 Hey guys, what's going on? Here it is another podcast for you. This one's gonna be deadly. I'm here with my boy Bo from elite marketing. Listen this video you're gonna learn not only how to acquire trades Cheaper than ever imaginable, but how to fill up your showroom floor like you've never seen it in your life All right guys, so here we go. I'm here with my man, Bo I'm gonna let him introduce himself here in a second. This guy's dangerous. He's been in the car business his whole life Now he owns a marketing company. It's called elite marketing kind of crazy You know, we got elite negotiations. My boy's got elite marketing. It's just nuts, man Me and this guy are like twins his energy is phenomenal. He's a driver. You know, he's been a GM in the business He's ran the business. He's ran events. That's what he's done. He does now, but he does more than that You know, the markets change the economy's changed and it's in it's asked for something something that the market is Thirsty for and that dealers need and if your car salesman right now car saleswoman manager GM Look, you want to watch this full podcast? Look if you're a salesperson, dude Watch this whole thing and send this to your general manager. Do you want more vehicles on your lot for sale? Well, the answer is absolutely because the more cars we have to sell the more more money We're gonna make it's that simple But also he has some methods that generate traffic like never before it's insane You're gonna be absolutely in love with this guy when he's done just by his fire his passion for the business But obviously he's been exactly where you're at He's one of us and his his his his content is insane on what he does in his results or what it's all about because in the end It's all about results bow going to introduce yourself number one Tell us how you've been in the business and a little bit about your company. Absolutely. Hey guys I'm Bo Zachary and thanks for having me on Andy. We bet you bet absolutely been looking forward to this My name is Bo Zachary. I own elite marketing events. I've been doing business for about 20 25 years something like that It's been been a long time But um, most importantly, we're very process driven and that what makes me passionate about this business It's just eat sleep breathe sales and everything that comes about it's Ex military believe in process experts. I don't know if you knew that. I love it That's where you got a jump wings from but I just really believe in moving forward and moving forward with a hustle Making sure that we're taking care of business while we're doing it Yeah, one of the things I'll say and not to cut him off because I know this I'm gonna let Bo tell you everything he does but I want to explain this to you right now like right now It's it's it's August 2021 as we're shooting this Right now every dealership in the country. Hey, I don't know what the first quarter of 2022 is gonna look like Let's just worry about that when he gets here But today everybody right now they're paying all the dough at the auction, okay? Or they're not buying any cars at all and they're not paying all the dough and they're going without cars So this guy has created a tool that supplies dealers with vehicles Fast not only out of their database, but he also has a tool on how to dig them out of Facebook Which is insane a lot of his dealerships are acquiring 30 to 60 to see even 90 vehicles in addition a month Well, just take what gross per average that you're running right now And if you had those extra units, what would your life look like? Look, we know you're low on new car inventory We know it right everybody's low So the pre-owned is what's keeping the machine surfacing right now and by the way the first thing on a profit statement Is going to be sales, okay? If that number and sales goes down nothing else makes sense So Bo is so good about staying with what the market's starving for and hungry for Which is trades and he's found a way to create it and how to do it tell us a little bit about that But I want to say something this guy's all about winning, okay? He doesn't have a company. He wants to win That's all he does so the people that he partners with are people who are winning and this guy if he says He's gonna do something he's gonna do it when he says a paratrooper, you know He's been in the military what that means is that he plays with his heart, okay? It's he don't care about money cares about winning and that's why I have him here with me It's a very real real deal. He's a true one percenter So anyways as you talk about your processes basically what you're saying is there's a proven method that you have They get the result that the people pay for and that they want Tell us a little bit about you know kind of how the trade system Let's talk about before we get into more traffic Let's just talk about some trade methods and some of the ways you do them And by the way, I'm gonna make sure that he gives you his phone number here in a minute Okay, you can send him a text message ask him a question, right dude He's got training in all the packets on how they do this. He'll send you one out You want to get on the phone with the guy for two minutes look call the guy? That's what I like I like being able to team up with people that know how to do things Either better than me the same as me or have different ideas. Absolutely. Go