[Music] hi welcome back to straight line persuasion to module three tonality and this is where the journey really begins here because tonality if anything is the most important thing that you can learn to master when it comes to influencing and persuading another human being see I look at it as this the almost the hidden language of influence you say a few words but attached to those words based On your tonality is a much more powerful meaning that registers with someone on an emotional not a logical and emotional basis so what you're gonna learn here in
fact are 29 different tonal patterns and you're saying 29 how could I learn that don't worry about it you'll learn to master this very very easily it'll become second nature to you you'll become unconsciously confident and I've been through this you know thousands of times as I said before And the tonality aspect while it's the easiest to master it is the most powerful tool you can ever learn as an influencer so again I want you to make sure you take specific actions here as you're watching right in your workbook make those notes and make sure
you play full out with this module and you're gonna see here as I go through it how in a script and we always have a script by the way even it's not in front of us if you're in person the script is in your Head you're gonna learn how in the first few seconds with a script in your head or on paper using specific tonality you're gonna establish those very powerful things that you're an expert that your shop is attacking when thoose e asticus all l and most importantly that you care see at the end
of the day people will do business with people they like and they know that care not just someone necessarily the best product now of course you want to have the best Product too but more importantly is to develop that unconscious connection what we call rapport but rapport is not about you know talking about the price of tea in China if he mentions China rapport happens on an unconscious level through things like pacing and leading which you'll learn about things called matching and mirroring these are the unconscious ways of developing rapport that actually set you up
to close the sale to influence somebody down the road See the tricks here and almost they are tricks but they don't mean in a bad way what they are is they're these little sort of unconscious triggers that bypass the logical mind and allow you to talk to someone directly to that heart at the end of the day it's really the emotion that you create in somebody that truly closes the deal the logical part has to be there too and you'll see I'm a big believer in creating logical cases as well but at the end of
the day people Will buy based on emotion and they'll justify with logic it begins with tonality it begins with your ability to create specific emotions in the prospect at specific times and you'll learn what those times are and most important to develop that trust that that unconscious rapport and to use the same tonal patterns not just that he open but for the close and every step in between that's the bottom line so remember playful out here I want you To take the workbook out if you haven't taken it out already and go through this one
with an eagle eye here and also with your ears wide open and you're gonna practice your tonal patterns and you will see this instantly in fact tomorrow as soon as you go out there and use this you will be absolutely shocked at the impact this has on your ability to persuade and influence so go to it I'll see you soon okay this scrimp okay for 10 for a second we're gonna play full Out that this is the script you're trading for for your business okay it's a very simple script okay it says you know hi
is John there hi John this is Jordan Belfort calling from global capital in Tampa Florida how's it going today great now if you recall you attended a seminar last Thursday night over at the Marriott Hotel one of our top traders James arnelle bearing about blah blah blah right now if you read the words on the script that way you've Destroyed yourself you have destroyed yourself I'm going to show you a way to read the words on this script so literally by the time that you are done not only have you established these three things like
the point with a person is hanging on your every word but you've also established that you care about them that you're a reasonable person that you're trustworthy they're empathetic you have their best interests like all That in one paragraph now you're saying well you can only you can't do all that in one powder yes you can yes you and now is it establish to the point where they like just do whatever you say no what you're doing in this pileup you're laying the groundwork your basting and leading that no it's called pacing and leading you're
laying the groundwork for these people to follow you throughout a 10 15 or 30 minute sale and by the way the sale can be stretched out to three Days and could be for a two million dollar product at the highest level of sales this system doesn't have to be like a one call flows it could be a five fold close if that's what is needed for your product it could be the longest relationship sale at the highest level of business it could be about closing a fifty billion dollar deal for a takeover doesn't matter it
all starts here the tonal patterns that you're gonna use Here in this first paragraph are going to translate to the entire sale to everything you do even after the sales closed you're gonna train yourself to speak like influencers not like average people if you want to speak like an average person you're gonna be average there's a different level above average it's extraordinary and in sales to be extraordinary you need to master the art of tonality how to speak to people so you capture their imagination in a Second how you create scarcity without saying it scarce
its scarce you don't create scarcity like that scarcities with a tone of voice and some appropriate words at a Adhan of language but tonality is what really makes something seem scarce or something that's a secret it's really really important like I lower my voice now you all do this right now anyway but you're not doing it probably very deliberate way well we're gonna do the next album And get back on break who's gonna get really really delivery with tonality to the point you're like oh ma you're gonna be oh my god I did not know
the emotions I can create in people by lowering my voice are raising up at the end of a sentence you gonna say you stop to see how powerful this stuff is and you're gonna realize what you're going to do is you're gonna realize that a if I do that they're not going to close right now but if I do this through the entire sale and I have the right structure and I can crack clear limiting buying beliefs make them trust me as they should make them trust my company I assured him by the way you're
working for a crappy company with a crappy prop I admire bass get out now get out now cause you're gonna sell cuz what can you'll take this system you'll make a fortune you'll hurt people okay you've got to be selling a great product than working for a great company I think You all are I want to show you how literally every word in one paragraph and every sentence into itself how the words are spaced out you're pacing the pause is every little thing in this one paragraph matters immensely it's hugely important and you're gonna see
how you're gonna capture their imagination and develop these three things literally in four seconds flat and then in the first paragraph by the time you're done they'll be reinforced that much more but I want to show you right now is how you're gonna capture somebody's attention in literally four seconds flat and we're gonna play full out here I want to volunteers from the audience what we're gonna do now is this alright now if you notice I wrote this script wrote in about eight months ago I know it by heart but you're gonna watch that I'm
