him off [23:59] you [23:59] listened right and when the doctor was [24:02] done asking his questions he didn't just [24:05] say great have a nice [&nbsp;__&nbsp;] day hope [24:07] you feel better no he would then tell [24:09] you here's what this here's what's wrong [24:12] with you and here's the solution and [24:15] give you a prescription or whatever it [24:16] might be and then you followed it [24:20] religiously because you were told to by [24:22] your parents and intuitively you knew [24:26] this is not just like some witch doctor [24:28] in the street take this [&nbsp;__&nbsp;] magic [24:30] Elixir no he was an expert she was an [24:33] expert in her field so what happens is [24:38] when you are perceived and the operative [24:41] word here is p [24:42] perceived sharp as an expert in your [24:45] field enthusiastic what happens is [24:49] people will defer to you they will allow [24:53] you to take control of the conversation [24:57] they'll allow you control the flow [25:00] because you're perceived as an expert if [25:02] you're perceived as a novice what will [25:05] they do they will take control and they [25:08] will cut you off interrupt you hit you [25:10] with objections they're not going to [25:11] respect you so now let's go back to what [25:14] I said even before that I said every [25:16] sale's the same right well guess what to [25:23] me my [25:25] experience every sale was the same why [25:29] because the first thing I did was I took [25:32] control of the sale and by doing that by [25:35] sounding like an expert sharp on the [25:38] ball enthusiastic an expert it allowed [25:41] me to take control and once I had that [25:45] control I use that control to allow the [25:50] encounter to unfl to unfold in the same [25:54] way every time if the prospect is in [25:58] control good [&nbsp;__&nbsp;] luck trying to [26:00] close a sale cuz now every sale [26:04] becomes different you're being reactive [26:09] to what the prospect is saying versus [26:11] being controlled and you're now [26:15] proactive and allowing things to unfold [26:17] a certain way so the first step in what [26:22] is called the straight line syntax [26:25] syntax is a fancy word for order [26:28] okay I created that very night what was [26:31] called the straight line syntax it had [26:33] about 10 steps back then right now it's [26:35] got 12 right but all the those 10 steps [26:39] are the same the first step is always [26:41] you must take control of the encounter [26:45] because without that every sale is [26:47] different and you can't run a [26:49] strategy right now the second step is [26:53] what you want to then use that control [26:57] you're in control use that control to [27:01] start doing two things number one [27:04] Gathering intelligence asking [27:08] questions finding out what the [27:10] prospect's needs are their values their [27:12] hierarchy of needs their pain points all [27:15] relevant things you start asking [27:17] questions in a specific order in a [27:20] specific way using certain tonalities [27:22] we'll get to that in the afternoon as [27:24] well and [27:26] simultaneously as you're doing that [27:28] You're Building [27:30] Rapport on both a conscious and [27:34] unconscious level You're Building [27:35] Rapport those two things happen together [27:38] you ask questions and build rapport how [27:41] the [&nbsp;__&nbsp;] do you do that right good [27:43] question right the answer is easily in [27:47] fact the best way by far to build [27:51] rapport is by asking questions and [27:54] engaging in what's called active [27:56] listening meaning what you don't want to [27:59] do because it's so important like you [28:01] know in the remember the end of the [28:02] movie sell me this pen sell me this pen [28:05] and I goes this pen is a great pen it's [28:07] aad right well sell what that really is [28:10] by the way sell me this pen it's a test [28:13] for salespeople to see if they'll start [28:15] rambling and trying to sell [28:18] you based on the features and benefits [28:21] of whatever that comes to mind they make [28:22] up for a pen right but the first thing [28:25] you would have to do whether it's a pen [28:28] a [28:29] car property anything is find out if the [28:35] prospect even wants it is interested in [28:38] so you have to ask questions but what [28:40] you don't want to do is ask questions [28:43] and be like the grand [&nbsp;__&nbsp;] Inquisitor [28:47] like so where do you live they say yeah [28:50] great how much is your income okay right [28:52] and what's most important do you want to [28:53] be a school dist they're what the [&nbsp;__&nbsp;] [28:55] you know like this person's an [&nbsp;__&nbsp;] [28:57] and that's called Break breaking Rapport [28:59] you break Rapport it goes down the tubes [29:02] right and then you're screwed because [29:03] why you can't influence you can't [29:06] persuade when you're not in rapport with [29:08] someone essentially when you're out of [29:11] Rapport you can't [29:13] influence so if you ask questions the [29:17] wrong way you come off as The [29:20] Inquisitor you break Rapport and you're [29:24] done do it the right way which is called [29:27] active listening [29:29] okay and this is super important to [29:31] engage in what's called active listening [29:34] means that when you ask a question now [29:38] number one you want to ask that question [29:40] using the right tonality so what's your [29:42] biggest pain point right now they're [29:44] like [&nbsp;__&nbsp;] you or you could say so so [29:47] what's your biggest pain point right now [29:49] like what's what's really keeping you up [29:51] at night they'll say oh my God he cares [29:53] about me he feels my pain he really want [29:56] very different result and then as they [29:59] speak right they're talking and you're [30:03] looking at [30:04] them [30:06] uhuh got [30:08] it got [30:11] it okay now where'd you grow up done [30:15] you're [&nbsp;__&nbsp;] lose it right as someone [30:17] is speaking to you you have to give them [30:20] back energy whether it's in person or [30:23] the phone so as ah night uhhuh o [30:28] oh my God I'm exaggerating okay but the [30:31] point is it's those little ahas yep o ah [30:35] nice oh my go wow very [30:40] cool and you know what they say damn [30:42] this person [&nbsp;__&nbsp;] gets me they [30:45] understand me and my body language my [30:48] Grunts and groans my tonality is [30:50] building massive report in fact I'll [30:53] even add and clarify their answers I ask [30:57] a question they give an answer and then [30:59] I'll show them my Mastery how much of an [31:03] expert I truly am by adding on say Yeah [31:06] in fact and I'll give some tidbit of [31:08] information where they're like [&nbsp;__&nbsp;] this [31:10] guy is [31:10] sharp damn he knows exactly what I'm [31:13] going through he actually made me more [31:16] clear of what my issues [31:18] are and if you do that and you ask the [31:22] right amount of questions they say how [31:24] many questions should you ask and the [31:27] answer is very simple as many as you [31:29] need to that are relevant and not one [31:32] more or less and the million dooll [31:35] question is [31:38] how how do you do that like how do you [31:42] come off in the first four seconds and [31:44] be perceived sharp as attack [31:46] enthusiastic as hell as an expert in you [31:49] how right now think about it is it [31:51] through the words that you say what [31:53] could you say in 4 seconds to make [31:56] someone believe all three of those [31:57] things listen I'm Shar attack I'm [31:59] Enthusiast H I'm an expert I swear to [32:01] God like what the [&nbsp;__&nbsp;] is wrong with [32:02] this person the words that you say are [32:05] typically form what's called conscious [32:08] communication okay [32:10] conscious and then you have what's [32:12] called [32:14] unconscious conscious communication is [32:16] basically what you're consciously aware [32:19] of I speak to you right now you're [32:22] listening to my words you're talking [32:24] back to yourself saying I agree with [32:26] that that's very smart that's funny [32:27] that's not so oh come on he's wasting my [32:29] [&nbsp;__&nbsp;] time don't tell any more [&nbsp;__&nbsp;] [32:30] stories whatever you're narrating you [32:32] have an inner monologue in your head [32:34] that's running a mile a minute as I [32:37] speak you listen and talk to yourself as [32:40] you're doing that you're deleting out [32:43] about 95% of the world around you [32:46] because you're focusing only on me and [32:49] what I'm saying maybe the person sitting [32:51] in front of you maybe if something's [32:53] hurting you you feel that but your your [32:55] mind your conscious mind does not have [32:58] enough processing power none of ours do [33:01] it's like the ram of a of a computer [33:03] there a certain amount of ram right that [33:05] allows you to run your immediate [33:08] functions as you're doing it that's your [33:10] RAM is your conscious mind the rest you [33:12] delete out but you still absorb it but [33:15] it goes to your unconscious mind which [33:19] then stores the [33:20] rest okay but your conscious mind is not [33:24] that powerful compared to your [33:26] unconscious mind which is [33:28] has all your memories it has your recall [33:31] it's beating your heart it's running [33:33] your digestive system and your skin is [33:36] dilating and not it's everything's being [33:38] controlled by this incredible Data Bank [33:41] of the unconscious mind and that's where [33:44] all of your patterns form what do I mean [33:48] by that patterns you walk up to a door [33:51] that you've never been through before [33:53] and you don't look at and say what the [33:55] [&nbsp;__&nbsp;] is that you're like hm you're like [33:57] God Square rectangular structure got a [34:00] thing there is there if I go through [34:02] that is there going to be an alternative [34:03] Universe no it's a [&nbsp;__&nbsp;] door it leads [34:06] to another room now why do you know that [34:10] because since you're a [&nbsp;__&nbsp;] baby [34:12] you've walked through a thousand doors [34:14] and after enough times your mind oh I [34:17] get it door knob Open Door enter new [34:21] room you developed a [34:23] pattern it's why you don't have to walk [34:26] and see every crack and stuff what the [34:27] [&nbsp;__&nbsp;] does that lead to the Center of the [34:28] Earth no the cracks you you ignore them [34:32] you don't think about that as you walk [34:34] it happens automatically your [34:36] unconscious mind has developed patterns [34:38] of behavior for everything this includes [34:42] patterns for what experts look like and [34:45] sound like we know you know every one of [34:48] you knows what an exper expert is [34:51] supposed to look like and sound like and [34:53] you also know what they don't look like [34:55] and sound like you [34:58] know and that's unconsciously you have a [35:02] pattern so what you are looking to do in [35:05] those first four seconds is you want to [35:07] hit that pattern it's an unconscious [35:10] reaction a gut feeling they get that I [35:13] am in the presence of an expert who's [35:16] sharp on the bow [35:18] enthusiastic and the way you do that is [35:20] not through words it's through two [35:22] things tonality and body language when [35:25] you're in person that's how you do it [35:28] this is a gut reaction that someone gets [35:30] there are certain tonalities that I was [35:33] using unconsciously my whole life cuz I [35:35] was a natural born salesperson that [35:37] people would see me or hear what I said [35:39] and they go wow this person sound sharp [35:41] it's why when I pick up a phone back in [35:43] the day to Coal coil and get leads I get [35:45] three times as many leads as anybody [35:47] else I'd get through the secretaries or [35:49] the screens I get businessmen on the [35:51] phone they listen to me essentially this [35:54] first three steps of the straight line [35:57] okay okay remember number one take [35:59] control of the S Mission critical by [36:02] sounding and being perceived as an [36:05] expert sharp [36:07] enthusiastic and really what those three [36:10] three things chunk up to what it really [36:12] means is that the person has a gut [36:15] reaction saying this is a person worth [36:19] listening to and even one level above [36:22] that because they can help me achieve my [36:26] goals that's that's what we seek out [36:28] experts for and those three things allow [36:32] you they give you those first few [36:34] seconds to get control of the sale and [36:38] then you want to use that control that [36:40] positioning as an expert to start asking [36:43] very smart questions engaging in active [36:45] listening and building massive Rapport [36:48] because remember nothing is a constant [36:50] in communication you can't take control [36:53] because you're perceived as an expert [36:55] and then start sounding like a [&nbsp;__&nbsp;] 10 [36:57] seconds later because again once that [37:01] gut reaction happens and you're [37:03] perceived as an expert now that [37:05] conscious mind kicks in and says is he [37:09] is he is she really an expert they hang [37:12] on your every word every turn of phrase [37:15] looking to see if you fooled them [37:17] there's one more thing one more reason [37:21] why when I said every sale was the same [37:24] right I meant that you take control and [37:27] then you could proactively move it in [37:29] the same direction but there's another [37:31] aspect to this as well and that is that [37:35] as it turns out there are three core [37:40] elements that must line up in the mind [37:42] of the [37:43] prospect for them to say yes to have any [37:46] shot of closing they must think these [37:49] three things at a very high level now I [37:52] want you to imagine something watch a [37:54] Continuum of certainty a Continuum of [37:57] certainty straight line it goes from a [37:59] one to a 10 a 10 means that the prospect [38:02] is [38:03] absolutely positively certain that what [38:06] you have is the best thing since sliced [38:09] bread the product they the piece of [38:11] property the value proposition they [38:14] [&nbsp;__&nbsp;] love it they're absolutely [38:16] certain and the one means they think [38:19] it's the biggest piece of [&nbsp;__&nbsp;] in the [38:21] world they hate it they think it's a [38:24] worthless property they're going to lose [38:25] money go down in value probably blow up [38:28] from a gas leak right biggest piece of [38:30] [&nbsp;__&nbsp;] right the five here in the middle [38:32] that means they're ambivalent I don't [38:35] know maybe they like it maybe they don't [38:37] seven means they're more certain about [38:39] it than not but not nearly as much as a [38:43] 10 and a three is the opposite they're [38:45] uncertain but not as bad as a one now [38:48] let me ask you a question every one of [38:50] you in property right if you're going to [38:52] try to close someone on either selling [38:54] you or buying a piece of property where [38:56] do you want them when when you ask them [38:59] to buy when you ask them to execute the [39:02] transaction or to say yes where do you [39:05] want them on the scale as close to a 10 [39:08] as possible or close to a one obviously [39:12] a 10 right you want to be absolutely [39:16] certain that it's the best thing ever [39:18] right now again when we think of this [39:23] right you think of what certainty is the [39:26] product they must of the piece of real [39:28] estate right and at the highest level [39:31] just so you understand I keep saying [39:32] certainty what sales really is at the [39:36] highest level is the transference of [39:40] emotion that's what you do and the [39:42] Primary Emotion you're transferring is [39:45] certainty the emotion of certainty they [39:49] enter into the encounter they're not as [39:51] certain as [39:52] you you're absolutely certain because [39:55] you know everything about this problem [39:56] you know it's an awesome deal so they're [39:58] not as certain so your job is to [40:00] transfer the certainty from yourself to [40:02] them let's say that you give a great [40:04] presentation you do all the things right [40:06] in the straight line and you get them to [40:08] a 10 on the certainty scale for the [40:11] property question will they buy from [40:15] you yes okay the answer is not yes and [40:19] the answer is not no the answer is maybe [40:23] as in maybe they will maybe they won't [40:26] why because what if in the process of [40:31] making them [40:32] certain something you said the way you [40:35] said something you did made them not [40:37] trust you will they buy from you no [40:41] [&nbsp;__&nbsp;] way they don't don't buy from [40:45] people we don't trust unless we are [40:48] absolutely desperate sometimes someone's [40:51] desperate and you'll buy from anyone but [40:54] by and large generally speaking we do [40:56] not buy from those we don't trust in [41:00] fact if we like something so much we'll [41:02] find someone else we trust to sell us [41:04] that product or one just like it so [41:08] there's not just this Continuum of [41:10] certainty for the product there's also [41:15] one for [41:16] you the [41:18] salesperson they have to be at a 10 for [41:21] you to or close to it so let's say you [41:24] do that and I'm going to save time here [41:26] and you got them very very certain about [41:28] the product very certain about yourself [41:32] will they buy now the answer is still [41:33] maybe they will maybe they won't why [41:35] because there's one more element that's [41:37] typically involved not always but [41:39] typically and that is the company that [41:42] stands behind you if you're part of a [41:44] company and many real estate people are [41:47] they're using a company they must trust [41:49] the company as well these three elements [41:53] we call them in the straight line the [41:56] three1 they they must love the product [41:58] trust you trust the [42:00] company and what you're essentially [42:03] doing as you move someone down the [42:05] straight line from the open to the close [42:09] you're essentially building certainty [42:11] for those three tens while following all [42:14] the other rules of influence maintaining [42:16] Rapport active listening Gathering [42:17] intelligence but you're essentially [42:19] building certainty for those three tens [42:21] and if you get them there at a very high [42:24] level you have an excellent chance of [42:26] closing them and if one of them is [42:27] missing you got no chance at [42:30] all and I'm going to close like that [42:33] with one last statement and we'll [42:36] break is that when you get [42:39] someone to a high level of s let's say [42:42] not to ATT 10 and you ask for the order [42:46] what do they say to you they don't say [42:50] well I'm not certain about I don't trust [42:53] you or I don't think this property is [42:56] worth as much as you know what they say [42:57] they say sounds good let me think about [42:59] it let me call you back let me check [43:02] with my accountant or my lawyer send me [43:05] some more [43:08] information objections the common [43:10] objections what they are are smoke [43:12] screens for [43:15] uncertainty that's what they are 95% of [43:18] the [43:19] time and by following these steps by [43:22] essentially learning how to use the [43:24] straight line getting proactive meaning [43:26] taking control you suddenly can make [43:28] every sale the same there are two more [43:31] elements which will go through in the [43:32] afternoon on top of this and when you [43:34] use the straight line you get to this [43:36] point very quickly I don't care what [43:38] your level of natural ability is you [43:40] could suck right now and the straight [43:42] line will make you more than good enough [43:44] to close as many sales as you want and [43:47] if you're really good at sales it'll [43:48] make you [&nbsp;__&nbsp;] awesome the 310 right [43:52] and this is crucial because I I I want [43:53] to go back I you know very quickly went [43:56] through this metaphor right and I said [43:58] like closing a sale on some level it's [44:02] like you're being a safe cracker right [44:05] there are certain elements to this [44:07] buying combination you ever see the [44:09] movie The Italian Job it's a great movie [44:11] right they professional safe crackers so [44:13] what are they doing they they put their [44:14] ear to a safe you hear spin it spin it [44:18] click and you know you got the first [44:20] number right then you spin it the other [44:22] way right click you got the second [44:25] number other way third number you pull [44:27] down the lock and if you got the numbers [44:30] right what happens the safe opens right [44:34] you pull it down the safe opens but if [44:36] you didn't get one number right what do [44:39] you do you have to go back to the [44:42] beginning and make sure you got the [44:45] first number right second third and [44:47] eventually you do it enough times the [44:49] safe opens in some cases right you have [44:53] more difficult safes to crack those have [44:57] five numbers in the case of the human [45:00] mind when it comes to selling you got [45:03] three numbers those are the three [45:05] numbers they must love the product right [45:09] they must trust and connect with you [45:11] trust and connect with the company that [45:13] stands behind the product so essentially [45:16] what you're doing when you ask for the [45:18] order when you close right what you've [45:21] done when you you know you get into [45:22] Rapport right you capture their [45:24] attention you're in control of the [45:26] encounter you make your [45:28] presentation right and all of those [45:30] things are designed that when you ask [45:33] for the order for the first time asking [45:36] to buy it's the equivalent of pulling [45:39] down on the lock now if you've got all [45:43] three of those lined up at a very high [45:45] level guess what if they're a relatively [45:47] easy person to sell to Boom the safe [45:50] opens meeing they [45:53] close that would be called what a lay [45:56] down sale but again those situations are [45:59] few and far between typically they going [46:01] to hit you with an objection this is [46:03] your open this is your close right [46:05] here's your boundaries above the line [46:07] here's your boundaries below the line [46:09] they have objections questions and so [46:11] forth right you want to take them down [46:13] the line to the close right you have [46:16] your first 4 seconds that happens right [46:18] here that introduction where you're [46:20] going to sound sharp as attack [46:22] enthusiastic asell an expert in your [46:24] field right which allows you to what [46:28] take control of the conversation you [46:31] then use that control to gather [46:34] intelligence right gather intelligence [46:37] build rapport on both the conscious and [46:39] unconscious level and then from there [46:42] you're going to at some point after [46:45] you've asked enough questions and you [46:48] know everything there is to know that's [46:53] relevant right you're going to execute [46:55] what's called your straight line [46:57] transition a transition which is going [47:00] to take you from this intelligence [47:02] gathering [47:03] phase into your actual presentation [47:06] where you're now going to present the [47:08] so-called features invedit value [47:11] proposition cost benefit ratio whatever [47:13] it might be right okay and that [47:16] transition could be as simple as you [47:18] know listen you know Jim Jill John you [47:20] know based on everything you just said [47:22] to me this property is a perfect bit [47:26] View let me tell you [47:28] why this deal whatever it might be this [47:31] is a perfect fit for you let me tell you [47:34] why right and that let me tell you why [47:38] ends your [47:39] transition and begins your actual [47:43] presentation you go into presentation [47:46] mode where you can explain why the [47:49] product is awesome in this case [47:51] property and as you've been doing that [47:54] you've been sounding like an expert [47:56] you've been building trust because [47:58] of building Rapport and Trust for [48:01] yourself sounding like an expert the way [48:03] you explain the product so you're [48:05] essentially lining up all these elements [48:08] but mostly you're focusing on product at [48:10] this point right you haven't really dug [48:13] that deep into the company yet right you [48:16] haven't really dug into yourself in a [48:17] deep way but you're doing that [48:20] automatically and now you're going to [48:22] give a kick-ass presentation we call [48:24] that a straight line presentation [48:25] there's rules for that [48:27] and by the way just so you know I don't [48:29] have time to go deep into everything [48:31] right but everything I teach is online [48:34] for [48:35] free okay just go to my go go on to [48:38] YouTube if you want go to my website I [48:40] give the [&nbsp;__&nbsp;] away for free okay and [48:42] it's awesome by the way I sell courses [48:45] that are more organized but you don't [48:46] need them they're awesome but if you [48:48] don't want to pay for it just get the [48:50] [&nbsp;__&nbsp;] for free I don't care you make the [48:51] straight line presentation and here's [48:53] the key this presentation always always [48:57] ends with you doing what asking for the [49:00] order for the first time remember I said [49:03] this morning you go to the doctor you're [49:05] sick you're a kid the doctor looks at [49:07] you and he examines you says oh you're [49:10] [&nbsp;__&nbsp;] have a nice day is that what a [49:12] doctor does no a doctor's an expert in [49:16] his field he doesn't say oh I know what [49:17] you got got [&nbsp;__&nbsp;] [49:19] bronchitis see later I got go no and he [49:23] offers you a solution an expert will [49:26] always off offer you a solution so when [49:29] you are an expert at what you do you [49:31] don't beat around the bush it's like no [49:33] here's what you need to do here's what I [49:36] suggest you here's what makes sense for [49:37] you now once you do that okay that [49:42] essentially ends What's called the front [49:45] half of the straight line the front half [49:48] now in reality it's not really a half I [49:50] was cuz it's just a short board you're [49:52] really over here in the third be a third [49:55] of the way down depending on what the [49:56] Sailors in other words sometimes what [49:58] people do the mistake they make is when [50:00] they're selling they are almost scared [50:05] to ask for the order because they're [50:09] really frightened of hearing those [50:10] [&nbsp;__&nbsp;] dreaded words that every [50:12] salesperson hates it just let me think [50:15] about it let me call a [&nbsp;__&nbsp;] again like I [50:20] thought they were so interested they [50:21] were they were nodding their head they [50:23] seemed like they love the thing and then [50:24] they said they want to call back or [50:25] speak to their partner you're like oh [50:27] [&nbsp;__&nbsp;] [&nbsp;__&nbsp;] another sale not going to [50:30] happen right that's the opposite of the [50:34] truth when I am selling anything I can't [50:38] wait to this point here when I ask for [50:41] the order the first time I'm [50:44] expecting for them not to say yes [50:47] sometimes they do right could be 5% of [50:50] the time depending on what you're [50:52] selling but I'm not expecting it so [50:55] really what can they say [50:57] well you're going to find out with a [50:58] straight line there's always like these [50:59] really just simple things it's like a [51:01] computer if then for next right there's [51:03] only a few [&nbsp;__&nbsp;] things they can say [51:05] what can they say well they can say yes [51:09] boom you got a client that's your lay [51:12] down sale right everyone get that yes [51:15] right they could say no I'm not [51:19] interested right but how often does that [51:22] really happen now if you're doing this [51:25] correctly if you're Act [51:27] qualifying people and you're asking them [51:29] the right questions and you're weeding [51:31] out the people who either are not [51:33] financially qualified or who don't match [51:36] who don't fit for what you're selling [51:38] you're weeding out the people that's why [51:40] you ask questions find out if they're [51:43] right for your offer if it makes [51:45] Financial sense for them if they're [51:47] qualified so if you go through an [51:50] intelligence gathering session and let's [51:52] say that's 10 or 15 minutes long maybe [51:54] longer maybe shorter and they answer all [51:57] these questions and you're in deep [51:58] rapport with them you're using your your [52:02] active listening to keep building [52:03] Rapport your positioning yourself as an [52:05] expert you make this kickass sales [52:07] presentation that is incredibly logical [52:10] an airtight logical case or if not the [52:12] beginning the beginnings the framework [52:14] of an airtite logical case right you [52:17] sound great you're inp you ask for the [52:18] order they say no not interested [52:21] really once in a very very blue moon far [52:26] less than them saying [52:28] yes but what they do say 95% of the time [52:33] and depending on the industry is [52:37] maybe and maybe is a catch all for what [52:42] all the common [52:44] objections what else can they say they [52:46] could say yeah let's do it no I don't [52:48] want to all let me think that out call [52:49] back my [&nbsp;__&nbsp;] Santa Claus the tooth [52:51] fairy in other words they give you an [52:53] objection right that's it simple so for [52:57] me as a straight line expert like when I [52:59] first discovered this Back in 88 right [53:02] I'm [&nbsp;__&nbsp;] old right in 88 and like for [53:05] like for me what I realized is that when [53:07] I got to the end of my original pitch I [53:10] was [&nbsp;__&nbsp;] rolling up my saying I can't [53:13] wait for them to hit me with the first [53:14] objection because now I can roll up my [53:17] sleeves and do my freaking [53:20] job and thank God for that because you [53:23] know what if they all said yes guess [53:27] what sales people would not get paid [53:30] very much what I'm talking about is [53:33] influence and [53:34] persuasion which in my book means not [53:38] taking [53:40] Nos and turning them into yeses that's [53:43] not what sales people [53:44] do smart salespeople take the nose and [53:47] get rid of them [53:49] quickly what I want to do is take the [53:51] let me think about us let me call you [53:53] back spare time of years send me [53:55] information can't afford it right now [53:57] got to speak to my lawyer my wife the [53:59] butcher the baker the [&nbsp;__&nbsp;] [54:00] Candlestick Baker whatever it might [54:02] [&nbsp;__&nbsp;] be take those [54:04] people and use the straight line and [54:08] close them so what do you do you gave [54:12] this Kick-Ass presentation you ask for [54:15] the order and they say let me think [54:17] about it you're like ah just as I [54:20] expected you're not [54:22] like [54:24] deflated cuz if you get DEF Ed that [54:27] means you lost what you lost your own [54:32] certainty what did I say this morning [54:34] sales is the transference of emotion and [54:40] the Primary Emotion you're transferring [54:42] is [54:44] certainty now watch this is really [54:47] important okay so when we talk about the [54:49] inner game of success one of the things [54:52] we talk about is managing your emotional [54:54] state States like certainty clarity [54:56] confidence courage go to my website free [54:58] [&nbsp;__&nbsp;] trainings on this how to manage [55:00] your state but the point is you must be [55:03] in a state of absolute certainty when [55:07] you enter a sales encounter you must be [55:10] certain right because why because you're [55:13] transferring the [55:14] emotion well the straight line system [55:18] what it really does is it is a transfer [55:21] mechanism it allows you to transfer the [55:25] C certainty that you feel inside it [55:28] allows you to manifest that in language [55:31] and body language and tonality in a way [55:35] that you can then transfer very [55:37] efficiently the certainty that you feel [55:40] and know in every bone of your [&nbsp;__&nbsp;] [55:42] body transfer that to another human [55:45] being to make them as certain or as [55:49] close to certain as you you're [55:51] transferring energy there's a [55:53] disconnection between what you're [55:55] thinking [55:57] and the way you think you [56:00] sound very common so you think you I say [56:03] one sound certain like well this is a [56:05] really good product that's [&nbsp;__&nbsp;] not [56:07] certainty okay now certainty doesn't [56:09] have to be yelling certainty could be a [56:12] whisper listen reason for the call [56:14] something just came across my desk it's [56:17] not yelling and screaming there are [56:19] times you raise your voice and lower [56:20] your voice but certainty is this energy [56:23] source that you have in you and the [56:24] straight line system all ows you to [56:27] transfer this certainty quickly and [56:29] elegantly and in the same way every time [56:32] to anyone you [56:33] want that's what the straight line does [56:35] the straight line system allows you to [56:39] take what's inside [56:41] you and transfer it to another person in [56:45] a very efficient way that gets them very [56:49] high on the certainty scale for those [56:52] three things so again you must learn to [56:55] be in a state of certainty now again I'm [56:57] not talking about just be clear because [56:59] this is a mistake people make when they [57:00] go to a seminar sometimes right and so [57:02] it says you need to be certain right [57:04] what I'm not talking about is walking [57:07] around all day long in a state of [57:08] certain what do you call someone what do [57:10] you call a a woman or a man that walks [57:12] around all day long with their shoulders [57:14] pulled back and their chest P forward [57:16] and talking certain what do you call [57:18] that person a [&nbsp;__&nbsp;] [57:20] [&nbsp;__&nbsp;] you hate the person so I don't [57:23] mean that I'm talking about a ke moments [57:27] when you enter an encounter for sales or [57:29] persuasion you pick up a phone knock on [57:31] the door have a meeting of negotiation [57:34] you must be in a state of certainty so [57:35] you're you're at this point now where [57:39] you have these three things right and [57:41] you've asked for the order the three [57:43] things and obviously they said let me [57:44] think about it so you're like ah [57:48] okay he's uncertain or she's uncertain [57:52] all right what is she or he uncertain [57:54] about take guess anyone [57:57] know rying price what else who [&nbsp;__&nbsp;] [58:01] knows are you keskin the mind reader do [58:05] you really know how could you [58:08] know what you know is they're uncertain [58:10] about one of these three things at least [58:15] right so now what do you do what do you [58:17] do if you're a safe cracker you go back [58:20] to the first [58:21] number and you start [58:24] over which is why [58:27] when you get hit with an objection the [58:29] first time you engage in something [58:32] called deflection in fact go jump [58:35] forward right now to the straight line [58:37] syntax slide remember step one right is [58:39] what take control of the sale let's go [58:41] through this logically take control of [58:43] the sale why because you're better [58:47] because that allows you to make every [58:49] sale [58:50] the same say it loud every sale the same [58:54] right no words you can now at least have [58:57] the chance to be proactive versus [59:01] reactive right opens up a world of [59:05] possibility from there you're going to [59:06] go immediately to step two which is [59:08] gathering there you go Gathering [59:10] intelligence okay [59:12] simultaneously building Rapport step [59:15] four is what boom P straight line [59:18] transition John Jill James you know [59:21] based on what you said to me this is a [59:23] perfect piece of property for you let me [59:25] tell you what [59:27] just like that step five is what your [59:30] straight line [59:32] presentation this is when you start [59:34] talking about features benefits value [59:36] proposition cost benefit [59:39] ratio now just remember when we are [59:43] making this initial presentation we're [59:45] really focusing primarily on the first [59:48] 10 on the actual product itself mostly [59:52] right and just remember that there are [59:55] two typ types of [59:57] certainty the goal is to create more [59:59] certainty for the first 10 that's the [60:01] main focus right but there are two types [60:04] of certainty let me tell you what they [60:05] are because this is important you have [60:07] cuz someone actually asked me some girl [60:10] when we were doing photos she actually [60:11] put something to my mouth what do you [60:13] think is logic or data I'm like what [60:15] what the [&nbsp;__&nbsp;] did you say she's like dat [60:17] I'm like what she dat I'm like oh she's [60:19] like logic or it was like emotion or or [60:21] data logic I said both she was like [60:23] really okay what did I mean by that [60:26] okay two types of certainty you have [60:29] what's called logical [60:33] certainty and then you have emotional [60:35] certainty right logical certainty