The REAL Wolf of Wall Street Story: Jordan Belfort

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, Wolf of Wall Street. Yeah, yeah. That movie has the F-bomb more than any other movie. Hold on, someone's here. Hold on. I wasn't expecting anyone. Hey buddy, how you doing? Listen, sorry to bother you, but my car ran out of gas right in front of your house. There's a gas station about a mile and a half away. Could you give me a quick ride there? Holy crap. It's the dude from... Wait, are you? Are you Jordan? I am. I am. Yes, I am. Dude, you were in town. We were just speaking about you. There you go. Okay. Yeah, sure. Come in. Come on in, buddy. Appreciate it. Come in. We're gladly... Well, I'll go ahead and... Yeah, load that up. Now we have to watch the movie. Let's... Brilliant, brilliant. I do have one question. Zach, why are you skipping? I'm excited. Zach's excited he skipped. 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 to one man? Is that... Is most of it like... The parts that you probably are wondering if they're true, they are true. Some of the stuff's not, but most of the crazy... The boat capsizing, the plane crashing... That's true. The plane... Oh, it's all true. Your aunt dying... All true. All true. All true. Yep. And look, Lamborghini. All right. Well, 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... What's the chance of it happening twice, right? There's no chance. I'm pre-disasted, right, buddy? You're a good salesman. I am, right? Believe me, you won't be. You won't be sorry. I might drive this first. I might drive the first one and then... All right, man. Next time, once we... There we go. I got an IOU then. Was that... That was the true thing where... I got a ring check, right? It was true, but listen, it wasn't a Lamborghini. It was a Mercedes. So you got your real... Was it Quaaludes or what was... What made, like, the Capra? Well, it was Quaaludes, but it was the original, real, real Quaaludes, like these ultra-strong Quaaludes from 1978 that had a delayed fuse. Long story, but it was a good one, yeah? Do you remember trying to drive the Lamborghini out of that Mercedes? I remember it like it was yesterday, but I also could say that I could pass a lie-detect test. I don't remember hitting one car. Like, I drove... So the whole scene were for you. You just went home and then you were like... I was like, thank God I made it home. I had no idea to this day I could pass a lie-detect. I don't remember what happened. I really don't. You know what? Before we jump in the... Well, we'll jump in the car, but afterwards, I want to ask you a couple questions. You can come on my little radio show. 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, the movie... Watching movie films is kind of boring, actually. It's very slow. It's like, you know, it's watching paint dry. So, but at the end, I was there, and... But I worked really, really closely with Leo on the script and on the, you know, really the dialogue. Because you wrote the book. Yeah. Well, yeah, I wrote the book. Terry Winter, a great writer, wrote the script, and I went and kind of... We wrote the actual boardroom scenes with all the stock stuff, but Terry was amazing. Great, great job he did. So now you're where? You're in... You're here in LA. Yeah, I'm back 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. I just got invited to Iran today for four days. Wow. The speeches in Iran. Yeah. You gonna take that out? Yeah, absolutely. Why not, right? I used to say that my movie was, I think, everywhere, but I ran North Korea. Now, I guess it's just North Korea. I was wrong. Nice. So what, 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 business has been great with speaking, consulting, and getting to a certain point. I mean, the whole party craziness like that is a good memory, but the things that make sense at 25 don't make as much sense at 55. Right. So I look back at those days and say, yeah, okay, I did it, but now I'm married, I got a great woman in my life, so I'm very happy, you know? I'm always working on something. I always have a project I'm working on. I can't just sit still for more than a couple of days and go nuts, right? This is it. This is 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. How many have you written? Three. Three. So at one point, you make $22 million in three hours on this IPO of Steve Madden's 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? She knew. She knew. But then you go on this boat, and you get word that your aunt died? No, no, no. I got the timeline on it? No, that's the movie. I mean, that's the- Oh, that's the movie. Okay. Now, all of those things happened, but they didn't happen in that order, and the real- Did the yacht capsize? Yes, the real version is much better. So in the movie, I'm on the yacht, and I get news that my aunt died, and I have to go back. I have to leave, and I end up getting into this storm. That's not what happened. What happened was I had my yacht in Rome for a vacation, and I was wanting to go to Sardinia, and I was addicted to Quaaludes in a big way, right? Cocaine, you name it, every drug, and under the sun, right? And I got into this frame of mind that you sometimes get into when you take Ludes, short for Quaaludes, where I call it the movement phase. There's the tingle phase when you first take a Quaalude, your fingertips tingling, you feel euphoria. Then there's the slur phase, where you slur your words, and you say, well, okay, I love you. Slurring is fine, right? Then you get into the drool phase, where you're drooling like you don't, but you're okay. Drooling's good, too. Is this kind of the Lamborghini scene in the thing? 