 outside, so we're gonna let them do the thing. We're gonna go ahead and start all the Red Deer guys, for those of you that don't know who I am, I'm the General Sales Manager at Subaru Calgary. And a lot of my training and the stuff I talk about and use is based a lot off, well, almost everything off Andy. What Andy brings to the car business is passion, right? Everybody uses lines, but Andy's got passion. Andy sent me a text last night, sent me a text this morning, he's very engaged. He's probably the king of rapport and energy, so we're super, super lucky to have him here. Any questions we're gonna save to the end, Andy? Yeah, yeah, yeah, and listen, hey, here's what I'll talk about. Look, everybody, just number one, you can talk openly. You need something? Just say what's up, man, let's do it. I mean, here's the deal. It's not about me, it has nothing to do with me, it has to do with you guys. That's the bottom line, okay? But what I live for is have an extraordinary impact on salespeople. Whether you're a manager, you're a GM, you're a salesperson, I don't care who you are, it doesn't matter. Everybody has the ability in this life to literally become more skilled than they ever imagined, but you have to put the work in because it won't happen by accident. I'm just gonna share with you. If you wanna become one of the best closers in the world when we talk about meet and greet, hey, when we go to meet a customer, what do we wanna have? We wanna have extraordinary impact, right? I mean, think about this. How many dealerships does a customer go through? And honestly, maybe never get treated like a million bucks, but when they meet you, if you always think about, you guys have Starbucks in Canada, right? I mean, they're everywhere. Well, always think about it. If I was in a Starbucks and I was standing outside and I was taking surveys and I was like, hey, tell me what you think about car salespeople. Could you imagine the things that people would have to say about car salesmen? They're thieves, they're robbers, they're this, they're that, whatever. Well, let me ask you this. If you took a survey after they met you, what would they say? That's what I care about. I'm gonna tell you this, training gives you the unfair advantage. I would tell everybody right now, I don't care where you're at, it matters where you're going. I don't care who you are today, it matters who you're becoming. And I'm gonna share this with you, okay? Some of you guys, and obviously, everybody's time is really valuable. There's one thing that you can ever get more of, that's time, so I appreciate all of you guys, I'm grateful for it. And I use my time to be with you guys. If I can change somebody's life, I was, and when I say this, I was at 18, I had nothing, I'm 40 years old now. Everybody told me I wasn't gonna make it, they labeled me, you know what? People have a great way of trying to pull you down and not let you ever play all your music out like Zig Ziglar used to say. Not ever give your best, you go to the grave without giving your very best. I'm gonna tell you, some of you guys right now, you can be making triple your income in your dealership, triple, your dealers can be tripling their bottom line, but if you don't buy into yourself, you have to be your own biggest fan. Look, I'm gonna tell you this, I bet on meat every single day, but you get out of something what you put into it, I'm gonna think about this. Hey, if you're married right now, if you're not married, awesome, but if you're married, I'm gonna tell you this, will you have a great marriage if you don't put stuff into your marriage? No ways, man. If you don't treat your wife like a queen, you think she's gonna act like a queen? No ways. You think you're gonna become the top sales person in the country if you don't buckle down and invest in yourself constantly? You are an investment, and I'm gonna tell you, as I say this, there's lots of things that we can train and talk about. The difference between where you are today and where you're going tomorrow, in most cases, is either your mindset or it's the gap in your skill set. Skill acquisition, those two words are everything. I'm gonna tell you this, people fear what they don't know, including me. If I don't know something, I'm not competent. I don't feel confident, right? Everybody that's in sales has the ability to have bulletproof confidence. If you had bulletproof confidence every time somebody walked in your dealership, you would sell everybody you talked to. The first sale that you ever make in this business is selling yourself that you're gonna sell the next customer that you talked to. Am I right or wrong? When you pick up the phone, it's like ring, ring. It's like, hey, this is Andy. Hope you're having a great day, what's up? It's like family. You love these people. Have massive impact on them. Most people don't. Customers can tell if you're sitting down or if you're standing up or if you're selling cars or if you're not. Just literally by the way that your mind is and your attitude is shines through. So I always say have extraordinary impact on the customer. And I don't think that we do it enough, and I'm gonna tell you why, because I think that we get used to doing our job and I'm gonna share something with you. Everything that you want in life is right on the other side of being uncomfortable. I wanna ask you this. When's the last time you got uncomfortable? For real. I don't care if you're the owner, the GM, the salesperson, or the lot porter. When's the last time you put yourself under rapid fire in an uncomfortable position? Most people be away from. Look, I'm gonna tell you this. If you pushed yourself, you would be blown away. Jim Rohn always talks about it's not who you are today. It's who you're becoming that matters. Dude, I would tell you guys, buckle down, take an hour a day of training, and guess what? Work on your strengths for 30 minutes. What's your grade at? I mean, I'm great at negotiations and closing and overcoming objections. Why? Because it used to scare the piss out of me. It was the one thing I was scared of. Somebody would say, I got three more cars to look at. I'm gonna get back with you, I appreciate you. And then guess what? I was like, damn, man, why don't you like the car? And I was like, dude, that's not what I wanted to say. You know, and guess what? I lost a sale. And at the end of the month, I don't know, I lost two sales a week like that. I'm selling 10 cars, I lost eight. I could have been 18 car hand, but I'm not a 10 car hand. All I'm gonna tell you guys is you could triple your sales right now. I could take any fact. Even an owner has to still train himself. Why? Because leadership goes into everything. But I'm gonna tell you this. Where you're focused, I always say where you're focused on is where your energy goes. And wanting to sell more cars, it's one of those deals that it's not a, there's no silver bullet and it's not a magic trick. You have to elevate your game. You have to get better. You're our salespeople in every dealership around you guys. I'm gonna tell you, the difference in a dealership now being successful and not being successful are the people inside of them. It's Subaru, one of the best brands in the world. Customer loyalty was like 87%. It's freaking wicked. And I'm not a Subaru guy, so I'm not giving you the stats on Subaru. But I know people that buy Subaru's go back to buy another Subaru. I just know it, that's what they do. But no matter what store you're in, I'm gonna tell you, it all has to do with the person that's selling the car because a car don't need meth, okay? It's the person that's in front of it. And I wanna share with you guys, look. There's a level you're probably playing at right now. Just ask yourself this question. You don't have to answer that loud, but look. Watch this. So Kyle, is that you, Kyle? Yep. Cool. Always love remembering names, man. You always gotta say the name over and over to remember it. We talk about Build Report, I never forget a name. Kyle, I'm gonna ask you a question. Do you believe that you have the potential to make more money? Yes or no? Yes. Why aren't you? I'm not putting you on the spot. I just want you to be honest with me. This is a good time to tell me why aren't you? A little bit of self-doubt and knowledge in the car game. I've only been in it for just over a year and a half. Training would change your life. Change your life, 360. I wanna tell you something. Just by asking the first name, I'm gonna tell you this. Competence creates confidence. And if you give Kyle bulletproof confidence, he's gonna triple the sales. That's it. That's just how it's gonna happen. Look, there's no magic trick. There's no special, like I said, silver bullet to this. It's not carrying the right brand. Sure, brand's great. And I don't care if you launch out the nicest Subaru in the country. You put a salesman that doesn't know how to get somebody to say yes and feel comfortable to spend their money with them. That car's gonna sit on the lot. It ain't going nowhere. I wanna tell you guys, look, do me a favor. Bet on you. Look at yourself as an investment. I wanna ask you a question. And I mean this. How much time today are you spending on yourself with self-improvement? How much time? And look, you can tell your buddy you're putting in 30 minutes, screw your buddy. I want you to think about this for yourself. You are your own investment. At the end of the day, you know, your buddies don't deposit money in your bank. You do. You work for the bill, or you invest in it. Every single one of you could be the next record breaker in Canada with the sales record making the most money. Every single one of you. I don't care who's labeled you in life, who told you you couldn't make it, who doesn't believe in you, screw them. Audit your circle, man. Get rid of anybody and everybody in your way. Now is the time. We are in the era of the worst salesman I've ever seen in my entire life. And that isn't me being negative. That's me being honest. And do you know why? Because we're not investing in ourselves. And we're not obsessed with it. We're not