Jordan Belfort

And I'm like, and then it hit me.

I said, guys, when you're speaking to smart people, when you're speaking to, everyone's smart now.

We all got smart phones, right?

When you're speaking to people who are smart and educated, you have four seconds.

to establish three crucial things.

And I'll tell you what they are.

Number one, you must be perceived as being sharp as a tack.

Number two, enthusiastic as hell.

And number three, most important of all, an expert in your field.

You got four seconds to do it because people judge books by their covers.

We seize people, we size them up, we make a snap judgment.

And here's what happens.

If you're perceived the right way, sharp, on the ball, enthusiastic, and most importantly, an expert, what do you do in the presence of an expert?

You defer.

You let the expert control the conversation.

We've been conditioned since we're yay big.

When we're kids, you're sick, where do you go?

Parents take you to the doctor.

The doctor dresses a certain way.

Even your own parents defer to the doctor, right?