 Hey guys, how you doing? It's Andy Elliott. I'm here today with Luke Smith guys Luke's 22 years old Let me tell you this so number one Luke is an army ranger I'm gonna let him introduce himself here in just a second. So a couple weeks back. Maybe maybe a month or two Luke starts doing some training with me He decides he's gonna go into the automotive business and by the way, let me tell you this this video What this video is about is I have an Andy Elliott role play out and and I love it And I really will tell people it will help you overcome every objection on the lot Luke bought the role play out. He's been role playing at home This is gonna be a competition here to see if Luke's gonna break using the role play out Now check this out. The reason why I picked Luke obviously he's normal He's just like anybody but Luke is an army ranger and by the way to become an army ranger You got to be a lethal animal. I mean like in your head. You got to decide man I'm gonna become the best and there's a next level of me and you're gonna have to push hard to get to it Or it's not gonna happen. Okay, there's no like special magic trick to get through that training It's suck it up put in the work and when you do and you grind through it There's this magical reward at the end. It's just like selling cars So I am one honored to be around this man. I'm gonna mentor him. I'm gonna help him I'm gonna push him guys. He's amazing Luke. Introduce yourself Hey guys, so I'm Luke. Um, so I'm about to get out of the arm army I've been in the army for the last four years currently from Ohio now down near Georgia So I'm getting out gonna go to college and I couldn't really figure out what I want to do for a job But you know, I've always loved cars and my mom brought at the point actually like hey Why don't you go to a car dealership and you know, give it a try so I'm like Okay, cool. Um, I went in for an interview I got the job on the spot zero sales experience The only reason why I got the job was because my boss was a green beret Which is like special forces in the army and we knew some of the same people and we just like hit it off Brode out, you know, I got the job and then you know, I'm like, okay How can I be the best at this? I don't want to just show up and have no idea what I'm doing So I typed it on YouTube like car sales blah blah and I went through some videos because there's some guys who have like Like short videos that have like a hundred thousand views I'm like, oh, this must work and then I came across Andy Elliott and from the first time that I started watching his videos I could like link in my mind like okay So every car dealership that I've ever been to and somebody's tried to sell me a car I've had I've owned three cars my life the way that he does it versus how my experience has been in the past It's completely different. It's like all about building relationships and doing it the right way Not just trying to sell a customer get a bunch of money, but like actually doing it the right way So I'm like, oh shoot. Okay, so I got out a notebook and I started writing down all this information and it was about a week of me only watching YouTube and I went in on a Saturday when I wasn't actually working so I began off and I shadowed the top guy His name was Alex. He was in the Air Force for like 20 some years And he's only been working there for like half a year and everybody's like, this is the best guy This is the best guy. He sells, you know, he sold 20 cars last month. He broke his own record and like the pay plane from my own store goes up to 26 cars a month. It's not based off of gross. It's based off how many cars you sell So I'm like in my mind I'm like, oh 20 cars I'm like, okay, you know Andy and everybody else that works under Andy or trains from him makes 20 cars seem kind of weak So I'm like, okay, I got to see how this goes And I was shadowing him for like eight hours. In him compared everybody else in the store He was definitely outperforming But like the other 90% of the workers in the store sitting around drinking coffee when they did take it up It was ridiculous. They just like run outside really quick not build any rapport with the customer and It would just be like, oh, hey, what's your best price? Oh, okay. Never mind. We're looking. Yep. See ya And then the Alex guy I shut You know, he was doing some stuff right but like Even the the minute details He did not go in depth with the sales process that Andy goes through and then I remember waiting on the pencil, right? He brings it back. He's like, oh, okay, mr. Customer. Um, here's the price You know choose one of these options because of the store that I'm working through they give you like nine options without payment payment Um, choose the one that works best for you and just stare at him like put his hands together and smile And the customer had all the time in the world just to like look at it and be like, oh Okay, so this is when I negotiate starting Negotiating said that I want more for my trade. They're like, oh, okay. So what do you think your car's worth? It's like so in my mind, I'm thinking like so the store wasn't gonna offer them top value for their trade-in, you know So