hey you've been mentioning a lot about wanting to do a movie night and your
theater and I think tonight's the perfect night for it I even brought over
a movie I got it for my grandmother for Christmas but we can watch the wolf of
Wall Street yeah yeah that movie has the f-bomb what on some of their movie but I
wasn't expecting anyone hey buddy hey doing listen sorry to
bother you but my car around the guest right in front of house is a gas station
about a mile and half way could you give me a quick ride there holy crap dude
wait are you what are the courses are you Jordan I am I am yes I am dude you
would yeah load that up now we have to watch the movie two left's trillion
brilliant I do have one question Zack why are you skipping I'm excited
excited he skin okay so yeah let's jump in the car one of the questions I do
I've been when I saw that movie I was like could this possibly happen to want
a man that stays most of it and you're like the parts that you probably are
wondering if the true they are true some of this stuff stop and most of the great
boat capsizing the brain grant diaval true all true yep and look at a
Lamborghini all right well you know you know this even to Lamborghini right well
you should let me try because way to say I remember you curse the chairs are
happening twice right there's no shit right you're a good salesman I am right
believe me you might rush I might drive the first one and then from Miami next
time was never going was that that was the cream anyway it was true but listen
it wasn't a Lamborghini was a Mercedes so was it your way ludes or what was
what made of like well Oh exact words but it was the original real real quills
like these ultra strong 12 1978 that were had a delayed fuse long story but
it was a good one yeah do you remember trying to drive the
lemons I remember it like it was yesterday but I also could say that I
could pass a lie-detector test I don't remember hitting one car like I said
I'll see you nowhere for you then we just went home and then you are I was
like thank God I made it home that I had no idea to this day I get passed a lot
thanks I don't remember what happened I really don't you know what before we
jump in it well I'll jump in the car but afterwards I want I want to ask you a
couple questions you'd come on my my little radio show did he guess so in the
movie question for you how did you help in terms of were you on
the set just at the end because you know listen there's a movie watching movie
films got a boring actually it's very slow right it's like he was watching
paint dries so but at the end I was there and I worked really really closely
with Leo on the scripted on the hour you know really good she wrote the book yeah
well I wrote the book Terry went there a great ride I wrote the script and I went
and kind of we wrote the actual courtroom scenes with uh all the stock
stuff but Terry was amazing great a great job
so now you're where you're in you're here in LA yeah I'm gonna back by the
features out there yeah nice you've been all over I was reading you give it in
Australia for a while you lived obviously you're from New York right
that I ran today for four days Wow speeches that I write yeah you're gonna
take it up yeah absolutely I used to say that my movie was a I think everyone but
I ran North Korea now I guess just North Korea was wrong nice so what at this
point in your life is it all excitement is it travel adventure
you do like are you back in business I know you've got your sales I consulted
consulting and programs fortunate that you know make this has been great with
speaking consulting and uh you know give them certain points the whole party
craziness like that is a good memory right but you know the things that makes
that's a twenty five don't make as much sense it's good fun right but so I look
at back at those days you know saying yeah okay but now I got a little married
I got a great woman in my life so very happy you know but I'm always working on
so I was a project I'm working I can't just race it's still for more than a
couple of days I go nuts right is this is good
yeah this cars pretty fun
all right that was a good drive by the way guess what is on the bookshelves
here ah there you go this is a new one you wrote it is yeah you four how many
of you written three three so at one point you make 22 million dollars in
three hours on this IPO of Steve Madden the shoes and then you need to open up a
Swiss bank account to put all the money in so you put it in an aunt's name but
your aunt didn't know about it right you know but then you go on this boat and
you're you get word that your aunt died none of the timeline all right no that's
the movie and that's that that's the movie okay now all those things happen
but they're not didn't happen that order and the the real leary yacht capsized
yes the real purse is much better snout so in the movie I'm on the yacht and I
get news that my aunt died and I have to go back they have to leave tonight and
end up getting into the storm that's not what happened well that was I had my
yacht in Rome for a vacation I was warned to go to Sardinia and I was
addicted to Queens in a big way right okay and you named every drug in under
the Sun right and I got into this frame of mind that you sometimes get into when
you take ludes where short acquaintance well I call it I lose I called the
movement phase yeah like this there's the ticking phase when you first take a
quail you figure tip stick when you feel you're for you then there's a slur phase
where you slow your words and you say well okay so I love you slurring is fine
right then you get to the drool phase when you're drooling like get off but
you're okay joins good it's kind of a lamborghini scene in the phase 4 is
unconsciousness right however the robbed is good there is a
fifth phase which of defens once in a while called the movement phase that
means you get like the drug-induced equivalent of ants in your pants you
can't sit still it just so happened that as I was heading down the hill to
portage a marathon where the yacht was I found myself in the movement phase and
there were Whitecaps in the harbor and when we got to the boat the captain says
we can't make the crossing this is a storm and I said I have to cross or I
will die because I mean I just I could not sit still and I convinced the
captain unfortunately using my powers of persuasion or persuasion did you wrong
right correct that I could ditch the take the boat as I said if I I said I
said captain mark if we sit here I won't buy in this so I says all right we will
break some plates and will we make you those will make it but it's gonna be
really bad so let's do it it seemed like a great adventure right
so I went up to the top deck took formal eludes fell asleep woke up and I was in
50-foot waves and the rest of this is a list if the footwell label it was just a
freak storm kicked up in the Adriatic and we ended up getting rescued by the
Italian Navy SEALs which was amazing and then what happened was they took us to
Sardinia so not to interrupt you but where the loot quaaludes strong enough
that you were sleeping part of the time when there was 50-foot waves no no no I
was thank you up nose I've been in a big storm an ocean that'll wake me up I was
an expert at something called balance like I was treating my body like a human
pencil for 20s on the years right but back in the day I was like a petri dish
I would take ludes to mellow out cocaine to wake up so I was balancing between
ludes and coke that day so I was awake for the whole very proud of that
probably not the Buddhist meaning of balance balancing right and and and so I
was awake and loving it because I wanted this I was so happy that the boat was
gonna sink because it was so expensive it was so sickening this is great and
they're like oh shit we might die oh my god oh this is not so great then you
