 Okay. Hey guys, how you doing? It's Andy Elliott. I'm here today with Mark. Mark is with Audubon Academy. Okay, Mark is the owner. He runs Audubon Academy. It's a training course. Mark is from, and I say training courses for dealers, for service, for sales, management, GM's. Mark trains all of them. Long story short, he is out of Quebec, Canada. Great guy. And we are going to partner on a sales bootcamp that's killer. And by the way, this sales bootcamp is free, right Mark? Yeah, it is. Yeah, it's free. It's going to be killer. It's cool. We're doing it right now, because obviously, number one, we want to give back and obviously it's grind time. So now it's a good time to learn some new skills, learn more skill. And obviously, this business is going to explode in the upcoming months. We want to have you to be ready to recoup all of that money, and then obviously just crush it in 2020. And let's not change the target, change the action. So guys, I got Mark here with me. Mark, go ahead and introduce yourself, and I'll let you take it from here. Yeah, thanks. You know, I've been in the car business for the last 15 years and ended up like realizing we, as an industry, we need to get better, you know, just like you do with your training, you provide for car sales, right? But I ended up like managing and creating my own course around marketing. And by that time, I realized I had everything I needed to bring other smart people onto the platform itself and add more value to dealerships. So fast forward today, we're in this pandemic situation as of right now. And I just wanted to create something that was the ultimate value for car dealers today. And this is why I'm super excited that I got you on the panel, on the group itself, because I know you're providing like tremendous amount of value to your clients and online as well. I've been watching you for a while. And for me, you're a black belt. So I just wanted to actually see, I know you, but I don't know you personally. So I wanted to bring Andy Ali up to Audubon Academy and see, you know, what's your story and how did you actually start in the car business? Okay, so great question. Number one, I started when I was 18 and basically just to give it to you in a 30 second equation. I have five brothers and sisters. Okay. I have a dad. I have no mom. My mom is an alcoholic. She left when we were two on story short. I do not I have never spoke with my mother. I don't speak with my mother. She's just not a good positive person to be around. So my dad raises us. My three oldest sisters are the ones that my dad pays attention to the most because he doesn't want them to get in trouble. You know, they're girls, right? He tells the boys, Hey, don't get in trouble and everything's going to be fine. That's all I care about. So no one made us do our homework. No one made us do things. My dad's not a bad dad. He was working all day long. He came home chasing my sisters. Okay. Well, that left us boys running around wild. Long story short, I'm 40. That's how things used to go back in the day. Moms keep the house together. I didn't have that. So I made bad grades, okay, made straight Ds through school. Why? Because I had no training. I had no teaching. Nobody held me accountable. I probably had the ability to make straight A's. But you know what? You just, you know, you don't know what you don't know. It wasn't important. You know, so why was it important to me? So guess what? As long as I passed, I was gold, long story short, tornado May 3rd of 1999, that tornado crushes my whole school. I'm in Oklahoma. So in Oklahoma, we're in tornado out, right? Yeah, tornado crushes, kills tons of people. We're in like martial law. There's tanks driving around all this stuff. So May 3rd is at the end of the year. They say, Hey, if you're not passing on your grades, or if you want to take your semester test, go to the college, right? But if you aren't passing grades in your house was like bulldoze because my house got smashed by the tornado. I mean, we chased an F six tornado. I get you were crazy. We should have died that day. And it took out our school took out our home. I mean, obviously one of the biggest tornadoes in history 300 mile an hour winds. And you ask Andy, where did you start? This is where I started because that day I graduated with straight D's and got to pass. Well, guess what? I go when I work construction or literally one, one month, when I work construction for one month. Guess what happened? It sucked. I didn't want to do that anymore. I had a buddy whose older brother was a GM at dealership standing. What if you can make 5,000 a month selling cars? First of all, I didn't have a car number one. Okay, I didn't have a dollar to my name. I didn't have anything. Well, I got in because cars selling cars. I don't think a lot of people I didn't grow up working on cars like Oh, I want to sell cars because I love cars. I just wanted to find my way. And I think a lot of people end up in the car business because they just want to find their way. Guess what? I started and I remember my pants were like high watering. My shirt was to the guy that his was the GM that hired me, which I don't know what he saw on me. But I'm going to tell you he gave me the job as a kid when I was 18. And dude, his dad had passed away. He was a GM in a Mercedes tour, but he was a very small guy. He gave me his father's clothes to wear. I hadn't. Guess what? I looked silly showing up. I remember the first day, everybody looked at me saying, Hey, that guy's not going to make it. And by the way, that guy's not going to make it. I heard that my whole life. Okay? You know what I'm saying? Way to be the underdog, right? I am the true underdog. I mean, I mean it and I and I attract to underdogs. But with that being said, I remember showing up that day. And I'll just move right through this. I ended up going outside helping a gentleman. I treated him like a million bucks, which I didn't know what that mean, but I just treated people great because I love people even at 18. And I have anything. You still you love people or you don't. I love people. I was nice to him. I remember when he left my manager paged me to the sales tower and said, Andy, do you know how much money you just made? Now, listen, never expect to get this lucky. Okay, this isn't typical. You know how you see a commercial. And then they tell you about all these results. These results are not typical on your first quarter. It won't happen. But he paid me to the tower and he said, Andy, do you know how much money you just made? And I said, dude, if I made $1, $5, because I haven't I need to eat lunch today. So I didn't even have lunch. Like I would he picked me up at 7am. And I was prepared to stay till 11 at night without any money in my pocket, not knowing where lunch was going to come from. Like I don't care. Right? I mean, I'm just going to grind it out. I'll figure it out as we go. I mean, because that's what we do, you know, saying we just figure it out as we go. Guess what? He said you just made $2,500. Oh, I don't even know what to think. And I want to tell you, these results are typical. But each results are typical for everybody to get a taste of that. If they stick with it. That minute, my life changed. Do you remember? Do you remember what car