 Here we go guys Episode number three one percenters club guys This video is gonna be about how to scale any car dealership overnight guys. It's Andy Elliott here today I'm here with John O. Johnson, right? I always see you on your Facebook. It says John O. Johnson So if you want to look the guy up on Facebook, he's here John introduce yourself. Obviously, I'll tell you a little bit About him in two seconds. I want you to meet him. He's amazing John has four stores. He's from Texas Absolute savage me and me and John have known each other for how long? 90 plus days 90 days 90 days in today. We ran hell five to seven miles out in the mountains Went and rocked and roll. We have a business relationship a friend relationship. We've got the same ideas About the car business. This is the best time in the world the next five years are gonna be everything and right now It is a seller's market. It's hot John introduce yourself So John Johnson from Amarillo, Texas. That's it guys. So what are your stores? What are your four stores again? So we have country Toyota, which is in Pampa, Texas along with a Chevrolet store Buick GMC store at the same location And then we have in Borger, Texas. We have a Chevrolet Buick GMC store and then in Amarillo, Texas We have two independent stores one of those being my original store for 20 plus years Okay, so obviously the title today is gonna be how to scale any car dealership very fast now I've been in the business for a very long time and by the way John how long you've been in the business for? 30 years 30 years. I've been in 23. So you're getting the experience right here. He's an owner of the store So what I want you to know is this is something that would be great for any salesperson sales manager and Definitely an owner to listen to listen and I'll tell you this right now. It's as we're shooting this video right now It's April. We're shooting the April master closer seminar. John has flown out. We're in Scottsdale, Arizona We're about to destroy it for the April 11th master closer seminar. John. How many people did you bring out on your team today? There'll be 11 up here today 11. How much how many did you bring last month at 10 in the month before 10 guys? Do you see it? Listen, I always say there's a difference between being interested and being committed John is completely committed and I want to tell you that since me and him have partnered together It's it's absolutely insane and by the way, we always say this in sales earn the right to ask for somebody's business Right, that's right. I bet this guy out of the blue. It was simple one of your general managers reached out Alex Great guy says hey Andy. What's up? We got some guys that need to level up It's normally how the conversation goes. What can you do for us? We talked about some ideas I said hey John or Alex when I was talking to Alex I said hey, let's get on the phone with with John. I want to meet you But also I want to talk to John you got a bunch of stores. Let's talk about some options Well, we talked about the online. We got a killer online training program And you're like man, I want to come see what you do in life, right? And you're a visual guy by the way John is a wrestling coach, right? Or you were a wrestling coach grew up wrestler and you still coach his guys all everywhere in his dealership Full of dry full of passion and desire passion in this business is everything one of the number one reasons why our sales training program is Destroying it is because the passion we truly have truly For the automotive sales business. That's right. I'm just telling you like there's a lot of people that are doing different things out There and they're a little bit excited. We are ate up with it. Some people are hungry. We're starving Okay, we're starving our company grew 40% last month John last month. Did your company grow? Yes, it is. Okay. Listen when you hear that that is a beautiful sound and look and John is getting his team battle tested So right now at the time that this podcast get released the car business is on fire It truly is but there's always an end to all things. It's a seller's market But guess what that will switch at some point there will be a switch And guess what that market that market space that piece of the pie John is training his team to attack and to get that piece of the pie when the market shifts now right now Why it's hot you're gonna take all you can but you're preparing For the switch for when things do change and that's what winners do winners are always Prepared and there's a difference between being prepared and truly prepared I want to tell you about his leadership and then let's talk about some training But let's talk about your leadership right you reached out to me. You love your team, right? That's right He's had a massive love for his team and you know, I always say this like maybe getting in the friend zone You know what I'm saying like if anybody understands what that means guy girls meets you get in the friend zone And then you can't ask for the business right John is so close to his team and he loves his team and he's pushed him and he reaches out and says hey man Could you take my team and make them as passion if anybody's watched my training? You guys see the energy that I have you see it if you could bottle it up and sell it You could sell it for trillions me and my team are jacked up or fired up or motivated John's like is it possible to take that energy and that passion you guys have and could you push that into my team? Now a lot of people say they can do it, right? I mean look you've you've trained on multiple training programs in your life Cardone Verdi I'm sure there's a tons of other ones, right? That's right. Yeah, okay And so he's tasted what's good and then he is aware that there's something in the world That would probably be amazing. You just hadn't got your hands