 Guys, what's going on? It is Andy A&D Y coming to you a little later than I told you we've been busy closing deals Listen, this is important. I told you guys. I bring to you live training Every single day now follow up if you're a manager if you're GM if you're a leader and you're watching this Dude, you get what I'm about to show you you will crush and destroy everybody if you're a sales pro and you're watching this I want you to understand this if you can become undeniably the best in the areas I'm gonna talk about I'm gonna talk about the three doors in which customers come through and if you get this You're gonna kill it. Now. I want you to realize something real quick before I go into the training What is your earning potential? What's your earning opportunity? Where you're currently at? What is it? I guarantee you it's about five or six times Minimum bigger than what you think it is the reason why you don't see all the money like you don't see it I see the money. I see the potential. Let's get to the training So number one we're gonna talk about the three doors in which the customers come through and there's three main ones And then they'll branch off into little ones. So number one We're gonna talk about the front gate now. This is where all sales people live Okay, most people live and die by the gate. That's the entrance. That's the front door That's where people come through but I want to explain something to you. There's two ways There's a lot how many people live and die by this front lot Now I'm gonna ask this question when someone comes in to your store Does your sales pros have winning energy? Do your managers get off the desk within the first two minutes? Think about it. Oh Lots of people ain't gonna like this one Do the managers come up within the first two minutes when they see a car pulling the gate and walk up and say hey How you doing? Hey, that's Joe. He's one of our top sales guys. He's amazing, but my name's Andy I saw you guys pull in saw your beautiful family just wanted to come out and say thank you for being here It means everything to us. By the way, what brought you down to the store today, boom, baby Like you were supposed to do remember when you got hired and you got the leadership spot And you worked your way up When did you get lazy? I don't know but there's five times more money But you don't want to get it because you sit on your ass. You're a barstool warrior barstool warrior That's a good one. All right now. We got service The service department is the most dangerous area to sell vehicles from it is I sold 20 to 30 cars a month out of the Service drive when I sell cars are sold 70 to 80 20 off social media Okay, 20 to 30 off outbound calls which we'll get to next and inbound calls and this service department You want to make more money than they ever made in your life? By the way, anybody right now want to buy more cars and they've ever bought if you're a store right now And you're like dude, we need to have we need to acquire cars. I need to acquire more cars Where do you think they're at right here during that service drive? Can I walk over to any customer any day sitting down getting an oil change come over and say hey? How are you doing just say hi say just want to walk by and see if I could get you something to drink and then Go get him something to drink and say hey by the way, what do you got out in service? They're like 2013 Jeep Wrangler cool. What color green nice man awesome. I hope you have a great day There's your cup of coffee. They disappear then they come back in they're like wait a minute You had the green Wrangler the 13 with 98,000 miles stick. I didn't know that was yours I just walked by with Tom my general manager in the service drive earlier today Listen to me Tom was pulling his hair out trying to make a crazy offer to the owner of it He was even asking the service advisors whose it was let me ask you a question If my general manager Tom came over here Hypothetically and asked you if he was willing to offer you more money than your car was worth Would you mind if he told you how much that was why you're waiting in your service drive today? Could we tell you how much that was the guy says sure? What's it worth boom? You get to have a conversation if he says no, I'm not interested say hey have a blessed day roll You could rotate all day long How does sales work a conversation is had so everybody this front gate right here? This is one of the number one main entrance that car dealerships have sold from forever But I'm gonna tell you this if your sales people don't have winning energy They're not gonna kill it here in this service drive. We already know your people aren't selling out of the service drive We already know it so I've got a training manual. I can teach your team to convert every single customer on the service drive All right, this is the big one. This is probably the most underlie underutilized area in any dealership underutilized Tell me you're great on the phone bull crap. I'll call your dealership right now I'll call 10 people straight and I guarantee I won't get 10 winning phone calls back to back Guaranteed and most of you know that your phone suck and you don't do nothing about it Listen to me. You want your team to be undeniably the best on the phone? You text me I'm gonna give you a number right here. You text me 918210 0254 I will send you a training video on inbound calls and outbound calls that will show your team how to shut every Freakin customer down now listen to me Inbound what does that mean? Hope you have the best day of your life. This is Andy ABC Motors How can I help you today? Did your team answer the phone like that? Hey, no problem Who do I have the pleasure of speaking with they get their name probably not did they pattern