gonna hold the script and I'm actually gonna read from the script whenever I do this because I'm telling You the key to success in sales is you take out as many variables as you can from the equation you control what you can control because a lot of stuff they can't control okay so if I have a script that's perfect and I know this script is perfect because it's been tested and it works this script will convert everybody who is convertible as long as you save the words the right way now I want you to be
Very conscious I was gonna run an exercise and I was gonna start off with an imperfect script and show you how hard it is to use a script that's imperfect I wrote the first generation was imperfect in other words when you're writing scripts you're writing scripts for your company a lot of you write scripts right remember that a strip is a work in progress until it gets to the point when it's perfect and when you know it's perfect and it refines been Tested then you lock it in when you're going about writing a script remember
that when you write words down it's slightly different than the spoken word certain words are contracted certain words are dropped completely in conversational English and most importantly you sound like a novice by not contracting words and you sound like a stranger the idea is that when you speak to somebody on the phone even though you don't know them and they Don't know you you want to capture it in the familiar that you're a friend to friend it's not like hello mr. Jones this is Jordan Belfort how are you today seems like what the hell who's
the salesman calling me that's the first thing they think okay so when you pick up the phone to call somebody now pretend right now we're gonna run this exercise right here as if we're gonna try to be selling seminars and someone actually in this room is selling Seminars so okay and it's actually you right okay perfect perfect sale okay now so here's what we gonna do I want you to listen to how I read this script and I'm gonna read this script with the specific tonality okay which is the right tonality which is gonna capture
every single person in the first couple of seconds now I'm gonna do it real quickly I'm gonna do just the first line okay so I say hi is John there and he says yeah this is John hey John this is Jordan Belfort point from global capital in Tampa Florida how's it going today that's the opening script now you say well what's the big deal about that right it's a lot of a big deal about that okay because if you say it in a different way you're gonna lose maybe 10 15 or 20 percent of a
person's confidence their focus and they'll start their mind will start racing and going off in a different direction based on how you say these Words now listen closely again okay and then gonna have them do it you're gonna see the difference watch say hi it's John their first few words right hi John this is Jordan Belfort pulling from global capital and Tampa Florida how's it going today okay now let's hear you say this start off okay we'll say hi is John there right here don't worry about it it's fine Keep Calm okay no problem don't
worry about the words the words are easy to master that's no big deal It's not what I'm getting out here this huge blunder that you made was like on the second word though okay now just watch okay you say hi is John there okay hi is John there which is better his of mine mine not in the same league 99% of the sales people that are working for you if you're a sales manager hey or you yourself with you good or bad you will not say the first three words the right way and instantly he
knows that you're Sergei don't kid yourself it starts Right here you're gonna capture with the first three words okay the guys did an Obama hour I'm talking to someone that's a an authority figure be the shop be the did he sound sharp no he's nervous of course on the stage that's fine okay but the did he sound sharp he didn't say just he sounded like well to some other guy call me on the telephone you're entering somebody's world you call somebody up you knock on that door they look at you You are entering their world
okay most people's world is not full of excitement it's not full of positive energy it's full of boredom and tediousness and average ism when you come in there BAM with excitement they want to speak to you if you come in they're dull and humdrum like another what do I this form in my life area got enough of that now you're like are you John there you're not gonna do that right but it's hi it's John there boom Instant I'm enthusiastic do you understand that when you say that they realize you have something if you say
it right they know you have something important because you're enthusiastic don't kid yourself the picture is forming okay hi is John there I'm excited I'm upbeat it's critical mission critical for any person on the phone okay back I'll tell your story because it goes to sales in person too and Ultimately we do meet most of our customers at one time or another okay old should okay if it's possible I was in the mortgage business I made a fortune in the mortgage business after I got in trouble with the stocks as you know okay I was
I was gonna have to go to jail I spent twenty two months in jail and the fact that I have the life I have now where I go around the world and speak the massive crowds it's a miracle to itself and it really it was a long Way back to this point right now and a lot of struggle and I sincerely hope that most of you will never have to know this the crap that I went through being separated from my kids and it was awful it really really well I hope you cannot empathize with
me because it was awful okay but there was a window after I got in trouble and before I went to jail where I actually started a mortgage company and they built into a huge company like a year which was not a lot Difficult in 2001 defending you know we're in the mortgage business is very easy to do but I built it very quickly and I came up with this idea to go door-to-door for mortgages cuz I used to be a start-up in door-to-door sales my first thing said I can walk down the street and rates
and just drop I could walk down the street to any store and the business owner must own a house I don't say hey what rate your pain and the guy will sound paying eight and a Half really I could save you a ton of money how hard is that to do right so I can't with that idea I wrote this little script I said to my partner is wife said come on you come with me okay and we're gonna go up to someplace now understand this I want you to learn a lesson here I had
earned he was making fifty million dollars a year for many years I was in the newspapers all the time I was well known as though form Wall Street all the scrap right and You would think that I was too proud maybe at the age of 40 to go knocking on doors uh-huh I was banging on doors till my knuckles bled never ask a salesperson to do something that you wouldn't do yourself they won't respect you they won't listen to you and also you can't possibly perform as a manager as a trainer at the highest level
unless you have done it yourself okay I think one reason you listen to me you guys know I'm the real deal I just this is not Theory I use this to make hundreds of millions of dollars and turn morons into closers okay it works it works okay so I took my part is wife's listen I gave her a quick train said I'm gonna go down the right side of the street and you go down the left side of the street okay she's like okay great yeah she's a really nice girl right so she weren't going