is [60:38] like the a b c it all adds up it all [60:42] makes sense it's about features and [60:45] benefits value proposition cost benefit [60:48] ratio it's the empirical formula that a [60:51] product makes sense for this person [60:55] right that logical certainty the way you [60:57] create logical certainty is using [61:00] language [61:01] patterns that are airtight and create [61:05] certainty logically right now you could [61:09] also create emotional certainty with [61:13] these patterns by adding on certain [61:15] tonalities and we'll get to that later [61:17] and I'll show you that when I play a [61:18] little clip for you which is pretty fun [61:20] you'll have a good time with it right so [61:21] you could also but primarily the words [61:23] that you say right are building logical [61:27] certainty and then you can build some [61:28] emotional certainty using tonality [61:33] okay then you have what's called [61:35] emotional certainty and this is a gut [61:39] feeling that someone gets I need to buy [61:42] this [61:43] now I want to I have to have this and [61:47] it's not based on the words that you say [61:49] so to speak it's based on you using [61:52] words to create a picture of of how [61:56] someone is going to feel at some point [61:58] in the future after they have made the [62:01] decision to buy it's 6 months down the [62:03] road and they own what they bought and [62:05] they're feeling great they're getting [62:07] the benefits and they feel Freer lighter [62:09] more secure it's solved their problems [62:12] eliminate whatever pain they had they [62:14] feel [&nbsp;__&nbsp;] great that's called future [62:18] pacing it's pushing someone into the [62:21] future allowing them to experience the [62:24] emotional benefits feel good in the [62:28] future they see themselves using the [62:30] product having made the buying decision [62:32] and feeling great that's emotional [62:35] certainty they're very different things [62:38] right it's created by mostly future [62:40] pacing and some tonality people ask me [62:43] what's more important logic or emotion [62:46] the answer is [62:48] both logical certainty is your basically [62:51] your is like is like what you stand on [62:53] the framework it's the Bedrock right and [62:56] I always start off looking to create a a [62:59] logical certainty first I create logical [63:02] certainty first and when you get someone [63:04] to a very high level of logical [63:07] certainty they'll say yeah it sounds [63:09] great but let me think about it the [63:12] logical mind always wants to think in [63:14] delay wants more information but once I [63:17] create that logical [63:20] certainty it is very very easy to then [63:25] move someone [63:28] emotionally so once they're logically [63:30] certain then I will switch and create [63:32] emotional [63:33] certainty and I can move them on an [63:36] emotional level through future pacing [63:37] and tonality and [63:40] suddenly because you have the logical [63:43] underpinning in place what it does is it [63:46] quiets down the human [&nbsp;__&nbsp;] [63:49] detector and people in england got great [63:51] [&nbsp;__&nbsp;] [&nbsp;__&nbsp;] detectors you guys do [63:54] you know when people are of [&nbsp;__&nbsp;] [63:56] generally speaking so what happens if [63:59] you just focus on creating emotional [64:02] certainty first meaning you haven't [64:05] actually explained why something is [64:07] great and you say oh you got imagine how [64:09] great you going to feel these six [64:11] they're like [&nbsp;__&nbsp;] no their brain says [64:13] [&nbsp;__&nbsp;] [&nbsp;__&nbsp;] [64:16] [&nbsp;__&nbsp;] because you haven't created the [64:19] case like an airtight logical case not [64:23] only frees up the mind to be be moved [64:27] emotionally but it also makes someone [64:30] comfortable that I can justify my buying [64:33] decision to another person I know why [64:36] this makes sense like they can explain [64:38] to someone else you can't just explain I [64:41] just had to have it I was going to feel [64:42] good in the future they like idiots but [64:45] by creating this airtight logical case [64:48] first it then frees them up to be moved [64:52] emotionally does that make sense so when [64:55] I'm giving this initial presentation I'm [64:58] focusing on building an airtite logical [65:00] case now how do I do that do I wing it [65:05] like do I just walk it okay great you [65:07] know here's my case no I do what's [65:11] called strategic preparation I'm going [65:13] to prepare before and I'm going to know [65:16] exactly what to say before I walk into a [65:19] sale I'm going to know what all my [65:21] features and benefits are my cost [65:22] benefit ratio my value prop everything [65:24] my comps in the are all the things I'm [65:26] going to have them organized in a script [65:29] in my [65:29] mind you know if they have it written [65:31] down in front of you like you're reading [65:32] from a [&nbsp;__&nbsp;] script okay you don't do [65:34] that mean if you're in person on the [65:35] phone you can do that but the point is I [65:38] know what I'm going to say before I say [65:42] it generally speaking so I make the [65:45] straight line presentation step six is [65:46] it always ends with me asking for the [65:48] order for the first time [65:52] right and again there's three things [65:54] that could happen they could say yes no [65:56] or maybe that's step seven right where [65:59] we deflect the initial objection what [66:03] does that [66:04] mean someone says to me I want to think [66:08] about it selling him property all right [66:11] and they say say well what is it that [66:13] you want to think about tell me that's [66:15] not I want to think about it is [66:18] nonsense it's a smoke screen for [66:21] uncertainty so the first thing to says I [66:23] understand you want to think of it but [66:24] let me ask you this does the property [66:26] appealed to do you like this do you like [66:27] the offer does it make sense to you and [66:30] they're going to say yeah it looks [66:32] pretty good now think about it right I [66:37] said something interesting before I said [66:39] to you that this is your straight line [66:41] right I said and when the prospect [66:43] enters this encounter you got to be [66:46] white hot certain you're like this high [66:48] level of certainty right and the [66:51] prospect generally speaking almost [66:53] always is going to enter at a much lower [66:56] level of certainty right so the question [66:59] really is is where do they [67:01] enter you're at a 10 someone walks in [67:05] where are they on the certainty scale [67:07] who wants to guess five three who wants [67:08] the guess [67:13] three who [&nbsp;__&nbsp;] [67:16] knows unless you're crin the mind reader [67:19] right the [&nbsp;__&nbsp;] or David Blain or what [67:20] the [&nbsp;__&nbsp;] you know how could you possibly [67:23] know why because it's based on on [67:25] everything they've experienced in their [67:27] life up to this point in time their [67:31] prejudices predispositions maybe they've [67:33] seen symbol of properties maybe they've [67:35] been burnt before maybe they love things [67:37] like this no everyone is [67:39] different but I promise you this the [67:43] instant they lay eyes on the property or [67:47] you whatever it is they know it's about [67:49] sales or real estate whatever it is [67:51] right they know what it's about they [67:53] brain will instantly in that [67:56] moment extrapolate everything that have [67:59] seen heard learned about from their [68:00] parents is they're [&nbsp;__&nbsp;] one-year-old [68:02] the brain is so p and it gives them a [68:05] certain gut level of certainty about [68:09] what it is you're [68:11] selling now in some circumstances there [68:13] are Industries like time share sales [68:16] where people land very low on the scale [68:20] like most people will enter a time share [68:22] of sale at a two or a one because the [68:25] that she's got a bad [68:27] reputation conversely someone that's [68:29] going to buy an iPhone where did they [68:31] answer a [68:33] 9.7 So based on the brand reputation [68:37] based on the industry the product that [68:39] you're [68:40] selling people will tend to enter either [68:43] higher or lower but everyone's different [68:46] right so you don't [68:48] know where they are when you [68:52] start but what you do know is two things [68:55] where where you are which is in a 10 and [68:57] your goal is to get them as close to a [68:59] 10 as possible does that make sense [69:02] yes but now for the first time you're [69:07] going to find out where they are right [69:09] here cuz when you say to them does the [69:11] idea make sense to you do you like the [69:13] the the program the the the the property [69:16] and they say yeah it sounds pretty good [69:19] where is that on the certain is that a [69:21] 10 six maybe right yeah that sounds [69:24] pretty good it's not again sounds okay [69:26] that's a four sounds okay five no it [69:29] sounds really light night that's an [69:31] eight or seven or they might say oh [69:33] [&nbsp;__&nbsp;] a this is the greatest thing in [69:35] the world I mean no it's I love it close [69:38] to a 10 and that sometimes happens but [69:42] now for the first time you know where [69:44] they are so what do you do they say they [69:47] say yeah it's pretty good they were a [69:48] six years ah I have some work to do I [69:52] have to make them more certain so how do [69:55] you do that it's very simple now we get [69:58] into a technology of the straight line [70:00] which is called looping okay that's step [70:04] eight okay is you're going to Loop here [70:06] okay build certainty through looping [70:08] what is [70:09] looping let me draw this out just one [70:12] more time here you got your boundaries [70:13] here your boundaries here right you've [70:15] gone through the front half of the sale [70:16] you get hit with the first objection [70:18] right there so this was your [70:19] presentation here right and you've asked [70:22] for the order for the first time they [70:24] said yeah it sounds pretty good good [70:26] you've deflected the answer right you're [70:27] like okay I need to make them more [70:29] certain so what you're going to do is [70:31] you're going to essentially Loop [70:33] backwards in the [70:35] process and build on the certainty that [70:38] you created in the initial [70:43] presentation in other words the first [70:45] time that you explain something you [70:48] don't spend two [&nbsp;__&nbsp;] hours explaining [70:51] it this is the mistake that sales people [70:53] make they spend so much time going [70:56] through every feature every benefit [70:58] every [&nbsp;__&nbsp;] thing they Dro their [71:01] [&nbsp;__&nbsp;] drawers so to speak or they [71:03] shoot their load a better [&nbsp;__&nbsp;] [71:06] analogy right and then the person says [71:09] let me think about oh [&nbsp;__&nbsp;] I I got [71:11] nothing left to say you said it all but [71:14] wait did you hear me I said I said this [71:16] they're like [&nbsp;__&nbsp;] you right so what I [71:19] don't do is I never front load I create [71:23] the frame [71:25] the first presentation is a framing [71:28] presentation like building a house you [71:30] pour the foundation and you put up the [71:33] frame right the house is worth X now in [71:38] this second presentation I'm going to [71:40] put up the [71:41] drywall put the roof on put the rooms up [71:46] right the next one on the third I'm [71:48] going to put in all the accr the the [71:50] water forets the [&nbsp;__&nbsp;] bathroom the [71:52] tile before i' I'm done I've gone [71:54] through Maybe four iterations and I have [71:57] a beautiful house but if you frontload [72:00] your initial presentation and you spend [72:02] an hour and a half talking about [72:04] something then you finally ask for the [72:06] order when it comes time to Loop you're [72:08] you're out of gas you got nothing [72:10] left so [72:12] essentially when you're creating [72:14] straight line presentations it's [72:17] actually a series of presentations that [72:21] build on each [72:23] other making it more more and more [72:26] powerful so I'm going to [72:28] strategically leave certain things out [72:32] of my initial [72:33] presentation so when I have to loop back [72:36] now and raise their level of [72:39] certainty I have some things with tricks [72:41] left in my bag and I'm like oh great [72:44] well let me tell you this and I'm going [72:46] to have this say you know you're can say [72:48] exactly it really is an amazing they'll [72:49] say yeah it sounds pretty good I say [72:51] exactly it's an amazing property in fact [72:53] the true beauty is [72:55] and now I'm going to build on the [72:59] certainty I created with my first [73:00] presentation and given even more [73:03] powerful [73:05] presentation and when I'm they say you [73:07] see what I'm saying they'll say oh my [73:08] God no yeah it's great I'm like [73:11] exactly and I've now raised their level [73:14] up even higher maybe got them from a [73:17] seven or a 6.5 to an [73:19] 8.5 I'm getting much higher closer to a [73:22] 10 does that make sense so what is a [73:25] loop a loop [73:28] is taking an [73:30] objection and using it as an [73:35] opportunity to build more [73:38] certainty for each of the three tens and [73:41] then smoothly transitioning into a [73:46] close if someone says they want to think [73:48] about it and you say listen I'm doing [73:50] this a long time people don't want to [73:51] think about it call back they never do [73:53] you're busy I'm busy be too P clob [73:56] whatever listen just so you know go to [73:57] my website there's I give you 35 ways to [74:01] answer let me think about it rebuttal [74:04] they're called rebuttal to objections [74:06] but if you just rebut the objection and [74:09] then you ask them to buy again you know [74:12] what they're just going to hit you with [74:13] a different object they an objection hop [74:15] they'll say yeah I I get it let me talk [74:17] to my wife they'll switch from one [74:19] objection to the other why because you [74:22] didn't get below the surface to what was [74:25] really happening which was a lack of [74:29] certainty for one two or all three of [74:34] the three [74:35] tens so just by answering rebutting an [74:39] objection all that does is it gives you [74:43] the right to speak more you don't rebutt [74:46] an objection and then ask for the order [74:49] that's the biggest waste of time and is [74:50] what people that aren't trained in sales [74:51] do they think they can answer your [74:53] objection ask the and some magic Happ [74:55] but no they just get caught up in this [74:56] Loop of objection after objection [74:57] objection that's what happens so we look [75:00] at this objection as the opportunity to [75:02] build more certainty now the first [75:04] objection they give I'm going to deflect [75:07] it I'm not even I'm not I'm not going to [75:09] say well I understand you want to think [75:10] about it I'm say I hear you want to [75:12] think about it I understand but let me I [75:14] don't even give it [&nbsp;__&nbsp;] any Credence [75:16] I'm not going to go into why they [75:18] shouldn't think about it what's good [75:19] about thinking about it later on if they [75:21] if they hit me with it in the second and [75:23] third I will rebut it but the first time [75:25] I'm like let me I just want to find out [75:27] one thing where are they on the [75:29] certainty scale that's all I want to [75:32] find [75:33] out so I'm like I understand you want to [75:36] think about it let me ask you a question [75:38] does the idea does the property make [75:41] sense does it appeal to you you like the [75:43] property now watch the way I said that I [75:46] didn't say well I understand you want to [75:48] think about it but does it make sense to [75:49] do you like the what the [&nbsp;__&nbsp;] they'll be [75:51] like no not really [75:55] I'm like I understand you want to think [75:56] of it but but let me ask you this does [75:58] the idea does the property make sense to [76:00] you do you like the [76:02] property that's called hypothetical [76:05] money aside tonality meaning what I am [76:09] saying in my tonality is like money is [76:12] like I understand you want to think just [76:13] justes the all things being equal does [76:15] the idea make sense to you do you like [76:17] the idea everyone hear the difference [76:20] versus does it make sense to do you like [76:21] it they're like well if I say yes you're [76:22] going to ram it down my [&nbsp;__&nbsp;] throat [76:25] right and they're going to be like oh [76:27] yeah maybe I don't [&nbsp;__&nbsp;] know like I'm [76:28] [&nbsp;__&nbsp;] scared am I on [&nbsp;__&nbsp;] stand [76:30] here you're a lawyer cross-examining me [76:32] right so you def you're able to diffuse [76:35] that by using this hypothetical money [76:37] aside tone it's one of the 10 tonalities [76:39] I'll put up on the board in a moment [76:42] okay and by doing that they'll say yeah [76:45] it sounds pretty good or whatever you'll [76:48] get a true reading because you took the [76:51] pressure off make sense yes right [76:55] so then I do this next secondary [76:57] presentation which is absolutely kickass [76:59] because I planned it out it has even [77:02] more [77:03] powerful cases I'm making and cost [77:05] benefits and value props and by the time [77:08] I'm done I'm also now I start saying in [77:11] fact the true beauty is this this and [77:13] that and that that and this and then I'm [77:15] being and and besides that it also has [77:17] this and that and I start increasing my [77:20] tonality of certainty so as I start [77:23] going through by the end I'm like you [77:24] see what I'm saying you does it make [77:25] sense to you and they like oh my God [77:27] yeah they'll match your Your Enthusiasm [77:29] they'll match your certainty without [77:32] even knowing why now the words move them [77:35] logically but your tonality moved them [77:40] emotionally so you're able to do two [77:42] things at once using the right [77:44] tonality they say yeah no I love it it's [77:47] great I say exactly it really is an [77:49] amazing program now depending on the [77:53] situation know you there's away now so [77:55] what would I do now would I ask for the [77:57] order would I ask him to buy no you know [78:01] why because there's still two tens that [78:03] are [78:04] outstanding there's me and there's the [78:07] company so I would say something well [78:09] let me ask you this you know honestly if [78:10] if IID sold you let's say I'd sold you [78:12] three or four properties in the last few [78:13] years and every one of them was a grand [78:16] slam home run you made a fortune they [78:18] were rented out you were loving it you [78:19] probably wouldn't be saying let me think [78:21] about it you'd be saying Jordan just [78:23] [&nbsp;__&nbsp;] sign me up am I right [78:26] and you know what they're going to say [78:28] yeah well then I [78:30] would [78:32] exactly now that I can understand you [78:36] don't know me I don't have a track [78:37] record with you so let me just take a [78:39] few moments tell you a bit more about [78:41] myself and then what do you do do you [78:44] wing it no you spent time preparing this [78:48] kickass [&nbsp;__&nbsp;] language pattern that [78:50] describes you sell yourself your honest [78:54] your integrity how hard you work how [78:56] many happy clients you have how you go [78:59] the extra mild for them you hold their [79:01] hand every step of the way and that you [79:02] want to be there for them not just for [79:04] one transaction you don't get rich on [79:06] one transaction you want a long-term [79:09] relationship that you could be that [79:11] they'll know they have a property guide [79:12] they can trust and make money with over [79:14] the long term we get rich [79:16] together make sense yes and will I ask [79:20] for the order now no I'll say and by the [79:23] way as far as my firm goes if you're [79:25] associated with a firm XYZ firm is the [79:28] number one this number one that they've [79:30] won this award that award blah blah blah [79:31] blah [&nbsp;__&nbsp;] blah so why don't we do [79:35] this and then I'll transition into a [79:38] close again so first time together I'm [79:42] asking you to give me 1% of your trust [79:43] and believe me I will earn the other [79:47] 99% does that sound fair enough and I [79:50] shut the [&nbsp;__&nbsp;] [79:52] up next person who talk first loses [79:55] right well you both gain hopefully if [79:57] they [79:58] buy but the point is what I did there [80:01] and it was clunky because I'm just [80:02] making up words but if you do this right [80:04] and you and using them it's really very [80:05] powerful what I did is I took an [80:07] objection and used it as an opportunity [80:10] to build more certain people all three [80:11] of the [80:12] tens and transitioned into a close you [80:16] might close 30% of the people you're [80:18] going to close right at this point right [80:20] at this point just by one [80:22] Loop because you've raised Ed up their [80:25] level of certainty right high enough on [80:28] the 31 for them to [80:30] buy but let's dig deeper than that so [80:34] what is really happening when you raise [80:37] up someone's level of certainty and [80:40] we'll combine logic and emotion together [80:42] for the exercise right so there's two [80:45] types of people in this world when it [80:47] comes to buying generally speaking [80:50] there's degrees of it but there's two [80:52] groups there's people like me [80:55] who are [&nbsp;__&nbsp;] suckers I am the you [80:58] could sell me a freaking bridge I am the [81:01] easiest person to sell [&nbsp;__&nbsp;] to I love to [81:04] buy I like making quick decisions I [81:06] think I get it I think my best decisions [81:09] are made quickly I'm a risk taker my [81:11] mentality I love to buy [&nbsp;__&nbsp;] right who's [81:15] like that who here is like that right [81:17] bunch of you right then there are other [81:20] people like my dad from the movie may he [81:23] rest in peace mad [&nbsp;__&nbsp;] Max My Dad [81:25] greatest guy ever okay my father was the [81:29] toughest [&nbsp;__&nbsp;] person to sell to he [81:33] hated salese he didn't trust easily he [81:35] wanted to think everything over he was [81:37] really really hard to sell to who here [81:40] is like that anyone here some people [81:43] right there's in the world both types [81:46] exist and it's very difficult to know if [81:50] you're speaking to someone with what's [81:52] called a high action threshold which is [81:54] my dad or a low action threshold like me [82:00] what does that mean low action threshold [82:02] what that means is I don't have to be at [82:07] a 10 10 10 to say [82:11] yes I could be at a [82:14] 787 I could be reasonably certain like [82:16] [&nbsp;__&nbsp;] it I'll buy what's the difference [82:19] between me and my father and we're [82:23] extreme examples of those two classes of [82:26] people low action threshold people high [82:29] action threshold people right what's the [82:32] difference the difference is this now [82:35] when I you anybody here any human being [82:39] is faced with a buying decision in that [82:42] moment when we're considering to buy or [82:44] not to buy our brain runs what's called [82:48] parallel [82:49] movies we think what's the best outcome [82:53] we can possibly [82:55] get and what's the worst outcome if it's [82:59] not what they say it is what's the best [83:02] what's to us we are fear-based creatures [83:05] human beings always think of the [83:06] downside as well we always do it's wide [83:10] into our Reptilian Brain goes back God [83:12] knows for how many years we've been [83:13] chased by saber-tooth tigers we always [83:15] consider downside as well as upside so [83:19] in that moment when I he goes I said how [83:22] much is it he goes $79 my brain to say [83:24] to myself I know it's a piece of [&nbsp;__&nbsp;] [83:27] but like imagine if this thing actually [83:29] [&nbsp;__&nbsp;] works and I visualize myself on [83:32] like 17th or 18th hole of [&nbsp;__&nbsp;] [83:34] Turnberry [&nbsp;__&nbsp;] Golf Course is [83:36] Scotland and I the cause of this thing I [83:38] hit a perfect [&nbsp;__&nbsp;] green to the [83:40] [&nbsp;__&nbsp;] on the green almost the whole in [83:42] one the crowd is [&nbsp;__&nbsp;] clapping and [83:44] tring I'm in the [&nbsp;__&nbsp;] Clubhouse with [83:46] B I see the whole [&nbsp;__&nbsp;] movie I'm [83:48] actually imagine in my mind's I am [83:49] playing out the whole [&nbsp;__&nbsp;] movie of [83:51] having this incredible for iron spped to [83:53] the [&nbsp;__&nbsp;] pin sunk the putt I'm [83:55] [&nbsp;__&nbsp;] sharing myself on in the [83:56] clubhouse with my buddies they care [83:58] believe how great I am a golf that's my [84:01] positive and my negative movies like [84:03] yeah [&nbsp;__&nbsp;] it $79 ain't that much [&nbsp;__&nbsp;] it [84:05] who gives a [&nbsp;__&nbsp;] and I blunt the [84:07] negative movie now I run the negative [84:10] movie yeah it's probably V of ship but [84:11] who cares $79 not that much you know [84:15] what's the worst I'll throw it away [84:17] which I did so I run a positive movie [84:20] and a negative movie so does my dad but [84:22] here's the difference when he runs the [84:25] negative movie before he's [&nbsp;__&nbsp;] done [84:29] he's got himself brok bankrupt and [84:31] living under a [&nbsp;__&nbsp;] Bridge because of [84:33] this [&nbsp;__&nbsp;] thing goes this F I think [84:35] first I'm going to take it home it's [84:36] going to make my golf swing worse he's [84:38] going to take my credit card level he's [84:39] going to steal that they're going to [84:40] steal my identity before I know it I'll [84:42] be [&nbsp;__&nbsp;] broke my credit will be [84:43] destroyed the Navies are going to hate [84:44] me my wife will leave me I'll be living [84:46] under a [&nbsp;__&nbsp;] bridge and [&nbsp;__&nbsp;] back [84:47] I [84:49] can he runs a wildly inflated negative [84:52] movie the same way I run a wildly [84:55] ridiculous positive movie and when he [84:57] runs his positive mov he's like yeah [84:59] maybe it'll work probably not [&nbsp;__&nbsp;] it he [85:02] blunts his negative [85:04] movie he blunts his positive he runs a [85:07] long negative short positive so this now [85:12] let's go back to the slide for the five [85:14] core elements of the straight line [85:16] action threshold there you go okay good [85:19] all right so this is the fourth key to [85:22] the buying combination in other words as [85:26] we now get further down the line we're [85:28] like ah I gave this incredible second [85:32] presentation right where I raised their [85:34] level of certainty to the 310 they still [85:36] didn't buy they hit me with another [85:39] objection I'm like aha I got one of [85:41] those tough Israeli sapes on my hand I [85:44] need to do a bit better there's more [85:47] numbers in this combination I have to go [85:51] deeper I need to lower their action [85:53] threshold [85:54] that's the fourth number in the [85:56] combination so for people like me you [86:00] don't really have to lower my action [86:02] it's low enough what is action threshold [86:04] what is the definition by definition the [86:06] action threshold is the collective [86:10] Collective level of certainty that any [86:13] human being needs to be [86:16] at before they feel comfortable enough [86:19] to take [86:21] action if I have an action like I'm [86:23] going to set [86:24] if I'm above that I [86:27] buy assuming by the way that the amount [86:30] of money being spent is also taken into [86:34] account I'll get into that in a moment [86:36] that's a separate equation called Energy [86:38] in benefits out see the straight Line's [86:41] a fully contained formula it it covers [86:43] everything by the way other there also [86:45] you know money is what money is actually [86:47] stored energy you work right you have to [86:51] spend some to live but whatever you have [86:52] left over the excess [86:55] profit from your hardwork from the [86:56] energy you expended in the world you [86:58] store it in the form of money you then [87:01] can project that energy direct it [87:04] towards other things you can buy things [87:06] do things right it's stored energy but [87:09] it represents hard [87:11] work so if the larger the amount of [87:13] money you're spending the more work it [87:15] represents well those benefits better [87:17] [&nbsp;__&nbsp;] match the energy that's that [87:20] last second check do the benefits I [87:23] perceive to get both in the short term [87:25] and long term doesn't exceed the amount [87:27] of energy I have to deploy to get it [87:30] that it [87:31] be okay but getting back to action [87:35] threshold again if you get someone's [87:38] level of certainty above their actional [87:41] they will buy right so my [87:47] father unlike me who has to be a [87:52] 777 maybe I'm [&nbsp;__&nbsp;] really easy to [87:55] sell [&nbsp;__&nbsp;] to I prom really easy [87:59] okay my dad has got to be at a 10 10 10 [88:03] and damn sure of [88:05] it you get it he's got to be [&nbsp;__&nbsp;] [88:10] certain much tougher to sell to so on [88:13] the straight line visually what does [88:16] that really mean it means people like me [88:19] generally speaking will close here and [88:22] people like my dad going to go much [88:24] further down the line because you got to [88:27] keep building more [88:29] certainty and you also have to lower his [88:34] action [88:35] threshold one of the great things I [88:38] invented with the straight line in in [88:40] all truth was this ability I figured out [88:42] a way to temporarily lower people's [88:45] action thresholds not permanently but [88:48] you can temporarily lower someone's [88:51] action threshold in the moment and the [88:53] way you do it is very simple you do it [88:55] by [88:56] hijacking their strategy of running [89:00] parallel movies in other words we all [89:02] run upside downside movies right well [89:04] what happens is if I just ask for the [89:08] order and my father he's going to run [89:10] the long negative movie every time and a [89:13] very short positive he's not going to [89:15] Future Pace himself and imagine himself [89:17] on the green or in the clubhouse [89:20] toasting with his friends because he [89:21] just hit a four eye and stipped to the [89:23] pin he's not doing that he's broke under [89:25] the in in the in the street under a [89:27] bridge getting pissed on by another bum [89:29] right he's running that movie so I can't [89:34] allow that to happen what I must do is [89:38] hijack his movie and the way I do that [89:42] is by bringing it above the surface [89:45] saying so when I do this next Loop I'll [89:48] go when I loop again this will be my [89:50] second Loop now I'm going to loop back [89:51] build more certainty for the each of the [89:53] tens [89:54] but instead of asking for the order [89:56] again Max let me ask you an honest [89:59] question what's the worst thing that can [90:01] possibly happen here and listen to my [90:04] tone what's the worst thing they can I [90:06] mean let's say I'm wrong let's say you [90:07] buy this golf Contraption right and you [90:09] go home it doesn't really fix your swing [90:11] okay maybe you practice more which is [90:14] always good you throw is that honestly [90:16] going to ruin your life [90:17] honestly like no no no relu no it's [90:22] exactly not going to but now on the [90:24] upside just imagine that this is even [90:27] half as good as I say it is and you take [90:30] it home you start practicing you're [90:31] swing improves you go out with your [90:33] buddies on day and a Sunday your swing [90:34] is tight you're not shanking the ball [90:36] you're hitting it stipped in the pin [90:37] you're feeling great you're looking [90:39] great you're celebrating how awesome [90:41] would that be honestly am I right he's [90:43] like yeah say exactly Max so why don't [90:47] we do this because what I just did is I [90:50] blunted his negative movie I ran it for [90:54] him but I ran a realistic movie I'm not [90:58] lying saying there's no downside yeah [90:59] the downside $79 you're going to throw [91:02] the thing out but you're not going to be [91:04] worri he'll practice and that's always [91:05] good but I give him a realistic downside [91:09] and I stop his emotions and his thoughts [91:11] of running [91:12] wild [91:14] okay and then I do for him what he's [91:18] never done for himself I actually run [91:21] the positive movie for him he's never [91:24] done it and I allow him to imagine [91:27] himself in the future having used the [91:29] product and getting the benefit and [91:31] feeling good and laughing and feeling [91:33] good and in that moment his action [91:35] threshold drops and I asked you say so [91:37] max why don't we do this in fact I could [91:40] take $10 off here because your first [91:42] time and I want you to have this thing [91:43] so let's do this $69 you can pay in cash [91:46] if you want no credit card and believe [91:48] me Max the only problem you'll have is [91:51] you didn't buy this 6 months ago because [91:53] you got would already be awesome and you [91:55] be celebrating today does that sound [91:58] fair enough and I shut the [&nbsp;__&nbsp;] [92:00] up now I'm really close now if I'm going [92:03] to close this guy I'm getting really [92:04] close but there's still one more number [92:06] left in the combination and that's [92:08] called the paining [92:10] threshold one of the things I blew [92:12] through in most out of time one of the [92:14] things I blew through before I said [92:15] really quickly I said when you're [92:16] Gathering [92:19] intelligence you're identifying needs [92:22] values hierarchy needs I said pain pain [92:26] points people's real worries like what's [92:29] really keeping them up at night right [92:32] and when I hear someone tell me what [92:36] their pain is is I don't resolve it [92:38] there I say uhhuh I actually amplify I [92:41] want to resolve that pain just yet I'm [92:43] holding it back for right now I'll tell [92:47] you another story about my dad he's [92:48] great to tell stories about right my dad [92:50] crazy [&nbsp;__&nbsp;] [&nbsp;__&nbsp;] right but the [92:52] best all right he was so fastidious so [92:56] NE he he kept all his possessions in [92:58] such good shape like his freaking sock [93:01] draw like was the socks were lined up [93:03] with their freaking laser beam like [93:04] everything was so [&nbsp;__&nbsp;] perfect his [93:06] money was stacked everything was [&nbsp;__&nbsp;] [93:08] perfect it's apartment but of all things [93:11] that he loved he loved his car the most [93:14] he had this [&nbsp;__&nbsp;] old car like a [93:16] dotson or no a Dodge Dart right he used [93:18] to call it she like it's a [&nbsp;__&nbsp;] [93:20] thought's alive right you know she's got [93:21] a rattle she's not running well right he [93:24] loved this [&nbsp;__&nbsp;] car right and then he [93:27] EV got a Mercury Cougar which he [&nbsp;__&nbsp;] [93:29] adored and like this thing was like his [93:31] pride and joy and like you know people [93:33] with high action thresholds they only [93:35] have one guy for everything they got a [93:38] shirt guy they got a suit guy they got [93:40] one hair cutter they got a car guy they [93:42] only got one [&nbsp;__&nbsp;] guy they don't [93:44] trust they if you get a high action [93:46] threshold client they're the best cuz [93:48] they'll never leave you so my father's [93:51] car guy was this guy Jimmy at the local [93:53] so noo station the gas right Jimmy was [93:56] his [&nbsp;__&nbsp;] mechanic no one is fixing my [93:58] father's car but JY it Jimmy but if Enzo [94:01] ferar himself said max I'm gonna [&nbsp;__&nbsp;] [94:03] fix Enzo don't touch my [&nbsp;__&nbsp;] car [94:05] Jimmy fixes Jimmy's my car guy right no [94:08] one's touching my dad's car but Jimmy [94:10] right well one day was like 11 years old [94:12] we're going down from New York City to [94:14] Florida it's like a it's like a day trip [94:15] like you know two days by car three days [94:17] right CU you stop and we're about 78 [94:20] hours outside of the city heading down [94:23] to Florida kind of in a not such a great [94:25] part of town like hillbilly area where [94:27] you don't want to [&nbsp;__&nbsp;] stop and [94:29] suddenly the radiator blows smoke is [94:30] coming out of the [&nbsp;__&nbsp;] car and he [94:32] pulls over the side it's like 4:30 in [94:34] the afternoon Sun's about to start going [94:37] down okay and we're stuck on the side of [94:39] the [94:40] road what do you think my father [94:43] did he found the first gas station he [94:47] could find and said fix my car right now [94:50] I don't care what it cost [94:54] the pain the worry he was [94:57] feeling was so [94:59] intense that what it did was it [95:02] temporarily dropped his action threshold [95:05] to the [95:06] floor there's an inverse relationship [95:09] between pain and action threshold when [95:12] someone is feeling extreme pain and [95:13] worry they take action so this is that [95:17] last key we can use here if we still [95:19] hav't closed them we will add on the [95:22] pain and talk about that and that will [95:24] tempor temporarily lower their a then [95:26] boom Drive the point home and you can [95:29] close

