 Hey guys, what's going on? It's Andy Elliott in this video You're gonna learn if you're a sales pro and you want to make more money This man Dennis is about to tell us how to do it. You're about to blow up. Check it out All right guys Andy Elliott, I'm here with my man Dennis Dennis what's up brother? Thanks for being here guys me and Dennis have done a lot of events together Now I want you to understand something I come from an automotive background, okay? Now we train everybody in every industry now, but my man Dennis here now He runs about how many stores is eight or nine? We got ten coming on Yeah, he so he's running about almost ten stores Okay, he's in charge of all the financial numbers marketing a whole bunch of other stuff But what Dennis has is a very unique gift to teach Finance now once you understand something what I've seen Dennis do with a lot of people That's what said sells people managers GMs everybody pay attention You're gonna get more value today than you've ever gotten on the finance end What Dennis does is that he teaches people how to basically be recession proof He teaches anyone and I'm gonna say anyone so anyone watching this He can teach you how to become a pro in finance number one make more money than you ever imagined in your life Okay, and go to the top So if you're wanting to go to the top and be the top 1% earner whether you're in the automotive industry or any industry Understanding finances is a very key point now Dennis. I'm gonna turn this over. I'll ask some questions to you Number one. Just tell us who you are. How long you've been in finance? By the way, I've done business Only with one person in the entire country every day. I get text messages Andy I'm the best in finance. I'm the best in the world of finance. I'm the best Can we do business together? No, I love you. I'm grateful for you. This is my dude Why because he gets freaking results This guy when we do events together every individual that comes in the room number one becomes a master communicator Extremely important how to speak how to talk how to articulate the words to master presenter You know, it's funny how so many sales people are like or my bad finance guys will call them everybody sells But during finance they say well, well, what if somebody says they don't want a warranty What if somebody says they don't want gap? What if somebody says this without of this? He's like listen, had you presented it right? There would have never been an objection Okay, now I want you to remember that that's called the 1% language. Okay, the other 99% they're saying well Man, what happens when you do this? This guy says no I can teach you to be so deadly with the way you present the way you talk the way you carry yourself the way you understand What's going on? It's a chess move. They all say yes Okay, I've seen him take an average normal person getting into finance week one go in sell two or three products per deal run finance gap penetration like and warranty penetration like no one else and Have the customers stay in that store in that company forever and love that store You know what? I love Dennis always says finances the last touch, right? You're the last touch after that sale a great finance guy not only secures the the contract the deal secures more money But also secures the relationship forever My man Dennis right here teaches people how not to be amateurs But to be pros in a world right now where a lot of people are amateurs They honestly most finance people and sales people don't self develop every day on This call on this training you're going to become addicted You're going to become obsessed with self-development and Dennis is about to shower some freaking fire on us and love and you know He ain't all checked and fired like me. He actually is but he does it in his own tone in his own language and and And he can train anybody which is why I partner with him He can teach anyone and when I when I say the word anyone I mean if you're like me like I stuttered when I was young I thought I had a learning disability I didn't think I understood stuff the way that Dennis breaks it down No matter who you are you'll understand and by the way once he talks to you We're doing an event that's coming up very soon. I would love for you guys To be there. Okay, so grab a pen grab a piece of paper Take some notes my man Dennis. I'll give you my cell phone number here in a little bit You can text me if you'd like to get information on it We'll be happy to send it to you or your store and if you're a salesperson who goes well, I'm not in finance No, no, no, no, listen to me. I can show you he will teach you this one day event How to go get a job in any company in the world and finance walk straight into your door To your dealership right now and they'll hire you on the spot So you want to make all the dough you want to be freaking super valuable Here's your chance. So Dennis number one. How old are you? Tell us about your family? Tell us how you've been in the business and just rock and roll man. We love you Thanks, man I really appreciate you having me come down to the lion's den every time I come down and visit Andy and his team like I'm on another level and I'm just I'm buzzing sitting in the chair next to you and being with your team today So number one. Thank you for that. But my name is Dennis Gingrich, you know, actually yesterday I turned 44 So I'm really excited about that look good, dude, dude Try and man got to take care of the temple man. So you could take care of other people. I know you do that every day Yeah, super important to me to really develop people that that's what I live for that You know, I root I quickly found that I like working with people and helping people accomplish your goals and dreams and Everybody's got different ones. So number one, that's what I like to do But a little bit about me man, like I said, I turned 44 yesterday, you know, I'm married my wife, Jessica We got five great kids 23 21 I got a 21 20 year old and I got a nine and 10 year old all about those kids. I got great kids I'm truly blessed, but I've been in the automotive industry really since before I was 18 My dad started Southern California for Bob Wendries Ford back in the early 70s is a salesperson And I will say this to my dad who's also Dennis best belly-to-belly salesperson. I've ever met truly an amazing guy Can't thank him enough for everything. He gave me He's a big part of why I'm sitting here today. Hey guys, what's going on? It's Andy a lot of you leave comments telling me that you need help do me a favor I'm gonna take the best way to get a hold of me. Shoot me a text message right now 918 210 254 918 210 254 I'll help you with whatever you need. I got your back for life. Let's get back to the video By the way, that's called mentorship Okay, and if you didn't have a dad like that, you know I didn't have a dad that taught me sales and business Listen, you want to listen to Dennis because he's dangerous and I'm gonna tell you this I've had large companies pay Dennis a lot of money to come in and teach people who have been in finance for five ten fifteen years and Literally, they were running two grand 2,500 a copy and they thought they were killing it Dennis will take him to three grand four grand a copy the same people by the simple principles he teaches So I just want to tell you like whether you're a veteran listen to me You got to go back and have a growth mindset and I honestly underestimated you You know because we think of a of a closer a bad ass this guy dude This guy is the velvet hammer which in in the finance office is extremely important because a lot of the times on the front side They see sales people with a lot of energy right which hey, I love energy. I think it's super important I know that you have it too and you like that fun But the way that you articulate your words when you're presenting It's dangerous. You know when we first did our first training together I remember everybody when you did the too good to be a true close Yeah, I Honestly dropped my jaw and this guy could sell you everything he has on his piece of paper Ever everything It's the most dangerous close in the history of time and I've memorized it to the team