freaking ate up with it anymore. I eat skill for breakfast. Why? Because if I don't, I can't take care of my family. And I know this. They're walking through car dealerships. They're getting on the phone with different people. And these people that don't care, they stand out. It's the new norm. Guess what? You start investing in yourself. You'll see that you got a little bit more of a smile. Your eyes change. Your smile changes. The way you talk changes. Your believability changes. And just like I asked Kyle a second ago, I said, Kyle, do you believe you have the ability to make more money? Yes or no? Kyle says, yes. I said, why aren't you? Every morning you have to ask yourself that question. What are my holes in my skill set? What am I weak at? And guess what? If you took an hour of training each day and you'd say, an hour. Listen, if you don't give the hour now, you have to pay the price in advance. Because if you don't pay the price in advance, you're never gonna get what you want. You're always gonna be efficient. Success doesn't happen by hope. It comes by being obsessed with it. And I'm gonna tell you, and we'll go into this last little part and let's maybe talk about some stuff that y'all guys wanna talk about. But if you don't become obsessed with progress, and I mean progress in general, getting healthier, being a better parent, being a great in your marriage, being better at your job. I mean, I don't know, maybe you're a Christian. You have faith or whatever your religion is. Guys, progress is so addictive. It's so amazing. It makes you feel alive. I see people that are like dead morgues walking around. Like they're just waiting for something to happen. Bro, it ain't gonna, nothing's gonna happen unless you make it happen, okay? There's excuse makers, right? And then there's people that find a way and make things happen. And I'm gonna tell you, if you ever find yourself, so we have a rule in this conference room, right? So I have a conference room right here. It's in Norman, Oklahoma. I have a rule. I got a guy named Sean Pollard over here. He's one of my trainers. I say, what's up? You can't see him, but listen, if Sean says something negative, he gets down and does 20 push-ups. Anything, anything at all. If he says, man, I'm talking to this guy. I couldn't close him. Get out, let's go. Don't listen. Don't even go into an excuse. I don't want to hear it. Pay the rent and guess what? I love being in the suck zone. When I play on the role play app, I've got a role play app that goes over all these objections, rapid fire and roll. When I play on it, look, it's uncomfortable, man. I'm challenging myself. I work at the crap out of my brain, but guess what happens? It gets me so sharp, it's insane. We do these master closer seminars in person. I've got guys that have been in the business for 10 years that I say, hey, man, this is my first stop. I got three more cars to look at. Hey, I appreciate you. You're awesome, but guess what? We're going to look at two more cars we're going to get back with you. Hey, I'm on the phone. Guess what? I appreciate you giving me your best price, but I don't think that that's a good enough deal to earn my business. I'm going to keep shopping. Thank you. And you know what they do? They just lock up. They don't know what to say. I'm like, bro, people are going to give you these objections every day for the rest of your life. Are you going to never know what to say and you're never going to change? Or are you going to train like no other and you're going to crush these obstacles in front of you? If there's a wall, you either run through it or run around it. I'm going through it. Just want to tell you guys, if you knew what you were capable of, every one of you in that room, every single one of you, blow your mind. You wouldn't even know what to do. When you go to work, you trade your time for money. And a lot of the times when we go to work, we forget about that. How much money are you worth an hour? Think about this. Take how much you make and figure out how much you're worth an hour. And then I want you to think about how much you could be worth an hour. You know why we got in this business? Because it's the best business in the world. Never forget that. The money that this business offers and the lifestyle, everything you could imagine for someone who is serious about this business, is insane. But if you don't train, you'll never take care of it. Hey, you can marry the best girl in the world. Guess what? If you don't show her massive attention, she's not always going to be in love with you. This is the way it goes. You can have the best, good-looking kids in the world or healthy as heck, but guess what? If you don't show a massive love as a dad and go spend time with them, you're not going to be the best dad. I don't care how great your kids are. If the best job in the world, you don't invest in yourself and become obsessed with becoming great in it. Guess what? It's going to be an average job. And that's what I would tell you. I call it the 1%. If you don't do what the 1% will do, which is basically become obsessed and immersed. If your obligation, your duty, it's your life to take care of your family, to change your family tree if you're not where you want to be. Hey, you have the ability to change your life starting right this minute. If you don't have the life you want right now, okay, cool, that's what, screw it. We got to complain about it. We going to cry or we going to change it. Look, when stuff doesn't go my way, I know how to fix it. So with that being said, I just want to tell you guys, you guys all have the potential to triple your income. All you have to do is raise your hand and ask for help. Say, hey man, I'm all in. And guess what? Either way, it comes with sacrifice. Nobody gets anything in life without sacrifice. It doesn't happen. So if you're not willing to sacrifice time, people want more time and money, right? But they don't want to give up time and money. You want more time, but you won't give up any time. You don't want to train for 30 minutes in the morning. But you want to make more money. See, your actions or everything, your words are cheap. What's seen in public is usually practiced in private. Am I right? I mean, I'm just saying, it's the truth. When you see a salesman killing it, guess what? He's usually doing something behind the scenes that you haven't seen. You don't have to tell people what you're doing, but you do have to raise your hand and bet on you. What do you guys think, man? Do you guys got some questions? I kind of talked about some basic things that like, I don't know, let's say salespeople have the best job in the world, in the world. This business is insane. What do you think, Paul? I agree with you. I think one of the things that we, everybody who worries about is closing right away. And they don't worry about like the first step, which is like the meet and greet. And we just kind of put that aside. What is, what's your, well, I know what your meet and greet, how your meet and greet is. I haven't pretty much memorized, but for everybody else here, like how do you go about your meet and greet? Well, so when I do a meet and greet, number one, so if we're talking about in-person, the first thing that I do, people pull up in front of a vehicle. I mean, they have a vehicle they're in, right? What I do is I stay in front of their vehicle. Number one, I shake everybody's hand. Look guys, you see my eyes, you see my face? See my smile? When I go out, I show people that I'm in a great mood, I'm a great person to deal with. And I'm gonna tell you this, people will be more apt. They're third, I call it the 31% rule. Your brain, right? It's 31% better to make a decision to say yes, if it's in a good mood. So what's the first thing that I do? I'll make people mirror me. Watch this, hey guys, how you doing? It's Andy, welcome to the store, man. What brought you in? Who are you here to see? You know, and I just say hi, right? Hey, how can I serve you? How about changing your words up? Just a pat, okay? Build the best friend in two minutes. You go to Chick-fil-A, that's the first thing they do. They don't say, what do you want to eat? They say, how can I serve you? When they say serve, I'm like, I just say serve. And that's a humble word. A servant always gets respect. So guess what? Lead with servant leadership. Hey guys, how you doing? My name's Andy, how can I serve you guys today? Yeah, we were just looking at the car we saw on the internet. Awesome, man, so where'd you guys drive from? Get ready to make a best friend. I'm gonna tell you this, I call it the two minute best friend. If you can't make a best friend in two minutes, I'm gonna tell you this, people buy from people that remind them of their friends and people buy from people that they like. People love familiarity, go ahead. Sorry, I just want everybody to write that down. It's obviously a line that I use a lot, right? People want to buy from people that remind them of their friends, right? Everybody wants a friend in the car business. Yes, and it doesn't, no, and Paul, you're right. And it doesn't matter what you like. Just so I can lay this down. If you're a servant person and you want to help people, by the way, if you don't love people, get out of this business. I'm just gonna tell you, it ain't gonna work. I'm just gonna tell you, like the money doesn't come if you don't love people, it doesn't matter. And by the way, I don't even think about money. When I sold, look, my last year selling cars, I made 715 grand selling cars. You know what? I didn't even look at my check. Do you know why? Listen, do you know why? Because money doesn't matter. It's like a Nintendo game. I'm just adding points, baby. You know what? My points come from my customers. My customers were so in love with me, okay? Why? And this isn't out of arrogance or cockiness. So please don't take that. I am not an arrogant person, but I'm a very confident person. And every one of you in every room around just has to be confident. You have to have believability. You think people want to buy from somebody that they