ENGAGEMENTSocially skilled, enthusiastic and energetic, Jordan Belfort ensures that he capturesattention and interest by creatively differentiating himself from most others. He positionshimself as an expressive, memorable and compelling force in the room

Creates a strong energy of intent that others can feel, and often see and hear. His strong mental picture of his goals reinforces the responses and actions of others in the direction of his vision.

Quickly captures others attention and interest – tells great anecdotal stories, is quick witted and has a sharp sense of humour - uses humour to build rapport

Easily and comfortably approaches strangers, is a skilled, powerful and entertaining conversationalist, and is remembered by others for the nature of the interaction

Reads and interprets social situations by listening and being ‘in tune’ with others

Expressive, enthusiastic and passionate in style and body language – expresses feelings spontaneously and genuinely, thereby controlling the moods and emotions of others

Can quickly adapt personal style and behaviour to any group, regardless of background, race, religion, etc

Lively and animated in groups, and enjoys the attention from others

Allows others to manage or direct a conversation

Quiet and reserved in groups and avoids being the centre of attention

Feels more comfortable in less formal situations, and can feel awkward upon first meeting people

Maintains a similar style, pace, behaviour etc regardless of social group

Begins a conversation by talking about own life, and dominates a social group or an individual by focusing only on own self

Talks over others, interrupts and lacks social intelligence – is inappropriate or insensitive to others

Maintains the same engagement or social style regardless of the group, audience or nature of the individual

Is passive, inexpressive and monotone in speech and interaction with others

Prefers ‘comfortable’ conversations with clients that are readily accessible and easy to approach

Sacrifices sales outcomes in favour of rapport-building

OBSTACLES TO SALES SUCCESSBEHAVIOURS OF JORDAN BELFORT

1DRAFT v4 FOR DISCUSSION