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 Porta Cerviniata, 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 could not sit still, and I convinced the captain, unfortunately, using my powers of persuasion. So this is where persuasion did you wrong, right? Correct, and I convinced the captain to take the boat, because I said, Captain Mark, if we sit here, I will die in this, so he says, all right, we'll break some plates, and we'll make it. He goes, we'll make it, but it's going to 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 four more ludes, fell asleep, woke up, and I was in 50-foot waves, and the rest is history. 50-foot waves? Unbelievable. 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 were the quaaludes strong enough that you were sleeping part of the time when there was 50-foot waves? No, no, no, no. It woke you up? Because I've been in a big storm and ocean, that'll wake me up. I was an expert at something called balance. I was treating my body like a human pet. I'm sober for 20-something years, but 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. No, right, exactly. So I was balancing, right? And so I was awake and loving it because I wanted this—I was so happy that the boat was going to sink because it was so expensive, and I was so sick, and I was like, this is great. And they're like, oh ----, we might die. I'm like, oh, this is not so great. Then you remembered you were on it. You're like, wait a second. Anyway, 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 quaaludes, thank God, when the boat was going down. That's the best. They should have put that in the movie. No, I sent my friend down for those. They were in the downstairs cabin. I said to my friend, you have the ludes? He goes, no, they're downstairs. I said, Rob, you get the ******* ludes, so Rob runs down. He comes back. He goes, the cabin's flooded. I can't ******* put a ******* snorkel on. Go down there, right? Sacrifice your life. I need my ludes. They're in a medically sealed bag. He goes, all right, you're right, you're right. He goes down there. Nothing. I go downstairs. He's standing at the top of the stairs with his pants down. His head was pissing on the carpet. I'm like, Rob, what are you doing? He goes, I always wanted to do something like this. I'm like, Rob, just go 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. I looked at him. I said, soldier. I said, you *******, I don't care how big, unless it's like- Did he get shocked while he was peeing? Yeah. No, no, while he was down there. Because it'll come right through the screen. I said, you go down there. 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, or I'll do it. That's what he said? If I want my wife to get a breast job, pay for the breast job. That was his- So not like the movie where you say, will you take care of my wife? No, he just wanted a breast job. Will you get her a breast? Why did he want her to have a breast job? She was bugging him for a breast job. He didn't want it. He was cheap. So he said, if you pay for it, my death will be meaningful. So he goes downstairs, comes back up with a bag of ludes and third degree burns and his hair up in the air. And then 10 days later, here's the irony. So 10 days later, we go to the battleship first. Then we take some more ludes, because it seemed like we should do that. And then we went to the Calderville Hotel, the world's most beautiful, inexpensive hotel, where you take an olive. It's like to have a guy with a microscope, $10 on your bill, right? So checked out of there 10 days later, it's like $700,000 later, right? $700,000 was the hotel bill? I had to put 18 people. It was nuts, right? So anyway, I bought everyone brand new clothes. Right now, this is the second time because my wife lost her bags. The story can go on and on. I want to get to the point. No, keep going. No, do not. No, keep going. This is great. Well, so how's my wife? Originally, when we were getting on the plane, the driver got to put her bags on the plane. So I had to buy her new clothes. So before we got to the yacht, we stopped in Rome, went shopping, got her new clothes, and then those clothes went down with the boat. So the clothes sank with the boat. And then we had to get new clothes in Sardinia, right? And then you went, it was the hotel, the $700,000 hotel after that? Yes, after that. So then we went, we had to buy clothes, but it was only like Johnny Versace. It was like peacocks, they were all purple and pink the whole week, right? So finally, the last day of the trip, right? I had this great idea. I said, you know what? If we bring all this ---- back to the customs, we're going to be hassled. My name was on a watch list already. I'm like, let's just ship it all back to the HL. We'll only use a toothbrush and underwear because we're going on a private jet home. Great idea, right? So we all box up our ----. We send it off back to the United States. Next morning, wake up and go to the hotel, to the airport. No plane. I'm like, what the ****? No plane. Now this is back before cell phones, right? And no one spoke any English. And after about an hour, I was going crazy because I had to 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? A midget. Comes out and goes, didn't you guys throw midgets in the movie? They threw midgets after I left. I was not involved in that. So don't hold me responsible. Anybody who's a midget, do not protest this episode. Exactly. Don't, don't, please don't. But the point is, is that, um, he says, Mr. Belfort, my wife goes, plane crash. I'm like, what? My plane crashed 10 days after the yacht sank. Okay. And like, it took off at Orly airport in France. Seagull in the engine, gone. A seagull hit your private jet? Yeah. Yeah. So I lost it, lost the plane. We got, we got to say a seat, your plate, your plane, your yacht sunk, then your plane got 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? So here's the thing. So, right. Well, no, there was, I did make some great analyzations that day. So, uh, after that happened, I mean, we got stuck again with no clothes in Italy and I have to get out of Italy at this point. So we, we took a plane to London, a commercial plane. We