the lady ended up leaving and I was like thinking like just from watching a week of only YouTube Not the courses that Andy has online, but just YouTube alone from his free content I just could depict all these things that people are doing wrong and I've never sold a car before and at least in the military How it works is what you practice in private is shown in public So when you deploy and you go out on missions, you don't get lucky, you know, especially when bullets are flying You don't get lucky. It's the years of training practice behind the scenes that show up and that's when the real You know, that's when you win you win before you even go out and fight and like I can directly see that with Andy's training You can train and practice in private and when come game day and you're selling cars You're ready to go and that's why I think Andy's training is better than everybody else's and I've committed a hundred percent to this Dude, you're amazing. I'm just gonna tell you if anybody right now Didn't just get freaking jacked up listen to that and especially talking about how soldiers go into war and making that little Parallel about like you don't get lucky when the bullets start flying in You don't get lucky when tough objections start flying in if you don't know what to do In the military you sink to the lowest level of your skill, right? Is it something like that with the seals? Yeah, and and the deal is is that you have to see it Yeah, yeah, so you have to skill up every day and if you don't skill up What's gonna happen is your competition is gonna crush you or your enemy whoever it is They're gonna crush you and that just ain't gonna happen We can let that happen in our house and anyways with that being said guys Luke's amazing. He's freaking awesome I want to start rock and roll and if you don't know it. You're not aware of this I'll put it down in the link below, but we have an Andy Elliot role-play app and it covers a lot of injections It covers phone injections. It covers objections inside the store Why don't you just flip it on? You're gonna he's gonna hit play. It's gonna feed an objection to him Let's listen to him overcome it and if he gets it right boom It'll pass him and I'll hand him another one. It's called rapid fire So I'm gonna hand it over to you man, and let's just see how many you can get right in a row before you get Come on. Yeah, yeah Yeah, when I started doing this it's like going back to school, you know, like you do flashcards or out these all down It's so much information, but I'm so hyped about this when I start working So like what you do I guess when you first open up the app at least You'll have like a lot of injections You'll have phone objections and then you'll have inside objections. So like the first one you can start off with is a lot It's all yours. We have this to try we don't need to test drive this use car. We do one just like it at the last line Understand but a test drive doesn't have to be long But it's always necessary even if it's down the service road turning around and coming straight back Every car is different. We take lots of pride in servicing our cars and that'll be seen and fell when you drive it Understand how I'm staying within budget is extremely important to you So what you're telling me is that if I can find a way to make this vehicle affordable, then this is a vehicle if you like to own Okay, so Understand how staying within budget is extremely important So what you're telling me is that if I can find a way to make this vehicle affordable Then this is a vehicle like to own. Ah, great. Follow me inside. Okay. So if you fail it gives you a recap and then you can redo it We don't feel like we can pull this vehicle Understand how staying within budget is extremely important. So what you're telling me Is that if I can find a way to make this vehicle affordable, then this is the vehicle you like to own great follow me inside There we go At our dealership we have hundreds of vehicles to choose from and some of our best vehicles aren't even on a lot yet Follow me inside pretty rock and roll on baby I'm starving to I can understand how you can think that this part of the deal can take a while But fortunately you have me and I'm extremely fast at this part of the deal We're 98% already done. Let me show you how fast I am at this part of the deal. Okay I'm sorry to I can understand how you can think that this part of the process can take a while Fortunately, you have me and I'm extremely fast to this part of the deal and we're 98% already done Let me show you how fast I can handle this last part for you Might be because I'm talking a little too fast. I'll slow down a little bit. Yeah, that's okay guys And by the way, I just want you to do this word presses this now Listen, I'm being quiet let him go through this because I want you guys to physically see that this right here This is testing him. This is testing his word tracks. Okay, and maybe you say hey Andy You know, I like what you said, but you know, I might change it up a little bit. That's great I never want you to be a second rated version of me I want you to be a first rated version of yourself and you can flip it around and by the