I Watched The REAL Wolf of Wall St. Close a B2B Deal (Reaction Video)

Hey everyone today we're doing something really really interesting we're breaking out a live B2B sales deal from Jordan Belford now if you're thinking wful Wall Street Jordan bord get ready to be surprised this is the complete opposite of what you have seen in the movies now if you're new here I'm Marcus Shan former number one sales director at SOS Corporation where I led 110% sales or to profitly Del over 190 million tcv each Year and I'm a sales trainer and coach of the fastest growing reps and companies in the world now whether you sell into

SMB or strategic Enterprise sales you'll learn learn something from this let's go thanks for taking the meeting thanks for coming in great have a good day so far so good so so good sorry this I've only got about 20 minutes hopefully it get to the thing perfect so real quick I mean I guess the way I usually work is I kind of want to Know about you your company what kind of challenges you're facing right now what's right in your business what's wrong in your business and based on that what we do here at um

at LMK is we we kind of tailor make our strategies to directly suit our clients needs we have three areas of Excellence we we focus on mhm Capital markets hedging strategies Commodities hedging um Finance of your business B Investment Bank mean if you're looking to go public raise any Money for specific projects both foreign and domestic and lastly of course Asset Management your land your trucks and trying to maximize your value there but again that's just broad areas I Look To Each client kind of as as a unique situation we try to kind of tail

that in so if you had to say one thing right now in your business that was kind of like giving you the most problem what would it be in terms of growth like you hm that Was pretty good especially uh you know I I read The Wolf of Wall Street books I've seen Jordan bord online it's always interesting because you see a certain personality you can't expect them to run a call a certain way and he started that call pretty good he's really casual nonchalant demeanor really good agenda he just sat right there and he

didn't go into some long drawn out pitch went high level kind of how we could supports you and instead of just throwing out like Tell me more about yourself or whatever he goes into a very pointed question really trying to derive what the core challenge or problem this Prospect is running to pretty good so far stop you from growing as fast as you could it's probably um uncertainty around China you know we're we're a business that's um history very much rooted in Australia um we've had some experience in Singapore and Hong Kong right different Market

yeah China's really unknown to us Um and you that that does get me a away getting out a little bit in the sense of that obviously to to to fill the demand that you have to kind of grow a certain amount of uh or produce certain amount of crop and then or milk and then you're not sure if they're going to buy or not so there's an issue of of you know a over production versus making sure they're going to buy at the end of the day is that what it is well yeah is that

and I guess the question of you know Sitting up that was really intentional right so you notice here he's diving a little bit deeper into the problems but he's intentionally sharing a little bit about the landscape that he's seen other col problems probably with past clients to really show hey I I actually understand you I understand change your business and I for people just like you but he didn't go long picture talk about how you solve all the problems he's direct Say hey are you having these other problems that we've seen as well with people

just like you and at that point we're going to see what's going to happen either the guy's going to either correct him or they say yeah that's pretty much it or they might elaborate more on what he might have said in China we go down that pth we can continue to do it at Australia um you know I I believe we do need to set up some facilities in China that requires Capital you have nothing there right now at all no okay and have you investigated opening up anything at all in China right now are

it's really in the early stages of it oh no look it's it's been something I've been mean to talk to in my bank kind of discussed around the edges before but um you know we haven't really talked about it in depth right let me ask you a question I was doing some more research on the industry and one of the things that stuck out is that In fact there's still a massive growth potential for you here domestically in Australia right I me really scratching the surface domestically uh you have a good market share but obviously

the Market's growing here pretty know 15 16 % year they still so you also kind of building the curent market share as well um absolutely you know we've certainly got strong C relationship so again pretty smooth pretty subtle I mean he's really sharing how he's doing his Homework he's show as like a trusted advisor that he doesn't just understand how he can solve a problem but he actually understands the market right and this might be something he this guy is or is not thinking about but that was a pretty smooth move here in Australia I

think there's a lot of opportunities for growth here um I think we've got a unique opportunity in China because of our our accreditation standards and the Chinese Are veryy get no I think we might be the only Australian company that has it so uh you know we could go very comfortably just focusing on Australia and that might be you know might be the best path I'm not sure but um I just the China opportunity just is dangling out there I guess right it's kind of like I do not just obviously New York ad pretty much

every business is grow high tech low Tech and everyone's kind of China's like this kind of you know this 900 lb grill On every conversation the idea I think that's the question the challenge everyone faces we know we got to go there there's a massive Market there but how do we get there in a way which which is basically risk averse but allows us kind of test the waters and if we hit it to kind of expand quickly and capitalize yeah yeah yeah and the risk thing for us is is really important I mean while

