Set more appointments, close more deals with RevDojo’s proven prompts

WEBVTT
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Welcome to Inside Automotive with Jim Fitzpatrick.
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Kyle Disher is founder and CEO of Rev Dojo.
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He's back in the studio with me to put salespeople to the test.
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You have seen him here before on CBT News.
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It's always great having you in.
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Thanks so much for joining us.
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Always great to be had.
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So we're going to do something.
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So what's in store for Tobs?
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And my guys tell me like when you open stuff live, more people view it.
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So I'm doing this for the clicks.
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Totally for the gram.
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This is totally for social media, too.
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Yeah, for social media or whatever.
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Okay.
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So we're going to call a dealership, okay?
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Okay.
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And if the person gets an appointment, we're going to give them$250.
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Okay.
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$250 doll hairs, if you can see that.
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There you go.
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$250.
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Okay.
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So I'm going to do a live call.
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Okay.
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I'll be relatively easy.
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And uh if the person gets an appointment,$250, okay?
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And we'll figure out a way to get it to them.
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Oh, I brought props.
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So I got hot last time I was here.
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I'll probably have to take this off the desk.
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I got a little fan here, okay?
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So we got a little fan.
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Folks, we do provide AC in the studio, though, you know?
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Yeah.
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And uh uh I asked Jim if I could throw money around in the studio.
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Oh God.
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And he was like, what's the point of throwing money around in the studio if uh we're gonna send it to him?
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I go, Jim, it's fun, dude.
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It's fun, it's fun.
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Throw some money.
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Throw some money.
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Throw a little money.
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It's fun, dude.
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He's bringing me back the days of the well, we won't get into it.
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Yeah.
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It's fresh money from the bank.
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They're once.
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It really is.
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It's brand new.
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It's fun to throw it around.
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And the crew gets it.
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So you don't even throw it around.
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I know, I'm not very good at that.
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That's okay.
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There you go.
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So, but if the uh if the sales guy gets it.
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We got only when I'm with you.
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Okay.
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I keep saying that.
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So uh do you want to give me a city and a state, or do we just let ChatGPT decide how we're doing that?
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It's totally up to you.
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You're running, you're running the deal, man.
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So give me a dealership's phone number.
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Give me a state, please, sir.
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Uh Georgia.
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We're right here in Georgia.
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Let's do Georgia.
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Georgia?
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You got Georgia on your mind, right?
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New car.
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All right.
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So 100% on ChatGPT.
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You probably can't see that.
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You'll have to trust me.
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Um, sales phone.
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All right.
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We're calling a Ford store.
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We'll probably edit this out in post.
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Okay.
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If the person sets an appointment, what are they getting?
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250, and we'll figure out a way to get it to them.
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Give me a non-Ford basic car two to two to four years old.
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We got a 22 Corolla.
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Okay.
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And I think they have it on their website because ChatGPT usually tells me maybe they do, maybe they don't.
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So we're smiling and dialing.
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I will be a completely easy customer calling on the 22 Corolla that ChatGPT said to call on.
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And after this, I'm gonna call a real customer.
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I'm gonna take a fresh internet lead.
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Okay, cool.
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Let's do it.
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250.
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Thank you for calling.
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How may I direct your call?
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Hi, can I have a salesperson, please?
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Sure.
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Have you spoken with anyone here previously?
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Only you.
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Okay, alright, fair enough.
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Just a moment, and I'll connect you.
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I hope you get it.
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Whoever I'm gonna that was that was perfect.
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That was a great little little statement.
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A report back.
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That was perfect.
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I was like, yeah.
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Next time you just gotta sing it, you know?
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Only you.
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Only you just a moment.
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Let me get somebody for you.
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Now the fan.
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These are all brand new bills.
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They're all brand new bills.
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Straight from the uh calling order.
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Can we help you?
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Hi, um, you're in sales, right?
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Yes, sir.
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I was on the website a couple days ago and I thought I saw a black 22 Corolla, and I don't uh I don't see it now.
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Do you do you have the black 22 Corolla on your website?
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Or do you have it there still?
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Thank you.
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Give me two seconds.
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Get it.
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I want to give it away.
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We're in this together.
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Hopefully you can't hear the CBT.
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Unfortunately, now the Corolla is gone.
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I got a camo, but all right.
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Um, I'll go online and then uh I'll I'll check it out.
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Thank you so much, sir.
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I appreciate it.
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Yeah.
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Thanks.
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Bye.
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Woo! So my money's always safe, right?
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Yeah, that's pretty bad.
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Why does somebody call on a 22 Corolla?
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What's the reason why?
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They need a car.
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They need a car, they need a good car, it's not their dream car.
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That's right.
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So he would have gotten$250.
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So wow.
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And uh what he probably should have done, he did a good job expanding the inventory.
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Right.
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He just did it way too late.
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Right.
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So if you're watching dealers and you want to train your salespeople on the most effective way to set an appointment, first thing you do, compliment the customer's choice.
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Yeah.
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You're calling on a 22 Corolla, that is a great choice.
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Right.
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You called the right place.
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Right.
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Let me check on that Corolla for you.
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And then you expand.
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Okay.
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Now, while I'm checking on that Corolla, I could also check on other vehicles like it too.
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Yeah.
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Whenever you tell the customer no, I don't have something, they lock up.
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Right.
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So, dealers, right?
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I'll give you our call guides, reach out to Jim, reach out to whoever.
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All you gotta do is read the call guide, and you will be far more effective than that guy.
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That's right.
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Nice enough guy.
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We're crossing out the 250.
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If you can see this in the glare, and we just double it, Jim.
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So what are we doing now?
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500 bucks.
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500 dollars.
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Just if they if they just make an appointment with you.
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And I'll be easy.
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Go for the appointment.
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Was I hard on that guy?
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No.
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By the way, what's my phone number?
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What's my email address?
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That's right.
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What am I driving now?
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That's right.
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What made me call in the corolla?
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A million questions that they could have asked you.
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All right.
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You're calling the dealership specifically for a car.
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Oh no.
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And as we know, in the industry, probably 80% of the people that call on the pr on a particular car never drive out in that one, in that car, right?
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It's very true.
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They get to the store, they see something else, they it doesn't, you know, the first one doesn't fit their needs or whatever.
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So for the the for dealers that are watching and managers and salespeople, it's usually they usually never drive out in that car that they're you know wanting to come in.
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Very true.
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Can I have a salesperson, please?
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Um, yes, one second.
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Is this about purchasing a new vehicle?
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Yes, please.
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Okay, one second.
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No.
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My significant other made me put the money in a Taco Bell because she said we're gonna get robbed.
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It looks like you robbed Taco Bell.
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It was for the valet.
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She goes, you're gonna leave that.
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We're valet in the car.
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So she stuck it there.
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She's smart.
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Wow.
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So that so this has something to do with it too, right?
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The amount of time that somebody's gotta wait just to get to a salesperson.
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Not too much.
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It takes a long time.
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Yeah.
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So we're gonna do this other mystery shop call, then I'm gonna work a fresh internet lead.
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Okay.
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I always feel like a big bully, you know, you gotta be able to do it on both sides.
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So I'll ask my team for a fresh internet lead after this, and I'll work one live.
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Last time we called two customers.
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Right.
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One guy didn't speak English, but he said he'd come in.
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Yep.
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I got an assist, and then the second person set an appointment.
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Yeah.
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So we were kind of two for two.
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Yeah, yeah.
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If if I make live calls in a dealership, I'm usually 90 plus percent appointments.
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Okay.
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If I if I get the customer on the phone.
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Inbound calls, close to 100.
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Hello?
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Hey, how can I help you?
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How can I assist today?
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I thought I saw a black 22 Corolla on your website, and it only had like 15,000 miles, if I'm not mistaken.
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And I don't see that black Corolla now.
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I just want to see if you still have it, please.
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Uh let me see here.
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Let me double check that for you.
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Um, and you said it's a black Corolla.
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And you said the year was 2022.
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2022?
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2022, yeah.
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Alright.
00:07:56.560 --> 00:07:59.360
And I mean do you have a stock number of that vehicle?
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I don't.
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I just wrote down 22 Corolla, sorry.
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I don't see it on the website anymore, so it might be gone.
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Okay.
00:08:06.959 --> 00:08:10.480
Let me see if I can try to look what that vehicle has for you.
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Um, and just in case we did get disconnected, what's the comment number for you?
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It did it show on the caller ID.
00:08:18.879 --> 00:08:19.839
Um, it does not.
