Wolf Of Wall Street Jordan Belfort Talks The Art Of Sales, Quaaludes & More

[Music] you're watching The Breakfast Club [Music] morning everybody is DJ envy Angela we shot I mean the guy we are the Breakfast Club we got a special guest in the building you may not know his face you know his name Jordan Belfort good boys good morning welcome this is who Leonardo DiCaprio played in the wolf of Wall Street right Leo is way more better-looking than you all my mother says not everyone says mother mother thinks that's a yeah well you have a new book out way of the wolf yeah and it's about straight-line selling and you're saying that all sales are the same yeah well what I've been teaching the UH the straight-line system for since 1988 flavored nuts was 30 years and this is in the movie you're going to the last half of the movie there's a lot of stuff about the straight line with the TV commercials I mean dude I'm really what I taught all these kids back and it allowed them to make so much money and I've been teaching it around the role for the last ten years it's really powerful system can help you basically sell anything to anyone and it's also not just for salespeople it's for any person because you know sales is life basically you're always trying to sell yourself get your ideas across people so it's a very powerful book so the way the wolf is basically the straight line says what exactly is great laughs Emma don't like selling is a basically a methodology that that allows people who aren't natural born salespeople which is 99.9 percent of the world right it gives you a way to approach a sale that a natural-born salesman see when I sell it's it's so second nature to me that when I walk into her sales account that everyone's the same to me because I know exactly I'm gonna do I'm gonna take control the conversation I'm gonna do a couple of things in certain order I do it the same way every time so what this book does it breaks down a sale and gives you essentially a formula for doing precisely that and it's so easy to learn reason is cuz I kids I taught back in the day they were kids right it weren't all that smart think I had any sort of paint-by-numbers right easy so and then what happened was after you guys know my story right I went wild and got in some trouble and then many years later I'm teaching around the world it worked in every industry and made people rich so why do you think the guys you were selling to him weren't that smart a lot of them just they weren't you know they were kids that really didn't say smart number one they didn't do well in school they didn't have aspirations that were like they were you know really money hungry and they weren't really smart you know when I see the words mean they weren't sort of overachievers like Ivy League Central my firm was you know I think what made Stratton so special was that we used to call the straight line the great equalizer because would take people who really never thought they could compete in the world and get rich and allow them to get rich they say people that were very content with making the amount of money that they were making and exactly but not I think so some of them you know I didn't grow up I grew up in a poor family myself so I didn't grow up with money right and I think a lot of the kids were the same they grew up is like you know middle low middle-class neighborhoods and they never were told by their parents they were gonna capable of greatness capable of achieving whatever they wanted right and they came into my company and then I taught them the skill the straight line system and it changed them and it made them more powerful allowed them to really go out there and become very wealthy right now yeah sure okay I read the part where you talk about tonality in the book yeah selling now MB used to be a salesperson he would call people up cold right on the phone tell what is it called telemarketer I would like for envy to practice that on you and then you tell him how you would do it sure okay so you go ahead and cold call Jordan hey mr. Belford how's it going this is Sean from Pell cold fuel how you doing this evening he sounds number one he's so far so good so it is he sounds good so far he's upbeat positive right yeah a few how you doing yeah you know that's very good well if you get the average people say hello mr. Beaufort this is see he said he was like the only thing that I would change in that okay is I add a tip and depending on what you're selling is that wouldn't call someone mister I say hey Jordan how you do it I call somebody first thing because familiar well also it's a lot of times you don't actually get the person on the phone that you want to speak depending on what you're selling right yes so when you say so hi mr. Bellefleur they know you're a Salesman if I say hey it's Jordan there then nothing's more personable does it his friend may be a sub so they get you get through the second thing and so far your voice is good and your tonality was perfect okay all right hey Jordan how's it going this is Sean from pail coal fuel hope your day is going great okay now watch what he done watch how good this guy is notice he said hey Jordan from pail Co fuel you knows I raised his voice up he didn't say pel khofifah help Co fuels a declaration hi that's a sentence that a question you phrased it as if it was a said hey pail Co fuel like right you know me you know me that's what yeah so that's he's got naturally great tonality so about the hundred people would say that only one he's that one that would actually use the right tone out where that comes from being a DJ I've been doing radio for 15 years you read every day but notice how like he raised his voice uh Belko so you're like I get do I know I guess I know thank God who is this like am I supposed to know this guy so you start listening very good then I won't say um whole meeting oil is going up right now and I got a great deal for you I can save you money close to two hundred dollars a year on hold meeting - now it's not like well I would take a