we've got some ambitious plans you know we don't want to take on too much risk Right no makes sense in terms of you where do you fit in with the company in terms of what's your like you know what's your your your know kind of division of responsib do you manage the uh all the entire company or how does it work yeah so I'm I'm major shareholder of the company and I manage the operations day today so I'm very Hands-On the operational side of the company and how about the brothers the guys that are that

they those are the Two yeah one um one of my brothers is is quite involved but probably not quite as involved as I am um he looks after some more of the marketing and sales elements right um and then my father still has an active role in an advisory sense and a minor shareholder right um but it's you know mainly operationally run by myself got it and how about the actual def you have a CFO that that reports to you or we have a business manager um so Jordan's doing a pretty good job right He's

he's really diving into the authority piece I really dive into what's that process look like who are the stakeholders involved in potentially making this deal happen right he's he wants to make sure obviously he's not wasting his time now he didn't lead off the call with that but if you notice this is we're only a few minutes into the call and he's already in covered some core problems he shared some key he's seen across the board and now we're Starting to vet into hey are we talking to the right people pretty good and you know

he's he looks after lot the finances lot the accounting and that sort of thing um so I guess he's like a CFO right so now you're you're basically fully integrated in the sense that you're your own Farms right you're actually growing the stuff processing it and then shipping it out that's right trying to or Distributing domestically Y and would your plan be if you were go to In China let's talk to China for a second I personally think that's a massive Market it's I'm a big believer in the China story going forward okay so would

you be looking to develop the products here and then ship in their raw and proc them in China or actually have land in China and grow them in China the hard thing with organic products especially in the dairy and the um industry is that um because we can't use as many preservatives it's harder to Keep them for longer they perish a quicker so we have a disadvantage I guess if we if we don't I believe if we don't move some of our facilities to to China and um uh we'd certainly be able to get fresher

products and we are about Fresh Products by having some facilities over there but then there's you know we're not familiar with that land you take a bit of time to get up the experience curve over there so you know there's some there are some natural Advantages to being there but there's also some disadvantages right let me ask you a question you guys considered actually trying to partner up with some purchase an existing small produced World gics in China and kind of then use your technology this way you you have sort of a a stable foot

already there and then and then grow their business versus trying to stop from scratch it all look at certainly played with the idea um very cautious about it just Because we're a family business buil a lot on on trust um Organics companies don't tend to collaborate all that well they tend to kind of keep a lot of their their secrets to themselves but I mean I'm not close to the idea but I just have some res I me the reason I say is because you know one of the things that we do we specialize in

is you know we're as a global Merchant Banker we have strategic alliances all over the world and especially in China so interesting Right so obviously doran's not asking question ask questions number one he asks a question he potentially could see hey what are some ways this guy's potentially looking to solve the problem which also tells you how serious of a prospect is the person he's talking to but as I can see now he's also doing a little bit of positioning potentially of saying hey is this potential angle I can leverage now to see I can

help see how this Goes so one of the things we could do is actually introduce you to kind of varies people along every element of the supply chain whether it's simply B purchasing an organic you know uh you know uh concern or simply you know get getting you in touch with the right people for Trucking right people for for uh any part of production and of course distribution so kind of to help you there you know just to kind of put you in touch with the right people Operationally if that would help you kind of

make a decision at least give you more of a knowledge base to what's really you need to do to get yourself into China without you know kind of stumbling and falling on your face look I mean networks like that will obviously be useful um this idea of getting into a partnership with another another company I'm not sure is that the sort of thing you think no I mean listen here's what I do I'm a Believer and what you weigh all Your options right I totally get that like there's a certain culture that made you guys

what you are right and and one of the great risks about China is it's a very different culture okay so there's two issues that you face when you go to China number one okay you have to say well is my culture going to play well in that country because some say just work here don't work well in China right the other thing is yes my culture in fact will work well in China but there's some Sort of like disconnection between what you the way think you're saying it to them and the way they're perceiving it

so it's important whatever you do what I would recommend whether you want to control every last ounce of the supply chain you need to have local Chinese people there who know the market who know the people who know the kind of the social demeanor there to make sure that the message that has been so especially with here in Australia gets out in China Does that make sense too yeah it does what what do you think would be some of the cultural barriers for a business like line so this is powerful so notice here as part