He taught it to me so the closers being learned from other closers This guy is is dangerous and he's ethical and he has integrity in his Morals are through the roof and I just need you to know this That this is your time to change and keep going so your dad taught you you had a mentor. That's amazing Here's everybody's chance to learn. Yeah, I mean it was great You know I turned 18 and you know my you know my dad was always a hard worker We had a lot of fun We did nice things and then I went off to college the university in Nevada Reno and I still wanted Nice things, you know and my dad always said man you can have whatever you want But you just got to work hard so you can have it and so I'm like okay I need to get a job and you know he always did well for himself So I was like well hey, I think I'm gonna sell cars and you know a buddy of his that they came up in the business together He you know he owned a small independent dealership and ultimately grew blew up and he's done great things for his life But gave me an opportunity to sell cars and go to school at the same time And so my college upbringing going to university in Nevada Reno like I didn't go to football games basketball games I didn't get the typical college experience I go jam out my classes and then I'd come back and I'd be at the gate as you like to say sitting on the Tailgate reading a book whatever I needed to study and up would come in I was the first guy there and you know I found success early, you know here I was 18, you know consistently leading the board Doing a good job and you know wasn't working as much as the other guys and you know all my buddies when we got to go out We got to go have a good time because you know we I had the funds to go do that So you know she got really real for me quick because I was 19 I found out that I was gonna have my first kid And it was like man. I got a you know, I got some real responsibility here and so I kept going and then I Did some stuff on the back a back of a lot. You shouldn't do it a business And I mean I would never encourage this but I got caught and I remember they sent me home You know and they're going like I get a phone call the next day and of course over and I'm like dude What am I gonna do? You know, I got a kid on the way I got to figure this out and the general manager calls me and I remember he had this big red couch Andy and he he called me and he's like hey, I want you to come in and I show up You know, I'm skinny little kid, you know still and he goes dude. I want you to lay down on the couch I felt like I was in the psychologist's office and he's like no late like lay down and we're gonna talk and you know He goes, what were you doing and I go dude. I'm just you know, I'm kind of bored. I want to grow I you know, I keep winning. I'm doing good and I just want to grow and develop, right? So I get you know when I'm thinking about sales guys that want to grow and develop like you're my people We're the same, you know growth and development. That's what people need in general, right? That's where they find fulfillment because if you're you know a body of water if it stagnates It's rotten. It's not a good place to be in the human soul the human mind and just us as people That's not what we need to be. We need to be fluid. We need to be moving We need to be growing so we feel good about who we are is as people Which I think is most important, right feeling good about who you are is a person is number one And when you feel good there, right? That's the foundational Everything else seems to fall in place, right? And it comes faster for other people It comes slower for others, but it's out there So, you know always keeping that growth mindset like that's what it means to be human at least in in my opinion But and then so we go through this whole conversation He's like all right beat it and then I'm gonna call you tomorrow. You better answer my call and like, okay So he calls me and he calls me back in and then he goes All right, we want you to go do finance down at our smaller like the original gas station lot and I'm like Okay, I guess I'm going to do finance. So, you know, I got thrown into doing finance. It was a smaller independent store We you know, we were doing I don't know 30 to 50 cars You know and it was really cool because it was all a bunch of younger guys like his nephew there You know, he was a couple years older than me. I think he was like 22 at the time And all the salespeople was all these guys in their young 20s and you know, we were out there But he gave us this opportunity at this, you know this gas station and we had to do it all man Like I learned everything about finance, you know, it was Packaging the deals, you know making photocopies knowing what every single bank did for advance debt ratio all the stuff But I had to do it was like, you know, you never want to learn when you learn long division You need to be able to do it by hand before you get the calculator Right and that's what I believe is you've got to learn the basic foundational things and whatever you're doing, you know Whether it be sales whether it be finance and you know sales and the automotive space It's the same out on the line and it's not really any different in finance in my opinion And quite frankly if there's a lot of commonality even in the service drive to what we're going to talk about here today That you can transfer not only in the automotive industry, but into other spaces insurance, you know selling financial products and stuff So, you know, there's a lot of crossover But I think for for you guys on on the call, you know You sales guys that are hungry and you're you want that growth and maybe you see that finance guy That's in the back room doing really well for himself and you want that for you like dude It's yours. It's yours for the taking because there's a lot of people is specifically an automotive That get a little bit comfortable. They take they take for super comfortable. They get super comfortable They really take it for granted, you know, and I think guys in the automotive industry it will print money Print It's it's it should almost be illegal how much money you can make in the automotive industry if you're trained Okay, so continue to listen by the way listen if anybody watching this real quick write down this number Just get grab a pen. Write this down. Okay, nine one eight two one zero two five four This gentleman who I will tell you is one of the greatest of all times. Okay, nine one eight two one zero two five four You text me say give me information on the finance event coming up. I will send it over to you It's in Scottsdale, Arizona. You will be with me and him For one day and you will leave Dangerous Okay, I'm just telling you will ruin the value of money for you You will leave a completely different human being and and I love what you're saying You said you got to learn how to do it with the pencil before you get a calculator You know like like guys, let us teach you the real way The way that lasts no if you get a foundational understanding of anything I don't care what it is But if you really understand the basics of really any anything in the world Like I can't think of a situation where this wouldn't apply like if you don't have your your basic foundational stuff and know all the little Details that really are foundational to delivering a finished quality product You know, that's from delivering a car to a customer, you know out in front of the dealership or you know Handing the customer the envelope full all the paperwork They just signed with all the great protection products if you don't know all the things that go into that and it's not hard It's not hard. It's just that people have a hard time because they take what they have For granted and get this cavalier attitude about it You know that it's you know, they just gloss over things that are truly simple, but they're they're important like what we do I would say it's hard, right? It's it's hard, but it's not complicated You know hard is yeah, you got it like if you're a sales guy You got to make a lot of calls text emails 100% if it's easy You're not gonna have a good life You know and you know, I think we're all here on this