to New Rochelle or I think I hope we no one recognized me when I walked in The door right they look like it's like 30 miles away a little bit of pride left all right so I go down the first person I walk into the diner they not know that I don't not interested second person DeRosa Seifert I walk in the guy behind the counter in a fish market surveys the owner around he goes yeah I'm the only my name is Jordan I'm a mortgage broker I'm doing reflex what are you paying goes because I
got you Kidding me I could figure out a money open up my book boom boom in five minutes that closed the deal and made $8,000 five minutes $8,000 all right I go down two more rejections the fourth or BAM the house lock I closed the guy who's selling hair brush to make $11,000 on one Street in two hours all right I make their way down the rest Street no more sales all right I go to the other side of the street my partner's wife Shelly the nicest woman in the world Okay she walking on the
Bible she was a really god-fearing woman a great woman okay and I walk down I see us sitting on a bench crying okay I'm like much like what's wrong she's nobody wants any mortgages anything like what he talked Mike just made 20 grand Shelly what do you mean no one wants anything I'm like did you go to all these stores she's like yeah I walked in every store and then they threw me out I'm like follow me okay I take a back to the first store Nothing the third stole boom drive at $8,000 in a
jewelry store the same store she walked in i walked in five minutes or 30 minutes later and closed the person threw her out next three slows down boom a body shop the sky boy that's last name i made twelve thousand in a body shop she went through the body shop she said it was a good out of here no soliciting now what was that about it was from the first second I walked in the door and opened up my now BAM I was Enthusiastic shoppers house and most importantly a figure of authority it was something
that came off in the first couple of seconds you know Jacob the jeweler is famous jewelry don't know Jacob the jeweler okay couple famous big-time jeweler so now I build this mortgage company right and it's rocking and it's rolling and I'm like forty five people and I'm making a lot of millions of dollars a year right and I'm still going out and I love selling Door-to-door I get off on it so once a week I would take three sales with me and I'd go out I just walk in knock on those and make fifty sixty
cred like clockwork all right so I go in tinnitus again I'm gonna go to the Jewelry District in New York but there's just booths and booths and booths who anyone from New York and Michael's right we've just like literally 500 and just a constant trade and there were lawyers I'm like what could be better than this I'll make a bloody fortune so I go into the Jewelry District right and I go down these three salesmen oh I make a hundred thousand dollars in an afternoon a hundred thousand dollars finally a loop around in the under
side street nothing nothing I walk into some really big thing big store right and it's like one giant booth in the back and I walk in my little crew I won't arrive this a woman I give her my pitch and she's like I'm paying seven And a half then she says accomplishes why am I talking to you like what do you mean cuz I never talk to a throw everybody out of the store why am I talking to you it was Jacob's wife Angela Lara Bob okay I don't understand why I'm talking to you before
I knew it I was upstairs with Jacob in his office I made 17,000 refiling their house in Forest Hills Queens I was at their house for dinner that night they did not know who I was It did not know who I was simply because my wrath of confidence the aura that I had that I was sharp his attack and I was an expert Jacob told me to screw off I was like screw off yourself I was I was paste him reading matching me mirroring being just like him right Angela are about to this day okay
well met and she never could she like throw everyone out but I did business with you why because the first Second I walked in the door I was different I captured our imagination so when I say to you like hey it's down there I ain't kidding okay if you are a salesperson in your hammering way you got people on the phone of big crew people just that alone will increase up this much now you're gonna close sales but no but this is called the art of ready for this this is a great lesson this is
called okay this is called the art that's I Can't write I'm an author to the art of not blowing it that's what this is here's the mistake so many people make okay if this is your straight line okay and your qualifying over here and then you're presenting here and you're closing here right okay the mistake people make is they think the sale starts here when they start present the sale starts the moment you pick up your phone you're closing with your tone you're closing by establishing the three Magic bullets that I am what that's number
one sharp is attack to what Susie asticus hell I can't write your says enthusiastic l.b I am a force a force to be reckoned with an authority figure an expert in my field that's how I got upstairs to Jacobs office that's how I made three million a year from a dead stop after the government had taken all my money and deservedly so because I had a company let me pay something I Invented the straight line at a stray ssin of trying to take nineteen year old kids with little education and make them into killers who
could talk to the wealthiest men and women in America and extract money from them not $5,000 millions we would call people all across the country and they would send us one guy would send us four million dollars four million for a stock he never heard of to a brokerage firm he never heard of to a Salesman usually still had pimples On his face from acne it said in millions it no I raised I think like three billion dollars in that heyday all because of the straight line all because of the straight line and it's starting
off with the first word now the mistake of a 95 but here's the thing 95% of what I didn't have in business was strictly legitimate legit all the chit I was raising money for companies Steve Madden shoes you sure you know that company right it's my company I not Only was did I take it public I owned it 85% of Steve Madden shoes was mine Steve was a minority partner you know 15 percent he came to me looking for money for venture capital your do venture capital over here right can you looking for venture capital
alright I gave him a million dollars I said give me a hidden one ugly she was the ugliest shirt ever seen it's called the Marilyn a big chunky Westland Cuong right cuz I got the sugar I don't care About the goddamn shoe how much you need million dollars is a great give me 85 percent of your company his and Millie is it great Steve was fresh out of rehab okay sober fight 22 years now Steve okay next they're turned around I sold off 30% of my stake for a million dollars get the picture I was
in for free they own 55% of Steve Madden shoes it was a start-up the company now is worth over 1 billion not only 1 billion dollars from that little tiny investment that was the Business that I was in it was embarrassing venture capital I raised money he was straight line or legal perfectly legal nothing wrong with it sales tactics a lot of pressure more than that should have been not legal illegal high-pressure not not ethical not illegal the mistake that I made is that the straight line was so powerful and raised so much money that