can't see that believes in the product or believes in the company that they're in or the place that they're in or the job that they do in no ways. If somebody knows what you're doing, I want to wait for them. I'm about to spend some money. So guess what? Believability in yourself is everything. So never mistake that by saying, hey, I don't want to be, I'm humble as they get. You know what I'm saying? But I'm just telling you guys when we're going back to the meet and greet, how does that go? Be humble, be loving, smile with your eyes. Look, you guys have the ability to do something that's amazing. You have the ability to massively impact somebody who doesn't believe in a car sales person who's had a bad experience. Don't even think most of the people you talk to have probably had a bad experience with salesman before. Yeah, okay, that's great. Yes, thank you. You know why? Because when I show up, they're gonna flip out. You know what? That's every one of you guys. When you go outside, you're not the first person they ever met. Listen, they've gotten treated bad before. Somebody didn't love on it before. Somebody didn't show them that they cared about them before. And then you came along. You changed all that. People don't care about how much you know until they know how much you care. They do not know about this or that or this, but they know whether you care about them or not. Okay, people make decisions with their brain logically and they make decisions with their gut. And in their first two minutes, it's a gut feeling. People know whether they're in the right place or they're in the wrong place. You are the ones that make that decision. You come out and people, and when I say this, man, I know it's social distancing right now, coronavirus and all that. I hugged my customers all the time. And people be like, man, did you just get that guy hugged? He's like 6'10". I said, hell yeah, I hugged that guy. I was giving his kids piggyback rides around the lot. You know why? Because it doesn't matter, because I'm family. And by the way, the word I want you to write down is familiarity. People need to be familiar with you very fast. Have you ever met somebody and you don't know them, but you feel like you've known them for a long time? That's you. You're just not a salesman. You're so long for the ride now. That's it. That's how beautiful life works with a salesperson. But there's character and there's charisma. Character is who you really are. And the charisma, it's like the magic trick that you put the show on when you're with them. If your show's mentioned. Have charisma. And by the way, if you're a great person, I know tons of great guys in the car business, they're unbelievable. They have great hearts. They want to take great care of people. They have no charisma. Charisma is teachable, okay? You have to do it by doing what? Learn a word track, go in front of the mirror, and look at yourself. And you say, man, this is stupid. It's stupid that you're not doing it. That's stupid. Your last check was stupid, okay? And I'm just, and I mean it when I say this. Put yourself on video. You say, why don't video myself? Hey, everything you want on the other side of being uncomfortable. Nothing good comes from a comfortable environment. Nada, nothing good comes. If you're comfortable right now, guess what, get uncomfortable. If you're broke right now, it's probably because you're comfortable. Here's what I'll tell you, get uncomfortable. Push yourself. You don't even know what you're capable of. It's insane, but guess what? Because you don't like video in yourself. You think it's silly? Guess what? I made a lot of money by being pretty silly, okay? And you guys can do the same thing. I'm no different than you, nothing. There's no difference between me and you, nothing. And as I talk to you guys, I feel rich already. Whether I didn't have a dollar or nothing. Here, I don't need to make a sale to be happy. I come from a place of gratitude every day that I'm capable, that I'm alive. And that right there allows me to go out and if I don't sell somebody, it's my fault. Sell or be sold. They're either selling you on a reason. Why they're gonna leave or you're selling them on a reason why they're gonna stay and buy. It's real simple. I don't, there's no gray area. Unless your manager says, this guy can't buy a car. This guy can't buy a car. Then I'm still like, well, damn man, I can pull a co-sider, right? You know, then I'm going back into the sale again. I'm not getting out of it. No, look, be like Alcatraz. Alcatraz, no one escapes. No one. And guess what? By the way, if you don't become a great salesperson, you're actually doing your customers a dissatisfaction. I'm just telling you, these people want to spend their money, am I right? Yeah, or you wouldn't be seeing them. They wouldn't be on the phone with you if they didn't want to buy something. But because you haven't elevated your game and your skill set, guess what? You're making them go buy from someone else that really don't care about them. Because that guy don't love them, he's better at selling than you. Shame on you, man. Fix that. All the things that we're talking about are all fixable. That's what's so cool. You find holes in your game. It's bleeding out money. You stop it. You plug it, you fix it. But you have to work on it with skill. And the only way to acquire skill is repetition. You have to do it over and over and over until forever. And by the way, even, I talked to Paul. Paul does the training. Paul, even if you don't practice on something two months later, you'll forget it. It's just the way it goes. You have to keep it in front of you. Guys, I train for a living, guess what? If I don't do something, I just get dull at it. It's the way it goes. That's the way you have to become obsessed with it. And you have to sacrifice X amount of time each day. Time spent in the dealership doesn't matter. There's 60 minutes in an hour. How you work 60 minutes in that hour is all that matters, okay? You got 30 minutes, man. You got 30 minutes. So what do you think, Paul? What else you want to talk about? Whatever you got. Sorry, we can't see. Let's start with Redgear. Anybody there have a question they want to go over? It can be objections. It can be closing. It could be, how does Andy have perfect teeth? Hey, listen, I didn't always have perfect teeth, okay? I literally tell you this. So I got veneers right here in the front. Yeah. Right? And I'm going to tell you, because I'm not perfect, dude. I'm screwed up just like every one of you, okay? But you know the cool thing is, listen, I grinded my teeth as a kid to death. I met a wife. She's amazing. And she said, dude, we got to get your teeth big, bro. Yeah. And my nose was broken. Because I fought all the time as a kid. To maybe go to surgery and get my nose fixed. I mean, not because my nose was messed up, because it was so broken. It was insane. And she made me go to Mexico and do it. And that was crazy. Craziest thing I've ever did in my life. That was crazy. Okay. Let's start with red deer. Start with red deer. Say that again. I'm sorry. The computer. Yeah. I'll speak for Tom. What's your question, Tom? His question is more phone skill related about trying to build that familiarity over the phone. Yeah. So it's the same deal. It's the same deal except for, look, look, so, so here. So your phone skills is a couple of things that are real important. Number one, your words. Your words are important. And I'm going to tell you this, the way I treat the phone is it's kind of like a phone. When the cell comes in, are you talking to a customer that's at the top and buying funnel? Right. Like they just started and they're open to different options. Are you talking to a person that's been shopping? Right. And like they're getting close to making a decision or are you talking to somebody that literally is about to make a decision immediately and they have selected a card that they want and they're ready to buy now. So I always keep them in the funnel and I figure out who I'm talking with, but I would say it's the same thing. It's like, it's like, and I role play people. I say like re-ring and they're like, Hey, this is Andy. I hope you have a wonderful day. How can I help you? And they're like, yeah, I was calling about that, you know, Chevy Camaro 2014 I saw on the internet. I'm like, Oh man, that's a great car. You have had a lot of calls on it. I apologize. I'm actually uploading my computer right now. So I'm going to check the availability on that. Where are you calling from today? I'm calling from Calgary. You're like, awesome. We do like 90% of our business in Calgary. Where did you see the ad at? Oh, I saw it here. Okay, that's cool. That's one of our best sites. Now, have you driven one of these cars? And they just start opening up. Listen, people love to hear themselves talk. So you do 20% of the talking, but when you ask great questions, get great answers. Ask great questions like, so have you driven a car? Did you start yapping? They'll start going on. And that will allow the report to start building. And say, that's awesome, man. That's cool. So I apologize. It looks like I'm almost here. I'm checking the availability on that. I'm going to take, it shows that I have a couple, actually an inventory. Do you mind if I got your information on all of them? Or is it just this specific one that you want? And guess what? What I'm doing is that I'm checking to see where they're at in the buying funnel now. The top, the middle, or the bottom. See how flexible my customer is. It's important for you as a sales person to know so you can help your customer. Maybe they don't even need that car. And all of a sudden, I've attached myself to that car, and I'm screwing myself. But at the end of the day, ask questions, they'll answer, let them talk. Watch this. One of the most important, one of the best words you could always say, so tell me about that. Oh yeah. So I went and drove one and down. Okay. So tell me about that. And I just let them start talking. Guess what? I'm going to cool, man. Obviously it wasn't the right car, or what