 Yo, what's up guys welcome to the one percenter podcast. My name is dandy Klein Guys, what's going on man? It's Christopher Steinbrook the one and only let's go. Yeah, we're out here We're just free sign and they pulled us off the floor our guys are running around like crazy They're making calls, you know, we just finished our brand new sales office And we figured we'd jump on here deliver you guys some value deliver you guys some some cool stuff and a little bit More of a relaxed environment to get to know me get to know Steinbrook and all roll through interview him rolling through some Few questions and that's pretty much it man. I mean let's start off with this. Let me are you sure they're ready? Yeah, I don't know you guys ready. Are you guys seriously ready? So Chris you're 43 years old correct, right? Tell tell me a little bit about your backstory before coming like like when you were younger like from 18, okay? So 18 years old I was still in Chicago I Didn't really do the college thing like normal people like the whole success like oh my god. I gotta go to college I dropped out. Yeah, dude. I was like Restaurants I at 18. No, I took a chance at 15 15 15 years old I went to Chili's my sister got me a job at Chili's. I was like, man, I can do this. This is this is awesome I scared totally scared when a chili's right. I was a chili head. I Think every person honestly starts out at Chili's. Hey, I was delivering the good old Chinese here, man Oh, I know you're right rice dumplings. So I started at Chili's and I was like I was surprised. I was good at it like really good at hospitality I could relate to customers super super easy. They're like, oh, it's your blue eyes. I'm like, no, dude. I'm really good Try not to be egotistical, but so I worked at Chili's and got a transfer my whole family moved down to Florida so we went to Tampa Bay and It's always been one of those like What are you good at if you're really good? Why are you settling for just Chili's? Oh? So I moved in and that's this girl comes in. She's like, I've never seen anything like this. You're an amazing bartender Let's go to Ebor at what age was this? This was at 21 at 21. Okay, so 21. I start bartending the clubs in Ebor I Can't go into that. Let's just say it was awesome. Hey, hey everyone in the car business. We all came from something crazy We came from underdog stories, you know dog shit sandwich. We all came from some crazy stuff I think we've all done our fair share of crazy stuff But that's what that's what build sales warriors is, you know, whether you're going through crazy stuff Or you're going through traumatic things with family. You know, that's what makes us man Yes, so from 21. Yeah, so fast forward. It was just I mean, it was a whirlwind fine dining five-star You know, I did a country Western bar for two years little tight jeans cowboy boots Like I'm really good at adapting to different situations. That's that's one thing that me and you are really good at Oh, yeah, you know the cool thing is I see the le group as a giant puzzle piece You know, everyone has different puzzle pieces. We have guys that that keep up keep everybody up We have the guys that understand people at a really really high level and sell with tons of empathy We have guys that sell with just freaking running you over, you know, getting the deal done I'm going to understand where you're at to get it done So that's the cool thing is is you can learn from everybody in the company that has all these puzzle pieces And you hit on that, you know, we always talk about if anybody of you guys obviously you guys follow Andy Elliott Like the thing that really resonates and I don't think a lot of people understand this like an individual like an individual can be beat 100% but a team Guys think like a team cannot be beat a group of people that have the same purpose going absolutely crazy with the same passion and fire You're done. It's game over. Yeah, dude. I feel like every day. We're living like modern-day power Rangers, man You know, I want to be the red lion. I Mean, are they lions? Well, I'm Voltron. I'm old. I don't remember the names You know, maybe we're like Ninja Turtles except we got like way more. Are you old enough to know Voltron? No, man, 23 like all of the lions came together to form a super lion But go ahead so at 21 so 21 I fell in love with bartending. It was really really good at it I could adapt to anybody. It was almost like a chameleon personality. It doesn't matter what you are a hundred percent Yeah, so I fell in love with sales didn't matter at the bar You'd have the guy who's showing off the one guy who's the introvert and I would figure out the puzzle pieces Like you said if I had a U shape bar I would get the one-side talking but then I would get them talking to the other side get the flow And I would literally be able to put on a show and everybody would kind of like converse within each other It's like Annie says put on a show worth paying for it. It's doing it in all industries So we fast-forward I went into management and then I owned a restaurant in Tarpon Springs. It's a pizza restaurant. It's absolutely amazing. And then dun dun dun COVID Boom COVID just ended it 19 or 20. Yeah, beginning of 2020, right? So that's what I found. I found Andy. They were cutting the floor in half, man So the restaurant kind of in Florida, I'm sure everybody knows we went down to 25% I was like, I can't sustain this. We're not doing takeout. They shut the beaches down But you know, that's another topic for another time. We got this of what you're you know coming on is on that so I Was out of work for eight months like I was overqualified. I tried Panera bread. I tried to target Eight months I sat on the couch. I mean, that's just living off of your savings I mean that that also do does speak volumes about the work that you put in bartending