 He fixes the problem he hires the salespeople and gets the inventory and then what happened so 200 cars in August What I want you to understand hey your sales team doesn't need goals they need standards you guys got it Okay, but also the leader needs standards am I right? Okay, guys everybody have a seat. Let's let's let's go into this and by the way listen anybody's allowed to ask any question at any time Now I'm gonna keep some of my team up here with me because I'm nothing without a team Any one of you right now could literally be dissolved without your team now some of you in here You don't have a team you don't have a team you need one So I'm gonna tell you how to build one so listen carefully because by the way anything that you want to do big in this Life you're going to need a team. Well number one everybody write this down. My team can't be what I'm not Okay, like this is super important. This will set the tone for the entire day your team cannot be what you're not Now I'm gonna ask you guys what you want from your team. Do you guys want to fire it up team? Yes or no? All right, ask yourself one to ten am I fired up? I mean, I will I don't listen. I really want to know from one to ten I mean really how much fire you can bring into the table on a daily basis by the way Let's explain what I mean by that the second you walk into work in the minute you leave Anytime an employee or a teammate or your army whatever you call them I call my team my army because we're an army. We're going to war We're gonna go we're gonna go destroy everybody. I hear about market share people like oh Our goals to pick up a little market share this year. No my goal is to take the market Okay, like like you want to get a market share? What are you talking about? You want to share? I don't do good sharing Okay, I don't like sharing. Okay, like some of you. That's your problem. And by the way when you say market share That means you want a piece of average No way that's why when I hear people say well Compared to you know what the market share is and X Y and Z standard, you know We're right where we need to be. Yeah, you're dead at average Good job. I want you to be so great when you leave today that you're not even nobody's number two to you They're number one in their own category They don't even put you in the same category as other people. They're like, okay, so here's roofing Well, we'll take the Elliott group out right and then we're gonna talk about the normal people Because they're not even gonna put you in there because it just doesn't make sense It makes everybody else look silly. So they can't be what you can't have. I have a lot of energy Okay, my energy runs at a 10 all day long. I run at a hot 120 Okay, everybody. Do you run at a cool 60? You run at a warm 80? Are you at a hot 120? What do you run? What's the thermostat in you? What's the thermostat when you walk into work? Okay, the second you walk into work. How are you to your team? Do you shake every mother's hands? I'm a hugger my team are huggers a lot of you you've met my team You'll notice they shake your hand and then they hug you You know why because we're made for communion I understand the greatest thing that I do in my company when COVID hit Okay, 2020 when it hit what I do is that people when they're face-to-face with each other They don't know how to interact anymore. A lot of you guys they go shake your hands. You shake hands like this Like it's weird Do you guys know what I mean? It's like where like like we should have been taught step one in business how to shake a hand Okay, the palm goes into the other palm. There's two men It's an ironclad handshake or even if there's a woman involved and you know, it's a handshake You look at each other in the eye you say my name is they say their name and then you repeat their name You say Tom nice to meet you and then you do this again and then you part People don't do that no more guys How important is it that you show your team how much everybody on the team matters some of you in here? You only like your top reps Okay, you walk in you're disgusted with the ones not performing When your fucking team sees that you're disgusted with the ones not to former your top reps now They're disgusted too. They will emulate everything you do guys. Do you want them to look up to you? Yes, or no? Everything you do they'll do Okay, step two Your team will only work half as hard as you If you're lucky, you'll have one or two on the team that will surpass you or match you But this is a rule a rule to live by your team will only work half as hard as you So some of you in here you're comfortable man And the reason why your team isn't working hard is because you're lazy You walk around you've got your money. You've got your house. You've got your cars They don't have theirs so you're fucking slowing down and your team who don't have shit They're slowing down because they're watching you You're fucking yourself You're literally self-sabotaging your own company You are hey guys, what's going on? It's Andy a lot of you leave comments Tell me that you need help do me a favor. I'm gonna take the best way to get a hold of me Shoot me a text message right now 918 210 254 918 210 254 I'll help you with whatever you need. I got your back for life. Let's get back to the video Now I want to tell you guys something. Okay, so what do I want my team to have number one? I want my team to have a delusional belief. What does that mean? That means all I see is good I don't see anything bad number two. I master my mouth. I never say anything negative ever a Lot of you in here you say negative around your team and that's exactly why they're negative Number two, you never talk about anyone on the company no matter what? If you want to say something you say it to their fucking face You pulled into the side say Tommy come here Come over and say Tommy We got a problem and I love you notice. What am I gonna do? Everybody say that everybody write this down If you want to have a hard conversation with somebody Learn how to frame you guys don't want to sell in shit, right? Frame people Okay, are you ready? It goes like this Tommy first of all we need to have a talk And I love you You know I love you right now listen if I'm a good leader. I'm gonna be direct with you I don't want to walk around on eggshells and when I see you stuff do stuff that you know that you're not doing That's good for you. Do you want me to tell you or not tell you the day? I don't tell you We're probably having a problem So always want to know that I can come up and talk to you