 I need all that for 167 a month. You game? Damn! Hey guys, I'm just telling you right now. He's good, dude. Hey guys, what's going on? This is gonna be the closing and objection handling stage. Now you'll see this screen, this is where we left off last time. Now if you notice this, before we handle each one of these objections one by one, what we're gonna do is we're gonna look at this top payment, okay? Because I want you to understand a lot of people are budget buyers, right? I'm not gonna say budget, but like they're payment buyers. They get payment conscious, right? Like I'm doing the 900, I see the 1067. You showed me what Edmund said it was gonna cost, right? And I'm still like a little bit, I'm gonna call it sticker shop, like sticker shop. But I'm like, oh man, you know, like I believe you, but it still seems a little too high, okay? Let's go to the payment first and we'll go through these individuals. Is that cool? That's great. Okay, so let's start here. I absolutely love that, right? And we are talking 900 to 1067. That's a big bump, 167. You know, you work in some high line environments, that's not that big of a bump, but it's a big bump. Yeah, it depends. If you work at a Ford store and you sell Ford Fiesta's, you're like $1,000 a month, what are you selling? No, if you sell diesels or high lines, you already know what we're talking about. Yes, they're expensive for a reason. They're worth it, right? So this is what we're talking about. And this is where a lot of F&I managers go wrong. In my opinion, the budget, the payment objection. Yeah, I think the payment's too high. It's the best one. But when we think back on that last video, Andy's like, sounds good, but I can't afford it. So a lot of F&I managers, what they'll start doing is they'll start cutting off all the ancillary products that they're not comfortable with, right? They're just, they're go, oh, well, most of my customers don't get this stuff. Yeah, and then you go for these and you go for the little hanging fruit. Because it's comfortable and easy, man. We're gonna shake the tree and we're gonna get every piece of fruit out of that damn tree today. 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. You guys come to get all the profit today? I think you did. Dude, I'm getting paid all the money if I'm gonna be here today, right? So this is a question and you can think about this as your F&I products, but I would encourage you when you go back and you get that payment objection to use this same word track with the customer. I think it's gonna a lot of value and it's hard to argue with. So I call this the too good to be true close, right? So Andy, what if I told you I was gonna just come up and give you $167 a month? Okay, now I want you to understand this. Behind Dennis here, he's got this right here. Remember, they're at 900, which is the baseline payment and then 1,067 with all this. Does that make sense? That's it. So now Dennis, go back to that. Dennis, what if you told me what? So what if I told you I'm just gonna come up, Andy, and I'm just gonna give you $167 a month? What would you think? I'd be like, yeah, yeah, dude. Does it almost sound too good to be true? Yeah. Probably means there are some strings attached, right? Yeah. Yeah, like most things, when things are too good to be true, sometimes there are some conditions that need to be met in order to get it. So let's talk about this. So we're talking about $167. So if I'm gonna give you this $167, this is the list of things I need you to do for me. If my car breaks down, I need you to send a tow truck, tow it into the shop, cover the cost of that tow. When it gets there, I need you to pay for the diagnosis. And oh, by the way, I'm gonna need a rental car when I get there because I still gotta get the kids to soccer practice. I still gotta go to work. And then once you figure out what's wrong with it, I need you to cover 100% of the parts, 100% of the labor, any taxes that go along with that, any shop supplies, regardless of how long or how much it costs, I need that getting taken care of, okay? And I need a rental car until you got my car back in my driveway. The other thing I need from you, Andy, is I just need you to guarantee if this car gets totaled out, I need you to guarantee the entire loan gets paid off in full plus the deductible amount in my insurance policy so I'm not out anything for that, right? Also, what I need you to do is when I need an oil change, tire rotation, multi-point inspection, brake pads, rotors, belt batteries, hoses, wiper blades, on and on and on. I need that taken care of. And when I show up at the shop, I want a rental car where you're taking care of that, okay? Also, if I get a door ding, I want it popped out, I curb my wheel, I want it fixed, looking