to save up to build sustain for that long I mean, that's just nuts. Absolutely. So the eight months goes by and it was I'll never forget it My girl my fiance who actually works here comes to home one night and she goes I don't understand. Why don't you go sell cars? I'm like What yeah the perception of a car say if you were go to Starbucks and say hey What do you think of a car salesman, right? You had an interview you interview 10 people they'd say hey liar cheater, right? There's not a there's not a good perception when you close your eyes You think about a car salesman versus when you think about hey real estate You think clean-pressed suit and it's all about really really changing that because guys in the car industry Well, they get paid and it's a profession and there's guys that have been in it for years And I know like you're younger than me, but like my thing So living in Chicago when I was born and raised the car salesman was like, you know button-up shirt clip-on tie Hey, come on in. I'll get you the best deal and we're like I hate this guy. He's a scumbag But now it's so amazing because now we've moved into the 21st century. Everything's transparent It's unbelievable, but the difference between a trained salesperson and an untrained is so apparent now Thousand percent a hundred percent. So we'll fast-forward I go to clear water Toyota because I was a bartender for so long I knew the management. I knew the staff. I walked in. I got a job and That's where any shows up the coolest thing with you is you know, you almost had the skill set I talked about high-level communication lot and so does Andy I mean, that's that's the umbrella of sales is high-level communication You've been you've learned that for years Which is why you were able to jump into the car industry fast and dominate and adapt to the processes You're selling cars and commuting to people and then same thing coming in our company and moving up the ranks very fast more than anyone has in the company and it's just really killing it because the biggest thing is people understand like And I fell into it. I go into car sales and you use the word sale Sale is a transaction. We're talking about a transition. So Like that a bomb that's a bomb if we're on Bradley's podcast Let me hit the little button. I love it. So I'm talking about transition versus transaction now when I went there, you know The first three days. I'm like, I'm gonna sell a car. I'm gonna sell a car. Well, I had found Andy I started watching his videos. I reached out. We'll talk about that later, but My GM actually came to me. He goes. Why haven't you sold the car? It's been a week I was like, I don't know because I'm trying to sell. He's like, that's not why I hired you He goes, you're one of the best bartenders I've ever seen in Tampa Bay like ever like every time we came in you knew We wanted it was a relationship. He's like The car lot and for people that are in hospitality like write this down make make the connection like write this down The car lot is little. It's your business. Yep. If you're a bartender, it doesn't matter what you do You gotta take ownership. So like when you're running the bar You're taking ownership with what you're what you're running the people coming in same thing on the lot The biggest transition you can have as a salesperson no matter what industry in the car business You know, I don't care if you you're a suit salesman doesn't matter when they come in you take ownership in Where you sell what you do the people that come in because guess what you should you should walk in and they should think that You're the owner, you know, because that's how you get good business and repeats and referrals and you just serve at the Highest level. Yeah, so touching on that like I would look out in the car lot He goes, you know Camry's Corolla's rap for as he is like, that's a drink. That's a beer That's a shot. That's and I'm like, I love this. He goes, dude The customer's still the same they come on a lot because there's an itch and you need to scratch it It's not like I mean, let me ask you when is the last time on your day off? You were like, man, I'm just gonna go to a car lot I'm just gonna walk around for no reason. It doesn't happen. It doesn't happen I'll look for all my phone for hours and I mean the average consumer. I don't know if you guys know Statistics that's a that's a tongue twister. I like that word say it again statistics the physics you got it Hey, this is why yeah, you know, and he had an old speech impediment I had one we fixed it. We got it But no a point being is you just really have to know You have to know your inventory guys I mean the biggest thing we talk about and Andy says the guy that gets paid is the one that knows his inventory What do you have? What do you have to offer now with that being said we roll into the first year? I Made more money like the my first month. I broke a record. I sold 37 cars in my first month They didn't even know what happened 37 cars in the first month. That's powerful I mean the only way you can do that is number one with work ethic I don't care how well, you know people if you're not sitting there put in the work You know a lot of guys have a problem here have a problem getting organized to understand how to do 37 because you're selling Average almost two cars a day. You're selling, you know, it's like what 1.4 whatever the math is Yeah, but you're you're selling all day long. You're calling you're in front of your customers That's huge man. Oh, yeah, that's huge and then then scale forward to what I mean you finished out your first Full year my first my first full year I finished out and I made just under a half a million with Andy just under half a million and you were only in the car business for Exactly one year one year I think that speak volumes because a lot of people think