ahead. That's what makes it strong. Thanks, Andy So yes, I'm gonna comes down to it to be the best of the best to have a company in believe We have to make sure that we line ourselves with the best of the best that's out there Just like you are in your training and results We have to line ourselves of people that can get results today right now Number one thing we need during everything going on and we need trades We need trades we need vehicles behind book not paying thousands of dollars over book and that's what we're doing right now We're going to auctions and we're paying thousands dollars over the book. So right now. That's what we have we have mastered Completely mastered a method of making sure that we can get dealers trade-ins ready for this two days in two days We're gonna get people in there. How are we gonna do it? Well, we partnered up at Facebook and actually were one of we're actually the only or one of the only companies out there in The country that's actually partnered with Facebook. What does that mean? That means not only are we overseeing but Facebook is using their algorithms to go into their systems and their customer base Which is millions around you to then go ahead and mine out who it is in the market right now in your area To actually bringing in their vehicles to trade in and why and you could get them at thousands dollars below book Rather going pay thousands over book and that's exactly what they're doing and within two days They got they're setting up a hundred hundred fifty appointments for dealers in one week's time Just to go through the system to come in and trade in their vehicles Andy And it's the most profound thing right now. I know other people do these Facebook events But nobody has partnered up go ahead and try but we have yeah, and what's ended up happening is this crazy What they determine where they determine where the marketing goes and here's the best part Sure dealers might do it on their own from their own Facebook behind their desk But Facebook's the only one that knows when people are in the market. We're not in market, but when are they actually online? Yeah, when do you hit them when they're online? Yeah, and I want to say this listen so some of you just to clear this up I know you completely understand what he's saying listen Facebook knows everything about your life Okay, if you're ordering lingerie for your wife Okay, they know all right. They know everything that you're doing. So let me give you an example They partner with Facebook. This is Bo. He partners with Facebook. He says Facebook will tell them Where we're going so they don't say all right. I got some money. Let's throw it out there like most companies Facebook says look here's what we'll tell you. This is the result you want This is where we're gonna put it and guess what boom. It's their system It's their deal they want you to be successful and they're using their company as test Algorithms to see if what they want is working the way they want and it is so let me explain this to you a week Previously we've got a customer and this customer has not inquired to any car dealership nothing But they went to maybe you know, what is my car worth in a DA value my trade? You know, maybe they got on the car max website and just kind of saw what a car was worth in some way shape of hell They could have said because of AI. I wonder what our cars were honey in Facebook heard it Okay, you know, I mean they're not gonna tell us all that right, but it could have happened that way and guess what happened When that dollar goes to get spent to find that consumer that person they're finding that person Okay, you know sitting there the other day and I was with one of my buddies and we're talking about something and the next thing You know I get an email literally one minute later from Google about buying that product I was talking about I thought shit guess what happens Facebook two minutes later. They serve me an ad I'm like dude if AI is not hearing and listening to everything we're saying. It's insane So the key to this is partnering with Facebook a lot of people say that they're sponsored They're backed up. They're partnered. It's a whole different level. Let you keep going But I want to make sure that people understand that like when you say that you know You know where to spend the money, you know, a lot of people think they know where to spend the money when Facebook's involved They'll tell you where to spend the money that right there is the difference maker Go ahead. You know how to find these cars and by the way, they're not just all trades guys. They're cars for sale Okay, half these people are coming in and they're not buying anything and they're just selling it bottom line is we're Acquiring trades where we're calling it a trade, but we're acquiring vehicles Back a book from local customers who want to sell their vehicle not just trade and that's a very important part is Sure, we can run an event and they're gonna come in they're gonna trade in trade up Of course, you know those things but you're gonna capture that that gold that vehicle that's local That's probably been serviced locally behind value and then sell later for way above and do what you do But the end the day on top of that we brought up partnership There's different things that come with it that nobody else in the country can do let me give