 So let me tell me what that chair is worth you guys are saying every single one what's that chair worth? At least a half a million if you don't believe that you'll never out earn your own self-worth I'm gonna tell you my last year selling cars made seven hundred and sixteen grand a shitty as a copy 150 grand ten hundred and I put some key money that they gave me because I sold some new cars Which is pretty close to nine hundred grand now. I'm gonna take those as a sales guy No title no nothing she asked more you create your own economy create your own rally right here in your head Am I right? Yeah, am I right? It's gonna happen here is what's gonna happen here And I'm gonna tell you what I saw as a son of you guys were saying to settle screw If you think like a freaking loser you'll be a loser if your head is the trash can your paycheck will be a trash can If you have a minimum wage mindset We're gonna make what you work you guys need to develop a nine-figure mindset in order to do that You're gonna have to use your mind The one thing that God gave every one of you regardless of the religion was alive. How much did you pay for it? Nothing, and when something is given to you for free you take it for granted. Would you agree? If we gave you something for free, you wouldn't care about it, but the shit you pay for you pay attention to my right? I'm gonna tell you why it's never been easier to be everybody in this world It's because everybody has lost Okay, I'm gonna talk about skill. I'm gonna talk about how to crush everybody. I'm gonna talk about how to totally annihilate Your patient may more legs and never imagine it, but if you will not be mentally with us You will always be checked out. You know the devil or reason why people don't have great energy about great parents They don't kill them in any time. It's because they never already are You know what I'm saying? You're at work, but you think that I'll be in a home with your wife You're with your wife, but you think about being at work. You're at the gym We've been thinking about being at work. You're never where you are Okay, that's the reason why how many hours of sales we're working today 10 hours a day roughly Okay, five days a week for 50 hours a week. Am I right? That's 200 hours a month The office sales guys sells 15 cars six three hours of delivery right but back Three hours on 15 45 hours a month selling cars. Am I right? Are you with me? So you're at work for 200 hours your delivery cars 45. What in the hell are you doing with the other hundred fifty five hours? So they tell me If all you wanted to do was make your family proud when you went to work and make yourself proud Then you would work every hour. There's 60 minutes an hour. How do you work those 60 minutes is where your day lies at am I right? So some of you I like to watch It tells me a lot It tells me a lot about the questions people ask who they are right the questions you ask tell me a lot Who you want to work more than one year? Okay, I'm going to tell you if I look at every single one of you some of you you have your eyes on five Okay, I said mature We are multi multi multi You know how because I'm setting a motherfucking show right now You pay attention and we gave our mind to become a student of the game to love to learn Who's up and obsessed with learning the only way too well is what through self-education Okay, do you want to master this business just enough? All the hell can you master it? Should you get emotional with your goals just enough? Yeah Some of you when you were yelling that pretty you're getting emotional in your goal. Oh, yeah It's gonna be a year. I'm gonna make history. Oh, yeah Fuck yeah, two words, baby. I didn't come all the way down there Yep, I want to know where my warriors are right now I'm looking to your eyes. Okay, if you're a pirate get your ass out of here. There's eight billion people in this world I love your people Brian, but Brian only deserves the best Would you agree? Yes Don't bring that shit All that takes is one service room a whole dance house for one snake one lazy man one lazy one Okay, not this house. Yes, okay? But a team can't be we're not even sorry. I want you to know this. Okay. I'm interested in the team I'm looking for ego today. I see ego. I will rip you up here and bust your ass You know what that means? I will hit you with every objection. I have a son and I will bury you live in front of everybody Okay, I'm ready for war. I'm gonna make you guys in the best warriors in the world. I'm not better than you I'm a train assassin. Okay, I will crush anybody player versus player You get in front of me. I will annihilate you. I'm ready to take the game winning shot every single time I have a delusional belief everybody can buy came to buy will buys I'm gonna wait till Brian tells me to go but hey, listen, here's what I want. Here's what I want you to understand Okay, I like that some people won't Feel me. I like that some people won't write shit down. Don't you guys? No, that's gonna take them out. Yeah, okay? If you sit there and he sits there with you and you take notes and you write stuff down And you work your brain. You know who's gonna walk out of your crystal clear with a plan ready for war Yeah, you know, you're in charge of your family. All right This guy's committed you brought me into the day to make sure that you can see There's a lot bigger than you've ever imagined and you can get it this year. You'll wake up. Everybody say wake up I like it some of you are slow, but you're gonna get taken out. I'm here to tell you right now The two houses are paid off raise your hand That's crazy. Okay. We're not half a million men three some million. Okay. Oh a couple hands. I'll have a lot Yes, feel me No, listen, this is the new rule you guys are gonna understand what true success means and what this business stands for All right. Tell me my good. We're good. Okay. All right guys. Sorry. I got this deal on my ear So I'm not for sure. All right, so it's not looking at every one of your eyes I'll be talking here at clubhouse, right? But also I'm gonna be looking at each one of you and we're gonna interact today Everybody I want you to understand something 99% of the automotive space is amateurs. Do you agree? Yes or no? Okay, that's freaking crazy. It's crazy. Is it crazy crazy now? Everybody write this down. Whoa I'm going to explain to you why the automotive space has been Disrespected Okay, and I'm gonna explain to you how so many people right now are picking up scraps when they can be eating steaks Okay Amateurs Well, barrier of entry how much money did it cost you to get a job in the Alamo space? Oh Zero every person listening from clubhouse in this room zero Guess what? What is your earning potential unlimited? So it cost you zero earning levels unlimited. That's the problem. You feel me? There's no way Some of you listen to me you wouldn't become a doctor. You wouldn't become a doctor. You got to go to school for seven years Am I right right 250,000 dollars in student loan debt three years in residency school at 60 grand a year 10 years later you get the opportunity to do what? But to have The chance to open a practice Your own business you still have to self-incorporate yourself to get worries that get attorneys at the higher South to do what? Hopefully make 300 to 400 grand a year as a doctor You pay back 250 grand you get 10 years of your life now. Is that doctor gonna let his practice go? No, no because he's invested but you sit in a chair right there You can make a half a million right now as a brand-new sales rep. Am I right? Okay, let's talk about what we got to do and some of you know I do this guy's Gaffin I'm not interested you're checked out walk out those doors. I'll replace you in three seconds with somebody who isn't Who isn't entitled who has no ego who wants an opportunity and who's freaking hungry? I'm so sick of seeing people With experience and education right? Walk in tell us how great I want an underdog. I love if you're experienced you got education But you got to go back to zero with me. You want a job with me? Let me explain how this works. You see that chair you're sitting in young man You want a job with me? That's a half a million dollar in your chair Now there is a cost to work for me. This is where the leaders messed up We hired people and we didn't explain to them what they had to do when they had to come to work with us Right this up. You want to work for me? Here's what we got to do. It's this simple I have 10 common objections that we get every day as an automotive sales pro I gotta think about it. I need to talk to my wife. I got a couple more cars to look at I like the vehicle but the miles are too high just the same 10 every day. Do you guys agree? Could I grab every single one of you right now and bring you up here? Can you attend objection straight you bury it? No That's a problem. You can't do it in my life. I will test you if you tell me yes. Can you do it? Yes, you know That's a fucking problem Here's what I want Since you guys are the best we're gonna treat you like the best we are going to expose our weaknesses There's two rules to business if you want to be elite number one Okay, no your business better than anybody else. Yeah, don't ever let anybody else know your business better than you ever You study this business every day for the rest of your life until you know it like the back of your hand Don't ever let anybody else know better than you feel me number two figure out how to kick your own ass. I Want you to find your holes right now in this room. Don't let any somebody else find them Remember moving Troy had a role in the Trojan Wars Remember that and they took down they took down the entire the tire town. Yeah, I'm gonna take this This is this is the city of Troy. Okay, and I'm gonna take this. I'm interested in total annihilation I'm interested in making history. There's any leaders that are listening to some couple clubhouse I'm gonna ask this question. Can you take your team and go against any other team in the world and you're not just job Let me explain what I mean. I can grab any one of my guys right now pull them up here I can hit him with any objection under the sun I could say buck me five hundred dollars a month on payment Here's the pad and they can strategically take me to it and get me to say yes, that is all I care about What do we do our job is to be what? professional 99% of the world Leaders who are entitled we have ego and who have pride who with something's wrong They want to look around and blame everything on everybody else interest rates, right? Inflation inventory way way where my guys won't do their work dude. They don't have a leader Right Okay, you know what they need to look and the damn mirror just like you guys are gonna do today The last place that winners look right is that anyone else they look in the mirror and they say hey This is my problem. Good thing is on the solution. I'm a problem. I'm also the solution either solution to your problem This sheet is Brian gonna fix your problems. You got this Okay mindset skill set habits These are the three things that you must master if you haven't wrote anything down as I'm speaking right now It shows you don't care You tell me you're listening. I don't want you to listen. I want you to study yourself. I Want you to pick yourself apart? Why are you great? Yes or no? Are you maxed out on your earning potential? Yes or no? Okay, who wants to be maxed out? There's no such thing I'm here to tell you right now that I want you to join the good life You know what that means this morning. We got up before a and what do we do? We worked out we jumped in some cold ass And the guys jump the Patrick was like first to jump it the checker was there swimming. He's taking sunday Then we came back to the Yes, the girl Showered shade and God here, but awesome awesome morning. Awesome. What you know, we did we mentally test ourselves The world was epic. Yeah, I keep getting It was picking up beef beef Listen, here's my goal. Okay, if you're not mentally tough, what will happen? You'll break instead of breaking records Would you agree some of you right now? I tell you got a problem. You know what you do if you say at that guy You don't know me. That's exactly why we don't have what you want That's exactly why you're more than you know, that's exactly why you don't have a half name in the bank And you should have you're worth it. You just don't understand what you're worth You get it? You get it Okay, I look at some of you I can tell a lot about the way you look by how disciplined you are How healthy you are how fit you are listen, I don't care. I want to excuse it today. What I want us to do is home Okay, here's what I'm going