 Hey guys what's up it's Andy. This video is going to be about prospecting lead generation and referrals. All right guys look we're going to talk about lead generation. Lead generation is something that most sales people don't know how to do. And look repetition is the mother of skill. Okay in the beginning what I'm going to teach you right now to be a top sales associate is how to generate your own leads. So we're going to start out number one with lead generation. Now let's talk about some things that don't cost any money. It's just sweat equity which means you got to show up and do the work. I'm going to start out with number one. We're going to talk about Facebook. Facebook is probably one of the most powerful things out there that you can leverage and use for lead generation. Why? Because everybody's on Facebook. So there's some things that I know. So most people between 7 a.m. and 10 a.m. in the morning when they're at work what we call scrolling. They're scrolling through Facebook. You know what they're doing? They're not working. So if you were to post on like let's say Facebook marketplace at that time you're going to have a lot of browsers. Okay now I'm not talking about car salesmen not working although that hopefully isn't you. I'm talking about sales associates that are working to post their cars on the market to catch our customers scrolling by vehicles that we have to create interest. Maybe they have an itch. They want to look for a certain vehicle. Maybe it's not today. Maybe it's in the future and you're going to scratch that itch. How you going to do it? You're going to do it by posting an ad. So I would recommend number one we want to start out between 7 and 10 a.m. in the morning post one car on Facebook marketplace. The marketplace is a place that has hot and cold in market buyers right now. Okay cold means this maybe they're four to six weeks out but if you post a car today there's a good chance that they could reach out to you and be in the market today. Alright scratch the itch. Then you have hot which means in the next day or two they're looking for a car to buy. So they're on there looking for and by the way you can post cars all day every day but I want to tell you how to start your day. So prospecting I believe can be done midday but needs to be done in the morning. Get in on the early shift. Go outside. Look let me give you some examples. You say Andy what do I post? Well post something that's hot. Okay something that's unique. Okay when I say the word unique let me explain what I mean. You're taking a 2011 model and it's got 40,000 miles. Well it's an older car with lower miles that's great. You're taking a 2019 but it's got 90,000 miles. Well that means somebody can get a 19 model and it's going to be priced less than the market usually it has it priced because of the miles. Okay and that right there could generate a lot of leads but also you can have somebody that could find an attractive car like a 2011 with really low miles that even though it's pre-owned it's new to them and their family. Maybe it could be a lifted truck. Maybe it's a diesel. Something that you see out of your inventory that you're like you know what there's a butt for every seat right? I got that but there's a specific car today that I bet if I had posted somebody would definitely be interested in it. Use your gut feeling for knowing your business and find that car and then go and post it. So what I'd recommend is that you could use the dealership pictures okay but I like to take the vehicle. I like to go photo it myself. Take four to six pictures pretty simple. Take that vehicle go post it in a nice little or go take pictures in a nice little area and then come back go to your laptop or go to your computer or go to your cell phone and go to Facebook marketplace. Not on your Facebook page but Facebook marketplace. Go through and post it. Now your ad copy is really important okay. I want you to think about how cruise line ads work. They show a picture of somebody taking a cruise. There's beautiful people there's sunshine there's palm trees there's water you know people are laughing they're having a good time they're relaxed you know make it look like it's a once in a lifetime find. So let's talk about Facebook on your main page right? Facebook post. You obviously have people that are in your area let's say you live in San Antonio. Well if you have 1200 friends you have access to 5000 friends on your Facebook page. Go and start messaging or sending friend requests to everybody in your area if you're in San Antonio and get some more friends. So what you can do is that also when you put that car on Facebook marketplace you could also take and put that car on your Facebook post every day. Now that means the people that are your friends will see that post it'll pull up in their feed so when they're scrolling they'll see what you have for sale. Also you have what's called Facebook story. So you have a little story box okay and it looks like this it allows you to add a 26 second video. As a sales associate I would say you take 26 seconds to talk about the special that you have. This isn't really your pictures but it's a video of you in front of your car so you'd say hey guys it's Andy here look I'm sitting here I got a 2011 model Ford Fusion it's got 40,000 miles guys it just came in last night. I can't believe we just traded for this car. Look guys if I had a hundred of these I could sell a hundred a day nobody knows that we have this car. If