 Call me. I'm a previous customer. Ready? I swear in my life we're in a dial a customer in a minute and I will shut them down in the first call. Let's call a customer. Oh, I need us two minutes. I won't waste your time. An outbound call. My man who says he has time block problems, right? That he needs to make a hundred phone calls a day or sell one car. What does that mean? That means if he's working from nine to five either hits a hundred dials or sells one car. Now does he got to sell someone a car off the phone? No, he could sell him a car off the lot but he's got to hit a hundred dials. Does that make sense? Okay, so remember this. I said this to you guys earlier. I said everybody has a hundred and fifty hours a month that they're not doing anything with. So where are we going to put that hundred and fifty hours? Make an outbound calls which are I call cold calls. Now we can call two people. We can call leads that have came in who didn't buy or we could call people who buy here before, right? You guys had a lot of people buy here before, right? Okay, call me. I'm a previous customer. Ready? Alright, ring ring. Hello. Good. What's going on, buddy? Everybody listen to me. What do you guys do for a living? No, you don't. You guys, you do build relationships. Yeah, you do sell cars but you guys speak for a living. Self-mastery. Get your mind right. Take care of all that. What comes after that? Speaking. Do you guys love where you work? Yes or no? Do you guys? Okay. Is your job to get people to say yes or no? Bring the language to get me to say yes. Your job is to be a master communicator. Make it easy to say yes to, hard to say no to, and make it the client's idea every single time. You want me to show you? Okay. Ring ring. Answer. Hey, what's going on, Kevin? It's Andy down here at ABC Chevy where you bought your last car from. Listen, I was reviewing your account. I need about 30 seconds of your time. It's extremely important. Can I get 30 seconds? He said yes. Awesome. Hey, do you saw the 2019 Chevy or Chevrolet you bought from us back in 2020? You still got it? Okay, beautiful. Well, the reason why I was reaching out is because my general manager, Dane over here, he wanted me to ask you if you still had it. And if you did, he wanted me to ask you a second question. If he was willing to offer you more money, more money than what your car was worth, would you mind if I told you how much that was? Can I tell you? Did he say no to any of this? Can I make him say yes? I'll say all right, cool. Let me tell you how this works. Basically, my general manager, you know, we've wrote over $200,000 in checks for vehicles over the last 30 days overpaying for people's cars. He's getting so crazy we're about to put him in a straight jacket. All I need you to do is come down to the store. It's going to take about 30 seconds. I'm going to give you a crazy offer, blow your mind and in the end of your decision. Is that sound fair? Oh, yeah. This is easy. This is all day long. I'm just dialing. I'm getting people in. When I do that, what is he thinking on the way in? Man, I wonder if I sell it. What am I going to buy? Hey, I wonder what they're going to give me. Is he thinking about buying a car? Is he thinking about doing something? Yeah, because if he said no, he wouldn't. He wouldn't come in. But I got him to say yes. This is Andy down at ABC, where you bought your last car from. I'm reviewing your account. I need 30 seconds of your time. It's extremely important. Can I get 30 seconds? I hooked him. Do you guys hear me? Okay, if you guys want to be great at anything, you got to hook people. You got to get them interested in what you're talking about. When you call someone and they're doing something else, don't you got to get them interested? Do you want to learn how to be a great salesperson? Yes. Okay, what if I teach it to you and you won't learn it? Okay, you guys want to learn this? Yes. If you listen to me, I just figure from now to the end of time until I leave, I've told you guys self masteries number one to change. And if you don't change, nothing changes. Let me teach you guys how to make an outbound call. Is that cool? If you guys will memorize this right now, and you'll get good at it, I promise you when I leave, you guys will all set 10 or 20 appointments every day. Is that cool? Okay, have a seat. Let's let's train. Every class has been different. This one I'm going to train. Alright, write this down. You ready? I need a new piece of paper. Let's let's go to a new a new spot. Okay, so so yeah, yeah, let's let's make sure you have room to write. Okay, so customer answers, they say hello, when you say hi, right down. So a lot of people asked me, hey, Jacqueline, how do you manage being in business, being a mom, being a wife, and also handling a team and everything in life. Well, now we have all the answers. I started a show that will be on my YouTube channel. Now it's going to be on Jacqueline Elliott is the YouTube channel. And I'm going to be releasing beginning on January 15th, a podcast every week. So if you're curious about who is behind Andy Elliott in the Elliott group, check it out. See you there. This is write your name. What's your name? Right, right? Okay, hi. This is Ryan with Okay, everybody ready? We're going to memorize it. You write it down. Okay, cool. The next thing you say is I was reviewing your account. I was reviewing your account. What is your account? I got your name, a phone number. We're good. It doesn't matter. No account. But that gets them interested like what account? Okay, I need 30 seconds of your time. So write this down. I was reviewing your account. I need 30 seconds of your time. It's extremely important. Okay, everybody got that right? Okay, everybody, this is called a quick pop. So it's like this, I say something, I say something, I say something, and then I don't give them a chance to think and I just pop them with something real quick. Does that make sense? And I say, can I write that down? This is where you wrap up the sentence with can I get 30 seconds? And it's like a question and it's like a question mark, like explanation point. Okay, so this Hey, what? Hi, this is Ryan down here at CDJR and Arbor. I was reviewing your account and he 30 seconds of your time. It's extremely important. Is tonality important? Yes, yes, you got to