on it Well, guess what I was telling John. That's me and John's like hey, man. Look I've been doing this for a long time Let's get a little tasty taste and check it out So what happened you came down this is when we were in Oklahoma before we moved our entire company out to Scottsdale, Arizona You came out What did you think about the first master closer seminar and this is going to be about how to scale any car dealership? Overnight, but I want to talk about this first and then we're going to get into the meat and potatoes on how to do it What did you think about the first training session? Well, can I back up just one? Yeah done So you got me on the phone or I got on the phone with you and I've been wanting to call you for like a month But I just was busy Got on the phone and it was Wednesday Super Bowl Sunday was Sunday. Mmm. That's right. He said Hey seminar on Sunday. Won't you come? Just come and I go Okay, can I bring a few guys and you said bring all you want? so I gave you a list and we brought 10 County and me that day and They didn't ask questions because they believed in what we were doing your leadership And I didn't ask question because I saw it in your eyes and the communication and so I go I'm there and you go You're there. I said we're there But we're done. We're there. Can I bring 10 and you said yes? That was Super Bowl Sunday. Everyone had plans. Yeah, look guys Some people watch Super Bowls and I hope this doesn't offend anybody and some people make Super Bowl commercials I'm just saying John is interested in making Super Bowl commercials The guy sacrificed his Super Bowl Sunday to bring his team out. So did your team that's right by the way And so what happens you come out we rock and roll, right? It was great I mean, I obviously I know it's people like the back of my hand. How did they perform when they went back? Well, they changed the culture around so they came in and they had some inspiration motivation Because they've been association with some winners and they had belief in them and they had some areas in their business that they were in their Work that they were missing and what was amazing what you did and I'm just gonna tell you as a coach I could get in with a an athlete and I could watch him I could think with him and I could see where his holes were in his game and I could teach him pretty quick Well, it's like you read their eyes and You knew their holes and you fixed them almost instantly and we didn't know the fix until they got back to the stores and The one I had no idea. I couldn't figure out why certain guys couldn't do certain things. I was just stuck I was in the force. I couldn't see the force for the trees and you pinpointed each one separately Which was amazing and they came back and they began to take their business to another level along with the team And they were telling the other guys you need to get there. It's changing the game Did they push energy on the other guys as they came back in the store massive energy and I'm an energy guy Yeah, but I was like in it and I couldn't like it's like I'm pushing them But it was just like almost robot. Okay, so listen the title of this is how to scale any Cardulorship overnight, so let's fast-forward. We're going up two months after this Obviously we flew in we did train John's team. I'm not telling you that that's what you got to do I'm not telling you got to send your guys out to a master closer seminar I'm not telling you got to do an online training program, but a lot of us in this business are visual people Would you agree that's right? Your guys are visual and We run a mad hype game, but we teach a massive skill the reason why a lot of owners right now Okay, if they're not making what they should be making and dealers and GMs and everybody Or you're not scaling at the level that you want to scale is because number one it all starts at middle management. Would you agree? Yes, okay If your managers don't agree and don't buy in that your salespeople should be able to level up training get better every day They're not gonna okay We got salespeople that all individually come out that their dealerships have nothing to do with they just fly out month to month And those guys are killing it. We just talked about Jesse Cloud. I'm gonna go guys 19 years old John just met him He's been in the training program. He comes every quarter Guys, he just broke his company store record for 30 years. He's 21 years old now and he made $25,000 last month Look that right there. He's got 20 year veterans in his store telling them, you know, what's what, you know How great he can do how many cars the company has ever sold what's possible? But the kid believes what's possible right here and we taught it to him right here in the master closer seminar And he has attacked John your same guys have been out to this event, right? Now that you've had three months of cycling your people to and I'm not gonna get off topic with how to scale a car dealership overnight What has your dealership done like if and not to get into all the numbers and net and all that but just tell me What changes have had happened since we've plugged in for 90 days? So back up a second. We've been working really really hard for a long time Okay, like really hard and lots of areas But the last 90 days call it a perfect storm call it whatever you want to call it sure but our net profit 400 times more Okay, let's repeat that one more time your net profit net profit 400 times more 400 times more now listen, that's I mean I won't say who it is But you were training with another training program. All right, that's great. Yeah, quite a few different ones actually Okay, now listen that shows you that John believes in training as men now when John reached out he said hey man I've already got training But I and by the way John wouldn't say and I can't do your training But he said