i'm jordan belfort and this is sales school [Music] all right so if you're a business owner do not let quickbooks and spreadsheets slow you down anymore now it's time to upgrade to netsuite by oracle the world's number one cloud-based business system network gives you the visibility and control over your financials inventory and more schedule your free product tour right now at netsuite.com school what's the truth of the matter if i get 500 leads i want to know how many of them are really real how many of those people are contactable and let's just so so
let's just say so watch my goal is this i want to know that at the end of the day i need to know this number what is the number is it 70 percent are contactable so of 500 and real numbers 350 are 80 contactable i'm talking about after they get called in a number of different times of the day so you call them once in the morning afternoon evening call them on the weekend at night you text them you email them you call from a different phone number you come from a block phone number you
keep call you try everything i teach you in straight line certification like getting past the gatekeeper about getting people that are answering all the tricks that i know and i handed you on a silver platter and certification right those have to be applied in a rational context it doesn't matter if you know all those tricks if they're not being applied correctly you can't apply those in a system that makes a call every 30 minutes and waits and after you know that one guy didn't show up what do you do i'm waiting for my next scheduled
call good luck trying to get to the bottom of things like that let me cut to the chase and tell you what to do what you want to do here is you want to convert this to a two-call system and take as many of your sales people even the great ones as possible because remember in a testing phase here this is not about using people at their highest value it's not about how much you even make it's about finding out the truth so what i want to do is i want to take these 500 leads
and rather than having them schedule a time no i say you want to book a call great book a call click this link here fill out this form we'll be in touch with you no schedule all of a sudden now guess what happens the calendar disappears i have one giant pool of 500 leads and i take eight sales people and i deploy them like commandos on those 500 and then every single day so let's say they get so now i have eight people working on everything in real time and the next day more coming so
whatever they got maybe on the first day listen let's say the truth is watch let's say the truth of the matter is is that you're gonna get in touch with seventy percent does that mean you get in touch with seventy percent the first day no you might get in touch with 20 the first day another 30 over that following week using the strategies i've taught you if you haven't been through certification you're nuts all right you need to do this all right because there's every trick in the book in there to make sure that you
get through to the person all right from there you might get in touch with the last 10 to 15 percent where that number might be through a combination of emails texts follow-up other belief bills you re-target them so ultimately when you squeeze this towel dry over a period of 14 or whatever 20 whatever the cadence is that you decide on right you're going to get through to 70 of the people i have to know what that number is can't even begin to figure out whether something's going to be profitable or scalable unless i know how
many leads are real not how many leads i've gotten it doesn't matter these are raw unqualified people they must be qualified so what i do now is i deploy my sales force i create two call system so the first call simply assessing them alcohol hey we i know you called up thanks for calling in i want to ask you a couple of questions so i can schedule you for your strategy session make sure you speak to the right person don't waste your time number one how long you been and then you ask them questions it's
three four minutes boom boom boom down and dirty in other words you're not prolonging calls what you're looking to do is find out who's qualified and who's not if they're not qualified you direct them to a website markets will give them some free content that will help them but i'm not going to waste my time having a strategy session with someone that simply cannot benefit from the end result of that i'll give them free content instead let them make some money come back maybe down sold into a lower price product that point through a funnel
not gonna waste human resources but i gotta suss that out quickly the way i do that is take a bunch of sales people and attack this without a schedule good old-fashioned cold calling down the phone 300 times a day watch how quickly you blow through those leads in a matter of three or four days guess what you're starting to get a really clear picture of level one and two level one is what you get that first day and then level two is gonna be over that first week by the end of that first week you
gotta get a good sense okay i got fifty five sixty percent of the people i've gotten through them the other ten or fifties i'll each out for all these other ways but i'm starting to get a really good idea of what's what how many qualifieds and now okay at the end of those calls now i schedule a call with a closer and in between the two i've already emailed the guy a belief builder another free training something to make sure that i say a belief of the meaning something that increases their level of certainty for
