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Sales Training // Full Training on How to Sell 50 Cars a Month // Andy Elliott — Transcript

by Andy Elliott · 15,327 words · 2,325 segments · language en · Watch on YouTube

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0:00You earn in the top 1% in the industry,
0:01yes or no? Then why the hell are you
0:04acting like it? Dude, if you don't want
0:05to be the best or you don't believe you
0:07can be the best, you're out.
0:18All right, super important. So, does
0:19everybody sell?
0:21Anybody not sell? She's our social
0:23media.
0:24Oh, good. Okay. Well, that's easy.
0:27Social media is easy to kill right now.
0:29Um I'm going to talk about a lot of
0:31different stuff today.
0:32Most important thing we're going to talk
0:34about is mastery. Does that make sense?
0:36A lot of people are in sales, but
0:38they're not really good at it. Would
0:39everybody agree? What is the top 1% in
0:42the automotive industry earn?
0:44If you're the best and you're in sales,
0:48what's the earning potential
0:51that an automotive sales pro can earn,
0:54top 1%?
0:56No, no, no, no. Give me an answer
0:57though. I want I want I want real
0:58numbers. What?
1:00Okay. We got seven hunskees.
1:03Give me another.
1:04We got 600. Okay. What do you got?
1:07500. You have 500?
1:09400. You have 400? What do you got?
1:12Okay, but you think you could make a
1:13million in automotive?
1:15No, no, no. I'm at Listen, hand up. This
1:17is what we can earn.
1:18Don't be in the middle, just make a
1:19decision. What do you believe? Guys,
1:21everybody say believe.
1:23Yeah, automotive.
1:25Yeah, transportation space. Selling
1:27cars, whatever however we want to call
1:29it.
1:30A million bucks a year, totally agree.
1:32But if you don't believe What reason why
1:33I'm asking you Okay, we're going to
1:36restart for a second and I want to I
1:37want I want you to do me a favor. I want
1:39you to give me your minds today. The
1:40greatest thing God gave you is two
1:42things, your heart and your mind. And
1:44most people don't use their mind. Does
1:46that make sense? Because if they did use
1:48it, you would have everything that you
1:49want in your life. Whatever you want in
1:51life, if you really wanted it, you would
1:53already have it. Am I right?
1:56If you really, really wanted it, you'd
1:59have it. That's why you guys are here.
2:01You guys are here because all of you
2:03have someone who really believes in you,
2:05who brought you here, who paid for you
2:07to be here,
2:08that they want you to get what you want
2:10in life and what they would want to see
2:11you have.
2:12It's called good leadership. That's why
2:14they spent the money to get you here.
2:15Now, if you don't listen today and you
2:17don't use your mind when you're here
2:19with us, then it doesn't even matter.
2:22You want to know one of the biggest
2:23reasons why I dust people and why I
2:25smoke them? It's because and how I crush
2:28my competition,
2:29because they're never really where they
2:31are.
2:32It's very simple. We're in a world right
2:34now with these phones. See this phone?
2:36See this?
2:37See this? This is a tool to get you
2:39rich. It's a tool to make you a lot of
2:42money, but most of us don't make a lot
2:43of money with it. We're the tool. Am I
2:46right?
2:47How many people sit around all day long
2:49on their cell phones and just stare at
2:51it and watch other people live life
2:53instead of building their own? Where are
2:55you at when you're doing it? Well, let
2:57me give you an example. Some of you you
2:58go home after a long day with your
3:00family. They've waited for you to get
3:01home and then you walk in, you're
3:04exhausted, you're tired and you go and
3:05get on your phone.
3:07How stupid is that?
3:09Dude, if I was your family, I'd be like,
3:11well,
3:12why did I wait all day?
3:14Like that that's is what I get?
3:16Leftovers then you come in play on your
3:17phone. But yet when you were at the at
3:19work, what were you doing at work? On
3:22your phone. You're never really where
3:24you are. You're always distracted. Does
3:26that make sense? Okay, are you paying
3:28attention? What's your name? Michael.
3:30Michael, listen up. Okay? So, I want to
3:32tell you guys how to get the life you
3:34want. Basically today I'm going to show
3:37your blind spots.
3:38Are you ready? Yes. Everybody write this
3:40down. Be where your feet are. This is
3:42number one. Before I even get into this
3:44earning potential,
3:45be where your feet are. You know what
3:47that means? If you're at the gym,
3:48be present. Be present, that's right. Be
3:50at the gym.
3:52Okay? You don't You don't carry your
3:54phone with you when you're at the gym.
3:55You put your phone down and you and you
3:58you focus on yourself. When you're at
4:00work, what do you do? There's 60 minutes
4:02in an hour. How you work 60 minutes in
4:03that hour? That's what you do. Some of
4:05you right now, you're not going to get
4:07turned on by this language in which I'm
4:09talking to you. Everybody Everybody
4:11write this down. Winning.
4:13Does anybody in here want to win, yes or
4:15no?
4:17Okay, what if winning doesn't recognize
4:19you? What if you turn winning off? You
4:22know the fastest way to turn it off?
4:23You're here with me right now, you're
4:25training. I'm going to send you guys
4:26back out these doors by 2:00, complete
4:29different people. Not if you don't pay
4:30attention.
4:32I can't own your mind, only you can.
4:35You're in charge of you. I not in charge
4:37of you. You're in charge of you. I can
4:39get you a gym pass, but I can't make you
4:41work out. I can't work out for you.
4:44I know stuff in my head. My last year
4:47selling cars, I made 716 grand in a
4:51shitty ass economy. Are trades up right
4:53now? Are they still worth more money
4:55than they've ever been worth, yes or no?
4:58Well, I'm asking questions. Are they
4:59worth more than they usually used to be
5:01worth, yes or no?
5:02Okay. Who's been in the business longer
5:05than 10 years?
5:06Okay, 10 years ago when a guy drove a
5:08car off the lot, it was immediately
5:09worth half of what he bought it for. Am
5:11I right?
5:13Is the market that way today?
5:15I made 716 grand in that market, okay?
5:18You guys are spoiled. You guys have it
5:20easy.
5:22You guys right now, 10 months ago,
5:24everybody paid 10, 15, 20 grand over
5:26retail for everything they bought. Am I
5:28right, yes or no?
5:29Did you guys get paid a lot of money
5:31during that time?
5:32Can I ask you a question? When you got
5:33paid more money, did you get better or
5:35was the market better?
5:37So, that money you made wasn't because
5:39of you, was it?
5:41And now that market's gone, isn't it?
5:44And that market, the trades are still up
5:46a little bit, but there's some beautiful
5:47things that you got to realize. Number
5:49one, everybody right now, there's never
5:51been a better time in the history of the
5:53world for a consumer to make a deal on a
5:55car. Hey guys, what's going on? It's
5:57Andy. A lot of you leave comments tell
5:58me that you need help. Do me a favor.
6:00I'm going to tell you the best way to
6:01get a hold of me. Shoot me a text
6:03message right now, 918-210-0254.
6:07918-210-0254. 210-0254.
6:10I'll help you with whatever you need. I
6:12got your back for life. Let's get back
6:13to the video. Okay? 10 months ago, they
6:16would have to spend 10 or 15 grand more
6:18for the same car.
6:20That's the rule. But we said because
6:22you're getting an additional 20 or 30
6:23cent more for your trade, it really
6:24washes all out in the end. Sign here.
6:26Debbie's going to be here in about an
6:27hour if you don't sign on the dotted
6:28line. People bought air cuz there wasn't
6:31cars and paid 15 grand over for air.
6:34You never are going to see those selling
6:36times again. Those selling times made
6:39weak people.
6:41Weak people. A lot of you right now, if
6:43you got in in the last 2 years, you
6:45don't know the art of selling. You don't
6:47know the art of mastering a stranger.
6:49You don't know the art of caring more
6:51about somebody than they care about
6:52themself. You don't know the art of
6:54believing in yourself. Dude, it was lay
6:56down city. I love this.
6:59Everybody's asleep right now. Your
7:02competition, you guys could sell a
7:04thousand cars a month,
7:05easily.
7:06Everybody in this room could be selling
7:0850 cars a month. You got to listen to
7:10what I'm telling you though. I average
7:1270 to 80 cars a month in a shitty ass
7:14economy. I made that kind of money and I
7:17didn't even have a very good coach, but
7:19I understand some simple things. If I
7:21would have been If I would have coached
7:22me in this economy now and I was back
7:25then, I would have made 2 million a
7:27year. Everybody listen to me. I'm going
7:29to show you how to influence, persuade,
7:31paint pictures, tell stories. I'm going
7:32to teach you to believe in yourself, but
7:35rule number one, there's lots of rule
7:37number ones. I've got 90 laws. Everybody
7:39write down these are the laws, the laws
7:41of winning.
7:42Okay, ready? Number one, be where your
7:43feet are. Since I've already started
7:45there, that's going to be the first
7:46thing. That means when you're at work,
7:47be at work. When you're at home, be at
7:50home. I know the reason why sales people
7:52have shitty lives. You know why?
7:55Because they don't take care of their
7:57home life and a personal problems kill
7:58your business. Do you understand? I grew
8:01up with a lot of bad leaders. They had a
8:02lot of bad relationships, a lot of bad
8:04lives, did a lot of bad stuff. Don't be
8:06like them. You guys need to understand
8:08this right now. You guys have a great
8:09culture. I know y'all's team, I know
8:10your company, but honestly, I think you
8:12guys are a little comfortable. I think
8:13you guys are selling a couple hundred
8:15cars a month and I don't think you guys
8:16are really even working that hard. I'm
8:18not telling you you're not going to
8:19work. I'm not telling you you're better
8:21than most, but you're not as good as you
8:22could be.
8:24And if I'm not as good as I could be, I
8:26have a problem with that. Are you Could
8:28you be better? Okay, here's how we're
8:30going to do it. Rule number one, law
8:32number one, when we're at work, we're
8:33going to be at work. Okay, if you're
8:35going to work 10 hours, work 10 hours.
8:36If you're going to work three, work
8:38three. There's 60 minutes in an hour.
8:40How you work 60 minutes in that hour
8:42determines who you are as a person.
8:45Okay, if you want to be successful,
8:46prove it. Pay attention right now. Okay,
8:49and then when you go home, everybody say
8:51phone. Put it down.
8:53Put it down. Get rid of it. Listen, once
8:57you put that [ __ ] down and you go home
8:59into your family and you show them how
9:01much you appreciate them, they will
9:03support you to go back to work the next
9:04day and give it all you got. But you go
9:06home and you [ __ ] and you complain and
9:09you whine about your job or you bring
9:12home negative crap, they're not going to
9:13support you. They won't let you work
9:15these long hours. They won't let let let
9:17you stay late when you got a customer
9:19coming back in and you will have
9:21personal problems. Do you understand?
9:23For anybody, everybody's made to do
9:24communion with somebody in life, a
9:26husband, a wife, a partner, somebody,
9:28right?
9:29That person at home,
9:31you should bring home special energy to
9:33them and not leftovers. You have to do
9:34this in sales. And by the way, listen to
9:36me. Are there going to be problems when
9:38you're in the ring?