of the conversation here Jordan is doing a couple things really really well so he's really position himself as hey I'm a trusted advisor we've seen this we've done this these are things you need to look out for he's basically hey regardless of whichever direction whether we work Together or not this is one things you want to look out for so he's actually helping educate the buyer on how to actually buy and he's actually influencing the buyer criteria he's doing it in a really really smooth way and what's really powerful is you can tell when someone's

in a good job this or not is when the prosp start asking more questions like hey what do you think about this what in your opinion what do you think we should do here So that shows you they're now seeing you at a different level and they see you as someone they can really really trust and that's really what buyers want these days they want a trusted advisor who can help them navigate the the uncertainty Waters to make the best decision while reducing their risk and this is what's happening in this very short conversation so

far I think that number one you know it used to be like that China had this Whole big like you know the sage white man you know we want to know what the white man is doing that was a you know big thing that when they felt like they were behind now it's been like almost a where they feel they're the emerging dominant power and almost like they are the wise ones and they know it all so that yet they in truth know of course they don't know everything right so there's a sort of cultural

gap of you being able to educate them but at the Same time making them think it's their own idea like it's like giving them the facts so they come to the conclusion you wanted them to come to in the first place and just it doesn't happen so much it doesn't do much with like production but marketing okay and as you guys know you're not just producers Mark okay so you have kind of both elements of that that equation wrapped up now again like obviously I'm a banker I'm not in the organic food business but one

thing I do Know is there are certain core distinctions that run through every industry whether it's your industry whether it's computers you know whether you're selling automobiles okay so we try to do again we we have a client like you we don't look at things you know just you know hey they're Organics if that's a separate it's something that are Global like for instance Mary Donan who you know right one of the things we need for Mary we're able to save her a Tremendous amount of money domestically and overseas on our Commodities hedging okay and

on some of our currency swaps that she was doing and the ways we we did that is because we understand there are certain peculiarities to her industry but at the same time there were also some commonalities that apply to all Industries this is really powerful right especially if you sell something that is industry agnostic you sell basically multiple Industries right and Sounds like I'm not sure exactly what Jordan sells but sound he sells to really all types of Industries so what he's doing is he's helping to reframe them to understand like hey there's uniquenesses to

your industry but there are going to be a lot of commonality that's what can really help you bridge the gap across the board are the sales training that we provide and coaching we sell to literally all Industries it can be in Tech Consulting agencies Industrial whatever we sell lit all typ of Industries but at the end of the day the core Frameworks and how you run sales process across the board it's going to be relatively similar not there certain Nu depending on each industry but it's relatively similar right that's why even though 80% of our

clients are little Tech sales teams and Reps the other 20% is such a mixed bag of Industries but guess what they get insane results too because the common Out we focus on and that's why we see Jordan here that's what he's do he's helping kind of show them that he has a system in place that's more repeatable versus oh we only FOC on this one industry so this is actually really good position he's doing right now able to come up with a model that directly suited hard needs that would address she has similar not exact

similar concerns in the sense that she produces too a little different in a different industry But she's producing not sure she's going to sell so it's important that she actually has access to her supply chain but it's not doesn't end up stuck with three two months of inventory right and which is even worse for you cuz it's perishable right but I guess you're you need to be kind of this is powerful a couple things here number one he's introducing customer stories and and reference points so to really pain the so we can help but number

two he's Bridging over common problems it's like yeah even though they were in a different industry they weren't necessarily Organics but they're going to perish anyways right they have a two month shelf life whatever and with the Organics you know it's even less than that so they know that they're solving very similar problems across the board adjus in time inventory strategies right to drive yourself to Market so I think for you if I like listen I know we over The long term we could do a lot of stuff for you but but I I think

I could best serve you by just starting off doing one thing for you okay let me just start and try to do one thing for you really really well like I don't want to interfere what you do with Titan I'm sure so this is another great positioning that we're seeing right here right so a lot of buyers these days are very resistant to to a complete switch over over to whatever it is so like a RI And replace type situation right and in in the perfect world as a sales professional yes we wish we can

go in and get all the business that' be absolutely incredible right but sometimes in that buyer's mind they're like we're a little bit risk verse that's really risky right we're willing to try you out give you a small piece of the pie but we're not willing to go all the way in right so what's powerful here is Jordan's using that as part of his Strategy he's saying yeah for sure I can help you do all these things but that's not my goal here let's just go ahead warm up a little bit with like one thing

and then we build some trust and we expand from there so this is a great strategy as well which helps build trust because it feels like that you're not trying to oversell them and you're actually doing what's in their best interest which is what trust advisers actually do they're great and everything I know them are a very good reputable company respect them but we specifying in something a little bit different and one of the first things I'd love to try is take a look at exactly what you're doing with your with your Commodities the hedging

