 Chevrolet, all right, Jesse, you got to, I want you to write this down as you're talking to me. Jesse has a 2018 Chevrolet crew cab four wheel drive. Okay? Yep. That's what he's got. Jesse, the truck that you have has 87,000 miles on it. Make sure you write that down for me. And if anybody's listening, write this down, because I want you to understand, I want you to think about number one, where you would go with this. And also, I want you to listen to Jesse's answer. And let's work our way through this one. So the objection is going to be, Jesse, I think the miles are too high. I appreciate you. Okay? So obviously we all get phone calls all the time, right? And guess what? Guy calls on a 2018 Chevrolet crew cab four wheel drive. Obviously the guy likes the price range, so he makes a phone call. Jesse tells him about the truck. Jesse just told me all about the truck. It's got 87,000 miles on it. And you know what? You're giving me all the information and I say, hey, Jesse, I appreciate that. But listen, I think the truck has too many miles on it, so I'm just going to keep looking around and I may get back with you. Go. Okay. I got this 2018 Chevy crew cab four wheel drive. Andy only has 87,000 miles on it. That's only 43.5 a year. That's not bad in today's market. Okay. Yeah. Yeah. But just too many miles, Jesse. Just too many miles. Too many miles. I understand that. You might find something with less miles, but you need to come and look at this vehicle today because even though it's highway miles on a scale of one to 10, this vehicle is a nine. It's almost perfect. It looks like it has 10,000 miles. Yeah. Yeah. And that sounds great, Jesse, but I just don't like the miles, man. I can't turn back the miles, brother. I'm just telling you, you might want to check this out and you might forget about the miles. When can you come in today? Well, it sounds great. Honestly, it's just, I'm not ready to come in if I don't like the miles. You know what I mean? But if I look around and don't find anything else, I may get back with you and come in and look at it. Okay, buddy. Well, appreciate you. Well, I think you're missing out. Hey. I can't make you come in. No, no, Jesse. Of course you can't make me come in. Hey, listen, Jesse, is this a real life objection? Yeah, it can be. Hell, yeah. It's a real life objection. How many people call on cars and say, hey, how many miles are on that thing? All right. I'm going to do that. See, the price of the miles is the first thing to ask about. It's either too high or it's too many miles. It's one of the other. That's right. So what happens when- Nothing's changed in 34 years. It's either how many miles are on it and what the price. And it's one of them, too. Well, it's too much money or it's too many miles. Okay. So Jesse just said the two common objections we get are it's too many. It's too many miles. The price is too high. Listen, let me ask you this. So when someone says that this has too many miles, right, do we say that the car's great, you know, like, hey, if I covered the odometer, you think it had way less miles, you know, and all that stuff, right? And we go through, like, how beautiful this is, and, you know, it looks as nice as a new one. Yes. But how is that going to make the customer want to forget about a car with lower miles? Jesse, would you agree that my objection is the miles? Am I right? Yeah. So how can you change my thinking on the phone? How can you, by saying something to me to influence and persuade me to think the way you think? Isn't it your job as a salesperson to, it's called transfer of emotion. It's called persuasion. So the way I feel, and I press it into you to get you to think the way that I think while we're on the phone together. Am I right? Yes, sir. Okay. So let me say, I want everybody to, I want everybody to write down two, two, two words here, future expectations. I am going to show you right now, right? How to close anyone on that has too high a miles. Okay. Okay. Number one, we know they like your price, right? I mean, that's a given because they called on it. Now, the deal is maybe the miles weren't on the ad or maybe they were sold on, you know, like that price, but they weren't sold on the miles. I'm going to teach you how to overcome it right now and how to literally destroy it. Okay. So the two words, future expectations. I got them written down. Okay. Now, what is future expectations means? It means this, to actually think in advance what the customer has going on. Maybe, you know, instead of playing today, you know, play in the future, what the heck's going on so that you can convince the customer to think a little bit different. Okay. Which is, which is persuading. So, so Jesse, let me give you a work track. All right. So tell me the miles are too high. The miles are too high, Andy. Okay. Great. Jesse. And number one, I can appreciate that. So number one, always agree. Right. Everybody write that now. Always agree. Okay. Number two, hey, hey Jesse, 99% of our customers, they have an average trade cycle of about three years. Does that sound about like you? Yes, sir. Okay. Great. So my truck has 87,000 miles on it, Jesse. And when you say you want lower miles, are you thinking more like 47,000 miles? Yeah, more like 40,000, like half of that. Okay. Great. Like half that. All right. And you're going to be purchasing a new truck, whatever you buy today, when you buy from me or someone else, that doesn't matter. Would