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[Music] [Music] hey welcome to ask a pro every week we bring you somebody that's a professional and expert a guru and I know you need more than a guru you need real strategies and techniques I have date and more today with me he works with a company called Ben's solutions if you're in the automotive industry you know vent solutions because they are the leader of crms and providing car dealerships and if you're not in a car dealership this has something to do with you as well so trust me so VIN solutions provides they're the leader in providing CRM solutions and support for car dealers 44,000 car dealers cracks they are involved dance involved he lives in Sacramento he came down here just to do this and 4,000 stores you must touch what how many how many emails a day do you touch you know on a monthly basis we're out going out of our system a few million yeah you know a few million emails a day now what does that have to do with you okay so the comm stands for what Dan great to have you yeah hey thanks for having me really appreciate what does it mean so if somebody doesn't know what it is I think people have it and don't even know what it actually makes right yeah no most people use it in some way or case it's a customer relationship management system customer relationship okay so what does that mean so ideally it's a piece of software and you know we think of software and it's like okay it's something I go in I log in and I get into it but when you think about what a CRM really is is it's your relationship between you and the customer after you've spent all this time marketing to them and all this money realistically right they once you know so let me just back it up for them to catch up with what me and you or me because this guy's a genius so what he'll do is he'll get a little ahead of you he does me he gets ahead of me and I'm like whoa so you ran an ad somewhere right TV radio Google something happened yeah let's simplify I'll just give you a matter-of-fact so let's say you know you're doing Conquest advertising on Google so you run you know a Toyota Camry you sell Toyota Camrys yeah or TVs or you know whatever TV could be Samsung TVs or mattresses man we could keep going it's in lists right any type of conquest right and you spend top dollar in Google to compete against these other other types of you know forms of Adwords and when you think about what you're trying to do in segments it gets expensive so if your messaging is working but then the rest of the experience falls apart you're just burning money yeah so let's take that so now I've got you know I have Brand X and I'm competing against brand Y they click on that ad in Google they now come to my website because everybody has a website yeah we're there we're there finally right yeah and so they go the website well most people ain't I'm on the homepage well okay well I'm trying to I'm looking at a comparison I'm not in buy mode yet I'm in comparison mode I'm on your homepage don't even know why I'm here yet so that becomes a disconnect and if we see that time and time again sometimes we a little bit better and and I've seen you know in the car dealer world I see dealers laying them on the inventory and that's great hey I'm looking at Toyota Camrys still not quite sure because I was looking at honor corn and you're saying you wouldn't want it you don't want him going straight you know I don't wanna go straight to Natori I don't wanna think about the consumer experience if you go online right now and you're looking at comparing something you're not in the buy yet you're trying to understand Brand X person brand Y maybe you're looking at you know those Royce versus yeah was top of mind right yeah and that's what happened like I'm looking at okay hi you know this is my preference yeah but let me go see what else I don't know right even when it came to the jet right same thing I want this but what else is out there let me see some comparison yeah yeah you're not in buy mode yet so if I just land you on the inventory I haven't set though the why you're here statement right so if you add a you know a custom landing page that was then okay but that comparison so so but why would I want to see the guys website on a jet or the rolls of the refrigerator cuz you're online right now right I don't care about his website I don't care about what it says I've been in business 67 years you know I'm past that no you don't what you what you care is is tell me what's the difference between product X and product Y because I'm shopping I'm trying to do my in my investigation my fact-finding your ad was compelling enough for me to go well maybe I should look at it got a Toyota Camry versus a Honda so yeah I'm here right and to your point 100% agree I don't need to know you've been family business 20 years I don't what I need to know is how does that Honda how's a Camry stack up against that Honda so is this a comparison page it's a comparison page against whatever it is you market it to so if I'm only saying on Google you know hey come look at Toyota is because you're looking at a Honda then I need to stack up against that that Honda and tell the story I need to have you know reviews on the vehicle yeah yeah I need to have you know in what's going what's what are the big things I need to think about is I'm consideration point of my journey