 Hey guys, it's Andy check this out. This is gonna be a video that a lot of you've been asking me to make you've been saying Andy, how do I move up through the ranks in the car business as a salesperson? I want you to understand this right? There's a way to move up and I call it the fast lane to killing it But something that you got to understand is it's not always about moving up. It's not about the title It's about the money or it's about becoming a leader. So a lot of people say hey, Andy I'm gonna move up through the ranks. Obviously, let me go over the ranks with you for just a second It's gonna be salesperson finance a desk man the GSM a GM and then even an owner But I want to tell you this The most important thing that you've got to understand is don't chase the title Chasing the title means nothing if you go to Google and you type in Andy Elliot sales record You'll see I made 715 grand selling cars. I made over 2 million as a GM Now I want you to think about this. I Specifically planned myself to be able to move up and be extremely good at what I did So when I got to the next level I'd be a high-earning person my goal was and I kind of use this You know like the stock charts right in the stock market. They kind of do this and they do this This is what a salesperson's life usually looks like as they scale through the ranks They're in sales They start to go up guess what? They get a promotion and They will boom and they drop an income You know why? Because the best salespeople always earn more money than their finance guys or desk guys and even sometimes the GSM's Now I want you to understand this your goal needs to be not to chase the title but to chase More money earning more now look I'm gonna tell you something Everything in life isn't about money. I'm a leader the more I do for other people the more I get done for me So when I decided as a salesperson, I'm gonna explain this to you and talk about moving up through the ranks You only have to take care of yourself. This is you Right now Everything that you do is your fault good and bad if you kill and go make $50,000 It's all on you if you go and sell four cars. It's all on you This is the life of a salesperson. Okay, you don't have to worry about finance CIT cash flows sending deals to the banks. You don't have to worry about any of that That's already handled for you Inventory is the car getting old did we have a wholesale loss? You know I'm saying you don't have to worry about what what's coming out of the net Expenses, you don't have to worry about anything. You just got to sell Selling cars is the best job in the dealership, but if you want to know how to scale Here's what I would tell you become the number one salesperson in your dealership for sure And don't be a professional winger know the skill and know how to lead your people because I'm gonna explain this The second you move over from salesperson To manager Okay, now by the way, some people go into management first and some people go into finance. I'm gonna work both roads Okay, I put finance first because I believe it really helps people become better on the desk If they understand finance okay, but let's just say you move over to manager now You're that same person But you get paid on all 15 people Underneath you So if you're not the number one salesperson You're not going to be able to have the best team because you won't know how to train them So here's the deal by the way as a manager You spend 80% of your day making new deals putting deals together that you missed yesterday and handle it upset customers And doing things like that handling deals and finance that need to be maybe maybe re-signed You know I'm saying that's a bit in trades all of those things. So how do you have time to train your team? Listen, you have to make time or you have to find someone to help you do it Which in case would be me I'm there for you But I want to say this to you as going into management. You're no longer getting paid off of you You're getting paid off these 15 people Underneath you okay the entire store and your finance guys, but I'm gonna explain this to you You have to be a leader and motivating and fired up if you can't have a sales meeting right now What you think about this? You want to move into you want to move up you want to scale up go through the ranks do me a favor Send me a video you send me one of you doing a 10 minute video sales meeting with your team You're gonna now have to know how to motivate inspire and fire up your team on the daily Every great manager doesn't have meetings on Fridays. They have meetings every day of the week Okay, most people and they get this screwed up. They say hey, we're getting ready for a big weekend. Guess what? We got to have a sales meeting Dude the weekends are just a bonus Monday through Friday is where the money's made I'm gonna ask you this how many Mondays and Fridays. Do you get through the month? 20 how many weekends do you get five? Okay, are you more focused on the five or on the 20? Most people stay focused on the five and that's why they have such crappy days through the week Do you want to be the best sales manager in the world have meetings Monday through Friday? And sure Saturday and put out some spiff money and have a big kickoff But guess what Monday through Friday is where the money's made. I promise you never forget that, okay? But the idea of it is if you move over to management you're responsible for all 15 2055 whatever you have those are your men they make money you make money They make lots of money you make lots of money. They don't make money. Guess what? You just left your salesperson job to go into leadership because you didn't want to lead you wanted the title Never chase a title now moving up. I said go from salesperson to finance We've already talked about salesperson to desk man, but