you agree that in three years from now, you're going to be trading this truck back in and buying something else? Yes. Okay. Great. And you keep your truck for about three years is about what you said. Am I right? That's true. Hey, Jesse, if me and you look into the future, would you agree three years from now, when you go to trade either one of these trucks, whether you buy my truck today or you go buy someone else's truck that has 40,000 miles, wouldn't you agree in three years from now, when you go to trade them back in, that they're both going to have over a hundred thousand miles on them, probably? No doubt about it. With that being said, what would you rather have the higher payoff or the lower payoff? I'd rather have the lower payoff. You're a smart man, Jesse. Listen. So what you're telling me right now is that if I could save you $10,000 off the purchase price, right, of you having to go buy one with 40,000 miles, and you could buy mine that has 87,000 miles, and they look the exact same. There's no different. They drive perfect. Jesse, it's 2020. We're in the era of the best car ever built in the history of time. These trucks are rated to run a half a million miles. So they're not going to drive any different. They're not going to look any different. The only thing that's going to be different is in three years from now, when you go to trade both of them in, my truck's going to have a lower payoff. You obviously got to have a lower payment. You have a lower balance on it, and you're not going to be upside down. But on the other truck, because miles are such a big concern to you, guess what? It's not going to drive any different. The only difference is you're going to have a higher payoff, a higher payment, and you're not going to be upside down. Doesn't that make sense? Makes great sense. So let me ask you this. Playing future expectations, right? If I could show you a way to save money today and save money then, would that offend you? No, sir. Not at all. Great. Well, it sounds like we found the right truck. And I appreciate you looking at this from another angle. Okay. Let me tell you a little bit more about this truck and maybe some things I haven't shared with you about it. Now I take the cell and come back around. Guess what? How do I close you, Jesse? I close you on future expectations. I hope everybody writes that down. Listen, I always talk about consequence selling. Consequence selling is something that you guys need to understand how to sell. Consequences can be great and consequences can be bad. There are good consequences and there are bad consequences. I always talk about things with people, how things look two days from now, two months from now, and two years from now. And remember this, the top closers in the country. Remember this for the rest of your life. The top closers in the country. If you want to be considered a closer, if you want to be deadly at closing, on the phone and person, I really don't care. You have to ask questions. Ask great questions. Get great answers. So how I got to where I got with Jesse, where now Jesse's back at looking at my 87,000 mile truck, and actually wants to, is because I had to make it make sense for Jesse. But I couldn't just tell Jesse, right? That like, hey, you don't need to go look at a lower mile truck. And look, hey, that's silly. I can say, hey, Jesse, listen, let me ask you. And by the way, I kind of baited him with some, hey, 99%, you notice how I use that? I said, 99% of my people, Jesse, they actually trade about every three years. Does that kind of sound- I like that part. That was great. You see, watch this, I didn't ask an open question. I thought a lot of you guys could ask that question. You could say, you know, Jesse, how long are you gonna keep your next truck? Three years. Yeah, but Jesse could answer it. I don't know, right? And then I'm like, shit, you know what I mean? I'm like trying to figure out where to go next. I actually want Jesse to answer the question, the way that I want him to answer it. And he will if I ask it right. So I say, hey, Jesse, look, so 99% of my customers, they're actually trading in about a three year trade cycle. Does that sound kind of like about you? And notice my head's like doing this. I'm like, does that sound kind of like you? And then he's like, yeah, yeah, I'm like, beautiful. So Jesse, I know this, that my truck's got 87,000 miles on it. And then, you know, let's say that you do go find another truck that's $40,000. Hey guys, everybody right now that knows a four-wheel drive truck, a 2018 four-wheel drive truck with 87,000 miles is still a $25,000 truck right around, Jesse. That's right. What's a $40,000? What's the 40,000 mile truck cost? 33, 34, 35 grand? Easy. All right, so okay, so there's $10,000 difference in the money, right? Yeah. Okay, so you're saying the truck has too many miles. So what you're telling me is you want to go spend $10,000 more and another $250 a month in pain. Do me a favor, Mr. Customer, if I didn't have to have you go pay $250 more a month for a lower mile truck, and you didn't have to go spend $10,000 more. And these two trucks looked the same and they were beautiful and they both drove the same. What would be the difference? You would just save a ton of money because when you drive the truck, you don't drive the miles, you drive the truck, right? The miles are just a digital odometer that's on the dash. Now look, Jesse, it's not the year 2000 or 