 Hey guys, what's going on? It is Andy. In this video I want to talk to you about how to learn your inventory as an automotive sales pro. Now listen to me, a lot of people don't geek out on this and they don't even care about this and this is why you miss deals. If you'll watch this full video to the end, I will guarantee you can double your sales just by understanding how to learn your inventory and where it will play and play when you're dealing with people in person or on the phone. Check it out. Hey guys, what's going on? It is Andy Elliott. Guys, how did I make 700 grand of your selling cars? I always say, do you really want to know or are you just asking? If you're just asking, you're not going to pay attention anyways, but since you guys came up to learn today, you must really want to know. I'm going to teach you. I knew my inventory better than anyone. I remember one thing, okay? I was 18 years old. My manager told me he was Andy. The guy that knows his inventory the best makes the most money. I said, well, what does that mean? The guy that knows his inventory the best makes the most money. It's very simple. He goes, how many cars do you have sitting out there on the lot right now? I said 50. He goes, okay, white Toyota Corolla. How many miles? What year? What's the price? I said, I think it's a 2016. He goes, no, it's not. How many miles are on it? I think 30,000. No. Andy, how am I supposed to, how are you supposed to be my trusted advisor? How am I supposed to do business with you and you don't know anything about that car? So you're guessing and I'm going to pay you to guess for me. No thanks. You know what I learned real fast? I didn't know my inventory. I was a freaking amateur. Write this down. Do not be an amateur. Okay? How do you be a pro? It's very simple. I'm going to tell you how to do it. Number one, every single morning, okay? I'd go out and walk the trucks one morning, the next morning I'd walk all the cars and the next morning I'd walk all the SUVs and vans. I had a very simple process. I worked six days a week. I did it three days and then three days and every morning, every morning I showed up 30 minutes early to work. I've already lost a lot of you right there. You say 30 minutes early. Hey guys, what's going on? It's Andy. A lot of you leave comments telling me that you need help. Do me a favor. I'm going to tell you the best way to get a hold of me. Shoot me a text message right now, 918-210-0254. 918-210-0254. I'll help you with whatever you need. I got your back for life. Let's get back to the video. I want to explain why I showed up 30 minutes early because the cars weren't moving around yet, right? There wasn't any chaos. There's always usually a lot of party going in the morning or people moving vehicles or taking it back to detail or the service drive grabbing cars. So I showed up about 30 minutes early when it was just really quiet and it was still. And what I would do is that I'd walk down the truck lane. Literally every single truck, I'd look at the stock number, write it down. 2019 Chevy Silverado. Is it four-wheel drive, two-wheel drive, quad cab, crew cab? Did it have special wheels on it? Leather, cloth, navigation, backup camera? You know what did it have? Most of these trucks have screens in them now, right? So does it have navigation or is it just a backup camera? Look at it. See what it has. I would find out everything about it. Is there any dings, dents, scratches? What's going on? Does it smell like a smoker? Does it smell like a non-smoker? You know, what is it about this truck that would really like be the sizzle on the steak? Is it plain Jane? Is it super nice? Is there any extras on it? I would walk them all. Also, I would ride down the miles. I would literally memorize that car. You know why? Because I'm selling it today. I'm selling it today. Trust me. Somebody comes in, I'm going to bring the heat like no other. Now, I'd go down the entire truck lane. Now, some of you may have 50 cars on your lot. You may have 500. You need to know all your vehicles. Now, notice, I want you to write this down. You ready? This is important. Don't miss this. Write down a lot. That's the lot. That's where your cars are out front for display. Write down detail department. Write down parts department. Parts holding where cars are waiting for parts to come in and they're on hold. Write down fresh trade-in row where the trade-ins come in from the night before where we park them. Write down service department. Vehicles that are waiting to go into the service department. They're waiting for service. Also, write down auction. Where do the auction park the cars when they drop them off before anything happens? I had these six or seven areas all pinned down. Work starts, let's say, at 9 o'clock. I'm there by 8.15. I'm literally starting with the lot. I'm going back to detail. I'm going to parts holding. I'm going, guys, I'm boom, boom, boom, boom, boom, boom, going to trade row. I'm making sure that I see every car, what year it is, how many miles are on it. And by the way, it's a fresh trade-in. I didn't know the price. At least I knew I had the car. I saw so many times salespeople were greeting customers like this, hey, what's going on? How you doing? They're like, yeah, I saw a vehicle was on the internet. They're like, oh, which one? Dude, you look like a dummy. You look like a dummy. You go to your manager, run to your manager. Hey, manager, do we still have that 2019 Chevy Silverado black? Guy said he saw it on the website, but I didn't see it. Dude, Jane even done your job today. You're never going to make a lot of money. You're never going to do it. You