9:40Everybody get this. When you're fighting
9:42the fight and you're in the arena,
9:43you're in the ring, are you going to get
9:45punched in the mouth, yes or no? Okay,
9:47so either get out of the ring or stay in
9:49it and shut up and quit complaining.
9:51If you're in the ring and you got ring,
9:54we're going to call home We're going to
9:55call work, work.
9:58And then you got home, you don't go home
10:00and talk about stuff that happened at
10:01the ring, only the good stuff. Does that
10:03make sense?
10:05My wife and kids been fired up to see me
10:07all day long. I go home, I just lost two
10:09deals, customer was supposed to come
10:11back, the guy delivered me back the car
10:13across the street. I don't walk in and
10:14say, "God, babe, this is bullcrap. My
10:16manager didn't put enough money in the
10:17trade. Got this guy supposed to come
10:19back, I waited for 2 hours and never
10:21showed." She's going to be like, "Damn,
10:22your job must suck."
10:24I don't want you to keep working there.
10:26You think she's going to support you?
10:27You think she's going to be your energy
10:29for you to give more at work? Yes or no?
10:32Who's fault is it?
10:34Yours. You screwed up your own life.
10:36Everybody write this down. Rule number
10:39two, don't self-sabotage your own life.
10:41Self-sabotage is what I see happening in
10:44the world right now. Now, listen to me.
10:47When I tell you this today and you write
10:49it on that piece of paper, dude, you
10:51have to own this. You have to make this
10:53a part of your life. You need to
10:55remember me when you go back to work
10:56that says, "No way, dude, I'm not going
10:58to be a victim. I'm not going to
10:59complain. I'm not going to whine."
11:01Perspective, okay? Guess what? You guys
11:03got a job, you're in the ring, you knew
11:05you're going to have problems, you're
11:06going to get hit in the mouth. Cool.
11:08Okay, that's what we do. That's why we
11:10get paid all the money.
11:12It's why we got a level 10 earning
11:13opportunity. You want a level one
11:15earning opportunity where you can't make
11:16any money and there's problem free? Go
11:18to Walmart.
11:19We'll put an orange vest on you, you'll
11:21have no problems, you'll go home, you'll
11:22have nothing to talk about. Your
11:24lifestyle will suck.
11:26You guys got a level 10 earning
11:27opportunity, got to take the heat.
11:29Okay? By the way, it's beautiful, isn't
11:31it, to get paid all the money and do the
11:32hard stuff? Okay, that that losers can't
11:35do. You guys are winners. You know we
11:36talk about winning. So, when you go
11:38home,
11:39tell your wife, your family, your people
11:41that you're with the good stuff. Hey,
11:43babe, today there was this family today,
11:45they went to two showroom floors, they
11:47couldn't get approved. Babe, you should
11:48have seen it. We got them approved. My
11:50manager stepped up, put more money in
11:51the trade. I don't know how, but it
11:53triggered a better interest rate, their
11:54payment was lower than they thought.
11:56Dang, babe, this is the good stuff, man.
11:59You know, I thought when I got into
12:00sales, I was going to be selling people,
12:02but all I do is help people.
12:04It's all I do is help people all day
12:06long. Life's good.
12:08She's like, "Damn, man,
12:10I want you to go back to get in
12:11tomorrow." Hey, tomorrow, 8:00, dinner's
12:13ready. I'm supposed to be home. I'm
12:14like, "Babe, I just had a an up
12:16pull-up."
12:17Okay? She's like, "Stay.
12:20Stay, take care of them. You're good."
12:22But if you go home and you run your
12:23mouth and you complain, you whine, you
12:24know what they're going to say? "Why you
12:26staying? That place sucks anyways. All
12:28they do is drain you. You're going to
12:30come home in another bad mood?" You guys
12:32feel me?
12:33Hey, by the way, I am you, I am you, you
12:36are me.
12:38I did everything that you guys are
12:39doing. I know exactly what you're going
12:41through. You can't tell me anything that
12:43I don't know.
12:45So, I'm telling you how to be the best,
12:47the top 1%, which we're going to get in
12:48earning potential. All right. Number
12:50two, if you treat ready or three really,
12:52okay? Cuz that was don't self-sabotage
12:54your own life. Three, okay? If you treat
12:56something like it's the beginning,
12:57there'll never be an end.
12:59Everybody, if you treat something like
13:01it's the beginning, there'll never be an
13:03end.
13:04Okay, you know what that means?
13:06If you got kids,
13:08when you took them home from the
13:09hospital,
13:10you said, "Hey, man, I'm going to take
13:11you guys home. I'm going to brush your
13:12teeth. I'm going to pray with you every
13:13night. I'm going to tuck you in."
13:153 years later, you're not doing any of
13:16that. Go back to day one. Remember when
13:18you got your job in sales? Remember how
13:20much they told us we could earn? By the
13:22way, if anybody's hearing me right now,
13:23level 10 earning opportunity in the car
13:25business right now, top 1%, which I can
13:27make you that way in this room today. I
13:29can make you the best in the world today
13:32as long as you can believe you can be
13:34the best.
13:36Dude, if you don't want to be the best
13:37or you don't believe you can be the
13:39best, you're out. Can I control as a
13:42teacher or a trainer how he thinks and
13:44how he believes?
13:45No.
13:45No. Well, listen to me because he may
13:48sit here and say, "Well, things like
13:49this don't happen for people like me."
13:51You're out.
13:53You're out. You guys everybody write
13:54this down, ready? Number four. Remember
13:56I said if you treat something like it's
13:57the beginning, there'll never be an end.
13:59Hey, is this job bad ass? Yes or no?
14:01Yes. Go back to day one.
14:03You know what I You know what I said?
14:04This guy calls me the other day and he
14:06goes he's an owner. He goes, "I can't
14:08get my managers to, you know, be fired
14:10up." I said, "Fire one of them. Let him
14:12No, no, no, like seriously, like go fire
14:14one of them
14:15and and let him go do an interview at
14:17another job
14:19and literally he's going to say they're
14:21going to say, "Well, what are you good
14:21at?" He's going to say, "Well,
14:24I'm really good at firing up the team
14:25and I'm good at doing sales meetings and
14:27I'm I'm good at getting involved in
14:29deals and
14:30and he's going to say, "OH, THIS [ __ ] HE
14:32should have done."
14:34Now, he's got to go start over. You guys
14:35listen to me, if you treat something
14:37like it's the beginning, there'll never
14:38be an end. You must stay in prove me
14:40state at all times. You guys get it?
14:43Hey, who in here's married? Raise your
14:44hand.
14:46Dude, when she married you, is her life
14:48continually getting better
14:50or did she settle at some point because
14:51you're like, "Well, we're married now."
14:54Don't ever do that. Makes me sick.
14:57By the way, listen to me, I'm telling
14:58you how I believe, okay? Does anybody
15:00like how I believe? Yeah.
15:02This is called the winning.
15:04If winning doesn't recognize you, it
15:06will leave you. By guy guy can I ask you
15:08a question? If you don't take care of
15:09your customers, will somebody else take
15:10care of them?
15:11Yes, absolutely. If you don't take care
15:12of your kids, will someone else be their
15:14hero? Naturally.
15:17Yeah, the answer is yeah. They'll choose
15:18someone else cuz you weren't around. And
15:20if you don't take care of your wife or
15:21your husband or your partner,
15:23someone else will.
15:25You don't own anybody.
15:28It's rented daily. This entitlement in
15:31this world makes me sick. You guys need
15:34write down number five, drive. Drive is
15:37this, what drives you? You know what
15:39drives me?
15:40Madness.
15:42I want to prove everybody wrong. Now, I
15:44don't know where you came from,
15:46but I had somebody who hired me when I
15:48was 18. You know where it was?
15:51In the car business.
15:52Can you believe a guy like me that was a
15:55loser
15:56could go get a job at a car lot? I can.
15:59Cuz they'll hire anybody.
16:01If you're breathing, they'll say, "This
16:03is how I
16:04manager will hire you." I'm not saying
16:06this is in your store, but this is in
16:08life.
16:09Hey, you want to work hard? Yes, sir.
16:11Yeah? Yes, sir. Yeah, you can show up to
16:12work on time?
16:13Absolutely. You're going to do what I
16:14say?
16:14Absolutely. You're going to move cars?
16:15Absolutely. All right. You're hired.
16:18He just said he's going to do it all. I
16:20said, "You just told him he was going to
16:21do it."
16:23He didn't interview.
16:25Dude, interviewing in the car business
16:26has been a joke our whole life.
16:28Now, I'm not being negative, I'm just
16:30being real. You guys want to go
16:31slaughter your competition? Yes or no?
16:33Yes. You want to sell 1,000 cars a
16:35month? Yes.
16:36This is how you do it. This is how they
16:38hire their sales teams that you're
16:39competing against. You see how easy it
16:41is to dust them now? Now, but follow me.
16:44I get a job at a car lot.
16:46First day, I got a lay down. I know you
16:48guys know what that is. $1,700.
16:51I never had more than $20 in my hand.
16:53The minute my manager told me, "You just
16:55made $1,700." I had something shoot up
16:58through my arm. Bam! It was like,
17:01"Holy crap." And guess what I said?
17:03"This is my way out."
17:05This This This job, this is my life now.
17:10These guys, this is their job, this is
17:12my life. Something hit me and it was
17:15called drive. And I'm here to tell you
17:17what you just wrote down, if you don't
17:19know what drives you, you're not going
17:21to make it.
17:22What's the fire in your belly? What
17:24pisses you off? What stirs you up? When
17:27you want to quit, what keeps you from
17:29quitting? When things are hard, instead
17:31of you slowing down and buying into it's
17:33hard, what makes you push through? Mine?
17:35Madness.
17:37I want to prove everybody wrong.
17:39Everybody doubted me. Everybody thought
17:41I wasn't going to make it. I want to
17:42prove them all wrong. I'm still proving
17:44them wrong. We got a nine-figure
17:45business right now. I still work like
17:47I'm broke. I keep a chip on my shoulder
17:50every freaking day. Some of you, you're
17:52comfortable, you're cozy. I'm going to
17:54ask you a question. Are you earning in
17:55the top 1% in the industry? Yes or no?
17:58Then why the hell are you acting like
18:00it?
18:01By the way, people that are successful,
18:03they never think they're doing enough.
18:05People that are freaking broke, they
18:06think they're doing too much. Have you
18:08noticed that?
18:09Have you noticed that?
18:11What did I say?
18:12People who are broke
18:14People who are successful think they're
18:15not doing enough. People who are broke
18:17think they're doing too much. Okay, do
18:18you believe that? All right. Are you
18:20earning this type of money? Can you?
18:22What's holding you back?
18:25Mindset? Skill set? Habits?
18:29You change your habits, you change your
18:30ritual. You change your mindset, you
18:32change the way you believe. You get your
18:34drive right. You understand what pushes
18:36you. Okay, also purpose, man. Guys,
18:39like why are you alive?
18:41You want to do big stuff in your life?
18:43You want to change a lot of other
18:44people's lives? Yes or no?