1995. It's 2020, man. Jesse, we're in the 21st century. If we're in the 21st century, what does that mean? That means technology's through the roof. Jesse, these trucks are rated to run a half a million miles. Everybody right now, these trucks are rated to run a half a million miles. Now, look at me. You're the expert, okay? You guys as salespeople, you are the expert. So if you're the expert, guys, and say it with conviction, notice when I talk to Jesse, Jesse, do I talk to you like maybe I think that it'll run for, I mean, Jesse should run a really long time. Nah, that's, that guy's dumb. He's gonna get crushed. Right. I want you to be like, Jesse, look, man, this truck's rated to run freaking 500,000 miles. It's 2020, Jesse. It's the 21st century. Listen to me. The one thing that you're gonna have to take in consideration is this. Number one, right? In three years from now, you're gonna go trade both of these trucks in, Jesse, and they're both gonna have 100,000 miles on them either way, right or wrong. Right. Jesse says right. And I say beautiful, Jesse. So one of them is gonna have a $25,000 payoff on it, right? And it's still gonna have 100,000 miles. And the other one, divide for 25,000, and it's gonna have a $13,000 payoff. Now, let me ask you a question. What truck do you think's gonna be worth what you owe on it? The $13,000 payoff or the $25,000 payoff when they both got 100,000 miles on it? Andy, my next question, what would you, how would you do it when the guy says, wow, I'm paying cash, I'm not financing? What changes? Hey, Jesse, whether you pay cash or financing is $10,000, $10,000? That's right. Right, so what you're saying is when you say you want lower miles, you're telling me that money is not a concern to you or money is still a concern to you? Money is a concern to me. Right, so if money is a concern to you, Jesse, when three years comes and both of those trucks have 100,000 miles on it, right? Which truck do you think's gonna hold the best money? Yeah, the one that had the more miles. That I saved the most money on, excuse me. No, the one that has the lowest, the one that's worth the most money, right? For the money that you spend, because if, hey, Jesse, if you ride a check today for the car, right? Here's the point, you spend $25,000 with me, right? I'm just making a point, you spend $25,000 with me, you drive it for three years, you lose 10 grand, okay? The other truck, you pay $35,000 for it, right? You drive it for what, three years, and guess what? You lose $20,000. I mean, Jesse, if money's a real concern to you, whether you ride a check or you finance, and especially the fact that you're a check rider, your money is more important to you than ever, because you're not ever gonna do the next money. You're talking about your own real money, am I right or right? You're right. So the end of the day, how much you spend today and how much your trucks work tomorrow, they're both really important factors, would you agree? I agree. I think looking really closely at this higher-mile truck, Jesse, right here, is gonna show you that the wealthiest people in the world don't buy low-mile vehicles. You know what they buy? Because they know that in the 21st century, cars are made so well. They buy something that has a little bit of miles on it so they can drive down the price point. It's already taken the depreciation, which I love that about you. And by the way, when you called me, you called me because it was a better price, right? So you knew the truck had already been depreciated down. You were just hoping it was as nice as the price tag, am I right? Like, you wanted to get that great price and you wanna make sure that truck was still gonna be like new for you and your family, right or wrong, Jesse? Right, yes, sir. Thank you very much. So the truck's like new for you and your family. You're not gonna lose three years down the road when you go to trade again. You're gonna get all your money. Also, you're gonna win today by having a lower payment, a lower amount of finance, and guess what? You're gonna have a lower price tag, you know, and they're both gonna drive the same. Jesse, I've talked about 19 things on why you could not possibly lose on my truck. Doesn't it feel good to win? Jesse, when's the last time you won the lottery? Have you ever won the lottery? No, sir. Jesse, you just did. You just did, buddy. With me on the phone, write me out. That's why. That's why I'm training with you, my man. That's good, that's great stuff. I'm sure everybody will agree. Yes, so I, listen, and by the way, listen, I wanna explain this to you because this is really important, okay? Everybody knows that nothing works 100% of the time, okay? I need everybody to understand that right now that like nothing works 100% of the time, okay? So if you're a skeptic and you're like, well, I could try that and, you know, I can see that that wouldn't work with the type of customer. Hey, guys, nothing works 100% of the time. What does work is that you train your freaking ass off, okay, so that you can have your best chance when you're taking that phone call. Because I'm gonna tell you this, when me and Jesse were on the phone and it was like, hey, Jesse, the miles, the miles, the miles, the miles, the miles, somebody has to get me off these miles for a minute. Now notice with Jesse, I just didn't ignore his miles and go back to selling my truck. I actually handled Jesse's mind about wanting lower miles. Now