 Hey guys, what's up? The video you're about to see is going to be how to handle the addendum as a salesperson This is something right here where I was in a dealership Obviously I fly all over the country I train all around the world and some of the guys were saying 80 on my addendum handling I feel like that that's a problem Look the two strongest thing you could ever have during a negotiation is going to be Report and trust and when going over an addendum with somebody if you don't have the confidence And you don't know how to do it. You can easily lose the cell watch this full video. You're gonna love it Okay, I want you to write this down is getting The most money at the end of ownership Important to you on this vehicle You have to ask that question right out today Remember this the cell can't be closed until it's open. Okay, so you have to ask this quick question So I'll say so hey Andy. I don't want to pay that addendum. Hey, I totally understand number one agree always agree Okay, just agrees. I totally understand Look, let me ask you a question is getting the most money and listen I may reword it a couple different ways But is is getting the most money at the end of ownership which means at the end of you're buying this car today You're driving it off the lot You're going to keep it for a couple years five years whatever is getting the most money at the end of ownership Something that's important to you yes or no Okay What we've learned Okay, you're oh who's the research You're the research You're the expert what we've learned Is that our customers right have received as much as $3,000 or more right for their trading values when using this package Now what I'll tell you is that if I pay $2,300 for something And then five years later or two years later. I can get 3,000 back for it I'm not an investor, but if I can get 23 and get three back. Is that worth it? Yes Absolutely This will be the best return on investment you've ever had Anytime that they appraise vehicles the first thing they do and we decided we went around the things that are on this vehicle Or that are on this pamphlet right on what would make customers vehicles worth more money This was something that wasn't always put on every car Okay, it's on every vehicle we own now In order to get all of the things that I'm going over with you on this brochure Which this is probably my fault and I haven't explained this properly to you But this right here used to be a $4,200 package Our customers all wanted it. They just didn't want to spend $4,200 So we went in and we negotiated a package with the company And we said what if we guaranteed we put them on every one of them because our customers wanted 99% of the customers were buying it You know it's $4,200 right Imagine what they're doing now at $23 they're ecstatic But since you haven't purchased a vehicle from us before right you're not aware of this Here's what I'll tell you this 2300 we negotiated it down for you Do you know why? One of the common first things that happen when someone pulls off a lot is a key loss They lose a key and when they call and they call the parts department. Do you know what my parts man says? $495 and they go through the roof Okay, you don't have to worry about that. You see the slow number here at the bottom You just do and they're gonna get you a little key. Okay. No problem You know the door guards, right? See how you can't see them They're not the big gluey ones that used to be hanging off kind of you know me like the ghetto rides We don't have those anymore. Guess what? We know that your car door is going to hit something It's not a matter of if it's when it's going to hit something And what we learned is that especially around here in vero because we're by the beach the wind blows Which you agree depends on what time it is the wind blows You're sitting there wind blows the door open. Oh, it hits something Do you know what that cost at a body shop to fix? Look, it's not two thousand or 1980 anymore You go to the body shop deal and you go to fix that seven eight hundred dollars Guess what you go through the roof again How does it feel to drive off the lot go outside have done nothing wrong to your car to the baby and it taken care of The wind blows and it hits someone and now you gotta spend 700 We've learned that we've been able to take the pressure off of our customers Pressure off of you by allowing a package that allows you to leave without any stress of worrying about these things happening And we can do it cheaper than ever now. Remember You told me a minute ago that at the end of ownership that whenever you're ready to replace this car getting the most money was important to you If I could supply give all that stress free stuff and I could still continue to go through everything else, right? If I could supply all that stress free living in this car And still be able to get you top dollar when you traded it back in Guess what? You're not losing your money You're basically paying for life insurance, right when we know it's going to happen like everybody's going to die Everybody that's why you have life insurance not because we want to die. I don't want your car to get hit Right. I don't want it to happen But I'm going to tell you if I if I went to your house right now And this may be a little deep But I would say if I went to your house right now and I would sell life insurance If I could tell you when you would die I could say I could predict that I can tell you the exact date you'll die Would you buy life insurance from me? If you say no, you're crazy if I could tell you what day you're going to die, would you buy would you buy life insurance from me? All right Will your car get a date? Same thing Same thing if I could tell you right now your car would get a date If I could tell you right now that all these things are going to happen and are right here and you're going to lose your key and all that happens Would you buy it then? You already know i'm telling you the truth all of it's going to happen The cool deal about it is that it's all protected you don't have to worry about any extra expenses out of your pocket right now Look, you're paying a payment for this car right now, right? You know what the difference is between a variable payment and a fixed payment You know what the difference is? A variable payment means the payment goes up and down up and down up and down You deign your car you got to pay for it right you got a $400 payment that month Plus you got to pay some extra money to fix when it gets big am I right? That's called a variable payment When you buy this car It has a fixed payment You know what that means the payment stays the same and if any one of these things here happen Does the payment change a penny? Does any money get exchanged out of your bank account? Zero and then at the end of ownership you still get top dollar for your vehicle You get your money back. It's a win-win every single You guys see what I'm saying Does that make sense? Okay, but did you see how I started out saying is getting the most money for your vehicle at the end of ownership extremely important to you Most of our customers say it is I just wanted to ask if it's important to you Yes, every time you go to trade your car, right? Are you always saying I hope the dealer gives me enough? What if you never had to worry about that again? Does that make sense?