 All right, so listen, here's my goal, all right? Let's have some fun, let's have some fun. The battle games, you know, I set up things with different people when they come back, cause I get to know every one of you. I got Blaine Train right here, I know his nickname. What's up, Blaine, how much are you gonna make this year? I'm gonna make 120. Blaine is going, Blaine, stand up, I wanna show you something, right? Blaine, how long have you been selling for? Year and nine months. He's been selling for a year and nine months, okay? Blaine, you have obstacles in your life, am I right? I don't have to say what they are. He's here, making a buck 20, he's gonna go to 250 next year. Look, hey, I see people that sometimes just need permission to go to the next level, okay? I'm giving it to you. Go slaughter everybody, bring the sheep to the slaughterhouse, okay, stand up. Guys, this is Josh Tucker right here. Josh has been selling cars for two weeks. Listen, actually Josh was in training in your store, right? Josh is an Oklahoma boy, he's local, right? So Josh comes into the conference room and he says, hey man, I'm sorry to my job, haven't taken any ups yet, right? You're in training and literally he's like, they're about to let me out on the floor, you know what I'm saying? And I wanna do great. I told him exactly what to do, I told him exactly what was gonna happen and guess what? He went back out and in two weeks he sold 10 and a half cars. Now, how the heck does a person that has experienced sell 10 and a half cars in a month doesn't make sense, okay? What we do doesn't make sense because your skill, your momentum, your drive and your fire supersedes everything, okay? Good job, good job. And every one of you guys, we go through stories all day. We got training though, okay? So my goal is, is that I need the Ian, Evan, Macklin brothers, come on. All right guys. All right, all right, all right. So listen. I know you call us the Ian and Evan Macklins but it's not like the Evan and the Ian Macklins. Hey, confusion techniques. Now listen, hey guys, I wanna say something to you, all right? The reason why I got these two guys, they've been selling cars for about 10 years, right? Okay, now listen, we're gonna do something, right? Our cameras for virtual will pick up this white board and that, okay? So my goal is, is that we'll do a little here and a little there. These objections that I've planned out, I wanted to plan some tougher ones, okay? These are gonna be pretty difficult and there gonna be stuff that you have in the store all the time right now. And guess what? Here's the cool deal, okay? We want to create and build the competitive environment in this place. And the last part of this, we didn't learn this but I said learn competitive intensity, killer instinct and crushing the other guy mentality, okay? That is the zone we freakin' live in, crushing the other guy, the killer instinct. You gotta get in that zone. It's something that has to run through your veins. When I hit that first big deal, I told you guys, my veins, something came through them and it was an adrenaline I've never felt almost like a sport winning. And I said, man, dude, I can do this until I die. And I'm telling you, there's lots of people in the car business burned out, crushed them, put them out of their misery, seriously. Look, either take them to the next level by them seeing how amazing you are or just put them out of their misery and they'll say, I just can't compete with this guy. Okay, this is a game we played last time. Anybody ever seen the little YouTube video I put together with these guys? Right, okay. Is anybody here alive last time we did it? Tyler was here, Romeo was here. All right, cool, it was fun, right? This right here, take yourself and put yourself in their shoes right now, okay? And say, if I got served with that objection, how would I handle it? Don't focus on how he's handling it. I want you to watch him because that's how you get better. Me as a kid, when I was closing, I was learning how to close, I'd come by and just watch you. That's the only way I would learn. I had to watch him close the deal. Yeah, well, I'd be creepin' because I was more like this. Hey, because I always tell him I got special stuff for him and I go eh, eh, eh, eh, and they're like, what? Hey, they're here, it's game time. Here's what we got. Alex, do me a favor, stand over here real quick, all right? You're gonna keep trackin' tabs on these guys. One goes out of the room, the other one comes back in. You guys know how it goes. They can't hear each other's answers or twins. They probably understand it from the hallway, all right? Alex, do me a favor. This is what we're gonna do, right? So, I got 10 objections, but we're gonna try to move quick. So, we got one, two, three, four, five, six, seven, eight, nine, 10. You guys will have to pick every round that they go. You'll pick a winner. Who handled the best? Does that make sense? No teaming up on favorites. Look, win, loss. That's it, you gotta choose one. No ties, man. Ian, no ties, no ties. Ian, and we got Evan, okay? So, bottom line is, you're gonna get a W and you're gonna get an L. Whoever's got the most at the end, that'll be the winner of this battle, okay? This is a battle that you need to enjoy having and do yourself. We got tons of role-playing after lunch. We're gonna get into it hard and closing, negotiating. These are 10 objections I wanna teach, but we're gonna take these guys to the next level. All right, Ian, in the hallway. Adios. Adios. Can you share like a little bit of that? It's a little bit. A little inspiration for what I'm trying to do at my store. Yes, let's do it when we're done. Is that cool? All right? He said, hey, can you tell him the story about these guys? Done, absolutely. But right now, let's put this on and then we'll go over. Because it's important. Because people think that people are born this way. Nah, man, people are created, right? You're creating yourself right now. Zero doubt in this room needs to be flown through these veins. Everybody needs to know exactly where they're going. All right, so, Alex, you ready to roll, babe? All right, gotcha. Okay, so here is gonna be the scenario. I'm a scenario builder. I like to build scenarios. That way, everybody can understand it. And then that way, he can have an opportunity to rock and roll. Okay? Hey, where's the rogue mic? We got it? Right back? No, we're done. Nope, no bueno? I got it. All right, we're done. Rogue mic, forget it. Unless it doesn't work. Okay, I just wanna make sure so you can hear him. But I'll stay close enough to him, all right? You got the person right here, too. Okay, so, here is the scenario. Okay, I call on a phone pop. Ring, ring. You know what I'm saying? You answer, okay? And I'm asking for a specific new car. Who sells new cars in here? Okay, you ever have somebody call and ask for a specific new car? They ask for a specific color, specific features. You don't have it, and you can't get it. Okay? It's like this. Hey, hey, you're like, hey, I appreciate you, man. You know what, let me check on that real quick. I'm gonna get right back with you, okay? Is that cool? All right, call me back. Go. Like, you just called me? Yeah, so I called you and I asked for this color, this options, all these things. And you're like, hey, do me a favor. I don't believe we have that on our lot, but I probably get it. So I probably wouldn't even say that. I just said, here, listen, Andy, I told, dude, I'm so glad you called it on that car. Not only are you looking at one of the best ones, my favorite was some of the best features. I've got 700 cars on the lot with the number one new car store in our entire district. So I will make sure when you come down, you're with the right guy to find you the right car with the right features. Now, we do have several different packages that needs cars sell quick. What time can you be here? Okay, great. Well, the only reason why is because I drove to another store, they didn't have what I wanted and I ended up leaving. So I just wanted to see if you had something that was exactly what I wanted before I actually drove down. Well, it sounds like some features are important to me. To you, Andy, it sounds like you're also looking to spend the right time looking for the right car. And I will help you find that right car and it's not gonna be a problem. When can you be here? Do you have the right car for me? I absolutely do, Andy. We got one sitting right on the showroom floor. When can you be here? Okay, good. All right, listen. Now, hold on. Now listen, I understand what we say. We say, hey, we're the best. When can you make it? I've got you, got you, got you done. Come in. But you know that new car buyer that says, hey, I want to know, do you have what I want? Right? I want us to handle that guy. Okay? You did a good job. Let's bring your brother. I'm not typically worried about that. I'll just tell them, yeah. I mean, I absolutely worry about the car and when they get there, I'm gonna handle them. I'm gonna overwhelm them with. Sticking to the objection, right? Would be like literally geeking out on the options. Does that make sense? We have a word track that we use that's really good for this, okay? But here's the idea. I'm bringing your brother. I want you to stay right here. Oh, yeah, yeah, yeah, yeah. Okay? All right, bring the brother in. Let's roll. Hey, listen guys, and I mean it when I say this. You're gonna pick one. Listen to what he said. Think about the way he handled it. I'm gonna go over the same exact way with my man right here looking sharp. Got the best on, ready to roll. Ian, all right, Ian. So here's the scenario. I called on a phone pop, so I might call on you ring ring, right? There's all phones. And I asked for a specific new car, specific color, specific features, right? You know what I'm saying? Like I know exactly what I want. Like premium package. Yeah, blah, blah, blah. I want this, I want this. I just want to make sure you got it, you know what I'm saying? You know, I drove to another dealer, they didn't have it, I wasted my time. I just want to call you, make sure you got it before I come in, right? Okay, you don't have it, and you can't get it. Go. Do you want me to tell you that? No, you don't have to tell you that. No, no, no, no. But I'm saying the scenario is you know you don't have it and you can't get it. So it's kind of like, right? Yeah, well, I'm known. Okay, whatever, I'll just tell you how, I'll tell you. Okay. Yeah, Andy, hey, it sounds like you got great taste. When you come down, we're going to make sure that we match up all the features to everything that you're looking for and I can assure you that whatever you're looking for, we'll match it up identically to it and we'll get you the right one. Okay, cool, it's okay. I went to another place and they didn't have it, and I wasted my time. Yeah, that's okay, Andy. I completely understand. Most places, and especially in our market, don't have the inventory that we have access to. So just come on down and I'll make sure that we get you the right one. No worries, brother. What time are you going to be here? Okay, that was a good. All right, all right. I'm not worried about that not having the vehicle. Just going to get, yeah. No, no, no, we got it. Hey, listen, what they're saying is the truth. No, no, is that right? It's right here, dog, dog, yeah. Listen to me. If you stick to the customer's objection, what will happen? You'll never sell them. You'll never see them. You'll never see that customer. All right, here's what I want to do. All right, Ryan, listen, I'm going to hit you with that objection. Is that cool? Yeah, I'm going to hit you with that objection, okay? But hold on. No, and by the way, it's not about this, but there's two of them that I want to hit while we go through them, so everybody's on this. So what's this? Guy calls on a new car, right? You don't have the options. You guys have been there, right? Yeah. What is your number one goal? To do exactly what these guys did. Here's my point, sell the appointment. Sell the appointment. Never sell the car, sell the appointment. But sometimes people can get a little sticky on the phone and they're like, hey, unless you got the exact car, I'm not coming down. Am I right? Then you got to get into that and we could go a little farther. All right, the two here, who won out of handle in this first one? Who do we got here? We got my man on my right, because you're probably wondering their names. This is Ian, this is Evan. The only way you can tell the difference is to go tee. Ian's got to go tee. Remember that, all right? Who won? Ian or Evan? Ian or Evan? Ian or Evan. I have a lot of you in there. You said Ian or Evan. Ian or Evan. All right, all right, all right, all right, hold on. Hold on. Everybody ready for Ian? Ian or Evan. Everybody for Evan. Ian or Evan. I don't know if that was less people, but it was louder. People love me, love it so much. All right, all right, all right, hold on. No, no, we weren't gonna, hey, we weren't, hold on. We weren't gonna do ties, but we'll do a tie on this one. We'll move to it. No, no, because we're gonna have to count, but I got a lot of stuff I want to cover with you guys. So let's move. All right, Ryan. I'm gonna tell you this, Ryan. Hey, I called on the phone. I'm asking about a specific car. You know what I'm saying? You don't have it, you can't get it. And let's just say, I can't sell the appointment. Let's say I can't, am I right? Some of you guys are like, Andy, but what happens if you can't sell the appointment, right? And they're extra, extra tough, because you could get that guy, right? Yeah, I'll get him every time. Okay, I love it. No, I could tell you stories about that, but like, I'm not really worried about that. No, no, no, I'm not worried about, but what do we do with the difficult guy that's over the top difficult? I got a word track that you guys will like. You'll love it. This is if you have to spill the beans. It's pink, it's sitting on the showroom floor. It's right here. I'm looking at it. Hey, I'm so busy. All right, this is selling 101 right here, baby. All right, Ryan. Hey, I appreciate it. It's weird. You don't have it, you can't get it. Let's go. Yeah, I say, look, I completely understand. In fact, I just spoke with my general manager and we can get you 99% of exactly what you're looking for. What my GM is offering, since you're being flexible with the new car, is a $1,500 B-Flexible coupon. What that means is not only will I get you top dollar for your trade, but I also added an additional $1,500 to its value to get you the most money you could ever get for. So I'm printing off that coupon now. What time can you make it in this afternoon? Okay, so watch this. What I did is- B-Flexible coupon. B-Flexible coupon. It's a trick. Here's the deal. Let me explain this to you, right? Watch. Hey, because I can't get you exactly what you're wanting, you know what my manager's gonna do? My GM, who's super cool. We appreciate you because we value you. We wanna give you like world-class customer service. But because we don't have this exact car, I had to handle it. I had to, because the guy's like, if you don't have it, I ain't coming. And I said, I don't have it, but you know what? Because I have most of what you want. You know, 90%, 95%, right? 