Jesse thinks, hey, you know what? Maybe I don't want lower miles. Maybe I just want a really nice truck and you know what, for the first time in my life, I've actually dealt with the salesperson now. It's talking about future expectations, which I've never thought of, which is, hey, what happens when I go to trade it later? Most of the time as salespeople, we want customers to look at the hand in front of their face, which is like, what's happening now? But would, and I love that too. But with Jesse, I needed to fast forward three months, three years from now, and let Jesse look actually today when he does make a purchase, what the hell this trade cycle is gonna look like. Okay, beautiful thing about it is, is that I'll win him over and I will convince him to think the way that I think. And I want everybody to think about this for a second, okay? When I'm talking to Jesse, I have a certain passion level that I talk to Jesse with. That's called conviction. It's really important that everybody understands this, that saying the same thing that I said and taking the conviction and the believability out of it will get you a no at the end of it, okay? One of the things that I would love to teach everybody right now is that you guys have to become an actor. You have to elevate your skill. You have to increase your energy. And by the way, persuasion and influence, how it worked is that it worked by taking the way that you feel and pressing it through to the person that you're talking to. So you're not gonna persuade anybody if you don't raise your energy levels and you don't raise your, actually a motion like the way that you feel about what it is that you're talking about. Does that make sense? Jesse, does that, you understand that? Very much so, man. That's what we're gonna work on October 1st through the 5th every day, 15 hours a day. I love it, bro. We're gonna break your legs off. Listen. That's fine. Hey, I wanna tell you, everybody, Jesse did a great job. Jesse, helping out with the miles and guy calls on the miles right now. You took the notes, watched this video. And guys, listen, maybe, hey, Brandon, let me just cut into this. Somebody's like, hey, maybe I missed some of that and I wanna go back and take better notes. How would they do that? Yeah, yeah. All these webinars or trainings we do for the Mastermind meeting are recorded and they're all posted on the site and everyone in this meeting will have access to that so they can go and watch the recording. So they just go to the- Yeah, and let me, I'll pull it up on another window. Yeah, I wanna show everybody here real quick, just in case, man, because listen, I understand. And hey, maybe some of you guys might be working a deal right now and you're kinda watching as it goes. Watch what Brandon does here. He went under courses on the main page. Sorry, I'm moving fast here. So on the main site, you can just go to courses and then the one right here, Elite Mastermind Membership Recordings. Now you do have to be logged in. I'm already logged in. So when you go to your account, you'll have to log into the site with your username and all that stuff. And then you can just go back to courses and it'll say enrolled, cause you're a member. And then when you click on that one, well, I'm enrolled on a different user so I don't actually have access. But when you're actually enrolled, it'll show you all that. Yeah, and then you basically, it'll show the top recording right there and you just jump into it, am I right? Yeah, let me go actually log out of what I was in. Yeah, I just wanted to show everybody- I'm always testing stuff. Because, and I'm making a point, maybe Dan Frazier was working a deal or Kwaku or Michael Abelos or Celeste, or Brad Simmons, you know what I'm saying? Ryan Brunt, Jadalee. We got Silver Ramsay. Who doesn't love that name, Silver? I got Tyler with us. I'm just making a point. I got Rick Ross, our man, Make Cook. All right, so then when you're actually logged in and you click on it, it'll open up this window. And then all the meetings are posted there that we have recorded. And you can watch them all, scroll through them when you click on one. You got the dates. Yeah, it's done by date and you can open up, it'll show the meeting here and you can make that full screen if we have anything that Andy's holding up, you can see it. And then under materials, there's gonna be the slides that's printed out in a PDF. So you can see what we went over on that particular meeting. I love it. Okay, great, I just- And then this one, we actually had some scripts we were given away. So if you guys wanna grab those. Yeah, you're getting them out. Yeah, I love it, dude. Okay, thank you for going through that. I just wanna make sure, man, like I said, look, sometimes we move kind of fast. Maybe sometimes I say like one word track and you're like, oh man, where's my pen? Where's my pen? And you know, you're trying to write it down and it goes away. And then you're like, oh man, so I kinda understand what he said, but I don't remember exactly word for word how he said it. Guys, I run with lethal word tracks. Listen, some stuff I pull up as I go. You know, obviously I role play every day. So I try to stay really sharp. I try to know that I weaponize my body with my word so as I'm talking to somebody, right? Like I'm not letting them go anywhere. You know, this is my living. This is my career. This is my life. Take it really serious. And I love training the