The Wolf of Wall Street

“…like a rocket ship and keep on going. Who knows how high this stock could go? The twenties? The thirties? I mean, if I’m even half right, those numbers are ridiculously low! They’re nothing compared to what this company is capable of. In the blink of an eye the stock could be in the fifties or even the sixties! And I’m not talking about some far-off time in the future. I’m talking about right now, as we speak.

“Listen to me, everyone. Steve Madden Shoes is the hottest company in the entire women’s shoe industry. Orders are going through the roof right now! Every department store in America—chains like Macy’s and Bloomingdale’s, Nordstrom and Dillard’s—they can’t keep our shoes in stock. The shoes are so hot they’re literally flying off the shelves!

“You know, I hope you’re all aware that as stockbrokers you have an obligation to your clients, a fiduciary responsibility so to speak, to get on the phone with them the second I’m finished and do whatever it takes—even if it means ripping their f**king eyeballs out—to get them to buy as much stock in Steve Madden Shoes as they can possibly afford. I sincerely hope you’re aware of this, because if you’re not, then you and I are going to have some serious issues together after all this is said and done.

“You have an obligation here! An obligation to your clients! An obligation to this firm! And an obligation to yourself, God damn it! You better ram this stock right down your clients’ throats and make them choke on it until they say, ‘Buy me twenty thousand shares,’ because every dollar your clients invest is gonna come back to them in spades.

“I mean, I could go on and on about the bright future of Steve Madden Shoes. I could talk about all the fundamentals—about all the new store openings and how we manufacture our shoes in a more cost-effective way than the competition, about how our shoes are so hot that we don’t even have to advertise and how the mass merchants are willing to pay us royalties to have access to our designs—but at the end of the day none of it matters. The bottom line is that all your clients wanna know is that the stock’s going up; that’s it.”

I slowed my pace a bit and said, “Listen, guys, as much as I’d like to, I can’t get on the phone and sell the stock to your clients. Only you can pick up the phone and take action. And at the end of the day, that’s what it’s all about: taking action. Without action, the best intentions in the world are nothing more than that: intentions.”

I took a deep breath and plowed on. “Now, I want everybody to look down.” I extended my arm and gestured to a desk just in front of me. “Look down at that little black box right in front of you. You see it? It’s a wonderful little invention called the telephone. Here, I’ll spell it for you: T-E-L-E-P-H-O-N-E. Now, guess what, everybody? This telephone won’t dial itself! Yeah, that’s right. Until you take some f**king action, it’s nothing more than a worthless hunk of plastic. It’s like a loaded M16 without a trained Marine to pull the trigger. See, it’s the action of a highly trained Marine—a trained killer—that turns an M16 into a deadly weapon. And in the case of the telephone it’s the action of you—a highly trained Strattonite, a highly trained killer who won’t take no for an answer, who won’t hang up the phone until his client either buys or dies, someone who’s fully aware that there’s a sale being made on every single phone call and that it’s only a question of who’s selling who. Were you the one who did the selling? Were you proficient enough and motivated enough and gutsy enough to take control of the conversation and close the sale? Or was it your client who did the selling—explaining how he couldn’t make the investment right now because the timing was wrong or he needed to talk it over with his wife or his business partner or Santa Claus or the f**king tooth fairy.”

I rolled my eyes and shook my head in disgust. “So don’t you ever f**king forget that that phone sitting on your desk is a deadly weapon. And in the hands of a motivated Strattonite it’s a license to print money. And it’s the great equalizer!” I paused, letting those last two words reverberate around the boardroom, and then I kept right on going. “All you gotta do is pick up the phone and say the words I’ve taught you, and it can make you as powerful as the most powerful CEO in the country. And I don’t care whether you graduated from Harvard or you grew up on the mean streets of Hell’s Kitchen: With that little black phone you can achieve anything.

“That phone equals money. And I don’t care how many problems you have right now, because every single one of them can be helped with money. Yeah, that’s right; money is the greatest single problem-solver known to man, and anyone who tries to tell you different is completely full of shit. In fact, I’m willing to bet that anyone who says that never had a dime to their f**king name!” I held my hand up in the scout’s honor mode, and said with piss and vinegar, “It’s always those same people who are the first to spew out their worthless advice—it’s always the paupers, who sling around that ridiculous line of bullshit about how money is the root of all evil and about how money corrupts. Well—I—mean—really! What a bunch of happy horseshit that is! Having money is wonderful! And having money is a must!

“Listen to me, everyone: There’s no nobility in poverty. I’ve been rich and I’ve been poor, and I choose rich every time. At least as a rich man, when I have to face my problems, I can show up in the back of a stretch limousine, wearing a two-thousand-dollar suit and a twenty-thousand-dollar gold watch! And, believe me, arriving in style makes your problems a helluva lot easier to deal with.”