18:45Yes. Okay, I'm going to explain sales to
18:47you in the simplest version ever. You
18:49ready?
18:5030 seconds of how sales works. All
18:52right? So, here's what we got.
18:5510% of the people,
18:57they were going to buy anyways when they
18:58came in. They Dude, listen, you could
19:00have been a robot, they would have
19:00bought from you.
19:0210% of them, they're not going to buy
19:04nothing. I don't give a [ __ ] what you
19:05say, give the car away for free, they're
19:06not going to buy nothing. Does that make
19:08sense?
19:0980% of them, they need help making a
19:11decision. Does that make sense?
19:14Okay, whose job is it to help them with
19:15the decision?
19:17Okay.
19:18Your your couple things here. Number
19:20one, everybody everybody listen to me.
19:21We're going to train on this.
19:23The the two fastest ways to sell any
19:25customer and ensure that you'll close
19:27every single customer and be like
19:29Alcatraz, no one escapes. Rule number
19:31one, care about the client more than
19:33they care about themself.
19:35What does that mean? Whoever cares the
19:36most wins.
19:39If I care about you more than you,
19:40you're going to do what I want you to
19:41do. That's the game.
19:43So, when they come in, I love people. I
19:45care about them. Hey, this isn't a show,
19:47this is what we do. This is my life. Is
19:50this your profession?
19:51Yes or no?
19:53You want to master this? Did Kobe Bryant
19:54master basketball?
19:56Yeah. Did he Did he suck in the
19:57beginning?
19:59Yeah, you damn right he sucked, but
20:00guess what? He didn't suck for long, did
20:02he? Remember Michael Jordan when he
20:03started coming up? He wrote the top 50
20:05guys that were picked ahead of him and
20:07he picked them off one at a time.
20:09What do you think he worked from? A
20:11state of madness? A state of
20:13competitiveness? A state of wanting to
20:14be the best? Yeah, you bet your ass he
20:17did. Do you think he wanted to break
20:19records? Yes, even when he didn't, he
20:20knew one day he was. So, there's two
20:23things there. Rule number one, when I'm
20:24dealing with somebody, I'm going to care
20:26about them more than they care about
20:28themselves, period. And you will too if
20:31you want to be the best. Hey guys,
20:33what's going on? It's Andy. A lot of you
20:34leave comments tell me that you need
20:35help. Do me a favor, I'm going to tell
20:37you the best way to get a hold of me.
20:38Shoot me a text message right now,
20:41918-210-0254.
20:43918-210-0254. 210-0254. I'll help you
20:47with whatever you need. I got your back
20:49for life. Let's get back to the video.
20:51Number two, this is super cool.
20:53Remember, you care about care about
20:54people more than they ever imagine they
20:56could even care about themselves.
20:57They'll do whatever you want them to do.
20:58Rule number two, you have to believe.
21:01You have to believe in yourself.
21:04Dude, when you're talking to somebody,
21:05if you don't believe in yourself, I'm
21:07not going to believe in you.
21:09I have people that walk up to me all the
21:10time. They got their script, they got
21:12their pitch, they know their job, they
21:15suck.
21:16You know why they suck? Cuz they don't
21:17believe in themselves when they're
21:19telling me something, when they're
21:20saying we should go here, do this or do
21:22that. They don't believe. So, since they
21:25don't believe, I don't believe.
21:28There's a thing called transfer of
21:29emotion. It's called persuasion. It's
21:31the take the way that you feel and the
21:33way that you see things and push it into
21:35your client and now they feel that way.
21:37Does that make sense?
21:38Okay, anybody that's really ready to
21:40sell today and be the best, there's a
21:42thing called a state.
21:44And if you don't put the people in the
21:45state that you want them in to be to be
21:48able to make buying decisions, they're
21:49not going to buy anything. When I meet
21:52you, whatever state you're in doesn't
21:54matter cuz I know what state I'm going
21:55to end up putting you in. Does that make
21:57sense?
21:59Who's in charge of putting the client in
22:00the state they want them to be? Who's
22:02Whose job?
22:03That's right, us. But some of you in
22:05here, listen to me. If you're shy,
22:08if you're introverted, if you're
22:10extroverted, if you don't believe in
22:12yourself, if everybody thought you were
22:14a loser in life, if you've had it all
22:16but then you lost it, if you
22:18Sales is a way that you can literally
22:21build whatever life you want. It's the
22:22coolest thing, guys. I want to tell you
22:24why you should become obsessed with
22:25sales.
22:26Number one, because if you become good
22:28at it, you can have whatever you want.
22:30And I mean like everybody else could
22:32give up on you.
22:33I'll start over today. I'm good. I'll go
22:35sell this right now and I can make a
22:36commission like that. By the way, I
22:38don't run around with commission breath.
22:40I don't beg people to buy stuff. I am
22:42the product, I believe in my product.
22:44I'm somebody that no one else has seen.
22:46I'm a I'm a professional, I'm not an
22:48amateur. I have passion, I have belief,
22:51I have drive, I have desire, I'm alive,
22:54I'm awake.
22:56Okay, a lot of people aren't this way.
22:58A lot of people are like dead bob,
23:00they're asleep, man. You ever seen loose
23:02eyes? See, I eyes The eyes are the
23:05window to the soul, am I right? Can you
23:07see in everybody's eyes in this room?
23:08Yes or no?
23:10You see in their eyes, right? Can you
23:12tell the ones that are more hungry than
23:14others?
23:15Okay.
23:17I asked her a simple question. Looking
23:19around the room, looking into
23:20everybody's eyes, can you tell who's
23:23more hungry? Who's hungrier?
23:26Who wants it more? Who's paying more
23:28attention?
23:30And then loose eyes.
23:32Loose eyes, I come all over the place,
23:34I'm just I'm dancing around. That's how
23:37I sell See sales people sell now, they
23:38got loose eyes.
23:40Rule number one in making a decision
23:42with anybody, if I reach out and shake
23:43your hand, eye contact. Eye contact is
23:46everything. Today when we're training,
23:47your eye contact you have with me will
23:49let me know how you view yourself, how
23:51you view life. See, I can see how your
23:54perspective of life is through just
23:56looking into your eyes. By the way, can
23:58you change the way that your eyes look
23:59like that? Yes. Yeah, just start caring
24:02more.
24:03Care more about you. All right, so I
24:05want you to write this down. You'll
24:06never out-earn your own self-worth. Now
24:08we're going to talk about earning
24:09potential. If you don't believe you're
24:10worth it, you can't make it. This is the
24:12first thing we have to fix. Who decides
24:14what you're worth? We do.
24:17Can I decide what you're worth?
24:19Let me ask you a question. If I walk up
24:20to you and I go, "Dude, you suck, man.
24:22Your legs are skinny, you're not going
24:24to make it, you got a tattoo, you're not
24:25professional, dude. You're not going to
24:27do well."
24:28Does that matter?
24:30Dude, when you hear that, that's life.
24:33Do you understand?
24:34Everybody told me I was an idiot. By the
24:36way, I'm going to ask you a question.
24:38When you go to go to bigger levels, will
24:40you look like an idiot? Yes or no?
24:43Damn right.
24:45Listen.
24:46I'm going to show you how easy it is to
24:48sell.
24:49You You You want to make a million a
24:50year?
24:51You want to make a million under the
24:53next 365 days?
24:55I'm going to show you. Today we're going
24:56to study on a lot of different things.
24:58Number one,
25:00I'm putting down this word, selling
25:02something. Now, I'm going to tell you
25:03this.
25:06These are the three things that will
25:07make you rich.
25:10Selling, number one, you're selling
25:11something. Number two, you're looking
25:14for something to sell.
25:17Okay?
25:19I'm going to show you how to get rich.
25:21Number three,
25:23training to get better.
25:26I'm going to tell you why
25:29these three things will make you rich. I
25:30want everybody paying attention right
25:32now. Listen, right here.
25:35When you interact with a customer and I
25:37go to shake your hand, can you guys
25:39close 10 for 10? Alcatraz, no one
25:41escapes.
25:42Can you close 10 people if 10 of them
25:45come and shake your hand?
25:47Yes.
25:49Yes, every one of you in this room right
25:51now, write down delusional belief.
25:53Listen to me. See this? We're going to
25:54skill stack today. Today what we're
25:56going to learn is that we are going to
25:58have
26:00a delusional belief. That means
26:02everybody can buy, came to buy, will buy
26:05as long as you do your job. You ready?
26:06Right here on the road to the sell.
26:07Everybody write down, ready? Step one.
26:08You ready?
26:09Delusional belief.
26:11This should be the road to your sell. If
26:13somebody says it's meet and greet,
26:14they're a liar.
26:15You can't walk up and shake somebody's
26:17hand unless you've already made the
26:18decision what's going to happen when
26:19that hand gets shaken.
26:20Dude, if you walk across a showroom
26:22floor and you're in the service
26:23department and you look at me, you're
26:25buying something.
26:26That's the way this goes. Like that's
26:27how this game plays. You guys get it?
26:30Do you guys call your own shots? Yes or
26:32no?
26:33You know why I love You know what I love
26:34about sales and closing? By the way,
26:36everybody says, "I'm a closer." Let me
26:38explain how this works. So, here's
26:40sales. Sales is everything that happens
26:43before the presentation. Does that make
26:45sense?
26:47Some of you guys need to understand
26:48this. Anybody that says they're a
26:49closer, closers
26:52come out the first 90% of the time. What
26:55are you doing? Outside showing the
26:57vehicle, making the customer fall in
26:58love with you, building rapport, a lot
27:01of it, building trust, a lot of it.
27:03People say, "Well, I built rapport." Not
27:05enough, dumbass.
27:07"Well, well, I BUILT TRUST." NOT ENOUGH.
27:09IF YOU'D HAVE BUILT ENOUGH, THEY'D have
27:10done it.
27:12There wasn't enough. You got to do more.
27:14Amateurs say, "I built trust. I built
27:17rapport." Pros say, "I got to build
27:19enough trust. I got to build enough
27:21rapport. I got to make them like me a
27:23lot. I got to do this stuff. When do we
27:25do it?" Right here. First 90% of the
27:28time we're outside on the lot making
27:29them fall in love with it. Does money
27:31exchange hands on the lot?
27:33No. So, you do all this stuff really,
27:36really, really good.
27:39The best anyone's ever seen in their
27:40life. So, the last 10% of the time, you
27:44can go inside and collect 100% of the
27:47money right there.
27:49Does that make sense?
27:52Nobody teaches that no more.
27:54Dude, delusional belief, number one.
27:57Number two, great attitude. Road to the
27:58sell would be delusional belief, great
28:00attitude, and then three, you all go
28:02shake their hand.
28:04But dude, if you don't haven't made your
28:05mind up that you're going to have the
28:06best attitude in the world, if you come
28:08and shake my hand and you don't have the
28:10best attitude I've ever seen in my life,
28:11number one, I'm already judging you when
28:13you're walking up to me. You know what
28:15I've learned? And today we're going back
28:17to the basics.
28:18Should you know how to shake somebody's
28:20hand?
28:21How many people don't?