can't do it. You don't even give yourself a fair shot. And by the way, I'm very passionate about this. I'm going to explain why. I was making about five to seven grand a month and I thought that that was amazing, which it is amazing when you're broke. But the top guy, guy's name was James Gilligan. They call him Gilly. The guy was my age and he made three times the money as me. He wasn't a better speaker. He wasn't a better talker, but my manager taught him something he didn't teach me. He taught him how to learn his inventory. That changed everything for me. When I decided to get obsessed with learning every single car in my lot, what I started to learn is when I'm having conversations with people about vehicles, like you guys on fire. I'm like, guys, listen to me. Trucks, I'm the truck center of the world. If I don't have it, they don't make it. I've got a 2019 Chevy Silverado quad cap full wheel drive sitting on 30 inch Mickey Thompson super swamper sitting right there, bad to the bone, right? Doesn't have the navigations, but it's got the backup camera, got the Neo suede interior. It's got the five seven motor on it. Dude, I mean, I was seeing everything. Guys like, hey, Andy, I'm looking for a car. I'm like, are you kidding me? I've got everything in the world. You want 20 miles a gallon. You want 45 miles a gallon. You're looking for electric. You're looking for gas. You're looking for something sexy with leather and a sunroof. You're looking for something plain Jane, keep the payment down, and this is going to roll for a long time. Something ready to go put some miles on. What are we looking for? You tell me, I got it. I know them all. All of a sudden, my confidence went through the roof and I knew everything. I knew whether to go left, whether to go right, but I knew my inventory. You know what my favorite thing is? Is that a guy would come in, they'd be like, Andy, I'm looking for X, Y, and Z. I'm looking for a car under $10,000. Guys, you know $10,000 under cars don't exist, but somebody come in and say, I'm looking for a car under 10 grand. And a salesman say, I don't think we have any of those. Remember that one, but then it sold last week and now you all, now I don't have anything. And dude, they had a car sitting back on trade-in row that just came in last night, 2012, Hyundai Elantra, 65,000 miles. They put six grand in it. They would have freaking sold that car for 10, 98, all day long. But you know what? You didn't walk your inventory that morning, so you didn't know that we had that car. So you know what happened? You missed the deal. I watched it happen every day. Just think about this. Do me a favor, write this down. One additional deal a day. One. One. I'm going to ask you a question. Do you think a person that knows their inventory will make more money than a person that doesn't know their inventory? The answer is yes. Do you think a trained salesman will make more money than an untrained salesman? The answer is yes. Okay. Do you think that if you work 22 days in a month, 22 working days, that if you knew your inventory and you were training hard that you could have delivered an additional extra unit a day? Yes or no? That's 22 deals in a month. Extra. You see how you just made it? Welcome to making the big money. Guys, I love sharing secrets with you guys or things that you know seen that everybody would be doing that they're not doing. Listen to me. If you want to get a life that you want or a lifestyle that you know you never believed you could have, okay? You know what you're going to have to do? You're going to have to do more. You're going to have to do more than you're paid to do and then you'll get paid more. You're also going to have to have an uncommon pursuit to success, okay? And that's why I'm sharing some of this stuff with you so that you don't have to make the same mistakes as those who are struggling and you can actually kill it like I did. And all you have to do is mirror me, okay? Now, if this video has helped you in any way, shape, or form, I want you to do me a favorite comment below so Andy loved the video. Help me appreciate you. It didn't cost you anything but about six minutes of your life, okay? And by the way, it can make you a ton of money if you do it right and you're an executioner. Also, share the video. Play it with the team in a sales meeting, okay? Share it with someone that's brand new that needs to know this. Also, if you would like to compress timeframes, write that down, compress timeframes. That's how to do what most people couldn't do in 20 years and do it in freaking two months. I'm going to tell you this. I created a training system called Project 500. It's how to make a half a million a year, how to make 500 grand a year selling and all you have to do is shoot me a text message and I'll get you all the information. It's a project. It's a training center that I built that when you log into it. Mindset, skill set, habits, all of it. It'll teach you how to be the best in the world. It's called Project 500. I just released it. My cell phone number is 918-210-0254. Shoot me a text message. 918-210-0254. Text me. Andy at Sarah. Give me some information on Project 500. I'll get it over to you. Guys, let's kill it, crush it. I got your back for life. Let's go. Hey guys, that's what I'm going to tell you. You're the true one percenters. You made it till the end of the video. Do me a favor, share it with the friend that wants to go to another level. Make sure you like the video, comment below so I know who you are. Set your notifications and then subscribe to the channel. We got daily sales training videos dropping. I'll see you soon.