you one example Here's one Customer goes on Facebook or goes on they go on the internet they go on Google and they're searching for this vehicle What have you they get in the data with those ads for all the vehicles just like that in the area from every dealership like that, right? Well, eventually what they do is they block those ads They don't want to see them anymore There's too many coming through and you as a dealer or anybody just try to do on your own You hit that you can't hit that customer because they blocked it about 65% just to give me an accurate number 65% of people that go in the market and the block in ads from dealers guess what as a Facebook partner We could barricade right through that and still serve those ads to those people that are still in the market today danger danger danger and I could list it and list it and list it and just like you said and if you want to know How simply just contact me give me a call. Yeah. Yeah. Let's do this real quick Listen, and by the way, we're gonna keep going here, but I want you to do this Take a pen take a piece of paper. We'll make sure we put it on the screen below Go ahead and give us your cell phone. By the way, call or text. I text the guy. It's a hey It's Andy. Look, I have a couple questions about what you do bow. Look, can you give me a call? I mean, it's pretty simple. What's the cell phone number? They get a hold of your cell phone number direct is 919 475 1 6 2 5 9 1 9 4 7 5 1 6 2 5 there you go hit the guy up man. Hey, look you're a sales guy. Okay your manager, you know Send it to your marketing department. All right. Send it to your owner. Send it to your manager Look, you want to you want to acquire more vehicles? Look, I'm at the end of the day Send the podcast share it with somebody let them watch this and then in the end they can reach out to bow Here we go. Go ahead. Absolutely. So then the so moving forward That's exactly what we do and the great part about it is guess what they actually send us The appointments that that that these customers are making right on right on there So they're collecting all the algorithms. They're sending us the appointments and then our bdc works until 2 o'clock in the morning Okay, so let's stop there. Let's make sure Let's let's make sure that we understand. He says our bdc department. Okay, so listen Look, I have a lot of friends and run a lot of businesses and I want to I want to explain this to you There's nothing our people right now that are winning can get to a lead fast Okay, that's it. So what are you saying? He said 2 a.m. I don't know if you caught that That's why we round that fast because a lot of the times when a lead comes in After business hours when a lead comes in right, you know, you don't get to decide when that lead comes in Especially a facebook lead Facebook leads can come in at 11 30 at night and at midnight all the time because we know people are up eating snacks You know what I mean playing around got served a facebook lead or a facebook Something they got triggered got interested left something. Look tomorrow that thoughts gone Okay, right now they're watching tv eating some snacks playing on their phone. They got an itch. Let's scratch it Okay, so He's got a bdc department right that and that handles these leads specifically now Can a dealer handle these leads themselves or or you'll handle them if they don't want to handle them It depends on how strong their team is and what their choice is right Well, pretty much they can or what is it? They can handle these after I set the appointment because the lead is going to come right to us through facebook The second we see a comment on their page that we created for them the second Within within under one minute our bdc is on them commenting and talking to them personally set up the appointment for the dealer Every single day the dealer comes in the morning They're going to have a list of all the appointments for the day of people that want to either a Bam or trade in their local or sell you okay, so so it's pretty simple So an owner who's going out and investing Typical i'm just saying say traditional advertising put an ad out there get a lead your team takes the lead Let's see what happens. This guy says no I know my system works Look, we're going to get the lead and then we're going to handle the lead ourselves We're going to set the appointment and all you got to do is have your boys fired up jacked up ready to rock and roll Every man every woman ready to sell cars and ready to do business. We'll bring him in. Is that right? We're going to do all the work. All you have to do is is either buy their car or sell them another one. It's up to you That's it. We handle abracadabra By the boom by the bang and it's over and every single day you come to work There's people wanting to come in and do business either sell Or trade or buy That's it. It's easy and it really is that simple guys. That's crazy and matter of fact I've got dealers. I've got dealers that just don't numbers out there Actually, I got dealers in all over the place that are not only is it productive or by the way the event lasts for about five six days Just so you know for a week But then they're on day three and they want to repeat the next week and the next week Why wouldn't you just keep it going if customers would keep coming? That's right. Yeah, so if you haven't listen