I shrugged my shoulders for effect. “Anyway, if anyone here thinks I’m crazy or you don’t feel exactly like I do, then get the f**k out of this room right now! That’s right—get the f**k out of my boardroom and go get a job at McDonald’s flipping burgers, because that’s where you belong! And if McDonald’s isn’t hiring, there’s always Burger King!

“But before you actually depart this room full of winners, I want you to take a good look at the person sitting next to you, because one day in the not-so-distant future, you’ll be sitting at a red light in your beat-up old Pinto, and the person sitting next to you is gonna pull up in his brand-new Porsche, with his gorgeous young wife sitting next to him. And who’ll be sitting next to you? Some ugly beast, no doubt, with three days of razor stubble—wearing a sleeveless muumuu or a housedress—and you’ll probably be on your way home from the Price Club with a hatchback full of discount groceries!”

Just then I locked eyes with a young Strattonite who looked literally panic-stricken. Hammering my point home, I said, “What? You think I’m lying to you? Well, guess what? It only gets worse. See, if you want to grow old with dignity—if you want to grow old and maintain your self-respect—then you better get rich now. The days of working for a large Fortune Five Hundred company and retiring with a pension are ancient f**king history! And if you think Social Security is gonna be your safety net, then think again. At the current rate of inflation it’ll be just enough to pay for your diapers after they stick you in some rancid nursing home, where a three-hundred-pound Jamaican woman with a beard and mustache will feed you soup through a straw and then bitch-slap you when she’s in a bad mood.

“So listen to me, and listen good: Is your current problem that you’re behind on your credit-card bills? Good—then pick up the f**king phone and start dialing.

“Or is your landlord threatening to dispossess you? Is that what your problem is? Good—then pick up the f**king phone and start dialing.

“Or is it your girlfriend? Does she want to leave you because she thinks you’re a loser? Good—then pick up the f**king phone and start dialing!

“I want you to deal with all your problems by becoming rich! I want you to attack your problems head-on! I want you to go out and start spending money right now. I want you to leverage yourself. I want you to back yourself into a corner. Give yourself no choice but to succeed. Let the consequences of failure become so dire and so unthinkable that you’ll have no choice but to do whatever it takes to succeed.

“And that’s why I say: Act as if! Act as if you’re a wealthy man, rich already, and then you’ll surely become rich. Act as if you have unmatched confidence and then people will surely have confidence in you. Act as if you have unmatched experience and then people will follow your advice. And act as if you are already a tremendous success, and as sure as I stand here today—you will become successful!

“Now, this deal opens in less than an hour. So get on the f**king phone right this second and go A to Z through those client books and take no prisoners. Be ferocious! Be pit bulls! Be telephone terrorists! You do exactly as I say and, believe me, you’ll be thanking me a thousand times over a few hours from now, when every one of your clients is making money.”

With that, I walked off center stage to the sound of a thousand cheering Strattonites, who were already in the process of picking up their phones and following my very advice: ripping their clients’ eyeballs out.

CHAPTER 9

PLAUSIBLE DENIABILITY

At one p.m., the geniuses down at the National Association of Securities Dealers, the NASD, released Steve Madden Shoes for trading on the NASDAQ stock exchange under the four-letter trading symbol SHOO: pronounced shoe. How cute and appropriate that was!

And as part of their long-standing practice of having their heads up their asses, they reserved the distinguished honor of setting the price for the opening tick for me, the Wolf of Wall Street. It was just another in a long line of ill-conceived trading policies that were so absurd that they all but assured that every new issue coming out on the NASDAQ would be manipulated in one way or another, regardless of whether or not Stratton Oakmont was involved in it.

Just why the NASD had created a playing field that so clearly f**ked over the customer was something I’d thought about often, and I’d come to the conclusion that it was because the NASD was a self-regulatory agency, “owned” by the very brokerage firms themselves. (In fact, Stratton Oakmont was a member too.)

In essence, the NASD’s true goal was to only appear to be on the side of the customer and to not actually be on the side of the customer. And, in truth, they didn’t even try too hard to do that. The effort was strictly cosmetic, just enough to avoid raising the ire of the SEC, who they were compelled to answer to.

So instead of allowing the natural balance between buyers and sellers to dictate where a stock should open, they reserved that incredibly valuable right for the lead underwriter, which in this particular case was me. I could choose whatever price I deemed appropriate, as arbitrary and capricious as it might be. In consequence, I decided to be very arbitrary and even more capricious, and I opened the units at $5.50 per, which afforded me the glorious opportunity of repurchasing my one million rathole units just there. And while I won’t deny that my ratholes would have liked to hold on to the units for a weeeee bit longer, they had no choice in the matter. After all, the buyback had been prearranged (a definite regulatory no-no), and they had just made a profit of $1.50 per unit for doing nothing and risking nothing—having bought and sold the units without even paying for the trade. And if they wanted to be included in the next deal, they had better follow the expected protocol, which was to shut the f**k up and say, “Thank you, Jordan!” and then lie through their teeth if they were ever questioned by a federal or state securities regulator as to why they sold their units so cheaply.