planet to have a good life and feel fulfilled But you need somebody in your life that is willing to the pour in the time and the energy To make sure your foundation is solid, you know Everybody needs a mentor and there's a lot of people out there, you know Some of you guys that are listening to this right now. Maybe you don't have a mentor You know, maybe you don't have somebody that you know has a give a level about another human being because they're truly in it all For themselves and that's a reality, right? It's you know, it there's a lot of that there is a lot of it You know, it's unfortunate, but you know we can we can change it But that's not everybody and that's and that's why we do these these you know these these talks So you guys can listen and I want to tell you something if I want to talk directly to some people right now Who are not in the finance department yet? You've been selling cars. You've been Killing it or not doing well. It doesn't matter to me and you're looking for a change Like Dennis always talks about looking for a change Let me explain this to you office job Don't chase cars anymore. You're out of the heat. You're inside printer desk chair brain, right? Mouthpiece quick turns lots of money Skilt, okay, great attitudes love what you do. Okay, big money That's what this man will teach you I notice a lot of people when they move into F&I they get sent out to F&I schools Okay schools and then we go out to these schools literally they're teaching a classroom of people a lot of the times They just want to get the money gets through the classroom gets you back to the dealership It's hard to find somebody who truly gives a shit about everybody and what I love about you Dennis is that every person I've noticed that like in these finance schools. It's almost that they can prejudge who's gonna make it and who's not The guy that shows up in the suit. He's got the slick mouthpiece. He's a real good speaker He does this Dennis I've learned that you almost believe in everybody or you do believe in everybody and I've watched people who were probably counted out Most people didn't think they could make it and the way that you teach them to talk and Present when they go home and the simple you break it down so simple Uncomplicated finance sounds like oh, I'm gonna get into numbers. It's really none of that They go back to their stores and there's sales people and they walk up to their general managers and they say I Paid for my own financing class because I would like to move up I would like for you to let me show you how I'd present numbers if somebody came back to the finance office and Within five minutes of the general manager sitting down and listening to you talk to them They will offer you a job in finance on the spot Guaranteed that's what this vint. It's about that's that number I just gave you nine one eight two one oh zero two five four if you're ready to level up And you want to go into the finance department and you want to be the top 1% in their industry You're gonna make 20 grand a month 50 grand a month. I don't care. What do you want to make? This is where you're gonna learn it in one day now listen One of the best teachers I've ever seen in my life. You're slow to speak and your words are dangerous You teach word tracks not theories not like well somebody to say that I'd kind of say this This guy teaches word for word what to say and when you say it works. It's the craziest thing and it works for everybody But one of the things that I just want to stop and talk to the sales people who maybe you're wanting to move up in the future This is your opportunity because in your company if you do get put in finance one day Normally what happens is that you end up shadowing another finance guy and that guy is trying to make money on his own And train you do you think he wants you to take his money or she does? No, they want you to take the cash deals. They want you to take the crap stuff They want you to the stuff you don't like and that's the reason why people get a bitter taste in finance right out the gate It's because they end up being basically somebody else's Assistant yeah, yeah, yeah, yeah, and you're not being treated as somebody to get a fair opportunity When you walk in and I've seen people that are in finance for 20 years that come in and they're like Oh my god, man. Like I have been so disconnected Like I am by the way, I've never been who did you work for before that you did finance training with? What was the name of the company? Oh the finance insurance company. I work for Zurich. Yeah, Zurich So Zurich is a huge company. They're massive. Dennis. How long do you work for Zurich? I work for them just a couple months shy eight years. Okay eight years He ran accounts and trained people for Zurich Now I need you to understand something He's watched every method that every finance department change that teaches. He's watched the good He's watched the bad you've watched every finance trainer in the country. You've seen them all you've heard it all you've watched every strategy Guys Dennis works for the Nilo auto group, which is in California And I need you to understand the Nilo group one of the high list the highest I would say sought after companies in respect dignity and stuff like you guys are on point And they don't let anybody come in there like you got to be the best am I correct? No, that's it Man, I really look at the Nilo like it's like it's like it's like 1 to 10 They're like 12 on like customer service like off the charts like breaking the chart on customer service Dennis make sure that he trains his people every day to not only provide customer service that their clients have never seen in their life But also make sure that everything works out great So I need you to understand this the guy that you're dealing with he's been in F and I his whole life done it himself So he's he's not in theory telling you what he should do. He did it and killed it He also taught it was Zurich. Okay, which means he did it for eight years. He's a teacher And now he's running an entire auto group and literally he's making sure that it's working just right and their numbers are amazing But the way they take care of people is Unreal hey guys, what's going on? It's Andy a lot of you leave comments Tell me that you need help do me a favor I'm gonna take the best way to get a hold of me Shoot me a text message right now 918 210254 918 210254. I'll help you with whatever you need. I got your back for life Let's get back to the video This guy can teach you to have value a value on you in which no one else in the world has And if you want to be a top one percenter like I really think that like you teach Multidimension like from protecting the dealership to making money to Explaining value because making money is explaining value to protecting the client protecting the client is huge You know Dennis always ask a common question. He's got these golden questions that he asks you say Hey, what do you think car dealerships make their most money? And he's like do you think it's in sales or service and the customers always say sells it's not It's in service. That's why the service department is twice as big Which is why my job at right now at this point is to let you know how things work in the back end so that you can protect them Am I correct and in Dennis I need everybody to understand this if you want to create more value in an economy right now at the time Of we're shooting this at 2023. There's a lot of financial statements going down in car dealerships Okay, because it was easy last year in the year before a lot of sales people's money are going down The finance department isn't changing Okay, like listen to me if you want to put yourself in a position in which you never have to worry about like like if you Want to be recession proof I would say This guy will teach it to you so that at 918 210 254 you'll spend a day with me and him Keep keep going, but I love it man I mean, I just got to shut up because I love what you do for other people But I love your your standard is so high and the way you believe in other people I'm just like damn man, you know, there's got to be at least right now You know a hundred thousand people