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Oh, uh the lighting it on fire, like some real ships are doing.
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I don't see in 2022 Twitter Corolla.
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This was a 22.
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Yeah, I don't see in like this um or even on my lot.
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Okay.
00:08:42.799 --> 00:08:50.480
Um I I I can I can poke back around and I can see if it's uh if it was even the right site, because uh I wrote a bunch down, so I appreciate it, man.
00:08:51.919 --> 00:08:56.240
Yeah, no, is it is there any reason why you're um looking for that specific one?
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At least you tried a little bit, right?
00:08:57.919 --> 00:08:58.399
So there's good.
00:08:58.799 --> 00:09:00.879
It's just a good cheap car with uh low miles.
00:09:00.960 --> 00:09:13.200
You know, it only had 15,000 miles on it, so if you want to text me some stuff, I can I can look at some stuff, or I can get back on the website and uh you know poke around, I'd call you back if I see some.
00:09:14.639 --> 00:09:19.519
Yeah, let me send you the um website here for you.
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Cool.
00:09:23.120 --> 00:09:28.960
With uh direct address that we have available that we can take a look at it with vehicle caught your eye.
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Uh no, I'm I may take a Honda too, just the Corolla was just a good deal.
00:09:38.159 --> 00:09:42.240
So perfect.
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Thanks.
00:09:42.960 --> 00:09:43.440
Alright, perfect.
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I'm announcing my name and number that way.
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You can just let me know.
00:09:48.240 --> 00:09:48.399
Okay.
00:09:48.720 --> 00:09:49.200
Much appreciated.
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Thank you.
00:09:52.559 --> 00:09:55.440
Now, you may look at that and go, I was being hard on the guy.
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I never told the guy no once.
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No, I know.
00:09:57.840 --> 00:10:02.480
So, dealers, if you're watching this, please, pretty please, again, reach out to us, reach out to CBT.
00:10:02.639 --> 00:10:04.879
If you have a call guide in front of you, right?
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I'm going, I'm flying to Los Angeles right after this.
00:10:07.679 --> 00:10:07.840
Right.
00:10:08.080 --> 00:10:09.200
Guess what I'm gonna do tomorrow?
00:10:09.519 --> 00:10:10.080
Call guides.
00:10:10.240 --> 00:10:12.159
Hey everybody, just read the call guide.
00:10:12.240 --> 00:10:12.320
Right.
00:10:12.559 --> 00:10:15.039
The call guide reminds you, ask what they're driving now.
00:10:15.200 --> 00:10:15.440
That's right.
00:10:15.600 --> 00:10:17.679
The call guide reminds you, get the email address.
00:10:17.759 --> 00:10:20.480
Yeah, and the call guide reminds you, set the appointment.
00:10:20.559 --> 00:10:23.120
Now, yeah, I've called two places with the onboard.
00:10:23.600 --> 00:10:29.360
You say set the appointment, talk, walk me through what that sounds like when the car that you're calling about isn't there.
00:10:29.600 --> 00:10:30.320
Yeah, totally.
00:10:30.480 --> 00:10:33.600
And part of engaging the uh trade makes it a lot easier.
00:10:33.679 --> 00:10:34.320
So let's just do it.
00:10:34.399 --> 00:10:36.399
Jim, you're calling on the 22 Corolla.
00:10:36.639 --> 00:10:37.200
What a great choice.
00:10:37.279 --> 00:10:38.480
I love the 22 Corolla.
00:10:38.639 --> 00:10:38.720
Yeah.
00:10:38.879 --> 00:10:39.440
He actually said this.
00:10:39.519 --> 00:10:40.720
Do you have the stock number handy?
00:10:40.799 --> 00:10:41.360
No, I do not.
00:10:41.519 --> 00:10:42.080
Okay, no problem.
00:10:42.159 --> 00:10:43.840
I'm gonna check on that 22 Corolla.
00:10:44.000 --> 00:10:44.159
Okay.
00:10:44.320 --> 00:10:48.480
And while I'm checking on that Corolla, I could also check on other vehicles like it too.
00:10:48.639 --> 00:10:48.799
Okay.
00:10:48.960 --> 00:10:51.440
You looking for just Corollas or just something nice in that price range?
00:10:51.600 --> 00:10:54.159
I'm just really looking for something nice in that price range.
00:10:54.399 --> 00:10:56.080
There's the appointment a lot of times.
00:10:56.320 --> 00:11:01.679
You'll notice what everybody's doing where they blow it is they tell me no, I don't have the car.
00:11:01.840 --> 00:11:02.080
Right.
00:11:02.240 --> 00:11:03.679
And then they try and expand.
00:11:03.759 --> 00:11:04.080
Okay.
00:11:04.240 --> 00:11:05.759
You don't want to tell the person no.
00:11:05.919 --> 00:11:06.080
Okay.
00:11:06.240 --> 00:11:08.799
And believe it or not, you don't want to tell the person yes either.
00:11:08.879 --> 00:11:09.039
Okay.
00:11:09.279 --> 00:11:10.399
Yes, could blow the call too.
00:11:10.559 --> 00:11:10.720
Okay.
00:11:10.879 --> 00:11:12.559
Yes, I got that car right here.
00:11:12.720 --> 00:11:12.879
Yeah.
00:11:13.039 --> 00:11:14.000
Then they don't need you anymore.
00:11:14.240 --> 00:11:14.320
Right.
00:11:14.720 --> 00:11:14.879
Thank you.
00:11:15.039 --> 00:11:15.919
Click, I'll be right over.
00:11:16.080 --> 00:11:16.159
Yeah.
00:11:16.480 --> 00:11:17.120
Don't say yes.
00:11:17.200 --> 00:11:21.519
And then my next step on the call guide is hey Jim, I'm going to check on that 22 Corolla.
00:11:21.679 --> 00:11:22.559
It's not going to take me long.
00:11:22.639 --> 00:11:24.080
And uh, what are you driving now?
00:11:24.320 --> 00:11:24.879
There you go.
00:11:24.960 --> 00:11:25.600
Go for the trade.
00:11:25.840 --> 00:11:26.480
You driving A?
00:11:26.639 --> 00:11:30.639
Yeah, I'm driving a 20 uh uh 2020 uh Camry.
00:11:30.879 --> 00:11:31.679
Oh, cool, awesome.
00:11:31.759 --> 00:11:32.879
What are you gonna do with that one?
00:11:33.039 --> 00:11:34.480
Uh probably trade it in.
00:11:34.639 --> 00:11:35.600
I just got an appointment.
00:11:35.759 --> 00:11:37.759
So it's it's the little nuances.
00:11:37.840 --> 00:11:40.559
And again, you could watch this and say I'm being tough, but I'm not.
00:11:40.960 --> 00:11:43.840
Because if they ask me for an appointment, yeah, I give it to them.
00:11:44.159 --> 00:11:45.759
No, no, you're you're not being tough.
00:11:45.840 --> 00:11:59.120
I mean, yet that's a very typical way that people call up dealerships, especially when they where they're just calling to find out if you've got the car in stock, they're gonna use that salesperson for to get all the information they can on that car.
00:11:59.360 --> 00:12:03.840
And they don't realize that the salesperson could help them with other types of cars in that category.
00:12:04.080 --> 00:12:04.399
100%.
00:12:04.799 --> 00:12:06.399
And my phone should be ringing right now.
00:12:06.720 --> 00:12:07.600
Two people should be calling me.
00:12:07.679 --> 00:12:08.320
Who should be calling me?
00:12:08.399 --> 00:12:08.480
Yeah.
00:12:08.799 --> 00:12:09.360
Sales managers.
00:12:09.519 --> 00:12:09.840
That's right.
00:12:09.919 --> 00:12:21.759
So what we train too is have the salesperson fill the call guide out, yeah, then go talk to a sales manager, and the sales manager should either be doing a confirmation call or they should call behind me and uh see.
00:12:21.840 --> 00:12:23.440
I'm gonna text my BDC director.
00:12:23.519 --> 00:12:23.759
Okay.
00:12:23.919 --> 00:12:25.679
We do the BDC for a couple hundred stores.
00:12:25.759 --> 00:12:27.039
I don't know, I'm sure I've told you that before.
00:12:27.360 --> 00:12:27.600
Okay.
00:12:27.840 --> 00:12:40.399
So so in the event that the that the the guy says, hey, listen, uh I've got a number of different cars that would fit the category that you're looking for, which is a small economical car, good mileage, you know, probably in your price range.
