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uh you know to give a little bit of background for anyone that's like wanting to watch this interview like tell them a little bit about like your journey so far in the car business um like how long have you been selling cars um and talk about like um where like talk about where you're at like right now five years ago like in the car business um I didn't have any experience before that um I came from Venezuela that is a like a very bad country right now to live and when I arrived here I I just grow in like in the car business and the first opportunity I have it was Delta I'm selling cars for Toyota um right now I'm just trying to catch all the Latin community and World experience that I have with the Sydney um with you it was incredible um helpful for me because it was the way that I can definitely just put in order a couple things that I didn't know I was a very uh successful guy before because I used to sell well I'm still selling a lot of cars like every month but after mid um Sydney and you I have more organization in my life and and the things that I'm doing uh basing high level um based in the way that I the ads are running and everything is completely like a different sensation uh obviously um this is like my personal opinion about this uh everybody has a different way to work uh the help that Sydney and you are are given uh in my way I just have my own experience and I think is is amazing just create your own way to to work on your own way to to just grab the deals and just close that Lids because the thing is I'm getting so much leads but sometimes I don't have like the right attention to high level for example but I have so much interaction in Facebook it was insane um the way that the Facebook ads are running they're incredible and I have like a team that also used to work with me that they helped me to do the calls definitely the way that the ads are running right now it's is very very interesting I have so much high volume and I'm so happy and so thankful that these things happen to me I was expecting try to sell 60 cars per month because I used to be a stock in 50 cars I know it sounds like a crazy number but is when I'm used to start for more than two years and right now uh it was the first month in my life that I hit 60 well actually it's 59 because believe it or not the last deal just blow because uh the guy didn't have like the insurance but it wasn't my fault and I think I feel like I'm I won a nice because yeah yeah that blow blowing the in the way that I think it wasn't my fault it was a close deal and everything and then just look uh because Insurance problem because the guy was 18 years old kid and he's in New York and and was so expensive insurance but the thing about this is I definitely just put myself in a different situation and I bump myself 10 cars more more than that um I was able to like well Sydney helped me a lot and he import all my data I don't know if other salespersons do this but every time that I sell a car I have like an ex associate like Excel document that I just put like the phone number and everything and just like I saved that lead for myself well with Sydney I just gave it to him that text like the the file and he imported everything to me through high level and that helped me to have like pretty much everything that I need and my contacts and everything hiding my personal cell phone and everything but just with that tool he wasn't saying because I think like I definitely need more organization in my life and the way that that I'm doing this right now based in what I learned from him um well in the first conversation that I have with you and all the tools that this is an insane insane program and I think like it's something that you guys need to to see the results and type to believe that because sometimes you see like TJ talking in the Instagram and sometimes you see you're like thinking about it and just like text him or if this is real or it's not real and seriously this is [ __ ] real this is something that you guys need to believe it's it's insane the way that this work um you guys really know how to do the ads and that's everything in this market yeah I love that man that's that's awesome so yeah I remember like talking about your experience like before we started working together you told me that you were stuck um around like that 40 to 50 cars a month range for a while right which was you're doing pretty solid numbers for you know before you even hopped into the program but you know how was that experience like for you because you said you were stuck there for a couple years how did you feel being stuck at 40 to 50 uh cars I think I think like uh the main thing to being stuck over there was like you don't have like the right organization and more than that if you don't have a tool or you don't know that you can use some tools that exist you're gonna be a stock because the problem is as a human being you cannot the most important thing in the dealership is just have the organization to do your own schedule like per day and if you have for example the ability to sell three to four cars per day but you have at the same time that three people just showing up that's horrible because you don't gonna you don't gonna have the the same attention in these people to the other one and you're like jumping between one to the other and you are not wasting the right time with the people and what happened most of the time is you're probably gonna be an amazing salesperson but if you are overwhelming or you are so stressed and you have a lot going on and you have like five or six people in the showroom you cannot control that and the main thing is just be the owner of your own schedule and what you are offering me and what Sydney offered to me is have a tool to just also like