i'm jordan belfort and this is sales school all right hey guys what was in the house if your daily motivation slash skills training right i got my whole crew here today out in front of me because we're just going nuts here we got filming in one room adding another people on this way now it's just a crazy day today it's a little too cold outside to walk on the beach so here i am in front of the whiteboard ready to rock and roll all right so now one thing i want i want to talk about
here is is i think that i think what you're not getting some of you is that this information every day is meant to build on the day before and the lessons that i teach you which by the way i'm also teaching to myself like a lot of this is [ __ ] self therapy as i say stuff to you i'm actually using it to motivate myself and bring myself to a higher level of of certainty and also just efficacy and just effectiveness of what i do right so just so you know like you know when
i talk to you guys i'm living this stuff but one thing that i do because i'm living this is i make sure that each lesson i internalize that day and then i build on the next days like i don't just use it that day and then all that's out the [ __ ] window it's like i take something and i build on it i grow on i build and build and build and i try to make all of these things sort of like step step step all heading towards exactly where i want to go so
like for instance i'll give you here's an example um i was on up on the on the platform you know on facebook right just looking through some questions and i noticed like again someone came up with a question that like you would think they would kind of get this by now so i guess maybe it's my fault like that i'm still not having you break through with understanding like what the straight line really is about at the highest level someone's saying you know i sell financial products or you know i'm involved with money and how
do i use the straight line to sort of you know create an airtight logical case well i mean hello it was invented for financial products and for money but you know i think what's happening here is i i think there is some confusion here about what an airtight logical case consists of and what an airtight emotional case consists of so let me just kind of demystify that and kind of hammer this home one more time because when i talk about what the straight line is at the highest level what it really is it's essentially the
seamless delivery of airtight logical cases and airtight emotional cases in the perfect order in other words here's the deal guys remember there's two types of certainty there's logical certainty and there's emotional certainty right and in order to close the highest level you have to have both you just do and here's why because logical certainty is about the logical mind it's about features and benefits a cost-benefit ratio of value proposition when you make an airtight logical case to someone they should be able to sort of go from a to z or a to z depending on
where you live in the world right and they can sort of connect all the dots and have an understanding of why what you're selling or recommending is empirically awesome like it just makes [ __ ] sense it's not like there's no like secret sauce that can't be explained like it's this it's that it's step step step right no gaps in the middle that causes two things to happen number one a person the individual who you're trying to sell to they understand themselves they get it they understand at a very high level why it's a great
deal and they more importantly then can now explain it to someone else you see when you have made an airtight logical case of someone if that person gets challenged by their partner their wife their friend why just oh i did it because abc they can explain it themselves and there's a certain level of comfort that someone has when they can actually say oh yeah i made this decision because it makes [ __ ] sense and here's why so when you make the airtight logical case at a really high level not only does someone understand themselves
but they're confident in their ability to explain to someone else and because of that they don't worry about being challenged or making a bad decision or if god forbid someone says oh why'd you do your cr you get it so it eliminates embarrassment and so forth so that's your logical case it's a b c one plus one two it's and it's in a straight line it all adds up so it's just yeah it makes [ __ ] sense that's the best way to explain it it's the numbers it's the equation it's the screams from the
hilltops undeniable logic of why something is a great deal period end of story that's the logical case the emotional case is very different it's simply about skipping over all that stuff all the minutia jumping to the end point and saying yeah imagine it already works we already got past that and now the person sees themselves in the future using your product good or surface or enjoying the benefit of that product good or service and feeling good they're actually living the benefit in the future their pain has been resolved if they were out of control in
some aspect of their life they feel in control if they were worrying the best and they're no longer worried that's emotional certainty and again that word always uses future pacing meaning that they are able to jump past the minutia the abc if it all say yup i it just works i got that we're moving past that now and imagine how great i feel six months from now driving down the road with the top down the wind blowing my hair for the car or having the insurance policy and knowing that my family is covered no matter
