i'm jordan belfort and this is sales school pace pace lead pacing and leading if this is the strategy by which you essentially enter someone's world where they are tonally right and then you paste them you paste them and you leave them in the direction you want them to go in other words let's say i run my first loop and i say like you know what you're saying bill but let me ask you a question does the idea make sense to you do you like the idea right and he says yeah it sounds pretty good so
what do i do there he says yeah it sounds pretty good where does that level of certainty land him where's that tonality land him on the certain scale he goes yeah it sounds pretty good that's like about a six it's not like uh yeah it sounds really great that's an eight right he says yeah it sounds pretty good she's at about a six so what i wouldn't do is i wouldn't respond by saying exactly it really is an amazing idea if you do that you break rapport right he's saying wait a second you're not listening
to me i wasn't that enthusiastic because he knows the res the tonality he gave you he was telegraphing to you or she was telegraphing you that you know hey that's my level of certainty so they said yeah it sounds pretty good so i would never say exactly bill it really is amazing he's like oh my god here we go another you know freaking hard pressure sales person so what i do instead is i say exactly it really is a great idea it looks like i enter the same place tonally and then i will pace him
meaning i will talk with the same tonality and then i'll talk with the same tonality again and then after i paste him paste him i'll lead him tonally in the direction i want to go in other words i say exactly it really is a great idea in fact let me say this the true beauty is it also has this feature this feature and that feature in other words i'm in the same tonality i say and it also has this feature that feature in that feature but however now watch now when you take those two things
together and all of a sudden now i start to increase my tone my certainty i actually start to ratchet up my level of certainty and my tonality and i slowly increase it increase it and i start approaching peak tonality about halfway through guys i can't tell you how powerful this is listen it's it's almost hard for me to do artificially here so what happens is when someone says yeah it sounds pretty good i say exactly it really is a grandeur in fact let me say this the true beauty is it also has this feature that
feature or not feature so i stay at that same level of certainty i said then it also has this feature that feature in that feature and again i stay at the same level as rd but then i slowly start ratcheting up my level of certain but then it also has this feature that feature and that feature and when you combine those four things together bill it gives you this this and that that and i start getting really excited and when i end my presentation here i'm like you see what i'm saying bill does the idea
make sense to you and now he's like oh my god yeah now and now he'll match my level of certainty in his tone guys this is [ __ ] imagine something like a magic trick that's how well it works i'm dead serious in other words so what you're doing here is you're entering the prospects world where they are so they say yeah it sounds pretty good you say exactly it really is a great deal but you want to move them to a much higher level of emotional certainty as well as logical certainty so what you're
going to do now is your secondary language pattern is designed to move them higher on the level of logical certainty and we use paste pastely the tonal shifts to move them to a high level of emotional search in other words if you give your whole amazing linguistic pitch you just all the words are great but you don't use paste paste lead when you're done you'll be saying you see what i'm saying bill does the idea make sense to you he'll say yeah it makes a lot of sense he still hasn't been moved emotionally and his
tone of voice will still be at that lower level so in order to move someone in one swift spoop both logically and emotionally we apply this this the strategy of pace pace lead so you say you know i you know he watch i say i hear you're saying bill does the idea make sense to you do you like the idea right that's my first loop he says yeah it sounds pretty good and i say exactly it really is a great idea in fact let me say this the true beauty is it also has and so
i'm i'm right where he was but remember i want him when i'm done with this presentation and i say you see what i'm saying bill i want to say oh my god yeah jordan i love you i need to move him emotionally i do that with my tonality but i can't do it all at once if i just come in like gangbusting it bill exactly it really isn't he'll be whoa whoa i break rapport so i stop myself from breaking rapport with the prospect by using this pace pace lead i enter the prospects world totally
where they currently are say okay i got it i'm on the same here's what i'm saying to the guy subconsciously yeah i got it i'm on the same page with you in fact let me say this it also has like by oh but it also has more information and then i introduce slowly but surely this intense certainty into my tone that's the ticket and by doing that what happens is with bill not even knowing it especially now this works remember your words also have to be awesome and you've done that because you've spent the time
you've worked on your pattern right you spent the time to work on your language pattern your secondary pattern and that pattern is designed to pick up right where your initial presentation left off and you're creating the screen from the hilltops airtight logical cases i say right your tonality is infused on top of that pace pace lead so that when you're done with that pattern you say you see what i'm saying bill does it does it like it makes sense he'll be like oh my god yeah and now he'll match you see because you entered his
world where he was right and then you paced him you paced him and you led him in the direction you wanted him to go tonally he will now match you so you start off matching him and then you pace pace and boom lead him in the direction you have to go and bam it's truly magical focus on doing that today remember when you run your loops today don't forget the pace pace lead you want to move them logically and emotionally in one shot so the words move the prospect logically paste paste speed moves emotionally all
right and together it's a really really powerful one-two punch alright you
