 So, how long have you been selling for? Three years? Come here, come up here, buddy. Come on. How many cars do you average a month? Okay, cool. Ten, fifteen. Jake, I pull up in the lot. Come shake my hand. Yeah, give him up here. Come here. I want you. Do we want him to grow or stay the same? But watch, could you sell three cars a day? Yes or no? Yes. Okay. So here's what we're going to do. By the way, three cars a day, if you did three a day, times five hundred, that's fifteen a day. Remember we said one thirty, two sixty, now we're at three ninety. You could make four hundred thousand dollars a year at a low average commission of five hundred a car and take a third of the year off in the car business. Covering all expenses. You didn't have to rent your building. You didn't have to pay interest on the cars. You didn't have to pay for advertising to get them in. Everybody do me a favor. How many of you guys in here want to be an entrepreneur? Raise your hand. Hold on. Okay, but this is funny because watch. No, no, no, no. People raise their hands because everybody says they want to be an entrepreneur. So everybody do me a favor. Write this down because I want to explain this. Entrepreneur or entrepreneur, okay, and then write down entrepreneur. I want to explain what you probably really want to do and they're probably confused with. So an entrepreneur has to pay for the building. They got to pay for the interest. They got to pay for the cars. They got to pay for the advertising. They got to pay to clean the building. They got to pay for the janitors. They got to pay for everything. You feel me? And then after everything is sold and you pay all the people that work for you and all the expenses, and you take the liability, you take the risks, you take the lawsuits, you take it all. Then you get to see what's left and a lot of the time there's nothing, but you know what you do? Get your name on the sign. You know what? Everybody write this down. I own my own business. You, every one of you, you own your own business. Those are my cars. This is my freaking lot. This is my building. That's my phone. This is my business. You guys need to take ownership and quit acting like an employee. This is your business. And the reason why I made so much damn money selling is because that was my freaking business. If that was your business, would you work harder right now than how you're currently working for what you're working for? Yes. It's a mindset shift. Do this. Just switch your damn mind. You don't really want to own your own business? Dude, if you had to own your own business, you'd probably be bankrupt tomorrow. Most of us would. I didn't want to own my own business. If I worked for Napleton when I was younger, I'd promise you I'd have made a million a year selling cars. I'd have worked two thirds of the year. I'd have seen my family. I'd have had a great life. When I was at work, I'd have been where my feet are. When I'd gone home, by the way, if you're the top salesman, you make all the money, you leave when you want. They're not going to mess with you. They'll let you take off all you want. They don't like you to leave because you're so good. But they'll let you leave. You want to take three vacations a year? Could every person in this room do this, yes or no? Yes. This is how a movement gets started in a company, okay? Does everybody in this room, is there anybody in this room that doesn't feel something like starting to burn inside of them where you're like, you know what? This is my next level. This is my wake-up call. Do you feel it? Okay? So here's what we do. Number one, we're going to learn how to sell. That's the most important thing. The work ethic has to be there. The work ethic in there, we're screwed. Hey guys, we'll get back to the video in a sec. 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Thanks to Hostage Tape for sponsoring this video. Now let's get back to the show. We got to learn how to sell. So how long have you been selling for? Three years. Three years? Come here, come up here, buddy. Come up. All right, cool. We're going to have fun. What's your name? Jake. Jake, what store do you sell at? I sell at Brookfield. Good. How many cars do you average a month? 10-15. Okay, cool. 10-15. Jake, I pull up in the lot. Come shake my hand. Everybody, you got to be loud enough because remember that you're performing for everybody in here. Welcome to trade at Brookfield. That brings you in today. I was just going to check out some vehicles. Okay. Do you have any vehicles in mind or do you want me to show you around? I guess I'm just going to just walk around. Okay. Follow me. Okay. Did he get my name? Absolutely not. My name is Andrew. Okay, hold on, hold on. But why did you not do it? Did you usually get people's name? Yeah. Why didn't you do it? Let me tell you why he didn't do it. By the way, what's your name one more time? Jake. Okay, Jake, how many hours a day or how many minutes a day do you spend practicing shaking somebody's hand? None. You shake people's hand when they pull up, which means we're practicing on our customers. Does that make sense? Now Jake can have two perspectives right now. One perspective is this. Hey, dude, I ain't got time to shake people's hands. Okay? I'm there to sell cars. Okay. That's the reason why he's not selling 50 like my man over there. Does that make sense? Okay. When you go and shake someone's hand, you're going to look at them in the eye. Okay? That's the first thing you're always going to get. Their name. Their name. You're always going to get their name. Why would you get their name? By the way, if you don't know exactly what you say when you shake someone's hand, then every time you're saying something different. This is why salespeople suck. They're not consistent. They close deals differently every time. They literally overcome objections every time. They're professional wingers. They