strategies and the Coury stuff with this stuff you're doing both in Singapore Hong Kong and in China yeah okay and I want to get in there right away straight away and I want to go in there and give me a shot to beat it let Me work give me 30 days I'll do my TR small start small don't stop what you're doing put a small amount of your trades through me and then analyze in 30 days the percentage game and if I'm even half as good as I say I believe you'll be moving all your

business over to me after that that sound fair enough well I mean I'm not particularly worried about what in that so pretty interesting then he went for a trial close so we actually saw Jordan L go for like a mini pitch Right say hey what do you think about this that sound fair enough this is kind of a classic Jordan bord move here right and that's interesting right now I don't know how big this deal is right but I'm interested see how he responds because we don't know enough context know the background how much this

guy knows this guy how much trust there is ETC but it's a completely cold Prospect and if you're 10 minutes and you're asking hey man really quick just give me a piece of pie Let me earn it does that sound fair enough you might turn away some people so I think there's some context here that has to be looked at first to be able to say we I the same thing every single time but let's let's see what happens so what what secretly would you want to be doing well let me ask you a question

first of all does the the overall idea in terms of you know of us advising not just in in one area all areas make sense to that we could be an Asset over the long does that appeal to you well I guess it certainly does it just depends on you know what it's going to cost us right EXA exactly you know and of course cost always in the end comes yeah so you can see what happens here is because he going for that trial close right like does that sound fair the guy he's like okay

what are some objection you can almost see Jordan smiling because he knows it's going to happen right so what he's doing is he's Testing the waters right this is his selling style he's testing the wat kind to see like hey is this guy a war to bite and I'm assuming if the guy was like that sounds awesome let's freaking go he'd be like all right here's a talk side let's go right but in most cases where even it's a warmer lead they might be like hold on we haven't even discussed like some of the numbers

the pricing some of the commercials let's kind of slow a roll a little bit right What what does that mean so these are still buying signs but what's happening is you can see George kind of edging people forward so you have to find a good balance here because for some people if you're watching this you might like that's totally not I mean that's okay right for some other people like that's totally myed outy and that's okay too the key is is being able to adjust on spot based off the response we'll find out let's see

what Jordan says just So much cost also the value you get for the cost right but one of the things we pride ourselves on okay just you know as a company and the true beauty of what we do is that every transaction that we do with you okay we're looking always at two things a to keep cost down as much as possible anything whether it's brokerage hedging helping you purchase an asset you didn't think you could afford helping you expand into a new market going public perhaps okay getting A bridge loan in a farm maret

of course we always look at Cost okay but we also look at the three to five years down the road okay cuz sometimes the cheapest money is not the best money so of course we'll lay both options out to you I'll say listen you can do it this way and save yourself you know three basis points or you can maybe pay two basis points more but you'll be in Alliance with the top people in China okay that'll be more flexible with terms and Also allow you to grow a facility let you grow to where exactly

this don't want to be a $50 million company forever obviously want to be a $250 million company so we look at both the short-term anal does that make sense D do you uh do you like that program look in theory it sounds good but I mean so notice that right every time Jordan like educates or tells or pitches a little something as part of the process he goes for a trial close right so he says hey Does that make sense can you see how that work for you do you like that what do you think

about that and actually I think there's something very powerful with that when done well and very casually because it is really important to be pressure testing every time you you're showing discussing something right he is just doing a discovery and he's also kind of like gently pitching here and there and say hey what do you think about this do you like this does This make sense you see as part of that sound fair enough and that's important a good learning to incorporate as part of that process sounds like you did with a lot of big

companies and um you know we're not a huge company um you know we're it's pretty simple business model actually so uh I'm just wondering if it's little bit too too much and too complex for us we've run it pretty successfully in the past by following a Pretty simple model right so yeah I'm just I'm just not sure let me say this so This is actually this is an objection here right so this guys basically saying Hey listen like great stories great pitch so far but like whoa like I don't think we're quite there and this

is a very easy mistake to fall into this this happens actually when there's probably too much pitching early on in in the sales process in which Jordan sounds like he made some assumptions here and He started pitching kind hear and kind of casually testing tell how we can help you hear some stories and they kind of res certain extent but the guy like whoa that sounds cool but we're not quite there yet that can lead to objections right and really The Tweak we we could probably do better here is if Jordan here going to coach