00:12:40.480 --> 00:12:41.200
When can you come?
00:12:41.279 --> 00:12:42.799
Well, what walk me through what that sounds like.
00:12:43.120 --> 00:12:45.759
Yeah, I would have said yes, and he would have got five hundred dollars.
00:12:45.919 --> 00:12:46.080
Okay.
00:12:46.320 --> 00:12:47.759
I was c he didn't even ask.
00:12:47.919 --> 00:12:52.960
So uh hey Jim, I took a look and I don't see the 22 Corolla on the site right now.
00:12:53.120 --> 00:12:53.840
It doesn't mean it's not here.
00:12:53.919 --> 00:12:54.559
I'll double check.
00:12:54.639 --> 00:12:54.799
Okay.
00:12:54.960 --> 00:12:58.399
I got a ton of other vehicles out here though that meet that criteria.
00:12:58.480 --> 00:12:58.559
Okay.
00:12:58.720 --> 00:13:00.639
And I really want to take a look at your camera.
00:13:00.799 --> 00:13:01.519
We need cars right now.
00:13:01.679 --> 00:13:01.840
Okay.
00:13:02.000 --> 00:13:03.600
Could you come out this afternoon or this evening?
00:13:03.759 --> 00:13:03.919
Right.
00:13:04.080 --> 00:13:05.200
And then just go for the appointment.
00:13:05.279 --> 00:13:05.519
Yeah.
00:13:05.679 --> 00:13:09.840
What they do is they go into, I said this last time I was here, they're clack fiends.
00:13:09.919 --> 00:13:10.080
Yeah.
00:13:10.240 --> 00:13:10.399
Okay.
00:13:10.559 --> 00:13:10.720
Yeah.
00:13:10.879 --> 00:13:13.039
Click, clack, click, clack, they're order takers.
00:13:13.120 --> 00:13:13.200
Right.
00:13:13.360 --> 00:13:15.440
Click, clack, let me see if I got the car.
00:13:15.600 --> 00:13:17.279
Uh they're hooked on their computer.
00:13:17.440 --> 00:13:17.679
Right.
00:13:17.919 --> 00:13:21.759
When you're on a live sales call, the computer is not your friend.
00:13:21.840 --> 00:13:22.960
It's actually your worst enemy.
00:13:23.120 --> 00:13:23.279
That's right.
00:13:23.519 --> 00:13:23.759
That's right.
00:13:23.840 --> 00:13:24.720
Because it's like your crutch.
00:13:24.799 --> 00:13:25.200
Oh, yeah.
00:13:25.279 --> 00:13:25.440
Right.
00:13:25.600 --> 00:13:27.200
And because they're they're just order takers, right?
00:13:27.279 --> 00:13:27.519
Yeah.
00:13:27.759 --> 00:13:29.360
Hopefully, my I'm gonna try and call this guy.
00:13:29.679 --> 00:13:40.000
So is it is it is it safe to well, I shouldn't say this, but is it safe to say that those people, like those salespeople you just spoke to, they just haven't been trained on proper phone phone calls.
00:13:40.240 --> 00:13:43.120
They can set an appointment if the exact car is there.
00:13:43.360 --> 00:13:47.679
Do you think that's we think that's a BDC operator, or do you think those sales are sound like salespeople?
00:13:47.840 --> 00:13:48.000
Okay.
00:13:48.159 --> 00:13:49.600
Oh, John Carlo, can you hear me, sir?
00:13:49.759 --> 00:13:50.960
Text me a live lead if you can.
00:13:51.120 --> 00:13:52.159
You're not uh Oh, there you are.
00:13:52.320 --> 00:13:52.960
You there?
00:13:53.360 --> 00:13:53.679
Yeah.
00:13:53.759 --> 00:13:53.919
Yeah.
00:13:54.240 --> 00:13:55.039
Oh, sorry, I can hear you.
00:13:55.600 --> 00:13:58.960
Uh give me a live lead, any store in the United States of America.
00:13:59.039 --> 00:14:00.480
I'll take a Canadian too, actually.
00:14:00.639 --> 00:14:08.000
So any fresh lead that no one's touched yet, I just need the source, uh, customer's phone number and name, and uh uh the car they're on, please, sir.
00:14:08.159 --> 00:14:08.799
Thank you.
00:14:09.039 --> 00:14:09.519
You got it.
00:14:09.679 --> 00:14:10.240
You're live.
00:14:10.320 --> 00:14:11.440
A lot of people are listening to you right now.
00:14:11.519 --> 00:14:13.279
Do you got anything to say to your fans?
00:14:15.440 --> 00:14:16.799
I love Kyle Blue Shirt.
00:14:17.039 --> 00:14:18.639
Whoa, that was the best answer ever, right?
00:14:18.960 --> 00:14:20.240
That's my BDC director.
00:14:20.480 --> 00:14:23.759
Some of you that are watching this right now know this guy because uh you call him every day.
00:14:23.840 --> 00:14:26.799
So John Carla, how many stores do we do the BDC for, sir, for sales?
00:14:26.879 --> 00:14:27.600
Do you know?
00:14:28.000 --> 00:14:28.879
Uh over a hundred.
00:14:29.200 --> 00:14:33.600
So we do about a hundred for sales and probably do another over a hundred for sales.
00:14:33.759 --> 00:14:35.360
You got your hand on the pulse of the real deal.
00:14:35.519 --> 00:14:35.759
Yep.
00:14:35.840 --> 00:14:36.000
Yeah.
00:14:36.159 --> 00:14:40.080
I think I said 200 earlier, but I think I was including our uh our service guys too.
00:14:40.159 --> 00:14:40.799
So uh cool.
00:14:40.879 --> 00:14:42.799
I'll wait for that text and I'm gonna do a live call, sir.
00:14:42.879 --> 00:14:43.519
Thank you.
00:14:43.759 --> 00:14:44.559
We'll do.
00:14:44.799 --> 00:14:47.120
Uh text me the dealership's address, too, please.
00:14:47.279 --> 00:14:47.519
Right.
00:14:47.679 --> 00:14:48.159
Thanks.
00:14:48.320 --> 00:14:49.279
All right, sweet.
00:14:49.519 --> 00:14:50.000
Cool.
00:14:50.159 --> 00:14:52.639
So uh it's just fun to throw, dude.
00:14:52.720 --> 00:14:53.200
I just like it.
00:14:53.440 --> 00:14:54.639
Now I got Hundos too.
00:14:54.799 --> 00:14:59.440
I brought hundreds because I was gonna I don't know if we'll mail it to the guy or if we'll uh oh I got it right here.
00:14:59.519 --> 00:15:02.399
But uh so now, Jim, now it's a thousand dollars.
00:15:02.559 --> 00:15:02.720
Okay?
00:15:04.399 --> 00:15:06.240
Because it went 250, they didn't set the appointment.
00:15:06.960 --> 00:15:07.840
So now it's gonna go to the bottom.
00:15:08.000 --> 00:15:09.279
Now it's up to 500.
00:15:09.600 --> 00:15:10.559
Now it's going to a thousand.
00:15:10.799 --> 00:15:13.840
$1,000, and I'm on tape or wherever we're doing this.
00:15:13.919 --> 00:15:16.159
If you set the appointment, you will get the thousand dollars.
00:15:16.240 --> 00:15:18.480
Jim is gonna hold me uh accountable to it.
00:15:18.639 --> 00:15:21.279
So again, doing it for social for the gram.
00:15:21.360 --> 00:15:22.480
You see that$500 there?
00:15:22.639 --> 00:15:25.440
Woo! All right, so$250, no appointment.
00:15:25.600 --> 00:15:25.919
There you go.
00:15:26.159 --> 00:15:27.279
$500, no appointment now.
00:15:27.600 --> 00:15:29.120
Some lucky guy, some lucky person here.
00:15:29.519 --> 00:15:30.159
$1,000.
00:15:32.320 --> 00:15:33.039
Here we go.
00:15:33.279 --> 00:15:33.600
Okay.
00:15:34.559 --> 00:15:35.120
There we go.
00:15:35.279 --> 00:15:36.720
I'll just grab another, I'll have ChatGPT.
00:15:36.799 --> 00:15:37.120
Help me out.
00:15:37.200 --> 00:15:39.440
Wow, this could be a really good day for this salesperson.
00:15:39.759 --> 00:15:40.480
I hope I give it away.
00:15:43.840 --> 00:15:44.720
It's tough.
