 Hey guys, welcome to the Andy Elliot 1% or podcast. This is going to be the podcast if you're in the automotive sales game It will change your life. It's gonna be episode one guys. My name is Andy Elliot. I'm here today with my man Gion Gomez. He's one of my right-hand man coaches and my man Ryan Brunton Who is one of my right-hand man coaches guys say what's up? What up? What up? What up? What's going on everybody guys? Savage city two word savage city. It's all we do is cause market disruption. Listen if you're in the sales game I don't care if you're a sales person manager GM Closer whatever they call you in your store or you're just wanting to get into the business Our goal is is a why we've created this this podcast is that we have this deadly 21st century training That will change your life forever, but I want to share this with you You know, I know this in a lot of places that you have it takes a while to move up through the ranks to make a lot Of money it doesn't in the car business. Okay time and experience doesn't equal the most money made in the store It's all about skill acquisition and we are gonna teach you some tricks Tactics hacks right on how you can basically turn decades into days and not be that guy out there on the rock Sitting here and saying, you know, I make a hundred grand it look I'm gonna tell you this you can make five hundred thousand a year selling cars But most people know what to do and don't do what they know or they just don't know what they don't know So as we're in this podcast today, we're gonna kind of run through and I'd like to start out a little bit with the Success that we've had as our company the Elliott group in 2020. I'm gonna go over this real quick guys Our goal was obviously to crush and murder every target we ever hit Starting this year in 2020. I said I want to train 70,000 salespeople by the end of 2020 guys were going in the last week We're right here going into Christmas and we're training a hundred and fifteen thousand salespeople That's absolutely Incredible that was almost, you know what almost 50,000 more than we planned almost double guys All I want to say is thank you to every single person out there who's listened to us Who's supported us who's followed us who has been doing the training who's leveled up and like I said who's committed not interested in Becoming better, but who is committed which is how we came up with the term 1% or podcast because we do with the other 99% don't so the fact that you're on here listening guys I want to tell you crush it. You're gonna love this podcast. It's gonna be really special You're gonna learn probably a lot of things about me that you didn't know and that will probably tell you a lot about look What's capable of you and then obviously where we're going together as a family tribe team? Like I said, we're just we're savage city. We're gonna kill it. So what I'd like to do is first things first Let's just in case somebody doesn't know who I am real quick I'm gonna sum this up in 30 seconds. So let's get on with it selling cars at 18 I was dead broke by 25 years old. I hit my first $500,000 selling cars guys I'm my my record for selling cars in the US is 716 thousand dollars It was my highest year to date and that was selling cars not being a manager not being a GM But selling cars and then making two million dollars as being a GM and all of these things that I did Look, I was always labeled the least likely not to make it Okay, which I'm gonna talked about a little bit during this that people that come from nothing can end up with the Most all right, it's all about the fire and the belly and the drive not being motivated But being driven right, you know people that want to win look losing the habit. So is winning Winning is a habit But you have to do certain things every day all the time to create those winning habits And we're not afraid and we fear nothing right to fail But I used to and guess what there's a certain certain things that happen during my life That allowed me to become and create this man that I have today My goal with everybody listening to this podcast right now or on YouTube would air wherever you're at is for you to recreate Yourself today as I say stuff. I would like for you to look at yourself Look at the holes in your game and decide. Hey, you know what? I need to work on this area and you know what don't lie to yourself look in the mirror This is between you and you who is gonna change your life your family's life You it isn't gonna be anybody else. It's gonna be you You have two hundred percent full responsibility and control to change your destiny and guess what during this podcast I'm hoping that many things spark a fire inside of you that makes you start attacking The person that God created you to be so guys. Let's rock and roll real quick telling you a little bit about who I am I would like to start a little bit about kind of how I grew up. I think that's important Okay, Andy tell them about the fee that they pay for watching the podcast. Oh the fee. Oh, yeah Yeah, I forgot about that. So this is absolutely free. Okay, it costs nothing We create this and make this to create the world's most elite salespeople We say it's created by the elite for the elite Okay, if you know somebody right now after listening to this podcast that needs to hear this All we ask is that you would share it. That would be the fee pay it forward You know I'm saying look anything that you could do for somebody else I always say that you know what you do for somebody you get back in return If you feel like that you've got value from this, please share it with somebody else that right there would be a gift to us Thank you. Thank you and thank you. Good call Gian. I love that. It's all about paying it forward, baby All right So with that being said I would like to talk a little bit about look and by the way look anybody that was raised amazing I'm married right now. I have three kids. I've been married for 15 years I mean I am the luckiest man alive. I feel like I don't deserve my wife I mean, obviously I'm married way up. My kids are beautiful. They're all amazing Here's the biggest deal is that as I sit there and I look at my wife I mean as a kid, I never imagined having this life. So some of you guys You're out there right now. You were raised by a great family and the idea of it is if you were raised by a great family You know that that's great, but but that wasn't my story Growing up my mom left and I was two years old. She was straight-up alcoholic I mean hardcore two years old leaves me my brothers and sisters I have five brothers and sisters She literally rolls out the house and leaves us and we don't see her again until like we were like 30 years old And I can tell you that story. That was crazy, but long story short. It was a shit show growing up It was almost like Jerry Springer. Okay by second grade my dad had a conversation with us and pretty much said, hey You know what? Since about the second grade you guys don't have a curfew anymore Don't go to jail. Don't get in trouble. I'm gonna be watching your sisters. Make sure they don't get pregnant They're running around crazy and that was really the deal We ran around all through life and we didn't have really have any guidance So we learned a little bit of street smarts, but we made bad grades all the way through school my senior year I was had straight D's May 3rd 99 tornado right in Oklahoma Tornado alley biggest tornado in the world ever comes through smokes my high school And if you were passing you got to walk and graduate guys if I'd have taken that semester test I would have felled I would have been held back again I said again because they held back in kindergarten. Hey, I don't know how that happens But the idea of it is I graduate and I'm 18 years old and I don't know what to do I go work and the reason why I'm telling you about making bad grades and how I didn't have a great future Growing up is because I feel like a lot of people out there They get labeled and people title them right based on you know like how their life is You know the kids that you know they have money and their parents have nice cars and they have a beautiful home And they live in a great neighborhood. I mean and by the way all that's great all that's great There's nothing wrong with that, but I feel like those kids are like destined for success But the kids that don't have that that are living in the freaking you know in the in the I don't know The shack you know I'm saying dude. I had one pair of jeans and two shirts that I rotated every other day at school I mean dude, that's embarrassing, but you know what? We didn't care. We were just the alternative kids That was our life. That's what we had and we did it and they look hey You know that wasn't who I wanted to be but that was that was what we got Well, the idea of it is I was labeled inside almost and I felt like that that was just my life If I could get a good job if I can make a good hourly wage If one day I could get a home or a car like that would be really cool, right? I was thinking so small because no one was there to stretch me push me hold me accountable or anything Then I started the car business when I was 18 But I had to work a month of construction whenever I graduated So I could learn that I never wanted to do manual labor again for the rest of my life Because they worked a crap out of me from 5 a.m. In the morning till midnight and literally I got a taste of what life would have been like if I would have done manual labor So I go straight into the car business and I'd like to tell you about my first car deal This is where everything changed for me and I will tell you this right this was luck on my part Okay, now my next deal didn't go this way But my first deal all I had to do was understand that selling cars was my way out That's all I needed. I didn't know what I was gonna do Look, most of us didn't plan on getting in the car business. We really didn't how we ended up here I don't know but we all have a story how we got here But the best thing that ever happened to me and most of us is the car business Okay, all that any man or woman could ever ask for is just an opportunity and we've all been given the most incredible Opportunity in the world with the car business my first deal I remember this old man pulls up right and by the way a manager gives me a job my older Good one of my best friend's older brother's a manager at a store. He gives me a job. He I didn't have a car He says hey man, I'm gonna pick you up in the morning. I didn't have any clothes either He let me borrow his clothes. There were three times too too short on my legs I was like high waters and he was twice as small as me so that the clothes barely fit But I didn't care I had a job right and I remember I said hey, dude if you'll give me a ride to work and You'll buy me lunch. I'll work from 8 in the morning until midnight because I was doing that my last job So I said how I'll do that for you and especially don't have to dig out sheetrock and you know I'm saying fiberglass out of houses that were smashed by the tornado So guess what I go in he picks me up in the morning. I open the gates and guess what I go into work He says Andy. I'm gonna have a sales meeting. Here's what I need you to do Go outside if anybody pulls up say hi to him tell more in the meeting will be out in just a second First of all, I've never had any customer service skills I don't know how to talk to people and I'm sitting out there and guess what old man pulls up I walk out say hey, how are you doing? What's going on? These guys are in a meeting. Don't know what I'm doing Just want to say hi to you. I'm basically Just gonna get somebody to help you in a minute guy says cool man. Hey, I actually know what I want I want one of these you know nissans over here, right cuz I was selling nissans just back in 1999 I go when I walk over to the nissans with him. He points to the warning once and says hey Do you think he could get me some keys? I said absolutely man So I go inside I say the manager said hey this guy wants to check out this car He's still having the meeting he says here. There's the keys to it We'll have someone out there in a minute just to help you I go back out there open the car for it the guy just says hey jump in he grabs the keys We go down the road. I'm talking to the guy. We'll laugh and having a good time here Reminds me of my grandpa and I'm telling the guy like oh my gosh, man. You remind me of my grandpa You know what I'm saying and we start kicking it having a good time building rapport I don't even know I'm building rapport, but I'm building report the guy and guess what when we get back the second We pull up this other salesman comes out. He says hey, sir. How you doing? Listen, he's brand new He's only been here for about an hour, so I'm gonna kind of take over at this point and help out Andy I appreciate and the guy goes whoa whoa whoa whoa whoa I'm only here and I want to deal with him if anybody else, you know comes into the deal I'm leaving and I'm like damn. I'm gonna get fired the first day. Yes. What happens I said, okay. He guy gets hey listen. I bought a lot of cars my life. He's like, you know what? It's your first day. He's I really like you. I don't normally like my sales people But I'd like to see what the numbers look like on the car. I'm like man. This is easy. All right So I go inside we sit down with the guy and the manager says hey come here Andy sells our I walk in there He says hey I'm gonna have the other salesman going on your deal now because we're gonna do what's called a write-up sheet Well, guess what the other salesman walks in there again and all of a sudden we see that customer walking back out And he says listen and walks into the manager's office He says if someone else comes in and they're gonna help me other than that young man right there Who's been helping me? I'm leaving and I was like damn I'm gonna get fired today and guess what happened is my very first day and the manager said no problem He said Andy this guy likes you a lot do me a favor go in there and fill this worksheet out when you're done Bring it back to me. Also get a credit app. I walk I walk in there guy fills out the credit app Guy fills out the worksheet with me. I walk back into my manager's office. Don't know what's going on Look, I don't know anything about cars. I never even had a car. Okay as I go as I walk back in there I remember my manager pulling his credit saying and this guy's gold. I'm like gold. Gold's good. That's good I mean, I think gold would be a good thing. So guess what he says Andy Here's the deal he wrote down two options option a option B said go inside ask him What he wants to do option a or option B and guess what I walked inside to that office set down And I said sir got great news option a or option B Which one are you gonna do sign here and my boss said we'll get your new car cleaned up for the delivery That's what I said to the guy. We'll get your new car cleaned up for delivery and the guy goes. What the hell is the interest rate and I at that time. I didn't even know what interest rate was. I really didn't I'm 18 years old I don't know what interest remember. I was raised very poor. Okay. Now you may say any that's dumb. Also. I made bad grades Okay, I had street smarts. I was a grinder, but I damn sure didn't know what interest rate was that had something to do with Money, so we didn't have that and that wouldn't even an option. So guess what I said interstate I said, oh, you're talking about the interstate and the guy looked at me like are you playing with me and I wasn't playing with But I didn't know what to say and I was trying not to feel like an idiot and some of you guys are trying to judge me right now You're thinking what the hell Andy guess what the guy goes. You know what? I'll do option B. Don't worry about it Andy and he signs the paper I bring it back into my manager my manager looks over at me and he goes Are you serious? I said, yeah, he goes get this guy in finance right now Guess what happened? We took him to finance. I go he goes you go get this car cleaned up right now Make it brand new go pull it around boom go grab the car pull it around guy goes to finance guy comes outside Manager comes out shows the guy how all the stuff works shakes his hand and when the guy drives off He says Andy follow me in my office right now. I go into his office and literally he says, do you know how much money? You just made and I said to him I said I remember like it was yesterday And I know it sounds like a stupid story. I'm telling you guys, but I want you to understand this This is where I realized that the selling cars is my way out and this was just the beginning and this is what started the fire Which is how I wanted to start here. He says you just made $1,800 And I remember thinking if if you would have told me that I made enough money to buy lunch I would have been fired up But you just told me that I turned into an adult in one minute in the car business and guess what happened He said also on top of that you're gonna get that $1,800 check tomorrow Okay, because it's the last day of the month. So we're gonna cut checks tomorrow and this deal is gonna be booked immediately He said you also won the high gross of the week, which this week pays 500 cash So we're gonna give you that in the morning. I made $2,300 in one day from having zero money And I'm gonna tell you that day I remember walking outside and I just looked up in the sky and I thought you know what the old Andy just died He did he just died and from that minute forward. I started recreating myself That was my very first day. Let me tell you what happened the next day And this is what we call the lawn chair story if you've ever been with me in a master closer seminar I might have shared this with you before This was how when I decided that selling cars is my way out how I was gonna make in a relentless Approach and attack to crush everybody and what I did is that you know, obviously anybody that's poor that's broke They had these plastic lawn chairs in their drive in their garage I don't know if anybody's ever seen one They're like two different colors and they're like checkered and they're plastic right well I had like 10 of them are a garage and I literally brought one to work the next day And I said no one is talking to a customer unless I get them and guess what at 8 a.m I opened the gate let my manager drive in and I got my land line lawn chair out of his car I remember walking out in the morning when he picked me up for work He goes what the hell is there a lawn chair doing your hand? I said don't worry about it We're gonna sell more cars and like literally I took ownership of being the top guy in the store Even though I was a worst salesman in the world and I took that lawn chair and I put it in the middle gate and everybody that pulled through I said hey cells are service. How you doing my name's Andy. How can I help you every single person? They said service. I said great pull up right there their service Here's my business card if you need anything let me know if they said sales guess what I said great Hey, I'm the one who's gonna serve you at the highest level pull up right there. Thank you so much I'll see you in just a second. I put the lawn chair in the middle of the gate Every time I got a customer guess what would happen the other salesman would go break my lawn chair in half And throw in the trash can so guess what I went through 10 lawn chairs in 10 days And then literally I just I put them on like stock order I went about every lawn chair I could and that was my lawn chair story They hated me from it because of that lawn chair and I want to tell you guys something All right, I started to realize that that first lay-down deal I had that made me that $1,800 or 23 that deal wasn't every deal and as much as I thought that I could make a ton of money I started to realize that if I wasn't great at closing negotiations overcoming objections Understanding how to become a great salesperson to be elite that I really wasn't gonna make as much money as I thought I wanted to make and I learned that time in the dealership didn't really equal more money made I Needed to level up and get some skill so I found this seminar and it was Tom Hopkins And long story short it was a $1,300 seminar Okay, and I didn't have that kind of money I mean I I made a little money and then obviously you know that money goes away Yeah, I bought a car because I needed a ride to work and I go to this Tom Hopkins seminar and I make a deal My dad I said dad if you'll put this on your credit card and you'll let me go to the seminar I guarantee I'll pay it back to you within the first month and my dad said yeah, not a chance That's not happening. We're not putting $1,300 on anything my house payment in $1,300 and guess what? I talked to him for three days and begged him and I swore in my life that literally I would pay him back that month before the bill was due. Well, guess what? I go to