A library of "if/then" responses for every possible objection (e.g., "I need to talk to my wife" or "I want to think about it"). The "Art of the Rebuttal"
If you search for the PDF today, you will likely find one of three things:
The tragic irony of Stratton Oakmont is that the sales skills were world-class. The targets were just wrong. The brokers could have sold legitimate real estate, software, or insurance. Instead, they sold poverty to the elderly and prison time to themselves. stratton oakmont training manual pdf
"Mr. Jones, this is Dave at Stratton. You have $150k in a mutual fund earning 4%. Do you love poor?" Client: "Excuse me?" Broker: "Because you’re acting like it. We have a secondary offering closing in 45 minutes. I’m not asking for your portfolio. I’m asking for one lot of 1,000 shares. It’s a 3x bagger or a zero. Those are the odds. Do you have the guts to write a check for five grand?" Client: "This sounds risky." Broker: "It’s not risky; it’s speculative. There’s a difference. Risky is watching inflation eat your 401k. Speculation is how you make a million. Green light or red light?"
The Stratton Oakmont Training Manual is a 70+ page sales playbook created by Jordan Belfort to train brokers in the high-pressure "Straight Line Persuasion" system. Key elements include mastering the "Three Tens" of certainty, using specific tonality, and utilizing qualifying questions to close deals. Access official digital copies of the Stratton Oakmont Manual from Jordan Belfort. A library of "if/then" responses for every possible
The Stratton methodology relied heavily on a technique known as While Jordan Belfort later trademarked this as a legitimate training course, the original Stratton application was predatory. The concept was simple: keep the prospect on the "straight line" from open to close. Any deviation (objections, questions, small talk) was handled by steering the conversation immediately back to the sale.
However, the content of that training does exist. It exists in the court transcripts, the testimony of federal investigators, and most importantly, in the actual "scripts" used by the brokers. The brokers could have sold legitimate real estate,
Instead, brokers were taught how to lie without creating a paper trail—e.g., making verbal “forward-looking statements” without written confirmation.
The specific vocabulary in the training was designed to break down defenses: