 Hey, you've been mentioning a lot about wanting to do a movie night in your theater and I think tonight's the perfect night for it I even brought over a movie. I got it for my grandmother for Christmas But we can watch it tonight. Oh full Wall Street. Yeah. Yeah, that movie has the F-bomb One expecting anyone Hey, buddy. Hey Dylan listen sorry to bother you about my car ran out of the gas right in front of your house It's a gas station about a mile and halfway. Can you give me a quick ride there? Holy crap? It's the dude wait, are you Are you Jordan I am I am yes, I am dude you were Yeah, load that up now we have to watch the movie let's really brilliant. I do have one quest Zach. Why are you skipping? I'm excited. Zack's excited. He skips okay So yeah, let's jump in the car one of the questions I do I've been when I saw that movie. I was like Could this possibly happen for one man? Is that stays most of it? You're like the parts that you probably are wondering if the truth. They are true some of the stuff stop at most of the Crazy boat capsizing the plane crashing. Oh, it's all your aunt dying Ultra, yeah, and look at Lamborghini. All right. Well, you know, you know the scene with the Lamborghini, right? By the way, you should let me drive because wait a second. I remember that's the scene where you go Right You're a good salesman. I am right believe me. I might drive this first. I might drive the first one All right, I am next time. What's the other guy? I got it. I was that was that was I got a real thing where it was true But listen, it wasn't a Lamborghini was a Mercedes Was it a real hoods or what was what made of like? Well, it was quite loose, but it was the original real real quails like these ultra strong quotes of 1978 That we're had a delayed fuse long story, but it was a good one. Yeah, do you remember trying to drive the Lamborghini? I think I say I remember it like it was yesterday, but I also could say that I could pass a lot of text I don't remember hitting one car like I don't know. I'll see you know where for you You just went home and then you I was like, thank God. I made it home out of I had no idea to this day I could pass a lot. That's I don't remember what happened. I really don't you know what before we jump in it Well, we'll jump in the car, but afterwards I want I want to ask you a couple questions You come on my my little radio show. What did you guess? So in the movie question for you How did you help in terms of were you on the set? Just at the end because you know listen to the movie watching movie films kind of boring actually it's very slow Right, it's like you're just watching paint dry so but at the end I was there and But I worked really really closely with Leo on the scripted on the you know, you know The book yeah, well, I yeah, I wrote the book Terry went there a great ride I wrote the script that I went and kind of rewrote the actual Waterroom scenes with all the stock stuff, but Terry was amazing great great job. It did So now you're where you're in you're here in LA. Yeah, by the beach, South Bay. Yeah, nice You've been all over. I was reading you lived in Australia for a while you lived Obviously, you're from New York right then Iran today for four days Wow speeches that are yeah, you're gonna take it up Yeah, absolutely why not right? I used to say that my movie was a hit everywhere, but I ran North Korea now I guess it's just North Korea. I was wrong Nice So what it at this point in your life is it all excitement is it travel adventure? Do you like are you back in business? I know you've got your sales Consulting and programs. I'm fortunate that uh, you know that make business been great with speaking consulting and You know, you get to a certain point I mean, I listen the whole party craziness like that is a good memory, right? But you know the things that make sense at 25 don't make as much sense of good fun, right? But so I look at back at those days, you know Say, yeah, okay. I did it, you know, but now I got a marry and I got a great woman in my life So very happy, you know But I mean I was always working on so I was a project I'm working I can't just right it's still for more than a couple of days. I go nuts, right is that it's good Yeah, this car is pretty fun All right, that was a good drive by the way guess what is on the bookshelves here. Ah There you go. This is a new one. You wrote it is. Yeah, you've how many have you written three three? So at one point you make 22 million dollars in three hours on this IPO Steve Madden shoes And then you need to open up a Swiss bank account to put all the money in so you put it in an aunt's name But your aunt didn't know about it, right? Oh, she knew but then you go on this boat and you're you get word that your aunt died No, no, no, I got the timeline out. No, that's the movie. I mean that's that's the movie Okay, now all those things happen, but they're not didn't happen that order and the real the yacht capsized Yes, the real version is much better. So now so in the movie I'm on the yacht and I get news that my aunt died and I have to go back They have to leave to right and end up getting into the storm. That's not what happened What happened was I had my yacht in Rome for a vacation I was want to go to Sardinia and I was addicted to quail eggs in a big way, right? can you name every drug under the Sun, right and I Got into this frame of mind that you sometimes get into when you take ludes where short for quail eggs Where I call like that ludes I called the movement phase Yeah, like this is the tingle phase when you first take a quail your fingertips tingling you feel your for you Then there's a slur phase where you slur your words and you say well, okay I love you slurring is fine, right? Then you get to the drill phase when you're drooling like you know, but you're okay Drawings good. It's kind of a Lamborghini scene in the thing you a phase four is unconsciousness, right? However, there is a fifth phase which happens once in a while called the movement phase That means you get like the drug-induced equivalent of ants in your pants You can't sit still it just so happened that as I was heading down the hill to port of Chevrolet Auto where the yacht was I found myself in the movement phase and There were white caps in the harbor and when we got to the boat The captain says we can't make the crossing because there's a storm and I said I have to cross or I will die Because I mean I just I could not sit still and I convinced the captain Unfortunately using my powers persuasion persuasion did you wrong right correct that I convinced the captain to take the boat I said I said I said captain mark if we sit here I will die in this so I says all right We will break some place when we make it goes we'll make it but it's gonna be really bad I said let's do it. It seemed like a great adventure, right? So I went up to the top deck took formal eludes fell asleep woke up and I was in 50 foot waves in the rest of This is a system if the foot wave label. It was just a freak storm kicked up in the Adriatic and We ended up getting rescued by the Italian Navy Seals, which was amazing. And then what happened was they took us to Sardinia Not to interrupt you, but We're the quailudes strong enough that you were sleeping Part of the time when there's 50 foot waves. No, no, no, no I was I was you up. No, I've been in a big storm in the ocean that'll wake me up I was an expert at something called balance like I was treating my body like a human So for 20 something years right back in the day. I was like a petri dish I would take ludes to mellow out cocaine to wake up so I was balancing between ludes and coke that day So I was awake for the whole very proud of that probably not the Buddhist meaning of balance So it's balancing right and and and so I was awake and Loving it because I wanted this I was so happy that the boat was gonna sink because it was so expensive I was so sick. I was like, this is great. They're like, oh shit. We might die Oh, this is not so great. Then you remembered you were on it, right? Like wait a second We got rescued and then what happened was so seven days later We all