that are like dude I'm ready to level up and go to the next level like what what's my next step? This is it. No, this truly is it I mean to get good at you know at finance and hell, you know sales people You know that this is a natural step if you're looking to make it a career in the automotive industry I would say knowing finance is like one it's a foundational building block of any successful dealership Anybody that runs has a great finance department to Andy's point is recession proof, you know, it you know They're it just touches You know some guys in the fixed operations department or more that are on the sales side, you know might disagree with this But really when you think about finance, they're that last touch the last touch with that customer And everything that happens in that finance department It it's either putting a bow on the customer's experience where they feel really good and they're gonna come back and see You guys the sales people that work so hard. You've been dealing with them for weeks months days six, whatever and then You the finance guys got to do a good job of taking care of that customer and also setting the dealership up because we don't Just want to sell them cars. I mean we do we want to sell them cars We want to sell them FNI products, but we want them coming back in our service drives So our service advisors can make a good living for them and their families the customer has a good ownership Experience when they come into our service department our technicians the guys that like really work for a living They're out there in 115 degree heat wrenching on cars. None of us want to do that That's hard work. They need cars to fix so when our finance managers can do a great job Putting a bow on that experience Sell valuable FNI products in a transparent manner to keep the dealership compliant and stay out of court Got to do it that way if you're not doing it that way You're not doing the job right a distant period dot end There's no there's no like and doing it the right way is doing it this way. It is the right way I'm you know, there's no this isn't smoke and mirrors. This isn't you know Magic card tricks. It's just very It's simple. It's communication every every effective sales person regardless of industry They all have one thing in common. They're great communicators And I really believe helping people become better communicators is going to help them reach their their goal Whatever it is it may be but you know getting back on track when we're selling these finance and insurance products that the Customers get value out of and when they show up into the service department they got a good experience and then when it's maybe the economy slows down sales slow down for whatever reason you've got this Organic traffic flow in your service department. So future sales people have Opportunities to sell another car when you move up and you're in the finance office or you're on the sales desk Or you're the general manager or you're the dealer principal. It's just this life cycle Where that I really believe that finance feeds the automotive life cycle more than any other part of the D&L's you know and by the way like this is the hardest thing Because because most people can't see their hand Right further than the hand in front of their face They just they can't do this like like look if I was if I was a dealer the general manager and I really wanted to provide like the most Matt pack showroom for to my my team ever it'd be simple my f&i team would be the most trained the most Best attitude the most loving the best communicators in the world and they would literally make sure that when every customer left They would be doing service in our service department number one and then number two They would be protected. So when something broke they would stay happy so they could get it fixed So that bow that you wrap on it stays there the whole time and by the way, all we're doing is nurturing I think the reason why people don't come back is because they don't have any nurturing So if the service department does a good job that nurturing is there because I finance contract results They come back to your company that means they end up back on your showroom for it just creates a natural flow of people And you know most people think well, I got to take care of business today How many years are we gonna keep saying that if by the way if they were trained You'd be taking better care of business today You'd be making more money on your customers and your customers would love it and they'd be back to buy more You know what I mean like like like dude the common sense stuff just seems to be missed. Yeah Like spend more money in advertising But don't teach our people in finance to be great spend more money in advertising or we need to make more money in finance You're not gonna do it until your people are more skilled It can't happen now at our last event that me and Dennis had a lot of companies sent their people out So if you're a manager, you're a general manager And you have one or two finance guys that you would like to send out to this event You text the 918210254 send them out We'll send them back the top 1% in the industry Guaranteed Andy or or or mark my words stop following me and never ever do business with me again I don't partner with anybody Okay, this is the only guy that I partner with because he's dangerous and you know what I love about Dennis, too I gotta say this your compliance Like like the way that you operate and you and you talk about doing it, right? Right like explaining value and selling value. So you sell valuable products Like you really can't like it may cost two thousand or four thousand or five thousand for warranty But really you can't even put a value on what it does Especially and now how expensive cars are getting to work on the machines the diagnose It's you know, two hundred dollars an hour just for labor in the service department for what parts cost I mean do like these things are actually undersold 100% I mean now and that's the thing we got to talk about it as professionals You know specifically in the the finance department and that's something that you know is foundational I believe to a really successful Finance manager is making sure you have a good base level understanding of the entire dealerships ecosystem You need to know, you know, what your store's labor rate is you got to know it You got to know, you know, how much things cost to fix from tires to wheels to windshield Like you have to know those things and you have to be confident when you say Say it and explain it to the customer and it's got to be believable But a lot of we're a lot of guys and gals fall short Is they're not doing the the homework and have a good broad understanding of the ecosystem and it's not Sometimes it's not their fault, right? They just don't have somebody that will Standards are so low to what a perfect guy guys. I'm gonna say one thing. This is why this is your lucky day the standards are so low and The automotive industry for what a finance person should be held to the standard of that Their people are missing dealerships are missing Ten million dollars a year just I'm not right. I mean easily I'm not running their finance department right and by the way, it's because of human capital What I know is that it's normally now there are better products and others There are better warranty companies and others but the people are what make the difference And you know what? I know if there's any general managers watching this and you don't have the finance department that you want Do me a favor Send one person that you know that cares. I didn't say that knew the automotive industry that cares and Send them to Dennis and Dennis will send them home the best running the best per copy the most products per deal and literally leave the customers feeling like there's a bow on the deal at the end of the Transaction, which by the way, I love Dennis you always talk about like being relational like like like, you know So many people see deals and they say oh, that ain't gonna make any money every deal can make money And people don't understand that they've been sold a lie Okay, which is why it's it's a good when we do