 Look, when you're on the spot and like I'm hitting you live right now, you may say, Andy, this is a little uncomfortable. Listen, what you do when your back's against the wall is really your true level of skill. Okay, so the question is how do we slow the cell down when the customers want to speed it up? Would you guys agree customers want to speed it up, get the information, get off the phone? Salesman wants to slow it down, ensure the appointment, make a connection, and make sure that you're not going to shop anymore and you're coming to see me. Is that right? All right, so I'm going to teach you guys a little trick. You guys cool with it? I want you to write this down. Everybody write this down, great greeting. Just in case, I didn't get a chance to meet everybody in the room, but I'm going to cover two things. Hope you're having the best day of your life. This is Andy with Jack Your Cooper. How can I help you today? Listen, guys, get, look, you don't get to make a second first impression. Make sure that you let people know you love your job, you're passionate about your job, and you're going to serve them great if they came in. Look, guys, I'm telling you right now, so many people don't start treating people good until they commit to doing something with them. What if you guys gave massive amount of value before you asked for anything? You guys would get a lot more, wouldn't you? Guys, listen to me. It's a unified front between all dealerships right now. Prices are higher than a cat's ass. Guys, nobody's getting a good deal right now. You know who they're going to buy from? Who they like. Period. End of story. You guys right now have to be more likable and have to have a better personality than you have ever had in your entire life, ever. And if you guys can do this, you will be unstoppable. Period. So, watch this. Ian, you're going to call. Hope you're having the best day of your life. This is Ian. How can I help you? Hey, Ian, I was calling to get the information on the 2018 F-150. Ian, just like you did, who do I have the pleasure of speaking with? Guys, write it down. Step two, who do I have the pleasure of speaking with? There's nothing tricky right here. This is an advanced selling. The third step is where you're going to win. But if you don't get their name, it shows me you don't care who they are. Is that right? Look, look, hey, have you ever had somebody meet you and then they're like, hey, hey, hey, you're like, dude, you don't even know my name. What if they said, you know, Ian, as I call you Ian, you know that me and you are connected now. What if I kept saying, hey, guy in the white shirt, you'd be like, dude, screw this guy, man. You don't even know my name. Listen to me. Treat people how you guys want to be treated, okay? Once I have an interaction with you, it's my job to know your name. It's my job for us to do business and have a relationship from this point forward. Number three, this is simple. Listen, pump the brakes. Everybody write that down. Pump the brakes. You got to have a word track to slow the cell immediately. Okay? What's that word track? Let me give you the word track I used. You don't have to have the same exact one, but here's what I say. Hope you're on the best day of your life. This is Ian. How can I help you? Ian's like, hey, I was calling on that 2018 F-150. I'm like, oh my gosh, Ian, that's an awesome vehicle. By the way, who do I have the pleasure of speaking with? Ian's like, this is Ian. I'm like, Ian, that's so awesome talking to you. Hey, by the way, I just reset my computer. It's going to take me about 45 seconds and I'm going to get you all the information and need on that truck. Where are you calling from today, Ian? Have you had the chance to drive one of these yet? Oh my gosh, what are you currently driving now? And then guess what happens, Ian? Did you notice I just pumped the brakes? Was it weird? Was it weird? Was there anything weird? Nope. You never even caught it. You know why? Because I told you 45 seconds and I'm going to get you all the information you need. Everybody's like, well, 45 seconds, that's no problem. But watch this. I don't care if it takes 45 seconds or five minutes. I'm in control now. I'm going to make a relationship with you. Why? Because once I get the relationship, once I let you know how awesome I am, once I really get to know who you are, once I let you talk for a little bit, so I really understand really what this person's doing in the market, what their dominant buying motives are, then I'm going to do a 30-second sell and then I'm going to go for the appointment. Now, watch. Let's go the other way. Let's go the normal 99% the rest of the world like the sheep way. The sheep. Hope you have a great day. This is Andy. Hey, I was calling to get some information on that vehicle. Watch this. You got the stock number because I don't know my inventory because I haven't walked it in weeks, even though we have less cars than we've ever had. Okay. Guys, does that sound stupid? Listen, if you ask somebody, do you know the stock number? Can I ask you a question? Should you guys know your inventory so well, when somebody tells you something, you automatically fire back. Sir, are you talking about the Pearl White 2018 F-150, 36,000 miles navigation sunroof, right? Knee deep and tread, 22-inch wheels, Fox shocks. You talking about that one? You got some good taste buddy. I like that. I like you already. What's your name? See? Listen to me. You want to be the best in the world or you want to be like everybody else? Look, most people are going to have the same life next year that they had this year. Don't be most people. I watch people make fake appointments with people who don't show. I watch people who make real appointments and then they make one more call to some other salesman and he makes the connection you didn't and they don't show. No more. We are like Alcatraz. No one escapes.