hey, I only sold for less than two years He sold for one year. Well, it's not about that the time and tenure in the business How long you're in and what you're doing, right? But how fast can you grow and scale that right there is a product of the training going from what I mean Making just over six figures bartending. Oh, absolutely to 500. Yeah time and experience that the thing you said that resonates the most Time and experience means nothing. I don't care if you guys are 19 years old. You're 40 years old like Every second of every day is something my grandfather told me a long long time ago And it really really stuck with me. If you don't like your situation change it Change it. You're not stuck. Yeah, you're just unmotivated Every second people are people can't see through a different lens. Yeah every second of every day You can start over if you don't like the path. You're on it. Just it's you I agree It's a choice. You're the one standing your own way. It's a choice It kind of brings me, you know, just to tell a little bit of the guys, you know my story I love it. You said you said like the choice, right? The choice was made for me to really elevate my life It wasn't when I initially first started training with Andy, which I'll go to that But you know when my dad passed away, I made the choice that like, hey, I'm gonna go crazy I'm gonna create something for my family for me for this company for everything that you know I thought about wanting and didn't really have the mindset to do or didn't have the work ethic Didn't have anything, you know, no right vehicle. A lot of times we talk about being in the right vehicle Number one, the car business is the right vehicle. It's the best business to be in but for a lot of people No, it's the way out and they don't understand it. It's the way out They see the money and then if they do it the right way, it can be a life change 100% especially for all like my young guys out there at 23 years old now I got in the car business when I had just turned 20 and I mean I was delivering Chinese food for about a year I dropped out of school lived in a one bedroom apartment with my dad food stamps disability the whole deal and it's not like a sympathy show But I was happy. I mean I was happy with like my life But I was not happy in terms of I don't I don't want to live that way for my family, right? I don't want to I want to make more money. I want to be more successful You know, I was happy here, but not like not truthfully fulfilling my purpose. That's the word right there fulfilled Yeah, it's all about being fulfilled. I can drive, you know, a little civic and you know Being a little trailer and be doing this and I would be happy because my heart's full. I'm helping people I mean, it's just insane the people that come down and getting to actually meet these people give them a big old hug I mean, dude, I've been freaking people kisses on the cheek when they come down We get a good Nelson. We talk about Nelson. I mean, we're crazy man, but um No, yeah, so my six months so to tell my story about when I first kind of met Andy. I Was selling for about six months. You were Toyota as well. Yep. I was at Toyota Okay, guys, I was a eight car hand. I think my best month was like 11. All right. Boom. COVID hits I'm like shit My store is old school. They're raw. It was in Woodbridge, Virginia It's a store called a lestine Toyota and go check them out You know, I didn't go and do 50 cars a month But the deal is I went from selling about eight cars a month So I hit my first 23 23 car month made $17,000 in a matter of 30 days after my first master closer seminar. That's wrong That's insane at 20 years old. I'm like, dude, this change. This is life-changing. That's like changing money $200,000 a year just like that and I'm like, wow, so I see my potential. I start going crazy I keep scaling grown. Now, how did you get there? And I did you go from an eight car hand all the way up there? Well, I think the biggest thing honestly, so Was the mindset switch. So when I first came out to the seminar, I learned massive skill I learned massive closes all these things money justification. The training was sick But I went back and I saw who I could really become You know, I just started to really believe that like, hey, I can do it I am the one like I'm worth it And I just decided to not focus on anything else not focus on other people Conversations non-encomproducing activities like Andy talks about 100% and just went crazy and then scaled and scaled I transferred I had a position that was offered to me to help run a store and do finance as well and Andy calls me. Well, let me ask this when Andy reached out to you much like me because I want to hear your story first Yeah, when he reached out to you. Did you have the scarcity mindset that you were like, oh my god I'm at rock bottom. I was a little skeptical But the way that it was just so authentic. I'd never had a conversation like that I think we talked for about 30 minutes and it just moved me and I Didn't I hung up. We didn't you know do this seminar. I was like man Let me figure out some stuff and I drove back into work the next day and I'm just stuck Sticking in my head and I'm like, what's the worst that can happen? This is back when Andy had 5,000 subscribers and seminars were just starting so I'm out here and I'm like, you know what? I didn't look an OG there was no yeah There was no hype videos or anything really crazy It was just raw skills teaching guys from from around the country and they were doing zooms and stuff Sean and Andy So I call Andy and I'm like, hey, I'm in I text him a picture of my card I said run it, you know, I don't need a payment plan I'm in like, you know, whatever you got it sounds like you can do better than me, right? Like you you're speaking better than me. You're selling better than me I'm just