organize myself better in the appointments and to see like also I don't even need to to answer big because I have like a robot that answer and say hey there is like an hour from your appointment there's something this is insane it's insane because what I'm looking for is there's so much things that you don't need to do if you use write the tools right and the technology is everything and well it's about that I was a stalker more than that it's not more about to be in stock it's more about the week so is stressful because I can sell 50 cars and I can still feel that I am so happy selling 50 cars and I can sell 50 and continue 750 and that's amazing number or 45 or 48 everything more than 30 it's an amazing number but the thing is how stressful is going to be to you to sell for 30 to 40 or to 50 cars I'm thinking right now that I can sell 50 cars with the 50 of less stress that I used to have when I sell in 50 cars three months ago you know and that's uh that's the way that's the technology and that's what you need to learn um I definitely just trying to understand better like the the range or the time about the ads because I definitely gonna be like like trying to find a new um ways to obviously grab more leads and that's about like the time promotional you're posting or like the feedback that you get from the people uh well Sydney and me just realized that definitely um there is communities for everything I am a Latin person I need to understand that I don't have like a very fluid English and I'm learning I just have a few years in this country and I think like I my target is the learning community and I cannot lie to that like I definitely gonna do a Spanish uh ads because I'm selling like the 90 of my cars to Latin people and definitely when Sydney and me just understood that and we just switched the way that we used to do it in in that and just post like um Spanish ad that was insane the jump between that and that and that's it it's just like try to find the right tools trying to identify your target um definitely this is this is a a great tool yeah I think like when you start getting into like these big numbers right where you're selling like 50 60 cars a month it's a lot more about like organizing your business right because you're running into a lot of different problems as you continue to scale right and so it sounds like the organization of your appointments and the systems and processes we put in place makes things a lot more organized for you to just come in bang out a ton of sales right and not have to worry about you know feeling like a chicken with your head cut off per se right uh yes and I and I love that and also I think a really big thing when it comes to marketing that you know um we've done exceptionally well for for you and being able to Niche down and be like hey I serve this specific group of people right and have your messaging be very much targeted towards Latin the Latin community in your area makes you way different than every other car sales professional out there right period and I feel like now that we've identified this Niche for you right now it's just scaling up your ads right to the point where you're actually able to continue to get more traffic in now that you have all these systems and processes in place so that's absolutely beautiful right um so before right um you're talking about you were stuck at you know that 40 to 50 range and last month you made uh you sold 60 cars how much how much was that difference how much did you make in your UH 60 car month as opposed to what you were making before um yeah it's a it's a it's a jump I think um definitely well if you guys like whatever person who works in the car business know that depends of the payment plan then the dealer offer you're gonna um be successful and make a lot of money I'm thinking like um an average per car if it's like a thousand bucks or 1200 bucks if you're talking like 10 cars more you're gonna make at least 12 000 books more um that's a lot of money uh I also know that there's a few customers that you definitely don't gonna make money but it's a balance because for example you are trying to help a person um we have a difficult LTV uh we have a super bank that gives you the opportunity to just put you in a car and then you don't have him jump running more than the I don't know let's talk about Aji we have a g world you are making 300 bucks like out of the door from the car um but in the next one you make two commas that is two thousand bucks that's insane the thing is is volume because if you sell two cars or you sell five cars the more than you sell the more than you're gonna make sometimes you're gonna make like obviously uh 12 000 bucks in in 10 cars but sometimes you can make seven thousand bucks in three cars and you're gonna be like what the [ __ ] it's just more about the the wave in the market um and also the other things to be successful is the way that you present the numbers the way that you hold one point or two points the way that you present your Foursquare and the way that you also are trying to get the more thrown in um and also there is so much dealerships that also give you more tools in the back end like for example I give you 50 dollars if you sell Gap I give you a hundred dollars if you sell a VSA or whatever you want to sell about that but more than that the thing is is just try to to hold the more money that you can I definitely think that sell 10 cars more is an incredible money I showed to Sydney uh patient that like I don't I don't like like to show that because I I'm not like uh I don't like like showing off on that thing yeah because I I think like I like to have like my I don't know it's the way that I am no but I think like for a week just to give you an idea and I don't want to talk about that because I don't like it but I'm gonna