ended up in the Royal airport, Gatwick, going to the, But you had clothes on. Versace, they had like purple and everything. But here's the irony, you know, here's how crazy drug addiction is, is that at that time you think I'd say, okay, obviously God is telling me this, my life's out of control. I'm doing, there's something not right here. Right. Right. Everything didn't say I'm doing drugs all the No, I went even crazy the next day. In other words, I use that as a sign. You should be partying harder. Right. It was a year later that I got sober finally. Yeah. So that's the, uh, what happened? That's the true story about the, uh, the true story of Wolf of 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 Belfort in the Wolf of wall street. You should let me drive the car because he knows what could happen. Right? No. After I hear this story, I'm glad you did not drive the Lamborghini. Right. But you have two. So there's, oh yeah. That backups. Okay. So I saw that. All right. So that's good. So, but, but, you know, here's the thing though, I'm sober now for over 20 years, right? 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 head space, you can rationalize anything. Like you can just like, oh, it's, you know, no, it's no problem. You know, I'm going to the bathroom. It's green. You know, my, my nose is bleeding. It's a disaster, but you're saying, oh, it's not, it's my allergies. It's like, like you can just, you know, so, um, 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, um, 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 inside of you. 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 got, I'm going to do extra detail. So you did homework. I did homework. Well, I read the book. I liked her. I tried to read a book a day and this was my book of the day. So best you were, you're a bestselling author. As people know the book, 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? It's either 509 or five or 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. The most common word is the F bomb, except for the word boss. 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 sailors. So for those people, I think almost everybody's seen this movie, but you worked at first for this LF Rothschild working for a guy, Mark Hanna, and you got into the whole sex drug, sex drugs and rock and roll world of wall street. Um, why'd you leave? Well, you see the movie is a bit, is a bit inaccurate in that sense that when I was in LF Rothschild, I was a trainee, right? Okay. And in the movie, it depicts me, you know, being this sort of bright eyed, bushy tailed, ethical guy saying, can't we make our clients money too? Right. First day. And then the next scene, I'm going to strip clubs, snorting coke, right? That's not quite how it works. 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. Uh, I was married to my first wife. Um, but then my first day as an actual stock broker was October 19th, 1987. Oh wow. Yep. The market crashed black, black Monday. And I watched in shock and awe 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 that they were shut down for a time. And if you're, you're, you're probably a bit 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, that was scary. And it was just, yeah, it was incredible. So, so baptism by fire, basically. Yeah. So then you go and you ended up at this firm. Um, it was Oak. What was it? Oak Stratton or something? Oak Stratton. Well, I went to a firm called the investor center, which was a penny stock firm. Right. And that was where I, um, you know, it was really the first time I ever sold stock. And I became the top broker. The first day I just broke all the records. Really? And the first day you broke all the records? First day. Yeah. Yeah. So you're a born, do you think you're a born salesman? Yeah, for sure. I am. And there are people out there who are born closers, born salesmen far. If you would do, there are some, um, 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, 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 board closers. 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 going to 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 the things, body language, tonality, um, 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 wouldn't have time to put together a script. In fact, I did. Oh, you did. Oh yeah. On 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 where I had to close someone in a investment type of situation. It was being filled. Was it like, sell me this pen? No, no. It was a hand to me, uh, uh, uh, uh, like a little sort of a, uh, some information on the dairy industry. And I have to then convince someone to open up an account at a firm to manage the money for the dairy industry. Right. Okay. So they handed me 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 and 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. They 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. You were selling penny stocks. No, no, this is, no, this I'm talking now is recent. Oh, recent. Okay. But I want to tell you this because it's relevant. Now this is a 19, this is like, I think the 2010, if this happened, right. With psychologists being filmed. Okay. This is the later test. And they called him some guy who 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. Within 15 minutes, he had no, he said, yes, I don't get it. They said, I said, well, you don't want to, I got the guy into a situation. Did it make sense to say no. He 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. You spent two hours. So preparation, it's some simple, fundamental, part of the straight line is about strategic preparation. Meaning that you don't, you know what, my overriding concept is every sale is the same, right. And that would seem to be counterintuitive because everyone has different needs, different belief systems, right. Different outcomes, but the truth is that every sale is the same. And