99%, whatever. And I'll say, look, we're gonna offer a B-Flexible coupon. That means this. Not to do with anything with the price. Obviously, you haven't seen this customer yet, right? If you haven't seen them, you haven't seen their trade. That means the trade's gonna have to get appraised when you get there. So you say, I'm gonna offer you a $1,500 B-Flexible coupon, right, for the travel. And then guess what happens? We'll see you guys when you get here. I'll go ahead and get that printed off now. And guess what? There is no such thing as a coupon, okay? But what there is, is there's a Sharpie, okay? And when you pencil the deal, right? The manager says, trade's worth eight grand. Well, guess what? You offered them $1,500 B-Flexible coupon. You show them $6,500 plus $1,500 for the B-Flexible coupon. Now you're at eight grand, and you got a deal. Okay, it's called creating your own reality. Okay, does that make sense? Some of you guys, you may be like, Andy, my manager ain't gonna go with that. I wanna explain this to them. One day, you're gonna understand, right, that all these missed deals, right? My goal was to get people in. Get them in now. We sell the appointment, we don't sell the car. But sometimes, you have that extra difficult customer. And I want you guys to never let anyone leave or expat... We say the word Alcatraz, you know? Nobody escapes, right? So my goal is, is that that guy won't budge. I can't get that car. I don't have it. He's like saying, hey, send me a picture of it. You know, that guy, you're like, God, this guy. Guess what? I'm gonna call him, put it to bed, handle it. Say, I got the B-Flexible coupon. I'll handle it, and guess what? Since you're being flexible, we'll go ahead and print that off. The GM's super cool, and then we'll see when you get here. Okay? Hey, by the way, listen. The goal is, nothing works 100% of the time. Not what he said, not what he said, and not what I said. The goal is for you to learn multiple word tracks for an objection, so that when that objection comes in, you have multiple ways to overcome it and to handle it. Listen, no, if anybody ever tells you their word tracks work 100% of the time, they're a liar. Okay? Your goal is to be so weaponized, though, that you understand how to navigate through all different types of objections and be confident while you're doing it, okay? All right, let's go to the next one. I'm gonna send you out. Okay. I'm gonna keep him in. This is the tie. What's up, Matt? Good question. Our supercars, we've got M3s, M4s, blah, blah, blah. So, we've got these in-performance vehicles, and then we have the race cars. The race cars aren't out yet. The in-performance cars are out. Full sticker on the in-performance cars, but I had this baller kid come in with his dad. They're working like a life insurance company. I mean, multi-millionaire. Sure. Knows up at you, Matt, you're nothing. I got along with them. Great, but he comes in and he says, Matt, first of all, there's this clothing line that collab with BMW that's called KIT, K-I-T-H. So, this M4 is not out, and this special edition M4 is not out yet, but he comes in specifically for this M4 KIT edition, like big, big, big dog car. So, that just hit me in the face, and I played it off and showed him some cars with the food he asked me, but if you have like a car that's not out and then the best one that's not out, what can you do? I just say, man, you come in from the big dog car because you're a big dog. Why don't you leave $50,000 deposit with me right now when he gets in, you can pick it up. Oh, oh, oh, you don't have, oh, you don't have the 50. Yeah, you're a hitter. Cool, man. Let's just look at one in Stockton. Hey, don't worry. Yeah, yeah, you know, you know that. What's that, 50 cent song? You a window shopper? You know what I'm saying? Right? You guys remember that back in the day? All right, maybe not. All right, all right. I know you remember that. Yeah, oh, yeah. I was window shopping now and I got in the car business, you know. All right, all right, all right, we're gonna have fun. We're gonna go to the next one. All right, second one is, I call you on a specific unit. You tell me that you still have it, right? I'm like, hey, I was calling about that car. You still got it. But I say, hey, but there's a dealership closer to me that has the same car, right? And you already know that they've gutted the price of this guy. So they're like, hey, I can buy this new Maxima for, I don't know, 27, 655. And guess what? And you're like, damn, man. I mean, that's like everything in the son, the mom, everything, they got it on there. That's what happens. He says, if you can beat that deal, right? I'll come down. But you already know that you can't beat it. Maybe even go to your manager and you say, hey, man, I got this guy. This is what he's got. We've got the car. He's just wanna know if we can beat it. And your manager says, no. How do you handle that? I would say, hey, Andy, sounds like you've done all the work for me. You've taken the guesswork out of this thing, man. I love it. When you come down, I'm gonna make you a promise. I'm gonna hit on all the critical areas, not just the price of that car, but a lot of different things that matter to you and your family. So I'm gonna tailor my presentation to everything that matters to you. The car is the easy part. The price is the easy part. What time are you gonna be here? We'll make this happen. Well, let me ask you a question. I appreciate that. But can you beat the price? Yeah. Hey, Andy, the price has never stood in the way for us. So when you come down, let's just make sure it's the right model, the right car. You'll spin around the block real quick and make this easy. Okay, cool. I love it. But I know it's the right car. Yeah. Yeah. You can get a better price. Yeah, we're the number one dealership in town. So, dude, don't worry about the price. The price is the easy part. When you come down, we'll go over all the features, make sure it matches up because the cars can have a lot of different things, a lot of different packages. Since you know that this is the right car, all we have to do is make that price work for you. And there's a lot of different things, I'm sure, that comes into play with that, which could be your trade, what your credit is. And I'm sure if all of those things are perfect, you're gonna be driving off here with your family and you guys are gonna be happy. Okay, good job. Hey, listen. Hey, listen. I kept hitting him. Did you hear this? Listen, I kept hitting him. Did his enthusiasm change? No. Nope. He stayed with me, okay? Most of the people, and they get hit with an objection. And maybe if I say, you know, you did a good job hitting with it. I said, no. You hit me with it again. I said, no. Hit me with it again. I said, no. And guess what happens? I didn't drain his momentum. So, you know what happens? There probably will be a conviction that he's so sold on what he's telling me that I will become unsold on how I feel and more likely I'll gravitate towards what he's saying and I'll go in. Does that make sense? That's the whole goal. Remember, anyways, as you say this, most salespeople, they can make it to the first round. But once they get a no, they drop off. Most people can barely make it through the second. What about a third? I took him three rounds on that. He didn't lose enthusiasm. He didn't lose momentum. That's important. You guys steal what he just did. I'm pointing that out. All right, bring your brethren. I want you to stay here. All right. Yeah, we're gonna bring your brethren. Bring them in. Bring them in. Bring them in. Bring them in. All right. All right, let's have fun. Let's rock and roll. All right. So here's the deal. I call you on a specific unit, right? And you tell me you still have the car. We'll say it's a new car, okay? Nissan Maxima or whatever. And I say, all right, so I got a dealership that's closer to me. They're closer to me. And they have the same exact car. And they've given me this price. When I give you that price, you're like, damn, they've gutted this, they've gutted it, they've gutted it, okay? You know your manager ain't gonna offer a better price than that and ain't gonna happen. He says, hey, if you get a better price on this, I'll drive down there and do business. But if not, I think I'm just gonna get this great deal I got at the dealership closer to me. Can I use my exact scenario on how I- Done. Okay, cool. Andy, that's super awesome that you've taken the time out of your day to do your research. I'm a true professional and I like to make sure that I give you the best experience possible. I guarantee you it's gonna be better than the guy that's giving you this crazy price, but that's not a big deal. Bring that quote in. What we do here at our dealership that's a little bit different than everybody else is we offer a lifetime powertrain warranty on that car. That's not gonna be done anywhere else in Colorado, I assure you. And you're not gonna get the best salesman in Colorado. That's willing to take you, take your deal in consideration, get you a great deal, but also take care of you for the next several years. Does that sound great? Okay, hey, that's great. Hold on, don't clap yet. Don't clap, don't clap. Hey, I appreciate it. Everything you're saying is amazing, but I'm only gonna keep the car for two years. So I think the powertrain's gonna be important. Could you just get me a better price? Sure, and a lot of people always call and it's all about the price, but I guarantee you it's still about the person and the dealership that you buy a car from. We have an excellent family that owns our dealership. We've been in business since 1963 and we deliver for our customers. So I promise you, you're still gonna wanna get a car from a guy that will take care of you and your family. Hey, did you guys see, I told them no, right? All right, all right, hey guys, my man right here, or Ian, which one? Oh, man. That was a landslide. Huh? Hey, hey, we got, one guy did say, Ian, over here. All right, all right, all right, all right. Who was this in here? Oh, you came in last. All right, you go in the hallway, Evan. I got you. Ian's in the hallway. Damn it, Ian, you're in the hallway. They're twins, man. I always gotta look for the beard. I'm like, let's see right here. All right, hey, Alex, you got it? Yeah. Hey, that was a good one. Do you guys like that? And listen, as you're seeing this, man, you're recreating yourself and you're building yourself. Okay? All right, let's roll. So all right, this is gonna be a good one right here. Okay. All right, cool. So I call you on the phone. Notice I'm hitting some phone objections. I normally don't hit a lot of phone objections, okay? The reason why I'm hitting phone objections is because literally, I think due to COVID, and I mean this, I think that the phone is gonna be the one thing that's gonna change the deciding factor from you hitting that big unstoppable number is being deadly on the phone. And what you have to learn is that you're not always gonna have somebody in front of you to put your arms around, okay? You gotta be able to handle stuff on the telephone, okay? The guy that's the deadliest on the phone is gonna make the most money. So I want you to learn how to be great on the phone. So I'm using some stuff that's real life you guys can take back and you can play a lot of this in person when people are in front of you too, right? If it works on the phone, it damn sure works in person, okay? All right, so here we go. So I call on the phone and I inquire about a few cars, okay? You asked for the appointment. Hey, Andy, I appreciate it. Hey, what time can you make it in? And I respond, I just started my vehicle search, so I'm not doing anything for a few weeks. Overcome that. Great, Andy, have you ever won the lottery? No, great, well, you just did. Okay, so I'm gonna make it easy for you to buy a car. You're gonna get the best experience and it's gonna be super easy buying a car for me. We're super transparent. We're here for you. We do business the best in town. I guarantee if you come in, spend a couple of minutes with me. Not only will you buy this car for me, but you'll buy hundreds more. That sounds good. What time can you be here? Yeah, I appreciate it, but I'm still waiting a couple of weeks though. And you seem like a great person, so when I'm ready, I'll make sure I reach back out to you. Sure, and what's gonna make you wait a couple weeks? Are you just gonna be shopping around, looking for cars? Yeah, maybe just kind of taking my time. This is something I don't like to move faster. Okay, and I don't like to move faster with a lot of things either, but if you're on these specific cars that you're calling, they're not gonna last long, Andy. So I assure you, if you come to us now, and at least spend a few minutes just seeing if you even like the car, because God knows you don't even know what they look like. You've never met me. Once we do all that, then dude, if you gotta wait, wait, I don't really care either way, but I still wanna be able to help you find the right car for you, and it sounds like this might be that one. Am I right? Hey, there you go. All right, listen, hold on. Now listen, guys, listen to me. Is that a tricky objection? Yeah. Listen, I just wanna tell you, imagine, I walk up to any of you, and I'm just like, hey Reggie, yes why? I'm gonna wait a few weeks. Thank you. At that point in time, they are not in front of you. If the guys, no, no, no, I got it. I know how we're doing it, but that's my deal. I hit him, he has to respond within two seconds. That's real life, okay? Sharp, quick, fast response. Be immune to pressure, okay? Anyways, we're gonna bring his brother in. Bring the brother in, let's roll. All right, so check this out. Here's my goal. Did you hear exactly? I want you to think about when you're up here, Jordan, exactly what you would say on that spot, right? Would you get stuck stuttering, or would you know what you wanna say? This is a very common objection, okay? Very common, all right, here