little different approach I you know I'd say listen um you probably ever heard of my firm before what blah blah but what we especially reaching out the people in your area I would sort of tell a bit more of a story first and so if you have 60 seconds I want to share an idea of you got a minute so I asked for permission I say just take a minute got it got a second and I use the reasonable mantling not a minute okay like yeah sure why not if you're a woman I would say I hate a baby in the background I'm sure you're saving for college right now a big little bit of humor is always good as well attention to detail yeah but I think one of it wasn't one of the keys here listen obviously you have great tonality right and his instincts are correct and one of the things also is I if you use reduce I would have a script you know what you want to exactly that you always want to have a script say if telemarking you want to know exactly what you're gonna say before you say cuz when you know what you're gonna say then you can really focus on a your own tonality and be what the person is saying back to you so you can focus on their response and by how they speak you can tell what their level of certainty is how interested they are and so forth so then I would say I don't want to sell you anything I don't need your credit card in fraud it would not that type of company if you have 60 seconds will be in your area next week it just love to chop it up with you for a couple that's called the no big deal so there's no big deal she will be in your area next week no big deal so he's got all of its own so these so now notice is basically a core tonality x' he's got them all nailed right when you use those toenails this is really with the straight lines about that she's a subject just a chapter on tonality we just were there mastering the art of tone and bingo right so he's got them naturally and when you have those so I guess I'm guessing that you outperformed almost anybody that you were selling next day right absolutely of course you did right because when someone has those tonality zit just radically improves your results so what this book does is it actually breaks those tonality x' down and here's the thing everybody all of us everyone sitting here there's four people in the room five six and room every one of you has used these tonality x' at a certain point in your life you've all spoken like so it's no big deal or you've asked a question but you don't do it at the right time when you're selling so the idea is once you learn how to apply it to a sale it's just dramatic you become an expert very quickly it was a few a few bits from the art of tonality okay well like he gave a couple of real good ones right so another one would be sort of um lowering your voice to create a listen John the reason for the call today okay so I lower you lower your voice you don't away hey John Jorah hey listen reason for the call today and then and then okay how about closing so so what I'm gonna ask for the order I'll use three tonality x' and I hooked them together right the first one is called absolute certainty so when I'm talking certain it means you know it's great I'm positive about it right so I say you give me one shot and then I go and believe me now I go to through a natural calm tonality which is sincerity you will not be sorry then I say sounds fair enough and I use the reasonable man did you wanna tell everyone you worked for every one of those guys learned all this from me this I invented this in 1988 and I promise you every one that taught you learnt it was the straight line I'm the easiest sell though I'm a sucker I listen you know part of the straight line system right in the back half being so you have two parts of a sale right you have the front half is when you make your presentation you ask for the order for the first time now and it would be wonderful in the world of everyone would say yes but they don't people have three options they could say yes I'll do it no I'm not interested or the third one is maybe maybe is all the objections yeah let me think about let me call you back bad time of year right okay so once you get hit with one of those objections right that starts the back half of the sale when you get it with your first objection so depending on that person everyone's different we all have a certain set of beliefs about buying hmm some people are very hard to sell to something very easy to sell though I must I'm the easiest person you can sell me the Brooklyn freakin Bridge yeah I just love the buy stuff all right all the people with the exact opposite so with the straight line system what we do there is certain language patterns ago might you know chunks of words that actually could take someone's very tip usually very hard to sell to and you actually can lower their actions they'll change their beliefs in the moment and make them much easier to sell to so that's another big part of the straight line as well now you talked about in the book you said your number one asset and businesses is persuasion you say in order to create your great is destiny possible it all boils down to your ability to persuade I'm not sure how I feel about that cuz I'm the type person who I don't really want to do business with you you don't really want to do business with sure yeah I don't force you to do business yeah no I I might say the only skill use persuasion if I'm saying it's the most important skill because you don't suddenly give you an example persuasion sales it's like the salt on everything else it's those by itself listen you can't just if you just gotta sell and here's a good example when I was 22 years old I went into business real business for the first time I watched the meat and seafood company that was an expert salesperson just naturally but I didn't know the rules of entrepreneurship I didn't know about marketing I know about Cashel and I went bankrupt I was cuz I knew how to sell so I was able to create lots of selling but didn't know the other aspects of business right that was sort of