i'm jordan belfort and this is sales school i want the 75-inch to be not the 50 i want that rib eye not the sirloin i'm going first class in business and never coach simply there are certain times when paying a little bit more it's worth it just like there's a huge difference between that stretched out sadness in your drawers and tommy john underwear when you're wearing tommy john underwear you're that much more comfortable so you can do everything i mean everything better listen i wear tommy john's and you should too returns and exchanges are free
and right now you get 15 off your first order at tommyjohn.com school that's 15 off tom and john underwear and loungewear at tommyjohn.com school one more time tommyjohn.com school see their site for details i've broke all the records in the door-to-door industry i've sold mortgages i've sold meat and seafood door-to-door stereo systems you name that i've sold everything right and the irony is is that there are no magic words when it comes to those first few seconds whether it's in person or over the phone right i've always told you that those first few seconds it's
about being perceived sharp enthusiastic expert in your field right so when i gave them my pitch i used the mortgage industry as an example right so i would let me just tell you it's a great story so when i was in 2001 rates had just dropped right so everybody and their grandmother was refinancing their home and it was right before everyone and their grandmother tried to become a mortgage broker right so i had this idea i'm gonna go out there and just simply go business to business to business to business every owner is there he
owns a home i go to small businesses right and i'll just walk in and say hey what rate you're paying right and i'll refinance the house right so at the time i was a good friend of mine back then owned a small mom-and-pop mortgage company and he had asked me to write him a telemarketing trip so i did that as a favor and i tested the script myself and the first call i made i closed eight thousand dollar property i'm like damn this is something here right i said i'm gonna actually try to grow this
so that's why i got into the mortgage business right then i came with a door to door right there because no one was doing it right so i said to my partner's wife hey shelly i said why don't you come with me you know and i'll take you and i'll show you how to do it's very simple you walk down one side of the street i'll walk down the other right you put a little clipboard in your hand and just walk in and say hey you're a mortgage broker what rate you're paying right ask for
the owner and so forth she's like oh great great i'd love to sell right so we drove the car in long island right we drove to it was new rochelle so it was one of these like you know broad streets two-way traffic right stores lined up mom-and-pop shops down this way mom and pop shops down that way right so i said shelly you take the right side of the street i'll take the left side of the street right so i get my you know out of my car walk into the first place it's a restaurant
owner's not there no one spoke english no good right next place i go it was called derosa seafood phil derosa still remember his name walk in second door bam made eight thousand dollars i'm like oh my mother i'm like i am on to something here right like two dollars later bam another sale six thousand dollars three dollars later bam another sale twelve thousand i had made twenty thousand dollars in two hours all right and i was like the whole time i'm saying to myself oh man shelley must be smashing i can't wait to we're gonna
be like two people just jumping for joy and just so you know guys this happened right after i got indicted i was broke so i just kind of cracked the code right and i'm man i'm going to do this all over again right so i crossed the street like you know victorious warrior 20 000 richer i'm looking for shelly can't find her and also i see a little bench i see this like figure hunched over like she's crying hysterically on the bench i'm like shelley what happened it's impossible no nobody wants to do this so
you can't i'm like shelly i just made 20 thousand she's like what i'm like shelly i'm like what i'm like i don't understand i'm like follow me i grabbed them all right i said just stand up straight and just walk behind me i went down the same row of stores that she adjusted i said you hit every socials i hit every single store walk down the same row of stores okay and close three people the second door i hit was a jeweler five thousand dollars the last one was an auto body a big one fifteen
thousand the better that was the better dead water phil the better dento i think was his name right so i'm not making this was a true story right and like that they made forty fifty grand that first day doing it right and shelly was like i don't understand i went down what she was doing she was walking in like hi i'm my name's shelly i'm from like mom and pop no-name mortgage company and i would love to be here you know i'm like hey my name is jordan what's your all i did i'm like hey
who's the owner the owner here that was it yeah i'm gonna hey got my driver mortgage broker in there what rate you're hurt really playing in the house that's how fast like just look busy these people look busy they're worm hey my name is jordan i'm a mortgage broker what rate you play currently paying there's eight and a half i'm like oh i could save you a ton of money i took that and that was the that oh i could save you a ton of money i took out my notebook okay so where are you
living and i thought ask i do my straight line non-invasive questions that and i take my calculator boom before guys what was the difference between shelly and i i'll tell you what it was i walked in with confident body language look the person right in the eye said hey who's the owner around like not excuse me man please speak to the business owner here i'm like hey who's the owner i'm the owner already i'm on par hey my name is jordan i'm a mortgage broker in the area what rate you currently pay on your mortgage
that's it no magic words and this is what i had explained to the door-to-door place but guys it's not about like what you say it's how you look it's how you make eye contact it's the authority you bring how you dress also she was dressed like sort of like she's a pretty girl but she was not dressed like with authority i walked out of sport jacket on all right i had a nice little shirt right and i clip people see you they size you up in a split second on the phone you got four seconds
but if you think that like this is not real i'm sort of exaggerating i am not guys it all happens in those first few seconds now you don't get to close the sale because of those first few seconds but you stop yourself from blowing until you open up the possibility to influence she walked in and people they just i'm not interested it's not expert you get i walk in they look at me there's this energy it's an energy flaw i want you to focus on this whether you're in person or on the phone today and
all week long remember you exude an energy force it comes out of you in the form of your body language and your tonality how you make eye contact how you shake hands the first few words you say reason for the calls this urgency your tone don't ever forget that because you know what happens even myself by the way if i'm doing something long enough it becomes so you know systematic and pattern like that you forget that it's the color it's it's the the vivaciousness that actually brings it to life you can't allow this to get
ordered down one or two magnitudes with enthusiasm and and poignancy just because you do it all the time every pitch is your first pitch this week trust me make every pitch your first one go in there hey everybody's bright smile hey my name's hi is the owner out not like excuse me can i please be that's not what they want they want someone who's authority an expert sharp on the ball it's going to solve their problems help them achieve their goals and someone who's also polite non-threatening and is just like them all the things about
the straight line they all wrap up into one but it happens it starts in those first couple of seconds now if you blow the first three or four seconds yeah you got 10 more seconds of catch up ball if you're really after that guys you're done you can't influence anyone all right so this is the week where we're really gonna focus on just being right out of those first few seconds sharp on the ball face to face sales that first quarter of a second that first impression is everything i want you to put yourself look
at this way this is the week where you're gonna put yourself in the perfect pole position to close every sale starting from five seconds forward make sure those first five seconds open you up for the possibility focus on that and the rest will get much [Music] easier you