these one-day events to reset people's thinking You know I'm saying like like hey a lot of people like know the product that they sell But they don't have the right mindset. They don't have the right perspective to look at deals anymore There was once a time when they everything they saw was like, oh, yeah, this is great. That's great But now they say oh, that's bad. This is bad. They find everything that's wrong Like when you get away to these events, you know You you have a way to look at deals to show people where all the money is and that's what I love But also how to stay compliant and do a great job a lot of people hate Finance people car dealerships. They hate car salesmen and the reason why is because they're amateurs You know I'm saying and you just do such a good job of building pros. It's crazy You know and we talked about the Nilo group like the Nilo group is 100% pro. Yeah, no We're do we hold everybody to a very high standard super high super high highest standard I've almost ever seen in the automotive, you know, and it's not just numbers Andy You know, I mean numbers are important at the end of the day. We're in business We all want to make money, you know, but it's very important You know, we want to take care of our customers We've been in business for over a hundred years You guys take care of people to I watched the customer that was unhappy with the car and they just took it back Yeah, we just we just take it back. I listen like just Just give it back. We love you like like whatever you need. We'll get you next time when you're ready I I mean when I say this like it almost goes against the grain of the automotive industry But it's why you guys are growing so fast and so successful But who's doing all that? Well number one, it's the standards from up above from the leadership, right? But it's also the way your people are trained Well, I think you know training is a big part of it But you know a lot of people put a lot of focus on the on the customer experience Which I think is important But one thing we really hold at a at a high value and I you know, I would be comfortable saying this I'm more in tune and more Keyed up to make sure our employees have a good experience. I want them to have a great place to work I want them to be happy I want them to be able to go home and enjoy dinner with their families You know a few nights a week because there's late hours in this business You know, we have great hours of operation because we do we want our people our salespeople finance managers everybody We want them to have good family lives. We want them to be fresh and ready and when they're off I don't want them thinking about the Nilo company. You guys talk about it here. Be where your feet are I want them to be able to do that when they're at their homes with their kids You know, that's what I want for them And then that way when they come back and they're it's showtime. They're on the main stage. They're with a customer They're on the phone They feel good about where they work because that I really believe that Translates over to the customer and then the experience takes care of itself. Yeah, you know and we do have high Expectations we're very proud of our you know our PVR and penetration And you know those are all numbers on a page at the end of the day And you know, that's how we're paid But I think when is an industry if we get more into taking care of our people and make sure they've got a good environment And that's an environment means to me having somebody that cares to invest in another human being and Make sure that they're on a track to go where they want to go in a future So they get that growth and fulfillment that we're all seeking if we can do that a lot of this other stuff just happens Organically you'll get better results just when you got a good work environment I truly believe that and you know the rest with the training and the presentation and the handling of objections and Making sure that everybody's dialed on that that just becomes the icing on the cake in my opinion And I think we got to do that as an industry More we got to do a better job at that so we can shortage of good leadership. Well, it is leadership is you know Leadership is a tough thing and you know, you've talked about this that the sales Arena over the last couple years with with COVID is you know, it hasn't really done us any Good it was good from a financial standpoint for a lot of people, but I really think it stunted our growth You know we made us worse. Yeah, it was you know What are they you know fat hogs get slaughtered first or you feed the bears they forget how to hunt whatever the analogy is you want to make That's kind of been a byproduct of COVID and I feel I feel bad for a lot of guys that got started in The business a couple three years ago and hey some of that's just you know happened to be when you were born Nobody can control that but you got tricked you got tricked man And you know, it's like it wasn't you got nobody like deceived you it's just you know It was a fake market and you know the the market I've been doing this since 1997 when I turned 18 and you know, I've watched the waves the ebbs and flows You know from how the lenders you know change their lending habits rates go up rates go down advances go up advances go down They want more steps. They want less steps. They do no steps. It's you know It's very cyclical and I think for for you sales guys, especially the ones that are newer in the business I really believe you know coming down here to Scottsdale spending some time with us talking about finance You know is really going to prepare you for the next stage in your career Not only an automotive, but I really believe there's some transferable skills that you can take with you wherever you go and You know, I'll tell you a quick story man one of the most cool the coolest story I ever went I went down to a Dealership an independent dealership in my market because I got you know I do some other business outside the Nilo company by the way Dennis does he does run tell what you run So I have a finance and insurance product company, you know, I would compete with a Zurich nowhere near the size You know, I would say I'm a little bit more boutique But you're more hands-on I am more hands-on I would say I'm our our company is a little bit more high-touch quality interactions Because I don't want a lot of accounts. I want quality accounts I want people that want to get better not only just in Finance I want them to I want them to want to get better in all asset facets of their operation Yeah, so if you're reaching out and you want to get tickets to our event You're gonna text that text the 918 210254 if somebody is looking for another For maybe to talk to Dennis about what you can do. I'm give him your number My they can text you and yeah, my cell phones 916 899 7139, you know, and you know, I'm Business has got a fit to have a good business partner You got to have a good fit people want to do business with people they like it's it's true when you're selling it someone a car Or you're selling them a repair in the shop They want to know and feel like the other the person on the other side of the desk has their best interest at heart A good deal is only fair both ways. Yeah, I tell this to our sales team all the time Yeah, is and I'm cool telling my customers this if it's the right car and the wrong deal I don't want your business If it's the wrong car and the right I don't I don't want to I want the right car the right deal because I want you to feel good about your Experience here at the Nilo company because I don't want to sell you one car I want to I want to be there when you're for your next car. I want to see you in service I want you to I want you to be around with us for our next hundred years and that's that's why people miss it But but I want you're gonna tell me a story and I want you to tell to me But I wanted everybody to know that if there is a dealer watching smaller big you love independence I love everybody man. Yeah, I know but I've seen you grow independence really fast on a dangerous level I mean there's there's some stores that you know sell a thousand a month that we've done business with and then