 Guys, it's Andy Elliott. Welcome to the 1% podcast today. I'm here with my boy, Beau from Elite Marketing. Guys, he's a savage. Today, we're going to talk about how, exactly how, to have a bigger year than every car dealership had than last year. And fill your showroom floor up with more customers who are ready to buy than ever before. Check this out. All right, guys. So here we go. I'm here with my man, Beau, guys. This is Beau from Elite Marketing. He's amazing. He's my brother, number one. I only do business with people that are like me, that are like my friends, that have the same beliefs as me, that are great, that are just great people, right? So me and Beau have been boys for a couple of years. He's amazing. I don't plug anyone very often, OK? Most of the time, you'll see me with my own team here. Beau does not work for me. He works for Elite Marketing. I notice I'm Elite Sales Training. He's Elite Marketing. We always talk about being the best, top 1%. When I met Beau, I noticed Beau had a set of skills that were extremely good. When I first met him, Beau does Facebook. He does marketing, as far as like mail, and a lot of different things. Now, when I say that, everybody's got a mail guy. Everybody's got a Facebook guy. And everybody's got somebody to do business with that is supposedly really good at what they did. So about three years ago, I took him up on an offer. He goes, Andy, I'll pay for the mail for free. I'll do everything. Pick one store you know right now that like, if they had something as good as I can bring to the table, it would totally change their life. A lot of good buddy of mine, he was selling about 50 cars a month at a small independent store, OK? And he had been reaching out to me, asking me for leadership, mentorship. I don't have the right team. How do I buy more? Inventory is just a slew of questions. And what I did is that how many cars do you have on the ground? He said 81 cars. He said, how many cars did you sell last month? He said, 40. I said, listen, if we sold 81 cars, we sold 90 cars, we could sell out your inventory in the next 30 days. What would that mean to you? He goes, do that mean everything? And put us back on track financially. I had Beau reach out to him. Beau paid for the mail. Beau did everything. This is crazy. In five days, they sold 81 cars. They sold out of the entire inventory. What we did is we did what's called a paradigm shift. And we changed the way. Guys, every day, how do I change? New information, a new relationship, a new connection, OK? When you guys meet Beau today, I'm going to tell you this, everybody watching this, my salespeople, forward this to your managers and your general managers and your owners immediately. They need to see this. Now listen to me. If you're clothes-minded, if you're arrogant, if you don't want to grow, if you're uncoachable, you're like, man, I've got the best I got everything I got, then you're done. Go ahead and jump off this. You can't grow. You can't go to another level. I'm going to tell you, I built a nine-figure business in three years by being coachable, listening, and learning. I'll be coachable from a seven-year-old, if they can teach me, or a 70-year-old, OK? We just need to listen. God gave us one mouth, two ears. Today, Beau's going to talk to us about how he's one of the leading edge, Mel and Facebook. And by the way, he does many different ways to get customers. But even before he starts talking, I want to tell you what Beau does specifically that's amazing. Beau can take your internal database. Remember in 2022, it's 2023 at the time we're making this. In 2022, it was the best year for all dealers in the world. OK? The market was three times better than it's ever been. Our employees weren't three times better. The market was up three times better, so we got paid three times more. There was no inventory. So any inventory you had, people paid too much money for it. Your gross profits were through the roof. Everybody got paid a ton of money. Beau, this year, with my good friends. We train 11,000 stores on my platform. Beau, this year, with my good friends, has taken them under their wing. And they are tracking a bigger financial year this year than last year. So my question to you guys is, right now, salespeople watching this, are you making more money this year than you were last year? If you're not, send these videos to your manager. OK? Managers, GMs, leaders, are you making more money this year than you did last year? If not, don't make excuses. Find a resource that can help you scale. You think people aren't buying cars? They're buying cars everywhere. You think they don't have money? Oh my god, dude, they're in. They'll go to every mall. They're packed with people blowing money. OK? What you need to do is become one of the top 1%ers, OK? So this is Beau today, guys. Beau Zachary, elite marketing events. Beau, I just want to introduce you as somebody that I know that when you say you're going to do something, you do it. I know that Beau doesn't care about your money. Beau cares about relationships. I've never, I'm going to repeat that, I've never had anyone reach out to Beau and do business with him without calling me afterwards, being a raging fan and saying, Andy, thank you. Just change the paradigm shift of our company. By the way, everybody that does it with him continue to do it every 90 days. And I want to say one other thing. Before Beau even starts, I want to tell you what his heart is like, what his mind is like, and the culture in which this man lives in. He believes in nothing but love and taking care of people and treating people amazing and showing people that, man, you can have it all. There are no such thing as slow days. It's just that you don't have the right blueprint or you