wing everything. Does that make sense? Okay. Watch this. I'm going to come and shake his hand. Hope you have them the best of your life. My name's Andy. What's your name, sir? Jake. Jake? What did I just tell him? I said, I hope you have them the best. I'm walking out to him. I say, how are you doing? Hope you have them the best of your life. I'm Andy Elliott. What's your name? Nice to meet you. Al, are you here for sales or service? I'm here for sales. Get out of here, man. By the way, my name's Andy Al. My job today is give you world-class customer service and take care of you and serve you in all the highest levels that are important to you and your family. It's an honor to have you here with me today. I'm grateful. Again, my name's Andy. Okay, Al? I really appreciate you. I'm going to make sure that he don't forget me. Everybody. How many times do you get to have a great first impression? One. Okay. Everybody write this down. You ready? You need to write this down. People won't always remember what you said, but they'll always remember the way you made them feel. That's it. Watch. What do I say? People don't always remember what you said, but they'll always remember the way you made them feel. I'm walking up to Al. I see Al. Right? I'm like, game time. What am I doing? Guys, road one, step to the cell, Stacy. He's got that prey drive instinct, but he says, that's my deal, baby. What does he have? A delusional belief. I ain't even chuck Al's hand yet, and I know he's already buying a car. Al came by, came to buy and will buy as long as I do my job. I'm taking Al down. Al could be in a million places today, but he's here with me. So number one, Al. I'm going to have a delusional belief that Al's here to buy. But watch this. Number two, do you have to have the best attitude in the world? Do you got to have the best attitude? Yes. Okay. You come here. Come here. Got a note right next to you. Who is he? Yeah. Give him up here. Come here. I want you. Yeah. I want you. Now, by the way, a lot of people think sales training sucks. Guys, sales training is what makes you rich. Yeah. It's what makes you rich. You guys think it sucks because inside your head you think something sucks. Dude, can I tell you this? Whatever you put into something is whatever you get out of it. Okay? You want to get rich selling cars? Do sales training. You want to get rich selling real estate? Do sales training. You sell stuff for a living. You freaking sell. You got to be electric. You got to be magnetic. You got to be on fire. You got to make people feel good. Dude, they're going to spend more money than they want. It's always going to be high. Everybody get this out of your brain. It ain't never going to be low. It's always going to be high. You know what that means? You got to be the freaking best. You guys got to be able to swipe the pressure out of the deal all the time. You guys got to be able to take. You guys got to be able to make it easy. You got to be a master communicator to people. When you're talking to people, you're just communicating. You want to be a great closer? Great closers are the best communicators. Okay? They're so good. By the way, all of us closers once sucked. We sucked. We were the worst. You know what we did? We watched the way other people operated who were better than us. And then we emulated them. We didn't envy. We emulated. We said, I'm going to do that. How did he shake his hand like that? Okay. Next thing you know, hey guys, how you doing? We were like dropping the shoulder. We're doing whatever they did. Whatever they did, we did because we just emulated what they did. And within due time, boom, we were right there with them, okay? Automotive people are resilient. And you know what I love about the car business? My favorite thing is that I wear the car badge with honor. I love it, man. I remember being at parties, man. I had some buddies that would sell cars. And he was like, oh, what do you guys do? And then I was like, oh, we're an entrepreneur. I'm like, dude. I'm like, dude, I sell cars, right? I sell cars. I'm in the transportation space. You know the thing that everybody has to have when they're over the age of 16? Yeah, I sell those in slang. I'm like candy bars. That's me, baby. Right? That Lamborghini's mine's out there too, right there. That Ferrari, that's mine. Yeah, that's mine. That's what you guys can do. That big lifted truck, that's mine. That lake house, that's mine. Yeah, that big boat, that's mine. What do you do again? I sell cars. I sell cars. You guys want to have this life? You want to have it? Good, you do have it. The question is, what are you doing to make it happen? Yep, the hunger, the fire. So today, I have a prayer and I'm telling you guys, it's literally to get you guys to wipe the gunk off your freaking eyes and realize like, damn, like dude, like the car business was always easy to make a lot of money, but the great reset happened with COVID. And I'm gonna explain why. Everybody forgot, like it was, it's like this magical like wand that they waved and everybody that was going out of business got to stay in business and get rich. Everybody that was going, that sucked actually made more money. You know, a lot of people are like, oh, I made three times more money last year. I know you did, but you didn't get three times better. The market was three times better. Now prices are coming back down. Trade-ins are staying back up. There's gonna be this adjustment that's slowly gonna fade itself out. My question is, what is the one for sure thing that we can count on? When the customer experience is through the roof, profits stay at premium. When the customer experience is through the roof, the profits will stay at premium. So how can we keep profits through the roof? How can we hold on trades right now more than ever? How can we, yep, skills, that's it. I can look into your eyes and I can tell whether you're ready to