 Hey guys, what's up? It's Andy Elliott. I'm back with some Bad Boy Mad Objection Handling. Here with my boy, Ryan Bryan. What's going on, everybody? Guys, check this out. Obviously, you guys know Ryan. You might have seen previous videos that I put out with him on overcoming objections or role playing. Bottom line is, I got seven good ones for you today, okay? Let's not make it too long. Let's get some paper. Let's get a pen. Let's write it down. Let me go over what I'm gonna go over with you and then I'll have my man right here. Let's see if he breaks and we'll have him overcoming, okay? All right, so number one, it's gonna be objection handling 101. I picked seven. This is gonna be, I was only interested in the car you just sold. How many people say, I was only interested in the car you just sold? On the phone or on the line? Guess what? He's gonna handle it, okay? I'm just wasting my time. I'm not here to buy anything. We hear that all the time, right? Just wasting my time, bull. I'm gonna show you how to handle it. I like the car, but the miles are too high. This means that there's not a switch unit, okay? Guy comes in, maybe he came in to look at that car. Just decides, hey, you know what? I think the miles are too high. I want something a little less on the miles. You don't have a switch unit. How do you close them and get them to take that car? We're gonna teach you how to do it, okay? All right, thanks for the test drive, but I'm just looking. All right, you know, give me your car. Guy's gonna handle that. My bank offers a better rate. This is gonna be one where like, we can't match your rate, okay? Your bank can truly get a better rate. How do we get that customer to pay a higher rate with us? We're gonna give you a war track to use, okay? All right, number six, I don't want to pay 21%. Hey, by the way, that could be, I don't want to pay 15%. Bottom line is someone saying, I don't want to pay a rate that high, okay? Take this, we're gonna use, I don't want to pay 21%, but we're gonna use this, I don't want to pay a rate that high. Next time someone says that, my man's gonna give you the war track for it. I taught him this, everything he's gonna hit you with, I've taught him, obviously, role-playing is what keeps you sharp. How quick can a salesman go rusty? Sometimes a Wednesday, sometimes like that. You gotta role-play at least 20 minutes every day, okay? All right, and I don't want a car payment, my car's paid off, that's a good one, right? I don't want a car payment, my car's paid off. I'm gonna do something for you before we start. I'm gonna give you my cell phone right here. It's 918-210-0254. You see that? 918-210-0254, right there. Andy Elliott, you guys can shoot me a text message. Yes, that's my real cell phone, it's right here. You can text me, guess what? Anything you need, I got you. You need some help, you're getting in the car business, you've been in for a little bit, you're not making as much money as you want, you're crushing it, you're doing great, you just wanna do extraordinary. Reach out to me, I'll help you, okay? With that being said, let's go ahead and hit my man right now with some objections, let's get the ball rolling. Okay, cool, so. Hey guys, it's Andy, I hope you're enjoying the video. If you are, please like and subscribe below. Also, click on the link below, join me in a free strategy session. I'd love to help you set up a game plan to crush it. Let's get back to the video. Hey Ryan, man, look, I'm looking around, dude. Honestly, I was just only interested in the car that you just saw. Yeah, so when we put these cars on the front line, they sell very fast. The car you were actually asking about and had some scratches on the rear door panel, if it was available, I would've told you, it's probably not your shark's pick. But let me ask you this, if I could show your newer vehicle with lower miles that was actually a bit of price range, would that upset you at all? No, that wouldn't upset me. Great, so you're pretty much open. You just want to find something similar and get a great deal, am I right? Yeah, let's try it. Fantastic, I got hundreds just like them. I'll walk through them with you and then the end, it's completely your decision. Is that fair? Hey, good job, dude. Hey, that's a nice war track. It's a good one, baby. That's a nice one. By the way, could we use that same war track on the phone? Yeah, absolutely. On the lot or on the phone? Hey, do me a favor. I want you to do this, okay? Slow down. Okay. War tracks are meant to be tattooed on your heart, am I right? Right. Okay, if I hang you upside down and I'm waterboarding, I'm slapping them around, I'm doing whatever, I'm like, spell your name, give me your