 400 a month sign here the customer says hey man Evan I don't know man I want to be up to 400 but I really wanted to be there on sick this is gonna be the close Evan brings in a pencil to me okay the payments $400 a month in the custom let's say it's on 84 months anybody finance 84 eases in their store let's just say it's on 84 months 400 right customers like I want to be at 400 a month Evan's like done he comes back in guys great news got you set up the 400 we're good to go let's just say that's how it went down 84 months 400 a month sign here the customer says hey man Evan I don't know man I want to be at the 400 but I really wanted to be there on 60 months you ever had somebody say I don't want to go that long yeah okay the objection is I don't want to go that long so I don't want to finance for that long of a term but I don't want payment to go up mm-hmm you feel me okay cool hey I appreciate it listen Evan look I like the 400 but I was really hoping that was gonna be on 60 months I don't want my payment to go up mm-hmm but I don't want to go Andy you didn't just like the 400 you love the 400 you told me all day long Evan I gotta be at 400 right I got you there and also Andy you like the car it literally did everything remember when you showed up just remember you showed up kids are jumping in it they're getting in and out of the car they're jacked up they're like that's making a decision to buy the car today we're getting excited we're gonna go on trips in this car we're so excited just to picture that Andy just picture that right so listen we got the 400 right maybe it's just a little touch longer term but I guarantee you listen 80% of my customers 80% of them do the 84 month term listen you can pay it off early too if you want but by the way Andy your last vehicle you kept it for four years you kept it for four so this is actually if you want to trade it in a little earlier just come back to me and you can trade it in but let's get you to go home and enjoy that vehicle with those beautiful kids and that nice family and let's just move forward baby come on Andy okay grab the brother listen remember what he said hold on remember what he said grab the brother I want you to remember can you guys remember what he said okay come on bring him in bring him in don't forget this is a big one all right Ian here's what we got here you told me on the lot you wanted to be at 400 a month yeah right so the idea of it is is that you as a salesperson you go into your manager he's like where do they want to be you said 400 he's I did I can wrap up that deal right now at 84 months 400 a month go shake their hand you come in and the customers this is gonna be the objection I don't want to finance for it that long of a term okay okay but also I don't want my payment to go up so it's like Evan not our Ian say that again Evan I like the $400 payment okay but I don't want to go 84 months I really want to keep it at 60 months hey Andy I completely understand I mean I get exactly where you're coming from the payment at $400 a month at 84 months it's actually a luxury look I do have a 96 month term you should consider that if you qualify for it because what if something happens what if something changes wouldn't you agree that you'd like to have the lowest payment possible affordable in your budget right now that way if something does change you don't ever have to worry about it let me see if I can even qualify you for the 96 month term shoot we might even be able to go 120 buddy don't worry about it but 84 dude you're solid don't worry about and by the way hey Andy one thing most people are gonna pay it off before the 84 months so you don't even have to worry about paying the full 84 months you told me that you're smart with your money I know that's probably your wife and not just you I mean that's how it is we date up right not down we date up right so the fact that you got 84 months the fact that you got $400 a $400 a month don't worry about it apply some tax money to it and then let's just move forward cool okay watch this done all right everybody pick Evan went first Ian went come on team Evan all right here we go guys Evan was the first one Evan went first hands come on guys don't show some hands guys I felt it okay okay Jay you're just raising your hand now okay I see here Jay that's my boy where's something you just I need up I need a brick there we go there we go yeah baby come on baby down to it it's coming down to it all right guys here's what we're gonna do okay it's it's it's 445 we're gonna do two more of these and okay look actually you know let's do one more for a tiebreaker one more in the hand but this is it this is the last one but I want to teach this one for a minute okay look let me ask you a question what do closers do closers ask great questions am I right hey listen I don't want to finance for a term that long hey let me ask you a question okay if you were going in to buy a house you guys currently on home beyond home if you're going in to buy a house right but if you qualified for a better rate on a longer term right a better rate would you finance a longer term and they just pay extra on it if you wanted to and keep the