that seminar. It's a three-day event. I come back I'm on fire and I make $10,000 my very first month back That's whenever the light went off in my head and I saw like look if you want to crush everybody if you want to kill it Skill is the way to go. Yeah work ethic Obviously is necessary look hard work beats skill when skill don't show up But but work ethic matched with learn skill deadly skill is the unfair advantage to crush the competition And I was like I want to become the most skilled assassin in the world And I started to realize and I was watching a lot of Jim Rohn He would say it's not about who you are it's about who you're becoming and I started Visualizing that this this new guy this new me was someone that I had never met and that no one else in my family Or anybody that knew me had ever seen I had to create something that I couldn't see But I could taste it and I knew it was there and I wasn't gonna be relentless and keep attacking until that happened So I went and looked for my next seminar and I knew that if I could go from five to ten Riders making five grand a month on me three to five and I could go to ten that I guarantee if I got with somebody They could teach me to close and handle objections and stuff like that that I could go to 20 And I started thinking way bigger and what I realized is I started thinking bigger I start taking more action. Okay, and by the way the thinking big without the action doesn't work I was ready to apply action with it. Well, Grant Cardone, right? This is back in like 1999 2000 He has this little seminar and it says hey if you want to learn how to close deals Guess what it costs 500 or a thousand bucks or something and he was gonna be doing it in a big conference room long story short 23 years ago 22 years ago. I go to this and look The fact that I knew nothing and Tom Hopkins taught us how to sell great But Grant Cardone taught us these closes that would work to 20 years ago and guess what I went in and I learned these Closes I went back to work. I made $20,000 my next month. Okay. I'm starting to catch on now Every time I spent money on myself Every time I invested in myself on training. I made more money now. Listen, I was an action-taker Look, I had a fear of loss that I was gonna go back to that Sewer life again that I had so I literally worked Relentlessly, but this new score this new skill was my unfair advantage. That's how I crushed everybody So guess what I go back to the dealership and I'm gonna tell you guys when I say this When you don't know how to close a deal back then managers didn't help you They split your deal with another salesperson. That was the way it worked So it was either split all your deals or learn to close, you know I'm saying it was the fight or flight and I'm fighting Well also back then and I'll just say this as I was kind of thinking about the lawn chair story And as we moved into how seminars change, you know, you start seeing this new income earning potential opportunity The better that you get Well, this is when lightning really struck me right in the heart. I'm sitting there with my GM one day I'm making 15 to 20 grand a month back and forth. I'm probably I don't know 20 21 years old now Hadn't gotten to the big money yet. Okay, and my GM I banked out a little credit union down the street I was going to cash my check my GM says hey, you know, I knew he banked there at that same bank He says hey Andy do me a favor. He says you you banked the little credit union, right? I said, yeah, he said do me a favor when you go through the drive-thru. Would you please deposit my check? I? Said absolutely man. No problem. I was dying to see his check. I remember on the way there I was like I bet he makes 25 grand. I bet he makes 20 grand consistently Something you know I'm saying guys Listen, I'm going through the drive-thru. I deposit my check I go to pull his out and you know what I see I see a 48,000 dollar take-home check listen take home 48,000 I Don't know what kind of check it was if it was a wash or whatever But I've never seen anybody take home $50,000 in my life and by the way That right there was to strike in the heart and the lightning that for the first time in my life I Realized the type of money the reality of the earning potential that this business had and at that time I looked at my GM and I remember I can still envision his face to this day, okay? I said is that guy like God is he really that good or is the guy just gotten so much skill over the years that I could take that guy out if I just learned everything that he knew and I acquired all of the skill and matter of fact was he so good that I couldn't be better and Guess what? That's when I went on full mission attack. That's whenever Andy Elliot really came alive The very next month there was a Rolex that was going to be given out to the top salesman in the store Look, I sold 30 cars a month. Okay, but there was a new car guy down in the store That sold 55 cars a month on average listen. That was double me. That was double my sales Okay, now listen. He was a house mouse. He got all the house deals. Okay. I gross good He sold a lot of units that the owner of the store there was 60 something sales people said hey top salesman in my entire Company right gets a yacht master Rolex. Okay, white face 44 millimeter. It's a $13,000 watch By the way, I got a sitting in my safe right now. Guess what? I never wore it, but I wanted and I want to tell you how I did okay I decided that if I could get that watch, it wasn't the Rolex watch I wanted but if I could get that watch that would stand the line and draw the line in the sand that Anything I ever wanted for the rest of my life I could get but it required me to double my sales And guess what? I went to work that next month and I peeled myself from being a 25 30 car hand To being a 62 to 63 car hand and beating him by three dills I'm gonna tell you this that guy he finished at 58. I finished at like 62 63 or something like that. Maybe he finished 600. I remember there was like a four car difference between us He had me beat going into that Friday was ended on a Saturday. He had me beat by seven cars I had to go into like crazy war zone to end up winning But my point is is it just proves that sometimes you don't come out the gate winning and people think that winning looks like Like a massive month of like every day destroying it It doesn't sometimes I think sometimes during that month that you have that record month There could be a couple days that you blank and don't sell a car But most people on those days fall apart because they lose track of the vision of what they want Long story short. I ran that month as hard as possible sold my 62 sold my 63 Won that yacht master Rolex watch walked into the to the store BC Clarks Pick it out and I remember that guy. He's like man $13,000 watch you want it. How's that feel and I was like man? You have no idea what this watch stands for I don't care about the 13 grand This watch just proved that whatever I want to do if I apply