like my education was when you fail you learn right next time went to business was in the brokerage business now I knew all aspects of business and I was able to succeed the point is selling is the single most important skill but not the only silly need and and by I'm not just it's not just me who says if you Google like Warren Buffett mm-hmm you wouldn't think they asked him you know what's the most important thing that you could someone could learn you think he'd say learning how to analyze markets pick you know what he says persuasion he says it because it without persuasion you war mode would be the most successful money magic no one ever heard of before because without the ability to share your ideas listen you're out you guys are all very successfully right what do you think it's your ability to communicate to get it's not selling someone product it's then your ideas your someone might not say yes right away your opinions whatever it might be the way you guys go about doing your business each day it makes people want to listen but we have earned that trust so when you know they've been listening us enough to know that the things we say are honest right you know a lot of things we have say well actually come true sure so after a while we've earned that trust so so when they hear us they're like oh yeah okay I can trust them because we have a history so now there's a very big difference we're talking about two things one is opening up a new customer and number two is keeping them hmm but at a certain point okay so over the long term you earn their trust by being right like giving good information by being honest ethical right and someone they can rely on but if you sounded terrible in the beginning you would have never gotten that far done a certain you get it you have a certain point to capture the customer then you prove yourself with everything else so again it's never just persuasion right but without the skill you don't get to open the door up but how do you deal with a battered person like I'm a bad a person when it comes to sales people like I automatically as soon as they start I think it's I say have a nice down I won't try sell to you one of the biggest mistakes that and this is in the sister you know this is listen not be impressed wasteful well the point is is that it's also about time management there is the biggest mistake rookie sales will make is they try to sell to everyone they speak to okay the reason why I asking permission do you have 60 seconds they say no okay I'm not see the person that's that closed off you're not gonna sell them anyway I'm not gonna try to turn around someone that doesn't want to hear about what I have to sell right that's like trying to shove a square peg in a round hole it doesn't work so what you're doing essentially is when you're selling is when you a sales person right they give you leads right they came from marketing so the purpose of marketing is creates leads possibilities that you could sell to right the sales person has to sift through those leads and find the ones that are interested and then the open to sell and then sell to them right partner the important part is to do that sifting and elegantly so you're not making presentations never gonna buy anyway so persuasion only works when people are already open to buying from you know not necessarily the point is is that it is obviously a continuous someone's completely closed off and not of course I'm not gonna try to sell that's a waste of my time and this you do encourage people in the book to use their persuasion tactics ethically I made the mistake of not always using ethically and and here's the thing the straight line system is you read this book it's really powerful stuff it is and you can misuse it and that's I caution people not to do that because I made that mistake and you want to yeah what did you once thought over and thankfully I was able to rebuild but many people don't they it's a death blow to them and I really in this system so powerful that I want to make sure that you use it the right way you'll listen success and ethics are not mutually excuse you guys said you're earning the trust of your people right and you do well that you can do both they're not one of the other what makes your estate will make sure persuasion tactics legal now and more ethical now as opposed to when you what did you back into there well the persuasion system itself is never good or bad in other words imagine like it's nice let's use a gun for example it's a gun good or bad well in the hands of a of someone that righteously is defending that let's say you're at your home and and people coming to rob you and kill you family and you you've a gun well that's a great thing you shoot people to protect the people you love right however a criminal going out turns a on on a clonal belltower and that's pretty bad so it's not the weapon that's good or bad it's the intent of the person using it same thing goes for persuasion you take the straight line system right the way of the wolf and you use that system to do good things meaning to help people get things they need to buy things they should be buying that's ethical if you take that system to use just to make yourself money you know yeah I'm gonna sell anything to anybody else care whether they need it or not I'm gonna manipulate them all over pal in my logic and reason an emotion that's not as have you everybody that you persuade it in the wrong way not ethically oh you know maybe once once here and there and they but mostly will laugh about it pretty much right now yeah well yeah well I mean for me at least for me I can't say but again I don't want to minimize exist some people lost money that sucks I wish they had never done that that never happened but you know I'm a big believer in that you can't change the past and everyone should want everyone here has made mistakes we all make this right it's what it's what you do afterwards you know do you live in your mistake do you want to do well on your mistake can be paralyzed by that or do