mention to you it was like uh 13 000 bucks in a week and it was like that that that's a lot of money selling cars yeah that's like crazy yeah it's crazy I'm talking right now I'm pacing like well this month was incredible but but the thing is um that there's a lot of money in the car industry um there are ups and downs um right now with the vehicle shortage people think and have like so much problems because they think that oh my gosh we don't have car to sell we don't that's [ __ ] because if you don't have car to sales you're gonna pay more money because the vehicle shortage is just giving you opportunity to just do a market value and so much cars have fun at random right now like the hybrid cars like there's no way that in this market you're not gonna make money it's just if you bring the people and the people just ask for you at the front door and you sold the car you definitely you have 90 of possibilities to make a lot of money in that cell it's it's just the way that is the market right now is insane I think like I know a few uh sell persons that work with me that they're like a 20 car guys telecar guys um and they make like a lot of money per week and and it's just because because of that like for example you you are pacing like 300 bucks per car but right now you're paying 700 bucks in the same car because you have an addendum and and the dealership is not gonna let you sell MSRP if you just have to for example right now we are the only dealership in North Atlantic United States region that we have for maurizo the moriso is uh we have 200 cars in the whole United States they're like a Toyota Corolla gr maurizo it's a three cylinder car with like a more than 300 horsepower and we are the only leadership that have that car like just have to advance just to give you an idea and I'm not kidding and what I'm gonna tell you let's have 20 000 over the sticker markup in that car you can imagine you can imagine twenty thousand dollars over a sticker 25 of the front ends you're talking about that seven thousand commission [ __ ] in one car if you sell that [ __ ] on a Toyota man that's crazy 20 candles yes wow yeah it's a it's a ton of Market obviously because well it's a very weird car now it's more like an electric car because nobody is gonna pay like 70 grand for a Corolla but there's people outside that pay 70 grand for a girl uh well it's a I know it's a Japanese girl and it's not normal car but [ __ ] it's 17 grams for a gorilla the thing is that the MSRP of the car is 56 just to give you an idea like to be twenty thousand thirty thousand over the sticker in the car and and just have a bank to allow you to do that LTV in the car is [ __ ] insane right that's awesome so in in the month of July when you sold 60 cars like where did you end at um like in terms of the commission that you got to bring home um after the the taxes I think I made like 45 Grand that's beautiful and like before taxes like where would you say you're at uh well do you know that here I don't know in the other states but here we paid like uh 33 or something crazy I think I made like 60 something so you made 60 Grand okay that's awesome yeah because I wanna I wanna hear people like get inspired by that because again you're the top one percent of this industry right because where we're heading to you're gonna get like the top top I wouldn't be surprised if you're the number one uh Toyota sales reps in the entire country right um yeah that's that's beautiful you know I I love that for you you know um and I guess like I'm not that guy there is more people I I knew people that is better than me I have to intern at least and I can send you that because uh Yesterday by the way my boss and me were talking about the Toyota Stars about the the rankings in salespersons um in North Atlantic I'm the number two in in PA and the number one but in in North Atlantic and the number two there is a guy that uh his name is Muhammad he's the number one in in the whole region he's a 90 cars per month or something like that he's a he's a that guy's insane and he's uh from Egypt it's an Arabic guy well he's he's insane and and there's another guy who worked for a company in it's a Italian guy that works for Honda and he's like facing almost 100 cars per month and he's also like I think he's in New York or something but the thing is that there's a lot of people that seriously are like facing huge numbers like 50 D60 70 cars um and it's all about social media is is incredible but but that's the thing that's the difference right like being online and actually being able to get your face out there because now you're making big waves in your community because not because I want I want people to understand that like it's not just about like getting leads immediately but it's about branding yourself and being able to like Target a specific market and compound an audience over time where people just come into you and just like hey Danny like can I get this this and this because they know like and trust you based off of the way that you targeted your message the way that you do your ad so on and so forth that people just come into you and they're they're ready to buy right um it's really big so also um I'm just curious like just so you could share like where you're at like what made you get over the fence and like be like okay I want to work with TJ this team uh to really take that next step where were you at at that point that made you feel like you were ready I gonna tell you the story because it's a funny one I walk in in a lake and I I think you remember that I remember that that was the day that I I talked to you for a first time and I was in a lake and I was so so frustrated because I'm as an immigrant I if people think that because I make a lot of money I have a lot of money and and yes I have a few things that that