we go. So, okay, so I call you on the phone, I inquire about a few cars, okay? And then you tell me about them. I'm like, oh, okay, cool, you know what, I like that. And you say, hey, you know what time can you make it? And you ask for the appointment, okay? But I respond back to you. I've just started my vehicle search, and I don't think I'm gonna be doing anything for a few weeks. Yeah, Andy, most of my customers are just like you. They're putting in the time and the effort before they meet me to shop around and get all the information. I'm your true tailored professional, so anything that you're looking for, I'm gonna make sure that I can provide. So, let's get you all the information that you need, and then that way you can make the right decision for your family. What time will you be here tonight? And we'll go over everything. Yeah, so basically I just wanted to do kind of maybe like just a phone call to get general information. And then when we're actually ready in a few weeks, I think that we'll come in. Right, right. Andy, have you ever heard of like an apartment locating service, or like a realtor or anything like that? Yeah. Can I ask you? I've heard of a realtor, yeah. So you've heard of a realtor when you, did you buy a house? Yeah. Okay, most of the time the realtor, what they're gonna do is they're gonna go and search out everything that you like, like if the backyard's big enough, you know how, where the house is located, things like that. So why don't I do the same thing for you? I'm gonna go over everything that you want, and then when it comes time in the three weeks, you're gonna call me and I'm gonna make this so easy for you. Okay, guys got it. Now listen, think about this. Hold on, I want you guys to think about this. This is a tough objection, would you agree? Yeah. Watch this. I'm gonna show you this. You're watching these two guys right now and you're sitting here, okay? The objection is I'm not doing anything for a few weeks, right? All right, I'm not doing anything for a few weeks, okay? Stand up. Yeah, you ready? Hey, I'm not doing anything for a few weeks, go. Why not? What's stopping you? I just want to wait a couple of weeks. I just started my search. Well, if you lost a case, would you keep looking for them? Looking for them? Yeah, I mean I might. I mean, no, I wouldn't. All right, that's good. All right, here, stand up. I got you, Jesse, come on. Jesse, here's your objection, okay? I'm not doing anything for a few weeks. Okay, as of right now, I'll tell you that the weight inventory is, for one thing, it's very low right now, so if you've found something you like, just come in, I'll spend the time with you, go over everything, and make it work for you. Yeah, I'm not wanting to come in though for a few weeks, so I appreciate you. I just wanted to get some information. Okay, but watch, that's the way most people run. Andy, what changes in a few weeks? Nothing changes in a couple of weeks. So let me ask you a question, Andy. Why don't you just come in, we'll make sure that everything is laid out for you, that way in a few weeks, you have the easiest car buying opportunity, you can stop in, everything's already done for you, you have all the models that you wanna look at, and you don't have to waste your time, it sounds like time's important to you, so let's just crush that time, come on in and let's pick out a car for the next few weeks. I love it, and I want you to understand this, okay? Rule number one, when somebody says that they're waiting a couple weeks and they're doing some research, whatever, you guys know what I'm talking about, right? Yeah. The first thing you always gotta do is sell the appointment and say, hey, that's wonderful, look, why don't you come in, I can give you all the research, at least that way, when you are ready, you have everything you need, okay? Get them in, because you get them here, you're gonna close them, but what if you can't sell them on the appointment? There is that person out there, am I right? Then you have to ask why. The next question would be why, you know what I'm saying? Why would you wait a couple of weeks? Let's just say, I'm just gonna say that everything was right on the car and you loved it, but why would you wanna wait a couple of weeks? Can I ask that question? You need to shut up and let them tell you why. Well, I just wanna make sure I have enough research. Okay, that makes them know that they're a research person. So guess what happens? You need to tailor your objection handling only to research, because that's that kind of person. But the main deal is you don't wanna stick through it, move through the objection and get on with the appointment, always get back to it. Never get stuck into basically going and being sold that this customer is going to wait a couple of weeks. And most people do become sold that they're going to wait a couple of weeks and you jump off of getting the appointment, you get deflated and you move on to the next deal. You don't fight hard enough and you're not relentless to get that deal, okay? Anyways, as we're doing this, I want you to think, if I was to hit you with it, what would you say? You know what I'm saying? I want you to have something tattooed on your heart because when you get up here, really what you wanna say and what you know is what comes out. Am I right? And if you have nothing there, guess what? Nothing comes out. Does that make sense? And that's why I got these two twins going back and forth and they're doing a great job. With that being said, on this one, number three, the phone inquiry I just started, this is my search, I'm waiting a couple of weeks. Who do you guys give it to? We got Ian, we got Evan. Evan, I like Evan. I like Evan. I like Evan. I like Evan. I like Evan. I like Evan. I like Evan. I like Evan. We got 100 people in the room. Raise your hands if Ian won. All right, hands down. Raise your hand if Evan won. I think some people will win. That's a majority. All right, all right. Yeah, they looked at that. So Evan, go up on that one. All right, let's switch. Let's go out. This is gonna be a good one right here. This next one is going to be something that's gonna be fun. We're gonna do it right here on the whiteboard. All right, let's roll. Here we go. Actually let me write something down. I'll hand this to you. Okay, I'm gonna write a scenario, okay? Let's just say Ian gave me a pen. Let's just say this is a pencil. By the way, I want this to be about two minutes. Does that make sense? So let's not run through it forever. Quick, fast. Tell me what's on your heart. Boom, let's try to close it up, okay? This is gonna be the deal. He sells Nissan's. So we're gonna say he's got a brand new Nissan. Okay, we'll say it's a Maxima. Cool? All right, the price is gonna be 34.9. Okay, and you're giving a $2,000 discount on it. And that brings it to 32.9. Does that make sense? Yeah. Okay, you're gonna hit me with that. Okay, go ahead. Here you go. And then I'm gonna give you an objection. Okay, cool. Andy, the car that you chose the Nissan Maxima is 34,900. We already discounted the car to $2,000, so it's 32.9. Go ahead and sign here and we're gonna get this all cleaned up and wash free. Okay, cool. Yeah, thank you. I appreciate it. So what I wanna tell you is, so obviously I haven't had a new car. I haven't had a new car in about seven years, okay? So, you know, they're all so nice now, right? Also went and looked at a new Kia Optima SXL, right? It was a nice car and anyways, it was priced at 34.9 too, but they're giving $5,000 in discounts. So my deal is, is that this is a new car to me, it's nice. I'd rather have a Nissan, but at the end of the day, if the Optima's gonna be $5,000 less, I mean, I think I would go back over there. So if you can match the price of the 29.9 that I can buy the Optima for, I'll stay and do business on the Maxima. Yeah, sure, Andy. It sounds like that you've done a lot of the research and so I really appreciate that. You told me that you needed the car to do X, Y, Z. The car met all of those features, right? Is that what that meant, right? So it met everything here. We've already discounted the car to the market price. Look, these Maximas are nice. You loved it, you smiled, you were having so much fun. That car is already pre-discounted to what the market price is. Our car is gonna hold its value. So that way, when the car has 100,000 miles and you come to trade it in, or 50,000 miles, we've already taken the guesswork out of what that car's gonna be worth by not discounting it a ton. It's gonna hold its market value better. So go ahead and sign here, Andy. And then also, let me ask you, how are you gonna pay for this? Are you gonna do cash now or do you need a couple days to write us a check and hold it? What works for you? Okay, stop, all right. Listen, did you guys hear his presentation? Hold on, all right. Here's what I wanna do. Let's grab an eraser. Give me an eraser. Let's bring his brother in. We're gonna do the same exact deal. Good job. We're gonna do the same exact scenario, guys. All right, here we go. Same exact one. Here we go. All right, so here's what we got. Okay, cool. Cool, I'm gonna say this, we got a couple more minutes and then lunch is gonna be lunchtime. We'll pick right back up after lunch and we'll roll, okay? So here's the deal. This is, and by the way, your competitor sometimes got a better deal, am I right? You gotta know how to handle that, all right? So here's the deal. You got a brand new Nissan, okay? It's a 34.9. You got a $2,000 discount on it, okay? That brings it to 32.9. Go ahead and present that to me. Okay, Andy, the car that you chose specifically was 34,900 with a $2,000 discount after your taxes and fees, it's 32,900. Go on ahead and sign right there and we'll get it all cleaned up. Oh, and by the way, Andy, did you want your payment at the beginning, middle, or end of the month? Okay, good job. Hey, check this out. I appreciate that. Listen, I haven't had a new car in about six years, so the idea of it is is that I went and looked at some Kia Optimize as well. Right, some hard-loaded ones. And theirs was about 34.9, but they're offering me $5,000 in discounts, which would bring my cell price down to 29.9. They're both new cars to me. I haven't had a new car in a long time, so I'm like, I'm in love with both of them. But this would be my first pick, but if it came down to money, I'd buy the Optima. So what I wanted to give you is an opportunity to match the Optima price at 29.9, and then I would say, and buy yours. Sure, Andy, and cheaper's not always better. Am I right? Sure. And you did say you liked our car a little bit better. Am I right? Sure. So you gotta pay a little bit more in the game of the cars that you chose that you liked the best. So that is what our car is, and that's the price that it's gonna go for, Andy. Not only that, but our car is backed by that lifetime power train warranty that we went over with you. Did you like me? Yeah. And you liked the car? Yeah. This car's gonna be the greatest car for you. Just go ahead and sign right there, and we'll get it all done. So what I did is, I did some payment calculator in my head right at the 30 grand on the Optima, and that was kinda like right where I wanted to be. Sure. So that's why I was hoping you could match that same deal. Yeah, but Andy, don't worry about the payment calculator. We'll get through all of that, and I have a trained finance professional that I'm sure will make this car go within your budget. So that's not a huge deal for me. I just wanna make sure, number one, that you're comfortable with me. You like the car, obviously, so we're already past where the Kia Optima is on your critical levels of buying. Am I right? So if we've already hit on most of those critical levels, I get you're gonna pay a little bit more, but you're also gonna pay for more of the stuff that you love. Could you see if they could do a better deal on it? Andy, if I had to do that, then I wouldn't be being transparent with you, man. And that's why you like me. That's why we get along. I'm not gonna come back with a second best price, third best price. I always am transparent up front with my best price, okay? Good job. Okay, all right, listen. Hey, I want you to listen to this. Hey. Woo! Yeah, at that- Andy looked in my soul a little bit. No, but I- I could see he wanted something more. I was like, I'll give it more. Hey, here's the goal. Is that, at the end, right there, right? He should have said, have I offended you in any way? Have I given you my best price up front? Have I? No, thank goodness. And then close them up. But here's my point. Is that, look, and we're not gonna move into this, all right? You guys seen how we do the depreciation deal, right? Yeah, well, that's one of my favorites. I would have straight smoked this dude on depreciation. I said, yeah, a little more less in payment now to have to come out $5,000 to $8,000 cash down when you go to trade the car back in three years. Yeah, are you serious? Yeah, no thanks. Okay, we'll show you this after lunch, okay? Does that make sense? Okay, I'm gonna pick back up on this after lunch and we're gonna pick right back up on this and we're gonna run through this, okay? They're getting everything ready. So look, hey, let me ask you this, right? Who in here has learned a lot from the training this morning? Do you feel, I'm gonna ask this question. Do you guys feel like you're learning some skill that you can use to go back into the dealership? Think about it. Has it been worth it so far? Yeah. Hey, here's what I want you to do. Think about your head, right? Think about right now what's going on in here. Has anybody in here completely just realized who they're gonna be when they go back home and realize that no one else is gonna stop you, no one from becoming the person that you were made to be? You know what I'm saying? That's what it's about. Look, winning is a habit and so is losing, okay? There's so many testimonies and stories and a lot of you guys, I've trained in your store and that's how you're here. A lot of you guys, you came out, you watched one YouTube video, you're like, dude, I'm gonna get in, here we go. And you're here and guess what? It was like hell getting here because your mind kept trying to talk to you out of coming. You know what I'm saying? Trying to keep you to play comfortable. And I'm gonna tell you this, we haven't got through everybody yet, right? But the goal is by five o'clock, by the time you leave, guys, we're just getting started. No, listen, I could run a seminar for literally five weeks every day and we would cover different stuff. That's how it is. Anybody that's ever came, every time it's completely