stepping out and I'm like I'm sold just because the way you speak and the way you motivate And if I can learn that Then I'll go to the next level if I can motivate my customers if I can bring my team up it's game over I didn't really know I'd only watched about three YouTube videos Well, the thing that hit me you just said I want to go back to it You're like, what's the worst that could happen? That's a mindset shift guys like a lot of it. So when I reached out to Andy I did the same thing a lot of you guys are like lurking in the backgrounds You watch you watching you're waiting for the perfect opportunity guys What is the worst that can happen if you literally went through the same process if you gain five percent? Five percent on even if it's a 299 investment a thousand whatever I tell guys just reaching out to have the opportunity to have a conversation with you Whether you make an investment or not number one an investment will change your life But just connecting with us that will switch switch your mindset there And you'll start to see a better version of yourself you start making more money from our coaching We have different things, but you know just reaching out and getting to connect with you guys first of all It's the biggest thing. It's huge. Yeah, just taking that one step. I mean I was tell guys like hey for the guys that have been watching Multiple videos and seeing the gains if you had to write out the check that's how much YouTube content content has made you Would it be X amount? I mean just ask yourself, you know We're putting out value and he's putting out value because they aren't ready for what happened next It's fire. I mean we got some cool stuff planned for you guys But this leads me to kind of go into a to what I was talking about belong story short I Switch stores and then you know dad passes away He drowns in a pool. It's gonna be huge. I'm just like shit man He was my goal, you know go. He's like the the golden, you know egg of the family, you know We're all real close really tight and I'm devastated the next day and he calls me. He's like we're moving to Phoenix and I want you on the team. It's like God had handed me this opportunity on a golden platter. Just like powerful Here's your purpose you go. You have a servant heart your leader and I just said dude I'm all in 30 days later. I'm out here. We're grinding in Phoenix and here we are been with him for about a year and a half And that's the big difference man when he talks about a servant heart like And nothing against other training companies like there's so much value out there guys like whether you train with us Whether you train with it doesn't matter who it is as long as you're investing and getting better Like stop being complacent like Brad talked about it when we went on the podcast. This this is huge I'm gonna touch on this. Do you remember when he's like? You know these guys are talking about I'm gonna live to a hundred years old. He's like, what does that mean? Do you want to literally have somebody put a blanket on you feed you three meals a day? Sit you up in a corner make sure nobody touch you like I want to go out with a bang man I could be I could be I could go out like like pops my dad lived a full life I could go out like him and be a legend I'll be happy because I left it on the table I close my eyes knowing that everything you know He gave everything to our family, you know, he went he was you know shit He had lived such that he had lived three lives over so it's like for me. We're the same thing I go tomorrow. I'm cool. You know you want to make him proud. Yeah, and you are I mean you are Guys he's a beast. I'm just gonna tell you right now like we have a lot of coaches this guy I mean look at his smile. Come on man. Look at his smile. That's contagious. Just happy man Just a positive guy. I'm always just and check out the tiktok yesterday with the book No, not a tiktok. We're not doing tiktok dances But we made a funny video if you guys are seeing stuff on the deadly scripts book Feel free to reach out 918210 0254, right? If you guys want the deadly scripts book You guys haven't seen it. It does come with a warning. I'll tell you that's a warning We send out some pampers with it because you just I mean you guys are done man It's it's gonna help you make more money and look don't reach out and think it's a this is not a $10 book It's an investment. It's a badass book. How many $10 books do you have that you use as coasters? No, there's nothing you can do. You can't watch a video and make a phone call I'm just gonna say this there's no pitch, but you can't make a phone call and then watch a video but what you can do is read off the script and Run them through the process set appointments make money your words use your words if Andy has this I would have paid probably 10 Grants this I mean, but that about 20 grand value easily. It's crazy But bottom line is I kind of want to go into the biggest problem of salesman What your thoughts are? I have some things that I think right like Advice on success. There's a video a few days back. I think it was like a week at your old He talks about car sales is the biggest problem. What is your take on? You know, what's the number one thing that comes to mind for you for a salesman's biggest problem? That holds them back from really going to the next level. Well, I'm glad you asked. There's two things number one Is a scarcity mindset like right now the market's up 300% doesn't matter. You could sell ping-pong balls You could sell pool tables. It doesn't matter. It's ridiculous. It's insane gas is up milk is up Right, you guys are paying through the freaking roof Yep, but with that scarcity mindset you guys are asking all these people to pay all the dough But there's no believability. Yep. It's the market. It's not you I mean, it might be you if you're