you learn from that and you grow and become stronger I never get the itch to go backwards because I'm sure you can't train anymore but no I can't train okay yeah I just can't I can't own a brokerage sure but I could trade you trade myself okay are you still training everything no it's not so much the itch of train cuz I listen you know training it's a very dangerous game because you know unless you want to do it full-time and really watch there's people that are professionals right and they're watching every second so you have to really be up on the latest information to make money as a trader but for me the you know the thrill of it all was being in the mix of I had a thousand people in the firm and you're motivating them every day so you know I go out there on tour around the world and I get this you know seminars and stuff and I get to get that sort of energy where I'm with lots of people teach you in the straight line system you know when you're out there giving seminars you know do you still have growth that lets you sniffing you know I'm sober for a long time now you know but I as I always say and I would you do it all again I said well you know I would change some things but I wouldn't change the cocaine of hookers not yesterday on like on our major Fox issues of course you would know that the point is not because I like them so much listen I'm four I'm 55 now right I got a woman in my life I love my wife right and I'm pre-disaster I already got out of my system she knows I'm not gonna go out and do it again so what I do it again no but you know what that was it represents the life that I had and then now is part of me it's a platform I can help other people so but I would change the stuff that cause that hurt other people for sure but self-destructive behavior hey you know that was my life you know and I said it was fun at the time I won't deny that you know now you talk about trust a lot in here too yeah and I was trying to apply this to what it is that we do as far as music and this business industry there we're in and it's true like say for example jay-z comes out with the album all very familiar with Jay Z so we trust that okay we're definitely gonna go and purchase this album and buy it and listen to it it's a lot harder when you have a brand new artist that nobody knows to try to and that's how Charlemagne was talking about persuasion earlier yeah because we don't have anything to base that on just like when you want to get somebody to invest in something buy something it's a lot easier when it's a company that's established it has a good track record than something that we've never heard of yeah well I think the people that have not been heard of before right this their first time well that's why you want to put some stuff out there for free that's what free samples are all about right when a company is no difference in music when a company like a Procter & Gamble wants to introduce a new product they'll give out free samples to everybody right because if it's if they're if it's awesome it's great people will use it once and want to use it again so the idea is like for instance when I was going out there and first teaching the straight line system around the world now it's very well-known in the beginning when it wasn't so well known what I did I posted stuff on on on YouTube let I said let them have some stuff for free let them get a sample of it and if they like it and they see the value well then they'll want to learn a lot more and it'll buy so I'm a big believer if I was a musician I'd be putting free mix things I think they do put it all out there and you know it and sooner or later the right person you'll hear you'll say wow this is great then you get them on your show next thing you know they start building a following and that's how listen great because first of all the product has to be great if the props not gonna there you go so the end of the day it comes down to the prompt being great and that's what I said I don't think you should use sales to test it makes it much great sell even if it sucks it shouldn't be selling it okay the idea is still great things to people and help them and also in Chapter three the first four seconds you say that you have the first four seconds of an encounter to make an impression like for instance when we just did this exercise we did the telemarketing right instantly in those first couple seconds when he opens up his mouth to speak I get an image of what he's like is he sharp is he on the pole or is he how long your mouth for like this and you're like oh my god right we asked you our parents told us not to judge books by their covers but they did and so do we it's human nature you know that's the first thing you know my real name is rashon yes I always hit the Rio of because it's too ethnic say Shawn black no because most and in Long Island back in the day most white people would rather talk to white people ask them crackers what were you selling by the way back there whole meaning fuel Oh Minnie field oh my god you disgust 1994 yes Sean Casey from a home eating and that's how I saw do you think that would make a difference what what he was saying taking the raw off of his name okay if he was one of your client no ego you couldn't you couldn't do that in the brokerage business you have to use real names illegal there's legal ramifications for changing to get illegal each if you want to use a phony name get a change it legally like if somebody called it's over Sean no sadly he's right absolutely is right it's a sad thing I'm not gonna lie to anybody at the point no but this is not about black and white if I'm about if you're calling if you you always want to change the name say why because it's not because we're talking about likability meaning if I'm a felon if a black if I'm selling to people who are black then that than being black would be an actual advantage absolutely if I'm Asian I want to be like it's not any it's not racist it's like very prejudiced sir no no no if you're a white man and a black man calls you and