 Most people in the automotive space are a master of none. They go through their whole life, they never master anything. And it's sad because they make more money than most, not being a master. But if they could master it, I mean, oh my god. Dude, they could make more money in five years than they made their whole life. Hey, guys. Here we go. It's me and Dennis again. We're going to talk about the module and the meet and greet. Dennis, take it away. Be ready to chew on this. And let's kick some butt. So this is incredibly important. So I'm going to make the assumption that you did a high quality pregame with your sales team. Because if you've done that effectively, if you've asked the questions, you've done the study, and you got the miles off the car, they're buying the one they're trading, you touched, you feel, you looked at all the paper, the credit app, the bureau, all the things, you're going to be prepared to deliver a great meet and greet. That's where we're going to transfer. They give that transfer of enthusiasm. It's where we're going to win over that customer. So they're excited to work with us and excited to finish the purchase of their brand new vehicle. So table stakes, Andy talks about this all the time. When you come to the table, literally and figuratively, you've got to have a great attitude. No dead bobs, right, Andy? You've got to be excited to be there. You've got to be grateful to work where you work. You've got to be grateful for you're alive, man. You're above ground. You've got to have a good attitude, a can do attitude, and an attitude of being a servant to that customer to help them out. So really important. And then, of course, you've got to have a great delusional belief that they came to buy, will buy, and they are going to buy if we do our jobs today. Really important. If you don't have those things going into this transaction, turn the deal. Well, a closer starts at the handshake, right? Hey, what's going on, Dennis? How you doing? Great. When you look at me right away, you can tell, man, if I'm just someone in the store that's going to print some paperwork or if I'm somebody you actually want to have a relationship with, get to know, do I seem like somebody you want to know? 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, 918-210-0254. 918-210-0254. I'll help you with whatever you need. I got your back for life. Let's get back to the video. Like, do you want to know me, right? So that's where that great attitude comes in. And then that delusional belief just means this. A closer. Have you ever seen a closer, right, in the sales tower? They say, what? They're leaving? Give me that paper. I'll close anybody, anytime, any place, anywhere on the phone or in person. Let's go, baby. And they take off? That's what I'm talking about. Like, that person, they don't overthink it, OK? They know that clearly that client wouldn't be there if they didn't want to say yes. And they're going to go get the yes. They know it's going to be a yes. They're not worried about it. That's what he's talking about. Know that whatever you want to happen, manifest it in advance, it is going to happen. Whatever's going on in your mind, it happens in your life. That's it. This is all mindset. This is all mindset right here. This is clearly nothing but mindset right here. Absolutely. OK, and which clearly mindset is everything when it comes to sales. So I just want to say that. In this right here, before we get into the expectations with the customer, because we are going to set some expectations, this is where I see F&I managers get down on the dump. Oh, it's a lease. Great separation. Oh, it's a cash deal. Oh, it's my, oh, it's whatever it is. It doesn't matter. You were given an opportunity. It's our job to solve the puzzle. What sounds to me like they just want something easy? We all want something easy. Hey, I want to make a half a million a year and I don't want to do anything. Yeah, you and everybody else, bro. You and everybody else. Yeah, we got to get into the work. Earn it. The guys and gals that can solve the problem get paid all the money. So come in with the right attitude. Let everybody else whine about the cash deal. Don't let that come out. Absolutely. Take it. You know why they got cash? Because they got money. Yeah, dude, like, let's think about that. What does that even mean? By the way, it could be a credit union deal. It could be going to their own bank. They haven't had your conversation with you yet. They may not. They've only done that before in the past because everybody else they talked to didn't know what they were doing. I mean, just understand this. I don't care what they thought they were going to do before they met you. They're going to do what you want them to do. That's the end of it. So the mind is right. We're going to put a check. We got our mind right. It's showtime, baby. We're going to go out and get in with that customer. And it's so important when you grab that hand, they know that you're the guy that's going to help them. You're the person that's going to get this over, the finish line, get them out on the road in their new car, and they're going to be grateful doing business with you. It's incredibly important. F&I managers. I see so many F&I managers, Andy. They just sit back in their hole. And then they get a deal. Salesperson takes it in. They don't do the pregame. They print up their paperwork. And then they doot, doot, doot. Andy, bring your customer to finance. Click, click. God, man, I just had a nightmare. Total nightmare. They're walking down. It's like the green mile. The customer's getting marched to the back room to have who knows what's going to happen. Don't do that. Get out of your hole. Get out there. Meet the customer out on the showroom floor. I know every single F&I provider training company in the world talks about meeting the customer on the showroom floor. And if they're not, they don't know what they're doing. Get out on the showroom floor. Meet that customer on the showroom floor with the salesperson by their side. You want to meet them where they are. They should have to