I could not keep up with the onslaught of buying coming in from around the world Come on not just us but kept coming in and coming in if I was smart I would have slowed down my business and not hired as many salespeople and it would have made less money up front and we worked by five billion dollars right now but instead I took as much as I could get the buying and just putting more product out there and you know what I started by putting crap out there I couldn't the manufacturing couldn't keep up
with sales stocks up the go up Artificially that's how I got in trouble and I was manipulating stocks just like that I did not start off want to do that what I'm saying is reason I'm telling you this story a lot of you especially own companies here you're gonna notice that you're gonna put this stuff in place in your business we're lunes or they're gonna soar quickly like you'll see boom just don't let it go out of control you need to have the other side of the equation you know it's loan mods Or credit repair
okay you got to be delivering the service that you promised with the straight line you can't deliver them crap or else it's gonna reverse on you and implode and you'll end up like I did having to start over again thankfully the skill set the system allows me to go out from a dead stop anywhere without you know flush me down the toilet bowl I get the license right I come back up with the plumbers license that's what this does it'll do it for You too but learn from my mistakes okay you take this system which
is all powerful and put it with the best product at the best price and bam you will have a life but you will not imagine let's go back with its real quick here okay hi is John there okay so he says that say hey John this is a Jordan Belfort point from global capital Tampa Florida how's it going today okay let me hear you say that hi John okay stop he said this is global Capital in Tampa Florida right watch this okay huge mistake forget that he's stumbling on the words that's irrelevant because you fixed
that you read a 10 times hold all the words that's just cuz he's nervous don't even worry about it okay he said global capital in Tampa Florida right he says global capital downbeat in Tampa Florida downbeat that's called the declarative Global capital in Tampa Florida right you know what he's saying who gives a really or he's saying so who gives a damn okay who gives a crap about global capital Tampa Florida because all you gave was some information so now you say global capital let's hear you glow say global capital Kappa Florida say perfect that's
declara now watch this okay now I'm gonna do what's called confer a mic for agreement Okay by raising up my voice at the end watch this hi John this is Jordan Dahl decline from global capital in Tampa Florida right go to Florida Tampa Florida when you raise your voice up like that what you're doing is saying right you look cool don't you this works every time okay global capital upbeat when you raise your voice at the end of the word his unconscious dialogue searches for should I know this right ride my daughter was the greatest
Salesman on earth at the age of five you told me that you were taking me to the store right right I'm like oh my god that makes you short so here's my brain now I know I didn't tell her that she's going for ice cream or a toy but she goes you know shoots everything you're going through this to the toy right now you can't say the guy off of global capital right right you sit like a fool but by raising your voice up at the end of the words watch You're referring to micro agreements
in one sentence he saying global capital it's kappa florida how's it going today he's like okay your short circuit is yeah I guess I heard a global capital in Tampa Florida that's what he's unconscious dialog is doing now it switches ok now again is he gonna close cause you did this no but that same tonality is gonna be used about 300 times in the overall script to generate the precise emotion the precise Agreement that you need for him the break is limiting buying beliefs there's no that he can trust you you know you care about
him ok see Samaha is going around the room right now ok this is gonna be a lot of aha zip next 30 minutes ok this is the golden ticket ok one paragraph can change everything for your salesforce or you as a salesperson i'm gonna do this through the whole scrip and then get into the straight one which is almost Freaking evil that's how that's how effective it is and i swear please i'll say it again and i was like you know for years people want me to pee I wouldn't eat chips I was after what
has I'll never do that I don't mind I'm stupid of course I can teach it you gotta just teach the ethics - ok this is powerful so ok that he says that now let's go to you ok so I say how's it going today so what do you say you're gonna say great not great or not great okay great okay Great means I'm genuinely happy to hear that you wouldn't say great I'm really happy to hear it they weren't disingenuous that is right so what you're gonna say is great okay now let's hear it next
words great now if you recall okay yeah right now if you recall okay now what did she do right what if she did a couple things really well there okay either you did it before you learn from What I just said but she raised her couple of things time she raised her voice up very effectively number one at James arnelle okay okay starts off like this the first thing she did that was brilliant okay we said now if you recall she didn't say that she said now if you're a call and she added what's called
a tone of mystery okay write that down the tone of mystery when you say to someone now if you recall okay say it your way say now if you Recall okay now don't you recall which one sounds better first of a second second maybe slightly right now say now if you recall okay down a notch he hasn't got it yet that's fun you're gonna get you're gonna get this stuff and you're gonna become what's called on consciously confident at this stuff that's where you're gonna get to very very it's easy once you figure crack the
code will do it no program so he says now if you recall that's what 97% of the Salesmen on earth will say they'll go through the script like this we'll say hi is John there great hi John this is Jordan Belfort Clarke and global capital Tampa Florida how's it going today guys like what an I got in the phone right now another salesperson that's where you're at you do it that way say great now if you're a call okay Don he's like no I don't recall I don't recall now if you now if you're a
call he's like um what he's like uh uh Uh what you shook the tonality switches something in his brain and he's tries to recall because he does not want to be thoughtful what you're saying is now if you're a call he's like um do i that split second that you stopped him from saying what an allows you to move forward down the straight line if you miss the opportunity he's off the line you get it he's off the line okay he's early Mondrian's mines going off in someplace else he just wants to end the Call
and you've blown it and now you're gonna play serious jump ball okay why is it that you have some people that are top producers what is it is it an accident it's never an accident some people are born closes the what means is abhorrent closer is they've unconsciously master the art of tonality controlling a sale okay the straight-line allows you to kind of grab that back if you're not a born closer and make yourself into a train Closer that's what it does so now we'll move forward okay global capital Tampa Florida okay that's great now