what happens to me the risks have been removed and so forth so that so a great airtight logical case is the explanation step by step and the airtight emotional case is when the person visualizes their life down the road already enjoying the benefit and feeling good what happens that in the absence of making the airtight logical case if you just focus on the emotional case the logical mind serves as a human [ __ ] detector so if you try to impulse someone without essentially making the case of why it's just yes you're right it makes
sense their mind saying [ __ ] [ __ ] he's telling me how great i'm gonna feel in six months from now but he didn't convince me that it's actually gonna happen so this sort of convinces someone it's gonna yeah it is gonna happen and this is how you feel this is the one because this will happen and here's how you're gonna feel you get it this makes it happen this is how you feel after it happens and those two together so what happens is once you've made this scream from the hilltops air tight logical
case and the reason i use that stream from the hilltops is that i mean it's just it's gotta be at this really high level and just that takes work that takes forethought that takes sitting down and doing research sometimes and really taking time to plan and say how is how is the best possible way how can i explain this to someone else so they get it so they say you know wow i get you know you all [ __ ] no hype or [ __ ] aside this just makes [ __ ] sense that's a
logical case once you've made that it then frees someone up to be moved emotionally the [ __ ] detector is silenced so once that's been silenced you can now easily sweep someone away with their emotions imagining how great they feel down the road without the logical case being satisfied what happens they'll start to feel good the best [ __ ] in the back of their mind up wait someone's trying to take advantage of me and being impulse [ __ ] that's why you have to have both so in practical terms what does that mean well
for me when i know i'm doing my job i know that i'm close when i say to someone after i run my first loop and i made my second so i made my initial presentation right i framed my airtight logical case they say they want to think about it so let me slow this down now for a second so watch so i'm in the sale where i've already completed the front half of the sale this is your straight line open close your boundaries above and below i finish my front half by asking for the order
for the first time i asked for the order and i was hit with a typical objection of let me think about it that was the objection i got to which i said i i hear anything you want to think about let me ask you a question does the idea make sense to you do you like the idea right and i would use that perfect do you like the idea you know all things be equal hypothetically speaking and the person says to me yeah it sounds pretty good and immediately i know that i have work to
do because that level of certainty that i hear in his tonality says he's at a five or six five or a six on the certainty scale for logical certainty is not screamed from the hilltop's airtight logic it's it's someone saying yeah it kind of makes sense to me but like i'm not you know i'm not really convinced yet so when someone says that to me what do i do i enter their world with it i say exactly it really is a great deal so i enter their world where they are same level certainly do my
own tonality i then loop back into presentation mode i make that second present follow-up presentation and the follow-up presentation is even more poignant more point than the first one it builds on the first one and by the time i'm done i have made such an undeniably logical case when i say that now you see what i'm saying john they say oh no yeah now now i get it now i get it i'm not buying from you but now i get it so it's almost like they don't say the second part but in their tonality oh
yeah i love the idea i'm not buying from you jordan but oh yeah now i see it that's all i want so it knows what in my mind when i asked that question so now do you see that after i make that first loop you see what i'm saying does it make sense they say oh yeah no well yeah wow oh yeah i get it now jordan yes great i say exactly they say i'm not gonna buy from you or anything but now that i have them at a very high level of logical certainty the
rest becomes easy so once i've done that i take the logical case off the table now it's just they say yeah i'll buy but i'm not buying now because that's what the logical mind does the logical mind always wants to know more find out more and always wants to think about the emotional brain says i gotta [ __ ] have this and i gotta have it now so what i do is i create that stream from the hilltops airtight logical case up front and then once i've established that then my pattern start focusing on emotion
future pacing but i'll always put a little bit of knowledge in there in terms of logic because i want to button up that certainty because certainty wanes and now people are ringing my [ __ ] doorbell anyway guys so that was a real i think it was a really good daily motivation and what is it what is that we're gonna get delivered there food it's all good it's all [ __ ] real here i got food coming in where the [ __ ] is chanting that [ __ ] i can't make fun of chanting today
he's he's hiding because he knows i'm filming right bastard learns his lesson okay but anyway i love you guys okay you get it so remember each of these trainings builds on the next one so when i you know yesterday i spoke about focusing on what's right in your life right i didn't just mean that like for yesterday like today i want you to focus on that again but now we're talking about creating that air logical case and i noticed it's i go back and forth inner game outer game it's a building process guys i want
you to take this [ __ ] and run with it internalize it bring it into your life and just freaking kick ass alright and that's today's motivation i love you all talk again tomorrow you