had to buy everyone new clothes because all clothes went down with the ship Right. The only thing we rescued was the quailudes. Thank God when the boat was going down No, I sent my friend down for those they were in the they were in the downstairs cabin I said my friend you have the ludes. No the Dallas. I said Rob. You get the ludes, you know So Rob go runs down He comes back goes the captain's flooded. I can't fucking put a kid go to put a fucking slow go down there Right, sacrifice your life. I need my life. They're in a medically so bad. Okay goes. All right. You're right. You're right He goes down that nothing and go downstairs I I he seems standing at the top of the stairs with his pants down as I was pissing on the carpet What are you doing? I always wanted to do something like this I'm just gonna get the ludes, right? He goes downstairs. He comes back up a minute later I couldn't do it. I got shocked the water's electrified. Oh, I looked at me. I said soldier. I said you fucking I don't care how bad unless it's like did he get shocked while he's being there? No, no Oh, it'll come right through the screen. You know down there. So he went he goes, you're right He goes, I'll do it. He goes, but if I die get my wife a breast job. Just promise me. I'll do it Get more if I my wife said I want my wife to get a breast. I'm paying for the breast. Oh, so not like the movie Where you say will you take care of my wife? Will you get her a breast? Why don't you want to have a breast? He didn't want to he was cheap. So he said if you pay for it out of my debt, they'll be meaningful Okay, so he goes downstairs comes back up with a bag of ludes and third-degree burns and his hair up in the air, right? And then ten days later, here's the eyes of ten days later Ten days later we go to the battleship first, right? Then we take some walloads because it seemed like we should do that, right? And then we went to the college of open hotel the world's most beautiful inexpensive hotel Well, you like that you take an olive It's like to have a guy with a microscope ten dollars on your bill, right? So check that out of their ten days later, right? It's like seven hundred thousand dollars later, right? Seven hundred grand was the hotel bill. I had to put 18 people was nuts, right? So anyway, but everyone brand new clothes right now. This is the second time because my wife wants to her bag The story can go on run. I want to get no keep going. Don't do not Know keep going. This is great. Well, so how's my wife originally when we were getting on the plane They don't drive forgot to put a bag bags on the plane. So I had to buy her new clothes So before we got to the yacht we stopped in Rome when shopping got our new clothes And then those book clothes went down with the boat so the clothes sank with a new clothes in Sardinia, right? And then you went it was the hotel the 700,000 dollar hotel after that. Yes after that So then we went we had a bite by clothes, but it was only like Johnny Versace There's always a peacock. You're all purple and pink dog So finally the last day of the of the of the trip, right? I had this great idea So you know what if we bring all this shit back through customs, we're gonna be hassled My name was on a watch list already. I'm like, let's just ship it all back Yeah, we'll use a toothbrush and under because we're going on a private jet home great idea, right? So we all box up our shit We send it off back to the United States next when we wake up and go to the hotel to the airport No plane. I'm like, what the fuck no plan now. This is back before cell phones, right? Yeah, you know, and no one spoke any English and after about an hour I was going crazy because I had a lose now no reason to be away from home anymore without the ludes, right? All of a sudden some little Sardinian midget comes scampering up to me literally a midget comes like those Didn't you guys throw midgets in the movie? It's a dad's ready. We've talked about throwing me just they threw me just after I left I was not involved that self don't hold me responsible anybody who's midget Yeah, yeah, yeah, exactly. Don't don't put please oh hey, but the point is is that he says mr. Don't look like what goes plain crash. I'm like what? My plane crashed ten days after the yacht sank Okay, and I could took off with it early important friends seagull in the engine gone a seagull Hit your private yeah, yeah, so I lost it lost a plane We got we got to say so for a sec your plate your plane your yacht sunk Then you're playing got in to guy hit by a seagull. So then pilots live thank God. Did you ever like? Wonder if there is something in the past life that might have happened. Oh, right. Well, no, there was I did make some great Analyzations that day so after that happened We were stuck again with no clothes in Italy and I have to get out of Italy at this point We we took a plane to London a commercial plane We ended up in the Royal Airport Gatwick go to the but you had clothes on the clothes Versace they had like purple and everything Here's the irony, you know It's how crazy drug addiction is is that at that time you think I'd say okay? Obviously God is telling me something on my life's out of control. I'm doing there's something not right here Right, right everything and say I'm doing drugs all the time things are happening. No I went even crazy the next in other words. I use it as a sign party the keep going harder, right? It was a year later that I got sober finally. Wow. Yeah. Yeah, so that's the Well, that's the true story about the odd that the true story of Wolfville Wall Street You heard it here and by the way, I heard Chance the rapper said today He wants to hang out with Drake because Drake has an exciting life Chance you probably Wanted to be with Jordan Milford in the Wolf of Wall Street You should let me drop the car because he knows what could happen, right? No after I hear this I'm glad you did not drive the Lamborghini right, but you have to so there's oh yeah backups, okay? So I saw that all right. So that's good. So but you know, here's the thing though I'm sober now for over 20 years. Yeah, and that was a miracle by the way And it was it was something that changed my life But when you're in that headspace You can rationalize anything. Yeah, like you could just like I said, oh, you know No, it's no problem. You know, I'm going to the bed. I'm shitting. It's green. You know, my my nose is bleeding It's a disaster. Yeah, you're saying oh, it's not my allergies like you could just you know So in addition to having this amazing life, you also are a master at sales. So people watching I get a lot of entrepreneurs keep in mind that Pretty much everything's about persuasion the end of the day. I mean you're always selling yourself But I mean I think that there's so many people out there that have great ideas You know great concepts in their mind But if you don't know how to verbalize that or express it to someone else, it's gets locked in Saudi You know, you can't express that value that greatness and you end up dialing your music on your lips It's a really frustrating thing to go through life that way. So now this is something pretty rare I rarely do interviews with a ton of notes, but I found your book and story so interesting that I was like I'm gonna do extra detail. So you did homework. I did homework. Well, I read the book I like to I try to read a book a day and this was my book of the day. Okay, so Best you were you're a best-selling author as people know the book though the movie was adapted from your book Leonardo DiCaprio plays you it was nominated for an Academy Award for Best Picture It's an amazing story. It also has the most uses of the f-word in any movie 569 is that right the 509 of five six 500 plus was that because you are from New York and people in New York just swear a lot Combination of New York and Wall Street together is a deadly combination I think the most common word is the f-bomb except for the word thought so it's you know neck and neck If you would have had a sailor story that would have been you could combine Wall Street, New York and sailor so for those people I think