mm-hmm versus just show me the inventory so that starts to do that right and then that gets you to a better a better experience and then that consumer takes that next step and this is what I mean the reality is no matter how good the experience is like you you would have it would be one in a million that he lands on the right car right or jet or whatever right and says that's it I'm ready here's the credit card I'm buying the deal cracked can you start no watch no sitting at 200 dollar watch now is that $25,000 automobile 99.99 whatever is gonna be like hit it lose interest right and you that's where you're really picking it up not really picking up what how am I gonna follow this guy up so whether he's ready three months or three years I'm laying the foundation for the experience because nine times out of ten you know you go to a different website you go to any website out there in the space and it's you don't always get what you want so you keep looking so if you can set that expectation that experience faster you're keeping them on you and then that next step then is that hey they commit finally to more information whether it's a demo whether it's just want to have some more I've questions that thing goes into the CRM and there's another day or am so so everybody understands the CRM is not a place I mean that's not like we're gonna put it in a corner over here CRM is a piece of software that sits on any computer yep and it basically takes information and routes it and puts it in buckets so that you know correct what to do with it next absolutely so and those can be all customized to so you know depending on what experience is coming in so whether that's coming in from my website or coming in through other different you know sources we can you can set up different types of follow process and I think that's the big big thing that needs that the next step right the next evolution is is smell this money on marketing yeah you can't just put them through the generic set up you know I have one process and then everybody goes through it yeah so car dealers spending 300 bucks three 3:26 what do they spend I think the average you know marketing per person is around 350 per customer comes in and got a slight interest doesn't do anything in most cases don't pull the trigger this stuff goes into the sea I'm a customer relationship management it then informs the salesperson or the manager the staff and it could also be serviced in parts as well right it could be anything right every part of the business is affected by this lead that came in it might be interested this weekend might be interested this month might be interested before the end of the year might be interested not for a couple years correct and and this thing is telling me as a young salesman hey what do you need to do with this guy right does it tell you does it give me scripts yes so you know from the vin solution side of the house you can import phone scripts you can import email scripts you can there's several different things that you can do to make it easier and more efficient for you know me as a salesperson and that's that's important right I mean whether it be from working it from the mobile device to the desktop it's seamless and that's really part of not only making the sales person's life easier but also making the consumers life easier I mean you and I both know this time and time again studies keep showing about how consumers hate the way business is done today it takes so much time yeah yeah yeah right these types of things and solutions are really driving towards efficiency to enhance the experience between the dealership and the consumer and I think that's important so how is this thing what does it mean oh okay how is this thing used I mean how do I use this and then how do I not use it correctly right so the twos right so with the CRM using it is you've got to get in there and and maximize everything that's in there so from art you know from our perspective of in solutions you have the ability to see what's going on with that customer when they're on the website you have that ability to understand if they're coming in for service it gives you a breadth of what's going on with that customer so you can market to them with the right message at the right time instead of just you know hoping and spraying and I'm just pinging the database and which is what I do here I mean I need some help dude I got to tell you I need some help because what we do is we get I think we had 82,000 business yesterday I only transact with I know maybe four or five hundred people a day which for us there's a lot of people right so I'm transacting from anything from a hat to a $19,000 program I you know I commit the crime right I when I saw CRM I'm like is that Stan for crying because I think I'm committing a crime on my butt but I can't catch up with it fast enough you know and that's some of the beauty of a CRM is is that it's it's if you set it up correctly you can manage the volume because it's putting people through the process some of it can be automated so it takes that load off and it gets the handraiser to the right person at the right time and it puts them in a point of hey I'm gonna send this message at this time and they're gonna kind of go through this journey until they raise their hand so it helps you nurture yeah you're and so does it tell me cuz I don't know the guy