enough action And if I believe and I think about it often and I think about it for a long time My thoughts start to change inside my head and I believe that I can hit that and I can do it I see myself hitting it and all I envision was myself winning that Rolex every minute of every day And guess what it carried me through So from that point that was the beginning of Andy Elliott starting to destroy it after after that I averaged 50 to 60 cars a month. I never went back to the old me and I buried Andy again on that day From that month forward guess what I started earning 30 40 $50,000 a month like I said by the time I was 25, I made my first 500,000 guess what by the time I was 27 I hit my $700,000 check. Here's the kicker. I Met my wife and that was whenever I had to straighten up big time. Obviously, you're not single anymore You're in the car business running around, you know I'm saying I met her and Me and her she was in the car business too. So me and her were grinders together We decided that you know what? We wanted to team sell which men and women don't do in the car business not very often But we wanted to team sell and I wanted my wife got me hooked on riding a Harley. She's riding a Harley to work I'm riding one we go into work We work four days a week and we were both so deadly at selling that literally we're making $50,000 a month working four days a week and my wife She's a wicked closer But the cool thing is is that I start to realize that you know what how much money in the car Business is there really? Everybody has to have a car. Everybody wants a car and guess what? Everybody's here to buy they came to buy and they will buy as long as you do your job So can you do your job in a competition in an era where everyone's asleep at the wheel while you're training? Staying sharp being a 1% or in crushing everybody and I was like dang man, baby I literally think that like there's so much more potential. We think we hit the 700 won the lottery I think there's so much more potential and I got these guys next to me making 80 grand that don't understand how to make more Guess what it is. It's called skill acquisition guys I will repeat it a million times if you can acquire the skill of being an elite I mean 1 to 10 you got to be an 11 Mindset attitude motivation drive dude skill closing negotiations overcoming objections war tracks Every your tonality dude your body language, you know I'm saying your conviction enthusiasm all of the things we teach all that in this 21st century training program all the things that I knew back then that we Needed we do it now and with that being said We went ahead and me and my wife decided because we wanted to start a family We wanted to move out of Oklahoma and go down to late Texoma and this is where I'll tell you again I buried Andy. Okay, and when I keep saying I buried it I literally keep getting to new places where I thought you know what there's another Place to go. There's a the rabbit hole is deeper. I mean, I really think there's a new place that we can crush this and guess What we did we went to a store that was selling 70 cars a month in a town where the average income was 1500 Think about this Who's gonna go sell cars in that town right now a lot of people they're saying hey I want to go to the bigger store. I want to sell more cars. Listen what I wanted to do again was to prove to myself That I could sell more cars than anybody. I was an incredible salesperson my wife I wanted her to start having our son. We wanted to start having some kids and We went to freakin go take on this small store selling cars The owner said the top guy here sells 13 to 15 a month He makes 5,000 a month and the store selling 70 cars told our my very first month I sold 40 cars there now that didn't mean I sold 40 out of the 70 that were being sold I started generating my own traffic, which is what we teach which is marketing and we teach everything from closing Negotiation, but we also teach marketing month to I sold 50 month 3. I sold 60 month 4. I sold 70 I average 70 cars a month for two years straight in a small town that you would stop to use the bathroom on the Way to Dallas and guess what and I mean this when I say this I we took the store to selling 210 cars a month on average just because when the tide rises all ships rise Everybody that was selling 8 to 10 when they saw me selling 70 They turned into 20 car hands because when you get bigger better faster stronger. So does your competition It was a beautiful thing in the store I was watching these other salespeople because they would watch what I would do with the customer They were making more money now and I'm like oh my gosh, man So I'm selling 70 cars a month these guys that were selling eight or selling 20 25 now, you know what I'm like dude I told my wife. I said I feel more I get more out of not me selling the 70 But taking the 10 car guy to 25 and I wasn't even their trainer I would just teach them little things along the way and that's when we decided to open our training program For the very first time I said you know what babe. I don't want to do anything for me anymore I want to do it for other people and we really took the servant heart And we wanted to build the biggest baddest strongest training company in the world and this is back in 2011 Now at this point I go in I take on four five six seven stores on training I'd walk into the owners and I'd say hey You know what are you selling on the bottom the middle or the top and the owners would say well, you know We're doing pretty well. I'd be like, okay, cool man. Hey listen if I'd like five minutes of your time Could you please do me a favor? Could you please page your top sales people into the end of the room top two or top three? What I'd like to do is hit them with a couple objections if they can't overcome them, okay? I'll show you how I would do it and then if you like that maybe I could teach your whole staff What do you think and they'd be like, okay cool I'll call on my top guys and I think the thing I thought I was just screwing with them But I would call in their top guys and I'd break them right in front of the owner and then guess what then I would Tell them how I would do it. They're jaw would drop. They'd be like, oh my god Can you teach that to my guys? I said absolutely and then guess what I'd have an account and that's how I did it I spent my time traveling around we were doing great But guess what now I have my second daughter on the way and my wife She wanted to travel with me when I would go and I would say hey, you know and plus we had my son It just got towards a little uncomfortable. Well, there was this owner that kept saying begging me every time I was in a store training. He said Andy since you've been training in my company We've raised our per copy on the front in $1800 1800 Andy he said that's not what we're averaging. We've raised it 1800 since you've been here He says I want you to take my store over. Will you please take it over at this point? I've been a manager