interrupt the deal? Hey, I just reset my computer. It's gonna take me about 30 seconds I'm gonna get you all the information need by the way Where are you calling from today? Have you had the chance to drive on these yet? Is this gonna be for you? Are you gonna be replacing anything or do they know how to ask questions a build a relationship or is it like use cars? This is Bob. Oh, yeah, you got the stock number. Oh Yeah, hey, no, I got that what time can you come in no name no relationship? Don't know what they're doing dead Bob They suck What's your team sound like okay? Outbound this is a big one right here So if it was my store my team and I really wanted the earning opportunity that's there to max out Everybody in my store would have to make at least a hundred dials a day a hundred dials or One car sold That would be a minimum By the way, that's called a non-negotiable a lot of people don't know what non-negotiables are it means this So Dan comes to work For 20 days a month he works 10 hours a day, okay, so he works 200 hours Dan sells 15 cars again You know the rule three hours per car deal Dan sells cars for 45 hours a month I take the 200 hours Dan works minus the 45 hours that he actually sells cars for 150 hours a month Dan is sitting on his ass like a fisherman waiting for something to bite It's time to teach Dan to hunt Dan needs to have some non-negotiable He has to make a minimum of X amount of dials and by the way you say Andy He our guys do make the calls Oh, they do if your guys made outbound calls You wouldn't have any average eight car hands in your company guaranteed You wouldn't have a salesman in your store that made a minimum under 20 cells a month if your guys made outbound calls But you know why they don't make outbound calls because they're reluctant to make the call That's why You want to know how to do this you text me? I'll send you a video that'll show your team also on top of this. This is really important I want you to think about this door number three The internet department now a lot of people don't break down their internet this way This is how I do it. So number one you got your regular leads Can I ask you a question does your team when they take a lead, right? How fast do they get on it one minute? Can I ask you a question if I'm on the internet right now, and I enter a lead am I on the internet at that time? Yes, I am do you want to? Connect with the customer when they're still on the internet right when they send the lead Yes You need to be getting to your clients within at least two minutes if you're not getting within with two minutes They're off the computer They're on to something else and there's a good chance they're on another website Submitting another lead and another person is going to beat you to the punch That's it. So it's a time game also on top of time What does your people do after they connect with them? Do they send them a picture of them in front of the dealership and say hey? Just want to let you know this is me you want to put a name with the face Also, this is the address to the dealership can't wait to see it for a clock By the way when you get here rest of prosody got to have something waiting for you something cold or hot Just tell me what it is before you get here. I'll be out front waiting on you I got a I got a white shirt on you've got a yellow car. I'm gonna meet you out. I I'm I can't wait to have you here Or could we send them a video? I get off the phone. What about video? Can I ask you a question? Does your team send video all day long? No, I know they don't you maybe got one person doing it, but why ain't they all doing it? You know why? Because you tolerate it. That's why You want to know why you could make three times more than you got now, but you ain't because you tolerate crap You literally have low standards You need to raise your standards and guess what when you increase your standards and you hold yourself to be the example Pretty good life shows up. Okay. Now send video. What else can you do text messaging? Dude, did you guys know that texting is a skill? Did you know that if you go look at some of the text messages that your team are sending their dog crap? They suck and they're not doing anything. So we going in train. I go into a Berkshire Hathaway store the other day Love them very very competitive. They're like Andy. We're gonna teach our team how to do video train them Boom we trained them. They're killing it. We train them how to do text. Boom. They're killing it We teach them how to send emails boom. They're killing it. We teach them everything under the sun. Why? Well, because it's amateur hour in the car business right now Do you want to be an amateur or a pro? Well, I don't care what you want to be I care about what are you? So if you're a leader watching this is your team undeniably the best in the country by the way I come to you with straight facts in the truth If you want to build the best sells team in the world Put them with somebody that can turn them into fire breathing dragons Somebody that can make them have a customer experience like never before That's me. Okay. Now, what'd you say? That's it fire breathing dragons. This is regular leads. Okay. Now. This is a big one. This is gonna be email only leads Okay, you know what this is right? This is where an email comes in. Okay. It's got a name And it's got an email That's why it's called an email only and it doesn't have a phone number and you know what your team does They bitch about them because they don't like them and they don't even count them as real internet leads And I'll bet two-third of your leads that come in are like this and one-third are like this Could you imagine writing off one-third of your leads because they don't have a phone number? Do you