if I see something and I want you to do the Same with me. Is that fair? Okay, if you had food on your face Okay, would you want me to tell you? Yeah, cuz that's what friends do Well, you got food on your face You're slow at working You don't have a good attitude Maybe something's going on at home. I don't know about But this isn't you and I don't like it and if this isn't you I know you don't like it Tell me what's going on one of two things either. We got a problem And I'll help you fix it and solve it or you've gotten comfortable I'm okay with either one of them, but whatever it is. We're gonna address it now We kill it this very moment deal So spit it out What is it? See, I'm gonna tell you guys something when you let a problem go in your marriage It's called death by a thousand paper cuts. You'll eventually end up divorced You won't even know why you'll sleep in the same bed for years miles apart You'll hate each other You'll be you'll be rude. You'll be and you'll hate your life You will hate your life in the process the same thing goes with raising kids the same thing goes with running a team Listen to me. You can leave no distance between you and your team at any point at any point Here's what I want to tell you. This is the greatest thing you must create a culture in which conflict in open Conversation is allowed Notice most people, you know, you know why most leaders are the worst leaders ever because they want to avoid conflict And by the way, listen, I'm gonna say advice first of that. They avoid the good conflict They should be having and they create bad conflict Okay, you know where the end of your fate Ends when your fate is over and done at your anger When somebody does something that you don't like a lot of you in this room go from zero to 120 real fast And you want to snap and I'm gonna tell you tread carefully If I tell you something and you don't like the way I come at you when I tell you you're not gonna You're not gonna receive it very well, but if I come at you the right way And I show you that I love you and I show you that I care about you and I show you that you're important to me And I show you that I'm here with you. I Can tell you anything I want You got to be careful when something happens in your company don't ever make a same-day decision making fast decisions That are good for you are different than making fast decisions that are bad for you And some of you right now some of you in this room have lost your best employees Because you can snap quickly And by the way, what if you didn't lose them and they still work for you? But they don't respect you no more You still lost them and Some of you you know who I'm talking about, you know some people in your company You've been fast to snap at now. They don't care about you no more guys It takes so long to fix these stupid problems that are easy to solve now. What do we do? We just change That's all we do. This is common sense You're the leader when you raise your hand as the leader that means everything that you do You're being the example for everybody else to do that same thing. Does that make sense? So all of you in here right now, how did you come in here today image-wise? How do you dress? How did you come in here today with your attitude? What kind of energy did you carry? Okay, you know like what kind of belief do you have are you open-minded? You know a lot of you in here. You're really not open-minded yet today. We'll slowly pivot you over but you're not open-minded You're literally right now Wanting to know that you're a bad you're not One to ten you're a one You're nobody you're not as good as you want to be Hopefully that's why you bought a ticket so when you come here you could figure out how to create your 10 now I said this to somebody yesterday. I said you're one maybe better than someone else's 10 Okay, I'd my one is better than a lot of people's 10s, but my 10 When I get to my 10, I'm up Okay, so I need some of you to know this that you guys have so much room to grow Well, you got to believe you have room to grow and you got to be looking for growth in order to grow And what I learned about a lot of leaders man is that you guys This is so crazy man, and I want to take is this is important as you guys are trying to learn today My wife one day. She goes dude. You're nobody you need to come back down Okay, when our company was fucking exploding my head got to me quick some of you your numbers Your business last year. I know the automotive industry was really big a lot of people ran some really big Numbers RVs or running 20 grand a copy of killing it 80% of them are going out of business Last year they were spending all their money buying all their cars doing everything they can running around taking over the world this year They're going out of business dude. Listen, man Your goal in here is to understand that there's always going to be change You're always going to have things come against your business and your family. That's going to require you to be adaptable and change So when you're in this room today, I want you to think about a couple things number one There's strategies that we could adopt strategies number two there's there's thinking Stealing the way that other people process things and think is one of the best things that I do I can emulate a behavior really quickly But that behavior can go away if this thinking changes and my thinking the way that I operate all day long Is the most important thing in my life some of you right now? I'm telling you The way you process it is pretty negative now. I want to tell you something The growth mindset chris. You remember come here real quick chris. I want you to want to talk to you And I would bring I would bring his business partner up travis, but I want to talk to him because I talked to him last time Sometimes getting the truth is hard. Yeah, you know what I'm saying and one of the things I've been training with him for a couple years now and his business partner travis and his whole team and He's in the automotive industry And they had a small little independent store that was doing 30 40 cars a month, right? Okay, he flies out and I just punch him in the face I'm just giving him all this and he's thinking man, and I just said hey, dude. Listen. I'll make a deal with you I'm just never gonna lie to you I'm just gonna tell you the truth Everyone else see because you're the boss when he was back home. He's the owner. He's the boss So everybody's like kissing his ass But I'm not gonna kiss your ass What I'm gonna do is tell you the truth and and if you'll respect