address, he can say it. But most people can't handle objections that way because they really don't know it because they're winging it. Would you do me a favor? Slow it down. Just slow down the war track. I was only interested in the car you just sold. Say it, too. So when we put these cars on the front line, they sell very fast. The car you were calling about or asking about actually had some scratches on the rear door panel. Look, if it was available, I would have told you it's probably not your sharpest pick. But let me ask you this, if I could show your newer vehicle with lower miles that was actually in a better price range, would that upset you at all? And they're always gonna say no. Or they say, yeah, that would upset me. No, they're gonna say no and then you say. Great, so you're pretty much open. You just wanna find something similar and get a great deal, am I right? Right. There you go, that's it. That's how you overcome it. I got two yeses. The sale can't be closed until it's open. Now just reopen their mind. There's a war track that's the power of training. All right, let's move to the next one. Okay, hey man, you know, Ryan, Luke, dude. Hey, so Ryan, so let's have walking on the line. Hey, let's say I'm walking out of service. All right, I'm walking out of service, okay? I'm walking out to one of the vehicles and Ryan walks out to me and says, hey, what's up, Andy? I say, hey man, Ryan, I'm just wasting my time, man. I'm not here to buy anything, got my car in service. Yeah, I'd say, look Andy, obviously there's a thousand different things you could be doing other than looking at vehicles today. You being here, checking these vehicles out, lets me know you're not 100% satisfied with the vehicle you drove up in. What is one thing, just one thing you could change about your current vehicle you don't like right now. Now I'd probably that it don't have a sunroof if there was one thing. Great, so if we could find one with the sunroof and actually keep your payment about the same, is that something you would consider today? If same payment? Yeah. Oh, sales opened. See that? Hook em. Guys, I'm wasting time. I'm not here to buy. He says, hey man, I get it totally. I understand, by the way, we always agree first, right? Look, if you don't agree with the customer we don't have anywhere to go. Hey, I understand, totally get it. However, right, however, if you were here, right, there's lots of things that you could be doing. It shows me that you're not 100% satisfied with the vehicle that you drove up in. I mean, it just shows me that you're not because you wouldn't be here if you were. You might be 99% satisfied, but you're not 100%. And by the way, if you're gonna make a payment would it rather be on a car that you're 100% satisfied with or a car that you're 99% satisfied with? I would probably choose the 100% satisfied with by to make the payment and you're making a payment, right? Okay, cool. So I was just saying, right? Let's figure out what it is. If there was one thing you could change about your vehicle that you currently have now what would that one thing be? I'm gonna let him talk. I'm gonna fish out those answers and guess what? I'm gonna create a pain point, push on it and close it. You see that? The cell can't be closed until it's open. You gotta open it, okay? All right, number three guys. And by the way, we're kind of teaching you in between the word track so you fully understand them and then you get the psychology of selling, okay? All right, and you get how powerful word tracks are during objection handling, okay? Hey, I like the car, Ryan. I mean, you know what? I'm not sure I wanna take one with that many miles on it. Yeah, I understand how the miles can seem a little bit high, but let me ask you this. I mean, if you drove both vehicles for a three-year period, which one would you end up owing more money on? The one with lower miles or the one with a bit higher miles? Well, probably the one with lower miles because it would cost more money. Yeah, so going with our vehicle today with a little higher mileage, the biggest part of the depreciation cycle, Andy, has already been taken into consideration. So when you look at the bigger picture, Andy, going with our vehicle today with just a little bit higher mileage is definitely the smartest way to go if you're looking to save some big money now and later. That makes sense. See that? Hey, guys, I get it, man. Look, my car's got 80,000 miles on it. Let me ask you this. You said 80,000's too high. What kind of miles would you like it to have? I'm just asking. Well, I'd like it to have 50. Okay, cool. Hey, let's say if we took a 50,000 mile car in the 80,000 mile car, truck, car, whatever they're