what car was that or? It was a Nissan Frontier. And you know what the funny, you know what the funny thing is? Here's what's so funny. It was it was an older couple. And they wanted to leave and go get something to eat. Okay. And my GM, I go inside and I said, hey, they're wanting to leave and go get something to eat. Okay. And my GM said, not a chance in hell, you're going to eat with them. What? He said, yeah, you're going to eat with them. Nissan 10 cab. Remember those little fold down chairs in the back? Yeah, he walks outside. There's three older people. He said, guys, great news. I'm giving Andy my credit card. He's taking everybody to lunch. He's jumping in the back. I jumped in the back of that team cap. We didn't ask them if I was going. He just threw me in the back. And guess what? We loaded up in it. And we all went and ate golden corral. And when we came back to the dealership, he walked outside, his hair was slipped back nice and smooth, reached out, shake their hand gave him a hug. And he said, let's get the paperwork done. And they just followed us inside. We did the deal for the first time in my life, I watched control. I watched, I watched a guy who knew what the next step was and he was guiding the customer, which, by the way, there's a great sales people this or anybody doesn't like to help people take the next step. And you know what happened? You asked me, how did I get started? What about Andy Elliott? Look, at that point, I realized that selling cars was my way out. And guess what? I wasn't in love with it at that time. But I am totally passionate and love with it now. And I was totally in passion with it and love with it about about an hour later, right? And it's never changed. And I've never back down. And I'm so full of passion. And it's not worked to me. When I sell, when I train people, when I close, when I was a GM, and we took a store selling 750 to 600 a month, it wasn't worked to me. Because I love it, man. I'm freaking ate up with it. I was an actually that that's what really got me drawn, like, like ground to unit first place, because I saw your your energy and your enthusiasm around around the car industry. And I think we need this people need this this industry need this car dealers need this and you so yeah. Yeah, people always ask, you know, hey, how do you not burn out? I'm like, bro, you don't burn out when you love it. And here's the deal. You're having fun. That's it. And honestly, with no new skill, with no without giving your your heart into it and really loving people. Listen, it's just going to be a job. And by the way, there is no silver bullet in life. I think that people think that, you know, like, you know, maybe because their buddy's a doctor or going to college or doing this, and I don't have any problem with any of that stuff. You can be in your place and in a car dealership right now dead broken on zero, you can be a dealer that's selling 50 cars a month. And I'm going to tell you right now, Mark, that dealer can can go to 200. They can just have to decide they're going to do it here. And then they've got to get the right type of training. And that right there, it fix everything. And that's me. Yeah, yeah, that I agree. And let me ask you this, why didn't you, why did you choose going on to like do training in stores and online versus actually owning your store or your group because I'm sure you have the potential to could have been like a multi-dealership group right now, the ND auto group. Sure. No, that's a great question. I have people that also number one, okay? When I when I became a GM, when I was 27 years old, all right, I did it, I did it for well, and I wouldn't get into managing. Listen, just so I can explain this, I don't care about titles. So what you just asked me was like, why don't you own your own store? Well, a lot of people do it for pride, because they want to say I own my own car. Yeah, I don't care about that. Listen, I had a phrase I started when I was 18 years old. It was call me the janitor, just show me the money. You don't say it. Call me the janitor. Listen, I don't care. I don't want to be a manager. I don't want to be a GM. But the guy that talks like he runs the company walks like he runs the company do really just runs the company in general, right? No matter what his title is, everybody gravitates for him. I've seen owners own stores, they have no control over their people and their people don't work for him passionately. I could be the janitor, and I could stand up on a table and have a meeting and everybody could come in. You know why? Because I love everyone of them. Because honestly, it's not the value that I have. It's the value that I add in their life that matters. And I think that that's missing in in dealerships. I think that's missing with car sales. And I think that's missing all across the the deal. So you can ask, Hey, why don't I own my own store? Look, and obviously, I don't like to talk about money a lot. But I think it's important to talk about sometimes. I made 2.5 million one year as a GM. Okay, now I'm going to tell you this, I know owners that don't make a million that are owners. Here's what I'll tell you, you don't need a title. You know what you need? You need to believe in yourself, and you need to want to help other people. I'm going to share with you. I don't care what business you're in. It doesn't matter if you don't help people, you won't be in business long. Okay, you you you want to have a store making a million dollars net and you want to take it 12 million net, which is what I did at a dealership and I was a GM. Guess what happened? You know how I did it? I did it by giving a shit about all the people that were around us and loving on and caring about it. And here's the deal. Guess what? That's all this. That's how this world was built, you know, Canada, the United States. I don't care if you're in Africa. Do people just want to feel significant? They want to feel loved and you know, they want to be believed in, right? I mean, I know what it's like to not feel believed in. It sucks. Guess what? I'm I'm the rare breed where I like to be in the suck zone. And haters, look, I have these hater walkers I put on like this. Okay, and I don't see you. So the cool thing about it is when haters come off, if I hear you, I'll use it as fuel in my gas tank and a roll. It doesn't stop me for a second. And actually, that hater, my biggest problem in his life is trying to convert a hater to being a believer. Okay, but there's a time limit I put on that now where I cut it off. They don't want to convert over to great life. Just move on and pray for him, bro, move on. But owning a dealership. It isn't my deal. I'm not in it for the money. I mean it. I'm not in it for the money. I'm in it for this. There's a homeless guy that texts me this morning. He said, Hey, Andy, two weeks ago, I was homeless. I made 3800 in the last week. I just got a rent place for me and my wife. And because of your training, the GM pulled me out of nowhere and said, Hey, I realized there was something going on with you. But I don't know what it is. You've just come up out of nowhere. The guy was sleeping in his truck and now the guy's got a place to stay. He's got a check coming. And he's provided massive, I don't know, massive