===FILE=== WLvLG7w6t9I - The Science of elling Proven Strategies to Make Your Pitch.txt
https://youtu.be/WLvLG7w6t9I
The Science of $elling： Proven Strategies to Make Your Pitch

[0:01] welcome to the Patricia Frip sales [0:05] series you are in for retreat you're [0:08] about to meet one of my new soon to be [0:12] considered best friends and in case you [0:16] are not familiar with David hoffeld he [0:19] is the author of the science of selling [0:22] and our conversations are going to be [0:25] about the information in that book he is [0:28] the CEO and chief sales trainer of the [0:33] research-based sales and consulting firm [0:36] which guess what is called the hoffeld [0:39] group and his sales and Leadership [0:43] information has been in all the [0:45] Publications that I wish I could boast I [0:48] was in listen to this [0:53] company news and World Report The Wall [0:56] Street Journal and Harvard Business [0:58] review [1:00] wow that's impressive welcome David [1:03] thank you so much and today you will [1:06] learn how to align how you sell with how [1:08] the brain is wired to make a buying [1:11] decision so I'm excited to be here [1:13] Patricia well gosh and I'm excited to [1:15] hear as much as I know our guests are we [1:19] understand many of you are watching the [1:21] replay and some of you are live we're [1:24] very happy that you registered either [1:26] way and you all will have a special gift [1:29] at at the end so stay tuned if you're a [1:32] regular to the frit VT sales series you [1:36] know another very important part of our [1:39] team is our moderator Paul and Paul will [1:43] tell you how you can engage with us Take [1:45] it Away Paul thank you hello everyone on [1:49] the right hand side of your screen you [1:50] will see a chat window within that chat [1:52] window you'll be able to interact [1:53] throughout the call and ask your short [1:55] specific questions please make sure to [1:57] put in the questions sooner rather than [1:59] later so will have time in addition to [2:02] the chat area there's also going to be a [2:04] polling question that comes up [2:05] occasionally throughout the call and [2:07] you'll click your Vote or click your [2:09] answer then vote and we'll discuss the [2:11] results we'll go ahead and start the [2:13] first polling question do you believe [2:15] that extroverted people are better [2:17] salespeople just click your answer click [2:19] vote and then we'll have the next [2:21] question shortly after we discuss the [2:23] results well wonderful well while our [2:25] friends are answering that poll David [2:28] how did you get interested in such a [2:30] fascinating [2:31] subject it was many years ago in fact [2:34] when I was actually in an argument [2:36] Patricia with a colleague and we were [2:39] arguing about we were putting together a [2:41] sales training class and we were [2:44] strategizing on how do we help [2:45] salespeople build rapport and I [2:47] advocated one behavior and he said you [2:50] know David I don't think we should do [2:51] that in fact that's an old sales gimmick [2:53] and I said no you don't understand this [2:55] will work I've seen it work it's worked [2:57] for me and others I've trained and he [2:59] said they I've tried that and it didn't [3:01] work for me and i' years ago I trained [3:03] people to do it and they always said it [3:05] didn't work either and so I walked out [3:07] of there with kind of wondering am I [3:10] really right and the the sales behaviors [3:12] I'm doing are they helping me and others [3:14] that I'm training on my sales team to [3:16] sell and it was about that time that I [3:18] stumbled on an academic journal in [3:20] social psychology which Patricia is [3:23] literally defined as the scientific [3:26] study of how human beings are influenced [3:28] in a social setting and I read this [3:30] journal and there was one particular [3:31] article in it that I found very relevant [3:34] to what I do every day as a sales [3:36] professional so I applied it and I saw [3:38] some results and so I adopted a very odd [3:42] habit and that is I began to read [3:45] academic journals in social psychology [3:48] cognitive psychology uh Neuroscience [3:50] behavioral economics and I began [3:52] applying them to the world of sales and [3:54] the results were astounding it allowed [3:57] me to really begin to understand how the [3:59] brain is wire to be influenced and [4:01] create a buying decision and I saw such [4:03] results with it personally with myself [4:06] and the team that I was working with as [4:08] a VP of sales at the time that I began [4:10] to train other organizations and [4:12] launched my own training firm back in [4:14] 2009 and so we've been going strong [4:17] since then and it's really exciting in [4:18] fact I believe there's never been a more [4:20] exciting time to be in sales because of [4:22] this explosion of scientific research on [4:25] how our brains make [4:28] choices wow well you certainly have got [4:31] me excited as if I wasn't beforehand now [4:34] Paul what is the answer to our [4:38] poll well we have 29% said yes they do [4:42] believe extroverted people are better [4:43] salespeople and 71% said no they do not [4:46] believe that extroverted people are [4:47] better salese well we're going to find [4:50] out what the science is behind that [4:53] question so so David can you tell us [4:57] what do most of us believe [5:00] that science proves we're wrong yeah all [5:03] of us it seems have we make a lot of [5:06] assumptions about selling but what I [5:08] found early on with many others once [5:10] they look at the research find is often [5:12] those assumptions are wrong so a couple [5:14] quick examples one of them is the [5:16] question that we just pulled and that is [5:19] do extroverts make the best salespeople [5:21] now most of the tests that sales people [5:23] are given these psychodynamic tests we [5:26] give them when we interview them are [5:28] under the assumption that extroverts do [5:30] make the best salespeople in fact they [5:32] ask salespeople questions like when [5:34] you're at a party do you go around and [5:36] talk to everyone or do you stand more [5:38] off to the side and every salesperson [5:40] who's ever been asked a question like [5:42] that knows the right answer and you want [5:44] to say I talk to everybody why is that [5:47] the assumption that extroverts do make [5:49] the best salese but Patricia here's what [5:51] the research finds when you look at [5:54] numerous studies that have analyzed this [5:56] the results are very surprising if you [5:59] think about extroversion and [6:00] introversion on a scale what the [6:02] research shows is that extroverts are [6:05] slightly better salespeople than [6:07] introverts by just a slight margin but [6:10] what's Most Fascinating is who is better [6:13] than extroverts what the research chose [6:16] is that Amber verts those who are not [6:18] extroverts not introverts but directly [6:20] in the middle outsell extroverts at a [6:23] ratio of two to one wow so who should we [6:29] be looking for we hire salespeople not [6:31] extroverts not introverts amts are by [6:34] far the best salespeople another topic [6:37] that we often get wrong is closing we [6:40] view closing historically it's looked at [6:42] as the time at the end of the sale when [6:44] you ask people to make a big decision [6:46] and usually for most sales processes [6:48] this is the first major commitment [6:50] they've made throughout the entire sale [6:53] but here's what now Decades of research [6:55] shows that is not how our brains make [6:58] buying decisions what the research shows [7:00] is fascinating and very important when [7:02] it comes to selling the research [7:05] conclusively verifies that aprin make [7:08] small incremental commitments that guide [7:11] us on the progression of consent and [7:13] naturally Advance the sale and these [7:15] small commitments are literally the [7:17] building blocks of the sale and they are [7:19] what enable that final commitment of a [7:22] yes or no at the end of the sale so we [7:25] need to start thinking about closing [7:27] holistically as small in mental [7:29] commitments that we need to get [7:31] throughout the sales process and this [7:33] helps people make a confident and good [7:36] buying decision and the last one I'll [7:38] share with you that really surprised me [7:41] I know when I first read the study is [7:43] how you should begin a sales call one [7:47] fascinating research study looked at [7:49] what you should say when you begin a [7:51] sales call one of the experiments a [7:53] social psychologist named Daniel Howard [7:55] went to a call center and he analyzed [7:58] what was the rate of compliance when [7:59] these salespeople called up homeowners [8:02] he found it was 18% he had to make one [8:05] change Patricia and that is at the [8:07] beginning of their script they would ask [8:10] the homeowner how are you feeling this [8:13] evening how are you feeling this evening [8:15] now the vast majority of people would [8:18] use a positive response and then what [8:20] happened was compliance went up to 32% [8:25] it almost doubled from 18 to 32 and this [8:28] has been Val Val over and over and over [8:31] again there's a lot of psychological [8:32] reasons why but when people say they're [8:34] feeling good before you ask them for [8:37] something they're more likely to say yes [8:40] to your request all right now there are [8:42] a couple issues here all right so [8:46] one you know I've told you that when [8:49] people say how are you I always say busy [8:53] specifically what can I do for you I'm [8:55] not blowing you off not yet I'm giving [8:58] you a chance but with me you need to get [9:00] to the point now you told me I'm [9:02] actually in the minority a little [9:04] percentage of weird people like me yep [9:07] you and I are both in that same minority [9:09] but we're under 5% of people are like us [9:12] the vast majority of people [9:14] instinctively say oh good how are you [9:16] doing something to that and that makes [9:18] them more likely to say yes now what if [9:21] you said what if you said how are you [9:24] this evening saying oh miserable my [9:28] daughter just ran away from home and my [9:31] husband's been such a pain in the neck [9:34] would you say well what would you say in [9:37] that case or what would science tell us [9:39] to say yes science says that shouldn't [9:42] happen very much but in the rare case it [9:44] did better to know that up front because [9:46] we have someone now that's what we call [9:47] in a negative emotional state and [9:49] there's some science-backed ways to [9:51] handle that but that's good to know so I [9:54] have to get them out of that state [9:55] because if they're thinking with that [9:57] mindset and that perspective anything [9:59] you or I say to them is going to be [10:01] skewed because of it so think of it as [10:03] that's the glasses they're wearing one [10:05] researcher referred to an emotional [10:07] stain as like wearing rose-colored [10:09] glasses when you're in negative emotions [10:11] skew everything and so it's like you see [10:15] the world well wearing rosecolor glasses [10:17] everything just looks Rosy so knowing [10:19] that would help me because that's what [10:21] reality is and I have to try to get them [10:23] out of that [10:24] perspective all right well that is [10:27] interesting I would probably say this is [10:29] obviously not a good time for a [10:31] conversation can I call you [10:33] tomorrow yeah and some of the times that [10:35] could be appropriate some of the times [10:37] there are some really interesting things [10:39] that giant shows that people are just [10:41] sometimes stuck in negative emotions and [10:43] oftentimes we can guide them out if that [10:45] doesn't work then you're absolutely [10:47] right you need to reschedule for a [10:48] better time all right but you were [10:50] saying we are not giving anyone Frip [10:52] included an excuse to not at least [10:56] attempt to turn the emotions absolutely [10:59] you have nothing to lose by attempting [11:01] you can always eject at any time so I [11:03] would say try one or two of these [11:04] science back strategies and you'll be [11:06] surprised that how they work and they [11:08] work quite effectively okay now while [11:11] you've been telling us this wonderful [11:12] information Paul has at least uh had a [11:17] poll of who who is listening in life now [11:21] we [11:22] know probably three quarters of the [11:24] audience is going to watch the replay [11:26] but who is with us live Paul can you [11:28] tell us the demographics absolutely the [11:31] largest group are business owners [11:33] 42% then we have 27% sales professionals [11:38] 23% none of the above and then Denise [11:40] actually put in that she is a resilient [11:42] speaker and speaking coach all right we [11:45] have S other sales and sales manager [11:47] coming in at 4% a piece okay good well [11:51] that's you've got a nice rounded group [11:54] and of course business owners are [11:56] speakers and Consultants because we are [11:59] selling our services and David you and I [12:02] sell our services we are business owners [12:06] and if we are our best salesperson we [12:09] need to understand the science so what [12:12] so you've told Uso this is fascinating [12:14] we believe a lot is wrong now talk more [12:20] about our little actions that have big [12:24] make a big difference yeah and that's a [12:26] great Point Patricia you know says give [12:29] me an example let me give you a couple [12:31] of them because you're exactly right [12:32] often times little things that we [12:34] Overlook can make a profound impact so [12:36] let me give you a few of them we look at [12:38] things researchers called heuristics [12:41] what heuristics are is mental shortcuts [12:44] our brains instinctively make it's how [12:46] we're able to form rapid choices for [12:48] example when we meet someone we're able [12:51] to get a strong first impression of them [12:53] within a few seconds now how can our [12:56] brains do this so quickly and so [12:58] accurately well the way they do that is [13:00] they leverage charistics these rules of [13:03] thumb that allow us to make rapid [13:04] judgments and our brains do this because [13:06] really otherwise we'd be paralyzed by [13:09] the amount of decisions we make every [13:11] day so let me give you two examples of [13:13] these that we can leverage to become [13:16] more effective at selling because [13:18] puristic shape perception it's how [13:21] people judge one option or another so [13:23] let me give you one that you might be [13:25] familiar with many in our audience will [13:27] and one that you may not be but it's [13:29] very important first one is one called [13:32] social proof now what is social proof [13:34] social proof connects the persuasiveness [13:37] of an idea with how other people are [13:39] responding to it my favorite example of [13:42] social proof is the social pressure all [13:45] of us feel when we're in an audience and [13:47] we're watching a performance and we're [13:49] we're pleased and we clap but we find [13:52] that others around us begin to rise and [13:54] give a standing ovation and for most of [13:57] us when that happens [13:59] what do we normally [14:02] do if you're at the National Speakers [14:04] Association you're going to get up and [14:07] applaud whether you think they deserved [14:09] it or not that's right that's right and [14:12] what is it what force is it that causes [14:14] us to rise from our chair even if we [14:16] weren't planning to and why does it feel [14:18] so odd to resist that urge the reason is [14:22] social proof it's also why we are all uh [14:25] look more favorable on blockbuster [14:28] movies business business is with many [14:30] satisfied customers and bestselling [14:32] books we say if a lot of people like it [14:34] or embracing an idea or behavior it must [14:37] be good and this is very important so we [14:40] want a leverage social proof in our [14:43] favor when we're presenting ourselves [14:44] our products or services so research has [14:47] shown that presenting uh yourself or a [14:50] certain product or service and saying [14:51] things like this is our most popular [14:53] option or what many people in your [14:56] situation choose is the this or many [15:00] people wonder in your situation is and [15:03] letting them know that a lot of other [15:05] people just like them are considering [15:07] this option social proof reduces the [15:10] perception of risk and also the more [15:13] likee those you reference are to your [15:15] potential customers the more persuasive [15:18] social proof is and the more it's [15:19] Amplified so that's just one heris you [15:22] can use let me give you a second example [15:23] Patricia that we often Overlook and that [15:26] is displaying conf confidence our brains [15:30] instinctively link displays of [15:33] confidence confidence with competence [15:36] and trustworthiness in fact a [15:38] fascinating research study and of [15:40] Carnegie melon analyzed this and it's [15:43] kind of alarming but very revealing they [15:46] looked at experts who would present [15:48] their ideas who were verifiable experts [15:51] and the audience knew it but these [15:53] experts presented their ideas and didn't [15:55] display acts of confidence they [15:57] presented them but they wen't overly [15:59] confident in their presentation then [16:02] they had people who were not experts [16:05] present ideas but they did so in a very [16:08] confident manner what happened was [16:10] alarming the audience looked more [16:13] favorably and were more likely to act on [16:15] the nonexperts who displayed their ideas [16:18] with confidence and the experts who [16:21] displayed without confidence so our [16:23] brains instinctively do that we need to [16:25] make sure we're presenting we're [16:27] intentionally presenting with confidence [16:30] but Patricia that does raise a question [16:33] what happens if you don't feel confident [16:36] when you're presenting all of us can [16:37] relate to that can't we yes there are [16:40] occasions even for really self-confident [16:43] people now I know what I would say but I [16:46] want to hear what the science tells us [16:48] there's a number of things you can do [16:50] I'll give you two real quickly that the [16:51] science shows one is fascinating and I [16:54] use these all the time they're called [16:56] Power movements power mov movements some [17:00] fascinating research has come out of [17:02] Harvard University and numerous other [17:03] places looked at certain body movements [17:06] are postures that stimulate feelings of [17:09] confidence in fact some of these body [17:11] movements I'll share with you actually [17:13] release testosterone throughout your [17:15] body making you within a very short [17:17] period of time a matter of minutes feel [17:20] more confident one of these movements is [17:23] what the researchers refer to as the [17:25] Wonder Woman pose which is putting your [17:28] hands on your that's it absolutely yes [17:31] that standing like that even though it [17:33] may feel a little silly for one or two [17:35] minutes when we're leas testosterone [17:37] throughout your body naturally and make [17:40] you feel more confident also I recommend [17:43] that all of us instinctively have power [17:45] movements these are movements that we do [17:47] without thinking about it when we feel [17:49] confident so the next time you feel [17:52] confident you just sold a few sales or [17:54] you had a great day look at how you're [17:57] moving look at your non-verbal [17:59] communication and try to understand it [18:02] then when you're not feeling confident [18:04] force yourself to move in that way Force [18:08] the behaviors what you'll find is just [18:10] like our feelings influence our [18:12] behaviors Decades of research shows that [18:15] our behaviors influence our feelings and [18:18] as you begin to display non-verbal [18:21] communication that you link with [18:23] confidence you'll begin to feel more [18:25] confident let me give you one more [18:27] Patricia that really surprised me in [18:29] fact of everything we've talked about [18:31] this is probably one of the most [18:32] surprising ones for me and that was I [18:35] saw a number of years ago many academic [18:37] journals talking about [18:39] self-affirmations and I thought oh come [18:41] on self-affirmations that that camping [18:44] right why is this in an academic journal [18:47] what the research shows is that [18:49] self-affirmations are linked with [18:51] heightened levels of confidence what I [18:53] got wrong was what self-affirmations are [18:56] I had been thinking about them in more [18:58] of a self-help um you know type of [19:02] mentality where I look in the mirror and [19:03] say I feel great when I don't 50 times [19:07] that's not what the research was talking [19:09] about what the research talked about [19:11] what the researchers were defining as [19:14] self-affirmations was the evidence of [19:16] things you were competent in in other [19:18] words as I'm going into let's say a [19:21] sales call and I'm nervous I'm talking [19:23] to a group of buyers I think back when [19:26] have I done something similar to this [19:28] with success uccess in the past so I [19:30] reflect on that when have I been SE [19:32] successful in a similar Endeavor then I [19:34] verbally say that well that's success is [19:37] evidence that I'll be successful again [19:39] the research shows this will calm your [19:42] nerves and put you in a more productive [19:45] mental state and let you feel a little [19:47] more confident and confidence boost [19:50] performance as well so something simple [19:53] a self-affirmation by reflecting on how [19:55] you have succeeded in the past and how [19:57] that's evidence you be successful in a [19:59] similar Endeavor so that and power of [20:02] movements can make a profound difference [20:04] when you don't feel so confident which [20:06] you need to feel it how do you do that [20:08] quickly those two things science says [20:10] will make a profound difference now when [20:13] you talk about testosterone that works [20:16] even for we wonder women women and [20:20] regardless of gender the research shows [20:22] in fact one of the researchers the [20:24] primary researchers in this area out of [20:26] Harvard is Amy cudy out of har her [20:28] business school and so she famously says [20:31] this works for men and it also works for [20:33] women regardless it'll make you feel [20:36] confident good well Paul before I go [20:40] back to what I want to hear about are [20:42] there any specific questions from our [20:44] audience or are they just hanging on [20:46] David's every word well a little bit of [20:49] both um Joanne asked if David has [20:51] published any books and I told her that [20:53] we're going to discuss that later in the [20:54] call yes we also had a question from [20:56] Louis um if we can work it in somewhere [21:00] can you give some advice based on your [21:02] research on cold [21:04] calling wasn't able to get clarification [21:06] so just general if you have a few a few [21:08] minutes on [21:11] that well anything about cold calling [21:13] certainly if you're on the phone the [21:16] example you gave I assume that was cold [21:18] calling from a list uh correct that's [21:21] one that's one great example yes is [21:24] there well one you have to even if [21:27] you're on the phone you're not [21:29] walking into an office cold but how [21:32] would you if you were sitting in your [21:35] office at home making coal calls and a [21:39] lot of people talk about making money [21:41] you know in your jammies would you say [21:44] if you want more confidence you have to [21:46] get [21:48] dressed yes absolutely uh dress is shown [21:53] not only to change there's some [21:54] interesting research on how it shifts [21:56] perception the way you're dressed [21:58] matters is a great deal uh there's PR [22:00] compelling research on that but also [22:02] research shows that when you dress [22:04] certain ways it'll make you feel more [22:07] confident more professional so it can [22:09] make a profound difference and this is [22:11] just one of the many things that we [22:12] often Overlook right we think well will [22:14] it really matter the evidence shows it [22:17] doesn't matter a little bit in fact it [22:19] matters a great deal of course I do so [22:22] many more zoom meetings and webinar jams [22:25] so I whereas before I might wear my [22:29] jeans in the office and sometimes I I've [22:33] had a coaching client this morning an [22:34] executive so I've actually got real [22:36] clothes panty hose Etc but I do [22:41] notice I feel considerably different [22:45] even if I'm on the phone not on a web [22:47] meeting if I have my makeup and and I'm [22:50] slightly better dressed than if I if [22:53] nobody could see me so just from my own [22:56] experience I that makes perfect sense to [22:59] me good any other questions [23:03] Paul not right now all right well of [23:06] course uh you know I I teach how to make [23:11] an emotional connection how to tell [23:12] stories how to make your sales [23:15] presentations more powerfully persuasive [23:18] and you have some great research around [23:22] stories in our sales conversations and [23:25] presentations so whatever you can add to [23:27] that we're all hanging on to your your [23:31] information you're exactly right there's [23:33] so much evidence now on how powerful [23:36] stories are people have been saying for [23:38] years especially in the sales and [23:40] speaking world you have to tell stories [23:41] and you have to tell them well but now [23:43] there's a wealth of data that shows that [23:46] stories do more than we ever imagined in [23:49] fact researchers refer to it as the [23:51] narrative Paradigm what that means in [23:53] short is that our brains think in terms [23:56] of stories we think of things as a [23:58] beginning a middle and an end and So [24:01] Stories our brain processes them in very [24:03] unique ways much different than more [24:06] facts or data stories don't go through [24:09] the same analytical scrutiny that when [24:12] I'm presenting an idea like I am now or [24:14] a or a data or a fact um we don't [24:17] scrutinize in the same way in fact this [24:19] is why one of my favorite examples is [24:21] why we can all watch a movie that we [24:24] know is fake with actors saying lines [24:27] and we can get emotionally moved and [24:29] we're well aware that everything we're [24:31] seeing is fake but we're still moved by [24:34] it why because of how our brains process [24:37] stories not only that but stories when [24:40] they're told correctly are sticky and [24:43] they are stick in our minds we're far [24:45] more likely to remember a story than a [24:47] statement of fact in fact one research [24:49] study found that uh numerous days after [24:52] an event 63% of the participants [24:55] remember the story only five % [24:59] remembering a statement of fact or a [25:01] piece of data so stories are ways we can [25:04] present our messages to our audience one [25:07] final thing about stories about [25:09] regarding how our brain processes them [25:11] and that is when a story is told well [25:13] the research um from fmri machines which [25:17] look at brain activity when stories are [25:19] being told with participants is that [25:21] people relive them some fascinating [25:25] research found that when people hear [25:27] stories they're brain activity mirrors [25:30] the speaker of the story's brain [25:32] activity meaning when a story is told [25:34] well we don't just listen to it we [25:37] relive it in our mind we're picturing it [25:40] and so a a strategy that I tell [25:42] salespeople is the easier it is for [25:45] people to picture your stories in their [25:47] mind the more persuasive they will be so [25:50] what the research shows is stories are [25:52] just too powerful to ignore and the [25:54] question is how can we tell them to help [25:57] people process them and to take their [26:00] persuasiveness to the next [26:03] level well of course now you're stepping [26:06] into my world and and I know you [26:10] certainly and I I want to hear any more [26:12] that you have to say but part of the [26:15] message I get is and of course I'm just [26:19] working with an executive from a [26:21] hospital this morning has to give the [26:23] state at the union and you you until [26:26] tell you have to have a story [26:28] well you talk about your customer [26:31] satisfaction go to your website there [26:33] are real live people and you have to get [26:37] if you're going to give someone's name [26:39] even if you can't actually talk about [26:41] the client Mary is a [26:44] 45 year old 45 year old single mother [26:49] with three teenage children she is the [26:52] president the vice president of [26:55] marketing for Wells Fargo give her a [26:57] backstory story so I can see her I with [27:00] very little [27:02] information I I'm connecting wow she's [27:05] got a a a responsible job she's got [27:08] three teenagers wow I bet that's a [27:10] handful she's doing this alone I'm [27:12] already rooting for this character [27:15] something [27:16] happens she had a [27:19] mamogram and she found a [27:21] lump and the result of this is and the [27:24] result of this is so Paul why don't we [27:28] take this opportunity is going over to [27:32] Frip [27:33] VT so those of you who are my FRP VT [27:36] users hello and this is a challenge for [27:40] you to revisit not only the webinar [27:44] series that what we are doing is we are [27:46] bringing up we are taking this great [27:49] content from these interviews chucking [27:52] chunking them up into digestible chunks [27:56] and then we are putting them into your [27:59] your your Learning Center so all these [28:04] webinars are there chunked up afterwards [28:08] so you can always go back and listen to [28:10] this again plus of course you get the [28:12] replay link and uh we would challenge [28:15] you to revisit your content on sales [28:18] presentations and [28:20] stories and certainly and I do believe [28:24] Paul might be helping someone with a [28:26] problem because he oh there he no there [28:29] he is with us good so Paul you have [28:32] Superstar sales presentations and let's [28:36] see how how about chapter six nobody can [28:39] resist a good story well told and see if [28:43] you would David that you would agree [28:46] with the snippet of advice we give or if [28:50] you would add to that [28:54] [Music] [28:55] so have you noticed often seems that our [28:59] prospects are trained to resist a sales [29:03] presentation don't worry nobody can [29:06] resist a good story when it's well told [29:10] the reason you tell stories is because [29:12] your prospects will not remember [29:15] everything you say they will remember [29:18] what they see while they listen to you [29:21] speak when you have strong competition [29:24] you have to tell better stories than [29:26] your competition [29:29] okay so that's just a little teaser but [29:32] you would agree with that this is just [29:34] reinforcing exactly what you're saying [29:37] absolutely and and that's there's so [29:38] much science behind that that short clip [29:41] right there that spot on you're exactly [29:43] right the more persuasive the story when [29:46] we're really touched by a story why is [29:48] that because it's told in a way that are [29:51] as easy for our minds to picture so [29:54] that's the criteria we're always looking [29:56] for and so you're your spot on on one [29:58] thing that I think is really helpful [30:00] here too that often times we can get [30:01] caught up with I mean you mentioned [30:03] having a compelling introduction you're [30:05] exactly right on that uh the research [30:07] shows the introduction shapes the [30:09] perception of a story so we want to tell [30:12] our introductions in a way that if we [30:14] stopped people would say wait a minute I [30:17] I want to know more right tell me more [30:19] tell me more and so we want to gear them [30:21] that way we want to make sure too that [30:23] we remove any unnecessary details often [30:26] times I see salespeople cluttering up [30:28] their stories so they're distracting um [30:31] I'll give you one example of this that [30:33] happened a couple years back in a [30:34] workshop I did we had a workshop on [30:36] stories leveraging this science and how [30:39] to tell them and at the end of the [30:40] workshop everyone created a beautiful [30:42] third-party story of a of a customer [30:45] just like you mentioned Patricia and [30:46] they can use the next day on sales calls [30:49] one of the participants did a phenomenal [30:52] job she told a story but she described [30:54] the potential customer that she was [30:56] working with as t as bark on a tree [30:59] tight as bark on a tree so after the [31:02] story was told we go around the room and [31:04] everyone offers some feedback you know [31:06] of constructive criticism and then also [31:08] what they really loved about the story [31:10] and everyone mentioned to a person I [31:13] loved when you use the phrase tight as [31:15] bark on a tree even one of the sales [31:17] managers in the room told her you know [31:19] when you said that I began to think do [31:22] all trees have bark when it got to my [31:25] turn I went through and talked about the [31:27] many things she had done well but then I [31:29] surprised everyone and I told her to cut [31:31] the phrase tight as bark on a tree and [31:35] here's why it distracted away from the [31:37] point of the story it was so compelling [31:41] that it took everyone's mind and [31:43] distracted it and what the science shows [31:45] is our brains are amazing but they can [31:47] only focus on one idea at a time and so [31:50] when people are thinking about in this [31:52] case bark on a tree they're not thinking [31:55] about anything that's related to the [31:57] story so keep your stories lean add in [32:00] the necessary information but don't [32:02] clutter them up and last thing I'll [32:04] share about stories real quickly is what [32:06] happens after the story is told is [32:09] extremely important you want to tell [32:11] your potential customers what the story [32:15] means and so make sure you do that tell [32:17] them what the story means right after [32:20] you're done in one sentence and this [32:22] will make your stories much more [32:24] compelling and [32:26] persuasive very good now I see that we [32:29] have a question Paul from [32:31] Joyce yes we do Joyce said I'm assuming [32:34] this is part of a sales conversation but [32:38] she says how about persuading people to [32:39] consider things like current climate [32:42] science to someone who doesn't trust [32:47] science interesting question yes so you [32:51] can leverage there's a wealth of [32:52] scientific information and say how do [32:55] people create perceptions and how do I [32:57] get through to someone who might be [32:59] antagonistic to my ideas one tip that [33:02] I'll give you that research shows that's [33:04] relevant for for the question as well as [33:06] for those who are talking to clients who [33:09] might not see a need for your product or [33:10] service right you try to approach a [33:12] Target client and you try to initiate a [33:15] conversation but they just don't see why [33:17] they need your product or your service [33:19] so they're not really engaging with you [33:21] what can you do for both of these [33:23] situations what I recommend and what the [33:25] research shows is to interrupt them with [33:27] an Insight what is an Insight that you [33:31] can share that is something that is in [33:33] your favor but also something they could [33:36] agree with so if I'm dealing with [33:38] someone like the climate change who [33:40] might not be in agreement with my [33:41] position on that I want to understand [33:44] from their perspective what is some [33:46] common ground that we have and how can I [33:48] shape my insight to appeal to that [33:50] common ground and then nudge them in my [33:53] direction right so the Insight they are [33:56] going to agree with partner it but part [33:58] of it they might you might have to think [34:00] about a little bit but so I instead of [34:02] being antagonistic to them I want to [34:04] introduce common ground and then [34:06] slightly nudge them in my direction and [34:09] that will lower resistance and you'll [34:11] gain an audience and at least start a [34:13] dialogue and you can get in at least [34:15] with establishing some common ground [34:17] which has been shown to boost trust [34:19] because here's what the research does [34:20] show as well we trust those who agree [34:23] with us even if in small ways so if you [34:27] want to get someone to at least listen [34:29] to you say something that you have [34:31] common ground on and then take them a [34:33] little more in your direction with that [34:35] insight and it's a great way to start a [34:37] conversation and and this makes perfect [34:39] sense in any Dynamic if you were sitting [34:42] around the table deciding where you're [34:45] going on vacation and everyone has a [34:47] different idea well let's start with [34:49] what we agree on we want the vacation [34:52] together yes we don't want to go abroad [34:55] we want to be in America start with [34:57] little we agree we agree so then it's [34:59] easier to come closer together with what [35:03] we don't agree [35:05] yes yeah that's great a couple more [35:07] things to add that we've already talked [35:08] about we talked about social proof this [35:10] is another way you could show what are a [35:12] lot of people similar to them embracing [35:15] so if there's a point in favor of your [35:17] argument that a lot of people in their [35:19] Camp agree with also bring that out to [35:22] light again we're very persuaded by [35:24] those who are just like us so you can [35:26] leverage social proof and similarity [35:29] which are both heris like we talked [35:30] about a few minutes ago in your favor [35:33] and that's going to shake perception and [35:34] people are more likely now to listen to [35:36] and respond positively to your message [35:40] all right now see if if there's any [35:42] science behind this because obviously we [35:45] we want to go in uh stories is one [35:48] aspect of a sales conversation or [35:50] presentation so I want to know what [35:53] other aspects you can bring in what I [35:55] train now I didn't ask you about this [35:58] but you'll see if it if there's any [36:00] science behind it that if you work on [36:03] the principle our prospects are more [36:05] interest in themselves than they are in [36:07] us people do not invest in our products [36:10] or Services just because it's good for [36:12] us they do it because we've they have [36:15] decided it's in their best interest to [36:17] do so so I train in person and with my [36:21] FR virtual training that in audience any [36:25] audience whether it's one person person [36:28] five 10 or an audience of a [36:32] thousand we need to use more you focus [36:36] language rather than I focus language [36:39] not no I'm going to tell you what I want [36:41] to do is know what you will hear what [36:44] you will learn what you will discover [36:46] what will you what you will realize is [36:49] this of the three options you have for a [36:52] new [36:53] vendor this option could very well be [36:57] your best [36:58] so is there any science behind you focus [37:01] language and being more per [37:03] persuasive yes there's a lot that talks [37:06] about understanding the person we're [37:08] trying to persuade the research shows [37:10] it's very difficult to try to get people [37:12] to be interested in you if you're not [37:14] interested in them meaning you have to [37:16] understand where they're starting and [37:18] oftentimes I know when I work with [37:20] salespeople I break their hearts when i' [37:22] say that no one cares about your company [37:25] your product or your service they don't [37:27] care what they care about to your point [37:30] is what matters to them right your [37:32] potential customers have certain needs [37:34] they care deeply about and the more you [37:36] can connect the dots and show them how [37:39] your company your product and your [37:40] service can meet their needs in [37:42] meaningful ways more about you so I [37:45] think using new language is a powerful [37:48] strategy to help make it easy for their [37:51] brains to see the value you're [37:54] presenting by making it focused on them [37:56] so it kind of cuts on some of the the [37:58] mental cognitive tasks we have to do [38:01] another one I recommend is clearly [38:02] connecting the dots so when you're [38:04] presenting your product or service uh [38:07] feature benefit statements right instead [38:10] connect the dots between your feature or [38:13] benefit and what matters to them so for [38:17] example if I'm selling someone a [38:18] software package and I go through and I [38:21] know what matters to them when I talk [38:22] about a feature that's relevant I might [38:25] say Patricia a few minutes ago you told [38:27] me that reporting was something you [38:29] really wanted in your next platform well [38:31] let me show you exactly how our um [38:34] software system will exceed all your [38:37] expectations in reporting and then now [38:39] I'm going to get your attention and then [38:41] I can leverage that so as I as I present [38:44] my product or service to make it always [38:46] about your potential customer not just [38:48] about how great your product or service [38:50] is and when you do that people will [38:52] respond much more [38:53] favorably wonderful now Paul let's uh [38:57] let's go to David's website and show [39:00] people where they can get the [39:05] book so did I did I not call you Paul [39:09] you did [39:12] God I'm I'm a little confused sometimes [39:15] I it it would not be unlike me to be [39:19] focusing so much on David I called Paul [39:22] David so here we are so this is have a [39:25] look this is to answer the question this [39:27] is the book and I got an advanced copy [39:31] which is because I hadn't met David [39:34] before I read his book and then said hey [39:38] it sounds as if our content is so [39:41] perfectly matched uh let's do a webinar [39:44] together and I'm quite confident David [39:47] that we will be doing another next year [39:49] on a part two uh so tell tell everyone [39:54] and and Paul to direct you uh way you [39:58] want us to look so here's the book y [40:01] Paul you can click on that book if you [40:02] would and this is my new book the [40:04] science of selling this is the book's [40:06] page and Paul if you scroll down a [40:08] little bit uh this book is based on over [40:10] 1,000 scientific studies and it's very [40:13] practical easy to read it covers the [40:16] major parts of the sale but everything [40:18] we suggest in the book is all backed by [40:20] real science and if you scroll down just [40:23] a little more Paul this will uh show [40:25] some of the places the book is available [40:26] anywhere where fine books are sold and [40:29] we've had many top sales leaders [40:31] Business Leaders say some very nice [40:33] things about the book and it Advocates a [40:35] science back perspective and what does [40:38] that mean exactly it means that [40:40] everything in the book is focused on the [40:42] buyer so when we look at for example how [40:44] should we ask questions we have a whole [40:46] chapter on that we don't survey [40:48] salespeople to find out how they're [40:49] asking questions instead we look at our [40:51] buyers and we ask this question how has [40:54] science shown the brain discloses [40:57] information and then we create a [40:59] questioning strategy based on that [41:01] science so everything is backed by [41:02] science and this is one way you can look [41:05] and learn more information about the [41:06] book you can also go to Amazon or [41:08] anywhere else and you can see some [41:10] previews of the book as well and if you [41:12] scroll down just a little more Paul [41:14] there's a video that describes the book [41:16] here as well as some sample chapters too [41:19] um you can kind of see what the chapter [41:20] titles are on our page one other uh part [41:23] of our website I'll recommend is [41:27] if you click on the resource center [41:29] there at the [41:36] top you've got articles and videos and [41:40] white papers and your blog and a [41:43] newsletter and podcasts [41:48] wow very very [41:51] good now David are you still with me it [41:54] looks like David froze for just a moment [41:56] so okay well well wonderful because [41:59] we've looked through so please take [42:01] advantage of this so you would go to [42:05] hafeld [42:06] group.com and click on the resource [42:09] center the video that goes with David's [42:13] uh David's book of course we put as part [42:16] of the invite so you probably have [42:19] already seen that now while we're here [42:21] Paul can we go o go back to Frip virtual [42:25] training because the there are probably [42:29] uh some of uh David's fans who are not [42:32] familiar with my work so if you going to [42:35] Frip VT and I encourage you to sign up [42:39] for a free trial you can get a free [42:42] chapter on openings on stories and on [42:46] sales the first the first chapter in the [42:50] sales course and if you were interested [42:53] in frit VT for your your team well [42:57] happily have a conversation and do a a a [43:00] a demo for you there is testing tracking [43:03] and monitoring built within it so you [43:05] can see who is taking advantage of the [43:08] training if you're a sales manager for [43:10] you as an individual and uh Paul let's [43:14] just do an overview of what's in the [43:16] training center there are certainly [43:19] handouts in the file Vault but the [43:21] training center this is where we were [43:23] before with the sales presentation but [43:26] we have all aspects of presentation from [43:29] getting started finding your content [43:31] telling stories opening connecting to [43:34] your audience uh being specific specific [43:38] language it builds your credibility oh [43:41] and I see David is not frozen he is [43:44] nodding so he's back with us for a [43:46] second and the sales presentation and [43:50] we've added for the Frip VT users we've [43:53] added three new chapters as well as all [43:56] the web wears so for example maximizing [44:00] your executive overview is a one chapter [44:04] 4 and a half minute course and this is [44:08] the specific language you will use when [44:12] the situation is you're delivering a [44:14] webinar to your prospects and they call [44:17] you the day before and said great news [44:19] David our boss is going to be in the [44:22] first five minutes of your webinar demo [44:25] and how do you invest those first five [44:28] minutes to make this connection while [44:31] you're doing the the demo for the rest [44:33] of the team and all the scripts are in [44:36] your fileb so we we certainly recommend [44:39] you take a free trial and just to put [44:42] this into context a Year's access to [44:45] frit VT is is less than one hours of [44:49] coaching time with with someone like [44:52] David or me so it's a great way uh to [44:56] train a team or once you've had training [44:59] because certainly David and I make our [45:01] living training however this is the [45:04] Dirty Little Secret with the training [45:06] industry when you have a great speaker [45:09] with a great with great content and an [45:12] audience who is genu genuinely [45:15] interested two weeks later chances are [45:18] they've [45:20] forgotten 70% of what they they learned [45:23] that they loved so this is why you do [45:26] need some way of repetition and [45:28] reinforcement to maximize your [45:30] investment so that is so good so they we [45:34] showed them around your website so they [45:36] see all the resources uh you know Frip [45:39] VT we're encouraging you to take a trial [45:42] and just because you're on this webinar [45:45] or watch the replay if you would like to [45:48] use a coupon code Frip my name you can [45:52] save uh 20% so a very small investment [45:56] for high quality quality training all [45:58] right so uh let's come back to David [46:01] good all right so what other comments [46:05] can you tell us about science that we'll [46:08] read about in your book for other [46:10] aspects of the sales [46:13] presentations yeah I'll give you two [46:15] real quickly that can help with sales [46:16] presentations and number one is [46:18] sometimes counterintuitive and that is [46:21] limit the amount of information you [46:24] present in a sales presentation often [46:26] times we present way too much [46:29] information and research conclusively [46:31] shows that this drives down the [46:34] likelihood of the sale in fact uh some [46:36] one of the Hallmark studies in this area [46:38] happened many years ago by a famous [46:41] psychologist named George Miller and he [46:43] studied of all things the number seven [46:46] he called it the magical number seven [46:48] his research found and he found that our [46:50] brains are amazing organisms as we know [46:53] uh but they have limited capabilities [46:56] and one of the limited capabilities is [46:58] their ability to [47:02] process all right well I think David [47:05] froze again and I think he is telling us [47:09] that there is a limited amount of [47:12] information that the brain can actually [47:16] uh retain so it's the adage is it is [47:20] better to give more [47:22] content deliver it well and have them [47:26] remember it [47:29] so David is is coming back to us but [47:32] he'll be glad to know I filled in the [47:34] blank it is much better to give less [47:37] content do it well and have them [47:40] remember I don't think we need science [47:43] to know that so many of our prospects do [47:49] so much research before they actually [47:51] talk to us that they already have [47:55] learned what the what if you think a [47:58] sales professional 10 or 15 years would [48:01] spend the first 45 minutes telling them [48:04] about now they know before we pick they [48:07] pick up the phone or have an appointment [48:09] with us absolutely yeah and and in in [48:13] addition to that limiting choices as [48:15] well one study found that when when [48:18] people were presented with 24 different [48:20] options to choose from only 3% of them [48:22] did when they limited down to just six [48:25] sales increased by nine [48:27] 900% and every piece of research shows [48:30] that limiting choices a second thing you [48:32] can do in your presentations is use [48:35] pictures as much as possible there's [48:37] something researchers refer to as the [48:39] picture [48:40] superiority effect PS and when pictures [48:44] appear in the AR effect finds that the [48:46] brain thinks in terms of pictures for [48:48] example when I say New York City [48:51] Patricia what do you think of I'm seeing [48:54] I am seeing New York City I'm seeing the [48:57] Empire State Building yes exactly our [49:00] our our brains don't think in terms of [49:02] numbers they think you see the Empire [49:04] State Building you see something that [49:06] you relate to New York like a taxi cab [49:09] well that's how our brains work so using [49:11] pictures increases cognition our [49:14] understanding and also retention one [49:17] study found for example that when one [49:20] presentation didn't have any pictures in [49:22] 72 hours later only 10% of it was [49:25] remembered when that same presentation [49:27] was injected with pictures that [49:29] demonstrated the ideas retention went up [49:31] to [49:33] 65% within 72 hours when it was tested [49:35] later so help people understand and [49:38] process the information you're sharing [49:40] and remember it by instead of just [49:42] talking about it as much as possible use [49:45] pictures and that'll help illustrate [49:47] visually the words you [49:49] say and and this brings up another area [49:53] of training that I I often use and this [49:56] comes from [49:57] a book which is out of public out it's [49:59] not published anymore I I saw it [50:02] advertised for [50:04] $832 secondhand on Amazon but this is [50:08] you just have to understand the premise [50:10] Eugene Schwartz [50:12] said forget nouns adjectives pronouns [50:16] adverbs there are only two types of [50:18] words picture words and connecting [50:22] words so some [50:25] pictures some some words have pictures [50:28] so for example I was helping someone [50:32] with a speech and they said the actual [50:34] words this was a lawyer he promised her [50:37] many things I said no he didn't he [50:41] promised her a life of adventure and [50:45] romance and with those words there's [50:48] more emotion and picture than it takes [50:52] to say it uh one financial advisor her t [50:56] tagline in her website [50:59] was it was it was and I didn't know I [51:01] was going to do this but she was saying [51:04] it was comparing her her her service [51:09] to the speed of FedEx and the the [51:13] quality and customer service of the Ritz [51:18] Calton so with just making two [51:21] comparisons FedEx you can you can just [51:24] see the truck Ritz Carlton if you ever [51:26] stayed there so that has emotions and [51:29] pictures and you said it in a few [51:33] sentences and this is part of making [51:36] what you say more sticky yes yeah our [51:39] our brains think in terms of pictures so [51:42] the more you can help people visualize [51:43] what you're saying same is true with [51:45] stories and also showing them pictures [51:47] if you're having like a PowerPoint [51:49] presentation or prey yeah use and that's [51:52] one important point if you have a [51:54] presentation you're using Let It Be at [51:57] by pictures not text cut the text as [52:00] much as possible uh you don't need to [52:03] have text in there often times we as [52:04] speakers and trainers and I know you can [52:06] speak to this more than I Patricia we [52:08] use our presentations kind of as a [52:10] script or reminders we need to learn [52:12] them enough so we're not dependent on [52:15] text we can have pictures and then we [52:18] describe the pictures and convey the [52:19] ideas exactly well especially my [52:21] corporate clients and the phrase is look [52:25] they are visual AIDS they're not [52:27] scripting AIDS you put together what [52:30] you're going to say and then ask [52:32] yourself where do I absolutely need a [52:35] graph a charge an image to reinforce [52:38] what I'm saying you're going to say it [52:40] no one can be more compelling than you [52:44] good well now it's the time for you to [52:46] tell everyone what they are going to [52:49] receive with the replay [52:52] link what is the special gift we oh it's [52:55] good we are to send to all of you 10 [52:59] scientifically proven sales hacks [53:02] infographic this was an infographic that [53:04] I made with selling power magazine and [53:08] of course I see gear hearts a fan of [53:10] yours and is of mine yeah he's great [53:13] yeah and this is exclusive for those who [53:15] are live with us or watch the replay we [53:18] are going to send you this it is two [53:20] sentences on what the science-based [53:22] sales hack is and two sentences on how [53:25] you can apply it immediately it's 10 of [53:29] them it's packed with strong content and [53:32] it's something I know you'll love [53:34] perfect wonderful now Paul do we have [53:37] any questions that we need to [53:41] answer no we don't well good there's [53:44] plenty of comments but they're good this [53:47] is this is absolutely wonderful so in [53:50] our last couple of minutes apart from [53:53] going to your website hawfield group Hof [53:58] H FF there's no i e l d hoffel group.com [54:03] go to the researches order the book and [54:07] how fast will they receive the book can [54:08] they buy it from your website or just [54:11] from any of their favorite yeah there's [54:13] links on our website to all kind of [54:15] retailers but you can buy it wherever [54:17] fine books are sold okay perfect good [54:21] and this is one way they can certainly [54:24] well there are two ways that you can [54:26] make increase your sales in [54:28] 2017 one well three listen to the [54:33] replay uh get David's book and either [54:37] watch your FRP VT and sales [54:39] presentations and the new courses we [54:41] have on sales or you can take a free [54:45] trial a Frip VT and then subscribe join [54:49] use Frip as a coupon code if you want a [54:52] conversation with either Paul or me [54:54] we'll very happily do that but take a [54:57] tral you owe it to yourself as the [55:00] buyers are getting fussier as the [55:03] competition is getting tighter you owe [55:05] it to yourself to increase what you know [55:08] about persuasion and the science behind [55:12] selling so David what is your walkway [55:16] advice for our [55:18] listeners selling is just too important [55:22] to be based on anything other than [55:25] proven science there is a science that [55:27] describes how our potential customers [55:29] make buying decisions and when you [55:31] leverage this science you'll develop an [55:34] unfair advantage over your competitors [55:37] who are [55:38] not well thank you and I look forward to [55:41] having another webinar with you my new [55:44] best friend I hope at some point we get [55:47] to collaborate together in person as [55:49] well as online uh thank you very much [55:52] for subscribing to our webinar and [55:56] remember all learning requires [55:59] repetition and [56:02] reinforcement thank you stay tuned watch [56:05] for your next invite which is to have a [56:08] conversation my friend Jim Panero so [56:11] thank you David and thank you Paul and [56:15] remember there's a science behind s