don't have the right strategy. There's people today, if they're not buying at your store, they're buying at another store. Well, how do we keep those people there? And there's your internal database, which is amazing that we know salespeople aren't calling, that you're sitting on a bed of diamonds that you could be selling. And then also, there's all the people around you that aren't buying from you, that should be buying from you. Beau knows how to attack both of them. So Beau, I love you, brother. I'm grateful that you're here. Beau, tell us a little bit about yourself and let's rock and roll, man. Let's bring some value to him. Well, first of all, thanks for having me, Andy. I really appreciate being here. Got it. A little bit about myself. I'm born and raised in Cleveland, Ohio. I live in Atlanta. I'm a US Army airborne paratrooper. I believe in building a team. I believe in working with other people to like-minded that want to succeed in life. And I'm a family guy. I've got two kids. They're both out of college, once in college right now. And at the end of the day, I want to provide for my family and it's very important for me to help provide for dealers, their families, the sales people, their families, my team, their families. I just want to provide for everybody and I think if we put our heads together the right way, it could definitely happen. 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. Guys, Bo's really humble, okay? So Bo don't like to talk about himself a lot. So doing a podcast with Bo is a little weird for Bo, okay? But Bo actually has a lot of confidence and he's a killer. But I want you to know this. Bo, tell him some examples of what you've done for some companies and what has happened. Let's talk about some big ones, man. You know, because I know anybody can help somebody sell five or 10 cars, right? But how do we sell in the hundreds? And give us some examples. Because hundreds change everything. Hundreds change everything. And not only does hundreds change everything, but also the increase in the gross profit of each individual vehicle while you get into those hundreds, change everything. You moved a gross profit by $1,000 and you change any selling additional 100 cars. There's a whole lot of money happening right there. That's 100 drugs, yeah. Yeah, two ways to make more money, you guys know it. Increase your profits or sell more cars. It's very simple. So we want to do both. Yeah, that's right. We're going to increase both, we're going to increase gross profit and we're going to sell more cars. So I've got an Nissan dealership outside of Atlanta. They sell about 250 cars, 250, 300 cars a month and they wanted to sell an extra 100 cars in seven to nine days. So we put together a campaign. They have a very, they've got about 30 sales people. They want some extra help. So we brought our team in, which is actually trained by Andy. Yeah, I trained his entire company. I trained his entire team. And by the way, I want you to understand this. Bo can generate all of the traffic that you could ever handle. So if you have a great team and they're ready and they just need people ready to buy, Bo will handle that. If you don't have a big team and you're thinking, man, I don't know. I don't even have a great team right now. Dude, remember that independent store that I was telling you about that went from 50, right? To 100, that like that? Well, they had three sales people. So Bo would have went in there and blew them up with a ton of leads. Dude, they couldn't have handled it, right? And plus their sales people, they have never worked in big dealerships. They've never worked to different places. Who knows if they could have converted a flyer to a buyer, right? So Bo brought in two people to assist. And by the way, the sales people that were in that store, those three sales guys, made more money that week than they've ever made in their whole life. They made more money that week than they made in a month. Yes. And these two extra people that came in helped assist with the momentum, understanding how something's done. Sometimes when somebody comes in, Bo, and you always seem to bring in if somebody would request it, these highly trained guys that I train that come in, show the showroom for love, they go help deliver cars that show when a flyer comes in, literally, boom, they can convert it. They'll be delivering a car, everybody sees it with their eyes and now everybody wants to do it. Everyone wants to do it. You know what I'm saying? So that's why it's sometimes good to bring in some people from your team. Because it really, it shows the people what's possible, right? You know what I mean? Like, you know, if you guys tell somebody something's possible, but you don't show them, a lot of times it's hard for them to understand that that's possible. That's why Bo could do it two ways. One, he can bring in traffic, which I love, I know a lot of big teams right now. They just need their showroom floor full of people who are ready to buy. And then some people are like, hey, I need to fill it up. But also I need a couple, you know, of really great professionals to bring into my showroom floor, to mix in with my sales team to ensure that everybody sees how this works and so that we can sell these hunter cars. But go back to this Nissan store. You brought your team. So you brought our team, you know, and you know, first thing is it's their house. So when we come in, we come in with nothing but full respect and nothing but full love. And we embrace them, we put our arms around everybody. At the end of the day, we create a super team, one big family that all has one goal in mind to sell as many cars as possible, to make the customers happy, to make sure we treat the home team with respect, but to