I'm not joking. I have never heard this before, and it blew me away.
Informational scarcity means that not only is your offer in short supply (Demand always exceeds supply in selling)...but the information that there is a short supply is also scarce.
And Belfort masterfully shows how to use the idea of informational scarcity when selling.
Start the video at 1:40. Everything before that is a pitch.
Belfort's voice is irritating (to me). He sounds like a guy selling stolen cars in Las Vegas.
But I've never seen anyone better at understanding the idea of "How to sound" when you are selling. His knowledge of selling is deep and profound.
And if you want to save a fortune on his sales training, he recently just put it all in book form. The Way Of The Wolf, On Amazon cheap.