different. Is this different than last time? Done, I change it completely. Every single time I push myself and I push you guys and I try to bring a little tougher objections to the table. I try to build real life scenarios, right? That literally in here, we cover, you figure it out, you take notes, you write down what you think, what's going on here, you understand the concept of the objection. When people say no, if they say no, if you can get people to turn that no into a yes, you're worth all the money. That's called objection handling skill. That's what we're on. We're gonna work at the last part on closing and negotiating, okay? Like on the pencil. Okay, so we're gonna take a lunch break in a minute, but who won this last battle? Just so people on virtual can see. Oh wow, okay, guys, let's roll. Who won the last battle? Who won the last battle? All right, hold on. This is Evan. You did better. This is Ian. Ian, Ian, Ian, Ian, Ian. Come on, guys, we're team Evan at it. All right, all right, Alex, put Ian on. All right. All right, you gotta do it. Okay, all right, all right. So we're, and by the way, I'm gonna say this, it's number five here. And basically at this point, Ian is behind one. You know what I'm saying? Here's the cool thing about competitive nature. You don't have to be up here to understand what it would be like if you were up here, right? Ha ha! Hope you guys had a great lunch. Guess what? Crushing it, killing it. We got the first half of the virtual master closer seminar. Master closer seminar done. Guys, it's insane, man. This right here will change your life. Make sure you got a pen, you got a paper. Make sure you're literally like listening to everything that we're saying. Anything that resonates with you, write it down. And then like I said, we're getting ready for round two, game time. We are going to go and crush it. You guys ready to roll? Let's get it, let's get it. All right, all right, all right. So here's what we're going to do guys. Number one, we're going to finish this little battle with the Macklins, okay? Let's, yeah, let's finish this out. Let's rock and roll. Guys, second half, round two. Get your coffecito in, right? Get some water, rock and roll. You know what I'm saying? Make sure you stay focused. Right now, what your body's wanting to do is saying, hey man, you know what? We got some training. I think we're done. No, we're not. You're just getting warmed up. The rest of it, yeah, is going to be objection handling and closing. It's all going to be from here on out and then marketing. We're going to go right into marketing right after this, okay? Because some of you guys, it's not like you don't work hard. You just don't have your day scheduled, right? We're going to cover that. I'm going to show you how to freaking plan a day to just like literally assassinate the whole store. Okay? So let's get ready. Let's rock and roll. We finished on the, what do we finish this? Who's ahead, who's behind? Well right now, this is where we're at. Three, two. That's in three, two. Yeah, Evan is up by one, okay? He's up by one. I usually let him get it up. Yeah. No, no, he does. He likes, yeah. He likes to give him the taste of a win and then rip it away. Okay guys. All right, so we're on scenario number five. Scenario number five. We're going to handle this. We're rock and roll. I know we're running behind. We're supposed to be doing marketing, but we're going to finish this and then we'll go straight into marketing and we'll move. We're going to cover everything. We're gold. Okay? All right, so this is going to be. We got to send one of you guys out here. Okay, you ready though? Yeah, we're ready. Yeah, we're just making sure. Oh, hey, hey, hey, let's say something real quick. By the way, this is for everybody virtual. This is for everybody here, okay? I want you to do this, right? This is important. I'm going to give away five. I said this, I'm going to give away five overcoming objections scores. Thank you for asking me about that a little bit ago. You said, hey, man, you started that and you never finished it. I was like, yeah. Welcome down to ADD. All right, listen, with this, by the way, this new objection handling course, it's freaking wicked. It is absolutely wicked. It's a new one. It just came out. We dropped it Tuesday. Haven't even put it out on YouTube or anything. Like we just dropped it. Mo, you took it. You listened to it the whole way here, right? What'd you think? Awesome. It's, I mean, it's wicked. I cover every objection. You print it out, right? So you have the objection and how to handle it. Word for word. All, we've covered 60 of them. The most 60 hardest objections in the store. And then on top of that, I do them with video. I show you not only how to handle it, the same exact word track, but I show you three, four, five, six different ways to cover the same objection in different spots. So you become very familiar with it, right? So it's cool. It's a great one. But my goal is, is I look, buy it cool, rock and roll. Guess what? I'm gonna give away five of them today, whether five virtually or here, okay? I want you guys to do me a favor, right? We've got this Instagram here, right? I told you guys, it's at official Andy Elliott, official Andy Elliott, two L's, two G's. He's on your mark. What? Look at this. Is that hard? Yeah, you're like, it's the, like, yeah. Well, how to look at it real quick. It's my name. Listen. Where's the whistle back, guys? Damn it. Damn it. All right. It's official Andy Elliott. And then also on top of that, we got car sales nation, okay? We want you to tag your account and then we want you to tag me, tag us, okay? Then here's the kicker. I wanna tell you this. Whoever posts, if you're virtual, you're watching the TV right now, watch, take a sign, watching this. I'm like, what's up, click. There's the virtual. We're training, cool. I got you. Some of you guys that couldn't make it. But then also on top of that, anybody that's here, guess what? Take a picture with your crew. Somebody here, right? Doing some training. Maybe a little one minute, 60 second clip, whatever. Guess what? Boom, pop that sucker out there. You know what I'm saying? Guess what? Whoever causes the most attention tonight, right? When we're done, I'm gonna go back, we'll check out the social media until we get back to the house. We'll pick five people, and guess what? We'll jump on Facebook Live. We'll give away five courses. Cool? I'm just saying if you're an action taker, take it. I got it. December, it's a season of giving. Yeah, yeah, and I like giving away stuff and helping people out, you know what I'm saying? But anyways, the idea of it is, that's what I'm talking about right there. Action takers, do it, go all in. The course is badass. We're gonna give away five of them, okay? So if you're virtual, it counts with you too. It's the same deal. Anyways, we're gonna rock and roll. We're ready. Let's get Ian out of here. Let's go, let's get Ian out of here. Let's go, we got number five. All right, hold on, don't start yet. Oops. Okay, we're gonna let him get out of here. Mm, okay, it's a good one. All right, so this is gonna be the scenario, okay? It's a new car purchase, okay? So I'm calling you about a new car, okay? It's gonna be a phone pop. I mean, covering a lot of phone stuff, okay? It's gonna be a phone pop, okay? And you and a dealer have the same deal, but the dealership that I called before is offering me 10 grand on my trade, right? And your manager bid mine at eight. Now listen, this is a deal that's already been worked. You know what I'm talking about, okay? Like literally, like the manager, right? He got involved, he bid the trade, you know what I'm saying? And then I say, hey man, I appreciate it, but look, I already talked to ABC Motors down the road on the same new car. This is your new car competitor. And guess what? They're giving two grand more on the trade. Yeah. Hey, Andy, that's super cool that you did, as you went on ahead and did your research. I was trying to be upfront and honest with you on that trade value initially. If you're looking to get 10 grand out of the car, again, we have never even seen the car. We might be able to get you more than that. All I know is most of my customers never leave with less money than they really want for the car, but to tell you 10 grand, to tell you 12 grand, to tell you eight grand, I would really love to see the car. Can you bring it by a little bit later? I promise you, I'll bring my used car manager out personally and we'll get you the trade value. And if it's 10, maybe it's 10.5, we'll get it to you right away. That sound good? Yeah, no, that's fair and I like that. But look, the deal is, is that obviously I'm gonna drive to one or two places and if they're already guaranteeing my me 10 and you said eight, well, I'd be crazy just not to go there, right? Well, yeah, and there's a big swing there. I can't guarantee you 10, but I'm not saying that we can't get you 10. All I'm saying is we've done a lot of work to do it. But they already said they could get me 10. Okay, so if we give you 10, that sounds like we're making a deal. Hey, I got you, where's those whistles? Oh! Get those whistles out. Oh! Ha-ha! All right, bring him in. Hey! I knew I was gonna get him. Hey, I called it. This was gonna be the one that was gonna get him. He ended up freaking out there. Did he fall asleep at lunch or what? All right, all right. All right, here we go. Here's the scenario, okay? It's a new car purchase, okay? I'm calling on a new car, it's a phone pop, right? So remember, it was on the phone and I hit you up and I called basically you got the same cars and another dealer down the road. I say, hey, you know what, can you give me a deal? And you're like, yeah, Andy, here's the deal. But I need you to bid my trade. You go get your manager involved and your manager says the trade's worth eight grand. It's one of those deals, like this guy's not coming in unless you work the deal with him, okay? Down the road, they're gonna give him 10,000 for his trade. You talk to your used car manager, your used car manager says, hey, I'm not giving the guy more than eight. Period, it ain't worth it. Guess what happens? How do you handle that? I'm on the phone, go. Okay, hey Andy, I got you a trade of praise that looks like it's really nice. What time can you bring it here? Because it looks like we're really close on your car. Okay, cool. So I've already got the 10 at the other store and obviously you told me earlier eight, right? But they're gonna give me 10 for sure. So if I can't get better than that, I might as well just go straight there. Andy, I'm available here in the next hour. Do you have a minute where we can stop by and we can drive it over to my used car manager. We can take a look at it, you, me and him. Yeah, I really don't. But if you can get me better than 10, I'll come down. Andy, it sounds like money's really important to you in this deal, am I right? Yeah. So getting the best price on my car is also important to you, right? Yeah, and you guys both have the same price. Yeah, yeah, so we have the same price and we have the same price on the trade. Come on down and let's just make this easy and we'll figure it out. Well, you don't actually have the same price on the trade because they're giving me 10. Well, I haven't told you what my price is, right, Andy? Eight. Yeah, no, no, I haven't told you what my price is. Right? Yeah, no, I haven't told you. Are you taking it by yourself? Yeah, Andy, I haven't told you what my price is because that would be fair. I don't really care what the other dealer is giving you. Here's the deal. I know what my price is and I know my price is gonna be the best in town. So when you come down and you and I drive this car, you and I look over the car, then we're gonna agree to the price and I'm sure it's gonna be the best price. Andy, don't worry about that. What time are you gonna be here? If you can tell me you can beat the 10, I'll be on my way. Andy, I'm gonna make it work no matter what. That's what I'm telling you. Hmm. All right, hold up. All right. Answer the damn question. All right, listen. Hey, all right, all right. All right, who do we got? He and Evan. He and Evan. All right, all right, hey. Looks like, hey, looks like it's a tie now. All right, all right, you're going out. Come on, man. All right, all right, all right, all right, all right, all right. All right, all right, all right, all right, all right. Okay. Okay, cool. So number one, so I call you. Okay, hey, we're sticking on the phone, guys. This is good. This phone. This phone's great because nobody trains on the phone, okay? So they're great, it's a great mix, all right? So I call you on the phone. You have the car I like, but because of COVID, I don't wanna come in, okay? You offered to bring it to me and I say no. How do you handle that? Hey, I appreciate it. No, I know you can bring it to me, but look, I just think right now we're gonna hold off. Thanks for giving me the information. Andy, safety is really important to me. It's important to our dealership or a family-owned dealership. We've been here since 1963. Nothing is more important to us than your safety. What's gonna be most comfortable for you to move forward with this purchase? I'm gonna make this the easiest thing for you, but I also wanna make it the most comfortable. What's gonna work? I'm gonna stop. That's good. That's good. Woo! All right, bring the next one in. No, because he made me give him the answer on how this is gonna work. That's good. Next. All right, all right. We're on number six here, guys. Okay, so I call you. You have the car that I like, right? Okay. But because of COVID, I don't wanna come in, okay? Also, you say how it's cool, no big deal. You know what, I'll bring it to you and I say no. I don't wanna do that. How do you handle it? Okay, Andy, it sounds like there's a lot, I mean, there's obviously a lot going on in the world and our goal here, we're a family-owned business, is to make you and your family number one the safest and the most comfortable with your purchase. So go on ahead, just tell me. You can be perfectly honest with me. What's holding you back? Just really getting around anybody right now. I really don't know what to do. I know I wanna get a car, but I don't wanna come into you and I really don't want you coming to me. Right, Andy, so we can come up with a process that makes it simplest for you. All I need to know is that you like the car and you like the price and then we're good. We'll figure that out. You tell me what's most comfortable for you. Let's put it on you, Andy. Tell me what you would like us to do. Are they twins? Yeah. Are these guys twins or