There's some that sell 20 a month So, you know, I just want everybody to know that if you need Dennis's assistant and you're an owner Original manager, you're welcome to text him directly And I just love giving him a plug to help you if it is a right fit because he's very educated very smart And if he says yes, you don't take Betsy can't win. No 100% I want to deliver. Yeah, so so tell us the story So, you know, I went down to this local dealer Good, you know a good friend of mine He was a referral actually from an account I earned when I was working at Zurich and you know Yeah, you're doing such a good job. I want you to go see my buddy down down in Sacramento So I'm like cool. I'd love to meet him and you know, I'm sitting there talking with him and you know We get a good relationship. We do in business, you know, and then eventually he goes. Hey Dennis I'm really looking for a sales manager. So, you know, I've got a pretty big network of people and So I so I get a referral. I'm like hey, man. I really think this would be a good fit You're gonna get a lot of latitude to make an imprint and make you know put your stamp on the place and they need a leader and You know, I bring him in and I'm sitting there and listen to this guy's conversation and when he was talking to the owner About coming on board. He told this story about another guy He had worked with who who worked with him much closer than I did for a lot longer But he goes he and I forget how it came up But you know the moral story goes man this this guy his name is Michael is on I'll give his name You know, he really made me what I am today as a sales professional He really showed me all the basics showed me he cared and you know, helped me find success He you know, he battled through me when I was in a tough place in my life but he really made a meaningful impact in my life and You know, I wouldn't be where I'm at today if it weren't for that guy and I feel like his leaders That's the goal. I want somebody to say that about me when I'm not around I feel like if we do that if that's the target and we aim for that and everything we do Like dude, we're making meaningful change on the world, you know, I mean and it's it's one person at a time You know, and it's a lofty goal, but it takes you know, it takes slowing down and you know You know putting yourself aside, I think which is hard to do because we all got families We all got goals, but you know leadership is getting stuff done Yeah, the other qualities of a great leader is To not have self-interest correct to have the interest of other people And sometimes you got to make hard decisions as leaders that aren't always in the best interest for you But they're in the best interest for your people 100% and you people don't get that anymore. No, they don't get it. You have to there's so many things like you know When you when you think about tribes every tribe has a chief and that's what a leader and when things are going Tough or going wrong and you look at today's market right now, you know, it's tougher It's hard they need that that chief that is you know gonna assure them and show them that everything's gonna be okay We're gonna be fine as a tribe. We're gonna come out on the other end and We're gonna be good, you know, it's it's the leader's responsibility to give the tribe that level of certainty So when they're on stage, they got nothing to worry about than the other human being in front of them We've all heard it love the one you're with in our salespeople our finance managers our sales managers Anybody in the dealership they can't truly love the one they're with if the leader is not giving them the certainty they need And I really really believe that that's that's the goal right and it extends when you're talking about the culture And I know you're you know, dude, you're a culture monster here You've got a culture you believe in and I read a a great book and it's called Tribal leadership if you haven't read it, I'd suggest you pick it up But there's a there's a line in that book when it comes to preserving the culture and you know And I might butcher it but you know, basically it is the first clean kill awakens the herd and and it's in the context if you have somebody in your store that is killing the culture and Everybody else is on board. It's your responsibility to preserve that Culture and and keep it good for the masses. That's the leader's job is to safeguard that Most leaders don't have the courage Because I'm gonna explain why a lot of the time that toxic person is usually the highest producer. Yeah Sometimes it's not But a lot of the times it is and that pride that ego and entitlement the eye rolling in meetings The I don't have to do this. Yes It feeds into everything else and people think well if I was to get rid of that guy Well, we're already not doing well enough then I would really get my butt kicked Now what would happen is your people would respect you and they'd rise. Yeah, they recognize the void when that if it's that top Exactly recognize the boy and that person is probably doing better than everybody else because he's killing everybody else Okay, but a lot of people don't see things that way You know, I think this also this event we're doing. Okay I think this is it would also work for anybody not in the automotive industry that is maybe currently a person Who's in sales in any industry in any industry or who works somewhere and is thinking man I want to learn more about automotive opportunities Coming out and sitting down. I believe time and experience don't mean anything. No, I Love a blank slate to be honest like I listen to what he's saying. He goes. I love a blank slate So if you're watching this if you're in finance and you're looking to run your numbers to three four grand a copy You need to be here if you're wanting to get into finance one day and you're in sales You need to be here if you're a blank slate and you're in any industry at all and you've never sold a car in your life You need to be here. Yeah, Dennis. You're gonna bring the heat and teach everybody. No, I'm fired up, man You're you're spot-on. I think coming in having a nice conversation talking about the you know, the basics You know, we'll tell us what all what all will cover at this training I mean just so like people can understand from like compliance to closing to 100% I you know, I I definitely like to talk about the overall ecosystem of a dealership how important each Department is to one another like one really can't exist without the other and with finance being in my opinion the center and The big impact because if you don't know how important something is you're never gonna give it the attention It deserves right so we got to talk to that at a high level and give the examples as to why right? I think that's the that's the starting point right there, you know and and it is so when you when you think about sales You know that the automotive industry, you know has a bad reputation with consumers and you know quite frankly a lot of it is Deserved right, you know We can read the news and things happen in sales and then it goes into the finance department either the the finance manager Just does it because that's the way he was taught and I'm talking about doing, you know Uncompliant behaviors breaking laws breaking regulations. This is huge general managers owners everybody listening here Dennis is a compliant freak. I mean compliance in the state of California are pretty deep No, I there's there's there's another state is yeah, that's tough and by the way, so teaching We're gonna teach from a standpoint of like this flies everywhere 100% right You got a train to the lowest common denominator. Oh my gosh So I just want to tell you like the safety of a company the safety of a dealership the longevity of staying out of court Sleeping at night. It's called heaven on earth. Well guys and for you and sales, right? I mean you want to go home and finance a salesman or you want to go home and feel like Genuinely good about the service you provided and if you're not doing it, right in a compliant fashion You're not gonna live you're not gonna you're not gonna feel good This industry won't last long for it won't I mean that's why