remembered you were on it right like wait a second we got rescued and then
what happened was so seven days later we'd all had to buy everyone new clothes
because all clothes went down with the ship right the only recipe was a
quaaludes thank God and then the boat was going now no I sent my friend down
for those they were in they were in the downstairs cab and I said my friend you
handle it just know that Dallas I said Rob you get the dilutes you know so Rob
go run us down he comes back it was the cabins flooded I can't sacrifice your
life oh my god medically she'll back okay goes right you're right you're
right he goes down there nothing I go downstairs I he see me standing at the
top of the stairs with his pants down as I was pissing on the carpet what do you
do I always want to do something like this I just go get the lose right he
goes downstairs he comes back up a minute later I couldn't do it I got
shocked the wards electrified I looked at my said soldier
I said you fuck yeah I don't unless like did he get shock always
being no walls gonna come right down there so you wait you're writing it's
like I'll do it he goes what if I do I get my fat breast job just promise me
I'll do it more if I said I don't know wife you tube restaurant pay for the
breasts Rosie show this is so not like the movie where you say will you take
care of my wife will you get her a breast why do you want to have a breast
breast job anyone he was cheap so you said if you pay for that my death will
be meaningful okay so he goes downstairs comes back up with a bag of ludes and
third-degree burns and scare up in his yeah right and then ten days later
here's the eyes of ten days later uh ten days later we go to battleship first
right then we take some more loads does it seem like we should do that right and
then we went to the college vote by hotel the world's most beautiful
expensive hotel where you like that you take an olive it's like that but guy
with a microscope ten dollars on your bill right so check that of their ten
days later right it's like seven hundred thousand dollars later right eighteen
people was nuts right so anyway I bought everyone brand-new clothes right now
this is the second time to my wife lost of her bags the stored in the one run I
want to get no point going this is great well how's my wife originally when we
were getting on the plane they drive to got put a bag bags on the plane I had to
buy her new clothes so before he got to be out we stopped in Rome went shopping
got a new clothes and then those book pull them down with the book so their
clothes sank whatever your new clothes in Sardinia right and then you went it
was the hotel the $700,000 hotel for that yes at that so then we went we had
bought buy clothes mood was only like Gianni Versace there's a copy a wall
purple and picked all right so far the last day of the of the of the trip right
I had this great idea you know what if we bring all this shit back through
customs we're gonna be asshole my name is no a watchlist already I'm
like let's just ship it all back to the ancient one use a toothbrush and other
it was going on a private jet home great idea right so we all box up our shit we
send it off back to the United States next one wake up you go to the hotel to
the airport no plane oh no play now this is back before cellphones right yeah
just beyond and no one spoke any English and after about an hour I was going
crazy because I out of loops now no reason to be away from home anymore
without the ludes right all of a sudden so a little Sardinian midget comes
scampering up to me literally a midget dint you guys throw midgets on the movie
we poke out one midges they threw midges after I left I was not involved that so
don't call me so anybody who is midget you know I don't don't but please okay
hey but the point is is that he says mr. Bellefleur look like those plane crash
I'm like what but my plane crashed ten days after the yacht sank okay and like
it took off let it boil yep one friend's seagull in the engine gone a seagull hit
your prize yeah yes oh I lost it lost the plane we got we got to say so ever
say i seek your plate your alien yacht sunk hit by a seagull
so then pilot slip thank god did you ever like wonder if there is rick
something in the past life that's all right well no there was didn't make some
great analyzation that day so after that happened i we left stuck again with no
clothes in italy and i have to get out of italy at this point sweet we took a
plane to London a commercial plane we end up in the royai port Gatwick go to
the but yet close on the pole-zero Sachi they had like purple and everything but
the irony you know okay that's all crazy drug addiction is is that at that time
you think I came okay obviously God is telling me my life's out of control I'm
doing there's something not right here right right
everything then say I'm doing drugs all the time exactly no I went even crazy
the next in other words my use it as a sign you have a party going on right it
was a year later that I got sober finally Wow yeah yeah so that's the
that's the true story about the yacht doctor true story of wolf of Wall Street
you heard it here and by the way I heard chance the rapper said today he wants to
hang out with Drake because Drake has an exciting life chance you probably wanted
to be with Jordan Belfort in the wolf of Wall Street let me drop
the call because who knows what's gonna happen right back ups okay so I stand
that all right so that's good so but you know here's the thing though I'm sober
now for over 20 years yeah and that was a miracle by the way
and it was it was something that changed my life
but when you're in that headspace you couldn't rationalize anything yeah you
could just like acid ours you know nuts not probably I'm going to the bathroom
shitting it's green you know my nose is bleeding
it's a disaster yeah you're saying oh it's not like like you just you know so
in addition to having this amazing life you also are a master at sales so people
watching I get a lot of entrepreneurs keep in mind that pretty much
everything's about persuasion the end of the day I mean you're always selling
yourself but I mean I think that there's so many people out there that have great
ideas you can great concept to them on but if you don't know how to verbalize
that or express it to someone else it gets locked and saw do you you know you
can't express that value that great this is and you end up dying of your music on
your lips it's really frustrating thing to go through life that way so now this
is something pretty rare I rarely do interviews with a ton of notes but I
found your book and story so interesting that I was like I got I'm gonna do extra
detail so you did homework maybe I did homework well I read the book I like to
I try to read a book a day and this was my book of the day okay
so best you're a best-selling author as people know the book though the movie
was adapted from your book Leonardo DiCaprio plays you it was nominated for
an Academy Award for Best Picture it's an amazing story it also has the
most uses of the f-word in any movie 569 is that right see the 500 and the night
of five six five hundred plus was that because you are from New York and people
in New York just swear a lot combination of New York and Wall Street together is
a deadly combo I think the most common word is the epic except for the word
thought so it's you know neck and neck if you would have had a sailor story
that would have been you can combine Wall Street New York and sailors so for
those people I think almost everybody's seen this movie but you work at first
for this LF Rothschild working for a guy Mark Hanna and you got
into the whole sex rug raw sex drugs and rock and roll world of Wall Street why'd
you leave well he's the movies a bitch is a bit inaccurate
that says that why not was it LF real jobs a training right okay and in the
