 so number one the topic of today is going to be about first pencil closing now i'm going to explain this to you i got an automotive space when i was 18 dead ian on bro every single one of you that i don't want you to be me i want you to go be you and i want you to go get the best life that you've ever wanted now what i want to talk to you about right now is honestly honestly are you in the top one percent in the space at what you do are you that great and if you're not it's okay because i wasn't either okay and i want to tell you this i don't care about who you are what i care about is who you're becoming sam that's all that matters okay we do not care if you were last last month you can be first this month but i'm going to tell you this and you need to write this down the only way to the top one percent the only way the wealth is through self-education there is no other way okay you've got to be refined by the fire you've got to practice you've got to study you got to have repetition and you've got to have good training you have to have it if you don't have it listen to me then here was my problem can anybody relate to this and when i started in the automotive space i was 18 years old i used to get cut in half sam i don't know if that happens anymore but when we started i'm 43 when you couldn't close a deal you got cut in half there was nothing you didn't say nothing hey pencils 5.99 a month you came back for 500 you're like hey boss i got 500 i got a commitment he's like bob sell sour and then boom man bob went in closed it at 5.99 and you spent three hours somebody got half the deal we didn't have closers okay it was just salesmen that were better than you took half your deal that was the way it worked okay now i want to tell you this when when every time that somebody splits your deal you give up half your commission you get good real fast okay you either quit or you get good real fast or you just lower your standards one of the other and i'm not a lower the standard type guy remember i told you this every single seat that you guys are sitting in you're in a minimum of a half a million dollar a year seat listen to me every one of you are in a minimum of a million a half a million dollar a year seat now if you see that then that's what you're going to get now the only difference is do you acquire the skill to get there so the customer experience is number one i want everybody write this down when i talk to a client am i talking to a client like the value for today or am i talking to the client for the value of the lifetime for them and i'm going to explain this as i go to talk to you guys today and i go through this communication with you i'm going to explain to you a method that i use that i want to share with all of you so when we get off the call you can number one go make a bunch of money this weekend which is what i love but really what is better than money is seeing your customers happy taking the pressure out of the deal and putting nothing but peace in it because they met a professional okay and by the way can i explain this to all of you have any of you guys seen that in 2005 you could buy a Chevy and paula brand new on the showroom floor for $12,000 a payment was 200 a month and now they're $50,000 and payments are 700 a month guys are people making more money or these things get more expensive they're not really making more money but prices are going up it's not your fault you didn't do it has nothing to do with you you're not a bad person but the problem is is that we're in a world full of amateurs that everybody agree raise your hand if you believe the automotive space is a world full of amateurs okay 100% man 100% okay so this call is going to be about this the great separator that's that's what we're about the great separator in every single one of you if you're an amateur on this call right now i'm going to give you yet another opportunity to become a pro and all i need is your mind turn your phone off turn everything down grab a pen grab a piece of paper be ready to take notes listen consciously be aware they say if you're around five crack heads you'll become the sixth i do believe that but if you're around five million errors you won't become the sixth if you're not consciously listening and you're not willing to change by the way people don't change until they change the way they think okay so i want you on this call to change the way you think about how negotiating is done i want you to understand negotiating isn't negotiating what it is it's the way you present something is the way people perceive it so i'm going to show you how to present something right okay so sam i'm going to give you an example and i want to talk to you for a second everybody just listen to me and then i'm going to go straight into the pencil okay sam so i'm going to kind of run with you so most people when they pencil a deal you have a payment that's a lot higher than someone once and clearly prices on cars are getting really expensive so people aren't going to come in and say oh man i want a $750 payment do listen they're expensive when people go to present the pencil right and you go out you know do we do this do we go in and we just lay it across the desk and we're quiet and we sit there is that you i'm not hating on anybody i'm just saying is that you or do you go in you say something like this hey sam great news we got a way the way to go just talk to my general manager i want to let you know you guys make really good money so you guys qualify for for the advanced equity program what this is sam this is a program that allows you to get the title back in your glove box faster isn't that cool sam now listen sam the bigger the payment you pay the faster you pay your car off does that make sense okay i'm going to ask you a question sam when you trade when you bought your last car the car you're trading into me today if the dealership would have showed you that you could have paid an additional hundred dollars a month and your car would have been paid off by now would you want to see that option they probably didn't show you those options though did they sam sam i'm going to sit down right now and i'm going to show you some different options that you qualify because you can qualify for i couldn't show it to you but that you qualify for and i'm going to allow you to put the title back in your glove box for faster and i want you to realize as you're looking at these numbers the bigger the payment you pay the faster you pay your car off okay now cars are getting more expensive but i don't want you to finance this thing for a mortgage let's check it out boom i'm going to set the tone for the negotiation what did i just tell you sam that the payments are going to be a little more than you want but i told you the benefits to pay in bigger payments are paying your cars off faster that's the truth okay that's it if you go finance a home on 15 years or 30 years bigger payment of 15 years now it doesn't mean that you have to go out on a 36 month it could mean that you're on 84 months but you're not going 96 okay i just want you to understand the way you present something is the way people perceive it