 What's going on my brothers and sisters welcome to the Andy Elliot one percenter podcast We're so glad you're here today We have Roger long our newest member to the Elliot group. How you doing brother having the best ever man having the best day ever Well, I wanted to bring you on the podcast You're the newest guy to the Elliot group you kind of leapfrog over a bunch of people that wanted to be on here We got the Macklin's like what's talking about Rodgers going before us. You got Rae use a little frustrated this morning Yeah, Roger and Roger's new But the reason why I picked you is you have an interesting story all of our guys have an interesting story But you're the first person that ever came out and told me you did not like me The entire time you trained away from us until you met me in person and started working for us So I took that to heart and I wanted to kind of expose that and then talk to you about your journey Because you were a rock star selling cars in Fargo. Where you from South Dakota Sioux Falls. It's all the same to me It's Dakota. What do you do there? What is there to do out there? Out of nothing Eskimos. There's hunting. There's fishing and there's a bunch of bars. That's about it. I love it brother So you're from South Dakota, North Dakota. I'm sorry South Dakota South Dakota Fargo, right same place and you're crushing it You're killing with Andy's training So I'm gonna let you take over the story real quick. You absolutely dominated with Andy's training We'll get into the the podcast and go right into this They don't want to hear small talk from me. They want to hear about your story They want to hear about the adversity the come up because you crushed it I mean the numbers you put up are ridiculous, all right So let's start let's start with the fact that when you started training with Andy you started trading with who? Yeah, it was Ian. So my first month I only made like 3500 to 4 grand and I realized like day one I was sitting on the lot and I was like, dude, there's no way in hell that this is going to be my life And I'm going to sit out here in the heat So I started googling Andy or like car sales training, of course he pops up. I start watching videos Well, then I bought the zero to 100k course. I made 10 gram my next month second month Then I sold 21 cars the top guy beat me by one car I mean at this point people are like, what are you doing? Yeah, because it's month two. Everyone's like, what the heck are you doing? Yeah, I just kept my mouth shut just kept doing my thing. Well my first full year I became the number one Hyundai salesman in the entire state of South Dakota Granted, there's more cows and people. So really is it that big of a claim? I don't know That's a good accomplishment though, man Because typically you're not a typical sales guy. Would you agree? Yeah, your personality type you're more of an analytical the way you think I work with you You work for me directly now Funny enough, not liking me to work for me And the way you think the way you operate you're a very process driven A lot of sales people just go go they wing it You like your processes a to z so there's zero to 100 Then you went into private coaching with Ian Macklin. Tell us about that Well, Ian just really helped me understand I guess when I got stuck I'd call him or exactly like you said I'm very analytical So I wanted to know these word tracks to a tee But then sometimes we don't get to know well, what if they say this? And so I'd always call you and I'm like, what if they say this? Because I needed to be the guy that was prepared He's like, dude, sometimes you're just overthinking this Let's just slow down be yourself and you'll be cool All right So he was just more there to guide me along the way when I started to go Like way off course, if that makes sense And he's pretty hard on you Oh yeah Pretty hard on you So I got to ask man, why did you like me? Because whenever you'd speak whenever I'd show up on your calls Wednesday You'd say things and obviously I'm a little bit younger I'm 21 at the time I was 19 and 20 But you'd say things and it would make me have to look in the mirror And I was like, I'm not that guy Go shut the hell up Okay, I don't want to listen to you I didn't because you really made me have to think about myself And I just wasn't mentally there yet if that makes sense Yeah, of course So your younger generation your millennial generation, right? Correct You are the smartest generation I believe that hustlers you want instant gratification A lot of your generation wants that instant gratification You're unique You did the work You bought the training You've invested how much with Andy in that first year? $19,800 So $20 grand $20 grand Would you go make your first year? $300,000 $300,000 and you're crazy Left Fargo, North Dakota, wherever you're from, man In the tundra or whatever the cold and the heat or the cold and the ice You come work for Andy You're trained with the end You're close with the end You had a partnership and a bond He was your coach I know Ian's brutal with this coaching Very blunt But he gets results You got massive results We painted the picture of what this would be like To deter you from coming From the very rep mountaintop To coming working for us What's your experience been like working for the LA group now? Coming from where you were The money you were making to where you are right now What's that like? I want you to be just very upfront and honest Just tell them how it is Working for the LA group Look, they always try to paint a picture It's the only group I've known to try to tell you to not work for them Like everyone's like I need people I need people and they paint this beautiful picture