to tell you. I'm going to give you the secret to dominating in the honor of states It's very very subtle. Number one customers will always pay a premium always no matter what market it is As long as the customer experience is on fire Okay, so what does that mean? That means you have to understand how to create the ultimate customer experience And I'm going to give you the three interpoints you've got to be setting up all day long Number one the gate Okay, I just gave what people pull in people lock eyes with you second they see you what do they see Do they see somebody who's on fire? Do they see somebody that loves their company? Do they see somebody that reps their company? Do you rep what we stand for? Do you? Do we have to remind each and every one of you all day long who you are and how special this is Do you think you're a car salesman or do you think you're a freaking entrepreneur? Entrepreneurs create let me ask you a question. You walked into the restaurant last night. Were you car salesman? No, we regret it. We own that over this place There wasn't not a lot of us have walked in there We're home. I just sell cars we walk in we own the place all eyes on us Some woman that used to work a power gun right the woman that came up to the table. Hi Brian I know who the hell she was But she was so excited to see me because I was with these monsters. They knew something's different Something's that she came up to me. She hugged me. She said get up to her And they go, who's that? Yes, and what he's saying is are you the most interesting person in the room? Yes or no Okay, walk You don't have to wonder right now whether you want to be here if you don't want to walk out the door If you want to stay here, I know this when I sat in that chair and somebody came in Listen, I'm gonna tell you a story 30 seconds. My manager told me the most an automotive sales pro could make when I was 18 years old Was 120 grand just the most you've ever seen You feel me? He says the most you've ever seen. That's it. That's all the dough all of it But this is a 1999 Do you know what I did when I was 19 years old? 120 grand You know why because he was my leash He was my leader. He told me that's what I could do. That's what I thought I could do So I gave everything I got we had a new manager that came into the company when I was 19 You know what he walked me out to his car and opened his bloodbox and showed me a paycheck stuff for I said what I've been lied to you've all been lied to You've all been lied to my mom left when I was two Five brothers and sisters jerry springer shit show made straight fees in school never thought to think big my dad's a stay out of jail Did a job I did a job in the car business at 18 years old I go outside. I don't know what I'm doing shake somebody's hand My manager pays me pages me to the sales tower after I sell my car You do you know how much money you just made I said if I make five bucks to go by lunch I'm game. I'm 10 of the two. I'm starving. He goes. He's made $1,700 Listen at that point in life. I was like, dude, there's no way man. Does anybody ever have that moment? Oh, yeah Like why did you let it go? Why did you you know why you don't why you're not passionate? You know why you're asleep because you take things for granted And you need to kill that rock now A father and a mother take their kids. So who's got kids right in the hand? Remember when you took them home from the hospital day remember that He said I want to read to you every night. I'm gonna shower you every night I'm gonna lay in bed with you every night. I'm gonna play with you every night You have no idea the love I'm gonna give you you can't even imagine it two years later. It's not fresh Five years later. It's not new anymore. It's just getting my kids now and it's not day one It's day one in here. This is day one for me 18 years old on the pavement. He goes dude. You just made $1,700. I go. Oh my god. This is my way out This is it. I don't need anything else. I don't need a side hustle I don't need another job. I don't want a salary I want to get paid when I show up put on a show where people I'm gonna get freaking paid I can recreate I can become who I want You don't like me screw you you want to make fun of me screw you you want to laugh with me Laugh with me later when I'm at the bank and you're freaking out bullshit, bro Dude who's doing the laughing And I took this craziness inside of me. Why? Because number one, haven't you always wanted an opportunity? Yes or no All that any man or woman in this room has ever asked for in their life is an opportunity. Am I correct? You got it and it didn't cost you nothing and that's exactly the damn reason why you're not getting paid What you work if every one of you right now how to give me 10 grand a month rent to stay in this store You make 50 They make 50 because the money's everywhere. It's crawling around here I see people walking into that store that store here the phone's ringing Right. Are you picking up the phone? Hope you have the best day of your life. This is Andy. What's going on? Oh my god, what's your name? Brian Brian. Oh my gosh. That's my dad's name. I'm just having to feel like we're family already What are you calling for 2018? Oh Because I know my inventory I don't need my managers my manager's job to help me max out money on a deal. I know my inventory. I'm a freaking pro right Dude, you're not like daddy. I'm freaking in charge of my life. He's my leader to make me more money. Am I right? Yes, you're not right. Some of you don't know what you have in service You don't know what you have a trade road. You don't know what you have coming in You don't know what's sold last night. You know why you don't know because you don't want to know That's why you don't want to know The guy walks up and comes on the company talks like he owns a company acts like he owns a company ends up owning a deal God damn right Guess what? You think we need some more leaders? Yeah Yeah All right, cool. Who's gonna be? Who's the pike? Who's asleep? Who's who's full? I ain't full That's why David Goggins calls it the dog mentality. They keep beating You know why? Because I want my children to look up to me and see greatness in me and not accept other man Goggins was there was the one with us There it was there it was I worked out with two david that one and dog And I don't which one's weaker I want to say something to you Am I passionate? How can you tell you're on all the time? This is you all the time This isn't spiel. This is how he lives and he lives differently And I gotta tell you I don't live like that all the time and I want you to do it more Because I know it'll help us do more and do more Listen, see I'm gonna embarrass her. She's working as a receptionist. They can set the 15 bucks And she said to Ariel. Hey, I'm gonna sell cars and gave her the right pushback I said I want to learn. I want to learn. I want to learn. The first month on the floor 20 grand What this industry can do and so so why is it people that are here a two years never experienced it? She was hungry. She's like I believe Oh my god, definitely I can get from behind this. That's the only she's one of many great stories We don't do enough great story great story Really great story great story great stuff. There's great stories everywhere But we gotta start talking up each other not talking about each other Today's beginning of a new story. There's a thousand of those guys Who wants this who wants this year to write a story for the rest of your life did matter because this story is so great this year, right? Yeah, well, yeah, baby We wrote a story this morning. Oh, yeah, I'm right here for Esther. That's just the beginning guys Listen here. Do you want to run with people? Listen, if I walk up to you right now, you got food on the fence, right? You want me to tell you this or not? This is on your boy. Am I right? What do boys do? Check you. Am I right? If you got a good group of people, check it. What if you got food on the face and I said, hey, man, you got food on your face Check all the parties this morning, close up because you're gonna stop all the other guys. I'm sorry, I don't want to talk But it's good to be close to you If you got food on your face, you're like, that's weird. I had four hours ago You ever used to hang it out with the last four hours? Aren't you great? They don't give a shit about you, okay? I'm here to tell you you're late. I know you're late. You know why? Because you're not ripped up You're lazy. You say you don't call me lazy. You've got to be understand. You're lazy You don't want to be lazy, do you? And when you stop Take over the wolf. It's over though. It's not just money But looking in the mirror and liking who the hell you see I don't care about anything else in this world. I don't care about anybody next to the wolf just everybody in this room I want to ask every single one of you give it everything you got. You know the answer So my question is why the hell not, okay? I don't care what anybody else thinks about you Okay, listen if you care what anybody else thinks about you, you're in prison. You feel me? Yeah, listen to me. It's okay to get laughed at It's okay. You'll be you'll be laughing at me We were laughing at each other this morning in the water man. We were laughing and jumping around like little kids Like little kids. I saw that these guys over there playing in the water I watched this guy right here jump into the water and he literally got out and he couldn't talk to obama I Don't and the windshield But here's the point. He said is that why would we enter suffering? Why would we enter it because listen? It's where the growing up and it makes this stop easy. Oh, yeah Okay, so I want you guys to decide from this point forward when you get out of here, right What are you going to do to put it on here? Was there Now listen now, I'm going to tell you this real quick. You guys want to know how to make 60 70 80 grand a month Listen, I would I would I would tell all of you in here. Who's yourself? Okay The sales guys can kill it and say hey man, I'm gonna roll out for a week. You got the numbers But managers it's really hard to leave because you gotta get a lot of comments It's like Listen, I swear on my life. I want you to move up one day. Okay, but but here's the here's the goal as a leader And I'm going to challenge your leaders If you were a great leader, you would make sure these people have the resources Which why Brian reached out to me because you can't be the trainer and the manager Brian didn't reach out to you Brian did not I had moron reach out to you because if he's not all in then it can work right on all in But if I'm all in and you're not it ain't gonna work And I I let I asked moron reach out to him two years ago I asked him to reach out to uh collins two years ago But you're not you're not ready until you're ready But when you were ready you did And if you do a magnificent job When he was ready I helped him get ready. I said hey Ken got to go today Collin And he Ken got to go Collin and call them But I could have called 80 but that's that's all about buying who in here who in here likes to style training It's cool if you like comfortable training down the ball head, what's your name? Come on up, buddy. Come on I need you to get you right now. We can handle it. Are you an amateur or pro? I'm a pro Okay, but if you can't handle it then what? I got some learnings in okay. Cool. Why didn't you raise your hand? That's why you're up here because you didn't raise your hand Do you feel me? No, so I maybe I think that he's maxed out Okay, I'm gonna ask you a question before I hit him with an objection. I'm gonna write game ready David I think one to ten I think you're a two Tell me what you think. What do you think one to ten you are time He thinks he's a kid. So what I hear David saying See, I'm looking for people that want to grow am I right? But David wanted to Maxed out you done No, so you are too many got lots of rooms well, correct. So number one. Did I just close the names of two? Yeah He was a 10 And that's the last thing you want to do because if you want to get someone like me That is dying to take someone out and then I like them And embarrass them and to bankrupt their ass and to take their customers and own the market share You don't want to play with me That's what I want you guys to do. I want you to get started up Won't anything change in your life? We don't get started up. No, no Listen, I see people get divorced all the time. I see relationships go bad I see people go to marriage counseling. I said, hey, if you just treat each other like it was a beginning and said it was a year You guys would never have a problem if you treated. I used your first thing