 I want you to be deadly when you speak. Move the customer in the direction you want to move them. Don't say anything that could be hurtful to your proposal, right? And to have great word play. Now listen, I'm going to hit you with an objection. I want to hear what you're going to say. I'm going to go through some stuff you're going to have to get good at. And we're recording this, so you can go back to it afterwards, okay? Hey, listen, hey, I really appreciate Aaron. I've never bought a warranty on a car before, so I just don't buy them. And you know, that's why I buy newer cars every couple of years, so I'm good. Hey, no, no problem, you know, and definitely, like they said, I mean, I would do the same thing, you know, if I never bought them, hey, you know, I'm good with that stuff there. But also, Andy, just to let you know too, just to kind of reassure you there, you know, this does, it's like insurance, you know, if you go to a doctor there, you got insurance, you know, if you, say if you have a house there, something goes wrong, you got insurance. The same thing with your vehicle there, if something goes wrong in that instance, you have insurance basically to protect you there, so you don't have to come out of pocket, you know, for $5,000 and $6,000 there. Does that make sense? Yeah, sure. But that's why I buy newer cars. Every three years, I'm going to trade them out. That's why I buy them about 50. I put 120 on them, I get rid of them, and I don't ever have any problems with them. Yeah, yeah, definitely. I definitely understand that too. And I know you said, like I said, with three years there, and you put like, you know, 120,000 miles on them, see your manufacturer warranty, it goes out after, after 60,000 miles there. So once that, once that does go out, you have no more protection there. And then also too, Andy, just to let you know, even though you do trade your vehicles every three years, if when you do trade those in, you can actually use these unused premiums that you got for your warranty there. You can use those towards your next vehicle. Therefore, you don't have to come out of pocket and put any money down. For that, it makes sense, doesn't it? Hey guys, what's up? It's Andy. Do me a favor real quick. Whatever you're doing, stop right now. Grab a pen, grab a piece of paper, write down my cell phone number, 918-210-254. Whatever you're struggling with, whatever you need help with, you want to go to the next level, you want to go to the next gear, you want to make more money, I don't care what it is, you need more leads, shoot me a text, let me know what I can help you with. Let's get back to the video. Yeah, no, I just don't buy it, man. I appreciate it. I know you're doing a good job, man. And you seem like you know your stuff well, but yeah, I just don't buy them. I don't have problems with them. And if I haven't had problems, I just don't need it. I'm just fucking wasting money. Oh, no, I know. I definitely understand, man. I definitely understand. Now, you know, I know you said you did say you think it's like a waste of money there. I mean, so if something did go wrong, if I can just ask you if something did go wrong, would you, I mean, would you be willing to just come out of pocket for $4,000? Like, let's say if your AC unit was to go on a truck. Yeah, I can say, yeah, I've got the money. I can self-insure it. Okay, but hey, that's good then right there, you know. I mean, you know, I'm basically the same way, too, when it does come to that there. I got the money. Hey, let's do it. Let's do it. But one thing I have realized, too, is the convenience of it, too. So if you do bring your vehicle in, hey, our service shop, they're going to take care of that. And guess what? You get a loaner car, it's out of your hands. You don't have to pull your wallet out or anything like that. Well, you may have to for as far as your ID, but you have to pull your wallet out, basically say, hey, fix my truck. Yeah, let me get the loaner. I'm out of here. I can get back on the road there. I mean, that's pretty, it's pretty good right there, don't you think? Okay, good job. Listen to me. Number one, I want to tell you I'm putting you under fire, right? Okay, because what I want you to do is I want you to do me a favor. Okay, number one, you're doing a closing tactic, which is great, and it's called pushing through. That's what you're doing. You're pushing through, pushing through, pushing through, pushing through. Now, I want to ask you a question. Okay, you see this mouthpiece? This mouthpiece right here, do you want to be like a machine gun sprayer and just spray around and hope something sticks? Or do you want to be like a sniper and go, bam! Okay, that's why we're training together. We're training together so you don't have to spray every single thing that you've ever thought of in your whole life around