what? They're twins. They're twins. They're twins. Okay, all right, so that's a tie. That's a tie, because they said- No, I gave him a trick there. I sent him a message so he wouldn't, you know, get fucked. I like that message. I can only block. That was good, that was good, guys. Okay, all right, all right. You stay, you go out. Okay. Okay. Okay, all right. Here we go. I call you on a specific unit. You have it in stock, right? I say to you that I'm reaching out to every dealership to get the very best price. How do you handle that? Yeah, Andy, hey, dude, that's totally cool, man. I love that everybody, or guys like you, reach out and try to do the most research and everything. It sounds like number one, you're just trying to get the best deal. All of us are trying to save money, especially with COVID, the times are going on. It's a little crazy. So number one, it sounds like time and money are important to you. Good news is, is you got the best guy in the business. I'm gonna make it super easy for you to get the best price and payment and everything that works for you. So what time can you be here, Andy? Let's get it going. Yeah, yeah. So what I want to do is just basically get the best price and then what I'll do is loop back around to you at the end if you're the best price and then really I'm just gonna buy from the place that can give me the best price. Yeah, and that's okay to do. I totally get it, but it sounds like you're gonna be spending your wheels a little bit. You're gonna call a bunch of stores. Nobody's gonna give you prices or there's gonna be a lot of Mickey Mouse stuff going on. Number one, we are family-owned business. We've been doing this a long time. Just come on down, I promise you. You've already done it. It sounds like you've been doing your research already. You kinda know where the cars are gonna fall, right? So come on down, let's make it easy for you and we'll move forward and make it quick. Yeah, if I don't get a price, you definitely won't get my business. Well, I mean, Andy, come on, man, here's the deal, though. If you come on down, I'm gonna make sure you get the best price. It sounds like you already, have you done, it sounds like, have you called any other places? Sure. Okay, so you kinda know what the price is gonna fall, am I right? Yeah. Okay, well then give us a chance. At some point, you're gonna have to go in the car, store and see the car and possibly drive the car. Have you done that? Okay, cool, so come on down, let's make it easy for you and I promise you, you won't have to worry about the best price. I am worried about it. Yeah, I know you are, Andy, it sounds like it. You're in your diligent and I get that you're diligent, but you gotta trust me, somebody is gonna sell you a car and it's gonna be me and I'm gonna make sure you get the best deal. Okay. Handys. Let's do that on the phone. Trust me, Andy. Okay, hold on, listen, hey, you guys have this tough customer, am I right? This guy exists and the deal is, is that when he runs, you either have to take control of him, which is good, I wanna explain this to you. He is trying his hardest to maintain control because if you give this guy control, and I'm just gonna tell you this, he will treat you like a punk. Okay, he won't respect you, he'll never get back to you and you'll be a slave to him. Okay, I'm just telling you, that's good. You got one shot, you know what I'm saying? Go all in. If you don't set an appointment with this guy, I'm not saying that you can't work him over the phone and get the deal done right, but the idea of it is, is that this is the way that people work out of these shoppers, you know what I'm saying? They're really not emotional and they're just number people. That's it, good job man, you stayed with him. And I was trying my hardest to get him to crack and he stayed, good job, bring the next one in, good job guys, good job. If they just hang up on you, you can guess what, they're not interested in buying a car, okay? And by the way, if they just hung up on you, more than likely even if you sold them a car, they'd smoke you on your CSI and guess what? You'd get trashed out by your manager, he'd be like, hey, why you taking care of people like this? You didn't do anything, you know what I'm saying? Listen, the goal is that everything you're saying is the truth and the fact is he's going around, I mean, I'm just saying, if a guy beats another car by $100, look sir, I'll put $100 on the table right now for you to come in, okay? I'm just saying, because that's what it's gonna end up being in the end. Ultimately you have to find somebody that you wanna do business with and that's where you shine through, that's gonna be your silver bullet. No, no, no, he's not, we're always talking about closing and selling, so you know what I'm saying? I mean, this is what, this is the zone we live in. All right, so, okay cool. I call you on a specific unit, you have it in stock and I say to you that I'm gonna be, it's a new car, okay? I'm gonna be reaching out to, or we could say use it, I'm gonna be reaching out to every dealership, let's say it's a new one, let's go back to that, okay? No, because it makes sense, use this too tricky, you can get out of it. Okay, so I call you on a specific unit, new vehicle, you have it in stock, you say, yeah, you know what, I got it right here on my showroom floor and I say, okay, cool, I wanna get the very best price on that vehicle and what I'm gonna do is I'm calling all the other dealerships, I've already called a couple, I'm gonna call all the other dealerships and whoever gets me the best price is who will get my business in the end, what's your best price? Andy, you know what, I'm so glad that you asked that, you've taken the guesswork again out of what I do here, so by you getting the best price and you already knowing what you wanna purchase, super simple, when you come down, we're gonna match that up and we're gonna make this work, what time are you gonna be here to do that? Cool, no, I appreciate that and I can come down, I just need to know what your price is gonna be. Yeah, Andy, and I know that you wanna know exactly where the price is gonna be at, let's match up everything that you're gonna try to do here, let's narrow it down to make sure that we're on the right equipment because Andy, like you know, these cars can have mud flaps, ETC, whatever that they have on them, I wanna make sure that this is easy, transparent and honest for you, I don't wanna skip any detail, Andy, because for what it sounds like is you're a very detail-oriented guy, so let's make sure we match it all up, what time are you gonna be here? Okay, cool, well this is the price I'm getting out of their stores, can you be here? Yeah, Andy, here's the deal, I don't care what the price is you're getting out of their stores with all due respect, I know that you're gonna get the best price because I can tell you're an intelligent guy over the phone, so let's get you down here, come with your best price and we're gonna make it work, let me also tell you one thing, we're the number one store in the state, we're not number one for a reason, for a bad reason, we're number one because everybody wants the best price and when you're a volume dealer like we are, we're gonna make sure you have the best price, everybody gets the best price, that's how you stay in business since 1963, right? Let's go. All right, all right guys, all right, so you guys got a pick, you got my man over here, and you got Evan. He ever sold it at the end. All right, so you got Ian, and you got Evan, hey, all right, if you're in on Ian, raise your hand. All right, and if you're in on Evan. I don't know what you talked about during lunch, but I swear to God. All right, what about Evan? I think that's Ian, Ian got that one, man, he just snuck around on that one, man. Okay, all right, so let's make sure we're going into, we're going into number eight, we got three left, all right, where are we at, Alex? All right, one, two, three, four, five, one, two, three, four. So Ian's up by one, okay? Ian's up by one, all right, one out, one in, let's roll. Okay, it's going to be a two, it's going to be a two minute deal, and I want to tell you guys this, look, first of all, it's almost 2021, okay? You guys have to be great at sending emails. Would everybody agree I have to be great at sending emails? Yes. Yes, you have to be great at sending a voicemail if you're going to leave one. You have to be great at doing video, okay? You have to be great at texting somebody. All these things are crucial. The way that you're interdaged with somebody is everything. This is going to be a little bit of a different one, okay? And this is going to be the deal. I'm going to give this to you, I'm going to let you write this out, okay? We're going to put them on the clock, right, ready, go. Here's the deal, this is going to be an email, it came in and the email says, what's your best price on stock number one, two, three, A on the 2018 Tour to Forerunner? Thank you, Tom. Anybody ever had that? Yeah. Yeah, okay. Forerunner, use Forerunner? I'm going to use one. Okay. Okay, it doesn't matter. I don't care if it's new or used, but here's the deal. I want you, here, give me a better marker over there. I want you to write your email going back to him. Okay. Okay, no, no, no, give me a black one, this one sucks. Yeah, yeah, here, just give me this. All right, cool, you ready? I want him to write his email and then guess what? You got two minutes, ready, go. And it says, hi, what is the best price on stock number one, two, three, A on the Tour to Forerunner? You guys get this all the time. What did you think about it? Don't have a phone number, what do you want? Phone number, okay? But also the guy wants a price. Dude, this is what it's about. I'm telling you, the person, you guys get leads. I mean, think about it. How many of you in here get leads? How many of those leads come in, right? And they don't have a phone number on them, lots of them. Hey, when I send in leads, I don't want to put my phone number. I want to see if you'll answer the question. That's the biggest deal. That's why this is tricky. This is good, this will help you guys a lot. So thinking fast, thinking on your feet, it's not always just here with like an overcoming objections. Hey, if somebody says no, you got to get them to say yes. I mean, that's just it. The guy that can do that every time, is the guy that's going to win and make more money than anybody. But also you have to be able to communicate through emails. You know, these leads are coming in through and with COVID, I'm just telling you, they're going to come in more and more and more and more and more. All right, what'd I say? Okay, cool. All right. I'm going to read because my handwriting is fucking horrible. No, you read it. You read it, go. Okay, so I just said, I basically said, I said that one is nice. I probably put like capitals and shit. Sorry. So I put that one is nice. Oh, wait, hold on, wait a minute. Okay, now my deal is I just asked you, what is your best price? Yeah, I'm going to handle that. Okay, all right, cool. Okay. I'm not worried about the price. No, no, okay. That's no concern. Okay, go ahead and read it to me. So I just said that one's probably not, I said that one is nice, but it's probably not the best pick. Let me explain. Okay. So I said, let me explain. I have a few that are, what I would say is similar. I have a few that are nice, similar with lower miles, but also a little bit cleaner. Would you be interested in those also? So basically I'm saying, hey, that one's nice, but I've got a few that are, you know, around the same prices, some are the, you know, the same miles. Well, I know what you said, because in an email, you don't get to say any of that. Well, yeah, that's how I would put it. We just get to see what you put here. Yeah. Okay, everybody see it? That one is nice, but I want to, let me explain that I have a couple more that are lower miles, a little bit cleaner. Would you be interested in those also? Okay. All right, listen, you guys got it? You got where he's at? Okay. All right, it's in the brother end. Hey. Hey. You weren't ready for that email. Where are you now? Yeah, I don't know. Now I'm gonna let you guys decide. Oh, you got a marker? Okay, we're good. Okay, this is going to be a customer sends you an email. It's an email. The email says, hi, what's your best price on stock number? One, two, three, A. The 2018 Toyota 4Runner. Thanks, Tom. Write me your email back to him. Write you my email back. Hi, yeah, you get leads all the time without phone numbers, right? Let's go. This guy's asking an easy question. Hi, what's the best stock number on one, two, three, A? On the 18 Toyota 4Runner. Thanks, Tom. Just very simple one line. You know that one line lead that comes in? Yeah. You're like, okay. All right. Hey, Tom. And this is just assuming that lead came to me like. It just came to you and it's sitting in your queue. Say, hey, Tom, thanks for your interest. Yeah, writing emails is huge. I'm telling you guys. And we'll get to you in a minute. All right. Yeah, and I put it right there on the board so you guys can see it behind you. Sorry, bud. You get good at emails. I'm telling you, it'll change your game because half your leads are going to come in with no phone numbers, right? Half the people out on the market when they inquire about a lead, they inquire through their email. You know what I'm saying? All right. I don't want you to have it. Dude, I know this sounds crazy, but everybody still uses their email. They may not check it every day, but they still use their email, okay? A lot of people say, yeah, texting, texting, texting. Yeah, that's right. But also email is one of the places that you can send mass volume communications where you can't do that through text. You go to send lots of texts in a row, even through a texting system. A lot of times it'll get spammed, okay? And then guess what? You're sitting there and you think it went through and it never went through. You know what I'm saying? You don't know. The cell phone server doesn't tell you that they spammed your text. They just don't let it go through. So the goal is, is that utilizing email is crucial. Doing your follow-up through email is everything. I'm just telling you, you know, you can make as many phone calls as you want, but it takes time to take a phone call, right? If you were to do follow-up on a phone call, how long does that take? Five minutes, three minutes, two minutes, you know what I'm saying? You do it through an email. You can do it in one second. Boom. Send it to somebody. The whole goal of the, have you ever read the book, The Compound