almost everybody's seen this movie, but You worked at first for this LF Ross child working for a guy Mark Hanna and You got into the whole sex rug Sex drugs and rock-and-roll world of Wall Street Why'd you leave? Well, you see the movies a bit is a bit inaccurate in that sense that when I was in LF World Child was a training Right, okay, and in the movie it depicts me. You know being this sort of bright-eyed Bushy-tailed ethical guys and can't we make our clients money too right first day and then the next scene I'm in a strip club Stunning cock, right? That's not quite You know that that the evolution of the human spirit took about by two and a half three years So at the time I was you know a young idealistic kid. I wanted to make a lot of money I was married to my first wife. She was a great lady But then my first day as an actual stockbroker was October 19th 1987 they oh wow yep the market crash black black Monday, and I watched in shock and or as the market went down 509 points in a single day and Rothschild were people committing suicide back then any brokers jumping off one or two jumped out They probably jumped anyway, but the point is they were just in a jumpy new here and there around the world right, but the point is is that Wall Street basically shut down for a time and if you're you know you're probably younger than me I think you're definitely younger than me It was it was perceived back then that this would be the beginning of the next great depression that it wouldn't just stop there It would cascade into the whole commie and it didn't so but imagine back how that they're scared and it was just yeah Fear was incredible. So so baptism by fire. They basically yeah, so then you go and You ended up at this firm Um it was oak what was it oak stratton? There's oak. No, I still went to a firm called the investor center, which is a penny stock firm Right, and that was where I um, you know was the first night ever sold stock, and I became the top broker the first day I just broke all the records really in the first day you broke all the record the first day Yeah, yeah, so you're a born do you think you're a born salesman? Yeah for sure I am a moment and there are people out there or you know born and closers born salesman far between there are some When that really means though, what does it mean to be a born salesman? What it means is that you're actually running a strategy automatically inside you're doing it You're still following a script, but it comes natural automatically so you but you don't realize it But you are following a certain protocol that gets you to the same outcome every time so that's really what a born closer is so For those people watching that are entrepreneurs want to learn sales What did you do in that first day that you basically became a top sales and like was there we're gonna talk more about your whole sales straight line formula, but First day you didn't have time to implement a whole script. What do you do that most people don't do? Is it your tonality? That's one of things body language tonality Taking people through features not just features but benefits like what do you think you did that first day? Well, in fact, I see one of the interesting things you say you didn't have time to put together a script in fact I did oh you did. Oh, yeah Day one I took three hours to write one See, I would never this is something interesting to have many years later This is relevant is that when I was tested by some psychologists about my ability to close They put me through a whole battery of these weird tests and one of them was a mock sale We're had to close someone in a investment type of situation. It was being filled was it like sell me this pen No, there's a hand to me up I'm like sort of us some information on the dairy industry and I had to then convince someone to Open up an account and affirm to manage the money for the dairy industry, right? Okay, so they had about 10 12 pages of information, right? And they said take as much time as you want and you know to study this and let's see you close this guy, right? So I start reading it. I'm reading it. I'm reading right. I start writing down my thoughts about 30 minutes later They knock on the door. I'm like, yeah, I said do you need more time? I said, yeah, just give me another 30 minutes. I said, okay, no problem 30 minutes goes by they come back I said just give me another 20 minutes. I said no problem take 20 more minutes I said give me 15 more minutes, right? Anyway after about two hours. I said, I'm ready and I had wrote myself a really really Not an exact script, but pretty close to a really killer script with sort of, you know How I would actually engineer the sale from start to finish any stocks. No, no, this is no This isn't talking now as recent many years. Okay, I want to tell you this is really is relevant now This is a 19 it's like I think 2010 it this happened with psychologists being filled. Okay This is the later guy. He was an actor and he was supposed to be the CEO of a dairy company And I was supposed to close him so we go through this whole thing I introduced myself and I we go through this back and forth back and forth and they're filming the whole thing and after about 15 minutes The guy just he's like, okay fine. I'll open up an account and he starts laughing his ass off So I'm like, what's so funny? Psychologists come in they say we told them under no circumstances should he say yes Yeah, but in 15 minutes yet. No, he said yes, I don't get it They said I said well, you know, I got the guy into a situation did it make sense to say no They said well, here's the weird thing. We've tested a hundred other people in sales and no one ever spent more than five minutes reading the material Huh, you spent so preparation. It's some simple fundamental He's equal part of the straight line is about strategic preparation meaning that you don't notice my overriding content is every sales the same Right. Yes, and that would seem to be counterintuitive Yes, because everyone has different needs different belief systems, right different outcomes, but the truth is that every sale is the same Yes, and I'll explain that a little bit later on in the interview But it starts with your ability to essentially make an airtight case to someone. Yes on both a logical and Yeah, about you know, essentially why you're right to want them to do whatever you want them to why does it make sense, right? Yes, and it's got to be an airtight case And then you have to be able to also accomplish other things as well So there's two ways to go about that one is to wing it Which you could might be able to do if you're really really great Or you can write it down plan it out I mean the second one is when you really start to bring your averages up tremendously So I'm a big believer in strategic preparation. Yeah, so one of the things I'm gonna skip around you brought this up One of the things that you brought up You bring up in the book For those of you watching popping in live. This is his new book way of the wolf So you say basically there's the three tens people need to be a ten in three areas on your product Right on trusting you and on trusting the company as a whole and you talk about how? Most sales people don't understand you got to bring people to a ten certainty that it's the best product Right them that it's the best company and you're the best person to sell it. Well again imagine a Continuum of certainty like a one on this side. Yeah ten on this side, right and ten means absolute certainty the best Products and sliced bread or one means they think it's the biggest piece of crap ever, right? Yeah So obviously you want your prospect to be at a ten or as close to a ten as possible when you ask for the order, right? Yeah, so most salesman even rookies will you know intuitively know that they'll see that makes sense, right? But what they don't realize it's not enough. Yeah You also have to get them trusting and connecting with you at that same person high level of certainty, right? Yeah as close to a ten as possible right versus a one being they think that you're a thief So they get so sometimes I