they're really nice but I also have so much responsibilities because I am an only child and I pay for my parents for my wife parents and I have so much going on and I have a lot of things to pay and it's not like the people think but well thanks God I have a a very good salary but the thing is I was like wow I need to find something to to make more money and I was like just doing my Instagram and hey I think I show I saw you like at least 15 times and I was always like hearing what you say and you're doing your speech about like hey just believe in this believe in that because I I really really you grab my attention in the way that you talk and I was like wow I I think this is the right guy like this probably could be real you know because I I didn't have any idea to do the Facebook ads in the way that you do it and I say when we talked for the first time uh it was so funny because I was at the lake and I say to Kayla there is my wife like I just want to go to the car and I'm gonna talk to a guy that probably is gonna offer me something and if it's like her life or something like that it's gonna be paying a lot of money and we're gonna be [ __ ] again because everybody just [ __ ] us because I believe in people and oh my gosh I hope that this guy is real and I was like I'm gonna just put the video on a surprise okay oh my [ __ ] girl they're gonna I'm gonna pay to this guy I don't know it's gonna work or no and it's crazy because I remember that the same day I pay you and my wife was like so mad with me and she was like what the [ __ ] why you didn't discuss this with me and just tell me if you want to do it or no and okay no this guy is real it is gonna work right and it works and I'm not kidding it works it was uh I 100 just thankful to to met you that day and to talk to you and after that you pass the ball to a guy that he is incred is an incredible human being and is an amazing Persona I think and that's the reason that that the guy is in your team because he's it's an incredible human being and he he really knows what he's doing uh we start to set up everything right away like two days after that something um and it was I was so effective because it wasn't working and I was like um at the beginning the first month it was like we didn't have like the right things and I think um we were like waiting to something happen and and then I just told to him like Hey I'm Sydney and if we do this in Spanish and Sydney just told me yeah let's do this in Spanish just try it and I was like walking um and the dealership and I just record myself with a with a phone and I say okay I'm gonna do a uh like a selfie video and I'm gonna just walk around and say that hey I'm gonna do this I got that and bro that video was insane because people started to talk to message me in the messenger and it was like like working and started working and then I fusioned that with my old market and it was insane I think like definitely I well I sent to to you I don't know if you see it but I sent to the the Discord group I sent a picture between a lady that her name is Giselle she drove from Camden New Jersey that is like a two hours and a half drive to Simi and she bought a card from me and it was an a smooth experience was insane she was a 5 30 very very bad credit she was able to trade her car she was so happy and I took a picture with her in the in my desk and I send it to you on to Sydney through this car because I sold two cars this Saturday the past Saturday yep um and she drove from Camden bro she drove from Camden New Jersey and it was a very very nice experience and it was crazy because I say hey G um How do you you found me and she told me no through Facebook and I say like like how and she told me no well there was a video that you were like walking uh like a selfie video and and I text you and I go wow that's the video that works that was a very very nice cell I I just made that I made a friend with her she's amazing person too um that's it I think I'm very excited I'm happy that the things like that happened to me um when a person just drove like two hours to to meet you and you do a a good service to that person is he's insane I think like the to have a nice feedback and nice feedback with the people it's it's the best um yeah I'm I'm very very happy with that but yeah I sent a picture to you and to and to see it need to I love that yeah that's beautiful man and I think again like now that you dialed in your messaging and got very specific on who it is that you serve and like that's what like makes people like click with you because like that lady she drove all the way from Canada right but the reason why is because she resonated so much with your message and was like oh wow like this guy can help me right this is my person I want to do business with him because he you know um the way that you speak right and that you're speaking he didn't talk to me she didn't talk to me that's crazy she put the appointment through through high level with the tool that you gave me she didn't talk to me because she put the appointment like on a Friday yep um and we didn't discussed anything and she came to the store and she drove the two hours because they had I think that's a very good example of something that is actually real because you like I didn't touch him base with her before I didn't prepare her before like the tool gave everything because the the two lasts the right questions and she told me okay let's go over there and see what happened and that's it and then she was in front of me in a Saturday and I said okay let's go let's [ __ ] do this and she bought the car the the good thing about this is definitely like the only barrier that you have is not the language it's not the is you and your [ __ ] mind if you really don't believe and you can do the things most people think that when they