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Q&A: Tamed 'Wolf of Wall Street' Belfort shares new sales secrets

Q&A: Tamed 'Wolf of Wall Street' Belfort shares new sales secrets
From Reuters - October 9, 2017

NEW YORK (Reuters) - Jordan Belfort inspired the feature film The Wolf of Wall Street, which starred Leonardo DiCaprio and portrayed the wealth and excesses that the head of former Long Island brokerage Stratton Oakmont enjoyed back in the 1990s.

Belfort, 55, has had a resurrection of sorts since landing in jail in 2003 after the U.S. Securities and Exchange Commission hit his firm for defrauding clients.

After serving 22 months of a four-year sentence, Belfort published two memoirs. He now lives in California and has built a powerful consulting business based on the sales skills that brought him so much fame (and infamy).

Belfort spoke with Reuters to talk about his new book, Way of the Wolf, which shares those sales techniques with the masses.

Q: Why focus on sales this time?

A: My wife was really adamant that this is my legacy. The guy you saw in the movie was from 30 years ago, and Im not him anymore.

The problem is that there are so many brilliant and hard-working people out there with wonderful ideas, but because they lack the skill to communicate, they just cant get off first base. So this book isnt about becoming me, and its not about being perfect. Its about becoming good enough.

Q: How is your new sales approach different from the tactics we saw in the movie?

A: Its a total redo. The basic core is the same, in terms of knowing the elements that drive human influence.

What is different is anything like applying high-pressure tactics, overcoming objections, or selling people 10 times what they need just to get a huge commission. And frankly, its more powerful without all that stuff.

I hope Ive changed back into the person my parents sent out into the world.

Obviously I allowed greed and insecurity and youth and stupidity and the desire for instant gratification to let me go totally off-course. Then I just became desensitized to everything.

Now I think Im back to the same guy I was 32 years ago, before everything happened.

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