Stratton Oakmont Training Manual Pdf !link! -

Brokers were trained to ask specific "ballpark" questions to determine a prospect’s liquid assets and risk tolerance (e.g., "Approximately how much do you have in the market?").

The manual is divided into several modules that focus on the psychology of the sale and the mechanics of a cold call: stratton oakmont training manual pdf

For a sale to happen, the prospect must be at a level 10 of certainty in three areas: the product, the salesperson, and the company. Famous Scripts and Rebuttals Brokers were trained to ask specific "ballpark" questions

The script begins with a "front-end" approach to build rapport. Brokers would offer a "complimentary issue" of a research report to establish legitimacy before pitching riskier stocks later. Brokers would offer a "complimentary issue" of a

The manual includes aggressive rebuttals for common objections like "I need to talk to my wife" or "Let me think about it". A notable tactic was the "pump and dump," where brokers used high-pressure scripts to inflate penny stock prices before the firm sold its own shares for a profit.