This is not a traditional style event. Okay. This is easy You know, he's not he's not bringing in loading your show up for with a bunch of he's got a sales team He's not asking you. He's telling you this you want more cars to sell, right? You want you want to sell more cars, right? You need more inventory Real easy. You text the guy you call him. Let him tell you what he does He shows you how easy it is and by the way, it's like you said It's a weak deal So what their goal is is that you have an opportunity to prep and prepare and train the sales team that look We've put on an event. You guys don't have to make any cold calls You guys don't have to take these leads you guys just got to understand how these leads come in And do you prep and prepare the the sales managers the sales teams for the events? Absolutely Preparations the mother success It's everything you know preparation these six assess so not only do we talk to them on the phone Walk them through or take them through the page or show them how it works and make them understand it And let them know that they could they could follow it kind of just like falling from behind the scenes Kind of like a football coach just kind of watching the gameplay go down and we're going to win the game together But the other thing about it too is if they have a little bit of maybe Maybe they don't have the right person on the ground Or maybe they don't have the the manager free to handle these leads coming in and the phone calls and things like that If they need somebody we could send somebody in to handle all that for them too. So we handle the leads And we could help them have manifest everything. Yeah, he's got a killer on his team guys. What's your boy's name? We got a couple. I got charles harris out there. Yeah, charles. I love charles. Yeah, he's got a whole bunch of guys He's got a guy named charles. I talked to one of my dealer buddies the other day And they did business with him long story short The guy just said he goes look my sales guys are shy. Okay, I don't know they want to sell cars But they don't they don't want to follow a new program a lot of them been in the business 10 years I think they know it all Hey, look what you're saying is great. I want the trades. I wish I could sell more cars But my guys No matter what they're not going to listen. So we said cool. No big deal. Listen, let me ask you this What if we brought in charles and had charles in there? Absolutely And charles took every appointment that came in and he bought every car and he convinced the customers to sell every car And then if they wanted to buy a car he would flip them over to a salesperson who only wanted to sell cars And guess what they were like, okay Let's try that and all of a sudden guess what they got three times results because charles is dead with this He's your guy. You've invested in for a guy. He's he's the closer on the floor He's be able to use for everything and when he comes in work That's all he does is he works those customers. He gets them in he greets them. He meets them sits them down He ensures the investments taken care of you. He basically brings you the gold new supply You just decided where you want to put it. Yeah, no, it's amazing. So the idea is there's lots of different ways You can do it. Yes. So even if a dealer is like man sounds great. Just my people don't listen to Well, no big deal. That's it. Yeah, so that's a really neat deal and I think that's important So from having the product, okay, because the product's important and it's got to work It can give you any results whether you've got the sales team or whether he needs to bring in a man to help make sure that the results You want get there and more Let's talk about traffic. Okay. I mean, obviously everybody's got a picture painted here How I get more cars, you know, whether they're a trade or whatever It's just acquiring more inventory so that people can have cars on the ground to sell until we can figure out What this market's going to do is it going to go down? Is it going to stay the same? I don't know. But guess what? You damn sure can't be paralyzed with fear and not do anything Okay, being paralyzed with fear will cost you a hundred thousand dollars. Holy crap It may cost you half a million dollars or even a million. You got to make a move There's good decisions bad decisions and indecision. The worst decision of all is indecision sitting there. Okay. Yeah Don't sit on your hands. Make a move and guess what be ready and stay ahead of your competition. Okay That's the goal of this game people with courage win. You know what I'm saying Absolutely. Absolutely. Let's talk about more traffic if I got a dealer right now And he's like, hey, you know what to be honest, man? I mean my showroom is a little empty I'm not saying that You know, we don't have a little bit of people but it feels flat Compared to what we had as we've been laughing our way to the bank all year long It'd be nice to have a little more people in here. Uh, tell us a little bit about that Absolutely. Well, my mentality is for for every man that goes by that there's not a button inside a car seat test drive And we're losing money. So my job is to get people in the door. So besides that first and foremost, you mentioned Staying staying with the trends. I have to know what's going on in the market today So I have to be able to master