i'm jordan belfort and this is sales school this is like a tactic it's like actually a great truth about selling and that is the value of having good leads you know one thing i see when i go around the world guys when i especially when i train lots of sales forces they call me in and they want me to teach the straight line system write their scripts construct their loops the whole nine yards right and coach people back and forth with tonality and by language if it's in person right but i would say 90 of
the time that i do this what i find also is that they're not supplying the sales force with the correct number or quality of leads and if it's a situation where they're not supplying them at all and it's up to the salesman which is perfectly fine that happens many places right then the sales person you is not investing enough time and energy and resources in getting good leads understand this the the best metaphor is like you know you could be this straight line expert which makes you the proverbial ferrari capable of going 220 miles an
hour five seconds or three seconds of zero to six to your monster right but what gives you the power gasoline right and the gasoline is the leads so please don't scrimp on your leads it's a cost of doing business all right you can buy leads you can advertise for leads online okay you can work joint ventures with people to get them to mail to those whatever you are and by that i go through a ton of these different strategies and many of my different trainings and the intensives and also on the certification of course right
the point is is that don't put yourself in a situation where you possess all these great skills for closing but you have no one to call like for instance with my sales force right now i started them purposely giving them not bad leads but very rough unqualified leaders that were kind of old and almost dead why because i want them to get the cobwebs out i want to get the marbles out enough where they're learning and growing they're just starting so i started it but they're about to approach the point now where i'm launching the
certification program and now that they're really primed they get it because i made them struggle it builds muscle now i'm going to make sure these guys are women too are hooked up with leads because without that they're just spinning their wheels you could call out of the phone book or you could get qualified leads coming in for marketing and the latter is so much more effective just remember listen you know maybe you're in a situation where they provide you maybe not either way you gotta realize here that it's an integral part of success so if
you're not getting them from the company you work for not enough quantity of milk quality think entrepreneurially every dollar you invest in yourself in terms of your legion it's gonna come back to you tenfold as long as you're doing it right in terms of your marketing so you don't waste your money marketing but if you're doing it right you should get a five ten to one return and also remember it's not always what you make on the opening sale it's the life of the customer so very often yeah you might break even on the initial
sale but now you go about building a customer for life and that's massive success all right just remember don't ignore this one crucial aspect of being a world-class close which is having a supply of leads at stratton i would have top salesmen they would pay out of their pockets that's three and four cold callers just calling all over providing them with leads because why would they want to spend their time cold calling it's a low hit ratio they're animal closers they want someone who's going to just give them qualified leads they can close the ones
who are already interested in the purest form of a salesperson you're only speaking to people who are interested they're pre-qualified which means you're speaking to people who are hopefully buyers and eating buyers in power now no matter how great your program is even if you have someone filtering out the bad ones they they always tend to wrap what we call wooden leads meaning they're bad leads right they're not real and those will be your look you lose and your and your mistakes they slip through so your job as a salesperson as a world-class salesperson is
to filter those out you want to separate out the bad ones from the good ones and move those first two categories the buyers and pallet buys move those two down the straight line from the open to the close and just have massive quantity of them don't put yourself in a position where you're scarce for leads it's going to really trip you up all [Music] right you
