« Back

Way of the Wolf

March 6, 2018

Way of the Wolf

By: Jordan Belfort

What is the Topic or Central Idea?

Jordan Belfort is the “real” Wolf of Wall Street — yes, the one played by Leonardo DiCaprio. He was a very successful “salesperson” who trained legions of young people in his highly effective way of selling. There are hundreds of sales books and sales processes out there, and in this book, he tells you step-by-step his process for selling nearly anything. His process is called Straight Line Selling.

Because of his business, he had to quickly weed out non-buyers, and then take the remaining good prospects down his “straight line.” He says most prospects will attempt to pull you off the straight line, derailing the sale. 

How did you hear about this book?

I found this book on accident, and only really read it because I am in sales, and I was intrigued to learn the system used by his firm immortalized in the movie.

Did this book hook you immediately or take you time to get into?

Yes, the book is easy to get into. It is entertaining and informative and I had no problem getting all the way through it. If you are in sales like me, you’ll enjoy the concepts and his approach. There are plenty of real world examples and resources to use in your own sales process.

Do you have a favorite quote or passage in the book? Why is this your favorite?

I typically don’t “read” books, I listen to them on Audible. Jordan is a loose cannon, has a great New York accent, swears a lot, and tells many stories about the firm portrayed in the movie. The audio book is read by Jordan himself, and his big personality makes for an entertaining book.

What did you learn and take away from this book?

The sales tactics are informational, and insightful. He shares all of his techniques, and even provides word for word scripts. The key thing he taught me was that most people think scripts are stupid, but it’s only because you can’t deliver it with the tonality needed to make it work. He reminds us that none of the movies we watch are ad-lib, and nearly everything important in life is scripted. It all hinges on your delivery. Practice, practice, practice.

Review Submitted by: Brant Kelsey, Kelsey Advertising & Design 

About The Brand Establishment

The Brand Establishment perfected the first contemporary brand development process specifically for small to mid-sized advertisers more than two decades ago. These tools and procedures have been utilized by companies in virtually every business sector – hundreds of times.