: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.
:27:00
They´ll call you every fucking day
wanting to know why the stock dropped.
:27:02
And God forbid
the stock should go up.
:27:04
You´re gonna hear
from them every 1 5 minutes.
:27:06
It´s just not worth it.
Don´t pitch the bitch.
:27:10
Number two:
Don´t write wood, all right?
:27:12
A lot of trainees are so anxious
to get off the phone...
:27:15
that they just steamroll the guy
into getting the press packet...
:27:17
so they can hang up.
:27:18
Then I call back, and l´m, like...
:27:20
" Hi. You spoke to a junior
associate of mine last month."
:27:22
And he´s like, " Not interested. Bye."
That´s a shitty lead, okay?
:27:25
That´s fucking wood.
The info we send is bullshit, all right?
:27:28
The most important part is telling them
you have that one great idea...
:27:32
and that a senior broker´s
gonna call them back in a month.
:27:35
This way they don´t think
we just fire off a million recos a day.
:27:38
We don´t want clients thinkin´...
:27:40
you´re pitching something
you read in the Journal, right?
:27:42
- Yeah. Right.
- Okay, so no wood.
:27:44
- I´m serious. No wood.
- All right. Take it easy.
:27:47
Hey, don´t even start
that fuckin´ shit with me, okay?
:27:52
I´m tryin´ to tell you what´s expected
of you and what yourjob is.
:27:55
I´m tryin´ to make the job easier, okay?
Don´t give me any fuckin´ lip.
:27:59
Okay. Okay, so, fine.