yeah I'm a Salesman I don't know that Dan more whether he has a beard or what he came in for a hunt I forget I remember for 72 hours and you know I'm like I don't know what the cat came in for right did he buy from me before so does it sort all that out for me or am i a friend more came in on yes oh you know yeah as especially like when things come in digitally you see all of that yeah as you work with a customer through the showroom side of it or through the physical side of it you're able to log those those things I called them this is what happened you can it creates a whole journey of what you've done with them and then not to mention to your point is they bought well what did they buy well you can get that insights you know hey they bought X number of cars for me you know their their value to me is X I mean those are important things and more okay on ask a pro with VinSolutions companies owned by Cox communication how big is that company Cox automotive is a very large company how many billion too many never too many but it's many many okay and we're talking about CRM today give us one minute we'll be right back okay you're CRE on how you follow up your customers is the bulk of your business [Music] hey welcome back to ask a pro grant cardone here I have Dan more dan more works with a company called Vince solutions they as a leader they are the leader by miles because I say it is true I believe UGC okay they provide CRM solutions and support for over 4,000 car dealerships in America they're involved in millions of emails every day and they can help you sort out how you manage the follow up of digital business walk in business and phone business is that right that's correct am i simplifying it for you're making it easy okay so look that's what I want to do I want to boil all this down you've used some terms today that confuses us a little bit what was what it was the Concours tip what advertising what does that mean so Conquest simply put is if you're going out there and you're trying to market in your competitor's sandbox so if I'm a Toyota dealer and I'm marketing in Honda San Jose I'm in Miami yep and I'm a Toyota dealer of correct and I want to go grab Honda's business yep GM's business hip I can't even handle my own Honda business now I want more I wanted to go take other people's right I mean that's this guy these car dealers they're greedy people okay they want it all which is what you should be if you're in business the winners are like they'll be going home so they're gonna go conquest that what is it how do I go conquest or poach yeah so let's just start on the Digital side so using Google for example if I run a paid search campaign and I'm targeting search campaign yep okay so I put an ad on Google on Google targeting you know Honda can see where people are looking for Honda's and then you show up as a Toyota dealer right yeah yeah god so they click on your ad where that yeah where the opportunity and the CRM today is is that the messaging that happens is that person is looking for that Honda they somehow submit a lead in on that and it's really a Toyota dealer and then in the CRM they just get a generic follow up process yeah well the customer disconnects on that cuz they're not there yet so really having that customer connect into a full process it's all about the professional looks let's okay slow down let me boil it down again okay we just got to keep boiling down dude did we get the room right yeah okay so how would I do that okay Tony Robbins yeah I would poach Tony Robbins business anybody interested in Tony Robbins right Dave you don't Tony oh how do I grab that yeah your ad would show up right so I'm looking here I google Tony Robbins right and then it paid search there says okay yeah so I could do that too Daymond John I can do it to get Mark Cuban any of those guys okay you get it all day long you guys know what that okay so now we're probably pay a pretty penny because that that name or that brand or whatever has has a has it cost to it it has a worth so that's where it becomes you know what does it matter if I pay for it I pay a pretty penny for it I don't have the lead but here they know me it matters if you do it and you don't in the game right okay okay he's saying don't worry about spending advertising but so they hit Tony they see me yeah they click me cuz they're like that is good looking good right yeah I like that dude they click how about this guy somewhere yeah I heard about it yeah I want to check him out okay yeah if you do this enough and if you do it the right way they will start saying I've heard about your company yep which is the goal right right and one of the things you're trying to do here so they hit it right now now where's this guy at he's not into buying but he's not a bar easily right so I can't put him in my I can't put it with my cell process so yeah I can't fire Jared on the phone and be like yeah mash this guy into signing up your next dollars yeah he's got a he's got a warm me up yeah yeah right I gotta tell you what is this value how do I do that and happens this yeoreum help me do this and that's where the CRM comes in you can already start the process with hey I know where you're coming from so I know you're coming in off of this particular source yes so now I know I'm gonna set this process up that's gonna have maybe weather depending on how you're doing business you