you would have been calling me right now. Right? So I love it, man. What I'm going to do is, number one, my computer's back up. It does look like this vehicle is still available. I'd love to go touch the vehicle, smell it, drive it, check it out, make sure it's perfect for you. But from the pictures that I've seen and I saw this morning, I think you're going to fall in love with this car. But are you replacing anything? You know what I'm saying? Obviously, how long have you been in the market? What brought you into the market? You know, and then I will go into figuring out whether I need to set an appointment right then, or whether I need to get a little more information and set an appointment. Bottom line is, I'm going to treat them different than anyone else did at any other store. And I know how these BDC departments, internet departments work, and most salespeople, all they care about is the appointment, and they never build rapport over the phone. So since they don't build rapport, they either get one, no appointment set, or two, they get a fake appointment set, and nobody's really showing. Don't get off the phone until the customer falls in love with you. There's no difference. And by the way, whoever it was that said, how do I get great on the phone? How do I get better on the phone? Listen, I've got tons of phone sales training videos. I'm going to read out my number real quick. And if you text me and tell me what you need, I will throw you back some free sales training videos. I'll just text them to you. Hey, you're like, Andy, phone skill. I'm like, boom, boom, boom, boom. I'll shoot them to you. My cell phone is 918-210-0254. So 918-210-0254. You can hit me up on WhatsApp. You can hit me up just on my cell phone. It doesn't matter. But if you just tell me what you want training on, I'll throw it to you. So that guy that wants help on the phone, dude, I got you, man. I got hours of videos I can send you. That will help. I think anybody here that's ever come into my office, they see my laptop on my desk and there's a YouTube video playing. Guess who that guy is? It's Andy, right? He's in the background. Now, to Tom's question about on the phone, Andy, how important is, I don't want to say cold calling per se, but calling your existing clientele? Josh, it's everything. So number one, let me give you some little tricks and tactics that I did, and that didn't really just work ethic, but how I worked differently. Number one, every single car that I sold, every car that I sold, the entire time I was selling, I had these little stickers that were made. They're stickers. They say, Andy Elliott, here for anything you need, and I have my cell phone number on it. And every car that I sold, I went out and I put that sticker in the gas cap. Every single car. Why? Everybody gets gas every week. Am I right? Big daddy's right there. I'm getting gas. There's that salesman again right there in my damn gas cap, but they never peel the sticker off because it's inside the gas cap, okay? And I just put it right there inside the gas lid when you pop it open. I would always find a place to put my sticker, and I would tell my customers and say, hey, listen, anything you need, I'm going to give you a business card. I'm going to give you my cell phone. I'm going to tell you, I'm inside your gas cap. So anytime you need to get ahold of me, when you get gas, just call me. I got you. And also, I don't know if it's okay to get referrals in your state and pay for them. Okay, so in some states it's illegal. Some states it's not because they call it bird dogging, whatever. I had a deal that said Andy Elliott and it says $200 referrals get your money today. And it had my cell phone and I would tell people every time you go to get gas, do you pay for your gas for the rest of your life? I get to send me a customer. Anytime that you hear somebody say the word car, guess what? You're getting gas every week. You're never going to forget me. And I stayed in front of them that way. That was my best way. Those stickers made me a lot of money. I recommend everybody. You can put a one, two, three stick, or I think it's stickers one, two, three or one, two, three stickers. And I used it. That's what I ordered. And guys, I could get like 300 stickers for like 20 bucks. So some people, that's a whole years of delivery for 20 bucks. And you put the sticker in the gas cap. You can give them all the business card you want. They're going to throw them away. I'm just going to tell you, you can give them all the cell phone numbers you want. People are not going to save them in their phone. And I'm not saying that in a bad way, but people won't do that. They're not going to take that sticker. I know they won't. So you said how important is it? Oh my gosh, it's so important, man. So I used to stay up and listen, people don't believe in handwriting letters anymore to people because they think it's outdated. Look, people haven't changed. People have a heart. They love to fill. What does everybody want in this world? What's the one thing that everybody wants? They want to feel significant. They want to feel like they're important. That's it. And salespeople usually only call customers if they're going to pay them money. That's it. We never make them feel significant. So what I did is that I would send them text messages. And guys, by the way, I'm a video guy. And I love video. I'm actually an introvert, but I'm an extrovert because we have to be. And I've fallen in love with that side, but I was an introvert as I started. I want to tell you, I take 15-second videos. And it's a generic video made for everybody. It would be like me said, I'm saying, hey, it's Andy down here. It's Calgary Subaru. I just want to check in on you. Make sure your vehicle is doing great. Number one, I want to tell you're important to me. I appreciate you. I've never forgot you. Anything you need. Anything. Give me a text message. Call me. I hope you have a wonderful day. God bless. Whatever it is you want to say. Guess what? I will send that video. I'll go through my list. And I'll start popping that video to everybody's helpful. Boom, boom, boom, boom. And I just start sending them out. And people get a chance to see my face again. That's so important, man. I'm just going to tell you, your people, and they've dealt with you. They know who you are. They remember you. Text messages are great. Picking up the phone is awesome. But most of the time they won't answer. And I'm not saying you should call. But I'm saying that you should call. All right, Paul, don't answer. Cool, I shoot Paul a text. Hey, Paul, let's check on you. See how you're doing. If you know I'm grateful for you. I hope you have an amazing day. Andy Subaru Calgary. Guess what? You're getting the video next. Videos coming. And guess what? They're on my list. I don't know. 30 people a day. 50 people a day. Once you make the video one time, it's there. 30 people. So 30 to 50 phone calls is usually what you do in order to be successful, right? Yeah, yeah. Because prospecting is big to me. So I want to share with you that I did not discourage cold calling. Listen, so there's a lot of things that I know. I'll probably give you guys a couple ideas. If anybody sitting there today saying, hey, Andy, how can I find a customer today? How can I do it? Number one, you're all in different stores. Does any of the stores do subprime? So are you cut out there? Can you repeat that? Do all the stores have great credit only? Or does some of the stores have subprime? All of our stores in Alberta, we have some subprime to some level, yeah. OK, awesome. Listen, would you agree credit is only as good as the way you pay your bills today? Yeah. You have great credit today. You don't pay your bills tomorrow. You got bad credit. You got average credit. You pay your bills today in a year, year and a half. You can have good credit. This is the way it goes. Better credit you have, better rate you get, better things you qualify for. What I would do, I don't know if you guys do like auto alert or if you guys have your own systems. I mean, there's all these systems. I would recommend going in today and saying, all right, go to your GM, go to your internet manager, you know, however you handle it in your store and say, all right, Paul, here's what I need. And I would like to ask this from you. If I worked in your store, this is what I'd do right now. I'd say, can I get a list of everybody who purchased a car a year and a half ago that got 12% or higher in interest rate? Okay. Every single person. And I want to call them today. And I'm going to tell them that, look, hey, it's Andy down here at a Subaru Calgary. I just want to call and reach out and tell you, hey, we appreciate you, you know, business, we hope you and your family are safe. But real importantly, on your last auto loan, that 12% or higher in an interest rate, my question to you is, if you've paid everything on time with all the incentives that they're giving out to car buyers right now, because of the coronavirus and everything, a lot of people just like you are actually re-upgrading and retreating in their cars and getting way lower rates. Right now is the time and there's a niche for people just like you. Would it offend you? Now I'd ask Paul, would it offend you if I could cut your interest rate in half? What's Paul going to say? No? I'll say, awesome, Paul, listen, would you mind if I got some preliminary stuff done over the phone so I could call you back and kind of paint a picture of what this will look like for you? I'm not asking you to make a commitment, but would you mind if I showed your proposal what I'm talking about? Awesome, guess what? Cool, Paul, listen, I'm going to send you a credit application. Let's go ahead and get your new information so I can dial in and do right. And all I'm doing is that now I'm going to the desk with Paul with your credit app. And Paul's like, hey, dude, yeah, get him in. This guy's better. I mean, listen, if they could get 10%, that's better. Bottom line is, it gives the people a reason and an excuse why they should come in. And right now, lending is