think it's a good product But I don't like you so they don't buy people don't buy if they don't like what trust okay That's right and the third element is the company that stands behind the product. Yes, so those three elements Have to line up in every cell no matter what you're selling. It doesn't matter tangible products You were selling dairy you was a information ideas So you were gonna sell a pen. Where's a pen? I meant I meant to bring a fancy pen Sell me this phone So the famous line in the movie at the end they actually bring you in with the caprio is like sell me this pen now You I'm gonna get to that later what the interesting answer your business partner gave you when you did it But the idea is this pen they have to think as a ten They have to like you as a sales guy and in this case they need to think BIC the company is a great company That's your ideal kind of yeah. Yeah, basically it is but again the that this particular exercise Is really not about so much the 310s. It's really about what does a salesperson do when you say sell that sell this right? Well, the rookie salesman will say this is the greatest pen in the world this pin They'll start trying to do some version of the 310s like yes This is the best pen in the world the right to play down never runs out of ink best vibe Blah blah blah see I'm talking a mile a minute, right? But the fact is is that the only logical thing you could really say to someone Before you sell a little pen is first of all are you in the market for a pass qualified You have to start asking questions and this is the big mistake that sales people make because a by gathering intelligence in the beginning It allows you to identify their needs their value systems any pain They might be feeling about you know a lack of not having something right and just as important is that it's true Asking questions. Yeah, and using certain tonalities and you mentioned tonality and by language and just as important even more important How are you listening to the answers? Yeah, you listen like a robot without making the sound on moving the muscle or when someone answers you do say, uh-huh? Yep. Yep. Yeah, now that Such an active listening. This is how we really get into a tight rapport when it comes to sales Yeah, so by asking these smart questions and again strategic operation. You want to Plan that out before and I want to write down what are the questions I need to ask here, right? Yeah, it's the best order to ask them in the certain rules for that right and what? Tonalities do I want to use when I asked those questions I could say so what's your biggest problem right now? And you and I'll be okay. What's your biggest problem? You'll hate me, right? So the tonality you talk about that later in the book you talk about Bill the charisma comes from a tonality that says one I care about you to I understand you and three I feel your pain. Yeah, exactly. You're talking about how Bill Clinton was great at that people felt like oh man This guy gets me. I read tell me what you think it is. I read a story about Research on dating so they put basically hitting cameras on people going on first-time tinder dates or whatever match our positions but what they found was As you would kind of expect Guys who ask dumb questions don't pay attention to the answers Just kind of like inner like so how many kids you want to have like that If they fail and also guys who don't have the right rhythm, right? Which you're calling report like who either talk too much or don't talk at all. Well, look at this way, you know, there are certain Commonalities to all human beings right when it comes to rapport getting into rapport Both in a business setting and a personal setting, but it really boils down to two things number one that you care Yes, that in business, you're not just there to make a sale to earn a commission You actually care about the other person and you want to get the outcome they're looking for that's number one And number two is that I'm just like you and not like everything you like. I like that's disingenuous bullshit Right. Yeah, like, you know, you see a fish in the world. Oh my god. You like the fish. I love you It's like bullshitting. You know, Michael Scott that's ridiculous, right? I'm talking about something very different I'm talking about that you speak at the same general pace. They do that when they Answer a question like aha. Yep. Mm-hmm. Got. Oh Interest that you see yep, I get it. We're on the same page Yeah, and it's very it's almost below the surface because here's the thing Imagine, you know, you just meet a salesman. You're a prospect, right? And the salesman looks at you and says, you know, I really care about you and Shit, you can't you want to make it keep the wartsie in the beginning There's no words you can say to say I care about you over time, of course You give great service you have a relationship. Yes, you can tell someone I care and I've proved that but in a initial contact That's so disingenuous. So yes, how do you get that across to tonality and body language? That's how you do it Yep, so why do you think well? What is it about us humans that for the most part? Sadly, we only learn through massive pain. Well, this is a Truism for sure because I think you know when it comes to values, right value changing I've done a lot of studying of that There's you know various types of psychology and I'll pay and stuff and and one of the things that that they say is that you know There's either really one of two ways that someone really changes their values One of them is through Massive work and introspection through years of therapy, right? That's one way the other way is with Massive a painful event. Yeah, something that that happens to you and Causes you to essentially reorder all the meanings that you've had from past experiences How you apply means and in that Moment you can make these dramatic shifts that did happen to me It happened to me when I went to jail and when I wrote my first book I you know, I had this moment where it just like it just sort of you know, I was able to really really sort of Become the person I was Before it all happened like the kid that my parents had said that into the world. I was a good kid I was a great student. I've gotten trouble When I went down to Wall Street, I was audio listed I didn't I didn't what do you think it was that do you think it was the environment your idealistic you get dropped in Wall Street There's money flowing around. There's sex drug drop a roll It's it's just because I do believe one of my mentors drill South and told me that the system Trump's yeah So I don't the problem with that's that makes me a victim, but I don't believe in being a victim No, not a victim because you could have left New York. Well, here's the thing. So there's no doubt That the environment can be toxic to certain people, right? But to many people it's not toxic So obviously I think with myself at least there were some things inside of me Despite my parents being good parents and despite me not getting in trouble before I had certain insecure We all enter adult insecurities, right and you know sort of not feeling that we're as great as we like other people I think we are so here's what happens when you know We see it in Hollywood a lot and in the music industry where you have these young stars They go like when Britney Spears went bananas for a while now. She's normal again. Yeah, right? So, you know what happens is that you know when you're growing up and you're in your early 20s And you don't have everything you want you say, you know what? I don't have everything I want because I'm not successful yet I my life isn't the way I think it should be so I understand that there's still pain and you can Justify it it makes sense But then what happens is when you also become filthy rich and famous and successful You still have all the pains. Yeah, so it exaggerates Well, now you're like, oh my god wait a second. I'm I have the success mile I'm picture like the way I want it, but I still don't feel good and that's when the panic sets it Huh, because now you so you got all that but you didn't feel it Well, what