you automatically I don't like oh no no no it's about notice you mister true no no you know one listen it's a sad reality to some point okay I'm the least prejudiced person in the world by the iGrow but there's a lot of prejudice white people like but no not you know but black people too there's a black it's not no it's not about black and white it's about like versus like any like so I'm in China they don't want to hear a white America tax they want to hear a Chinese accent does they wanna people want to speak be the same it's just it's about human nature it's not about skin color or if this is our Delta and I know it's a black person we have a different conversation it's just it's so much was going on everything but what you said about how some people are just naturally closed off like if I call somebody and I feel like I have to change my game and I have to be less black to appease you I don't want to no no no it's not about it's not about you see it's not about black versus white okay it's not or Asian or Mexican it's about its whoever you're a woman calling the woman's has a better shot than a man calling that's always like versus liking because people just associate based on similarities now it's so easy you have to change your name the people will not do business with you I'm talking to you seconds a natural inclination same college buddies always maybes on similarities so what people do is sales people though sometimes they'll do anything at the tip the odds in their favor so for those first couple of seconds but that will wear off it means by the way after those first couple of seconds you're judged on based on who you are okay not on your name okay but the point if you what he's saying is I'm not gonna lie to you guys there is this human nature and it's not about skin color it's about just like versus like man woman black white you know age doesn't matter so that's my point I'm not even appeasing white people listen one thing in the chapter the first for a second that I think people can learn from is show them you're worth listening to and I really believe that people run up on you all the time and they want to you know give you mixtapes and music whatever I can tell immediately wherever listening to their you know and and what that's about is again as if human nature is that we see someone we hear a few words we instantly size them up and we've been conditioned since we're a big little kids right to essentially we defer to experts when you were sick your parents took you to the doctor right so you know and the doctor said so what's wrong you told the doctor what was wrong with you if it was the nurse maybe you were a little bit more closed off so we would talk to essentially defer to experts so you want to be positioning yourself as an expert you want to be perceived that way well how do you do that it's not in the words that you say is something you could say to someone in four seconds hey I'm an expert they say what the hell is wrong with you right it's in your tonality and your body language that's what makes you come across as an expert very very quickly so there's certain ways that we do that with the straight line where you can actually be perceived as an expert even if you're not but the idea is that if someone's just getting started right and they want to be perceived as an expert yeah there's ways that you can actually appear that way even if you're not but you want to also be working really hard so you can actually walk you're 12 I don't want to make it like this were alive becoming the truth yeah you sure improved by action in the exam you know you talked about in the book about how human human communication is 45% body language is 45% but only 10% of words right well here's the point so here's the that's sure nachos in other words it's not that the words are the single most important aspect of communication but only when you say them see so often we're communicating without speaking mmm the perfect example is when you're talking to me right and I'm listening I'll be I'm welcome on my heart yup mm-hmm I'm giving you grunting ooh yep uh-huh he's little feedback I give you am i but it shows I get you we're on the same page we're on the stage other there's so much being said without words when you finally open up your mouth to speak and you say the words they better be right cuz if you say stupid okay you ain't getting so far and that's how you know somebody was really listening to you because you might be talking to somebody yeah exactly so bingo so what happens is body language in tonality are this almost this hidden language of influence they make an unconscious its unconscious communication you make a connection its own but if the words and the being rely talking you're not getting very far so it's about getting all three types of communication congruent with each other but the point is that very often we're communicating without speaking you know when you talk to traders and you talk to investors a lot of times I feel like they and the reason I feel that way is because I feel like that if they're that successful why do they need to take everybody's money to invest if they're doing so well you know and that's what always made me feel like sharing a full of garbage so it's a good question it's the old thing when you hear especially I get it a seminar when some guy goes I have the best trading system in the world right let me give me two thousand I'll show you how to do it well if it was so great I want you to put your own money to work and you'd be retired exactly and you're right so in that sense when someone says that to you like in a system oh let me sell you a system you say what this guy's probably full of crap right however in the brokerage role when someone if that's their job is to make get rich by managing people's money well that's how they make money knows their job is to make people's money so you know it's it's congruent so it depends on the context but you you have a good point once I always when someone is on stage and says I have some magic