looking at, right? And you drove them for a three-year period of time, right? In three years, you're gonna trade them both back in, right, whichever one you owned. Which one do you think you'd owe more money on? The one with 80,000 miles? No, because you got a better deal on that today because the biggest part of the depreciation has already been taken into consideration. It would be the one that you bought with 50,000 miles. But guess what? At the end of three years, do they both have 100,000 miles on them? Yes, they do. And in your trade cycle, when's the last time that you went and talked to a salesperson and he actually talked to you about the purchase you were making today and the future trade cycle when you're trading it back? You never. So for the first time in your life, you get to understand that you can actually beat the negative equity cycle by doing business with me on a highly rated vehicle like this with higher miles, have a lower payment, pay less money for it in the end, not be upside down. Exactly. Man, have you ever won the lottery? You just did. Come on, man. Guys, come on. Life is changing forever. We're changing the automotive industry daily. This right here, this is the lost art of sales. And so many people try to mock, copy, they don't care. Guys, my training program is teaching salespeople how to go make $300,000 to $400,000 a year. You know why? Because I have one motive. It's you. I love you guys. Rock and roll, keep up the training. By the way, hey, if you like the video, write, give me a thumbs up. Thumbs up. Also, if you like my man, Ryan, right here and he's doing a good job, do me a favor. Comment below, let him know how he's doing it by the way. If you love the role play videos, do me a favor. Share it with a friend. Do that for me. It really helps my YouTube algorithm, OK? I would ask that for you guys. Hey, help me, and I'll continue to help you by putting out tons of free content. Like, subscribe, share it with a friend. Rock and roll, guys, I appreciate you, OK? All right, with that being said, thanks for the test drive, OK? But I'm just looking, Ryan. So I literally just got out of this 2018 Toyota Corolla. It's got 30,000 miles. Hey, man, I really like the car. Thanks for the test drive, man. But if you could just give us your car, you know, we're just kind of looking. Yeah. Everybody has to start somewhere. First, you start with looking, then you find something that you like. Guys, once you find something that you like, it's extremely important to find someone who's going to make you an amazing deal. Look, that's me, OK? It's not a matter if you're going to buy, but when you buy. And when you buy is when the deal is right, am I right? Yeah. Exactly. So let me show you a five-minute proposal I guarantee you can't say no to. Follow me inside. This is going to blow you away. There you go. Good job, man. Move through the objection, rock and roll. All right, so this is going to be one right here that all sales people lock up with. OK? Yeah. And by the way, I see managers lock up with it. If someone's getting a better rate at their bank and you can't match it or beat it, it's just they're going to get a better rate. When you give them a draft, there's a good chance that they'll end up buying something else and not ever coming back and bringing your check. You know, if you don't get a finance contract and you just get a one-pay, they don't have to return. I'm just going to say, you could deliver them in the car all you want. You can't cash that contract. You need a financeable contract, OK? You need to be able to go and say, hey, I get it. You know, our rate's not the best. However, and then handle it with the word track and keep their bank out of it. They might even go to their bank and their bank says, hey, man, I think you're paying a little too much for the car. Hey, I didn't think you got enough for yours and ruin the whole deal. Guys, people say, well, I just sent them to their bank. Oh, really? How many banks end up ruining deals for us because you got some smart mouth banker out there that's telling us how much they know when they really don't know nothing, they're just running their mouth trying to be cool to their client. Yeah, I'm not interested, OK? Let's close the guy. All right, cool. So, hey, Ryan, listen, man, I love the truck. I'm OK with the price. But my bank, I mean, you said you could get me 599 interest. My bank's going to get me 499. So I just want to go see my banker. They're going to get me a better rate. And then I'll come back and do everything. Yeah, so 99% of my clients, just like you, who have great credit, Andy, don't like to put all their eggs in one basket. Look, it's always beneficial to diversify