way when somebody says I'm starving most people going to panic mode they get triggered and they lose their state He's not losing a state He's not getting triggered and by the way if this is something that sells people to do all around the country I'm gonna tell you this if we were more prepared to overcome objections and our customers work to object Life would change immediately and you would triple your income So I just want to tell you if he gets it wrong, it'll read it back to him And then he has to have 95% accuracy to pass and go to the next one. Go ahead Yeah, so yeah guys on top of this like you this is a lot of information Before I even started like the car business from like the actual sales process from like the meet and greet all the way Until they take the car home. There's just so much information in between that you need to Master, you know, you can't just get lucky with people and then especially with these word tracks Imagine a customer saying an objection to you and instead of like thinking about it stuttering making the customer think that you're not Confident or confident and then having to go ask your manager a question You won't have to do that anymore. Like I understand clearly that I haven't sold cars before but I want to be my own Salesman and I want to be able to do everything myself Like I don't want to have to rely on somebody else to like answer questions for me If I train and practice on my own that won't have that won't have to work Like Andy's my coach and if I need something that he hasn't already provided through his information Then he can tell me the right way to do it instead of me asking somebody that like oh maybe try it this way Like I know Andy's methods are proven and they work because he's proven it, you know Yeah, I love it man, dude. I'm gonna tell you dude This is absolutely insane and by the way the fact that Luke hasn't even started selling cars yet guys This is absolutely amazing and when everybody to realize it's time to elevate our game and we are extremely proud of him This is awesome. Keep going. Let's run through some more Okay, heck yeah before you give me figures on this car. We want to go and get something to eat. We're starving I'm starving too. I can understand how you can think that this part of the deal can take a while Fortunately, you have me and I'm extremely fast this part of the deal and we're 98% already done Let me show you how fast I can handle this last part for you my first stop Whether this is your first stop or your last stop I'm just grateful that I have the opportunity to help you buy a vehicle at our dealership We're high on all the critical areas that are important to your family such as price payments and trade-in After a test drive, I'll show you five minute proposal that you can't say no to That was close And by the way, once you overcome an objection, guess what now you can get on to the other stuff that really matters Yeah, that's the beautiful thing. Yes, sir here. I'm gonna go through this one more time. This is my first I know this one It's on the heart, baby Whether this is your first lap or your last stop I'm grateful to have the opportunity to help you buy a vehicle at our dealership We're high on all the critical areas that are important to you and your family such as price trade-in values and payments So it may be tempting after a test drive to show you a five-minute proposal that you can't say no to What about we move on to some of the phone ones? Move to the phone objection. Let's go. You're picking. Heck, yeah And by the way, you can do these in order or on the backside You can actually make them throw them at you random, right? You can actually change them up So if you want to answer them all in order, that's great But also you can do them random to catch yourself off guard. You can the app will handle how you want to do it and also Check this out like on a lot of injections and stuff I want to say this when he's going over it if he doesn't understand an objection He can tap on it. It'll flip over the screen and actually show a YouTube video over that objection So it's built in pretty cool man, but let's go to let's go to phone objections Yeah, and then like on top of that like what I did personally so I can like memorize this information Better I wrote this stuff down in a notebook like all the objections And then I took those and I I switched it on to some like note cards kind of like bring it back to like school Era so it's like this is a lot of information guys and it's going to take time to learn But if you implement yourself and like just go through note cards one to two times a day do that for a month You're gonna have to know it by then instead of just guessing to see like oh, maybe I'll try to win winnings a habit You have to implement Like training to get to where you want to be so these note cards right here is picking money Winnings to have it and so is losing. You know I'm just gotta decide which habit you want to have So let's do let's pick pick a couple phone objections. I think everybody gets it number one I'm sure anybody watching this video is extremely proud of you and I just want to say this is probably something I should have