want to automate a piece of it or you want it to all schedule whether it be a phone task and email or whatever but it sets the stage of hey this customer came in off of this conquest ago a different route as opposed to another customer hit my site now you're helping me yeah you're saying I want to sign up out a hat a book about your programs I'm ready for card on University correct totally different right and and I've butchered these before man I've called customers before that I didn't even know where my customers we're all butchering on though because you know we want we want the kill yeah but what we don't realize is there's a strategy behind it of I'm spending my marketing dollars depending on where I'm hitting up right right when I get to the CRM am I am i engaging you or losing you because not every but it's not one size fits all we've you know too many things are creating one to one amazon has you know and set it up to where you go up and it just tells you what you're gonna buy today and you haven't even thought about it think about the conditioning that's going on on the consumer end of the business and you've got to start to to make sure you're getting into that same mindset because the consumers are starting to get a different expectation work they're evolving we're all evolving how I shop today is different how I used to shop we all know that I mean though I don't know about you know you but me in my house it seems like every day's Christmas Amazon is always showing up yeah there's a reason there is so are they using Assyria I'm certain they're using something yeah yeah probably both of them self so so what is the retargeting the cookies what does all that kind of sophistication come in and yeah that's eyes on the Digital side I mean obviously you know with Cox automotive dealer calm that's where that side of the digital marketing space comes in for us and then we're VIN is is where the cat or the net yes so after we've spent all this money engaging them getting them to our website now that customer students to leave that's where business okay so so the lead comes in Robert you you're confused right now okay he's following a little bit that's never a little bit things never good so so the lead comes in I think people do a terrible job in the crn thing so how are you different how's ven different what do you do because I mean aren't really all CRM is pretty much created equal yeah I mean only as good as a user it number one it's our percentage it's only what you put into it right so you can buy the latest and greatest shiny new object yeah yeah but if you're only using one percent of it you know what's that good do you doing for you right and how do you help the dealer so one thing that a bunch of people that really are a bit conditioned just to say you advertise I wait temp you bring the fish in I'll throw the hook out there and see if I can catch something so yeah so for us at VinSolutions we have performance management and that's really what separates us in the industry is these performance managers all come out of the car dealership understand CRM and work with dealers to maximize the usage of the CRM and help them achieve their goals because again you know we have to involve and be more than just a piece of software you give us some software to everybody to your point they only utilize what they want to utilize yeah having that accountability that partner there to help you see the mission through help you strategize hold you accountable talk about some of the metrics and trends that's going to change the way with a performance manage to do for me like let's say I'm a big Chevrolet store and I got van is he gonna talk to me once a month once a week he's gonna talk to you you're gonna get a once a month basically review of what your performance is but there's ongoing conversation back and forth with the key components of your dealership so whether that's depending on how you're configured you know BDC internet sales manager whoever they're always engaged with somebody at the store as much as that store wants to engage again it's it's a proactive point but you know I can keep calling you but if you're not answering me yeah yeah it goes back to you know but I will say you know all service is there to say hey look your BDC is underutilizing if 80% ten of the possibilities of this program yep or you might consider doing this type of a campaign and then we have other pieces you know when it comes into you know we've talked about email marketing about you do a lot of that well you know we have we do a lot of yeah marketing if if you've ever been emailed got me never I will bang on you okay I will bang on your heart okay trust me hit the list yeah now what he's doing though he's showing me how to hit these lists a little more yep you want to be precise right you want one-to-one anymore I mean you think about automotive means scary fact USA Today said automotive 12% opt-out rate okay tell me and what about radius for those people their donors yeah so opt-out rate as customers say hey stop talking to me I'm done with you you have spam me to death you've annoyed me I'm just done with your messaging it's not relevant you're not hitting me right so I'm opting out I never wanna hear from you again if you have I got one of my hey I need your help yeah I guess I got a couple things from you I need your help I started this weekend