attention to himself because he's watching my free YouTube videos. And guess what? He's practicing them in his car. Now he's in a place. That's why his GM went and gave him a free $500 car on trade road to drive for his wife. She can go get a job now. Yeah, magical things are starting to happen to him. Dude, that story right there to me, that guy getting his life turned around is more impressive than taking a guy who's making $30,000 a month and taking him to $50,000. Yeah, because you just made like a real, real, real difference in his own life and his wife's life as well. That's the best testimonial you can actually get. Yeah. And so that's what I'm addicted to. And I didn't get to see, as a GM, I can help 100 people. As a trainer, I one day, I want everybody in the world to know. Yeah, I'm sure they will because I know I see because you're after leverage, you want to help thousands and hundreds of thousands of people, right? Yeah, instead of 60 or 100. And that I get it. Do you, you know, actually how many like people you trained, like, exclude your YouTube channel right now because it's crazy big, right? But because you got like tens of tens of thousands of views on your video. So that's great. How many actually how many people that have you trained face to face? Do you know? I know it's a lot. Yeah, so right now, currently, so on zoom, right on zoom or in store, yeah, we're currently training 500 dealers. Okay. So dealers now take the people inside those stores. Some of those some of those dealers are are are 30 employees, right? Yeah, their salesman some of them are nine. You know, people have different sales for also on top of that. I'm currently training in my CRM, right? We have 28 or 29,000 salespeople that I have reached out and talked to through text message and help. But here's the deal. I only quit being a GM understand this. And this is what you know, I so in 2014, I put out 15 YouTube videos. Okay, and I did it to just help people out one day my wife's like, hey, you need to put some training out there on YouTube. We did it and we walked away and I went back to work. Yeah. Right. Last last year in July of 2019. I literally just walked away from my GM job. Right? Making 100 grand a month as a GM. And I go home and tell my wife, I'm done. We are going to start our own training company. I've had a training company for 10 years. And I would do it periodically because my heart kept pulling me back to it. But I told her I said, Hey, I'm 40, you know how it is. Like when you I turn 40, I'm like, I'm not doing it anymore. I won't be bought. Right? I'm not saying this in a bad way. But I don't want to make sense, though. I could pay me as much money as you wanted. I don't want the money. For three months straight, Mark, I didn't take a single commission. I didn't take a dollar. I didn't take anything. I didn't ask anybody for a dollar. All I did was start putting out YouTube video. We grew a channel from zero subscribers to 12,000 subscribers in six months. Here's what I'll tell you. What it means is that people are raising their hand and asking for help. And all they want to do is just get the right kind of training that they can understand in 2020 that isn't outdated. Because what I learned when I got on YouTube, I hadn't been on there in 10 years, I was hoping to find like some amazing content. And what I found was a bunch of old outdated training that people are still putting on today. Yeah. You know, I'm like, bro, listen, I'm closing car deals right now in 2020 and dealerships. And that stuff don't work. Yeah, it doesn't work anymore. People have a wise and up rate. It's not like the consumers have wise and up. You can still listen, you can still be a one call closer on the phone. You can still do it. But you have to have the right skill. What you learned in 2018 doesn't work in 2020. You know, matter of fact, let's talk about this in January 2020, right, Mark? You didn't see what was happening right now in April of 2020. So neither did I guess what, we were just forced within four months to shift again. Yeah, guess what? I'm shifting already. I'm not afraid to change and I'm okay to change. I raise my hand, ask for help every day. It's just hard to see people that are continuing to elevate their game. I would call it going to deeper waters and playing with bigger fish. Find somebody who's better than you. Okay, find somebody who's better than you. Learn everything they have and just model it. It's the cheat code. I call it the true cheat code in life. And what I do that now that I train dealerships all over the world, I literally every time in front of somebody, I will learn something from a guy who's selling for three days, and he'll say something. And I'm like, What did you just say? And he'll say something. I'm like, Damn, that's mine now, baby. You know, I'm saying just be a student of selling for the rest of your life. Yeah, I know. And this is why this is so powerful. And by the way, like, you get get huge validation towards like the 30,000 people who are like actually working with you like the salespeople and like getting 12,000 subscribers on YouTube is no easy feat if you're not doing like pure entertainment. So just honest, I know just congrats to that because it's really hard. It's a it's a lot. It's not like what we could. Here's the deal. We could me and you, whoever were we couldn't do anything without the people that are with us, right? Yeah, I call it my brotherhood. I don't call them my clients. Don't call them my customers. I call them my brotherhood. I call them my sisterhood. Listen, I'll say this, everybody knows my cell phone, but it's 918 210254. Why I give it out is because I want them to reach out. I don't have automated text. I don't have responders. I don't have anything. It literally comes across on my phone. I look at it. And you know what I do? I text and if somebody needs my help, I get on the phone immediately with them. It costs nothing. And by the way, I have to have the same 24 hours in a day as everyone else. You know what I do? I told my wife, I'm dedicating 15 hours a day to the people in the world who need it. And my wife has my back. My children have my back. And guess what? When I'm home, and I play hard on the weekends with them. Like I just told you this morning, we were swimming in the pool. It ain't even warm enough to swim, but we heated the sucker and we're making it happen. You know what I'm saying? And here's the deal, man. I just want to tell you that there's time everybody has time to get what they want. You know And I don't mean financially. I mean, like skill, you know, whatever, right? I mean, you know, you're building your business. I'm building mine. A guy starting brand new and a dealership today. You know, whoever there's an owner out there. He's a GM. You know, he's got 20 sales guys. They're not motivated anymore. You know what I'm saying? They don't have to fire in their belly anymore. You know, they're, they're, they're, they're, they're complaining. Listen, success trains, success trains. If you want to be successful, you have to be training. Not one day a week. And it works in every aspects of life, right? So yeah, you get out of something, whatever you put into it. You want a great marriage, Mark? Guess what? You're married, right? Yep. Guess