David when you first started here You said, hey, I'll do whatever it takes to become great in my life And then you sit in this room. I feel all the way down here, right and then you don't raise your hand Listen, I am talking to you because we're going to change your damn life today But I don't I don't put a battle test you because I'm a big believer of battle Know what that means? If I hit you with an objection, right? You have to handle it right now. You get the objection every day from clients, right? Yes or no? Do you? We all do. Everybody here does. When you get hit, is it our job to do the master of communicating They represent the school well and get them to pass through and say yes Okay, does anybody in here goes to a McDonald's drive-through when they don't want to order food? Why are you in the drive-through, man? It's really weird when I invite yourself someone to go through the drive-through and they pulled out the other side without food I don't think the person at the at the counter knew your job. Yeah, does that make sense? Yeah Okay, some of you guys And by the way, I'm here to call you out for me. You know why? Because I want you to be great You want someone to I'm gonna ask for permission right now to move forward the way that I'm moving now And if you want me to change, I will You want me to treat you like three or four and five year olds to feed you ice cream and make you feel great Or do you want me to treat you like professional athletes and be director? Okay, I just want to make sure because I feel like some people are looking at me like I'm being a little hard And I think that the cold hard truth is the reason why a lot of people haven't grown in this world because we're being baby My life and I'm not baby. So don't baby. You're not a baby. Are you? No, you're not a baby. Are you? You're not a baby. Are you? So somebody talk to you like a baby. You gotta do who you talking to All right, here we go. Here's the scenario listen out All right, I'm on the pencil everybody said pencil What does that mean time for numbers? price payment trading all Tuesdays when you think about just suck them up I said, hey, the numbers look great, but I need to talk about why I'm gonna get back with you girl I have to go away If you're right now what we got why you gotta go home? I got the car here got the number for you I'm pretty sure you can get a word of your life. I'm gonna step away. You gotta do spaces I'll be back in how many yeah, I'm good. They also don't talk to one of the backers Why is why you gotta go home? Is that the car right here? We gotta see you right there All right, what is the total? You the man Hold on Customers idea every single time Man You know what that means. Can I show energy? Yes or no, I'll be in a great state put you in a great state My mouth So when I talk to people I'm so good at what I do. You know what I do? I know my water tracks over there You know, yeah, so when someone's with me, I emotionally attached them to me Yeah, the store, but I rep the store someone attaching to me. You feel them. Yeah, they're not going anywhere. Nobody exists at Alcatraz Now I'm gonna ask this question Does anybody have a word track that could stand up and say Andy? I could tell you I could shut that deal down I've got one guy in the room somebody else I've got hold on. I've got three people in the room. Hold on. Is this a problem? Yes or no What's the problem? Some of you scared or you don't know what to say? I'm gonna tell you are your professional wiener You just clean everything. You're a machine gun sprayer He says no, what we look on the way. I'm not hate. I'm training you Billy. Are you coachable? Yes or no? Okay, because I'm trying to coach Hey, am I coaching him? Yes or no? Am I coaching him? Yes sir You're coming next to the chair Came back in. Yeah, right there looking around You better get engaged Okay, all right. Listen, I'm coaching him right back. So here's what I want. Here's what I want him to know When they say no, I don't want him to have guys do professional type of thing They know their job like they're back in their hand My goal is that in this book everybody see the sales board your playbook. Everybody see this in their hand This book right here Don't look at it. It'll teach you every suggestion on this on model of this and there's multiple ways to handle it But I'm gonna get you started and I'm gonna explain what we need when I tell him no That's when the real selling starts, you know, right? By the way, is he here if I didn't want to buy it? No, I don't want to buy it. I just want to make sure that he's a pro so I can say yes and pass that Right? That's all I want to make sure of but you know what? Is he a machine gun sprayer? Does he get emotional? Does he get loud? When I say no, does he panic? Okay, because here's what I saw. I said, hey, I don't always have to come in front of everybody But watch this. What's your name? What's your name? What's your address? He knows that stuff He knows that stuff He doesn't even start doing this All of a sudden, guess what happened? When I said no, he started becoming a machine gun sprayer He started throwing as many words as he could at me to hope that something would stick So I would move forward. All right? What if I could just teach you a word? That you could agree with the client. Anybody makes them you make it their idea. It would sound good And then you could actually be a professional, right? And show the customer that there's so many times you change people. Changes and things that change There's a better way of doing things. Do you feel me? You guys, you know what? Two years ago, you used to have to go to Sands, right? Remember before COVID? And you had to push around your car for about five hours load the shit up Put it in your car, go home, unload it And then with COVID happened, they came out the way where you could just call order the shit on the phone They bring it to your house and drop it off. That was pretty cool If you walked through Sands for five hours pushing a car across the way more That's pretty silly. You must as well waste five hours am I right? Yeah There's a better way your system. Everybody say better way Better way Here's what I'm going to tell you. I'm going to show you how to handle this So quick and up take one by one You know what I'm going to do? How do I do it? Take five Thirty five, just showing the bus, twenty-two years old. Okay? Here's what I want to do. Let's give them a line I want to make sure everybody fit Hello Here we go, so so Jacob we're in a seated position Okay. We're on the pencil. We got a great relationship. Yes, Billy. Okay. He likes to call it. I was out. I was like, do I do have a better house? I said, hey, there's a daddy. She knows you're here, right? Look, she's going to want to know some info, man. Let's come pick these numbers. Come on, they can't make any decision at all. Going on like that. Come on, let's go inside. And we inch forward. Now we're sitting on the pencil. We're going over the bill. You know why his wife's not here? Do they know? She don't want to be here. She don't want to be here. That's why. If she wanted to be here, she would be here. You feel me? Okay. If you were somewhere and your wife wanted to be there, she'd make sure she was there. Am I right? She don't want to be here. She needs to make sure that he's cool with it and then he can roll on. But he used her as a stall. Am I right? So I teach word tracks. Do you know what word tracks are? They seem to be a sniper, not a machine gun. Bam! Just take them out like that. I've created multiple word tracks. A training system that you guys are going to see at the end. We'll literally get to 10, 15 word tracks for every single objection. I don't want you to be me. I don't want you to be me. I don't want you to be me. I want you to be me. But I want you to go get everything in your life if you're going to want it anymore. What you should be saying about 10 objections is so critical. As we master the 10 objections you've got most of the distance. Yes. You've got to identify those that isolate those that commit to teaching, those of us who are supposed to be teaching those, and those of us who are supposed to learn them master those. Yes. And that's 90% of the game, man. I'm going to turn all of you guys into trainers when I'm done with you. You're all going to be teachers. And why? Because you're going to be teaching each other. Why are you going to the other viewers? You have to say, hey, look how smart I am. Well, come on. No. Let me explain to you. If you ever left this place, if you ever did in your life, you were pure crazy. What you're not doing is looking in the mirror at yourself. What you're doing is looking at everybody else. And you're going to go to the next place and you're going to look at everybody else too. You need to look in the mirror today and say, everything in my life is my fault. And Andy, this is me looking in the mirror, looking at myself saying, I'm not doing a job with the team. I'm not doing a job with the team. And my leaders aren't doing a job with the team because of mine aren't doing a job with the team. Hey, so I'm going to raise my hand first and say, I've got to improve. I've got to improve the quality of the trainings. Because we're doing well, yes, but there's more there. And your representative is what's more there. Don't you guys love a harmony leader? Yes. I've never been more hungry than I am right now. We were at Cipolli's, which is exactly 1.2 miles away from where I started in the industry in 1982. He has Honda. I was a hungry son of a gun there. And I'm hungrier today than I was living in my mother's basement apartment. I figured that one out. Everybody, what he just said, say, keep that chip. Keep that chip on your shoulder. Don't you ever look like human right? And the reason why he's up here is because he looks like he's alive. If you're broke in your tan jacket, yes or no? Why do you look like you're rich? See, rich people sleep. Rich people sleep. Broke people stay awake awake. You feel me? You should look pissed off right now in the room, but you're laid back and you're comfortable. Look, I'm going to explain this to you. You don't understand the value of that chair? You're not going to make it. There's no way. We're raising a new standard in this company. You know what that means? We will test each other. We will test each other. You know what that means? I don't care how good you are. I don't care how great you are. I'm going to test you. You know why? Because it will make you better. I don't care what feels good. I care what's good for you. Am I right? Right, right, right. Okay, so I'm going to play a game called Rapid Fire. I'm going to do it quick. I'm going to show you how this works, okay? He already went, right? Okay, now I'm going to hit you guys quick and I'm going to roll, David. I want you to pay attention. All we're talking about today is amateurs and pros. You guys feel me? Yeah. Okay, so when I say something, you say pro or amateur. Is that cool? Yeah. Okay, cool. You heard him, right? Machine gun spray. I'm hoping something's going to stick. Amateurs, one writer. Bang! Hit you quick. Make sense. Make sure where the pass go, right? Makes you feel good. No pressure. Pressure. Pressure is for freaking losers, okay? So Jacob, very simple. I say, hey, I need to talk to my wife. Jacob's 22 years old. 22. Jacob's 22 years old. I need to talk to my wife. Go. Hey, I totally understand. As busy as life is for most people, when it comes to purchasing a vehicle, especially with the family, it's generally a planned event. When you left your driveway this morning, I'm almost certain that you and your wife had a conversation on what the deal needs to look like in order for you to feel completely comfortable making a decision. You said you love the vehicle. That you'd be extremely happy with the safety of the field economy and or well within your budget. So, Emmanuel, let me ask you a question. If I can save your wife the trouble of having to drive all the way down in a dealership, plus save her the time of having to assist with the entire process, and you could be the hero that takes all of the headache out of the deal, would that upset your wife in any way? In any way at all? Would it? Thank goodness. Every morning. Listen. Every morning. Listen. I want you to wake up in the next month. I want you to trip with your husband. In the back after this month, don't you trip with your husband. Remember, I ever want you to let me embarrass you. By the way, I didn't embarrass you, but you're not great. Now, I'm going to poke at your ass. So, if you're going to have to travel for a single day, you become great. And if David is not fair to the wife of any time much, he follows you, he loves you, and you learn from your distance. Yeah! Let's go! Thank you, David! Christopher. Christopher, me and you on a test drive. 