pitch unfairly

Cheat Codes · Sales

The Wolf of Wall Street, 2013. Pitched unfairly, 2026.

Hand them a napkin before you hand them a pen. Same story, same numbers. Rebuilt the way we'd pitch it today.

Template: Discovery call deck

  • 1 pen
  • 1 napkin
  • 0 adjectives
Play the 2026 deck Read the real story Steal the structure
2013 Discovery call deck

The Wolf of Wall Street

Hand them a napkin before you hand them a pen.

Legend
Original craft
Unfair

The story→12 slides

It's a live deck. Press start, then scroll or use the arrow keys, or play it full screen.

Play the 2026 deck

The Wolf of Wall Street's discovery call deck, slide by slide

Every slide opens the live deck right where it is.

  1. The Wolf of Wall Street deck, slide 1: You don't need this pen. Yet. 01You don't need this pen. Yet.
  2. The Wolf of Wall Street deck, slide 2: For eighteen minutes, the pen stays in my pocket. 02For eighteen minutes, the pen stays in my pocket.
  3. The Wolf of Wall Street deck, slide 3: The whole room described the pen. Nobody bought it. 03The whole room described the pen. Nobody bought it.
  4. The Wolf of Wall Street deck, slide 4: Ask five questions. Write down every answer. 04Ask five questions. Write down every answer.
  5. The Wolf of Wall Street deck, slide 5: Hand them a napkin before you hand them a pen. 05Hand them a napkin before you hand them a pen.
  6. The Wolf of Wall Street deck, slide 6: The buyer just made your pitch for you. 06The buyer just made your pitch for you.
  7. The Wolf of Wall Street deck, slide 7: One sentence took demand from zero to right now. 07One sentence took demand from zero to right now.
  8. The Wolf of Wall Street deck, slide 8: The pen gets one slide. It only needs one. 08The pen gets one slide. It only needs one.
  9. The Wolf of Wall Street deck, slide 9: Adjectives lose the room. Questions win it back. 09Adjectives lose the room. Questions win it back.
  10. The Wolf of Wall Street deck, slide 10: Every objection deserves one more question. 10Every objection deserves one more question.
  11. The Wolf of Wall Street deck, slide 11: The whole method fits on a napkin. 11The whole method fits on a napkin.
  12. The Wolf of Wall Street deck, slide 12: End on a date in the calendar and the pen in their hand. 12End on a date in the calendar and the pen in their hand.

Then · 2013

How it really went

Read the real storythe 2013 film, via Wikipedia
  1. Jordan Belfort pulls out a pen and asks someone to sell it to him
  2. Most people start describing the pen: how nice it is, how it writes
  3. At a diner, his friend Brad takes the pen and asks him to write his name on a napkin
  4. Jordan has no pen
  5. Brad hands it over: supply and demand
  6. Years later, at a sales seminar, he hands the pen around the audience again
  7. The audience describes the pen, and the film ends on the question

Now · 2026 · 12 slides

What we changed

  • Run the napkin yourselfFour beats, clickable or on autoplay: ask for a signature, hear "I don't have a pen", hand it over, watch the signature draw on.
  • Watch the room reactToggle the same five people between "describe the pen" and "create the need" and watch the interest meter and their faces change.
  • Questions before the penFive discovery questions on an order ticket, each with what it finds, so the pen stays in your pocket for eighteen minutes.
  • It ends on a calendar inviteA mutual action plan with owners on both sides and an accepted follow-up. The pen stays with the buyer.

Steal the structure

Build your discovery call deck like The Wolf of Wall Street did.

  1. 01 Promise The outcome for the buyer, with the product held back on purpose.
  2. 02 Agenda Tell them they will do most of the talking, and when the product comes out.
  3. 03 The default pitch Name the pitch they have heard a hundred times, so you can skip it.
  4. 04 Discovery questions Five questions: how often, where, the last bad time, who else suffers, what it cost.
  5. 05 Create the moment A small, real moment where the buyer needs the thing before you show it.
  6. 06 Their words The buyer states the problem. Write it down and play it back in their language.
  7. 07 Size the need Their numbers from discovery, showing how big and how urgent it is.
  8. 08 Product, briefly One slide, three promises, each tied to something they said.
  9. 09 Proof Side by side: the same buyer with and without it, or a customer like them who said yes.
  10. 10 Objections Answer each one with a question that sends them back to the need.
  11. 11 The method The structure on one page, so a champion can retell it.
  12. 12 Next step A dated follow-up with owners on both sides, booked before you hang up.

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