what? What happens if you don't invest in your wife? You already know. It goes cold. Am I right? But what happens if you show her? I'm not saying that she won't love you forever. But if you show her massive love, if you make her feel significant and show her that she's number one, how does she treat you? Same, same way. Like a queen. Yep. Okay. And guess what? She is a queen. But if you don't treat her like a queen, you want to act like a queen. That's what our top sales people, our managers, our GMs and our dealers, they are the one percenters. But because they are acting like one percenter right now, we want to tell them how bad they suck. Every manager in the country that ever said somebody sucked should be fired on the spot at this moment. You know why? Because if you say somebody sucks and you're his supervisor, you should have let him go from day one, right? Or you should have never hired him because he wasn't the right hire. But if you did hire him, your responsibility was to train him and take him to the next level. You have a responsibility for his life. So I don't want everybody to get fired. I want to raise my hand and say, give me your troops. Give me your team. Closing negotiation, overcoming follow. That's what you do. Give me your service right now. Give me your managers. And listen, you can't put a sign on your desk that says, Hey, I've stopped learning a long time ago because most people have and you've seen it. It's an invisible sign. And I walk into dealerships and I say, Hey, how are you doing? My name's Andy. I'm the one who's going to be doing the training today. Great meeting you. And I see him look at me and they hear those words. I'm the one that's going to be doing the training today. And some of them go, Yes, gosh, man, I'm so freaking Jack, dude. I was telling my wife about you. We're going to kill it. I've got my notebook ready. I've already set new goals. Would you mind when we're done? If you sit down for a one on one, I just got a couple questions. Dude, you have no idea what this means to have someone here to help me do better in life. I have big goals. I want to take care of my family. I want to be the best me. I want to change my family future tree. You know what I mean? I don't want to I want to break the generational change. Guess what? Then you got that guy that says, No, I'm good, man, you know, I'll be in there. Guess what? That guy right there, he has no idea what he's doing. But listen, that attitude that he has, okay, progress flows over into area, every area of life, your children being a father, your being a husband or a wife, right? If you're a woman, okay, well, it doesn't matter your business, your health, all of those things. Once you start progress, it feeds into every area of life. What we do mark, it's not just about teaching people to make more money and become passionate about selling. It's about creating a fulfilled life so that they don't look up and regret 10 years from now. Man, you know, that was a miserable experience. Bro, it didn't have to be. You know, didn't have to be. Y'all have a choice. Choose carefully. See, you, I know you've been meeting with a ton of dealers and a ton of different people and you just like highlighted it. But did you like, when you, when you see like, let's say there's some guys that have been around for 25 years, maybe that's the, those are the ones not inclined to listen that much. It depends, right? Depends on the, on the character. And like on the other, on the, on the other end, you've got people that that are just like starting in the auto business, like that are like completely green. What's the, what's the best like, like the number one advice you'd have for, for these guys today? Are you talking about the ones that have been doing it for a while? Yeah. Well, let's go, let's go on both sides. Let's say, take it like a guy that has been selling cars for 30 years. Okay. So number one, I, I don't say this out of arrogance or cockiness. I say this out of confidence. Okay. You don't know what you don't know. Okay. So what I do and listen, I will walk into a dealership. A GM or an owner has called me to train his crew. Okay. And I will walk in and I know this, people fear what they don't know. But people have been allowed to hide behind faking it and winging it for years. Now that 30 car hand, do you think he's a talented animal or do you think he's been faking and winging it for a long time? Probably has some decent skills understands the process. But guess what? He hasn't sharpened his sword in years, right? You know what I do? First thing I do is I walk in, I introduce myself to everybody. And what I do is that I look for people that are attentive. And the, and the first one that's not, I say, bam, you, I got you. Come on up here. And immediately I pull them out of their chair. And they're like, what? And I'm like, hey, come on up here, man. It looks like everybody, this guy's been doing this for 30 years. I love it when people have been doing it for a long time. You are the veteran. You're the leader. You are the mentor of the group. And they're like, I don't know about that. And I'm like, yeah, you are. Yeah, you are. Listen, here's what I want to do because you've been doing this the longest. How many car deals have you worked in your lifetime? Millions of car deals, man. This is guys, this is called a pro. This is called a pro. Here's what I want to do. I'm going to write down on the board a negotiation, okay? Because I know you've been in many a car. You've been doing this for 30 years. You've been in negotiations. A guy's buying this car. He's trading in this one. He wants to be at 300 a month. The payment's going to be 550 because we know our job as salesman is to deliver bad news. That's what we do all day long because people don't come in and want to be at 300 a month. We walk in and say, hey, great news, guys. I got your payment at 250. No, we're that dude that says, hey, guys, great news. I got your payment at 500. Am I right? We are constantly delivering numbers. If you're a service advisor, do you think they're going out there and then telling people they have $70 bills or they're going to have people $700 bills on their cars? We're all in the same life of sales people. Stuff cost and people don't want to pay it. But we're the person who has to give the customer reasons and excuses why they should pay. That's our job. Guess what? Tell him, I need you to take this marker and I need you to close me at 550 a month. And because you've been doing this for 30 years, I know it won't be a problem. I'm your customer. You're the salesman. Show. Guess what happens? They lock up on the spot and they realize for the first time that they don't know what to say and they've been winging it. And guess what? I said, I understand. Let me show you how to do it. I close it. That guy for the first time goes, God, man, that was that was amazing. And I say, bro, that's what learning is. Now I want to ask you, we just started this five minutes ago. I've got three hours of amazing training. Would you be willing to learn more from me? Would that be okay? Look, I don't, it's not about who I am. It's not about the value that I have. I don't want to tell you I've made a million a year. You don't care about none of that. You know