have tonality. So if it was a real iPhone call right here, and I could call any customer and close them in front of you. I swear on my life, we're gonna dial a customer in a minute, and I will shut them down the first call. I don't care who they are. What's going on in Sandy down here at ABC Motors, where you bought your last car from? Listen, I was reviewing your account. I need about 30 seconds of your time. It's extremely important. Can I get 30 seconds? They always say, yeah, that's all you need. There's the first yes. Does that make sense? Okay, and I want you to write this down. Awesome. I got two quick questions. Just say awesome. I got two quick questions. And then you say question number one, you're going to label the question. Do you still have the X, Y and Z car that you purchased from us? Very simple. Do you still have it? 99% of the time they're going to say yes. If they say no, say, Oh, no. Well, what do you got now? And then they're like, Well, I got a 2018 Dodge Ram. Oh, tell me about it. Okay, cool. Why? Oh, how long have you had it? Okay, awesome. So that's the vehicle you have now. Awesome. So my second question, you just move right in because you're going to ask a question on that car instead of that car. Does that make sense? So question number one, do you still have the X, Y and Z car and they're most likely going to say yes, if not just deviate and say what do you got? Okay, once they say yes, question number two, my general manager wanted me to personally reach out and ask you if you still had that vehicle. And if you did wanted me to ask you by the way, I could say question number two, I could say he wanted me to ask you the second question. Does that make sense? It's like, I wouldn't ask this. That's why you're asking the second question. So it's kind of formatted like this. What's going on? This is Andy down here at ABC Motors. We bought your last car from us reviewing your account. Any 30 seconds of your time is extremely important. Can I get 30 seconds? Sure. Okay, awesome. Question number one, it's got two quick questions. Question number one, do you still have X, Y and Z car you bought from us previously? Yes, I do. Beautiful. Well, since you have the vehicle, the second question my general manager personally wanted me to ask you, you got to say general manager personally wanted me to ask you. That's the most important thing. Okay, is that if he was willing to offer you, since you have it, if he was willing to offer you, my general manager, if he was willing to offer you, remember that if is so important, if he was willing to offer you, I want you to write this very carefully word for word, I'm about to say next, if he was willing to offer you more money. And listen, I want you to do me a favor, put a dot, dot, dot, which means there's a pause. And then I want you to say more money, you say it twice. It steals it in their brain. He wants to know if we're willing to offer you more money, more money than what your car was worth. Would you mind if we told you how much that was my general manager wanted personally reach out and ask you if he was willing to offer you more money, dot, dot, pause, more money. It's like we're popping them in the mouth with it. And what your car was worth, would you mind if I told you how much that was, would you mind if I told you how much that was? Okay, and then and then put dot, dot, dot, and say, Can I tell you? And they're always like, Yeah, you can tell me. See, you just you're bringing them along. This is this is called make it easy to say yes to hard to say no to make it the client's idea. By the way, remember this, I sold 70 to 80 cars a month when I sold cars. So if anybody wants to know how to sell more cars, I'm telling you if anybody is like, Oh, I don't I don't want to listen. So I don't know what to do. Keep selling eight cars. But I'm telling you how to sell 50 cars a month. I'm telling you right now. And you can all do it. I am a trained assassin. I got trained by somebody. I memorized everything my mentor told me. I knew my stuff, my mentor stuff better than he knew it. That's how serious I was about making money and changing my life. And you're going to have to be the same way. So here's the play we're going to run. If you guys get a customer on the lot, okay, on the lot or the phone, I know naturally you're going to try to sell it. I know that right? The money you're making now is this. Am I right everybody? Now there's a new category of money. And this is called cold call. Okay. Now I'm going to show you what to say when they're on the phone to get them in. And I'm going to show you what to say also to get them in and also what to say when they get here to get them to buy something. Is that cool? And we're going to finish this day with you guys knowing what to do to pick up this money. Now everybody's like time management. You see people on the phone dial on the phones all day long. No, we are now. You can call anybody you want and say this. You can call anyone and you could just ask him. Hey, it's Andy down here at ABC Motors. You inquired about a vehicle in the past. Hey, my general manager wanted me to reach out for 30 seconds and ask what vehicle you're currently driving. I'm driving this car. Okay, awesome. Well, let me ask you a question. My general manager was willing to offer you more money, more money than what that car was worth. Would you mind if he told you how much that was? Could we tell you? Yeah. Dude, you call anybody. You don't have to be previous customers. It could be someone who inquired on a lead. It's the same language. I could walk out to the service drive. You guys got service customers? It's Andy Elliott. What's your name? Mike. Mike, nice to meet you. You got your car in service? Yes, sir. Nice, man. Well, awesome. I appreciate you doing, you know, doing business with us here. Hey, what can I get you to drink something hard or cold while you're waiting on your vehicle? I got something. Thank you. Help me get you something, man. If you come to my house, I got to feed you. I'm going to get you something, something hot, something cold. I'll get you an empty cup. I got to get you something, Mike. What do you want? I'll take a water. See? I'm going to get his ass to take something. You know why? Because he's about to sit down with me. Do you guys understand that? Everybody get