 Hey guys, it's Andy. So I just got off the phone with the guy and he says hey, Andy I had a customer ask me what is my interest rate and at that point the salesman kind of froze up a little bit I know that each and every one of you have a different store that pencils a car deal a different way But if a customer asks you what's your interest rate? I want to tell you this if they feel for one Second and just one second that you're hiding something from them They're gone and it can turn the deal south even though it has nothing to do with you during this video I'm going to show you how to handle it and how that will never be an issue for you ever again Okay guys, so I'm going to go over this with you I'm back at my desk because I want to show you what it looks like as you're actually sitting down and negotiating a deal And by the way any time that I negotiate with somebody I never do it across the desk Okay, so I'm always here and I'm need a knee with my customer and when I do that Actually, I always have a rule and I kind of say this is kind of like a football if you can touch it You can catch it right if a receiver is going down the field and the quarterback throws the ball and it can touch his fingers He was capable to catch that football. Okay, if it was overthrowing that's fine But if it can touch his hand he can catch it So my goal is is that if I can put my arms around somebody and I mean arms length, right? If I can put my arms around them, I can close them and I can change the way that they think So I will position myself when I'm delivering my pencil no matter where I'm at Okay, and I get that it's coronavirus. Some of you guys are like hey Andy This is weird look you've been riding in the car within the whole time. Okay, if you're gonna get something you already got it So I'm just making a point. Whatever it is that you're doing Get the closer you can get during closing the better, okay? And I know that's off-topic, but I want you to understand it has nothing to do with interest rates I think that's just a good time to bring that out to you so you understand it. All right, so guys says hey Andy What is my interest rate at that point in time? You can either flinch You can make a a I guess an eye movement where I do this You know, I honestly don't know that part. Do you see that? Did you see how for a second? I looked away. I Swallowed right and then I was about to Tell you something you don't believe me already no matter what it is. I say you're not gonna buy in look How about the truth of it is is that look most managers when they pencil a deal? Okay, they may disclose price They may disclose payment. They may disclose even term You know all of those numbers, but they don't normally disclose interest rate now Let's say your store doesn't disclose interest rate. I'm gonna tell you how to get over it But let's say your store does disclose interest rate. What if someone says hey, I got a better rating out of my last car Well, what do you say then this video is applicable for everybody? So number one when someone says Andy, what am I getting? What is my interest rate? What am you know? What am I paying here for interest? Just say hey, listen, I'm not a licensed finance professional Okay, so they don't go over that stuff with me, but I will tell you this We're always high in the ever in the critical areas and important to you and your family But when it comes to the finance in a licensed finance professional will go over that with you But we have never had one person in the lifetime that I've been here walk out of finance because they didn't get the Rate that they deserve if you have great credit, you'll get a great rate If you have good credit, you'll get a you'll get a good rate and then if you have bad credit Well, it'll just be that and that's the way that credit works because credit is how your rate is reflected So with that being said we base all of this off a money factor But when you go back to finance finance will go over the rate with you like I said We've never had somebody walk out of finance. I'm just not a licensed finance professional to go over that with you That's it and say and back to the deal Who is you know who is going to be the first person you're going to show your new car to after you purchase it? What is it that? That there are any other questions that I can give you as far as before we proceed with the deal However, you handle it's completely up to you But the interest rate part of the deal is normally a concern It's a stall and as long as you don't show concern to it The customer will advance themself past it and they'll move on with the deal So somebody says hey, what's my rate? Look at them in the eyes. Give them my contact and say hey That's a great question. I'm glad you asked. I'm actually not a finance Professional so I don't go to finance school. They don't go over that stuff with me I actually don't even understand credit that great I understand this part if you have good credit you get a good rate great credit get a great rate And if you have bad credit well then that's just what it is and obviously at the end of the day You'll get a great credit or you'll get a great rate based on the way that your credit is So our finance department has never had anybody walk out of the finance department before over interest rate Okay, it's actually one of the best things that we're at in our store So when you go back to finance you can go over that with him and then you guys can handle that cool All right awesome sign here here and here and close them up I just want you to understand this there's going to be a million different places that we could talk about interest rate Okay, there's going to be ways that you know a customer may have a problem with this this or this and now They're asking about the rate or they may be cool with everything and now they're asking about the rate if you just stick To what it is that I'm showing you you will do very well It will never be a problem in 99% of the time you will overcome it and allow your finance guy to handle that because how the deal is is most of Time the salesperson is in the middle to close a payment So that the finance guy can have a little leg and have a little bit of I guess You know maybe two points on his on his interest rate You don't want to get into that let him handle that back there. Let him earn his money Don't get into it. Okay, and then at the end of the day What if somebody says and your boss does put the interest rate down and it says hey, you know what? 4.99% whoa, I got 2.99 on my last car and let's say your manager does disclose it Well what you want to say on that deal is say sir I understand that and look obviously your credits as good as the way you pay your bills today If you have the same credit as you had a last time this 4.99% This is based off of what my finance manager told me to work the deal off of the end of the day I don't talk to the banks. I don't submit stuff to the banks So if you're happy with the deal 4.99% is how we figure the payment when you go back to finance You can have that conversation with him I'm not a licensed finance professional and like I said We've never had one person walk out of finance because they felt like they were paying too high of a rate. Okay That's it. You handle it that way This will never be a problem again and the reason why I'm making this video is because I had a guy that said hey I just had a big deal the guy asked me what the interest rate was and guess what happened I got a little bit nervous and he was trying to defend something and get nervous about something It's not his job to defend So how do you just say it with confidence and handled it right? It would have never been an issue I hope this video helps you guys and like I said when that objection comes up memorize what I just said And I'll never be an issue for you again. Hey guys, I just want to thank you for watching the full video I started when I was 18 training just like you no matter where you're at in life I want to say this being committed is all that it takes I put up free training content on YouTube every single day to make sure that I can take you to the next level of life I have over 500 free videos Please make sure that you like the video shoot me a comment below and shoot me a text message I'd love to get to know you okay. If I haven't met you yet 918 210 254 take a second guys shoot me a text message. You're important to me I have your back for life. We're gonna go all the way to the top together I appreciate you guys have a blessed day make sure you like the video subscribe and set your alerts for the daily training video Thank you