i'm jordan belfort and this is sales school netsuite is the world's number one cloud business system bottom line it gives you visibility and control over your financials hr inventory e-commerce and more it's everything you need all in one place in fact over 21 000 companies using that suite right now so you'll be in great company right alongside them so let netsuite show you how they'll benefit your business with a free product tour at netsuite. com school hey jordan belford here the wolf of wall street and welcome to another awesome episode of jordan belfort sales school i got a awesome guest today good friend of mine very close friend of mine also a world-class expert in marketing and sales and branding so i'm sure you'll know as soon as you see him he's been my podcast a couple times but this is sales school this is different yeah we're about to extract from my good friend dan fleishman his number one greatest tip was one thing he could teach someone that would help them close more sales make more money what would that one thing be he's gonna explain that in three or four minutes maybe five minutes probably with dan a little more than but then we're gonna dig into it deeper for another five minutes or so and there you go so dan thanks for coming on you're awesome happy to be here and um what is that one thing if you could just teach someone one thing about selling what would that be so it's actually just one word it's relentless if you are relentless you win meaning if you're willing to be relentless and work more hours than everybody it's just a math game you've talked about it many many times if you do 60 calls and jordan does 100 calls who's gonna win when he times up by five days a week i did 300 you did 500. then it's 1200 versus 2 000.
then it's 24 000 versus 50. whatever right the numbers just get so crazy just because you were more relentless than me two not being scared of people saying no the biggest fear everybody has is rejection so relentless hard work relentless of of not being relentless of not being turned off by no right correct everybody talks about the more knows you get to a yes the more knows you hear you get to yes it's just math if you are relentless and you call and you email and you text and you call or you go door to door whatever the sales if you are relentless you win perfect that's the only thing i've done there's nothing special about it i just work harder morning noon and night every single i can start so many companies because i am relentless you are relentless by the way but starting companies let me ask you this okay let's talk about um how a person who by their nature they're not relentless they've almost programmed themselves to be not relentless how does someone change because i agree with you a thousand percent that there's no replacement for hard work and perseverance right and also relentless with follow-up like relentless with asking for referrals relentless with educating yourself to be a better closer almost feel relentless is almost a buzz word for success in anything right when it comes to saying what what are what are the ways that a person you think can become more relentless it's removing the fear factor the fear is that someone's going to say no or they're going to laugh at you or be mad at you that you're called the third time what people don't realize is that person they don't exist anymore once you stop calling right so if i call becky and i called her again and again and finally the third time she answered and she's mad at me and i don't call her anymore becky doesn't know who i am right she doesn't know dan in wichita kansas i'm just calling on the phone or email or texting becky can't hurt you so when you call becky becky becky and you call jordan and you're calling dan you're calling all these people they can't hurt you they can't they're laughing at you they don't exist once the phone hangs up or the email goes it doesn't it goes away so there's managing fear realizing it's not personal it's not that big a deal what about um the idea that so like sales and marketing you're an expert in marketing right it's really your strongest area i think um there are two sides of the same coin because marketing which is what brings in the leads right so when someone is going through the process of like identifying you know um you know which leads are right for them which are wrong they're going through a pipeline right what when you're being relentless is there something about also like how you actually you know learn how to essentially manage your time each day like you is there something about not wasting time or are you just basically you know like like relentless it's such a sure big word like what about like the idea that you know this is like there's a skill set like you're you bring in leads into a pipeline right and you want to be relentless and making sure you go through every single one right what are some of the tips that you see of how you can get people to decide like give me some shortcuts and hacks how do you fit which ones are qualified which ones are not sure i take out a lot of the casual stuff so i like to rip the band-aid off so the the saying is a closed mouth doesn't get fed so when i'm making a sales call whether i'm pitching sports cards acai bowls masterminds pitching selling t-shirts whatever i'm pitching i'm very clear in advance what i want if i say nothing just like in relationship people are going to fester and they're going to get mad at you and frustrated if i say i want food or i want to go somewhere or i want to do this right it's blunt the same thing happens in sales if i want to buy this table from jordan i was like hey i like this airplane wing table i will say jordan i love this table i will give you 12 000. nobody it's 20 grand okay then you saw the negotiation right start negotiation but if i just sit here like oh i like this table jordan man this table feels good where'd you get it jordan i don't go through all the casualty stuff you're relentless about getting to the frickin point yes that's how you save time and then if you say no hey dan my great uncle gave me this table it's not for sale i don't do the dancing around the casual story and ask you i don't need it the phone call's done i don't need to ask jordan anything anymore i hang up the phone i save time in a compound if i can save 30 seconds of okay it was great talking to you guys and maybe tagging in the future they're not going to be in the future right once it's over it's over and so you're never going to