I've sold cars. We crushed it killed it. I've broken every record. I've already made 716 as a salesperson Okay, I'm not sitting on no mountain. You know what when I always say this you go to sleep on a wind You'll wake up with a loss when you climb a mountain, you know what you come down off that mountain You go climb a bigger mountain. I ain't gonna be no one-timer in my life Well, my wife is is tired of traveling and I thought you know what? This guy keeps coming at me so much like saying Andy just tell me what it takes Tell me what it takes tell me what it takes. He has a store that selling 150 cars a month I knew that if I ever went all in the tribe the train like the training the team that I had and all these Stores that I was building if those guys worked for me We would destroy it in but it would you know how I am I go all in so once I went all in I was afraid that I wouldn't come home again because once I commit to something. It's just crazy So guess what this I sit down with this owner And he says write it down and I remember take a pen and a piece of paper And I wrote out everything that I wanted everything and I and I slid it over to him now listen I've showed this guy massive results. I've already moved the needle in a store as a trainer Okay, and as I showed it to him. He said hey, I'll do it. Can you start tomorrow and Literally, I remember calling my wife and she said hey I want you to start tomorrow and I said no ways I said I'm gonna go back into the dealers the people that have given me the opportunity to train them and guess what? I'll start in a month from now and guess what I did it the right way I didn't do with the car business always wanted me to do you know what I mean and that that owner said fine I'll see you in a month. I went back through I went and I and all my accounts that I had I told him And I was going back into the business and I appreciate him and I love him and guess what? I started my job as a GM the record in that store was 320 cars okay within a 40 year time frame that had been open There was a plaque on the wall that said 320 had a big picture of all the managers GM's and everybody I Told my wife. I'm gonna snap that plaque in half in three months. The store was selling 150 at the time Literally within three months. We were selling 360 cars. I slammed it on the ground. We tore it in half We snapped it in half with my entire sales team. Here's the beautiful thing the owner when I took over the store He told me he said hey listen. I'm gonna tell you this all these sales people. They suck all of them suck I recommend you calling all your stores that you train and bring in and recruit other sales people Because these guys are the worst guess what I didn't replace one guy. I just went in and trained them all We started implementing training three times a week for an hour and I did it all on my own and guess what? After that 90 days, we beat the all-time world record that the store had ever had Long story short over the five-year period that I was there. Okay. We averaged 450 cars a month averaged and our record was six oh six booked after rollbacks Look, we took a store from net in a million a year to met net and 12 million a year That's insane and I'm gonna tell you this I was nobody at 18 At 25 27 we're breaking all the record selling cars Teen sold with my wife and guess what the entire time went to a 70 car store sold 70 a month in a 70 car store The entire time I told myself how to think I told myself what was gonna happen I didn't ever let anybody tell me what was gonna happen and if you guys have been on my training program You know what I say we say what David Goggins says all the time He says if you care what other people think you'll become the world's biggest punk Okay, and he says other words, but the idea of it is could become in the world's biggest You know punk that right there. It really means that other people don't have good things planned for you most times They want you to think small they wouldn't tell you what the scenario is they want to paint the picture Look, I went to an owner brought me into a store and he says to me he says hey listen man My guys are closing at 20% he goes. I'd like to get him to 30 I said why can't we get him to 60 and he said well that's never happened Andy He said the national standard and all that I said dude first of all don't give me national standard stuff Okay, I like stats. I like statistics, you know statistics. I like facts, but I want to ask you this if you're gonna think small What are you gonna do you're gonna put a glass ceiling on your team? Why don't we crash the blast glass ceiling and she'll shatter that and let's set the new standard and raise the target in the Company for 60% closing guess what after 60 days the stores closing at 58% You know the funny thing about it is if I would have had agreed with him that 30% would have been okay We would have set the standard in the store for 30% and guess what we would have costed him a lot of money The idea of it is is that look? Nobody really knows what they're capable of until they go all in does anybody remember that guy Do you guys ever remember that guy that never went all in absolutely not at all Yeah, neither do we nobody does and Andy really tying back into what you said about If you listen to what other people think about you you'll become the world's biggest punk a lot of sales people They really care about what the other sales people think about and that goes back to that lawn chair story Where you on the second day picked up the lawn chair went outside to the gate and then fought salesmen every single night People are over here thinking that they need to be buddy buddies with the guy next to them when that's not the case at all Yeah, so what and what I think is look and by the way, I don't like friction I don't like friction between sales people look I like people to like me who doesn't want to be you know who doesn't want to be accepted right in the world But the idea of it is is that look if you're wanting to crush your competition and then we crush them And by the way people in your store. I love culture. I do I love it I wish that every single sales person got along but it's kind of like a baseball game Okay, and we're talking about this earlier if you go on a baseball field, right? That's your baseball team and you want to win with your team you really do but the deal is is each Batter has his own batting average. Okay, you know I'm saying Babe Ruth, right? He had a bunch of other people on his team Do you remember him? No, because that is shitty batting average Nobody remembers him the deal is they were all on the same team so they won the Yankees together But only anybody remembers Babe Ruth You see so my deal is is that I'm like hey you want to be the Babe Ruth through your store You know I'm saying guess what you can't be hanging around with the people on the roster that are going to be remembered Okay, if you're around nine broke people, you'll become the 10th All right So here's our goal