movie at the pitch be or being this sort of bright-eyed bushy-tailed ethical guy
said can't we make our clients money to write birthday and then the next scene
I'm at a strip club snorting coke right
that you know that that the evolution of the human spirit took about by two and a
half three years so at the time I was you know young idealistic kid I wanted
to make a lot of money I was married to my first wife she was a great lady
but then my first day is an actual stockbroker was October 19th 1987 oh wow
yep the market crashed black black black Monday and I watched in shock and or as
the market went down 509 pointed a single day and watch out for people
committing suicide back man any brokers wrong if one or two jumped out they
probably jumped anyway but the point is everything around them all right but the
point is is that Wall Street basically shut down for a time and if you're your
height but younger than me I think definitely I mean it was it was
perceived back then that this would be the beginning of the next Great
Depression but it wouldn't just stop there would cascaded to the whole
economy and it didn't so but imagine back how that day how scary just yeah it
was incredible this money so baptism by fire they basically yeah so then you go
and you ended up at this firm was oak what was it oh okay well I still do a
firm called the Investor Center which is a penny stock farm right and that was
where I you know was really first my ever sold stock and I became the the top
broker the first day just broke all the records really in the first day you
broke all the first day yeah yeah so you're a bore
do you think you're a born salesman yeah for sure I am a momen and there are
people out there all born closers blowing salesmen
far few between there are some when that really means that what does it mean to
be a born salesman what it means is that you're actually running the strategy
automatically inside you're really good you're still following this script but
it comes natural automatically so you but you don't realize it but you are
following a certain protocol that gets to the same outcome every time so that's
really what it board closures so for those people watching that our
entrepreneurs want to learn sales what did you do in that first day that you
basically became a top salesman like was there we're gonna talk more about your
whole sales straight-line formula but first day you didn't have time to
implement a whole script what do you do that most people don't do is it your
tonality that's one of the things body language tonality taking people through
features not just features but benefits like what do you think you did that
first day well in fact I see one of the interesting things you say well you
enough time to put together scripts in fact I did oh you did oh yeah day one I
took three hours to write one so yeah I would never this is something
interesting thing had many years layers is relevant is that when I was tested by
some psychologists not my ability to close they put me through a whole
battery of these weird tests and one of them was a mock sale where I had to
close someone in a investment type of situation that was being filled they're
like so me this panel there's the hand of you know sort of us some information
on the dairy industry and I have to then convince someone to open up an account
at a firm to manage the money for the dairy industry right okay so they handed
out about 10-12 pages of information right and they said take as much time as
you want and you know just I said let's see you close this guy right so I start
reading I'm reading it and I'm reading right I start writing down my thoughts
top thirty minutes later they knock on the door I'm like yet said give me more
time yeah just give me another 30 bits I said okay no problem
30 minutes goes by they come back I said just need another 20 minutes they said
no problem take 20 more minutes I said give me 15 more minutes right anyway
after about two hours I said I'm ready and I had wrote myself a really really
not an exact it but pretty close to a really killer script with so if you know
how I would actually engineer the sail from storm surge any stocks no canals
recent maybe oh really okay this is right is relevant now this is in
nineteen it was like I think 2010 at this Apple okay with psychologists being
Phil okay this is the later son died he was an actor and he was opposed to be
the CEO of a dairy company and I was supposed to close him so we go through
this whole thing I introduced myself and I we go for this back and forth back and
forth and they're filming the whole thing and it's about 15 minute
the guy just he's like okay fine I'll open up an account and he starts
laughing his ass off so I'm like what's so funny
psychologists come and they say we told him under no circumstances should he say
yes yeah within 15 minutes he had no he said yes I don't get it he said I said
well you don't want I got the guy into a situation did it make sense to say no he
said well here's the weird thing we've tested a hundred other people in
sales and no one ever spent more than five minutes reading the material huh
you spent so separation it's some simple fundamental physical par the straight
line is about strategic preparation meeting that you know you know what was
my overriding concept is every sales the same right yes and that would seem to be
counterintuitive yes because everyone is different needs different belief systems
right different outcomes real but the truth is that every sale is the same yes
and I'll explain that little bit later on in the interview but it starts with
your ability to essentially make an airtight case to someone yes on both
illogical and a notion right yeah about you know essentially why you're right
you could want them to do whatever you want to know why does it make sense
right yes and it's got to be an airtight case and then you have to be able to
also accomplish other things as well so there's two ways to go about that one is
still wing it which you could might be able to do if you're really really great
or you can write it down plan it out I mean the second one is where you really
start to bring your averages of tremendous ease oh I'm a big believer in
strategic preparation yeah so one of the things I'm gonna skip around you brought
this up one of the things that you brought up it you bring up in the book
where to put the book those are you watching popping in live this is his new
book way of the wolf so you say basically there's the three tens people
need to be a ten and three areas on your product right on trusting you and on
trusting the company as a whole and you talked about how most salespeople don't
understand you got to bring people to a ten certainty that it's the best product
for them that it's the best company and you're the best person to sell it well
again imagine a continuum of certainty that go one on this side you have ten on
this side right and ten means absolute certainty the best products and sliced
bread or one means they think it's the biggest piece of crap
ever right so obviously you want your prospect to be out of ten or as close to
what that as possible when you ask for the order right yeah so most salesmen
even rookies will you know until you'll know that you'll see that makes sense
right but what they don't realize it's not enough
yeah you also have to get them trusting and connecting with you in a way in
person high level of certainty right yeah as close to attend as possible
right versus a one-game they think that you're a thief
so okay so sometimes I think it's a good product but I don't like you so they
don't bow people don't buy from they don't like or trust of that but right
and the third element is the company that stands behind the product yes
so those three elements have to line up in every cell know what you're selling