not only getting them custom getting them trade-ins or vehicles rather to sell I have to be able to be able to master getting them customers to come in to buy those vehicles And that's actually what we do. So besides doing the digital side, we won't basically we also have massed patented actual Custom targeted direct mailers to people to bring them into the dealership to then you sell them cars Okay, we're talking about in the mail In that that direction, but we could back up. We could back up either way if you want So I can yeah, let's talk about both ways real quick both ways So the facebook brings buyers and also brings people bringing in their vehicles The mail side of it is how I could reach out to 10 20 30 40 000 people locally and bring them in and condense to amount time up to I mean, I've had to cut as much as depends how much the um dealer could handle But basically we could bring in anywhere from 10 to 100 people in a day depending on type of traffic. They can handle. Okay. It's basically what we do Okay, so I want to ask you a question because then a lot of people right here, you know, this is where they're like Hey, I hate mail. You know, and the deal is is they say look we've been giving away coins for years You know, right, right gold coin Give my three gold coins match. Can you without giving away your secret sauce right? Can you tell us? Um, you know, so so somebody can reach out and actually ask you absolutely what you do Can can you give them a way Just so people can envision how you use your mail to be deadly Absolutely that separate yourself from the rest of the world That's the problem with the best questions I've gotten in a long time The thing about it is this if we continue to do the same thing all the time Then we'll continue to get the same results other people have gotten right So I've had to come up a different way so that I'm not just another mail company another three gold coins What have you so staying in touch with today's technology? Just like we just talked I'm talking about the facebook side if we could do that on the facebook side Don't you think that we're going to partner up with today's type of analytics type of digital aspect That's going to let me know what the best methods of doing things today based off what's available to me Now do you use the do you use the dealerships? You know customers a lot of the time when you're doing your direct mail or do you do it based off the market alone Do you try to tie those two together or no? I can do either way we have some dealers that they already they already hit their database so they go I'm ready to hit my database. Okay. That's not a problem. I'm gonna go outside of that So I'm gonna go outside of the database But what I am going to go to is I'm going to go to so if you're a Nissan dealer you want all imports I want to make sure that I get a piece of mail a strong targeted patented because I had to come up with a form that it actually works Okay piece of mail in front of every import buyer that falls down into qualifications of what you're looking for You want a two to five year old customer two to five year old vehicle a customer's driving to come on in I'll get him right there in front of you. Give me about a week and I'll have him in the door Yeah, so one of the cool things I was going to tell you buddy of mine teamed up with him same deal Um, he sells trucks long story short. They go to the auction right now. They can't buy trucks Okay, trucks are highest crap what he did. He went into their database. Okay, and they did it We want to buy back your trade deal mail piece and I'm not going to tell you how he did it But only to buy the pickup trucks and in the last five years every single person Every single person that purchased the pickup truck from that store that had a pickup truck They sent a meller to and I can't remember how many they sent out maybe 8 000 or something like that Long story short my buddy ended up buying like 30 trucks. Look, dude. I'm just going to tell you this and by the way Half for trades half for buying They did it right out of their own database. Okay. Now. These are people that we've worked hard with We spent hours with already that we're getting back in like he said Have you tapped out your database before or have you not touched it? And honestly a lot of people have been like man, you know, I don't think that that works Look, you can't think you've got to do something if you haven't do have done it Because you don't know what the results look like because you haven't done it and listen to what your buddy did Maybe he did it wrong the wrong people the exact product wrong product They didn't have the right methods and and that's and that's something I learned a long time ago Just because someone's done something for a long time doesn't mean they're good at doing it No, that's it. Well, I'm a sales trainer Right, there's lots of people that train and the idea of it is if some do it good Some do it great and some are unstoppable and your goal is to partner with people and here's the deal We're all in the automotive space. The one thing is we're all very street smart Okay, what we do is that we know what flim flam bullshit looks like Okay, and by the way, I don't partner with people and I don't be around people and I don't have friends like that Okay So in my circle the people that I like close to me