 Hey guys, it's the twins at the LA Group. Let's go! Right now, we're going to show you the most powerful tip for you to build rapport, gain rapport, and for you to stay in tactical connection all the time with your customer. Let's go. Guys, so this is the trade bridge. Everybody write that down. This is the million dollar tip! Guys, I'm telling you, so connection is actually going to be what's going to help you sell every car. Listen, the connection that you make with the customers that you love, you can love everybody. But the ones that you fall out of connection with, you don't love. They don't love you. And then it's just weird. Okay. So in order to make like just some freaking irresistible connection where it's just amazing. You connect with them. You love them. How do you do that? How did we figure that out? Because Evan sucked at it. I sucked at it. He just sucked worse at it than me. And then we figured out how to stop it. And it just like, it was like 10 cars right there. And we made this automatic. We literally made this automatic because you can't just ask somebody, Ian, how do you, I sell you a car today? And they're not going to be like, Evan, I just want that one over there. Just go grab it. It don't work like that. It doesn't work like that. So when a customer pulls up on the lot, just imagine they've been thinking about what they're going to buy. They want to jump out. They got their own agenda. They want to run to this car, blah, blah, blah. Stop it. When they get out of the car, the first thing I want you to always do is think about the trade bridge. The trade is going to bridge you to the connection that you need to get. The connection is the piece. It's the critical piece to the pie. So right now trade and bridge. This part is the connection that's going to bridge the deal. So the customer gets out of the car. Guys, this is where we have the big intro. Time to fire it up. Yeah, we're excited. Listen, man, you got some breath spray in your mouth so your breath don't smell like, you know, kaka or anything like that. You know what I'm saying? And then go, Evan. Yeah. Right when you ask me, say, hey, listen, are you here to see part sales or service? Are you here for our big tent sale? Yeah. What are you here for? They say, yeah, man, I'm here to see a 2019 Rogue. The next words out of your mouth are the trade bridge. Are you here to trade in a Rogue also? Are you here to trade in a Rogue also? Hey, I'm here to see a 2017 Equinox. Nice. Are you trading in an Equinox also? It should be like a parrot. Anytime somebody says they're here to see something, you should ask them, hey, by the way, are you trading in Xcar also? 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 and tell you the best way to get a hold of me. Shoot me a text message right now, 918-210-2-5-4. I'll help you with whatever you need. I got your back for life. Let's get back to the video. It should just flow like water. Yeah. And guys, what's going to happen is they're going to say yes or no. And nine times out of 10, they're going to say yes, right? So if they say yes, what are they going to do? Well, they're going to say, yeah, it's right here. I'm trading it in. And then they're going to go down a rabbit hole. Guys, this is where connection is being built. Listen, you can't ask them all the things that they're getting ready to tell you. They're going to say, oh, I bumped into this. Oh, my wife is making me do this. They're going to. And if you're listening dangerously, listening with an intent, this is where a closer is made because a closer can use the things that come out of their mouth to close them later on in the sale. But this is where I can actually get that connection because they're going to say, oh, yeah, I have two kids. Oh, yeah, this has happened. Oh, yeah, I live over here. I can look down and I can see a Bronco sticker. I can connect with them on that. And it's like, that's when the wall starts to go down because they're talking about themselves. And it's really hard to get somebody to talk about themselves. And it's really hard to get somebody to talk about themselves just by asking one question. It's just a random question. So they will talk about themselves on a piece of property that they own and it's right there. So you want to take them to unfamiliar territory. If they say, yes, I am trading in something, ding, ding, ding. Guys, that's a freaking buy-in question. Your goal now is to say, hey, what are you trading in? Is it the car you drove up in? What did you like about the car? Then take them to the car and then start doing your questions, start having your tactical connection, start engaging with them. Yeah, guys, and then this is like, this is it. This is really the piece that will separate you from everybody else because when you're at the car, they're going to tell you the things that they want to change, the things that they want to trade, the problems that they want to solve. Guys, they're going to say, I don't have this, I don't have this, this has happened, this has happened, this has happened. And if you're listening and you're not just a salesperson just looking to respond and just looking to, just, you know, you've got a freaking personality of a cardboard box. Well, then you're going to joke around with them. You're going to have fun. You're going to be like, oh my God, you have me too. Oh, I wish I had that. Oh my God. And then you have connection. And that's what most people are missing and you can't be a closer without that. So that part right there will separate you from everybody else because I assure you, any other lot that they've gone to, they just ran out and took a look at another car. Next, the one thing that they're also going to say is like, hey, no, I'm not trading in anything. Then what do you say? I'd say, why not? Like what is this car that you're driving in it? It's kind of crazy that most people trade the car that they drive in it. So would there be a reason why you're not trading something in? Is there a reason why you're not trading something in? I don't have a car. Okay, so this car that you're driving in, this isn't your car. It's just a friend's car. Okay, have you ever owned a car? This is my first car purchase. You're kidding me. Congratulations, man. Wow, man. So how old are you? 19. 