what I care, you know what you care about? What value I have that I can add in your life. That's it. When you, when we're done after these three hours, what will you go home with? Will you be 10 times better? Will you? They've had so much bad training in their life, Mark. There's been so much flim-plam and outdated training and bull crap. Like that's what? That dirty your hand, no disrespect. He didn't do anything wrong. He just had a set there's some crappy training 10 times with some dude that didn't teach him anything. And that's what? He saw me and he's like, oh, that's that dude again. Now I'm not that dude. But you don't know what you don't know. So I have to show you. So my deal is with a 30 card hand, I have to physically show him. I have to show him. Okay. He's pre-internet. He didn't grow up on the internet, right? So he's a visual learner. And you know they say show me, show me, show me. You have to show him. That guy, he's my best friend now. He'll go sit back down and when we're done at 30, at 30 card, at 30 year hand, he's the first dude that walks up and says you just changed my life. You know what? I was very hard hearted and I did not have a growth mindset. I have a very fixed mindset before you came in. He changed my mind and I'm thankful for that. And guess what? And I tell him now he's come as a student. He can go home as the teacher. He's a teacher now. Everybody else for the rest of your life. And I tell him I'm proud of him. And guess what? That dude's a different dude now. He's different for his management. He's different for his sales manager. He's different for his family. And what he just learned he takes home to his wife now. Guess what? He even spices up his marriage. It's all progress. And you mentioned like a growth mindset. Is that like would that be the first like kind of mistake people still don't have in the automotive business and in your experience? Because this is really important. It's true in life but it's true in business as well. Whatever job you may do right. Yeah you just have a choice okay. If somebody doesn't have a growth mindset. Which means they say listen I want to tell you this. If I'm the only right person in the room am I getting any better? No. You know what I pray? So I have a team that I work for me okay. And every day I have the same meeting with Mark. Mark let's say me and you work together. I'll say Mark. I need you to prove me wrong in something. Because if I'm right every day about everything I say I'm never grown. Yeah. Please prove me wrong. I would love for dealers okay to say please prove me wrong. Although it loves their salesman to say please prove me wrong. You know the biggest problem with people in the world is that they've been through something in the past and it's labeled them who they are today. Yeah. And that dealer he's selling 80 cars a month right now. He's a 200 car dealer. He might tell you about demographics of people in his area all this. I don't care about none of that. Let me go in and run a store for one month. I will I will double his business. How? Because I have a growth mindset. I see the holes where the money's bleeding and I see the holes where the money's not coming in. Why? Because I'm an outside the box thinker. I am okay to have my mind changed today. Me and you were just talking yesterday about some stuff with marketing. And you know what? What did you do? You told me about an idea. Guess what? I've already got it going on right now. It's already done. And I want to tell you something. So many people that ideas fall to the wayside and they don't use it. Now I understand that if you have a team around you that just talks about ideas all day long and they don't put them in the place. That's nothing. Here's what a true leader is. Let me give you the definition. A guy that can go to a meeting. It can idea. And then when he leaves the meeting he's already got it put in place. Mark think about this. You're the owner of a dealership and you tell me you know or you're the GM and you're telling yourselves people. Okay whatever. Hey guys I think we should do this. Guess what happens? You walk out and five hours later you look up and somebody has already got that idea going. They've already not taken it from my idea. They take it from my idea. They put it into action and they're making it happen. Guess what? A thought is an idea. Actually doing it is the action. So many people never put the action in place and what we do when we train is that honestly we give ideas but because you're not the employee there and you're not the one doing it they won't take action. So what we have to do is we have to motivate like no other and we have to develop proof strategies and plans that work and hold her hand and walking through it until they do it and get it done. I mean guess what? Once the success starts popping then they have to go with it to the next level and we pray out there that obviously you know people want to go to that next level because like you said if you don't want to you'll self-sabotage yourself. Yeah. I mean how many times have you told somebody to do something that was amazing and then they say I know that ain't going to work. And guess what? You and that guy don't really have anything to talk about. It sucks. You can sit there for hours and convince them and by the way I am guilty of sitting there trying to convince somebody forever as long as I see hope in them. See there's been so maybe you or a dealer and Mark you're asking a dealer to do business with you but you know what? He did business with another company and you know what they did? They didn't give him any value. His numbers never in freeze. He didn't sell any more cars. He didn't get a higher per copy and guess what happens? He thinks you're that guy again. Yep. I always said this if you go into a Starbucks right which their Starbucks all over the world you go into Starbucks and you were to sit there and have a survey and let's say I was a surveyor and as people walked up to the Starbucks I would say hey can you do me a favor? Can you describe a car salesman for me? You know what they would say? Robbers, thieves, thermbags, liars. You know they would say everything and watch this okay and this is how I live. If I was to help you in a car dealership and then I surveyed you and asked what did you think about me? They would say helpful, kind. You know what I'm saying? Competent. Confident. You know what I'm saying? That is all we should care about. We don't need to care what other people had to think about us. We are other people in the world. We just need to care about our crew, our people, our team. We can control. You know what we can control? You can't control me right? You can control you. Guess what? If I had one word of advice to every GM, dealer, owner, salesperson, I don't care service advisor, technician, I don't care. The one thing that you can control is yourself. Ask yourself one question. Are you coachable? Are you teachable? Are you willing to learn? Yes or no? If the answers no, never expect life to get better and you're going to wake up 20 years from now and you're going to be that dude in the nursing home that's full of regret or you can raise your hand right now and say yeah you know what I got burned maybe I got put together. Maybe I haven't