pretty loose all over. I mean, banks are running this business. So guess what? Now is the time to call those people. So that would be number one, would be the high interest rate list. And you might choose 10% and over. And that would be the high interest rate for the last year and a half and call everyone. Second would be equity mining. Equity mining means this. So I would go to Paul and I would say, hey, Paul, could you please get me a list of all the people that I bought a car two years ago that do you guys have tools that tell you who has equity and who doesn't? For our lease and finance customers, yeah. Awesome. Awesome. Okay. Paul, Paul, could you get me an equity list, please? Anybody that's bought a car in the last two years that we believe that our tool shows that they have even a dollar of equity or break even. And what I would do, I'll say, hey guys, Sandy down here, super calorie look right now because of like all the auctions being closed with the coronavirus and everything. We're having a really hard time to get our hands on some pre-owned cars. And our GM is actually telling us that he's going to pay more money than he ever has paid for pre-owned vehicles. And I just got done reviewing your account and you have a lot of equity in your car. I want to ask you a question. Would you like to know how much equity you have? Paul, would you like to know how much equity you have in your car? Yes. I'm not asking you to buy something. Don't ask people to buy something, but just tell them, would you like to know how much equity you have in your car? Who's going to say no? Hell, I want to know. Yeah, sure, tell me. Let me get two seconds of information. Right? How many miles are on it now? What kind of condition is it in? And then, hey, let me ask you a question. If it was a crazy number and it was awesome, what do you think you'd upgrade to? Like just asking. Hypothetically, what would it be? I don't know. Probably a truck. Probably a newer model with this miles. Okay, cool. Let me talk to my boss about your car and I'll call you back. Now, guess what? Now you've got somebody who is cold, who's now warm. Guess what? They're not hot yet. If you're in a job, they will be hot. And I'll tell you this. You can close 50% of those people that will actually say, yes, I would like to know how much equity I have. And watch this. Hey Paul, would you like to know how much equity you have in your car? Dang down there. It's super recovery. I don't care if you buy anything, but right now we're giving crazy money because the oxen are shut down so we can't go buy anything. So we're going back to our previous customers, VIP people like you. I want to ask you, would you mind if I told you how much equity you have in your car? Would you mind if I told you? was Paul going to say, no, I don't want to know. Now he's going to say, yeah, you know what? Go ahead and tell me. All right, cool, man. I just need to ask a couple of questions and I can get you that information. Now we started a dialogue. It's like a bank account. You can't withdraw money out of the bank if you don't deposit anything in the bank. You know, deposit, withdraw, deposit, withdraw. And then guess what? Now we've got a transaction relationship happening and the customers actually have made their decision to opt in to their buying, OK? And then I asked a hypothetical question. I say, hey, hypothetically, let's say it was a really neat number and you were impressed. What would you be interested in upgrading with? What would it be? And I just asked the question. He said, well, I don't care what you say, I wouldn't buy anything. Cool, let me still get you your equity appraisal and I'll call you right back then. The end of the day, that's not what matters. I want to let you know. But the fact is, is that if they want to know, they want to know for a reason. And that right there might just be a little itch that starts their mind burning. Guess what? Now when you call them back, you're like, gosh, man, this is amazing. You know what? And by the way, I was going to tell you, you actually have a newer model out of the car you own and there's some specials on it. I want to tell you about why I'm with you on the phone. And I put together a hypothetical proposal of what it looked like. You know you've been making the same payment almost? And all of a sudden, it's like people will move and shift. Look, the power of persuasion is insane. You guys can influence and persuade anybody, but you just have to set yourself up for the right ammunition. So Paul, I'm prospecting. I'd call 50 people a day. I love cold calling, but I'm going to tell you, guys, why not hit warm leads? A warm lead is somebody that's already done business with you before. And guess what? Like I said, find an equity mining list, which would be people have equity. It would be a high interest list, people that maybe paid a little higher rate because they didn't have perfect credit. And you're actually calling them back and who wouldn't love a great phone call to say, hey, I could try hopefully to cut your rate in half. I just did it with another lady the other day. People are like, yeah, yeah, I'll do that. These are things right here that are huge, referrals. Listen, one of our biggest questions that people are saying right now is like, hey, can you defer my car payment? Well, I don't know if we can defer it, but I know we can make it for you, right? Do you know anybody looking for a vehicle right now that's in major need of it? What's your payment, $3.35 a month? I don't know, what do you guys pay on referrals? Oh, it depends on the store, $100, $200. Yeah, yeah, yeah. So you say, hey, watch it. So I'm calling, I'm like, hey, Paul, what's up? This is Andy down here, you know, it's Super Calgary, just wanted to say hi. Everybody doing okay? Yeah, everybody's great. Awesome, all right, cool, man. Hey, the reason why I was reaching out to you and looking, I know you're busy, so I'm gonna make this really quick, okay? Is that cool with you? Can I just move fast here? Yeah, yeah, yeah. Yeah, they're not gonna tell you no. They're gonna be like, hell yeah, you can make this fast. And then guess what? You say, hey, listen, we've been paying out over, I don't know, say over $5,000 in referrals over the last week, it's insane, the payout is huge. So I'm calling all my customers to let them know that we've had a common question being asked us. Customers are calling us and saying, hey, can you defer my payment because of the coronavirus? And we're like, no, we can't defer your payment, we're just a dealership. What we can do is we can actually help participate in helping you make your payment. Well, how do you do that? It's easy, you just send me a referral. And guess what? Right now, there's people that maybe have a car that's too expensive that they can't afford anymore. Maybe somebody you know that's like, hey, I'm broke and this has really put me in the hole. Guess what? They can trade that car in, not have a payment for a couple months, and I can fix that problem, okay? And all I'm asking is, would you mind giving me their name and phone number and I'll contact them, whatever. But guess what, Paul? I'd love to pay you and I'd love to be a part of helping you financially with anything that you need. We're not only here for vehicle needs, we're here for all different types of needs. Do you have any questions about what I asked you? What I just told you about? Do you have any concerns, questions? Anything from me? All I'm doing is reaching out but the payout's been so big that I think you'd love it. Listen, that's asking for referrals. We got equity mining, we got high interest rates and then on top of that, you just got the cold call videos that you guys are shooting out video, you're calling people, you're telling them they're important to you, you just want to check on them. People love being checked on. I'm just checking on you. Yeah, what do you need? I'm just checking on you. You good? Okay, cool, man. Hey, we're just checking on our people because we love them. We love you, don't forget it, okay? Anything I can do for you before we get off the phone. Nope? All right, have a great day. Hopefully we'll see you soon. Hey, it's okay, just make a phone call. You never know if you ask it. Hey listen, we're just saying hi. You know, people will start opening up and they see that there's no motive. You know? I'm just going to say there's warm leads, there's cold leads, but bottom line is in the beginning, I said the first cell that you ever make will be making the cell that you're going to sell the next person that you talked to. That's it. So it's all here. It's all here. It's all in your believability. What you tell yourself is going to happen is what's going to happen. End of story. I love it. I love it. Okay, Kyle, you had a question? Yeah, Andy, with the world we're living in, with the virtual world, people are looking on the internet, left, right, and center. Being able to show your charisma through an email is not the easiest thing. How do you, you know, how do you get people to engage with you after they make that initial contact with the dealership through an email? Okay, so you're talking about sending out emails? Yeah. Okay, let me ask you a question. Can you attach, can you attach a picture with your emails, yes or no? Yeah, and video. You can put a video in your email? Yep. Wow. Okay, so you asked me, how can I send an email, right? And guess what, I would send an email before you were like, I saw you inquired about this car, here's the information on it. I hope that, you know, you'll like it. If you have any questions, look, they need to read past the third sentence. They're done. Am I right? Yes, sir. The way emails work, you have three sentences and you're done. Just three, one, two, three. If you haven't said what you wanna say, give me a favor, send three emails. It doesn't matter. But if you make more than three sentences, they're not gonna read it. So I would tell you, this is my goal with you guys. Put the video. If you have video, listen. How are, is videoing yourself something that you're used to doing? Probably