and hope something sticks. I want you to be deadly when you speak, move the customer in the direction you want to move them. Don't say anything that could be hurtful to your proposal, right? And to have great word play. You know what I want you to say? Hey, I totally understand. Watch this. Don't say I totally understand. I wouldn't buy anything either. I usually don't buy stuff. Look, there's a difference between agreeing and then agreeing like that. I want you, when you watch this video back a minute ago, when we send this to you, you're going to watch this video back and you said something. You said, hey, I totally understand. You know, I normally don't do that myself, and then you went in to talk them into doing it. Now you created bias that, hey, I don't even do that myself. So why should I have you do it? Don't say that. Hey, I understand is all you need to do when it comes to agreeing with them. Does that make sense? Okay. All right. So listen. So let's talk about being a sniper with your words. The guy says, hey, Andy, hey, I totally, hey, Andy, I appreciate it. Thanks for telling me all that stuff. But look, anytime I buy a car, I don't buy a warranty. I don't need it. Watch this. Hey, I totally understand. And I'm going to use the clothes. It's called, hey, wouldn't you agree times of change, things have changed and people have changed? Yes or no? And just like things have changed, inflation has gone up, parts cost more money, hourly rate and the service station have changed, and things have gotten pretty expensive. Wouldn't you agree? Yes. Okay. Now on these vehicles, unlike vehicles that you bought before in the past, computers come into play. Sir, I'm going to write down one word as we're talking and I want you to remember this word, computer. Now I know that you know that you can fix whatever it is and you probably have as much money in the bank as you need to do whatever you want to do with it, but this word computer is a pretty scary word. Everything in your cars ran off a computer now. Bob the neighbor can't work on your car. And by the way, I want to write down another number here. There's a word that says computer. I'm going to write down a number 15,000. There's 15,000 working pieces on a machine. That's the truck that you just bought. You understand it's not a matter of if something breaks, but when and when it breaks, somebody's going to have to pay for it. Either the warranty company or you, would you agree? Yes or no? Yeah. And you don't probably like to rely on luck. You like to rely on facts. Would you agree? Yes. And if we're relying on facts, this cars ran off a computer where most of the cars you bought in the past hadn't and things have changed. So we need to make sure that we protect these computers that could cost on the upwards of $10,000 plus and realize that there's 15 working, 15,000 working pieces on a machine and something is going to break. And when it does break, you're going to be responsible for it. And if the hourly rate in a service drive is $200 an hour plus the average part being $507 per hour, $507 per part, let's just do some simple math. If you drove out of here in 60 days from now, something broke. It wasn't supposed to break, but it's a machine. Machines can break your heart at any point in time. If it broke and it was a small problem, if it costed, just give me an example, $700 for the part and it took five hours to fix, five, which isn't a long time in the service drive, but five times $200 per hour is $1,000. $1,000 plus $700, that's $1,700 and a diagnostic fee of $100 to $200. Now we're spending around $1,900 out of your pocket. I know you didn't want to spend it. Luck won't change that. The computers don't disappear. There's that many working pieces on a machine and you're still going to keep it for three more years and you could have bought a warranty right now and protected yourself or whatever happened. It would have been paid for. Doesn't that seem like the smarter way to go, especially if money is a big concern for you? Okay, cool. So I'm going to go ahead and mark out computers here because now you've made the decision that you're not going to forfeit the coverage and the computers are handled and then also 15,000 working pieces on a machine. We don't care if all 15,000 of them go out. It doesn't matter. It isn't going to cost you anything. Okay. You're amazing. Thank you so much and I'm going to close your down right there. You made it till the end of the video. You're a true one percenter. I've already got your next training video lined up and ready to go. Click on it before you do that. Like the video. Subscribe. Makes you set your notifications. Every single day I drop out free F-R-E-E free training videos for you. Click on the next video. And by the way, if you loved it, share it with the friend. Do that for me. Thank you so much. Let's kill it.