had fair. Guys life ain't fair but I want to tell you this. You can change life right at this moment by saying you know what? I'm going to put it behind me and I'm going to team up with somebody that I believe in and I'm going to give a second chance. I get in your heart bro saying I'm never going to love again. Listen you never know you might miss out on the love of your life and your best life ever okay nobody wants to die alone and lonely. You know what I'm saying? Guess what you just got to get over it you got to suck it up. Listen but guess what we'll prove them wrong and they'll find good training then for the first time they'll drink some Kool-Aid that tasted different than anything else they had in their life and then they'll give it to their team and you know what'll happen? Something magical will happen for the rest of their life. They'll never live with regret. They'll be fulfilled. They'll stay in a beautiful state and they'll have become a student of learning again. You know what I'm saying? It's not just about selling it's about taking care of people. It's about actually caring you know about you know I want to elevate my game every day. I don't want to go stagnant. I want to think big. Me and you were just talking a minute ago and you were making a joke about my water gun. See this? See how big this water gun is? Like I went into the store and I had a choice. Do I buy a small water or a giant water? I picked out the biggest water I could buy. You know what I'm saying? And that's maybe just a parable to what we're talking about. You know Grant Cardone, I'm not a big fan of watching his training because it's old and outdated but he is a very good motivator and I will tell you this okay? He says 10x. With that being said just 10x you're alive. You know what I'm saying? You know just 10x everything. He is not the guy to go to for training but his quote that he put out in his book his book he made 10 years ago was just whatever you're doing just take it and do 10x more of it. Okay? That means loving people 10x more. You know what I'm saying? It's not just about working and grinding. So many people want success so bad they need their family behind what they're doing. By the way, Mark the better you get at something, right? The more time you have with your family. But I will share something with you. Okay? And I wrote this on my board. There's two things in life and you know obviously there's a time where we'll end this call. So you know obviously people only got an attention span to so long to watch something. No but what we're going to do we're going to keep going but we'll do a part two for that because there's so many there's so much stuff we could talk about today right? But I want you to think about these two things. Mark I want to tell you this. These two things are what I keep wrote right here on my board. It's real big. It says this. How can I become anything? Look Mark what do you want to become? Tell me you want to become anything just whatever just tell me say Andy I want to become this how do I do? Like in my personal life or? Yeah whatever just say Andy how do I do this? Like right now I want to be a great that to my kids. Okay watch this Mark. Put the work in. Yeah. It says big across my board. Put the work in. Put the work in. Yeah. It's it. That's it? That's it. Watch it. Pretty simple right? Ask me another one. Andy I want to be a better father. Put the work in. Andy I want to do great in my business. Put the work in. Put the work in. Andy I want to I want to get better shape. Put the work in. Andy I want to be closer to God. Put the work in. You know what I right beside me here you can't see it right now but I got my quote wall so every single lines that inspires me to be better. This is going to make make it on the quote wall. I'm going to steal this one from you. Put it on there. Just put the work in and all I there's two things that I live by. And it's this. It's called talent and effort. Okay. Number one I have to be a hundred times more talented than anybody. If you if you've never known my fear and we'll kind of end this but I'll tell you this and I'll let you finish. My fear in life if you're to ask me Andy what's your kryptonite? Like what is Andy's kryptonite? Guess what I'll tell you what it is. I fear that I will run into somebody who's better at me than in my field. That's what I fear. I fear like I'll run into somebody who's better than me. Guess what? I am ready for him. I'm not arrogant. I'm not cocky. I'm confident. I'm ready. I spent listen last night I spent two hours in my conference from training closing negotiations block tackle overcome objections the whole drill right. And I'm going to tell you those two hours I spent you know who I thought about the entire time that I did it. I thought about that sucker I'm going to run into one day. And I'm praying I meet him. And when I do I'm freaking ready. Okay. And I wish everybody in the world would say I am waiting for that guy. There's a lot of people that are better at me. But when it comes to selling cars when it comes to teaching people to become I don't think there's a single person in the world that can teach a salesperson to elevate their game as fast as I can. That quick I can make guys get fast wins guy named Trayvon Martin his father died right. Listen to this. Dead broke. He was going to roll out to be a freaking thug. I already know it. Check this out. The guys 18 years old black kid Tulsa, Oklahoma. I get a hold of the kid in freaking November. Okay. And I told him I said hey listen to me. I freaking believe in you. I believe in you. I believe in you. I told him that every single day. Yeah. He had bought my course with money he didn't have. Okay. But he but he found it. Whatever you want you'll find the money for it. Okay. He came to my master closer seminar and trained with me in person right here. And let me grind on him for nine hours straight over closing negotiation so I can teach him how to hold his growths. The guy sent a video if you go to my car sales nation page right. So like I know you're a member if you go to car sales nation. Yeah. Right now. On Facebook right. Yeah go to Facebook go to car sales nation this morning. And just type in Andy L.A. car sales nation. You can pull it up. Check this out. Trayvon Martin put a video up this morning which I didn't even talk to him. He just threw it on there. And he said Andy I want to let you know in March in the middle of the pandemic everything going on. All I did was think about everything you taught me all day every day. Number one since the seminar. I haven't talked to him in a long time. He said since the seminar I haven't caught up with you. I've made over 10,000 a month every month since I went to your seminar. Crazy. He's 18 but he goes let me tell you one other thing. I want you to watch the video when we're done. Go there and watch. I will. I will. But he says Andy I made $18,000 in March. He's like I don't I don't know what to do except for just to tell you thank you for not training me but for believing in me. Yeah. Mark we believe in everybody in this world and no matter where they're at. I do. Whether they have a lot of money or they're broke on zero they can join guys like us that aren't in it for the money. Sure we have products. Sure