make as much money as possible in the process. So that dealership wanted to sell an extra 100 vehicles. They were running about $4,500 a copy at the time, selling their $250 a month, $250,300 a month. But we dropped one of our patent pieces of mail. We hit their database with a target piece of mail. Then we dropped another piece of mail and we ended up having over 1,000 people pour through the doors in nine days. Okay, what happened? I ended up selling 125 cars, ran about $6,000 a copy. The dealers happy and I've had a relationship for the last several years. Okay, number one happens all the time and it can happen to you. I'm gonna give everybody a phone number, okay? And we're just gonna read it out one time, just in case somebody right now is like, dude, I wanna reach out and I wanna talk or set something up, okay? Everybody write this number down, I'm gonna give it to you. Ready, it's 480 and you'll see it on the screen. It's 480-780-2203. So 480-780-2203. And then what we'll do is get you connected that way you can have a conversation with Bo and you guys can talk about your story. Now can I say something? He says when we go into a company, if there is a team with me or if it's me, I go in and I understand and respect the company culture of the company and I make sure that everybody feels safe, they feel at home and we blend right into the culture. That's super important, right? Because we've all done something before where that didn't happen and it spun some sales people out, spun the four up, something got changed. No guys, we're talking about making everybody more money. Okay, number two, I wanna talk about something that's super important. In 2023 right now, what would it be worth to you if you could acquire the perfect vehicles that your competition couldn't buy? Bo has a patent and piece of mail that he uses that I've never seen anything like it before. It's his secret atomic bomb for marketing. It's deadly, it's dangerous. It can attack and when I say this, it can lovingly go into your database and what does that mean? You know all the people you spent the last two to three years selling, taking care of, nurturing that none of the sales people have called? I'm not being mad. Hey, I'm not disrespectful. I'm saying nobody's called them and we're not nurturing them. We're not taking care of them. We might be sending him an email here or there. He's got a piece of mail that we mail out to these people that literally drives them right back into the store and ask what can I get for my trade in which is a buying question. What can I get for my vehicle? It's the most beautiful thing I've ever seen. If you're sitting right now on a two or three year old store and you have the data, dude, this guy can blow your freaking mind. I wanna explain something to you. Obviously, all these people that come in, they will be purchasing new cars. You're gonna sell a ton of cars off it. But number two, you're also gonna be taking in trades. Trades more than likely that you sold to them. Dude, this is priceless. Now you're getting these cars, which again will double your sales because you're getting the first sale and now you're getting the second. And lastly, you're getting an opportunity right now why trade in values are still up. You know, right now for a consumer, it's a good time to buy because you can still get deals around the market. People aren't charging 10 grand over sticker everywhere like they used to, but trade-ins are still up. So prices are kinda coming in competitively now, but trade-in values are still up. If there was an ever, a time, ever in your life to acquire trades at the right prices with good pieces and attack the market with a great new strategy, it is right freaking now. And I'm gonna tell you something. You're literally a strategy away from changing everything. So Bo, give us some more examples and talk to us about some different stuff. I'm super excited about sharing, Bo, with you guys because a lot of people right now, man, their financials are going down from 2022 to 2023. And I see it and there's no need to complain. Look, you're the problem, you're also the solution. You know what you are? You're a resource away from change, from change. You're a resource away. What does that mean? That means you text that 4807802203 and I promise you within two minutes you're having a conversation with Bo and you know what you're doing? You're leveling up your team. You're making more money for the company. You're becoming profitable. Sometimes it's nice to keep a new edge on something. And honestly, man, you're asking yourself like, hey, man, what if this did work? What would that look like for my financial statement? If this did work, what would that look like for all these new trade-ins to come back in? If this did work, didn't we work hard to sell these people the first time or the second time? Why wouldn't we put something in place to ensure that we are captive to the people that we've already given our best to one time before and they already believe in us and they've proved it by buying from us? Right, Bo? Absolutely. So let's talk a little bit about two different things like internal, like some things that you guys do internally. Right? And I know you're not gonna give away your secrets. Sure, sure, sure. And then number two, like some things you do to create new clients. Sure, sure. So you know, you hit the nail on the head with the internal database for starters. That is a gold mine. People are just sitting on diamonds and they're not being attacked. So that's one of the first things we do. We have a patterned piece of mail that goes out to this database and it just blows it up. The response rate is through the roof. The phone calls come, start pouring through. But more importantly, we had