28:23I'll bet today
28:25I grab somebody who's been selling for 5
28:26years, I'll say, "Come shake my hand."
28:29Guys, repetition's the mother of skill.
28:31That's number three here.
28:32You want to make a million dollars in
28:34the next 365 days, I do not care your
28:37pay plan, your structure, don't care
28:38about any of it. Save all that crap.
28:41You can make it. You got to be able to
28:43do three things. Number one, you got to
28:45be able to sell someone when they're in
28:46front of you face to face, you have to
28:48be able to sell them. Selling is this,
28:51closing is that.
28:53Today we're going to work on the first
28:5490% and then on the work and we're also
28:56going to work on the last 10%. Is that
28:58cool? I will show you how to close today
29:01and be very good at it and do it
29:02ethically.
29:04Yeah, I can bump somebody a thousand
29:05bucks a month. It ain't no big deal.
29:06I'll do it ethically.
29:07I'll show you guys how to do it. It's
29:09called money justification. It's very
29:10easy. By the way, some of you in here,
29:12you don't have a lot of money.
29:14It's just the truth. It is totally cool.
29:16But you need to learn how to talk about
29:18money, you need to explain money, you
29:21need to look like Everybody say image.
29:23Image. Should you have an image that
29:25looks like you understand money?
29:28Dude, if you walked into a bank to go
29:29invest a million dollars and the person
29:31you walked into invest your money with
29:33didn't look worthy of investing your
29:35money, you probably turn around and walk
29:36out, am I right?
29:38What if they were the smartest person in
29:39the world? Doesn't matter. You didn't
29:41even get a chance to get there.
29:43Everybody needs three coaches, I
29:45believe.
29:46Okay, I talk about fitness a lot. A lot
29:48of people don't like it. They're like,
29:49"Oh, I can't believe that."
29:52Dude, guys, like when people see you,
29:54they're judging you. Do you think people
29:56want to look at you and be like, "Oh,
29:57this person's disciplined. They take
29:59care of themselves. They can probably
30:00take care of me."
30:01Absolutely. Yeah, like
30:03Like a 500-lb nurse can't come tell you
30:05to get in good shape. Or hey, you better
30:07eat clean. You're like, "What?"
30:09Like Like
30:11Not fat-shaming anybody. I'm trying to
30:12tell you image is super important.
30:15Image. Number two, speaking. You guys
30:18speak for a living. You're
30:20a professional public speaker. You are.
30:24Whether he speaks to 10,000 people or
30:26one, he speaks for a living.
30:29The way he talks, his tonality, his
30:31language, his belief, his passion, his
30:33word tracks, his word play, it all
30:35matters.
30:36Okay? Also, his sell skill.
30:39You got to have speaking, image, and
30:42sell skill.
30:44All three of those. Okay? Now, listen to
30:46me. This one right here says selling
30:47something. Alcatraz, no one escapes.
30:49Number two, looking for something to
30:51sell.
30:52Okay? You know what this is called?
30:53Making the dials. You got to call.
30:57You got to You got to send text
30:58messages. You got to send videos. You
31:00got to make calls. Listen, I had a
31:03non-negotiable when I sold. This is
31:05something that doesn't exist anymore. It
31:07still exists for me and it probably
31:09exists for a couple of you. Okay?
31:11The most highest elite earners and pros
31:14have what are called non-negotiables.
31:17You know what a non-negotiable means?
31:19Something It's not going to negotiate.
31:20Do you guys negotiate your your values?
31:23Like if I don't steal, but someone goes,
31:25"Man, but there's but some a billion
31:27dollars."
31:28I don't steal.
31:30It doesn't matter. I'm not going to go
31:32steal cuz that's not what I do. Does
31:34that make sense?
31:37Yeah, but she's so hot, man. You're ne-
31:40But you don't cheat.
31:42Doesn't matter.
31:44How bad do you want to be successful?
31:47Listen.
31:48Some of you in here,
31:50you don't have your drive high enough.
31:52Has anybody ever thought you you weren't
31:53going to make it? Have you ever thought
31:55you weren't going to make it? I'm here
31:56to tell you this universe will give you
31:58whatever the hell you want.
32:00It's not about who you are, it's about
32:01who you're becoming that matters.
32:04Who you're becoming, who you become, who
32:06you're becoming right now in this room
32:09as you're listening to me.
32:11The You guys are in here, when you leave
32:14today, you should walk back out a
32:16completely different person
32:18than when you walked in.
32:20The phone, making the dials.
32:23This is something that sales people
32:25don't do anymore.
32:27It's a foreign language. It's like
32:28speaking Chinese. So, I'm going to tell
32:30you a non-negotiable. When I sold it and
32:34I was young, it was 100 dials a day or
32:36one car sold. What does that mean?
32:39I don't leave work unless I made 100
32:41dials or I sold one.
32:43Then I moved to 200 dials a day
32:46or two car sold. You guys get it?
32:49And then it was 300 dials a day. You
32:52say, "Well, who are you going to call?"
32:55How big's your database?
32:56We got more people to call than we know
32:58what to do with. Am I right?
32:59We got more people to call than we know
33:02what to do with. By the way, you know
33:03who picks up the phone? One every one
33:05out of every 20.
33:07Does that make sense?
33:08So, if you want to talk to five people,
33:10you got to call 100 people. That's the
33:11way it works. You may get lucky here and
33:13there, but that's the numbers.
33:15Okay? By the way, is this your sales
33:17business? Are you guys employees? Are
33:19you guys business owners?
33:21Business owners. That's right. Those are
33:24your cars. That's your store. That's
33:27your building. That's your lot. This is
33:29your place.
33:30Okay?
33:31Guys,
33:33this is your business.
33:34I can't I can't believe How much did it
33:36cost you to start this business?
33:39You're telling me you can make a million
33:41a year, it's your business, and it
33:43didn't cost you nothing?
33:44Can I ask you a question? Does time and
33:46experience mean anything in sales? Or
33:48can you get up to speed like that if you
33:50try and learn?
33:52Just like that. I'm going to tell you a
33:53secret.
33:55What I I honestly think,
33:57if I had a veteran here for 10 years, no
33:59disrespect, I've been selling for 25
34:01years. But I'm ate up. You guys know I'm
34:03like a freak of nature when it comes to
34:05training. So should you be. And I'm
34:06going to tell you why on number three
34:07here in a minute. But if I take a guy
34:09who's been selling 10 years here and I
34:11take a guy that's brand new. Remember I
34:13told you if you treat something like
34:14it's a beginning, there'll never be an
34:15end. Right? Who's married?
34:18Remember when you first met your girl?
34:20You would do anything to get her to go
34:21to dinner with you, man, to hang out, to
34:23have a good time. You were trying, man.
34:25You wanted it so bad.
34:28Then you got married, man.
34:30You don't go to dinner with her that
34:31same way anymore. That's what I should
34:32do, actually. No, no, but most people
34:34don't. Am I right?
34:37That's the deal.
34:38These people the other day they go,
34:39"Hey, we're going to marriage
34:40counseling." Why? I can fix your problem
34:42right now. Just treat each other like
34:45you did it when you first met.
34:47You know, you'll be good.
34:49That's why I love new sales people.
34:51New sales people have a new mind. They
34:53ain't seen anything. They didn't get
34:56tainted by these guys. They didn't get
34:57brainwashed by that. I can tell them,
34:59listen to me. All you got to do is
35:01believe in yourself. You'll never
35:02out-earn your own self-worth. Have a
35:04great attitude. Can you have a good
35:05attitude? You see these people that pull
35:07in, they could be anywhere in the world,
35:09but they're with us right now. They
35:10could have pulled in any store, but they
35:12came here. There's a reason, man, they
35:14wouldn't be here if they didn't want to
35:16buy. People don't go through the
35:18McDonald's drive-thru without going
35:19through the other side with some food.
35:21This is on you, dude. Like they're here,
35:24they want to buy, they can buy, they
35:25came to buy, they will buy as long as
35:27you do your job. Okay? When you don't
35:29have a customer in front of you, most
35:30sales people sit on their ass like a
35:32fisherman waiting for something to bite.
35:34You guys got to become lions and hunt.
35:38Okay? Does anybody know what a cold call
35:39is?
35:40Yeah.
35:41Okay. What is a cold call? You're just
35:43calling
35:44A cold call is when you call someone who
35:46don't know who you are. Am I right?
35:50Can I ask you a question?
35:52If somebody bought a car in 2019 right
35:54now, do you think they have equity? Yes
35:56or no?
35:58If somebody bought a car in 2020, do you
36:00think they have equity? Yes or no?
36:04Hold on. 2020, it didn't even get hot
36:06till about May.
36:08Okay? It didn't even get hot till about
36:09May, and then I think we didn't even hit
36:11start hitting big addendums till the
36:12beginning of 2021 because we started
36:14realizing what we could do. But
36:17But hold on. But these two years These
36:20two years are what I call free game.
36:22Does that make sense?
36:23These two years. Okay?
36:26Now, no matter what they paid, they've
36:28had 2 years to pay down also, right? All
36:31right, now watch this.
36:33Think about this for a minute.
36:34Is that a cold call if you were to call
36:36one of these customers?
36:38No, that's not a cold call cuz they do
36:39know who are who we are. Do they trust
36:41us? Yes, because they already spent
36:43money with us once, right? Who in here
36:46can get up here in front of me and and
36:48perform a live phone call to call one of
36:51these customers? Come on. Let me grab
36:52you.
36:53Oh. Come on, man.
36:55Hey, listen to me. What did I tell you?
36:57Three things to get rich. By the way,
36:58does it cost you any money to mess up in
37:00this room?
37:01Three things to get rich. You ready? Got
37:03to be able to sell someone face-to-face.
37:05Alcatraz, no one escapes. I'm going to
37:06talk to you guys about them in a Number
37:08two, you got to be able to make the
37:09dials. Can I Can I tell you the trick?
37:12Okay?
37:13I can 5x his money right now.
37:16All I have to do is teach him how to use
37:17the phone.
37:19I know he knows how to take an inbound
37:21call or he should, but most people don't
37:23know how to make an outbound call. Does
37:24that make sense?
37:26Guys, you can make 100 outbound calls to
37:29one inbound call coming in.
37:31When we don't have a customer, what
37:33should what should what should we be
37:34doing?
37:35Making the dials.
37:37Calling.
37:38But you know why people don't call? You
37:40don't know You know the number one
37:41reason why they don't call? Why?
37:43They don't know what to say.
37:45They don't know It's Guys, do you want
37:47to know the truth? They don't know what
37:48to say. Nobody's ever taught you what to
37:49say, do they?
37:50Did you ever teach you what to say? Not
37:52on a cold call, no. Okay, but this isn't
37:56a cold call. You're going to call people
37:57that bought from your company in 2019 or
37:592020, right? What do you sell?
38:01Cadillacs? We're just going to say Okay?
38:03They bought a 2019 Toyota Corolla. It's
38:04a 1-year-old program car. And guess
38:07what? They bought that car, you're going
38:08to call them. What do you say?
38:11If I could teach you guys what to say
38:13and I could guarantee and ensure that
38:14you could set an appointment on every
38:16call, how much money could you guys
38:18make?