training, but everybody gets so comfortable and the biggest thing is Who do you surround yourself with? You have a bunch of sales guys, right? You put all this time in and I remember I'll say this when I reached out to Andy. I was like, man, I want to go to a seminar This is gonna be life-changing. I went to the dealership. I told four people and then I never told anybody after They're like, that's that's what do you mean? What does that mean? That's stupid man Everyone's gonna try to talk you out of it because everyone has a different idea on advice on success Right. Yeah, and hey, I went and studied my top guy Till I didn't right guy was doing 20 cars a month. I'm like shit, dude Let me let me follow what you're doing, right? He helped me make phone calls He helped me understand things and then well I found a guy who did more and I went to study him and it's like That's what's all about you got to take advice from the people that are gonna lead you to where you want to go And the big advice from guys doing 10 cars. Hey training's corny. You don't need to do that. Mm-hmm Why are you listening? I mean, why do you really care about it's the guy that's about it? Yeah, it's the guy that's been at the dealership for 10 years and he's still a 12 car hand Yeah, he's doing 12 cars a month. He has he's going in the real estate. Yeah, he's got yeah He's going in the real estate now. We love real estate, but the deal is is some there's some guys that are doing 12 to 15 they live off of You know half of my referrals and then it's nothing. I mean you could be doing 30 40 50 cars a month But bottom line is everyone has a different advice on success and another thing too I think it's huge is a lot of people are more concerned about the money and me and you are like really really We've talked about this a few times hundred times they're very concerned about just the money and play look I'm concerned about the money too, but There's a there's an old saying there's a string from your heart attached to your wallet 100% right so you have to get to the heart to get to the wallet And that's the only way you can do that is by being real raw authentic and hey look sometimes That's not a magic objection or word track even though you need to know them to close and move the sale forward and understand how to You know recognize their concerns, but sometimes it's just leading back on being raw and authentic and then having passion for what you do So I mean what's your take on you know passion versus like Transaction like what do you think like ROI most people are looking like that was it? I was let's get this deal done and I'm like hey Why don't I understand what this customer's really going through so I can help them get the deal done and I can help explain them Hey, maybe where they're spending money in other areas Onion you gotta have your wall down when you're Negotiating right because hey, we're not really negotiating well You don't want to say hey don't buy the car Jimmy's gonna you know Jimmy's gonna come in at five. That's unprofessional It's not nice like you don't even really want to say that and they're not gonna come back Why don't we just negotiate with some I say empathy and energy Negotiate with some empathy and some energy which is hey I understand right and just pushing that through so What's your take on like you know love versus you know transactional so transactional is super easy like Andy talks about the other day He's like you know you go to the convenience store get a bottle of water, right? They do a little boop. It's three bucks. Yeah That's it. There's nothing. It's just it's a transaction. Thanks for buying the water. I buy thanks, but You go in and that one guy's like I Seen you in here before man. I really like that shirt. My god. This is one of the best waters. I've ever seen This is amazing. You got great taste. You know what you probably get. Yeah, you'll get thirsty later You should probably get another one and I hope to see you tomorrow boom the question is And I've heard this before and this is something I live by The currency of 2022 the way that we are gonna get paid and move people is relationships Wow, I think that's that's one of the most powerful things because This this transition that we've gone through we're distancing. We're doing zooms. We're less involved with human interaction So we have to learn to To really be close with our people and really understand that like we have to connect we have to truly care I always say this I always say this Do you truly care about your customers? They'll say yes, okay Well, why don't they feel it and that's a skill problem because you may really care and your heart may have the right intentions But if you can't push that through that transfer of motion to the customer They're not gonna feel it if you haven't trained on the things to say Well, they're they won't feel it. They'll so I'm gonna hit you something So the last car you bought right? Yep This one this is probably not an unfair question because you know the guy, but yeah, I would ask the other partner Yeah, if I'm gonna ask but for the normal consumer Walk to him and say hey, let me ask you something the last car you bought. What was the salesman's name? 99% of the people don't know he was a great guy. They don't know guys You're not moving the customer you should be so good at your job that you make everybody else look like amateurs So good at your job Who you are what you do how amazing you are at your job and how do I find you Andy talks about it all the time? It's rich. What is your reach? Yeah, what's your reach? This is not a You know, I don't even know the right business to talk about because every business is great, but you're not there to be a consumer Build your business build your brand have undeniable believability number one and what you do and How do you reach these