===FILE=== Xi2thok3gi0 - Four Parts Of A Sale Script  Free Sales Training Program  Sales School.txt
https://youtu.be/Xi2thok3gi0
Four Parts Of A Sale Script ｜ Free Sales Training Program ｜ Sales School

[0:01] i'm jordan belfort and this is sales [0:03] school [0:06] so did you know you could use a single [0:08] solution to get a consolidated cash flow [0:10] report from different sources [0:13] cinder can synchronize all the necessary [0:16] payment details like inventory items [0:18] taxes discounts locations and including [0:21] multiple currency transactions just [0:24] connect your payment providers and enjoy [0:26] automated synchronization and bank [0:29] reconciliation [0:30] one simple click [0:32] with cinder you get also access to [0:35] detailed sales information for your [0:37] financial reports to have a daily [0:39] overview of your business results start [0:43] a free trial right now and get a 20 [0:46] discount on an annual subscription [0:48] head over to cinder.com [0:51] which is spelled s [0:53] y n d e r dot com at cinder cinder.com [0:58] for your free trial right now [1:03] a script is divided into four parts very [1:07] simple [1:08] okay [1:10] part one is the introduction [1:15] the introduction [1:19] and this is that point on an outgoing [1:21] call [1:22] okay where if you were calling out [1:25] you'd say hey john you know this is [1:26] so-and-so calling from xyz company how [1:28] are you doing today great job well the [1:29] reason for the call is whatever it is [1:31] this is your basic introduction don't [1:33] worry about the particulars you have [1:35] it's your intro is how you the first [1:37] words that come out of your mouth [1:39] and remember there are is not a lot you [1:42] can say [1:43] in those first four or five seconds that [1:45] can establish you as an expert so it's [1:48] very basic it's a new normal greeting [1:50] you know how you're doing today make me [1:52] sound enthusiastic it's more about your [1:54] tonality [1:56] and that you care and you gotta sound [1:57] good so it's but again that's their [1:59] introduction [2:00] name your company and so forth [2:03] the second [2:05] step [2:07] is your body [2:10] of your presentation [2:13] okay [2:15] now remember when i talk about [2:17] scripting here and i i'm actually i'm [2:20] let me go back i'm to i'm going to [2:21] confuse you a bit because this is [2:24] let's just forget the intro in terms of [2:26] when you first pick up the phone okay [2:28] because there's there's two types and [2:30] i'll just go through the second one [2:31] first this is the intro meaning when [2:33] after your transition is over okay let [2:36] me just reiterate this so you've already [2:40] asked your qualifying questions [2:42] and you've gotten all the intelligence [2:44] you need [2:46] your product can help them [2:48] and you've said well john based on what [2:51] you've said to me this is a perfect fit [2:53] for you [2:54] let me tell you why [2:56] and we start from there [2:58] it's this part of the script i want to [2:59] cover here you have the same thing with [3:01] the intro when you're first picking up [3:02] the phone with the scriptable that's a [3:03] separate script to cover okay so you say [3:06] the intro in this case would be [3:08] about what your product is [3:12] okay you talk about what your product is [3:14] in general terms [3:16] name of the product name of the company [3:18] is name of the policies whatever it [3:20] might be [3:22] okay [3:23] and then from there you lead into the [3:24] body of your script [3:27] where you discuss [3:29] the features [3:30] and the benefits [3:36] and one of the and i don't want to get [3:38] so simplistic to say you know [3:40] everyone's heard you know don't focus on [3:42] features focus on benefits right well [3:43] the bottom line is this you when [3:46] whenever you [3:47] talk about a benefit you typically have [3:49] mentioned a feature there's always a [3:51] feature with a benefit attached to it [3:54] that's the truth most of the time [3:56] but in the highest level of selling [3:59] the most powerful case you can make is [4:01] not feature benefit case [4:04] it's through other ways of patent [4:06] storytelling and metaphors and [4:07] comparisons so just want to just be [4:09] aware that but the body of your script [4:12] you're going to have a certain amount of [4:13] it dedicated to features and benefits [4:15] where you're making your logical case [4:18] and as part of that [4:22] body of your script [4:23] you're going to also focus on making the [4:25] beginnings of an emotional case so the [4:28] first part's logical and you also want [4:30] to tail off with emotion [4:32] step three [4:33] you then have what's called the close [4:36] so every script [4:38] ends with you asking for the order [4:42] in no [4:43] uncertain terms at a certain point in [4:46] time you have to say john or jill [4:50] this is what you should be doing this is [4:51] what most of my customers are doing [4:53] right now this is what i recommend [4:56] and you say do this you actually ask for [4:59] the order [5:00] okay and then after you ask for the [5:02] order [5:03] and they either say yes or no or let me [5:06] think about it right for the people who [5:08] want to think about it and you'll be [5:09] engaged in what's called looping [5:10] patterns [5:12] and looping patterns [5:15] are [5:16] the mechanism that we use to take an [5:19] objection [5:21] and turn it into a close [5:23] [Music] [5:43] you

===FILE=== Yq4sQ0iS8Hg - System For Success  Free Sales Training Program  Sales School.txt
https://youtu.be/Yq4sQ0iS8Hg
System For Success ｜ Free Sales Training Program ｜ Sales School

[0:01] i'm jordan belfort and this is sales [0:03] school [0:06] so did you know you could use a single [0:08] solution to get a consolidated cash flow [0:10] report from different sources [0:13] cinder can synchronize all the necessary [0:16] payment details like inventory items [0:18] taxes discounts locations and including [0:21] multiple currency transactions just [0:24] connect your payment providers and enjoy [0:26] automated synchronization and bank [0:29] reconciliation [0:30] one simple click [0:32] with cinder you get also access to [0:35] detailed sales information for your [0:37] financial reports to have a daily [0:39] overview of your business results start [0:43] a free trial right now and get a 20 [0:46] discount on an annual subscription [0:48] head over to cinder.com [0:51] which is spelled s [0:53] y n d e r dot com at cinder cinder.com [0:58] for your free trial right now [1:01] i found a great clip of me teaching [1:03] let's cut to that live footage right now [1:05] i'll see you on the other side next [1:06] pillar of the system for success [1:09] is something called your standards or [1:12] your thermostat this is a pretty obvious [1:15] one again most of this stuff i'm [1:17] guessing you've heard this from [1:18] somewhere it's not like i didn't invent [1:20] this i just took the parts and made it [1:22] so everyone could use it in their own [1:24] life in one system you have to have a [1:26] system when when people say you know [1:29] what is that holds most people back they [1:30] don't have a cohesive system and they [1:32] can't close the door they're not closers [1:34] they don't have a system and they can't [1:36] sell their way out of a paper bag does [1:38] that make sense yes [1:39] louder yes raise your hand yes [1:42] any good so [1:43] standards what your standard is it's [1:45] almost the opposite [1:47] of your state in the sense that [1:49] your state's the in the moment indicator [1:52] can you access the resources and your [1:55] standard is your long-term barometer [1:56] where you're set [1:58] some people are set for a really high [2:00] level of success [2:02] on some level this entire sheet when you [2:05] pull it all up it's your set it's your [2:06] thermostat for money [2:08] it's your wealth and success index i [2:11] call it's a set point for money that [2:13] covers everything you need to know not [2:15] just the interval but both the inner and [2:16] the outer world [2:18] if you have a very high natural set [2:20] point for money you're going to be rich [2:22] if you have a very low set point you're [2:24] going to be poor you'll be in poverty [2:26] why because like a thermostat what [2:28] happens is imagine the boiler [2:31] is what is taking the action so when the [2:34] let's say it's set for 22 degrees [2:36] if the temperature starts to drop it [2:38] gets too cool [2:40] what happens the boiler kicks on and [2:43] starts working heats the room back up it [2:45] gets to 23 degrees what happens the [2:47] boiler shuts off [2:49] and it starts to cool back down so at [2:51] any given point you're not maybe exactly [2:53] at 22 you might be a bit above or a bit [2:56] below but you're hovering around 22 and [2:58] over the long term that's where you rain [2:59] does that make sense yes [3:01] everybody has this [3:04] we have it for money [3:07] we have it for our body [3:09] you ever see a really fat rich bastard [3:12] he's got a very high set point for money [3:14] and a low set point for his body [3:16] he doesn't care about how he looks [3:19] he wraps himself in hundred dollar bills [3:20] and figures it all makes sense anyway [3:21] right you ever have people who have [3:24] amazing [3:25] an amazing way with money you know the [3:28] midas touch everything they touch turns [3:30] to gold right [3:32] yet they're in the worst most [3:34] dysfunctional relationships in the world [3:36] don't look at me with pointed eyes here [3:39] i'm in a good one right now i'll have my [3:40] issues always of course but everyone get [3:42] that so it's not like just there's a set [3:45] point for money [3:46] there's a set point for your body the [3:48] set point for your relationships is set [3:50] for your spirituality your connection [3:52] with god or what you believe in [3:54] we have different thermostats [3:58] i am not here tonight to preach to you [3:59] relationship mastery i'm probably the [4:01] wrong guy okay [4:03] this is money mastery so we're only [4:05] going to focus on money and wealth and [4:07] success does that make sense yes who [4:09] wants to hit that yes [4:11] raise your hand yes [4:12] good [4:13] give yourself a score [4:15] if you feel like you're set high that [4:17] you need to make your number i gotta [4:18] make a couple million a year that's me [4:20] that's what i really am that's a must [4:22] high score if you are making forty eight [4:25] thousand fifty thousand bucks yeah i'm [4:27] okay there [4:28] probably i got some bad news for you can [4:30] i say it can i be blunt can i be blunt [4:32] is it okay [4:33] you're gonna die broke [4:37] if you make 48 grand a year in dollars [4:39] maybe i mean [4:40] even pounds it ain't gonna work out so [4:42] well in my country you know what it pays [4:44] for [4:44] your diaper is when you're in a nursing [4:46] home it doesn't end well you have to [4:49] start developing [4:50] second sources of income we don't we [4:52] live in a world where money matters [4:53] bottom line i love you all and we'll [4:55] talk again tomorrow [4:56] [Music] [5:16] you

===FILE=== Zz1PyspGQ7U - Value Of Quality Leads  Sales School Free Training  Sales School.txt
https://youtu.be/Zz1PyspGQ7U
Value Of Quality Leads ｜ Sales School Free Training ｜ Sales School

[0:01] i'm jordan belfort and this is sales [0:03] school [0:06] it's like a tactic it's like actually a [0:09] great truth about selling and that is [0:11] the value of having good leads you know [0:13] one thing i see when i go around the [0:15] world guys when i especially i train [0:17] lots of sales forces they call me in and [0:19] they want me to teach the straight line [0:21] system write their scripts construct [0:23] their loops the whole nine yards right [0:24] and coach people back and forth with [0:26] tonality and body language if it's in [0:27] person right [0:29] but i would say 90 of the time that i do [0:32] this what i find also [0:35] is that they're not supplying the sales [0:38] force with the correct number or quality [0:41] of leads [0:42] and if it's a situation where they're [0:45] not supplying them at all and it's up to [0:47] the salesman which is perfectly fine [0:48] that happens many places right then the [0:50] sales person you is not investing enough [0:53] time and energy and resources in getting [0:56] good leads [0:57] understand this the the best metaphor is [0:59] like you know you could be this straight [1:02] line expert which makes you the [1:04] proverbial ferrari [1:06] capable of going 220 miles an hour five [1:10] seconds or three seconds of zero to six [1:11] to your monster right [1:13] but what gives you the power [1:16] gasoline [1:17] right and the gasoline is the leads [1:20] so please don't scrimp on your leads [1:24] it's a cost of doing business [1:27] all right you can buy leads you can [1:29] advertise for leads online okay you can [1:32] work joint ventures with people to get [1:34] them to mail sales whatever you and [1:36] invite i go through a ton of these [1:38] different strategies and many of my [1:39] different trainings and the intensives [1:41] and also on the certification of course [1:42] right the point is is that don't [1:45] put yourself in a situation where you [1:47] possess [1:48] all these great skills for closing [1:52] but you have no one to call [1:54] like for instance with my sales force [1:56] right now i [1:57] started them purposely giving them not [2:00] bad leads but very rough unqualified [2:03] leaders that were kind of old and almost [2:05] dead why because i want them to get the [2:07] cobwebs out i want to get the marbles [2:09] out enough where they're learning and [2:10] growing they're just starting so i [2:12] started it but [2:14] they're about to approach the point now [2:17] where i'm launching the certification [2:19] program and now that they're really [2:20] primed they get it because i made them [2:22] struggle it builds muscle now i'm going [2:25] to make sure these guys are [2:27] women too are hooked up with leads [2:30] because without that they're just [2:31] spinning their wheels [2:33] you could call out of the phone book [2:35] or you could get qualified leads coming [2:37] in for marketing and the latter is so [2:40] much more effective [2:42] just remember listen you know maybe [2:44] you're in a situation where they provide [2:45] you maybe not [2:47] either way [2:48] you gotta realize here that it's an [2:50] integral part of success so if you're [2:52] not [2:53] getting them from the company you work [2:55] for not enough quantity of no quality [2:58] think entrepreneurially [3:00] every dollar you invest in yourself in [3:03] terms of your legion it's gonna come [3:05] back to you tenfold as long as you're [3:07] doing it right in terms of your [3:08] marketing so you don't waste your money [3:10] marketing but if you're doing it right [3:12] you should get a five ten to one return [3:14] and also remember it's not always what [3:16] you make on the opening sale [3:19] it's the life of the customer so very [3:21] often yeah you might break even on the [3:24] initial sale but now you go about [3:26] building a customer for life and that's [3:28] massive success [3:30] all right just remember don't ignore [3:33] this one crucial aspect of being a world [3:36] class close which is having a supply of [3:38] leads [3:39] at stratton i would have top salesmen [3:42] they would pay out of their pocks that's [3:44] three and four cold callers just coal [3:48] providing them with leads because why [3:49] would they want to spend their time cold [3:52] calling it's a low hit ratio they're [3:54] animal closers they want someone who's [3:57] going to just give them qualified leads [3:58] they can close the ones who are already [4:00] interested [4:01] in the purest form of a salesperson [4:04] you're only speaking to people who are [4:07] interested they're pre-qualified which [4:09] means you're speaking to people who are [4:10] hopefully buyers and heat and buyers in [4:12] power now no matter how great your [4:14] program is [4:15] even if you have someone filtering out [4:17] the bad ones [4:19] they always tend to wrap what we call [4:20] wooden leads meaning they're bad leads [4:22] right they're not real and those will be [4:23] your look you lose and your and your [4:25] mistakes they slip through so your job [4:27] as a salesperson as a world-class [4:28] salesperson is to filter those out you [4:30] want to separate out the bad ones from [4:31] the good ones and move those first two [4:33] categories the buyers and power buys [4:35] move those two [4:37] down the straight line from the open to [4:39] the close and just have massive quantity [4:41] of them don't put yourself in a position [4:43] where you're scarce for leads it's gonna [4:45] really trip you up all right i love you [4:47] and we'll talk again tomorrow and [4:48] tomorrow's lesson will be on tonality [4:51] talk then [4:52] [Music] [5:12] you

===FILE=== _ih7XnzXmDc - Know Your Patterns  Free Sales Training Program  Sales School.txt
https://youtu.be/_ih7XnzXmDc
Know Your Patterns ｜ Free Sales Training Program ｜ Sales School

[0:01] i'm jordan belfort and this is sales [0:03] school [0:06] so did you know you could use a single [0:08] solution to get a consolidated cash flow [0:10] report from different sources [0:13] cinder can synchronize all the necessary [0:16] payment details like inventory items [0:18] taxes discounts locations and including [0:21] multiple currency transactions just [0:24] connect your payment providers and enjoy [0:26] automated synchronization and bank [0:29] reconciliation [0:30] one simple click [0:32] with cinder you get also access to [0:35] detailed sales information for your [0:37] financial reports to have a daily [0:39] overview of your business results start [0:43] a free trial right now and get a 20 [0:46] discount on an annual subscription [0:48] head over to cinder.com [0:51] which is spelled s [0:53] y n d e r dot com at cinder cinder.com [0:58] for your free trial right now [1:01] here's the lesson for today and it's you [1:03] know mostly about unconscious [1:05] communication the difference between [1:07] conscious and the unconscious minds [1:10] just remember this right [1:12] the reason i took so much time [1:15] to explain that distinction to really go [1:17] through like you know what's the [1:18] unconscious mind do what does the [1:20] conscious mind do and how those patterns [1:23] of behaviors form how do they form the [1:25] reason i spend so much time on this is [1:28] because when [1:30] you're making that all-important first [1:33] impression [1:34] what you're looking to do is match that [1:37] pattern [1:38] meaning [1:39] people we we all have patterns stored of [1:42] what we expect for basically everything [1:46] around us like when i go to brush my [1:48] teeth i expect that if i turn the handle [1:52] i know concrete's not going to flow out [1:53] of the water faucet water will that's a [1:56] stored pattern that's why i know each [1:59] day when i wake up i know not to go pee [2:01] in my bed brush my anus okay and then go [2:04] and rinse my mouth in the toilet bowl do [2:06] you even think about those things that's [2:07] pretty gross right but the point is this [2:10] do you even think about what you do in [2:11] the morning your morning routine [2:14] no you go you go to the bathroom you go [2:16] to the bathroom you brush your teeth [2:18] okay you take a you don't think about [2:21] that in the same way if you are going to [2:24] work every single day and then one day [2:25] you're not you might even find you go on [2:27] the exit to work anyway like what am i [2:29] doing here it's a pattern you're running [2:31] we run these patterns we repeat [2:32] behaviors over and over again this is [2:34] for all aspects of our life [2:37] when [2:38] you have successfully taken control of a [2:42] sale [2:43] when you have been perceived the right [2:45] way which is another way of saying the [2:46] same thing right what you've done [2:49] is you've successfully [2:51] ignited that pattern that little [2:54] synapses you hit you matched a person's [2:57] expectation of what someone who's sharp [3:00] on the ball and an expert looks like [3:02] sounds like and says you get it that's [3:04] what you've done [3:06] you've you've you essentially matched [3:09] someone's expectations of what a real [3:11] pro what a real expert would look like [3:13] and sound like [3:15] that's what you're doing [3:17] just don't ever forget that so at any [3:19] time [3:20] you are wondering what you should be [3:22] looking like or sounding like or even [3:24] dressing like [3:25] it's as simple as that ask yourself if i [3:28] was in the person's shoes [3:30] what would i expect the true expert in [3:32] the field to be saying right now [3:35] how should they be acting how would they [3:37] be looking [3:38] you understand [3:40] it's very it's very logical when you get [3:42] down to it [3:44] always remember the overriding fact here [3:47] is logic like i mean like what just you [3:50] know what should i wear how should i [3:52] sound [3:53] what do experts do [3:56] experts [3:58] don't always say [4:01] things that are [4:02] overly intelligent but they don't say [4:04] things that are ridiculously stupid [4:06] experts can speak normally they can [4:08] speak in the in the local vernacular [4:10] they don't always sound so bad it's not [4:12] all buzz words but what they don't do is [4:15] say stupid things they don't say stupid [4:18] things they don't go off the pluto [4:20] there's certain things they just don't [4:22] do [4:22] remember this okay god against it [4:25] vigilantly [4:27] as someone who must be perceived as an [4:30] expert in his fee or her field that's [4:32] you must be perceived that's who you are [4:33] you must be perceived that way you got [4:35] to know what your don'ts are [4:37] as much as your dudes you're going to [4:38] know what your don'ts are [4:40] experts don't say stupid things they [4:42] just don't they will say nothing [4:45] they will say things that aren't [4:46] brilliant sometimes they don't say [4:48] stupid things [4:50] watch your words and make sure that you [4:52] script we get the scripting especially [4:54] you script things out long enough [4:57] that when you have to a so-called free [4:59] form meaning when you run out of [5:01] scripted material you can keep looping [5:02] around you have your patterns [5:04] the unconscious mind is that [5:08] like that's that's that centurion that [5:10] silent guard that watches over [5:12] everything but here's the thing [5:14] just because you've hit the right [5:17] pattern [5:18] and you're perceived the right way don't [5:20] think for a second [5:21] that the person your prospects conscious [5:24] mind [5:25] isn't now hanging on your every word [5:27] going forward trying to prove your [5:29] unconscious mind wrong [5:31] once you capture that attention that [5:34] that that positioning [5:36] it's not [5:37] set in stone [5:38] it's just it's it's it's fluid it's it [5:41] goes up and down just like rapport and [5:43] everything else you must remember that [5:46] there are no free words no stupid [5:48] statements no time to go with the price [5:50] of tea in china go off to pluto remember [5:52] module one lesson one that's the first [5:54] thing i said the straight line there's [5:55] no time there's no free words no time [5:57] for stupid statements [5:59] your words are directed they're powerful [6:01] they have meaning behind them that's [6:03] what i was talking about because if they [6:06] don't [6:07] the conscious mind is up wait a second [6:10] he fooled me yes he acted [6:13] like an expert [6:15] he sounded like an expert [6:17] but now that i've heard him talk or her [6:19] talk i realized he was just playing he [6:22] was acting [6:23] he or she's not the real deal [6:25] you got to be the real deal as well [6:28] that's the greatest gift i can give you [6:30] is to tell you is that the skill up my [6:33] friend don't just make this about [6:35] sounding good [6:36] learn about what you're selling become a [6:38] true expert in your field do the work [6:41] put the time in become a real expert [6:43] close that knowledge gap and i promise [6:45] you by using the straight line system [6:47] you will make so much more you have so [6:49] much success in your life [6:51] you'll be blown away [6:53] bottom line [6:54] i don't care where you are right now [6:56] seriously i don't care if you're at the [6:58] bottom [6:58] of life of love it doesn't matter about [7:00] where you are financially [7:02] you embrace this system one foot in [7:05] front of it i promise you you will get [7:07] the outcome you want [7:09] not overnight but you will get the [7:11] outcome you want hard work and skill and [7:14] strategy together is a deadly powerful [7:17] combination [7:37] you

===FILE=== _xetI54KYG0 - Tonality Is Key   Free Sales Training Program  Sales School.txt
https://youtu.be/_xetI54KYG0
Tonality Is Key  ｜ Free Sales Training Program ｜ Sales School

[0:01] i'm jordan belfort and this is [0:03] sales school [0:06] if you're a business owner you don't [0:08] need me to tell you that running a [0:10] business is tough [0:11] don't let quickbooks and spreadsheets [0:12] slow you down anymore [0:14] now is the time to upgrade to netsuite [0:17] by [0:17] oracle the world's number one [0:19] cloud-based business system [0:21] schedule your free product tour right [0:23] now at netsuite.com [0:25] wolf that's netsuite.com [0:30] talk about a very important topic you [0:32] know what it is tonality [0:35] tonality tonality like [0:38] you know what i always forget myself [0:40] sometimes i forget [0:42] because they just so natural to me about [0:45] the [0:45] impact that my tonality has on people [0:49] i almost forget it sometimes because i [0:51] just take it for granted my tonality is [0:53] unconscious [0:54] my mind always applies the right [0:56] tonality at the exact [0:58] right moment it's only when i hear [1:00] myself when i watch [1:02] tapes of myself and i'm like damn i'm [1:04] like i'm like that was some powerful [1:06] stuff [1:06] that i start to realize just just [1:09] remember this [1:10] i'm going to ask you to cuban me today i [1:12] want you to tape yourself [1:14] i want you to do me a favor i want you [1:15] to tape yourself at some point today [1:18] just spend like you know one one let's [1:21] say if you're on the phone selling [1:22] just you know without the client just [1:24] your end tape [1:26] the first three or four minutes of a [1:28] phone call today [1:29] at some point and i want you to take [1:31] that call [1:33] and be absolutely conscious of your [1:36] tonality [1:37] i want you to take the call with [1:39] tonality being [1:41] on your mind i'm just going to focus on [1:43] my tonality [1:44] every getting every word right every [1:47] beat right there [1:47] just focus on that and let everything [1:50] else happen the way it normally happens [1:51] i want you to just do it [1:52] just one little period today just for [1:55] few me do this all right [1:56] and then don't do anything with that [2:00] and then tomorrow i want you to tape [2:03] another call same two or three saturday [2:06] just take a short period two or three [2:08] minutes of this the same [2:09] part of the sale but don't think [2:12] about tonality just you let your [2:15] unconscious mind guide you know [2:16] i want you to do one will you [2:18] specifically make sure [2:20] that you use tonality at the highest [2:22] level and i want you the same call a day [2:24] after i wanted the whole day to lapse [2:25] right [2:26] where you just would do the same thing [2:27] but don't think about it just think [2:29] about selling your words [2:30] just don't focus on the tonality and [2:32] then what i want you to do when those [2:34] two you have those two days right boom [2:35] boom and it could be even the day [2:36] it's not like something you can do [2:37] marshalls and it will exercise to show [2:39] you the difference right [2:40] and i want you to listen to those two [2:43] side by side on your computer [2:45] and tell me if you can't see a [2:48] difference or hear a difference [2:50] in just how persuasive you sounded [2:53] how powerful your words even the power [2:55] to have were you [2:56] when you heard it with the exact right [2:59] tonality applied [3:01] i'm telling you there's because the [3:03] reason i'm telling you this is because [3:04] very few of you are probably at the [3:07] point [3:08] where you're unconsciously competent [3:10] with tonality like i am [3:12] if you are great you don't need to do [3:14] this right but for mostly you're [3:16] probably [3:16] at the point where you're very [3:18] consciously competent [3:20] but you're still not quite there with [3:22] all of the tonalities [3:24] all of the time but if i tell you to [3:26] really [3:27] consciously apply it you know exactly [3:30] when to raise your voice lower your [3:31] voice speed up slow down you know the [3:33] fraser declares those questions the [3:35] right way [3:37] watch just and just your own [3:41] your own eyes you just watch yourself [3:44] as an independent observer of your own [3:47] sales [3:48] and tell me if you can't see the [3:49] difference when you [3:51] consciously apply the right tonality [3:54] never forget this just never forget it [3:57] because what i want you to do is once [3:59] you hear the difference [4:00] i want you to spend the next few days [4:02] just focusing on tonality but don't do [4:05] it [4:06] first do the test i want you to first [4:08] hear the difference [4:09] i think you forget sometimes you forget [4:12] just how [4:13] impactful it is when you say to someone [4:16] in the exact right [4:18] gym reason for the call today something [4:20] just came across this it is the [4:23] it's very in the gym something just came [4:25] up there's like there's like [4:26] this much of a difference in your tone [4:29] of voice [4:30] but the impact on the other person [4:33] is just immense never forget that [4:37] i've said to you many times you know the [4:39] tonality we use are the secret weapons [4:41] of [4:42] influence tonality is a weapon and [4:45] on some level it may seem like it's a [4:46] ban i mean a weapon for bad [4:48] this is a weapon for good your tonality [4:52] what it's basically doing just [4:53] understand [4:54] your tonality and i've said this to you [4:56] before maybe you've forgotten right if [4:58] you beat the certification [4:59] you definitely shouldn't have forgotten [5:00] to say that eight thousand times right [5:02] tonality [5:03] allows you to apply extra words [5:07] to whatever you are saying to a word or [5:09] a phrase [5:10] so that it gives that word or phrase [5:13] extra meanings they get extra words on [5:15] top of it [5:16] so i say to you know how you doing today [5:18] you're like okay you know when i say [5:19] hi jim how are you today you say you [5:21] know that i know that i know that you [5:23] know that you don't really give a [5:24] how i'm doing today [5:26] versus how you doing today jim you're [5:27] like oh okay he really wants to know [5:30] just a little bit of difference oh he [5:32] really wants to know wow [5:34] and and those are the actual words you [5:36] hear wow he really [5:38] wants to know she really wants to know i [5:40] say now jim [5:41] the reason for the call today you're [5:43] like yeah [5:44] wow this must be important what's that [5:46] it's like some mystery intrigue involved [5:48] see something just came across my if i [5:50] say to jim something [5:51] just came across my desk it's not the [5:54] same thing as [5:55] jim something just came across my desk [5:58] it's just not you don't you hear [5:59] additional words you're like wow what [6:01] what just came across this [6:03] with you can't help yourself [6:06] your mind your unconscious mind [6:10] immediately interprets the tonality [6:13] and adds on the extra words and then it [6:16] causes your [6:18] conscious mind to apply meaning [6:21] what do those words mean and remember [6:24] your [6:24] unconscious mind has unlimited power to [6:27] process [6:28] while your conscious mind has very [6:31] limited power to process you have that [6:34] spinning wheel of death [6:36] in a computer which is your random [6:39] access [6:40] memory your ram that short-term memory [6:42] of a computer [6:43] when it maxes out you get what spinning [6:45] wheel of death [6:47] right when the long-term memory [6:50] max is that you know what happens i [6:51] actually just had that by the way [6:53] i actually maxed out my computer's [6:55] long-term memory you know what happened [6:57] the computer i had to get it take it [6:59] back to the mag something happened [7:01] and never had this where it actually [7:02] allowed me to go past the point [7:05] where the computer wouldn't operate [7:06] anymore usually you get a warning you're [7:07] approaching maximum capacity right well [7:09] this [7:10] damn thing didn't do that right and it [7:12] allowed me to actually [7:13] exceed the computer's long-term memory [7:15] storage you know what happened [7:16] i couldn't start my computer it won't [7:19] function [7:20] very different story okay between [7:22] short-term and long-term [7:23] memory short-term memory is like you [7:26] know when you say how you doing today [7:27] you're like wow he really and you now [7:29] you he's like [7:30] in that moment operating system okay [7:33] trust me use your tonality [7:37] practice practice practice start with [7:39] this little test here [7:40] see where you are i promise you once you [7:43] realize [7:44] that you're probably not quite as [7:45] proficient as you thought [7:47] you will see that it definitely makes [7:50] sense to give it one more [7:51] dose of training here to make sure you [7:53] have all 10 tonalities exactly right [7:55] all right love you all talking tomorrow [7:57] [Music] [8:17] you