sell me the table and whoever's on the phone is never going to buy that's it it's over and i remove a lot of that 40 seconds here and two minutes there of the nonsense all right listen you don't need 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com school without me or you being in the equation give me an example who's the most relentless person that you know outside of uri wow i mean i think it's garyvee garyvee tell me why garyvee is so relentless because morning noon and night he's got something going on he's got 900 employee agency he's got millions of dollars of sports cards he's got all these huge clients he still has time for his family but then he's got he's in group chats pushing us to buy winetext. com and buy his wine that's tiny money right what does it matter to him he wants that 20 membership 20 membership he's relentless and he'll do it for 10 million with budweiser or 20 bucks in a group chat he's always selling and always thinking and at the same time he's relentlessly giving value and putting out content nobody puts out more content than him he is the guy in the social media space for entrepreneurship and so i think that he is the one character that i look up to even though we're friends i still look up to him just like you we're dear friends nice to look up to you because you're a pioneer in the space and so with him he just content content sales family every he's doing everything he's checking every box and how does someone who's not inherently like that what are some of the things that you think that allow gary is it like a strategy or is it is he training himself to be that way is it naturally who he is have you seen him evolve over the years or is that who he always was i think it part of it has to be inside of you meaning you have to care at one in the morning you have to care when you wake up at 7 a. m like you have to care in those moments to want to work and do stuff if you are inherently lazy that can't be trained fear can change that fear can address that the fear of not eating that day can address that believe me right but inherently we are who we are right the only thing that can change that is something drastic if you never work out and you're fat but then all of a sudden you have a heart attack of course what happens you start running you start eating lean chicken you start veggies that you never ate before right because you had a wake-up call i think entrepreneurs have the wake-up call in advance they don't want to have the heart attack whether it's business or health and so entrepreneurs like a gary like yourself we wake up already wanting to do it we go to sleep and then if we have to get up at one in the morning and work we're already we already have that right that part can't be trained it has to be inserted into you or you have to be born with it for someone that's just you know just getting into the world of sales and and marketing right what's the one skill that you would really say that you know just if you could focus on developing one habit really more the habit than a skill what would that one habit be would be you know not procrastinating would it be never giving up would it be finding you know great mentors would it be reading books what was the one thing that you think someone should do if they're just entering the world yeah it's the details meaning if jordan says maybe coming back tuesday you definitely call him back tuesday if jordan says oh maybe i'll refer you to my uncle maybe he'll sell you something or he'll buy from you following the follow-up is so big because most people are lazy and don't and so people are like oh i can't believe you did this with your sports car shop i just opened it because everybody said somebody should open a sports card shop and then seven weeks later there's a shop right it wasn't rocket science to open a sports car shop it's not rocket science to throw in events when i throw all these events none of it's rocket science nothing i do is magical as i just do it i just i just do it and you're not scared to be wrong right i don't care if i mess up right you guys aren't going to be at my funeral right i don't care i'll tell you another thing i think one of those lies one of the greatest things about throwing my two cents here is that because it just happened is not being scared to ask other people for advice sure and guidance you walked into my house right well good friends i started asking you for advice and like i know you possess certain skill sets and relationships that i don't have at my fingertips so the first thing i'll do is you know i'm not the least bit bashful or embarrassing hey buddy here let me i got this issue going what do you think you should do so how about like asking are you getting into the habit of mentorship asking those around you that no you know it's not like it's not like having your hand out because you asked me stuff all the time as well so the idea is really putting yourself out there not being shy about saying you know what i don't know everything there is to know about anything pretty much right so going to those around you are qualified and asking for help so let's say this was this side of the table was a forest right and jordan was here and dan was here but dan's got gary vee who's already been through the forest twice and jordan's friend's never been to the forest who do you want to hire as a mentor yeah obviously of course jerry's ran to the forest twice one time he messed up second time he got through it in 12 minutes it's gonna take you four days because this guy doesn't know what he's talking about 100 i'm always want mentors around me and i always ask advice because i don't want to spend four days and figure it out the hard way if gary can tell me in 12 minutes what to do there you go like success leaves clues and experience gives people guidance seriously i know that my first business i think i made probably every mistake you could make as a young entrepreneur i literally overexpanded on a capitalized growing credit and the second time i got it right right you know because i learned my mistakes um everybody dan fleischman the man the myth legend what's the best place to find you uh all my social media is the same it's just at dan fleischman on every single social media platform and you guys should do the same same exact name on every platform at dan fleischman check it out he's also you have a great uh what is this repository of courses that you have which is amazing what is that that's 100millionacademy.
com 100millionacademy.