way for you to bonnie if it was so magical what do you need my but you know right so that's the you're 100% right can you speak on advanced body language a little bit more yeah well i mean for instance i mean body me right body language is such a powerful thing because when versus a man influencing a man is very different than a man influenced a woman so I would approach a woman I have different rules for instance without a man approaching a man I was with you I would never stand directly facing him we always corner all we don't we never because two men together is confrontational you corner off and you'll notice by the way go to any it go to a store and just wash how naturally men will always go it angles to the wall a woman you go face-to-face and the space bubble you don't want to go invade the space bubble that's one of the biggest mistakes that people make is when they get too close to you and they get in your face you know you never someone give you a mixtape like and they get you're like oh ya know weaponize your box yeah yeah so that's a perfect examples of by language but I think the most advanced by language that are I know of and I use all the time is what I just said to you is this Billy is a quote active listening and that is when someone at the PC people think that when you're communicating it's only when you're speaking and it's not true you're also communicating when you're listening when you listen to other people it's when they're looking at you and I you and your are yeah mmm-hmm so if someone's gonna here's an example when someone's talking about saying that's that's logical I'll lean back they talk about that family I'm like I lean into emotion I lean back right when and when you see a salespersons I've done that range for all the major companies right I taught in the straight line system I've seen sales people and I've taped them film them and a rookie will sit there and not move his body and I'm you're like it's like almost so the person can't close a sale why they're by language is so terrible they just sit still they don't move they don't have any right they don't know how to sort of interact with someone else like a human being like a robot so one thing that's very awkward is when you're talking to someone and the person doesn't have any reaction exactly you look at you so what do you say you say well this person's on the stand you don't get me I don't like these stuff you don't like them there's no commonality after situations of artists who went to go see different labels now she didn't sign with the label because the person was on their phone during the meeting you know didn't seem that interested didn't have their attention right there you know I spoke about likability before we spoke about accent right a name but it go it cuts so much more than that it's it's about that when some people want to associate and do business with those that they connect with in so many different ways so if we're saying you get me you understand me so it's not like we you say or artificial oh my god I like to fish tuna means I stop bullshitting you saying I'm a fisherman when I'm really not the idea is that when you're speaking I'm look I'm think I'm in your math yeah mmm I'm looking at your monster getting you I'm yup yup yeah it has such a powerful impact on the ability getting through a poor people now when you do it the right way here's another another trick electric bridge is a rule is that salesmen tend not to ask enough questions they'll go out there and they just try to sell someone without know everything brushes yeah and and you know the you know the cliches guy gave you two ears and one mouth you want to listen twice as much as you speak right well with the straight line system what I always do is we call intelligence gathering where you want to ask questions if you asked people questions they'll tell you exactly what they need exactly what the problems are and then your financial situation exactly and then you know then when I'm done asking the questions and I know everything I need to know I'll say based on what you said to me this is a perfect if you let me tell you that lo let me tell you why and now I'm actually selling to you because it benefit it's not one size fits all I'm here to ram something down your throat I know about you I've learnt about you and that's how you develop this exactly I've learned sometimes that our body language can be a little deceiving because sometimes people are naturally awkward and they don't know how to communicate but they end up being the best at whatever business it is that you're trying to do it then so here this is a great and this is one of the true beauties of the straight line system so I wrote this book probably for those people as much as anyone else because there are so many brilliant people out there talented people out there and you know what if they are off with their by language in their communication they have it's they it's so hard to break through because sometimes they'll turn people hope they never get to to show their stuff so to speak right and they'll end up dying with their music on your lips and that's in saying to me so you know with the straight line system this is the idea is that it's even if you're not a salesperson we're always selling we're always trying to you know convey our thoughts and hopes and dreams to other people right so the idea is even if you're not a salesperson you want to become good enough so that you can get your point across to people so it's not that is that doesn't hold you back so this book will do that it'll get you to a point you know you don't to become me you want to be your best self so at least people will listen to you they'll hear your ideas and you'll see I mean it what it does for people it was liberates them because is here's the truth people who are like that they're awkward they they don't really feel comfortable communicating you know they do they shy away they stop they won't they'll live in a box and no and they'll go out there and you say you're so