happened was is when I discovered the straight line system, right? Which is really the topic of the interview is why but I cracked the code for teaching people how to close Yeah, that was the game changer, right? I had stumbled upon a niche in the market, right? Which was selling five dollar stocks to the richest 1% of Americans and no one never done it before and that was a really Look rich, but what enabled me to build stratton was I came up with a new way of Training people how to close and that system the straight line was so powerful and effective that within days of inventing And it allowed me to take any human being any old young regal said their race their age their creed their color Their social background their educational status didn't matter where they came from could have been Harvard a health kitchen I take them in a couple of days even if they weren't natural salesman Absolutely not because you're talking about in the book you took people in weeks and made them into people Yeah, and the point mobile and to bring up that whole idea of a natural sales person What I essentially did was I was able to take the strategy that I was using automatically Slow it down and put it into a step-by-step formula. Yeah, that could be essentially Transplanted and certain to anybody else just a little bit of work and to this very day I still teach you around the world and it's it's what it does for people It changes people's lives because there are so many people out there that are brilliant Talented hard-working good. Yeah, good businesses. They just don't have that ability To get their point across and what happens is look at this way every idea has a certain intrinsic value, right? Mm-hmm, but how someone else perceives that value. Yes, they're Multiplied or divided by the person who's explaining it. Yeah, so if I explain the idea I think I think it's a great if someone who's terrible at selling will think it's a shitty idea Yeah, so imagine I said this the minute all the people out there who these brilliant hard-working smart people They want to make money they want to Provide for the families they want to help their parents that communities right great intentions and they're great ideas But they lack this one skill and they struggle. Yeah, and to me. It's the craziest thing because here's the thing It's learnable. It's a learnable, but it's not it's one of those things. They should have taught us in high school They took it should a junior high. I always say if it's important they forgot to teach it to us Clips on the internet. You should really play this. Yeah, play it later. All right. Yeah, we can cut to this Warren Buffett was doing the speech of Bill Gates about any ten years ago, and he was asked by a College student. What can we do as students to make ourselves more valuable in the workplace? So you think Warren Buffett would say learn how to pick stocks learn how investments, you know, whatever he would say Not what he says he says go out and take a course in sales and communication Yeah, he did Dale Carnegie change his life. There you go And that was a point because he took that he says I took Dale Carney change without that You know he'd be without that course. Yeah, he'd be the richest Money manager in Omaha, Nebraska that no one ever heard of. Yeah, Annie met his wife that way The love of his life without the ability to influence and persuade Yeah, you can't you can't put yourself out there into the world and be known for what you really are Yeah, we're gonna put a link by the way tylo pes.com slash wolf So if you go there, we're gonna have links to More advanced stuff that that Jordan does and so yeah tylo pes.com slash wolf and that will take you right to this and of course I Recommend you can buy this book. I read it word-for-words Cover-to-cover on a last night before you came excellent. Let me so let's let's go into this for a second. So In terms of there's so much here. Let's check out all these notes I want to get to the most important things first. We talked about we got the drugs out of the way Which is the we got the drug that entertains that we got the the boat. We got the plane crash I like this thing that you say like human communication Is 45 tone of voice 45% body language And only 10 words and what you said is you know people are kind of logical but very emotional the tone of voice And the way that you look in terms of body language That's 90 percent that appeals to the emotional side of the brain and then you need to have good words that are logical So what's a practical body because people love body language conversations. Yeah, let me uh, just let me just back check for one second here In terms of this idea of 45 45 10 right that's been around for many many many years many different studies about that But here's the thing that you need to really understand It's important is that i'm not saying That the words don't matter the only matter 10 percent in fact the words matter 100 when you're speaking. Yes, but the thing is you're communicating often without speaking. Yes, that's the point So it's not like words don't really matter the words matter Because you know you say there were words that your procedures and assholes done right So so the idea that body language is so powerful. What happens is body language has a way of essentially Slipping on through the radar of a conscious mind. Yes going right to the unconscious mind and creating a gut reaction Yeah, that you know something just must be that it must be good that person must be an expert I want to speak to that person or it might be bad or the opposite or I don't trust you talking about keeping your simple one Keeping two closed right Sales well. Yes, or can hurt sales Or they could just be cold, right? So seriously because you don't know So the point is that no, but if you're the person doing the sales, I wouldn't be sitting like this Yeah, you probably wouldn't be here but people do that sometimes, you know, that's very aggressive It's also an aggressive sort of angry pose to be as a sale and resting bitch face. You hear that at rbf I know where it's okay pretty women, you know, not pretty women. I guess men maybe do it too Resting asshole face. That's what guys have is that what it is. Yeah. Yeah. Resting. Rapping her book Yeah, exactly. And so where people sit there and like you see it at a club I've seen it and then you go up and talk to the person and they're like Terrible affliction resting bitch face for a girl because imagine a girl, right? And she's sitting there and and she's sweet Sugar, she like she just has great things to tell you she what and you look and she goes that girl must hate my gut Look how it's a very terrible thing. So by the way, here's the thing That can be controlled, right? You know seriously, you know, it's that we make a joke about it But whether it's resting asshole face or resting bitch face guy or girl There's so much more to it than just sort of how you are arrest It is how you interact when you meet someone to smile your eye contact how much eye contact you make how close you stand to someone You said in japan, you should stand closer. You said 75 percent. Exactly. Wasn't that your rule 75 percent? Well, 70 percent eye contact. Eye contact. Well, because think about it And by the way, you know, a lot of that stuff is is not My material just seriously, you know, the general research straight line is mine But the some of the stuff of biology that was really well studied by psychologists when they Actually did test the people and they came up with these numbers and these these things that are just sort of just truths Right and one of them is that if you stare at someone non-stop Well, it's like a mexican sterile. Well, like what is wrong with this person, right? And you feel what that you say is what's wrong with this person versus if someone doesn't make eye contact with you, right? Now I remember my give an example my son caught her, right? He had a friend going up this kill and mentioned his name lucas They have it but the point is we won't mention lucas's name But lucas was a nice kid, right? But lucas would never make eye contact. He's like 10 