spend money in advertising they are just sending money to the trash and no like you are investing in yourself in your in your in your business because you need to see yourself as a business like I also pronounce my name oh I'm Danny Toyota I'm Danny Toyota I'm Danny Toyota and that's it for everybody because that's what I'm trying to show to the other people that I'm like a brand um and definitely well I believe in that and more than that I have five people working with me I have a personal assistant that work in the showroom for me but all of that is because I'm believing that I'm more than the regular person and that's what I'm trying to to do it to be successful it's just about that like definitely if you believe that if you are spending money and that money is gonna money expanded bring you more money because this is it is it true is it true you spend money and you're gonna make more money the more than you spend the more that you make I love that so much that's exactly it man a lot of a lot of um I think that's beautiful because like when I talk to you Danny I already knew that you were the right person we're looking for because you didn't have that issue where you didn't see yourself as a business owner you already came in here like guns blazing I'm a business owner I'm ready to invest into myself I'm ready to invest into my own marketing and really grow and scale this whole thing up and take it to that next level where you know a lot of people are afraid to invest and I think that's a really big false belief where people think you have to spend like tens of thousands of dollars on ads or like you know really do something complicated to really get to that next level but all we did was put together you know uh you had a solid ad targeted to a specific person we gave you a system to organize your business right and people are just showing up and buying cars right it wasn't anything crazy right it's nothing it's not super super complicated it's not crazy but you know it's really effective though right in terms of being able to put that system in place because now you have that peace of mind where you know things are more organized I remember you telling me about that right like just how important organization was like and for your growth right so I think that's beautiful man uh it's definitely a big part that I'm glad that you're sharing with other people because like a lot of people don't think like that people think that it's tough or difficult to be in contact with somebody like you and I gonna I'm gonna tell you the truth about this because um I was talking with a few salespersons in my in my showroom and they were like oh you talk to that guy and makeup yes and he's she's it's like a you are like a kind of influencer you know like I said I can know he's a normal guy you can just text him and he's definitely gonna help you that's his business that's what you do and he definitely gonna help you to to try to be successful too that's what he what he do but it's crazy because people sometimes um see yourselves TJ like like somebody who who is like a wow that guy is I don't know or or they refuse to text you or something because they don't know like like how to talk to you at the beginning and and I think like no like there's a lot of people outside that that they're watching your videos and watching your reels and and I know that because my sales manager just told me oh that's the guy that do the reals about that you can definitely make more money selling cars again yes because there's a lot of people outside that trying to do the same that you are doing I don't know because my only experience is with you uh in that way but definitely I I never gonna regret like what I did I think is a it was a very nice move and I'm happy and I'm very thankful that that I met you and that's it that's beautiful yeah I I really appreciate that man like it's it's an honor to do business with somebody like you and you know like with you being the way that you are I think being able to attribute to you know your your goals in your journey and what you were telling me about like how you're trying to get somewhere that's the really big thing that like pulls me and that's why I'm so happy to be able to help you and uh that's why I know like me and my team Sydney as well like we'll do anything in order to help you get to your goals and it's just beautiful when you see that transformation of you know you're stuck for so long to like over two years to now like being able to make leaps and strides in just months right um so I'm really happy to have done you know business with you and I'm really excited for you know what's next right so I guess that's the question yeah yeah I have a I have a question like because what I asked to Sydney and I I asked okay and we just completed three months we pay the money that we need to pay I know that the ads are running like what what I what I gonna do now and because I was like asking him like now you guys are gonna leave me and you're gonna be like oh my God I I was like what the [ __ ] is gonna happen now and I was asking him like okay well I need to talk to to TJ um um and I say okay well I gonna talk to him too and and ask like uh what I can do definitely I like the way that they're running I like the way that if I still have the opportunity to to like record myself again just doing a lot of things and just try to just do different videos too but I don't know um yeah I definitely don't know how it works because we never talked about that before um we talk about like what was the game plan at the beginning and just pay the money that we pay in the three parts that I paid already and then I was like okay what I'm gonna do next right now if you ask me personally what I want from you guys is um he's just continue running the ads and I wanna like like to