if you're a call now listen to me safe if you recall you attended a seminar last Thursday night over at the Marriott hotel up he's likes it right okay we've going on top forex traders Clive arnelle desiring the Bell I have for micro agreements in there if they right right right right right and he's saying right is that guy yeah and you say yeah say Yeah and you get you've led the guy on to the next thought verse is saying to the guy okay you do the whole thing now if you recall good said she'd
Marriott hotel versus Marriott hotel over at the Marriott Hotel capture the tonality try to get the Marriott hotel good with one of our top forex traders pop forex traders right raise your voice up does that ring a bell good okay now it's the little choppy because she's just done it for the first Time here but what happens is when you do this with three micro agreements or four in one sense the person will just say yeah I have whether he has or hasn't because people do not want to be thought to be out of the
loop okay let's hear you say no great now if you're a call okay stop now here ready say now if you're a call I'm gonna narrow your eyes and you say that no no go like this what you're like trying to figure something I'm gonna teach you something called a Physiological trigger right now okay we're gonna go through this a little bit more in detail but what happens is you have certain physiological triggers that will allow you to capture a tonality some people when they want to sound certain it's at their hand like they go
like this and they sound certain other people when I say whoa no big deal I'm on the phone as they listen it's just a matter of a very simple thing I usually put my hands out And I do the gesture the spike that they can't see me because they can't see me okay you can create a gesture by moving your body a certain way we're gonna do an exercise tomorrow where you're actually gonna learn what your own gestures are and figure out how to get yourself into certainties scarcity very powerful so I'm wanting to do
now one of the things that works with this now if you're a call see a narrow my eyes a little bit now if you're a call so you'd Say now you're Isaac you can think a little bit almost like it's a mystery try now say better okay you turn this seven off okay you got James arnelle right now it's got one off top forex traders don't worry games on L does that ring a bell three agreements together now watch I want to show you something very important sounding like the expert okay what sounds better to
you ready these are the words with one of our right so If you're speaking to somebody in conversational English and trying to influence them okay if I say to you at the Mareth held with one of our top forex traders Clive varnel okay I don't sound sharp is attacked because frankly the words with one and of an hour are really irrelevant they need to be put together into one word to sound boom to the point okay so I take with one of our with one of our this is how people sound interesting and the ferris
bueller's There Lucy movie Ferris Bueller's Day Off hi my arm my name is sounds through the teacher because our Bueller were talking about the economic depression in 1934 and the head the smoot-hawley act right and all the kids look calm snoring what is that that's the exaggeration of the world's worst tonality and pacing right every word is said with the same tone of the same beat and staccato right that put Someone to sleep the brain habituates okay if you're listening to the radio is Bob about you turn the station in habituate you don't want to
hear it right so if you say this or one of our top forex traders okay the expert says with one of our with one of our top for extra not with one of our top forex traders that's what a novice says that is a novice sharp will attack no is he an expert no you don't think that the reason I walk down the street and she Walked down the street we got two different results was cause of that it was just that I walked ahead what do you pay on your mortgage not what are you
paying on your mortgage what rate are you paying or what radar you're paying is the crazy paint on your mortgage boom I'm gonna rush if you wanna go you don't this is so powerful for people especially on the phone and a lot of your opening calls come on the phone because it's the Easiest way to qualify okay so what I want you to do is I want you to contract these words together so it's gonna be the Marriott hotel what about top not with one of our top forts with one of our you get it
your stressors off forextrader James are now right so it's not with one of our top forex traders James are it's one of our top forex traders James Darnell is that ring the bell so let's hear that you Drake bingo you're the difference you catch that Difference now you say when when does that make it it makes a big difference when you're here in the sale okay when you're here and you're trying to make points really salient points and get to a close those three she's group the words together you need to learn what words to
group together and what words stand out that's how you keep somebody's attention okay even one of our top forex traders Jim's on L much better okay great say yeah it Does now if you bring okay stop ready he says okay great now the reason for the call today okay is that you wanted the last of the group who hasn't enrolled yet right you say okay great now the reason for the call today which one sounds better isn't mine okay they're rating the same League say it's a the first one don't now what another reason for
the call say okay now now the Reason for the call okay by dropping your voice okay you imply then you have something that's a secret and that it's scarce and it's very specific you're gonna learn this is one of the most powerful techniques of all to closing okay it's dropping your voice when you have something that's a secret to apply scarcity not that often you can hear about this get it while it lasts okay I say to someone if you want someone to listen you yell if you want To really listen the whisper there is
so much power in a whisper especially when they know that you have this thing I called write this down bottled enthusiasm there's something that you have in here it's a catchy that you have as a sales person it's the sort of ability that they know you are so enthusiastic and so spot-on and sharp as a tack they know it's there they know it's there and it can be unleashed at any second and when you don't users they Respect you more you come off sharp his attack of sharpers attack it you lose it you're done Charles
attack sharp as that becomes boring and dumb I'm sharp is attack and the reason for the Paul is this very simple 60 seconds I want to share the idea with you got a minute not got a minute people say got a minute what sounds better got a minute or got a minute but they in the same league and they get first a response what does what does got a minute mean you're like oh like I don't know this guy's you know what I you know was he to ran down my throat or got a minute
it's no big deal these two reasonable guys we all have minutes you reply write this down the reasonable man got a minute you do that you disarm somebody immediately he's like well yeah I got a minute yeah I'm a reasonable guy you're a reasonable guy I'm a reasonable guy Throughout the entire presentation at strategic points you're gonna imply reasonability especially when you're asking him to start committing to stuff it's reasonable isn't it got a minute got a minute got a minute they all mean different things 9% of communication guys and girls is words 9% ninety