Jordan that he is coaching but as a coach Jordan might say Hey listen that's really great maybe hold back in some of the pitching and Just do a little more Discovery up front so this way he can share the most relevant Stories the most relevant pitch so this way he doesn't feel like it's overwhelmed because he definitely threw a lot of stuff at this guy and this guy's like whoa It's a lot of information which may lead to like I need think about it we'll see what happens right but he's taking notes but it's a

lot of information right and part of being a really great Salesperson is how can we make it easy for people to take the next step how can we make it easy from the process of information so let's see how Jordan handles this objection hear what you're saying and I'd like to find myself I'm being guy that takes mediumsized companies and turns them into big companies and that's really how we make our money you know all big companies once for mediumsized on small companies right and the same dynamics that apply To a business at your size

it's no different for a 50 million or a $500 million company it's a different way of thinking and and I think in some levels listen I know listen guess why I said to you I'm not looking to interfere with relationships that you have right now because I think that smart business person you guys obviously smart you know what you do well right to throw the baby out with the bbard it would be ridiculous that's why if I came is Saying fire this guy fire we want I don't want that okay what I want to be

is the guy I don't want to be the guy that took you from 0 to 50 I have those people I want to be the guy that takes you from 50 to 500 million okay in that area I know I could be a major asset to you because we can do for few besides you know anyone trading Commodities and that over the long term in the way of taking you public finding you Bond financing or notes that you need for you Know overseas transactions we can be an asset to your company over the long term

and and I just personally just you know that myself you know I pride myself on on you know holding my client's hands every step of the way you know I I de as you know from marry only on referral you know I'm not a cold calling machine okay it's all long-term relationships and I know this I'm going to be judged basically on one trade if I say hey let's do some business together give me A shot for 30 days and I'm wrong and I stink you'll fire me as your as one of your bro well

never speaking we shake cans you know hey you know didn't work and that's that right and just you know my commission on 30 days of business and this is at with the fer in the government I can't take my wife off a lunch in Australia I'm not getting rich okay but I know this if you see now it's funny because that line he just dropped there is actually right from his book The Way of the wolf which is like hey I can Rich off doing this deal with you all right which I think that can

work in in some situations but lines like that I think for sure you got to be a little bit careful with just kind of depending on the audience right because especially if you look right here I don't know where they're at but looks like a pretty nice office right you know nice little setup right there you know like he might already know Jordan bord knows he makes A lot of money from doing other stuff as well so this is interesting to me that he's even using a line like that the type of situation here versus

before when he was was pushing the penny socks back in the The Wolf of Wall Street days what I could do for you in one month just small you're not going to get rich or poor but the percentage game okay you'll see you have a broker that was going to work for you harder for you more diligently than anyone ever has and All I ask is that then down the road when I really kind of get into your business and see you know the bigger opportunities you give me a shot bigger and better down the

road did that sound fair enough what what do you think so notice here right so he went to kind a long you know objection rebuttal and again hey does that sound fair enough does that sound good now you know I personally don't like personally like the big long pitch and trying to Overcome that Etc versus trying to seek to understand a little more and make it a much more transformational a conversation where it goes back and forth versus let me go into a minute long or two minute long spiel on why you need to work

with me how we're going to start small and we're expand from there how I don't make any money blah blah blah blah blah does that sound fair enough I think it's a lot for someone to take in right it's a lot for someone to Internalize but let's see this guy responds dies I how much can do not a question of money it's a question of percentage Savings in other words listen let me ask you a question right now how so it's interesting right so this guy you can see he's like oh okay he got sold

a little bit right he's like all right so what do you think might potentially happen these are good buying signs right this is actually why you see Jordan kind of smile he knows he's Confident right he's like I could probably sell this guy into right he's a lot of conviction what he sells so we'll see what happens happens you curently hedging on a monthly basis right now um I'm not sure on a monthly basis we're about about 77% of our um 7id 7% of our our debt is unhedged okay so I think that means about