work or deal with me. Listen, there's things, there's mindset, right? And then there's little like your skeletal body inside of you, the way that you work, the way that people, it's called your nervous system. You ever work numbers with somebody until they're getting nervous? Can you tell? I don't get nervous. You know why I don't get nervous? Because I've trained so many times and been battle tested in front of people that literally I don't get nervous anymore. Who's the person that should give the client courage to say yesterday, me, me, okay? It's my job, it's not the manager's job. I don't need a manager to come close my deals. For every salesperson here, raise your hand. Okay, keep the hands up, look around. See all these hands? Do you guys need to be babysat or can you learn to close your own deals? Okay, I'm not telling you. If you can't close a deal that you don't go and get your manager. I'm not saying that. And I'm not saying there's more money on the table. You don't go get a second face and go get more money. I'm saying your internal fire should be like, dude, no one's gonna close my deals. You know why? Not because I'm a prick, not because it's all about me, but because I wanna prove to myself that I'm as good as I need to be. I'm gonna do this for me and my family. I'm gonna fight for my family. I have this opportunity, by the way, experience and education means nothing in the car business. Are you hungry and you want an opportunity? Notice I said hungry. Notice I said hungry. If you're not hungry, you're out. Want an opportunity, what does that mean? Grateful, okay, grateful. All the crap you have now or don't have is a lack of your skill or literally could be taken away tomorrow if you don't get it together. So what did this magic wand do? It literally erased everybody's skill. Managers didn't have to manage. Leaders didn't have to lead. Most car dealerships cut off their marketing because as long as they had the vehicle, customers would find it because nobody had inventory. It was just craziest time that we'll never see again. We could tell clients to have to pay anywhere from 10,000 to 100,000 over sticker and they paid it. And guess what? If they said, oh, I don't know, I'm not paying that. We said, well, listen, Nancy, you just missed the last two you went and looked at, right? Because the second you thought about it, they were gone. And by the way, so if you don't say yes to this one right now, Tom's gonna be here in an hour and he's gonna take it. I mean, it is what it is, Nancy, but realize Nancy, you're getting additional 20 or 30% for your trading right now, which is never gonna happen again, so you might as well do it. It's all the same money. And guess what? She was like, oh, okay, I guess I'll do it. What's this extra 20 grand? That's an addendum. That's because of availability. You're also getting that money back in your trading. It's all the same Nancy, let's do business. Remember, this car's gonna be here and it's gonna be gone in an hour. It was the craziest thing. We didn't have to negotiate. We didn't have to do nothing. Customers ended up paying an additional like $250 a month over the last year just in car prices going up. But watch, now things are starting to change. You know what I like? I like that. Some of you are like, damn man, I can't believe that we need to go back. No, no, no, no, no, we don't. Because that market, even the losers got to get paid. I wanna bankrupt them. The people that don't deserve to deal with your clients need to get out. Listen to me. I'm gonna tell you why people say car salesmen suck. Because most of them do. They're not lying. Don't take it personal unless you suck. If you suck and I say car salesmen suck, then you're like, hey man, why are you saying that? When people say car salesmen suck, I'm like, dude, I'm cool with that. And I actually like that most of them do suck. Because when they meet me, they'll never forget me. I like that. Should we know how to shake a hand? Okay, I wanna tell you the way that I was taught to shake hands. Okay? All right, I want you to shake my hand. Ready? Go. I'm walking up. Walk up to Al, shake his hand. Hi, more words. Al, nice meeting you. You as well. Go ahead, keep going. What brings you in today? Actually, I'm just driving by. So I've seen that Altima. I like it. Ah, that's not my only Altima. I have the biggest selection of Altimas, all in beautiful condition. Let me show them to you. Okay, watch this. Impression, one to 10. No, no, no, I want you guys to understand. Can we all be honest with each other in this room? Okay, some of you are like, I don't want them to not like me. Okay? No, no, listen to me. Do we want him to grow or stay the same? Hope you have the best day of your life. My name's Andy Elliott. What did I say to him before I met him? Hope you have the best day of your life. My name's Andy Elliott, sir. What's your name? Al. It's a pleasure to meet you. Are you here for sales today or for service? I'm actually here for service. He's here for service. No problem, I can escort you and take you over there. By the way, what brings you in for service? Do you have an appointment or do I need to help you set one? I'm gonna go take him right over here. I'm still gonna make an impression on him. You know why? My company counts on me to do this, right? By the way, listen to me. What if he gets some bad news and service? Hey, Al, just wanna let you know, our service department's amazing. By the way, if you need anything, here's my business card. I don't know if you have someone here at our store that you normally deal with. Some people get in there, they see giant bills, cars are expensive, especially when it comes to technology and stuff. You have my card. If you need anything, I just want you to text me. Say, hey, it's Bill over here in service. I'll be over here right away. Okay? 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.