19, man. Congratulations, man. So are you working? You going to school? Yeah, yeah. I'm working. I work full time. You're kidding me. We're at, man. Walmart. Walmart, dude, good for you, man. Working hard, it sounds like. Yeah, I am. How'd you get connected with us? Well, I just saw you guys on the internet. I saw there was a cheap car. Bang, guys, connection. Guys, I didn't even know where he was going to go with that, but that's connection. I can start asking him questions, and it's all based on the trade. Why don't you have a car? Why do you have a car? And then I'm just asking, and I'm just, I'm hitting it back and forth with making them feel heard, okay? So that's connection. Guys, same thing over the phone. If they call in, they're like ring, ring, and I'm talking, and they call in, they're like, hey, I'm looking for a 2018 rogue. I'm like, hey, are you trading in a rogue also? They're like, no, I'm trading in a 2017 CRV. And I'm like, you're kidding me. Oh my God, we've been looking everywhere for those. That's crazy that you're calling in and you got one. We just got out and meeting my boss. He really wanted one. That's awesome. What color is it? It's red. Wow, how long have you owned it? This long. You're kidding me. What do you like about it? What don't you like about it? They start going down rabbit holes. Guys, this is their property. This is what they've been driving in. This is the most important thing to them. Some people say a house is more important than a car. I mean, I don't understand. Your car is your most important purchase that you're ever gonna have, not really your house. Let me explain. You're in your car every day, every day. You're driving your car everywhere. Is the house important? Yes, but a car, they're gonna go down the rabbit holes of why it's important to them, what they're missing, what they needed, what they're missing. What did you settle with, Evan, that you didn't get last time that you want this time? That's a powerful question. What did you settle with last time that you didn't want this time? Like, what do you want? Settles a powerful word. Did you settle for something last time? Did you settle for something last time? Yeah, I didn't get car play. You didn't get car play, man. So is that really what you want this time? Yeah. Guys, I can ask him those things, man. I can't just ask him what kind of car to buy. I can say, dude, what did you miss? You know, another thing that I would get when I would ask that question, hey, listen, they pull up and they're looking at a 2019 Rogue and I say, are you trading in a Rogue also? They say, yeah, I'm trading in a Rogue. I'd say, wow, so did you buy it from us? Yeah, I did. In fact, I bought three from you guys. You're kidding me, man. Ding, ding, ding. For how long we've been around here for 50 years, man. Thank you so much. Give me a hug, matter of fact. That's amazing. You know, I'm like, God, you guys are part of our family. Thank you so much. Come on inside. If you haven't seen the Value in Advance video, go watch it. I bring them inside. I give them some value before I bring them on to the lot. I give them the Value in Advance. Go watch it. So the goal of the trade bridge is number one, you always gotta remember this. Are you trading in X car also? Whatever they're here to see, you say it also. So it's going to bring the gap. So in your mind, you say that, no matter if they're on the phone or whatnot. All it's gonna do is guys give you a way to then open up the questions and get them to sell their car to you so you don't have to go out and be a freaking order taker and start taking their order and then run right out to the lot and then you didn't gain any rapport. That's not a pro, that's an amateur. No, it's an amateur. And so look, this is like opening Pandora's box. Listen, if you want them to tell you all their problems so that you can actually fix them, that's how you do it, okay? That's how you do it. You don't go to a doctor's office and say like, oh, I don't know what hurts. You know your freaking knee hurts. So you start talking about the knee and then you start talking about your life and then you freaking get everything out there. Listen, but if I go into the doctors and I'm like, I don't know what's wrong and you don't know what's wrong and there's no connection, well, you lost all the connections. So I'm like, dude, what's going on with you, man? What's going on? The arm, you're telling me, what's your arm up? Put your arm down. We're starting to make some connection. I'm asking about back hurts because I've been carrying you my whole life. You ain't been carrying nobody your whole life. I've been beating you with each shoe, man. Check the numbers. If you sold cars with us, who was the number one twin? All that matters is that good old YTD. You're today, guys. Yup, and I beat him in my YTD. So listen, if you struggle with connection, you struggle with confidence, you can text us. It's 480-780-2203. Again, it's 480-780-2203. Guys, just think right now. Let's like simplify things. People wanna feel hurt. People wanna feel loved. If you can make people feel powerful around you, that's a closer. When they feel next, when they're standing next to you, how powerful do they feel? How great do they feel? That's the salespeople that won and destroyed it when we were selling cars. That's where the market's going back to. So, if you're not good at those things, you must become good at them quick. You must reach out to us. Everything matters. And if you don't do that right now, then guys, I'm just telling you, you're putting everything at risk. So, let's get together more than ever. Let's keep the connection at an all-time high. All-time high. And the way that you do that, you utilize these little things into your game, and then you go execute. You go apply, and you go do them. Execute, apply. Let's go apply, guys. Go do them. Be doers. Come on. Let's go. Tray Bridge, baby. Let's go. Come on. Hey guys, I just want to tell you you're 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. 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