20 22 million of our of our overall debt is hedged 22 million is is hedged annually yeah okay so you have about 20 million that's about how so he Said how much unhedged about 70% is hedged no unhedged unedged yeah okay it's about 20 2 million is hedged yes that's correct okay great okay so you have about 35 or 40 million unhedged correct um no we got about 150 million that's on no we got in terms of our debt what's your what's your re what's the revenue what's our Reven I'm talking the centue so this

uh year just gone uh 27 million okay right million year just gone so here's the thing I look at that Just so you know okay one of the things that a lot of people Overlook is that the dayto day foreign currency exchanges that occur between what you're doing in China and when it comes back to here and vice versa Singapore Hong Kong the biggest I wouldn't say fraud but let's say the biggest way for you to get clipped as a businessman is in the foreign currency markets it's like it's the wild west there okay and

you know what we do okay is we actually we will s You with cost of money in other words we don't mock up our trades we're going to basically buy and sell your money for you on the exchange in real time okay and the amount of money that saves for you percentage wise is staggering now again I'm not saying you're going to make 10 million extra on your bottom line but what it will show you on a very riskless way it allows me to show you that when you say hey I'm doing it this way

right now and this guy came in with A very small transaction and show me how I could save literally 30 or 40% more you know annually on this amount of money that just shows you I'm a guy that knows what I'm doing and after that once I kind of earned your trust then let's kind of talk bigger and better where it could really save you bigger money down the road we could use that as a benchmark for future business all this for this one shot okay let me just run 30 days Hedging your money show

you how you can kind of navigate through the currency markets here in a more effective elegant way and believe you'll be very very impressed yeah look I mean it sounds promising I guess I'm just a little bit cautious I don't know anything about your company uh don't know if you know this but farming industry is buil very heavily on trust and loyalty the banking relationship I have now has been built up over many years plus Legacy through The family you know a lot of farmers get involved with Banks new Banks and new organizations and they

with them through the good times and then they during the bad times so I don't know I don't know anything that you guys let me ask you a question honestly if I so super interesting right again it's interesting because he's got more almost very transactional PR process trying to get this guy to basically commit to a small amount of work to begin with a small Partnership for 30 days kind of track so he's really pushing hard forward of that right and you can tell this guy a little skittish he's like whoa hold on which makes

a lot of sense when you look at any Enterprise deal if you were to do the same thing within 17 minutes on a sales call you have asked for the business I think three or four times at least at this point keeping counts but asking for business every single time that can really scare off some people Right because this guy's only say Hey listen I I don't know anything about you really like whoa hold on geez slow down right so I think it's it's a really good learning opportunity here and Jordan's obviously very very smooth

so let's see how he handles this objection here broker for the last three or four years making you guys money in a consistent basis I mean let's say I've ran you know a couple years of hedging strategies for you did some Bond offerings for you and Kind of just did everything exactly right you probably wouldn't be saying let me think about it right now you say you say Jordan just take over take over the hedging am I right about that if we had a relationship yeah of course I get that you don't know me and

I don't have the track record so kind of let me just reintroduce myself to you a little bit you know tell about myself what I stand for again my name is Jordan bort and I've been with uh so notice here he goes Back try to give an example now he's going to go basically resell himself right and I'm not sure how it's going to go I I haven't seen the full thing yet so we we're find out how this guy goes but you can tell like this guy is putting up a little breakes like whoa

whoa hold on hold on a second you're kind of this aggressive guy asking for the business let's let's see what happens okay for about six years now okay and I'm one of the top salesman at The company and I am a Salesman by the way I pride myself on actually going out there and you know going after the people that I know I can help Okay but one thing I do is I put my client needs above everything else and I work literally Round the Clock tirelessly I'm not an analyst I'm not an investment banker

okay but I literally will go at it like I'm like a researcher of these people and I will find the absolute best person in my stable we have three again Going be three areas of Excellence right banking finance and asset management right I will literally go and comb our 3,500 employees to find the exact person that knows your business well the exact program that best fits your needs keep it simple you I'm here to not just put you into any program but to hold your St hand every step of the way you know guide you

in guide you out okay a phone call away and you know as far as LMK goes again you know long-term Relationships that's all we built them we're we're I think the oldest or second oldest Merchant Bank in all of Australia in business since 1886 so obviously we didn't get to where we are by burning our clients okay and we didn't get there by working on 15 or 30-day trials here okay and then saying see you later obviously you know we have earned our clients trust by being right by being diligent by not risking their money

okay and by also being there when there is a Problem so again all I'm asking for is this I mean let me put this what's the worst that can happen let's just say that I'm wrong right let's say you give me a month okay and we hedge you know we run five or10 billion doll through a hedging strategy here okay and let's say at the end of the day you don't make any more money let's say you lose one basis point on the whole thing I'm wrong you say Jordan you know you just followed it

didn't work and you fire me is that Going to put you in the poor house as a company honestly look probably not I have to see the numbers so pretty interesting a couple things I think he did well here so he goes and immediately after he kind of realizes like crap I haven't really earned this guy's trust quiet if you notice even his pacing his tone shifted like oh okay let me reintroduce myself hey I'm Jordan Belfor these are my values this is what I stand for this is What we're all about this is the