been said where live, but I appreciate you for serving to you, ma'am I know one thing in the world is that you know we all appreciate a military you're you're and I call you I call him a Savage all the time he's 22 He's literally paying the rent in advance and he's training his freaking butt off and you guys are going to see this guy This could be and by the way, there's no difference in you and him and me The difference between where you are today and where do you want to go? It's the gap in your skill set and when you replace that gap with skill Man you crush everybody and people like to put you know titles every right? People like to put titles on people doing extraordinary things Okay, it has nothing to do listen. I'm gonna tell you something and I can look at you right now guys You know, what is it? What is an army Ranger look like? He looks like somebody who's willing to suffer and pay the rent for the reward am I right and That's it and a lot of people say oh man Well, this guy's just talented and he can naturally learn better than me Bull crap. Absolutely not. I have to write things down like 30 times before I memorize it like when I first showed up like how how like special operations and stuff works The people when you go through selection courses in the military You think these studs you like play D1 football on college or like these just physical animals are the people that make it No, it's the people who are willing to do the work and suffer and suck through it and get it done I was more scared going to work because I didn't know like random information like some would be like Oh, how many settings can your m4 but saw come out and how many inches in between is it? You know like oh, there's there's four settings and the first settings at 1.25 inches and the next one's a 2.75 It's like all this information that is it meaningless Not really, but it's just the fact that you train and practice on your own You have to know this information and like if it's from the military or the stuff that you're training in Australia Like I you have to write it down over and over and over again until it's literally like you say tattooed on your heart Like embedded in your brain. That's the only way to do it is repetition repetition repetition Yes, and guess what but and and when you don't know it you go back again and then go back again and then go back again and then go back again and And you do it until you're sick and tired of being sick and tired of not knowing it Yeah, then you finally win and you fell forward every time you never fell backwards It means this when you don't get something right you don't get discouraged and say man screw this only the hard stuff is Only the hard stuff will get you a fulfilled life Okay I feel like everybody in life can take a right or can take a left and you can take a right and you still may have a good life Okay, but a lot of people in life are gonna die with regret and they could have taken a left early on in life And done the hard stuff that sucked and they could have had a way better life But again going back to people try to put titles on people doing extraordinary things I'm just saying this you haven't even started the car business. I know this I was a GM as an edit dealership for a very long time and We crushed it I had guys that would show up that have been selling cars for 10 15 years they couldn't overcome I need to think about it and I'm just like man You know what what has gone on here for 15 years, you know You have been spending time in the store and your skill level is like a baby. You're still drinking breast milk Okay, I got a guy over here. I've been training for six weeks and this guy can overcome over 30 objections And he knows how to overcome price payment trade-in. I'll get back with you I need to think about it. You know I'm saying like he's dude He's lethal on the phone and guess what he's just getting warmed up because he's paying the rent just like you're doing So I just want to say anybody to think that he's a good learner. He's not He is actually He's got his papers. He's got no cards. You know I'm saying just understand that so when we go through this You know and maybe this is a long video and no one ever watches it Maybe they go all the way through it Here's what I'll tell you anybody that's wanting to go to the next level just like I was You'll be sitting here right now at this point and they'll be soaking in as much as they can and taking notes Just like I did and just like you'll do and just like any 1% or high achievers gonna do So let's go to phone. Let's let's go to the phone objections. Let's hit a couple of us Let's get it. Let's do it. I Saw this vehicle advertised, but I can't go in today to see it or tomorrow You know, I've had a lot of calls on this vehicle today, and I'm not Sure, it's going to last you out to yourself to at least come in and look at it before it's gone. There we go Let me ask you this if you weren't willing to make the drive, would you have made the call on other hand? If I didn't think we could help you I Wouldn't ask you to come in either. So when is the earliest you can be here. Thanks for giving me all the information over the phone But I was