the three tens in between the time i had that first touch point where i scheduled to now i'm gonna make a closing call and also now because i know i have only serious people i said to the guys no wooden leads that means don't write up because the first because i had my kid and sure enough it went back there and now how's it going oh i got four leaves okay tell me about oh well two are really good two kind of whoa whoa whoa that's not leaves so you have two leaves you have two
people that you're not sure about like couldn't really find out if they had money i said oh you couldn't find out he goes i don't know what to say how about just freaking ask him i mean like so tell me you know how are things going right now have you ever bought any other training products before how are you doing with commissions right now are you struggling are you behind on your bills how's your relationship with money right now are you having ask them flat out that's what this call is for there's no reason to
end the call here's another scenario i walked into this one now because now i'm actually managing the sales force myself okay i walk in and the kid's just ending the call and he said other guys oh it was it was a an opening call and the guy was obviously a bad time because he called the guy without a schedule and the guy was busy okay what's the better time to call you back and they're talking the guy says i guess like you know a callback tuesday to okay great then i'll schedule that call no you
don't do that if someone says oh i'm busy i can't oh absolutely listen let me just schedule one of our senior consultants here to do your strategy session which day's best for you he'll say oh tuesday uh three day we have tuesday at three o'clock either or or wednesday at four which is better for you because on tuesday three o'clock great just a couple of quick questions so like don't waste your time so much time then you ask them the questions anyway so what happened was he took someone that said i'm busy right now and
it turned into his cue to call back to try to find out if they're qualified versus qualifying them i understand you're busy so let me set up the straight let me see what's the best time to set up a strategy session we want to see your consultants we have tuesday and thursday up which is better for you guys says uh tuesday great we have morning uh with 11 to 2 11 11 to 12. blah blah whatever it mean guys oh 11 30 great perfect i got that okay real quick just a couple of questions so
we don't waste your time number one are you in sales you ask the guy three questions what's the worst that can happen if you have a quick on the ball he's gonna answer them you're early and they'll always will answer a few quick questions because you're saying to them with a justifier it says so i don't waste your time so you this person doesn't wish we can best serve you so we can laser guide this consulting session to meet your needs we're doing it for your benefit so what would have been a qualified legal maybe
not a torso ended up going through his callback file those are just little things that you know make a salesperson or co caller more effective things that are very obvious to me that that was not they were like oh wow okay whatever this is obvious right but the point is is now what i've done here is i've taken a slow slog of scheduling calls over a month which was sure to turn into a nightmare because you're never gonna really get it will take months to get to the bottom of this because of all the cancellations
and all the unqualified people so now watch you have someone how demoral how demoralizing is it for a professional salesman when at 12 30 he's got his 12 30 appointment and the guy shows up it's all great so tell me about yourself oh i'm i'm just going into workplace i have eight cents in the bank that guy's done the salesman just that's 30 minutes out of his life he can't get those back it's just because there's no one else to call he's on a schedule no way uh-uh i want to assess those i want to
load up this board with qualified people who need my product who want my product who can afford my product that's what you want scheduled not nonsense and wooden leaves it's a surefire passport to dragging this on and not ever really knowing the key metrics number one how many are actually real how many are ever going to even speak to you and of those let's say if these 350 how many are qualified well i'm it appears right now i'm guessing here i'm guessing that we'll end up getting in touch with 350 and i'm guessing that maybe
30 percent are going to be qualified that we can pitch them so let's call it 100 and of those will probably close a third like i'm just i'm just making these just estimates here 30 people right that's the right if we do that i'm making a hundred times my money you understand it's massive profits massive and of course there's all these other down cells and cross sells and then lifetime value of the customer but the point is how i'm guessing what the numbers would be how am i ever going to find that out with a
slow moving scheduled first call that's mostly filled with wooden leads [Music] you
