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👋 The objection is never the objection. Imagine selling 13,001 cars over 15 years (yes, that's Joe Girard's actual Guinness record). His technique? When customers said "I need to think about it," he systematically addressed the loop pattern.

In this edition:

• The First Full Loop

• Selling 13,001 Cars

• Master the Loop Transition

Read time: 4 minutes | 876 words

INSIGHT

 ♾️ Mastering the First Full Loop

From the Desk of Jordan Belfort: 

Your first loop starts when you get hit with an objection. "Let me think about it." "Let me call you back." "Bad time of year."

Whatever it is, you handle it by deflecting first: "I hear what you're saying, I understand that. Let me ask you a question—does the idea make sense to you?" This is how you begin moving them down the straight line.

• The First Loop Pattern: Objections aren't roadblocks—they're doorways. When they say "let me think about it," don't panic. Deflect first: "I hear what you're saying, but let me ask you a question—does the idea make sense to you?"

• The Certainty Scale: People buy at a 10, not a 6. When they say "yeah, it sounds pretty good," they're at a 6, not a 10. Your job isn't to overcome objections—it's to systematically raise certainty across all three tens until they're ready to buy.

• The Tonality Shift: As you resell the first ten, your words matter less than how you say them. Start at their level of certainty, then systematically increase your tonality until you reach peak certainty halfway through. Maintain that peak certainty to the finish line.

You're not in the 'wing it' business – you're in the preparation business. Have your first looping pattern written out word-for-word. Deflect the objection, gauge their certainty, resell the product with increasing tonality, transition to yourself, then your company, and land smoothly with a direct close.

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STORY 

🚗 How to Sell Six Cars Per Day

From 1963 to 1978, Joe Girard sold 13,001 cars at a Chevrolet dealership in Detroit, setting a Guinness World Record that has never been broken — all by intuitively using a sales approach that Jordan Belfort would later formalize as “the First Loop.”

His method wasn't just persistent - it systematically dismantled the trust barrier between skeptical buyers and commissioned salespeople in an industry notorious for pressure tactics. Joe's response to the dreaded "I need to think about it" likely went something like this:

• The Instant Deflection: "I understand completely. Most people want to think about a decision this important. But may I ask - is there something specific about the car that's causing you to hesitate?"

• The Certainty Check: "Do you like the vehicle itself? Is it the right size, color, and features for what you need? Because if it's not the right car, we should figure that out now."

• The Trust Transition: "If I had been your car guy for the past ten years, and every vehicle I'd put you in had been perfect for your needs, would you still be saying you need to think about it? Or would you be saying 'I trust you Joe, let's do this'?"

This wasn't accidental - it was remarkably similar to what Belfort would later call the First Loop Pattern. In a world where car salesmen were viewed as manipulative sharks, Joe demolished the trust barrier by addressing the real objection: they didn't trust him yet. His intuitive approach separated him from every other salesperson on the floor.

When other dealers were pushing for the close, Joe was naturally following what would later be formalized as building certainty across all three tens. The sales manager was baffled. Customers were relieved. Every single sale followed the same irresistible certainty sequence - he'd deflect the objection, check their product certainty, increase his tonality, and then build personal trust.

The pattern transformed even the coldest prospects into loyal customers. During his record-breaking streak, Joe averaged selling more than six vehicles per day when most salespeople struggled to sell ten per month. "The customer doesn't care how much you know until they know how much you care," he explained in numerous interviews. This genuine approach connected with buyers instantly.

Certainty isn't built over months - it's established in seconds when you address what people are really thinking. Joe's transformation from struggling salesman to the world's greatest car dealer wasn't just a sales success story - it was early evidence of what Belfort would later formalize into the First Loop Pattern, a system that dismantles objections even in industries plagued by distrust and buyer skepticism.

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ACTION

🤝 Master the First Loop Transition

Record and master your "First Loop" transition from product to trust. Today, take 10 minutes to write out and record yourself saying:

"You know John, let me ask you this - if I'd been working with you for the last three or four years making money consistently, you probably wouldn't be saying 'let me think about it,' you'd be saying 'let's get started right now,' am I right?"

Practice this transition until it sounds completely natural, not scripted. This specific pattern is the critical bridge between product certainty and building trust. When delivered correctly, it gets prospects to admit their real objection isn't your product - it's that they don't know you yet.

Go Deeper: Learn more about the Straight Line Selling right here.

MEME