Effect? Yeah. Yeah. It's how to do more in less time. You know what I'm saying? It's a compound effect. Making your day really count. Now, is your subject line like very important as well? Your subject time is crazy important. Yeah. Crazy important. Always use a dream to draw with. That makes them open up. Yeah, whatever it is, I'm saying your subject line is great. Yeah. I know you talked about as many tickets and that you just mentioned, The Compound Effect. What are some other books that we can learn to read that you have learned? You know, man, I mean, this has gotten crazy, but in the last year, I haven't been, so like, I can't hurt me, David Goggins, like that's kind of, you know, like that's kind of that mental deal, you know what I'm saying? But, you know, but as far as like books and stuff like that, there's lots of great books, man. What's that? Is he gonna do it before the trip's over or are you not? Man, dude. I only got about eight more hours and I'll go home and maybe that's it. That's it, dude, that's it. I readjusted what I thought. He was like, that comes a lot. I didn't expect that. So, this is what I would say. I'd say, thank you, Tom. What's your phone number? Yeah, that's all I'm saying. Yeah, that's all I'm saying. All right, all right, hold on. Are you done? Okay, all right, read it to us. Okay, I say, hey, Tom, thanks for your interest in the one-of-a-kind Toyota 4Runner that we got, one of our absolute best vehicles. I'm sure this vehicle hit in some of the high critical areas that are important to you and your family. We use some very expensive tools to make sure this car is priced 85% to the market value, which is why the price you saw on the internet is the best we can do. Oh, what time can you be here? What's your contact information? Okay, all right, now listen, I wanna say this to you. You guys buy stuff, right? The best way to figure out and handle how is the best way to handle someone is to think about how you would wanna get handled. Does that make sense? I mean, really, I'm telling you, like that's the silver bullet to back yourself into it, okay? And you guys saw the way that Evan did it, or Ian did it, and you saw the way that Evan did it, right? Okay, I wanna ask you this question, right? Who do you think responded better to the email? Okay, that ain't gonna work. All right, all right. Well, hold on, see that there's some neither in there, right? But here's the questions between them two right now, and then we'll talk about what's the best way to handle it. Is that cool? Okay, because this is a tricky one. I mean, seriously, nobody trains over this. Mo, what's up? Probably Ian, because based on that email, I probably wouldn't respond, because there's no price on it. But at least with Ian, it allows me to at least respond back to him, because there's another interest in the other cars, so let's see if I have a chance to work here, so they're better. I agree, those are my ideas. Okay, okay, all right, hold on, hold on, hold on. All right, guys, so if you're with Ian, raise your hand. Okay, and if you're with Evan, raise your hand. Okay, all right, it's definitely Ian, okay? But hold on, what is the goal? The goal is to, number one, get a response. Yeah, it's to engage, get a conversation going, but I'm gonna tell you something, okay? Your goal is, unless this person's gonna stick to the email platform and they're not going to get off, your goal is to get them off the email platform and take them to a phone number. If you don't get a phone number, you have like a 5% chance of closing somebody on email. I mean, seriously, okay? Now, here's the deal, the guy asks a specific question, so how could you word it? By the way, remember how I told you, there's no perfect way, because based on how this guy is or how she is, we don't know how the person is on the other end, right? They might be like a crazy analytical person, that'd be like, hey, this guy didn't answer my question. You know what, screw him, I'm not even responding. But if you answered it too, also, guess what? You may never see him again, and guess what? He may just keep sending people emails. You know what I'm saying? Your best chance is going to be to get this guy on the phone, and as a closer, as a sales person, your goal is to give your best chance to every person. So what I do is I try to convert to try to get a phone number, okay? And this was how I won and sold more cars by leads that came in without emails. So I wrote one, can you put it up there? Check this out. I put this up here, just so you guys can have an idea. Okay, and I just want you to look at it. It says, my name is Andy Elliott, and I'm here to serve you and your family at the highest level, as well as provide you world-class customer service. In regards to your question, we spend tons of money on expensive tools at price or vehicles for us, which guarantees our cars are always priced under market value. But I do have a discount coupon. I would love to send you. However, it's only available through text message. What is your cell phone number so I can text you over the additional coupon right now? Hey Andy, quick question on that. So on your word track app, it's got to be like 90% to get through it. Like I think I got like 70 or 80% on the top of that. I didn't, what did Ian get? I don't know. I think that should override the vote because I think, I mean, I hit all the time. I don't know what he just said. I got to solve that. No, listen, he handled a lot of it guys. Listen, I want you to look at it. Do you see that in regards to your question? Right? It's like I'm addressing this question. I never answered it. I just said we pay expensive tools that allow us to be the best on the market, okay? I said, listen, but I do have a discount coupon that I like to send over to you. However, it's only available through text message. What is your cell phone number so I can send it over to you right away? Listen, this test a couple of things. Number one, if this guy's serious about looking into buying a car. If I really like to tour the forerunner, you know what I'm gonna do? Text him. I'm gonna send you my number, okay? Or I'm gonna text you. But by the way, if I'm not, it shows you my interest. I'm probably, I always say this, there's a funnel, okay? This is how people shop for cars. See this right here? This is the funnel. People are at the top of the buying funnel which means they're just starting. Does that make sense? And then people are at the bottom of the buying funnel which means if you can get them the right price, they'll come in, they'll buy today. Does that make sense? And then there's people that are just in between. My goal is, is that look, if I send this over to the guy, I wanna find out where he's at in the buying funnel based on the way that he relates to me. If he says right here, hey, I've been looking for these cars all the time, just give me your best price, then guess what? I know that that guy's at the bottom of the buying funnel, he will buy today if the deal's right. Listen, it's just an email deal and you just say, hey listen, you know, I mean, I guess you just kinda throw it against the wall. If he won't respond back to you, hey listen, my GM says we don't buy these to keep and we buy them to sell them, we're not gonna use them. So if you'll call me, I can work this out with you over the phone. I'll do respects, you know what I'm saying? That's the way the best business is handled. My name's Andy, it can be a 30 second conversation. This is my cell phone, right? But the idea of it is, is that you want to try to get the phone number and learn how to write great emails just like this one. If you take a picture of that, just like that one that literally says, hey man, my name's Andy L, I'm here to serve you and your family at the highest level as well as provide you word class customer service. Nobody can be negative to that, that's a great thing. And then it says in regards to your question, we spend tons of money on expensive tools at price of vehicles, basically that guarantees our vehicles are way under market value. And the deal is market value, it doesn't say NADA, Kelly Blue Book or Black Book or any, it's market value. Use market value, that's the best word you could ever use in your life. Anyways, this is a tough one. Instead of doing a regular objection handling deal, I wanted to throw an email in there. Because literally, you guys have to get great at doing this. I bet you could sell an extra 10 cars a month if you got great at writing great emails. And guess what? That's a good one for marketplace because marketplace is like, always what's the best, what's, you know, it's always the same. Dude, hey, that right there, hey, that would be a great one to copy. That would be a good one to just sit on marketplace. That's a good idea, see? If you guys post on marketplace, what's the number one thing you get? Hey, is this still available? Is this still available? Is this still available? You guys could copy and paste that over, and guess what? If you get a text message from them, then you know you can pick up the phone and call them. Question on this one, it says you're gonna send them a coupon. If you don't send them a coupon and then he actually does come in for the appointment, or what do you send them? I'll send them a coupon. Okay, like, what do you make up? Right here, let's take a picture of this right here. I'll put extra $50 off coming in today, plus my GM said he's gonna make a deal Hey, by the way, I just called you and said, hey man, did you get that coupon yet? You're like, nope. I'm like, that's weird, man. My texts aren't going through. That's crazy, don't worry about it. I'll print it off so you can just get it in person when you're here. I sent it through text, I don't know what technology's doing. Not bad, bro. That's the point where the group checks, they set the same thing, and I'm like, well, the coupon doesn't exist. You can disguise it. The coupon, it's like this. Hey, watch this. Hey, you here for the big sale? Come on, man. There's always a coupon. There's always a big sale. There's always a deal, right? Black Friday, come on, man. It could be April, Tuesday, you know what I'm saying? It don't matter. Black Friday, freaking Christmas. It could be end of the year blowout. We're always doing something. Car people give people reason, no, in my bad, let me scrap that. Sales people, sales people in closers give people reasons and excuses why they should say yes and pass go. That's it, okay? And the guy that's the most creative is the guy that's gonna win, okay? I promise you this. Your competition's asleep at the will out there, right? They're asleep at the will. Throw a little creativeness in your game, okay? And I'm just kind of like going with, like talking about these marketing deals and people going live and starting to build their brand. In the beginning, you know, kind of like you guys have yours and we were talking about Kayla earlier when she says, imagine if you guys didn't meet her and she's like, oh, I think I'm gonna start Keys by Kayla. People will be like, oh, that's stupid, dude. What does that mean? She's just a car salesman. No, you don't understand, you know what I'm saying? It's different. That's why I was telling you, like, you need to create something that your competition don't have in word tracks and skill that your competition don't have. What's up, Roman? We're just having a conversation right before the break ended and we're talking about this exact thing. And the example I gave him was how do you make the old sound new? So all year round, like Andy said, is you have the same discounts. You have the same, like the mattress sell every year, every month, every day, it's a big mattress so it's the same thing with cars. So like when the new year came, I had the 2020, 2020 sale. And what I was saying was $20 down, $20 for the first month, only for the first 20 days of the month. And everybody, how are you gonna do that? You can't do that. I'm like, bro, they qualify for zero down, no payments for two months, and we can do $20 down, $20 for the first month. But it sounds fresh, it sounds new. You say, oh, we're off the deal, we're off the deal. We're off the deal, we're off the deal. Hey, but here's the deal, is that it's about being innovative and creative. And listen, look, now I will explain this to you, here's what you have. Hey, the person that's, they always say this, if you got 10,000 hour experience, 10,000 hours of experience in something, you're considered an expert, am I right? Dude, the worst thing about becoming an expert, I've been doing this for 23 years. The worst thing about becoming an expert is you lose your innovativeness. You lose the ability to start creating new things in your head because you think you know it all. The people that are saying, I don't understand that. That's not real. Look, everything is perception. Everything incels this perception. You know what I'm saying? You know how many times I've been able to prove something wrong to somebody because they had bad perception on it? Dude, I remember there was a time this lady came in, right? There's this gold, it's a Buick Century, right? Which is like a long time ago, if you ever remember those cars. But this guy, this lady, she said, hey, I want a, what'd she say? I want a silver Buick Century, silver, not gold, okay? We had the most gold, like a gold tooth. Like gold, like his glasses inside. Gold Buick Century. They walked outside, they checked out the car. Literally, the lady said, I hate this car. I wouldn't touch it for my life. I hate it, I hate it. She only wants a Buick Century. Well, guess what happened? She walks back in, manager goes outside, see how's the deal. Guess what? They're going back to their car. I'm like, dude, sell her the car. Sell her the Buick Century. What the hell, man? And the deal is I knew that car just came in. We stole it, we could crush them on it. And you know what, I said, dude, let me take a turn. He's like, dude, you're wasting your time. I run out there and say, hey guys, let's listen. I just got something in, it just came in. These guys are new, so they don't know their inventory very well. We just got one that came in, just got an oil change. It's sitting in the Detail Department right now. Let me go grab it and pull it up. It's your favorite color. She goes, what? I'm like, yeah, go ahead and come on in. Look, go and sit right here. I go, I said, give me the keys of Buick Century. Grab the keys of Buick Century, go out there, grab it. Okay, made sure they were kind of tucked over here in the corner, right? Pulled it around, went back to the wash bay. Guess what I did? Grabbed the hose, I went, just put some water on