that? Reciprocity. If I give something to Mike, Mike's got to give something back to me. I'm going to make Mike take something. I will go get an empty Styrofoam cup and go here. I wasn't playing. I'm going to get you something, okay? Now, everybody pay attention. If I walk out to service and I go meet Mike, then I'm going to say, hey, Mike, what do you have? He's like, I got a 2018 Toyota Corolla, 30,000 miles. Awesome. Did you buy it from us? Did you buy it somewhere else? How long have you had it? Well, listen, my general manager right now, they're trying to buy as many economy vehicles as they can. Let me ask you a question. Why you got in the service drive? Hypothetically, if he was willing to offer you more money, more money than what your car was worth, while you're sitting in service today, would you mind if we told you how much that was? Can we tell you? It's like, okay, hey, hypothetically, Mike, let's say he offered you more money than what it was worth. What would you replace it with? Something newer, bigger, smaller, lower miles, better gas mileage? What would it be? I would want something the same. Hey, like newer? Yes. Lower miles? Yeah. Okay. Kind of like the same Toyota, same style body, or does it got to be a Toyota again? It'll be the same car. Mike, do you got a magic rabbit foot in your pocket, buddy? Because it's your lucky day. I got something, Mike. Come here, come out of service with me. Now Mike's walking out on the lot with me. Does that make sense? Does anybody know what persuade means? What does it mean? To persuade is to influence someone. It's what leaders do. You know why you all have to be leaders in here? Because I know who the leader is, and I know who the leader isn't. When you become the leader, I want to follow the leader. Do you think customers want to follow the leader? Damn right, they do. They pull up on the lot, and they know who isn't the leader. They know who's the leader. You know how I knew that? Was that the guy who runs the store? Was it in the corner? How did I know he was the guy that ran the store? No, because you can see it in his eyes. I could see it in his eyes when I walked in. I don't know who anybody is. I walked in, I go, hey, you run the store, don't you? And he goes, yeah. And I said, okay, it makes sense, because your eyes tell me you run the store. I know who runs the show. I wish when people would pull up here, when you would make a call, you would sound like you ran the show. By the way, that's not arrogant. It's not being an asshole. It's not cocky. It's confidence, baby. Do people love confident people? People want to do business with confident people, and not arrogant people. Some people carry this freaking look on their face, like I don't give a fuck. And I don't like that. Like, it's all about me. It's not about you. I want people to love me. I want people to make me feel important. I want people to onboard me to their brand with love. I want that. So do your people. You've got to be confident. Okay? Now, let's role play this cold car. Everybody got it rolled down? Okay. All right. Ready? Go. I'm going to let you do it, because it made your role play. You ready? Hello? Hi, this is Kevin from CDJR Van Harbour. Would you review your accounts? No odds. Okay? Ring ring. Hi, this is Kevin from with suburban CDJR Van Harbour. I was reviewing your accounts. You have 30 seconds. I need 30 seconds of your time. It's extremely important. I want you to pause between each one. Hey, what's going on? It's Kevin down here at Van Harbour. Look, I was reviewing your account. I need about 30 seconds of your time. It's extremely important. Can I get 30 seconds? That's what I want you to sound like. Does that make sense? Read it. He's not in front of me. He's on the phone. It's okay. Read the paper. All right, go. Hi, this is Kevin with CDJR Van Harbour. I was reviewing your account. I need 30 seconds of your time. Can I get 30 seconds? Okay. All right. You go. Hi, this is Cody with Mercedes-Benz Van Harbour. I was reviewing your account. I need 30 seconds of your time. It's extremely important. Dude, you're ready to call someone, aren't you? I did this on Tuesday. That's exactly what I said. This? Listen, the question is now, will you guys make the calls? Will you? Okay. We're going to call someone. What happens whenever they, and by the way, can I get 30 seconds of your time? Yes. Now go to the next part. Go. Sure. Yeah, you can get 30 seconds. What's up? Also, I have two quick questions. Question number one, do you still have the 2020 Mercedes-Benz GLE? Sure do, buddy. Fantastic question. I have two. My general manager wanted me to personally reach out to see if you had this vehicle. If you did, sorry, I wrote it down. Go ahead. You're good. If he was willing to offer. And if you did, I wrote it down where? It's okay, but that's where I have to write it down right. Okay, listen to me. My general manager, when he personally reach out and ask you one question, and since you do have it, I'm giving an example, he wanted me to ask you if you still have it. If you do have it, he wanted me to ask you one question. If he was willing to offer you more money, more money than what your car was worth, would you mind if you told you how much that was? Could I tell you? Okay, now do it again. And if you did, if he was willing to offer more money, more money, more your vehicle was worth, would you mind if I told you what that number was? Okay, you need some tonality, buddy, and you need a voice. Okay? All right? So this time, say it like you want to sell something. Say it like that this is your place, that you own this shit. Hey, listen to me. Say it like you want to be a millionaire. Okay? Do you want to be one? No, you don't. Prove it. Come on, prove it. Start from the very beginning. Nailed this shit. Let's go. Guys, this right here is how you get good. Am I right? Listen, it's just a piece of paper. We're just reading it. There's no, I'm not making you make anything up. I'm not making you guess. Nobody has to come up with anything. It's just right there. Okay? It's okay. I'm cool with this. You'll memorize it soon. Okay? All right, go. This time, talk to me like you want to be a millionaire. Hey, this is Cody Finn. Yeah, so it goes like this. No, you're not. You're not nervous. Number one, don't ever tell yourself you're nervous