38:20Dude, do you guys want to get rich?
38:23Want to?
38:24You're going to have to get skilled.
38:26You don't get rich if you don't get
38:27skilled. Now, listen to me. Will people
38:30do what you want them to do as long as
38:31you're good enough to do it.
38:33Okay. We're going to role-play me and
38:35you together, okay? All right, now
38:36listen. Here's how we're going to play
38:37this scenario. I'm going to try a couple
38:38of you guys.
38:40Okay? Remember this. Dude, listen.
38:42Fight, flight, or freeze.
38:45Okay?
38:46Don't ever walk away from the chance to
38:48get better.
38:49Pressure makes you better. Everybody say
38:51positive peer pressure. Positive peer
38:53pressure. This is negative peer
38:54pressure. I'm negatively Hey, do these
38:56drugs. Do these drugs. That's negative
38:58peer pressure. Positive is this. You got
39:01a family, you already said you had a
39:02wife.
39:03Okay. She deserves a better lifestyle.
39:05You know she does. You want to take her
39:06there. I'm going to make sure that you
39:08learn the skill today so you can make a
39:09million a year. And I know you guys can
39:11do it. Does that make sense? Now he's
39:13like, "Hell yeah, man. I want my baby
39:14girl to see bigger checks." Okay. That's
39:16what I'm after.
39:18Ev- Everybody, by the way, remember what
39:19I told you what drives me?
39:21What drives me?
39:23Fear of embarrassment.
39:25I became obsessed with training when I
39:28got called to the front of the room like
39:30this and I was 19 years old and somebody
39:32told me they said, "Hey, Andy, go show
39:34us how to convert a customer out of
39:35service."
39:36You know what? I didn't know how to do
39:38it. You know why I didn't know how to do
39:39it? Cuz no one ever taught me to do it.
39:41So, I sucked at it. So, I got
39:43embarrassed, but when I left, I said
39:45that'll be the last time I get
39:46embarrassed. So, you know what I did?
39:49It's called blind spots. You want to
39:50know how to get rich? You find your
39:52blind spots. I'm going to find your
39:53blind spots, right? By the way, you have
39:55a blind spot, which is like you're not
39:57good at calls. You've already admitted
39:58you're not good, right?
40:00I always get by, yeah. Well, no, no, but
40:02you're you're not as good as you want to
40:03be, right?
40:04Not at all, yeah. And by the way, some
40:05of you, you're good at closing. You make
40:062 300 grand a year, but you're pretty
40:08good. Dude, if he can't do this call in
40:11front of me, he's not good at all. So,
40:13if I can make him good, what will
40:14happen? Bam! That bucket of money fills
40:17up. Does that make sense?
40:19Okay, this is why we train. So, here's
40:20what we're going to do. My name's Andy.
40:22You're going to call me, so it goes ring
40:24ring. He's going to call me, and then I
40:26want to know what he's going to say on
40:28this 2019 Toyota Corolla. Is that cool?
40:30I bought it back in 2019. Okay, cool.
40:32Ready? Ring ring, this is Andy. Hey
40:34Andy, how's it going? This is Devin over
40:35at Paradise Chevrolet Cadillac. Devin,
40:36what's up, buddy? Not much, man. I
40:38thought I'd give you a call here. I see
40:40you bought a Toyota Corolla from us not
40:41too long ago. Do you still have that?
40:42Yes. Awesome. Awesome. Have you ever
40:45Have you ever thought that the
40:46possibility of possibly getting more
40:48money than what your car is worth
40:50is something you'd be interested in?
40:53I love my car. I'm good, buddy. I
40:54appreciate you reaching out.
40:55That's That's great. So, does my
40:57manager.
40:58That's why I'm calling you today cuz he
40:59wants your car.
41:01Now is the best time to get out of that
41:03and into something new. I'm cool. I love
41:05my car. I'm really happy. And I'm
41:06telling you, it's a fantastic car.
41:08That's why you want to capitalize on
41:10this market. Okay, now listen to me.
41:13You're on the phone. You're calling
41:14them, right? Does that make sense?
41:17Okay. Do you want them to say yes? I do.
41:20Did I say yes to anything? No. Okay, you
41:22want me to teach you By the way, listen
41:23to me. If you want to get somebody to
41:24buy something, what do you got to do?
41:25Ask them questions. You got to ask them
41:27questions they answer yes to. Okay, you
41:29ready? You're going to be my customer.
41:31Okay. Is that cool? Yeah,
41:33yeah. Very simple. Okay. Ring ring,
41:35answer.
41:36Hey man, how's it going? Hey, what's
41:37going on, buddy? Hey Hey, this is Andy
41:39down here at ABC Motors where you bought
41:41your last car from. Look, I was
41:42reviewing your account. I need about 30
41:44seconds of your time. It's extremely
41:45important. Can I get 30 seconds?
41:48Sure. Cool. Number one, do you still
41:49have the 2019 Toyota Corolla you bought
41:51from us back in 2019? You still got it?
41:53I do. My man. Listen, my general
41:56manager's Eddie. He wanted me to
41:57personally reach out and ask you one
41:59question if you still have the car. If
42:01Eddie was willing to offer you more
42:02money, more money
42:04than what your car was worth, would you
42:06mind if I told you how much that was?
42:07Could I tell you?
42:10Uh, sure.
42:15Hold on.
42:18Hold on. No, I'm thinking about it, but
42:19Hold on, but he can't say no, can he?
42:22Why can't he say no? It's a yes
42:24question.
42:25All right, you ready?
42:26Do you want to know why?
42:29Cuz I'm really good at what I do.
42:31I'm trained.
42:33Hey, what's going on? It's Andy down
42:34here at ABC Motors where you bought your
42:35last car from. Number one, I was
42:37reviewing your account. I need about 30
42:38seconds of your time. It's extremely
42:40important. Can I get 30 seconds? Uh,
42:42sure, man. What's going on? Cool. Hey,
42:44number one, do you still have the 2019
42:46Toyota Corolla you bought from us back
42:47in 2020? Do you still have it?
42:49Yeah. Beautiful. Well, the reason why
42:52I'm calling is because my general
42:54manager
42:55her name is Sarah. She's amazing. She
42:57wanted me to personally reach out,
42:58personally, and ask you one question if
43:00you still have the vehicle. If we were
43:02willing to offer you more money more
43:05money than what your car was worth,
43:08would you mind if I told you how much
43:10that was? Could I tell you?
43:13Oh, sure, you could tell me. Bam!
43:16That's it. I didn't say would you trade
43:18it in? Would you upgrade it? Would you
43:20drive it down? I said could I tell you?
43:22Could I tell you?
43:24Could I tell you? Could I tell you? Oh,
43:26yeah, well, you could tell me. Okay,
43:28cool. Yes, ma'am.
43:28So, hypothetically, I say no, I'm good.
43:30I love my car. You ready? Yes. Okay,
43:32cool, but even if you loved it, you
43:33still let me tell you cuz you love your
43:34car. Everybody wants to know what it's
43:35worth. But let's role play together. You
43:37ready? Okay. Okay. Okay, uh here, stand
43:39up here.
43:40Let's get her up here.
43:42Hold on, you're staying here with me.
43:44Hold on, hold on. Because because
43:46because I like this. Even though she
43:48would say yes to me, we're going to let
43:49her say no.
43:50Okay.
43:51Um ready? Ring ring.
43:55You got to say hello.
43:56Hi. Okay, hi.
43:57Hey, what's going on? It's Andy down
43:59here at ABC Motors where you bought your
44:00last car from. Look, I was reviewing
44:02your account. I need about 30 seconds of
44:04your time. It's extremely important. Can
44:06I get 30 seconds? Sure, that's fine.
44:08Okay, awesome. Um I noticed you bought a
44:102019 Toyota Corolla back here in 2019.
44:12Do you still have it?
44:13I do. Okay, beautiful. Well, the reason
44:15why I wanted to reach out is Eddie's my
44:16general manager. He's a super nice guy.
44:18He wanted me to reach out and ask you
44:19one question, only one question, if you
44:21still had it. If we were willing to
44:23offer you more money more money than
44:25what your 2019 Toyota Corolla was ever
44:28worth, would you mind if I told you how
44:30much that was? Could I tell you how much
44:31it was? I'm I'm good. I'm retired. I'm
44:33actually This is going to be the last
44:34car I purchase. To- totally understand.
44:36Listen, if your house is worth $100,000
44:39and someone was going to give you 500
44:41grand for it, you'd probably give them 2
44:42minutes of your time, right? Just 2
44:44minutes?
44:45I mean, if it was five times more?
44:46Sentimental value. Like I can't imagine
44:49parting ways from it.
44:50To- totally understand. All we want to
44:52do is make you a crazy offer. Have you
44:53ever won the lottery? No. Yeah, you just
44:56have. All I want to do, I don't know if
44:57you got a magic rabbit foot in your
44:58pocket, but I just want to give you a
45:00crazy number, and in the end it's
45:01completely your decision. I'm not asking
45:03you to buy anything. I just want to blow
45:05your mind, and in the end it's up to
45:06you. Whether you do nothing and roll off
45:08into the sunset, I just want to tell you
45:09we appreciate you. We're grateful for
45:11you. We want to blow your mind. Would it
45:12be okay if I gave you that offer? Sure.
45:15Okay, let me tell you how this works,
45:17okay? Um my general manager has already
45:19wrote over $200,000,
45:21over $200,000 in this last week
45:23overpaying for people's cars. He's
45:25getting so crazy, we're about to put him
45:26in a straight jacket. All I need you to
45:28do is come down to the dealership. It's
45:30going to take about 2 minutes. I'm going
45:32to give you a crazy offer and blow your
45:33mind, and in the end it's completely
45:36your decision. Do whatever you want.
45:37Does that sound fair? Can you make it in
45:39right now, or would after work be best?
45:41That's it. By the way, watch. Watch. You
45:43ready?
45:44She says, "I'm not interested." You know
45:46what I say?
45:47Have a blessed day.
45:49Thank you so much for your time. You're
45:51a valued customer. If you need anything,
45:53let us know.
45:54Make the next call. Would you do free
45:56passes, or do you have a cardinal rule?
45:58No, I mean, cuz I'm actually just
46:00calling to to see if something's there.
46:02Does that make sense?
46:03Yeah.
46:03Okay, there's a there's a By the way, I
46:05want to give you an example. Do I know
46:06what I'm saying?
46:08Did I just make this up? You guys think
46:09I'm winging this in any way, shape, or
46:11form?
46:12No.
46:13W- what? You know how I practice it?
46:15Number one,
46:16By doing it. I did I I wrote down word
46:19tracks, and then I made calls. I got
46:21hung up on. I did exactly what you did.
46:23I said, "Well, what Well, what do you
46:24think about that?" Bam! They hang up.
46:27I'm like, "Well, how in the hell am I
46:28going to get them to believe in me if
46:30I'm not framing" Everybody say framing.
46:32Framing. Framing my questions, framing
46:35my script to move people forward and
46:39advance them closer to where I want them
46:40to go. So, I want I want to give you my
46:42framing. Ready? Hey, what's going on?
