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Boiler Room: wholespeach.wav (1457 K) 

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Jim: "bleepdamn it, you bleepin' guys! I'm gonna keep this short, okay? You passed your Sevens over a month ago. Seth's the only one that's opened the necessary 40 accounts for his team leader. When I was a junior broker, I did it in 26 days. Okay? You're not sending out press packets anymore. None of this 'Debbie the Time-Life operator' bullbleep. So get on the phones! It's time to get to work! Get off your ass! Move around! Motion creates emotion! I remember this one time I had this guy call me up, wanted to pitch me. Right? Wanted to sell me stock, so I let him. I got every bleepin' rebuttal out of this guy. I kept him on the phone for an hour and a half. Towards the end, I asked him buying questions like, 'What's the firm minimum?' That's a buying question. Right there, that guy's gotta take me down. It's not like I asked him 'What's your 800 number?'. That's a bleep-off question. I was giving him a run, and he blew it. Okay? To a question like 'What's the firm minimum?' the answer is zero. You don't like the idea; don't pick up a single share. But this putz in telling me, you know, 'Uh, 100 shares.'. Wrong answer! No! You have to be closing all the time! And be agressive. Learn how to push. Talk to 'em. Ask 'em questins. Ask 'em rhtorical question. It doesn't matter. Anything. Just get a 'yes' out of 'em. 'If you're drowning and I throw a life jacket, would you grab it?' 'Yes!' 'Good. Pick up 200 shares. I won't let you down.' Ask 'em how the'd like to see 30, 40% return. What are they gonna say? 'No'? 'bleep you'? 'I don't wanna see those returns'? Stop laughing. It's not funny. If you can't learn how to close, you better start thinking about another career. And I am deadly serious about that. Dead bleepin' serious! And have your rebuttals ready. A guy says, 'Call me tomorrow', bullbleep! Somebody tells you they got money problems buying 200 shares is lying to you. You know what I say to that? I say, 'Hey look, man. Tell me you don't like my firm. Tell me you don't like my idea. Tell me you don't like my bleepin' necktie. But don't tell me you can't put together 2,500 bucks.' And there's no such thing as a no-sale call. A sale is made on every call you make. Either you sell the client some stock, or he sells you on a reason he can't. Either way, a sale is made. The only question in, 'Who's gonna close?' you or him? And be relentless. That's it. I'm done."

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