see like how it works that um money wise to me um because obviously I don't know if that's like a that's gonna cost me something per month or something because I I know that definitely I have already like the PayPal like attached to the running ads and I think like TJ TJ no sorry Sydney's like like renewing my ads and like once a week or something but I don't know like how it's gonna work now if we just gonna that like that's a normal question I really don't know what to do yeah of course I guess my question is like uh in this regard right now that we've gotten to 60 cars a month like where do you want to take this like what is that next vision for yourself look like so I can have an idea of what what that really looks like moving forward wow I don't I seriously don't I seriously don't know I I think um the main theme for me is you should try to to be selling more cars I think like if you ask me like I I definitely gonna see myself like selling more I think like basing the opportunity that I have to to to do the 60 for one month and think like definitely a human being can do 70 can 280 it's just the way that because I still have days that I just saw one car or two cars and I think like if I like convert a days in uh four four or five days or four or five units per day I definitely gonna sell a lot a lot more cars um I think it's something that is going to be continue growing because right now um I just want to try to make a balance between what you guys are like bringing to me that is growing and what I still have it that is my referral program that obviously there's people that is just coming to me because the the cycle what I'm thinking if is I continue growing my my new uh customers from ads um from Facebook I definitely gonna put myself in a in another level um I don't know like if you ask me I'm gonna sell 70 yeah why not because I'm still trying to I want to go for number one yeah we couldn't bump up another 30 because how I see it right um at least at this point Daniel is like okay we've kind of fixed like your traffic problem and we've kind of helped you organize your back end right where like your fulfillment and being able to like organize everything the next steps from here is again we're gonna scale up your ads right we're going to help you scale up more social media make more content so that you can actually be able to Brand yourself more and continue to build that relationship with that Niche right and then from there you know it's actually allowing you to hire the right people I know you have some people on your team right now but I think the next steps are just to really organize everything that's taking up time that's not income producing and then offloading that onto your team so that they can actually be able to help you out with whether that's uh you know detailing the cars pulling up the right cars you know organizing your booked appointments right following up with all your leads everything that you need to do that takes away time from just you running numbers with people and you know presenting the pencil then we'll we'll start delegating even more of that so all you're doing is just again uh dialing in the appointments to then just have you know your cars just being sent out so we can organize that in a on a higher level right um but again it's now the the first the first step that we're gonna have to do is scale up your your your ad spend and scale up your your marketing here right so that we can get that flow in right that's going to be number one um and then as you know things start to break on the back end again then we'll see who we'll have to bring in or what we'll have to offload onto your team so that we can actually continue to make more sales right um so yeah I mean I think that's the biggest thing that I see for you personally like I know that's the next few steps for you because we just scratched the surface like I I like that's how I see it like I know we're talking here like we've made we made uh progress but I feel like we're just getting warmed up is that strong promise if you see buddy is it sounds incredible for both but it's a short progress I think we can we can just do something uh like incredible higher than that 100 yeah um yeah I think that's definitely something that now that you're at this point you me and Sydney are gonna like work extremely closely on like what that next few steps look like um just to walk you through exactly what we've been doing or I've been spending a lot of time doing is I've been reworking a lot of some of the material um in the program and so we're going to add on to uh what you're currently doing and make it even better right um so yeah that's that's really what I'm excited for and I think you know again what's next for you is you know declaring wherever you want to get to and you know we'll be there to really like help you along the way and really help you build your business right okay so yeah I'm super happy about that but you know uh that's awesome dude like um I'm really looking forward to continuing to help you scale but I guess to wrap up like the interview at least um you and I can speak a little bit after this as well but you know what would you say to somebody that's like you know looking in from the outside what would you give advice for for somebody that's like maybe thinking about doing this and actually wanting to invest into themselves but they just don't know what to do um guys I think the best advice that I can give it to you is just do it guys believe in yourself believe in TJ believe in the program and more than that is is if you want to make money you need to spend money and this is the way to do it that's it that's awesome I love that okay awesome dude all right yeah I'm gonna wrap this up real quick I'm gonna pause the uh the recording and then you and I can just chat