lower payment to the year would you okay we don't always have to put the pressure on ourselves to make a bigger payment I know you want to go a shorter term but look the rates don't shift the rates don't change lending is great wouldn't it make sense to keep a smaller payment and then pay it off as fast as you want look I've looked at your average trade cycle and I talked to you earlier you trade your cars every three years look don't you want to get the nicest model when you trade and keep the lowest payment possible in the nicest model and then we leverage the bank's money to do that at great rates right that's what we're doing here I'm doing exactly what you wanted that's it guys listen to me it's not a big deal it's not a big deal everybody say it's not a big deal it's only a big deal when you make it a big deal no big deal that's the truth it's only a big deal when you make it a big deal guys this hey man I don't want to do that no big deal you know what no big deal guys listen I'm asking you have you have a house right now how long did you finance your house for 10 years you did 10 right why didn't you do 10 payment was too big wasn't it go inside here got them okay write that down guys says I don't want to finance for that long a term you guys may say I haven't had this objection all year sell more cars you'll get it more often okay I'm sorry if you're selling eight cars a month I get it we're trying to take it 80 so our goal is is that you're selling more sleds you're gonna start running across a little bit more challenges yeah okay guess what guys says what I don't want to finance that long cool man no problem hey how long as you guys finance your house for right now by the way I can always ask the managers you guys a question that I always ask this is just something your managers may be cool with you they may not be cool I sure you if you do a really good job your managers will start to be cooler and cooler and cooler to you and they'll tell you stuff I'm going in a pencil I'm like cool I'm gonna take this and hey let me ask you a question this is on 84 this is on 72 no problem I want to ask question real quick what's the longest they've ever financed a vehicle before he looks on their credit and he's like by the way if your manager don't like you he'll be like it doesn't matter take it in there guys you're gonna have to build a relationship with your manager bring him an energy drink a day an energy drink a day may allow him to open up to you and share some information with you right and by the way you may ask him you just say hey let me ask you what's the longest ever paid you know paid on a car for and I know that sounds silly but I just think they're gonna a little bit about the term so I just want to have some ammunition your manager like okay I get it now why you want to know okay in 2016 they financed 96 months with baby okay cool you see that out there you go in there you lay the pencil down and they're like oh man the payments a little too high I can say well the deal is in the fact I know that you've bought vehicles for 96 months and even longer I noticed in 2016 you financed the vehicle for 96 months with baby right look if you could pay your vehicles off faster wouldn't it be worth it to pay a bigger payment yeah remember when you traded that one back in 2016 probably was kind of ugly wasn't it an all-interest loan basically towards the beginning we don't want to get into that this is gonna be your better way to go but you are also good enough term to not have too big of a payment okay this is your best way you see that now I can talk to them okay remember this some of you guys in here your managers you're going to have to earn the right to ask questions okay in the beginning you're gonna ask questions they don't have to answer you earn it they'll answer them when they feel like you're intelligent enough to have them now some of you guys are already there right now you just may not be asking the answer the questions that you should be asking them so you can preload yourself and understand the situation a little bit better it's called playing chess okay right just think about it okay but anyways great job great job hey let's go to this word track real quick okay so look at this I don't want to finance for a term that long what I put I understand I understand you don't want to finance a longer term the good news is there's no prepayment penalty on this loan the interest rate is the same on any given term so the banks actually giving you the luxury of keeping a smaller payment you can always pay it off earlier if you want you see that word luxury that's a big word that's a great word you're having the luxury of keeping a smaller payment then if you want to pay extra do it you know I'm saying look if you want to set it on a shorter term I'm totally cool with it I just thought through Christmas and months like that be cool to have a smaller payment right but we can do it the other way I just think this one's easier and then pay extra if you want let's just do it that way is that cool yeah let's just do that way like like make them make them do it push them okay momentum build momentum build momentum all right