2018 needs some room for the wife. We get out the test drive, okay? Now, from a one to a 10, ready to rate this vehicle? I think it's the nine. Nine. What will make it a 10? I mean, I think it's good. Okay, and if I can show you numbers that fit your budget, we'll be ready to take the vehicle home now. Hey, I really appreciate it. I want to go home and think about it. Listen, I understand you want to think about it, but you're here in the dealership now. You made a decision to come and buy a car now. Is it the car or is it that you feel like you're not going to be in your budget? Number one, I did make a decision to come and buy a car now. I haven't seen the numbers, so I don't know if it's in my budget, but I do know there. Then I checked out the vehicle. I liked it. I'm just going to go home and think about it. I totally understand that you want to go home and think about it. Now, there's something stopping you from doing business now. Can you share that with me? There's nothing stopping me. I don't understand what you're talking about. Okay. I don't know what I'm talking about. Why don't we... What am I saying? Listen, it's crazy. He's like, you don't want to buy, there's something stopping you. Is it me? Is it the car? Do you guys want to be like everybody else? No. I swear to God in my life. If I hear another person say, be the money or the machine. I swear to God in my life. I swear to God in my life. I swear to God in my life. I swear to God in my life. I swear to God in my life. I swear to God in my life. If I hear another person say, be the money or the machine, I'm going to throw you through that window. Okay? Because those guys are saying it. Those guys are saying it. You want to be like everybody else or you want to be you. But I just went over there. That guy's like, be the money or the machine. And I'm like, and you're like, is it me or the money or the machine? I'm like, dude, you guys are a joke. All of you are a joke. That's why people hate automotive sales posts. Yeah. I go through the drive-thru to get food. And I'm going through the drive-thru to get food. And he's a sales prevention team. I'm going through the drive-thru to get food. And he's preventing me from getting food because he can't overcome a baby objection. Now, listen to me, how have you been doing this? Look, I'm gonna make a year of furthering. Okay. One year. How many times have I been told that I need to think about it? So many times. All day. Watch this. room. Everybody please say wake up. Okay. If I walked up to you and I slapped you, right? Would you let me walk up and slap you in the air? No, you'd be prepared, am I right? Okay, so listen to me. If every day he gets excited to think about it and he can't overcome it, what is there a problem? Everyone at you right now, you know your problem. You're going through the freaking motion. It's day one. It's day one. You're sitting in a half a million dollar chair. The reason why you're not earning a half a million is because you don't know your business better than anybody else. That is it. Now I won't explain this to you right now. How I made almost 900 grand total was because I said, hey, bro, you're going to be 30 push-ups. You just say, Andy, appreciate it to think about it. Listen, I haven't given you enough information not to think about it. What I'd like to do is give you a quick five minute proposal of all the numbers. So when you go home, you truly got something to think about. We've got to be cool. Can I do that for you? And I take my hand and sit in this chair. Will he come with me? Of course you need to think about not having to give you enough information. Not. He is not to think about it. What I would like to do, like some grand idea, is give you a quick five minute proposal of all the numbers. So when you go home, you truly have something to think about. Each thing she's going inside to get some numbers, he ain't going home, dude. Okay, if he's going home and earning a right. Because I'm going to sit down, I'm going to get a write-up sheet. I'm going to say hypothetical. You already bought it. How do you want to do the car? Hey, the vehicle that you're trading outside, that car, I'm going to have my manager go take it out. Okay. Also, can you have a payment on the vehicle you're trading in? Is that correct? Cool. I know you want to know the payment to the payment on the new vehicle. Would you agree? That's important to you. Okay, cool. Now get it credit out. I got credit out. I got a trade proposal. I got a ride sheet. I got a piece of straight. Dude, this guy's got a wrap-a-hole. It's not a freaking car. We got a car! We know. The salesman wants to stay on the line and argue with some guy. Why do you need to think about it? Does it really matter? Do I not care? Do you listen? I care, but I want to go sit at this table over here and I'm going to work it out on the inside. I've got managers inside that know 80% of the deals that get wrote up close. And here I am sitting here on the line. I said, what are you thinking about? Like, what do you need to think about? What's preventing you from buying it? Dude, you are physically causing a problem that doesn't exist. You are creating the client to feel pressure that is unneeded. Okay, now listen to me. If you know the right words and if you have the right attitude and you have a delusional belief that everybody can buy, can't buy, will buy, as long as you do your job, pay to close everybody. You can close take for 10 and be alpha trust. No one escapes. I'm going to show you another one. You ready? I'm going to grab you. How long have you been selling for? I've been selling for six years. Come over here, man. He's a big guy. Let's get him down. I'm going to vary. He's asking if I'm going to tell him I'm going to do it and I'm going to do it. Just so I know how to do it with homeboy here. I didn't even convince myself he was a kid. Okay. By the way, everybody, here we go. This is player versus player. You guys like this? Some of your life. Dude, I like watching other people do it, but I don't want to do it. Dude, you need to do it. Everybody say I need to do it. Why? Because if you mess up, dude, does that cost us any money? No, dude, we get to roll out of here and be great. And that's the problem with leaders is leaders allow salespeople to run around the store and not have the tools they need to make it. And if they gave them the tools, they gave them the resources, they gave them great training and they didn't do it. What does that mean? That means they don't care. That means they're lowering the standard of the company. I can walk right out there and say, does anybody want an opportunity? Is anybody hungry to make a half million a year coming here? I'm going to teach you some common objections. If you'll sit down and learn them, if you'll do that and you'll have a lot of fire, have fun, have a great attitude, you can make as much money as you want here. And by the way, you'll have the best life ever, not a lot of fun. Oh my God. Some of you have forgotten that. You've forgotten it. Today, we're never going to forget it again. You're never going to forget it. And if you forget it, throw that person out of here. Not day one. Okay. Day one, you show them to remind them who they are. But if they don't want it, let them go. We'll bring someone else in. You guys feel me? It's cool guys. This is a privilege to sit in this company. Is it? Okay, here we go. Let's get on with this. So number one, we're going to test drive 2018. He said, what's about 30,000 miles just like a hitch avoidance. We get off the test drive, we're sitting in front of the building, hit me at the trial codes, ask me to buy it. Here's a scenario. Speaking of mind, speaking of mind. Trial codes, bro, not that hard to be noticed. So, um, you like the car? I like the car. All right, good. Perfect. So if both take us over, you'll be walking all the way down. Hey, I appreciate it. I got a couple more cars. I want to go look at it. I want to get back with you. Which other cars are you looking at? Some other Nissan Ultimus down the road. You're closest to me. So I'll just go check them out. Yeah, they're kind of the same, same miles stuff like that. But I want to go see them before I make a final decision. What does my car have that your car might have? Which is the same to me, but I won't know until I check them out. So if I could just get your car, I'm going to check it out and I'll get back with you. So is it a price? All right, go ahead. Hold on. Hold on. Hold on. I'm proud of them because you stopped yourself. We are here to learn today, but we are here to unlearn. Okay, listen to me. I swear to God on my life, I'm here for one reason. I want everyone of you to realize that your whole life, a lot of you made a lot of false promises to your family in the car business about giving you two or three years, babe. I'm going to give everything I got. I promise you it's going to be worth it. And then that time passed and you didn't get there. Okay, and they don't believe it anymore. And I'm going to tell you that you'll learn these objections. You'll learn how to close. If you will just emulate, don't envy me. I don't want you to be there. I want you to emulate what I'm telling you. You will be a millionaire in a year or two and you will look in there and love who you are. And since you love who you are, you'll bring home that special energy to your family and not leftovers anymore. And your whole life will change. You guys feel me? And I mean that with all my heart, okay? So I'm hard on the savage, but I have a giant heart. And when I see some of you, I don't know how to wake you up by asking you nicely. I want to tell you that I'm going to strike you in the mouth. Even if you're going to quit like the rest of the people in the world, or you're going to rise up and be a warrior. Okay? All right? Make your family proud. Make you proud. It's time to fight. Okay? We're not going to be like anybody else anymore. So I'm going to give you one last shot here. I got a couple of cars you'll look at. You said, hey, Andy, you know, do you like to be a car? I said, yeah. You said, hey, is it similar to the ones down the road? I said, yeah. But I still want to go. All right. Now what? One last shot. Go. Okay. After doing this for six years, I want you to think about something. Guys, he's not nervous. Do not let him sell you on that shit. He's not nervous. He doesn't know it. Oh, that's the call. Dude, you don't know it. That's the problem. He's not nervous. He's like boss always nervous. Dude, what's your address? What's your date of birth? What's your social security? What's your kid's name? What's your mom's name? Right? Where did you grow up? What's the ABC? Seeing happy birthday? Oh, should he get you all out of here? Am I right? You don't know it. Now, listen to me. I love you. Okay. But I am telling you, this is very, very easy. Tell me you've got a couple more cars that I'll look at. Let me close. No, no, no. Okay. You guys want a little Jacob to close? Here's the deal. Number one, I'm going to play rapid fire, but I'm going to say one thing. When he says he's got a couple more cars to go look at, what should I say? Hey, I totally understand them. All right. I say, let me ask you a question. That's when you know what closest comes. Hey, let me ask you a question. Are the cars you're going to go look at, are they similar to the ones you just looked at? Right? Are those cars similar or they completely different? Which one? If he says completely different things, dude, you're so cool, man. I wasn't even listening. That was my bad. Let me go show you some of the right cars. You put them on the wrong car, dude. You can't close them on the wrong car. But if he does say they're kind of similar to this one, right? Or at least on all T-buzzers or economy cars, et cetera, et cetera. They're similar. Does that make sense? So are they similar to the one that me and you just looked at are completely different. Which one? He says similar. Okay. Follow me. Ready? Hypothetically. Everybody say hypothetically. Hypothetically. I'm going to close on future expectation close. Listen to me. That means after looking at all the cars and driving all of them, then what would you do? See? I'm going to jump ahead in his brain. You want to see my words? Watch this. Are they going to be similar or completely different? He says similar. I said, Hey, cool. Look, hypothetically, let's say you had already gone and seen all the other vehicles, all of them. I don't care if there was two or 10 of them. It doesn't matter. And then my beautiful 2018 needs to