our loans with different institutions. Guys, we use nationwide lenders that report to all three bureaus in all 50 states. It looks much better on your credit. And the slight difference in payment is nearly nothing, especially for you making great income like you do. OK, good. So do you think I should maybe go to my bank? Or should I stay here? What should I do? You should diversify your loans with different institutions. That way, when you go to trade your vehicle in, the banks will see, hey, you actually used a nationwide lender instead of just a small local credit union. Like I said, it looks much better on your credit. Whether you're buying a home, buying a boat, whatever you do decide to buy, you're never going to have to allow a financial institution to dictate what you buy in the future. Yeah, because you're going to have stellar credit. Exactly. Which is why people choose to use us versus their own institutions. A lot of these little banks guess what happened? Even they're not in all 50 states. Let me ask you this. So what bank do you use? Oh, ABC Bank. OK, cool. Let me ask you, is ABC Bank in all 50 states? No. Our banks are. I'm just saying at the end of the day, you're going to buy tons of more stuff in your life. Would you agree? Yeah. OK, you show you're a 750. Why aren't you an 850? OK, all right. So would you agree you're OK with scouting your credit to a high level? Would it be worth it to pay a little bit more in payment if you knew you could even get your credit greater? Would that be worth it to you? Yeah. Hey, then guess what? Let's pass it on. Let's wrap this deal up. There you go, guys. Move, move, move, move, move. Get through the objection. Get on with the deal. Wrap it up. OK, guys, six and seven. These are great ones. Six is going to be awesome. If you do subprime in your store, if you deal with people with damaged credit, less in perfect credit, bad credit, however you want to call it, this is a great one. OK, all right, Ryan. So, hey, whoa, man. Gosh, Ryan, what is my rate? Ryan goes back, talks to the manager. Maybe it's on the paper. He says, hey, any rate's 21%. Hey, maybe it's 15%. This could be used for anything. Change the rate, use the word track. Ryan, I don't want to pay 21%. Yeah, I understand you don't want to pay 21% handy, but do you know the only way we're going to fix 21% is you signing right here on the dotted line and starting your credit re-establishment program today so that in a year from now, two years from now, you don't ever have to pay a rate like that, ever get in your entire life from today forward. There you go, guys. That's it, man. That's simple. That's it. No, yap, yap, yap. Would you please repeat, hey, Ryan, I don't want to pay a rate that high. Look, Andy, I understand you don't want to pay 21% or that high rate, but look, the only way we're going to fix 21% is you signing on the dotted line right now, starting your credit re-establishment program today so that in a year from now or the next vehicle you buy, you don't ever have to pay a rate like that, ever get in your entire life from today forward. That's it, guys. That's it. You've memorized that. I promise you, 8 out of 10. You'll lock up, you gave him an answer, and then move through it, okay? So with that being said, do you mind if I got you very rates on everything else you bought for the rest of your life when we start today, getting your credit, would that be cool? All right, guys, let's rock and roll. Hey, guys, they just bought a new vehicle. Ring, ring, ring. Guys, move through it. Overcome, move through it. Don't stick to the objection. Don't say, so is that okay? Could we go forward? Can we do that? Is that okay with you? Nah, man, you're the expert. Take the customer through it, okay? Don't stick to the objection. All right, guys, number seven. I don't want a car payment because my car's paid off. By the way, if you like the video and you like everything Ryan has gone through with you, Ryan is an incredible war track coach. Ryan works for me. I've got four or five savages that work for me. They're some of the best coaches in the world. They're my guys. I brought them up from the ground up. They're not trainers. I'm your trainer. They're your coach. These guys are products of my training. I run them every morning for 20, 25 minutes of real play every single day. Before we get into this last objection, I want to give you Ryan's cell phone number. Ryan, what's your cell phone? Seven, six, zero. Seven, six, zero. Seven, zero, five. Seven, zero, five. Six, three, nine, one. Guys, that's my direct personal cell phone number. Guys, look right here. Seven, six, zero. Seven, zero, five. Six, three, nine, one. You guys know my