just interested in the vehicle that you already sold We have the largest pre-owned inventory in the state now if I can make you an even better deal on a vehicle with more options for Less money, would you at least be interested worth over the phone? We have a number of financing options available And we have over 40 lenders out of the 90% of customers that finance with us buy from us So we have to be doing something right Okay So I messed that one up Okay Yeah, what was the objection? Um, can you tell me over the phone what my financing terms will be? Okay, and what is it? What's the what's to say the right thing is? Oh Okay, so it says are you familiar with what an independent buyer is it's someone that works directly with dealerships like ours Wait Wait, I think I'm screwed up on this one Yeah, so it was an interest right one and you It's okay Yeah, let me do that one again. You feel like you can get this one Yeah, I got yeah, here we go back to practice not what my financing options will be here we go Okay, are you familiar with what an independent buyer is it's someone that works directly with dealerships like ours that sometimes Offers more money for trade-ins Um We have an independent buyer coming in today. So what time can you stop by so I can get you the absolute most you could ever get Okay Okay, we have a number of financing options available As well as over 40 different lenders and 90 of our customers who finance with us buy from us So we have to be doing something right Okay, cool and look and hey and I'll and I'll kill it there with him I'm going to tell you this and by the way just if you take the objections that he's gone over I mean the andy elli role play app Is is built with streamlines of tons of stuff If anybody's watching this and they're at this point in the video number one There's something I'm going to tell you you're very serious about learning number one I'm really proud of you okay and number two This is the way that luke got started he got started by watching youtube videos Seeing that this is the kind of sales training that he wants He wants to know that he he wants to be able to handle the tough objections. Hey, I'm going to ask you a question How long does it take you to get rusty 24 hours 12 hours sometimes even three hours? I worked in a dealership I watched guys go on a one day vacation and come back in And be freaking lost and work a day and a half Trying to figure out where the hell they could pick back up to get caught up And guess what the role play app keeps you sharp on the daily And just like luke guys he has no sales experience in the automotive industry He is about to start every GM sales manager in the country if they were watching this They would say i'm recruiting that guy and guess what I always say money follows attention If you want to make massive money in your life Draw massive attention to yourself Guess what when you know what you're doing your customers will buy and competence Creates massive confidence I'm looking at you right now luke you've got a lot of confidence man and for not doing this job I see a lot of people that are scared because they don't know how to get the training They don't know where to get it. I would recommend anybody start kind of where luke started watch some youtube videos Luke has taken the zero to a hundred k course. Am I right? Yeah, and i've gone through it at least three times highlighted everything and rewrote it literally in this notebook Like I don't I don't know what to tell you guys but like this information And I don't if you're not jumping on it you're not fulfilling your potential Like even with the role play app you don't only get the role play out But every single monday we get a zoom meeting where we get everybody together and andy teaches us something new Like yeah, it's amazing. We do live role play in it. It's all kind It's all cool. But but here's another deal. He's coming to the master closer seminar in august He's going to be training personally with us and 80 other people all around the country So we're going to put him in the lion's den and bust him up and he's going to be ready. I already know it But I'm going to I'm going to have some life Yeah, well, I'm going to have some tricky stuff for him when he gets here Yeah, we're going to have some special ones for him that we haven't trained on youtube before or even put in any training program Just so we can catch him off guard our goal is to trigger him break him down And turn him into just like I said the elite the the ranger of the car business And he's already well on his way He just he just got the elite negotiating course. I mean I just want to tell you man. I I don't know what I would give to be 22 years old and have access to this type of training Um anyways anybody watching this and all Yeah, we call it the unfair advantage and and he talked about his coaches Um earlier me and him were talking before the zoom meeting. He said hey andy when I was in When I was in the army, I had a strength coach, right? And was in the was that in the army or was that actually in your in your school? It's an army like our unit has its own strength coach Okay, and he were talking about your strength