people? I mean I was I sold in Florida I would get deals all the way from like, you know, Washington State I'm just gonna stay a student of the game man You know, I study everybody just like any studies everybody obviously I study any massively you want to know what they know Hey, I sell Andy if you guys don't know right like we're selling Andy We're training we're helping people come to seminars. We're helping people start on the training You know, we're your coaches We're the guys that can help you really understand where to start how to do it what steps to implement So that's everything you just gotta stay soon in the game man. Mm-hmm. It's easy to sell something Yeah, it's in again what we talked about. It's not it's not you. It's the market It's the market right now guys. If you would literally take a step back check yourself when the market shifts You're I mean are you gonna? I mean, what are you gonna say that word? You're I know I'm gonna say it When the market shifts, I mean there's gonna be so much stuff going on the prices are gonna go back when I was selling I mean, we listed at like two grand brackets. Mm-hmm, right? Like that was aggressive You're already a five hundred your five and you got a rebate. You're at a $500 loser and you're working up Now I mean most cars. I mean what we're averaging four grand a copy That's I mean that's just unheard of across the country and the pay plans are dictating these guys have I mean Yep, like one of my dealerships that I partner with I mean right now guys. I'm like, yeah, like what do you you know? What do you make a copy? Like what is your commission and he told me he was like I Was making 300 a car hustling going absolutely crazy and these guys are making 1,300 a car And then laying down at 10 Like I don't get it. You got to worry about it. We had to work up for many's man. It's crazy Um, they have no idea how good they have it It kind of leads me to so I got a few points here You know car a car still the biggest problem another thing that Andy said is you know money's not the problem It's your attitude and your mindset and that's the biggest thing and I know we talk about mindset and there's a lot of motivation A lot of energy a lot of information come in your way But the bottom line is if you don't have this together Consistently at scale meaning daily hourly When you're having conversations if you lose it for 30 minutes like what what's the problem? And we're cool. We had a great life. You got a car You got a family, you know if you're behind and you're trying to go to the next level and you won't help Well, hey reach out, but bottom line is is everything's cool Just understand that you have to scale you have to grow and you have to have a higher purpose I always say this you have a higher purpose in selling cars Mm-hmm, you know your your selling cars is a vehicle to help you really elevate and to create a life for you and your family Because it's not just a piece of metal. I think a lot of people that goes back to the transaction Are you actually qualifying these people? What are their needs like I don't think a lot of people just say hey I'm looking for this car and they just go in for it. They just go for the kill dude You got to warm up the oven for you stick to turkey and you know I mean I love that man. It's true. Yeah, you can just go straight for it It's like going on a date. Hey, what's up? I like you. Let's get married like That's a great analogy like it's funny how we think and how we operate everything and selling and quote There's analogies we're painting pictures. We're creating scenarios future expectations That was a bit right there once you kind of understand the breakdown of it You start talking differently you start communicating differently. It's an amazing thing. You got like a swag about you Yeah, it was like your swagger swagger is the most important thing and I put a post out this morning talking about your style You know, hey, I have a different style. You have a different style, right? Ian has a different style Andy has a different style. Well, guess what the style is closing But don't don't use yours. Don't don't don't make your style and excuse for not closing and not moving the needle forward Hey, someone may be a little more soft-spoken a little more, you know Whatever or someone may be super high energetic or someone may be it doesn't matter what it is Across the spectrum learn just understand that you need to close and convert the deals Like there's you could be a closer with anything. You remember them talking about know your audience Know your audience don't your audience red red hit on it the other day about a C8 I don't know if you guys watch the reel on it about selling a C8 The guy went straight in for the kill for the horsepower this and that in the car and it'll be in for his daughter Ask questions. You'll take your time That's everything and then so here watch this. So there's I got two more here that are huge bad habits and Self really recognizing. Hey, what are my bad habits and that's not necessarily like Doing drugs and drinking it could be like hey, I'm on social media too much. I'm not getting anything done during the day I'm having BS conversations like those are bad habits because they're not an income-producing activities If you understood that well, guess what across the country the average cost per copy It's like what $800 commission. Maybe it's 500. Maybe it's 1200 at the end of the day. That's a lot of money That's a lot of money that we had to sell four cars to get that Yeah, you had to sell four cars to get that so it's like you got to cut the bad habits You got to cut the unhealthy things that are costing you money and he talks a lot about leaks versus opportunities Leaks versus opportunities. Well a leak is hey, I'll get back with you. Okay. Okay. Thanks. That's a leak An opportunity