let's talk about it looks like in finance in finance It's very easy. You just have to be very clean with paperwork if you are not great with your paperwork as a salesperson You're probably not gonna belong in finance. Okay, because it'll cost you a lot of money It'll probably cost you your job But secondly most finance people should be noticed I said should be the best salesperson in the dealership Why because think about this a finance person, right? I want you to understand what a finance person does You've worked this customer. You've had them for two hours They wanted to be at 300 a month, right and I know you bumped him to 500 a month So now they're paying 200 more than they want. They're paying $500 They're already tired and exhausted and gone through the emotional exhaustion stage and guess what happens they get handed off to your finance man Paying 500 a month, which was 200 higher than they wanted to be at. They're already tired and guess what? He has to go do what? build report Okay, within 15 minutes He's only got 15 minutes. He doesn't got two hours like you got He's got 15 minutes within those 15 minutes. He's not only got to build rapport He's got to take them back out of their budget again another $50 to $80. Okay, again take them out of their budget for a second time And then he has to be the best salesperson Okay, it has to be great at selling and closing both Nobody closes the F&I guys deal the F&I guy closes his own deals That sells people we run to get our managers and our managers come in and help us When the F&I guys in the box and he presents everything to the customer the customer says no, you know what? I don't think I need that. Hey, I can't afford that You know bought a warranty my last car never used it. Don't see any value in it That's why I'm buying a new car cuz I got a warranty. I'm only gonna keep it three years There'd be no sense of me buying an extended warranty. He's got to say I understand guys boom boom boom boom Take his pen boom close them and then guess what do it on his own without anyone being there And he's got to do it within 15 minutes while building rapport F&I guys truly have the ability to make 20 to 30 to $40,000 a month if they're extremely Good, but it's just like a salesperson. Okay, they get paid off what they produce Okay, they get paid off how many warranties and gaps in after markets How much gross they run per copy and what percentage of people that they actually sell those products to so if they run 80% on everything and then they're running $2,500 on the back that guy takes a hundred turns is gonna make a lot of money That is an F&I guys job. But listen that F&I guy He doesn't move up for the title He has to move up because he wants to make more money and he wants to learn and understand how banks work Okay, understand how submitting works and then also understand how the cash flow of the company works along with closing and selling He's preparing himself in F&I for the move of moving to the desk Why so that he can handle everything structure maxed out profits and guess what understand what the banks won't and will do And also make sure that he can make deals with customers that he can hold on his end as he sends him to the banks Right, he doesn't say oh, let's go this term so we can make the customer happy and then get back to F&I And then we don't have a bank that'll do that. He has to understand the guidelines of all his lending It's a whole next-level deal, but he also has to be a deadly salesperson Why because those 15 people underneath them as they're walking out every day and they say hey guys, how you doing? They say, oh, we're just looking we're not buying anything today. Appreciate you. Thank you. Thank you Thank you, and they turn around that manager has to say boom got that guy. Let's roll Hey guys, what's up, man? I'm one of the sales managers glad you came out I want to introduce myself and all of a sudden he gets involved in In every single deal and if he's a good manager, he'll get involved within two minutes of every single deal So how do you scale fast through the ranks? Number one, it's obvious. You have to become the best salesperson in your dealership Hands down You have to be great at closing and great at selling. Listen, I can teach you how to become a GM As a salesperson right now. I can teach you how to become a general manager Within two years Yeah, it's really easy time and experience don't get you there Listen, I know a lot of GMs right now that are sitting in stores and those stores don't sell more cars Okay, they don't sell more cars. They're not moving the needle anymore If that GM was an incredible salesperson, guess what? He would be moving the needle within his company and his company would be selling more cars and making more money monthly You don't climb a mountain And then sit up there and then just live on that mountain The best GMs in the world the best GMs and managers and salespeople They climb a mountain Break a record come down off that mountain. They're sitting down here. They get hungry And then the next month they go climb a bigger mountain and then a bigger mountain and then a bigger mountain And they never ever stop climbing mountains So if you want to scale you have to never ever stop being hungry You have to constantly understand that you can't be motivated in leadership. You have to be driven Okay, you come inside the dealership. It's a dead day. You don't sell any cars What you do on that day has everything to do how the next day will go The whole dealership is right on that manager's back With what he does with those 15 sales for your people if they don't sell enough cars or if they don't sell cars The pressure is there if you don't like pressure You never want to move up through the ranks people want to move up through the ranks a lot of times for one