 You guys want to be mistake free and take all the guesswork out of it. There's no such thing as being mistake free, but I can take the guesswork out of it. Okay, Marshall, we're on the phone. You, you call me, by the way, I put it in the credit app, 2018 F1 15. Put it in the credit app, right? And you look at it when it comes through and you're like, yeah, and get the sky proved. You call me, let me know I'm approved. Go ahead, call me, let me know. Yeah. Yeah. Hey, what's up? Hey, what's going on? And just marshes out here. That's how you doing today. Good man. Just, uh, hanging out. Man, I got great news. You just been pre-approved at 2018 F1 50. That's a few more things we need from you in order to get you to get to take care of. Okay. So I'm going to just send me a proof of residence and also a lot of steps here. And you come on in with driver license and your class checks up. Okay. Cool. So, Hey, first of all, real quick, thank you so much for getting me approved. I'm grateful for all that. What's my payment going to mean? Well, right now, you know, I have the approval is appending. So it's all depends on the fact that we have right here. So we kind of have a range right here. So we have two approvals. I want to prove it. It comes in as conditional proven. I'll prove that's a full approval, all depending on the steps. And we're going to approve for you. Okay. So what's my payment going to be? Well, and your paper's going to range to move 350 to 550 a month, just depending on where. Okay. All right, stop. I'm going to grab you. All right, Alex. Hey, thank you so much, man. By the way, ring ring. Hey, it's Andy. Hey, Andy. So thanks for sending in your application. It's kind of like your finance. And so I need you to come into the dealership and I'll tell you why I'm here to get you the best rate that you'll qualify for. I can't do that unless I have you here to sign on this. So we kind of trust you. Cool. I appreciate you. That's awesome, man. Thank you for getting me approved. By the way, what's my payment going to be? So I actually don't have you approved yet. I need you in the dealership so I can go through and find you now. Okay, now let's stop for a second. Okay. Now look, I'm going to say something to you. Number one, they both did a great job. Okay, but let's talk about something real quick. Okay. Did what they say, if you wanted to teach that to the rest of the world, would that be what we would teach them? Hey guys, sorry to interrupt the video. Right now is the time to take yourself to a whole new level. Listen, the market is going to demand you to get more skill right now than you've ever needed to have. And if you do, not only will you become great, but you're going to make more money than you ever imagined, I would love to talk to you. Tell me what you need help with. Text me right now. If you see on the screen, my cell phone number is 918-210-0254. Let me say that again, 918-210-0254. Shoot me a text message. Tell me what you need help with. I'll reach out and call you. Let's take you to the next level. Let's get back to the video. Well, number one, you said some stuff like, well, we've got two approvals, one's conditional approval, one's a full approval, and see, I don't even know what that means. Now, watch this. You didn't expect me to grab you right here, okay? So what you're doing is you're using some stuff that's on your heart, okay? So sometimes one bad word will kill a deal. One good word will move a deal forward, okay? Our goal is as we get management, right? Or as we sell, as we come to GM or whatever, our goal is is the customer just has a question. Hey man, thank you so much. Hey, what's my payment going to be? Is that just a question? If you show any concern or if you say something that I don't understand that could confuse me, what does a confused mind do? Nothing. Now, you're probably thinking, man, I wouldn't have said all that. You know what? Give me another shot. I don't want to say that. Am I right? Okay. This is why we train. You know why? Because I'm going to show Marshall that, look, he's got a lot of stuff. I'm going to take and declutter his mind. I'm going to declutter it, okay? Because a lot of salespeople got cluttered going on their head and guess what they do? When somebody says something, guess what? It doesn't really have to do 100% with what they said. It's just like 30% and then they're 70% gibberish. Well, look, do you guys want to be a machine gun sprayer? You want to be a sniper? Okay. Guy comes in the room. I'm like, wow, suck it. Dead, right in the head. Gone. Some of you guys are like, you're like, damn, it didn't hit the guy. I'm just sitting by walking by your offices and I'm like, dude, I don't even know why you're saying that. Like it's just confusing to me. It's confusing to the customer. There's some junk. Okay. So my goal is to declutter. Okay. So what's the deal? The deal is really, hey, what's my payment going to be? Okay. When somebody asks what's my payment going to be, do they have a concern? Okay. What's the concern? The concern is it's just what's my payment going to be. They probably don't know if they can afford it or can't afford it. Look, a guy calls on a big truck and he's like, hey, man, I sent that application. What's my payment going to be? I'm going to tell you this, I would rather disclose that stuff in person on the pencil than on the phone. You disclose a payment to me on the phone. I'm going to click away from you, not being able to get a hold of me again. And by the way, that great approval you got for me, that gift is gone. Look, let me explain something. You know the most heartbreaking thing to me in the world is doing a great job in getting approval and somebody that shouldn't have been proven on something, but then you handled it wrong on the phone and they didn't come in and buy it because of you. You screwed that deal up. But you end up being like, oh, that customer is so stupid. They don't know what they had. You screwed it up for them. You did. They were right where you wanted them. So what do you have? You have something, a tattoo on your heart that keeps you away from saying, I can't tell you what your payment is going to be. Hey, I do got you approved. But then you said, well, I don't actually have you approved. So what happens? I'm like, well, which one is it? And by the way, look, you didn't want to say that either. But do you notice how these two are very high achievers that make a lot of money, but they're saying things that they don't want to say, which is why that you're here training because you're like, hey, man, I want to be a sniper. I want to know what to say. I want someone to say something. I'm going to be like, wow. And plus you guys are leaders. You're teaching your team how to handle certain things.