i'm jordan belfort and this is sales school so here's the deal um i picked a topic here that i really thought was interesting and that i thought would really be a great way to kind of sum up everything that we've accomplished and also why the straight line works so well why you're getting the results that you're getting i think it's really going to shed some light on that so what i call this training here i've come up with a name for it it's called the overarching equations of the straight line and i've mentioned this to
you like many times in passing you know i say this is overarching equations i said like in a straight line like what it does basically it takes all these things that are operating behind the scenes like all these things that for someone like myself that's like a natural-born world-class closer like all these things that are going on in my head that automatically get coagulated and spit out the right way what the straight line basically does it takes into all these rules into account and then allows you to essentially operate within that universe of rules these
are crucial things that essentially must happen to influence someone so the straight line essentially operates within these boundaries of like all these rules and allows you to move forward from lack of certainty to absolute certainty without breaking any of the rules because if you break any of the rules right what happens well then you can't close so essentially what the straight line allows you to do is move someone from a state of uncertainty to a state of absolute certainty without violating a universal principle that would essentially break down the whole system all right that's the
best way to discard so each one of these almost could be an intensive into itself seriously i could focus for one hour on each one but i wanted to kind of summarize it for you and give you like i think this is going to really help a lot of you understand sort of maybe if you're falling down in a certain area if you would maybe just will help you because sometimes understanding why something works some so well allows you to really focus even more in on those aspects and make you operate even with more efficiency
makes sense it really does so notice by kind of peeling back the logic of it all you say oh my god okay i gotta enhance that more i gotta focus on that more so it's a different way of looking at things but i think it's gonna really help all right so i wrote them down here it took time to prepare here believe it or not right okay julia don't so the first overarching rule okay and this is not so much about how the straight line operates it's really about how you become successful using the straight
line and also why you might not be as successful as you could be using the straight line so the first rule number one is that we live in a world of duality and that [ __ ] hurts like healthy to lift my arm that much [ __ ] oh [ __ ] okay which is why i'm getting surgery right we live in a world of duality meaning there's two sides to every coin up down yes no start stop ones zeros light dart right it's in fact our whole entire economy our world economy is based on
ones and zeros the digital world right so what does that mean in terms of your own success well remember you can't fully realize the greatest aspects of the straight line system which is an outer world strategy right that's an outer world strategy that allows you to essentially move someone from a state of uncertainty to a state of absolute certainty but you can't really capitalize on that unless you've also harnessed the inner world aspects of wealth and success or sales success so to speak in this context and this mark kind of sucks let's ditch this one
in favor of a red one now right so what do i mean by this in other words with the straight line system and i use this metaphor in the past it's a really good one i think right is that imagine that sales right at the highest level is the transference of emotion that's what's happening it's the transference of emotion and the primary emotion that you're transferring is certainty right it's certainly about yourself certainly about the product and certainly about the company that stands behind the product right the three tens pretty basic stuff right and you're
transferring that certainty to your prospect right so essentially how does that actually happen where does that certainty come from does it come from the straight line does a straight line essentially creates certainty and shows you how to transfer it to your prospect doesn't make sense think about that the straight line system itself allows you to transfer certainty to the prospect you transfer certainty but where does the certainty come from the certainty comes from within you in other words at the beginning of a sale you the salesperson you are absolutely certain you're like this is white
hot certainty you're damn sure your pro your product is unbelievable best things in sliced berry you'll love what you got and it oozes out of you now again we have different things like tonality and body language it allows us to express that but what i'm trying to say here is that it starts with you that you are in a state of certainty and what's that that's part of the inner game of success to manage your emotional state that's why if you're in a state of uncertainty no matter how good you are at applying the straight
line you really can't close at a high level you get that knowledge you have to be in a state of certainty you're absolutely certain about your product and then what you do is you transfer that certainty to the prospect using the straight line you