00:15:45.519 --> 00:15:47.919
Alright, for a thousand bucks on the line.
00:15:48.159 --> 00:15:51.039
I just asked ChatGPT, give me another dealer.
00:15:51.360 --> 00:15:52.480
I should have used green.
00:15:52.559 --> 00:15:53.679
I got green on this thing too.
00:15:53.759 --> 00:15:55.679
Here, uh do the money sign in green here.
00:15:55.759 --> 00:15:55.919
Yeah.
00:15:58.080 --> 00:15:58.720
There you go.
00:15:59.679 --> 00:16:01.759
Alright, I don't know these guys.
00:16:05.759 --> 00:16:09.039
So if you're listening to this though, dealers, it's sometimes the phone tree is just tough, right?
00:16:09.120 --> 00:16:09.200
Yeah.
00:16:09.440 --> 00:16:10.799
They went from one store press one.
00:16:15.279 --> 00:16:17.120
Uh you're a salesperson, right?
00:16:18.879 --> 00:16:19.759
I do work in sales.
00:16:22.159 --> 00:16:22.639
That's a BDC.
00:16:23.120 --> 00:16:23.840
I do work in sales.
00:16:23.919 --> 00:16:24.000
Yeah.
00:16:24.159 --> 00:16:31.120
I I saw I thought I saw uh 22 uh Corolla on the website um the other day.
00:16:31.200 --> 00:16:32.080
I don't see it now.
00:16:32.159 --> 00:16:34.960
Uh it was black and it only had like 15,000 miles.
00:16:35.120 --> 00:16:36.879
And I just want to see if you still have it, please.
00:16:37.200 --> 00:16:39.679
Black 22 Corolla is not online anymore.
00:16:40.639 --> 00:16:41.679
Corolla black.
00:16:42.000 --> 00:16:43.919
How many miles did you have on the vehicle?
00:16:44.000 --> 00:16:44.240
Do you know?
00:16:44.480 --> 00:16:46.399
It had like 15,000 miles.
00:16:47.440 --> 00:16:48.320
15,000 miles.
00:16:48.960 --> 00:16:50.320
Alright, let me double check this.
00:16:59.279 --> 00:17:01.200
Just a regular Corolla or a Corolla Call?
00:17:01.919 --> 00:17:06.240
Uh this one was it looked like it had leather, but I I don't know if that really had a Corolla has leather.
00:17:06.400 --> 00:17:08.319
But yeah, it's not on the site anymore.
00:17:09.039 --> 00:17:10.480
Uh let me double check.
00:17:11.279 --> 00:17:13.039
So taking a look at the ones that I have here.
00:17:13.279 --> 00:17:13.920
Yeah.
00:17:14.720 --> 00:17:17.440
So not bad, but be an order taker, not a salesperson, right?
00:17:17.519 --> 00:17:17.680
Yeah.
00:17:17.839 --> 00:17:19.440
They immediately go to the computer.
00:17:19.519 --> 00:17:20.240
The worst enemy.
00:17:20.400 --> 00:17:21.920
Dealers, if you're watching, so I'm begging you.
00:17:22.160 --> 00:17:23.440
Don't let people use the computers.
00:17:23.759 --> 00:17:24.400
Get a call guide.
00:17:24.799 --> 00:17:25.680
You don't need a computer, right?
00:17:25.839 --> 00:17:26.799
All you need is the call guide.
00:17:26.880 --> 00:17:27.279
Right.
00:17:27.519 --> 00:17:29.759
And because even if you've got the car, yeah.
00:17:30.079 --> 00:17:31.200
What do you you know what I mean?
00:17:31.279 --> 00:17:32.400
You just end up selling the car over the phone.
00:17:36.240 --> 00:17:36.400
All right.
00:17:37.680 --> 00:17:37.920
All right.
00:17:38.000 --> 00:17:38.559
Thank you, sir.
00:17:38.640 --> 00:17:39.759
I appreciate you, man.
00:17:40.319 --> 00:17:41.119
Yeah, I got you.
00:17:41.200 --> 00:17:43.599
I mean, I have other ones if you're open to something similar.
00:17:43.920 --> 00:17:46.160
See, but he already kind of blew, so I'll caught your eye about that one.
00:17:46.319 --> 00:17:48.000
I'll see uh uh I'll see what he says here.
00:17:48.240 --> 00:17:54.160
You know, uh if you want to text or email it to me, um, I can take a look online, uh, which would be cool.
00:17:54.400 --> 00:17:55.200
Yeah, absolutely.
00:17:55.279 --> 00:17:56.960
I have a couple, so I can definitely send them over.
00:17:57.599 --> 00:17:58.400
Yeah, yeah, just text them over.
00:17:58.480 --> 00:17:59.359
I'll take a look.
00:18:00.000 --> 00:18:01.440
Tom's good, I can text it to this number?
00:18:01.839 --> 00:18:02.079
Yes, sir.
00:18:02.720 --> 00:18:03.440
Appreciate you.
00:18:04.079 --> 00:18:04.880
All right, thank you.
00:18:05.119 --> 00:18:05.519
Thanks.
00:18:05.680 --> 00:18:06.400
Bye-bye.
00:18:06.960 --> 00:18:08.960
All right, I'm changing the rules here.
00:18:09.359 --> 00:18:11.920
Uh he has my real cell phone number.
00:18:12.079 --> 00:18:12.240
Right.
00:18:12.400 --> 00:18:15.680
If a manager calls, right, I'll give the guy a thousand dollars.
00:18:15.759 --> 00:18:16.000
Okay.
00:18:16.160 --> 00:18:19.519
So a manager should ring and uh uh call me back right now, which probably won't happen.
00:18:19.599 --> 00:18:20.480
I got a fresh lead.
00:18:20.640 --> 00:18:24.000
So if you're watching this in clips, we've done three mystery shop calls.
00:18:24.160 --> 00:18:24.319
Right.
00:18:24.559 --> 00:18:26.480
We went 250 for the first one.
00:18:26.720 --> 00:18:27.200
Wow.
00:18:27.519 --> 00:18:28.240
No appointment.
00:18:28.319 --> 00:18:28.960
Let's double it.
00:18:29.119 --> 00:18:29.680
500.
00:18:29.759 --> 00:18:31.920
Now we just went 1,000.
00:18:32.079 --> 00:18:34.079
Not one manager has called me back.
00:18:34.240 --> 00:18:34.480
That's right.
00:18:34.559 --> 00:18:35.920
I've had zero managers call.
00:18:36.079 --> 00:18:36.240
Right.
00:18:36.559 --> 00:18:38.000
Nobody's used a call guide.
00:18:38.160 --> 00:18:40.000
Everybody went into the computer.
00:18:40.160 --> 00:18:41.359
The computer's not your friend.
00:18:41.759 --> 00:18:44.799
Dealers, this is happening in your store right now.
00:18:45.119 --> 00:18:49.839
Chances are, not I'm painting with a broad brush, but chances are this is happening in your store right now.
00:18:50.000 --> 00:18:55.359
And by the way, you're gonna probably tell your marketing company you're not getting enough leads.
00:18:55.519 --> 00:18:55.839
Okay?
00:18:56.079 --> 00:18:58.319
That's what you think you have a problem with.
00:18:58.559 --> 00:19:13.359
And uh, and we have illustrated this so many times here um with Kyle that it's it's kind of it's kind of nauseating at this point in time because we know we spend to get a customer just to call a dealership, and 95% of the people call before they come in.
00:19:13.519 --> 00:19:14.960
So this is real world.
00:19:15.119 --> 00:19:17.759
Have it be have it done at your dealership, see what happens.
00:19:17.920 --> 00:19:24.480
And uh we'll we'll put all the money on this table right here, and and then some that it's happening at your dealership right now.
00:19:24.640 --> 00:19:28.799
And these poor souls think that they're doing a good job because you've heard them.
00:19:28.880 --> 00:19:30.960
Oh, well, can I help you with a different car?
00:19:31.039 --> 00:19:35.839
And you want me to send you over, you know, some of the models to your text message.
00:19:36.000 --> 00:19:38.960
They still didn't go for the appointment.
00:19:39.119 --> 00:19:48.799
This uh, this guy's a stone cold car buyer on this call, and they're not they're not they're not expanding, they're not doing what they need to be doing early on in the call, right?
00:19:48.960 --> 00:19:49.200
100%.
00:19:49.519 --> 00:19:49.599
Right.
00:19:49.759 --> 00:19:53.200
I was just on stage uh with a big 70-store group last week.