and you get there And it's kind of like the grass is greener on the other side Well these guys are very upfront They're like you don't want to work for us The hours are awful We'll call you at three in the morning You better be prepared Well, I said yeah that's cool That's the way it is This isn't a job This is a lifestyle At the end of the day Like my phone doesn't stop ringing now Now I'm getting calls at two in the morning from guys Dude, my wife just left me And then you have to have that conversation Or hey do you remember And you're 21 dude You're not married But it's the coolest thing Put yourself that way It's the coolest thing when you wake up to a text At five in the morning Because you're going to the gym And you're like dude The conversation we had last night Last night changed my life That's the coolest most rewarding thing But this is truly a lifestyle And look you go make 30 grand I mean by the end I was making 30 grand consistently It was like clockwork I showed up when I wanted It was the coolest thing Everyone's like oh well I'm on A I got the A score to the B schedule Why the C schedule I'd show up and make calls for two hours I'd dip for three and I'd come back I'd sell my cars and I'm out I could do what I wanted And now it's like I got to work 18 hours a day To even stay afloat Like I'm just getting my teeth kicked And left and right Yeah, what do you think that is? Well I think it's something That a lot of people struggle with In sales I really Because you go to a new job Obviously the LA group's Bunch of alphas the best in the field Right? All of us were number one on what we did So then you go and you struggle And then you have to like try and Refind yourself And I tried to become someone I wasn't And I'm realizing that That was the mistake I was making And I was hired to be myself That's 1000% what we hired you Even though I found out You didn't like me before we hired you I'm like I'm going to have some fun with this guy This is going to be a blast Re uh Kind of reshaping your life Because I got to take you from where you are And get you to where you need to go Very fast and as fast as possible Because you're not going to make 30 grand a month Out of the game with our company It's not possible Superstars come here and they break And so now that you've been through the process From selling cars, being a high level producer And really finding out what you're about What you're alike with your personal relationships Within the company How would you define yourself And kind of what this has been like for you As you've evolved to a more elite version of yourself Because you're not there We got a lot of work to do We have a lot of skills to instill in you But what's this change been like for you Are you enjoying this process Are you enjoying this relentless pursuit That Andy has us on I love it I wouldn't give it up for the world But I would say it's a never-ending boot camp Because to truly work here I mean look behind us It says elite sales training We got core values here And you look at them every day And it's like well did I really outwork everyone And when I say outwork everyone I think did I outwork everyone in the world Because I know that there are people out here Other sales people that want to be a part of this team And some of these guys are coming for me And the second I start to let off that gas It's game over And I'm not going to lose this over me Not being the hardest working So then it's just really a never-ending thing And it's like it's not just getting better at selling It's getting better at a personal relationship And it's like if that ain't right Then you're not going to be able to sell it right So it's this like never-ending loop And like am I in the best shape ever Do I look like a Navy SEAL Not yet but we're getting there I've lost a ton of weight since last time we were in Mexico We're getting a lot more defined And it's like you go to the gym Then you come here Then you go home You have your relationship But like then I got to keep working at the end of the day So it's just never-ending And so it's like I said a never-ending boot camp But I love it Okay so I have to ask you this Now that you have this new skill This mindset Because all I'm putting you through Is what Andy put me through for ever Since I met him two and a half years Going on for a third year together But the boot camp lifestyle And it is it's defining your destiny It's the destiny by design is what we call it Right because we're going to define And we're going to design our destiny Our lifestyle These hidden little tricks that we can pick up along the way To have the life that we want You're here now You're running completely differently You're elite You're moving forward You would go back and sell probably What double the cars I'd be What would you give It would be crazy right Yeah Think about going back into the automotive now After you've been out with Andy For just a short period of time Because you see it now it's real It's um It's a takeover It's amazing what you can get your mind and body to do When you're constantly put into the flame And forged into what we're forging you into You go back No let's not do that You don't go back What advice would you give to your people that you coach Now that they can see you Let's say on this podcast To see it more real That you came from the raw I mean you were on the mountaintop bro To get your ass kicked every day Because you do And I know you're going to make about what Five grand this month Yeah And probably next month You're going to make that And you're learning And you're growing And you're scaling And I see you coming That hardened Not hardened to be hard But that hardened shape