===FILE=== ge86ptDXoNI - Do Not Make The Same Mistake I Made  Jordan Belfort Wolf of Wall Street.txt
https://youtu.be/ge86ptDXoNI
＂Do Not Make The Same Mistake I Made＂ ｜ Jordan Belfort Wolf of Wall Street

[0:03] all right guys welcome back to another [0:05] episode [0:06] of growth minds today we have the real [0:09] wolf of wall street jordan belford [0:12] thanks so much for coming on the show [0:14] my pleasure so for the [0:17] small percentage of people obviously the [0:19] there was an entire movie [0:21] that featured your story and the ups and [0:23] downs that came through it [0:24] but in your own words how would you kind [0:27] of describe [0:28] in in a concise manner the [0:32] kind of the overview of the story that [0:34] you went through [0:35] and just so that we can cover this first [0:36] before we get through some of the other [0:38] stuff that you're working on now [0:41] sure so basically you know at a very [0:43] young age in my early 20s i [0:46] went down to wall street and i quickly [0:49] um [0:49] started my own brokerage firm selling [0:52] uh five to ten dollar stocks to the [0:55] wealthiest one percent of americans and [0:57] no one ever tried that before and [0:59] um i invented a system that actually [1:02] allowed average people to become [1:05] world-class salespeople so it was a [1:07] way of training sales people so between [1:09] those two things finding this niche in [1:11] the market this [1:12] five to ten dollar stocks um to the [1:15] richest one percent and then [1:17] also just um you know teaching people [1:19] how to close [1:21] it was a one-two punch that allowed any [1:23] kid to make [1:24] millions of bucks a year um back in the [1:27] 80s when making millions of [1:28] late 80s early 90s when making a million [1:31] a year was huge [1:32] right i was making about 50 million plus [1:34] a year back then and everything just [1:36] went [1:37] crazy i was from a poor family and i [1:39] just you know lived out every adolescent [1:41] fantasy i have all still in my 20s and [1:43] uh and ultimately i made a very big [1:46] mistake of smuggling money to [1:47] switzerland [1:48] uh which which uh created a money [1:51] laundering charge i was trying to evade [1:52] taxes [1:53] and uh and there you go and i ended up [1:55] doing some time in jail and um [1:58] 22 months and when i was in jail i wrote [2:00] this i started writing this memoir and [2:03] lo and behold this memoir became the [2:05] wolf of wall street then [2:07] it was made to move by leo dicaprio [2:09] marty scorsese and it became a huge hit [2:11] around the world and [2:12] to this day is still a cult hit that [2:14] gets watched by pretty much every single [2:15] kid [2:16] uh anyone who's under the age of 30 has [2:19] seen the movie multiple times so it's a [2:20] pretty uh pretty great movie and uh it [2:23] continues to go [2:25] yeah i don't know very i don't know many [2:27] people that haven't heard about the [2:28] story and i feel like it's one of those [2:30] legacy movies that [2:31] even with time it'll kind of age really [2:34] well it's just one of those things that [2:35] yeah it has a really heartfelt story [2:37] around kind of the the comeback and [2:39] the reinvention that you've done which [2:40] will go into [2:42] 50 million oh my god what is that today [2:45] in today's dollars [2:46] back in the 1970s it's the equivalent [2:49] because it's not just the [2:50] equivalent in terms of inflation just [2:53] the fact that no one made that kind of [2:55] money back [2:56] there were no hedge funds really making [2:57] money so at the top [2:59] at the high end of wall street you had [3:01] um [3:02] michael milken who also went to jail [3:04] right a few years before me [3:06] and he made about 500 million dollars [3:08] and that was just unheard of [3:10] you know um and other than that it was [3:14] just there were no [3:15] it wasn't it just wasn't like it is [3:16] today you didn't hear about [3:18] these massive paychecks so um [3:21] 50 million dollars would be one of the [3:23] top earners on wall street and in the [3:25] country back then so it was a different [3:27] world you know [3:28] that's crazy and obviously there are [3:31] people that do this where they launder [3:33] money in in terms of switzerland like [3:35] what [3:36] was it about the situation that you [3:38] were in that that [3:39] made this into more of like uh yeah [3:42] more more of it like punishment [3:46] i got caught bad luck [3:50] i mean like my the banker that i was [3:52] using there just coincidentally was the [3:54] banker for benihana [3:56] and uh the japanese restaurant we've had [4:02] his dad got involved in some stuff and [4:04] whether and i don't even think his dad [4:07] went to jail for but his dad just got [4:09] involved with some stuff with offshore [4:11] boat racing and [4:12] somehow that was drug money and well his [4:14] dad wasn't laundering money or anything [4:16] they just [4:16] it was somehow tangentially involved and [4:19] they started chasing after him [4:21] and then they they were trying to get [4:23] him and they got the banker and when the [4:25] banker was [4:25] caught in the u.s he started giving up [4:28] people that were doing business with [4:29] this bank he's like oh you know jordan [4:30] belfort and there you go [4:32] and that's how it started oh because [4:34] that would reduce his sentence basically [4:36] by being able to give up yes [4:37] give up more people yeah i wish for [4:38] everyone in the u.s it's like you know [4:40] in the u.s [4:40] it's very difficult because they say [4:42] okay if you cooperate [4:44] we'll give you like a year or two if you [4:46] don't it's 30 years like everyone [4:47] cooperates it's like you know it's like [4:49] it's very very common in white collar [4:51] because the sentences are so long if you [4:53] don't cooperate [4:54] and very short if you do and you know no [4:56] one ends up really getting hurt that [4:58] badly i cooperated i [4:59] i did actually time extra times i [5:02] refused to cooperate against a friend of [5:03] mine but i gave information everyone [5:05] does in the u.s it's a very common thing [5:07] um even the mob does that like he'd say [5:09] oh the mob doesn't talk everyone in the [5:10] mob talks too because they they made the [5:12] laws [5:13] so so um punishing here that if you if [5:16] you go to [5:17] trial and you you're like done you're [5:19] like it's like 30 years so [5:22] it's much easier to take a plea give [5:23] them the information and you know you do [5:25] a little bit of time that's what happens [5:27] that's how the u.s works basically right [5:29] because the punishment is just so high [5:30] that they just trust it's too high yeah [5:32] it's insane there's no way you can yeah [5:34] it's just it's really insane so [5:36] um and i'm not sure what [5:40] i think the banker ultimately he did [5:42] about a year or two he then got deported [5:43] back to switzerland [5:45] but he gave me up and he gave up a few [5:46] other people and that's how it all [5:47] started [5:48] if you talk to him after [5:52] i have not but i would i had nothing [5:53] against the guy i mean he just think he [5:54] was like you know you're gonna what was [5:55] he gonna do right [5:56] 50 30 years in jail his and it was like [5:59] listen you know [6:00] it turned out to be the greatest thing [6:01] that ever happened to me i would have [6:02] never thought that when it was going on [6:04] um but i mean i have the most amazing [6:06] life now um [6:08] because of all the things that that i [6:10] went through and [6:11] and lost everything and then had to [6:13] build my life back again and you know [6:14] and the way in which i did that and the [6:16] movie just i mean [6:17] it turned uh it turned my own name into [6:21] a brand [6:21] that allows me to really just you know [6:24] make as much money as i want the rest of [6:26] my life and empower people [6:27] all over the world with my trainings and [6:30] teachings in [6:30] entrepreneurship and sales so it gives [6:32] me a really amazing platform so i'm [6:35] very lucky i have amazing fans um who [6:38] loved the story [6:39] they loved the whole concept that it was [6:41] like you know if you want to go out with [6:42] the boys you got to wake up with the men [6:44] like we [6:44] partied hard but we worked hard it [6:46] wasn't just a party it was partying hard [6:48] but working hard we did it both you know [6:50] yeah yeah it's it's amazing it's amazing [6:52] the reinvention story that you have [6:53] um so at this point you know what what [6:56] made you trigger [6:56] that the the kind of the idea of wanting [6:58] to write a book about [7:00] this and and tell your story obviously [7:02] you knew that it was an interesting [7:03] story but [7:04] you know what was that process of going [7:07] through did you write the whole thing [7:09] while you were in jail then no so what [7:12] house i [7:13] i didn't think my story was that [7:15] interesting i mean i knew it was i mean [7:16] i guess it was [7:17] i thought it was okay but um when i went [7:20] to jail [7:22] my bunkmate was tommy chong [7:25] from chichen chang he was my bunk mate [7:27] he's a famous actor and [7:29] and we tell each other stories at night [7:31] and um [7:32] you know the third or fourth night he's [7:34] like buddy i thought you were making [7:35] this [&nbsp;__&nbsp;] up but my wife googled you but [7:37] it's all true because you have to write [7:38] a book about it your life is insane [7:40] i was like really you know it's like my [7:42] life's i didn't realize how crazy it was [7:44] he's like oh my god if you write this [7:46] this book would be a huge bestseller i [7:47] was like really [7:48] he's like definitely so i started [7:51] writing and at first i [7:52] found it difficult to write ultimately i [7:54] taught myself to write while i was in [7:56] jail by modeling famous authors like tom [7:59] wolf and hunter s thompson [8:01] and then um i wrote about 130 pages [8:06] while i was in jail and then i ripped [8:07] them up i didn't think they were good [8:08] enough when i got out i started on page [8:10] one again [8:11] and i started writing and i was like wow [8:12] this seems pretty good and [8:14] when i sent the pages to an agent they [8:16] went crazy for them and then uh [8:18] very quickly after that the book was [8:20] sold before it was even written like on [8:21] page maybe [8:22] 30 was sold to random house and i [8:24] finished writing the book over that year [8:26] wow i said initially you wrote the whole [8:28] thing just using paper [8:31] i wrote i have i just believe it out [8:32] like my mother still has here [8:35] about the stills earlier my mother still [8:37] has the original um [8:40] manuscript that i like the first early [8:42] pages they're terrible [8:43] by the way like i was just i was just [8:45] learning how to write you know and i [8:46] didn't really know how and [8:47] and um you could see my writing improve [8:50] and it's pretty interesting yeah [8:52] you could definitely sell these on nfts [8:53] now you can make a killing with me i'm [8:55] sure i could [8:56] i know right that's awesome [8:59] so you see so now you've gone out well [9:02] this is one of the things i'm really [9:03] curious about right so you've had the [9:04] highest of highs and then obviously [9:06] you've had the [9:06] the low parts and then you went through [9:09] this process [9:10] of really reinventing yourself and one [9:13] of the things that i really admire about [9:15] about you is that you you still seem [9:18] very [9:19] self-assured uh and confident you know [9:22] not just [9:23] externally but you seem to have this [9:25] inner confidence [9:26] within you and this is one of the things [9:27] that i wanted to talk to you about [9:28] because a lot of people [9:29] when they start to build their [9:32] self-esteem [9:33] around something that is perhaps [9:36] external or something that they can't [9:37] really control [9:39] what the moment they lose it it's [9:40] something that [9:42] just crushes them right and a lot of [9:44] people don't bounce back from that [9:45] experience [9:46] one of the things i want to talk to you [9:48] about is i i'm curious to know like [9:51] where that confidence for you came from [9:53] because it seems like [9:54] even though you even though you did lose [9:56] you know the [9:57] the the kind of the wealthy initially [9:59] that you had you were able to bounce [10:01] back and and still have that [10:03] level of confidence in you [10:06] so i think some of it comes the fact [10:09] that [10:10] i knew in my heart of hearts i knew [10:14] that i possessed [10:18] very very powerful skill sets for making [10:21] money [10:22] like the actual skill side that i that i [10:24] have [10:25] that i worked hard to perfect over the [10:27] years things like [10:28] being a world-class closer negotiator [10:32] knowing the rules of entrepreneurship [10:35] and also [10:36] i have on the mindset side what's up [10:39] here i [10:39] have the ability i've trained myself to [10:43] get myself to do the things i [10:45] don't feel like doing i can do them [10:48] every day and it's like [10:49] i can get myself to do the things i know [10:51] i have to do even when i don't want to [10:52] do them [10:53] and i think the biggest problem that a [10:56] lot of people have [10:58] that are not successful is that in their [11:01] heart of [11:02] hearts they don't really believe they [11:04] have what it takes [11:05] to succeed it's not a fear of failure [11:08] that stops people [11:10] there's always this whole thing oh [11:11] people don't take action because they [11:13] don't want to fail [11:14] i guess that's true like yeah no one [11:16] wants to fail [11:17] but i think it's really more about that [11:20] when the average person [11:23] projects out into the future so i do all [11:25] the work and i [11:26] take the risk and i put the money in to [11:29] put the time in [11:30] can i really see myself succeeding at a [11:32] high level and when they run that movie [11:34] and they don't really see it they don't [11:36] believe it like they see [11:37] i know i don't really think i'm an [11:38] influencer or a persuader i don't really [11:41] know how to run a business [11:42] i don't know about marketing they don't [11:43] so it doesn't seem possible so their [11:45] brain says you know what [11:46] what's the point of doing it i mean [11:48] what's the point of taking all the risk [11:50] what's the point of doing all the hard [11:52] work if i'm probably not going to [11:53] succeed anyway [11:55] in my mind when i'm thinking about [11:57] taking a decision it never [11:58] ever occurs to me that i might fail [12:01] because of me [12:02] like i'm not i believe in my heart that [12:04] i have what it takes to succeed in every [12:06] level [12:06] so it's just about well i could be right [12:08] i could be wrong and i'm wrong a lot i [12:10] take a lot of chances and i end up being [12:11] wrong because the idea was flawed [12:13] or i made an error in somewhere but i [12:15] never think it's because i don't have [12:17] what it takes so when you have that [12:19] tacit self-belief in your own abilities [12:22] it opens the possibility for great [12:25] things [12:26] that's number one the other side is just [12:27] knowing your why knowing [12:29] you know how it's a cliche but you know [12:31] when you truly understand [12:33] why you want to come back from failure [12:35] why you want to succeed [12:38] it's a very powerful thing too so you [12:39] combine those two things together [12:41] it was never a chance that i wouldn't [12:44] end up wealthy it was not [12:45] it was not a possibility to judge when [12:47] the judge took my money [12:49] at my sentencing and i had this big fine [12:52] he's like [12:52] you know usually these fines are [12:54] symbolic but [12:56] he'll pay it all back he's a mutt earner [12:58] like even the judge said it like [13:00] there's no way the guy's not gonna just [13:01] get out and just make a ton of money [13:03] again [13:03] you know so and and and everyone in the [13:06] in the court was like that's true [13:07] you knew the problem i guess that's true [13:09] you know it was obvious right so so but [13:11] that's not [13:12] like magic and i think what i think what [13:14] people need to understand [13:15] is that it's not that i'm special i just [13:18] i've worked really hard i was blessed [13:20] with some gifts no doubt natural [13:22] salesperson [13:23] you know at a very high level but that [13:25] can be taught you can learn that you can [13:26] become good enough [13:27] so so you have what it takes to succeed [13:30] but over the years i've just you know [13:31] i've done a lot of work i've [13:32] i've trained myself to take action and [13:35] anyone can do that [13:36] that anyone can do that so so and that's [13:39] really the things that i teach people [13:40] when i coach people when i when i [13:42] you know whether it's in sales or [13:44] entrepreneurship is this idea that you [13:46] know [13:46] almost all things in life can be learned [13:50] and modeled now i'm not if i want to [13:52] become a professional tennis player well [13:54] honestly i'm probably i'm never going to [13:56] be as good as like roger federer or even [13:58] or even be able to get a game i could [14:00] take lessons from today to the end of my [14:02] life [14:02] i don't possess the natural abilities to [14:05] be roger federer or [14:06] rafael nadal or anyone like that but i [14:09] can [14:10] take lessons and get really damn good [14:12] and beat any club player [14:14] so like the same thing goes maybe i'm [14:16] never going to train myself how to code [14:18] and become [14:18] zuckerberg but i can certainly get good [14:21] enough that i can hire a zuckerberg [14:23] and do exactly there's nothing holding [14:25] you back from achieving success [14:27] and i think if people start to look at [14:29] at life like that [14:30] that i have the ability [14:34] to learn what i need to learn find the [14:37] people i need to find know who i need to [14:39] know [14:40] it starts to open up a lot of [14:42] possibilities yeah [14:44] and how do you think you can how do you [14:46] think people can [14:47] train themselves or how do you think you [14:48] can train themselves and give advice to [14:50] those people that [14:51] may not have it because obviously you [14:53] were able to come back because you've [14:54] already achieved [14:55] a great level of success initially so [14:57] you knew you could do it again and it [14:58] was like the self-fulfillment belief but [15:00] initially so i i think that when i when [15:04] i walk around [15:06] the streets of wherever i am anywhere in [15:08] the world people [15:10] constantly come up to me i mean every [15:11] literally if i i can't walk from here to [15:13] there without [15:14] someone whether it's the gas station [15:16] attendant the parking [15:17] the guy who's working in the hotel or [15:19] the person driving in the car next to me [15:21] or someone in a restaurant [15:22] they want a picture of something and the [15:24] one comment they always make to me [15:26] very more than anything else is you [15:28] changed my life [15:29] thank you for the stuff that you teach [15:31] me it just it really really changed my [15:34] life and it made me understand that i [15:35] had what it takes like [15:37] i think that i do that you know the [15:38] reason that my brand is so strong why [15:41] people [15:42] respect the comeback stories because a [15:43] lot of my comeback was based on [15:46] helping other people become successful [15:48] like most people in my position that are [15:50] speakers [15:51] they never actually were successful in [15:53] the real world like they kind of like [15:54] made money selling books and tapes they [15:56] never actually did it [15:57] they didn't really possess the things [15:59] the skills they were teaching people [16:00] they [16:00] make their they became wealthy [16:03] because they were teaching others they [16:04] didn't become [16:05] wealthy in the real world so i i had [16:08] that ability [16:08] of having the the people that say wow [16:10] you know he actually did this stuff in [16:12] the real world he [16:13] he's a real business person he [16:14] understands the stuff he's not just [16:15] regurgitating something someone else's [16:17] information and trying to make money [16:19] so i think people trust the teachings a [16:21] lot more from someone like that i'm not [16:23] the only person [16:24] there's many there's some some great [16:26] mentors out there [16:28] and there are some a lot of really bad [16:29] ones too but there are a few really [16:31] great mentors besides me out there [16:33] so i think that um i think that every i [16:35] think you it starts [16:37] with you know you know this old adage in [16:40] um [16:41] in alcohol synonymous you know i'm [16:43] powerless over to drugs and alcohol [16:45] right my life is out of control and [16:47] you know you know i've lost control [16:49] right it starts with just admitting the [16:51] fact that you know what a [16:52] that i don't have all the skills it [16:54] takes right now to achieve success [16:56] it's understanding getting honest with [16:57] yourself it's all the first step is [16:59] always getting honest [17:00] like i need help i want to be rich i [17:02] want to be successful i want to live an [17:03] empowered life [17:04] whatever that means to you there's no [17:06] set amount of money [17:07] or success is different for everyone and [17:09] right now i don't know exactly how to do [17:11] that i need to find someone to help me [17:13] do that i need [17:13] there's skills i need to learn things i [17:15] need to know and then you have to seek [17:16] someone that's step one once you [17:18] set step on you admit to yourself i need [17:20] help i need a mentor i need so i need to [17:22] learn stuff i didn't learn it in school [17:24] i wasn't born with it didn't see it in [17:26] my parents or i grew up [17:27] that's step one without that it's very [17:29] difficult to help people because they [17:30] have no [17:31] self-awareness they need help once [17:33] someone gets to that spot and it's [17:34] pretty common most people do [17:36] get to that spot pretty quickly then if [17:38] you seek out the right person [17:40] it's life-changing for you and you take [17:42] the right courses [17:44] i remember it's like you know it's the [17:45] same thing many people have this in [17:46] school when they were growing up it was [17:48] like there was [17:48] they didn't really do well in school [17:50] then they had this one teacher [17:52] that they loved and this one teacher [17:53] opened up their eyes to the value of [17:55] education [17:56] and they embraced this one teacher and [17:57] they kind of a in that subject [17:59] but many people change their entire [18:00] academic career one teacher [18:03] influenced their entire life many people [18:06] have that well the same thing goes in [18:07] business [18:08] it's just one mentor one person you see [18:10] that almost changes your perspective [18:12] and it just it can be just a massive [18:16] tectonic shift in someone's life and it [18:18] has enough for you violently and [18:21] no one for me i i never had that in [18:24] other words for me i didn't [18:25] i didn't need that because i so [18:28] i was one of the rare people i am it's a [18:31] rare thing that i was born [18:33] with a very very strong entrepreneurial [18:36] mindset [18:37] a set of beliefs whatever reasons why [18:40] about that were very empowering for [18:41] making money [18:42] and i had some very important route [18:45] experiences at a very young age [18:47] which made me think about things in a [18:49] certain way like i had some huge [18:50] successes in my [18:51] teens where i took action on an idea i [18:54] had and i made [18:55] massive sums of money and that sort of [18:57] created a way of thinking about being in [18:59] business for myself and empowerment [19:01] and i was blessed with a very very high [19:04] level of sales ability naturally [19:06] and then i figured stuff out through [19:08] trailer i didn't have a lot of mentors [19:09] but [19:10] i would if i could have found one wow i [19:13] would have i mean [19:14] damn i would have taken one in two [19:15] seconds so i just be honest i didn't [19:17] have one [19:18] early on or all i read a lot of books [19:20] and stuff but i didn't have many mentors [19:22] if i had some mentors [19:23] i probably would have avoided going to [19:25] jail because i ended up having the wrong [19:27] mentor at some point in time [19:29] who showed me some things that really [19:31] weren't 100 legitimate [19:33] and i always have to be the best at [19:34] everything i do so sure you know i was [19:36] the best at doing that so [19:38] nice what were you selling when you were [19:39] young what was the first thing that you [19:41] ever sold [19:43] well i mean i was selling [&nbsp;__&nbsp;] since i [19:45] was like five years old in lemonade [19:47] stands and [19:48] stuff like that and um i you know i was [19:50] had a newspaper out was knocking on [19:52] doors at the age of eight [19:53] at the age of 10 i was going [19:55] door-to-door and selling um i was [19:57] shoving people's driveways at the [19:58] snowstorm at 12 years old i was doing [20:00] magic shows [20:01] and then that was all minor stuff at the [20:03] age of 16 [20:05] i hid it big for the first time i was i [20:07] was selling ice's [20:09] blanket to blanket on a large jones [20:12] beach in new york and i was and i [20:13] and literally the first day i tried this [20:16] i made 120 bucks in one hour [20:19] in 1978 which is making 400 an hour [20:22] right now [20:23] that was the moment that changed my life [20:25] i changed my life [20:26] at that moment and that first summer [20:28] when i was 16 i made about 26 [20:31] 000 in two months far more than my [20:33] parents made anyone in my [20:34] neighborhood made and i'll never forget [20:37] that and that was that was it [20:38] from that moment forward and never in my [20:40] life occurred [20:41] i wouldn't be filthy rich man i just [20:43] knew it like i was destined for this [20:44] stuff [20:45] and it was a very strong root belief [20:48] and and then i trained myself to like at [20:50] 16 years old no matter how [20:52] much i didn't want to get out of bed in [20:54] the morning i could always get myself to [20:56] go to the beach i could always get [20:57] myself out of bed at 6 a.m [20:59] to go down to the ice cream distributor [21:01] load up a cooler and go down [21:02] to the beach so there's like those early [21:04] things that happened in my life and [21:06] there and [21:06] and the payoff was far more than wealth [21:09] it was the respect of my friends and the [21:11] oar of [21:11] girls that would see me on the beach and [21:13] i was the vendor and i was in great [21:15] shape and it just [21:16] felt so great to get that significance [21:18] and all these things that happened to me [21:19] when i was [21:20] 16 17 years old by the time i went to [21:22] college it was like all right [21:23] let's get into the real world so i can [21:24] get super rich you know never thought [21:26] i'd work for someone else [21:28] got it got it so this is kind of the the [21:30] obviously the motive initially you knew [21:31] that you [21:32] realized that you were able to make [21:34] money and i guess that provided you [21:35] independence and then as you got older [21:37] it was the girls it was the cars it was [21:38] the materialistic things that [21:40] allowed you with money to buy those [21:42] things i mean at this point in your life [21:44] once you have now established yourself i [21:46] know you have [21:47] uh someone in your life as a partner so [21:50] it's not like girls is really what's [21:51] going to be motivating [21:52] argentina by the way she's from close [21:54] she's from right by [21:55] brazil she's argentinian is she brazil [21:57] from buenos aires [21:59] buenos aires oh she's originally from [22:01] quarterback but national was in [22:02] buenos aires now she lives here with me [22:04] but you know if you're engaged but uh [22:06] um yeah and she's gorgeous beautiful [22:08] girl and the sweetheart [22:10] great and i i've always i've been lucky [22:12] i've had many beautiful wives and women [22:14] throughout the years and [22:15] and sometimes sweet ones too she's a [22:17] sweet one [22:19] and um and um yeah so i i have [22:22] so i guess your question is like you [22:23] know what do you do when you when you [22:25] when you get everything you want [22:27] yeah i mean i'm sure there is a lot of [22:28] things that's it's no doubt that someone [22:31] that is type a or ambitious [22:33] is always going to look for more meaning [22:35] and more things in your life but [22:36] yeah obviously i guess my question is [22:38] like how has that changed [22:40] over time for you as you started to find [22:43] more success and how do you continue to [22:44] motivate yourself [22:47] so for me a big a big [22:51] part of this is being right i love being [22:53] i love [22:54] having an idea and trying to make it [22:57] work and i don't mind the struggles and [22:59] the doubt and like the down moments like [23:01] it's all about the journey for me i [23:02] enjoy the journey of [23:03] entrepreneurship and at this point in my [23:06] life i literally have so it's like [23:09] so easy for me to make as much money as [23:11] i want [23:12] it really is i mean it's like it's like [23:14] nothing it's like literally [23:15] it gets thrown when you have a brand [23:17] like this it's very easy so i could [23:19] theoretically sit back right now [23:21] and do kind of nothing you know i really [23:22] could and make i make probably five [23:24] ten million a year in my sleep but [23:26] that's not fun for me it's like no it [23:28] doesn't [23:28] turn me on i probably uh go [23:30] crazy pretty quickly so [23:32] i'm constantly looking for businesses to [23:35] invest in [23:36] and and mostly invest my time most of [23:38] the time i'm trading my time for equity [23:40] in people's companies [23:42] um i love to consult with entrepreneurs [23:44] i have a lot of oh really i do a lot of [23:46] high level consulting where [23:47] people pay me a lot of money you know an [23:49] annual contract over seven figures a [23:51] year to consult with them and really [23:53] help them grow their business [23:54] that's the stuff i love and i'm always [23:56] looking for like the latest [23:58] you know what's the newest idea that i [24:00] can you know really get sick my teeth [24:01] into and help a business grow like i'm [24:03] getting involved [24:04] heavily in blockchain right now and [24:05] cryptocurrency [24:07] and a lot of some technology solutions [24:09] for selling and this [24:10] all this different stuff i'm always [24:11] involved in got it got it [24:13] yeah i remember one of the biggest [24:15] pivotal points in my life was [24:16] the idea where not trading time [24:20] for money and it's just like this [24:22] pivotal thing because i grew up in a [24:23] conservative family where my [24:24] mom's a nurse my dad was doing real [24:26] estate and it's [24:28] not necessarily about you know buying [24:30] equity [24:31] people just didn't really understand [24:32] that right is either be a doctor or a [24:33] lawyer [24:34] all of which you can trade time for [24:36] money and it was this pivotal point [24:38] and i think a lot of people have a [24:40] difficult time [24:42] uh especially starting out understanding [24:44] the the power in that particular with [24:46] the exponential growth that you see [24:48] if you have equity in certain tech [24:50] companies or certain things like [24:52] cryptocurrency [24:53] i mean what do you think are some of the [24:57] misconceptions that people have [25:00] around money that you know it maybe [25:03] comes natural for you [25:05] but as you start to coach and consult [25:08] and speak around like what are some of [25:09] the things that [25:10] you know some of the biggest lessons [25:11] you've learned about it because clearly [25:13] one thing you know how to do is make [25:14] money jordan [25:16] that's true um one thing i've learned [25:18] that you can [25:20] the the hardest working people i know [25:23] make the least amount of money like it's [25:26] not about hard work i mean you have to [25:27] work hard as an entrepreneur for a time [25:29] but [25:29] it's not like hard work equals lots of [25:31] money like people like punch a clock [25:33] working like oh my god they work really [25:35] really hard they make almost [25:36] nothing so like to me there's there's [25:39] two ways to get rich in this world [25:41] you know a is to own your own business [25:43] that's number one and that could be [25:45] a real estate investor like that so you [25:48] know it doesn't have to be a traditional [25:49] business but you have [25:50] some way of leveraging and buying things [25:52] and using a leverage to [25:54] you know acquire real estate or invest [25:56] in the stock market that's one another [25:58] way [25:58] so that's all in being a business owner [26:00] and the other way is a sales person [26:03] so there's some really really high [26:05] commission sales person out there [26:07] that really can make get rich like that [26:09] and then take the earnings and start [26:10] investing in bridging up [26:11] i don't think you can it's very [26:13] difficult to get rich [26:15] um as a paycheck player [26:18] i consult with some lawyers that clients [26:20] they make a lot of money [26:22] right they're in the immigration space [26:24] they make one makes 10 million a year [26:26] another makes 5 million a year right [26:28] they do really well [26:29] and they had come up with a way of like [26:32] helping immigrants illegal immigrants [26:34] get their green cards faster right [26:37] and she was unable to convince [26:40] anyone to take her up on her offer and [26:42] she was making very little money then [26:44] she [26:44] was in the airport one day and she [26:46] picked up my book and she started [26:47] reading my book oh my god and and it [26:49] changed her life and the next year she [26:50] made 5 million in the year of that 10 [26:52] because at the end of it was the ability [26:53] to close that was the skill set [26:56] that made her rich so like yeah she's a [26:58] lawyer [27:00] but she's a lawyer that knows how to [27:02] sell like she can bind sales with law [27:05] sales would be so so like you know what [27:06] i'm saying it's like it's such a crucial [27:09] linchpin skill [27:10] being able to sell influence persuade [27:12] close the deal that without it it's [27:14] really hard to make money no matter what [27:15] you do [27:16] so um i i think those are the real the [27:19] the [27:20] easiest paths i think that if you want [27:23] to get rich [27:24] thinking that going to a four-year [27:26] college and going into an mba program [27:28] that is not a path to wealth for me [27:31] uh i'm not saying it's not a good thing [27:32] to do i'm not saying at all because if [27:35] for some people it could be a good thing [27:36] to do [27:37] like my daughter went to college she [27:38] went to college went to grad school [27:40] she's a psychologist [27:41] she has a license she needs a license to [27:44] do that that was a great mover in her [27:45] career [27:46] decision but if you're an entrepreneur i [27:48] mean you don't need to go to college [27:50] you just don't i mean i really would i [27:53] would advise you not to go to college if [27:54] you're an entrepreneur i think it's a [27:56] complete waste of times a jerk off [27:58] experience really [27:59] i think you're much better off going [28:00] into the real world and try to get down [28:02] to some startups and [28:03] learn the game and and learn what it's [28:05] really like to get into business [28:06] um i think college is a disaster that [28:08] gives people limiting beliefs and [28:10] and sets them up for mediocrity yeah [28:13] yeah i guess there are [28:14] like a segment of people that want to be [28:16] entrepreneurs they know that needs to be [28:17] entrepreneurs and then they figure out [28:19] opportunities [28:20] around that and then i guess this case [28:22] is like your daughter who has a special [28:24] skill [28:24] that's that's it that's different they [28:25] should they need to go to college they [28:27] should go that's a great thing they [28:28] should go [28:28] you want to be a lawyer you've got to go [28:30] to college if you want to be a lawyer [28:31] you got to go to college [28:33] if you if you want to be a doctor you're [28:34] going to go to college if you want to [28:35] work at a if your desire is i want to [28:37] work at ibm or so [28:39] you've got to go to college but if you [28:41] want to be an a rich [28:42] entrepreneur that's right it's the worst [28:44] plate that you could do i think [28:45] for sure what i would say anyone that [28:47] any of those big tech guys would say the [28:48] same thing that they dropped out of [28:50] college they're like [&nbsp;__&nbsp;] this i'm not [28:51] staying here anymore you know totally [28:53] totally and i think even those people [28:54] that may not [28:55] you know go to school for [28:57] entrepreneurship they could in [28:59] many instances leverage their skills to [29:01] start their own company well they'll [29:03] have [29:03] a competitive advantage you know like [29:05] let's say mental health is a big thing [29:06] and that's something that your daughter [29:07] can get involved in [29:08] potentially if that's what she wants to [29:10] do so yeah i think i think it's not [29:11] necessarily that [29:13] you know it's it's just for [29:14] entrepreneurs like this different [29:16] things college it's just not to everyone [29:19] yes [29:19] exactly exactly um so this idea [29:23] of selling this is really what you have [29:27] built your brand around and and it's [29:29] really how you found your initial [29:30] success right it wasn't necessarily that [29:32] you had this competitive advantage in [29:34] terms of the [29:35] the finance world it was really the [29:37] secret sauce was selling [29:39] and you're now teaching this to other [29:42] people [29:42] and i guess i'm curious to know when i [29:45] think of sales people [29:46] you kind of think of some of the other [29:49] players [29:49] in the market i mean i think i think [29:51] maybe some people look and compare you [29:53] as like [29:54] the grant cardones or the world or other [29:56] some of the other players in the world [29:58] uh how would you deferentiate yourself [30:01] with [30:01] some of the other players based on [30:03] what you're selling now which is the [30:05] straight line sales yeah other than that [30:08] their stuff pretty much sucks and mine [30:10] is great i mean that's probably the best [30:11] differentiator [30:13] i saw your video with greg arnold it was [30:14] hilarious you're interviewing [30:16] me knucklehead but i know but uh you [30:19] know listen everyone steals my stuff [30:21] and they 90 of the people out there [30:23] using sales training are [30:25] stealing my stuff and then repackaging [30:27] it right um [30:28] there are some good sales trainers out [30:30] there i don't want to send the only one [30:31] there are some there's no one's got [30:32] monopoly on great information [30:34] uh straight line is special because [30:37] it's it's just it's in a different [30:39] league than any other [30:40] system out there because it's just as an [30:42] end-to-end solution that that it's just [30:44] about [30:44] it's honestly it's just as much as for [30:46] communication as it is for selling it's [30:48] just like [30:49] how to be an effective communicator like [30:52] i chris i got him chris voss on my uh [30:54] podcast i well respect a lot yeah he's a [30:56] former fbi negotiator very smart guy [30:59] right [31:00] and i was like there's so many overlaps [31:02] between the stuff that he teaches from a [31:03] world of [31:04] knowledge that came from law enforcement [31:06] being a top negotiator at the fbi [31:09] and what i do and he's like you know and [31:10] we're laughing because there's so much [31:12] nonsense out there and when you come [31:14] down to it [31:15] it's like the two of us our stuff is so [31:17] closely alive because there's really [31:18] only one great truth about communication [31:21] and the rest of it's mostly just [31:22] nonsense like there are certain laws of [31:24] communication [31:25] it could be little nuances here and [31:27] there i say it's four seconds you said [31:29] it's seven seconds [31:30] but like there's like it's it's the same [31:32] stuff right [31:33] and so you have to you know it's really [31:35] about like whose style [31:37] of a legitimate sales trainer like [31:39] there's so many nonsense sales trainers [31:41] out there just really are not [31:43] all they're trying to do is separate [31:45] people from their money that's really [31:46] what it is right [31:48] and they rely on the oh just you know [31:50] work hard you got to work hard but [31:51] that's not that's that was the [31:52] the big time with grant cardone was [31:55] bizarre was that he's [31:56] supposedly a sales trainer he's like [31:57] there's no strategy there's no secret [32:01] just work my card make a lot of thought [32:03] i'm going all right come on [32:04] you're an idiot you're just being an [32:05] idiot you know what i'm saying yeah so [32:06] it's like so [32:08] and then um there's a lot of people out [32:10] there that just [32:11] teach very watered down versions of what [32:13] i teach so [32:14] for me it's listen i'm fortunate because [32:16] i have a very different positioning in [32:18] the market than all of them [32:20] um and i also have a commercial that [32:22] plays every single day in every country [32:23] in the world [32:24] uh where the famed most famous actor in [32:26] the world portrays me and with the best [32:28] director in the world so like i'm kind [32:29] of lucky like that i have a [32:30] an incredibly strong brand and um and [32:33] over [32:33] time i mean it just it's just you [32:35] know the truth [32:36] has come out so there you go yeah yeah [32:39] and i think when people think about [32:41] sales some people [32:42] may think it's sleazy or people have a [32:45] negative connotation to it [32:46] so maybe we should just wrap this around [32:49] and talk about it as [32:51] social skills and communication because [32:53] that's really [32:54] a layer of selling in many ways [32:59] for one i guess why do you think most [33:01] people are [33:02] so bad at selling [33:06] well i think that [33:09] i wouldn't say most people are so bad i [33:12] think that [33:13] you know they don't teach selling in [33:15] school oh brazil i'm actually doing a [33:17] course [33:18] for a brazilian university right now [33:19] this week i'm actually shooting the [33:20] course for them [33:21] and they're making me teach it for you [33:23] to college students [33:25] so i think that [33:28] a very very small percentage of human [33:31] beings [33:31] are born with this ability [33:35] to know exactly what to say when to say [33:37] it and how to say it in the context of [33:39] selling they just [33:40] it they're natural ball closers and [33:42] they're very far and few between [33:44] and those people are lucky because they [33:48] they're their internal communications [33:51] platform like what they're thinking [33:53] is perfectly connected to what escapes [33:55] their mouth [33:56] like tonality words and body language [33:59] like [33:59] what happens with many people is they [34:02] they know what they want to say [34:04] and they actually think they're saying [34:05] it the right way they just don't realize [34:07] how terrible they sound to other people [34:09] they're almost like tone deaf to their [34:11] own communication [34:13] like hey i want if they sound excited [34:16] and they start talking [34:16] that's not exciting yes it is it's not [34:19] like they're half asleep [34:20] and they think that's excitement so like [34:22] there's there's a huge percentage of [34:24] people that [34:25] don't have a proper internal mechanism [34:29] that they can't [34:30] communicate what they're really feeling [34:32] inside that's a huge problem [34:34] for people like they're just not they're [34:36] just not wired that way [34:38] they're thinking something they're [34:40] feeling something [34:41] so it's a genuine emotion they want to [34:43] get out to other people [34:45] but when they try to do it something is [34:47] blocking it [34:48] whether it's limiting beliefs [34:50] embarrassment or just whatever [34:52] tone pure physical tone deafness they [34:55] just don't they just think they sound [34:56] great and don't [34:57] blocks them from being able to [34:59] communicate in the way they want [35:01] language is rich and [35:05] part of our language is tonality the [35:07] eternalities that we apply [35:09] to the words that we say and the body [35:11] language that we use while we're saying [35:12] it and while we're listening [35:14] so those three components together form [35:17] communication [35:18] and if you have a flawed platform where [35:21] it allows the words to escape in the [35:23] right way but the tonality is [35:25] conspicuously absent you're not gonna [35:28] get very far in this world as a [35:30] salesperson or communicate [35:32] as an influencer as a negotiator because [35:34] people just [35:36] say you don't sound convincing you sound [35:38] like like you don't really believe in [35:40] what you're saying [35:40] you don't sound sincere when you [35:42] actually are sincere [35:44] so this notion that that sales done [35:47] properly is manipulative or [35:49] it's you know you're acting it's [35:51] actually not it's about being congruent [35:53] it's about [35:54] getting across the way you you're [35:55] feeling inside the people [35:57] so they understand the way you feel like [35:58] not like not [36:00] i'm really confident i'm i'm really [36:02] really confident [36:03] i'm really sure of myself and i know [36:06] this is the best [36:07] thing in the world for you like you're [36:09] like really you don't you shouldn't [36:10] sound like it right now like where it's [36:11] like [36:12] i am totally confident i am 1 000 [36:15] sure of myself and i know it's the best [36:16] thing in the world for you like we're [36:18] like oh [&nbsp;__&nbsp;] you must really mean that [36:19] like where like you use the right [36:20] tonality [36:21] it's just such a huge difference so [36:23] without that skill [36:26] it's really hard to live an empowered [36:28] life now there's [36:29] many points in the continuum not [36:32] everyone [36:32] sucks that bad there's people who are [36:35] like amazingly great the top top top one [36:37] percent the natural born closest [36:39] then there's people who are okay and [36:41] these people were kind of bad and those [36:43] who are terrible so [36:44] the point is the straight line system is [36:45] wherever you are it's gonna take you up [36:47] two levels if you're [36:48] if you're terrible it'll make you good [36:50] if you're good it'll make you amazing [36:52] and if you're amazing it'll make you one [36:53] of the best in the world [36:54] that's really what it's about yeah [36:56] definitely and i i don't think sales is [36:58] necessarily [36:58] being a salesperson or anything it has a [37:00] negative content but i don't think it is [37:02] and we've had robert green on the show [37:04] and he talks about the fact that [37:05] everyone in essence is an actor in some [37:07] form we act differently to [37:09] when we're with our mom or with our dad [37:11] than when we're with some of our best [37:12] friends and we're going out drinking at [37:14] night [37:14] versus when we're talking to our boss or [37:16] talking to a client [37:18] these are all things that we have to [37:19] make some iterations on [37:21] and and i think those are important [37:23] points for people to know [37:25] now i want to dig deeper jordan into [37:27] some of the details of [37:28] what you teach so one of the things you [37:30] do you talk about is first impression [37:32] obviously that is [37:32] so important for people when they first [37:35] make that impression it's not just for [37:37] selling it's just anything a first date [37:40] when you're meeting them at a restaurant [37:41] although [37:42] most of the time it's virtual dates [37:43] these days or a client or a boss anyone [37:46] it might be [37:47] so what are some of the things that you [37:50] teach [37:50] that first four seconds you meet them [37:53] what are [37:53] the best ways to make that great [37:55] impression [37:57] so in those first few seconds you know [37:59] it's mostly about [38:00] unconscious communication things that [38:02] like tonality body language [38:04] that's so much the words that you say is [38:05] how you say the words how you move your [38:07] body [38:07] how you're dressing how you appear to [38:09] someone if it's in person or you know in [38:11] zoom and they can see you [38:12] so it's crucial that you master the art [38:14] of unconscious communication that's what [38:16] happens in those first [38:17] four seconds the words of course matter [38:19] too those are really easy to learn and [38:21] then [38:22] after those first four seconds it's [38:23] about understanding you know whatever [38:26] first impression you made is just that [38:28] it's an impression it's not set in stone [38:31] so you have to be consciously visually [38:33] aware that everything you say you're [38:35] being judged [38:36] how you say it what you say but it's [38:38] really based on tonality and body [38:40] language [38:41] got it got it and there are [38:44] things that you know particularly with [38:47] the [38:47] process of setting up a meeting is [38:50] there ways that you can [38:52] or are there strategies that you can do [38:53] before you even meet them [38:56] that can perhaps increase the likelihood [38:58] of making a good first impression [39:00] and more like more like a persuasion [39:02] yeah sure so i [39:03] i have actually invested in a company [39:05] recently that has technology that does [39:07] that so basically what it does is [39:09] the second you if you have a if you have [39:10] a call with someone or meeting [39:12] just put their name in and it instantly [39:15] will like [39:16] scrape every bit of their social [39:18] platforms [39:19] and come up with a personality profile a [39:22] best approach [39:23] uh the types of words that you'd want to [39:25] say to them [39:27] the phrases that they'll connect with [39:28] the things that you don't want to do the [39:29] do's the domes the person [39:31] and it spits out an opening script [39:33] basically of like what an open script [39:35] would look like for this sort of person [39:36] that's a huge huge leap forward which [39:39] i'm actually [39:40] and it's already the technology is [39:41] already out there and it's and it's [39:42] really about to [39:43] go mainstream now we've been beta [39:45] testing it works amazingly well we have [39:47] some huge companies [39:48] like oracle's testing it and uh we're [39:50] getting amazing results with it [39:52] what's it called sync up sync [39:56] up dot com sync up [39:59] yeah so um you got to just um basically [40:03] give it a few more weeks it'll be out to [40:04] the public [40:05] and it's just incredibly powerful and [40:08] not only that but also it's automated [40:09] prospecting tools so it just allows you [40:11] to like [40:12] go it increase a 500 increase in the [40:15] amount of people you'll even speak to [40:18] by auto it's hard to explain but it uses [40:21] ai [40:22] um to basically you know organize [40:24] someone's calls and [40:26] it's really powerful stuff but the best [40:27] part is it actually tells you about the [40:29] person you're speaking to [40:30] and it's dead on balls accurate like [40:32] it's really crazy how it does it but [40:33] like [40:34] you know we're all out there we have our [40:35] digital presence out there and this [40:38] ai you know finds out exactly what your [40:40] personality type is [40:42] how fast you should speak to this person [40:44] what phrases are going to connect with [40:45] them what's [40:46] what are the things that they're not [40:47] going to want to hear and so forth it's [40:48] really cool [40:49] that's crazy have you been testing this [40:51] out for podcast guests that you bring on [40:54] no i don't need to because i see that's [40:56] the thing with me i know instantly [40:58] you know yeah being a world-class closer [41:01] seriously it's like [41:02] one of the things is like i wouldn't for [41:04] me i wouldn't need that [41:06] i need the prospecting tool that's great [41:08] because that just increases your [41:09] efficiency [41:10] but i don't need someone to tell me what [41:12] to say i can look at someone i hear an [41:13] instant my brain automatically knows [41:17] right but that's really rare it's very [41:19] rare that someone's like that [41:21] and that's you know it's an ultra high [41:23] eq and it and and you could teach some [41:25] of it but [41:26] this computer just sort of makes it [41:28] takes it out of the equation it's really [41:30] accurate [41:31] it's weird when i first saw it i didn't [41:33] believe it i was like oh my god i tested [41:35] on like 10 people that i knew it was [41:36] really accurate it was accurate oh my [41:38] god that's so [41:39] freaky it is insane um [41:43] well this will probably lead back to my [41:45] next question which is [41:47] you know this is more this is more of a [41:49] personal question that i have you know [41:50] for for us as we're also looking to [41:52] raise capital [41:53] one of the things that's happening quite [41:55] often and this is probably something [41:57] you've dealt with as well [41:58] is people don't give you an a direct [42:02] no right they kind of lead you along [42:05] and it's not even a maybe it's more i'll [42:08] get back to you later and sometimes they [42:09] don't follow me [42:10] let me think about it sounds really good [42:11] let me think about it yeah oh great let [42:13] me speak to my wife yeah wow awesome [42:15] yeah yeah [42:16] yeah the whole straight line is based on [42:18] the principle the general principle from [42:20] the on [42:21] the straight line is exactly that that [42:23] people don't just say no to you it would [42:25] be great if they did [42:27] it would be really great if someone like [42:28] said to you no i'm not interested or [42:31] no i don't trust you enough yet or no [42:34] i'm not certain enough yet i don't [42:36] really know about that i got to do more [42:37] research about your product [42:39] and compare it to others be great if [42:40] they said that but they don't they say [42:42] oh [42:42] sounds good let me think about it [42:46] yeah and that's the hardest thing to [42:47] overcome because they're not being rude [42:49] right it's not a direct note so you kind [42:51] of need to follow up with them but [42:53] you you have this feeling where really [42:55] yeah it's easy to overcome if you know [42:57] the straight line that's the whole that [42:58] was the beauty [42:59] the breakthrough of the straight line [43:00] was precisely that like that it took [43:03] this whole ridiculous back and forth of [43:05] sales people [43:06] where someone says um sounds good let me [43:10] think about it and you're like what do [43:11] you need to think about [43:12] like like there's like nothing i don't [43:14] really need i was just saying that to be [43:15] nice [43:16] they don't there's people just say that [43:17] because it's like an easy way it's like [43:18] a socially acceptable way [43:20] of diffusing the pressure of saying to [43:22] someone i don't trust you [43:24] or i don't know how i don't think your [43:25] product is as good as you say it is i [43:27] gotta [43:27] check like it's all about uncertainty [43:29] they're not certain enough yet right [43:31] and people don't say that because it's [43:33] kind of like considered to be [43:35] wow that's rude like you know trust me [43:36] it's rude it's really not it'll actually [43:38] be [43:38] it's i don't think it's true but that's [43:40] how we're raised so this is [43:42] inherent dishonesty in communication [43:46] with sales people [43:47] so the straight line cuts through that [43:50] by completely deflecting the initial [43:53] objection [43:54] so someone says to me you know oh it [43:56] sounds good let me think about it [43:58] i'm like all right um i know the person [44:01] just that means that means [44:02] nothing to me like does that doesn't [44:04] mean he needs to think about like [44:05] i'm like what do you need to think it is [44:07] that something i left out like that's [44:08] the worst thing you could say [44:09] yeah what do you need to think of right [44:10] now you know it's like it's just dumb it [44:12] doesn't it doesn't work it's [44:14] just creates a total break of rapport so [44:17] like [44:18] when someone says to me let me think [44:19] about i'm like i i understand you want [44:20] to think about let me just ask you a [44:21] question [44:22] does the idea make sense to do you like [44:24] the product [44:26] i i completely re like yeah it sounds [44:29] pretty good now it sounds pretty good [44:33] it's not like oh my god yeah i love it [44:35] like people don't buy [&nbsp;__&nbsp;] when they say [44:36] it sounds okay [44:38] i'm not buying it so i have work do i [44:41] have to convince someone i have to [44:42] resell them on my [44:43] idea very often when you're done making [44:45] your initial presentation the [44:46] prospect's just not convinced yet they [44:48] need to know more [44:50] it's normal people don't get convinced [44:52] all at once they get to a certain level [44:54] of certainty they back off they get even [44:55] more [44:56] so when someone says they want to think [44:58] about it i want to call you back what [44:59] they're really saying is i'm not certain [45:02] yeah i'm not certain about your product [45:04] maybe [45:05] or maybe i am certain about your product [45:07] i just don't trust you [45:09] i don't know you i've never done [45:10] business with you before right why is it [45:12] so much easier to make repeat sales to [45:14] the same person [45:16] because they trust you now you've [45:17] already done business with them there's [45:18] a trust factor involved right [45:19] so the thing is like if they don't trust [45:22] you already [45:23] how do you how do you de-risk the [45:26] chance of them being thrown off or not [45:29] liking that you're being too pushy [45:31] especially when there's not [45:32] that much trust yet right this guy's [45:33] gonna probably think like oh like why is [45:35] this guy pushing me i don't even know [45:36] him [45:36] or her right well that's that's the the [45:39] another major breakthrough to the [45:40] straight line is that [45:43] is that there's ways to like really [45:46] quickly [45:47] establish trust with other people [45:48] because the human brain is really weird [45:50] like [45:51] we tend to distrust [45:55] someone a lot more than we should when [45:58] we initially meet them and then [46:00] once we start to trust the person when [46:02] we make the decision to trust we trust [46:04] them a lot more than they should we [46:06] should [46:06] the truth typically lies somewhere in [46:07] the middle no one's that this [46:09] you know not trustworthy and no one [46:11] should be trusted that complete but the [46:13] human brain when that [46:14] pendulum of trust starts to swing to wow [46:17] i trust you [46:18] it swings hard fast and completely [46:22] yeah in a conversation yeah so the [46:25] magic is how do you get that pendulum [46:27] swinging in the right direction because [46:28] once it swings [46:29] it will swing fully people don't kind of [46:32] trust they [46:33] trust or don't trust that's how it [46:35] typically happens in the world of sales [46:37] so the idea is like you know how do you [46:39] how do you um [46:40] get someone to trust you in a minute [46:44] if they don't know you never did [46:45] business with you before i have no bait [46:47] how do you do that [46:48] so with a straight line we use a [46:50] combination of a few things but one of [46:51] them the most powerful one is called [46:53] the forest gump pattern it's named after [46:55] the movie forrest gump and the reason is [46:57] because [46:58] there's a great scene in the movie when [46:59] young forest is like five years old and [47:01] he's going to school and [47:02] he's waiting for the bus this first day [47:04] and and the bus driver pulls up and [47:06] forest is not that bright [47:07] right and the driver pulls up and the [47:09] door opens and he looks up at the driver [47:12] and he freezes like a deer in the [47:13] headlights and the driver looks down and [47:15] she's like well are you getting on [47:17] and he says my mom had told me not to [47:19] talk to strangers [47:21] and she looks down she's like well this [47:23] is the bus to school [47:25] yeah and forrest just looks at her [47:28] and he's like what that doesn't solve my [47:31] problem like i don't know you i don't [47:32] trust you and this is like [47:33] so like this is sort of freezing and [47:35] then the bus driver starts to [47:38] realize what she's dealing with because [47:39] he's looking off at the space like [47:41] forest does and [47:42] she's like well you know you're going to [47:43] get on and he looks at her in forest in [47:46] his infinite wisdom says [47:47] well my name is forrest forrest gump [47:50] and she says well i'm dorothy i'm your [47:52] bus driver she goes well i guess we're [47:54] not strangers anymore and he gets on the [47:55] freaking bus right [47:57] so the point is if you you know first of [47:59] all if you want someone to trust you say [48:01] let me reintroduce myself my name is [48:03] so-and-so [48:04] i'm a senior vice president i prime my [48:06] tell them who you are [48:08] tell them what your name is tell them [48:09] why they should trust you tell them what [48:11] you do for your clients tell them what [48:12] your core ethics are [48:14] your principles your credentials you got [48:16] to tell someone interested let me just [48:18] if you you might have met someone in the [48:20] beginning of the sale [48:22] you go through a presentation they [48:23] forgot your name already yeah they don't [48:25] even know you in a lot of these cold [48:27] calling or like you know [48:28] you know high-volume selling [48:29] propositions right so i [48:31] say let me just take a moment to [48:32] reintrodu i say like listen you know let [48:34] me ask you a question if you know if i'd [48:36] known you for the last three or four [48:37] years if i've been making you money in a [48:39] consistent basis selling you [48:41] real piece of real estate a piece of [48:42] real estate the piece of reason and now [48:43] i can't do with another piece of real [48:45] estate you probably wouldn't be saying [48:47] let me think about it you'd be saying [48:48] jordan [48:49] let's just let's sign on the donald [48:50] everyone had made you money am i right [48:52] they say well yeah well then i would say [48:55] exactly you don't know me [48:57] i don't have a track record let me take [48:58] a moment to reintroduce myself my name [49:00] again my [49:01] now my name is jordan i'll tell them who [49:03] i am tell them what i do for my clients [49:05] tell them what i stand for [49:06] and all of a sudden they're like oh wow [49:08] and i said as far as my company goes and [49:10] i'll [49:10] talk about my company and then i start [49:12] raising their level of certainty for [49:14] these three elements the three tens i [49:16] call them for the product [49:18] for yourself the sales person and the [49:19] company that stands behind the product [49:21] so that's the system that we're using [49:22] it's so powerful when you use it it's [49:24] almost shocking [49:25] people go from completely not trusting [49:27] you to trusting you in like a minute and [49:30] do some of these strategies with with [49:32] the straight line sales or just any form [49:34] of selling or communication [49:35] now that we're in the panic area where [49:36] everyone is doing things via video or [49:38] zoom and sometimes even audio right [49:40] there's no [49:41] body communication in that sense uh are [49:44] there things that you would need to [49:45] alter your strategy or do something [49:47] different in that sense let me think [49:49] listen this is the funniest the funniest [49:51] question ever because [49:52] what do we do at stratton how did we [49:55] make sales phone calls [49:58] phone calls the straight line is [50:00] designed for distance selling it was [50:02] designed to overcome the problems of not [50:04] being [50:04] face to face because nothing happens on [50:06] wall street face to face [50:08] it's all done over the phone so the [50:09] straight line system was the magic [50:11] bullet that allowed people [50:12] to get the same results they could [50:14] normally get face to face by using body [50:15] language because what happens is [50:17] is that in the absence of body language [50:19] it collapses into tonality tonality [50:20] becomes crucial [50:22] so we learn to use words and tonality [50:24] that almost replaces the need for body [50:26] language [50:26] and the straight line allows you to do [50:28] that in a seamless way it was designed [50:30] for just that [50:31] got it got it well this is really [50:33] powerful stuff jordan i really [50:35] appreciate that um [50:37] i wanted to know you know there you [50:39] don't meet a lot of people that have [50:40] gone through [50:41] kind of these roller coaster rides that [50:42] you have and [50:44] i'm curious to know what are some of the [50:46] truths that you've learned [50:48] about life that looking back you're like [50:51] okay like all of these things have [50:52] remained [50:53] true for me in terms of happiness in [50:56] terms of [50:56] fulfillment purpose whatever it might be [50:59] for you [51:01] number one you can't be half pregnant [51:03] when it comes to ethics [51:05] you know you can't do things right most [51:07] of the time and then [51:08] have your little spots and then break [51:10] the law and it just doesn't work that [51:12] way like your ethical line will move so [51:13] one thing's you know either ethically or [51:15] not [51:15] you can't be partially ethical that's [51:17] one big lesson i learned [51:19] number two is i've learned that good [51:20] things take time like my [51:22] i've learned to to sort of tame my [51:24] desire for instant gratification [51:26] you know i believe the only way to get [51:28] rich is quick but [51:30] that's not a get-rich-quick scheme it's [51:31] like you know you work really hard and [51:32] don't get the result you work really [51:34] hard you don't get the result you work [51:35] really hard you don't get the result [51:36] and suddenly the last piece of the [51:38] puzzle falls into place and you [51:40] bam you're an overnight success after [51:41] two years of hard work so it's like [51:43] about you know [51:44] willing to go through the stuff it takes [51:45] to line up all the elements of success [51:47] to get to that you know that last point [51:49] number three is that the road to success [51:52] is not paved with failure like lots of [51:56] failures don't equal success like in [51:57] other words [51:58] the idea is like it's like you success [52:01] is not so much of a destination it's [52:04] what you bring to everything you do [52:06] like it's like you have to you you bring [52:08] it to the table every single day and [52:09] that ultimate success is the sum of a [52:11] lot of [52:11] small successes along the way you just [52:14] can't be like you know it's like you [52:15] know people have this thing oh i'm just [52:16] waiting for my queen mary to come in [52:18] with my [52:19] my my magic ship it doesn't work like [52:22] that it's like all this [52:23] it's all that's the grind it's important [52:25] it's like grinding it out every day [52:27] bringing success to what you do [52:29] you know and then i think along those [52:31] lines also it's like you know that [52:32] that you know you can't the idea of like [52:35] that that goals [52:36] are your highest level of of conquest [52:39] it's just like [52:39] it's really toxic to be a chronic goal [52:42] setter [52:42] i set goals but i have a vision on top [52:44] of my goals and my vision is much more [52:46] important because [52:47] you know what's the difference daily [52:48] goals just sir what's that oh you're [52:50] talking about daily goals versus [52:51] long-term goals or [52:53] what's the difference but goals have a [52:56] beginning point and end point and this [52:58] is that targets i aim for [53:00] versus a vision it's much more long-term [53:02] it has to my entire life my emotional [53:04] connection [53:05] is to my vision i'm not emotionally [53:06] connected to my goals if you're [53:08] emotionally connected to your goals [53:10] that you know i'm gonna have my my [53:11] happiness is based on achieving goals [53:14] you're going to live a very miserable [53:15] life because you're going to be [53:16] miserable until you get to your goal [53:17] then you get to your goal you're happy [53:19] for a second you're like all right [53:19] what's next he said [53:21] so you're like never happy so like my [53:23] goals are really just more about am i [53:24] going in the right direction in the [53:25] wrong direction i'm not emotionally [53:27] attached to them i let them go all the [53:28] time and i set new ones without working [53:30] my emotional attachment is to my [53:32] long-term outcome that's a big one [53:34] beautiful beautiful and also lastly is [53:36] that that [53:37] it doesn't matter what i think the [53:39] biggest thing [53:40] there's one overarching thing that [53:42] defines my life is that you're not the s [53:43] you're not the mistakes of your past [53:46] you're the resources and capabilities [53:47] that you glean from your past mistakes [53:49] like [53:49] if you're the only way the past will [53:52] equal your future [53:53] if you just choose to live in the past [53:54] you get stronger from your mistakes you [53:56] grow from your mistakes [53:58] so if you want to learn from mistakes [53:59] you can become unstoppable that's a big [54:01] one [54:01] yeah yeah except from someone that's [54:03] actually done it and reinvented himself [54:05] so i appreciate your time jordan on this [54:07] where can people find you online where [54:09] what where should we take people to [54:11] instagram you know wolf of wall street [54:13] on instagram you know it's easy to find [54:14] me just google me you can find me [54:16] everywhere [54:17] yes sir all right thanks so much for [54:19] tuning in guys thanks so much jordan [54:21] take care sean