top sales people in the world. So I try to give you guys little nuggets and bomb does we train that you can also take and not just use on the phone, but use on the lot. I mean, God, I mean, this same thing we're talking about works on the lot. They can have this conversation with a guy saying, hey, do you know what? I just think the miles are too high. I think we're gonna keep shopping around. Boom. You handle it with this guy right there at that time. You talk about, hey man, you know 99% of my customers think that their trade cycle is about three years. That sound about right? And you're doing this with your head and they're gonna go, yeah, sounds about right. And then guess what? You're gonna say, okay, cool. So what you do today and what happens three years from now for both equally as important, right? And then all of a sudden, bam, man. It's like, I ninja stuff. No salespeople in the world are doing this. None. Andy, I feel like you've got like a flow chart in your head. I was trying to pull up one of like, like, okay, this is not the greatest example. This is just a, I mean, it's irrelevant, but like, here's the starting point. And like Jesse said, they're gonna say price or they're gonna say miles. So when Andy said, he's got the price or miles filled out. So when they say miles, he's gonna say, I'm gonna say this and this. And then they're either gonna say one of these two. And then I'm gonna say this and whatever they say there, I'm gonna say this. And he's gonna close them one way or the other is just walking them down the word tracks to get there. That's beautiful, Brandon. We actually make. Yeah, I was gonna say, we should probably make one of these. I mean, you've got so many word tracks. I mean, we'd have to simplify it. Yeah, but that's great. Yeah, that's really what goes in the head. Like, you know, like, you know, Jesse was saying, he said, hey, it's normally price or, you know, miles. And that is the truth. And by the way, there's a lot more things, you know, but I just want to say that those two are common things that we hear a lot. So, hey, I appreciate you, Jesse. That was awesome. Let's get another. Thank you, brother. I'll talk to you soon, man. We love you, bro. All right. Okay, let's see. Who else do we got, Brandon? Okay, let's get another handout. I got another objection I want to put out there. And I got my man, Michael Abelos. Michael, what's up, man? How you doing? Let's see. Mikey, Mike, what's up, dude? What's going on? My man. Okay. All right, Mike. I'm glad you can make time today to be with us. Our beautiful Michael Abelos from Phoenix, Arizona. All right, dude. So are you ready for an objection? Can you hear me okay? Yeah, I can hear you. Okay, man. I want you to impress me today. I got a feeling that you got some ninja stuff ready to come out with me. We're going to climb to the top together with this one today. I want to be the objection. And by the way, I'm going to go back to the, it doesn't matter what the car is. It doesn't matter what the vehicle is. Okay, I don't care about that. This objection is just about how you handle this specific objection. Okay, so Michael, I don't care what car it is. You can make up your own car in your own head. I really don't care about that. My objection is going to be, hey, you know, Mike, I appreciate you and you know, thank you for spending this time with me on the phone and giving me this information. But honestly, you're just too far away from me. Okay, I definitely understand that. Can I ask you a question real quick? Sure, sure, what's going on? All right, if you weren't willing to make the drive where you, would you have made the call? Yeah, no, that's a great question. You know, Mike, I wasn't really sure how exactly how far away you were when I picked up the phone. And I just Google mapped it while we were talking. It's actually about four hours. And I think what I want to do is look around a little bit more locally. And then if I can't find something, I'll look back around to you. Okay, does that sound fair? Yeah, definitely, I totally understand that. But this vehicle, like, I'm sure you found it, you know, through your own search and doing your own research. And I definitely respect that. But this vehicle, you know, is kind of, you know, a little gem that we have here. And you owe it to yourself to at least come take a look before it's gone for good. That's a great word track, Mike. You owe it to yourself. That's beautiful. You know, Mike, and that's kind of what I was thinking when I picked up the phone. You know, I mean, you know, to be honest with you, you know, had you been a little bit closer to me, you know, we probably might strike a deal right now. But I really think that just due to the distance, look, Mike, I'm a busy work man. I work all the time, four hours. I don't even know where that fits in. So let me just try to look around local and see if I can find one. And then if that doesn't happen, then I'll reach back out to you, okay? So we can try to figure out the details on this time. All right, I understand that. Is there anything I could do for you? Maybe, you know, get you some extra pictures or video of the vehicle. I mean, this is a really, really nice one. I'm sure you've been searching for a while. And when you came across mine, that's what prompted you to call me. You know, and there's not too many of them out there. So is there anything I can do for you? No, I think you've been great, man. I