one percent is tonality and body language and when you're on the phone which a lot of us are especially in the beginning 91 percent is tonality When you create the image through tonality simple as that you must master tonality or you're a wasting your time as a salesperson and by the way it's what charisma is all about charisma it's about tonality about making yourself so interesting it's not the way you looked even it's the energy that bottled Chi that's inside you who come out at any moment but tells in check people would say to me
you know well I get on the phone with people when they ramble on no One rambles when they're on the phone with me because they know better not that I'm gonna hurt them I'm five 750 pounds on a good day okay because they understand that I'm an expert I'm sharp I got it they don't wanna piss me off does that mean they're gonna buy no remember we had those buying archetypes right only certain people will ever buy but I know that if I do it like this everyone who can possibly buy will buy from me
Not from somebody else the worst date for a salesperson is that you couldn't close them and somebody else did that's the worst that's the low point not that you pitched ten people knowing what that's a okay that's the numbers game like the sales funnel the worst is is they didn't buy from you and they bought from the next guy simple as that so we go through the script we get to this point now great well the reason for the call and you Dropped your voice to employ scare so let's hear you do it great okay
great well okay let's do it and say okay great okay now say like you get it on the phone I say is that I say yes okay so that we go back right you say does that ring a bell I say yeah it does now what do you say okay now keep going stop now well the word well is a transition word okay write that down a transition words well but now these are crucial words in your Script and in your sales and allow you to completely flip tonality and pause and create new emotion you
understand that when you're closing it's about managing the other person's emotion to create a specific emotion bump-bump-bump and the precise emotion you want at the right time when everything else is in line then you look for that emotion that said you know what I want to do business with this person that X Factor you're managing someone's emotion okay those Transition words allow you to manage emotion more effectively so the transition where it is well you're in the second sentence it's now okay so you'd say okay great okay now what she says you can say okay
great you say okay great and I say okay great which is better the third right raising it the third is better questions it's they're not in the same lead now you could say that you just gotta learn how it's like okay Great okay great thank God because we wants the next step now you get that's the the words that you're implying okay great like I have what what does that say I'm what enthusiastic remember let's put these three things back on the board here but pointing with everything what are we accomplishing you'll notice with each
thing you do you're accomplishing one sharp is attack you're sharp enthusiastic okay and a force those Three things a force and expert or an authority figure okay I say okay great where am I Susie a stick right yes or no yes okay now so say okay great better okay not okay great you said it just right they'll say this person needs to be committee okay okay so then I get out there you know I'm gonna show you that this is sort of is this kill zone that you have to learn on your own voice and
that kill zone of tonality is when you're right dead-on balls accurate and When you're there you're gonna be just like you'll know it that's when you're in the zone those days when everyone that you know they're just laying down you that's what's happening you're in the zone you're controlling their emotions with the tone of voice and everyone's saying it's like just well I don't really good they don't know why now you know why okay so let's go great say now okay great well the reason for the call okay now watch this ready great Not well
what you do is you start will feel you're like well and you're here okay he's here in tonality right well the drop to the reason for the call he has to go down too low the mistake you have you're not starting off I enough you have to give yourself a place to go so if you say well the reason for them you can't get there it's like well the reason for the pole so you go up on well your transition word creates the power For your next phrase so if you transition words you'll be going
to a state of scarcity you want to sell your transition where higher and then drop down okay to the secret the scarcity so say great well well well the reason say the reason for the call today keep going now okay ready say one of the last of the group put all the words into one word one of the last of the group let's hear it bingo that's how you speak like an influencer One of the last move not one of the last of the group you're done what are you not here he's not what show
off his attack they know it they know it okay one of the top traders one of the last of the group not one of the last of the group like the guys reading from a script they know it in two seconds flat but it just looking at your script who's gonna say you're one of the last of the who hasn't actually enrolled yet if you have 60 seconds pause I'd Like to share an idea with you got a minute got a minute the reasonable um reason all right everyone Google's can say yes who was like
literally has a minute and has anything interested in you what you have to say they will say yes remember I say if you read the script one way and I'm not getting dad and I respect them greatly for getting up here by late because he raised his hand up the first person the Pampas he was family okay I respect that Cuz no one cares whether you could do something well or not all they care about is your heart this guy's got heart he will be a closer for sure so the bottom line is this okay
you say something my way let's let me speak to a hundred people okay and I do it this way what percentage of the people you think that a closable will come follow me what percentage close to 100 okay if I read it my way if he reads it his way he might get fifteen or twenty percent of The people to move forward cuz he hasn't acted their imagination and he hasn't established these three things and if they do move forward he has a significant uphill battle the fight because they know he's really not these three
things and now he's got to make such a case such an airtight logical case such an airtight emotional case it's an uphill battle you're not a closer you're not an influencer and you'd be killing yourself as a Salesperson so I don't tell you stories it's a great story and bother you're somewhere in between look you're a little bit higher up in terms of your tonality it's a bit more advanced but still there's a lot of things that your not a curing and it's so easy to do this is the point I'm making it this is
like a learned skill I don't have some magic bolt that I was born yeah I got it but the point is is it transfers to any body any I could say with any one of you but For two or three hours as long as you remember something to getting you I have a burn burn desire take opportunity right follow proven system I said if you if you have those anyone anyone can learn it the only people that can't are those that don't really care too they don't care about money and by the way just let's
just clear this up right now money matters and anyone who tells you it doesn't is full of crap they never had any money is not evil money doesn't Corrupt people money's a beautiful wonderful thing you know which is good your middle name should be I'm rich mr. rich right when you're rich you can do things to help people you can be the guy that donates the x-ray machine to the hospital over builds the wing of the hospital you can take care of your family retire the people that you love have an impact on the world