years old. Hi, mr. Like like hi lucas. I'm like, I want to trick there. I mean everywhere. He'd look away And then we never and I just didn't trust the kid, right? Yeah. Why just because no reason. He couldn't just been shy Nice kid. I'm sure you're pretty proud of it. The point is this this ability to Come off a wet in a way that someone says, you know what hit and hit and say let's get to sales What you really are trying to accomplish Is that when the person makes that first instant perception about you? They should be thinking that number one you're a person worth listening to. Yep And why because this person can help me Achieve my goals. Yes. Now if you want to get down to one of the three things that really go into that Well, here is because they are number one You need to be received as being sharp. Yep sharp as attack. And then you said to do is he asked to sell Now I'm not talking about Enthusiasm and stuff not that I'm talking about bottled enthusiasm, right? It's below the surface It's a way it could be which spring but it's a power in your voice and excitement and people just it must be good, right? And the third element which is the most important of all Is an expert right expert. Yeah, because we you call this the fourth. There's a chapter on the four seconds You got four seconds to convey that I said that 1988 it turned out. I was wrong Okay, I was wrong Harvard did a study in I think 2013 to 14 and it turned out it was five seconds So I'm sorry. So that was your guess for it. It's five. And here's what else Harvard said Here's the crazy point if you make a bad first impression It takes you seven subsequent meetings to change someone's impression now I don't know about you, but I never get seven shots If you don't make a good first impression, you're done. So you gotta really focus on that So those first four or five seconds you basically got to come off as enthusiastic You got to come off as an expert correct and you have what was the first one sharp attack sharp. Yeah now Look at this thing. So how do you do that? Think about well? Is it the words that you say? I mean The words don't exist. Yeah, what would you say? Listen? Hey, hey, I'm sharp attack You say what the fuck is wrong? You can't the words don't exist for that, right? Right. There's so how do you get it across through your tonality and your body language certain ways that Sound not the word they sound they they dress a certain way They carry themselves a certain way and we know that as she was because we've been conditioned Since we have kids to recognize because we was told it respect your elders look, you know when you went to the doctor He was actually a stethoscope. He had diplomas on the wall. He wore a white We've been conditioned to this so what now think about logic what happens when you're in Presence of an expert. What do you do? You defer? Yeah, you let them control the flow of the conversation They will ask you questions and you will give them forthright answers. They're actually earned the right So if you're perceived as an expert It gives you the opportunity it opens up the possibility for you to control the flow of the conversation Yeah, and once you've done that now You can go about making every sale the same because you're Making you're guiding the process so the only way every sale to be the same Is you're perceived as an expert? Yeah, and then you use that perception as an expert not to talk talk talk But then you start to ask Questions yeah smart questions using the intelligence gathering tools, right and then by doing that You also ask them a certain tone of voice and with your active listening that gets you into Ultra tight rapport. Yes. So by the time you're done asking your questions now, you know everything you need to know You're an ultra tight rapport. You know what that pain lies that needs, right? Now You can present your solution. So you have this trip See what i'm saying is this step step step so it all starts to go into the sort of straight line We do this first this second this third and guess what this is really easy to learn Yeah, once you break it down like that you said six weeks. It took you three weeks To take a beginner and teach them a straight line a couple of days three days Okay, I did listen I took these kids who couldn't close a fucking door They were so bad the average IQ was far as gone one three. It's acid. This is not the short deep ed It wasn't the deep edge of the gene pool. Yeah, weren't rich kids They weren't kids who went to ivy schools. There wasn't either the poll among them These were kids the lower middle class Kids from new york and the latter were kids that weren't told By their parents They were cake blue greatness. Yeah, and any greatness they naturally had in them had Basically beat down conditioned out of them since they were born first by their parents Then by their teachers by their own friends by their experiences from not Feeling special not acting special by the time they entered my border at 19 years old 20 They've been in condition to survive. Yeah thrive. Yep Once you're in that spot What happens is that you have these beliefs that are supported by it Well, you know you end up you end up start off as this perfect individual day one He was 20 years old. You're like already crammed down. We all these limiting beliefs and stuff. So they came to my boardroom And by teaching them the straight line It was it reordered all their beliefs because they I gave them a skill set that changed them who they were those It made them more effective. Yeah, so it can't just be i'm gonna act effective No, you have to actually be effective. So the beauty of the straight line system is that it's a skill set It does change How you can communicate it makes you a very powerful communicator and allows you to get the result that you want So when you're selecting the results you want what happens, it's us to reinforce better Do you become more confident? Yes, and then that speeds on where do you where does confidence fit in? You talk about being sharp and enthusiastic and perceived as an expert Is confidence kind of part of would you consider that part of the enthusiasm and the sharp view? No, no Confidence is important for things. So confidence Has these two phases of confidence, right? It starts off with acting as if No one starts off confident. Okay, who you are Okay, the first day when you trust you're not going to be confident You're not going to be an expert really right, but you need to act as if I would tell my guys my kids back then Act with your wealthy man rich already. Yeah, and you'll become rich Yep Act if you have the answers and the answers will come to you Act if you have confidence and people will have confidence you I said act as if now Do you think people can become delusion all that way? Well here's the point now that that that can be and you see It is delusion right when someone doesn't do the work to become the expert So there has to be coupled with the fact that I'm actually working You know I'm on the hyper fast track to become an expert to learn special skills And then you're actually walking your talk and then it works So you have to act as if until it becomes the truth and then you're just acting as you acting as things really are But you have to always act that way. So you think so do you so basically Some people don't do the first part which is get that initial catalyst that initial boost to say you know what? I'm not rich yet, but I'm going to dress like I'm rich. I'm going to talk like I'm rich I'm going to get up and work like I'm rich Right you're an online You know personality. Yeah, you have a huge business huge file. Let me ask you this Truthfully, yeah, let's say that I stripped every dollar you had and changed your face No, I knew your name and you want to start right now. Could you build it all back up again? I think so of course you could you don't want you could because you're still you you have the skill sets right the talent Okay, so there's when you take away everything from somebody. They're still that same person Now if it's it's why when a rich person takes a tumble, they'll typically come back Right