i'm jordan belfort and this is sail school all right so it's clear that nature had no idea what to do with testicles i mean they're always hanging out flopping this way and that or even worse sticking to your leg that's why tommy john created the hammock pouch see when you're wearing tommy john's hammock pouch underwear you're just that much more comfortable so you can do everything better by the way i'm not even kidding here i actually wear tommy john's and love them i'm serious i would not be saying this right now unless i actually had
a pair of tommy johns on right now i'm tempted to actually pull my pants down but i probably won't do that maybe i will next time but once you wear them like me you're never going back they've sold 13 million pairs of these all right so there's 13 million pairs of old balls milo young by the way that love tommy john underwear because everything stays in place no more flopping sticking chafing whole nine yards right tommy john underwear has a non-rolling waistband for perfect fit the legs never ride up i'm telling you this is all
true i'm not just saying this all right i wear them i hate wearing underwear that has that weird like like in a freaking diaper right and with tommy john you've got the best pair you'll ever have in your life and that's guaranteed or they'll give it to you free so right now you get 20 off your first order at tommyjohn.com school that's 20 off your first order of underwear and loungewear at tommyjohn.com cool that's tommyjohn.com school see the site for details i promise you you're going to love these let's talk about the lean and mean
fast cutting way to get through the gatekeeper okay very simple i perfected this back in the late 80s it still works like a charms i've used it other companies in the last five years okay basically you want the gatekeeper to think that you're a personal friend of the person you're calling that's it all right guys and i don't mean that unethically you're not gonna lie you're not what you want in everything you say everything you do meaning your demeanor your voice your tonalities they're the way you approach the call your confidence how you position yourself
as an expert it's all designed that the gatekeeper would think that maybe he should he or she should put you through because you're a friend or a contemporary of the person that's the bottom line so if i'm calling for um a ceo of xyz company his name is john smith i will not call up and say hi i'm looking for mr john smith please the second you do that there's inequitably no no um you know dispute in the mind of the gatekeeper this is a sales call you're looking to sell the guy some and their
job is they are there to keep you out now some people will tell you that are just full of sales no they're there to screen out which sales offers are right that's a load of guys i've been on the other side i'm the ceo i tell my people don't put any sales i don't want to speak to them i don't want to speak to them if they get through they got to do it ingeniously you're not going to get through my assistant okay i don't want to hear about it i i'll go to someone else
first go to a lower level per first and work their way up so the point is if you want to get through to what you really want to get through to someone you got to position yourself as not a salesperson so watch i call up mr john smith and say hey is john there that's it hey is john there hey john please hey let me see the john please in other words everything what did i do there no magic words it's just like hey jeff how would you call and speak to your friend if you
if your friend worked at a company you were calling your friend what would you say to his secretary if you never spoke before said hey listen to the john please hey is john there that you would say hello i'm looking for mr john smith please it's jordan belfort xyz you would never say that so you want to position yourself as a friend or personal acquaintance of the ceo all right now the key here is in the silence in other words what happens is it's one of those questions where you know whoever speaks first loses so
you call up a gatekeeper they say hi mr smith's office say hey hey is john there they'll say who's and you they say well who's going oh it's jordan that's it jordan else they'll be like oh what the [ __ ] uh jordan oh jordan bella don't know what he'll know he'll know what his reference do that's it now he's saying aren't they pissed at you if you if they said you they knew what it was about no they just won't i'm doing this a million times and just so you know the amount of extra
people you get through okay by doing that and i again i don't want you to lie i want you to say you know it's personal business okay you know trying to i hate guys i got to be i hate saying anything here that could be being misconstrued as being unethical but the bottom line is you got to be a little bit cagey with these people because they're being cagey with you you get it they're designed they're there to thwart you they're not your best friend okay now in some situations when you as a last resort
you'll go that route as well especially you know high-ticket business but if someone's teaching that's why they do it they're just plain wrong it doesn't work it'll be nice in a bubble world but in the real world of sales that's not the way it goes because any well-trained gatekeeper is designed to keep you out not if you befriend them that they'll let you through you
