 And the customer says, I want to keep the payment the same. Tell me the payment's too high. This is how we close every deal. My body went numb like a minute ago. I can't feel a thing from my head to toe. I lost my mind and I'm out of control. I can't stop no thinking I'm about to die. And everybody watch this for two seconds. Let's say the customer's coming in. They're buying a 2022 Kia Optima, OK? OK, watch this real quick. And then they're trading in a 2012 Honda Pilot, OK? Let's say it's got 80,000 miles. This customer's paying $300 a month right now. The new payment's going to be $500 a month, $599. So this is going to be $600. And the customer says, I want to keep the payment the same. Because that's what everybody freaks themselves. They all come in there and say, I want to keep it the same. OK, and then we got a dummy salesman, not you, Joe. But the dummy salesman, he goes, well, that can't happen. The car's so much more money, you can't keep it, because it's older, yours is newer. And then what do they do? They just sit there and argue. Guys, Joe, tell me the payment's too high. Say, I want to be at $300 when I'm paying now. I want to be $300. Hey, I totally understand. Let me show you how affordable your new vehicle is. You flip the paper over, and you do something just like this. See that? What is that? Ben Franklin Clothes. Bam, it's a Ben Franklin Clothes. Every freaking time you say, Joe, I totally understand. This is your old car. This is going to be your new one. Your old car, you're currently paying $300. The new vehicle's going to be $599. Now, Joe, you've got a 2012 Honda Pilot right now. 80,000 miles. I know it's an SUV. OK, how much do you roughly spend a week in gas? Ballpark. What do you spend a week in gas on your 2012 Honda Pilot? SUV. $600. OK, whatever they say, that's the number, am I right? Cool, $60 a week in gas, times four weeks in a month. $240 a month, how much you're spending in gas to drive your old vehicle. Does that make sense? I'm going to bring down a $300 payment. That's what you're paying to the bank, and it shows me $540 a month is how much it costs you to own your old vehicle. So even if you don't buy my new car today. See the new one? Don't buy it. How much money does it cost between gas and payment to own your old one? $540. $300 for gas, or $300 for the payment, $240 for gas. Does that make sense? Hey guys, what's going on? It's Andy. A lot of you leave comments telling me that you need help. Do me a favor and tell you the best way to get a hold of me. Shoot me a text message right now, 918-210-0254. 918-210-0254, I'll help you with whatever you need. I got your back for life. Let's get back to the video. Now on your new vehicle, better gas mileage, less money spent, would you agree? This 2012 Honda Pilot gets 15 miles a gallon. T-Optima gets almost 40 miles a gallon. Dude, you're literally going to be cutting your gas in 2 thirds. So $60 a week is going to go to $20 a week in gas with a new vehicle. Four weeks in a month, that's $80 a month in gas. And I'm going to bring down the $599 payment. And I'm going to see what the new car is going to cost total ownership between gas and payment. $976. Now over here to the side, $679 is how much it costs the new car to own. Total ownership costs. Listen, Joe, you work hard for your money, right? Yes. You put your money in the bank, would you agree? Yes. When the money leaves the bank, that's the real money spent. Whether it's in maintenance, whether it's in gas, whether it's in monthly payment. When it leaves the bank, that's the real money spent. Well, Joe, when the money leaves your bank on the new vehicle, it's going to be $679 a month, total ownership cost. You're currently paying $540 now on your old car. So literally the new vehicle is only about $139 more than what you're even prepared to pay. But it's really not, Joe. You know why? Because in your old vehicle, guess what? Yeah, if something breaks, you've got to pay for it, Joe. You know what the national average, what it costs to maintain a vehicle? It's currently out of warranty, $2,000 a year. Let me explain, Joe. Just an hour to put your car in the shop now is $200. The average car in the shop is literally five hours. That's $1,000. We haven't even added a part for $500, or $299 diagnostic to get it checked out. Joe, if you do the math, you could have your car in the shop one time and it's $1,700. This $2,000, right here, the total ownership cost of what it costs to maintain your vehicle a year, that's out of warranty. This is January, this is December. You're driving down the road, Joe. Guess what happens? Heater or core goes out and costs $1,000. You don't have a warranty. You've got to pay for it. Am I right or right? You know how used cars go, you go 10 months, nothing breaks, look how happy you are, Joe. See that? That's you. Then all of a sudden in November, in November, fuel pump goes out, can't drive the car, spend another $1,000, $1,000, $2,000 for the year, since we're dividing them at 12 months in a year, and roughly about $160 a month in a small maintenance payment, you're gonna have to budget on your old vehicle as you're on the warranty. But Joe, on your new vehicle, it's a 2022, it's got 10,000 miles, you're driving it down the road, I don't care if the engine went out and it cost $10,000, how much would it cost you? Zero. Nothing. So this $160 that you're having to budget and maintenance, how much money is this new car more than what we thought it was? 160 in maintenance, the new vehicle's about 139 more than what you're prepared to pay? Really, Joe, I'm saving you $21. Joe, do me a favor. When gas goes at $5 a gallon, right, your new car's gonna get paid back at the pump where your old car just continued to cost you more. Would you agree? And having forbid something like an engine went out on this Honda Pilot? Dude, man, you'd be really out of budget. Joe, do me a favor, that extra 21 bucks, take your wife out for ice cream, sign right here. Let's go. Now I'll close it. But this, but watch this, this is how we close every deal, okay? Hey, in a seated position, right? Everything is written, okay? You talk on your feet, you close on your seat. That's why if I'm an insurance salesman, if I'm an insurance salesman, if I'm a solar salesman, I got a piece of paper in my hand at all times. Everything that I say out of my mouth, I'm articulating in pictures on paper. Does that make sense? Hey guys, I just wanna tell you the true one percenters who made it till the end of the video, do me a favor, share it with the friend that wants to go to another level. Make sure you like the video, comment below so I know who you are, set your notifications, and then subscribe to the channel. We got daily sales training videos dropping. I'll see you soon.