come meet you where you are. Absolutely. Does that make sense? Do you know the reason why we do trial closed before we walk into the showroom floor? Because people are walking into a new door. The hardest thing is to get them from the lot to the ride up, right? Because they have to walk through a set of double doors. Am I right? Yep. When they walk into those double doors, what do they do? They completely go cold again. They put the wall up. And it's like they restart. And so the goal is, is I've envisioned this F&I room over here, right? Yep. If you've came out and you've meted them, they're warm to going to meet you already. So they can stay in that state. And they don't have to change anything. They don't have to put a wall back up. They're not meeting somebody new. You met them where they are. They're in a comfort zone, OK? Yep. If not, just be prepared to have people walked into your office, have a harder time to build rapport. And, dude, it's miserable on you and the customer. There's pressure on both ways. It's unnecessary. You know, you're so right. And I mean, instinctually at our core as a human being, when our environment changes, Andy, our spidey senses, it's just now. It's survival mechanism. There might not be anything to be afraid of, but the environment's changed. And I don't even know who you are yet, because I haven't met you. So all of a sudden, I think you're judging me. I think that I'm judging you. Dude, we've started over again. We've started over. And that's the worst thing you could do. So meet them where they are. Absolutely. This is key. And when you start that conversation, you know, the great handshake, the great eye contact, two ears, one mouth, listening to what they say. And you want to start out this conversation by putting the ball in their court, Andy. Hey, first of all, I want to thank you for your business. I know you worked with Andy, your salesperson. He's the best in the business. You're truly blessed to work with him. We can't thank you enough for choosing our dealership. We know there's a million other places you could have bought your car, but thank you. But really, before we get started, I know Andy's probably covered a lot of information. I want to make sure you don't have any questions or anything you need before we get going. No, I'm good. We're good, right? So I'm so glad to hear that. So we're going to do a number of things today. And all of them are going to be at your pace. I want you to be 100% comfortable with everything in the car deal today. I want you to make sure you're 100% comfortable with the car, which I'm sure that's the case because you're here now. We're good. Car's great. Also, I'm going to be going over all the paperwork with you inside and out to the point that you're comfortable. We work at the speed of accuracy. I want to make sure you're comfortable with everything you're signing in. And you know 100% everything you're getting and everything you're not getting before you leave here today. And the other thing I want to do with you today, Andy, is I want to go over any warranties that come with your vehicle. So if you need them in the future, your expectations are met. Does that sound good? Yeah. All right. I love it. It says everything you're getting and not getting. To me, that creates curiosity to me, right? You know what I'm saying? It's almost like I don't want to forfeit anything. What am I not getting? And all he did is just a little seed that he dropped. Absolutely. You've got to plant that seed. And that's an attention grabber, right? Like writing an essay in elementary school. I'll go over everything that you're getting and not getting. Just to make sure that before you leave today, you have everything you think that you need. And then also on top of that, going over your warranties with you, just to make sure that you have the coverage you need from the driving you're going to be doing. And we love you. So thank you. I'll be handling all that. We're going to take care of it, right? Because customers, what they want, right? When they're buying a car, you always hear when you look at reviews online, you look at complaints and surveys, things weren't clear. I wasn't comfortable. I felt rushed, right? So you want to come and tackle that ahead of time as the finance manager. I want to give you clarity. I want you to be comfortable. And more than anything, Andy, I want you to be certain that you chose the right place to do business today. Yeah, and you know what's really cool is that people do want to go fast. People do want to go fast. And the more they trust you, the faster they'll go with you. Absolutely. I mean, that's it. Like all the pregame and the stuff that he's talking about and this stuff, it all rolls in. And it's so important. And it really shows you what an ugly life looks like and then what an easy, great life looks like. And when we hear about these people, because I'm going to tell you, when Dennis says seven figures, Dennis knows everybody in the auto industry everywhere. Some of you are like, seven figures, where do they work? It's not where they work. It's who they are. OK, let's be crystal clear. Before someone made seven figures, before someone made seven figures, no one made it. Just like in every wealthy person's family, there's eventually a point in time where there's no wealthy person in that family. We are trying to create you to be the top 1% or where you're at. You don't need to be anywhere except for exactly where you are. It's what you don't acquire and what you're not doing now or what you are doing now that's not getting you what you want. We want to raise your standards by training you. And our goal is that we want you to review what you're currently doing and find holes in your game, in your game that you can fix so that you can become the top 1%, right? And I know we might run a little long here and there, but I'm going to explain this to you. This is what you do for a living. You work 12 hours a day in the automotive space five to six days a week. I mean, you told your family you were leaving them to go make a living. Like, understand being