not, right? Well, yeah, actually it's something I do pretty regularly. I call it, it's a pretty pretty. Get your butt on the video. Be like, hey, hey, hey, this is Kyle down here at Super Bowl Calgary. Look, I saw that you were checking on the vehicle. I wanna tell you, I just put my hands on it. Wanna tell you all about it. Listen, my cell phone, 911-210-0254. You're gonna be blown away. And by the way, when you call me, I got something for you. It's a surprise, okay? Remember that. Whether you want the vehicle or not, I've got something for you. We're giving it our way to our customers that I'm gonna save it for the phone call. Guess what? Hell, give me a key chain. I don't care. Guess what? Give them a piece of paper, draw hard on it. It doesn't matter. And guess what? At the end of the day, make it enticing. People, they wanna, they're very curious, right? Curiosity kills a cat. They wanna know, you know, something. If you, that's why websites give all the information. So if you're getting a lead, that's a great lead. Most people only convert 2% on a website. Okay, to sending a lead. Because they can bounce off websites like crazy. So guess what? When you're getting a lead, if people are like, his leads are weak. I'm like, dude, you're freaking weak. What do you mean? This person put their real information in here. Are you kidding me? And you said, well, the phone number wasn't real. Was the email fake? No, email was real. Guess what? Learn how to be great at email. So the deal is, I would put a picture of you, right? Okay, watch this. See this piece of paper? I write on here. I have something I wanna give you for free. And look, I sent a picture of me doing this. And they're like, what the heck? They read what I have on this piece of paper. They don't even care what the email says. Guess what it says to you on this piece of paper? Text me real fast. I got something for you. People won't call you, but they'll text you for sure. Okay? Just get engaged with you. Okay? But so you asked, how do you show charisma through an email? Well, the only way you can do it is a great subject header, okay? But definitely by, you know, doing a video. And then, and by the way, your subject headers, if they're not great, nobody's gonna open your email. Okay? So I would use things like your check is ready. You've realized my check's ready, what check? Open the email. I just, I got it. I mean, I'm just telling you, you gotta be innovative, okay? If you say Kyle from Subaru Calgary, you're like, Kyle, you know what I'm saying? But if Kyle's like, hey, your check's ready, you're like, what check? Right? The check right here, that when you buy a vehicle, right? We could, we could cut you back a little money for a vehicle if you wanted to because of the great discounts, that check. I can explain that in person. I can explain that over the phone. I don't have to explain it because I can give, you can give checks back to anybody. Guess what? They buy something, they get a check. Okay? My check's for a hundred bucks. We'll put it on the deal. What do you want? My point is just be innovative. You know what I'm saying? You gotta think out suck of box and you gotta realize that so many people have been in this business and they're not giving their best right now. And that's a good thing for you guys. That's a great thing. And the reason when I said this is the era of the work salesman I've ever seen in my life, that's a good thing for you guys. Dude, Paul, how long have you been selling? 11, I'm gonna call it 11 years. I mean, I don't know what it was like when you started because we're in two different countries and I wasn't there with you, but when I started, when I was 20 years ago, dude, it was a fist fight trying to get enough. These guys were brutal, man. I mean, dude, I mean, like literally, like it was a fight trying to get in front of these guys. Now I fly out every week and I'm in dealerships and I see people like, you know, you can go get that one. You can have that one. I'm like, what? You can have that one. You kissed your kids and your wife, goodbye this morning and you left the house to come to work. Did you leave them for that? For that attitude? For that work ethic? No ways, man. You're complaining about working too many hours. You don't even work the hours you're here. You don't have to work more hours. If you were a better salesman, you could design your own life. Paul, if you were my boss and you're like, hey, Andy, you gotta work 50 hours a week. I'm like, all right, cool, Paul. Let me ask you this. If I sold three times as many cars as Kyle over here, would you mind if I worked 30? You're like, yeah, yeah, I guess, you know, I really don't care now. All right, cool, dude. Hey, all I'm saying is great salespeople have the ability to design their own life. Okay, it's called the one-percenter. But if you're not trying to become a one-percenter by default, you're automatically gonna fall into the other 99% you're doing. Look, right now, Kyle, we're in the worst era of salespeople we've ever seen. Guess what? Go beat the crap out of them. Okay, beautiful thing for you. Every single person in every single dealership is seeing these crappy salespeople. And when they see you, they're gonna be freaking blown away. They're not even gonna know what to think. But guess what? The one thing that we do in this business is we never stopped acting. Never. I don't care how you are when you go home. I don't care if you mow your lawn in a speedo. Guess what? When you come to work, guess what? You're an actor, bro. It's like Brad Pitt, when he goes to work, I'm pretty sure that like, they give him a script and he's like, hey, you need to act like this. He's like, all right, all right, cool, I got it. I'm ready. They pay him like all this money because he's an actor. But when he goes home, dude, he ain't that way. You gotta flip the switch. If you guys are going home, the same person as you come to work, man, you're not playing your best. You gotta elevate your game when you're at work. Your wife or one of your friends should show up to work and be like, who in the hell is that? What is he doing? I've never seen Kyle out that way at home. Yeah, you know what? You'd be earning 10 times the money, okay? And guess what? You deserve it. You'd have more fun doing it, okay? Give all you got. Don't leave anything on the table, okay? When I go home, this is straight up. I got three kids, my wife, man, we're running around guys. I mean, so I never wear a shirt, I never wear shoes. And you wouldn't know that by seeing me, but I'm just telling you, when I go home, I'm like a kid. I run around with my kids. We play fight, we run around, we do all this. When I go to work and I put my suit on, I put my clothes on. I mean, I get in like freaking lion hunt mode. I'm ready to go. And by the way, I mean, I'm gonna run over anybody my way. Very loving, okay? But I just, I refuse to not be successful, okay? Now by the way, you guys can all team up together and push each other and you need to. And you guys, there's some of you in the store that need to be helping someone else in the store, okay? It doesn't cost you anything to give an extra five or 10 minutes. But guess what? Be an example for someone else. The best way to show someone else that there's another level to play at is to play at yourself. Going around doing this talk, that's cheap. We don't want that. I'm so sick of talkers. We need action, but you've got to decide to make it a new lifestyle. The old you is gone and the new you's here. So it doesn't matter where you are, it matters who you're becoming. So Kyle could literally change his entire life. And I'm using him because he's like, man, I'm right here on the front line. It's like in a conference room. The guy that sits close to me, he gets smashed. You know what I'm saying? But if you run and hide in the back, I'll smash you too. I'm always looking for somebody trying to love me. And I want to tell you, it's because it's not the value that I have. Like Paul, it doesn't matter how much skill you have, it matters how much skill that you can add to the guys' lives that are around you. That's the bottom line. And I'm going to tell you, like Paul, if these guys don't become 10 times better than you, you're not doing your job. And I mean it. Kyle has to be able to close deals you can't close. And when that happens, everybody makes so much money. It's insane. I took over a dealership. It was a Kia store and they were selling 150 Kia's a month. And when I went in, I knew I was going to take the store to 450, 500, 600 cars. Dude, nobody was thinking that way. I mean, I couldn't even have had that conversation with somebody because they wouldn't have believed me. And by the way, the owner, the first day I walked in, you know what he told me? He said, fire every one of those guys, they're worthless. Fire them. They are worthless. You know what I did? I had a meeting with them, okay? Watch this. And I said, hey, listen, all of you guys, I got you. I got you. We're going to start training every day. And I'm going to tell you, when we started training, they were yawning. They were getting broken. They were in a suck zone they had never been in. After two weeks, guess what? These guys were selling 15 cars a month that used to sell 10. Because they were able in front of customers to be able to handle objections they couldn't handle. They were actually making the best friend right off the lot. Her management actually loved it because leadership starts at the bottom. And guess what happens? Within three months, we took the store to average in 350. Long story short, I was a GM there for six months. We averaged 450 cars a month average. Our biggest month was 606 after rollbacks. That was too many cars, it was too much work. You know what I'm saying? About 450 is a magic number. The store would sell in 150 when I took it over. The owner went from making a million a year to 13 million a year. All my guys were all making 15,000 a month minimum. Guess what? I had some guys making 40, 50 grand. They were so happy. These guys never thought that they could make that