already have training and I said look I'm not really looking to replace any training you have and you have I mean Yeah, yeah, I said all I want to do is let your guys get a taste That's right of some 21st century training that I believe isn't outdated will teach your guys new skill We'll get them energized jacked up ready to come to work more passionate about this business Then they've ever been and if that could happen, what would that be worth to you? John says it well everything I said cool man come test it out John does he comes tested out We give up Super Bowl here. We are 90 days later 400 times net I want to say this to you in your dealership. It all starts middle management is the ultimate game changer It's not up to the salespeople to decide to sell more cars It's up to the managers to decide that they're not admin people anymore. Yeah, okay, they're not admin It's not their job. It is their job to submit deals to make sure that deals go through to watch the CIT You know to make sure that the cars are punched after we sell them, you know I mean to check the CRM, but what our job is to do is to battle test our frontline soldiers Okay, when you first got in somebody pushed you Somebody was really passionate. There was someone that was there and hopefully they inspired you to go farther And obviously you wanted it on your own But there was someone telling you that this business was the best business in the world as an owner as a You know as a GM as a manager whatever training you're on you want Reinforcement daily from that trainer to be telling your people that you're in the best Opportunity any man or woman could ever have which is the automotive space You know, I mean your guys need to hear that in every training video every training video Then you'd be constantly reminded, right that this business can change their life dead broken on me have nothing, right? No big deal that can change this month All you got to do is triple down on your training having a tough day train having a great day train Right, it never changes. We level up every day until we die and and John and I'm gonna tell you this Can I talk about you for a second? Is that okay? All right, cool Because you know I don't want to leave anything off limits because I want us to be real because every day and you know Me and him today. We just got done running Through the mountains and pushing herself and guys John. I'm 41 John's 53 well 53 next month this month. Yeah. Yeah, happy birthday John's 53 this month guys John is running backwards up the hill ahead of me that I mean and by the way man I mean great shape, but John trains relentlessly Now for a guy like this that trains relentlessly obviously about mental pushing himself has all the dealership What happens is sometimes you can get caught being busy instead of productive Okay, and I told John first thing is I said John you're amazing. I'm just gonna tell you how to love to work for you You're incredible. I love everything about it But look we got to back up for a second and you have to start with you and then we start with your team and Man, I'm gonna tell you this He has gone to a level. I've never seen like the change that you've had has been like that Now you were obviously amazing before I got with you, but you've recreated here You've looked at your people and say man, you know what? Enough's enough We're not gonna be number two anymore. We're gonna be number one That's right, and that was a choice that you made Now sure you provided them with the tools that they need which I help provide on how to get there But you flip the switch and for any manager salesperson or any look here's my goal at this master closer seminar Which we have starting here in about 30 minutes, okay? All these chairs out here all 400 of them each one of them are future GM's Every single one of them. Okay, they're future owners and as I see those chairs I think about you watching this right now even if you're not an owner or GM I see you watching this and being like man. You know what? Dang You know like that's me That's why I would keep listening because I'm gonna go through the same things that he's gonna go through Leaders make leaders and what you got to do is being sick and tired You got to get sick and tired of being sick and tired of having the results that you're getting and by the way You've had good results. You go to sleep on a win. You'll wake up with the loss We never ever can get enough and it's not because we want more what what more it's because we're champions It's not about the dough. Yep. You know what I mean? I mean you could net two million dollars a month. Who cares? Yeah, sure. You can you can put the money in there, but your goal is you want to breed champions in your dealership? Someone told me a long time ago when I was younger when you walk up to a car dealership and you meet their sales people Their salespeople are a direct reflection of the person running that store. You only get what you tolerate I want to ask you this for anybody watching you want to scale a car dealership overnight Walk into your dealership have somebody going and shake somebody's hand. Is that what you want? Okay, is that the way they should be greeted? Is that the love they should have is that the skill level that they should have is That the energy that you weren't running around on your showroom floor You know I'm saying we got to decide that right now the next five years are going to be insane in the car business It is time to recreate your sales line. It is time to recreate your internet department Every single customer that comes into your store if you act like your competition, they're gonna treat you like your competition That's right. It's time to be different John. We talked about social media, right? That's right John's guys go live on Facebook every day. I go live John goes live This is crazy. Did you ever