a, there was another Nissan dealer and this one was in North Carolina. And actually he wanted to do something special because he really hasn't, he's been hitting his database. Now that's another thing that's important. Sometimes they hit their database, but they're ineffective. So we went behind. Because I think there's people right now that say, hey, I've already tried that. I've tried that. Dude, you didn't try it with Bo. You didn't try my mailer. Yeah. You didn't try our piece because it's very psychologically based. Listen, how many times have you went in behind somebody and closed the deal they couldn't close? All the time. Everybody watching this right now is went and closed the deal someone else couldn't close. Hey, just because someone can't close it doesn't mean it's unclosable. Okay, just because you tried some strategy doesn't mean there isn't another blueprint or strategy in which we'll work. You just got to get it to the right person to carry the ball, you know, across the line. That's Bo. That's it. And he was reluctant. And he was very reluctant. He's like, I don't know, I don't know. You know, we've hit our database in the past. I think we burnt it out. That's why I hear this all the time. We burnt out our market. We burnt out our database. We burnt this out. You might have burnt it out because you gave him a bunch of crap as you threw at him. But if you threw something effective at him, they had a real good calling to it. And that's what we do. And on this Nissan dealer, we did. And we only dropped, I think we hit like 5,000 people. And out of that 5,000 people, we ended up selling 60 cars in five days. 60 cars in five days. It's 10 extra cars a day. It's 10 extra cars. He smashed it. And not only did he do that, but think about it, he took in a ton of trades that he bought behind book value and then went to a boomerang and sold those vehicles back out. Now, all of a sudden, there's this 6, 7, 8, 9, 9 pounders right there when he was running 4,500 a copy. That's right. So the residuals from it on top of what you sell up front plus what you sell afterwards. It's huge. It's answering 9. Yeah, and Bo, and you know one of the things that I love what you always talk about is the momentum. You know, right now, how many of you right now watching this would love for a new rush of momentum to come through your showroom floor. Guys, you know what we know? Dead showroom floors, people die. Okay, and I mean clients, customers, everybody. Nobody wants to be there. People just want to get out of there. Okay, but fired up showroom floors, ones that are alive, new clients coming in, things going on, people are buying, more money's getting made. Everybody's excited. The one thing in the world you don't ever want to do is repeat a bad day twice. Okay, you had a bad day one day. You don't ever want to repeat it twice. That's a rule. Number two, you want to feed the machine of momentum all the days of your life. I'm going to tell you, if you've been needing a massive boost of momentum, and I mean from profits, from sales, just with clients coming in, a stirrup, not a stirrup of chaos, a stirrup of money, a stirrup of people being, I'm going to tell you just excited to sell cars again. Sure. Right? You've looked out before, you've seen when your team is alive, and they're fired up, and they're excited, and they want to come to work. And you've seen when they're like, man, I'm ready to get out of here. Okay? What Bo does is, Bo brings a flash of energy to showroom floor with clients ready to buy that you would have never seen otherwise. And this is crazy, man. Sure. And the showroom floor is catch on fire. And they'll run for 120 days. It's like the adrenaline just never turns off. And after about 120 days, they'll call Bo back out again. Like, hey, Bo, come on, man. Round two, round three, round four, round five, round six. And I've learned that most people that you do business with Bo actually have him out at least three times a year. Why? Because Bo is a massive momentum builder. And I want to tell you, be open-minded. You know, I've learned that there's a lot of people that say they're loyal, Bo. You know, I'm loyal to my guy. He's been doing this for 12 years. Can I ask you a question? If he's loyal to you, right? Wouldn't he be loyal to increasing your financial statement? Like you're loyal to him, right? Because you're not using like anyone else or calling anyone else. But if you're not getting those crazy ass results that you want, like, is he being loyal to you? Is she being loyal to you? Are they being loyal to you? Like, listen to me, loyalty's a two-way street, okay? So if you've got somebody that you're using, good. If they really love and care about you, when you do use Bo one time and the results are massive, would you be mad or glad that you actually use Bo? If anything, it'll show your current marketing company that you know what? This store was capable of a lot more and you didn't know it because you were so-called loyal to them. You know, so whether you use Bo one time or whether you use them for a lifetime, here's what I've learned. In sales, we always say earn the right. Earn the right to ask for someone's business. That's it. You know, Bo's results, which is all that speaks for anybody, numbers don't lie, people lie. Bo's results are so phenomenal and the people when he does business with them that call me, the hundreds of dealers a month that call me and say, I cannot believe the results we're getting, I love it. It really is a testament to show the people that I hang out with, which is why I'm introducing you to him today. And also I want you to know that, listen, if you are loyal to somebody, look, why don't you test to see if there was more meat on the bone? Okay, and when he shows you