we have things we have a family we have to feed to but at the end of the day we will always guarantee we provide massive value for them so that they can change their life and change their whole future. You want to know what your future looks like it's the way you create it today. Yeah. That's Abraham Lincoln you know what I'm saying. So no I'll let you finish off. What's what's the next one. It's all good you know I wanted I wanted to do a first interview with you share who's Andy Elliott with the rest of Hottoman Academy because obviously I've been been a huge fan for a while. So we're going to do a part two if you're okay with that. Yeah I'd like I got a like a few more questions I'd like to ask you but that will be for another time but before we go could actually can you actually share with us where can people find you online. Yeah so number one obviously if you go to Facebook right yeah you can just go to your search bar on Facebook and type in Andy Andy why Elliott ELL IOTT two L's two T's and then type in car sales nation SA LES is in sales nation and then they can pull it up and then they can join the group. It's free it costs nothing they can join us. Secondly you can go to YouTube and you can just type in Andy Elliott on YouTube and it'll automatically filter me and you can type in car sales Andy LA car sales it'll pull it up and we'd put on you know like I said motivation closing negotiations overcoming I mean just processes everything phone skills we cover it and then the second side is how can they find you Mark how can people find you how can people find you I know I know your boot camp people know who you are somebody watches this how can they go check you out how do they find you. Yeah well I'm pretty much anywhere you can find me so you're gonna actually go to autobahnacademy.com it's that's my website you get all the links that are there as well you see you'll see the podcast link as well I'm big on LinkedIn as well if you search my name Mark Lavoie M-A-R-C-L-A-V-O-I-E it's you know I'm really active on LinkedIn as well you can actually find autobahnacademy on Facebook too you just got to type in autobahnacademy in the search bar so that's the main three places you could find me right now. Yeah and I have a website that I mean obviously I have courses we do in the store training I mean we do all kinds of stuff but you can go to theelliotgroupnow.com and obviously that's our website that we host everything real quick do you do you mind sharing with me what what what first of all two things what kind of online programs do you have on your website so the fastest so the number one thing I would recommend to anybody who has not trained with me ever okay would be I have a course it's called zero to 100,000 fast car sales training course it's not only teaching you how to make six figures a year but how to make six figures which is a hundred grand over and over and over again through the year because if January starts you obviously some people like I want to make a hundred grand that'd be great I want you to get to that hundred grand as fast as possible so we can repeat it again yeah my biggest year ever selling cars was seven hundred fifteen thousand as a sales person which means I was able to turn that seven times through the year okay that's possible for everybody I'm nobody special I wasn't raised with you know my parents telling me to think big and you know do this you know I mean I just found that on books and VHS tapes we're old so I'm 40 I feel 16 but I'm saying like you know we had VHS tapes right I mean DVDs were like oh my god you know what I'm saying that was cool you know our CD player you know what I'm saying but anyways I had CDs that I would listen to you know Brian Tracy you know I'd listen to you know Frank Cardone Zig Ziglar you know all these guys now their training is beautiful but it's all outdated so unless anybody's training now in 2020 it's gone away so my zero to hundred thousand fast car sales training program it's two hundred and ninety nine bucks it's simple you can even finance here's the deal I give you the course now and you can finance it for payments of twenty nine dollars I don't care why because I don't care if you have money I care that you start training yeah and it's 20 you want to make a difference so yeah obviously I've seen what's included in that in that training program and I think you're crazy selling that you're three hundred dollars but I get that you want to you know spread that knowledge through the most people you can right yeah so and then also we have a we have a negotiating course right it's called elite negotiating course obviously there's I call it a three headed one you have to be crazy at lead generation you have to be able to fill your pipeline as a salesperson that's crucial because you don't have anybody to sell no matter how great you are at sale then number two once you get a customer you have to be the best salesperson in the country because selling is ultimately what creates somebody who want to say yes to buy it and then number that's two that means the two on the third of the second drive to hit here the third would be the closing and negotiating why because guess what most guys in our in our age are in our business right now in 2020 they're paid off all you more gross one of the other so guess what yeah if you can get the lead if you can get them to say yes to buy it now you have to close them and some of you guys have to close them for all the money so with that being said you have to become a master closer so we have a Facebook remarketing course that we sell we have zero to a hundred K I would recommend if anybody has a frame of me hit the zero to a hundred K forget about everything else get that first after that you're going to be like you're going to be a different person I got to change your name like your name will need to be Mark what to call you like something else because you won't be Mark's dead you're going to be a different dude and then I have like overcoming objections books I have 52 plus word track books where all the word tracks that I used to advance to sell forward I have a a weekly crush at planner instead of breaking down a year into 12 months I break it down into 52 weeks it's easy for salesman to do 52 wars instead of 12 months because how many times did you see the salesman mid month give up a dealer mid month not tracking his money he gives up here because he already envisions a washout check not happening listen break it into weeks break it into weeks anyways but lastly I do it called the master closer seminar and it's right here in my conference room we take 80 people right now we're doing it every quarter we were about to change it to every month because I want to do it every month but because of the pandemic stuff we obviously push that out just the tad until everything she's gonna get there anyways it's yeah hopefully in 30 days that's over but anyways and then we fly out and I do in-store training so that's it but I would tell man if anybody hasn't trained with me just go to the elliotgroupnile.com and get on and you can talk to Andy Elliott on google or the elliotgroup on google and it'll pull it up but I would tell you yep that you talk about transitioning changing your life I'm I'm in it for the long