I'll explain that a little bit later on the interview. Um, but it starts with your ability to essentially make an airtight case to someone on both a logical and emotional, right. About, you know, essentially why you're right to want them to do whatever you want them to do. Why does it make sense? Right. And it's gotta 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 can, 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 where 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 going to skip around, you brought this up. One of the things that you brought up, uh, you bring up in the book where to put the book for those of you watching, popping in live, this is his new book way of the wolf. Uh, so you, you say, basically there's the three tens. People need to be a 10 in three areas on your product, right? On trusting you and on trusting the company as a whole. And you talk about how most salespeople don't understand. You got to bring people to a 10 certainty that it's the best product for 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, 10 on this side, right? And 10 means absolute certainty, the best products and sliced bread or one means they think it's the biggest piece of crap ever, right? So obviously you want your prospect to be at a 10 or as close to a 10 as possible when you ask for the order, right? Yeah. So most salesmen, even rookies will know that they'll say 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 with that same person, high level of certainty, right? As close to a 10 as possible, right? Versus a one being, they think that you're a thief. So sometimes I think it's a good product, but I don't like you. So they don't buy. People don't buy from, they don't like or trust or connect with, right? And the third element is the company that stands behind the product. Yes. So those three elements have to line up in every sale, no matter what you're selling, it doesn't matter. Tangible products. You were selling dairy. Information, ideas. So if you were to sell a pen, where's a pen? 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 DiCaprio is like, sell me this pen. Now I'm going to get to that later. The interesting answer your business partner gave you when you did it. But the idea is this pen, they have to think as a 10. 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 plan. Yeah, basically it is. But again, the, the, that this particular exercise is really not about so much the three tens. 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 pen, they'll start trying to do some version of the three tens. Like this is the best pen in the world. It writes upside down. That runs out of ink, blah, blah, blah. So you don't talk in 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 pen? Yes. Qualified. What type of pens do you use? You have to start asking questions. And this is the big mistake that salespeople 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, of not having something right. And just as important is that it's true asking questions and using certain tonalities and you mentioned tonality and body language and just as important, even more important, how will you listen to the answers? Do you listen like a robot without making the sound of moving a muscle? Or when someone answers you, do you say, aha, yup, yup. Now that essentially active listening, this is how we really get into a tight rapport when it comes to sales. So by asking these smart questions and again, strategic preparation, you want to plan that out before. And I want to write down what are the questions I need to ask you, right? What's the best order to ask them in? There's a certain rules for that, right? And what tonalities do I want to use when I ask those questions? Like it's like, so what's your biggest problem right now? And, and I'll be okay. Well, what's your biggest problem? And you'll hate me. Right? So the tonality, you talk about that later in the book, you talk about, um, Bill, the charisma comes from a tonality that says, one, I care about you too. I understand you 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 of this. I read a story about, uh, research on dating. So they put basically hitting cameras on people going on first time Tinder dates or whatever. But what they found was as you would kind of expect, um, 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? They fail. And also guys who don't have the right rhythm, right? Which you're calling rapport, like who either talk too much or don't talk at all. Well, look at it 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 in a personal setting, but it really boils down to two things. Number one, that you care that in business, you're not just there to make a sale to earn a commission. You actually care about the person and you want them to get the outcome they're looking for. And 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? Like, you know, you see a fish in the bowl. Oh my God, you like to fish out and you start bullshitting, you know, like 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, uh-huh. Yup. The interest that you see, yup. I get it. We're on the same page 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 you'll say, what the bullshit you care. You don't want to make the word see in the beginning, there's no words you can say to say, I care about you all the time. Of course you give great service. You have a relationship. Yes. You can tell us what I care. And I've proved that, but in an initial contact, that's so disingenuous. So how do you get that across to tonality and body language? That's how you do it. Yup. 