 They don't want the objection to Steal out the deal like a bland piece of bread. Do you notice that everything's fun until somebody says an objection and then people like You know what I mean, what do they do when the objection comes in? Him or on a test drive get off the test drive Ian's like hey if I get the deal right would you happen to take it home and I say look Ian I appreciate it man, but look I never buy on my first stop Andy look man I completely understand not typically do I buy anything on my first stop also But what you've told me today is it's actually not your first stop You've been online for I mean you've went to 30 different websites before you found our vehicle So it's technically not really your first stop What I'd like to do is I like to go inside and just give you a five-minute proposal that way when you go home tonight You truly have something to think about so would that be cool with you? Cool. Let's go grab the brother guys Guys think about what he said Did you hey, let's grab it. Did you see how he said it's really not your first stop stop and then he said I bet you've been online you looked on the website That was good. Do you guys pick up something there? So when you hear that you're thinking you know what change that reality maybe logically in the pavement This is the first place But they've been somewhere okay, so it's not call them out on all right cool So Evan me and him going to test drive we get back okay He asked me to buy the car and I'm like hey Evan. I appreciate it But I don't ever buy my first stop Andy. It's been so good getting to know you number one Man, I just love the fact that we spent so much time together getting to know you It's been freaking amazing look Andy Would you agree over the last two years 20 20 21 times have been crazy right? Yeah things have changed man You probably order these tight shirts like from your house You know you probably you know you go to the gym You get yelled out by the front desk lady because you don't have your mask on or it's hanging down below your nose or something Or wherever you shop for your short shorts. You got to come in with the mask right right right Andy look times have changed right 2020 Changed 2021 things are changing. It's the era of transparency and speed Andy Look listen when you came in looking for a vehicle this this vehicle hit on all the critical tasks or all the critical things That you wanted to buy a car right you say you never buy on your first stop But did you feel comfortable with purchasing a vehicle with me today? Right Andy you told me you did right so what I'm here. You're here the cars here Let's make business today, and let's not have to you go to a lot to a lot looking for vehicles Let's make the deal let's make the deal work today for you Andy. Okay watch this hold on that right there That was great now watch You hear what he said and you hear what he said right? You guys right now why they're talking you should be writing stuff down and you guys could build out a power one Am I right? Okay Look, I mean Shawn gets quotes right people call Shawn to get quotes for shipping guy calls He's like hey, man. I'm gonna get a couple more quotes the same thing and everybody on my first stop I'm gonna get a couple more quotes See what I'm saying. It's the same thing. We all deal with the same stuff. Okay now think about it, right? Ian Evan you guys heard the difference between mine was the shark sure you think about what Ian said, you know Think about what Evan said All right guys, we're gonna vote Okay, now the objection was easy I never buy my first stop right it's not really never buy my first up What did Ian say Ian said I bet it's not the first I bet that you've been on a lot of little homework, right? Remember what did Ian say? I bet you've been online. I bet you did a little home All right, so guess what they're always even he said you told me you've been online But listen the fact is is that people probably have on been online, right? You could go back and you say hey wouldn't you agree that times have changed people have changed things have changed You see a long time ago whenever I used to hear this is my first stop Truly people had to drive into the lot So the only way for them to get different options or even to see other vehicles was to go lot to lot So that's why I need to you know, I'm not buying on my first stop was actually a real valid deal But now there's not your first stop. This is probably your 30th stop You've been doing the web browsing just like everybody does most of these decisions have already been pre-made before you guys got here So now that you're here you check the car out You told me you love the way it drives. You told me it had the safety for your family It's got the little miles and the warranty that you wanted and it's gonna fit well within your budget So it's not a matter of if you're gonna buy it's win and the win is when the deals right, right? Cool, so if I could save you some time and money would that upset you in any way? Would you be upset with me at all? Thank goodness. Follow me inside boom. Do you guys feel me? Both of these people Ian and Evan said some things that we don't cover in the word tracks. They're new Guys, we've got a hundred different ways to cover the scenario. The question is do you have one way when you leave here? That's tattooed on your heart. Okay, right if I pulled you up here Did you notice right whenever I said I want to buy through my first stop They both start going to cracking jokes and having fun why? They don't want the objection to Steal out the deal like a bland piece of bread Do you notice that everything's fun until somebody says that objection and then people like You know what I mean, what do they do when the objection comes in increase the state and have fun Why would they increase the state and have fun because people got to be in a good mood to want to say yes? I want to explain this to you when somebody gives you an objection You think automatically that the other person is going to deflate would you agree? Yes But what if they increase their state started to laughing and cracking jokes with you and continued on Yeah, you'd be like I'm buying something am I right now Now you see why it works Some of you guys you know what you are you're one thing short of becoming that new person. You know what is? personality Okay, you guys have got to create these personalities that stand out from everybody else out there, okay? Person is I want you guys to look at this. This is the word track We teach this but also you learn the way that these guys are speaking as they're as they're working Hey, I never buy the first up I understand would you agree that times have changed recently? Okay, by the way, are we gonna make them say yes? Are we asking a question? We're just gonna move. Hey, let me ask when you agree that times have changed recently Look, however, boom, you just go into it. You don't wait for an answer Some questions aren't made for an answer. It's a question to get you to think and then I