00:19:53.599 --> 00:19:55.920
The week before that, I was on stage at NCM.
00:19:56.000 --> 00:20:03.920
Yeah, and I did my little spiel, and I said, Whoever has a fresh internet lead, come to the stage, yeah, and I'm gonna work it in front of the whole crowd, right?
00:20:04.000 --> 00:20:04.079
Right.
00:20:04.240 --> 00:20:08.000
I could have 200, 300 people in front of me, sure, and I'll say, Let me work it live.
00:20:08.079 --> 00:20:08.240
Yeah.
00:20:08.480 --> 00:20:09.920
Why am I not afraid to work it live?
00:20:10.000 --> 00:20:11.200
Because what do I do every single time?
00:20:11.359 --> 00:20:11.599
That's right.
00:20:11.759 --> 00:20:12.480
Read the call guide.
00:20:12.720 --> 00:20:12.960
That's right.
00:20:13.200 --> 00:20:15.200
With that buildup, I'm waiting for a lead to come in.
00:20:15.359 --> 00:20:15.680
Okay.
00:20:17.119 --> 00:20:19.039
I'm live sending.
00:20:19.200 --> 00:20:34.480
Now even the stores that have been trained and have the call guide or the or dealers that use a call guide, whether it be you know uh dishers or you know, uh others, um, or or Rev Dojo, it's important that they use the call guide.
00:20:34.720 --> 00:20:37.359
They gotta use the call guide, and then my phone should be ringing.
00:20:37.440 --> 00:20:38.240
Who should be calling me right now?
00:20:38.480 --> 00:20:40.480
The managers, if not the salesperson.
00:20:40.880 --> 00:20:45.759
If you're watching this, and I know a lot of people do watch this, have your salespeople fill the call guide out, right?
00:20:46.000 --> 00:20:46.960
Immediately go to the desk.
00:20:47.119 --> 00:20:47.200
Right.
00:20:47.359 --> 00:20:49.200
And it's either, hey, can you confirm this appointment?
00:20:49.279 --> 00:20:51.279
Yep, or it's I didn't get an appointment, can you help me?
00:20:51.519 --> 00:20:51.759
That's right.
00:20:52.160 --> 00:20:52.880
That's right.
00:20:53.119 --> 00:20:53.440
Yep.
00:20:53.599 --> 00:20:55.039
It's just fun to throw it.
00:20:55.359 --> 00:20:57.599
Uh why did my guy take it so long to get me a lead?
00:20:57.759 --> 00:21:01.279
We are throwing around money here, folks, and we want to give it away in the worst way.
00:21:01.359 --> 00:21:07.279
It went from 250 to 500 to$1,000, and all somebody has to do is go for an appointment.
00:21:07.359 --> 00:21:07.519
Right?
00:21:07.759 --> 00:21:09.599
My guy, uh, my guy's waiting for a fresh one, I think.
00:21:09.759 --> 00:21:10.000
All right.
00:21:10.079 --> 00:21:11.119
I can see his little bubbles going.
00:21:11.839 --> 00:21:12.079
There you go.
00:21:12.160 --> 00:21:16.960
In the meantime, here, I'll show you what I brought the other fan for because this is right to you could have this is a gift, by the way.
00:21:17.279 --> 00:21:19.599
What is oh, we're gonna blow the money around.
00:21:20.000 --> 00:21:20.640
Okay, gotcha.
00:21:21.039 --> 00:21:22.240
Gotta clean the desktop here now.
00:21:22.960 --> 00:21:24.000
Too much stuff here.
00:21:26.480 --> 00:21:29.200
Your crew is gonna have fun cleaning the studio.
00:21:30.960 --> 00:21:32.480
Here you go, my gift to you, sir.
00:21:32.640 --> 00:21:33.680
For the hot ATL.
00:21:33.839 --> 00:21:34.559
That's a nice fan.
00:21:34.640 --> 00:21:35.200
Oh, you gotta hold it.
00:21:35.359 --> 00:21:36.240
You gotta like hold it, I think.
00:21:36.400 --> 00:21:37.039
Is it like that?
00:21:37.839 --> 00:21:38.240
Oh, there you go.
00:21:38.799 --> 00:21:39.279
Oh, it's nice.
00:21:40.720 --> 00:21:41.200
There you go.
00:21:41.440 --> 00:21:42.319
All right, here we go.
00:21:42.480 --> 00:21:43.920
Uh, two-day old one.
00:21:44.079 --> 00:21:46.000
They said they've touched all the fresh ones.
00:21:46.319 --> 00:21:50.160
This is a uh 2025 Honda Civic.
00:21:50.559 --> 00:21:52.319
All I know is the lady wants a Civic.
00:21:52.400 --> 00:21:53.839
He didn't tell me the source.
00:21:54.160 --> 00:21:55.920
Uh let's go, let's get it.
00:22:00.160 --> 00:22:02.880
And why am I not afraid to call live on CBT?
00:22:03.680 --> 00:22:05.279
A two-day old leave that they've been working?
00:22:05.359 --> 00:22:05.440
Yeah.
00:22:05.839 --> 00:22:07.200
I just say the same thing every single time.
00:22:07.359 --> 00:22:07.440
Right.
00:22:10.640 --> 00:22:12.480
So I want to sell a car.
00:22:12.960 --> 00:22:14.799
So what do I do?
00:22:15.200 --> 00:22:16.640
I send her a video.
00:22:16.799 --> 00:22:19.200
Something like it won't that a TV studio in the background.
00:22:20.480 --> 00:22:22.400
This is Kyle from the Honda dealership.
00:22:22.480 --> 00:22:23.920
It looks like I got the vehicle you want.
00:22:24.079 --> 00:22:25.680
Give me a call when you get the chance, please.
00:22:25.759 --> 00:22:26.240
I promise.
00:22:26.319 --> 00:22:27.680
It's gonna be well worth your time.
00:22:27.759 --> 00:22:28.319
Thank you.
00:22:29.119 --> 00:22:30.559
Video is the new voicemail.
00:22:30.640 --> 00:22:33.839
Okay, if I don't reach somebody, I just pop them off a video like that.
00:22:33.920 --> 00:22:35.599
And I know it's a little awkward.
00:22:35.759 --> 00:22:37.759
I get a lot of phone calls off of those.
00:22:37.920 --> 00:22:39.200
So let me text her.
00:22:39.440 --> 00:22:40.640
Oh, she's got an iPhone.
00:22:40.960 --> 00:22:41.599
Good.
00:22:42.960 --> 00:22:43.359
Alright.
00:22:43.519 --> 00:22:45.119
Hopefully, my guys will give me one more.
00:22:45.279 --> 00:22:46.400
Jim, I know you got a rap.
00:22:46.480 --> 00:22:47.440
You got a call coming up.
00:22:47.599 --> 00:22:48.400
I appreciate you.
00:22:48.559 --> 00:22:50.960
If I get another uh lead, I'll work it live.
00:22:51.680 --> 00:22:52.559
Give another.
00:22:52.799 --> 00:23:07.440
It really is a shame though, because I it that you you know, in today's way with the way the business is, every deal is so vitally important, you know, and you've got salespeople out there that it's this is strictly a training uh issue, right?
00:23:07.680 --> 00:23:08.880
Strictly a training issue.
00:23:09.039 --> 00:23:13.759
If they're not trained on how to do this and they don't have the script in front of them, then shame on the dealer.
00:23:13.920 --> 00:23:21.759
If in the event that they were trained and they were given a script and they're not using it, well then shame on the manager to make sure that that's happening, right?
00:23:22.000 --> 00:23:27.839
Um because you you've you've got literally hundreds of calls coming into a dealership in a and maybe even a given day.
00:23:27.920 --> 00:23:32.720
I was gonna say in a week, but could be a day, you know, with the if it's a large volume store.
00:23:33.039 --> 00:23:39.599
Just by making that one fundamental change on how that call is handled, it's incredible is how many more cars you could sell.
00:23:39.839 --> 00:23:40.640
Absolutely huge.
00:23:40.720 --> 00:23:40.960
Yeah.
00:23:41.119 --> 00:23:45.200
And uh my friend David Long, whose book, by the way, is sitting on uh he mailed you his book.
00:23:45.279 --> 00:23:46.240
I don't know if you saw it out, right?
00:23:46.400 --> 00:23:47.200
It's some big boot.
00:23:47.440 --> 00:23:48.079
He texts me right now.
