i'm jordan belfort and this is sales school so you take control of the conversation move to the next one right let's talk about another pain point lead generation right you might see people people don't have enough leads right well let me tell you yes that is very very true and i'll deal with that when we get to referrals in a few seconds here because marketing equal lead generation right this is straight line persuasion i teach marketing separately this is sales sales means what do you do after you get the leads how do you take leads
that come into your pipeline and turn them into buyers right well here's a point and really zero in this is very important this is another nugget that will literally at least increase your earnings by 20 just one nugget right i don't care how amazing the marketing program you use is company gives you leads what however targeted it is right if a hundred people come into your funnel half of them are never going to buy from you they're not right you have the money they got dragged there by mistake they didn't really know what they're clicking
on or whatever they walked in the wrong store right half of those people are not real buyers the other half are real buyers the question is is how do you take the right people how do you find the right buyers well with the straight line system i show you a very simple way of how you actually take all these buyers and you figure out who the good ones are who the bad ones are discard the bad and continue with the good ones down the straight line as the phrase goes right and you ultimately close them
now i can't teach you how to do that right now i just don't it would take me three days really it's it's a it's not complicated the straight line is made of building blocks each block builds on the blocks before right that's that requires building blocks but now here's a hack as important as it is to make sure that you essentially eliminate those non-buyers and by the way you may probably heard of grant cardone capital m for more in my eyes because i had the guy in my podcast and the guys know the first thing
about selling just so you know i asked him the most basic question he couldn't answer this one thing alone if you don't get these non-buyers out of your sales funnel they will destroy you you know why because you'll spend all this time making presentations people will never buy from you that's number one and number two you start thinking damn maybe there's something wrong with me i can't close well i'm not meant for sales no you're speaking to the wrong people people who don't have any interest guess what they're not interested that's not a level that's
not interest it's no interest you get those people out of your funnel as quickly and elegantly as possible so you can then spend time talking to the ones who potentially will buy not the ones who won't buy it's just nonsense i had this with grant cardone people just he got destroyed over this comment online he's still getting destroyed to this day over because it just shows such a lack of understanding of what it really means to be a salesman in the 21st century maybe he comes from a different planet i don't know maybe the planet
zulu or something i heard about it all right anyways the new okay separate issue anyway the point is okay is that well i can't show you that's a that's a higher level tactic of how we really do that what i can show you is the other side of the equation as you do that as you're weeding out the good from the bad there's a way to do it that allows you to build massive rapport on both a conscious and an unconscious level and this my friend is the hack of all hacks right at the end
of it is something i do and i've talked to people all over and just like they tell me it changed my life right it's called active listening watch i ask you a question i say so tell me how long you're living in the area for doesn't matter right and the person says oh it's living in the area for three years now i used to live over in bethlehem and then i moved there over down to virginia and up virginia to norway and from norway and they start talking and tell their story right and i'm like
this uh-huh uh-huh okay uh-huh great and what type of work are you doing now and they say oh well i was doing this and now that and they still talk like huh okay uh-huh you're done you're gonna close only the easiest the most laid down of buyers people who buy from anyway let me tell you something you know what thank god that it's not there's not that many people who will buy from anybody you know why because then you wouldn't get paid so much to be a salesperson the reason we make so much as straight-line
professionals the reason people advertise looking straight line people run ads i mean straight line certified people people looking for straight lines because you will pay big money for someone who could take someone who's interested but not there yet and get that person to buy that's the magic if you do it that way meaning uh-huh yeah you'll close only the simplest closest no one wants to pay you for those here's what i do and what i want you to do and i'll give you enough i'll just give you a little bit of this obviously i go
to this massive detail i'll show you exactly how one but i'm giving you enough now so you can use this it's my gift to you and watch how well it works right but you don't want to stop here i say so tell me how many living in the area for and the person says oh i'm living there for three years they start to like i'm like ah uh-huh oh nice oh wow i'm exaggerating i i'm like uh-huh wow got it yup nice uh-huh i am listening actively to show that i care that i understand i
feel um i feel your pain oh wow i'm proud of you the little oohs ahas yups ahas nopes ah oh my god in there see with the straight line put a graphic up here's your straight line open close boundaries above below right inside these boundaries which is called being in control of the sale this is where the magic happens while you ask someone a question and as they talk you're like aha yep got it nice and you start asking your file questions there's this little wiggle room that then they have these boundaries here outside the
boundaries is what's called going off to pluto or your anus not the places to be for us right at least for most i don't judge right but the point is is that this active listening while you're prospecting is the ultimate hack because here's what happens when you're done asking your straight line prospecting questions which means that you know everything you need to know not just to see whether they're qualified to buy but they've given you the road map how to close them people will tell you what need to hear to close they'll give you the