go live before not once you know what I told John? I said look, I'm gonna tell you this he's got a community around him He loves him if you own a store for your salesperson and you want to be a GM one day You know who's gonna help your dealership go to the top the damn community. Am I right? You're right. That's it You got to love people. Well, guess what? I told John man like John dude. John loves his community He loves people people don't know if they don't know who John is what he does where he's at You know, they don't know what they don't know. I said John, you got to get on Facebook You got to go live you got to learn to live out loud John looks at me like I'm crazy Guess what happens 400 times is net Watch us your salespeople they go live every day every day I remember the first time we were in his dealership teaching his salespeople how to become the person of interest in their backyard and Dominate the market. Guess what I said you guys aren't salespeople your trusted guides your advisors We're gonna show you how to be, you know, this person that we want you to be we did it with management We did it with your sales managers. We did it with the GM's We did it with John and guess what here's the cool thing. Nobody bucked the system They still don't buck it or fight it to this day. We talked about sales managers. We did management training We talked about sales managers. Can you tell me based on the beginning? How to how to scale a car dealership overnight? What is a meeting for? To literally light your guys on fire. How many times do you have sales meetings now? We have we actually have a sales meeting Main sales meeting three days a week, but we my guys meet three times a day Okay, and you have two big sales meetings. I see on one on Thursday going into the weekend I was right on one on Monday Wednesday and Friday. Okay, so on on all the sales people, right? They have that big one. I've seen you launch on Fridays Monday. Yes, that's correct How crazy are your managers getting on getting good on these sales meetings? They're so good. It's hard to pick I mean they they are it's amazing and they're having fun doing it watch this before we started training Did your sales managers have competitions on sales meetings? Absolutely not, okay? They didn't even know how to have a sales meeting. It was more like this. Hey, man Look, dude. Did you did you park your car back? Right? Do you got anything working? What do you got today now? Yeah, how many cars you got how many gonna sell how many you're tracking going over their numbers, right? Look dude after this John's guys are insane Every week I'm in a text line with all of his managers. It is absolutely nuts every single dealership Will scale with powerful sales meetings. So here's what they're doing any just like you said, but they're putting up on a show Every Monday and Friday worth paying for it's a show and it goes live and they compete and they get pissed when they lose Dude camaraderie and competition so between all your stores. They record their sales meetings They get jacked up fired up motivated your sales people your sales people want the managers to win that week And guess what you're not doing it by throwing a lot of cash money out there and spiff You'll spiff the guys and stuff car business is great for cash spiffs and stuff We quit the spiffs and went to this and the production's been ten times better Just because it's hype that's right guys. You look if you could sell energy in a bottle, right? You'd go buy it seriously what they do buy it hell It's called energy drinks, but the idea of it is is that look the hype and the energy is the passion for this business People need to fall back in love with this business and most of them have never fallen in love with it They just needed the job and they got told by other people around there that this is an okay business Sometimes it's a grind and this and that that ain't it at all well our customers What's crazy is my guys have fell in love with this business and the customers have fell in love with them They don't want to leave and they want to bring their friends there. It's like a celebration every day. They want to be there I mean it's amazing the difference Yeah, and I'm gonna tell you this just from watching this if you're just had something to write with and you could say All right, let's just take some quick notes number one John went all in and literally spent his money right to grow his business. It's called an investment. Guess what happened Boom it happened. He grew his team overnight his managers It wasn't an option for them to be a part of the training. It's mandatory. Am I right? That is correct Cool on top of this as busy as John is he has multiple stores. You have tons of other things going on You are still involved in the training. Oh, dude. They don't out-train me. I work harder to train more I want to I want to do more faster quicker. So I have to get up a little earlier and Part of my workout is training also with headphones on okay So listen bigger better faster stronger everybody's got the same 24 hours. That's right same 24 hours There's zero freaking excuses zero. So if you want to scale any dealership overnight, here's what I'll tell you I think it's a simple coming from an owner if you're watching this number one, dude Buy into the to get your people great buy into it. The market's good right now. It's really good It wasn't good remember last year everybody had a good year. What are you gonna do this year? You're gonna top it you're gonna beat it you're gonna scale it how to scale your store train your men Remember, I was so passionate about selling cars when I was younger I was the most fired-up passionate guy in the world Imagine if you had a whole dealership with it. You were the same way It's time for us right now not to have onesies and twosies running around the store that