1:22:07
Goddamn it,
you fuckin´ guys!
1:22:09
I´m gonna
keep this short, okay?
1:22:11
You passed your Sevens
over a month ago.
1:22:13
Seth´s the only one that´s opened
40 accounts for his team leader.
1:22:17
When I was a junior broker,
I did it in 26 days. Okay?
1:22:20
You´re not sending out
press packets anymore.
1:22:23
None of this "Debbie the
Time-Life operator" bullshit.
1:22:25
So get on the phones!
lt´s time to get to work!
1:22:27
Get offyour ass! Move around!
Motion creates emotion!
1:22:31
I remember one time I had this guy
call me up, wanted to pitch me.
1:22:34
Right?
Wanted to sell me stock, so I let him.
1:22:37
I got every fuckin´ rebuttal
out of this guy.
1:22:39
Kept him on the phone
for an hour and half.
1:22:41
Towards the end, I asked him questions
like, "What´s the firm minimum?"
1:22:45
That´s a buying question. Right there,
that guy´s gotta take me down.
1:22:48
It´s not like "What´s your 800 number?"
That´s a fuck-off question.
1:22:51
I was giving him a run,
and he blew it.
1:22:54
To a question like,
"What is the firm minimum?"
1:22:56
The answer is zero.
1:22:59
You don´t like the idea;
don´t pick up a single share.
1:23:01
But this putz is telling me,
you know, " Uh, 1 00 shares."
1:23:04
Wrong answer! No!
1:23:06
You have
to be closing all the time!
1:23:08
And be aggressive.
Learn how to push.
1:23:10
Talk to ´em.
Ask ´em questions.
1:23:12
Ask´em rhetorical questions.
It doesn´t matter.
1:23:15
Anything.
Just get a "yes" out of ´em.
1:23:17
"lfyou´re drowning and I throw a
life jacket, would you grab it?" " Yes!"
1:23:20
"Good. Pick up 200 shares.
I won´t let you down."
1:23:23
Ask ´em how they´d like to see
30, 40% returns.
1:23:27
What are they gonna say?
" No"? " Fuck you"?
1:23:29
"l don´t wanna see those returns"?
Stop laughing. It´s not funny.
1:23:32
Ifyou can´t learn to close, you better
start thinking about another career.
1:23:36
And I am deadly serious about that.
Dead fuckin´ serious!
1:23:40
And have your rebuttals ready.
1:23:42
A guy says, "Call me tomorrow"?
Bullshit!
1:23:44
Somebody tells you they got money
problems buying 200 shares is lying.
1:23:48
You know what I say to that?
1:23:51
I say, " Look, man.
Tell me you don´t like my firm.
1:23:54
Tell me you don´t like my idea.
Tell me you don´t like my necktie.
1:23:57
But don´t tell me you can´t
put together 2,500 bucks.´´