because you're not. Okay? Do you guys hear me? Listen to me. Some of you, you say I'm shy. You're not shy. Someone else told you you're shy when you're young. That's why you act shy. You're not shy. Matter of fact, you don't want to be shy. Do you want to stand out and be a leader and help a lot of people? You're not nervous. You've been waiting on this. If anything, replace nervous with excited. You're excited to do this. You're excited to earn more money. Yeah, sure. It may feel weird. That means I'm excited to do it. Like, dude, I want to get this down so I can go make some more money because I know the money I'm currently making. Yeah, I can close more deals when you self master yourself. You're going to sell more, but dude, we got to get on the phones. Am I right guys? Yeah. The reason why we're not making money so we get on the phone. If nobody gets on the phones when I leave, it shows that you're lazy. It shows that you don't care. Remember this. If you guys were in real estate and let's say the number one real estate guy in the world who sold the most houses would teach you how they sold that much real estate, would you do what they said? You guys better do what I say. I'm not the king. Okay. I'm not, I'm not saying on the top one. I was the top 1% in the auto industry. I'm saying I was the best. I'm saying that how I got the results I got was because systematically I knew what I was going to say. So most people pick up the phone and they don't know what the outcome is going to be, but I know what the outcome is going to be. I can make you say what I want you to say and I can make anybody do it. Now I'm not saying you're not going to get somebody sometimes that's like, oh yeah, I don't want to know. I love my car. Thank you. I'm going to hurry. I'm with my kids in the car. Have a blessed day. Boom. Go to the next. It's totally cool. Okay. But most of them, they'll come in on this. Okay. Remember your job is to inspire, motivate and persuade people to get interested in doing something with the vehicle. Okay. All right. You got it this time. Let's go. Hey, guys. What's going on? It's Andy. A lot of you leave comments telling me that you need help. Do me a favor. I'm going to tell you the best way to get a hold of me. Shoot me a text message right now. 918-210-0254. 918-210-0254. I'll help you with whatever you need. I got your back for life. Let's get back to the video. So it goes ring ring. You're going to answer the phone. Hey, this is Cody with Mercedes-Benz of Ann Arbor. Yep. I was reviewing your account. I need 30 seconds at your time. It's extremely important. You get 30 seconds. Bam. Next. Awesome. I have two quick questions. Question number one. Do you still have a 2020 Mercedes-Benz? Yes. Awesome. Question number two. My general manager wanted me to personally reach out to see if you still had that vehicle. If you did, if he was willing to offer more money, more money than what your vehicle is worth, would you mind if we told you how much that was? Can I tell you? That's it. That's perfect. Okay. Can everybody do that right there? So once they say all these yeses, here's what I want you to do. Everybody write this down. You ready? Say awesome. Let me tell you how this works. Because they're going to be like, sure. And you're going to say, awesome. Let me tell you how this works. Awesome. Let me tell you how this works. But my general manager has spent hundreds of thousands of dollars just like this. My general manager has spent hundreds of thousands of dollars this last week overpaying, underlined overpaying because you got to really emphasize that word. My general manager has spent hundreds of thousands of dollars this last week overpaying for people's trade ins. And I need you to do me a favor. Put this next line. Okay. And put he's getting so crazy we're about to put him in a straight jacket. Ha, ha, ha. Trust me, it works. I do it every time. Never not works. My general manager has paid hundreds of thousands of dollars over the last week overpaying for customers' vehicles. He's getting so crazy. We're literally about to put him in a straight jacket. And you're like, he's getting so crazy. Everybody, can you make it sound like you're laughing? Like he's getting so crazy. We're literally about to put him in a straight jacket. It's nuts. Can you do that? Can you guys fake it a little bit? Okay. Look, let me tell you how this works. Really simple. All right. What are we going to say next? Go ahead. I said, let me tell you how this works and what did I say? Let me tell you how this works. My general manager has spent hundreds of thousands of dollars this last week overpaying for this last week for people's trade ins. He's getting so crazy we might have to put him in a straight jacket. Yeah. Now, let me just sound like you're laughing. He's getting so crazy we might have to put him in a straight jacket. That's what I want. Okay. And say, so. With that being said, what time can you make it in? Would right now be okay? Or would after work be best? All I need is about two minutes of your time. That's it. Awesome. So what would be worth? Or what would be best? Could you come in right now? Or would after work be best? All I need is about two minutes of your time. I'm about to arm you guys with what happens if they say no. So all I need is for you to come down for about two minutes. My general manager literally is overpaying for everybody's trade ins. He's spent hundreds of thousands of dollars. Okay. All I need is two minutes of your time when you can make it in. Okay. Are you ready? What if they say, well, can't you just tell me on the phone? They'll try that sometimes. Oh, I don't want to come in. Or they'll be like, oh, you know what? I just don't have time for that right now. Okay. Can you guys do me a favor? Write this down. If they say no, I want you to say this and you will turn them around. Are you ready? Write this down. Just put if they say no. That way you remember that this is only to be said if they say no. At any point in time, if somebody says no, I want you to say this. And I want to see if we can turn them around. Okay. Just say, they're like, oh, no, no, no. I can't you get me on the phone? Actually, no. Well, number one, no, I can't. My general manager, by the way, hold on. This isn't the no. I'm going to tell you what happens if they say no. But