46:44It's Andy down here at ABC Motors where
46:46you bought your last car from. That's
46:48the first thing I say off the gate,
46:49where you bought your last car from,
46:50because I'm creating familiarity.
46:52Right? Like I'm not a stranger. I'm not
46:54cold calling you. I'm not from AT&T.
46:56Right? It's Andy down here at ABC Motors
46:58where you bought your last car from. I
47:00say this, I was reviewing your account.
47:03Hey.
47:04When somebody goes, "I got your account
47:05pulled up." You're like, "Shit, man,
47:06what account?"
47:08I'm creating interest. So, I said it's
47:10Andy down here at ABC Motors where you
47:12bought your last car from. I was
47:13reviewing your account.
47:15Okay?
47:17I say it's extremely important.
47:19I say that. It's extremely important.
47:21And then everybody say rephrase.
47:23Rephrase.
47:24People won't always remember what you
47:26said, but they'll always remember the
47:27way you made them feel. People won't
47:29always remember what you said during a
47:30negotiation, but they'll always remember
47:32the last sentence that came out of your
47:33mouth.
47:34So, I do quick pops. They're rephrases.
47:37So, I say I say, "Hey, can I get 30
47:40seconds? Can I get 30 seconds?" Cuz
47:42that's the last thing they hear. "Hey,
47:43what's going on? It's Andy down here at
47:44ABC Motors where you bought your last
47:46car from. I was reviewing your account.
47:48It's extremely important. Can I get 30
47:50seconds?" All I need is about 30
47:52seconds. They say, "Oh, yeah, you can
47:54get 30 seconds." See?
47:56What did I do?
47:57Now, I've got them to give me
47:59permission. Everybody say earn the
48:00right. Earn the right. You want to ask
48:02for somebody's business, you got to earn
48:03the right to ask for it. Some of you
48:05know about that, some of you don't. I
48:06need to earn the right to get more time.
48:08So, then I say awesome.
48:11The 2019 Toyota Corolla you bought from
48:13us back in 2019, whatever car on the
48:15sheet that says they bought, Acura,
48:16Honda, Toyota, Cadillac, I don't care.
48:18Hey, that Cadillac you bought from us in
48:202019,
48:22um do you still have it? You ask them a
48:23simple question. Do you still have it?
48:24If they say no, say, "Hey, no problem.
48:26What do you got?" Just pivot the other
48:28way cuz it doesn't matter. It all goes
48:30down the same deal. "Oh, wow, that's
48:32crazy. Uh So, what do you have now?"
48:34"Okay, well, listen, man, that's
48:36amazing. Well, my general manager wanted
48:37you just roll into it again. But if she
48:40says, "Yeah, I still got it." Then I
48:42say, "Awesome." Everybody say pay pay
48:44tell a story. Everybody say tell a
48:45story. Tell a story. Can I You guys want
48:48to get rich? Yeah. You want to get rich?
48:50Yeah.
48:51You want to get rich? Yes.
48:52Stop selling. Start telling stories.
48:56Tell a Tell a story. What do you What do
48:57you want? What do I want you to do?
48:59Can I explain it in such a way that my
49:01words flow like water?
49:04Does that make sense? Guys, it's called
49:06being a pro, right? I I'm telling a
49:08story. You know, my What's your name?
49:10Dave. Watch. My general manager Hey,
49:12well, the reason why I'm reaching out is
49:14that my general manager, Dave, he wanted
49:16me to personally reach out to you.
49:18Notice how I dive personally. He wanted
49:20me to personally reach out to you and
49:22ask you one question if you still have
49:24the vehicle.
49:25If Dave was willing to offer you more
49:27money and then I say it twice. More
49:29money than what your car was worth
49:33would you mind if I told you how much
49:34that was?
49:35And I say could I tell you?
49:37Notice, I don't say, "Would you mind if
49:39I told you how much it was?" and get
49:40quiet. I say, "Would you mind if I told
49:42you how much it was? Can I tell you?"
49:44I pop them again. Why? Cuz they say,
49:47"Oh, yeah, just tell me."
49:48Does that make sense?
49:49Yes.
49:50I force the yes. "Oh, yeah, yeah, yeah,
49:52yeah, yeah, tell me." Okay, beautiful.
49:54Now, what do I say?
49:56"Let me tell you how this works. I'll
49:57write this out for you word for word.
49:59I'll say this a million times. I won't
50:01miss one word."
50:02I say, "Cool, let me tell you how this
50:03works."
50:04I would say, you don't have to say what
50:06I say, but this is kind of what I say. I
50:07say, "In the last week, we've paid over
50:09$200,000
50:12in overpaying for um people's uh
50:14vehicles in this last week. My general
50:17manager, Dave's getting so crazy, we're
50:19about to put him in a straightjacket."
50:21And everybody you you Everybody say
50:23laugh. Laugh. Okay, ready?
50:26Yeah, so listen, we've already paid over
50:27$200,000 in this last week overpaying
50:30for people's cars. My general manager,
50:32Dave, literally he's getting so crazy on
50:34overpaying for people's cars, we're
50:36about to put him in a straightjacket.
50:38It's just a little bit crazy. That's how
50:39much he's giving. I kind of give a
50:41little giggly laugh, and then I say,
50:43"So, all I need you to do is come down
50:45to the store. It's going to take about 2
50:46minutes. We're going to blow your mind,
50:48and in the end it's your decision what
50:50you want to do. Sell it, walk away with
50:52the big check, or drive home laughing.
50:53It doesn't matter. When can you make it
50:56in? Right now, or would after work be
50:57best? Now, listen to me. Somebody tell
51:00me no.
51:01Say no. No.
51:02If somebody says no, you're not going to
51:05stop. What you're going to do is you're
51:07going to do one spin-off. What does that
51:08mean? I'm going to say, "Hey, no
51:10problem. I appreciate you taking the
51:12call.
51:13Hypothetically, let's say you had a
51:14house and it was worth $100,000,
51:17but someone was going to give you
51:19$500,000 for it, right? You'd give them
51:222 minutes of your time, right? Just 2
51:23minutes?"
51:24They say, "Well, I Yeah, I'd do 2
51:25minutes." I say, "That's all we need.
51:27So, all I need you to do is come down.
51:29We're going to give you a crazy offer
51:30and blow your mind, and in the end it's
51:32your decision. You don't have to make a
51:33commitment to do anything.
51:34By the way, when can you make it down?
51:36Right now, or would after work be best?
51:38Or maybe tomorrow morning. You let me
51:40know. I'm going to send a picture of
51:41you, so you put a name with the face,
51:42send you our store address, and I'll see
51:44you when you get here. I can't wait to
51:45meet you." Does everybody get it?
51:47Okay, now watch this. Everybody ready?
51:50Every salesperson standing right there.
51:52They're all waiting on the next up. You
51:54know where I'm at? Right here.
51:56Hitting dials, setting appointments, all
51:59day long. Now, watch. People are going
52:03to say,
52:04"Well,
52:05well, what are we going to do when they
52:06get there?" What do you mean, what am I
52:07going to do when I get there?
52:09Everybody say,
52:11Everybody listen. When they're on their
52:13way in, what do you think they're
52:15thinking about?
52:16Man, if they give me a lot of money,
52:19what would I buy?
52:20What would I What would I trade it in
52:22for? What would I do? Do you think
52:23they're thinking about that? Yes or no?
52:24Yes.
52:25Do you think anybody would come in
52:27if they wouldn't entertain doing
52:29something if it was enough?
52:30Absolutely not.
52:31Come on, man. Hey, by the way, are these
52:34people educated, they've done all their
52:36homework, or these people just got a
52:38phone call and they're on their way?
52:39Bruce.
52:40Man, you want to make some big money?
52:42Now's the time. Now, listen. When you
52:45come in and you meet me, I say, "Hey, so
52:47nice to meet you. I'm going to go get
52:48some information off your car. I'll be
52:49right back, okay? Cool, let me get your
52:51keys also. You're amazing. I'm Andy.
52:53Maybe I met you before, or maybe I
52:54haven't. I'll be right back." Go
52:56outside, get the information off the
52:58car. Then when you come back, I'm going
53:00to say this, you ready? Everybody say
53:02hypothetically. Hypothetically. I say,
53:04"Hey, hypothetically, I'm going to ask
53:06you one question. Let's say my general
53:08manager comes comes back and makes you a
53:09crazy offer." Everybody say that. Crazy
53:13offer. Makes you a crazy offer.
53:14Everybody say, "And you're like,"
53:16Yes. No, say, "And you're like," And
53:18you're like. Okay, so now I'm going to
53:19paint them I'm going to paint a picture.
53:21Watch this. So, listen. My general
53:23manager is about to go
53:24drive your vehicle and check it out, and
53:26let's say he came back, made you a crazy
53:28offer, and then and then you were like,
53:31"You know what? Get your checkbook out,
53:33cuz I'm selling it." Let's say you said
53:35that to me, right? What would you drive
53:37home in? Would it be something newer,
53:39bigger, smaller, lower miles, better gas
53:42mileage, more warranty? What would it
53:43be? Probably the new Trax. Bam! It's on.
53:47Everybody say this, hypothetically.
53:49Hypothetically. All right, all right,
53:50repeat after me. You ready?
53:52Listen, I'm training you guys, right?
53:53You want to know how to do this? I have
53:55a question for you. Yes. So, when we I
53:57mean, in your sales training, when you
53:59did actual phone calls, and did you
54:01throw out an arbitrary number like 200
54:03grand? Because I just get worried with
54:05Oh, don't throw any number. Okay, cuz I
54:07don't like that that my they paid 200
54:09grand, cuz then I feel like we're tied
54:10that we spent 200 grand in a week on
54:12overpaying for
54:13So, so remember what I said, you guys
54:14can say whatever you want. Watch this.
54:16"Hey, my general manager all week has
54:18been overpaying for people's trade-ins.
54:20He's getting so crazy, we're about to
54:21put him in a straightjacket." Does that
54:23make sense?
54:24Yes. Okay, remember this. You guys, when
54:27you hear stuff that I say, like we'll
54:29remove the number. We're good.
54:30I'm telling you it's it's painting a
54:32picture that he's throwing out money
54:34that people have never thrown out
54:36before. He's getting so crazy, we're
54:37about to put him in the straightjacket.
54:39Ha ha ha. When can you make it down?
54:41Right now, or would after work be best?
54:43Am I controlling the situation? Am I
54:45controlling the move? Am I pushing you
54:47in the direction I want you to go?
54:49You see that?
54:50Okay, now watch this. Whenever I come
54:52Okay, when I meet you at the dealership,
54:54right? What's your name? Devon. Devon,
54:56nice to meet you, sir. Andy Elliott.
54:58Just putting a name with the face. It
54:59was awesome talking to you on the phone.
55:01Come on inside, man. What do we do?
55:03Have them have a seat. What do I do? Do
55:05I go get my manager?
55:06No, man. You don't need your managers.
55:10You need to learn how to sell.