kind of money. But how I did it all is that I did it by making them better than me. These guys were better than me. I wanted them to be better. I told them. I said, did you guys all take my job? They don't want my job, you know what they wanted? They wanted the brotherhood, the sisterhood. I had girls, guys, I had everybody. But my deal is I wanted them to, when they come to work, to give all that they have. Any negativity in my store would grow. Yeah, it doesn't matter. I'm not going to listen to it. We don't breathe negativity in here. And I'm not telling you guys to switch to store 360, but I do want to share that with you that I'm going to tell you. There's somebody in your store right now that could be a beast. I mean, like you've never seen that they have to start training and everybody has to buy in together. But it definitely all starts at the top. And obviously, Paul, you're reaching out to me. He is awesome. Because right now I'm currently training 30,000 to 40,000 salespeople. I'm in about 150 dealers that salespeople reach out to me nonstop. And then I have owners reach in for me to go train their stores. And when I do, most of the time when I go in the managers are, I don't know, offended a little bit that someone else is here. They don't like it. I'm like, bro, I'm just trying to help you and your team. I mean, that's it. And I show them love. But I just want to tell you, as you push in your team, you guys have an awesome leader. I'm just going to say this, by the way, with Paul. And I know you guys have tons of groups, but I'm going to tell you something, man. That's special. That's magic. You'll find that everywhere. So I'm really proud of you, Paul. Thanks, buddy. I appreciate it. Obviously not as successful as you yet, but we'll get there. If you have one more question, let's have it for Red Deer. I don't want to take up all of Andy's valuable time. So, Mike, if you can choose somebody in Red Deer for a question. What's your question, Tom? Yeah, so Tom's asking the question about the still shopping objection. You touched on it earlier at the start of the call. You just kind of want it. You'd like you to elaborate a little bit more on that still shopping objection. Okay, so I got, okay. So you're saying a guy pulls up and he's like, like, this is my first stop, right? You know what I'm saying? Like, he's just going to keep looking, right? Yeah. Well, number one, I would start out if it was in the beginning. Guy walks up, says, hey, it's my first stop. I'd say, hey, whether it's your first stop or your last stop, I'm just grateful to have the opportunity to serve you. Okay. That right there kills it. And I'd say, and I'd follow it up by saying, number one, so listen. So whether this is my first, so Paul, whether this is your first stop or your last stop, I'm just grateful to have the opportunity to serve you. Okay, that right there hits you right in the mouth. And then I would say, but I would like to share with you, we are high in all the critical areas that are important to you and your family, as far as trade-ins, price, payments. So if you find something you love, I'll make sure I'll take care of all that for you, okay? Let's see if we find something you like. Now at the end of the day, now it's on you. Now you go and you try to help them. And if somebody says that they're still shopping, I'm going to tell you why they're still shopping. They're still shopping because they haven't been sold yet. And I'm going to tell you this, if you do your job right, there is no still shopping. Buying at the right place isn't something you say, it's a feeling that you have, okay? Everybody knows when they're in the right place to purchase something. It's a feeling that you get. Can you give your customers that feeling? If you want to know how to give them that feeling, it's by multiple things. One, it's by the words that you say, and it's by using those words at the right time. Two, it's about the tonality of the words that you use while you're saying them. Look, if you guys are sitting here with me, my voice will go up and then it will go back down. And I will constantly use the tonality of my voice. Also, you see these hands? These are magic weapons, all right? As I'm talking to you, I will push the way that I feel through into you. I don't care how you feel when you pull up. I care about how you feel 10 minutes after I've met you. You have the ability to change someone's state. But in order to do that, you have to be in a beautiful state. You have to be happy with who you are. You have to be sold that you're gonna sell the next customer that you talk to. By the way, look at my face. Do you think you're not gonna get sold? Hell yeah, you're gonna get sold, okay? And the customers know it. I believe more that they're gonna buy than they believe that they're not gonna buy. Therefore, I will sell them. They're not going anywhere. They know they're not going anywhere. And they're okay with that. Why? Because they have that feeling inside that I'm the right dude to do business with. If somebody tells you that they wanna continue shopping, I'm gonna tell you this, you haven't done your job. And I hate to put all the accountability on you because I know some of you guys right now wanna blame it on something else. And you may say, Andy, I don't like the way you're talking to me. But I'm gonna tell you this, take accountability for everything that happens in your life, good or bad. Take accountability for it. And it's called ownership. Take extreme ownership of everything that happens. If you don't sell a customer, that's what. Instead of saying that they were just shopping and they're not ready, how about, how about you say this? I wouldn't be enough to sell them. That's it, just be honest with yourself. Because you can fix that, but when you pass the blame, you give away the ability to fix that. Am I right or wrong? Oh yeah, you're definitely right. And I think what Tom wanted to know is what would you personally say? Customer says, you know what, Andy, you've been great. We love the car. We still gotta go drive the Mazda. Awesome, hey, and Paul, I appreciate you saying that. And actually, I hear that all the time. So 90% of my customers, when they say they wanna go drive a Mazda, what I actually hear from them is that they are sold on this vehicle, but they just have a little bit more curiosity to what the other vehicle looks like. But I'm gonna tell you this, one thing that we've learned about 2020, because that's the year that we're in, the average consumer three years ago would visit 4.3 dealerships before making a purchasing decision. In today's times, they're visiting one. The fact that you're here, you've already made up the mind inside that you wanted to agree you wouldn't have come here first. What I would like to ask you is this, Paul, would you mind if I showed you a five minute proposal of all the figures? I know you love the car. Look, your time's valuable to you. I don't know how much money you make an hour, Paul, but I can just guess, if you made 100 an hour, you've been here three hours, you spent 300 bucks with me, you've probably been on the internet for a few hours, right? You did, in your head, most of your shopping before you got here. I already know that. And NADA statistics said that you already know where you want, but because we're creatures of habit, Paul, in the past, you probably had to go visit multiple dealerships before you purchased something. You don't have to do that anymore. You can break all that habits, and that's why we watch the stats and the statistics so much of this information is done now, on the internet, that when you come in, look, Paul, I'm here, you're here, the car's here. Paul, it's probably not a matter of if you're gonna buy, right, Paul? But when, and the when's probably when the deal's right, right, would you agree? And then guess what? Paul would say, yeah, yeah, you're probably right, it's when the deal's right. I'll say, cool, Paul, hey, what I'd like to do is show you a five minute proposal of all the figures, and let's take a look at it, and we'll go from there, is that fair? And they use the word fair, fair, fair. And what I'm doing is I'm advancing the sell forward, and then I'll take them and put them on paper. And then I would just share this with you, any time that somebody says that, you know, they've got more shopping to do, I'm gonna tell you this, always let them know, hey, listen guys, I got it. You know, look, I do the same thing. So I haven't bought a refrigerator in five years, and I wouldn't bought one the other day. The last time me and my wife bought a refrigerator, we visited three refrigerator places before we bought one, that was normal. Now we went straight in, bought it the first time, and it was a little weird to me. I told my wife, I said, do we need to go look at a couple more? She said, honey, we did all our research on the internet before we came in. I said, that makes sense. Yes, you know what, our time's valuable. We'll take the refrigerator. You know what, all the work is done already on the internet, guys. It's already done. So you could rest in peace that you haven't driven that Mazda, you haven't seen it because you didn't want to see it. You wanted to see the Subaru first, that's it. Whatever it is, tell people how to think. Listen, I want to ask you a question, okay? Can you change your customer's thinking? Yes or no? The answer is absolutely you can. And I want to share this with you. You see these arms? If I can put my arms around you and I can touch you, okay? I can sell you, that's it. So I hope that that helps, and I wish that I was there in your dealership, in the words of a customer that was in front of you that said, hey, we need to go shop and drive a Mazda. I would shut them down in person. And you could probably see that I would might handle it even three different ways, three different times. But the fact is I have it tattooed on my heart and I'm prepared to handle it every time. And I'm confident that I wouldn't let that customer get away. And by the way, I am not a high pressure salesman. I'm very low pressure, okay? But