it doesn't matter tangible products you were selling bury your information ideas
something you were gonna sell a pen where's a pen I meant I meant to bring a
fancy pen sell me this phone line in the movie at the end they actually bring you
in with DiCaprio is like sell me this pen now you I'm gonna get to that later
what the interesting answer your business partner gave you when you did
it but the idea is this pen they have to think is a 10 they have to like you as a
sales guy and in this case they need to think Vic the company is a great company
that's your ideal kind of place yeah yeah basically it is but again that this
particular exercise is really not about so much the three tens it's really about
what are the sales person do when you say sell that sell this right well the
rookie sales and will say this is the greatest pen the world this ten they'll
start trying to do some version of the three tens like this this is the best
play in the world of right to find out never runs on eight best blah blah blah
see on talking a mile a minute right but the fact is is that the only logical
thing you could really say to someone before you sell a little pet is first of
all are you in the market for a pen yes qualifying what type of pens being used
at the pen you have to start asking questions and this is the big mistake
that sales field matin because a by gathering intelligence in the beginning
it allows you that if I their needs their value systems any pain they might
be feeling about you know a lack of not having something right and just as
important is that it's through asking questions
yeah and using certain tonality you tonality and by language and just as
important even more important how will you listen to the answers you
listen like a robot without making the sound I'm moving a muscle
or when someone answered you say AHA yep yep right now that surgeon active
listening this is how we really get into a tight rapport when it comes to sales
yeah so by asking these smart questions and again strategic reparations you want
to plan them out before and I don't want to write down what all the questions I
need to ask here right you know it's the best order to ask them in certain rules
for that right and what tonality is do I want to use
when I ask those questions I could say so what's your biggest problem right now
and you and they'll be okay off would you biggest problem you'll hate me right
so there's a tonal you talk about that later in the book you talk about Bill
the charisma comes from a tonality that says one I care about you too I
understand you and three I feel your pain yeah exactly you don't mind how
bill clinton was great at that people felt like oh man this guy gets me all
right tell me what you think of that I read a story about research on dating so
they put basically hitting cameras on people going on first time tinder dates
or whatever math opposition's but what they found was as you would kind of
expect guys who ask dumb questions don't pay attention to the answers just kind
of like a nerd like so coming to kids you want out like that it they fail and
also guys who don't have the right rhythm right which you're calling
rapport like who either talk too much or go and talk at all well look at this way
you know there are certain commonalities to all human beings right when it comes
to rapport don't even to report both in a business setting and in a personal
setting but it really boils down to two things number one that you care yes that
in business you're not just there to make a sale to earn a commission you
actually care about the person and you want to get the outcome they're looking
for that's number one and number two is that um just like you we and not like
everything you like I like that's disingenuous bullshit right yeah like
you know you see a fishbowl oh my god you like to fish out you slop
like Michael Scott back off that's ridiculous right I'm talking about
something very different talking about that you speak at the same general pace
they do you know that when they answer a question like AHA yup mm got the
interest that you say yup way I get it we're on the same page and it's very
it's almost below the surface because here's the thing imagine you know you
just meet a Salesman your prospect right and the salesman looks at you and says
you know I really care about you and okay you wanna make the warranty in the
beginning there's no words you can say to say I care about you over time of
course you give great service you have a relation yes you can tell us what I care
and I've proved that but in an initial contact
that's so disingenuous so yes how do you get that across to tonality and body
language that's how you do it yep so what do you think what is it about us
humans that for the most part sadly we only learn through massive pain well
that's it this is a truism for sure because I think you know when it comes
to values right value changing I've done a lot of studying of that there's no
various types of psychology and okay and stuff and and one of the things that
that they say is that you know there's either really one of two ways that
someone really changes their values one of them is through massive work in
introspection two years of therapy right that's one way the other way is with
massive a painful event yeah something that not that happens to you and causes
you to essentially reorder all the meetings that you've had from past
experiences how you apply names and in that moment you can make these dramatic
shifts that did happen to me it happened to you when I went to jail and when I
wrote my first book you know I had this moment where just like it just sort of
you know I was able to really really sort of become the person I was before
it all happened like the kid that my parents had said that is the one that
was a big kid I was a great student I've got in trouble when I went down to Wall
Street I was audience think I never I didn't
what do you think it was that do you think it was the environment you're
idealistic you get dropped in Wall Street there's money flowing around
there's sex drugs rock and roll it's it's just because I do believe
one of my mentors Ross Alton told me that the system Trump's individuals the
problem with that that makes me a victim I don't believe in being a victim victim
cuz you could have left New York well here's the thing so there's no
doubt that an environment can be toxic to certain people right but to many
people it's not toxic so obviously I think with myself at least there are
some things inside of me despite my parents being good parents and despite
me not getting in trouble before I had certain significally all enter adult
insecurities right and you know sort of uh not feeling that we're as great as we
like other people might think we are so here's what happens when you know
received in Hollywood a lot and in the music industry where you have these
young stars they go when Britney Spears went bananas for a while now she's
normally getting great right so you know what happens is that you know when
you're growing up and when you're in your early 20s and you don't have
everything you want you say you know what I don't have another thing I want
cuz I'm not successful yet I my life isn't the way I think it should be so I
understand that there's still pain and you could justify it
it makes setup but then what happens is when you also become filthy rich and
famous and successful you still have all the pains in the yeah so it exaggerated
slow the damage like oh my god wait a second um I have a success model I'm
picturing it the way I want it but I still don't feel good and that's when
the panic sets it huh because now yes oh you got all that but you didn't feel it
well that was is what I discovered the straight-line system right which is
really the topic of the interview is right like crack the code for teaching