get it Which is in most stores right now Everybody can get it last month You had how many people hit 20 cars that have never hit 20 cars before tons of them, right? Yeah, actually we had five Employee our salesman hit 21 that never hit it before that's amazing 21 plus actually your average now Was going up on your sales floor your store selling more cars your gross per copies increasing and the culture of the store Can we just talk about that? I walked into your showroom floor. I see a salesman literally just like there It's like heaven on earth like they seem like they're in the best damn place in the world How do you create that culture? It starts at the top? That's right. Okay your managers you tell them every day What do they got to do show their guys massive amounts of love? Yep, right also on top of that if people don't know who you are where you're at what you do They're not gonna come to you your competition out there right now. They're not getting on social media They're not doing it. You know what they're doing. They're busy. They're busy and they're busy John has replaced busy with productive Everybody has a schedule what time they got to get on social media They have an idea that every day they get out there even if they don't know what to say What was that one of your lot porters? Right. Yes when I'm in there guys his lot porter was one of the first one to go live and he gets on there And I remember he goes man. I'm extremely nervous. I don't know what to say this He said this on camera, which is great means he's vulnerable. That's right, and he says hey I'm really nervous. I don't know what to say, but these guys are making me do this He was shaking he was shaking. Yeah, yeah, and he goes, but I do want to say that I love people And if anybody would love to ever purchase anything or even to take a test drive or just get it hell I'll detail your car for free. I Just want to tell you I'm here to give you world-class customer service and serve you at the highest level He ended his life. He sold two cars that next day off that live That's crazy Now that lot porter who was your lot porter when we made him shoot it It was his first month last month that was he was a lot porter when you came the next day He wanted to go in sales, but he'd been training and Studying for a month before before and I said you cannot come into sales until you train first So he's training before hours and after hours and he came in as a lot porter Listen to you looked you in the eyes and you said you need to get the selling and last month He sold 17 cars 17 cars first month first month lot porter gets in the game Does the training goes all in here's what I'll tell you John and I want to say this if anybody's watching this and they're like Hey, man, you know what? How do I get some information on training? I want to say this. We have a cell phone We put it up all the time. It's 918 210 254 918 210 254 Before we end this I want to say something if you were to speak to any manager and I want you to think about this Right like just like it's your team Any manager any sales person that's going to be a future leader Any owner? Anybody out there that decides they want more of this business and really this advice you're probably going to give could work in any industry But if they're in the car business What would you tell them to do right now as you've been going through these last 90 days? Really truly finding a new you because you've recreated yourself. Am I right sure? Yes, you know what I mean You've been pushing yourself harder than ever. It's cost sacrifice. It's cost money But what's happened is that you've created something that you've been looking for your whole life Which is everybody's on the same damn page Pull the same rope that there you go. See he's actually see we all everybody's got their own little deal And that is what I'm talking about Nobody's on a different mission The selfless list of hey, man, I just got to make money I just got to make money in the store it kills turnover when everybody gets on the same page When you walk into dealership and you see everybody excited jacked up fired up Excited to be there in a love with this business like we are right that's right dude You can't help but to feel if you're a customer that you're in the right place So my guys, you know, what's great about it is my guys work with each other They help each other and not saying they weren't helping each other before but they were But now they all help each other. They're not splitting deals. They're just working together, but the management. Here's what happened middle management So managers listen up. This is this is this is this is this was the change So I have great guys and they all work hard. They're great family men. They do they live a great life But they were going in different directions and you came in and you said hey What's wrong with you? You said a lot of things to them behind closed doors. I left And they came out after six hours and they've all been trained their whole life. They've all been trained hard They hate meetings. So they hate meetings. They weren't giving meetings. They hate meetings and They came out and said that's the best I've ever been to and Instantly those guys changed now. These are 40 50 60 year old men who have been in the car business 30 plus years Instantly they changed that Was the switch so when they changed then everyone else saw that so I could work with the salesman all day But they'd hit middle management We weren't speaking the same language and it was broken But as soon as they connected it the dots connected the rope came the same direction We began to pull the same direction and They're training harder. I mean I'm watching them now those man. This is mental management, right training their cars on The way to work and leaving work So that's a huge deal and let me ask you this and