if somebody says, well, can't you just tell me on the phone? Just say, no, I can't because my general manager has to go out and take a look at the vehicle for about two minutes. And then he's going to make you a crazy offer. Have you ever won the lottery? Have you? You just have. Okay. So all I need you to do is come in and I'm going to take care of that. All right. I mean, the fact that I'm calling you right now, you must have a magic rabbit foot in your pocket. Okay. It's your lucky day. When can you make it down? Right now or after work. Spin out of it. You guys feel me? Okay. Let me tell you this. There's a close called press through close. If I'm trying to get through to someone on the phone, I'm trying to get them to come in and they're like, can't you just tell me on the phone or whatever. I want you to do me favor. I want you to say this. When you come in, we're going to blow your mind. Listen, ask them. Have you ever won the lottery? Ask them that. Listen, ma'am, all you got to do is come in. It's only going to take two minutes. Look, have you ever won the lottery? They'll be like, huh? You're like, you just have, ma'am. All I need you to do is come down. Look, you got a magic rabbit foot in your pocket. They're like, what? You're like, dude, because it's your lucky day. This is going to be crazy. All I need is two minutes. Look, when I'm done, I'm going to send the address to where we're located, which I know you know where we're at, but I'm going to send a picture of me, and you'll have my name. And then that way, when you get here, I'll meet you out front, and then we'll get this wrapped up for you. Is that okay? Push through. Do you hear me? Do not stutter. Do not sound uncertain. Make sure that you sound confident. Okay? You guys see how this works? Okay. Guys, this is how you make a half a million a year. Now, what if they say no? This is what I want you to write down. This is what we're writing down. Okay. If they say no, say I totally understand. And then you say, let me ask you a question, because that's what closers do. Okay? You say, hey, I totally understand. Let me ask you a question. Hypothetically, if your house was worth $100,000, and someone was going to give you $500,000, I mean, you give them two minutes of your time, right? And they'll always say, well, yeah, I mean, I'll give them two minutes of my time. Great. That's all I need is two minutes. When can you come down? I'm going to give you a crazy offer and blow you away and in the end, it's your decision. Everything is always in the end, it's your decision. I can get a phone right now. Hey, let's call a customer. Somebody, let's get a previous customer. Can somebody get into a CRM? What, are you ready? Hold on. Hold on. But I'm going to ask you a question. Do you have that down? Hey, hold on. Who can do this in this room? Who can do this? Who wants to be a hero in this room right now? Come on. You want, can you do this? Come here. All right. All I need is somebody who bought a vehicle back in 2021. Now, he doesn't work at this door. She's pulled up the CRM. Oh, who works in this store? Yeah. That's a better question. Well, then you're going to do it, little lady. Hey, first of all, you know. I knew this was coming. Well, Tommy, you know how to do this. Yeah. Okay. Yeah. All right. Tommy, you're going to set the first appointment that we call. Okay. I'm willing to bet a thousand cash. Tommy will set the first appointment. Now, Tommy, listen to me. Here's our deal. Number one, this is what we do. Okay. But number two, everybody in this world is going to say yes, as long as you follow this. So I'm going to role play with you before we get this. Okay. Is that cool? Yeah. Okay. Hello. Hey, this is Tommy. Down it. Yeah. Don't have to look at it here because I want you to focus. Are you ready to read it? Yeah. Well, no, no, no. But I just want, I'm not going to look at you because this is a phone. Okay. Okay. Are you ready? Yeah. Hello. Hi. This is Tommy Zagato. This is suburbanchrysler.ch, chief rim of Ann Arbor. How are you today? I'm doing good. What's going on? Good. I was just reviewing your account. I need 30 seconds of your time. It's extremely important. Can I get 30 seconds? Yeah, sure. What's going on? Awesome. Well, I've got two quick questions for you. Okay. One, do you still have the XYZ car that you purchased for us? Sure do. Awesome. Awesome. Well, number two, my general manager wanted me to personally reach out and ask if you still have that vehicle. If he was willing to offer you more money, more money than what your car was worth. Yeah, say more money and then say more money. Okay. Like, like, look, bait the money. Okay. My general manager, well, good because my general manager wanted me to ask if he was willing to offer you more money, more money than what your car was worth. Would you mind if I told you how much that was? Can I tell you? Okay. Press on that money. Okay. Okay. I can feel it. Okay. Okay. Oh, yeah. Okay. That's cool. Tell me. Are we skipping forward? Yeah. Like, okay. Cool. Tell me. Awesome. Let me tell you how this works. My GM has spent hundreds of thousands in the last week overpaying for people's trades. He's getting so crazy that we're about to put him in a straight jacket. What time can you make it in? Right now? We're gonna have to work me best. All I need is two minutes of your time. Yeah. Do you feel me? Yeah. Do you got that? Yeah. You're ready. What if I say, what if I say, oh no, I don't know. I don't know. Maybe next week. My GM has to check out the vehicle for two minutes. I don't know, but maybe next week, maybe next week. You know, or hey, oh no, actually I'm not interested. What are you gonna say now? I totally understand. Let me ask you a question. Hypothetically, if your house is worth 100K and someone was gonna give you 500... Say 100 grand. 