is creating your own money doing the right things doing the right things on social media Right going likes the leads those are opportunities and once you start to understand the breakdown of math on that Or you're really losing your money, then you're like wow. Oh, yeah The non-income-reducing activities if you add them up, we broke them down How many cars do you sell in a month? How many hours do you work in a month and you do the math? It's an average of 15 car hand that's on 15 cars and you're working 10 hours a the average is like 190 hours That you're not selling. We're either selling a car looking for a customer or we're training to get better It's simple. It's if you want it This is if you want to come become elite you want to become better if you don't then I mean just keep going to the motions and taking Ups and that's cool There's nothing wrong with that the deal is that this is for the guys that wants to elevate have a higher level income Have a higher level mindset. This is the conversation for the guys that are hungry trying to and sometimes those guys that sit in the back We talk about this a lot. They just need that little tip. Yeah, the moment where you're looking is like man I think I want to do this The thing that scares you the most is what you should definitely do. What is the worst that could happen? We touched on that before yeah, what's the worst you spend $1,000 on a seminar you spend $599 on a course Dude, get your money out of it. Yeah, get your money No one can take the knowledge from you and honestly I challenge all any of you that have been thinking about a seminar or see the videos follow us on social media By the way, you can follow Chris and I will drop the Instagrams here You can give us a follow you need to warn them though. We're way more intense in person Oh, yeah, we're made more intense for uh, well, yeah crystal Chris to give you a big old hug but you have to understand that There's there's two types of people watch this. I would use analogy there's a guy who Got with a got with a girl right and he got his heart broken and well He went on for years and years and he never did another girl because he was afraid to get his heart broken and then there was another guy that Got with a girl got his heart broken and he started going on dates again And this is just an analogy right step out of this first second He goes on dates dates dates. Well, guess what on that seventh date? He found the love of his life in a few months the marriage right that kids family grew up Well, guess what he wasn't paralyzed with fear and indecision about what to do He was just that's dangerous right and this is that's a funny analogy, but it's just the truth It's it's good to explain it in a different sense because then you're like Well, the guy that really wants to get better He'll go through the risk of getting broken getting burned going through different things By the way, we run the baddest program in the country. There's nothing that stacks up against us hands down That's a bomb. You could you can go and look you can go and look at Seminars and speaking events and different things closers right closer things They don't stack up and guess what they're like five ten grand You want to see Gary be you want to see all these other guys 997 you can get front row with Andy yellow. I mean bro. I think I told Andy we should charge five grand I see Well, no, you have to get in before you have the prices. What is it 256 rows upset in the nosebleeds? It's it's insane and I think we'll end on this and look guys if you want to come to a seminar We'll drop it again 918 210 0254 text Andy reach out to him. He'll get on the phone with you He'll help you figure out what the game plan is for you to succeed But um, I really want to talk about lack of execution and we'll end on this note This is the biggest thing and I could run for an hour just on this I coach hundreds of people privately through Andy's training that are that are paying month. They're paying monthly They're paying monthly that be in coaching and there's tons of people that are doing this Right, you have a huge team if Macklin's have a huge team. Sean has a huge team that they're coaching privately to just elevate right But the one thing I tell my team is If you call me with a silly question about something that's in the training Well, number one. I gotta make money. I want to go to work, right? We got a we're sales too. Yeah, and we're also coaches The cool thing about what we do is we're sales and we're coaches more coaches We're not babysitters. Yeah, but guess what if he calls me and he has a high level question I can see that he's training. Well, guess what that's the phone call I love I'll sit down for half an hour and talk to you because I can tell that you put in the work And that's what a good coach does. Well, a good coach also also holds you accountable This is another analogy if you're not training and you're trying to figure out how to get better and you're sitting there asking little silly questions Well, that's like asking the the basketball coach Just to to help you shoot three pointers or to help you dunk or understand a play But you didn't show up at 5 a.m to practice. He's gonna tell you You show up tomorrow at practice. I'm not doing that. Yeah, you gotta put the work in But then there's a guy that shows up the practice that wants to stay after coach will stay after That's the same analogy. That's the difference with the one percenter. Yeah, but most people know what to do But they don't do what they know That's why personal trainers are so lucrative. You guys know you know what to do at the gym But you need the accountability. Yeah, you don't need another. Oh, it's five o'clock You guys keep hit more snooze button two-step system seven minute abs Just eat healthy and work out and look some of you guys want to get