 We good? All right guys, here we go, it's A.E. Andy Elliott. All right, so we're going to talk about leadership. If you run a company, if you have a company, if you want to recruit the best in the world, you're going to have to learn how to onboard people. This is the number one problem with companies. I'm literally sitting there, watch sales teams, 20% of the floor makes 80% of the money. Does that mean 80% of the floor is mismanaged? They're the wrong people they were hired, right? Does it mean that the leadership sucks? Why in the hell isn't 100% of everybody doing well? Well, it's because of the onboarding process. Leaders have the worst onboarding process I've ever seen in my entire life. Do me a favor. If you go and you follow my sales team, my team, I've got 50 plus sales warriors on my team. I've literally had one person turn over, one. How does that happen in three years? Because of my onboarding, by the way, follow me. My goal is to bring you massive value today. You see this cell phone number? Follow me, 918-210-0254. If you want my onboarding process on how you can build the BataSales sales team in the world, reach out to me. But don't reach out to me if you're a leader who's not going to do anything, okay? Shoot me a text. I'll send it over to you. It's important. Let's get to it. This is what I want a lot of you to understand. Think about this. When you onboard somebody, and this means you're going to hire them, how does that go? So Bobby comes in for a job, right? Hey, Bobby, what's going on? My name's Andy. I'm the general manager here. I just want to sit down with you. It looks like you want an opportunity. Is that right? Okay. Bobby, go and talk to me about that. What did you come here for today? Well, I need to make some money. Okay, I get it starts there. But why do you need to make money? What's important to you? What do you got on your heart? Bobby, let me ask you a question. Forget about the job for a minute, right? Mom and dad, you guys raised together? Split family? Tell me about yourself. You got a brother and sister. How many jobs have you had since you got out of school, Bobby? Did you have a job when you were in school? Hey, by the way, Bobby, let me ask you a question. The last place you worked for, who was that? Pizza Hut? The solar sales company? I don't care. What did you think about them? Oh, man, I don't know, dude. They were stupid. What do you think they're going to say about you when that guy works for you? Hey, man, they were good people. Some things didn't work out right. No big deal. That's why I'm looking for a new job. Okay, let's see if he's going to say something negative about the last place you worked, okay? Give them an opportunity. Hey, by the way, what did you think about your last boss? Good guy? Bad guy? No, he was an asshole. He was an asshole? Okay. How long did you work for him? Two years. Was he an asshole the whole time he worked there? Yeah. I really didn't like him. Okay, what does that mean? This guy's a complainer, man, okay? If he were to work somewhere and it would have been a bad guy, the guy would have left, but it shows that the guy isn't that smart and he stays in bad situations, okay? Just let your people tell you the way. Now listen, what do you want to do? Most of the time, this is what our leadership and our managers do. They talk people into working for them instead of talking people out of working for them. My goal is when you come to work for me, I'm going to talk you out of it. I'm going to say, hey, listen to me. My place is special, okay? Now listen to me. I'm glad you're here. And maybe, maybe there might be an opportunity that could arise, but I'm going to talk to you for a second, okay? What's important to you? Do you like to cheer people on more than you like to see your own self win? Do you like to see other people win? Do you believe in a team? Have you ever been a part of a team? Okay, what are you looking for? And by the way, think about a couple of things right now, okay? What do you believe? What have you always wanted? Can I ask you a question? Are you here to make a little bit of money and then move on and you got other big dreams? Or are you here because you want to make this work and make this your dream? Which one? Tell me what it is that you want. What kind of money would you like to earn? Does this guy have a minimum wage mindset or does he have a nine-figure mindset? Okay? Let me ask you a question. I'm in the automotive space, right? So I'm talking to someone, I'm like, obviously this is a car dealership, okay? And you haven't worked at a car dealership before, is that correct? That's correct that I haven't. Okay, cool. Let me ask you a question. When did you decide that you wanted to come sell cars? I don't know. I just drove by and I thought it would be a cool place to work, okay? And how long ago was that? That was two weeks ago, okay? And two weeks ago, since you first had the thought that you may be coming here and apply for a job, what have you done between now and then to get prepared for this interview? I didn't do anything. You know, success favors to prepare, right? Do you know that? Do you know that this is a business where you got to learn how to be a public speaker, you got to learn how to speak, you got to learn how to talk, you got to learn how to communicate? Do you understand that in this business, like, we trust with our clients, you, to go and serve them at the highest level. And you didn't take any time to learn before you came in here to interview? You didn't want to get prepared for it? Well, I didn't know I needed to do that. Well, see, what I like is this. I like people that take their own initiative, especially when you're looking for a big job and for a big opportunity to go out of your own way. Why aren't we a little harder on people? You know what I see? This is how I see jobs go. Hey, what's going on? My name's Andy. Bobby? Bobby, what's going on? Listen, we're looking for a car salesman, okay? Now I'm going to ask you some questions. Can you show up on time? Okay? Can it be at work when we need to? Can you work these hours? Yeah? Okay, cool. Can you pass the drug test? Driver's license? All right, you're hired. Can you start tomorrow? Boom! You got another loser on the showroom floor. And you can say, listen to me, you can say that this doesn't happen, but I know that it happens. It happens all around the country, okay? Dealerships recruiting styles is down the toilet. And by the way, if you're a company and you're watching this, I want you to understand this. If I was going to hire somebody, I would want to hire somebody that I believe what they believe and they believe what I believe. Not in religion, about work ethic, about the way we feel about the same mission of taking care of customers, not just making money, but taking care of customers. And by the way, what if somebody's been working in a car dealership for 15 years and they come to you and they're like, hey, I've been doing this for 15 years. I'm really good at what I do. Are you? Okay, cool. All right? So listen, so why don't I hit you with a couple of