coach. Who was it again? That was your strength coach His name is matt robel. You can look him up online He uh, he was a strength coach for the buccaneers before he came over here. He was a beast Yeah, so guess what so he pushed you to new leavens. Am I right? Yeah, check this out had that had your strength coach been your pe teacher in high school, right? Oh my gosh, I would have been 14. I would have been like freaking big boy before all this happened. I would have been nice But my point is with that being said had you had the wrong coach you might have not known What you should know and then what happens is you end up one day with wife family kids You end up having this glass ceiling on your head, right that says hey, I can't do anymore I'm working 60 hours a week. I'm give I'm going all in and working as much as I can But you know what I just can't seem to get to that next threshold But then again, you got that pe coach, you know that was soft on you that didn't hold you accountable That didn't give you a leech training. Guess what? That's where you're going to be But guess what you get a good coach like the one you had with the buccaneers. He goes man, there is no ceiling There's no limit on a human Who you want to be? Let's go there You know whether you want to be the strongest guy in the world Whether you want to take on the world and be the most successful car sales person there ever was in life Guess what do it and by the way, I'll tell you one thing People that are successful in the car business and make tons of money They can go to any other business later on in life and destroy it Because they're strong strong businessmen selling cars is my way out. Okay. I've been a millionaire since I was 30 From selling cars From selling cars. It's the most beautiful business in the world. Let's finish the sentence for anyone Who is serious about becoming the best and that's the magic keyword at the end You can't put titles on me. I was raised broke with nothing and i'm a i'm a stupid learner Okay, my teachers told me I was not going to make it and literally like I just remember just like being labeled as like that guy's not going to make it and that's cool And i'm okay with that but you know what i'm the underdog I love playing that position and i'm just going to say as I see Guys like luke and luke says hey, man. I'm not great at learning either. You know what? I got to write it down Write it down write it down. I have spiral notebooks stacked up that I carry around for how many times I have to write something down to learn it And it's just it's just worth it. The juice is worth to squeeze guys To buckle down and pay the rent in advance Um luke you're freaking awesome, man. I'm just going to tell you guys luke. What state are you in? You're in georgia Currently in georgia. Yeah That's awesome, man luke's in georgia, man. You guys you can comment below rock and roll I can't wait you guys will see a lot more of luke. But by the way, um, let's elevate your life Let's elevate your game. You know what i'm saying luke is not only an amazing man, but also He's he's a part of the brotherhood the sisterhood of the group You know if you're not in the car sales nation group go to on facebook go to andy elliott car sales nation You guys will see the crew luke's in there all the time You're watching guys elevate all around the world right now and change their lives become part of the movement join And uh luke i really appreciate you brother and i'll talk to you soon. Okay. Heck yeah Can i say one thing? Yeah rock and roll Like how this at least in my opinion how anything works in life think economy greger for example You like him or not he was the best Fighter of all time ufc with two belts right was he good because he just ran really really hard by himself No, he surrounded himself with the best coaches on earth and they trained him into who he became right Even if you started with a dealership that gave you bad habits or if you've been doing it for 20 years It doesn't matter what you're doing But when you find a coach that can elevate you who have done it themselves and can get you to that level You just have to humble yourself down eat up all the information you can and just do it Like i'm not trying to stroke mr. Elliott's ego at all right now But he knows what he's doing and information that he puts out works, you know, it's proven So let's get on it guys car sales nation I'll be i'll be at the master closer seminar in august. So if you guys you guys are there hit me up and say hey Yeah, yeah, we got a big group coming man. So uh, I just want to say guys every word that he says man I sure wish I could have repeated those same words when I was 22 I didn't have that leader, but I'll tell you this at this time no matter what age you're at man jump in Okay, elevate your life. I don't care how old you are I don't care if you're just getting in and by the way if you're not selling cars right now and you're watching this video Guess what? He's just starting to So at any point It's time to get in you just take action and become the executioner take over your life. So hey brother I'll see you soon. Okay Awesome. Hey, see you mr. Elliott. Thank you. Hi, buddy