55:12Okay? And then you sit down with them,
55:13and you say, "Hey, I'm going to get some
55:14information off your vehicle, so my
55:16manager can go and check it out, okay?
55:17By the way, how long have you had it?
55:19When did you buy it? Who's the one
55:20driving it? Is there anything wrong with
55:22it that we need to know about? You know
55:23what I'm saying? What are two things you
55:25like about it? You know what I'm
55:26saying?" I just ask them, "Why did you
55:27buy it back then?" I'm just getting some
55:29information. Then what do I do? I
55:30literally say, "I'll be right back. I'm
55:32going to get the exact miles, and then
55:34I'll be right back with you." Do I go
55:36hang out with my buddies, go over there
55:37and drink some coffee? No, go straight
55:39out. They got to see you go straight
55:40out, cuz you can't waste their time.
55:43Yes. They like us to take the customer
55:45outside with us. Oh, but but that's
55:47totally cool. You do that same thing.
55:48Okay, that's cool. So, take them with
55:50you, leave them there, it doesn't really
55:50matter to me. But my goal is I want to
55:52explain to you. When you go out and you
55:54get the information off the vehicle, see
55:55these eyes God gave you?
55:57Use your eyes. I watch sales people,
56:00they go fill out a trade appraisal, they
56:01don't even look at the car.
56:03They walk outside, they look at the tag,
56:05they look at the VIN, the miles, the
56:07color, and they go in. I'm like, "Hey,
56:09bro, did Did you look at the car? Was
56:11the dash lit up like a Christmas tree?
56:13Did you look at the tires? Was there any
56:14dents, dings, scratches on it? Do you
56:16think that they still treat it like it's
56:18a new car, like they did the day that
56:19they bought it? Or do you think it's
56:21getting to be like a used car, and
56:22they're not taking care of it? Does When
56:23does the last time it looked like they
56:25washed it? Is this important when you're
56:26trading people out of their cars?" Yes.
56:30You think sales people even pay
56:31attention to this no more?
56:34They're supposed to. They don't. You
56:36know they don't. They don't pay
56:38attention anymore. You know why? Time
56:40kills deals. We all know this.
56:43But you're speeding up through the wrong
56:45processes.
56:46You're speeding up during the wrong
56:48parts.
56:49You're supposed to run to the trade, and
56:51then walk around it slowly, and then run
56:53back in the building.
56:54Not walk slow out to the building and
56:56drag your feet all poopy pants, and then
56:58walk around the car fast, and then drag
57:00your butt back in slow.
57:02You check the car. Now, watch. Here's my
57:04goal. Once I get the information on the
57:05car, I'm going to come back in, I'm
57:07going to say this.
57:08Man, is it David? Is that right?
57:11David, man, awesome. Love your vehicle.
57:13My manager is going to love it.
57:14Hypothetically, let me ask you a
57:16question. Let's say my general manager,
57:17remember Robbie I told you about on the
57:19phone? He comes out here, he makes you a
57:21crazy offer, and you're like, "You know
57:24what?
57:25Get your checkbook out, cuz I'm selling
57:27it." Let's say you said that to me,
57:28right?
57:29Okay.
57:30What would you drive home in? Would it
57:32be something newer, bigger, smaller,
57:35lower miles, better gas mileage, more
57:37warranty? What would it be? I'd like
57:38something a little bit bigger.
57:40You got a magic rabbit foot in your
57:42pocket? It's your lucky day, David. Come
57:44here, man. I got something for you.
57:46Let's go over here. I got something
57:48bigger for you. Hey, is this selling?
57:51Yeah.
57:52Did I just call him, get him out of his
57:54home, go look at his trade? I didn't
57:56give him a number, and I'm on my way
57:58outside on the lot. How?
58:01See this mouthpiece?
58:02See these hands?
58:04See my intentions? Are my intentions
58:06good or bad? Good. They're good.
58:08Everybody understand this. People say,
58:09"I don't like sales people." I don't
58:11like sales people either with bad
58:13intentions.
58:15I like I don't like sales people with
58:16commission breath.
58:18You know what that means? Yeah.
58:19Yes.
58:19sometimes, too, we set up the wrong
58:21intent, because we just want to get
58:22someone in the door. So, we set the
58:23appointment for the trade, and then what
58:25we try to do before we do the appraisal
58:26is we're like, "Oh, our manager's going
58:27to get mad at us. We need to find
58:28another car before we're going to give
58:30them a number on their trade." But this
58:32brings them in on a promise that we make
58:33good on, we earn their trust, and then
58:35we sell them a car. That's it. And by
58:36the way, I ask a simple question. If you
58:38want to know how closers work, ask great
58:40questions, get great answers, right?
58:42What did I say? I said I said
58:44hypothetically, let's say my general
58:47manager Everybody you can hypothetical
58:48anything. I got to talk to my wife.
58:49Hypothetically, let's say you already
58:51called her, and she said, "Let's do it."
58:52Would we wrap it up? Yeah? Okay. Well,
58:54then it is a real real wife objection.
58:56Let's put it to bed and handle it. You
58:58know what I'm saying?
59:00You got Can you hypothetical anything?
59:02Yes. Hypothetically, guys, and by the
59:04way, I'll I'll give you all these word
59:06tracks.
59:07But they're tattooed on my heart. You
59:09see this? Listen.
59:11Everything that I say, if you're like,
59:12"I want to learn what you just said."
59:14Here's how you have to learn it. You
59:15can't You can't take the elevator. You
59:17have to take the stairs. Here's the
59:18stairs. You got to write it down.
59:21Once you write it down, you got to write
59:22it down another seven or eight times.
59:24When you write something down seven to
59:2610 times, your brain starts to jump
59:28ahead. Some of you in here say I'm not
59:30good at learning. You're like, "Yeah,
59:30but I'm not good at learning word
59:32tracks." No, bro, you're underestimating
59:34the amount of effort it takes to learn a
59:37word track.
59:38You're underestimating If you want to
59:40earn a million dollars a year, everybody
59:42wants a million if it was easy. It's not
59:45easy.
59:46You know what you got to do?
59:48Number three, got to train.
59:51This This This right here, this word,
59:54everybody hates it.
59:56You hate it. You hate it. You hate it.
59:59You hate it. Everybody hates the word.
1:00:00We're We're training. Oh, man, we got to
1:00:04do training again.
1:00:06Dude, self-development
1:00:08is the greatest thing you'll ever have
1:00:11in your life.
1:00:12If all of you could spend 1 week with me
1:00:15and I could teach you everything that I
1:00:17knew, all my sales word tracks, all the
1:00:19way the way I speak, the way I talk, the
1:00:21way I articulate my words, the way I
1:00:23word play, the way I'll pattern
1:00:24interrupt, if I could just teach you and
1:00:27you would see how much more money you'd
1:00:29make you you would fall in love with
1:00:31learning.
1:00:33You'd be like, "Oh my god, dude."
1:00:34Like my most favorite thing in life now
1:00:37is freaking learning.
1:00:38You know why? Cuz every time I learn
1:00:41something,
1:00:42I become dangerous. Now, I'm going to
1:00:43tell you this.
1:00:44A lot of people have had a lot of shitty
1:00:46outdated training. Is this good
1:00:47training? Yes. You know why? Cuz I'm
1:00:50you. Like I'm you, dude. Like I remember
1:00:53what it was like. And hey, if I went to
1:00:56the gym every day and I didn't get
1:00:57results, I'd probably not go back.
1:01:00Like I'd probably be like, "Dude, screw
1:01:01this. I'm going to the gym every day.
1:01:02I'm not seeing any benefits. I'm going
1:01:03to quit." That's what happens with
1:01:05training. You get these old outdated
1:01:07training deals. And by the way, listen
1:01:09to me. You guys have to understand, the
1:01:11greatest advice I could ever give you,
1:01:14me as a loser that turned into a kick
1:01:16ass winner,
1:01:17was I
1:01:19I out trained everybody. Okay? You want
1:01:23to win?
1:01:24You're going to You're going to have to
1:01:25l- out self-educate everybody around
1:01:27you. Now, I need you to understand
1:01:28something.
1:01:29Most people train just enough, David.
1:01:32Just enough to make just a little bit
1:01:34more money.
1:01:36If everybody in here can master what I'm
1:01:38teaching them today, you'll go home and
1:01:40you'll at least make 20 to 30% more,
1:01:42minimum.
1:01:43Could you make two or three times more
1:01:46or more? Yes.
1:01:47You must become obsessed with
1:01:49self-development. You must be convinced.
1:01:52Hey, you must make it your idea. Okay,
1:01:55by the way, everything that I'm doing
1:01:56with you guys right now, it's being a
1:01:58master communicator. You know what sales
1:02:00is? You know what closing is? It's being
1:02:02a master communicator. What does a
1:02:03master communicator do? Make it easy to
1:02:05say yes to, hard to say no to, and I
1:02:07make it the client's idea every single
1:02:09time. I make it your idea to do this.
1:02:12It was my idea, but I made it your idea.
1:02:15See, if I tell you to make more money,
1:02:16you're going to be like, "This guy's not
1:02:17telling me what to do." But when you
1:02:19finally say, "Man, I want to make more
1:02:21money."
1:02:22Now, we got somewhere to go. Every day
1:02:25Everybody say, "Raise your standards."
1:02:26Raise your standards.
1:02:28Somebody told you that if you sold a car
1:02:31a day, that was a good job.
1:02:33You lowered your standards and now
1:02:35you're walking away thinking, "If I sold
1:02:36one car a day, that'd be a good job."
1:02:38Don't do that.
1:02:40Could you deliver three a day? Yes.
1:02:42You guys know where you live? How many
1:02:44people live in your area?
1:02:46Three a day is a joke.
1:02:48This is the new standard you must hold
1:02:50for yourself. By the way, listen to me.
1:02:52Some of us, we get a rich badass life.
1:02:54Some of us, we stay the same. The reason
1:02:57why is you'll never out earn your
1:02:58standard. Whatever standard you set for
1:03:01you is what you get. If she goes, "We're
1:03:03selling a thousand a month now."
1:03:05If everybody's like, "Well, we can't
1:03:06Hey, stop. We're selling a thousand."
1:03:09Thousand's a number.
1:03:11And you're going to do two a day. You're
1:03:12going to do two a day. And you're going
1:03:13to do two a day. And by the way, I'm not
1:03:16going to force you to want to do two. I
1:03:18want you to want to do two, and that's
1:03:20how I know you're right for me and my
1:03:21team. But I need everybody to understand
1:03:23this. Even the best leaders cannot get
1:03:25you to do your job. You have to want to
1:03:27do your job. Who Who Who needs a
1:03:29babysitter? I I I walk into car
1:03:31dealerships every day, swear to god.
1:03:33Every day I walk into a car dealership
1:03:35and everybody's sitting on their ass
1:03:38or standing at the gate smoking.
1:03:40And I'm like,
1:03:41"Who's in charge?"
1:03:43"Who's in charge?"
1:03:45And they're like, "Oh, man, I I get in
1:03:47the These guys they they just won't get
1:03:48on the phones."
1:03:49They won't get on the phones?
1:03:52They They won't get on the phones?