it. How to put some, because I said it was in the wash bay, right? How to get some water on it. You know what I'm saying? Little, on the tires, you know what I'm saying? Freshen it up. Guess what? Little inside, make it smell good. Roll the windows, put the radio, flip it around. I come outside and I say, look, I just pulled it out, the guy was washing it. She goes, oh my gosh, it's what we wanted. I'm like, told you guys, guess what happened? Hey, end up making a 13 grand deal on that gold Buick Century as my manager and another salesperson sat there like this and said, I don't understand how he does it. I said, look, you guys are stuck so inside your box. Here's a box, you guys are in it. I'm outside of that box and I'm constantly being creative. The coupon, you know what I'm saying? Send you the discount code. Guys, I sent him a 50, did I say how much the discount was? No, I'll give you a $50 discount on anything. Doesn't matter. My goal is get the damn phone number so you can pick up the phone with somebody. I didn't say it was a discount on the car because it would be a discount towards the trade in. It could be anything, but get their phone number. Get them on the phone, show them how awesome you are. Most of the time, if you guys can get on the phone with people, man, you will win and you'll crush them and you'll kill them. Anyway, so with that being said, I'm just showing you guys about being innovative and thinking outside the box. Most people are like, man, that's stupid, that won't work. Listen, man, they told me I wouldn't gonna make that much money in what I did and guess what happened? When you do it, they wanna know. All right, now, how do you do it again? You know what I'm saying? Listen, I'm telling you this. And by the way, all this stuff that we're teaching you, it's ways that you can go back in and start attacking it. Everybody, however you are trained is probably doing that in all the other dealerships. Guess what? Don't be like them. Be different. When a customer feels different, they'll do things differently than they normally done it. Does that make sense? Hey, this email one was a curve ball, you know what I'm saying? But you guys did a good job, okay? Good job, guys. So we've got two more, and we're rolling. Mm-hmm, let me see what's in here. Well, of course, a warranty. Okay, let's get a good one. Good one. Good one coming in. All right, this one right here, and remember what I said, I said we're gonna cover this and then we're going into closing, negotiating and stuff like that after we get done with marketing until five o'clock. This right here is going to be something that is crucial. And bumping people on payments, okay? So, there's yours. I got one. Oh, you got one? I don't know, I'm being sneaky. How many markers you got in your pocket, bro? All right, okay. Everybody understands money justification, right? Yes. You guys seen kind of the money justifications, you know, clothes and stuff like that put on YouTube and stuff like that? Okay, let's say you're doing a money justification. Clothes, right? Okay. And you need a $200 bump. Okay? Your car has a warranty. The customer's car doesn't. I want you to close me, close, wait, wait, close you guys on believing number one in what he's saying, okay? All right? I don't want to just hear the words. I don't want to see the math. I want to be sold. I want to believe in what you're saying. And let's just kind of do something like this. Let's say we got a 20, I'm just gonna make a point. Let's say we got a 2019 Chevy four-wheel drive, okay? And it's got 28,000 miles. Yeah, cool? Cool. Okay? Payment is gonna be 600 a month. Okay. Cool? Guys driving a 2016 Chevy four-wheel drive, payment's 400 a month. Yep. Okay? And he's got 75K miles. Okay. The guy comes in, that's me. Yeah. Okay? The guy comes in, I say, hey, you know what? I appreciate it. Look, the fact is, I really want to stay at the same payment. If I can't stay at the same payment, then it just won't work out. Sure, Andy, and I totally understand. You're driving currently right now a 2016 Chevy with 75,000 miles on it, right? So we've got that handled. You like the car, obviously. We just have to figure out a way to get to the payment you're looking at. So number one, I wanted to go over a couple of things with you. There's a lot of things. There's 90% of my customers that have came in here. We've done extensive research on. They've come in here and now they've started to look at the overall money that the car is gonna cost them over the term of the car loan, not just at the initial time of purchase. Do you mind if I go over that with you? Sure. Cool. So let me ask you a couple of quick questions on your car, Andy, and then we'll get into mine here in just a second, okay? On that 2016 Chevy, how much gas are you spending on that car? All right, let's say they get the same gas. I want you to do warranty cars. Oh, okay, cool. Yeah, that's it. Perfect. Okay, so- Yeah, stay right in that warranty car. It's gonna be warranty cars. My car's 600 a month right now, cool. So in our service department right now, the average 2016 Chevy of this similar to your vehicle, right now that's approaching that 100,000 mile mark is gonna be about $2,800 a month in average, or $2,800 a year in average service, okay? That usually breaks down. So that's what that car is typically gonna cost you. And it might not cost you it right this second when you're in service. It might not cost you it in six months. But over the course of the next 12 months, most likely a car that's out of warranty, what we found is gonna cost you somewhere around $2,800, okay? So when we look at that, and if you break that down over the actual months of the year, am I right? Or I mean, obviously, so if I break that down over the entire term of the year, 12 months, that's gonna be $240 a month, Andy, that this car on average is gonna cost you. And just say, hey, listen, maybe they're shooting a little far, maybe they're shooting a little low. Let's just say it does cost you maybe $1,600, okay? You'll be at $220 a month on top of your car payment every month. So your car's $400 a month, right? But then you wrap in what is actually gonna cost you over the term of this next year. And we're just talking this year, we're not talking about the year after next, or the year after that. So once you go over 100,000 miles, it's gonna cost you even more. So you're actually gonna be probably paying by the end of the year, on average anywhere from $620 to $640 a month, we'll just say $620. Now my car, we call this a flexible payment, right? Your car, you don't know what this is gonna cost you, it's flexible, it could change depending upon what's going on. My car is fully warranty, fully guaranteed, fully backed by a company that's been doing here business since 1963. So at $600 a month, dude, you don't gotta worry about nothing on this car, okay? $600 a month versus who knows what your car's gonna cost? It could be six, seven, $800 a month. Am I right? Cool. And so this car that you loved is actually gonna be saving you money. Go on ahead and sign right there, I'll get it all cleaned up for you. We'll never have to worry about any of this craziness. Okay, good job. All right guys, you see that? All right, hold on. This is the same deal I'm gonna let his brother go through. Okay, and we're gonna, we are going to cover this stuff. I wanna do the same deal with his brother. He's usually a little bit more clean, but. Hey, hey, you got it, right? All right, bring in the next one, let's roll. Hey listen, and I'm gonna take this, okay? This is something right now you gotta be really good about selling warranty closes. You gotta be great at it. I'm telling you, this is a big one. Okay, all right, you got your marker? Now I got one for you right here. Okay, all right, listen. Hey, here's the deal. All right, so pay attention. 2019 Chevy, 28,000 miles, payment's gonna be 600 a month. Is that cool? Okay. That's the car they're buying. That's the car they're buying. 2016 Chevy four wheel drive, payments gonna be, or my bad, they're paying 400 a month now. This is a $200 payment bump, okay? Look, you know money justification, you know how to do a warranty close, okay? What I want you to do is do the best, the best lethal, baddest warranty close that will convince everybody in this room to drop this $400 payment and go up to a guy to pay 600 a month, right? For a guy that says if my payment's going up, I can't afford it. Does that make sense? So it's a $200 payment bump, but if I need you to not just do the math, not just talk about it, but sell it so that they become sold and will actually pay more money because I believe that's what they're already paying now. Okay. So hey, I appreciate you. It looks like the payment's gonna be higher. Look, if you can't get the payment at 400, I can't pay any more than what I already pay now. Andy, I completely understand where you're coming from. Money that comes out of my bank is most important to my family. So let's think bigger. We're gonna show you on a grand scale how we can do that. Are you cool with that? Yeah, sure. Okay, cool. So let's look at this. This $400 a month, and we're at 75,000 miles. Keep that in mind. 75,000 miles, you know how much miles are on your car. $400 a month in gas total. Andy, how much would you say that you use a month? Okay, let's say gas is the same. Nothing's the same. Oh, okay, all right, cool. Andy, let's just say that the national average right now... You can definitely tell they're twins. Huh? No, no, no, no. No, no, no, no. All right, cool, cool, cool. So let's just say the national average, with your car to 2016 at 75,000 miles for the warranty, alone, Andy, let's make sure that you realize this in the big picture for you and your family, how I realized for my family, okay? So the national average right now is $2,000. It's actually 2,800, but I'm just gonna round it down to 2,000 because it's an easy number and I can't do math that well, okay? So $2,000 is the national average. If your heater cooler goes out, it's wintertime in Colorado, you're gonna wanna get that fixed, am I right? Sure, right. So that's gonna cost about 1,200 bucks. That's not big, Andy. Well, that is big, and I know that that's a lot of money, but if your transmission goes out and that's 4,000 bucks, man, if your whatever goes out, that's a huge cost, $4,000 is a lot bigger than what I'm saying here at 2,000. If you take 2,000 divided by 12, how much is that? Andy? 160. I was asking you because I don't know. Huh? I was asking you because I didn't really know, but I knew about your- It'll be 160. Okay, so let's just say it's 160, okay? Let's round it down to 150. So you're paying 400 a month, Andy. Your real payment at the end of the day is 450, 550 bucks, right? So at the end of the day, when you have to fix the $2,000 cost here, your real payment, the real money coming outside of your bank is 550 bucks. Now, what that's not including is the time to go down to the dealership. That's not including if the $4,000 breaks. All of that stuff is outside of warranty, Andy. Do you know what I mean? So let's say this, with your new car, we're at 600 bucks. How much more valuable to be in a car that's protected, to drive the new car, the car that your family wants, the car that's in warranty, you don't have to stop. You don't have to worry about your wife driving down the road. Something happens, the heater cooler goes out. Your kids are cold in the car. I don't know about you, but I wouldn't want my kids in the car. I'm sure you wouldn't want your kids cold in the car. So check this out, Andy. 600 bucks, sounds like a lot, I understand. But the real money that's coming out of your bank is somewhere around 550, and that's a low estimate compared to what could happen. Now, you're a safety guy. I know you're an analytical guy. So at 400, at 600 a month, you're protecting your family for that investment of that car, and you're not having to worry about all this. So Andy, let's go ahead and sign here. Also, on the $600 a month, you want to do it the beginning of the month, the middle of the month or the end of the month. What works best for you or your family? Okay, all right, listen. All right, guys, you got it. Listen, follow me. Now, let's take these two for a second. Selling warranty closes is one of the most powerful things you'll ever do in your life. I promise you, when you don't have nowhere to go, your car has a warranty and theirs doesn't, what stands between you and closing that deal is literally getting somebody convinced and have them understand the warranty side of what things cost so you can bump them massively in big scales of payments. All right, so we got my man right here. We got Evan, I'm sorry, Ian, we got Evan, right? All right, who won this one? Everybody over here, hold on, hold on. Ian, raise your hand. Ian, raise your hand. All right, Evan, raise your hand. Yeah, Evan did it good, that's great. Hey, listen, I'm gonna tell you this. I want you to think about this right now. Hey, here we go. So he won this one, Alex put him up there. Where are we at right now? So what did he say? I don't know now. Hold on. We got this recorded. Six five. What is it? Six five. Evan's up? Ian's up. Ian's up? Hey, now listen, when I say this to you, when we get to closing it a little bit, I will show you guys how to shut every freaking person down in the world. Look, if you understand ownership costs and ownership needs, you will be unstoppable. I promise you, unstoppable. But the way you present it, you guys have to practice this all the time. And the deal is that you guys have probably done this in closing, right? But you probably don't practice it massive amounts, right? We do, a fair amount. Yeah, you do? No, not much more. Okay, I was just testing, I was testing. Yeah, like we practice it probably three, four times a week in this exact one. This right here, the more times you practice it. We have a conference in where we'll, whoever, I mean, a lot of the times like you might have some like-minded guys at your dealership or not, who gives a shit, but like find somebody maybe who you can do it with or if it's your spouse, we'll just go, we'll grab Kate and a couple of the guys who are interested and we'll go, you know, just run over some different closes that we can use like this one. Yeah, this is, I'm telling you guys, and we'll get into the end. Do we practice it a lot, lot, no. But we do practice it a good amount. Yes. What about if you get the smart ass guy that says, I take care of my car, it never breaks. But you don't have a warrant here? But yeah, but I take care of my car. Sure, of course. And taking care of your car means that you service it, is that