go with 30,000 miles per white black leather interior. Let's say it was the last one you went to look at. After looking at every car in the end, what would be the deciding factor on which one you probably hit that buying? Would it be the car itself? Regardless of the deal or the great deal of dealerships willing to give you which one? Cool. So it's not a matter of if you're going to buy, but when and the win is when the deal is right, right? Cool. So if I could save you some time and money, would that offend you in any way? Would you be upset with me at all? Thank goodness. What did I say? Did I say we're trying? You guys think I just came up with that shit or you think I got that shit memorized? Do you want to memorize it? Okay. I'm going to tell you how to do it. Okay. Now listen up. Here's the deal. I'm going to tell you that winners do things that losers won't do. Would you agree? Okay. I don't care if you're not good at learning. I don't care. I don't care if you're going to learn in disability. I don't care. Everybody say repetition. Repetition is the mother of skill. This is how we do this. Okay. Some guys memorize something three times. Some people memorize something 30 times. Does it matter? No. Whatever it takes. I'm going to tell you how to do it. So what's your name? Mariano. Mariano is going to go home. He is going to pull up the training to all of you have access to. And he is going to write down, right, the exact war track. Let's say you went and looked at all the other vehicles. In the end, what would be the deciding factor on which one you're going to buy? Would it be a car itself, regardless of the deal, or the great deal the dealers just want to give you? Which one? Let's say he says the deal. He said I could be the deal. So say, cool. So it's not a matter if you're going to buy it's when, but the when is when the deal is right, right? And you double write him. I say, right, right? And I say, right. And I say, cool. So if I could save you some time and money without a fincher anyway, would you be upset with me at all? Would you be upset with me at all? No, thank goodness. Put your hand in the chest, pick your ass inside. What if he says, I don't know, it might be the car. What if he says, hey, hey, it might be the car. You know what I'm saying? Cool. So even if the car is 10 grand more, you want to spend, would you buy it? It's 10 grand more? No. So it would be the deal. Am I right? Cool. So it's not about to see a funnel to ask his ass back. You feel me? Who's in control? Okay. When you guys get into the cells where you're playing, listen to me. I swear in my life, I am interested in one thing mastery. You want to be a master? You want to be a master master? Okay. Don't ever let me catch you off guard again. Not you, not him, not, not any of you. I want you guys to master this. If you've never gotten hit with it, that's fine. But you need to understand people train in the military for shit that they're not ever thinking it's going to happen, but they're ready. I want to be the top 1% in whatever I do in the world. I don't need a side hustle. Listen, I know a lot of people that do two or three things in life and they're average. They're the master of none. Master of none. I said, what would it pay me if I became the best car salesman in the world or the top 1%? Maybe there was somebody better than me. I hope there is because when I run into him, I'm going to try to bury him or harass. I'm going to try to be so good that literally I make him look like an amateur. I want every one of you in this room to understand one thing. I teamed up with Brian and Marat and the rest of the managers and GMs and all of you guys. I am your brother. I'm not a vendor. You guys get that? You guys feel like we're family? Okay, it is to slaughter your competition. That is all I want. Listen to me. I want to annihilate him. I made a deal with Brian that I wouldn't train anybody around this area for one reason. In 100 mile radius, I want nothing but pure market share and I want paragon down at all. Now I'm going to explain this to you. I feel sorry for any salesperson that doesn't have access to this information. Okay? By the way, exactly what I just did with him. I would do that with the client or be sitting down near me or be standing in front of their face. Guys, do you buy stuff in a good mood or a bad mood? In a good mood. So who's got to be in a great state? You do. Are you in a good state? You better smile and show me some teeth. Show me some teeth. Okay, show me some teeth. Listen to me. Everybody understand this. When I look around here and I don't see teeth. You know what I see? I see people ain't smiling. When people ain't smiling, they ain't buying. You guys get me? Okay. Yeah. All right. So watch, I'm going to go quick. Are you ready? Pick me one person right here. Pick me one person. Come on, quick. Quick, quick, quick, quick, quick. My man right here. Get his ass up here. Let's go. Since my little young bucks back, you go get somebody. Let's do this. Jacob, get him on mine. Here we go. This is going to be the call. I'm going to move fast. You guys want to move fast? Watch it. Here we go. This is going to be, I like the vehicle, but the miles are too hot. You feel me? I'm looking at a 2018. You still use cars, right? Okay. I'm looking at a 2018. Watch it. We're going to start. You feel me? Yeah. But watch it. I said the miles are too hot. You ready? I'm a customer. I'm going to say, I appreciate you. Yeah. But I like the car. The miles are too hot. I'm going to wait and go look forward. Let's go. Okay. Perfect. So I know you said you like the vehicle. You love the very option of using the vehicle. You don't like that the miles are too hot. Is that correct? Okay. Awesome. So it sounds like, you know, I have many other options for you. If you're really, you know, particular about miles, I have a bunch of other vehicles with the same features, low miles. So let me ask you, would you consider if I show you today? I'm going to say you don't sell me this one. What? What's that? I'm going to say you don't. Okay. So as far as you want, I want that one. Sell me this one. Okay. So I understand the mileage is a huge issue of concern for you, but it does have the features that you're looking for. It has, you know, the app, car, play, everything that you said that you specifically wanted. And based on your budget and what you told me that you're looking for, it seems to fit you financially, you know, perfect for your life. Let me ask you, if I was able to show you something that would benefit you financially, would you consider it today? Yeah, if you're not a less miles, absolutely. A lot less miles? Okay. So let me ask you, based on what you told me, tell me if budget is important to mine, it's just too hard for you, but you're not the vehicle, right? For the third time, that is right. Okay. I'm going to close it. Okay. So how about this? I'm about, you know, we can sit down real quickly. I can see if I can make it work throughout the day. We're talking to the manager. Okay. See how we're coming to the objection? No, no. Listen to me. If you're sticking with me, hold on. I love you. Okay. Remember, I keep saying that I love you, right? Everybody say all the appreciation has been taken into consideration. All the appreciation has been taken into consideration. If you're a business customer, we're going to take out all our losses in our cars. But in 1999, people were concerned about it with the miles. It is 2023. Kind of changing things and changing people changes. Do you agree? Yes or no? Yeah. Okay. Technology is phenomenal. Am I right or right? Yeah. But these cars were ready to run half a million miles. What we do know is the lower the bombs, the more they cost. Am I right or right? Right. Okay. Cool. Now, when you came here today, you clearly saw the sales price on the vehicle. If I chose a vehicle that had 30,000 to 40,000 miles less, you've spent 10 to 15 grand more. Am I right? Right. Also, on top of that, what would you have? And a higher monthly payment, maybe $200 higher in payment. And at the end of the day, buying a vehicle like mine that's in mid-condition, that literally one to 10 to 11, if I covered you with a dollar, and you think it has zero miles because it's that nice. And you're just saying, I like the car with the miles that's too high. If we chose something like this that was in perfect condition that had more miles, all the depreciation has already been taken into consideration. You would spend less money. You would have a lower monthly payment. You'd make a better deal of the day. And then in three years, when you go to trade it back in, guess what? You wouldn't be upside down on my car. However, with one with less miles, when you drove it off a lot, the trade cycle would happen. The miles would go down, the payoff would still say, hi, because you spent more money. And you would owe the dealership money when you traded it back in. Now, I don't know about you, but it feels good to know you did build the day, and I'm going to trade in that down the road. You can get it right down to you. Would you agree? Yeah, I'd agree, I'd agree. Okay, sounds like you found the right vehicle. Let's go inside and we show how to pitch a budget financially. Listen to me. Stop. Who is the person that should give people reasons and excuses? You should say yes. Yes, it's your job. Is it your job? Yeah, it is. Why can't people give people these reasons and excuses? So listen, I love you, but when you start training with me, you're never going to dance again. Okay, so what I'm hearing you saying is that you don't like the miles, but you like the cars I come on to. Listen to me. We're doing this three times. I said I don't like the miles. Guess what? Overcome them. Let's get on with the day. Am I right? I am. Guys, is this common sense? Yes. Why the hell do people hate salespeople? Why do they hate them? Because they're rich. Are you guys seeing it right now? You guys are bad asses. I'm not... Listen, everybody get this. I'm not discrediting you that you're a bad asses. What I'm saying is that you're the hardest workers in the family. You outwork your competition. You are kind people. You love to take care of people. People see that in your eyes and they build in the way that you talk to them. The problem is, is that you've never learned tactically some skill that could change your life forever financially. And in the meantime, you can also make your customers and say yes, I will find you because you remove all the pressure and show them for the first time in their life, they've got an expert. Is that the goal? Yeah. Okay, now watch this. Every single objection that comes your way, every single one of them, should you be able to overcome it? Yes. Unless your brand do what you push them. But once you get slapped once, should you ever get slapped once? No, no. And if you keep getting slapped, what does that mean? You don't care. See, does everybody see how easy it is to annihilate everybody? Yeah. Do you know that every single manager right now is having a Saturday morning meeting with their team saying, hey guys, here's what we got to do. We got sell a lot of cars. Everybody say sell a lot of cars. Okay, now we're going to go out here. We're deciding. We're just going forward. We're down. We're set appointments. We're still going. Hey guys, I'll destroy them. I'll destroy them. When 80 sales here, the shots coming out, you think they panic? No. Not really. We're going to kill you. Okay, you start firing and amateurs are around. Where are they going? Lawyer. They hear a gunshot. They're asking, what? We're gone. They're going to sell it. Hey, when I hear shots fired, do you want to say? I'm trying to do this. I'm trying to do this. You know what that means? I'm going to look at you right here and I'm going to take the shit the best smile you ever had. And I'm going to say, God, I like you guys, man. I love you guys. You guys are awesome. And I am going to close that ass right there. And they are going to thank you for it because they really didn't want to get out of here. Okay. They really didn't want to leave. But you know what they're afraid of? They're afraid of you being one of the other nine to retain sales people that sold you the last car. When you show them or not, number one, they will leave you and they will tell a story about everybody about you, about how awesome you are. If they leave and there's no story told, you get a bad job. All right? I agree. Your job is when I meet you. You'll never forget me today. Especially you'll never forget me because I got us out of here. But if I personally interact with you, you'll never forget me. Okay. So here's my goal. Can we overcome every objection? Yes. Okay. Watch