you're looking for a new vehicle guys I've got this once I put it on the internet it's going to be gone this is an early bird special reach out to me 999999999 guess what I have this car it hasn't even hit the website yet let me tell you about it. Boom post that 26 second video on your look look let me make sure you understand on your story okay that's your story you got your Facebook which is called your post and then you got your Facebook which is called your marketplace which means this is actually where cars go for sale and people look for cars that are for sale so that is going to be a form of lead generation I would tell you now secondly you could also post on Craigslist Craigslist is hot it does cost five dollars per post a post on there this one's free but if you have a really unique hot deal rare find or something put it on Craigslist it's great okay guys so listen let's talk about as a sales associate what it means to know how to prospect now look as a sales associate if you're on the showroom floor your service department is always humming always humming you can always walk over to service and meet somebody that's what prospecting means okay lead generation and lead gen means to actually go create an ad maybe make some ad copy take pictures and try to create someone to reach into you these customers most of the time are already in your store so you could always go over into the service drive and obviously I don't care where you're at as a sales pro as a sales associate your dealership needs more inventory it's just the truth there's a shortage of inventory around the world right now so more cars equals more sales so you could always walk over into service and say hey how you doing my name's Andy great to meet you number one I just want to say hi I'm glad you're here today um what are you in service waiting on and they can tell you and then say hey I just wanted to say this our dealership is giving more money right now than what cars are worth it's crazy we're selling cars faster than ever but they love pre-on inventory would you mind if I ask you a question if if I could give you more money than what your car was worth more money than what it was worth would you entertain selling it to us and they say well what's it worth and you say hey great question look let me get to that secondly if you did get more than what it was worth what would you replace it with if you did sell it to us would it be something less miles bigger smaller maybe newer brand new again what would it be if that number was right that right there is called prospecting guys I want to tell you to work your service drive and to work your service station you have to understand it's one of the hottest areas in a dealership the trades are the best the customer is already there in the dealership they haven't done a lot of research but who doesn't want to upgrade for a great deal so as a sales associate learn how to prospect it is very important and you'll never lack it in your service department okay guys so let's talk about number three which is going to be referrals referrals or everything guys listen men and women sales associates all the top professionals in the world in the automotive industry understand you spend two to three hours to deliver a vehicle to sell it why wouldn't you want that customer to send their friends and their family and to come back and buy all the vehicles they're going to buy for the rest of their life and make that first two or three hours you spend with them count for the rest of their life you you've got to look farther than the hand in front of your face you've got to be able to look out here and say look the best opportunity that in your man or woman could ever ask for is in the automotive industry and it comes from referrals so scaling your income as a sales associate will happen by creating a pipeline of referrals as you continue to sell so one year two year three years four years on your fourth year you shouldn't even ever have to go out and do lead generation or prospecting because you have so many referrals coming in that it's just your day set before your day's even here okay these people that you've sold one time they want to purchase something again and it's their time back around so number one how do we handle a referral okay and how do we start it so if you don't have any referral business right now number one first day call after they buy obviously tell them thank you three day call seven they call thank you thank you any questions about your car any of the way it operates that you don't know about or understand i just want to make you out maybe i'm reaching out too much but i'd rather reach out too much than maybe you not reach out to me and tell me that there's something wrong or there's a problem i just want to be there for you and serve you at the highest level and give you world-class customer service when you do that it's just finding bias to your customers that you were as great as you were that you were a genuine person you didn't just do a thank you there's your car and then if you need something else let me know you really stayed in tune with them and told them that you were different if you act like your competition they'll treat you like your competition don't this is a chance for you to really prove that you're different after the sale which will really truly create them as a referral and make them loyal to you so my goal is is that you do that first week of follow-up and then after that you know you have