100 grand. Would you... And someone was gonna pay you 500 grand. Would you give them two minutes of your time? Sure. When can you come in today? Yeah, yeah. When can you come in today? All I need you to come in is for two minutes. Can you come in right now and I have to work me best? You're gonna push through. Do you feel me? Okay. Listen, did we just fill this hole? Do I show you guys how to do it? Who thinks that she can set an appointment on the first time they come in? Let me tell you how to sell them when they get here. Yeah. Okay, because that's important, right? So now when they come in, you're gonna be like, oh, what do we do? Okay, let me tell you what you do. You ready? Customer comes in. Hey, what's going on, Dane, Andy, Ellie? Remember we spoke on the phone? Come on in. Let's take care of this. So let's go and have a seat. So number one, I'm gonna go outside. I'm gonna get some information off your vehicle, right? Now tell me now, obviously, when did you guys buy it? You know, how many of the vehicles do you have? Is this your car? Is this your wife's? Oh, okay, cool. Let me go and get your keys. I'm gonna be right back. I'm gonna get some information from my manager. Is that okay? Have them have a seat. Have them have a seat. You're gonna go out to the car. You're gonna get some information off of it. You're gonna do all that stuff. Then you're gonna go to the tower and you're gonna take the keys and the trade card to the tower, right? Does that make sense? You know what you're gonna do? You're gonna come back. You're gonna have a seat with them. And you know what you're gonna say? All right, listen, Dane, my general manager, everybody listen. Dane, my general manager's about to go check out your vehicle right now. I wanna ask you one question. What do closers always say? Let me ask you one question because that's how they set you up. That's how you know you're about to get close. Let me ask you one question. Hypothetically, let's say Dane, my general manager, offered you more money than what your car was worth, right? And you were like, you know what? Get your checkbook out because I'm selling it. Let's just say you said that, right? What would you replace it with? Would it be something newer, bigger, smaller, lower miles, better gas mileage, more warranty? What would it be? And shut up. And whatever they say, you buy, dude, must be your lucky day. I got some for you. Go to the lot. Forget the car. Doesn't matter. We're gonna give them the money. Now we need to know what they would trade in. Now they're committing to what they would upgrade. Does that make sense? Okay, so let's write that down. Or do we have the list? We've got a number and a name right here. Okay. Well, she went down there and she came back with one. Hopefully they answer. Oh, sorry. I'm like, we got one person. All right, all right. Well, number one, I'm willing to bet $1,000. She's gonna set this appointment. That's how much I know this works. Okay. You ready? Let's roll. By the way, this is nothing. This is easy. Hey, make everybody proud. Tommy. Hey, is this Joshua? Yes, this is. Hey, Josh. This is Tommy Zagato with suburbancraiser.ch, Ramel Van Arbor. How are you today? Good, how are you? Good. I was just reviewing your account. I just need 30 seconds of your time. It's extremely important. Can I get 30 seconds? Sure. Perfect. I've got two quick questions for you. One, do you still have the 2021 Jeep Grand Cherokee that you purchased from us? We do. Awesome. Awesome. My general manager wanted me to personally reach out and ask if you still have that vehicle. If he was willing to offer you more money, more money than what your car is worth, would you mind if I told you how much that was? Can I tell you? Yeah, that's fine. Okay, awesome. Let me tell you how this works. My GM spent hundreds of thousands in the last week overpaying for people's trade-ins. He's getting so crazy. We're about to put him in a straight jacket. Come in. I just need two minutes. There's like a... Let's see if your house is worth it. I'm doing a number over the phone. I'll be more than willing to respond to your call back if there's like a roundabout number you could give me, but I don't know if it's going to come up there. So we also did a kick-up there last time you guys called me on December 12th, last year. Yeah, I don't know who that was. The price that was getting was just kind of... It was just a lot of money. Hey, just say times have changed. I don't know who that was, but listen, this is where you're going to win the lottery. All I need is two minutes. Okay. I totally understand. I don't know who that was that talked to you last year, but times have changed. Let me ask you a quick question. Hypothetically, if your house was worth 100K and someone was going to give you 500K, would you give them two minutes of your time? Oh, I need you to come in. I need you to come in, say. Awesome. Well, I just need you to come in so we can get that appraisal done. I need you to come in. I need you to come in. Say two minutes. All I need is two minutes. Hey, say, all I need is two minutes. I won't waste your time. Okay. Well, all I need is two minutes. I'm not going to waste your time. Okay. All I need is two minutes of your time. I'm going to blow your mind. I'm going to make you an offer that you can't refuse. I can't do it over the phone. We need our general manager to check it out. So what time can you be here? I'm going to blow you away. I'll be here till eight o'clock tonight. Okay. You can bring your daughter in. We have a playroom for her. I can set her up with some snacks. I'm a mom myself. So whatever you need, I can make it happen for you. Okay. Yep. This is my cell phone. I'm also here tomorrow from nine to six. So what day works best for you and time? Tomorrow, what time? Tomorrow, what time? Told you, every time. Every time. I can do 10 for 10. Okay. Does 315 work? Yeah. Okay. Perfect. I'm going to text you the address. I know you know where we're at, but this is my cell phone number. And my name. And I'll text you my exact name, address, everything, and I'll see you at 315 tomorrow. All right. Have a good day. All right. What did I just tell you? I told you, my liar. My liar. I told you, didn't I? Listen, it's taking candy from a baby. It feels exciting to win. What did I say? All right. Well, no, but I said run the play. Am I right? Run the play. So here's what we got. We got everybody counting all their money here on the lot, but nobody's dialing on the phone. And all these people, listen, he's like, well, I checked back last year. Dude, you checked last year. Dude, cars were 20 grand over sticker. No wonder he didn't buy something last year. Dude, if this guy bought a car in 2021, listen to me. In 2021, he probably got a good deal. They probably had rebates on it. Right now, that car is probably worth good