really do. I think I have enough pictures. I think you've been great. And I really think that, you know, we'll be in contact if I don't find one. All right. Mike, write down one word for me. It's one word. Relentless. Relentless. Relentless. Mike, listen, number one, you did a great job. Okay, I'm gonna tell everybody, just so you understand this, Mike said, hey, you know, listen, hey, and I appreciate the fact that, you know, where you're a little bit farther than you wanna be. But don't you think that you owe it to yourself, right? To come take a look at this vehicle, especially if you're that interested in it. I was a great one. You know, Mike hit me with some good stuff. But listen to me. Who's gonna win in the negotiation? Who's gonna win? The person who is better prepared to overcome the objections. Okay, and by the way, great job, Mike. I'm telling you, not right there is 99% better than what most people are on the phone. Listen, I want you to, and if anybody can replay this video, Mike said to me, don't owe it to yourself. And then I said, hey, as busy as I am, Mike, I honestly don't know where I'd find four hours at. Okay, I really don't know. So with that being said, I said it's a time issue for me, Mike. So that, for that reason, I'm gonna look around. So what's my objection now? Time, and Mike, you made a very normal mistake that salespeople do. You went back into selling the car again instead of handling my time objection. Okay. Let's rewind and go back. And by the way, I'm not gonna tell you guys how to answer the chat. I see Brian Brun has his hands up. So what I'm gonna do is I'm gonna let you finish, Mike, and I'm gonna switch over to Ryan. I wanna hear what he has to say before I go any farther. But I wanna give you another shot here. Listen, Michael, relentless, be relentless with me. With in a good way, not in a bad way. In a good way, man. You were doing so great. I feel like the guy was saying, hey, Mike, I'm not interested in your car. Hey, Mike, I'm just too far away and I just don't have the time. You know, hey, let me ask you a question, Mike. Bam! You can just hit me in the mouth with something that makes me stop in my tracks and makes me change the way that I'm thinking about this time situation. What would that be, Mike? You know what? I'm lost on that one. Okay, hold on. Stay right there, Mike. Hold on. Ryan Brun. Can we, hey, I'll be back to you, Mike. All right. Hold on. Okay. Ryan Brun, my man. You there? Can you hear me, dude? I can hear you. Can you hear me? Yeah. Where you at? You in Phoenix or in California? Yeah, I'm in Phoenix right now. So not too far from Mike. What's that? Not too far from Mike, most likely. Yeah, I love it, man. That's awesome, dude. So are you guys there for good now? Yeah, yeah, we're all settling in. Our AC blowout boat, we're making it. We're making it work. Hey, but you're in Phoenix. That's great, man, and you're sweating to death, which is good. You're getting to lean down. It's like a 24-7 detox, right? Yeah, well sauna going on. Yeah, you got an in-house sauna, man. Who has a built-in in-house sauna? That's amazing. Okay, so listen, so Ryan, I want you, obviously you heard the whole conversation of how to Michael, right? Yeah. And there's one thing I know about you, Ryan. You definitely know the word tracks very well. Am I right or wrong? Yeah, I know you're right. Okay, and Michael Abolos did a great job with the word tracks, didn't he? Oh, absolutely. He blended two of them together, too. Yeah, yeah, and I was like, man, great, great, great. All right, now, Ryan, I want you to pick up where he left off, and I want you to finish what he started, okay? Which is me saying, hey, listen, Ryan, I really appreciate you, but the fact is, Ryan, I'm four hours away from you. So if I'm four hours away from you, I mean, I barely have enough time to do anything after work. Going home, feed the kids, do that whole bill. I don't understand how I would make it there in four hours and four hours back. That would be a whole day for me taking off work. So I don't really understand how that would happen. I just really want to look for something closer, and I appreciate the fact that you're willing to try to help me put something together. That's great, man, but it's just not working right now. So if I think of something, I'm gonna get back with you, okay? Absolutely, no, I understand, Andy, and when I hear you say you don't want to make the drive, what I'm hearing is your time is very valuable to you. Am I right or wrong? Great question. Yeah, no, that's exactly right. If your time is valuable, then you need to deal with the professional that respects your time and knows how valuable time works. Look, I sell 90% of my customers one to five hours away. Do you know what that means? It means I have to be extremely good at respecting people's time as well as fast in my job. Now, look, you could drive to your local store five minutes away, but we all know you can't find the perfect vehicle in your own neighborhood. And I guarantee you this, if I had this car cleaned up, gassed up, ready to rock and roll when you got here, it'd be a better car-buying experience as well as a faster car-buying experience, plus the car that you want to buy instead of selling for a car closer to you that ends up costing you more time in the long run. Am I right? Boom, dude, what's up? Boom. Everybody, Ryan Brunton in the house, dropping the damn word tracks on us like