objections, all right? Hey, I need to talk to my wife. Hey, what's your best price? I need more from my trade. Hey, that payment's too high. Bump me $500. Here's a pen. Oh, did you've been doing this for 10 years and you can't handle that? And all of a sudden you came in here and tell me about your time and experience. You've been doing it for 10 years and you can't overcome some simple objections. Are you kidding me? What is that? That's a guy who's going to come on your floor and stir it up. Here's what I'm going to tell you, okay? You see this right here, onboarding process. I'm going to go to management for a minute, okay? Why don't we forget about hiring anybody for just two seconds? I'm going to wrap up this video. And I want you to see what I'm going to show you guys next, okay? Something scary happens when the leaders believe in their people. They change. I really wish every single person right now would read this about 10 times. And I would say, you know that 80-20 rule, right? You know 20% of the floor that's making 100% of the money that these people can go anywhere, right? You know these people, they go anywhere they want, okay? But you see these people right here, you ain't believing in these people. If I went and asked the bottom 80% of your floor, does your manager all day long stand in front of you and say, hey, I believe in you. I know we can take you to another level. Johnny, we're going to figure out how to rip that person out of you that's inside of you. I know it. I see it in you. Johnny, don't let me down because I believe in you, okay? I'm going to take you to the top. I know you're capable of doing this. I'm going to be with you every step of the way. Does your people see that? Does your bottom 80% of the floor see that? No. You'd rather go hire someone new. You know why? Because you're lazy. You don't believe in training. You don't care. You'd rather just go hire someone new. And then you want to bitch about these people because they're not that good. You know who's not that good? You. That's the problem. You know what I would do right now? I'd go and I'd grab every single person in my entire company that already works for you that has already been brought in and you probably onboarded the wrong person or even brought them in wrong. But the fact that they're already with you, I would go and I'd see just how good you are and see if you can bring them to the top 20%. You know how you do it, right? We're training. But after you do this, then what do you do? You start a new onboarding process. And from today forward, you never let another person come in that doesn't believe what you believe and you don't believe what they believe. And from this point forward, you always hire people that are on the same mission as you. Now listen to me. You say, Andy, what does that mean? You want me to sum it up for you? And by the way, if you want this packet, you've seen it on every screen, shoot me a text right here. See this cell phone? You shoot me a text and I'm going to send you this. I would rather hire somebody who's hungry and wants an opportunity over anyone with an education and experience. So some of you right now, you're looking for education and experience. Dude, that, no ways, I'm out. This is the way to go. You take someone that's hungry, that wants an opportunity and you go and literally you onboard them, right? And you share with them. I'm going to teach you everything I know. I'm going to make sure that you know how to speak, how to talk, how to negotiate, how to close. I've got a training system that I'm going to enroll you in. And all you have to do is believe in yourself and I want you to take care of people. I want you to master this industry. Do you know most people are a master to men? Watch, watch, watch this. Master to none. You know what that means? That means they go from job to job to job to job their whole life and they never master anything. Never. They never do. People say, I'm a, I got a side hustle. Dude, you ain't got, you ain't got nothing. You ain't got nothing. What you got? You're freaking, you got a broke mindset, dude. You're doing all these things mediocre or okay, but you're doing nothing the best in the world. I would tell you, if you're watching this, I would take your business right now and I would take the next two years in every single person in your company, every single person. I would believe in them and it would be scary what would happen. And everybody knew that I brought in, I would onboard them right and then guess what I would do? I would teach them to master this right here. Everything, because 99% of the car business is a master to none. That's for sure. And most people and most companies are too. So everything starts with leadership. You'll hear me talk about leadership a lot right now because I really think, one of the reasons why a lot of our sales people are failing and one of the reasons why I think that a lot of our, I'll say lower in managers don't know how to lead the sales guys is because upper leadership is entitled. They have ego and they have pride and guess what they're doing? They're not leading the way by example. So if I was to tell you to go suit and do something and I didn't do it on my own, would you go do it? No, you'd call me a fraud and that's what we have everywhere. So as I made this video for you today, what I want you to do is I want you to look in the mirror and I want you to remember this. Hey, my goal is to make you better, not bitter. What I want you to do is realize, hey, where do you want to go in life? What kind of team do you want to have? If you're a leader, didn't you wait your whole life to have a team this good? I'm sure you did, but they're not that good, are they? So really at the end of the day, look in the mirror and be like, damn, man, I thought my team would be better than this by now. So what do you do? You go reset or you go complain, out of reset. I'd go believe in your people like no other. I'd give a pep talk every freaking five seconds of the day while I'm training them. I'd be side by side by them while we're going to train them and take them to the next level and that start a new onboarding process from today forward. So guys, I love you. If you want the onboarding package that we use when we hire our people, and when I did, when I was in a dealership, step by step, you follow it, you'll have the best culture in the world. But even the right people, when they go to work for the wrong leaders, it doesn't work out. And by the way, when I say wrong leaders, I don't care who you were last year. I don't care what you did the last two years. I want to know what you're going to do in this new upcoming market. That's what I want to know. And by the way, listen to me. You want me to have a meeting with your entire sales team? You want to really get your team fired up? I just got all 15 of them today. You want to have the bad ass sales meeting in the world and create some fire breathing dragons? You shoot me a text at the 918-210-254. This number, I'll jump on a call and I'll do a sales meeting with your team. Love you guys. Have a blessed day.