money. He's not upside down on it. Your manager would love to take it in for a trade-in. He's probably dying to get a 2021 Cherokee. The guy obviously now is going to need, what, step two, which is where we're going to ask him when he comes in. All right. My general manager is going to check it out. He's obviously going to blow you away, but I have a question. Okay, let's say that we made you a crazy offer and you're like, and by the way, can you guys play with me? I say, it goes like this. So let's act like I'm with her, okay? And I'm like, okay, cool. So, all right. So here's the point right now. Obviously, if my general manager comes in here and then he's going to make you a crazier offer and you're going to be like, you know what? Get your checkbook out because I'm selling it. I'm sure that's going to happen. When you do, what are you going to replace it with? Is there going to be something newer, bigger, smaller, lower miles, better gas mileage? What would it be? That next thing they say is the car we're going to sell them. Dude, I swear, if you guys will listen to me, I'll make you more money than you know what to do with. The market is dying to pay all of you, but you must be skilled and you must believe. And guys, you got to understand what training is about. Training is exciting. Dude, when you train with people, and I just want to tell you guys something, like that have never succeeded or done anything, like I get it. I wouldn't believe it either. If a guy was telling me how to sell stocks and he ain't never sold stocks before, like I wouldn't want or he was a stock salesman. But if I was talking to a person that made hundreds of millions of dollars on Wall Street with stocks, I'm like, dude, teach me everything you know. And when they tell me the play, I'm just going to run it. And by the way, my goal is, is that when I speak to you guys and I tell you, you got to run the play. You did a really good job on that call. Did you hear how the words matter? Right? And do you notice he's like, well, can't you tell me on the phone? And I was like getting in her face. I'm like, tell him no. Get his house here. Go, go, go. Right? Like, like you guys need to have me in your ear, thinking like, would Andy trip right now? Like if this guy was telling me no, you, and by the way, I need you to know that when I sold, I didn't have an Andy around me saying, push through, push through, make the sell, get it done. I was like, dude, I don't eat if I don't get this deal. Come on, man. Are you kidding me? I'm going to blow you away, man. And that, do you notice how she said, if your house is worth 100 grand, I give you 500 grand, you wouldn't give me two minutes of your time. I'm framing people where they can't say no. They can't say no. They can't. They have to say yes. Now, I must teach you the second part. Is that cool? All right. So somebody comes in, write down when they come in, when they come in and they're in the store. Okay. First thing you do is you shake their hand and take them to a table. Okay. When you take them to a table, grab an ACV card and grab the keys to their trade. By the way, everybody listen to me. When you know you got an appointment and he's coming in tomorrow at 3.15, your goal is, is that let your manager know, you know, like, hey, I got a guy coming in at 3.15, right? You know, I hit him with it. If I could offer you more money, it looks like he's got a good trade in. You know, we really need to try to trade for this when he gets here and try to figure out what to sell him, you know? Like, I want you to know where this lead came from because I want you to help me sell it. He's going to be like, hell yeah. Dude, we don't have to wait for ups. We'll take all the ups, but plus we'll take these. Dude, he wants that trade. If you take that trade in, you'll sell him a car and you'll sell that trade in 20 minutes. So that's the goal. We're going to create just this momentum effect. It's going to be nuts. Now, so when you go get the ACV card and you go fill out all the information on the trade in, I'm going to tell you what I would recommend, okay? Is get in the car and move it around to the side of the building. Do you hear me? What does that mean? Get it away from where it was. Just my recommendation. I'm not asking you to praise it. I'm asking you to move it 30 feet on the side of the building. We're not hiding it. We're just moving it like, oh, I just moved it over here where my manager praised this trade in. Does that make sense? It's, yeah, out of sight. It's like, dude, they're sitting here and he's like, oh, I see my trade in. He's staring at it the whole time. Get it around to the side. Move it, okay? And then you go to your manager and say, hey, this is my 315 appointment. Remember I was telling you about that guy? Here's the keys. Here's the card. If you wouldn't mind checking it out, I'm going to go have a talk with him now and I'm going to see what he would replace it with. Does that make sense? Yeah? We good? Okay. You feel me? You good? You good? We haven't had a seat. We pulled around on the side. Now, what do we do? When we walk back up to them, everybody listen to me real quick, we walk back up to them, we're going to sit down. And I want you to say, I got a quick question to ask you, okay? Everybody write this down. I got a quick question to ask you. No, no, no, forget that. Scratch that. Sit back down and say, all right. Hypothetically, start out with this. And I'm not saying you can't have small talk for a second, but this is how you go into the pitch. Does that make sense? The pitch is hypothetically. Write it down. You got it? Hypothetically. See, if you don't write down what I'm telling you, then they're going to get here and you're going to feel like an idiot, because you're not going to say it right. Closers say hypothetically, even if you don't know how to spell it, you know what you're right. Okay? You know what says hypothetically in your language. Okay? So hypothetically, let's say my general manager comes back. Write this down. Hypothetically, let's say my general manager comes back and makes you a crazy offer hypothetically. Let's say my general manager comes back, makes you a crazy offer and your like, you're going to tell them your like, and I want you to put your like, and then put dot, dot, dot. And you're like, get your