talented once you go out there around no because they don't feel comfortable doing it so when you learn the straight lawyer almost makes you more assertive because you know that you say now I have the skills to go out there and I can actually express myself and people will become more successful just not because they're selling something because they're able to show themselves and you know what you say that always and this always works on me I know it because I actually like to spend money too and shop and all of that but people buy off of emotion and then justify you later on with logic yeah so that's well here's the perfect example of that right so whenever I'm selling someone I will not try to hype them with emotion first or because you know you have something in your head it's called your brain is your detector if someone doesn't make the logical case first right and they try just hype you so you might start getting accepted in your brain saying once something's most be like you're not adding up so what I do first I'm very careful before I try to impulse YouTube actually buy with emotion right I'll make an airtight logical case first satisfy someone's logical one once you satisfy the logical brain you then free that person up to be moved emotionally makes it very easy to move them emotionally so in order to close at the highest level you want to have both logic and emotion so it's logic first an emotion second that's how you close you know anything big I never buy on the first listen I always I always have to come back because I feel like with a salesperson most of the time their first pitch is not their best pitch you know cuz most of the time they're selling high and in the second time they blow well you know what I just thought about it I can do this which is always a lot less whether it's a car or a home or whatever maybe stocks and bonds or trading that's what it always seems like with salespeople well you know Alissa that so here's the thing so every product has its own best sale cycle some things are best sold in two shots right if you're a real estate broker and you're selling homes I don't think any real estate broker has the illusion I'm gonna go take is gonna buy the house in there for me this is not what you do is there right you want someone to have time to digest the shop around right and there are other items that are you know aren't quite as expensive right in the nines is important to someone and you can get someone to purchase on the first go-around so what I always recommend is listen you have to be you have to be smart know what you're selling and then you want to test out what is the best number of visits should it be two times I meet someone should it be three ton should I what's my alkyl or am I looking so when I meet someone for the first time maybe I'm not looking for so I just want to introduce them to the concept I want to send them some information get them from know your develop trust cup and then set up a second meeting all right and then on the second time I then expect to close the sale there's nothing it could be the third time as well right beyond three times the downside sometimes it's very hard to get in touch with the same person twice especially three times right so there's a trade-off there but you're a hundred percent right so it depends on what you're selling and you want to test that out I won't test I'll try to close in one call and then I'll say let me try to close in two which is a higher closing rate and so forth so you want to test that's not nice it's all in the book it's I really like all this stuff out and the key is you know you know what I think a lot of this stuff is logical and it's a lot of stuff that you kind of do every single day but don't think about so what I do is I make that a conscious system and once it's a system you can almost and you and you it allows you to be your best self every single day that's the key to the straight line what is the magic bullet you speak of discovering the magic bullet explain other people yeah so the magic bullet I would say on the back end of the system is something called the action threshold when I spoke about this before we're so for instance there's people like me who are very easy to sell to right I believe that I want to buy quickly I'll make decisions I'd love to buy right it is people like my father who is the toughest not the crack and yourself he's like just he is not easy and the difference between my father and myself is this imagined certainty right it's all about certainty selling right so imagine a 1 means you think something you it's the biggest piece of crap in the world and I'm absolutely certain it's the best product right you want to be close to a tennis possum right you want so for me I don't have to be absolutely certain to buy I could be 7 7 oh boy right my father he's gonna be in a 10 and damn sure of it right so what so the way I would sell to my father is I'll try and get him as close to a 10 as possible but then there's things that you could do to actually lower you can actually change someone's beliefs in them in the moment and actually take someone's very tough to sell to and make it a lot easy to sell to them and the way you do that is a language pad in it it comes down to how people actually make decisions and just very quickly here's what happens so before you buy or you point showing you guys you run these parallel movies you say well if I say yes and I get the benefit how what's the best outcome what's the worst out then we always say what's the upside what's the downside right and what happens to people like my father and they start running the downside movie they're like oh my god if I do this the world will and they're like the glass is very half-empty so they get like pessimistic a scenario their worst case they ever use some long-winded movie they run where the world's gonna if they do this it'll be terrible they'll lose their money they'll waste their time if I steal the credit card number everyone if you're an idiot they'll be embarrassed there