never before. Look, man. Guys, Brandon, what do you think? Did you like it? Yeah, nice. Brandon, that was good. Hey, by the way, listen, remember I said be relentless? Guys, that is a great job. Michael Abelos, I want you to watch this video. As a matter of fact, you guys should get together. You're really close together. It'd be great for you guys to role play together here and there. You guys are really close. But I want to tell you something. Did everybody hear Ryan's words? And listen, hey, look, I love Ryan. Ryan, how old are you, 22? Yep. He's 22. He writes down every single thing I say. He's going to be back again in another Master Closer or when he was here, he took notes like no other. Remember how I said at the very beginning, I said 90% of what's written is retained? I said that for a reason, because I want you guys to understand that if you don't write something down, you can't retain it. You might be watching this right now. You're like, boom, Ryan, that's my boy. That's what I'm talking about. Guess what? You get on the phone call here in a minute and you're like, you know, man, so I want to save you lots of money and stuff. So like, you know, doesn't it? I mean, don't you see why we're the right place? And then you're like, dude, that is not what I wanted to say. But guess what happens? You ended up saying it and you got your ass kicked and you lost a damn cell. Ryan, when he was here, Ryan, how much notes did you pay? I think I took four pages total at the Master Closer seminar. He took so many notes when he was done. As the trainer, I asked him to send me his notes. Yeah. I've just had never seen anything like it. Do me a favor. Listen and learn from everybody. Okay. And one of the things that I've learned from Mike, I mean, from Ryan is that he takes lots of notes. So does Michael. So does Jesse Perez. Every time we don't phone, he sends me a picture of all his notes. And look, hey, maybe I've missing you for a minute just because, you know, we haven't talked yet on the phone call. But I want to tell you this. If you are not impressed with Ryan Brunton's overcoming at how far I am in distance, you're crazy. The way he overcame it was beautiful. It was amazing. It was word for word. And what I was doing is that I was going to be really hard on him. Okay. The reason why I was going to be hard on him is because he's so good with his words that if he was going to fumble around and screw up a word, I was going to bust him in the mouth. Guess what? He didn't, man. I was so freaking proud of you, Ryan. Super proud of you. Thank you, man. Holy cow, man. I love it. Hey, Andy. I was reading another quote that said, the road to success and the road to failure are often the exact same road. Meaning like, you know, you got one guy that's practicing a word track but hasn't mastered it. So, you know, when it comes up, they stumble and they fumble and they can't deliver it. It's the exact same road as someone else that's practicing the exact same word track. But if they can deliver it sharp and crisp and, you know, believable and, you know, with that energy, I mean, it's literally the same road but one can fail miserably, you know. Well, I think, you know, they stumble and then someone can just deliver it sharp and crisp and boom and just leave them speechless and nowhere to go. Love it. That's it. Yeah, I love it. And by the way, you know, Ryan, hey, let me ask you, when you learned that word track, by the way, that word track was about three word tracks combined into one. Am I right or wrong? Yeah. Yeah, I mean, we never trained for that word track, you said, on that hill. We trained over three different word tracks. You put them all together in one and you tied them together, am I right? Yeah. What do we talk about? Tattooing it on your heart, the word track, am I right? Yeah. Okay, tell us real quick, for anybody listening, how do you learn your word tracks? So I'll, if it's from a video, like for example, your master closer son, I'm sorry, can you guys hear that? Yeah, but it's okay. Go ahead, you're good. Yeah, go for it. From like the master or the new negotiation course. Now you're a girlfriend, you're gonna have to call her back. And no, no, it's actually. I'm just kidding, I'm just teasing you. So it's from the master negotiation course. I'll listen to the course full through, so I'll listen to the video the first time, take no notes. Second time, I'll go through, I'll type it out word for word, then I'll go through, I'll print that out, I'll highlight it, and then I'll go through, I'll underline it, and then I'll go through and make my own version of it. That's it. So you're not a second rated version of me, you're a first rated version of yourself, right? And you try to pick words that you're comfortable using, right? Yeah, no, exactly. It has to be your own language, you know what I mean? Yeah, and you may repeat some things word for word, but there may be some words that you don't use in your vocabulary a lot, so you replace them with your own words. Yeah, exactly. And that's when it gets tattooed on your heart, when you've got one person selling high end cars and one person selling used cars, every situation's a little different, but the main flow is there, so then you can kind of tweak it to your situation, or like an RV dealer, they can sell the same thing, it's the same work tracks, they can just make it work a different way. Yeah, that's it. And by the way, and I'm gonna use