there is, well, you could say, hey, well, I actually want to partner with him and them. You know, there's a guy the other day who said, I'm training with Joe Verdi, right? And I said, okay, cool. I said, hey, listen, your showroom four is mixed with different types of people. Some are gonna be fired up to train with Joe Verdi and some people are gonna want more. So can I ask you a question? If self-improvement and self-development is the number one thing that you want in your company, why wouldn't you train with two training platforms, Joe Verdi and Andy Elliott? And guess what happened? He goes, man, good call. I ended up making a deal with them. They ended up putting everybody on the Joe Verdi, who's already on Joe Verdi, on the Andy Elliott training or the Joe Verdi. And you only learned after about two months, nobody was training on the Joe Verdi training anymore. You know why? Because sometimes there's something that's better that you just don't know about. You don't know what you don't know. But I want to tell you guys, anybody watching this today, if you own a dealership, if you run a dealership, if you're in charge of a dealership, okay? You text that number, the 4807802203 and you say, hey, his name's Bo. You say, I want to talk about doing business with Bo. You guys can have a conversation. You can ask him any question you want. But I will tell you, from Andy Elliott, he's paid me for a long time to train all of his people. Okay, Bo believes that every store can blow up. You're just a strategy away. Is that right? That's 100% correct. And by the way, Iron Sharp and Zion, we're all godly people here, okay? So Iron Sharp and Zion, sometimes you just need to change your perspective a little bit. And instead of giving in to, you know, hey, rates are high right now. Inventory is high to buy. You know, right now it's like, what? No, dude. Right now is the prime time where people are seeing in the blues, crying and whining to attack the market like no other and go for total annihilation. Right, Bo? That's it. That's 100%. Bo, let's give one more piece of advice today before we roll and then obviously you can save the deeper conversations for people when they reach out to you. Absolutely. Well, at the end of the day, you know, it depends on how many cars do you want to sell? How many customers do you want and how many cars do you want to sell? And that's all I really need to know. Tell me a little bit about your dealership. Tell me what you're trying to do. But at the end of the day, how many customers do you want? How many cars do you want to sell? And I promise you that we can customize and put together a program for you that's gonna take you to the next level. And he said, how much money do you want to make? Basically what he said, okay? And at the end of the day, hey, I'm gonna ask you a simple question. Okay? It's 2022? No, it's 2023. Okay? Was last year's financial bigger than this year? Can I ask you a question? Do you think next year's gonna be better or gonna be worse? You know what I would tell you to do right now and something that I've done in my life that's changed everything? I've been acquiring new friends. I've been acquiring new strategies. I've been acquiring new resources. What that is called is self-development. And I'm gonna tell you, I became obsessed with it. Obsessed. And since I became obsessed, I've literally dissolved my competition. I've literally annihilated them. You know why? Because most people will make just enough and then they'll say, I'm good. I'm not good. I want it all. I want to be number one. I want to be the top one percenter in my industry. I am an industry leader. I believe that my team deserves more. If you're watching this and you're a leader, your team deserved to make more money. They're counting on you. You need to make the phone call. You need to text the 4807802203 and say, hey, let's have a man-to-man, man-to-woman conversation and let's see how you can help me. By the way, guys, listen, I love you. I wanted to introduce you to Bo. He's a very good friend of mine. I know that, you know, because Bo's kind of shy a little bit, not really. Right? But when he's on a podcast, Bo don't like to talk about himself. So I've actually talked a lot about him for him because sometimes it is a little weird, you know, when you're talking about yourself and I always say, it's more what other people say about you than you say about yourself. And that's the reason why I spoke a lot for him. Because I want you to know that, look, he's somebody that you need in your Rolodex. He's a person that can probably drop an additional million or more easily to your bottom line easily, okay? And at the end of the day, we all need, and which is why we have this channel together, we all need to share our awesome resources with each other so we can all kick ass, okay? And that's called the brotherhood. That's why we run with Elliott Army. So anyways, hey, I love you guys. Text the number, the 4807802203. And by the way, if you're a sales rep and you're watching this and you're like, Andy, I want to go deeper with you. I want to train more with you, right? Like I want to learn how you think. Like I want you to teach me how to speak. I want you to teach me social media. How can I build my own brand? How can I generate my own leads? How can I close? How can I build my own business? I don't care. You can shoot me a text. Personal text just to me. 918-210-0254. I got y'alls back to life. I love you. Both. Appreciate it, brother. You're the man with the plan. Let's do it. See you guys soon. Let's kill it. Hey guys, I just want to tell you, you're the true one percenters. You 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. You get daily sales training videos dropping. I'll see you soon.