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, um, I've done a lot of studying of that, you know, various types of psychology, NLP and stuff. And, and one of the things that, 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 in introspection through years of therapy, right? That's one way. The other way is with massive, a painful event, something that, that happens to you and causes you to essentially reorder all the meetings 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, you know, I had this moment where it just like, it just sort of, you know, I was able to really, sort of become the person I was before it all happened. Like the kid that my parents had said that to the world, I was a good kid. I was a great student. I've gotten in trouble. Uh, when I went down to wall street, I was audialistic. I didn't want to think it was, do you think that it was the environment? You're idealistic. You get dropped in wall street. There's money flowing around. There's sex, drugs, rock and roll. It's, it's just because I do believe one of my mentors, Joel Salton told me that the system Trump's individual. So I don't, the problem with that is that makes me a victim, but I don't believe in being a victim. Victim. Cause 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 insecurities, we all enter adulthood insecurities and you know, sort of, um, not feeling that we're as great as we like other people might 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. Great. Right. So, you know, what happens is that, you know, when you're growing up and when you're in your early twenties 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 all of a sudden become filthy rich and famous and successful, you still have all the pains and insecurities. So it exaggerates. Well, now you're like, oh my God, wait a second. Um, I have the success, but I'm picturing it the way I want it, but I still don't feel good. And that's when the panic sets in. Huh? Because now you have, so you got all that, but you didn't feel well, what happened was, is what I discovered the straight line system, right? Which is really the topic of the interview is what I cracked the code for teaching people how to close. Yeah. That was the game change, right? I had stumbled upon a niche in the market, right? Which was selling $5 stocks to the richest 1% of Americans. And no one had ever done it before. And that was a really loopy of niche. 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, it allowed me to take any human being, any old, young, regardless of their race, their age, their creed, their color, their associative background, their educational stats. It didn't matter where they came from. Could have been Harvard or Hell's kitchen. I could take them in a couple of days, even if they weren't natural salesmen. Absolutely. Absolutely not. Cause you talk about it in the book, you took people in weeks and made them into people. Yeah. And the point, and to bring up that whole idea of a natural salesperson, 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 that could be essentially transplanted and certain to anybody else. Just a little bit of work. And to this very day, I still teach it around the world and it's what it does for people. It changes people's lives because there are so many people out there that are brilliant, talented, hardworking, good, good businesses. They just don't have that ability to get their point across. And what happens is look at it this way. Every idea has a certain intrinsic value, right? But how someone else perceives that value is either multiplied or divided by the person who's explaining it. Yeah. So if I explain the idea, they can think it's a great, if someone who's terrible at selling, they'll think it's a shitty idea. So imagine, I said this to all the people out there who are these brilliant, hardworking, smart people. They want to make money. They want to provide for their families. They want to help their parents, their communities, right? Great intentions and they have great ideas, but they lack this one skill and they struggle. And to me, it's the craziest thing because here's the thing. It's learnable. It's a learnable thing. But it's not, it's one of those things they should have taught us in high school. They should have taught us in junior high. I always say if it's important, they forgot to teach it to us. One of the best clips on the playlist, play it later on, right? Warren Buffett was doing the speech with Bill Gates about 10 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, investments, whatever he would say, right? Not what he says. He says, go out and take a course in sales and communication. Yeah, he did. Dale Carnegie changed his life. There you go. And he'd be the richest money manager in Omaha, Nebraska that no one ever heard of. Yeah. And he met his wife that way. The love of his life. Because without the ability to influence and persuade, you can't put yourself out there into the world and be known for what you really are. Yeah. We're going to put a link, by the way, tylopez.com slash wolf. So if you go there, we're going to have links to more advanced stuff that Jordan does. And so yeah, tylopez.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, 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. There's a, I want to get to the most important things first. We talked about, we got the drugs out of the way, which is the book. We got the, we got the entertainings 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%. 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? Cause people love body language conversations. Let me, let me just, let me just backtrack 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. They only matter 10%. 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 the wrong words that you're perceived as an asshole. It's 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 and going right to the unconscious mind and creating a gut reaction that, you know, something just must be there. 