tail game but I know you are too I wouldn't be doing this for the rest of my life but I love to see sales people and and dealers and people get fast wins those two words mean a lot to me fast wins fast wins is feeding the machine and motivation so if I in my course can take someone and then next week they can double their car sales just by starting the course that's beautiful so that's why I recommend everybody go to that course fast because we've sold over 5000 courses in every single person that hasn't got it I haven't had one bad review I am waiting for a person to tell me it sucked and I'm flying out to their house and having a talk with it yeah everybody there's a way to do it yeah it's changed everybody's life so and anyways that's why I recommend that as the place to start well yeah you know I love it it's really one it's affordable and two you know I've seen everyone that's been impacted from that course and it's crazy I mean like I can't even count I mean the many reviews and testimonials you got that's the that's the best reward and that's the best like payoff I know you live for that so yeah I love it man and we got big things coming so let's uh we'll do another one we got the sales boot camp coming up right when you shoot me a link obviously I don't have a link yet but when you shoot it to me I'll throw it out on YouTube I'll put it down below so people can jump in it and anyways I want you to have a great day and you got a super like your top secret project coming too so yeah I've got two things that are coming and dude I want to say it so I can't wait but but maybe maybe maybe we'll we'll give a tease on the next one what it is it's wicked man honestly it keeps me up at night I wake up in the middle of the night you know what I'm saying I just want to wrap it right now that I get it I got an engineer that's almost done I just can't wait to uh to see that and um you know it's it's really fun to actually be really motivated like and the like truly impact or you're actually putting out through the world right and we're we're impacting car sales right now you know it's some like but it's you know it's I find it impressive right now I like the feeling I got in my chest every every time I wake up in the morning and see I'm going to help more people today I generally believe you got the same fire so this is actually really amazing changing people's lives man really just it's people helping people we can't put it any other way and so many people are in it for the money and those people won't make it they'll die out and all you have to do is buy one product for them just one from them and you'll realize exactly what happened a lot of people and here's another deal a lot of people just you doing this free sales bootcamp and just show something people always ask why do you put out so many youtube videos like and let's end on this but I want to say this let's talk about like Grant Cardone all right let me I'll talk about him for a minute when's the last time he has won on youtube or any platform facebook and taught how to negotiate a deal for free never yeah never you can go back and watch when he was in his 30s when he did it in front of nine people when he got started just like you know we did a long time you know like you can see that but he doesn't do it anymore and here's the deal you have to spend money with him to get that it makes it makes me wonder are you really getting a great training anymore or are you just buying into the brand so what I make sure that I'm really clear of is that daily I put out a free youtube video giving free training that that people can see hey this dude's still right on point yeah and to anyone like wondering this and is watching right now like you're not just putting like putting videos out there just for the sake of it it's actually really impressive and really genuine and powerful stuff every day I know I obviously I'm subscribed to your channel on two different places actually so I watch all of them and it's you know it's yeah I'm grateful for you man yeah I'm saying that's awesome and in every relationship just the way me and you were talking everybody else out in the world could have that same conversation with us I don't care how big I get five years from now I want to take over the whole entire automotive industry I want to that's my goal that's my goal right but you know what whether I hit my goal don't hit it I don't care what happens okay no matter what happens my cell phone number won't change you can still text me I'll still call you remember I said that here's the deal you ain't getting a whole to grant card number okay it's $100,000 to talk to your girlfriend dude are you freaking kidding me so is it about money or is it about helping people and I get it that we're all gonna go big and we're gonna do big things but never forget about the people that were with you along the way I'm just gonna say this I really I'm very respectful of Gary Vee I love Gary Vee okay you know obviously I'm sure you know who Gary Vee is but he cusses a ton he's crazy but you know what he loves his people he loves him I watch him every day and he is a an example and a reminder to me to love other people and no matter what happens how big you get no matter what happens never change loving the people be there for him man that dude that's living in his car he ain't gonna get a hold of somebody when they go big dude I want to be there for that guy I want to be for the guy who's at the top who's making $500,000 a year and once they go to $800,000 and I want to be there for the guy that doesn't have a job and he's thinking about walking into a car dealership and getting his first job and we're going to tell him how to do it and either one of them gets their life changed but we're at the top and we're at the bottom there's no judgmental of what's your class how much money do you have if you call Cardone University right now and you want to do business with them you know the first thing they ask we want to ask you some financial information yeah yeah Mark how much money do you have in assets Mark are you willing to invest in yourself how much money do you have today something else you know before you even get to the salesman they're filling the call finding out how much you got come on man you know I'm saying it's a different approach I got tons of respect for that that business but it's something else it's not on my end it's not what I'm trying to achieve I'm different like I'm thinking a different approach yeah but you know no that's me too you should go with them well and that's what I was telling you that I just I wanted to lay that out there just like we're talking about no matter how big we go no matter what happens that bottom line level of getting in touch with your people is never going to change yeah let this serve as a reminder maybe in the future so that's that's really good I am we're we're going to wrap this up we're just under an hour now we'll obviously be doing a part two because I got I got some like things I want to touch like in deeper way go go deeper and some on some topics so thanks so much Andy Elliott and you know we'll be we'll be in touch really soon for for a few of a few things I'm sure so all right brother well I appreciate you man and have a great day okay bud