this. How long have you been selling for? You take home clubs? You take home clubs? You ain't working on the phone in here. Mm-hmm. You ain't been working on the phone? Who works on the phone? No! No! We're calling. Everybody works on the phone? Yeah. Why haven't they raised their hand? Why? Everybody's got broken arms. Yeah. Everybody's got broken arms. You can call me. Okay. Are you ready? Questions. Ready? This guy right here. What's your name? Elijah. How long have you been selling for? Okay. One and a half years. Here's the other one, dude. Hey. Hey, I like the car a lot. So I called on a 2018 and a 250. I like the car. Okay. You say, hey, when can you come in? When can you come in and check out the vehicle? You feel me, Alonzo? Are you my salesman, Alonzo? Yeah. Stand up. Stand up. You're my salesman. I just called you. I don't know you. You told me about your 2018 F-150 Pro 1. I just won in the country. And I'm like, man, I'm going to come in and go look at this. I say, where are you located? You know what he tells me where he is? I say, dang, man. I'm three or four hours away from you. I'm too far. I'm going to look for one real closer. Is that a suggestion? Yep. Alonzo. Handle it. Um, so, first of all, I'm not going to be able to check out the vehicle. You can check it out. I'll check it out. You're, you're, I'm good, man. I don't worry about anything inside of it. I'm good. Yes. So I bring it to you. And I do drive it. That's why I don't have to bring it to you directly. See if you can get me in the driveway. If it's a thing. Alonzo, I'm four and a half hours away from you. Yep. I'm not going to commit to buying it. If you want to try to just do a drive 10-hour round so that anyone can come down here. In short term, I'm okay with that, right? But I'm not committing on the phone. Now, Alonzo, do you really want to get in a car? Would this be a bus? I need a gas car. I need a gas. I'm going to get a gas. I'll talk to the town. I'll talk to the people who I see who I did. I told them, don't worry about it. I'm driving four and a half hours. And they'll go back and show it to me. It ain't happening. I'm going to say, are you bringing paperwork with you? Please don't say no. I told them no obligation. I'm just going to let them see that. Well, I'll take that. But you just take that. Yeah. You know why I'm taking it off? Because I couldn't overcome the addiction. So I'm sorry about this. Okay, Alonzo, is there a better way? Okay, let's go to the better way. You just hear me, man. I'm going to check the whole show and report something at the end of the year soon. Okay? All right? Is there a better way? Yes. What do we need? Work truck. Work truck. Alonzo, do you need a work truck? Dude, we're getting humble in this room today. I love you guys. But are we getting humble? Yeah. Does anybody get pissed off? No. Okay, I'm good. I get pissed off. I'm waiting to touch somebody in the face. Is that all right? Now hold on. Come on. Come on. Stop it. All right. Come on. No, here we go. Are you ready? Hey, young buck. Young buck. Hey, do me a favor. I'm going to have him handle it. You ready? Hey, who thinks he can handle it? Raise your hand if they can handle it. Okay, why didn't we think he can handle it? Because he ran over the breath of life. Okay? Everybody understand this. 1999. I couldn't close. That's why it came. All right? He knew. He's assuming that the game, man. He's 22 years old. He's been doing it less than you. You know what he knew? He knew that when he stole, that dude, someone told him, no, he just jumped in and said, yes, Brian, Benzo. When you started the business, probably when you started, probably when you were in. You know what happened? If you couldn't close the deal, how long were you doing it? Yeah. Okay. You haven't been doing it long enough yet. Remember back before about 2005. Okay? If you couldn't close the deal, of course they did, they split that ass in half. Am I right? You know what that means? You can't close the deal, dude. It's right away. Andy Elliott sells tower. Whoever. James says, somebody who's big daddy in the store gets to come take them. All right? Yeah. And they walk in and you spend two hours with them. You can cut them in half. My managers did it off the desk. Maybe we're talking over. I'll say, hey, they're not paying. You know what he says? No problem. X, Y, and Z sells in the sales tower. Go handle this shit, please. No, you understand there, and you got to watch him grab your worksheet and go in for 30 seconds. And don't get a signature and come back and go ahead. Make sure, make sure. 1x67, that's my employee. I'm going back to my deal. Are you like, whoa. You know what they say? They say, get better. Get better or get better, dude. It's your choice. And I'm going to explain this to you. Yeah, that's it. I want to tell every single one of you right now. You've been doing this for a year and a half. You don't like that. You can't handle that. Am I right? You need some words. Can I give you guys some words? Yes. OK, you ready? We're going to play the professional whatever your name. You guys ready to play that? Yeah. You guys call them out. Jacob, I like the vehicle, but I didn't realize you were so far. I'm going to look for one closer. No. Hey, Andy, I totally understand. When I hear you say you don't want to drive that far, what I'm hearing is that your time is extremely valuable by right or right. Look, if your time is valuable, then you need to deal with the professional that respects your time and understands how valuable time works. Look, I sell 90% of my customers one to five hours away. You know what that means? That means I have to be extremely good at respecting your time as well as fast at my job. And I guarantee you this. If I have this car cleaned up, gassed up, and ready to rock and roll at the time that you got here, it'd be a better car by experience, a faster car by experience, and it would save you a whole lot of time and money in the long run. Am I right? Right. So, Andy, let me ask you a question. What time can you make it down to the dealerships? I can see this absolute diamond piece. I've got to sit right here on my shoulder. OK. Everybody sit. Everybody say thanks one. Thank you. OK. What if you say, oh, I know, man. But I just don't want to drive that far. Could you feel it sometimes? OK. Sometimes when you're around, too. What does that mean? Hey, let me ask you a question. If this vehicle was across the street from you right now, would you go over and take a look at it? Yes or no? Yes or no? Yes. OK. What does that mean? That we found the right vehicle. The question is, how can we make the right deal and get it to you in the fastest amount of time? Would you agree? Yes or no? Yes. OK. So we know you love the vehicle. Look, it would be faster for you to get your car to a straight down here. I already have the vehicle you want. You wouldn't have called it. It was in your budget. But I had to clean that gas up by your rock and roll. Instead of you driving around locally in your own neighborhood, probably driving around the second floor car you don't like, spending hours on the show on board negotiating that deal, probably even letting you deal like you're not happy with and a car you don't want, where you could have just drove down and drove down here and been happy here. Would it be easier to just come straight down here? Not once. Why the internet was created? Do you know why it was created? So it could take you over there and then me over here and I have what you want and connect us together. All right? Remember the old days when you had to drive around and you took a whole Saturday to find the car you wanted? And then when you found it, you had to pray that you could make the right deal? Well, listen to me. You don't have to do that right now. Plus, let me give you a bonus. You can land a 747 airplane or most car dealerships once right now because they don't have any inventory would you agree? Yeah. So you must have a amount that you can grab it for when you're talking because it's your lucky day. Let me ask you a question, Mr. Gussman. Do you want a lottery? Ever? Have you? You just have to. What time can you make it down? Can you come down right now? We're after what we've got to do. I am going to push through. I am never going to tell you how to take your driver. I don't need to. I've got a fleet of mouthpiece, dude. Okay? I've got a mouthpiece. You've got a heart? Yeah. You've got a mind? Your mind found the car and your heart's questioning from the person that you can buy from. I am going to make sure that both of those align with me. Is that your job? Yes, I am. Yes. Every deal be closed, yes or no? Yes. Okay. Here's what I want everybody to do. I want everybody to realize that the second this is over, some of you are going to go back to your new life and some of you are about your life. Everybody's going to go to something. What do you think you go to? What do you think you go to? We're not going to go to anything. What does that mean? That means this. First, 16 minutes in an hour. You will never waste another minute. If you waste another minute, you're a trader. If you're a trader. You're a trader. Am I right? Yes. Who wants to be a trader? No, I don't. Okay. Let me say something else. Doubt. Is doubt a trader? Yes. If you ever go to grab a customer, you better already be sold if that customer is in your soul. Oh yeah. Don't shoot ever in your life. Go talk to somebody. You can pick up a damn telephone if you don't believe that that client's already sold. Do you hear me? Listen to me. Anybody that you're around that makes you think differently than this has to go. I need you to understand one thing. Please. Please understand this. I don't care where you're at right now. I don't care what you did last year. I really don't care. But I care about who you think you can become. Guys, I want you to constantly, every day, see a new version of yourself. I didn't say every year. I said every day. Every day, I want you to look in here. I want you to say, I want you to be proud of me at the end of today. I'm going to work on my life as watching me, like my kids are watching me, and like I'm an example to all sales people in the world. Okay. We need more people in this world to rise up and be great. Why? Because there's such a shortage of it. There's such a freaking shortage of commitment. Okay. Which is why it's never been easier to be great. I swear on my life, on my life, everybody in this room can make a half a million dollars in 2023. If you'll make a couple of decisions. Okay. Number one, go back to day one. You just got hired today. I told you that it will cost you no money, but it will cost you when the stands are empty and nobody's around. It will cost you time to train the dark when nobody's here. I know a lot of people who train corporately in the community. You know what that means? We're here right now together and we're training. So he's like, I did my training today. No, dude, that's not training. What training is, is a spiral notebook, is a pen and piece of paper, and no one's around, and you're learning a word track, a saying or something. Does that make sense? Yeah, it does. Okay. So tell me that you want advice. How do you say, hey, I like the vehicle, but I'm going to come back body to body tomorrow. Um, I just want to, I like the vehicle, I just want to come back. Body to body, but that's the law. Yeah, go ahead, I totally understand. Do you have anything that should be added that you should be talking about? Will you agree? Yeah. Cool. So sort of wrap this up right now. Did you check out here? Yeah. Did you check my hand? Yes, sir. Did I make you check my hand? Yeah, no. Yeah, you can't know. I'll use my mouth. That sells more care. Can I get you to do whatever I want you to do as long as I'm prepared? Yes, sir. I need you to understand there's a reason why they could drop off and maybe still in the middle of the jungle or the floor and it can find your way out and come back. Okay. They are trained. There's one thing that I want to tell you. Your competition is not trained. Do you guys believe that? Yes, you know. Yeah. You guys are the best store in the damn fucking world. The world. Okay. And you guys haven't even started yet. Am I correct? Yeah. Okay. I want you to change nothing that you've been doing except adding training to your daily game. We're giving you a platform. It's a resource. Phones, rejections, closing on the pencil, how to generate your own leads, how to make it best for you in the first two minutes, everything you ever want to learn. It's all in the lab, using it in the password. I'll tell you. The difference between the rich people and poor people are resources. Rich people are resourceful. You know what