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. You were talking about keeping your simple one, keeping two clothes. Right. Sales. Well, yes. Or can hurt sales or they could just be cold. Correct. So seriously, cause you don't know. So the point is that no, but if you're the person doing the sale, I wouldn't be sitting like, yeah, you probably wouldn't be here. People do that sometimes. You know, that's a 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 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. So wrap and remove. 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. Cause imagine a girl, right. And she's sitting there and, and she's sweet as sugar. She like, just has great things to tell you. She wants, and you look and she goes, that girl must hate my gut. Look how angry it's a very terrible thing. So by the way, here's the thing that can be controlled, right? 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, the 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%. Exactly. Wasn't that your rule? 75% eye contact. Cause think about it. And by the way, you know, a lot of that stuff is, is not my material. Just so you know, the general research straight line is mine, but the, some of the stuff with violence 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 nonstop, well, they'll, it's like a Mexican snare. I'm like, what is wrong with this person? Right. And you feel that you say to yourself, what's wrong with this person versus if someone doesn't make eye contact with you. Right. Now, I remember my, I'll give you an example. My son caught her, right? He had a friend going up this kid. We'll mention his name, Lucas. 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'd come up to me. He's like 10 years old. Hi, Mr. O. I'm like, like, hi, Lucas. I'm like, what a trick that look away. And then we never, and I just didn't trust the kid. Right. Why? Just because of no reason. He could have just been a nice kid. I'm sure you regretted it. The point is this, this ability to come off a way in a way that someone says, you know what? 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's what they are. Number one, you need to be received as being sharp. Yep. Sharp as a tap. And then you said it was enthusiastic. Now I'm not talking about enthusiasm itself. I'm talking about bottled enthusiasm. Right. It's below the surface. It's a way, it could be a whispering, 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 in your field. Right. An expert. Yeah. You call this the fourth, there's a chapter on the four seconds. You got four seconds to convey that. I said that in 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. I guess it was five. And here's what else Harvard said. Here's the crazy part. 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. Yeah. If you don't make a good first impression, you're done. So you've got to 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 as a tap. Sharp. That's right. Yeah. Now look at this way. So how do you do that? Think about, well, is it the words that you say? I mean, the words don't exist. What would you say? Listen, hey, hey, listen, Ty, I'm sharp as a tap. I'm an expert. You say, what the **** is wrong with you? The words don't exist for that, right? So how do you get it across? Through your tonality and your body language. There are certain ways that experts sound, not the word. They sound, they dress a certain way, they carry themselves a certain way. And we know that, as human beings, because we've been conditioned since we were kids to recognize, because we were told, respect your elders. Look, you know, when you went to the doctor, you get a stethoscope, you get 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 the 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've earned the right. So if you're perceived as an expert, it gives you the opportunity, opens up the possibility for you to control the flow of 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 can 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 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, steps, and all starts to go into this 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 you said, six weeks, it took you three weeks to take a beginner and teach them the straight line. A couple of days, three days. Okay. And then listen, I took these kids who couldn't close a ******* door. They were so bad. I mean, the average IQ was far as gum on three. It's an acid. This is not the short, deep end. It wasn't the deep end in the gene pool. They weren't rich kids. They weren't kids who went to Ivy league schools. There wasn't, I'm the poet among them. These are kids, the lower middle class kids from New York and Long Island. They were kids that weren't told by their parents. They were capable of greatness and any greatness they naturally had in them. They didn't 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 boardroom at 19 years old, 20, they've been conditioned to survive, thrive. Yep. Once you're in that spot, what happens is that you have these beliefs that are supported by it. You end up start off as this perfect individual. Day one, you'd be 20 years old. You're like already crammed down with all these limiting beliefs and stuff. So they came to my boardroom and by teaching them the straight line, it reordered all their beliefs because I gave them a skillset that changed them who they were. It made them more effective. So it can't just be, I'm going to act effective. No, you have to actually be effective. So the beauty of the straight line system is that it's a skillset. It does change how you can communicate. It makes you a very powerful communicator. It allows you to get the result that you want. So when you're selecting the results you want, what happens? It starts to reinforce better. You become more confident. Yes. And then that speeds it up. Where do you, where does confident fit in? You talk about being sharp and enthusiastic and perceive it as an expert. Is confidence kind of part of, would you consider that part of the enthusiasm and the confidence? There's two phases of confidence, right? It starts off with acting as if no one