1:03:54They don't want to make more money?
1:03:57This is stupid.
1:03:58This is who you guys are competing with.
1:04:01Do you guys understand this?
1:04:03If you guys will listen to me today as
1:04:04we're training,
1:04:06am I intense?
1:04:07Do I have passion? Absolutely. Guys,
1:04:11I've never seen anybody do anything big
1:04:12in life without a lot of energy. I've
1:04:14never seen anybody make a marriage great
1:04:16without having fun, laughing, and
1:04:17bringing a lot of energy. I've never
1:04:18seen a parent be a good parent to their
1:04:20kid without having a lot of energy, fun,
1:04:21and laughing. Whatever you put into
1:04:23something is whatever you get out of it.
1:04:24Guys, this is our life. You guys This is
1:04:27your adult sport.
1:04:29You get it?
1:04:30This is your sport, man.
1:04:32You're You're not a kid now. You're not
1:04:33in school. I tell my son, I say, "Son,
1:04:35once you graduate,
1:04:37your new sport is in life is business.
1:04:39That's your new sport.
1:04:40So, enjoy it being a kid now
1:04:43because as an adult, as soon as you hit
1:04:45this this game here, see cuz I look at
1:04:47you guys and if I was selling, I'd be
1:04:49like, "Dude, I'm going to annihilate
1:04:50these guys." You know I'm going to do
1:04:52it? Number one, I'm going to out energy
1:04:53them.
1:04:54I'm going to out love them. I'm going to
1:04:55out care you. Okay? Anybody that meets
1:04:58me, they're never going to forget me.
1:04:59I'm going to make sure they don't I'm
1:05:00going to make sure that when they run
1:05:01into me, no matter what they thought
1:05:03they were going to do, that's gone and
1:05:05then they're going to want to do what I
1:05:06want them to do. That's called paint
1:05:07pictures, tell stories, influence, and
1:05:09persuasion. Self-invest.
1:05:12Self-invest. What does that mean? The
1:05:13more you learn, the more you earn.
1:05:15Listen, you think customers are sick of
1:05:17car dealers overcharging them for the
1:05:19last 2 years, yes or no? Yes. So, since
1:05:21they hate car salesmen, right? We don't
1:05:23want to be one. We want to be business
1:05:25people.
1:05:26We want to be people that are so full of
1:05:28love, so energetic, so passionate about
1:05:31serving people and helping people that
1:05:33when they meet us, they forget about
1:05:34everything they've ever thought about
1:05:36anybody inside of a car dealership. What
1:05:37do we need to be good at? You see these
1:05:39hands? You need to be good at using
1:05:40these hands. Use them all the time.
1:05:42Paint pictures, tell stories. These are
1:05:44like sign language. This is This is what
1:05:46you use. Your feet. Your feet move. When
1:05:49your feet move, then then it moves
1:05:51clients. Okay? Your mouth. Don't speak
1:05:54with your mouth, speak with your heart.
1:05:56Do you love people?
1:05:58Okay, good. Love don't lie. Tell them
1:06:00the truth and tell it from your heart.
1:06:01They can tell when you care.
1:06:04Okay? When you let somebody know that
1:06:05you're here to serve them at the highest
1:06:06level and give them and their family the
1:06:08best customer service they've ever
1:06:09imagined,
1:06:11mean it.
1:06:12Look like you mean it. Believe it. Let
1:06:15your eyes say, "Yes. You You matter. You
1:06:19do care. You're important. You're
1:06:20significant." Remember what I said,
1:06:22people won't always remember what you
1:06:23said, but they'll always remember the
1:06:25way you made them feel. Everybody
1:06:26understand this. There's something I
1:06:27believe in. It's called total
1:06:29recreation.
1:06:31And reinvent yourself.
1:06:33Okay? I grab you and I'm like, "Dude,
1:06:36I'm going to reinvent you."
1:06:38I'm totally going to reinvent the way
1:06:39you talk, the way you speak, the way you
1:06:41believe, the way you act, your
1:06:44behaviors. Now, listen, in order to
1:06:46reinvent some of you guys, we got to
1:06:47audit some [ __ ] in your life. Am I
1:06:49right?
1:06:50Okay? Like look, if I was to talk to him
1:06:52and I'm just giving you an example. He's
1:06:54like, "I'm around bad people, but I love
1:06:56where I live. I just I don't have very
1:06:58good friends." You know what I tell him
1:06:59to do? Hey, sell your house and move 30
1:07:02minutes away.
1:07:04Moving him 30 minutes away and getting
1:07:06him away from these people, now
1:07:08those people in your phone, block them.
1:07:10We're done.
1:07:11Okay? Now, what we got to do is we got
1:07:13to understand this. When people don't
1:07:14align with the new you, you're going to
1:07:16say, "Hey, man, you know, you're you're
1:07:18you're cracking up, you know, but I
1:07:20There's two people here and I ain't
1:07:21laughing."
1:07:22So, like either you're going to change
1:07:24or I'm going to remove you out of my
1:07:25life. Does that make sense?
1:07:28This is what I decided to do in my life
1:07:29changed.
1:07:31Okay?
1:07:32I'm telling you, I moved 30 minutes
1:07:33away. Why?
1:07:35I needed and I'm not asking you to go
1:07:38move. I'm trying to tell you what I did.
1:07:40I needed to reinvent myself, so I moved
1:07:42out of my neighborhood. I I didn't see
1:07:44any landmarks anymore. [ __ ] that was
1:07:46normal to me. The gas station was
1:07:48different. The road into work was
1:07:49different. Things were different for me.
1:07:51I needed things to change, right? Cuz if
1:07:54you don't change, things don't change.
1:07:55Sometimes you got to change a couple
1:07:56things. You guys have the best job. You
1:07:59guys have the best job. You guys have
1:08:00the best career. You guys are in the
1:08:02best company. You guys have the best of
1:08:03everything. But what I've seen in this
1:08:05company is this company is comfortable.
1:08:08Okay? And you may say, "Well, we're
1:08:09doing better." I know, but [ __ ] man,
1:08:11you guys could be five times better than
1:08:12you are. So, I just want to tell you the
1:08:14reason why we train, the reason why we
1:08:16learn is because level 10 earning
1:08:18opportunity. Now, but I want to cover
1:08:20this last thing. I want you to think
1:08:21about this on the way. I asked you,
1:08:23"What is the top 1%?" Everybody said,
1:08:25"400 to 1 mil."
1:08:29My question is, "What are you earning
1:08:31now? What? What is it?" So, I want to
1:08:34give you an example. If somebody in here
1:08:35is earning a hundred K
1:08:37a year
1:08:39and and I would tell you I believe it's
1:08:41a mil. I believe what she said was
1:08:43correct. I have people that I train that
1:08:46make a mil to a million and a half a
1:08:47year that sell cars. That I train.
1:08:50And I see their checks.
1:08:52And they train every day and they're
1:08:54obsessed with it. They know everything I
1:08:56know. They're They operate just the same
1:08:57way I operate. They love the game. They
1:09:00They They They own the game.
1:09:01That's what I want you guys to do.
1:09:02That's what you're going to do.
1:09:04You're going to leave here with with a a
1:09:06different way of doing everything. So,
1:09:08as I'm teaching you guys this today,
1:09:10people say, "Well, it cost too much to
1:09:11train. It cost me too much time."
1:09:13Dumbass.
1:09:14Do you know what it cost you not to
1:09:16train?
1:09:18If you understood
1:09:26Guys that are making a million a year,
1:09:28they're selling something, looking for
1:09:30something to sell, or training to get
1:09:32better.
1:09:33There's no number four.
1:09:36Yeah, but what about There is no what
1:09:37about.
1:09:39They make 300 dials a day
1:09:41or they sell three cars.
1:09:44One of the two's happening.
1:09:47But they're damn sure not going to go
1:09:48home with two cars and 248 calls made.
1:09:51It'll be two cars sold, 300 dials.
1:09:55You say, "Well, what if you don't make
1:09:56the 300 by 8:00?" You tighten up your
1:09:58schedule.
1:10:00You realize that at some point during
1:10:02that day, you made a mistake.
1:10:04And you wasted some time, and you gave
1:10:07some effort to something that had no
1:10:08value in your life.
1:10:11Don't do it again tomorrow. But write
1:10:13this down. The person that can
1:10:14self-correct I want you to write this
1:10:15down, too, David. The person that can
1:10:17self-correct is forever wealthy.
1:10:20The person that can self-correct
1:10:23is forever wealthy. If any of you in
1:10:25this room are finding a hole, a blind
1:10:28spot in your game, which I know you guys
1:10:31are,
1:10:32the person that can self-correct is
1:10:34forever wealthy.
1:10:36You want to be wealthy?
1:10:37Want to make more money than you know
1:10:38what to do with? You got to be able to
1:10:40self-correct. I can't change you.
1:10:43David can't change you. She can't change
1:10:46you. You have to change you. By the way,
1:10:49two rules of business, which I talked
1:10:51about last time. I said, "Rule number
1:10:52one, don't ever let anybody else know
1:10:54your business better than you." We're in
1:10:56here to train today so we can learn our
1:10:58business better and be the best. Rule
1:11:00number two, try to figure out how to
1:11:02kick your own ass every day. Your job in
1:11:05this room isn't to say, "Oh man, but but
1:11:08I am pretty good, ain't I, Andy?"
1:11:11No, dude, listen to me.
1:11:13You're not very good,
1:11:15and it's okay,
1:11:17cuz we're going to fix it today.
1:11:19And we're going to fix your hole. And
1:11:20you said, "Well, you told me to believe
1:11:21in myself." I'm not asking you to not
1:11:23believe.
1:11:24I want you to realize that you're not as
1:11:26good as you need to be to make the kind
1:11:27of money that you want to earn. And the
1:11:29reason why you've been running around
1:11:30disappointed, not earning what you want
1:11:32to earn, isn't because you didn't
1:11:33believe, it's cuz you didn't have the
1:11:35skill.
1:11:36You don't have a money problem, you got
1:11:37a skill problem. You fix the skill,
1:11:39fixes the money.
1:11:40Does that make sense?
1:11:42Everybody get it?
1:11:47Hey guys, I just want to tell you you're
1:11:48the true one-percenters. You made it
1:11:49till the end of the video. Do me a
1:11:51favor, share it with the friend that
1:11:52wants to go to another level. Make sure
1:11:54you like the video, comment below so I
1:11:55know who you are. Set your
1:11:57notifications, and then subscribe to the
1:11:59channel. We got daily sales training
1:12:01videos dropping. I'll see you soon.

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This page contains the full transcript of Sales Training // Full Training on How to Sell 50 Cars a Month // Andy Elliott by Andy Elliott, generated from the public captions YouTube serves with the video. The transcript has 15,327 words across 2,325 segments, with the original timestamps preserved so you can click any line to jump to that moment in the embedded player.

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Use the transcript to take notes, quote the speaker, build a study guide, generate a summary with ChatGPT or Claude via the YouTube Summary tool, or export it as a timed subtitle file with YouTube to SRT. You can also re-open it in the transcriber to translate the transcript into 100+ languages.

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