1. Engagement
Competency Definition
Socially skilled, enthusiastic and energetic, Jordan Belfort ensures that he captures attention and interest by creatively
ENGAGEMENT differentiating himself from most others. He positions himself as an expressive, memorable and compelling force in
the room
BEHAVIOURS OF JORDAN BELFORT OBSTACLES TO SALES SUCCESS
• Creates a strong energy of intent that others can feel, and often see and hear. His • Allows others to manage or direct a conversation
strong mental picture of his goals reinforces the responses and actions of others in the
• Quiet and reserved in groups and avoids being the centre of attention
direction of his vision.
• Feels more comfortable in less formal situations, and can feel awkward upon first
• Quickly captures others attention and interest – tells great anecdotal stories, is quick
meeting people
witted and has a sharp sense of humour - uses humour to build rapport
• Maintains a similar style, pace, behaviour etc regardless of social group
• Easily and comfortably approaches strangers, is a skilled, powerful and entertaining
conversationalist, and is remembered by others for the nature of the interaction • Begins a conversation by talking about own life, and dominates a social group or an
• individual by focusing only on own self
Reads and interprets social situations by listening and being ‘in tune’ with others
• Talks over others, interrupts and lacks social intelligence – is inappropriate or
• Expressive, enthusiastic and passionate in style and body language – expresses feelings
insensitive to others
spontaneously and genuinely, thereby controlling the moods and emotions of others
• Maintains the same engagement or social style regardless of the group, audience or
• Can quickly adapt personal style and behaviour to any group, regardless of
nature of the individual
background, race, religion, etc
• Is passive, inexpressive and monotone in speech and interaction with others
• Lively and animated in groups, and enjoys the attention from others
• Prefers ‘comfortable’ conversations with clients that are readily accessible and easy to
approach
• Sacrifices sales outcomes in favour of rapport-building
DRAFT v4 FOR DISCUSSION