starts off confident. I don't care who you are. Okay. The first day 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 like you're wealthy man, rich already and you'll become rich. Yep. Act as if you have the answers and the answers will come to you. Act as if you have confidence and people will have confidence in you. Act as if. Now, do you think people can become delusional that way? Here's the point. Now that, that, that can be, and you see it as delusion when someone doesn't do the work to become the expert. So that has to be coupled with the fact that I'm actually working and 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, you're 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. You're an online, you know, personality. You have a huge business, huge Let me ask you this. Truthfully, let's say I stripped every dollar you had and changed your face. No one 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 know why you could, because you're still you, you have the skill sets, the talent. Okay. So when you take away everything from somebody, they're still that same person. Now, if it's, that's why when a rich person takes a tumble, they'll typically come back unless they hit the lottery, right? Or they were the member of the lucky sperm club, right? I mean, but for the people that worked their way and 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. It's 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. So I'm a big believer in learning skills. Like you wrote, read my first book, right? 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 never wrote before. I couldn't, when I first tried to, I was 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 bonfire in the vanities and started reading it. Tom Wolfe, I'm sure you've read it, right? And as soon as I started reading, 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 study. Oh yeah. Yes. To the point where I can 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 and my model. Yeah. And then I wrapped it up with Hunter S Thompson was the drug use, right? So I know, but I use those. And then when I was reviewing the New York times, they said the book sounds like Hunter S Thompson and Tom Wolfe. So it was amazing, right? That I accomplished my mission and made her turn myself into a writer. Here's my point. So you basically reverse engineer. You see, I interviewed Kobe Bryant, did a little interview and he said, you got to go to where great people who have created greatness before and reverse engineer it. Look at this way. Look at it. I couldn't have done it without that skill. Yeah. If you want to go out there and succeed in the online world, you need to have certain knowledge and skills. One of them is going to be the power of persuasion. It's a uniform skill with everything that you do. Whether you're a Bill Gates who convinced IBM to give you the rights to supply before you even owned it and give it to us to sell it. Right. Whether you're Steve Jobs goes without saying, right. It's this ability to, could be just to sell your visions for the future. Yeah. To sell people, employees to come work for you, to sell venture capitalists on giving you money and sell your friend's dad to a regular entrepreneur to get someone to invest in you. That's persuasion. Yeah. It's a linchpin skilled success. And that's why Warren Buffett said, if you want to succeed, you better learn how to persuade and communicate. 80% of billionaires is a good book. Uh, would just did research on billionaires in it. Basically that 80% of billionaires before they got to their final company, they were learning sales. First, they were selling Ray Croc started McDonald's. He was a traveling milkshake salesman. Yeah, they do. That's a, that's a Michael Keaton. It just goes, you know, and then the commonalities, there was a great salesperson vision for the future and the ability to move through the setbacks. In other words, to not take no, to not get demoralized and 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 speak in people's and entrepreneurial quality, you 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, I become resilient. I said, I know I can do it. What happens with most people is they, when they really are get honest with their heart of hearts, they say, you know, 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, the average person watching is like, I get it, but I don't think I can do it. What's your answer to them? My answer is that, you know, why, you know, study the straight line system. Okay. Become an expert closer and watch how it changes. Here's what happens when all these kids that were, 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 fundamentally reorders. You say, I'm not the guy who failed before. I'm not the girl who was, was, was, was, you know, sort of wanted to play a backseat, not put myself out there. I feel comfortable putting myself in that hat. It just, it changes everything. And without the skill, what happens? People end up living a smaller life and they don't ever get to that level where they're really firing out 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? I don't build skills. I go through the conventional school system that have a job that they don't really like, like what 3%, 2% of people live up to their, to their potential. And those, the other 95, 90, let's say 95%. They're here. How much, if you were able to train them and they were to be able to get the right mentors, how high do you think this thing could go? 20 X, 30 X, five X. Remember this. 