is that we want to create the world's most elite sales people Which is why we called the podcast the 1% or Andy LA podcast and the idea of it is every time we have a podcast We're gonna cover some incredible stuff This is for people to understand and get to know like where our training company comes from what we've been through what we did and that Look everything is possible as long as you take ownership and believe it and the deal is is that look I would say show me your trainer will show you your future And now right now that we're training, you know 115,000 sales people across the country At the time this was made in 2020 of December going into Christmas, you know, I can tell you right now We train guys that we're making a hundred thousand dollars last year and they're gonna they're gonna make 350 this year We're training guys that we're making 250 that their dealership thought that they were the Baddest thing in the world and we've taken those guys and we've got some of them They're gonna hit five or six hundred thousand dollars a year this year and no, they're not in management and they're no They're not GM's Okay, our goal is to create everybody to be either one the most incredible GM in the world and lead their entire sales team Okay, and we wouldn't be the trainer to be a part of that or two Become the top salesperson in the country level up and get better every single day and that's it And we want to be a part of that you see so the idea of it is is that look We just want you to be the best and we believe in everybody and our biggest fault in our training Company is that we see more most people seeing themself and I'm gonna say this I you could call it a fault, but that's a good fall Okay, so why we push people so hard is probably why the trainings work works because obviously it's training that works any objection It's real simple guy says no you get them to say yes, they're gonna buy the car We teach everybody every objection in the dealership how to overcome it how to do it really fast do it with You know conviction confidence and overcome it dude. This is every salesman's nice nightmare How to take a pencil and you know present it where you know You're not ever afraid of the customer saying no you're ready for him to say no and when they do guess what you say understand Let me show for how affordable your new cars and every time you go in and close them price trade payment It doesn't matter guys says he wants to get back with you done. We'll close that guy in two seconds We want you to be the best closer in your company because we know that closing is where the money's made now Look being a great salesperson is everything I mean if you can't sell you're not gonna close anything the cell can't be closed until it's open right So selling is important But so is closing and then also we teach the marketing that gives these sales guys the unfair advantage how they can generate 2550 75 leads a day straight to their cell phone and become their own business inside of the business look This is probably one of the most beautiful things when I got out of being a GM I knew that training sells people. I should have never left my trainer job I should never left in our business has been open for 10 years now But when I was a GM, I just knew it. I was like gosh, man It's not about the money anymore I want to go back to the people and I will tell you right now It's kind of as we're towards the end of this podcast if you're somebody that's listening right now And whether you're a sales manager, whether you're a finance manager, whether you're a general manager Or whether you're a salesperson in your dealership a salesperson who's doing great a salesperson Who's a number one in their store or a salesperson who's at the very bottom or somebody looking to get into sales Okay, I mean I just covered everything Here's what I'll tell you call me the janitor show me the money. What we're teaching sales people to do is turn decades into days Literally acquire the skill to go crush their competition. Look right now. We're in the era right now of the worst salesperson in the history of time Do you know how easy it is to become great right now? But you have to be disciplined you have to be willing to be executing you can't be the information man Listen to this whole podcast gathering everything and then saying hey, you know what? Yeah, okay, cool. I think I got enough. Let me go back to work. No, no, no That didn't work watch how your income has scaled by working hard in the dealership a lot of people have gotten to you know 60 grand 100 grand 150 and they've never passed it and here's what I want to ask you if you want to double your income Can you get twice as many hours in in the month you get twice as many days? No, you get the same amount of days in the same amount of hours. Most of you can't work anymore hours You're already working all you can and guess what if you are working that many hours and you have a family Your family is learning to live without you. Okay, so what you have to do is skill up and that way you can scale up So you can get the life you love which is why we always talk about we want sales people to get the life that they deserve We want them to create their best life and then guess what also get paid what they're worth, right? You know, you don't get life what you deserve you to negotiate I mean, yeah, you don't get life what you deserve You know you get what you negotiate if you're showing up in the morning putting the coffee on you're great to everybody at work You're nice and loving and then you're selling 15 cars a month I'm going to tell you this at the end of your life. You're going to live with regrets Okay, but if you go all in and you like I'm not telling you not to love on people Okay, but you go all in and you put forth all this killer training program that we have and you go all in Dude It's the fastest wins. We've ever seen From people going I mean how many times giond have we seen people going from selling five cars a month To literally going to selling 20 to 25 cars a month in a matter of 30 days It's insane and true. I was I was one of those people Yeah, you were your story about how you went to the tom hopkins seminar and how you went to the grant cardone seminar It's literally a replica of my my exact path with you I mean, I was selling, you know, five seven cars a month Not making any gross barely covering my draw came to a master closer seminar next month 12 grand Yeah story short came to six more in between and then did 21 grand Yeah, and he just kept skelling and the deal is is the guy you've created I don't even know who the the first person that came in here today. That guy's dead Okay, and you've killed that guy a million times over. So is ryan, you know what I'm saying You know, I mean everybody has this amazing story. I mean ryan You know, do you remember the first time you sent me a video? You're in the car and I remember I said god man, this guy's taking notes ryan's a note taker Oh, yeah, I mean how many youtube