00:23:48.160 --> 00:23:50.720
I just have him to see it, he goes, We take a picture with Jim in my book.
00:23:50.880 --> 00:23:52.640
So if you're up for it, yes, we will do it.
00:23:52.799 --> 00:23:56.480
But David Long always says, I'm sure he didn't make it up, you gotta be chief repeating officer.
00:23:56.640 --> 00:23:56.880
That's right.
00:23:57.039 --> 00:23:59.839
So dealers hire me, don't hire me, I'll give you the whole secret right here.
00:23:59.920 --> 00:24:00.240
You ready?
00:24:00.400 --> 00:24:04.640
Yeah, for every single call anybody makes or takes at the dealership, right?
00:24:04.799 --> 00:24:06.160
Make sure they have a call guide.
00:24:06.240 --> 00:24:06.640
Right.
00:24:07.039 --> 00:24:10.240
Internet, inbound call, right, service acquisition.
00:24:10.400 --> 00:24:16.960
If they talk to the customer, especially on these hot ones, put the information in a CRM, and who do they see right afterwards?
00:24:17.519 --> 00:24:17.920
Manager.
00:24:18.079 --> 00:24:18.559
The manager.
00:24:18.880 --> 00:24:30.559
I always ask this, I go, hey, if somebody walked in your front door and they said, Hey, I'm here to buy a uh 22 Corolla, and the salesperson went, No, I'm sorry, and kick the customer out, you'd have chalk.
00:24:30.799 --> 00:24:31.119
That's right.
00:24:31.279 --> 00:24:33.839
There'd be somebody outbodied at the dealership.
00:24:34.079 --> 00:24:35.680
It happens on the phone all day, though.
00:24:35.839 --> 00:24:36.559
All day long.
00:24:36.720 --> 00:24:38.240
Go for 100% reconciliation.
00:24:38.559 --> 00:24:46.319
You let a customer go without TO into a customer, I mean to a sales manager, or at least touching the desk to say what you've got, you know, you'd be you'd be done.
00:24:46.480 --> 00:24:50.240
I've called three people unblocked, not one manager's called me back.
00:24:50.400 --> 00:24:50.559
Yeah.
00:24:50.720 --> 00:24:51.119
Unbelievable.
00:24:51.279 --> 00:24:52.240
Did you got time for one more call?
00:24:52.480 --> 00:24:52.960
Yeah, sure.
00:24:53.119 --> 00:24:53.519
Sweet.
00:24:53.599 --> 00:24:55.759
Uh this is a used Wrangler.
00:24:56.000 --> 00:24:58.400
This is for a dealer in uh Tennessee.
00:24:58.720 --> 00:25:01.759
Looking for a used Wrangler, car gurus.
00:25:01.920 --> 00:25:03.200
And this is somebody that called in?
00:25:03.440 --> 00:25:05.279
These are this is an internet late late, right?
00:25:05.440 --> 00:25:07.440
That our team's been working, but we haven't got them on the phones yet.
00:25:08.000 --> 00:25:09.359
I wish it was an inbound call.
00:25:09.440 --> 00:25:10.000
Those are easier.
00:25:10.079 --> 00:25:10.400
Yeah.
00:25:10.640 --> 00:25:12.640
It's just hard to take those live for timing.
00:25:13.039 --> 00:25:13.519
Sure.
00:25:14.960 --> 00:25:18.880
Matt, you're embarrassing me in front of hundreds of thousands of people who answer the phone, dude.
00:25:20.079 --> 00:25:22.240
Alright, I want to sell this person a car, so what do I do?
00:25:22.480 --> 00:25:24.079
Double call, because I'm out of big chicken.
00:25:24.160 --> 00:25:24.400
Okay.
00:25:24.480 --> 00:25:26.480
And it's harder for me because I have an out-of-town number, too.
00:25:26.720 --> 00:25:27.359
And that's okay to do?
00:25:27.519 --> 00:25:28.079
Double call?
00:25:28.240 --> 00:25:28.400
Yeah.
00:25:28.559 --> 00:25:29.200
Yeah, okay.
00:25:29.599 --> 00:25:32.799
If I'm live in a deal, I'll call up to five times, same customer.
00:25:33.039 --> 00:25:33.200
Okay.
00:25:33.359 --> 00:25:34.720
Just to prove that people never get mad.
00:25:35.039 --> 00:25:35.519
Yeah, yeah.
00:25:35.759 --> 00:25:38.079
I'm literally doing a live right now with this guy.
00:25:38.559 --> 00:25:39.920
22 Wrangler.
00:25:43.440 --> 00:25:44.799
Don't do this to me, man.
00:25:45.200 --> 00:25:46.400
Answer the phone, man.
00:25:47.039 --> 00:25:53.279
So is this, so is this, is this where the video comes comes in to send this individual a video is better?
00:25:53.599 --> 00:25:54.880
Video is the new voicemail.
00:25:55.039 --> 00:25:55.200
Right.
00:25:55.359 --> 00:25:58.799
So I'm gonna send him a video, just ask him for him to call me.
00:25:58.960 --> 00:25:59.200
Okay.
00:25:59.359 --> 00:26:03.359
You get so much more out of that than I'm gonna triple call him because we're live.
00:26:03.440 --> 00:26:03.839
Let's go.
00:26:03.920 --> 00:26:04.720
Come on.
00:26:05.680 --> 00:26:08.960
If you're watching this, we do mystery shops for dealers all over the country.
00:26:09.440 --> 00:26:11.599
Most people don't even call twice in a day.
00:26:11.920 --> 00:26:14.000
We're calling this guy three times in one minute.
00:26:14.160 --> 00:26:14.319
Yeah.
00:26:14.720 --> 00:26:17.440
Because the hardest part, again, is just getting him on the phone.
00:26:17.920 --> 00:26:19.119
Call three times.
00:26:19.279 --> 00:26:20.799
Same customer, three times.
00:26:21.039 --> 00:26:22.240
Don't be scared.
00:26:27.759 --> 00:26:29.039
Hi, I'm Thomas Swan.
00:26:29.279 --> 00:26:31.440
I'm recording this call for the person you're trying to reach.
00:26:31.759 --> 00:26:33.119
Can you say what you're calling about?
00:26:33.440 --> 00:26:35.440
I have the vehicle you're looking for.
00:26:38.160 --> 00:26:39.839
So on the third call, the AI picked up.
00:26:43.680 --> 00:26:44.640
Hey, sorry about that.
00:26:44.720 --> 00:26:46.480
We got a bunch of spam calls or something.
00:26:46.640 --> 00:26:47.359
Oh no, no, no.
00:26:47.440 --> 00:26:47.759
That's alright.
00:26:47.839 --> 00:26:49.119
Yeah, that's kind of what I figured.
00:26:49.200 --> 00:26:51.200
And I was calling you from my out-of-town number too.
00:26:51.359 --> 00:26:52.559
Hey, thanks for taking my call.
00:26:52.640 --> 00:26:53.839
It's Kyle down at rhythm.
00:26:54.480 --> 00:26:54.799
Uh-huh.
00:26:55.039 --> 00:26:55.680
Gotcha, gotcha.
00:26:55.839 --> 00:26:58.799
Yeah, and the reason I was calling you, it looks like we got that Wrangler that you're looking for.
00:26:58.880 --> 00:26:59.519
Nice choice.
00:27:00.079 --> 00:27:00.799
Yeah, yeah.
00:27:01.039 --> 00:27:02.880
So I've been looking around at a couple.
00:27:03.119 --> 00:27:06.079
The Wrangler, um, let me see.
00:27:07.119 --> 00:27:08.880
That was that the plug-in one?
00:27:09.200 --> 00:27:11.200
I believe that one was the plug-in one.
00:27:11.279 --> 00:27:13.359
And I can text you the uh the info too on it.
00:27:13.680 --> 00:27:22.559
Yeah, and I was gonna ask, do you all have like non-plug-in hybrid uh jeeps or we got plug-in, we got non-plug-in gas jeeps, we got a whole ton of stuff.
00:27:22.640 --> 00:27:23.200
Are you are you driving?
00:27:24.880 --> 00:27:25.279
I'll be real.
00:27:25.680 --> 00:27:28.640
I'm not specifically looking for I don't know these very well.
00:27:28.799 --> 00:27:29.279
Do you know these?
00:27:30.079 --> 00:27:31.119
I think they have a straight hybrid.
00:27:32.799 --> 00:27:35.279
I don't even know the product I can call this guy for sure.