are people that I know that are after the winning at the highest level And they don't want to win for themselves. They want to win by watching their clients win And that's the coolest thing. So that's why with both, you know here today with this He's got a really neat product You know, I've got a lot of buddies I partner with that do some really cool stuff Even with other facebook things that are amazing, but bo is niche that I always say this learn your niche you get rich Okay, bo knows how to create good customers Okay, not a showroom full bunch of people running around looking for three gold coins Also, and you know what I mean every salesperson like dude, I know exactly what you mean Okay, because you know I'm saying because once you've had that happen one time You know, it just it got a little bit discouraging for you. So it could put a bad taste in your mouth Well, here's the deal things have changed people have changed. We've changed It's time to go back and look at people who are doing things great and that are getting results He's got references and referrals that you can call him and just call the owners of these stores and say, hey, man You know, tell me about bo. Look, they'll tell you in 30 seconds. I don't care It didn't happen to do with him. It has to do with the end result and the fact that he's winning Okay, so um, you know, we got seven billion people in this world Like you said, you know facebook don't have access to millions. They got billions They're watching they're listening. They know what's going on You're partnering with people that are partnered with the big guys. Okay, like facebook bo is and um, you know And I believe in him not only does he want to win, but he's a great guy, man I mean, it's unbelievable. Hey, I like dealing with people that are good people Truly man, there is nothing like dealing with the vendor because he's not a vendor He's like my brother, but you deal somebody who's a vendor, you know, it's like dude You know, they really don't care if they need your business or want your business I've watched this guy and I'm just going to say this and we won't run this too far But I've watched this guy a couple years back, you know, he did he did a mail cell for a company and um, You know, they had some salespeople that were really against it Okay, I call it self sabotage Where the salespeople literally kick people off the lot. They didn't want them there We had a weak management staff in that store And you know bo went and you know at the end he ate it. He didn't even pay for it He goes, dude, you know what? I shouldn't have partnered with these people. They didn't want to win You know what they wanted they wanted a fucking miracle You know what we're not in the business for miracles We know with what we do works if the company wants it, we want it. We're gonna get it That's it. It's a two-way street every day of the week with who you partner with on your vendors And the deal is is as you train with me, you know, I'm real and I'm telling you this guys As real as they get if you want to get more trades, you know If you want to buy more cars if you want to get more traffic on your showroom floor Look, this is made in august. Okay august of 2021 when we're in massive demand You might be watching this two years from now and say man, there's thousands of cars everywhere now Look, that's great. We're gonna have a whole new set of problems right now But at that point you still need his number because he's still going to be up to date at this time And you reach out to him give your number again one more time so they can reach out to you That's 919-475-1625 919-475-1625 give me a call shoot me a text. I'll call you back I'd love to uh be able to talk with you But you know you hit something real quick before you brought up your relationships And I want to touch base on that because not just about having a vendor. I'm not a vendor What I have done is made sure I scour the entire country to find out who's the best the best in every segment So I can offer you the best as my relationship That's about building relationships people not just selling the product because if I can't stand behind it Then then what do I have any business selling it for? Yeah, your goal is to get invited back again a million times Time and time again. Not one and done, baby. Yeah, that's what I was going to tell you It's just like anything I train guys they get results. Guess what we train again. It's really easy You train a guy. You don't get results. You don't train again. He finds another he finds another guy So if somebody's looking for another person that maybe you can just have a conversation with that's it About maybe some cool things that might happen in your company reach out to bow bow. Thank you for serving, man I'm just gonna tell you, you know, I don't say that much. Thank you very much military guy right here Paratrooper paratrooper crazy ass. You know, he's crazy. You can tell if I look at him in the face You don't know how crazy Hey, this guy he's also plays in a band. He's a singer. I mean, dude, it's just crazy And the the car business has the most amazing comeback stories ever if your dealership needs help This guy right here. He's your brother. He's straight on the path Have a have a simple conversation with them. Hey guys, we love you. We'll till the next podcast crush it kill it. See you guys soon