new. If I bend or crack these 22-inch wheels, because you can't lose with 22s, you need a new tire, I need those replaced too. My car gets stolen, I need 10 grand to put down on another one, okay? I lose a key, I want those cut programmed, my windshield gets broke, I need the brand new OEM glass so my driver assistance technology and everything works. I need all that for 167 a month. You game? Damn! Hey guys, I'm just telling you right now, he's good, dude. Listen, for 20 seconds, right? For 20 seconds. By the way, you may ask, why is Dennis teaching me this? Dennis, you work for Zurich, for how long? Eight years. Eight years. Talk, train, he's in a huge company now. Guys, listen to me. There's a reason why I have him here with me, okay? Because he's a savage. He's extremely good. I've never in my life heard that close I've been in the business for 25 years. And not only did I not hear the close, because I understand the concept, right? But number one, the way you delivered, the way you executed it. Listen, you know what I mentally did as he was talking to me? Mentally. Was he looking at a menu? Did I hold anything up for him to see? No. He mentally went down each one of these, one by one in his mind, which only tells me that he is a professional and that there's two rules to being great. Number one, learn your business better than anyone else. And clearly he knows it, better than anyone. And then number two, try to figure out how to kick your own ass every day. Wear your holes in your game, okay? And the way you present something is the way I perceive it. Does that make sense? The way he just presented this without seeing that and mentally took me through a journey. And a whole time I'm thinking, hey, yeah, sir, I want you to pay 167. And you say, hey, cool. And then you start saying, I'll give it to you. All I need you to do is that if my car breaks down or if this happens, make sure that you do this. As he's going through this list, I'm like, dude, you couldn't give me a thousand bucks. And I would do all that. Is it too good to be true? Everything has strings attached. So I'll go and give you the 167. All I need you to do is this. Man, I'm gonna say this, the way he presented that was dangerous. They can learn that. If you can learn that, that will work 10 for 10. And let me tell you about this little objection handling skill. Maybe you're in a situation where you don't have room through the bank to add all those products. And that's a reality, right? But what you can do is you shift that word track and you remove some of those other products. And then you just layer on heavy on the VSC or GAP or whatever the product is you have room for, right? And this is good. And then you pivot back to the Edmunds true cost to own. It sounds worth it. But really what we're talking about, we're taking care of all your repairs and maintenance, not the ifs, the wins. You're getting everything. Ifs, wins, whatever you need. And we're only really talking about $17 more a month what you were gonna have to set aside. And then that way you're locking in your car's resale value because it's gonna look good, run good. That way you're gonna get top dollar and it's not gonna make your next car more expensive. Let's wrap this thing up. That's it, man. Number one, we don't need to say anything else on this, okay? There's a million different ways that you already know. Am I right? Ways your managers have taught you, this is a new way. Number one, if you say, well, I know I've heard that before, okay, let me ask you a question. And I'm just gonna say this. Can you repeat what he just said? Do it. You see that right there is what separates the great separator from the winners from the losers, okay? You did a great job, but number one, I'm just telling you, if you just memorize this, it's like, here's the test, here's the answer to the test. You need to have this memorizing next week. And you need to be able to say it the same way he said it with that kind of certainty. And if you do, I can't imagine anyone, anyone ever saying no to any amount of money. And I said any amount of money because as you're walking me through this journey, I'm adding up, you know, like, dude, I don't want your money now, you know what I'm saying? Because I don't want that, that I'm like, wait a minute, I'm about to take on that. Okay, cool, we'll take it. It's a small price to pay for certainty, man. Oh my gosh, dude. So anyways, listen, hey guys, we love you. That right there was deadly. I'm telling you from doing this for 25 years, that was one of the best word tracks I've ever heard my entire life in finance. You got to witness it alive. Hey guys, I just wanna 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. 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.