start talking again Okay, I understand it. Wouldn't you agree that times have changed? Do you remember when you could go to a good old American ballgame with your family and how you had but now you have to wear a mask and Stand for you six feet apart to just get your groceries for the weeks Look, the fact is that that things have changed since then and in the past Not buying it your first stop was completely normal Just like the world has changed. We've changed. We found a better way to do it. Look, you're here I'm here the cars here It's not a matter of if you're gonna buy but when and the win is when the deal is right, right? Exactly. So show me if let me show you five quick minute proposal and then the end. It's completely your decision. Is that sound fair? Did you notice you could hear words coming out of their stuff guys? One of the things that you can say that really allows people to move to different territory is to say hey guys Would your times of change things have changed people change? Yeah, you remember in 2019 and then 2020 hit We had to what wear a mask and stand six feet apart. That was kind of weird, right? Well now that that's happened They found a better way to buy Look just like times have changed and people found a better way there are better ways Remember how you should go to Sam's and have to push that big car around and load it full of groceries Then go load it up on your car and then go home and you know put it in the house And it took you four hours to go shopping Well when COVID hit you got to call pre-order and they dropped it off of your front porch You think anybody's making a Sam's trip anymore? No because they found a better way to do it Just like buying a car here today So just like you used to do things differently before I totally get it But there's a better way and I'm gonna show it to you the fact that you guys love the vehicle It's not a matter of if you're gonna buy it's when that's when and the win is gonna be when the deal is right, right? Cool, so if I could show you to save you some time and money would that offend you in any way? Would that be fair? Yes, cool Let me get you a five-minute proposal of all the figures and numbers and then it's completely your decision Do you see how we're funneling them down? Right, can they escape it? No, they can't and they're with you and they're there with you to buy Your goal is can you make it their idea? Can you make it comfortable for them to say yes? I want to explain something to you when you make your ask is it difficult for the customer to say yes You know that people have certain pride issues to say yes You know when I tell you I need to think about it If you run it too quick and then ask me to say yes, I might tell you no due to pride Yeah, because yeah, I don't want to get sold That's why we funnel we funnel people down through different stages I say hey wouldn't you agree that times of change people change that he's right notice. I didn't attack the objection I'm taking you to unfamiliar territory, and then I made a story about going to Sam's we used to have to do this But then we found a better way guess what now people don't go to Sam's and buy the same old way Just like purchasing a vehicle look guys if you can remember this word track. It's not a matter of if you're gonna buy It's when and the win is when the zills right right? If you can say that they'll always say right right you give a cool So if I could save some time and money that wouldn't offend you in any way would it? Could you be mad at me? Of course you wouldn't see You see our body language as we're saying it too We're teaching this as we're going through it I want to tell you guys should any of these be objections for you are problems with you when you go back home No, okay, but if you don't train back if you don't practice what will happen You won't change Now our goal today as we're training is for you guys to see a different energy a Different level of excitement. Do you want to have different excitement when you sell? Cool, if you do your whole life will change Everything will change. Do you want to have different level of excitement? Okay, some of you guys in here. You're this far away from unlocking You're this far man, man. You're just like this. You're like you're like a giddy kid You're like, you know, remember when you were a kid you wanted a BB gun, you know I'm saying, you know I'm saying You know and you want it. I don't know if maybe you guys didn't want one, but I was dying for a BB gun I wanted a BB gun so freakin bad. My dad told me there's a good chance there could be one under the Christmas tree I was waiting every day for that freakin BB gun. I was so excited. That's how I feel while we train. I Start getting excited like that BB gun. I start getting jacked up You know why? Because we get to do something really cool not like getting the BB gun like changing our freakin life and earning $50,000 a month checks and by the way when I made 700 grand the guy closest to me was at 100 So I'm gonna explain this to you. He could be like well the top guy at my store only earns 20 grand I'm like, okay make a hundred. Who gives a shit? We don't make a hundred. I'm no one else makes a hundred you can Since when did you like follow everybody else? Guys, one of the things you'll learn about us talking in here is we don't follow anybody. Okay, we set our own standard. Am I right? Listen to me if you can't agree with that Okay, you're gonna walk right out that door and they're gonna own you Look, I own my time. I own it. I don't manage time. I own it Okay, you guys get to decide to do what you want with your own life. Am I right? Quit acting like you don't have control over it because you do Okay, there's some cool stuff you learn out of these events Okay, you take one full day you go home next 30 days You totally recreate and you gain more ground and you have in the last 10 years in one month Okay, one day more than you had in the last year. It's all you need Just clarity someone to spell it out for you how to do it. Okay? All right, let's go to the next one right here, but hold on. Wait a minute. Who won that one? Evan hold on. We didn't vote. No, no, no We didn't vote guys and I'll and after they do it now I'll have you vote before I talk that way you guys can have it fresh on your heart But listen Evan was the first one that came out was it in I I went first. Hold on. So Ian went first Ian went first. I was just thinking about playing with BB guns. Hey Shoot Do you guys remember who you voted for hold on do you guys remember all right show of hands for Ian? He went first. Come on. There we go, baby. Oh Okay, hold on Got to keep your hand up. You can't just raise it and lower it mom is going fast. She's going fast like a race car She's counting hands fast. Oh, I like that coolly. That's all right. What is it? That's my boy, huh? Again, all right guys work. We're right here. We're right here out. All right. One of you guys go out. Let's go All right, we're gonna move quick guys. I want to go really fast. All right