that means? They get themselves around. People that can give them the resources they need to get to where they want to go. And yesterday, the last time that Spritzer dropped off in the parking lot of Sydney, a bunch of Navy Seals. You guys were sassies. Absolutely sassies. You have 1,000 salespeople. We didn't have these eight people. I mean, target or reward you. Give me the nine people and we'll get it done. Give me the nine people. They came off that script. No, let's be size. They came off the script. Oh, what are we in for, man? What are we in for, man? I can't tell you how. I call that taking souls. No, listen, I told my team. I said, when we get out, we're going to take a solution. That's what we're going to do. I want to explain to you guys. Can you guys take everybody's soul? Yes. Okay, listen to me. Is it planned? Are you planning to do this? Yes, it is a plan. You're tactically planning right now to disrupt and bankrupt. Other people that have the same company as you. Listen, I don't want to be nice to other people. Okay? I want to, man. I want, if they won't train, I want out. You hear me? Look, somebody right now wants to level up and they want to play chess with us and they want to become very good. We'll take them on as competitors. You guys feel me? I'm all fair for people competing. But if they're weak, if they won't train, if they won't be bothered to wake up before the sun comes up and get in the gym and exercise and take care of themselves, take care of their families and come to work and get everything they have and do an hour or two hours a day of training in the dark but no one's around, then guess what? I will annihilate them. And I want you guys to adopt this principle today. That from now on, you haven't even met your best self. Matter of fact, you don't even know who you are. I want you to look and say, is this your day? Is this really who I am? This is who I am. And by the way, if you made more money in 2022 than you ever made in your life, do you know what that's called? A new standard. Over my dead body is somebody going to make people backwards. I'm going to tell you this. There's one thing that I will never do in my life and still backwards. I surround myself with people who believe what I believe. I'm going to finish with the team. I want to tell you the most dangerous thing that a person can have to make his life great as a team. Do you understand me? Yeah. Are you around people that love you in this company? Yes or no? Yes. Will you have a fight occasionally with somebody that you are? Yes. Fight fast, fight fair. Don't get historical. Don't bring up shit from the past Be crystal clear. What are we doing here? Okay, we're winning. We're winning together. Okay, I'm going to explain this to you, all right? Dream right now what you want. Okay, become crystal clear on how we're going to get it, how we're going to get it. Learn how to overcome every single objection so we never be stuck to getting number two. Learn how to overcome and handle any pencil opportunity when it comes out of the people's money. And be so great at handling money that when they hear us handling their money, they're like, oh my God, that makes sense. Let's do it. No matter how much it is, it doesn't matter. And I teach that in the training. Number three, I don't want you to be me. I want you to be on assets. Is this sure going to be three times bigger than you ever wanted? That manager showed me a pay set of $240,000. Well, when I was 20, I made the $240,000 because I saw it. And did you know what I realized? That I was getting in my own way. And that everybody that told me that something was possible, I did exactly what they told me I could do. And I thought, you know, I really don't know my life. I'm actually living by what he or she says. And I said, dude, I'm going to live in my own mind. I'm going to take the number one thing that all of you have, the secret to being successful, which is your mind. And I'm going to become a student of my mind. I am not going to get caught up in fumes, in patriots, and freaking bullshit. And all of these things have always been in my life. You know where I went? By the way, you guys have access to more information right now than you've ever had access to in your life. The fact that you're not the best in the world at influencing, persuading, closing, and negotiating is fucking mind blowing. You know why it's mind blowing? Because you have all access to all this. I didn't mean you didn't have access to it. You just get a freaking book out. Read a 300-page book, divide it in one page, and you want something like it. And then write it down, memorize it, right? You guess what? Now, hey guys, if you're still staying, meet me in the middle, right? That's for the first. Hey, reward yourself. Your wife's worth it up to the moment. Listen to me. I'm explaining this. They're doing that radical street right there. Don't be like one. I want to tell you something. Be a person that no one in this world has ever seen before. And listen to me. I'm not here to motivate you, okay? I am a driven individual. I don't need motivation, okay? We don't go through life being motivated. Driven people destroy everything that gets in their way. Motivated people get destroyed by everything that gets in their way. Be motivated, get taken out. Be driven. How do you wake up when the sun don't shine? How do you wake up when you just lost your best customer? How do you wake up when you're fighting with your spouse or somebody you care about? How do you wake up when you're grown? That's what matters. Every day, guys, we're blessed to be alive. Everybody agree? Yeah. Hell yeah. I want you to do something. I want you to get savage this year. I want you to unlock. I want you to push yourself to new levels. But I want you to do one thing. I want you to be open-minded. It's a whole lot of work. Call it an entrepreneur. Call it whatever you want, okay? Be open-minded. There's a level inside of you that you haven't met yet. If you get physically in better shape, wave your mind and unlock it when you believe in yourself more. Why aren't you not doing it? It's because of you. Can you fix that? Fix it immediately. Okay, don't ever let someone come and pick you apart. Listen to me, guys. Should you all be physically fit like seals? Yes or no? Yes. Can you be? Yes. Yeah, it's really easy. It's all decisions. Decisions are the difference between successful people and unsuccessful people. I'm going to show you how to make a good decision right now real quick. If I do this, does this take me towards where I want to go or away from where I want to go? It's very simple. Everything right now is a decision. This room is a decision. Are you going to make the decision right now to change your life? Don't do it for me because I'm not going home with you. Okay? I know some of you want me to, but I'm not going to do it. I'm just going to let you do that. I'm sorry, please. She's sorry. I'm sorry. Yeah. Well, listen, I want you to know something. Here's the deal. I'm going to say one thing. And then we'll finish on this. Can you go home and be great to your family? Can you make more money than you ever imagined? Can you become the best in the world in the top 1% or what you do yesterday? Yes. Okay. I'm going to finish with one thing. This is important. Who in here has somebody to home? Right? Raise your hand if you have somebody to home. Somebody you love. I want you to become great for them. And I want them to see when you come home that you're proud of who you are. And I want you to understand the rule. I'm going to have my wife talk to you for one minute. And I want you to understand the right. Okay? This is taken with you. Okay? Because it's something that me and her did it, by the way, when I came home from work, she didn't like seeing me not late. Okay? And then at the end of the day, I made a lot of false promises to her. I didn't take her away from you. Okay? So I would like for her to share with you for one, two minutes, and we're done for you. We're out of here. Because listen, I'm going to tell you this. If you do everything that I tell you to do, and you get pissed off, and you go home, and you tell your wife, or your husband, or your family, you're like, we're going to do this. Well, they're not going to support you if you don't take them with you. Am I right? Right. The trip's more fun. When you take your family along. And it will only work if you take them with you. And then you find out that all of a sudden, the trip's actually better if they get to share. And you start doing it for them. And that puts you at a different level. I'm doing stuff with my daughter in England. I'm doing stuff with my wife that's in the city. Right now, it's much more rewarding. And that 15 years ago was not me. It was all about me. It was all about me. I was playing small. It's about them, man. And beyond them, it's about them. For them, for them. And that's why you're here, man. For them. Yeah, and that's why I want you to know that I'm having her talk to you for a second. Because I swear on my life. Okay? If you go do all this, you'll get about 50% of what you've got. So just don't pull up some 505 in the morning. All right, baby, tell them. Give it up for Jack. Give it up for you. All right. The biggest questions that I get people asking me all the time is, how do I get my wife to support me, like you support Andy? And one of the things I ask is, when you get home, like, what are you telling her? Sometimes you get home, and I understand the car business because I've been in the car business forever as well. But most of the time, my manager didn't help me with this or I owe these customers or, you know, their rats or what you're talking about, all the bad stuff that happened. You got to understand that your spouse, they love you. It's like, I had a rule when I got together with Andy when we got married, I was, I'm never going to speak anything negative about Andy to my dad, okay? Because my dad, I've had friends that they say, hey, I can't get my mom or dad to like my husband. Well, if you say something negative about your spouse, they're never going to forgive them. They're always going to remember that. And it's always going to stick with them. So I made that same pass, you know, with Andy, and I said, hey, we're not going to speak negatively, we're not going to talk about our bad days, we're not going to do this to our families because- Jack, Jack, I got into it. I sometimes have met their spouses for the first time and I go, hi. And they were like, no. No. No. That was the first time I've met you in one because that guy's going home again. But you know, that's like this, this is like this. And that adds up and it adds up and you don't forget because they love you. So I'm going to shake their hand and they don't laugh. They're redundant. Yeah, they're redundant. Exactly. They're not redundant. So it happens and sometimes, you know, you get home from work. They're the people that support you and they love you and you're supposed to be showing them the best part of you, not the worst part of you. So if you come home with that special energy, instead of talking about your managers, instead of talking about your coworkers and all the cancer that's at work, you should talk about the people that you help. Hey, babe, you should have seen today I helped this family. They went to five different dealerships and they couldn't buy. Nobody could get them approved. And guess what? They were so happy. You should have seen the little boy in the back seat. He was so excited. He pulled down the DVD player. He was, he looked like a king. Babe, I wish you would have seen him. I've got him in my back. I was, he was, I was piggyback riding him. You should have seen that babe. We saved this family's life. You think she's going to be mad at you the next day when you go to work? You think she's going to understand that you were late for dinner because you were helping a family? You think that she's, see, those are the kind of conversations that you need to have. You need to, you know, this one time, Andy was talking a little bit about this, you know, he used to work a lot. And, you know, there's a lot of work, you know, with, with home and everything as well. But, you know, there was a time, you know, with this work, it's very demanding. So you have to give a lot of energy. And if you don't have that energy when you come home, you're really showing that you're one dimensional because the people that you're working for, you know, you're not showing them any luck. So Andy would be home and he would be halfway there. You know, he talked about a little bit about being two places at the same time because when he was at work, he was thinking about, oh my gosh, I'm