the most disempowering state is poverty what can you do when you're In poverty look at it this way there's no amount of poverty you can have in your life to make one other person wealthy there's no amount of sadness you could have in your life to make one person happy there's no amount of sickness you can have to make one person healthy if you want to make the world a happier healthier wealthier place what you do is simple you get as much of those gifts as you can for yourself and you spread them around That's
called a reframe you have any limiting beliefs about money squash them they're crap whatever was spent you with me with this big sauce was fed limiting beliefs that money might corrupt in some way or it's evil money's a beautiful wonderful thing now does that mean you and I could have problems no you have more problems when you have rich he's got more stuff going on but you get to show up to your problems in style in a limousine a nice Watch in a beautiful suit right that's what money does you show up to your problems
in style so wipe that out of your head money is beautiful it's wonderful get money and then give it away take as much as you need for yourself then you spread the wealth around and then more money come see that's a state of abundance versus scarce luck I got a grip every penny okay how you perceive money in this World okay and your own goals for money will dictate where you go in life with money just imagine this way if you don't see the money doesn't really matter oh really just imagine if you're in a
marriage you said well my wife doesn't really matter how long is she gonna stick around well how long's money gonna stick around if you don't think it matters it's an a goal like your wife or your husband money matters closing matters cuz closing the funnel closing And prospecting and dialing leads to money okay and it starts right here so here's the deal okay we'll do it one more time star from the top hi it's John Durr better or they wasn't for a lot better okay give the man a round of applause okay bingo okay is
he good close sales doesn't know okay did he create an image yes okay he's enthusiastic he might have something next coat okay hi John okay close Betty you were good up to the police at global Capital you declared global cap and he's like so the what okay that's what he's when you say global capital with a downbeat bad mistake you did it all great say hi John this is Jordan Clinton global capital and Tampa Florida let me get your upbeats go do it again hi John give the man around applause okay bingo okay cool say
great now right now your eyes now mystery right no now great ready great now if you a call if you a call Getting better now whitey listen to me ready say was one of our top forex traders up right right James Darnell does that ring a bell do I hear 3 go over at the Marriott hotel with one of our top let's hear the price from there over the Marriott Hotel etre ok here's a prop here's the problem he's up up up offing something he's a songbird almost right okay the problem to start your tonality
lower you need to give yourself Room tonight remember you're managing tonality we've been arranged learn your range ok if you have a deep boy she got a stud if you want to go up you got a stork very low ok so you might start here you see now if you recall you attended a seminar last Thursday night over at the Marriott hotel we bought a lot of top forex traders James arnelle is that run the Bell see the tone alley do it again start here um you attended a seminar you attended a seminar bingo on
The money ok now let's move forward ok great stop ok great well not the reason well the reason drop though there's a reason for the call today okay this is the major transition to say I want I got something for you I'm not just calling to say hello I'm calling to sell you something that's really what you're saying right here okay well the reason for the call today I didn't call you yesterday I didn't call you tomorrow I called you right now for a reason and my tonality drops but is there power behind them it's
not it's not like the reason for the call today though it's the reason for the call is that it's they feel it it's there ok I have that tonality they're my voice is low but my fist is clenched is boom waiting to be unleashed it keeps them in line they know they they know they know those things ok so say great well the reason for the calls here okay What hit are well the reason give me a big are there help Nicole today one of them say one of the last of the group okay yep
just a second state what rate we is no memory if 60 seconds which everyone what's the words listen if you have 60 seconds not if you have 60 seconds okay like oh my god itself or if you have 60 seconds and the unspoken words that I just said or write this down which everybody has we have 60 seconds which everyone has I'd Like to share an idea with you no big deal got a minute I'm a reasonable guy you said all that you don't realize it well you haven't said it and you're wondering why they
don't want to move forward you get it it's that simple okay let's hear it en okay great well the reason for the call today well the reason for the call today stop ah well said well louder seconds seconds good must give a round of applause that's great good well let's go do real Quick sound okay hi it's John there right here try your cope global and that he's a global capital Tampa Florida home of capital tell the floor he's like he's like let me search my memory banks that's what he's saying to himself when you
raise up he can't help it can't help it he's doing it because we trained since with this big okay to try to be quick on the uptake we want to be known as being quick on the uptake So when you ask someone a micro question like that depth before the arm yeah and yeah and we're not big deal two different emotions have been created and remember again we're in the first paragraph just imagine when you say to the guy all I'm asking for this give me one shot it's $3,000 out there enough if you're doing
the wrong tonality then you will never close but if you're saying give me one shot and believe me you will not be sorry it's out there enough I'm a Reasonable guy same sick hmm okay I'm a reasonable guy right the same thing goes at the end of the sale when you're closing when you could have closed you're gonna do in the reasonable man tone now like give me a shot and you will not be sorry fair enough he's like oh my god the guy's like wants to run away you know versus you'll believe me little
modification you know blip do Paul mess With you give me one shot and believe me the only problem you'll have is they didn't call you six months ago and do it them sound fair enough which is better well give me one shot the only poverty call you six months ago I would've died you started dead fair enough he's gonna say what an ass okay or the only problem you're gonna have as I didn't call you six months ago and do this for you then it's out there enough you said there's so much I care About
you I care about your family I'm gonna help you put controlling your life and I am an expert they all want to deal with an expert this is what tonality the straight line is tonality and structure tonality and structure to move somebody's emotions down the line with the appropriate tonality to have them right where you want them not in an evil manipulative way in a way that empowers them to make a good decision you will never use this to manipulate somebody Because now I think you can start seeing you could use it to manipulate Sony
