 In the next 18 months, I want to deliver plywood to your competition's doorstep so they can board up the windows because they're not delivering another car again. I'm going to ask you guys a question real quick. Who believes that right now we're in the era of the worst customer service in the world? Raise your hand if you believe that. Okay? I'm going to tell you guys right now this is going to be our secret niche. They say, know your niche, get rich. We are in the niche of servicing and helping people. I want to explain something to you. This is very important. Everybody write this down. Increase my personality. Increase my personality. Okay? Write this down. Be easier to connect with. Be easier to connect with. We're not starting yet. I'm just giving you guys a couple pointers. And by the way, some of you, you won't write anything down. That's the reason why you'll never have a better life. Okay? So just listen to me for a minute. If you'll listen, have a better personality. Is personality a skill? Absolutely. Okay? I want to explain something to you. I want you guys to start working on your personality all the time. Okay? So my wife, she taught me a long time ago. I walked by somebody. I said, hey man, God, that person was in a bad mood. Right? And she goes, Andy, you didn't even smile at him. What do you mean? How do you think they're in a bad mood? I said, well, they didn't smile at me. And she's like, Andy, you have to initiate what you want. If you walk by somebody and you smile, they'll smile back. That's the way life works. She's like, dude, are you a follower or a leader? I'm like, I'm a leader. And she says, good, lead people to what you want them to do. Everybody write that down. Lead people to what you want them to do. Now listen to me. Let's talk about why we are in the era, era, year of the worst salesman in the history of time and the worst BDC representative in the history of time. I'm going to explain why. Because people don't care. It's that simple. We'd give more. So write this down. Out, care, everyone. Out, care, everyone. We're going to out care every single person in this world. That's what we're going to do. We're going to play with our hearts. Yes, we play with our skill, but we're going to play with our hearts. I need you to understand this. People, everybody write this down. You ready? People won't always remember what you said, but they'll always remember the way you made them feel. Always. They'll always remember it. They'll never, ever forget it. So what does that mean? That means that some of you right now, you're on the phone. You're talking to people for a living, right? You speak to people for a living on the phone, right? When you talk to people, do you think they can tell whether you're standing up having the best day of your life and this is the place to go? Or you're sitting down, you're dead and you're asleep and you're just handed out information and don't care. That's the secret, guys. Now listen, everybody listening to me, I'm going to ask, is there another level that you can go to? Yes or no? Raise your hand if you believe there's another level. Go ahead and raise it. All right. So my question is, if there is another level, when is the time to go there? Right now. Guys, the beautiful thing that's happening, the reason why we're doing training is because there is a market shift that's coming in. Wait, it's already came in. It's already here. It's just going to get worse. The more it changes, the more people have to change. The good news for you guys, because you have such a great company with such great culture, is that you guys are ahead of the curve. When you're driving a Harley-Davidson, you look in the road, you know that there's a pothole ahead. You go around it. Idiots run into it and then they wreck. We watch ahead. We play defensive. We see what's coming up. You know what's coming up? The world's about to fall apart because the last two years have been really easy, really, really easy. A lot of people had to go in and just because they had the car, they bought it, whether they liked the salesperson or not. Now that inventory is coming back in, people are going to want to choose who they do business with. Now you guys have such a great culture and such a great process and system of having the best prices in the company. I know you guys have heard the old famous clothes. Is it me, the money, or the machine? Is it me, the money, or the car? What's the problem? It's been around for 20 years. Well listen, we know it's not the money. It's never going to be the money because you guys are the best priced company in the world 99% of the time. Most of the time, is it ever going to be the money? No, but listen to me. If you don't build the value of something and if you don't have the value in yourself, the money doesn't matter. When everybody agree, you'll take your business somewhere else for a little more money if you like the person. Am I right? Raise your hand if you'll do that. Hey, do you guys like cheap stuff? I don't like cheap stuff. Do you like cheap stuff? I don't like cheap stuff. People don't want cheap. So we put these great prices online, not so that we can be the cheapest, but so that we can bring the customer the best value. That's the goal. That's the game. Now every single one of you right now, I want you to decide right now. Go ahead and I want you to say it out loud. Don't say yet, but I want you to choose your choice. Are you going to be a consumer and you're just going to suck the life out of this company and then every day you walk into work, you're like, what's in it for me? What's in it for me? What are they going to do for me today? Or you contributor, are you going to be a needle mover? Are you going to bring something to the company that physically the needle moves because of you and people say because of him, we have a better company. And by the way, listen to me. I believe in human capital. Everybody write that down. Human capital. You can have marketing. You can have inventory. Okay. You can have everything you need. You can have the best systems and processes, but the people are the thing that makes up a company. So with you guys having the best processes, with you guys having the best leadership, with you guys having the best gosh inventory, you guys have the best inventory in the world and everybody say this, we're just getting started. Everybody say it. We're just getting started. We're just getting started. We're just getting started. Guys, you guys are just getting started. You guys, the last two years, every single dealership in the country has been posting on the internet. We had another record month. We had another record month. Mitsubishi store is about to go out of business. They're on the internet. Had another record month. Everybody had a record month. The record months are over for most. Now is y'all's time. You were born to get ready for these next 18 months. In the next 18 months, I want to deliver plywood to your competition's doorstep so they can board up the windows because they're not delivering another car again. Hey guys, I just want to tell you the true one percentage 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.