00:27:35.359 --> 00:27:40.799
Yeah, what I'll do is I'll uh I'll shoot you over some info and I understand if I was buying a Jeep, that's what I'd want too.
00:27:40.960 --> 00:27:42.559
What uh what are you driving now?
00:27:43.039 --> 00:27:46.400
Uh really car, it's a Honda Insight 2011.
00:27:46.480 --> 00:27:50.240
It doesn't got like uh I mean it's fine.
00:27:50.319 --> 00:27:53.599
Uh mechanics-wise, but it's not electricity or AC.
00:27:53.920 --> 00:27:54.720
Oh no, that's all right.
00:27:54.799 --> 00:27:57.599
The reason I ask, we buy tons of stuff, we'd actually buy that from you.
00:27:57.759 --> 00:27:59.039
What are you planning on doing with it?
00:28:00.079 --> 00:28:04.000
Um well the thing is like I wasn't sure, I was depending on selling it or not.
00:28:04.160 --> 00:28:06.319
It depends on how much I get for it.
00:28:06.480 --> 00:28:08.720
Um I'm hoping to sell it.
00:28:08.799 --> 00:28:15.680
The thing is, like, my title is down in uh right now, so I'd have to get that to sell it, I believe.
00:28:15.920 --> 00:28:23.200
Um, but I'm man, I'm I'm well, like I haven't decided what I'm doing with it, but I am getting a new car and I don't really need it anymore.
00:28:23.440 --> 00:28:24.000
You know what?
00:28:24.160 --> 00:28:28.160
Because we have a whole title department here, and sometimes people don't have their title.
00:28:28.319 --> 00:28:32.960
If you got paperwork saying it's yours or whatever, we could do a uh lost title application.
00:28:33.200 --> 00:28:34.720
Um so yeah, you know what might be best?
00:28:34.799 --> 00:28:36.240
Why don't you come down to the dealership?
00:28:36.400 --> 00:28:41.440
I'll appraise your Honda for you, we'll get it appraised, we'll show you the Jeeps, we'll give you the numbers if it makes sense.
00:28:41.519 --> 00:28:41.839
Awesome.
00:28:41.920 --> 00:28:43.119
If not, uh no big deal.
00:28:43.200 --> 00:28:44.799
I think it'd definitely be worth you coming down though.
00:28:44.960 --> 00:28:45.839
Could you come down like this?
00:28:46.079 --> 00:28:50.720
Yeah, I'd be interested in seeing other vehicles down there too, because I am looking for something.
00:28:50.799 --> 00:28:53.920
And I know y'all had a pretty big selection, so yeah.
00:28:54.240 --> 00:29:02.400
Um but uh I I uh some someone I'm working to five and someone's coming to visit me later, but I can swing by after work tomorrow, probably.
00:29:02.640 --> 00:29:03.279
Uh yeah, sure.
00:29:03.359 --> 00:29:04.640
What time works for you tomorrow?
00:29:05.039 --> 00:29:06.720
Uh so uh anytime.
00:29:07.200 --> 00:29:11.119
Do you know how far y'all are out from 30 minutes?
00:29:11.359 --> 00:29:11.920
I think that's right.
00:29:12.079 --> 00:29:14.960
I'll send you the link in uh 30 minutes is about right, so give or take.
00:29:16.079 --> 00:29:18.079
I could make it anytime after 5.30.
00:29:18.160 --> 00:29:19.599
Um how long are y'all open?
00:29:19.920 --> 00:29:20.799
We'll be here till eight.
00:29:20.880 --> 00:29:23.279
So why don't we do 545, then you don't have to rush if that works.
00:29:23.599 --> 00:29:24.480
545, yeah, yeah.
00:29:24.640 --> 00:29:24.799
Perfect.
00:29:26.480 --> 00:29:30.240
Um, they might give me a ride home.
00:29:30.400 --> 00:29:31.119
Or I don't know.
00:29:31.279 --> 00:29:32.160
Depends on how it goes.
00:29:32.240 --> 00:29:34.400
So maybe uh we'll see, but yeah.
00:29:34.559 --> 00:29:35.359
We'll get it all figured out.
00:29:35.440 --> 00:29:37.200
I'll look forward to seeing you at 5.45 tomorrow.
00:29:37.279 --> 00:29:38.799
We'll get your insight appraised.
00:29:38.880 --> 00:29:40.880
If I was a car, I'd be a 2011 Insight.
00:29:41.119 --> 00:29:41.759
I like those.
00:29:42.640 --> 00:29:46.880
So uh I've been before this I had a Ford Fiesta, so I've always drove.
00:29:47.200 --> 00:29:47.759
You like to party?
00:29:48.400 --> 00:29:48.799
Fiesta?
00:29:49.119 --> 00:29:50.960
Yeah, yeah, you can say that, you can say that.
00:29:51.200 --> 00:29:53.279
Um I guess I'll see you tomorrow.
00:29:53.359 --> 00:29:54.160
What's your name, sir?
00:29:54.319 --> 00:29:54.960
My name is Kyle.
00:29:55.039 --> 00:29:55.839
I'll text you everything.
00:29:55.920 --> 00:29:57.279
I work in the customer relations department.
00:29:57.359 --> 00:30:01.359
I work for all the stores, so I'll shoot you over the info and uh yeah, we'll see you tomorrow.
00:30:01.759 --> 00:30:03.759
Uh yeah, I mean he does that for uh CarMac.
00:30:03.920 --> 00:30:06.160
So yeah, you know what it is then.
00:30:06.799 --> 00:30:07.279
Thank you, sir.
00:30:07.440 --> 00:30:07.839
Bye.
00:30:09.200 --> 00:30:12.400
A couple cheesy jokes I made there just for Instagram, but the guy's fine.
00:30:12.720 --> 00:30:13.279
So let's take a look.
00:30:13.759 --> 00:30:15.119
I called the guy, he didn't answer the phone.
00:30:15.200 --> 00:30:15.599
What did I do?
00:30:15.759 --> 00:30:16.160
Three times.
00:30:16.319 --> 00:30:16.799
Call him again.
00:30:16.880 --> 00:30:17.759
He answered the phone over there.
00:30:17.839 --> 00:30:18.079
Yep.
00:30:18.240 --> 00:30:18.799
Call him again.
00:30:18.960 --> 00:30:21.519
So how was he furious that I triple called?
00:30:21.680 --> 00:30:24.960
No, he was he was apologizing to you that he didn't call, that he didn't pick up.
00:30:25.119 --> 00:30:26.880
And then that robot voice hits a lot.
00:30:26.960 --> 00:30:28.240
How do you break through the robot voice?
00:30:28.319 --> 00:30:29.680
Dealers, this is free training here.
00:30:29.759 --> 00:30:29.839
Right.
00:30:30.000 --> 00:30:31.119
I got the vehicle that you want.
00:30:31.200 --> 00:30:31.359
Right.
00:30:31.519 --> 00:30:32.799
Did I say the dealership I was from?
00:30:32.880 --> 00:30:33.119
Nope.
00:30:33.200 --> 00:30:33.920
I didn't say anything.
00:30:34.240 --> 00:30:39.119
And the reason I didn't say 22 Wrangler is because maybe he doesn't even want the 22 Wrangler now.
00:30:39.279 --> 00:30:39.359
Right.
00:30:39.599 --> 00:30:41.440
The hardest part is just getting them on the phone.
00:30:41.680 --> 00:30:46.559
The other thing, when you said I've got the car you want, if he's been shopping around, you could be any one of those dealerships.
00:30:46.880 --> 00:30:47.440
Any dealerships.
00:30:47.599 --> 00:30:47.920
That's right.
00:30:48.079 --> 00:30:48.480
Right?
00:30:48.799 --> 00:30:51.920
So I literally just read him our call guide.
00:30:52.000 --> 00:30:52.240
Okay.
00:30:52.400 --> 00:30:54.079
Dealers, you could have these call guides for free.
00:30:54.160 --> 00:30:55.680
Reach out, Kyle at Rev Dojo.
00:30:55.839 --> 00:30:56.400
There you go, gotcha.
00:30:56.559 --> 00:30:58.559
And uh we can't make it any easier for you.
00:30:58.880 --> 00:30:59.920
The calls look fake.
00:31:00.000 --> 00:31:00.160
Yeah.
00:31:00.240 --> 00:31:01.200
Doesn't that almost look fake?
00:31:01.359 --> 00:31:02.720
It almost looked fake, but it wasn't.