history of the company those are kind high level right and then again then he's going back in for the close again so we'll see how this guy responds it's not going to kill you right right and on the upside let's say I am right which I know I am so now he's going for risk assessment what's the worst thing that canally happen if this happen if you lose one basis point like how will that really impact your company worst case Okay so He's getting this got to kind of think through logically like what's the worst

that can happen all right now let's go emotional what's the best thing can happen okay and I can show you a 25% return and you're like Jesus Christ this guy actually saved me you know $27,000 on a small amount of money it's not going to make you the richest company in Australia right right not going to make you rich not going to make you poor but it will do it will serve as a benchmark For future business and then you you'll know you have a guy that knows what he's doing okay and from there we

can work bigger and better down the road so all I'm asking for again is this one shot give me 30 days okay if I'm wrong you fire me as your broker MH okay but if I'm right not only am I going to want you to do wi and better I some referrals too cuz that's my business truly Bros so that sound fair enough give me a shot so look it sounds interesting he's he's my Concern okay again super interesting right at this point he's probably asked for business four or five times like literally give me

a shot give me a shot give me like 30 days actually is doing one he shows in his book The Way of the wolf right which is interesting so let's see how this guy respond cuz this guy's like I got more concerns let's find out um you know so we get into business who else am I going to be dealing with you're a big company am I going to Always get you each time I me you're going to bring another product specialist I feel trust with you know I know it's like with with bigger Banks

that's why prefer to keep with a small relationship Bank M um I I don't want that hustle may I totally get that by the way just you know it interest so this guy's got potential other objections right this is very interesting this is a buying side this guy's like okay all Right I think I'm going to kind of sold the try you at least what will it be me will you work with you are you going be the person who help me or pass stop let's let's see what happens l k is interesting for one

sense we are a big bank but we're not an A andz or an NAB where it's so ridiculous and personal okay where it's like you know you dealing with a thousand faces and the customers then you call the recording up and like press One oh yeah we can call you between 12 and 1201 right it's not that right we're a merchant bank and it's a bit different which is more of like a family banking model which is why I really believe it fits so well with with with your business model or the Organics right because

we are an older line we start off in fact in the cattle we actually started off in Commodities that's where we we built our business around Commodities and and from there we went Into Bing as a result of the hedging so that's why we're the number one company about hedging and commodities which is why I think such a perfect fit but in terms just you know but in terms of me you'll only be dealing with me and if you have to if there's someone else I want you to meet they'll be with me in other

words if I say I got a guy who's like has a new algorithm that's going to allow us to make an extra seven basis points a month on the turn I'm not going To say hey the guy coming to me I'll have come with me or we can have dinner on whatever it might be but it's not going to be 30 faces there's going to be me and only someone else if I believe that person okay can help with the conversation if you only want to meet me hey you know we can just be the

two of us but again all I'm asking for is this I'm asking to get married right now okay I believe in starting small because I know I can prove myself to you if I if I Was here saying to you I want all your business fire tight and do this do that right you'd say get the [ __ ] out of here right okay but not saying that what I'm saying that is that I'm confident if you just see a little bit of what I could do we can use that as a benchmark to go

forward so again I'm asking for one shot 30 days and believe me you're going to be a client for Life sound fair enough so this is super interesting right so what he's in a really good job with each Time is yes every time he goes into a pitch which some is a little bit wordy but every time he brings it back to his end objective which is it's really clear he wants to get this person to move forward with like a 30day day trial Partners this is what he's really really pushing right he knows he

knows if I get that 30-day trial they're going to partner up and every time he pitches something he doesn't pitch to overcome the objection and then be like you know Here here's why you can trust me blah blah blah blah and then stop talking he answers why you can trust him or answer whatever the objection going to be and he Loops it back and this is why again what I'm asking for let me earn your trust I don't want to get married let's get a small amount up front to partner her up let me prove

my worth to you and then we'll go and move forward say the numers but up sounds reasonable perfect so let's open up the account now there You go okay okay all right so that was super interesting right so we saw the whole thing and I think there's there's a lot of really really powerful lessons to talk through some my key things I thought was done really well in the overall process so you know Jordan's got very good call control right so every time if things start kind to go off the rails the objections he is

taking back control right and guiding towards what His core objective is right and it's really clear here his core objective is to get this person sold into a 30-day partnership to try something out right where you know obviously get get kind of warmed into it and then expand the deal from there which I think he did a really good job the call control but he also did really well as well as when he got those objections he would actually adjust his tonality his pacing as part of it right so he's very much like in Tune