That at the exoskeleton We're putting on you to strengthen you What advice would you give to your people Selling cars To help them become more efficient and better Well I think a lot of us say that we're so busy And Andy always breaks us down all the time They go look You're working what 10 hours a day You work five six days a week So you're working 50 60 hours That means you're working about 200 to 240 hours a week Yeah Or a month A month And then it's like dude you sell 10 cars It takes two to three hours to sell cars So you really have 180 to 210 hours That you're sitting there Okay repeat that So you understand Break that down again for them They're working literally 30 hours a week 10 cars a month Yeah I'm 30 cars a month So if you're selling them sorry 10 cars a month You're working if you break down the hours You're truly working 30 hours 30 hours Like what Break that down again Because they need to understand that That's a very good math I love that You really need to look at what you're doing Through the day A lot of us say we're busy But we're not We have filler activities We're playing on our phones We're having that conversation at 10 o'clock Hey what are you guys getting for lunch You circle back three times Before it's 11 30 And you've wasted an hour and a half of your time If you sell 10 cars It takes two to three hours to sell a car On average Some are gonna go longer Some are gonna go shorter So take the number of cars you sell Multiply it by three hours If it's 10 that's 30 hours If you work 10 hours a day on average Times six days a week That's 60 hours a week Times four is 240 So you're truly only working 30 hours Which means you have 210 hours Where you're sitting there What are you doing in that time Are you getting better Are you working towards selling a car Or are you actively selling car You should only be doing three things Why are we having an hour long conversation About what we're finding for lunch And I can say that because I did it I've been in your guys' shoes I know what you're doing right now You're probably watching this at work So you don't have to be making calls Because you don't know what to say on the phone Okay Look dude I know where you've been I love it I love it So where you're going I'm gonna take a step back When you were selling cars And you got into the industry The Jota 100k was your starting point How long did you go without a coach I would say so I bought the Jota 100k in my first month And I got really ingrained Just like you said I'm very analytical And I tried to follow it so process orientated And I actually I didn't sell a car And I was like screw this This ain't right But what happened is Is it's just like I talked about earlier I was trying to be Andy Elliott When I was selling these cars And I realized he always says You're not a first rated version of me You're a first rated version of yourself Powerful And so I took the content And I said okay well These are the right questions to be asking So then I took them I molded it to me I would say at the end of my second month Is when Ian really got involved in my life And then from there he trained me for a year and a half Okay what was that training like What was his uh What was your regiment with Ian What was that like I would call him when I got stuck I wasn't a guy that Ian needed to call and babysit I would call him when I needed it Explain that to me real quick Because now you see it There are people that we work with They have this expectation You need to call me Like you need to check in all this Like me, you We need to call you We need to check in with you We're not We're not working with car salesmen are we We work with automotive business professionals That's what we call you That's what we train you like That's what we teach you That's what we instill in you So you're the one right out of the gate You don't need to call me You don't need to babysit me But you, you would reach out Correct Why do you think people don't reach out Like they don't reach out to me They don't reach out to you Until they're crumbling, burning down Day one, they have a bad day Day two, they're crumbling And then they'll call us on day six After the meltdown I need help What's going on and freaking out Why don't they call Right away, pride, ego What do you think it is I truly think it's ego I think people are scared to say To raise their hand and say Hey, I have a problem Well, I would rather address that problem Day one, the second it's happening So I can get over it faster So that was always the conversation At the end is like Dude, I'm running through this problem It didn't matter if it was 1030 I mean Ian's a great guy He would answer you be like Dude, this is why I love you Because you're calling it 1030 Tell me you got a problem Let's figure it out Yeah But the deal is I think a lot of these guys Get so wrapped up in their ego And they won't let that go To become a better version of themselves And a lot of them don't realize That Ian showed me right away That this can become a business Oh yeah That you at the end of the day Car salesmen are a business Within a business They supply you with everything All you got to do is show up and work So at a certain point Once you get good enough Once you're making 20 grand Well, you could hire someone Teach them to make your calls And now you got two of you making calls And you just got to show up and sell cars Double the production And he really showed me that bigger picture I don't think a lot of people realize that Nor necessarily do a lot of people Want to get to that level But we all want to make more money So why aren't we treating this Like it's a business It's the analogy you always make Sean always says