cell. Nine, one, eight, two, one, zero, two, five, four. You want to text Andy Elliott? Right here. If you would like Ryan to work with you on word tracks, maybe helping you overcome certain objections and become great, you're going to do this. You're going to shoot him a text, seven, six, zero, seven, zero, five, six, three, nine, one. Hey, Ryan, you know, my name is Tom. I want to learn how to overcome objections and be great. Where do I start? He'll tell you. There we go. Okay, all right. Let's rock and roll. Let's give me number seven. Hey, Ryan, man, I really like the 18 Toyota Corolla. You know, it's a nice car, but you know, my car's paid off right now. I don't really know if I actually want to have a payment. Okay. Yeah. So would you agree that your car would be worth a little bit more money today and less tomorrow? So you see, the longer you wait, Andy, the less equity you have in a vehicle. Therefore, the less down payment you have towards a new vehicle, in the more time something to go wrong with your current vehicle. And you're probably waiting to get the best deal, am I right? Yeah. If having a low payment is important to you, pulling the trigger right now is exactly what will secure that lower payment. Bam, guys. He said pulling the trigger right now is actually what would secure the lowest payment that you're ever going to have. Doing it now. Because do you think your car would be worth more today or more tomorrow? Obviously more today. And let me ask you a question. Let's say that you didn't trade it today, you didn't have a payment, but you kept the car tomorrow, right? Let's just say something did break and you didn't have to spend $1,000 on it. Let me ask you a question. Do you think your car would become worth $1,000 more? No. You'd potentially find yourself, or you would find yourself spending $1,000 wasting money and your car's worth whatever it's worth as long as it's running. So guess what? You actually end up spending more money and if you actually spend that money, I mean that really in all essence is a payment, okay? It's not a monthly payment, it's a fixed payment when your car breaks. It's probably an older model, it's paid off. So what that means is not wanting a payment, you're talking about a monthly payment you'd pay to the bank, but we know you do probably have an ownership payment because you have to pay for it when it breaks and it's probably out of warranty, okay? So the fact is you still do have a payment. Okay, you work hard for your money, you put your money in the bank. When the money leaves the bank, that's real money spent. Whether the money leaves the bank to go pay for the car and a service stop or go pay for it with a monthly payment, would you agree it's still a payment either way? Yeah, so if you're gonna be making a payment, would you rather be paying it on an older car or the newer one? Which one? The newer vehicle. Okay, cool, and doing it today, your car's worth the most money? Don't you agree that that put that down towards your down payment since you don't have a payment? Don't you agree today we'd actually secure the lowest payment today, pulling the trigger and doing it now? Yes. Makes sense. Makes sense. Guys, they're all word tracks. I took exactly what he said because I taught him the word track, but also I can do this with other word tracks, okay? Like I said, we have almost 500 objections documented right here in the lion's den on everything you get in the car dealerships, okay? Whether it's outside on the lot, whether it's on the phone, taking phone calls, or there's inside negotiations closing a deal. We cover it from all angles. So guys, number one, I'm grateful for you. I appreciate you. Please like, subscribe, send it to a buddy. Guys, share this videos with all of your friends that sell cars and that are in the car business. If you want us to see us and make more role play videos, closing, let us know what you want to see. We'll give it to you, comment below. Guys, Coach Ryan right here, crush it guys. We're creating the most elite sales people the world has ever seen. Have a great day. See you soon. Hey guys, congratulations on making it to the end of the video. Obviously you're the determined ones and you guys crush it. You're the one percenters. I just want to tell you number one, I appreciate you. And anything you need to reach out to me, if you're struggling with anything, leave a comment in the comment section below. I always answer all my own comments. I'll reach out and help you. Also, don't forget to set up a strategy call with me. It's free. It takes 20 minutes. You can click the link below too and you can join me. I'd love to help you make a game plan to crush it. Hope you guys have a great day.