this as an analogy real quick, it just made a lot of sense to me, okay? So this weekend, right? I mean, whatever you don't practice, I mean, like if you don't practice it a lot, whatever you don't practice, you're gonna get your butt kicked, am I right? I mean, that's just the way it goes. I never box. I'm not a boxer, I hate that stuff. This weekend, we went and we went to Dallas, and I went with this guy, he's like a Navy SEAL, and we literally go down there and do this hard workout, and at the end, he's like, hey, did you guys bring your mouthpiece? I'm like, no, we did not bring your mouthpiece. And he's like, well, good thing is, I've got extras. I've got a bunch of them over here in the packet, because Andy, I want you to understand something. He goes, you train people for a living, and I hear you say, you're gonna bust someone in the mouth. And what you mean by that is, Mike Tyson says everybody's got a plan to get hit in the mouth, right? And then usually that plan, if you don't have one, you go lost. And he goes, what I want you to do is understand that when you train people, you tell them that the customer's gonna hit them every time, you're always gonna get told no, it's just something that's gonna happen naturally. And you train really hard for how to handle that. And I'm extremely impressed with your ability. But what about if you really get hit in the mouth as a human? What are you gonna do? He said, it's the same thing. And I want you to understand what your people are going through whenever they get hit, and they don't know what goes on. So I want you to learn from that. So guess what? We just put the boxing gloves on and all the gear. And guess what? He beat the hell out of me. Just straight up, man. And we even dropped a video over in the Facebook group. Just because it was a new experience, I always talk about pushing ourselves and I don't even like fighting or anything that stuff. My point is, is that it taught me how to get uncomfortable and how to get hit and how to keep going. And honestly, it's the same parallel what I just told Mike to say, hey, be freaking relentless. Do not stop, all right? And with that being said, Mike did a beautiful job. It's so great. There was zero combativeness, nada. But guess what happened? On his third round, which is like on the third round of boxing, on his third round, I said, hey, Mike, I appreciate you, man. But look, my time, I just don't have time. And guess what happened? Mike said, ah, I don't know where to go. All right. But then I grabbed Mike, I grabbed Ryan, Ryan was able to come back in and follow it through beautifully with the work track. And guess what? I'm gonna tell you, man, I was back in the game. And now I'm like, hey, Ryan, you know what? I think that's fair. And you know what, let's go ahead and make this work. And then Ryan's like, hey, man, you know, let's do this tomorrow. And then you know what? We just make it happen and people have to give people reasons and excuses why they should do what you want them to do. But you gotta understand sometimes they may say no eight times. If they say no eight times, can you hang in there for the ninth time to get the yes? And I'm gonna tell you, man, I'm really proud of this group. This group is going really freaking far, man. And it's beautiful. And I'm watching you guys transform into great salespeople. And the more you dive in, the better you're gonna get. Look, in life, you get whatever you put into something. If you wanna be a great dad, guess what? You gotta put in being a great dad or else it ain't gonna happen. You wanna have a great marriage? If you don't treat your wife like a queen, she's not gonna act like a queen, okay? You know what I'm saying? You get out of life, whatever you put into it. It's the same with being a successful businessman. Gotta pay the rent in advance. I asked Ryan to explain to him how he learns the war tracks. You don't have to be a rocket scientist to know that Ryan, it took a lot of time. Am I right? Oh yeah, every day. Totally worth it, would you agree? Oh, absolutely. And when you're around other salespeople, I wanna ask this question. Who wants to be uncommon amongst the uncommon? Exactly. I want you to think about that. I walk into stores every day with GMs, owners. I fly out every week. I train all of the United States. And when I walk in, you know who I know I'm gonna run into? The top managers in the store, the top GMs, the top salespeople, boom! Put the smash on them, baby! You know why? Because I train so hard, I'm ready for it. And I want you guys to do the same thing. I love you guys, man. So look, man, hey, it's 1257. You guys kick butt, rock and roll. You have any objections that you want me to overcome? No, I think if you guys enjoyed the phone training, as I've got a hundred more here, we can work on those again next week. Or I can work on something different. I'm in it to do it for you guys. That's all I care about. So hey, Ryan, I appreciate you, dude. I mean it, man. Everybody, I'm grateful for you. You guys are amazing. Kick butt. I hope everybody learned a lot today. Remember, you can watch us over a million, a thousand times. And this is our elite weekly mentorship program, man. I really am grateful that you guys are here. And this is training that no one else would get in the world unless they join with us. So I appreciate you and you guys have a blessed day. Rock and roll. See you guys. Have a great day. Thanks, everyone.