people how to close yeah that was the game-changer right I stumbled upon a
niche in the market right which was selling $5.00 stocks to the richest 1%
of Americans and no one ever done it before that was a really liberal bitch
but what enabled me to build Stratton was I came up with a new way of training
people how to close and that system the straight line was so powerful and
effective that within days of inventing and it allowed me to take any human
being any old young regardless of their race their age and their Creed their
color their societal background their educational stats didn't matter where
they came from Turbine Hall heard of Hell's Kitchen and I'll take them in a
couple of things even if there weren't natural salesman
because you're talking about in the book you took people to pay in weeks and made
them into the world yes yes right even the point mobile and to bring up that
whole idea of a natural salesperson what I essentially did was I was able to take
the strategy that I was using automatically slow it down and put it
into a step by step formula that could be essentially transplanted and
uncertain to anybody else we're just a little bit of work and to this very day
I still teach you to round all that it's it's what it does for people it changes
people's lives because there are so many people out there that are brilliant
talented hard-working good success good businesses they just don't have that
ability to get their planet for us and what happens is looking at this way
every idea has a certain intrinsic value right mm-hmm but how someone else
perceives that value yes either multiplied or divided by the person
who's explaining it yeah so I explained the idea I think I think it's a grave
someone who's terrible at selling will think it's a shitty idea so imagine I
said this the minute all the people out there who these brilliant Paul Gordon
smart people they want to make money they wanna provide for the families they
want to help their pairs that communities right great intentions and
they're pretty ideas but they lack this one skill and they struggle yeah it's me
it's the craziest thing cuz here's the thing it's laudable its learner but it's
not it's one of those things they should have taught us in high school they took
a shouldn't eat junior high I always say if it's important they forgot to teach
that's clips on it should really play this definitely play it later alright
yeah we can cut to this Warren Buffett was doing the speech of Bill Gates about
maybe ten years ago and he was asked by a college student what can we do as
students to make ourselves more valuable in the workplace
so you think Warren Buffett would say learn how to pick stocks or investments
you know whatever you would say not what he says he says go out and take a course
in sales and communication yeah he did Dale Carnegie change his light now you
go now that point because he took they said I took Dale Kearney
changement without that you know he'd be without that course yeah he'd be the
richest money manager in Omaha Nebraska then no
one ever heard of yeah Annie met his wife that way the love is like was
without the ability to influence and persuade
yeah thanks you can't put yourself out there into the world and be known for
what you really are yeah we're gonna put a link by the way
ty Lopez comm slash wolf so if you go there we're gonna have links to more
advanced stuff that that Jordan does and so yeah ty Lopez comm slash wolf and
that will take you right to this and of course I recommend you can buy this book
I read it word for words cover to cover on last night before you came excellent
let me let me so let's let's go into this for a second so in terms of there's
so much here let's check out all these notes there's a I want to get to the
most important things first we talked about you got the drugs out of the way
which is we got the drug got better days that we got the boat we got the plane
crash I like this thing that you say like human communication is 45% tone of
voice 45% body language and only 10% words and
what you said is you know people are kind of logical but very emotional the
tone of voice and the way that you look in terms of body language that's ninety
percent that appeals to the emotional side of the brain and then you need to
have good words that are logical so what's the practical body because people
love body language conversation yeah let me just we just back up for one second
here in terms of this idea a 45 45 10 right that's been around for many many
many years many different studies about that but here's the thing that you need
to really understand it's important is that I'm not saying that the words don't
matter the only matter temperature in fact the words matter 100 percent when
you're speaking yes but the thing is you're communicating often without
speaking yes that's the point so it's not like the words don't really matter
the words matter yes you know you say the rewards that you're perceived as an
asshole it's done right yeah so so the idea that body language is so powerful
what happens is body language has a way of essentially slipping on through the
radar of a conscious mind yes and going like to the unconscious mind and
creating a gut reaction yeah that no so just must be there it must be good that
person must be an expert I want to speak to that person or it might be bad yeah
or I don't know you're talking about keeping your simple one keeping two
clothes I got sales well yes or can hurt sales or they could just be cold serious
because you don't know so the point is that nobody if you're the person doing
the same I wouldn't yeah you probably would ever here hope people do that
sometimes yeah that's a very aggressive it's also an aggressive sort of angry
pose the Beezus thing and resting bitchface you hear that at RBF I know
we're so tired pretty women you know not pretty well I guess men maybe do it too
resting asshole face that's what guys have because I wanted it a rest you
totally rapid yes it's at where people sit there and like you see it at a club
I've seen it and he go up a talking person and they're like terrible
affliction resting bitch knees for a girl because imagine a girl right and
she's sitting there and and she's sweetie sugar she like just has great
things to tell you she want and you're looking shows that girl must hate my gut
look how yeah it's a very terrible thing so by the way here's the thing that can
be controlled right yes no sir said you know it's that we make a joke about it
but whether its resting asshole face or resting bitchface guy or girl there's so
much more to it than just sort of how you are arrest it is how do you interact
when you meet someone to smile your eye contact how much eye contact you mean
how close you stand to someone you said in Japan you should stand closer he said
seventy five percent exactly was that your rule seventy five percent
contact yeah of course think about it lah and by the way you know a lot of
that stuff is not my material just the general research straight line is mine
but the some of the stuff a violent that was really swell study by psychologists
when they actually did test the people and they came up with these numbers and
these these things that are just sort of just truths right and one of them is
that if you stare at someone nonstop well no it's like a Mexican scenario for
like what is wrong with that's right and you feel what that you say is like
what's wrong with this person versus if someone doesn't make eye contact with
you yes right now I remember mycenaean example my son
Carter right he had a friend going up this killer mention his name Lucas they
have it but the point is we won't mention Lucas's name
Lucas is nice kay right but Lucas would never make my Connie coming tonight he's
like 10 years old hi mister like like hi Lucas I'm gonna trick there you ever