missing time with my kids. When he was at home, he was thinking about work, well, I need to go make money. And he was never at one place at one time. And that's the biggest problem, that's why we waste so much time. But there was one very hurtful thing that I told him a long time ago was, hey, we learned to live without you. And I see that and it really pissed him off but it made him flip. And there's a lot of families that you have at home, they don't have the courage to tell you that. They're learning to live without you. Your spouse is learning to live life without you, taking the kids places and you're not there, you're working. So they're preoccupying yourself and you're not in the picture. And that's just it. So he got his stuff back then and then he was like, screw work. I could have said a bad word when he did it. And then he was like, you know, I'm just going to be the best dad and the best husband. And then he was like, you know, forget that. And then I was like, wait, wait, wait, wait. Because as his wife, I want to see him fulfilled. I want to see him work hard. I want to see him do great. So I want to support him in that way. So I didn't like that either. So this is when you discovered to not be one-dimensional. This is when you become multi-dimensional because you can be a great dad. You can be a great husband. You can be a great wife. You can be a great business person. You can be a man of faith or woman of faith. You can do a lot of different things. And you're the only one that's limiting yourself in what you do. So bringing your wife with you, bringing your family with you, dreaming together, talking about your finances together, which is a number one fight of all couples, by the way. But if you learn how to do that and grow together, it's a lot easier for her to be like, hey, maybe I'll give up the manicures because we're going to remodel the bathroom or, you know, whatever is planned and dreaming together. And then you guys can actually accomplish different things. But we've been through a lot of different things together and we've all grown together. I mean, from you guys' time, there's so much about all of it. Yeah, from you guys' time, there's so much at home. Look, here's what I did. Just 30 seconds, and we're done. I literally said, I'm going to spend 30 minutes a day with my kids, 30 minutes. I thought I needed three hours when she got on me. I don't need three hours. My kids don't want to spend three hours a day. They need 30 minutes. I need to take my phone, put it down. Take my phone down, go play with my kids for 30 minutes hard. After I play with them for 30 minutes hard, they feel lots of love. They're good. They want to go do their own thing. And that was our daily experience. Memories were made, 30 minutes hard every day. And then at night, whether I got home at 9 o'clock or 11 o'clock, by the way, I'm explaining this to you. I got home at 11 o'clock at night and we were closer than we'd ever been in our life. So some of you are like, I told you I've been working too much. I need to go home at 6. No, you don't. All you got to do is fuck around with the phone. You're not even going to do anything. Okay, listen, I went home at 11 o'clock at night and guess what was waiting at 11 o'clock at night? My kids and my wife. And when I came in, we all tackled each other. We were all fricked in love. We paid off an $800,000 house in two years and that was a salesman. I'm going to tell you why. Because I would go home and study. Every morning she woke up, there would be my Bible and then there would be cliff notes. I'm negotiating. I'm closing. I'm writing down work tracks. Page after page after page after page. I would take a work track and I would write it down 10 or 15 times like a whiteboard when you say, I want to hit Tom. I did 15 times until I memorized it. My brain would skip ahead. I didn't have to look back at the other piece of paper and write it down anymore so I would know it. And then I'd go to work and I'd sell three or four cars every single day. I average 70 to 80 cars a month when I sold. I'm telling you this. Listen to me. I came home at 11 o'clock at night. You guys have to be like anybody else in the world. No, you don't have to be like anybody else. My wife, she put the kids to bed at midnight every night. They were little. You know why she had them waiting up for me? She said I'd rather have my kids. I'd rather not be like everybody else. Right? I'd rather have my kids grow up with the dad. Right? And we fit the car business. Does that make sense? People would say that's not healthy. I said it's more unhealthy for them not to have a dad. And you know what? We were growing together. You feel me? Okay? So I just want to say as you're going to become great, as you're going to become a savage, go home and tell your wife. This is what she did with me. Say, I'll say, hey, Brian, here's what I'm going to do. I'm getting these St. Tim objections. Here's the word tracks, right? I want you to hit me with them. I'm going to rub your feet. You hit me. I'm rubbing your feet. Now you like that. And then I got to say it back to you. And if I don't say it, say, babe, don't be easy on me. Don't be easy on me. Okay? I want you to bust me up. I'm getting hit with these things all the time. Now listen, I'm here for one reason. I came down here because you guys are obsessed. Brian told me you guys are the best. I clearly see it online, but you know what I see? I see that every single one of you, you've got freaking 10X is hiring that. I'm going to come back. That's the exciting part. I mean, come on, man. Yeah, it is exciting. And by the way, you guys are all going to have a username and password. Everybody's going to be able to log in. I'm going to explain this. I should never in my life be able to hit any of you. You guys all have books in your hands. They have word tracks. Next to it, it says make it your own. What does that mean? I don't want you to say what I'm going to say. I want you to take something that you can memorize to say. Do you feel me? Now, I'm going to make a deal with all of you guys. We are going to do a Zoom meeting in 30 days. We're doing 30 days, Brian. I'm going to be in Scottsdale. You guys are going to be here. And in 30 days, I'm going to hit every single person in this room with one injection. And they're going to line them up, Brian. They're going to come through. They're going to get hit on the screen right here. And then they're flunked or passed. And then they're out. So sweet things, right? It's memorized. It's internalized and then customized. Memorized, word for word. And it's going to be uncomfortable. Then internalized. Why am I saying this? Why? Why? Understand it. And then customize it. Right? Everyone wants to customize it, which is really wingy. Yeah. And so if we stick with that format for the word track, if you've got the outline, you'll be prosed, man. And again, there's 10 objections. Whether it's answering the phone or you're doing that for an eye or you're in sales, it's 10. And so let's just manage it. Yeah, and that book's got 60 of them in there. By the way, every person in the company is going to be required. And I go first. I go first. He needs to be able to check me. He's being respectful, not checking me. He needs to be able to check me. I love that. And Ben's not. You go first. And if I can't do it, then I'm a phony. I don't want to be a phony. Not to you guys. Yeah. Now can we make one deal? As we go to get out of here today, everybody say Alcatraz. Okay. Nobody gets out of here alive. That's it. Nobody on the phone. Hey, you pick up that phone. I played hockey with Norm Ryder. Anybody that played hockey with Norm Ryder, you can tell by the way they state, oh man, you played for Norm. I want anybody that sees us to say, you guys are free and resilient. I want that to get, holy, oh my God. And our incomes are going to go up exponentially. Dude, I swear to God in my life, you'll all make a half a million. And here's how it works. That's the number. By the way, it's a half a million. If you walk out of here and you let someone else hijack your brain, that's on you, dude. I can't help you. Am I right? Can the training help you if you let losers take up space in your brain? Andy, Andy, I worked at a gym, a racquetball club. I had an elite job there. I cleaned out the lockers. I'm cleaning out the locker one day and I found a paste of a guy. I'm 19 years old and I see the paste of him. And I need $36,000 to do that one. So that is the list that I could pick with that. And I'm going to first come around to it. And I'm just going to give you a tour about the training that I'm using to help. I'm not going to talk about it. Wow. I have a lot of confidence in you on that. A lot of confidence. It's $45 an hour, 24 hours a day. And so how do you get your company, your lead sources, your brain open 24 hours a day while you're sleeping? And so I just, I've got to get around men and women that think like that. Not that they're dragging us down. They say, boy, I want to live through the war. Be telling the time to be here, I'll be here. The guy that I trained, Mahmood Nabi, stopped in to see me the other day. Nabi worked and he said at that desk there he was a surgeon. We used to train early in the morning and then recap at night. And he walked in and he gave me a bottle of cologne and he wanted to thank me. He said, I just want to thank you. I was a baby in your hands. I never worked in this industry before. And last year, last year, I made a million dollars doing finance. And a year before that, I made a million dollars. I put both of my children through medical school. 100,000 each for my girls. They're finding me. And so, what, where can we go from there? He's at a million looking to go further. Not a damn comeback. He's a professional. I use the example. He reaches in, takes your heart out. Hello, this is your heart. Would you like it back? Let me tell you how that can happen. And yesterday, ah! I'll take care of it. He's a surgeon. He's a surgeon. And you know, the old saying is when you're being closed by a program, never know it. You never know it. Because he's a problem. Master communicator. And nice is the Kevin Swarman. He came over the head. Hello, can I introduce you, Ryan? He's a killer. Yep, he's a killer. Yep. So we'll finish this out. And by the way, I'm grateful to be here. I just want to tell all of you, I'm grateful. I love this place. I've watched you guys for a long time. If anybody knows, like, we've studied you guys. We've watched you. But now that we're here, we're tying in two of the most dangerous things in the industry. I'm going to NADA, right? Who am I going with? Yeah, we're all rolling with it. The assassin squad. We will listen. I'm not going to do that with the boys. Come on. Go! Guys, go! There will be, there will be either the play or the predator, am I right? We are predators. We are not predators. I'm hungry! Let's go! Let's go! We have a question we asked you, right? And the question is very simple. Who's got a federal media? Nobody! Nobody! Who's got a federal media? Nobody! Man, this team's gone a lot. And you're giving us the tools and the structure that they need to accomplish what they want to accomplish. It's up to us, right? It's up to us to bring the resources. It's going to be up to you to do the work, okay? And if you do the work, half a million dollars for everybody. He's going. That's it. That's it. Come on, guys. Come on, guys. Everybody, make sure when you do the work work, every day Brian's going to get a review over the managers. Who did the training? Who didn't do the training? What training they did? If you don't train, do you lower the standard of the company or raise it? Lower it! You lower it. Nobody's going to lower it. Everybody's going to raise it. You don't train anyone. Right. But here's what I want to say to you, right? Like, just make sure they were aware if someone doesn't care, we'll know, okay? Secondly, I hope today you see your new life and what I want you to really understand is one thing for me, okay? Is this, you're freaking a badass. You are a badass. When you get in and you study this, you're going to annihilate your roots. Once you study how you say it, you believe in what you're saying. And I'm telling you, the next time I see you guys, that's the best. The next time I see you on the Zoom call in 30 days and I'm going to see her for the first time, I'm going to be like, hey, I've got a couple more girls I'm going to go with that. I want you to bury me. I want you to be like, dude, this is a joke. You know what I'm saying? And then I want you to handle it. Is anybody afraid? No. Okay, guys, let's go to work. Let's do it. Let's do it. Everybody, everybody. One more time.