00:31:02.799 --> 00:31:04.319
I I've been on a lot of calls.
00:31:04.400 --> 00:31:05.039
That was a real deal.
00:31:05.200 --> 00:31:06.960
And let me uh let me tell you a story before we wrap.
00:31:07.039 --> 00:31:09.839
I was at uh Cooper, by the way, a fan of yours, Joe Cooper.
00:31:10.000 --> 00:31:11.519
Okay, and we were doing live calls.
00:31:11.680 --> 00:31:14.559
They got 15 stores or whatever in Oklahoma.
00:31:14.799 --> 00:31:21.599
I did a live call, I hung up the phone, and somebody in the audience goes, That guy's not showing up.
00:31:21.680 --> 00:31:23.119
That doesn't even sound real.
00:31:23.519 --> 00:31:27.039
When you read the call guide, they sound so easy.
00:31:27.119 --> 00:31:27.359
Right.
00:31:27.519 --> 00:31:30.400
And and with this guy here, all you got to do is invite him in.
00:31:30.480 --> 00:31:31.839
Did anybody invite me into the dealership?
00:31:32.160 --> 00:31:32.319
No.
00:31:32.480 --> 00:31:32.640
No.
00:31:32.799 --> 00:31:33.119
Nope.
00:31:33.279 --> 00:31:35.279
And a lot of times it's in the trade.
00:31:35.440 --> 00:31:37.759
If you get the trade involved, you triple your closure.
00:31:38.079 --> 00:31:38.240
That's right.
00:31:38.480 --> 00:31:39.200
I'm all fired up now.
00:31:39.440 --> 00:31:39.680
Oh, yeah.
00:31:39.920 --> 00:31:40.160
That's right.
00:31:40.319 --> 00:31:40.880
You're ready for the closet.
00:31:41.039 --> 00:31:41.200
Let's go.
00:31:41.279 --> 00:31:42.559
That's the store we do the BDC for.
00:31:42.960 --> 00:31:44.000
Ready for 10 more calls.
00:31:44.240 --> 00:31:44.559
Wow.
00:31:45.039 --> 00:31:46.720
I wish I had more time to do more calls.
00:31:46.880 --> 00:31:47.519
This has been great.
00:31:47.680 --> 00:31:49.200
Well, sounds like I'm coming back.
00:31:49.359 --> 00:31:50.160
Was that another invite?
00:31:50.400 --> 00:31:51.200
Yes, absolutely.
00:31:51.440 --> 00:31:52.960
Dealers, you've seen this before.
00:31:53.039 --> 00:31:55.680
You know, I don't know if you see all this money on the floor right now.
00:31:55.839 --> 00:32:02.799
But this guy keeps trying to give money away for as simple as a salesperson setting an appointment and getting them in.
00:32:02.960 --> 00:32:07.599
And he hasn't given away any money yet out of all the times you've been in, which is amazing.
00:32:07.839 --> 00:32:09.680
And uh our production crew likes it.
00:32:09.839 --> 00:32:15.359
But but nevertheless, this is how easy this business can be if you just stick to the basics.
00:32:15.519 --> 00:32:18.319
This is the block and tackle of our industry right here, you know.
00:32:18.480 --> 00:32:20.640
So uh call guide is available to you.
00:32:20.720 --> 00:32:24.400
You know, all we can do at CBT News is continue to bring you the solutions.
00:32:24.480 --> 00:32:25.920
The rest is up to you.
00:32:26.240 --> 00:32:29.039
Kyle Disher with Rev Dojo, thank you so much for coming in.
00:32:29.359 --> 00:32:29.599
Thank you.
00:32:29.680 --> 00:32:31.680
Can I tell you what I can tell everyone what I do if they don't know?
00:32:31.839 --> 00:32:32.160
Absolutely.
00:32:32.400 --> 00:32:35.839
We do a sales training, we do the training for hundreds of dealers across the United States.
00:32:35.920 --> 00:32:36.160
Yep.
00:32:36.319 --> 00:32:38.559
We do mystery shopping for thousands of dealers.
00:32:38.720 --> 00:32:38.960
Okay.
00:32:39.119 --> 00:32:40.640
We have a full mystery shop team.
00:32:40.720 --> 00:32:43.680
If we send a report every single week for you to review, nice.
00:32:43.920 --> 00:32:47.200
All you got to do is review the calls and the emails, and you'll improve.
00:32:47.359 --> 00:32:48.400
Hire us for training, don't.
00:32:48.640 --> 00:32:50.160
If you just want to mystery shop, reach out.
00:32:50.240 --> 00:32:50.319
Yeah.
00:32:50.480 --> 00:32:52.240
We do the BDC for a bunch of stores.
00:32:52.319 --> 00:32:52.799
That's great.
00:32:52.960 --> 00:32:57.039
Uh we do the hiring for about a hundred-ish stores at any given time.
00:32:57.200 --> 00:32:59.359
We hire for techs, salespeople, everything.
00:32:59.680 --> 00:32:59.839
Jeez.
00:33:00.240 --> 00:33:01.599
The one-stop shop for a dealer.
00:33:01.839 --> 00:33:06.480
We're Vince Solutions, uh, e-lead and drive centrix calendar tool as well.
00:33:06.799 --> 00:33:06.960
Okay.
00:33:07.119 --> 00:33:14.400
If you put an appointment in any of those CRMs, it integrates with our calendar tool, and a real calendar invite goes to the customer.
00:33:14.559 --> 00:33:14.799
Nice.
00:33:14.880 --> 00:33:17.119
And we see about a five to 15% show increase.
00:33:17.279 --> 00:33:17.440
Okay.
00:33:17.599 --> 00:33:19.599
It's crazy the CRMs don't do calendar invites.
00:33:19.680 --> 00:33:19.759
Yeah.
00:33:19.920 --> 00:33:20.400
They do now.
00:33:20.480 --> 00:33:25.440
So our calendar tool, and then the thing I'm most excited about Pixel Motors.
00:33:25.519 --> 00:33:27.039
We have a video game coming out.
00:33:27.200 --> 00:33:30.319
Uh, Xbox, PlayStation, iOS, and Android.
00:33:30.400 --> 00:33:32.079
The video game is supposed to be out in a month.
00:33:32.240 --> 00:33:34.960
You customize a character, you go out and you sell cars.
00:33:35.200 --> 00:33:35.680
That's great.
00:33:36.079 --> 00:33:36.799
You gotta bring that on here.
00:33:37.200 --> 00:33:37.680
Do a lot of stuff.
00:33:37.839 --> 00:33:39.680
You gotta bring that on CPT News and show us that.
00:33:39.920 --> 00:33:40.240
I'm in.
00:33:40.319 --> 00:33:40.880
That's fantastic.
00:33:41.039 --> 00:33:41.440
Dealers.
00:33:41.920 --> 00:33:42.160
Dealers.
00:33:42.400 --> 00:33:51.519
I how many more of these shows do we need to do like this before it resonates with you that there's you're losing money every single day with almost every single call?
00:33:51.680 --> 00:34:04.240
And uh I would take him up immediately on his offer uh to shop your dealership because that can be a real eye-opener, you know, and it's not the answer, isn't always spend more money on more leads.
00:34:04.400 --> 00:34:07.680
Oh, boss, the leads that we're getting from a marketing company suck.
00:34:07.759 --> 00:34:10.079
You've heard it all from your managers and what have you.
00:34:10.239 --> 00:34:12.559
That's not necessarily the case, and you can see it.
00:34:12.719 --> 00:34:15.199
Maybe your people uh need that training.
00:34:15.360 --> 00:34:16.800
So, Kyle, thank you so much.
00:34:17.039 --> 00:34:17.280
Thank you.
00:34:17.360 --> 00:34:17.840
I appreciate it.
00:34:17.920 --> 00:34:18.800
And my phone never rang.
00:34:18.880 --> 00:34:20.000
Sales manager never called me.
00:34:20.159 --> 00:34:23.360
Still never called so we uh still never call$1,000 is uh gone.
00:34:23.679 --> 00:34:24.159
There you go.
00:34:24.239 --> 00:34:24.880
Unbelievable.
00:34:24.960 --> 00:34:25.199
Thanks.
00:34:25.360 --> 00:34:25.760
Thank you, Jim.
00:34:25.840 --> 00:34:26.400
I appreciate you.
00:34:26.559 --> 00:34:27.360
Thanks.
00:34:28.400 --> 00:34:32.639
Thanks for watching Inside Automotive with Jim Fitzpatrick.