Can I have your Signature?









It was big time talk in 2013 when the movie “The Wolf of Wall Street” climbed to the box office charts, and raving fans couldn’t get enough of Leonardo DiCaprio, the lead star in the film, portraying the character Jorden Belford. This was a story of a very successful stock broker in the 1990’s who’s lifelong success story was captured on film. It shows how he became a multi-millionaire selling stocks and helping Steve Madden become the leading fashion designer in women’s shoe appeal.

Whether you liked the movie or not is irrelevant because it is the message you take away from it that matters. Jordan became one of the wealthiest businessmen of all time. He knew how to be able to take an individual who would have never been able to have the chance to excel at anything in life and turn him around to make far more money than any CEO of any corporation.

His values, morals and ethics may not have always been in the right places, but his heart for people to believe in themselves and to do great things showed beyond a shadow of a doubt.

One of the things I want to capture in today’s article is a concept that Jorden now teaches in his seminars all over the world. You may or may not have heard it.

It’s the simplicity of “Sell me this Pen.”

Now you might be asking yourself why this is so important.

This is important for several reasons. If you are ever on a job interview, you need to know how to win over your next employer or if you are in business for yourself, you must know how to captivate your next potential customer/ client.

Here is the secret: Jorden says you have 4 seconds when you are not in front of someone to be able to do 3 things: (this is known as positioning)

  • Be enthusiastic
  • Be sharp as a tack
  • Be authoritative


In person, you only have ¼ of a second before someone starts judging you.

So you need to know how to present yourself as a professional coming across with these three specific trigger points.

To dig a bit deeper in this method of “Sell me this Pen.”

In the movie when DiCaprio is recruiting agents for his brokerage firm, he gives them this test to see who would become the best agent for his firm.

He goes around the table to a bunch of guys and asks them to sell him this pen.

As some of them have no clue, he resorts to his last guy known as the drug dealer in the group.

This last guy leans over and says “sign this paper!” As DiCaprio has no pen, there is an eager desire for him to know he needs the pen.

The deal closed, according to the scene, because of supply and demand, or, in DiCaprio’s words, by “creating urgency.”

My question to you is this, “When you go on an interview, or you are trying to bring your next clients attention into buying what you have to offer, are you “creating urgency” for them to want to buy this offer?

Are you giving them enough reason to say, “Hey, I can’t live without that for one more second!” or perhaps it’s, “You’re the best person we have interviewed all day!”

In order to create urgency, you must first know what your ideal customer wants. In order to find out what he wants, rapport needs to be built.

The only way to build rapport is to ask questions. When you ask questions, you get inside the mind of your potential customer or company to understand his/her needs.

I hope that this article was helpful for you as we are all challenged with this obstacle on a daily basis. The more urgency we create, the better relationships we build with others.

As always, I would like to hear from you. How you build a sense of urgency with your potential customers/ company that is willing to hire you for the next job and or assignment?

Leave your comments below.       

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Until next time, have a great week,






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