to other person's doing he's got deep eye contact he's like making sure he's engaging with them he's listening to them and the flow went pretty well overall right now I think in this type of selling situation the way he was selling right I think it could potentially work especially if you're selling to the main person he's the service he's the broker he is the person that they're going to be working with so he's really pushing hard and really Leveraging on that and say hey just give me a shot give me a shot give me a

shot that's why we saw so many trial closes to gain agreement all throughout now here's the thing let's apply to most you out there watching this right so let's just say if you're in Tech sales you're in Enterprise Tech sales and you're trying to sell or even midm market right I mean Frank even SMB I think if you were to try to do something very similar where you were constantly looping back And just going for pressure cloes like what do the thing give me a shot give me a shot give me a shot give me

a shot you'll probably frankly probably turn away a lot of prospects especially if they're really sophisticated right personally if I was that Prospect i' like just settle down like geez like stop pressing me so hard so I think potentially if George could done things differently what I probably would recommend is you can still start the Call the same good agenda share the value proposition and then going to Leading with the problem but I always spend a little more time on discovering right really uncovering what the core issues of the problem are and on top of

that what would happen if the problem didn't get solved what would be the cost of inaction what would be the opportunity cost but on top of that really understanding what does this guy truly desire and why does he desire that So really uncovering that current state and that desired State and really taking more of that time to actually fully vent the opportunity out and do in truee deeper Discovery so what we saw here and I got imagine probably over time this is probably a multi-million dollar opportunity over time him just going for shortterm give me

30 days I think is maybe a little bit shortsighted versus being able to look at a long term kind of slowing down the process doing a true Full or deeper dive before actually going to the solution right because here like you know when you think about any buyer all of them want to increase their potential for success for whatever they buy and they want to reduce their risk that's every buyer that's that's out there and this guy is no different from regardless to whatever you sell so when you can take the time when you can

slow down to a true deep Discovery and then actually have more cater presentation Actually really solve their problems you get let less of these objects pop up like hey my TR going help me not sure if you're right for me what what about this what about that I don't know anything about you all those things would can actually get addressed up front because you you did a deep Discovery and then your presentation actually is addressed to actually solving that problem and that potentially could mean that you get a larger opportunity up front right or Let's

just say for example especially Enterprise Tech sales they they're so sold into you and now they're saying Hey listen we want to partner with you but in order to reduce our risk even more we want you appr proof of concept we want do a trial then it's much easier to say Hey listen so if we do a proof of concept we're involve my team and your team we make this happen for two weeks assuming you feel really good would you be willing to you know partner up move Forward together the answer is yes beautiful you

work towards that so this is just a really really interesting call kind of see him live in action I think there's a couple things that we can take away regardless of whatever we saw number one call control always making sure you have a clear objective on your call what you want to accomplish now I'm not saying you need to go for a close every single call that's not what I'm saying at all but before you walk into Call be really clear what's the objective of that call this could be a discovery this could be with

you different stakeholder this could be a demo this could be whatever but what's your objective on the call and how are you working towards that and then number two having call control so understanding that yes calls might go sideways you might get objection you might get weird things pop up or whatever call in this example here but how can you maintain Call control to continue to keep the the Train on the track to guide towards where you want to go the third thing I think Jordan did a really really great job with and I think

it's really key for a lot of salespeople is he's tenured he's been selling for a long time so you got we have to take that into consideration but he is very present in the moment with that Prospect so even if he goes off like a little rant of a pitch or whatever he's slowing down After he realizes because they you they'll have an objection and he's making sure he really hears the objection that he addresses the objection if you notic that the entire time he's got really good eye contact you could feel he is there

100% with that Prospect and that's something I think it's really powerful I think more AES need to learn how to do the ver a lot of them a checklist of questions when I mention obviously doing deep Discovery ask more questions but you want to be really careful where you might you know have all your questions listed out but if you're not careful you might just get stuck being really transactional and not actually being present into the moment so you can see here he wasn't really following the exact questions he was asking he knew the the

the the direction he wanted to go he was guiding it towards there there were some balls in the road if you will He's able to adapt to and continue to move it forward all in all this actually went better than I expected especially since I picture of Wolf Wall stre being super intense super aggressive the entire time yes he had some of that for sure as part of his overall demeanor but you know what it actually more control than I expected and I was pleasantly surprised that he did a pretty good job overall now if

you want to learn an exact framework that helps me close over 40% plus for Mega deals in which you're being transformational as a trusted you want make sure you watch the next train right here