===FILE=== iMATKH8fK_Q - The Power Of Body Language  Free Sales Training Program  Sales School.txt
https://youtu.be/iMATKH8fK_Q
The Power Of Body Language ｜ Free Sales Training Program ｜ Sales School

[0:01] i'm jordan belfort and this is sales [0:03] school [0:06] if you're a business owner you don't [0:08] need me to tell you that running a [0:10] business is tough don't let quickbooks [0:12] and spreadsheets slow you down anymore [0:14] now is the time to upgrade to netsuite [0:17] by oracle the world's number one [0:19] cloud-based business system schedule [0:22] your free product tour right now at [0:24] netsuite.com [0:25] wolf that's netsuite.com [0:30] great story here i want to talk about [0:32] the power of [0:34] unconscious communication but really in [0:36] the form of body language i was in [0:38] mongolia [0:39] but you're not right a few years back [0:42] great place only just full of mongolians [0:44] other than that's great i love hungary [0:45] right they're nice people right you know [0:47] they all think they're related to [0:48] genghis khan i guess they probably are [0:49] which is a scary thought in terms of [0:51] inbreeding but anyway so you know [0:53] everyone there is very nice very affable [0:55] and i met you know a couple thousand [0:56] people were at my event there and there [0:58] was a sort of massive meet and greet [1:00] beforehand [1:02] and [1:03] no one really stuck out grabbed my [1:06] attention man woman they all looked [1:08] pretty much the same [1:09] then about 30 minutes into this you know [1:11] meet and greet [1:12] some guy caught my eye [1:15] out of like me a hundred yards out i [1:17] took one like whoa i'm like that [1:20] is the most important man in the room i [1:23] bet he's the wealthiest man too guess [1:26] what turned out he was then the major [1:28] senator politician the country's most [1:31] famous athlete [1:32] now he's their president [1:35] how did i know that [1:36] well [1:37] it wasn't that his suit was so much more [1:39] expensive he had a nice suit it was the [1:41] way it fit it was the way he stood it [1:44] was the way he held his head it was just [1:46] everything is just the way he was [1:48] shaking people's hands there was a [1:51] certain way this guy had about him that [1:53] just commanded respect and you knew the [1:57] moment you laid eyes on him [2:00] that this was a person not only worth [2:02] listening to but something can help you [2:04] get done a person of power or an [2:06] authority figure [2:07] unconscious communication [2:10] is [2:11] more powerful than its conscious [2:13] counterbalance much more powerful than [2:15] words and it hits you right in the gut [2:17] just remember this [2:18] we move through the world [2:21] and we can't possibly [2:23] take in [2:25] all of the [2:26] sensory data that's being thrown at us [2:29] every single minute in fact our [2:30] conscious mind with its relatively [2:33] measly processing power can only take in [2:36] four percent [2:38] of the sensory data that comes at us [2:41] 96 gets deleted out it just has to it [2:44] can't deal so what happens is remember [2:47] four percent [2:48] is what your conscious awareness is [2:51] right now you're focused on me my voice [2:53] my words looking at me trying to pick up [2:55] my body gesture cues maybe there's a [2:57] loud noise around you somewhere or [2:59] something that's just you can't block [3:00] out that's it four percent everything [3:03] else the pressure of your seat on your [3:05] on your on your ass or your legs the [3:07] temperature wind on your skin little [3:09] cling clang noise that might have [3:10] bothered you only a minute ago they've [3:12] already been tuned out habituated out as [3:14] the phrase goes and your brain only goes [3:17] after that four percent that it deems to [3:19] be important [3:21] the key to remember here is that the [3:23] other 90 6 [3:25] is not lost [3:27] that is all stored away almost in like a [3:30] blueprint fashion in your unconscious [3:33] mind which has unlimited processing [3:35] power [3:36] you get it unlimited [3:38] it's like the hard drive it's like the [3:41] uh amazon like your cloud server like [3:43] imagine that it's like unlimited storage [3:45] capacity well your random access memory [3:48] you know that what's on your computer a [3:49] little bit it gets spinning real death [3:51] right well the point is is what happens [3:53] is because of limited processing power [3:55] in the conscious mind everything gets [3:58] deleted out and then generalized [4:00] by your unconscious mind [4:04] which as it's doing that's also beating [4:06] your heart keeping your [4:08] vessels dilated doing every your [4:10] digestion everything it's on everything [4:13] and it's making the perfect blueprinted [4:15] recollection of everything that you've [4:17] ever seen heard touched felt or went [4:19] through every experience in your life [4:21] it generalizes that and then lays down [4:24] these patterns of behavior in your [4:26] unconscious mind [4:28] it's those patterns of behavior my [4:30] friend those patterns are what dictates [4:34] the gut reactions that we have when we [4:37] see someone when we lay eyes them for [4:39] the first time we hear their voice on [4:40] the phone it's those patterns [4:43] that we are looking to hit [4:46] so [4:46] if we have been conditioned since we're [4:49] yay big to say this is how sharp people [4:53] dress [4:54] this is how they stand this is how [4:56] winners carry themselves this is how [4:58] they talk this is how they don't talk [5:00] that's been [5:02] conditioned into us laid down indelibly [5:05] in our unconscious mind starting from [5:07] our very very early years we could start [5:10] twice when you start to talk so you [5:12] really have that laid down right two or [5:14] three years later earlier for some of us [5:17] and then what happens is [5:20] once someone lays eyes on you [5:22] it's an instant boom quarter of a second [5:26] bam to the [5:27] temporal lobe back yeah that's where you [5:29] your brain sees things your temporal [5:30] lobe and a quarter of a second later to [5:34] the prefrontal cortex where the judgment [5:36] center of the brain is located and [5:37] that's where decision gets made i ain't [5:39] making okay you know what i'm not hey i [5:42] was a bio a biology and chemistry major [5:44] right but i also studied stuff it's just [5:45] true you can google it right it happens [5:47] up here [5:49] you can use this [5:51] to such massive advantage in sales [5:55] because what happens is if you just want [5:57] to tip the odds dramatically in your [5:59] favor dress a certain way [6:02] talk a certain way [6:04] carry yourself a certain way how is that [6:05] way the way experts do [6:09] the way experts do [6:11] don't you want to [6:13] i don't i don't [6:14] find out what i don't care what field [6:16] you're in okay no matter what field [6:19] you're in it has a specific way that [6:20] experts in that field dress and act and [6:22] it's different in every industry [6:24] the top [6:25] tennis professional teacher in the world [6:28] a guy that fed it would hire right he's [6:30] not dressing like a wall street banker [6:33] but he's strongly not just like a schlub [6:36] and this guy's every industry has their [6:39] best way of dressing it's called the law [6:41] of congruency you want to dress act [6:43] carry yourself talk you know it's [6:44] congruent with what's expected in your [6:47] industry [6:48] do this [6:50] and i promise you you set yourself up [6:53] for this massive downhill ride [6:55] everything it's very easy [6:57] please don't forget this today tomorrow [6:59] all week long and after that the [7:02] conscious mind [7:04] is medially [7:05] equipped to deal with this stuff it's [7:08] your unconscious mind it's all powerful [7:10] here remember that and act accordingly [7:13] it's the greatest tip i can give you [7:15] [Music] [7:35] you