we have well, that's why we have regulators that are all coming down on our industry is because We're not doing it right and like I said sometime. It's not deliberate sometimes It's just like the guy that's been there 40 years You know, that's the way they did it in the 80s or whatever and I'm being you know I know that extra but somebody taught him. Yeah, and things change things do change And I love that about this this event things have changed and this man is up to date today. What's good? I don't I don't have a choice. No, exactly. But and by the way either does anybody and I like it Yeah, well number one it to me It allows you to actually have an unfair advantage over everybody else because in a world in a world full of amateurs Where people don't know how to do their job. They don't know how to explain value properly They don't understand how valuable the finance department is they don't understand how it protects people They really don't understand it because they got in there just to make a check And they don't really understand how precious and important it is and profitable. Guess what? They're amateurs. You guys are gonna be taught to be the best in the world This is crazy man, you know, I was talking because I'm the sales guy So I always teach, you know how to close influence persuade paint pictures tell stories do all these things He does the same thing, but he does it in the finance world Which pays a lot of money Mm-hmm. It allows you to be a very valuable employee Yeah, it allows you to basically just run your own business inside of a business. Yeah, and man like It's a great life. Mm-hmm. If you're the best Absolutely not being good it sucks No, if you're if you're the best right and for me, you know, I tell everybody at you know The Nilo company our finance team like I expect all of you to be unicorns, you know, I want you to run great numbers I don't want bad CSI. I want you to have an amazing relationship with the people in our business office that make sure we get paid Cars get registered Trades get paid off all the stuff we sold them gets registered so they can recognize the value of it when they need it the most No matter where they're at, right? They need to understand that they need to have that they need to understand and know And this is something we talk about is How all these different f&i products like work like you should know how to walk through a claim if if your service No idea if your service advisor can't call in a claim and maybe it's can't or maybe it's won't or hell It could be because they're not familiar because you're not selling things further down the menu So they don't have experience. That's right They don't know like you need to understand how that works because when you sell them I don't care if you're just selling them a car or you're selling them an f&i product You're selling them a promise and if you can't deliver on your promise Dude, what are we doing? You know and I really believe that and you know and all that kind of wraps in To the compliance piece because if you're not making Customers feel good and they don't have a good experience. That's when they start opening their mail from the attorney That's looking to do a class action lawsuit. That's when they're calling the dude We all see on the billboard when we're driving into work You know Larry lemon law or whoever they are and they start looking and asking questions And this is that other piece about putting a bow on it, right? When you close that file and this is what we're gonna teach you when you close that file Like it would be something you'd be proud your mom would put on the refrigerator like man Annie did a great job on this project. It's clean. It's tight all teaser crossed eyes are dotted and then touch it once Make sure it's done. We don't need to be focusing on Yesterday's business we need to be able to be focusing on the individual that's in front of us right now delivering a great experience Great service maximizing our earning potential and making them feel good about it and then so our sales people are able to continue and focus And give us more opportunities But we got to talk about it and make sure everybody understands all the stuff that goes in To putting together a tight little deal because if you're the guy in finance right now And I know you're out there right and it might not be your fault Maybe you haven't had somebody to invest the time that you don't feel good about how you're doing it I'm gonna fix that for you. I want you to feel good about what you're doing I want you to not only feel good, but I want you to know That you're doing it right because if you're running big numbers and getting a big paycheck and you're not doing it All right, you know at the end of the day It it's all for not if your owners cut and checks for deductibles on their on their insurance policies your Right and settlement checks you're involved in lawsuits and you're in court And you know you're just doing all this stuff because either you didn't know or you didn't train You got to get fixed up because we are in An era in the automotive industry where government Oversight has probably not been higher. So the table stakes right now have become in a good finance manager or About as high as they've ever been and then also if you're a sales guy Because you can do all those things at a high level and you can show up to your interview And I'll get you prepared to interview for that finance job you want So you can get your foot in the door and know how to do it, right? That's why the upside in finance is what it is is because The the dealership's livelihood to a large extent in the legal arena depends on it And it also depends on it out in service to a large extent so Table stakes of being a true pro knowing the craft inside and out and how you impact The dealership do like you got to get it You know when when you come in here to Scottsdale, Annie and I are gonna make sure you walk out of here Being ready whether it be ready for an interview to get your foot in the door into finance or if you're finance You're gonna elevate your dealership and hell I'll even go this far Some of you if you want to be a sales manager You got to have a good grasp on everything that goes into finance to really be effective because some of the best sales Managers there some of them are great at leading people and that's part of it But like the extra layer is be able to see a deal where nobody else sought That's the difference where the sales guy goes from missing his unit bonus to making it and they say Andy dude I can't believe you figured out a way to make that deal for me with the guys in priceless Thank you price price is that that f&i guy by the way listen here So we're gonna make a blanket statement number one He's gonna teach you to be the best in the world of what you do with the skill Okay, and be the best closer in the country number two is gonna teach you to do ethically at a level where every dealership in the world will Want to hire you Number three if you want to make a lot of money guys and teach you to be the best that's huge number four Your value is gonna be so high because these people are getting harder and harder and harder to come by It's just crazy And lastly You want to run a dealership one day? I'm gonna be in charge and be the big daddy boss. Okay, you want to really Get paid some real big money You're gonna have to be great at this This is tea. This is to teach you how to be an operator Okay, so I just want to say to everybody here is that this is gonna be your opportunity guys Okay, number one to train with me To train with Dennis. Okay, nine one eight write it down nine one eight two one oh zero two five four Send your people You come it doesn't matter We're gonna take care of you and it's gonna be awesome, man So I just want to tell you guys Scottsdale, Arizona. You can text me for the dates I'll send you all the info me and Dennis will be here together Dennis will be flying in from Cali Okay, we spend a lot of time together. I told you I don't partner with anybody you guys already know that Partner with him. You know why because he's the very best and he's way better than me at this I learn every time he's teaching it. I