unless they hit the lottery, right? Yeah, or they were the member of the lucky sperm club Right, maybe they just never knew from their parents, right? But for the people that work there where they've made their money They'll earn it back when you have special skills, right? That is what you know and you have the vision for the future. You want to take action, right? That's what it takes is about special skills people don't realize how much of success Is not an accident. It's like it's about people that have these extraordinary skills and they take action Yeah, so I'm a big believer in learning skills like you wrote read my first book, right? Yes Well, when I first tried to write I was a terrible writer I taught myself to write by Wolf of Wall Street was your first book? Yes I wrote before I couldn't when I first tried to write as a terrible writer How many copies have sold a millions of copies, right? Wow. So so how did I write Wolf of Wall Street myself without a ghost writer? I picked up a book called bottom fire in the vanities and started reading it Tom Wolf I'm sure you've read it, right? Yeah, and as soon as I started reading it I'm like, oh my god, this guy's the best writer in the world I want to write like that and I used his book Like a textbook I took out my highlighter and I broke down his strategy for writing and I practiced before I wrote the book I said let me first teach myself the skill to write like Tom Wolf And that's what I did. I spent about six or seven months with 18 hours a day Really? Oh, yes to the bar. I could recite the whole book verbatim. Okay, seriously So so the point is is that I learned how to introduce characters It's almost like it was a mentor the book was your mentor at my model Yeah, and then I wrapped it up with Hunter S. Thompson was thinking it made sense because of the drug use, right? So I know but I used those people then when I was reviewing the New York Times They said the book sounds like Hunter S. Thompson and Tom Wolf. So it was amazing, right? That I accomplished my mission and made her turn myself into a writer. But here's my point So you basically reverse engineer you see I interviewed Kobe Bryant a little interview And he said you got to go to where great people who have created greatness before and reverse engineering Look at this way. Look, I couldn't have done it without that skill. Yeah If you want to go out there and succeed in the online one, you need to have certain knowledge and skills One of them is going to be the power of persuasion Yes, it's a uniform skill in everything that you do whether you're a bill gates would convince the IBM to Give you the rights to supply before you even own it and convince others to sell it, right? Yes, whether you're a steve jobs goes without saying right It's this ability to could be just to sell your vision for the future Yeah to sell people employees to come work for you to sell venture capitalist on giving you money to sell Your friend's dad Get someone to invest in you that's persuasion. Yeah, it's a lynch pin skills success And that's why Warren Buffett said if you want to succeed, you better learn how to persuade and communicate 80 percent of billionaires is a good book What did just did research on billionaires and it basically said 80 percent of billionaires before they got to their final company They were learning sales first. They were sale Ray A crock started McDonald's He was a traveling milkshake salesman great movie. Yeah, they knew what that's that's a keep Michael Keaton It just goes, you know, and then the commonalities there was a great salesperson Vision for the future. Yep, and the ability to move through the setbacks In other words to not take no to not get demoralized or things don't go your way And and here's one of the important things about that is that what creates that resilience So to speaking people's an entrepreneurial quality need that resilience, right? Well, a lot of it has to do with a fundamental belief that I myself Am capable of achieving success if I believe in myself Yes, I've become resilient. I said, I know I can do it What happens with most people's they when they really are get honest their heart of hearts They say, you know, I I don't really think I got what it takes to be successful I don't really feel like I'm that sort of I can't see myself being rich And because of that, yeah, that is for sure the number the average person watching's like I get it, but I don't think I can do it. What's your answer to this? My answer is that you know why you know what study the straight line system, okay Become an expert closer and watch how it changes. Here's what happens when all these kids that work The reason they all became rich rich filthy rich, right? Was because once you learn how to communicate the power of persuasion it changes who you are It it fundamentally reorders you say, you know what I get like mountains. I'm not the guy who failed before I'm not the girl who was You know sort of wanted to play a backseat not put myself out there I feel comfortable putting myself in that. It just it changes everything. Yeah, and without the skill What happens people end up living a smaller life Yes, and they don't ever get to that level where they're really firing at all cylinders and Getting to enjoy the beauty of what life can be what percentage Of potential do you think most people live up to? That aren't trained that don't build skills that go through the conventional school system That have a job that they don't really like like what five three percent two percent of people live up to their to their potential And those the the other 95 90 let's say 95 percent They're here How much if you were able to train them and and they weren't able to get the right mentors How high do you think this thing could go 20x 30x five? Remember this, you know, so, you know how you define success Um is very different for every person, you know mother Teresa was probably one of the most successful people in the world That had no money. So yes, let's talk about success in terms of money. This is a business. Yeah, right? We're in business So in that sense, you know unless listen assuming you have all your intellectual faculties, right? It would be Impossible to someone who is really committed to becoming wealthy and was willing to do the work to learn the skills It's almost impossible not to succeed How big is a question how long it takes another question some of its luck Meaning it might happen in six months or it might take three or four years when all I got out of jail Everyone was like, oh, you're gonna be rich again And I was like, yes, that's true. But it might take me five years Yeah, because I'm not cutting any corners. It's not I'm not gonna sacrifice my ethics. I'm gonna I'm gonna do it Right. I'm gonna do it every step. How did that feel you step out of jail You had seen it all you had had yachts. You had had, you know, private jets You didn't even care if your yacht you had so much money You didn't care if the yacht went down How does it feel to because a lot of us a lot of people watching you have to start over So you walk out of jail. What what's the feeling? Emotionally, are you a little scared completely confident? What where you what's the state of mind? I think that um, you know the idea of fear to say that I'm you know When I met my my wife who's not the the love of my life and the best thing that ever happened Seriously, she you know changed my life in so many ways. She's here today. She's here also And I'm not just saying that because she's here. It's the truth And one of the things she said to me when she first was like Can't believe you're like you're like fearless and I said no, I'm scared. Shit. I'm just not letting it stop me So there's a big deficit. I think smart people are scared. So you had some fear. Okay, everyone has fear Okay, that's what courage is all about moving back without this without fear. There's no courage Okay, in other words, of course I was scared of course. I felt terrible. What was your biggest fear? My biggest fear is not being able to provide for my family My children and my wife. I love my children my wife. I