if you're not applying pressure, if you are not applying pressure, you are never gonna sell a lot of cards. Very low pressure, but continue through the entire sale. It's so low that it can't even be detected. The entire time that I'm talking to you guys right now, I am pressuring you guys in to investing in yourself and training more. Does anybody feel the pressure from me? No. You know why? Because it's very low, but it's continual. My goal is when we get off this phone call that you guys will actually say, you know what? I'm gonna start training for 30 minutes a day. You know? I'm gonna start investing in myself. I'm gonna start pushing myself. And look, and I'll tell everybody this, I have a Facebook group that there's so much motivation and it's called Andy Elliott Car Sales Nation. We don't sell stuff in there and all that. What we do is we have sales people that like post their pay stubs, they post like how they're doing. A guy like has an objection. Like, yeah, I just had an objection. A guy said, I wanna think about it. He left on me. Dude, I had a girl yesterday that was literally sitting on an $8,000 deal. If you post it in the group and they're about to take this pencil out, I'm scared to death. It's an $8,000 deal, I'm nervous. And we had all these sales people start saying, hey, what's your objection? What do you have trouble with? They literally walked her through how to overcome it. And guess what? It was the most beautiful thing. At the end, she texts, hey, I just sold my customers. She had a picture of them. She said, without the group, I wouldn't be able to do it. I wanna tell you, just do me a favor. Plug in, plug in, like Paul. Paul says, anytime you come in my office, I'm watching Andy L.A. Carstels training on YouTube. Here's what I'll tell you. Paul's plugging in, okay? You have to plug into something that pushes you. Look, sitting in front of the media right now, watching the coronavirus, it's the first way to kill yourself. You're not gonna die from the coronavirus, you're gonna die from the freaking media, okay? I'm just telling you, plug in the positive stuff, okay? I have a few people that I plug into every day. I plug into Tony Robbins, because I love mindset and motivation. David Goggins, I plug into him. He's very hardcore. He just talks about like, hey, doing hard things is what's gonna get you ahead in life. So do the stuff that sucks, okay? Do the stuff that no one else do it. He's out there running like in 110 degree weather. This guy pulls over. He's like, why are you out here? He's like, because you're not. You know, I'm like, yes! You know, bust him in the mouth. You know, be the one percenter, man. You guys all deserve your best life right now. So anyways, Paul, what do you think? You guys good? Do you need anything? Hey, by the way, look, huh? Yeah, yeah, go to car sales nation and join the group. Paul, you, you can have your guys do it. I'm just saying like, just join the group and you know, anybody can post in there will stay connected. But anything you need, period, I got you. Yeah, I know you can call our part of it. So I found out the issue with the objections app. It's only an iPhone app right now. Yeah, Android is being released, yeah. When's Android being released? One month from now. It's, it's, it's the app. Go ahead. So everybody like, read your guys. Edmonton guys, guys here. Everybody knows, knows, knows Apple products. Today, okay, I'm going out and purchasing an iPhone strictly to use that in these apps. That's how much I believe that. That's my boy right there. Woo! Hey, listen. Hey Paul, can I, can I say something real quick and listen, I'm not cutting you off. I want you to finish, but I want to tell you this. I have a guy here who's from Florida that flea just flew in from San Jose, California. He's going back home tomorrow, but he came in for a master closer seminar we're having here. And anyways, long story short, I let him, he doesn't have an iPhone, he has an Android. And I gave him my phone, right? I gave it to him and I said, here, I want you to role play on my app for 10 minutes. Here's the funny thing, he wouldn't get off it. He was freaking hooked. And I said, come on man, give me my phone back, I need it. Guess what? Today this morning, he, last night he asked me, he's like, can I borrow your phone again? He's like, I want to play on your app. This morning I walk into him, he's like, look dude, I just switched my phone company, I get an iPhone. He said that app's going to change my life. And I mean it, it will. I wish I had it when I was a kid, man. So anyways, go ahead, but I just want to tell you that dude, get the tools that you need and you can role play at any time for hours or for 10 minutes. It's a, it's a really, really cool app. So like I said, today I'm going out and I'm buying an iPhone and investing in the iPhone because that's how much I believe in it. Okay. I use Andy's verbiage, he's posing techniques all the time. Some of you are like, oh jeez, Paul says it all the time. We practice it because I practice it all the time. So best thing you can do instead of going on YouTube and watching sovereign citizens, upset customer videos or girls shaking their butts. Watch this guy. Okay. I'll shake my butt. I'm just kidding. 20 bucks is 20 bucks, right? Yeah, yeah. Hey, dude. It's a jacked up. Sorry, go ahead. No, no, I'm saying there's 300 free self-training videos on YouTube. There's lots of killer courses that I put out that are great. It's up to you whether you want to self-invest in yourself. You don't have to. YouTube videos are free. Everything in life is literally there for you to take. Okay? You're the most beautiful business in the world. You guys sound like you have an amazing company, man. Dude, kill it, man. Every time I talk to you guys, and by the way, hey, like Paul has my number, 918-210-0254. Kyle can send me a text. Look, Andy, I'm struggling with this. Look, I'll always respond. Even if I'm in training, when I get out, I will. I mean, I will always help you guys. I don't need money. What I need for you guys is to kill it. That's what I need. I want every single one of you guys to have your best life right now, and especially Paul reaching out, like anything I could do for your team. Let me know. Yeah, I got you. Awesome. Awesome. Now that doesn't mean bombard them and ask for free share. So, Andy, we really appreciate it, man. I'll text you later on in the day once I get that iPhone thing going. I can't believe I'm even saying I'm going on an iPhone. I feel like I'm cheating on my lady. I don't know. Hey, here's what I'm gonna tell you. Crazy times, guys. Hey, everything you want in life is right on the other side of being uncomfortable. And I'm gonna tell you this, okay? You may think that going to an iPhone is silly, but the fact is that you're doing things you normally once didn't do means that you're going to deeper waters. You're playing with bigger fish. I'm gonna tell you something. One of the beautiful things is, Paul, you're not a second rated version of me. You're a first rated version of yourself. When you train with me, Paul may take an objection that he's learning in the role play app and he may only use 60% of it for himself and pull in his own 40%. So, as you learn it and you memorize how I say it, you memorize how I say it so you memorize something. Guess what? Whenever you go to use it, you're gonna start doing this with these objections. It's gonna be nuts. You're gonna have so many word tracks on your heart and it's like when people say something, your words come out and they're so strong. Like, just think about this. Instead of saying, hey, we're great at business. I'm like, hey, listen, Mr. Customer, Paul, we're great and we're high in all the critical areas that are important to you and your family, okay? Because you're important and you matter. Look, instead of saying great, I replaced it with that and it sounds better. And I know that they haven't heard that from another salesperson before. That's just one of hundreds of word tracks. But when you start talking that way, all you have to do sometimes is say something one, just one thing that resonates with them that gets in the call to action. It's the right place. We're doing this. That feels right. So anyways, I appreciate you, dude. You guys are amazing. Anybody needs anything. I sent Paul the link to the app. Paul, you can share it with him. But like I said, the leagroupnow.com is my website but Paul has my cell phone. You guys have my cell phone. Dude, anything you need to reach out. I got you guys. Girl, do you have girls that work in your store? Is there any sales girls? We did. We did. And she might be coming back just with this whole COVID thing right now. It's not like we're not like the big, you know, you were saying 500, 600 cars a month. We're not as populated in Canada. Like we were like 200 is our goal. Combine them and use them. Yeah, constantly. But 200 is great though. And everything is based off population but what I will tell you, everybody in your store has the ability to sell 10 more cars a piece. They have it in them. And the deal is, it's not always about getting more customers. Sometimes it's about increasing your closing ratio. Hey, Paul, we grew up and what was the hawk? 30% closing ratio. Hey, I'm gonna tell you, this may scare you and you may call me a liar. I closed at 70% when I was a salesman. But I'm gonna tell you right now, you guys have this same potential as me. Like I said, I asked Kyle, do you believe you have the potential to make more money? He says yes. I said, why aren't you? That why needs to get you pissed off and you need to take action when we get off this phone. And by the way, don't just get motivated for one day. Change your entire life. So anything you need from me, reach out. Guys, go to Indie Elliott Carcels Nation, join me for real on the daily. Yeah. Yeah, yeah, DMS, whatever you need. We got you, okay? So love you guys, man. We're all brotherhood. Appreciate you guys. Awesome. Thanks, Eddie. Yeah, I appreciate you guys. Okay, have a great day. Appreciate it. Thank you guys. See you guys.