something about Look, if you played sports You'd go after school And you'd practice for an hour, right? And you'd have game day on Saturday This is the same thing I mean, you guys treat this like it's daycare But this is your life Why are you not getting better at this? Lifestyle It's a lifestyle So when you're in automotive And now you make the switch Like, man, I'm going to go work for Andy What was that like? Well, like I know the conversation we had with you To deter you Do not come here This isn't for you You'll never make it What the hell is wrong with you? What made you say, hey, man I'm coming to work there I'm going to put my life into this I'm going to devote to this What was it that you saw in our company That made you want to come Be with Andy Elliott Be with the Elliott group And become one of the coaches Because you know now we weren't joking And you say, what are the hardest working guys? I'll give you that You are one of the hardest working guys We have in the company right now I'm proud of you for that But when we told you, dude You're going to take a massive pay cut You're not going to make this money You're not as good as you think you are You're like, I will prove all of you wrong Where does that come from? And why did you decide to follow through with that? What's going on in your head, man? Well, I think it starts from when I was a kid Because I grew up with a single mom working two jobs Then I got kicked out when I was 18 I was still in my senior year of high school I was going to college full-time I then had to couch-surf and figure out Then I had to get my own place I was working full-time And I think it just comes from like Watching my mother work so hard And just not wanting to end up in that same position And then I got into cars It did really well And then what happened is January, I called the inn Because I started to bump heads on my managers We all have that It's just the car industry, right? Yeah I said, look, dude, if I move down there Can you help me get a job? He calls me, he's like You're the craziest person I know Like, what are you doing? So I flew out for a seminar He introduced me to Matt There was this weird, like I'm living in a movie There's a bunch of weird coincidences I get the job to come work at Van Chevy down here I flew back I thought about it for two days I packed up my stuff I was out here in the next week I made the decision, I moved But I made the decision Because in my mind I was like I just want to be as close to these guys as possible Of course I'd love a job We all want a job here We say we do And then you get here and it's like Oh god, what did I do? But that was like I didn't think it would become a reality But I'd written it down so many times It was on my mirror I'm crazy, I got things in my mirror That I repeat to myself every morning It's my affirmations, whatever And so I go kill it And eventually I get here And it's just like now I just I just want to help people I mean when I was 17 I was calling businesses Like how many people at 17 Were in their parents' basement I'm thinking about doing that Trying to cold call businesses Is not understanding selling Like I just wanted to be around here To understand selling And now I understand the bigger picture Of the lives we get to change And now it's like I don't even care about the money I'm going to make five grand this month Hey, I took a massive pay cut You see that? And it's going to continue that way Because all I care about Is building that foundation and changing lives And as time goes on The money will come But it's not about the money I absolutely love that And I forgot that So I forgot this So tell us a little bit about that Because you went to Ben Chevrolet Ben Chevrolet is a client of ours And you were so Indoctrinated into NDLA training The GM Matt Reaches out to Andy and says Hey dude, you got to take this kid on You got to at least give him a shot Right? That came from a GM We knew your intent And I forgot about the Ben Chevy Pit stop for a minute Great store, massive store You go there Take you out of your element of the Fargo Or North Dakota, South Dakota Put your Ben Chevrolet What was that like? Because you didn't do I mean that's a big store That's a big boy store Right? It is It's a big girl Whatever you want to call it That's a big store Well it was a massive shot Because you're coming from Farm country land Where if you leave Sioux Falls It's three to four hours of like Cornfields No matter where you're going Like that's it So then to come down to Phoenix Where there's over a million people You're in a big store And just like I did here I started like halfway through the month That first month I only sold four cars And the entire time I was like What am I doing? And Ian has said this I called them He hung up the phone on me Because all I was doing was complaining He's like dude you're being such I don't want to say it But he's being You're like He said you're being such a wussy right now And he called me back later And he goes are you done? Are you over yourself? Okay so let's take a step back You call Ian You're here Van You're getting your butt kicked Yeah You call Ian You start complaining about all these things That are going wrong Instead of looking in the mirror Instead of taking that temperature check And owning your crap And you call Ian And he hangs up on you Boat conversations over He calls you back when? A few hours later Okay and then how'd that go? Uh he really checked me He goes dude are you done? And I was like what do you mean? He goes dude first off You were the best at what you did Why are you in your head? Yeah He goes you're trying to be someone you're not He goes dude you don't even know the