:25:02
- What´s up? ls he in?
- I don´t know.
:25:08
Hey. These are the D&B cards.
These are our leads.
:25:12
- Morning.
- Every card is an opportunity, right?
:25:16
These are good leads.
People on these cards buy stock.
:25:19
Yourjob is to call them
and get them interested in the firm.
:25:21
You´re not actually selling stock yet,
but you´re selling the dream.
:25:24
So get ´em wet. Tell ´em
that in a month from now...
:25:26
a senior broker´s gonna
call them back with an idea.
:25:30
So who are these people?
:25:31
Average client´s 45 years old,
from the Midwest...
:25:34
$1 50,000 annual income,
1 million net, has a local broker...
:25:38
but loves a hotshot New Yorker
who sounds good on the phone.
:25:41
So the card won´t tell you that. It only
has name, address and occupation.
:25:44
So you gotta
feel ´em out, see?
:25:48
" Peter Davis, Vice President,
Parks Telecommunications."
:25:52
The guy´s probably
a fuckin´ whale.
:25:54
So feel ´im out, see what he´s got.
Truth is, it doesn´t matter these days.
:25:57
With the Dow where it is now,
everybody wants a piece of the market.
:26:00
I can close anyone anytime anywhere.
Just give me a phone number.
:26:04
- Greg, I have John Duncklee on three.
- Not now. I´ll call him back.
:26:07
Now, once you qualify the guy,
you send him a press packet.
:26:10
It´ll be easy, and it´ll get you
comfortable on the phone, which is key.
:26:13
This entire business revolves
around the phone. Play the numbers.
:26:18
This is a contact sport. The more people
you contact, the better you´ll do.
:26:21
- A good broker makes 700 calls a day.
- What´s the phone bill like?
:26:26
This month
was approaching 400,000.
:26:28
Listen to me. Even though
you´re not selling stock yet...
:26:31
I want you to remember the code
we have here, okay?
:26:35
- Did you see Glengarry Glen Ross ?
- Yeah.
:26:37
- Do you remember "ABC"?
- Yeah. "Always be closing."
:26:40
That´s right. "Always be closing."
"Telling´s not selling."
:26:43
That´s the attitude you wanna have.
There´s two rules as a trainee.
:26:47
Number one:
We don´t pitch the bitch here.
:26:50
What?
:26:52
We don´t sell stock to women.
I don´t care who it is; we don´t do it.
:26:54
Nancy Sinatra calls,
you tell her you´re sorry.
:26:56
They´re a constant pain
in the ass...
:26:58
and you´re never
gonna hear the end of it.