videos did you watch how many notes did you take? Yeah, so so real simply I would take notes every single youtube video I spent an hour in a day in the car You know what everybody else is, you know sitting around at the coffee pot, right? I'll spend an hour in a disciplined and I think that's the thing that you know Most people, you know discredit right is the discipline the consistency You know that you need to have to really take your skill set because it's not an overnight success story by any means Just as annie just said, I mean, you know, not only did you know, he just become this phenomenal closer But it took you, you know countless hours thousands of hours, you know, and you know Time and experience like you said doesn't equal, you know big paychecks in the car business So you're not just put in 10,000 hours into selling cars You put 10,000 hours into training to be an expert at your job Yeah, and ryan, I mean going back when you were taking notes You were having to go through all the videos to see what applied to your specific situation Now the beauty of it is is that annie's released some courses that teach you exactly from a to z How to do what ryan spent hours trying to find the videos It's all there laid out for you. Yeah, it's like here's the test Here's the answers to the test and the cool deal is is like I said anybody listening to this right now Our number one goal in life bottom line is this We have the world's number one sales training program hands down There is nobody in the automotive space that can compete with us I will say that and by the way the haters can come out, but I will say that grant card own stuff I love grant. He's but he's 20 years. He's 15 years outdated. Okay. He's outdated. Okay. He's 62 years old He's into real estate. He's he didn't he didn't ever clone himself and build something to be badass underneath him You know what, you know, tom tom hopkins, you know, I mean, I think he's alive anymore But I'm just saying I love that guy, you know what I mean, um, you know, joe verty old, you know I'm saying no one underneath him. I mean ziggler died. I mean, we we don't have anybody in our space There's no competition. Yeah, but we don't have anybody or space to take us to the next level and that's why as a gm I kept telling my wife. I said listen if I could take A salesperson and I could show them how to go make $250,000 in a year It would change their entire life and not only could I be a part of something amazing But guess what? The business that I'm passionately in love with at 23 years on fire for you if anybody hasn't seen andy elliott youtube videos Go watch them. You see the fire I preach with I can't yell in this podcast deal because I'll break your eardrums But the idea is I'm so passionate about it that guess what that's what I wanted to do is change the lives Now we're looking up I look at the scoreboard I look at your scoreboard and we have learned how to take you from no matter what level you're at Guy calls me and says andy. I'm making $300,000 a year. What could I learn from you? We train live with that person. We train with them on a specific course Guess what happens that guy goes to making 400 grand his owner calls and says every time they say hey What the hell did you do to this guy? How'd you take him there? Well number one you wanted it But number two we gave you the skill set to get there That's the amazing thing and I'm going to tell you when I say this to you There is a relentless Unbelievable just sells team that's being built across the world right now with our training program And it is insane and I'm so proud of everybody and as I said You know, we've made so many, um youtube videos. We have almost 500 youtube videos out You know what I'm saying? Like I said, we're training 115,000 people this time We thought it was time for a podcast and going into podcast one I figured the very best thing that we could do on podcast one is number one introduce myself make sure that Everybody understands that you know people try to put titles on people that are doing extraordinary things If you're doing something great, you know, your dad must have been a dealer You know, you must have got an easy break. You know, you must have been at a dealership selling 1500 cars a month No, man None of that had happened But guess what as we go through and we push through together We will dominate Everybody together not compete We will dominate guys. I I love everybody I think that obviously being here with us, you know and listening to this podcast if you're still on at this point You're definitely the one percenter. Absolutely. Yeah, and I always say, you know, there's a difference of being committed and being interested Okay, um interested is like, hey, I'm interested in making more money. I'm interested in having a better life committed means I'll do whatever it takes. You know I'm saying, you know, people always say, hey, Andy, you know How'd you make 700,000 dollars a year selling cars? I say, hey, do you really want to know? Or are you just asking? Because if you really want to know The training program will take you there and also at the very end, obviously any of you guys are here with us We got the some killer 1% merch, right? I mean unbelievable, right? Like like unbelievable. I love it. Um andy elliott dot shop It's real simple andy elliott dot shop two l's two t's you go to andy elliott dot shop You guys got the most killer 1% or apparel hats beanies Backpacks we got face masks. We got all kinds of cool stuff And these guys keep coming with the most sick logos and it's unreal But anyways go grab it sport your merch and by the way if you love the training if you love, you know What we do if you love the podcast do me a favor share this with somebody that needs to hear it Maybe somebody that's not doing great right now. Maybe somebody that's killing it Maybe somebody that you know, you're you're rocking out on the training and you're like, hey, you know what man I would like for you to start following this guy and listening to him By the way, when I say the word follow leaders create leaders not followers So my goal is if you're training with me, I'm taking you to the damn top. No with hands of butt So anyways, I love everybody ryan. I appreciate you jean. I appreciate you guys Everybody have an amazing christmas. Obviously at this time. I know you might be listening to this five years from now But we're going into 2021 special things going on and uh, you guys got anything else you want to say before we're done Well first and foremost if you haven't joined the one percenters club Oh, oh, how do they do that g? Yeah, you can search up andy elliot one percenters club on facebook It'll pop up, but also, um, we'll have we'll have a link somewhere to join We'll have a link. I love it and one percenters is four letters. It's one In percent percent sign you are yeah one percent er so andy elliot one percenter club Guys, we love you. We can't wait to see you on the flip side. Have a great day. See you guys soon