reason Because they want a salary They want that salary. Hey, I want that $10,000 guarantee. You know, it could be 50,000. It could be 2,000 But I want that $10,000 guarantee Well, guess what happens You get guaranteed that and you don't put up the money all of a sudden you get hacked Okay, and now you're back to the sales floor again Discourage unmotivated because you went into leadership and management for the wrong reason We never scale for titles. We never want to move up through the ranks just to move up You want to move up the ranks because you want to help other salespeople Make the same kind of money that you did as a salesperson So what your job is if you want to move up through the ranks Is break every record right now in your company break every record in your store And you have to decide Am I willing to move up and take every single person underneath me And teach them the same thing that I knew when I sold cars and I broke every record Is it possible for me to constantly motivate and encourage and inspire And to teach people the winning attitude right on a daily basis And create new habits within the sales team so that you can move this new team To the levels you were once out as a salesperson. Guess what happens when you do that You will get paid handsomely and you will move up through the ranks And I will tell you this is where we get into the general sales manager general manager General sales manager are pretty simple. He's in charge of all the managers and all the departments underneath them new Used finance all that stuff most of the time everything except parts Okay, and service which is fixed. So the idea of it is your general sales manager You're in charge of anything that relates with sales It's preparing you to become a gm, but I will tell you this A great general sales manager a great one, you know what The gm won't even have to do anything because the general sales manager will be so involved and so motivated to do everything Because he's earning his way up that guess what he will protect everything for the general manager underneath him And he'll do all the work and that general manager should sit back and watch that guy Dot the eyes cross the t's watch him motivate him inspire him coach him and encourage him and guess what happens That general sales manager within a year if that guy does it right He could be able to move up and do a general manager position if he's in the right company And by the way that person also dealerships are buying stores everywhere He will be the one that when they buy another store He will either move up in his dealership and the other gm will go take over another one Or he'll go take over a new store and the general manager will promote another person up underneath that general sales manager That is the life how it works moving up through the ranks in a car dealership And I want to tell you this if you're wanting to move up and if you want to scale up through the ranks It took me almost seven years to go into management Don't do it because you want the money Because I will assure you you will be disappointed with the money if you're great at selling right now going into management You know why because the top sales people make more money than their managers You have to decide to do it not for income, okay But for leadership and creating the baddest sales team around you And if you feel like you're born for leadership And you're born to be a leader and you want to take your men and take them to where they haven't been And lead them to new places That's a leader and guys that are in the car business men and women who understand that concept are the most successful Make the most money and guess what they destroy it. So how do we move up through the ranks? It's very simple become the best salesperson in the world period And if you can make that happen guess what you choose where you go next But i'll share it with you on this okay My deal is is that I love how much money I can deposit in the bank as a person that works in a dealership The reason why it took me so long to move up Is because I didn't want to move up. I wanted to help other people But I didn't want to move up because I enjoyed creating my own lifestyle Right if I was a manager going on a vacation for three weeks would be really hard Because nobody would be there to watch the store So saying hey imagine your manager said hey, I need three weeks off. Guess what happens. They're gonna be like, uh, no You can have a week As a salesperson I could say hey, I need three weeks off and they're like well shit, man You make 10 times more money than anyone else in the dealership take off as much time as you want You see what i'm saying So that was the life that I enjoyed Then I finally crossed the path and I understood that I was going into battle zone and I was gonna take my guys with me And at that point I took my guys that were selling 15 cars And I took them to 30 I took the guys that were at 30 underneath me and I took the guys that moved them to 40 45 and 50 The guys that were selling 10 Made them 20 car hands and guess what happened I took a dealership from selling 100 150 all the way to 300 and then as a gm We took it all the way again to 600 guess what happened It changed my life forever. I made more money even than when I was selling But I prepared and I planned To teach and train every single person underneath me So that I could crush it and crush my competition That was asleep at the will guys with this being said if you want to move up to the ranks You know what you need to do this video explains it all crush it kill it subscribe Like my channel if you haven't texted me or reached out to me. I would love to help you guys My cell phone is 918 210 0254 that's 918 210 254 shoot me a text. I'd love to meet you crush it kill it We'll see you in the next video guys