===FILE=== iOGVVapDvyE - Straight Line Referrals  Free Sales Training Program  Sales School.txt
https://youtu.be/iOGVVapDvyE
Straight Line Referrals ｜ Free Sales Training Program ｜ Sales School

[0:01] i'm jordan belfort and this is [0:03] sales school [0:07] i'm going to give you guys just a very [0:09] important [0:10] and let's just sort of say a piece of [0:12] wisdom [0:13] that will help you hold on to the people [0:17] that you close [0:18] whether you're on certification if [0:20] you're on certification you've heard me [0:21] say this formally but i want to [0:22] reinforce it right now for those who [0:24] aren't on certification [0:25] you got to hear this the moment [0:28] someone says yes they buy right [0:33] there is a profound shift [0:36] in what your goals are what your [0:38] outcomes are [0:40] to essentially a ensure this prospect [0:42] who's now a client [0:44] has a terrific experience onboarding [0:47] b that they walk away feeling or knowing [0:50] in their heart and their mind [0:52] that they made the right decision that [0:53] they didn't you know sort of [0:55] what happened they get impulse and they [0:56] get buyer's remorse [0:58] and as i said to you in this module i [1:00] said that you know buyers remorse is [1:02] essentially rooted [1:03] in a flawed sales pitch they focused on [1:06] massive [1:07] emotional certainty but didn't spend [1:09] enough time [1:10] developing the logical underpinning your [1:12] logical certainty [1:14] and therefore once you walk away and the [1:16] emotion wears off like what do they do [1:18] what they can't connect the dots they [1:20] can't explain to someone else and boom [1:21] just like that you get a cancellation [1:23] right so obviously there's things we [1:25] have to do [1:26] in terms of the actual straight line in [1:28] closing to make sure [1:30] that we build both cases separate issue [1:32] right but the point is [1:34] once they say yeah let's do it right [1:37] you have to be standing visual right now [1:40] to execute the steps that you've created [1:44] and i've [1:44] hand them to you on a silver platter on [1:46] certification but what you do when they [1:48] say yes there's another [1:50] set of steps now that ensures [1:53] that a the customer gets onboarded [1:56] correctly [1:57] b they go through a successful adoption [1:59] period [2:00] meaning where they go from using just [2:01] one or two basic features to actually [2:03] using the proc [2:04] the way it was meant to be used with the [2:06] full breadth of features and benefits [2:08] that it can address right and then after [2:12] that you [2:12] set yourself up to do what upsell [2:16] cross-sell get bundles and develop a [2:19] massive stream of referrals just [2:22] remember [2:24] there is a defined strategy with the [2:27] straight line we do not leave this [2:29] up to chance to me it is utter insanity [2:33] to spend so much time going through [2:36] everything you got to go through to [2:37] actually get someone to say yes [2:40] right i'm talking about from legion to [2:42] like going through the actual sales call [2:44] to having to call back sometimes in a [2:46] two-call three-call system so they [2:48] finally say yeah [2:49] you better make sure you preserve the [2:52] sale [2:53] and use it as essentially a springboard [2:58] to make more sales that's what great [3:01] sales people do some people think that [3:04] oh yeah well you know i'm a great opener [3:06] or she's a great oh he's she's a great [3:08] opener [3:09] she's not very good at developing [3:11] relationships like so you know she's [3:12] great i want to pair her off or pair him [3:14] off with someone who's a great [3:16] developer and second trader or someone [3:18] that gets big after sales right so [3:20] that's always a good opener i can close [3:21] but i'm not good at developing [3:23] long-term what a bunch of nonsense that [3:27] is that's just the fetus attitude [3:28] it's grounded in basically fantasy [3:32] okay let me just tell you the bottom [3:33] line in the same way there is these [3:35] strategies i taught you [3:36] that turned you into world class closer [3:38] if you weren't already there i've turned [3:40] you into when you're well on the way to [3:41] becoming that right [3:42] same thing goes for your ability to take [3:44] a customer [3:46] and develop and put them through an [3:48] ascension model [3:50] or something an ascension pathway that [3:53] maximizes the relationship just remember [3:57] there's nothing wrong [3:58] with upselling there's nothing wrong [4:00] with cross selling [4:02] now for those who are not in [4:03] certification upselling means selling [4:04] them more [4:05] of the same cross-selling means a [4:08] different [4:08] product that's a complimentary product [4:10] right so they're a bit different upsell [4:12] means you sell someone [4:13] more of the same product maybe a few [4:14] different features of the same product [4:16] cross-sell is a completely different [4:17] product so [4:18] certification is one product script [4:20] builder will be a cross-sell [4:22] separate product right if i sold you [4:24] into the into the uh [4:25] let's say the uh the original just 1995 [4:28] program we used that i don't know if we [4:29] still saw anymore [4:30] not even you know i'm so far past and i [4:32] just do all these [4:33] this stuff and whoever's in the lower [4:35] price programs you get just the spill [4:36] over it [4:37] and it's still worth 10 times as much [4:38] right but the point is is if i took you [4:41] from [4:41] let's say where you had the program at [4:43] 1995 [4:44] but now you want to access the archives [4:46] so it's the same programs you have [4:47] more features in there that would be [4:49] considered an upsell versus coming to a [4:51] completely different program [4:52] that's a cross-sell nomenclature okay [4:55] now [4:56] remember when you're out there and you [4:58] close someone [4:59] the second they say yes in your mind you [5:01] have to know [5:02] what is the pathway how do you maximize [5:07] this person this relationship both [5:09] immediately [5:10] over the short term and then over the [5:12] long term and that has nothing to do [5:13] with taking [5:14] advantage of someone not doing the right [5:16] thing remember you're delivering massive [5:17] value [5:18] you're helping people solve problems [5:20] that's what you do as a salesperson [5:22] don't think for a second that when your [5:24] clothes were like yes [5:26] no that's yes yes and now i go to work [5:30] don't just stop and say that's it i did [5:32] my job i closed them no [5:33] i want you to develop this customer turn [5:36] them into a repeat buyer [5:38] and a referrer of business [5:42] start by sending thank you notes doing [5:44] follow-up schmooze calls [5:46] make sure people get onboarded correctly [5:48] or they're laid out for you to sell a [5:50] plan [5:50] in in the um in the um certification for [5:53] those you [5:54] who are not make sure you know this [5:56] content go to other trains that you've [5:58] got from me [5:59] some of them there's a lot of some free [6:00] stuff just please know this stuff you [6:02] cannot [6:03] be a top producing sales person just by [6:06] closing [6:07] sales like first times that's not the [6:09] way it works [6:11] all top producers get there to repeat [6:14] business and referrals [6:17] i promise you that's true ask any [6:20] great salesperson they will tell you the [6:22] pathway to greatness [6:23] of course you got to be a closer but [6:25] it's what you do after they say yes [6:28] all right so master this module this [6:31] module was [6:32] crucial it's critical it's mission [6:34] critical for you [6:35] as a top producer to master this stuff [6:38] and i will also tell you that what it [6:40] does for you on the inner game side [6:41] just by knowing that you possess this [6:44] ability [6:45] it makes you want to work harder because [6:47] you know every time you close one person [6:49] there's like this trail it creates [6:52] of beauty and greatness and just money [6:55] right [6:55] as you solve their problems and [6:58] you essentially tighten your [7:00] relationship get referrals all right [7:02] love you all talk tomorrow [7:21] you

===FILE=== kGk9cb1ulRA - The First 15 Seconds  Free Sales Training Program  Sales School.txt
https://youtu.be/kGk9cb1ulRA
The First 15 Seconds ｜ Free Sales Training Program ｜ Sales School

[0:01] i'm jordan belfort and this is sales [0:03] school [0:06] got a great topic for today you know [0:08] what i want to talk about today we'll [0:09] talk about language patterns i want to [0:11] talk about [0:12] how much effort i really want to know [0:14] how much effort have you put in [0:17] to making sure [0:19] that you are [0:22] saying [0:22] the absolute best thing possible [0:26] about your company [0:28] about yourself about your offer in the [0:31] first [0:32] 15 seconds of the sale [0:34] let me tell you what i mean by that the [0:35] first 50 like there's this point in the [0:37] sale enough of course you know i talked [0:39] about the first four seconds right that [0:41] sharpest attack enthusiast excellent [0:43] expert in your field right and that's [0:44] how you take control you're perceived [0:47] you're judged you're ripped apart they [0:48] put you back together and based on that [0:50] either you're perceiving the right way [0:52] right sharp on the expert or the wrong [0:54] way is basically a who they don't [0:56] want to listen to you because you can't [0:57] help them achieve their goals and get [0:59] what they want in life right they listen [1:00] to you because you can help them get [1:02] what they need help them get what they [1:03] want help them resolve their goals right [1:06] but [1:07] remember [1:09] that after those first four seconds [1:12] the 10 seconds or so that come after [1:15] that when you say hey you know you might [1:17] have heard of my company or the reason [1:18] for the call today or i'm reaching out [1:20] to people in your area right now because [1:23] we have xyz program reaching out to [1:25] homeowners like yourself okay who have [1:28] you know either this product because we [1:29] could save them a ton of money [1:31] whatever that language pattern is let me [1:33] tell you something i have written many [1:35] of them over the years for people right [1:36] i've got hired by companies and i will [1:39] tell you that i spend [1:41] so much time [1:43] on this first thing this first thing you [1:45] know this first [1:46] few sentences [1:48] it's so [1:49] crucial because [1:50] it's like you know yeah you need those [1:52] first four seconds or you perceive the [1:54] wrong year you're done but [1:56] as soon as those first four seconds are [1:58] over the conscious mind now kicks in and [2:01] decides whether or not you were duped in [2:04] other words if you don't continue to [2:08] sound awesome in those first [2:10] 15 seconds if your conscious mind says [2:13] ah oh yeah nice try you know a guy [2:17] has a doesn't know what he's [2:18] talking about so in other words you're [2:20] still in real serious judgement mode [2:23] in those first 10 seconds after the [2:25] first floor so [2:28] why [2:29] leave that up to chance it's like it's [2:31] like honestly to me it [2:33] baffles me how you could leave something [2:35] so important up the chance like you're [2:38] playing a russian roulette with your [2:40] success with your closing rate because [2:42] you haven't taken the time to ensure [2:45] your success by making sure that that [2:48] first pop out of your mouth the first [2:50] thing you say the first 15 that first [2:52] pattern hey you know reason for the call [2:54] today we're reaching out to homeowners [2:55] in the area for x y whatever it is [2:59] whatever it is that you've taken the [3:01] time to make sure that the words flow [3:04] like butter they sound good there's the [3:06] right number of syllables in each [3:07] sentence it sounds sexy it's empowering [3:10] it's like listen it's like that line i [3:12] wrote to the movie leo i said you know [3:14] name of the company you know aerotype [3:16] international it's a cutting-edge height [3:18] tech firm out of the midwest awaiting [3:20] imminent patent approval on next [3:22] generation of radar detectors that have [3:23] both huge military and civilian [3:25] applications now right remember that [3:28] well you know how long it took me to [3:30] write that line [3:31] i worked for probably half a day for [3:33] four or five hours and then looked at [3:35] the next day and the next day and that i [3:36] kept looking at until i made sure that [3:39] that it was so perfect and so sexy and [3:42] then of course people all over the world [3:44] when leo read that london like oh my god [3:46] like they're like this is so awesome [3:48] because it sounded good and it was very [3:49] funny because they show the picture of [3:50] the barn you know the empty barn but the [3:53] point is is that you know sounding good [3:55] like that [3:57] doesn't happen by accident you think leo [4:00] winged it hello [4:02] leo was given perfect words to say and [4:05] trained himself i trained him right on [4:07] what tonality student because of that [4:10] that guy was only should have won an [4:12] oscar he was stolen because of you know [4:15] politics you know he was where the movie [4:16] wasn't about something that's [4:17] politically correct like you know like [4:19] people would get if gay and have aids [4:21] seriously i mean honestly you know it's [4:23] like there was the dallas freaking oscar [4:25] steelers club that probably there's a [4:27] great video um called um [4:29] what's it called something trailers uh [4:31] it's a funny video on youtube like you [4:33] know they call the dallas oscar steelers [4:35] club because i mean listen and funny [4:37] because matthew mcconaughey was awesome [4:39] he could have gotten an oscar for being [4:41] in the wolf of wall street too it's [4:42] incredibly talented but the point is is [4:45] that leo deserved it he really did he [4:46] was awesome and he was handed [4:49] the exact [4:50] best words to say [4:53] [Music] [5:13] you

===FILE=== rhYMJCh1GFE - SLP script building.txt
https://youtu.be/rhYMJCh1GFE
SLP script building

[0:21] [Music] [0:25] i'm not an analyst [3:56] i'm not an investment banker okay but i [3:58] literally will [3:59] go at it like [4:23] researcher these banker okay but i [4:26] literally [4:36] a researcher of these people and i will [4:40] fight [5:07] the absolute best person in my state go [5:09] at it like i'm [5:10] like a researcher of these people and i [5:12] will find the absolute best person in my [5:14] stable [5:14] at it like i'm like a researcher of [5:16] these people and i will find the [5:18] absolute best person [5:48] my stable we have three i got a [5:50] researcher of these people and i will [5:51] find [5:52] the absolute best person in my stable we [5:54] have three [6:10] excellence right right the absolute best [6:13] person in my stable [6:14] we have three again it's every three [6:15] areas of excellence [6:38] right banking [7:00] finance and asset management right [7:18] three areas of excellence right banking [7:20] finance and asset management right [7:37] i would literally go with comb 3000 [7:53] 500 employees to fight management right [7:55] i would literally go and [7:57] comb 3000 banking finance and asset [8:00] management right i would literally go [8:01] and [8:02] comb 3 000. [8:13] 500 employees to facet management right [8:15] i would literally go and [8:17] comb 3 [8:20] 500 employees to find [8:32] exact person that no comb uh 3 [8:36] 500 employees to find the exact person [8:55] knows your business well [9:10] program that best fits your needs the [9:12] exact [9:13] person that knows your business well the [9:14] exact program that best [9:16] fits your needs [9:34] keep it simple you know i'm here about [9:36] your business well the exact program [9:38] that best fits your needs and i keep it [9:40] simple you know i'm here to not just put [9:42] you in the exact [9:42] program that best fits your needs and i [9:45] keep it simple you know [9:46] i'm here about your business well the [9:47] exact program that best [9:49] fits your needs and i keep it simple [10:02] you're not not just put you into a [10:04] program that best [10:05] fits your needs and i keep it simple you [10:07] know i'm here to not just put you into [10:09] any program [10:12] that best fits your needs and i keep it [10:14] simple you know i'm here to not just put [10:16] you in [11:04] into any program but to hold your stand [11:06] hand every step keep it simple you know [11:07] i'm here to not just put you into any [11:09] program but [11:16] hold your stand hand every step is [11:18] simple you know i'm here to not just put [11:20] you into [11:20] any program but to hold your hand every [11:22] step of the way [12:12] you'll dodge in dodge out any program [12:15] but to hold your stand hand every step [12:17] of the way [12:18] you'll guide you in god [12:41] okay a phone call away and you know as [12:43] far as every step of the way [12:45] you know dodge you in got you out okay a [12:47] phone call away and you know as far as [12:49] lmk goes either way [12:51] guide you out okay a phone call away and [12:55] you know as far as [13:09] okay goes again [13:28] you know long-term relationship out okay [13:30] a phone call away and [13:31] you know as far as lmk goes again you [13:33] know [13:47] long-term relationships that's all we've [13:49] built away and you know as far as lmk [13:51] goes again you know [13:52] long-term relations [14:32] bishops that's all we've built them [14:34] we're i think the oldest or second [14:36] again you know long-term relationships [14:38] that's all we've built them we're [14:39] i think the oldest or second [14:47] oldest long-term relationships that's [14:49] all we can build tomorrow [15:03] we're i think the oldest are those again [15:05] you know long-term relationships [15:07] that's all we've built them we're we're [15:08] i think [15:10] the oldest goes again you know long-term [15:12] relationships [15:13] that's all you built [15:27] we're i think the oldest or second [15:29] oldest long-term relationships [15:31] that's all we've built them we're i [15:33] think the oldest or second [15:48] oldest merchant bank in august that's [15:50] all we've [15:51] built them we're i think the oldest or [15:53] second oldest [16:06] merchant bank in all of australia in [16:20] business [16:24] since 1886 so obviously merchant bank in [16:27] all of australia [16:28] in business since 1886 so obviously was [16:32] merchant bank in all of australia in [16:34] business 1886 [16:48] so [16:50] obviously we didn't get richard back in [16:52] all of australia in business since [16:54] 1886 so obviously we didn't get to where [16:56] we are [17:19] by burning our clients in business since [17:21] 1886 so [17:23] obviously we didn't get to where we are [17:24] by burning our clients [17:40] okay and we didn't get that by working [17:44] on [18:03] 15 and get to where we are by burning [18:05] our clients okay and we didn't get there [18:07] by working on [18:08] 15 or 30 day trials here [18:24] okay and then saying and we didn't get [18:26] that by working on [18:27] 15 or 30 day trials here okay and then [18:30] saying see you later [18:58] obviously you know we have 15 or 30 day [19:00] trials here [19:01] okay and then saying see you later [19:03] obviously you know we have earned our [19:08] clients [19:25] trust by being right okay and then [19:27] saying see you later obviously you know [19:28] we [19:28] have earned our clients trust by being [19:30] right here okay [19:32] and then saying see you later obviously [19:33] you know we have earned our clients [19:35] trust by [19:43] being right by being diligent see you [19:45] later obviously you know we [19:46] have earned our clients trust by being [19:48] right by being diligent [20:09] by not risking their money have earned [20:11] our clients trust by being right [20:13] by being diligent by not risking their [20:18] money [20:33] okay and by also being there when there [20:35] is a problem so again [21:07] by not risking their money okay and by [21:10] also being there when there is a problem [21:11] so again [21:13] all i'm asking [21:32] and four is this i mean and by also [21:34] being there when there is a problem so [21:36] again [21:37] all i'm asking for is this i mean [21:47] let me probably say what's the worst [21:48] that can happen um so again [21:50] all i'm asking for is this i mean let me [21:52] produce it what's the worst that can [21:56] happen [22:01] let's all i'm asking for is this i mean [22:04] let me produce it what's the worst [22:25] that can happen so again all i'm asking [22:28] for is this i mean [22:29] let me produce it what's the worst that [22:30] can happen [22:47] let's just say that i'm wrong right [23:02] let's say you give you a month okay [23:05] what's the worst that can happen [23:06] let's just say that i'm wrong right [23:08] let's say you give you a month [23:26] okay and we had to happen let's just say [23:28] that i'm wrong right let's say [23:30] you give you a month okay and we hedge [23:32] you know we run five or ten billion [23:34] dollars [23:50] hedging strategy here a month okay and [23:54] we hedge [23:54] you know we run 5 or 10 billion wrong [23:56] right let's say you give you a month [23:58] okay and we hedge you know we run 5 or [24:00] 10 billion dollars through a hedging [24:01] strategy here [24:02] okay and let's say at the end of the day [24:04] you don't make any five or ten billion [24:05] dollars too long right let's say [24:07] you give you a month okay and we hedge [24:09] you know we run 5 or 10 billion [24:21] let's say they give you a month okay and [24:24] we hedge [24:24] you know we run five or ten billion that [24:25] i'm wrong right let's say they give you [24:27] a month [24:28] okay and we hedge you know we run five [24:30] or ten billion dollars through a hedging [24:31] strategy [24:32] here a month okay and we hedge you know [24:35] we run five or ten billion dollars i'm [24:36] wrong right let's say [24:37] you give you a month okay and we hedge [24:39] you know we run five or ten billion [24:41] dollars through a hedging strategy here [24:43] a month okay and we hedge you know we [24:46] run five or ten billion dollars [24:52] through a hedging let's say you give you [24:53] a month okay [24:55] and we hedge you know we run five or ten [24:56] billion dollars through a hedging [24:57] strategy [24:59] they give you a month okay and we hedge [25:01] you know we run five or ten billion [25:03] dollars through a hedge right let's say [25:04] you give you a month okay and we hedge [25:07] you know we run five or ten billion [25:12] dollars [25:22] hedging strategy they give you a month [25:24] okay and we hedge [25:26] you know we run five or ten billion [25:27] through a hedging strategy here [25:40] okay and let's and we hedge you know we [25:42] run five or ten billion dollars through [25:43] a hedging strategy here they give you a [25:45] month [25:45] okay and we hedge you know we run five [25:48] or ten billion dollars through a hedging [25:49] strategy you give you a month [25:51] okay and we hedge you know we run five [25:53] or ten billion dollars [26:08] hedging strategy here they give you a [26:09] month okay and we hedge you know we run [26:12] five or ten billion dollars through a [26:13] hedging strategy [26:25] strategy here okay and let's say and we [26:28] hedge you know we run five or ten [26:30] billion dollars through a hedging [26:31] strategy here [26:55] okay and let's say and we hedge you know [26:58] we run 5-10 billion dollars through a [26:59] hedging strategy here [27:00] okay and let's say [27:09] today you don't you know we run five or [27:10] ten billion dollars through a hedging [27:12] strategy here [27:13] okay and let's say at the end of the day [27:29] you don't make any more money [27:46] yeah let's say you lose here okay and [27:49] let's say the other day [27:50] you don't make any more money let's say [27:52] you lose one basis point [28:15] you don't make any more money let's say [28:18] you lose one basis point on the whole [28:19] thing i'm wrong you say george don't [28:21] make any more money [28:22] let's say you lose one basis point on [28:24] the whole thing i'm wrong [28:28] you don't make any more money yeah let's [28:30] say you lose one basis point on the [28:32] whole thing i'm wrong [28:32] you say jordan you know you're just full [28:34] of it yeah let's say you lose [28:36] one basis point on the whole [28:47] you say don't make any more money yeah [28:49] let's say you lose [28:50] one basis point on the whole thing i'm [28:56] wrong [29:01] hey jordan you know you just followed it [29:03] yeah let's say you lose [29:04] one basis point on the whole thing i'm [29:06] wrong you say jordan you know you just [29:08] followed it did it work let's say you [29:09] lose [29:10] one basis point on the whole thing i'm [29:11] wrong you say jordan you know [29:29] we just followed it didn't work who's [29:32] one basis point on the whole i'm wrong [29:34] you say jordan you know you're just full [29:35] of it did it [29:50] work and you fire me one basis point [29:52] down the whole thing i'm wrong [29:53] you say jordan you know you just [29:54] followed it didn't work [30:05] and you fired me is that gonna put you [30:06] in the pool and i'm wrong you say jordan [30:08] you know you're just full of it did it [30:10] work [30:10] and you fire me is that gonna put you in [30:11] the poor house as a company honestly [30:14] look probably not i don't have to see [30:15] the numbers but [30:17] is that gonna put you in the poor houses [30:19] you say jordan you know you're just full [30:20] of it didn't work and you fire me is [30:22] that going to put you [30:40] poor house is a company honestly you [30:41] know you're just full of it did it work [30:43] and you fire me is that going to put you [30:45] in the poor house as a company honestly [30:46] you know you're just full of it did it [30:48] work and you fire me is that going to [30:50] put you in the poor house as a company [31:02] honestly [31:16] look probably not at work and you fire [31:18] me is that going to put you in the poor [31:19] house as a company honestly [31:21] look probably not i don't know and you [31:23] fire me is that going to put you in the [31:24] poor house [31:25] wrong you say jordan you know you're [31:27] just full of it did it work [31:28] and you fire me is that going to put you [31:29] in the poor house as a company honestly [31:31] you know you're just full of it didn't [31:33] work [31:33] and you fire me is that going to put you [31:35] in the poor house as a company honestly [31:44] look [31:49] probably not i don't have to see the [31:50] numbers but uh it's not gonna kill you [31:58] right [32:01] look probably not i don't have to see [32:02] the numbers but uh it's not going to [32:04] kill you right [32:40] right [32:54] and on the upside let's say [37:20] you right right and on the upside let's [37:23] say i am right [37:34] which i know i am okay [37:51] and on the upside let's say i am right [37:53] which i know i am okay and [38:01] i can show you 25 return sorry let's say [38:04] i am right [38:04] which i know i am okay and i can show [38:06] you a 25 return [38:08] sorry let's say i am right which i know [38:10] i am okay and i can show you 25 [38:16] return [38:27] and you're like jesus christ this guy [38:30] actually [38:58] save me you know show you 25 return [39:01] and you're like jesus christ this guy [39:03] actually saved me you know [39:16] oh twenty seven thousand dollars on a [39:18] spot and you're like jesus christ this [39:20] guy [39:20] actually saved me you know twenty seven [39:22] thousand dollars on a small amount of [39:26] money [39:32] it's not this guy actually saved me you [39:34] know 27 000. [39:56] that right we're a merchant bank and [39:58] it's a bit different which is more like [40:00] a family bank one 1201 right you're not [40:01] in the customers [40:02] nab where ellen k's okay [40:05] mm-hmm that was locked on right now [40:09] okay give me 30 days work bigger and [40:11] better well you have a guy [40:13] it will serve as a better right not [40:15] going to make you rich on a small amount [40:16] of money [40:17] this guy actually saved me you know 27 [40:20] 000 [40:21] on a small amount of money [40:36] it's not going to make you the richest [40:37] company in australia right you know 27 [40:39] 000 on a small amount of money it's not [40:41] going to make you the richest company in [40:50] australia [41:10] right 27 000 on a small amount of money [41:13] it's not going to make you the richest [41:14] company in australia right [41:22] right not going to make you rich not [41:24] going to make you [41:55] well but it will do it will serve as a [41:58] benchmark [41:59] for future business rich not going to [42:00] make you poor but it will do [42:02] it will serve benchmark [42:16] right not going to make your rich not [42:18] going to make you poor but it will do [42:20] it will serve as a benchmark for future [42:49] business and then you get luna what it [42:51] will do it will serve as a benchmark [42:54] for future business and then [43:05] well you have a guidance it will serve [43:07] as a benchmark [43:08] for future business and then you get [43:10] you'll know you have a guy who knows [43:11] what he's doing [43:38] okay and from the future business and [43:40] then you get you'll know you have a guy [43:42] who knows what he's doing [43:43] okay and from there [44:03] we can work bigger and better down the [44:05] road you have a guy who knows what he's [44:06] doing [44:07] okay and from there we can work bigger [44:09] and better down the road [44:29] all i'm asking for again is this one [44:30] okay and from there [44:32] we can work bigger and better down the [44:34] road so all i'm asking for again is this [44:35] one shot [44:51] there we can work bigger and better down [44:53] the road so all i'm asking for again is [44:54] this one [45:12] we can work bigger and better down the [45:13] road so all i'm asking for again is this [45:15] one shot [45:23] give me 30 days and work bigger and [45:25] better down the road so all i'm asking [45:26] for again is this one shot [45:28] give me 30 days okay [46:03] if i'm wrong or against this one shot [46:06] give me 30 days [46:07] okay if i'm wrong you fire me [46:31] okay but if i'm right not only am [46:34] i going to want you to do bigger better [46:36] referrals to broker okay but if i'm [46:40] right [46:55] my business truly okay but if i'm right [46:57] not only am i going to want you to do [46:58] big and better [46:59] for some referrals too because that's my [47:00] business truly but okay but if i'm right [47:02] not only am i going to want you to do [47:08] bigger [47:15] okay but if i'm right not only am i [47:17] going to want to do bigger [47:42] some referral stuff is that my business [47:44] okay but if i'm right not only am i [47:46] going to want you to do bigger better [47:47] for some referrals too [47:56] my business truly okay but if i'm right [47:58] not only am i going to want you to do [47:59] big and better [48:00] for some referral students that my [48:01] business is true okay but if i'm right [48:03] not only am i going to want you to do [48:04] big and better [48:05] for some referral stuff because that's [48:06] my business truly okay but if i'm right [48:08] not only am i going to want you to do [48:09] big and better [48:10] for some referrals too because that my [48:11] business truly grows so i sound fair [48:13] enough give me a shot [48:14] so i look at it for some referrals that [48:16] my business [48:17] okay but if i'm right not only am i [48:19] going to want you to do them better [48:20] for some referrals that my business [48:22] truly grows but if i'm right not only am [48:24] i going to want you to do big and better [48:26] for some referrals too because that's my [48:27] business okay but if i'm right not only [48:29] am i going to want you to do big and [48:30] better [48:31] for some referral studios that my [48:33] business truly grows [48:34] so that's something i'm right not only [48:36] am i going to want you to do with them [48:37] better for some referrals too because [48:38] that's my business [48:56] okay but if i'm right not only am i [48:58] going to want you to do big and better [48:59] for some referrals to [49:00] that my business truly brought us does [49:02] that sound fair enough give me a shot i [49:03] don't want you to do big and better for [49:05] some referrals too because that's my [49:06] business truly gross [49:07] okay but if i'm right not only am i [49:08] going to want you to do big and better [49:09] for some referral students that my [49:11] business truly grows [49:33] does that sound fair enough not only am [49:35] i going to want you to do big and better [49:36] for [49:36] some referral students that my business [49:37] truly grows okay but if i'm right not [49:40] only am i going to want you to do big [49:41] and better [49:41] for some referral students that my [49:42] business truly grows does that sound [49:44] fair enough give me a shot [50:02] so look it sounds some referral stuff [50:04] that my business truly gross [50:05] does that sound fair enough give me a [50:10] shot [50:21] so look it sounds interesting he's [50:23] here's my concern [50:24] okay um you know so we get into business [50:28] who else am i going to deal with you're [50:29] a big company am i going to always get [50:31] you [50:32] each time i mean you're going to bring [50:33] another product specialist i feel [50:35] trustworthy [50:36] you know i i know it's like without the [50:38] bigger banks that's why i [50:39] prefer to keep it up with a small [50:52] relationship [51:19] i don't want that hassle no i totally [51:22] get that by the way just you know [51:24] if you have an interest l k is [51:26] interesting for one sense but i totally [51:27] get that and by the way just you know [51:29] if we have an interest i mean i totally [51:32] get that by the way just you know [51:34] i don't want that hassle no i i mean i [51:37] totally get that by the way just you [51:39] know [51:40] if you want that hassle no i i totally [51:43] get that by the way just [51:44] um i i don't want that hassle no i i [51:48] totally get that [52:05] and by the way just you know i don't [52:08] want that hassle [52:09] no i mean i totally get that by the way [52:11] just you know [52:39] if you have an interest l k is [52:41] interesting for one may i totally get [52:43] that by the way just you know [52:44] if we have an interest l k is [52:46] interesting for one sense but we [52:52] you know it's not that right we're [52:54] recording up and like press war snow [52:55] okay we're back but we're not know if we [52:58] have an interesting [53:00] i totally get that by the way just you [53:02] know if we have an interest [53:04] l k is interesting for one [53:18] since we are a big bank we're just you [53:20] know if we have an interest [53:22] l k is interesting for one sense but we [53:24] all [53:27] totally get that by the way just you [53:28] know if we have an interest [53:30] l k is interesting for one sense but we [53:32] are big [53:45] big bank but you know if we have an [53:48] interest [53:48] l k is interesting for one sense but we [53:50] are a big bank but we're not [53:52] if we have an interest l k is [53:54] interesting for one sense but we are a [53:55] big [53:56] bank but we're not you know if we have [53:58] an interest [53:59] l k is interesting for one sense but we [54:00] are a big bank i would just you know [54:03] if we have an interest l k is [54:04] interesting for one sense but we are a [54:06] big bank [54:06] but we're not an a if we have an [54:08] interest l k is interesting for one [54:10] sense but we are a big bank [54:12] but we're not if we have an interest l k [54:15] is interesting for one sense but we are [54:16] a big bank [54:51] l k is interesting for one sense but we [54:52] are a big bank but we're not [55:08] interesting for one sense but we are a [55:09] big bank but we're not [55:22] interesting for one sense but we are a [55:23] big bank but we're not an anz [55:26] or nab [55:29] l k is interesting for one sense but we [55:31] are a big bank but we're not know if we [55:34] have an interest [55:35] l k is interesting for one sense but we [55:36] are a big bank but we're not [55:46] an [55:49] nz or an nab where it's so ridiculous [55:52] for one sense but we are a big bank [55:53] but we're not an anz or an nab [56:00] a word so ridiculous and personal okay [56:02] where it's like you know you're dealing [56:03] with a thousand faces and the customers [56:05] you know you call the recording up and [56:06] like press one oh yeah we can call you [56:08] 212 and 1201 right you know it's not [56:10] that right [56:10] you call the recording ridiculous [56:12] impersonal okay bank [56:14] but we're not an anz [56:37] interesting for one sense but we are a [56:38] big bank but we're not an anz [56:41] or an nab where it's over [56:46] we are a big bank but we're not an anz [56:49] or an nab we're [57:04] it's so ridiculous and personal okay [57:06] where it's like [57:21] nab where it's so ridiculous [57:39] personal okay but we're not an anz [57:42] or an nab where it's so ridiculous and [57:44] impersonal [57:53] okay where it's like but we're not an [57:54] anz or an nab where it's so ridiculous [57:57] and impersonal [57:58] okay where it's like you know you're [57:59] dealing with a thousand faces in the [58:00] closet or an nab where it's so [58:02] ridiculous and impersonal [58:03] okay where it's like [58:12] nab where it's so ridiculous and [58:14] impersonal okay where it's like you know [58:15] you're doing a thousand a nz or an nab [58:18] where it's so ridiculous and impersonal [58:20] okay where it's like [58:40] you know you're building a thousand [58:41] faces in the costume they're on nab [58:42] where it's so ridiculous and impersonal [58:44] okay where it's like [58:50] thousand faces said on nab where it's so [58:52] ridiculous and personal [58:54] okay where it's [59:04] it's like you know you're building a [59:05] thousand fan zed or an nab where it's so [59:08] ridiculous and personal [59:09] okay where it's like you know you're [59:10] doing a thousand faces [59:24] this is in the customers you call them [59:26] so ridiculous and personal [59:28] okay where it's like you know you're [59:29] doing a thousand faces and the customers [59:31] you call the record [59:31] ridiculous impersonal okay where it's [59:33] like you know you're doing a thousand [59:34] faces in the car [59:36] customers and you call the recording up [59:38] and that's impersonal okay where it's [59:39] like you know you're building a thousand [59:41] faces and the customers [59:42] you call the recording up and like press [59:43] one okay where it's like you know you're [59:45] building a thousand faces in the [59:46] customer [59:50] or an nab where it's so ridiculous and [59:52] impersonal okay where it's like you know [59:54] you're dealing with [60:08] thousand faces in the cosmos maybe where [60:10] it's so ridiculous and impersonal [60:12] okay where it's like you know you're [60:13] building a thousand faces and the [60:14] customers you know you call the record [60:23] up and like personal okay where it's [60:25] like you know you're building a thousand [60:26] faces in the customers [60:28] you call the recording up and like press [60:44] one oh yeah where it's like you know [60:46] you're doing a thousand faces in the [60:47] customers [60:48] you call the recording up [61:09] i've been like press one oh yeah we can [61:11] call you two twelve and twelve oh one [61:12] races and the customers [61:13] and you call the recording up and like [61:15] press one oh yeah we [61:17] can go between twelve and twelve [61:18] thousand faces and the customers you [61:19] know you call the recording up and like [61:21] press one [61:21] oh yeah we can call you 212 and 1201 [61:23] right using the customers [61:24] you call the recording up and like press [61:26] one okay where it's like you know you're [61:28] doing a thousand faces and the customers [61:30] you call the recording up and like press [61:47] one oh yeah we can call you two you're [61:49] doing a thousand faces in the customers [61:50] you call the recording up and like press [61:52] one oh yeah we can go [62:02] between 12 and 1201 faces in the [62:04] customers you call the recording up and [62:06] like press one [62:07] oh yeah we can call between twelve and [62:08] twelve thousand faces and the customers [62:10] you call the recording up and like press [62:18] one [62:22] yeah we can call you between 2 000 faces [62:24] in the customers [62:25] you call the recording up and like press [62:26] one oh yeah we can call you [62:45] you call the recording up and like press [62:46] one oh yeah we can go between 12 and [62:48] 1201 right [62:57] now it's not that right you call the [62:58] recording up and like press one [63:00] oh yeah we can call you between 12 and [63:01] 12 0 [63:08] one right you know it's not that right [63:10] you call the recording up and like press [63:11] one [63:12] oh yeah we can call you 212 and 1201 [63:14] right it's not that [63:19] right pull the recording up and like [63:21] press one oh yeah we can call you [63:23] between 12 and 1201 right you know it's [63:24] not that right [63:25] you call the recording up and like press [63:27] one oh yeah we can call you 212 and [63:28] 1201. [63:43] right you know it's not that right you [63:44] call the recording up and like press one [63:46] oh yeah we can call you between 12 and [63:48] 1201 right you know it's not that right [63:56] we're a merchant up in like press one oh [63:58] yeah we can call between 12 and 1201 [64:00] right you know it's not that right [64:14] we're a merchant like press one oh yeah [64:17] we can go between 12 and 1201 right you [64:19] know it's not that right [64:20] we're a merchant bank and it's a bit [64:21] different which is more like a family [64:38] the banking model one right you know [64:40] it's not that right we're a merchant [64:42] bank and it's a bit different [64:49] which is more of a competition between [64:50] 12 and 1201 right you know it's not that [64:52] right [64:52] we're a merchant bank and it's a bit [64:53] different which is more like a family [64:55] banking [65:02] model it's not that right we're a [65:04] merchant bank and it's a bit different [65:52] which is more like a family banking [65:54] level one right you know it's not that [65:55] right [65:55] we're a merchant bank and it's a bit [65:57] different which is more like a family [66:02] banking [66:08] model it's not that right we're a [66:11] merchant bank and it's a bit different [66:12] which is more [66:13] like a family banking model which is not [66:16] that right [66:16] we're a merchant bank and it's a bit [66:18] different which is more like a family [66:19] banking model [66:20] but you know it's not that right we're a [66:22] merchant bank and it's a bit different [66:23] which is more like a family banking [66:25] model one right you know it's not that [66:26] right [66:27] we're a merchant bank and it's a big [66:28] difference which is more like a family [66:30] banking model [66:44] which is why i really we're a merchant [66:46] bank and it's a bit different which is [66:48] more like a family banking model [66:49] which is why i really believe it fits so [67:10] well with your which is more like a [67:12] family banking model [67:13] which is why i really believe it fits so [67:15] well with with your business [68:21] the organics right because which is why [68:23] i really believe it fits so well with [68:25] with your this is my or the organics [68:36] right [68:52] we are an older line we start off in [68:54] fact in the well with with your this is [68:56] my or the organics right because [68:58] we are an older line we really believe [68:59] it fits so well with with your business [69:01] model the organics right because [69:03] we are older limes [69:19] off in fact in the cattle with with your [69:21] business model or the organics right [69:22] because [69:22] we are an older line we start off in [69:32] fact [69:38] you actually start off in commodities [69:40] that's why because we are an older line [69:42] we start off in fact in the cattle [69:43] we actually start off in commodities [69:45] that's why because we are an older line [69:47] we start off in fact in the cattle [69:48] we actually start this is now or the [69:50] organics right because we are an older [69:52] line we start off in fact in the cattle [69:53] yeah with your business or the organics [69:56] right because we are an older line we [69:57] start off in fact in the cattle [70:29] we actually start off in commodities as [70:30] well because we are an older line we [70:32] start off in fact in the cattle [70:34] we actually start off in commodities [71:02] well we built our business around mine [71:04] we start off in fact in the cattle [71:05] we actually start off in commodities [71:07] that's why we we built our business [71:10] around [71:32] commodities and and from there we went [71:34] to we actually started off in [71:35] commodities that's why we [71:36] we built our business around commodities [71:38] and and from there [71:53] we went to batting as a result of the [71:54] head commodities that's why we we built [71:56] our business around commodities and [71:57] and from there we went to the bank as a [71:58] result of the head [72:06] that's why we built our business around [72:08] commodities and and from there we went [72:10] to the bank as a result of the hedging [72:11] yes that's why we we built our business [72:13] around commodities and and from there we [72:15] went into banking as a result of the [72:16] hedging [72:17] that's why we we built our business [72:18] around commodities and and from there we [72:20] went to the bank as a result of the [72:21] hedging [72:26] so that's how we we built our business [72:27] around commodities and and from there we [72:29] went to the bank as a result of the [72:30] hedging yeah so that's why we [72:32] we built our business around commodities [72:33] and and from there we went to the bank [72:35] as a result of the hedging [72:53] yeah so that's why we built our business [72:55] around commodities and and from there we [72:56] went to the bank as a result of the [72:57] hedging [73:01] so that's why we built our business [73:03] around commodities and and from there we [73:05] went into batting as a result of the [73:06] hedging [73:07] so that's [73:17] the what businesses around commodities [73:19] and and from there we went to the bank [73:20] as a result of the hedging [73:28] so that's why we're the number one [73:29] company our commodities and and from [73:31] there we went to banking as a result of [73:32] the hedging [73:33] so that's why we're the number one [73:44] company [73:53] as a result of the hedging so that's why [73:55] we're the number one company about [73:56] hedging and commodities which is why as [73:58] a result of the hedging [74:00] so that's why we're the number one [74:01] company about hedging [74:15] commodities which is why i think as a [74:17] result of the hedging yeah so that's why [74:18] we're the number one company about [74:20] hedging and commodities which is why i [74:21] think such a perfect fit but in terms [74:23] that's probably the number one company [74:25] about [74:25] edging and commodities which is why i [74:26] think such a perfect fit edging [74:28] so that's why we're the number one [74:29] company about edging and commodities and [74:31] we went to the bank as a result of the [74:33] hedging [74:33] so that's why we're the number one [74:35] company about hedging and commodities [74:36] which is why i think such a perfect fit [74:38] but in terms of number one [74:51] as a result of the hedging so that's why [74:53] we're the number one company about [74:55] hedging and commodity bodies which is [74:57] why [74:58] as a result of the hedging so that's why [75:00] we're the number one company about [75:01] hedging and commodities [75:19] number one company about hedging and [75:21] commodities which is why i think it's a [75:22] perfect [75:38] but in turn that's probably the number [75:39] one company about edging and commodities [75:41] which is why i think such a perfect fit [75:43] but in terms just you know in terms of [75:45] me you'll only [75:46] be which is why i think such a perfect [75:48] fit but in terms just you know in terms [75:50] of [75:57] which is why i think such a perfect fit [75:59] but in terms just you know in terms of [76:04] me [76:14] only bodies which is why i think such a [76:16] perfect fit but in terms [76:18] of in terms of me you'll only [76:34] be dealing with fighting such a perfect [76:35] fit but in terms just you know in terms [76:37] of me [76:38] you'll only be dealing with me and if [76:40] you [76:41] but in terms just you know in terms of [76:43] me you'll only [77:11] but in terms just you know in terms of [77:12] me you're hedging in commodities which [77:14] is why i think such a perfect fit [77:16] but in terms just you know in terms of [77:18] me you'll only [77:19] be dealing with me and if you have to if [77:21] there's some [77:22] terms just you know in terms of me [77:24] you're only in commodities which is why [77:26] i think such a perfect fit [77:27] but in terms of in terms of me you'll [77:30] only [77:31] be dealing with me and if [79:39] you have to if there's someone who's [79:40] just you know in terms of me you'll only [79:43] be dealing with me and if you have to if [79:45] there's someone else i want you to meet [79:58] they'll be with only be dealing with me [80:00] and if you [80:01] have to if there's someone else i want [80:02] you to meet they'll be with me [80:28] if there's someone else i want you to [80:29] meet they'll be with me [82:19] in other words if i say i've got a guy [82:21] who's like has a new algorithm that's [82:22] going to want you to meet [82:23] they'll be with me in other words if i [82:25] say me and if you [82:26] have to if there's someone else i want [82:28] you to meet they'll be with me [82:41] in other words if i say [82:58] i was like has a new album someone else [83:00] i want you to meet they'll be with me [83:02] in other words if i say a guy who's like [83:04] has a new [83:18] algorithm that's going to allow me [83:20] they'll be with me in other words if i [83:22] say i got a guy who's like [83:23] has a new algorithm [83:42] that's going to allow me they'll be with [83:43] me in other words if i say i got a guy [83:45] who's like [83:46] has a new algorithm that's going to [83:47] allow us to make an extra [84:05] seven basis points if i say i got a guy [84:07] who's like has a new algorithm that's [84:09] gonna allow us to make an extra seven [84:10] basis points [84:19] a month on the turn i'm not going to [84:21] take an algorithm that's going to allow [84:22] us to make an extra seven basis points [84:25] a month on the turn [84:34] i'm gonna say hey the guy that's gonna [84:36] allow us to make an extra seven basis [84:38] points [84:38] a month on the term i'm not gonna say [84:40] hey the guy is coming to allow us to [84:41] make an extra seven basis points [84:43] a month on the turn [84:57] say hey the guy is coming to allow us to [84:58] make an extra seven basis points [85:00] a month on the turn i'm not gonna say [85:02] hey the guy is coming [85:10] i'll have come with me or we can have [85:12] dinner once whatever it might be but [85:13] it's not going to be 30 faces there's [85:15] going to be me and only someone else if [85:17] i believe [85:18] that person okay can help with the [85:20] conversation if you only want to meet me [85:22] hey you know [85:22] we can just be the two of us but again [85:24] all i'm asking for is this i'm asking to [85:26] get married right now [85:27] okay i believe in starting small because [85:30] i know i can prove myself to you [85:32] if i was here saying to you i want all [85:33] your business fire tightened [85:35] because i know i can force this if you [85:36] only want to meet me hey you know i [85:38] believe [85:39] that person three faces there's gonna be [85:41] me and only someone else if i believe [85:44] that person okay can help with me and [85:47] only [85:47] or we can have dinner once whatever on [85:49] the turn i'm not gonna say hey the guys [85:51] come with me i'll have to come with me [85:53] or we can events a month on the turn i'm [85:55] not gonna say hey you guys come with me [85:56] i'll have to come with me [86:11] or we can have dinner once a month on [86:12] the turn i'm not going to say hey you [86:14] guys come with me i'll have to come with [86:20] me [86:28] or we can have dinner once whatever [86:55] okay but it's not going to be 30 faces [87:02] this [87:11] it's gonna be me me or we can have [87:13] dinner once whatever it might be but [87:14] it's not gonna be 30 faces there's gonna [87:16] be me [87:35] and only someone else if i believe [87:49] that person [87:56] okay can help with the conversation but [87:58] you only want to meet me hey you know [87:59] you believe [88:00] that person okay can help with the [88:02] comedy and only someone else if i [88:04] believe [88:05] that person okay [88:12] help with the conversation and only [88:14] someone else if i believe [88:16] that person okay can help with the [88:18] conversation but you only want to meet [88:26] me [88:46] hey you know i believe that person okay [88:49] can help with the conversation if you [88:50] only want to meet me hey you know [88:52] we can leave that person okay can help [88:54] with the conversation but if you only [88:56] want to meet me hey you know [88:57] we can just be the two of us but [89:20] but again it can help with the [89:22] conversation but if you only want to [89:23] meet me hey you know [89:24] we can [89:33] the two of us but again all i'm asking [89:35] for is this [89:45] two of us but again all i'm asking for [89:47] is this i'm asking to get married [89:55] right now we can just be the two of us [89:57] but again all i'm asking for is it [90:14] i'm asking to get married right you know [90:16] we can just be the two of us but [90:17] again all i'm asking for is this i'm [90:19] asking to get married [90:21] right now [90:37] okay i believe in starting small all i'm [90:40] asking for is this i'm asking to get [90:41] married right now [90:42] okay i believe [90:53] even starting small [91:03] because i know i can prove myself i'm [91:04] asking to get married right now [91:06] okay i believe in starting small because [91:08] i know i can prove myself to you [91:29] if i was here saying to you okay i [91:30] believe in starting small [91:32] because i know i can prove myself to you [91:34] and if i was here saying to you i want [91:36] all your business fire time [91:37] because i know i can prove myself to you [91:39] if i was here saying to you i want all [91:41] your business [91:57] because i know i can prove myself to you [91:59] now if i was here saying to you [92:00] i want all your business [92:19] do this do that right myself to you now [92:21] if i was here saying to you [92:22] i want all your business fire titan do [92:24] this do that right [92:36] right it's off to you if i was here [92:38] saying to you i want all your business [92:39] fire titan do this do that right [92:56] if i was here saying to you i want all [92:58] your business fire titan do this do that [93:00] right [93:00] you'd say get the out of here right [93:20] hey okay but i'm not saying that [93:38] what i'm saying is that i'm confident [93:47] you see a little the out of here [93:48] right okay but i'm not saying that [93:50] what i'm saying is that i'm confident [94:04] and if you just see a little bit of what [94:05] i could do okay but i'm not saying that [94:07] what i'm saying is that i'm confident if [94:09] you just see a little bit of what i [94:10] could do [94:33] we can use that as a benchmark saying [94:34] that is that i'm confident if you just [94:36] see a little bit of what i could do [94:37] okay but i'm not saying that what i'm [94:39] saying that is that i'm confident if you [94:41] just see a little bit of what i could do [94:53] we've been saying that what i'm saying [94:55] is that i'm confident if you just see a [94:56] little bit of what i could do [94:58] okay but i'm not saying that what i'm [94:59] saying is that i'm confident if you just [95:01] see a little bit of what i could do [95:03] we can use that as a benchmark to go [95:12] forward [95:24] yeah i'm asking for one shot a little [95:25] bit of what i could do [95:27] we can use that as a benchmark to go [95:28] forward so again i'm asking for one shot [95:31] 30 days [95:49] face and believe me you're gonna be a [95:51] client for life it's not fair enough [95:53] one shot 30 days and believe me you're [95:56] gonna be a client for life [96:18] it's not fair enough [96:33] perfect so let's open up the account now [96:35] there we go okay [96:48] that's a classic straight mindset [96:51] feels great [97:19] you