checkbook out, because I'm selling it. Or I say like, and you tell me, Andy, get your checkbook out, because I'm selling it. You got to role play this. And your like, or you say, get your checkbook out, because he's telling us like, damn, that's a lot of money. So get your checkbook out, because I'm selling it. Like he's decided to sell it. Like, damn, I'm selling it. What would you drive home with? What would you replace it with? What would you drive home in? What would you replace it with? That's the question you ask. So hypothetically, let's say my general manager made you a crazy offer and your like, and I say, and I point to him, I go and your like, get your checkbook out, because I'm selling it. What would you drive home in? You got that? What would you drive home in? Did everybody got that? Everybody got it. Okay. What would you drive home in? And now you multiple choice there. You say, what would you drive home in? Something newer? And you got to take your hands. You got to say something newer, something bigger, something smaller, lower miles, better gas mileage. What would it be? Then shut your mouth. Whatever, something newer, bigger, smaller, lower miles, better gas mileage, more warranty. What would it be? And you just look at them like, what would it be? And they pick one. Because if you don't multiple choice them, I'm going to tell you what will happen. You'd be like, well, let's say my manager gives you all the money. What would you want to buy? And they're like, damn, I don't know. And you're like, well, what do you think it would be? And now we're all screwed up. We need them to make decisions. We got to ask them questions, multiple choice them. You know, let's say my general manager made you a crazy offer and you're like, you know what, get your checkbook out, because I'm selling it. And you need to practice this. You guys need to role play this together. Okay? You got this. You know how to do this. Role play this. You got this down. You teach everybody else. This is easy. Okay? What would you drive home with? Something newer, bigger, smaller, lower miles, better gas mileage, more warranty. What would it be? Just be quiet. And they'll say, probably something bigger. Bam! When you say bigger, do you mean like a bigger truck? Like a bigger SUV? Like higher off the ground? Like what do you think it would mean bigger? Yeah, like maybe higher off the ground. Cool, like a small SUV, a little higher off the ground than what you got now? Okay, cool. You know what? Got something for you. While my manager's checking out your car, I might have something for you. And that's when I say something funny. Like, you got a magic rabbit foot in your pocket? Do you? Because it's your lucky day. Have you ever won the lottery? You just have. That's how you make them laugh. You guys got to bring humor into your game. Remember this, guys. People will do whatever you want. Do you see that guy coming in? From now till tomorrow, that guy that's coming in, he's going to think, what if they give me enough? What am I going to buy? You think he's going to look at the website tonight? You think he's going to look at the website? We just made that guy in the market now. Think about it. Guys, this is easy, isn't it? You guys see how easy it is? Okay, so number one, self-master. All of you guys in here, take care of your fitness. Take care of yourself. Work out in the morning. Eat clean food. Make good decisions. Plug into positive people. Don't be around anybody negative. Wake up. If you're shy, stop being shy. If you're an introvert, stop being introvert. If you don't look like a professional, start dressing like a professional. Change your physique. Change your body. Change your heart. Speak with your heart when you're talking to people. Okay, don't be an order taker. Listen, nobody in here is going to get rich without using their heart. You're going to have to care. Okay, a lot of people don't care. They're in the car business to make money, but money doesn't recognize them because they don't care. It won't have nothing to do with them. You got to care. You see my passion? The way that I've talked to you guys? This is how I live. This isn't a show. This is the way I roll. Okay? If you guys can take 10% of what I'm telling you, you'll make a quarter of a million, minimum, a half a million, 750. And people say, well, we're in a small store. Shut up. Don't listen to that person. I sold 70 cars a month, okay? On average, in a store that was selling 70 cars a month when I showed up. Don't even listen to that s***. Don't listen to how many people are in your area. Don't listen to nothing. Don't listen to how many cars are on the lot. You can sell every one of them if you want. Nobody can decide what's up for you except for you. That's the game. And I want you guys to take this and when we leave here, I want you guys to change. I want you to know if you don't change, nothing changes. Okay? Now, each one of you had the same decision that I did. Okay? When somebody told me the truth and I walked into a room and I was in a meeting like this and I learned this new information, dude, I was never the same again. I was like, dude, y'all just messed up. Y'all gave me the secret? Like, I'm not taking this s*** lightly. Okay? I've been waiting for this my whole life. Well, here you go. Okay? Now, you got to do the work. Also, to prove, I like people that prove s*** because a lot of people run their mouth but they don't know what they're talking about. I said, we're going to make one call. We're going to set one appointment and I'm going to coach her through the call. Am I right? I wrote down word for word what to say. She said it worked. Am I fraud? Am I telling you the truth? So, if I told you the truth there, you know that everything else that I told you was the truth. Okay? And also, understand this, anybody that's willing to back it up and prove to you that they're right, those are people I would stick around and listen to because a lot of people run their mouth and then they won't make the call. Dude, we'll run that play every time and it'll work every time. And by the way, listen, let me explain something. If somebody does say, oh, yeah, well, I'm just not interested. Thank you. You say, have a blessed day. Thank you so much. Keep them a valued customer and move on to the next. You guys got me? Okay.