this is important, right? Because anybody that's watching this right now is like hey man most of the time I've had a training program We have to make our men train. We have to force them Do you feel like your guys want to do this training? Yeah, they look forward to it every day They want to train and they are doing it. You know, here's at the end of the day. Here's the bottom line I just said I'm all in if you want to be on my team great if you don't it's cool But you just can't be on my team if you're not going to Work on yourself and become a better man First or a woman and work with the training that you're giving because this is the real deal guys I love it because I want to use it. I want to sell so bad. You can't even imagine I want to be on the floor every day selling. That's my passion. I want to yeah And that's anybody that's watching this right now. That's been in the business for a long time You could probably resonate with John's passion. What is burnout? Burnout comes when there's no training. Well, dude, people ask me all the time. What are you doing this for 53 years old? I go man, I am just getting started. That's damn, right? I love it and listen guys if you want to and by the way if you don't mind this if somebody wants a message You reach out to you. There's an owner. There's a manager a GM somebody that's just like hey, man You know I want to get a reference on Andy. Whatever, right? You know, obviously anybody can make their one thing about the car business is gut instinct. Okay There's a lot of a lot of flim flam on a bullcrap out on the market You know I'm saying hey, I can do this do I do slideshow bullcrap with your guys or do I teach them how to be the best? You teach them how to be the best. That's it. That's what any manager owner GM wants They want someone to come in and and I like fast results. Okay. I love fast wins. I love them I'm addicted to him who doesn't I mean the car business. I mean, you know, we made money like oh my god I'm never leaving this, you know, but the idea of it is if somebody wanted to reach out could they DM me on Facebook? Yeah, they can give me on Facebook. Hey, yeah, John O. Johnson. Yeah, John O. Johnson. He's in Amarillo, Texas DM him on Facebook with Andy give my number. Yeah. Yeah, or you know text me 918 210 254 I'll be happy to throw you his number, but the idea of this is how to scale a car dealership overnight John Johnson Did it now? Look, there's a lot of people right now and you know this They're making more money right now than they've ever made even in a shortage of inventory and everything going on They've made more money well, look That deal is eventually at some point going to have a correction When that correction comes you're gonna do one or two things number one You're gonna say hey well my team's battle tested and even if the market share went down or taken more of the market Sorry, we're not going down. We're gonna keep growing. That's right or number two You're gonna make excuses and you're gonna say well, you know, there was a correction. You know what I mean? We're out of cars. We're out of this right of that now So you weren't ready. Yeah, so you may I just had a thought pop up So when I was 23 years old the owner of the store that I worked for we had one store now He has 18 stores, but he said we were in a meeting and we were training. He says boys Businesses and always like this. It's a tough hard business and you better train and you better get really really good at it And you better do it daily. I'm in the room with 18 guys. And so I said, yeah, it is pretty good I didn't know how good it was, you know, basically at that time kind of like the time now if you could fog a mirror You're buying a car what it did to a lot of guys Oh, it messed them up because they thought they're better than they were and then they're in it for You know six months eight months on the road with market change and they quit It's kind of like taking vitamin C every day. I take vitamin C every day I have for 30 years and a multivitamin 30 years plus a Lot of people don't take multivitamin vitamin C till they get sick And then they cram it all in thinking they're gonna get better and it's this up and down roller coaster And it's just kind of a waste of vitamin C basically But if they stay consistent with it over time and then all of a sudden when someone like any like you popped in And you go, hey, let's do this. Let's put a little twist to it Let me show you something and then it was a rocket that took off and my guys were prepared But they train every day now. They're training at a whole nother level. They're competing every day They're competing there in front of a camera on Wednesday We're bad at we're battling every Wednesday on zoom with all the stores on who gets who gets the win Who who can do it the best and they hate to lose and it's awesome to see them progress Damn John John is the man guys listen I just want to tell you obviously we won't run this too long because you know people have a certain amount of time They can watch stuff. Yeah, I'm gonna tell you this this guy's amazing He's one of the most incredible people in the world and I mean that he's one of my friends I want to do something look Johnny see this right here. See this little bracelet. I know you guys probably can't see this This is the devil whispered you can't withstand the storm and the warrior replied I am the storm you see this right here me and all my coaches wear this if you walk around here We got 20 guys that have these on okay, and we wear this every day because we'll bet we're battle tested We are warriors. We're ready to take anybody on anytime any place head-on-head Sell skill we're prepared Truly prepared John. I want to give this to you. That's awesome. That's for John right there and listen Here's the deal wear it until every day until you die wear it like your