me and understand that the truth is what leaders live by the truth You'll change and you'll grow your business Now the last time we were here on stage. You remember that right there He bought a new listen. They started growing their company They started doing good. They went in they spent a whole bunch of money millions of dollars buying a new building They spent four million all the money. They had to buy a new building or get ready for this next Well, guess what happens And get some more cars the nut went from this to this More expensive now It's like when you live in a little house and go to a big house your bills used to be 2,500 now they're fucking 12,500 Or they're 25,000. It's like it starts to change just your bills I mean you got to make more money because you got nicer. Well now that he's got all this nicer He's got this big ass lot. He's got this big beautiful place. He's ready to go to the next level Guess what happened people are selling the same as they sold at the last store Which means now they're losing money and he sat here on stage and he goes dude I'm losing money and you were fucking pissed off. Am I right? He was mad. He was pissed off. You know what I said? I said it's easy Okay, he's looking at his people. He wants to get mad. You want to do all this. Remember that? I was like, bro. Yeah, I was like, dude, it's your fault I was like it's your fault. I said You don't have enough inventory to even make the money to cover the night and you don't have enough sales people You don't have this and I said, listen, who's in charge? He's a company in charge I said, okay So you're going to go home And you're going to solve these problems like an owner fucking does And then you're going to get the results that you want It's in common sense. It's not easy He goes home He fixes the problem. He hires to sell people and gets the inventory and then what happened So 200 cars in august made more money than we had ever made That was why This was why they bought the store That's it Now you gotta do it again But I'll even I'll even say something else. I'll say that like, you know I needed to get smacked in the face and and that's what I come to and about years ago When I came to andy and e and i'm sitting there talking to him You know the the one thing I said to them is just don't ever fucking lie to me I don't need somebody to tell me how good I'm doing. I don't need to hear what a great job We're doing and how we're kicking ass. I need to know when I'm when I'm when I'm not stepping up to the plate And I know that I'm constantly failing and and that's what I come to this team for and andy brought me up here Punch me in the face. That was like the third time. I've probably been to an event where any punch me in the face I still still have to say to you know about buying cars You know anything about buying the cars and you know buying cars is hard now And and and I left the stage and much to your credit and I gotta tell you this I days later. I'm still like, you know, you don't have to buy cars, you know Well, sure enough doesn't he call me a few days later. He sends me a text message says here's a guy You're gonna call him. You're gonna do this. You're gonna make this happen So he didn't just as far as being a leader goes. I gotta give you this resource me punch me in the face Gave me gave me the reality, right? Like it was all my fault. It was so my fault I had eight salespeople in 86 cars inventory. I needed to sell 200. How the fuck is that gonna happen? But I couldn't even see that until Andy smacked me in the face with it But then I wanted to make more excuses and feel bad about myself. He's can't buy any cars, right? But then he then Andy as a leader took Took me gave me a few days to feel bad about myself and then gave me the resources made made the connections with me Put me in touch with an amazing man. David long. We built a buying center I hired the people I needed to hire we built a buying center and all of a sudden now We're buying 50 to 100 cars a month retail cars on top of what we're doing my inventory comes up We crush it So everybody in here you guys got a problem. Am I right? Yeah, okay now listen to me some of you in here You're a leader. You don't have a team today, but you're like, I'm gonna build a team So I want to be here. So I want to know how to build my team. All right, so I'm gonna talk about that first And then yes, sir Yes So what happens when you're speaking to somebody and they don't accept the truth They don't reciprocate that love and that care Let's be honest in reality. There are people that just don't care Okay. Yeah, so so my question is you got to look at yourself in the mirror and say have I done everything that I can do with this person Because you're the one who hired him. Okay Okay, so so you don't understand something somebody comes into my company. They didn't get hired by Bob And see some of you in here you've outgrown different positions and you don't do the hiring anymore. That's fine But whoever's doing it better believe the same way you believe And if they hired them and they go to fire somebody I want to know why I want to know because I don't give up on people. I like second chance people I'm a 90th million chance person So some of you in here like I like second chance people I like people that are hard to learn but when they get it, they're dangerous I like that. So my question is If you hired them you hired. Hey, Bob, I'm gonna bring you on. This is our core beliefs Which I'll talk about that in a second you bring them on into the company And then they're not doing what you want. You need to say hey, Bob, remember the conversation me and you had We were sitting down. I told you what we were going to do. You said you were going to do that You said you were coachable. You said you didn't need to be a baby. You didn't need a babysitter. Remember you told me that Did you lie to me? I'm asking you because listen to me I don't want to push you if you don't want to be positively peer pressured I'm going to by the way before I even hire you I will explain to you that my goal as a leader in this company is to positively peer pressured you in life to succeed And if you don't like that you do not want to be here Hey guys, I just want to tell you the true one percenters. You made it till the end of the video Do me a favor share it with the friend that wants to go to another level Make sure you like the video comment below so I know who you are Set your notifications and then subscribe to the channel. We got daily sales training videos dropping. I'll see you soon