look away maybe never and I just didn't trust the kid yeah why just because no
reason he just brings kid I'm sure you gotta grab it at the points this this
ability to come off a wet in a way that someone says you know what hit me and
say let's get the sails what you really are trying to accomplish is that when
the person makes that first instant perception about you they should be
thinking that number one you're a person worth listening to
yep and why because this person can help me achieve my goals yes now if you want
to get down to what are the three things that really go into that way it was they
are no one you need to be receive this being sharp yeah sharpest attack and
then you said to Susie asked if you asked to sell doubt yeah I'm not talking
about right it's below the surface it's a wake of you would spring but it's a
power in your voice of excitement and people just it must be good right and
the third element which is the most important of all is an expert right
feeling expert yeah because what you call this the force there's a chapter on
the four seconds I got four seconds to go baby I said that 1988 it turned out I
was wrong okay I was wrong Harvick did a study in 19 2013 to 14 and
it turned out it was five seconds so I'm sorry
so that was your guest where there's five and here's what else Harvard said
here's the crazy point if you make a bad first impression it takes you seven
subsequent meetings to change someone's impression now I don't know about you
but I never get seven shots yeah if you don't make a good first impression
you're done see got thoughts on that so those first four or five seconds you
basically got to come off as enthusiastic you got to come off as an
expert correct and you have to what was the first one schoiar sharp that's right
yeah now look at this way so how do you do that think about well is it the words
that you say I mean the words don't exist yes what would you say listen hey
hey listen hi I'm Charlotte I'm I'm Nestor and you
say what the fuck is wrong you know the words
just for that's right right there's so how do you get the course through your
tonality and your body there were certain ways that experts sound not the
word they sounds they they dress a certain way they carry themselves a
certain way and we know that as humans because we've been conditioned
since we're sits directly on us because we're told it respect your elders
look your when you went to the doctor this stethoscope your diplomas on the
wall you are a white we've been conditioned to this so what now think
out watch what happens when you're in the presence of an expert what do you do
you defer yeah you let them control the flow of the conversation they will ask
you questions yeah and you will give them forthright answers never they've
earned the right so if you're perceived as an expert it gives you the
opportunity opens up the possibility for you to control the flow of the
conversation yeah and once you've done that now you can go about making every
sale the same please you're making you're guiding the process so the only
way every cell to be the same is you're perceived as an expert yeah and then you
use that perception as an expert not to talk talk talk but then you start to ask
questions there are smart questions using the intelligence gathering tools
right and then by doing that you also ask them to a certain tone of voice and
with your active listening they get you into ultra tight rapport yes so by the
time you're done asking your questions now you know everything you need to know
you're an ultra tight rapport you know what that pain lies that needs right now
you can present your solution so you have this trick you see what I'm saying
is this step step steps on all starts to go into the sort of straight line we do
this first this second this third and guess what this is really easy to learn
yeah once you break it down like you said six weeks it took you three weeks
to take a beginner and teach him the straight line a couple of days three
days okay I didn't listen I took these kids who couldn't close a fucking door
my god there was so many than the average IQ as far as fun one three it's
acid this is not the show it was the deep end of the gene pool
there weren't rich kids they were kids went to Ivy League schools there was an
odd deponent among them these were kids the lower middle class kids from New
York and LA there were kids that weren't told
by their parents they were capable of greatness yeah and any greatness they
naturally had intimated basically beat down conditioned out of them since they
were born first by their parents then by their teachers by their own friends by
their experiences from not feeling special not acting special but at time
they entered by boredom at 19 years old 20 they've been in addition to survive
yeah I thrive yep once you're in that spot what happens is
that you have these beliefs that are supported by that what are you you end
up you start off is this perfect individual day one he's 20 years old you
like already crammed down with all these living bleachers up so they taped my
board room and by teaching the straight line
it was a reorder all their believes they I gave him a skillset that changed him
who they warned us it made them more effective yeah so it can't just be up
I'm gonna act effective no you have to actually be effective so the beauty of
the straight line system is that it's a skill set it does change how you can
communicate it makes you a very powerful communicator it allows you to get the
result that you want so when you select a the results you want what happens it's
us to reinforce better you become more confident yes and then that's where you
where does confident fit in you talk about being sharp and enthusiastic and
perceive it as an expert is confidence kind of part of would you consider that
part of the enthusiasm and the sharp no no conferences in for if it's so
confidence has there's two phases of confidence right it starts off with
acting as if no one starts off confident yeah who you are okay the first day when
you trust you're not gonna be confident you're not gonna be an expert really
right but you need to act as if I would tell my guys my kids back then act if
you're wealthy man rich already yeah and you'll become rich yep active if you
have the answers and the answers will come to you as if you have confidence
and people will have confidence in it as if now do you think people gonna
becoming delusional that well here's the point now that that can be and you see
is delusion when someone doesn't do the work to become the act right so there
has to be coupled with the fact that I'm actually working in am
the hyper fast track to become an expert to learn special skills and then you're
actually walking your talk no man it works so you have to act as if until it
becomes the truth and then you just acting you acting as if things really
are but you have to always act that way so you think so d so basically some
people don't do the first part which is get that initial catalyst that initial
boost to say you know what I'm not rich yet but I'm gonna dress like I'm rich
I'm gonna talk like I'm rich I'm oh get up and work like Cumbrian on suppose
you're online you know personality are you a huge business huge hog let me ask
you this truthfully yeah but think I stripped every dollar you had no and
changed your face don't know your name and you want to start right now could
you build it all back up again I think so of course you could you know what you
could because you're still you you have the skillset right the talent okay so
there's when you take away everything you've somebody there's still that same
person yes now if it's why would a rich person
takes a tumble will typically come back yeah unless they hit the lottery right
yeah well they really member the lucky sperm Club right me they just never hear
