 Okay guys, let me tell you this the person that's the deadliest on the phone has the deadliest game in the room Look, let me explain this to you. I was unstoppable on the phone therefore face-to-face I was massively unstoppable because the phone's pretty unforgiving. You know what I'm saying, right? If I'm talking to you on the phone, I got to be really good, right? Because you could just click hang up set a fake appointment whatever if I'm in front of you I could say something silly and be like, oh man, I got to recover myself, right? Because I know you're just not gonna run to your car on the phone. It's unforgiving, right? Okay, let's talk about on the phone on the phone. How important are your words? Very member certainty member certainty. How do you have to sound when we're on the phone? President of the United States. What's going on? Yeah They're like, oh man, I got the right guy. You ever called somebody and you're like, dang got the wrong person It wasn't the wrong person. They just weren't good at doing their job, right? Let's see how we sound All right, cool. So guys, this is gonna be a pretty simple one guy puts a credit app 2018 Ford F-150 puts in a credit app, right? You get the credit app you're in the internet department You're whatever and you're like, oh man. Hey manager. Can this guy buy something your manager's like, yeah He can buy get him in sound familiar. Yeah, get him in. Okay, cool. Billy. Call me. Let me know I'm approved Go ahead. Whatever it is you say call me. Hey, Andy. This is Billy a country auto group Just wanted to let you know that we got some facts and figures for you Okay I'm sorry Billy I thought I Billy Billy. I thought you said you were here to redeem Okay, so listen do me a favor. Give me a favor. Okay. Okay. Okay. First of all put your hand out Look at my hand. No put your hand out. Look at this. I want to show you guys something relax Keep your hand out. Who wants to see Billy smash it? Come on Let me explain some to you The reason why I asked him to pull his hand out is because I wanted to show you guys something Have I been in this place before dear God? I live in this place You know why because I knew if I could handle pressure and stay calm I could close anybody What is the master clothes or somebody who doesn't get triggered? You never break eye contact with your client You never think that you don't know what the next step is you always seem like you have it Even if you don't you don't look away like when I don't know the answer that let me get back to you No, look, there's lots of different answers Let me think about what be the best way to go. I'm an expert in this field. There's lots of ways we can go I might even need to know I might not even know one of them yet But they're not gonna know that you guys like poker play your cards poker face. Listen, I'm gonna tell you something All right getting up here. This is nothing bill you've been getting up here forever But I'm gonna tell you something you gotta relax calm yourself down. This is an easy deal You've worked in the car business. This isn't somebody saying hey you better do this or I'm gonna come in there with This is saying hey, hey, call me and tell me I'm approved right calm down Tell me I'm approved or whatever like hey, listen your manager said you could get me approved call me and let me know And then I'm gonna ask you a question Andy. Hey, this is Billy with country auto group Just want to let you know that we got you approved. When could you come into dealership talks to me beautiful? Hey Billy? Thank you so much Billy. Thank you so much appreciate you by the way look man Billy What's my payment gonna be? Hey, so Andy I completely understand you want to know your payment our finance department does We have a very expensive finance department very expensive tool for our finance department that gives you most okay restart Billy really watch us Hey, listen Billy our license finance support By the way, can we start out with this? Hey, I'm so glad you asked that. Hey, I'm so glad you asked that Our license finance department. Do you guys feel me? I'm so glad you asked that imagine somebody asks you something Like me. I'm so glad you asked that he's like, huh? It's like you're not scared of shit Do you feel me doesn't that create confidence in who you are and certainty and who you are? Okay, let's restart Billy What's by the way? We're gonna start moving fast, but I'm gonna explain to you guys how to be great Okay, right and by the way you guys all got these holes in your game And I'm gonna tell you this what I did to get good at this when I was your age when I was where you're at I literally put a camera on me and I had a list of objections just like this and it'd be like I got a few more cars to go look at literally. I would say hey, man I'm so glad you said that to me look and I would just go into it and then what I sounded like like at that time I wouldn't get it, but when I would watch the video back. I was like, oh my god I was like dude. How am I even in the car business? I do it again. Do it again. Do it again Do it again a hundred times later. I'm like owning that okay, and now when someone hits me with it Guess what? How do you think I rise to the top and broke every record so fast? I'm telling you what to do right now quit being lazy. Okay, you got this now. Let's knock this out Let's start moving quicker. Let's pick up speed. Let's pick up momentum. So hey, Billy by the way What's my payment gonna be say Billy? What's my payment gonna be? Hey Andy? I'm so glad you asked that our finance department uses real-time accurate tools to give you the most accurate price Keep moving keep moving most accurate payments that you can get a matter of fact two weeks ago We had a lady that come in that we said that she was approved She actually dropped her payment for doll or $40 a month and got an extended warranty out of it Okay, stop hold on relax. We're going to you. You ready?