managers I know that for a fact Because you told me you didn't know this person So he said go get your grounding Go understand everyone And do what you do best He goes stop caring what these guys think about you He goes you're putting this weird pressure on yourself That really doesn't need to exist He said that to me I snapped out of it The next month I almost took out the top guy On my department And they were like oh Where did this kid come from? Who is this guy? Well and then I had a bad credit customer Who ended up bumping 500 bucks And then everyone was like Who is this kid? He's gonna be something And then I was making 30 grand a month I only worked there three months That first two weeks I made I sold four cars I questioned what I did I put my back against a wall I addressed my problems And I took off And then I made 30 grand And then you guys were like dude All right come on Absolutely love that So here you're rocking and rolling You're crushing it with us You're taking our industry by storm You're serving a lot of people You're helping a lot of men and women Change their lives You absolutely love what you do What do you contribute that skill to? Where do you find that passion for people? Because that's a servant heart We call that a servant heart Servant heart leadership Is required to be in the LA group Because you come here for money You've seen one of the top guys come here That was all about money driven One of the top sellers in the country And you got smashed You last what three weeks gone Yeah You do it for money You're gonna make it So you have the servant heart Leadership attitude You're helping people Where do you think that comes from? Because that's a really cool thing to have In somebody's rare Well I think it comes from understanding That everyone in life has a messed up story Like that's just the reality of the situation And we think oh well me When we start beating down our victim drum But reality almost Everyone's got a worse life than you And it was something that you guys showed me And it's almost like I'm I feel like I'm the second generation Because all of you guys have been here for I mean you've been here since the beginning But all these guys have been eight months to a year And I'm one of the newer guys right Two months ago So you guys have taught me All of these things that have changed my life And it's like I just want to Continue this spider web and impact as many lives as possible And I get to share the knowledge that you guys shared with me To these guys and connect with them Because I know what they're going through I've been in the market they're in A lot of them are my age And they really relate because they're like Dude you're my age and you're there Like I had someone at this last seminar Who was like dude I remember in October When we were sitting here next to each other And you told me you were gonna move down here To sell cars And I told you it was a bad idea because the grass Isn't always greener But he's like you chased it And he's like now look at you You inspire me and you see like the fire in their eyes And it's just so rewarding to wake up to these texts You changed my life And at the end of the day it's not really me You guys are the ones putting in the work You know what I mean They're the ones investing in themselves But it's just really cool to see these people change Because a lot of us are gonna have families one day And I think it just more comes from Not wanting other like not wanting kids To go through what I went through as a kid I like that That's true That's where my passion for people come I don't want them to feel my pain And if we have a serving heart leadership We can remove the low living beliefs Scale them past whatever they've ever seen Or have been a part of Make it real and bring hope It's over So what's your full name? Roger Jean Long the fourth Roger Jean Long the fourth If you guys want to get a hold of Roger You can reach out Actually drop your number Your personal cell phone number If you want to know more about his story How he's scaling with Andy Who he is within the company A little bit more about Roger Reach out to him Drop him yourself a number 651-785-4490 Okay, and so this is Roger Long You're more than welcome to reach out He'll tell you a story He's a master at posting cars Writing ad copy Really good at what he does Serving heart leadership He'll take care of you He'll absolutely help you dominate the game Roger, do you want to leave off with anything? Dude, this is And I'm just gonna circle back to this one last thing This is why I didn't like Sean in the beginning You guys really need to go look at yourself in the mirror And ask yourself What am I doing? And when you can address these issues I mean, Sean told me the other day He goes, dude, you're an enigma I don't understand you What did I do that night? I went home I studied from a guy that Sean said he studied I gave him a test back the next day And I said, this is me Figure me out So we can address these problems To action You guys need to stop Sitting on the sidelines And you need to start taking action Let's go That's it Just start doing things All right, my brothers and sisters You know the drill Rewire your minds Let's go get paid what we're worth We'll see you on the next episode Well, you made it till the end of the video You're a true one percenter I've already got your next training video Lined up and ready to go Click on it Before you do that Like the video Subscribe Makes you set your notifications Every single day I drop out Free F-R-E-E Free training videos for you Click on the next video And by the way, if you loved it Share it with the friend Do that for me Thank you so much Let's kill it