your monthly follow-up every month you need to call them and say how are you doing i just want to reach out and say hello and say thank you if you're not going to make time to pick up the phone you're not making time to scale your business now whenever i talk about referral something that's really important you can get referrals from the person you just sold but also the person you just sold could send you a referral okay one of my favorite ways to do it is to leverage social media and what that looks like is this i'm a sales associate i have miss johnson she just bought a brand new bmw i would say miss johnson i would love to inspire other bmw buyers out there that are like you that this is a great place for them to come do business with would you be okay with that i'd love to make a five to ten second video i'd love for you to be in it i'll do most of talking if you'd be okay with that they say sure that'd be no problem i say hey guys what's going on it's andy i'm here with mrs johnson guys look at her brand new bmw she just purchased it today she's amazing she deserves it but miss johnson what did you think about the service you got today was it great what do you think she's gonna say she's gonna say oh my gosh it was amazing you guys are awesome say miss johnson i can't thank you enough congratulations on your brand new vehicle look if you ever need anything i got your back for life i appreciate you so much that's it and then what you do is that you'll post that on your page but you'll ask you'll say would you mind if i friend requested you right now and you accepted it and then i tagged you in the post i would love for you to share the celebration on your facebook page would that be okay what do you think they're gonna say they're gonna say sure that'd be all right so now they've done add to add to profile they've put that on their page now mrs johnson has your video you made with her in it and her saying to her 5000 facebook friends that she got a great experience from you now i want you to watch this this is very very important you can't miss this part people are going to start commenting on her page or liking it on her page with her purchase when they like that i call it turning leads in the likes which is actually another form of lead generation and prospecting and what you do is that when that person likes that video you want to take that like and click on it and see who it was because you'll get notified and then you want to basically send a video and say let's say her name was ruby she liked it i say hey ruby what's going on it's andy look i sold miss johnson her car i saw your thumbs up that we were celebrating she got it number one i just want to reach out so you have a name with the face i was the one that sold it to her she's amazing look if you ever need anything from me my cell phone number is 999999999 reach out to me let me know if there's anything i can ever do for you have a blessed day boom now all of her friends got a video from the salesman that sold her the car saying you're awesome thank you for thumbs uping and celebrating with her there's anything i could ever do for you let me know here's the deal you may have one person reach out and say i've actually do got a question do you have any of these bam lead generation referrals somebody comments below never fish in the comments remember i said this somebody comments below and they say oh my gosh judy beautiful car you need to comment and say thank you so much for commenting on judy's video she's amazing she deserves it and now that person right you don't say hey reach out to me i sold the tour shoot me a text message you never fish in the comments you dm them behind the scenes and that is where you're going to get your best referrals now listen if you did this with every car you sold and you sold i don't know 200 cars a year i mean you could only imagine how many people would learn to know who you are look who are you what do you do are you great at what you do and where are you if people don't know who you are and what you do and where you're at i mean what does it matter your goal is is it is it more important for you to know people or for people to know you it's more important for people to know you and you sell cars and you give world-class customer service they need to know who you are and what you do guys if you will follow this you will have more referrals than you know what to do but always remember this consistency is key you can't you can't do things once in a while what's what's practiced in private is seen in public these are things that aren't fancy you do them behind the scenes but all the top sales associates the one percenters they get more referrals and they know what to do with it and you never have to wait on a customer for the rest of their life instead of chasing customers their customers chase them okay guys you made it to the end of the video you are the one percenters do me a favor shoot me a text message 918-210-254 listen let me ask you a question are you making a quarter of a million dollars a year selling cars are you making a half a million dollars a year selling cars why are you accepting less than what you're worth don't be afraid don't be paralyzed with fear and indecision reach out to me guys i mean 700 grand a year selling cars i will help put together a strategy and a game plan for you specifically for you how you can dominate it in the store that you're at shoot me a text 918-210-254 i got your back for life let's crush it