healthier or get in shape Go just go do it. It's just a decision Right where this isn't a fitness podcast, but hey, we love working out. I think working out is huge for you Gotta have everything but but like I don't even have time to go and eat out I just want to bring healthy food and keep my energy short Oh, we got so much going on No, you make time for the gym make time for your mindset Everything is training not just your mind but your body Are you speaking? Are you acting? Are you walking? Are you talking like the future person? We talk about future expectations all the time. Step into your future self. Do you see yourself? Like I see myself as a millionaire. Do you believe in yourself? I see myself as a billionaire You just haven't got more than a million come on But no, I'm saying like your everyday actions. We talk about this all the time Are you doing bad habits? Uh, I'm gonna be a millionaire and then they use that word one day one day. I'm gonna be a millionaire What does that mean? Right? I'm gonna get it now. What is it? No, what does that mean? What does one day mean? They when you get around to I say I say call your shop. I like to say day one, right? I like that. Is it one day or is it day one, right? I'm trying to get what you want. Well, it's it's day one No, I don't one day anything My biggest thing is at the age of 42 I refuse to mess with time. I won't do it at 23. I don't have time either No, that's the biggest thing too. You guys have no idea like if and I tell this to people all the time On the phone if I were to tell you the date that it's over. It would shock you to the core Oh, you would do you wouldn't even think about you because that's what we do as humans. We overthink everything What about this? What's gonna happen? What about what is the outcome? You want to live the best life in the world? Make a decision and keep moving I like the analogy that Andy uses a lot And if you were like Chris like if you were to say if you were to die in a car accident tomorrow And you were sitting there and you had 30 seconds to think to seriously think about The life that you lived if you were fulfilled, would you have regrets? 30 seconds, you're sitting there. You're bleeding out. It's done. It's your last year. You're saying bye to your family Would you have regrets? Well, I don't know. That's a question that that you have to answer It's true But the deal is is you have to play like that if you're looking to to to go through and some people look It's not just money. It's family. It's health. It's all these different areas The money money doesn't make you rich, right? You're rich in your heart You're rich in fulfillment and contribution and all these other areas It's it goes full circle and a lot of people don't understand that and so they truly start getting the money or get out of the scarcity mindset True It's very hard to understand But if you can just trust what we're saying because it's the truth You get more money. It doesn't really change anything. It just makes things a little bit easier It's got a lot to do with social media. Like if you see it now everything is When does it happen? It happens now. We're a now society You know social media and don't get me wrong like social media is great. Yeah, but it paints this like false pedestal You know, you got these fake instagram people. I got the car. I got the million dollar mission. I got this. It's like guys My question is what is it like when the cameras are off? I know that our team 100 i can say this because i'm in this business 24 seven This is not a hype show. It's not fake when the cameras when the cameras are off sleeps on the couch in here And sales office. There's a little actually on our new table. It's awesome. It helps with my back But yeah, no, it's true when the cameras are off Yeah, nobody nobody runs like us. Who are you? Yeah How you do anything is how you do everything you don't build you don't build a company that annie's built and that we've helped build on Yes, and i'm being a fraud small work ethic and you know, if you were to have a conversation with me a year and a half ago Uh, I don't sound like the same person. I have a different mindset You can look at my eyes and I have fire Right like annie talks about and that comes with time and discipline of consistent action but We'll end on this man Look, if you guys want help if you want to go the next level if you resonate with chris steinbrook's story And we represent with you know, you resonate with my story dandy kline. We're just a bunch of broke guys Dude, yeah, everybody's got problems We're just a bunch of bros that are just want to win that just want to kill it You know that have good habits that have good disciplines that want to go the next level and want to help you guys Get there and not get there later get there now. Yeah slow playing success. That drives me crazy I don't I don't understand that I agree man. I agree So hey, if you want to get in contact with us reach out We'll drop our instagrams here. You can follow me at danie underscore underscore kline chris go ahead drop your tag My instagram is coach underscore c stein and then go ahead a also reach out reach out to annie reach out to our team Reach out to chris reach out to me nine one eight two one out zero two five four You guys know the number. Appreciate you guys You start talking differently. You start communicating differently. It's an amazing thing. You got like a schwag Yeah, a little little swagger swagger is the most important thing And I put a post out this morning talking about your style, you know, hey, I have a different style You have a different style, right? Ian has a different style and he has a different style. Well, guess what the style is closing But don't don't use yours. Don't don't don't make your style An excuse for not closing and not moving the needle for it