i'm jordan belfort and this is sales school all right short message from my number one sponsor netsuite here's the deal if you're a business owner you don't need them that's me to tell you it's tough to run a business because it is right we all know that don't let quickbooks and spreadsheets slow you down anymore now is the time to upgrade to netsuite by oracle they're the world's number one cloud-based business system they give you the visibility and control of your financials hr inventory e-commerce and more you want to join over 24 000 companies using
netsuite right now so schedule a free product tour now at netsuite.com school that's netsuite.com school i was always told by my parents don't judge a book by its car right you know they did so do i give you a perfect example i flew to new york this weekend right and my mom was talking about some you know back in the old days my dad's sick you know he's getting better thank god he's in the hospital right and my mom was you know reminiscing about you know back in the old days she going to work was
driven by this guy who was uh our next-door neighbor his name is lenny lipsky right and and she was oh you know she likely but lenny was all flash she was just a marketing guy no substance behind that and i'm like mom i'm saying honestly i mean you know why would you say that you know what's that snap judging about she's like no it's just just the way he carries himself now i know lenny's passed away right but the fact is lenny was like a sharp dresser okay he just carried himself a certain way that
in my mother's mind it just you know it it all corralled up into lenny was a sharpie lenny was a guy on the mate lenny was a more he's more about flash than substance and i knew lenny it wasn't true just remember the way that you move through the world the appearance the air that you give off to people is so crucial in those first few seconds and the moments thereafter you know my mother will be the first one to say don't judge a book by its cover and her whole life she does it it's
not that she's you know evil she's not a bad person she's a good person we all do it we are wired that way it's an instinctive thing that we size up our surrounding instantly and then based on what we size up we say well should we you know what should we do should we stay all run so it's fight or flight right but in modern times it's you know is there benefits here to stick around and listen to or am i just out before it starts you give off that wrong air if you come off
it and this is one thing that a lot of sales people actually i don't know you i can't speak to a bunch of people right but i don't know what's what's your gig you know what do you what do you do how do you come off do you come off like a slick salesperson that's not what the straight line is all about you have to be the opposite the ethics and the integrity the the you know it's just gonna ooze out of you you know when i'm speaking fast right now it's because i'm trying to
train you i'm getting a lot of words and when i'm actually selling somebody i'm speaking slowly i'm on par with them meaning i match my rate of speech to their writing speech i'm getting it to rapport people on a very deep level and i'll tell you this the number one way i'm jumping at a bit of the number one way you really get that right appearance out there is by asking questions it's those questions that you ask and the way that you listen using your body language and your tonality that's what connects to people i
want you to spend this week mastering the art of active listening you get i want you to really focus don't ever you know sorry my son bo i'm very sharp right you know that's not sharp i was right bowen used to not be a very good active listener because he would be thinking he would he would listen to you and he was thinking he looked up into space and he was complete with he was hanging on your every word but you didn't know that so i'm like are you listening to me he's like yeah i'm
thinking what you said and i really started busting his balls about that said bowen when you when people talk to you through uh-huh people don't know that you understand that you get them you do that to those little grunts and groans once you start doing that it almost it's like the amplifier of all things rapport driven seriously when people know that you're listening and when i say that you care like um i i'm in it i re versus yeah um someone talks to you like and your mind's going a mile a minute how do they
know for all they know you're just tuned out you don't give a crap you have to give active feedback when you're on the phone and you ask a question to someone and they start uh-huh please this week i want you to really focus in on that more than anything else your active listening become an expert at i promise you all the hard work you're putting in everything will be magnified by that all right it'll show up in your pocket all right love you all we'll talk in tomorrow take care you