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 let's talk about success in terms of money. This is a business, 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 for someone who's 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? Because some of it's luck, meaning it might happen in six months or it might take three or four years. But all I got out of jail, everyone was said, Oh, you're going to be rich again. And I was like, yes, that's true. But it might take me five years because I'm not caught in any corners. It's not, I'm not going to sacrifice my ethics. I'm going to, I'm going to do it right. I'm going to 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's the feeling emotionally? Are you a little scared, completely confident? What were you, what's the state of mind? I think that, um, you know, the idea of fear to say that, um, you know, when I met my, my, my wife, who's on 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 knew she was like, can't believe you're like fearless. And I said, no, I'm scared ----. I'm just not letting it stop me. So there's a big difference. A lot. I think smart people are scared. So you had some fear. Everyone has fear. Okay. That's what courage is all about moving 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, 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 is the worst thing that could ever happen to me in my life. Okay. And everyone's different. See, that's my thing. And that 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 it. 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, embarrassed, lost everything. Right. And I'd close. And the people say, how'd you write, learn how to write, come out of jail? And I said, you know how I did it? When I'd close my eyes at night, I'd see the faces of my two children. And I said, I have to make it right then I have to come back. 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 do I want to be rich? It's, you know, why people will do insane things for religion. Cause if you believe in something else, gotta be not yourself. You only go so far for yourself, but you'll run through a wall of fire for your child, for your loved one, right? Very big difference. So, so that was what propelled me. And also, um, the fact that, you know, I, I, I was, I got honest with myself. I knew if, you know, a lot of people Joe, um, I was, you know, they conspired against me on medicine. I was ******* guilty. Yeah. I took a great thing. Forget the idea about selling $5 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. And it is by far, nothing even compares to it. It really doesn't. And I took that system and I best buys it. I taught it to people so they could go out and commit mayhem. Now there's nothing wrong with the system is how I applied the system. It's like an M 16. Is it good or bad? It was a pit bull. 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, come on, it's like it never happens. Right. You know, for every movie that gets made, there's 10,000 that don't. And for every book that gets published, there's a million that don't. Right. Yeah. First time all of a sudden, but it happens. 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 cause 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 loved it. Warner brothers loved it. They went down, struck a deal 2007. Right. Ready to go. I can't, my book's not 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's 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, well, no, what I did, I took that time. My wife and I, we met right around then and we made a decision is right from the GFC hit, right? Things are 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 Leo was like, what the hell happened? You were broke. I said, well, here's, he looked at the straight line, Marty saw it and he said, oh my God, we've got to change the movie. The original movie ended with me in jail. They changed the third act to reflect what happened in my life. So I changed my own life story as it was happening through hard work, perseverance, and vision. And that's what I could say to anybody who's watching this. It doesn't matter where you are in life. If you're willing to put one foot in front of the other, but you got to have the skills. It doesn't happen without the skills. Whether it was writing a book, whether anything you do, there's a, 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, listen to study the straight line. It's it works. It teaches 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 Belford is his 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, uh, for those of you who are in some of my programs too, because I want to talk on this objections thing real fast. And 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, let me think about, let me call you back that time of year. It's groundhog day. It's Christmas *******, you know, leap year, right. It's always, you know, reason why. And, and the thing is, is that what, what, what trips up most salespeople is that they don't really understand what objections are, right? No, no people's like this stalls. Okay. Fair enough. Right. You know, the smokes, we go for what, what does it really stall? Here's the truth. What objections really are. Objections are smoke screens for uncertainty. When someone remember those three tens, 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, Ty, I don't trust you. That's very rude. They'll say, they'll say, it sounds good. Tell me, think about it. Yes. See, they don't tell it. It'd be nice. It'd be a great world. If you're processing, listen to time, I don't trust you. I'm not, I don't distrust you. Like in the middle of you, your product seems good, but I guess 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 the gut. 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, I want you to hold this. We're going to record a spec. We're going to stop the live camera. All of you want to hear this, go to TaiLopez.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 Belford, Belford book. So this public interview, um, I know you've got a lot of value, but I want to give your guys people special on the straight line system. Yeah. We'll put all, we'll put a discount link on, uh, TaiLopez.com slash Wolf. I'm gonna tell you, this is one of the, one of the, my favorite interviews. Me too. This was good.