the best in the world and the top 1%, that means you have to beat out 50,000 other people. Am I right? I mean, let's just be clear about it, OK? Like, you're not beating out the people in your dealership. You're beating out the rest of the world. Everybody knows what the rest of the world looks like and then we know what you look like, OK? So we're trying to create you to be that warrior that's unstoppable, unbelievable, place chess, 10 steps ahead of everybody. And Dennis, you're such a going over with this priceless. You know, and what I hear when I hear you, Andy, talk, you're talking about progress, progress for the individual, right? And it's all about just because you're here now doesn't mean you're not going to be up here later, but it all starts with you committing and getting better and doing the fundamentals at a high level. This stuff right here, the meet and greet, the pregame, these are just basic foundational elements of a great F&I manager in a great process, right? So you're setting the expectation with the customer. They want to progress too. They want to get the hell out of the dealership and go enjoy that new car. They don't want to really be there. And if you can make it fun, give them the clarity, comfort and certainty that they just want as a human being. Certainty, that's a big one. Certainty. And bottom line is when I hear clarity and comfort, what I hear them say is remove the pressure from the deal so that because you're the one absorbing it all. You know what I'm saying? Hey, I got this is easy. It's no big deal. This is the easiest part of it. And then providing massive certainty. They can't ever look to you for one second and not believe you. Yep, 100%. And that comes being a student of the game in all aspects of the F&I office. Yeah, and that's why I like it. I want you to envision someone coming and investing. Let's just pretend, right? You had a million cash and you went to invest it with somebody. Once they started telling you your investment options, right? As you're looking at them, because you really, really love your money a lot, but your goal is to give them the money to get more, right, than what you currently have, right? And everybody's told you it's good. You believe that there is a right person out there somewhere that could help you. You're hoping that you found the right place, but you're guessing inside with uncertainty that, you know, how could you get someone that could help you grow your money? It's like all these uncertainties play out, but then when you do meet the right person, they're speaking the right language, they're doing the things right, they put you at ease, they pull the pressure out. Next thing you know, you're giving them a million, everything else you got, you're trusting them, you're believing them, you're calling them, they're your person for life. That's what we want with you, okay? And that's the reason why dealerships can thrive or why in 2023 some of them will try to survive. Yeah, absolutely. You know, I make the equation, when you go out there as a sales person, right? You got your commitment at 500 a month. Next thing you know, you pull the credit and you're going out there seven, 800 a month. There's guys like Andy, the top one from centers that just go out there with confidence and they're like, boom, it's 800 bucks and they shut it down like that versus the amateur. And we make it 800 so attractive. Yeah, they're shaking with the 800. No, you got to be confident because when you're confident, people borrow your confidence. I hear you talk about it, encourage, right? So clarity, comfort, certainty makes it all happen. So, you know, you got to set the expectation with the customer on the next steps. You're going to do all these things for them. Make sure all their questions are answered. So when they leave the dealership, they feel good about their decision to do business with you and the dealership and they know they're coming back the next time they need anything for that car or any other car in their household. And then you got to let them know, I'm going to get you out of here as quickly as possible. We're going to go through all this paperwork quick, easy, make it simple, but just remember, I'm here to answer any questions. If any time you don't feel great about something, let me know because I'm here to solve it for you. And I always like to say, I'm going to go as fast as you want to go, okay? Now, if you wouldn't mind, it would be okay with you. If I kind of went a little quicker, then if you saw something you didn't understand, I'll slow down, is that fair? Absolutely, it's fair. Notice, I'm making him feel like he's got control, okay? Hey, I'm going to go quickly because I know you guys want to get out of here and go enjoy your new vehicle. I'm sure you're hungry, you're sure you got a million other things going on, other stuff you want to do. So I'm going to go quickly through this, but if there's something, if you have a question, you just ask me, interrupt me, it doesn't matter. I want you guys to interrupt me, I'll slow down, and then we'll go through that, is that fair? Like what you're doing is you're giving them control, but it's the old effect, sell like a lion, act like a lamb, right? And basically you're holding the spotlight and you're putting them in it, okay? So I'm controlling the spotlight, so who's in control? I am, but who's in the spotlight? He is, okay? Just understand this, all this has to do with being a master at what you do. Most people in the automotive space are a master in that. They go through their whole life, they never master anything. And it's sad because they make more money than most, not being a master, but if they could master it, I mean, oh my God, they can make more money in five years than they made in their whole life, okay? So guys, this right here is going to be the meet and greet, going through everything, very simple, okay? We love you, we're going to see you in the next video. Let's keep moving. Hey guys, I just want to tell you the true one percenters, you made it to 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.