correct? Right. And servicing means that it costs money. Is that right? Right. Happy. Okay, okay. No, no, I got you. I'm gonna show you how to handle this. Oh, my bad. Hey, hey, hey, hey, hey, hey, hey, hey, hey, hey, hey. Hey, listen. But I'm telling you what. Do you have a twin sandwich, Andy? No. Ah, buddy. Hey, don't put that on Instagram. All right, hey, hey, listen. All right. That is not the twin sandwich I was thinking of. All right. Do you know what I'm saying? All right, all right, listen. All right, here's what I want to do. And I mean this when I say this. We're right here at the end and we're gonna keep popping. This right here, this should be something that every single person has somebody. Do you have somebody in the store to role play with or do you have your wife? I have my wife. Good, do it with your wife, okay? Drew, you got somebody in your store? Okay, take that person, do the same thing we're doing now. Me and my wife, we battle it out all the time. And no, I mean, you got to. Find somebody. Seriously, if you don't have somebody in your store, guess what, find someone that you can do it with. And I know this. Zoom call on car sales. Dude, Zoom call. I'm telling you, man. I see guys do it all the time. I just heard Kayden over here. He was talking. Who are you talking to? I was talking to. He was talking to somebody because he's like, dude, hit me up. We'll role play together. We'll practice. You know what I'm saying? I'm Freddie, right? Dude, seriously, when I say this, like that's what's up, man. That's how you'll scale. Everybody in here should have someone that they can scale with. And I know it. Hey, it sounds a little weird. Dude, it's not weird. What's weird is not doing it. What's more uncomfortable? Role playing with somebody or getting a freaking small paycheck? That's uncomfortable. And I mean it, okay? Walking into the wall like, oh, shit. Hey, hey, listen, go ahead. What's up, brother? So I'm wondering, where is this 2800 number coming from? I got you. We're gonna get into that in a little bit, okay? I got you. No, no, no. We're gonna get into this. So we're gonna move fast, okay? Yeah, I'm gonna get into that. We're gonna handle that. I'm gonna teach you how to do this. We're gonna do it really fast. We're gonna move so quick whenever we're done. You're gonna get all that, okay? But I'm telling you, when I say this, you gotta have somebody to do it with. And guess what? In your store, they may say, hey, train in stupid, man. Don't do it. You don't have to do it. You know what I'm saying? He works in a dealership, right? You work in a dealership. What did they say to you? Train in stupid. Why are you following this guy? That's an idiot. Guess what, he gets top sales man a month last month. I don't know, man. I don't get it. You know what I'm saying? Right? Absolutely. No, no, I'm just saying, I don't get it. You know what I'm saying? Look, you're gonna have so many people around you hating constantly. Just stay in the game. Stay focused. Stay plugged in. Freaking telling you, man. You guys at the end of 2021, you're not even gonna recognize yourself. I swear. And then like I said, our goal is each time is to have you guys team up with stronger people to role play with. You guys, I know y'all are brothers. Y'all push each other constantly, right? You two right there. They're in the same store. They look like brothers. They look exactly the same way. No, I mean, you guys are like brothers, right? You're not real brothers, but you're like brothers. You know what I'm saying? Yeah, these guys are like brothers. And guess what? Yeah, y'all are real brothers, but you guys are like brothers. You know what I'm saying? You guys need to be pushing each other hard. I mean, you're trying to snap him in half. He's trying to snap you in half. All of these objections, I got them all. I got every single one of them. You guys can have so much stuff, but coming back in here every time gives you a chance to push yourself. And my goal is, when you come in here, you say, hey, Andy, put me on the spot. Seriously, right now. Right now, bring him up. Come on, I want everybody on me. That's the kind of way that I want you to breed and I want you to go. I want you to become that guy. Okay, all right, let's do one more. We got to, hold on, wait a minute. This is nine, so where are we at? One, two, three, four, five. One, two, three, four, five. Okay, listen, here's the deal. Evan is gonna have to tie at this time or there's no doubt that Ian won it, okay? And I got a tiebreaker. If they can do it. But hold on, there may not even be a tiebreaker. It just depends. So let's do this. Since obviously, I was talking about taking the game-winning shot, right? Evan, you're gonna go first. Ian, get out of here. Okay, that means when Ian comes back in, he's gotta bring it or yeah, no pressure. Okay guys, you're gonna freaking love this one. You guys are gonna love this one. Where's that eraser at? Okay. All right, all right. I don't care whether you have this in your store or not, you need to learn how to become a great salesperson, okay? But I guarantee a lot. How many of you in here have addendums in your store? Raise your hand. Lots of addendums in here. Okay. All right. A dealer addendum is the ads in your store. You all having Kayla? Oh yeah, baby, you got them. Uh-huh. All right. No, it's like additions to the cart, like we have markets in the place like a house or a house. Now listen, we all talked about gov't own motherfucking end over here. No, this is a, this is a, these guys really struggle in this. All right guys, all right here we go, all right listen, here we go, I'm going to give Okay, so here's what I did this is the dealer addendum, okay, and I wrote it up here for everybody to see By the way, I don't care what you have in your store. I just want you to look at this and then you can probably kind of relate and change Okay, so 18 grand y'all know the internet price right guys sees it for 18 grand comes in guess what he's like yeah I like it you know I'm saying let's you know if I get the deal right would you be happy to take it home You're like yeah you go to sit down you get your pencil it says 18 grand plus ads and then it's got the addendum Some of you guys have them on your windows am I right some of you guys don't have them on your windows You just have them on the worksheet when you present the pencil am I right they're all over the place wherever it is You have to know how to handle it this is going to be an objection to you okay that basically it's going to be 18 grand Plus the ads okay and it's going to show this right here it's got the 3M door guards the 3M door edge guards for 299 It's got the Kahoo security GPS for 799 it's got the wheel repair and dent and dean for 799 and it's got 10 for 399 Cool that brings it to 2296 that brings the total price I want you to bring this out present it to me right I'm going to ask a question to you guys real quick do you guys tell everybody about that or is that something that comes out on the worksheet Okay is it on your window it's on your windows who in here has it on the worksheet but not on the windows Okay so most of the time it's on the window right but it will always be on the worksheet but you have it on the window so people see it in advance A lot of the times though you really don't pay attention to it you just keep moving and selling the car am I right Okay but you're always going to have to talk about it when the pencil comes out so this is a spot so you can talk about you know maybe before after Let's just say we might be on the line Let's just say you don't even know about it Yeah let's say we don't know about it we'll play it easy okay Let's just say you don't even know about it big surprise Andy It's price time Good let's go Hey Andy so the car that you chose was $18,000 plus our additional fees and taxes on the vehicle after your taxes and fees Go on ahead and sign right here here's your price There you go would you like oh Andy are you doing this checker Yeah no this what is this Yeah Yeah 18 grand's what I saw it online for Right Andy and like I've been telling you this entire time I want to be able to sell you cars for your entire life So when you come back on the vehicle we do have some different additions on the car We've aligned our values with what's going on actually in the dealership world In a multi-billion dollar industry we found if we don't protect the cars the right way they don't come back They don't look the right way that you also drops your value over time in the car So we do have some additional things that we found bring a lot of value when you come back to trade in the vehicle So those are those items did you have some questions Yeah I want to pay 18 grand for the car Yeah sure Andy it's 18,000 plus the plus the different fees And like I was telling you these are things that are going to save you money down the line So go ahead and sign right there and we'll move forward Yeah if you can't remove this I don't I don't want to pay for that stuff That's this question from everybody did you guys expect him to stop there No You guys didn't expect him to stop there Yeah Hey can I ask you a question and this is a real question right He's looking You know if Ian gets this one right he beat you You know what I'm saying Hey you were doing so good I don't know why you didn't explain it And I should have gone like so in that point would you go more No no no no there's no repeats when the customer leaves Okay that's the deal about life okay That's why every time these guys get better when they come back and you get better Because in here guess what You get to go all in give your best deal and then when you come back next time You're like dude I'm not getting caught in a trap again I know what I did wrong I saw my whole alright let's end them in let's roll Hey there you go wait okay we're good we're good we're good Okay And listen I mean it when I say this No this right here this is something you gotta be great at In your dealership you want to make a lot of money this is nothing but profit in a lot of y'all stores I mean it's nothing but profit Alright baby Here we go if Ian can close this here Who won last time Don't say it take that yeah come on man don't say it Was it a tie last time? Yeah Ian Huh Making me nervous man Alright here you go wait where's the blue marker at It's easier to write Okay here we go if you want to write anything down you're welcome to okay Bottom line is this is an addendum Alright the price I saw the car online was 18 grand for the internet Cool it's got 3M door guards for $299 Kahoo security for $799 Will repair Dint and Ding for $799 Tint for $399 that brings you to a $2296 addendum Which brings me to $20,296 okay With that being said first time you're showing it to me go ahead and present it And I'm going to give you an objection Hey Andy the car you chose is $18,000 it's plus these ads So we got all these things here added up just for a grand total of $20,296 Go ahead and sign here for me we'll get that going Also how are you going to do that you're going to do that check cash for finance Yeah what is this I saw this online for $18,000 Yeah I'll explain how you're going to do it check cash for finance Well it depends if I'm going to buy it That's not the price I saw Yeah that's okay I'm going to explain this how this works How are you going to do it check cash for finance I'm going to explain it all to you don't worry about it Check Check all right cool so most of our customers 90% of our customers We did a survey just to make sure that we serve you at the highest level All of our customers we came to find out that All of them would want to protect their cars in these ways It's an investment one way or another we want to make sure your car is protected So we also did a survey on our pricing to make sure that our pricing was the lowest We built that into there so you're basically getting these things added in at a very cheap cost We sell all of this for a whole lot more But hey we built this in and into the price to make sure that you've got the best deal and your car is protected So when do you want to do that check do you want to do it in the beginning of the month, the middle month, the end of the month Or do you want to just do that right now and we'll wrap it up Yeah there's no way that I'm going to pay this extra money If you can get it to the 18 grand that's fine but if not we're just wasting our time Yep yep I completely understand So when you're going to protect your car you want to protect your money right Sounds like you're a very smart guy and you want to make sure that the car is protected in every way You don't want to just stroke me an $18,000 check and not have the car protected That wouldn't make sense would it No but I don't see any value in any of this Yeah yeah maybe I didn't explain it to you all the way correctly So the 3M door guards those are huge Do you open the car do you want your kids to get out of any I've seen those kids get out of the car They're going to bang that dent You know how much that is to build up on your car That's $500 a thousand bucks Heck it could be even more than that dude Now you've got a security system Let that car get stolen You've given me an $18,000 check Check this out Andy That $18,000 you've got to go look for You've got to call your insurance You're going to call them They're going to go back and forth with you That's monotonous Now you get that GPS You're going to know where that car is How to protect it, where it's at Your wheel and repair Look I've seen Jackie drive Wheel and repair door dings Wheel and repair door dings Little Ian Hey Ian is just like me We're both Ian's Dude I know this We're going to get out Dad's got the dough We might just tap that old Land Cruiser dog You know what I'm saying Hey look Tint We want to protect your family The sun is shining bright It gets on your skin Stuff like that Dude you don't want anybody Walking around with these health problems That that can produce So would you agree That that stuff has a very less value That typically goes for about $5,237.19 We've already discounted up to $2,296 And you go ahead and sign in And protect your family Cause you're just like me Hey talk about painting a picture Damn dog Hey He's supposed to go buy that super He's calling right now I'm looking out there To see if I got door guards Hey listen I want to ask questions Does that mean it's a tie? No No Oh we won Okay we're done Guys good job with Ian Good job with Adam Alright Hey listen That right there That's what we call like battle games Like we play that all the time And it's good for you And by the way Hey hey you You guys present addendums in here right