from their parents right but for the people that work there with made their
money they'll earn it back when you have special skills right that is what you
know and you have the vision for the future you want to take action right
that's what it takes is about special skills people don't realize how much of
success is not an accident like it's about people have these extraordinary
skills and they take action yeah so I'm a big believer in learning skills like
you wrote read my first book right yes well when I first tried to write I was a
terrible writer I taught myself to write by woeful Wall Street was your first
book yes before I put my first try tries to tell right how many copies have sold
a millions of copies right Wow so how do I write wolf of Wall Street myself
without a ghost right I picked up a book called bonfire in the vanities and
started reading it Tom wolf before you've read it right yeah and as soon as
I started reading I'm like oh my god this guy's the best writer in the world
I want to write like that and I used his book like a text book I took out my
highlighter and I broke down his strategy for writing and I got practice
before I wrote the book I said let me first teach myself the skill to write
like Tom Wolfe and that's what I did I spent about six or seven months with 18
hours a day really oh yes to the poor I could recite
the whole book verbatim okay closely so the point is is that I learnt how to
introduce characters almost like was a mentor in the book was your mentor and
my model yeah I mean I wrapped it up with tons of rest Thompson's to get it
made sense go to the drug use right so I know but I used those mmm I was
reviewing the New York Times they said the book sounds like clogged the rest
Thompson in Tom Wolfe so it was amazing right then I accomplished my mission and
made her turn myself into a writer but here's my pole so you basically reverse
engineer you seek I interviewed Kobe Bryant a little interview and he said
you got to go to where great people you have created greatness before reverse
engineering look at this way look at I couldn't have done it without that skill
yeah if you want to go out there and succeed in the our model you need to
have certain knowledge and skills one of them is gonna be the power of persuasion
yes it's a uniform school with everything that you do whether you're a
Bill Gates would convinced IBM to give you the rights the supply before even oh
and give it to us to sell it right yes whether you're Steve Jobs goes without
saying right it's this ability to could be just a selling your vision for the
future yeah to sell people employees to come
work for you to sell venture capitalist on giving you money to sell your friends
that thing regular antral duck get someone to invest in you
that's persuasion yeah it's a linchpin skilled success and that's why Warren
Buffett said if you want to succeed you better learn how to yeah persuade and
communicate eighty percent of billionaires is a good book would
digested research on billionaires in it basically that 80% of billionaires
before they got to their final company they were learning sales first they were
selling reg Kroc started McDonald's he was a traveling milkshake salesman right
yeah they do well that's it that's it keep Michael Keaton it just you know and
then the commonalities there was a great salesperson vision for the future
yep and the ability to move through the setbacks in other words to do take no to
not get demoralizing things don't go your way and and here's one of the
important things about that is that what creates that resilience so to speak in
people as an arch Gloria quality you need that resilience right well a lot of
it has to do with a fundamental belief that I myself am capable of achieving
success if I believe in myself yeah
I become recently I can do it what happens in most people say when they
really are get honest with their heart of hearts they say you know I don't
really think I got what it take to be successful I don't really feel like I'm
that sort of I can't see myself being rich but and because of that yeah that
is for sure that number the average person watches like I get it but I don't
think I can do it what's your answer to then is is that you know why you know
it's funny the straight line system okay they're coming expert closer and watch
how a check is here's what happens when all these kids network think the reason
it all became rich rich rich right it was because once you learn how to
communicate the power persuasion it changes who you are it fundamentally
reorders you say you know what I didn't move mountains I'm not the guy who
failed before I'm not the girl who was it was was you don't sort of want to
play a back seat knock myself out that I feel comfortable putting myself that it
just it changes everything yeah I'm an out the skill what happens
people end up living a smaller life yeah and they don't ever get to that level
where they're really fire at all cylinders and then to enjoy the beauty
of what life to me what percentage of potential do you think most people live
up to that aren't trained that don't be a build skills I go through the
conventional school system that have a job that they don't really like like
what probably five three percent two percent of people live up to their to
their potential and no less the other ninety five ninety let's say 95 percent
they're here how much if you were able to train them and they were to be able
to get the right mentors how high do you think this thing could go 20x30 actress
five at that remember this you know so you don't how you define success is very
different for every person you know mother Teresa was probably one of the
most successful people they're all had no money so let's talk about success in
terms of money this is a business yeah right we're in business
so when that says you know unless listen assuming you have all your intellectual
faculties right it would be impossible if someone who was really committed to
becoming wealthy analyst willing to do the work to learn the skills it's almost
impossible not to succeed how big is a question how long it takes
another question is some of its mark meaning it might happen in six months or
it might take three or four years but I got out of jail
mmm-hmm everyone said y'all gonna be rich again and I was like yes that's
true but it might take me five years yeah because I'm not cutting any corners
it's not an operative sacrifice my ethics yeah I'm gonna do it right I do
it every step how did that feel you step out of jail you had seen it all yet had
yachts you had had you know private jets you didn't even care if your yacht you
had so much money didn't care if the yacht went down how does it feel to
because a lot of us a lot of people watching you have to start over so you
walk out of jail what it what's the feeling emotionally are you a little
scared I'm completely confident what were you what's the state of mind I
think that you know the idea of fear the saying that I'm you know when I met my
wife who's not the the love of my life and the best thing that ever happened
seriously she you don't change my life and somebody wasn't here today she's
here also in Austin I'm not just saying that cause it's the truth
and one of the things she said to me when she first was like can't believe
here Li you like fearless and I said no I'm scared shit and there's not letting
it stop me yeah so there's a big difference of you everyone has fear yeah
okay that's what courage is all about moving back without this love for you
there's no courage okay the other words of course I was scared of course I felt
terrible what was your biggest fear my biggest fear is not being able to
provide for my family my children my wife I love my children my wife I mean
in other words I wanna be able to provide for blowing love that's my baby
cannot provide for the people I love and not be able to take care of them is the