keys to the kingdom that's what we do with straight line prospecting but we also allow you through active listening and three or four other systems i use simultaneously you exit this intelligence gathering phase in such tight rapport they're like man i just really like this guy this girl they are the pin and that cause guess what remember those five core elements what was number two they must trust and connect with you the salesperson how do you think you line that up people don't buy from people who they don't trust and like by the way see
one of the true beauties of the straight line system is that it allows you not just to close sales at a ridiculously high level but there's no pressure i know you saw the wolf of wall street some funny scenes there right that's not the way it really it's the opposite of that you don't close with jim give me a shot it's like believe me jim you'll be very impressed sound fair it the straight line shows you step by step how to make these perfectly constructed airtight logical cases airtight emotional cases and doing that within the
confines of lining up those five core elements and bam you ask for the order in exactly the right way and by doing that you very quickly get to the point where you can close everyone who's close but let me tell you even when you're at a fraction of that place i promise you your life will soar i've seen it again and again average people people who have never made a lot of money before people struggled danced with success they had the best of intentions and and you have to have those you have to want it
you know if you don't want to be successful i'm the wrong mentor for you right if you want to make money i'm the guy okay i'll show you how to do it ethically elegantly and simply but there's work to be done and even then after you learn this you gotta work you gotta pick up the phone now whatever it is you got to do right but i will give you a pathway so you'll know this if i put the work in i will get the result i deserve that i can assure you that's what i'll
show you now next one more major takeaway here let's talk about referrals let's talk about after sales here's the deal the biggest mistake i've ever seen made in any sales situation well i can't there's so many but this is just one that's the most expensive one how about this there's so many industries out there and whether you're in one or not doesn't really matter because this applies to anyone that the overarching idea here is that they make a sale like yes they're so happy they made a sale they're like the sale is over see with
the straight line system we assume we're gonna make the sale like you know we're not surprised what happens because we close everyone who's closable we close at such a high level like i said yes someone said yes you're doing a macarena it's not like that you're like that's what should have happened right that's when the fun begins because now we enter phase two which is called creating customers for life how do you take every single person that the straight line shows you to close which would be five times as many people as you're closing right
now just imagine all the money in your pocket just imagine how it impacts your dreams and the people around you there just imagine that but now imagine this imagine being able to take these new customers and have them buy from you again and again and again and give you massive referrals here's the deal let me tell you the secret the secret is this once you close the deal that's not where the sale ends that's where the sale begins in the same processes that we use to get someone to buy we then go into the same
post-sale essential syntax things that we do in order we have a syntax in order of how we go about getting second sales third sales for sales for sales right now again i object can i teach it all to you right now i can't but here's a hack i can give you okay i'll try to do i know we're over here but i i promise to give you value so i'm doing it right here's the hack i can give you the bottom line is this let's just focus on referrals for a moment number one if you
go online this is the joke of all jokes this just goes to show you how little like the outside of the straight line there's like no there really is no good sales training out there it's idiotic almost right the collective wisdom out there is that and you just human look online see what they say they say you have to the biggest mistake people make with referrals is they ask for them too quickly you have to wait until the person has a chance to see and benefit oh really do you know that every single thing i've
ever sold in my life i am getting referrals on the spot the day i close and i get them in drill i get and ask anyone who knows me anyway i get more referrals than any 20 salesmen combined and i start the process the moment i close now that being said sometimes you might work for a company they have certain protocols in place so if there's a protocol they want something to happen with onboarding and adoption fair enough that's a company policy and i'll never the straight line is malady like that so when i work
with a company because i do mostly corporate training we simply overlay it on top of that and position this referral strategy onto when the company wants to start asking but in the absence of that i promise you this with the straight lines to see that it's a hack and it's not a hack all right because you really can't do this without the straight line because happened i think it's almost like a hacker to itself i'm saying see here's what happens when most sales people that aren't using the straight line clothes they close by the skin
of their teeth it was an easy sale anyway the person didn't buy because they said damn i love the salesman or they weren't just social they just barely closed with the straight line system when they when they say yes they're like they say yes they feel good about it they feel good about you most importantly you've earned the right to ask for a world because you want that guy's like a high the things that see every move that we make with the straight line it's not just designed to close it also sets us up to
get massive referrals and second third and fourth sales from the people after sales right so what i want you to do here's the deal i want you as a habit as a rule in fact to ask every single person you close right after you close them as you're writing up the application however oh bother do you know anybody who i can help in the same way that i've helped you and then we do what's called multiple choice what's easier fill in the blank a multiple choice multiple choice right we know from school right you just
gotta hack it out right any friends any family any neighbors any businesses see give them options tell them who you want to refer make it specific you