wedding ring and what was your mind you okay? Yeah, self-doubt self-doubt glass ceilings Okay, all the things that we're all too familiar with No more never again and guess what even if it isn't great. We're gonna go get what's ours No one's ever gonna put a roadblock in the way of us again if they do we're gonna run it over We're gonna work like hell. We're gonna give it all we got we're gonna have an amazing life We're gonna create our own life right and we're not gonna talk about it We're gonna be about it and whatever you say you're gonna do just do it all the way Okay, and if we're in this automotive space guess what let's rock it. Let's become damn legends. Here's the deal Thank you very much for this. That means you bet. I want you're a part of our team. I saw that go I want that yeah, so we wear them and we give them to our team But John is a part of our team and looking it has nothing to do with business. Yeah, that's awesome It literally has nothing to do with business what it has to do with is his commitment is Un it's unreal. I always say this are you interested or are you committed? There's a lot of people interested in having a better sales team But there's few that are committed and the ones that are committed. They're unstoppable good great and unstoppable If you want to have a relentless Unstoppable team that you can count on for your entire life Now's the time to build it so I would tell you something so this is what you told me You we were talking about inventory, right? And you said dude, why don't you have any inventory markets change in markets? He said you said are you scared? I go I'm not scared. You remember the conversation? Yeah, I'm not scared Yeah, cuz your lot was naked. It was naked. He says are you playing offense or defense? And he left and I went out and I bought and that guy that I'm telling you we had a great month one reason because we're playing offense We weren't right from the come to us. We just went bought we bought we paid retail We're still paying retail. We're doing better than we've ever done because we're playing offense He doesn't want to pay retail, but he knows without cars you can't sell them That's right. I don't care and by the way I'm sure he's got independent buyers and wholesalers and guys and Nooks and crannies and holes and everybody digging for every car they can find just like everybody But the difference is yeah, he's not playing defense anymore, but through the training You pay more than you've ever paid Your margins are super bigger because my guys are better and they're holding bigger grosses and paying more for vehicles So we're getting more trades back and it's a vicious Amazing cycle that we're getting and your customers are happier in hell Because they have no freaking friction because the sales pros are freaking great at walking them through the experience our customers want jobs Damn and by the way, hey, and I just want to say this and look and there's a lot of owners that are watching this a Lot of owners have reached out to you and talked to you. Hey, what about Andy Elliott? I'm thinking about doing training with them. John is a great guy. Listen. He's just a normal person just like me But we're not doing normal stuff. We've decided that look average people Norman people normal people people that have come from the sewer People that have whatever in life now is the time where they can go get what's theirs. They just have to go all in There's no half-ass in it anymore. So anyways our our partnership with him is is incredible He's amazing. I keep it very professional all about business I do have a side friendship with him that I do push because I love the brotherhood of the car business I really do guys done at 30 years. I did at 23 as of this date We're shooting this video and I'm ate up with it. Yeah, I love cells. I love cells in all industries I love it more than I've ever loved it. That's it You're falling back in love with becoming great and guess what it is easy It's like taking sheeps to the slaughterhouse right now It's never been easier to be great if you're training your team Think about this and ask yourself this question is your competition out there training? No, they're not They're out there soaking up what they can they're living off last year's money They're making a little money right now when there's a correction you're gonna pop them That's it and I'm just gonna tell you you're making more now Okay, the market's there. You're making more now than you normally wouldn't have made but you're preparing For the slaughterhouse we're preparing the Trojan horse is being released into the market His competition won't stand a chance with that being said guys look This is the podcast episode three how to scale your dealership overnight John Johnson He partnered with me 90 days later Crushed his net profit in all his companies your guys are getting paid more money your customers are so freaking happy His customers are so happy. They're getting the best service of their life And the marketing that we've taught to your men the marketing techniques It didn't cost you a dang dollar Hmm. Yeah, actually we cut all advertising All and you're doing it organically organically free guys think about that now look if you want to know how this works Shoot me a text 918 210 254 get in contact with me. I'll tell you the exact way that we set it up with John There's no difference from John and you or anyone else. It's just that look you got to commit not interested committed And if you need to reach out to John Johnson, you're welcome hit him up on Facebook John O Johnson and Marillo, Texas and hey, I love you, bro. You're amazing. Yep I love you, too. And just just so you guys know if they don't reach out to you. It's cool, right? They're just playing defense not offense. That's it. I love it, man. Hey, love you guys. Have a great day Thank you John