mean in other words, I want to be able to provide for people I love that's my big to not provide for the people I love and not be able to take care of them Is the worst thing that could ever happen to me. Yeah in my life. Okay, and everyone's different See, that's my thing. Yeah knowing that is powerful So once you know that that is part of your why and once you have your why you can do a lot of Yeah, I always say most people don't know what motivates them. That's my why So you were so in your darkest time coming out of the darkest time you said I'm afraid, but I'm more afraid of not taking care of my family My darkest time was when I was in jail at night in my bunk alone my thoughts No money broke discredited Barrest lost everything right And I close and the people say had you right learned how to write come out of jail And you know how I did it when I closed my eyes at night. I'd see the faces of my two children Hmm And I said I have to make it right to them I have to come back to this and there was no way I would give up for them for them We'll always do more for someone we love unconditionally than we'll do for ourselves And that's where you draw your power from your self motivation from the why why do I want to succeed Why I want to be rich It's you know why people will do insane things for Religion because if you believe in something else gotta be not yourself You only go so far for yourself, but you run through a wall fire for your child And you love one right very big different big differences. So so that was what propelled me and also The fact that you know I I was I got honest with myself. I knew a lot of people. Um, I was you know, they conspired against me on medicine I was fucking guilty. Yeah, I took a great thing Forget the idea about selling five dollar stocks. That was a great idea. That wasn't illegal in and of itself I took the straight line system, which was the most powerful system for persuasion ever created It is by far nothing even compares to it, right? It really doesn't and I took that system and I bastardized it I tore it to people so they could go out and create commit mayhem Now there's nothing wrong with the system is how I applied the system It's like an M16 is a good or bad depends who's holding it was a pitball It was so powerful, but it turned the wrong way I said to myself I'm going to go out there and I'm going to prove to myself and my family Everyone I love I'm going to do this the right way and I'm going to go out there I didn't know how I would do it I never thought in a million years that I'd write a book and the book would become a movie And who would think that the chances of that happening on one in 10 billion and come on It's like it never happens, right? You know for every movie that gets made is 10,000 that don't and for every book that gets published Is a million that don't right? Yeah, first time off of so but it happened But when it happened here's the most interesting thing of the whole story So when I sold the book it was a bidding war between Leo and Brad Pitt I chose Leo because Leo's Leo, right? And he had Marty Scorsese attached as well Terry Winter the screenwriter famous amazing brilliant screenwriter He penned the script in 2007 and the first draft was brilliant Usually it takes them four or five drafts, right? His was right on the money Scorsese really loved it Warner Brothers loved it They went down struck a deal 2007, right? Ready to go I can't my books ain't even out yet. I'm like they're going to make a movie This is going to be great. I'm going to be rich again, right? The writer strike hits. Oh, wow. They can't finish, right? Leo and Marty go on to do Shutter Island The wolf gets sidetracked it takes seven years for it to come back around now And that day I was so upset. So what did I do? Did I cry? Did I won't know? What I did I took that time my wife and I we met right around then And we made a decision It was right from the GFC hit, right? It was terrible You couldn't make any money writing And I said let's go into the speaking business build a business together And we started a business together We built this big business around the world speaking and mentoring coaching right around the straight line And by the time the movie came back around I was wealthy and he was like what the hell happened you were broke I I said well, here's he looked at the straight line Marty started and said oh my god, we got to change the movie The original movie ended with being jail They changed the third act to reflect what happened in my life So I changed my own life story as it was happening Wow hard work perseverance and vision And that's what I could say to anybody who's watching It doesn't matter where you are in life If you're going to put one foot in front of the butt You've got to have the skills It doesn't happen without the skills Whether it was writing a book Whether anything you do There's always going to be a certain set of skills You need to be really high level at to get what you want The outcome you want One of them is always going to be persuasion So study the straight lines It works it teaches you anything Yeah so for all of you listening watching tylopez.com slash wolf is going to take you where you need to go To get the straight line system Also as we wrap up I just want to remind you Way of the Wolf Jordan Belfort this is third book I read it we we need eight hours to go through this I'm actually going to put We're going to record a little special module off Off air here on for those of you who are in some of my programs To because I want to talk on this objections thing Real fast That's by the way one of the best aspects of the straight line Yes how to overcome because that's Yeah You go to sell something and say well I'll buy it later Or I don't have enough money or you know Well let me think about let me call you back That time of year it's ground state It's Christmas fucking you know leap year You know there's always no reason why And the thing is is that what chips up most salespeople Is that they don't really understand what objections are Right You know people say this stalls Okay fair enough right Or the smokes we go for what What is it really a stall Here's the truth what objections really are Objections are smoke screens for uncertainty When someone remember those three tens Yep They must love the product They must trust and connect with you And they must trust and connect with the company Well guess what When you ask for the order for the first time Let's say they don't really trust you Yep What do they say sorry Tyon trust you That's very rude They'll say they'll say that sounds good Tell me think about it Yes See they don't tell it will be nice It'll be a great world if you're processing Listen to Tyon I don't trust you I'm not going to distrust you Like in the middle with you Your product seems good but I'm not like a seven On the certainty scale and the company I'm at a four So make me more certain Right people aren't even that logical They're just going from that guy They don't realize it it's all bubbling below the surface They want to be so it's a circuit breaker To say you know what It's a polite way Let me just say let me end this call And I'll say it sounds good Tell me think about it Yeah Now the salesman the novice will say Oh I better be nice now Because this way I can get a call back And hopefully close them later on When the fact is they're just not certain So how do you answer handle objections Well first of all Well I want you to hold this Because we're going to record a spec We're going to stop the live camera All of you who want to hear this Go to tylopez.com slash wolf We're going to have the links To get the straight line system To get the video little We're going to do a little module on objections And it will have a link to Jordan Belfer Belfer's book So this public interview I know you got a lot of value I want to give the guys people special On the straight line systems We're going to give them a big discount Yeah we'll put a discount link on tylopez.com slash wolf But I'm going to tell you this is one of the One of my favorite interviews Me too This one's good