worst thing that could ever happen to me yeah in my life okay and everyone's
different see that's my thing yeah not knowing that is powerful so
once you know that that is part of your why and once you have your why you
couldn't do a lot it ya always say most people don't know what motivates them
yeah that's my wife so you were so in your darkest time digging out of the
darker time you said I'm afraid but I'm more afraid of not taking care of my
family my darkest time was was in jail at night in my bug alone my thoughts no
money broke discredited Barris lost everything right and I quoted the people
say how'd you write learn how to write come out of jail you know I did it when
I close my eyes at night I'd see the faces of my two children hmm and I
said I have to make it right then I have to come back miss and there was no way I
would give up for them for them we'll always do more for someone we love
unconditionally and we'll do for ourselves and that's where you draw your
power from your self motivation from the why why do I want to succeed why I
wanted Richards you know why people will do insane things for real religion
because if you believe in something else God you're not yourself yeah we go so
far for yourself but you're running through a wall fire for your child like
a loved one right very big different but there's a soul so that was what
propelled me and also the fact that you know I I was honest with myself I knew
if you don't want your job I was you know they conspired against me I later
said I was fucking guilty yeah I took a great thing forget the idea about
something $5 sucks that was a great idea that wasn't illegal in and of itself
I took the straight line system which was the most powerful system for
persuasion ever created it is by far nothing even compares to it right
it really doesn't and I took that system and I best thought I taught the people
so they could go out and create if it made him yeah now there's nothing wrong
with the system is how I applied the system it's like an empty bed it was a
pit bull it was so powerful that had turned the wrong way I said to myself
I'm gonna go out there and I'm gonna prove to myself and my family everyone I
love I'm gonna do this the right way and I'm gonna go out there I don't know how
I would do it I never thought in a million years that I'd write a book and
the book would become a movie I hope would think that the chances I'm not
happening on 1 in 10 billion rated come on it never happens right you know for
every movie that gets ladies a 10,000 that don't and if every book that gets
published is it million that don't write yeah a first-time office oh but it
happens but when it happen here's the the most interesting thing of the whole
story so when I sold the book it was a bidding war between Leo and Brad Pitt
I chose Leo was Leo's Leo right and he had Marty Scorsese attached as well
Terry winter the screaming famous amazing and brilliant Scrivener he
penned the script in 2007 and the first draft was brilliant usually it takes
them four or five tracks right his was right on the money
Scorsese read it loved Warner Brothers loved it they went down
struck a deal 2007 right ready to go I can't put my book signing out here I'm
like they're gonna make a movie this is gonna be great I'm gonna be rich again
right the writers strike hits oh wow they can't finish right Leo and Molly
don't want to do shutter island' the wolf gets sidetracked it takes seven
years for it to come back around now huh and that day I was so upset so what'd I
do did I cry I won't know what I did I took that time my wife and I we met
right around then and we made a decision is right from the GFC hit right terrible
you couldn't make any money writing and I said let's go into the speaking
business build a business together and we started a business together we
built this big business around the world speaking and mentoring coaching right
around the straight line and by the time the movie came back around
I was wealthy Utley was like what the hell happened you were broke I said well
here's a look at the straight line Marty story is it oh my god we got to change
the movie the original movie ended with me in jail they've arranged the third
act to reflect what happened in my life so I changed my own life story as it was
happening Wow hard work perseverance and vision
and that's what I could say that anybody was watching us doesn't know where you
are in life if you're willing to put one foot in front of the but you gotta have
the skills yes it doesn't happen without the skills but it was writing a book
whether anything you do does this always be a certain set of skills you need to
be really high level at to get what you want the outcome you want one of them is
always gonna be persuasion yes Tony listen to study the straight lines it
worked anything yeah so for all of you
listening watching Tai Lopez comm slash wolf is gonna take you where you need to
go to get the straight line system also as we wrap up I just want to remind you
way of the wolf Jordan Belfort is this third book I read it we we need eight
hours to go through this I'm actually gonna put we're gonna record a little
special module off off air here on for those of you who are in some of my
programs too because I want to talk on this objections thing real fast yeah
that's by the way one of the best aspects of the straight line yes how to
overcome because that's yeah you go to sell something to see brother
I'll buy it later or I don't have enough money or you know
well me let me think about let me call you back that time of year it's right
day it's Christmas fucking you know leap year it's always no reason why and and
the thing is is that what what look trips up most sales people is that they
don't really understand what objections are right no no people say just stalls
okay fair enough right or the smokes rates but for what what does it really
so here's the truth what objections really are objections are smoke screens
for uncertainty yes when someone remember those three tens
yep they must love the product they must trust and connect with you and they must
trust me connect with the company well guess what when you ask for the order
for the first time let's say they don't really trust you yep
what are they saying sorry try on trust you that's very rude right you'll say
that sounds good I'll let me think about it
yes so you they don't tell it will be nice it'll be a great world if you're
processing lists at the time I don't trust you like in the middle with you
your product seems good a seven on the certainty scale and the company I'm
gonna for so make me more certain right people aren't even that logical they're
just going crying you got you know realization it's all bubbling with all
the services they want to be so so it's a circuit breaker yeah say you know what
it's a little light way let me just say let me end this : I think it sounds good
tell let me think about it yeah now the salesman do the knobs will say
oh I better be nice now because this way I can get a call back and hopefully
close them later on when the fact is they're just not certain so how do you
handle judges well first of all I want you to hold this we're gonna record a
spec we're gonna stop the live camera all of you who want to hear this go to
Tai Lopez calm slash wolf we're gonna have the links to get the straight line
system to get the video little we're gonna do a little module on objections
and it will have a link to Jordan Belfort bail for the book so this public
interview I know you got a lot of valuable wanna give you guys people's
special on the street lunch this was really big this yeah we'll put all you
put a discount link on ty Lopez calm slash wolf I'm gonna tell you this is
one of the one of the my favorite interviews me too this'll is good
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