think your team wants to learn? Right how to get the phone number first and by the way this email only lead, right? Do you think it's going to five other dealers in the area? Yeah Yeah, and then guess what happens when your team gets that lead. I have got listen to me. You can text me watch this 918 210 0254 I've got the first seven emails Already wrote out typed out and ready to go boom boom boom boom boom boom boom already on an email only lead You know what'll happen? I'll get their phone number first Whoever gets a phone number first wins That's the game Now lastly I've showed you the three doors. Let's recap Okay, we got the front gate. We got a lot in service as your team deadly a lot in service also phones Outbound inbound are they deadly does your team even make outbound calls? Don't lie and if you're a salesman watching this, okay? I need you to understand this you can do all of this You can you can do every bit of this and by the way one to ten you should be in an 11, okay? good great Unstoppable your job is to become unstoppable at all of this and you will destroy everybody The prepared write this down the prepared will destroy The unprepared okay now. I'm gonna go here. I told you text me I'll send you the first seven emails and I want to cover one more thing When you have a lead come in is your team so good at what they do They're good at sourcing where the lead comes from and they actually talk to the client because they're aware of what type of customer They are based on the lead that comes in you say Andy. What does that mean? Well, it means this if a customer sends in a lead through car gurus, right? Think about it. Okay car comes in car gurus lead comes in can ask you a question What type of leads come in through car gurus? Price structure leads, you know what that means that means when you put a car on cars gurus that car right? basically it shows Whether that car is priced high or that car is priced low and that car is based on a scale And if your car is here a lot of times they'll call cars here here and here before they call that car So what kind of client are they? Price structure. Okay. Now if a lead comes in on auto trader, I'm just gonna use a silly little example or maybe cars calm Okay That car right there on auto trader. You know how it goes, right? You got regular Advertising okay, you got premium spots, right? You're spending all of a big dough Right and you get that VIP up to the top, you know what I mean where when they're searching they see you first If I'm on auto trader follow me if I'm on auto trader And I know that I don't pay for premium spots and a lead comes in on auto trader You know what they didn't find me because I was premium. You know how they found me They found me because they were digging. You know what that means? They like my car It's more about the car than it is the money because they dug through some stuff and they like something about that car Color price miles interior exterior the way it looks Something they were digging for and they and they went over the premium ads and they went and found that one that was dug in On the search they probably dug ten pages back to find it So my question was with you is when you're does your sales team know how to source customers when they call and ask Like hey, no problem. By the way, have you had the chance to drive one of these yet? Hey, awesome, and then by the way, I'm pulling up this vehicle information. Where did you see the vehicle at? Did you see it on auto trader cars calm car gurus? Did you see it on the website? Did you drive by on the freeway just curious by the way? I'm grateful for you today. Just like to mark this down here so we know how how you found us guys. Is that important? Do you think anybody asked that anymore? No, do you know why? Because managers don't even care anymore. You know what they care about I'm gonna finish money They care about money and I'm gonna finish with this you're in for a very rude awakening Everybody watching this call is going to adjust You're either gonna adjust up or you're going to adjust down And if you don't get your team great and you don't teach them to skill stack and get great at all these skills That I just talked to you about do you know what's gonna happen? You're gonna lose this money and by the way Your guys have made really good money the last two years. They did 20% of the work 50% of the work But they made a hundred percent of the results 100% of the money Do you think right now they're gonna have to do two or three times more the work because the market's gonna go two or three times less? Absolutely So what are you gonna do? You're gonna tell them it is what it is and you're gonna let them adjust down Are you gonna put them on some training if you're gonna put them on some training and they put them on something That's gonna bore them and put them to sleep Are you gonna put them with somebody who's got a lot of fire got a lot of passion and wants to see them be great and be Obsessed with winning and obsessed with this business like we are If you'd like to see one of my demos on my training platform, I'll show it to you My cell phone is 918210 0254 I currently have over 10,000 stores on my platform and guess what I have no contracts My shit's the real deal. Let's fire your team will love it And by the way, we'll make them undeniably the best and when you train with me the competition that don't We're just gonna deliver plywood to them and guess what they can board up their windows because they're not delivering any more cars Your team's gonna be that good and if you're looking for a team that good you shoot me a text 918210 0254 I love you guys Grateful for you. These are the three doors you learn how to become deadly at these you'll kill it have a blessed day