but me I'll say activate doesn't work someone like I don't run a long downside movie and if I'm give an example I lose I'm some golf I play golf occasionally right so I'm more of a testiment played golf was it all right so I was out there walking through the airport sometimes should I sell some golf in traffic I knew the thing was a piece of crap wouldn't work right but when I said how much it was $59 so I said what's the worst thing that's wrong I'll throw the thing out but Wow if it does work and I imagine myself that I'm on the 18th tee of like I'll Guster and I'm hitting a perfect quarter and I actually run the movie about things working out at this long pause and moving in a short negative movie my father is the opposite never allow himself to feel good about the future it doesn't future pacer decision he future places that it goes wrong so what you do is you use language you actually change that movie so I'd say to someone what's the worst that can happen let's say I'm wrong let's say you buy this thing and you don't like it let's say it's there's a guarantee you can return it in seven days it's not gonna destroy your life but on the upside it if this is even half as good as I say it is what you'll get is a and I start giving them the benefits they never do they don't run that movie and I don't know one second you give them all those benefits and actually lowers their action threshold and then you ask for the order getting you closed them now you don't know what to ask - you mentioned that the 59.99 so when people do that is it better to round up $60 that we have or is it make you feel getting a deal even though listen people they proven okay they've tested this stuff out and someone says fifty nine ninety seven they make more sales than $60 whatever ridiculous you know and you know you watch Mad Men a TV show man this is what those guys did they pass this stuff you know scientifically and for whatever reason the human brain we look at six at 69 97 is better than 70 hours a lot of stuff was like sort of taken from billions billions I got an annoyed the first season because they were talking like in too many parables like everything was about like you know you don't pin the tail on the doesn't called don't take down a king by oh my god in the beginning I wash it a bunch of times I don't watch it anymore because it's you know I've seen it so many times but sometime that lived them I go oh my god I come it'll embarrass you and you see yourself or you hear yourself the quaaludes yeah so listen it's a it's a great movie it is and you know in some ways if you watch the movie that last after the movie a lot of it is about this book the straight launch systems all - infomercial the book the Ferrari the Lambo oh yeah I had not those particular yeah I mean I take it they first got rich I was 25 really rich right 24 what's the first thing I bought a white Ferrari Testarossa you know wipers Don Johnson have won a Miami Vice yeah I like is you know when you're a kid you don't have money growing up and you watch TV you see how people live right I want that I want to live like Richard Gere in Pretty Woman I like living all my adolescent fantasies including doing massive amounts of drugs every single day right and you know I just wouldn't wild I mean you know and I at the time it's interesting obviously things that makes sense at 25 don't make a lot of sense back then you know I mean it just was you know it was just just seemed like that's how I was doing things it was the way it was like Animal House in a brokerage firm we don't have Ferrari because it was in that movie you know and went up in price like oh I know and it's shadow I know that same Ferraris actually on sale right now yeah you know some life by Ferrari yes so one was selling life with the original papers yeah $75,000 I don't even know what quaaludes were until I saw Wolf of Wall Street's when I realized that was Bill Cosby's drug of choice oh yeah Wow those they were really good thank god they're illegal thank god they're not around and anyone's like miles say oh they they would give you this euphoric feeling yeah I don't see what you look like a lot of people but when you're doing them you like I think I like ecstasy and Marley garden no it's nice you know because it's not like that it's more like imagine okay imagine like taking ten beers mm-hmm and boiling them distilling it down to like one like like you know this like regular thimbleful then injecting it in your mainline and you're like buzzing it's like this unbelievable euphoric buzz that you get and it's thoughts like I always say always explain to Leo right you know Leo has never done drugs and it explained it is four phases of a quail right you start off is you have the tingle phase right the tingle phase when you take him 15 minutes later your fingertips thought the thing was like this really euphoric tingle and you love the tingle things they have to die you get into what's called the slur phase so you stop talking you're like I love you yeah I love everybody and you're slurring your words but you're like that slurring is okay it's fine baby slur ice that's all good right then you go from there into the drool phase where you're walking around and you're drooling it's done but you know it's a little bit of drooling and storming no big deal then phase 4 is unconsciousness rises so that's what you just fall asleep because they they really are sleeping pills right so what in from there you do coke to wake back up and this is what I was doing so you're like oh we're down sober I'm so good 20 years right now so I would never go back to that life but that was what was happening thank you for stopping was you guys thanks guys you're awesome Breakfast Club Jordan Belfort [Music]

Channel: Breakfast Club Power 105.1 FM

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Keywords: the breakfast club, power1051, celebrity news, radio, video, interview, angela yee, charlamagne tha god, dj envy

Id: GGBxsS3fNPQ

Length: 43min 18sec (2598 seconds)

Published: Tue Oct 03 2017