to make a bad decision especially when you learn the art of looping which we'll go through later which is crazy okay will you break their buying beliefs down okay so you do this only to empower people that's the message here okay let's move forward here great say great now let's do to get it all from the top highest other right here Good say stop do it again great now she'll call Rick now if you a call mystery guys is let us say no I don't work all if you do it wrong and if you'll now
if you recall which you should which era I and you don't want to be full as being slow on the uptake now do you now if you recall like most reasonable people do like most smart people do can say that you can say that now if you're a cool guy shot a fool and you attended the seminar left you can't Say it but you're gonna apply it with your tone okay and you manage the sale and you move the oldest things happening here you're moving it's always about moving forward towards the clothes you're closing from
word one or qualifying them out and directing them to the right source where they can get what they need that's when you're really offering at the highest level of sales on ethics at the same time simple as that okay so great now we're here great Now for a call yeah stop well okay a lot of the mistakes from hearing right now mole sieve do with not using well as a transition word make this easy for yourself by giving well some power if you know your next word that's why you need to have a strip that
you stick to okay because you know what your next words gonna be you know your next phrase is gonna be for scarce in your secrecy right well then give yourself room say you're not just say well reason you have No way to go you say well then all of a sudden what you drop down to the reason for the call today and they're like what they're like instantly the human hear they zero in okay and you passed that little transition to where you're a Salesman now like they're listening they're just listening you get it they
don't miss it okay say great well the reason for the call today bother what did she do that was beautiful there she just did Something that I wasn't even doing that effect I knew it I was almost gonna stop myself before but I figured I would deal with it later she just did something really powerful there she says she said um like this she said here's up to-- - does it wasn't you have an actually you're one of the last noob who hasn't actually enrolled yet that's how I said it which was wrong by the
way I was gonna correct it but I didn't okay she who has it actually enrolled yet she Said it isn't that great in other words she said it in a way and it's such a mock eyes it's a minor girls it's a minor point but don't kid yourself one more emotional in there brings them forward and you could use that same thing she did that isn't that great like if it's a we say getting starts very simple just a question name social security number it's not great how easy it is so that little ethical trick
she pulled There unconscious that's called on ah she she unconsciously knew that the right tonality the other words that she hid it now you have to learn to be able to harness that tonality anywhere you want to create the emotion and move it forward so I'm picking out a little micro stuff cuz you're gonna use it later on you'll see later you're like oh my god when you're closing your eye go you boy I'll say stuff let's not do this exercise people say that is the sickest Thing I've ever heard but I do the clothes
but you start seeing how you know combined like secrecy scarcity in the reasonable man all in one shot and it's like no and the guys like yes he said my name is he's filling out the application okay but don't do it unless you should be filling out the application okay so real quick is it fifty of time today right okay so say great yeah actually enrolled yet since it go from there say who hasn't actually Enrolled yet okay that was not right because this is like your 62nd I like a a Gregory that's not great
no one wants to wait waste 60 seconds of their life with anybody other than the people they love Jeff say give 60 seconds so like if you're in a grid no it's not great what is great okay so the other no get I'm giving you an opportunity that's great if it happen instantly for free will be even greater but this is certain 60 seconds no and if you have 60 seconds now you're in a reasonable man tone which anybody has I'd like to show an ID no big deal not a minute we all do different
emotion one before words later you switch to a new emotion that's what people that are great closers do automatically you can do it even you're not a great math you can do it but just learn it and you'll improve it becomes unchecked consciously competent and you're always doing it changes your life Great let's say if you have 60 SEC's so you say great as intractable 60 seconds which we all do I'd like to share the idea with you no big deal got a minute we're both reasonable people let's just think that's what you're saying really
okay so let's hear it who has it actually rolled yet perfect let's give these two a big round of this thanks very much thank you very much so what do you think tonality right it's the key to everything when you lower your voice People will listen if your raise your voice it has some power but only for a short while when you really want to influence somebody you whisper create scarcity secrecy and people will really respond to that now take this to the streets as I said and I want you to go out there and
act on this one this is something that you don't have to really think that much about just in your mind just be conscious there are certain key moments where you pause there are Certain times when you group your words together and become a person that speaks like an influencer so I tell a story about how a guy at the checkout line is working the cash register well he's a salesperson - you know he's selling people cans of Campbell's soup and hair brushes and toothpaste right you know he paid what's been in wages six seven dollars
an hour that's what you get paid for transactional sales as an influencer using your tonality and the structure of The straight line the amount of money you make could be staggering so I just want to make sure that's what you took out of that session what we're talking about here is becoming an extraordinary influencer and at the heart of that is your tonality and if you're in person also remember your body language remember the eye contact how important that is shaking hands in an authoritative way but not know you know not taking someone like a
Randolph Because people don't respond to that sort of stuff but again the key here is to take specific actions in the real world to go out there not just conceptually but when you speak to people speak to them like an influencer and remember that killzone that's sort of one percent inflection that makes the real difference to raise your voice up in a certain time to inspire someone to start searching their memory for something so they don't select you know Working against you with your unconscious dialogue all those little tools and techniques that you just heard
about they will be remarkably effective not just in your business life but in your entire life whether it's with your spouse and I urge you by the way with a spouse or a loved one only use it to empower them to make them you know feel more confident about themselves don't work against people like that because at the heart of this whole thing remembers Ethics and integrity to influence people who should be influenced because when they do make the decision finally it was in their best interest and it empowers them and helps them get propelled
to wealth and success [Music] you