learned so Much I just can't believe it And can we can we finish this call with the standard a great? finance manager What how many products for deals should they be selling? What should they be running per copy? We've already talked about who they should be But what are some numbers that if somebody's not hitting we know that this is there for them So they can leave hitting these numbers dude I really believe that the the potential, you know, and I look at it maybe a little bit different from some other people Reserve is important, you know, I always like to look at my PVR and I love I can't interrupt him I love this question. He asked we're on a count. We're honest. We're on a zoom call training a company that sells about a thousand cars a month and They were running about two grand a copy remember that and Dennis goes What's the reserve and the reserve was like 800 you remember that and by the way, listen to me So Dennis goes so basically the reserve is just reserved, right? I mean, so they're only making $1,200 Really per copy Andy and I got to tell you there's places that would be very happy with that And and I think people are very happy with that because they don't know maybe what's out there So if you think you're good, right, there's there's always a bigger batter fish in the sea Yeah, and dude, this is the big bad fish right here and he's gonna teach you how to be the big bad fish So let's go to the standard But I love what you're saying about reserve like pull the reserve out anybody watching this pull the reserve out of your Team and see what they're really right. No, I mean and this is you know something We're gonna talk about right, you know for you to get good at anything you got to be able to strip the emotion About how good you are or aren't you got to take it out of it You got to look at yourself objectively in my opinion the only way to do that when you look at your Put all the gross you put on the books, right year month, however you want to look at it Subtract all the reserve gross out of it. That's the number and then take that number Divided by the number of deals you did and that's your number, right? And man, I I see a lot of people don't want to see that. Well, dude It doesn't feel good, but man like that's the real number. It is the real That's how you know who your big bad fish are Yeah, I don't you know, I mean putting up some numbers I got give us some give us some real numbers what you believe that this should be the standard And if they're not out that we can ensure that when they leave they will be running dude If you're not I really believe, you know, if you're not at minimum at minimum Hitting 2,500 all in, you know right around to 18 to 2 like This is for you, right and even if you're more than that like I You know, I don't I don't even like talking about our numbers. No, no, I got it They're good, but I already said 10 your guys are a 12 so and I mean like and I'm in it at everything I mean just from even the owners, you know, meet meeting the owners or unreal If you want to be the top 1% in the industry if you want to be so secure in your position If you want to be untouchable You want to have a dream life and create a lifestyle You never imagined get paid all the money and also service your customers at level. They've never seen it and understand Better than anyone else Dennis is gonna teach you to be the best. Okay, and I'll be right here with him the whole time But I want to tell you guys I can't wait to meet you guys in person guys to get your tickets Okay, these sell out quick. We do smaller rooms. So it's very an intimate teaching 918210 0254 you can shoot me a text message I'll see you guys here and lastly give them your cell phone number one more time if somebody wants to Partner with you on what what what are a few things that you do? Outside of training with me and outside of a Nilo group with your insurance company So we set up complete finance and insurance programs service contracts Tire and wheel paint and fab any FNI widget under the Sun, you know We put forth the same products that we sell to our customers We we are in the high-line segment BMW Audi Porsche Jaguar Land Rover and those customers as all customers they deserve and Expect when they have an issue and we sell them something. It's got to perform at the highest level So we want to offer the highest level of coverage available to our customers Because they're so important to us and also when somebody goes underneath your wing you also train them I do I do train them. I mean you make sure that that they don't have the best product But also they are the best. Yeah, I'm right. Absolutely. You know, you can have the best It's not just a product. I mean because I know a lot of people that are servicing, you know dealerships and they're warranty companies, but But they don't teach them to be the best. No, they don't teach They want to pick up their check you could have and this goes out to you know the dealers the GM's you could have the best FNI products in your entire in the entire world best thing ever But if your people aren't trained to sell them at a high level, it doesn't matter And I'm going to take that a step further, you know, because we also help with reinsurance solutions for dealers We set those up, you know, I've got plenty of support training and know-how myself to set up a great profit participation for you But if if they're not feeding the machine the reinsurance machine, you could have the best reinsurance structure or the best products None of it matters unless your people can execute at a high level And if it's not a quality product that delivers on the promise at the end Dude, well, you're not gonna have customers to sell it to anyway. So, you know, and it goes into compliance So, you know what we're gonna talk about, you know, when we do this event here in Scottsdale Is really giving you a holistic view of how important you are We're gonna prepare you for your next step in your career and then, you know, those of you guys that are already in the trenches I love you. You're my people We're gonna help you go to the next level and you know getting better oftentimes means, you know, yeah It's bigger numbers. It's more products per customer driving your penetration, but helping you get to yes quicker I don't want you shouldn't feel exhausted After running a deal, man, you're so good, man Dennis I gotta say the way you teach is so good when you present You know, I always said make it easy to say yes to hard to say no to and make it the client's idea every single time You're the grandmaster at that and and and it's real You're not there. Like you said, there's no there's no smoke mirrors magic tricks. There's no card games It's it's real and it's real service and and did you take care of people and they love you for it And when you come in man, just all you got to come in open mind You walk away with one or two things no matter what you're doing in life You're gonna be a better place and you know, I'm really invested in making sure you get value out of your time down here Well, first of all, we're gonna make you rich. So buy yourself a ticket and how you gonna do that You're gonna text me 918-210-0254. You're gonna be me and Dennis and Scottsdale, Arizona We're do a one-day event. It's gonna change your life forever. You're gonna eat lunch with us We're gonna train all day long. You're gonna go home. Absolutely the best top 1% So Dennis, hey, I love you man Will you give out your number one more time just in case 916-899-7139 call text anytime man Look forward to hearing from you guys and then you guys text the 918-210-0254 to get information on your tickets We love it. If you're a dealership, let us know how many you need. We'll make you a group deal guys We love you. We got your back for life. Dennis. Thanks for being here, brother guys. We'll see you in Scottsdale Hey guys, I just want to tell you the true one percenters you made it till the end of the video Do me a favor share it with the friend that wants to go to another level make sure you like the video comment below So I know who you are set your notifications and then subscribe to the channel. We got daily sales training videos dropping I'll see you soon