 Alright guys, it's Andy Elliott. In this video I want to talk to you about how to convert a customer on the service drive. What does that mean? That means if you're in the automotive space, if a customer is going through the service station, I am going to show you how to sell them. Check it out. Alright guys, so this is going to be a video. It's going to be a quick one, but a very impactful video. And I want you to grab a pen, grab a piece of paper and take notes on how to convert someone out of the service drive. That means if you're in the automotive industry and a customer is over here and they've got a car checked into the service station and they're sitting down on those seats outside of the service station and they're waiting on their car. I'm going to show you how to walk in. Rule number one, write down reciprocity. Reciprocity is we're going to do something for them first. You're going to make them want to do something back for us. How are we going to start that? Hey, how are you doing? We're going to walk by nonchalantly. No big deal. Hey, how are you doing? Are you doing okay today? You guys having a good day? You got a car in service? Nice. Okay. Well, my name's Andy. I just came by to see if I could get you something to drink. What can I get you to drink? Something hot to drink, something cold to drink. What would you like? I got to get you something. I'll get you an empty cup. I just got to get you something. What would you like? Make them take something from you. I'll take something hot to drink. Cool. I'll get you a cup of coffee. How would you like it? Creamer, Splenda, you know, sugar. What would you like? Tell them they take exactly what they want. Go get it. As soon as you make that coffee and you bring it back, they say, there you go. How are you doing? Hey, by the way, I didn't get your name. What's your name? Now, what did I do? I gave them something. Now, they got to give me something. I didn't get your name. What's your name? Oh, my name's Suzanne. Suzanne, nice to meet you. Put your hand over your heart. My name is Andy Elliott. Anyways, I've been here for three years in the company. I love our service customers. We have such a great service department. They're amazing. Is this one of the first times you've serviced your car with us? I haven't seen you here before. Oh, no, I've been here a couple of times. Man, that's crazy. We must always miss each other. I've been here three years. That's awesome. So, what do you have in service? Start the conversation. So, what do you have in service? She'll say, oh, I have a 2019 Tour de Croix. Nice. Okay. How many miles roughly? 38,000 miles. Dang. That's low. 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. Suzanne, let me ask you a question. If I walked over and told my general manager, you had a 2019 Tour de Croix out here with 38,000 miles, he would literally pull his hair out to come over here and make you an offer. Can I ask you a question? I don't know how much longer you're going to be in service. But would it be okay if I had my general manager walk out and take a look at your vehicle while you're here in service? And maybe if he's willing to make you a crazy offer, one that'd be mind-blowing before you left today, I'd just let you know how much your car was worth. Would that be okay? Yeah, okay. They say no. You say, hey, no problem. Well, number one, it's great meeting you. Look, if your house is worth $100,000 and someone is going to give you 500 grand, you'd probably let them throw an offer your way, right? Well, that's all I want to do. The fact that your car is in service today, I'm sure that you're probably not going to plan on upgrading it today, but there is a time in the future in which you will, and I'm sure when you do, somebody's going to need to offer you all the money. Would you agree? Before you leave, I'd love to make you a crazy offer and blow your mind. Would that be okay? Yeah, okay. Awesome. Well, you're amazing. I'll see you in a little bit, and then I'm going to take off and walk out to the service drive. I'm going to go check out their car. By the way, I don't need to go get my manager. I'm going to go walk around the vehicle. I'm going to go check it out, and then I'm going to come back through. I'm going to say, Suzanne, you didn't tell me you had the nicest one in the country, or you didn't tell me that your car needed tires. You know what? I've got an idea. We're not going to buy new tires for your car because I walked around. You know what we're going to do? Let me ask you a question. Remember when I left off, I said, if my general manager made you a crazy offer, right, would you mind if I gave you one? Look, I want to ask you a question. Let's say that I came back over here and I told you what your car was worth, and you're like, dang, oh my gosh. You know what I'm saying? Like, get your checkbook out. I'm selling it. Like, let's say you said that. Suzanne, what would you drive home with? Would it be something newer, bigger, smaller, lower miles, better gas mileage? What would it be? What would you drive home with? What would be the next vehicle? And she says, it would be something bigger. Okay, something bigger, like bigger isn't like taller or more seats. Better gas mileage. What kind of gas mileage did you get now? What kind of gas mileage did you want? Something newer. You have a 2019 now, what would you want? Like 2024 or new? Or would you want like a 2022 or 2021 just a little newer, lower miles? And they answer that question. You say, you know what? You must have a magic rabbit foot in your pocket, Suzanne, because it's your lucky day. Have you ever won the lottery? You just have. Come on with me. I want to show you something over here. Get them up out of service. Take them to the lot. It's done just like that. So what did I just do? I walked over to the service drive. I literally saw a customer. I got him something to drink. I did the number one selling tool in the world which is called reciprocity. I got them something. After I got him something, I got their name. I sat down with them. I brought it back to them. I found out what they had. I asked if my general manager made them a crazy offer. Not would they trade it in? Would you mind if I told you how much that was? They said, sure. Or they said, no. And then I got around that. And then I said, cool, I'm going to go check out your vehicle. And then I'll get back with you, okay? You're awesome. Thank you so much. It's amazing meeting you. And then I'm going to come back in. I'm going to say, you didn't tell me it was that nice or you know what? You're not going to believe this. I heard there's a little bit of service stuff that needs to be done to your car. You know, what if you didn't have to pay for that? And by the way, if my general manager made you a crazy offer right now and you're like, oh my God, you got to remember this. Oh my God, you know, get your checkbook out because I'm selling it. And I say, Suzanne, what if you said, oh my gosh, are you kidding me? You're really going to give me that much? Get your checkbook out because I'm selling it. Let's say you said that to me, right, Suzanne? What would you drive home with? Would it be something newer, bigger, smaller, lower miles, better gas mileage, more warranty? What would it be, Suzanne? You see, when I do that, I multiple choice her or him into answering one of those six options I just gave him. Bigger, smaller, lower miles, better gas mileage, more warranty. I just, I go through this little stream line and that way it's easy for them to pick one and then guess what? When they do that, what do I say? Oh my gosh, I say, Suzanne, you must have a magic rabbit foot in your pocket because it's your lucky day. Have you ever won the lottery? You just have. Come on with me. I'm going to show you something. Just blow your mind and in the end, it's completely your decision. Come on. While you're waiting, I want to show you something. I got something perfect for you. Now, did I even have to get into numbers? Nope. Now, what am I doing? Now, I'm walking with them and they're thinking in their head. Well, what would I replace it with? See, I've done such a good job of explaining it to them. If you memorize and write down this word track that I just gave you, you will be walking on the lot with 7 out of 10 customers going to a new vehicle that they would like to pick out and then if they like it, then you get your trade car, you do the write-up sheet, you go to service, you get the vehicle, your manager's appraising it, you got a deal. So, if you want to know how to convert customers out of the service drive, I know many ways. But this way, I just give you for free. Let's see if you got the courage to use it. Let's see if you got the courage to write it down 100 times, watch this video a thousand times until you memorize it. And by the way, share it with the buddy who's in the automotive industry. I promise you, this will sell them an additional 10 to 20 cars in more month. Love you guys. If you need anything, let me know. Use this word track in any situation. It'll always help you. Let's go.