===FILE=== vSZNWkpBPUw - The Right Tonality  Free Sales Training Program  Sales School.txt
https://youtu.be/vSZNWkpBPUw
The Right Tonality ｜ Free Sales Training Program ｜ Sales School

[0:01] i'm jordan belfort and this is [0:03] sales school i never really bring this [0:07] up too often but this is [0:08] this great way of essentially [0:11] tricking your own vocal cords your own [0:14] brain into [0:16] mustering the right tonality if you're [0:18] having trouble [0:19] see what i what i see very often with [0:21] people that really you know aren't [0:22] naturally adept with this with tonality [0:25] is they think they sound good [0:28] right they they would swear that they're [0:30] applying the right tonality but actually [0:33] they sound pretty monotone [0:34] they're not applying the right tonality [0:36] and i'll even say to them like if i'm in [0:38] person training them one-on-one or in a [0:40] small group [0:41] i'll say right guys no you don't say [0:43] lower your voice so they're here watch [0:45] they'll say [0:45] you know now now the reason for the call [0:47] john something just came across my desk [0:50] and then they'll say repeat they'll say [0:51] now the reason for the call john is [0:53] something i'm like no [0:54] no i want you to pause at now and drop [0:57] your voice like oh [0:58] i got it like now the reason no no let [1:01] me explain [1:02] i want you to listen again i want you to [1:04] pause after now and drop your voice [1:06] they'll say oh i got it now i said no [1:08] listen to me now john reason for the [1:10] call [1:10] something just they'll say i got it now [1:13] and they go [1:14] now the reason for the car i'm not i'm [1:16] not kidding you by the way [1:18] many people struggle with this right [1:21] they [1:21] it's typically one tonality they'll [1:23] struggle with some struggle with almost [1:24] it's just [1:25] one so what do you do well the beauty of [1:28] this [1:28] is that you can actually trick your own [1:32] vocal chords and brain into mustering [1:34] the appropriate tonality [1:35] by using your body see your body [1:38] language the way you move actually is [1:40] interlinked with your tonalities so i'll [1:43] say this one [1:44] i want you to lower your voice and like [1:45] the reason for the call is [1:47] okay here's the one you i want you to [1:48] narrow your eyes [1:50] to slits squeeze your pinkies together [1:53] and [1:53] your your you have to be your thumb and [1:55] foot and and forefinger right [1:56] and say now the and if you it's almost [1:59] really hard to talk [2:00] loud now the reason you automatically [2:03] will lower your voice [2:05] you get it that now in your eyes sends a [2:07] signal to your unconscious mind [2:09] that shh and it's like well this is a [2:13] reason for the call [2:14] it interrupts what's happening in your [2:16] brain and it allows you to condition a [2:18] new pattern [2:19] you could do this for any tonality [2:21] you're struggling with [2:22] the way you do that is you break up into [2:24] groups of a's and b's you know [2:26] one person you talk about something [2:27] ridiculous like you know like whale me [2:29] like [2:29] you know this whale meets the best whale [2:31] me because you make it a ridiculous [2:32] topic because you typically can talk [2:34] certain [2:34] if it's not real so if if it's about [2:37] what you're actually selling [2:38] it trips your brain up so use an idiotic [2:41] concept like you know [2:42] this air is just the best air in the [2:44] wood it is the you get it right now if [2:46] you're selling air purifiers don't do [2:47] that right but the point is you choose [2:48] something that doesn't apply and then [2:50] the person watches you and notices how [2:54] you move your body [2:56] what gestures you make as you're [2:58] speaking in that tonality [3:00] and then they say okay hey when you when [3:01] you were talking certain you i do this [3:03] some people do this [3:04] and once you know [3:07] how your body [3:08] gestures for a certain tonality you can [3:11] work backwards [3:12] and you can apply that that that gesture [3:15] first [3:16] and the tonality gets triggered as a [3:17] result of it powerful stuff [3:21] remember tonality is the hidden or the [3:23] secret language of influence [3:26] without it you are like almost missing [3:29] you missed like half of your [3:30] communication [3:31] so please take this seriously make sure [3:34] that your tonality is on point if it's [3:36] not [3:37] do this [3:55] you

===FILE=== vjj9qOxGCgk - Tonality  Body Language  Jordan Belfort.txt
https://youtu.be/vjj9qOxGCgk
Tonality & Body Language ｜ Jordan Belfort

[0:00] here's the deal the magic moment was [0:03] when I looked at my 12 men Drake's as [0:06] the phrase goes and they were they were [0:09] so disheartened over what it was going [0:11] on they were disarmed they couldn't [0:12] close rich people I could Danny could [0:15] before that we'll be closing average [0:17] moms and pops and I realized what was [0:19] happening and I realized in this one [0:22] moment that I had a certain way of [0:25] speaking that I had taught to Danny [0:28] because Danny was a natural salesman it [0:31] was a way of speaking that was allowing [0:34] me to immediately take control of the [0:38] conversation at the heart of all [0:42] influence once you learned to control [0:45] the linguistic encounter you'll be [0:48] shocked at how easy it is to influence [0:52] now I'm not saying that when you control [0:55] a listing Cather you're doing the [0:57] talking that's not what I mean in fact [0:59] it's the opposite when you're in control [1:02] you're asking very smart questions and [1:06] it's the prospect that's doing the [1:10] talking you're gathering intelligence [1:12] but in those first few seconds when you [1:16] open up your mouth you got four seconds [1:19] and it in those first four seconds if in [1:23] those first four seconds that's a brain [1:26] fart right in those first four seconds [1:28] you don't establish three things let me [1:31] tell you what they are you got four [1:32] seconds of a conversation four seconds [1:35] you got to establish number one that you [1:37] are sharp as a tack sharp is attack it's [1:40] got to come out right away [1:42] number two that you're enthusiastic as [1:45] hell enthusiastic as hell and number [1:51] three and I said it before I'm gonna say [1:55] ten more times and I'll make you say it [1:57] out loud you got to be perceived as an [2:00] expert in your field as what [2:06] or what you want to receive as an expert [2:10] sell you an expert what's the word you [2:14] gotta be perceived as an expert you got [2:18] four seconds to progressive sharp on the [2:22] ball enthusiastic it must be good [2:25] nothing sells like enthusiasm and don't [2:29] say all people [2:30] I'm not talk about oh my god not not [2:32] that enthusiasm like it's so great no [2:34] I'm talking about 'old enthusiasm [2:37] enthusiasm that's just below the surface [2:39] it's a certain way of talking with a bit [2:42] of urgency in your voice that says wow [2:44] that [&nbsp;__&nbsp;] must be good it's not yelling [2:47] and flailing your arms not like a [&nbsp;__&nbsp;] [2:49] so I don't mean that sharp is attack [2:52] enthusiastic as hell an expert in your [2:55] field we want to do business with [2:56] experts you get hurt you gotta go to a [3:01] doctor who do you want to go through the [3:02] guy who graduated yesterday from Medical [3:03] School was a guy who's been doing it for [3:05] 20 years which 120 r--'s which one an [3:10] expert bingo [3:12] you go get a haircut before an important [3:15] occasion who you're going through the [3:16] guy who just graduated from beauty [3:18] school or the professional hair cutter [3:20] which one the pro professional experts [3:24] authority figures it's a sad thing [3:27] our parents my mother your mom your dad [3:30] our parents told us don't judge books by [3:34] their covers who heard that they did and [3:37] so the way we do human beings judge [3:41] books by their covers we make snap [3:45] decisions we see someone we size them up [3:48] we rip them apart put them back through [3:49] them boom [3:50] either they're you know on the ball and [3:53] perceive the right way an authority [3:55] figure an expert or they're a dullard [3:57] like sharp is attack enthusiastic as [4:01] hell an expert in your field you got [4:02] four seconds to do it and how can you do [4:05] it in four seconds well it's not the [4:07] words I mean think about it what words [4:09] could you really say in four seconds hey [4:13] Jonathan mom sobs doesn't it say what [4:14] the [&nbsp;__&nbsp;] is wrong with this guy he's [4:16] nuts there are no words no magic words [4:19] there [4:20] right words to say but how you really [4:23] allow that to come across how that comes [4:27] across is two ways and the first is [4:30] through something called tonality your [4:34] tonality there are certain tones that we [4:38] use now in human communication in [4:42] matters of influence there are ten that [4:46] we use again and again and again and [4:49] your watch we do it all night long [4:51] whether it's or I talk with certainty or [4:53] I talk with sincerity or I say well you [4:56] know it's a pretty reasonable thing to [4:57] do and the reasonable man tone is all in [4:59] certain tones that when you use them at [5:02] the right time see right now use them by [5:06] accident you like when you talk if you [5:07] feel certain you talk certain you can [5:09] actually use these tone on purpose [5:12] and you become incredibly persuasive [5:17] just by that alone because when you use [5:20] the right tonality while you're speaking [5:23] and this is true of everybody as I speak [5:26] you will narrate against me you'll say [5:29] what the [&nbsp;__&nbsp;] this guy is is that true [5:30] now I agree [5:31] but if I speak without tonality you'll [5:34] start that married if I use tonality [5:36] you'll zero in say what does he really [5:38] mean by that you start to hook into my [5:40] tonality and you give me control it [5:43] gives me control when I speak if I spoke [5:47] like this Vic all might be out you'd be [5:48] talking in your own head but when I put [5:50] the tonality on it force you to [5:53] unconsciously consider what do I really [5:55] mean what's it really trying to say we [5:57] try to give meaning to the tonality that [5:59] makes sense yes it happens through [6:02] tonality and when you're in person [6:04] through body language certain ways we [6:07] move our body how we stand how we shake [6:09] ends our eye contact not just how we [6:11] move our body but how we listen to other [6:15] people Bill Clinton President Clinton [6:18] was the best he would lie to us we love [6:21] them anyway because for that second when [6:23] we saw him you'd be like I feel your [6:24] pain he had this he was like great with [6:26] getting into what's called what raw [6:28] boom say the word what's the word louder [6:31] what's the word [6:32] ah the essence of all influence you take [6:36] control the conversation and then you [6:39] must get into rapport you must get into [6:44] rapport with the person and how do you [6:46] do that well there's two things that [6:49] must come across let me tell you what [6:51] they are [6:52] rapport is based on two core elements [6:55] number one the prospect in his heart of [6:58] hearts unconsciously he must be saying [7:01] you care that you care about him that is [7:06] something in your tone and empathetic [7:08] sympathetic tone your body language your [7:11] facial expressions and your words [7:13] because let's talk about communication [7:15] as a whole there's three types you have [7:17] tonality and you have body language [7:20] which by the way watch the the I'll go [7:23] over here let me just give you the [7:24] division here tonality and body language [7:27] make up about 90% you value this is 45% [7:31] tonality 45% body language and then 10% [7:38] is the words and there's different [7:40] numbers based on which study you read [7:42] but they're all around the same totality [7:44] and body language is the bulk of [7:45] communication the words are easy on a [7:48] silver platter your hands - when the [7:49] words they can memorize in a very simple [7:51] language pads but what really influences [7:53] what people don't get is that tonality [7:55] and bucks a load of my voice is [7:58] important this is really a tonality in [8:01] body language look at my hands the way [8:04] it's just it's so it's ingrained in Who [8:06] I am at this point of my life but when [8:07] you just start doing this what I do is [8:09] that you make what's unconscious in your [8:12] con as soon as it becomes conscious - [8:14] you start to implement and this is the [8:17] unconscious part of the straight line [8:18] it's really really powerful so you have [8:21] tonality you have body language and the [8:23] words and you know we hear about this [8:24] thing about you know charisma Jordan's [8:26] got Christmas he's got massive charisma [8:28] oh she does it in there and people say [8:30] that black I don't have charisma that's [8:32] a duck like mentality charisma is an [8:35] entirely learn herbal skill won't know [8:37] what it is how you do it [8:38] charisma is made for three things [8:41] effective tonality it's number one to [8:45] appropriate body language to number [8:49] three not sing stupid [&nbsp;__&nbsp;] [8:52] that's the third part which could be the [8:55] hardest part of all for a Salesman [8:56] especially especially once they start [9:00] getting further down the line meaning as [9:01] a sale goes on which is why we do pay a [9:04] lot of attention to the words that we [9:06] say we want to make sure that we [9:08] understand what our language patterns [9:09] are how you accomplish things we need to [9:11] accomplish in a sales or negotiation you [9:14] don't want to say stupid things right [9:16] number one they must think we care and [9:19] we should care by the way because you [9:21] know you're crazy if you don't want you [9:23] know trying to hurt someone number two [9:24] is I'm just like you then on some level [9:29] they just feel there's a commonality [9:30] that I'm just like you they feel a [9:33] connection

===FILE=== wDgnnCRufOI - Qualifying Customers   Free Sales Training Program  Sales School.txt
https://youtu.be/wDgnnCRufOI
Qualifying Customers  ｜ Free Sales Training Program ｜ Sales School

[0:01] i'm jordan belfort and this is sales [0:03] school [0:06] if you're a business owner you don't [0:08] need me to tell you that running a [0:10] business is tough don't let quickbooks [0:12] and spreadsheets slow you down anymore [0:14] now is the time to upgrade to netsuite [0:17] by oracle the world's number one [0:19] cloud-based business system schedule [0:22] your free product tour right now at [0:24] netsuite.com [0:25] wolf that's netsuite.com [0:32] you're not saying that [0:34] you're saying it in a way that makes [0:35] them laugh that makes them like you [0:38] and always ends things on a high note no [0:40] matter what [0:41] but you're not you're wasting your time [0:43] and you're wasting their time when you [0:44] pitch to people without money [0:47] and if they fill out a form [0:49] to call to speak to us [0:52] there's no [0:55] finesse like um like there's no magic [0:58] trick required here and since just hey [0:59] i'm going to join [1:01] if you recall if you requested some [1:03] information on our program you fill out [1:05] a call for a free whatever it was i [1:06] don't know what to add say whatever the [1:07] particular answer there's a bunch of [1:09] different answers for building right [1:10] whatever that end is you match up to [1:12] that end and the reason for the call is [1:14] right now i haven't blocked it in 30 [1:16] minutes okay so real quick grab the pen [1:18] and pay whatever whatever that's about [1:20] to open one but there's no one there's [1:22] nothing to think about here guys if [1:24] they're not receptive you know what i do [1:26] end the world [1:28] and then go on to the next one and then [1:29] we're gonna start we're gonna start [1:30] tightly stacking holes in other words [1:33] we'll start over stacking these slots so [1:36] when someone's not right for it it's [1:37] just click onto the next slot because [1:40] it's like a 10 to 15 minute leeway [1:41] either way right [1:44] so [1:44] but i i want you to really really [1:47] understand here that [1:49] when you're qualifying people for money [1:52] it's a very easy thing to do but it [1:55] doesn't always happen this is based on [1:57] what they say you ask the question [2:00] they answer it and based on their answer [2:03] you then go to the next logical point [2:06] all you're trying to say is x plus y [2:08] equals [2:09] eighty thousand dollars a year [2:12] ninety thousand dollars again this x [2:13] plus money husband plus wife [2:16] it's really x plus y equals a hundred [2:18] thousand plus [2:20] if x plus y equals a hundred thousand [2:21] plus i don't get how much credit card [2:23] that they have i don't care how bad they [2:25] buy their own mortgage [2:27] they have enough money to afford the [2:28] product they've been floating and [2:30] because the product makes them money [2:32] because by improving their results they [2:34] can pay for it by putting on a payment [2:35] plan [2:36] so in other words it's not it's not it's [2:39] not cash flow negative to them past 30 [2:42] days [2:43] because they'll make money from the [2:44] product by becoming better at what they [2:46] do [2:47] so in my mind i'm saying does husband [2:49] plus wife [2:51] equal enough money coming in each month [2:54] to have an extra few hundred dollars [2:56] floated out of the family budget that's [2:58] at the low point that's like the worst [2:59] case scenario [3:01] so if you're on a phone with a single [3:03] guy who's 22 years old he just graduated [3:06] at college okay [3:08] um how you you know so what are you [3:09] doing what are you doing since you [3:10] graduated school you know what kind of [3:12] work you're doing right [3:14] okay um where do you live you live at [3:15] home you get your own place right wait [3:19] how did you what was your life like were [3:20] your beliefs growing up about money and [3:22] what was your life going in the house [3:23] how was your relationship with money [3:25] here's a basic question guys what's your [3:27] relationship with money been like in the [3:29] past it's a coaching call right tell me [3:32] how is your relational money and success [3:33] been have you had any success in your [3:34] life have you struggled with money in [3:36] the past has money been abundant to you [3:40] so now you're coming from the [3:41] perspective of a coach [3:43] and they say oh i've really struggled [3:45] with money i haven't really had money in [3:46] my life from you know i've always been [3:48] broke [3:49] people tell me about that how's it going [3:50] oh i'm behind you my credit cards are [3:52] you done [3:56] that's why i said well let me ask you [3:57] questions you know the pro this [3:58] particular program the one that you [4:00] wanted to know about actually [4:02] on the lowest level it requires a [4:04] monthly payment of a few hundred dollars [4:05] that's been invested for yourself but [4:07] that's adding a price range i don't want [4:08] to waste your time or mine [4:10] okay however there is a different [4:12] program that's only 29 a month [4:15] but the guys [4:16] if this guy is in that position where [4:18] i've never had success i've never been [4:20] successful i have no money i'm from [4:22] [Music] [4:26] where [4:27] virginia was it thailand indonesia [4:29] indonesia yeah india where the average [4:32] monthly [4:34] um income is two hundred dollars [4:37] you cannot waste your time with these [4:38] people [4:39] that's what i'm telling 90 what's going [4:41] on here and jump back i want you to [4:43] focus on that today [5:04] you