immediately I haven't muted you okay listening so that's when it got ops out all right now let me ask you on an opt out yeah okay cuz I have an opinion about this does that mean he's done forever so what that means is not necessarily but what it means to you is you got to spend more money to reacquire what you already had so your slip could not send him a little later hey yeah it didn't I have an opt-out email campaign ah once they opt out and they opt out you can't hit them again I can't you know you're playing with a little bit of legal issues if you're not careful okay because they're saying I'm done so you've got you got to try and get them to read the only way you can start marking them again is when they reengage you yeah so if they never reengage again yeah I think some of those people did opt out and I could be wrong but I don't think I am I think they're I think they're closer to being customers I you know I'm saying like like why is he opting out now I mean he's never gonna buy a car again we know he is yes problem is is he may not buy it from you because you've you've ticked them off yeah you you you flooded him he already bought a car and your ask him to buy a car again he just bought a car a couple months ago yeah but do you ever notice that people who get ticked off get ticked off at everybody there people do you man you know area they're just sensitive people there is but the problem is is do you want to pay double yeah did you get you got to get him back somehow yeah saying you're safe opt out not know if that's 12% I still have 88% of the tracks that are like please email me yeah well I like it I don't like it still a money game though because you think about you know if you had if your database was like 6,000 you opt out at 12% slike 720 yeah 720 I lost seven hundred twenty liters yeah so you know average I free a 1080 a sad or something was like 350 you know is the acquisition point for a new customer for a dealership just do that math I mean that's a couple hundred grand a year yeah that that your your spending on top of what you're absolutely correct and there's also a loss there - yeah yeah so you're double-dipping in in a loss and and you know that whole thing can be you know that biggest or okay he's a CRM genius wizard okay I'm talking about top of the food chain maybe I'm talking about dr. oz is it dr. oz or the wizard nods I'm that's what I'm talking I'm talking about he's the wizard okay and when we come back we're gonna answer your questions about how you're using a CRM what kind of CRM you had have you had failures with the CRM call me three oh five eight six five eight six six eight Jared will pick up the phone three oh five eight six five eight six six eight or Jared will feed me the questions one or two dan more vent solutions by the way I'm gonna be hanging out with Dan in New Orleans in the dirt and dirty when is that January 1 it was that January 26 through the 28th and I'm gonna go toes in AD a can you pass me that book I'm gonna go down to his booth at then he's given my book away they're giving millions of books away okay Millie we'd like to okay and I'm gonna go in there Dan dead notice but i'ma go in there and sign books Oh whoo little rah rah you know see if I can add a little pizzazz to the VIN thing and I'm looking forward to this is good dude right here he wants to help your company if you're an automotive posted in comments what you're doing what your questions are we'll be right back on ask a pro my name is Grant Cardone welcome back to ask a pro I have with me today dan more I got George Magda walking in Jarod glandt dude this place is going automotive crazy today he's crazy we don't know we don't side emotive your reunion right here we don't normally that there's many automotive people in here cuz oh hey Chris make sure everything's tied down here okay cuz they'll start stealing stuff that's what these guys do okay but not this dude this dude is here to give you information and help all right our numbers 305 eight six five eight six six eight thank you 305 eight six five eight six six eight do you have a CRM do you know what one is do you know who VIN is I'm working with VIN solutions to get CRMs in twenty two thousand car dealerships in America and there's only twenty thousand ok that's how committed I write of here I'm gonna be in New Orleans at na da with VIN we're giving books away I'll be signing this is gonna be fun dude I'm going to dinner with you right yes dinner hey we're going dinner Friday night ok good and that's what January what of course you'd ask me that question Danny Boy 26 January 26 na da I'll be there if you're in the automotive space and you haven't secured your what you wanted to come see you right yeah if you guys want to sign copy of this bad boy right here go online VinSolutions calm /na da you know I don't forget oh you know I'm a getting their boots and start jacking everybody or it's gonna be it's it's gonna be entertaining but again you want to sign copy this bad boy we want to see you at na da VinSolutions com4 slash na da signed copy you heard from grant so doesn't get any better than this so some of your Co M competition in the automotive space um competition the automotive basically leads one the elites no no the dealer socket okay so if you're on dealer socket or elites come on over man come on over I want to personally show these guys then I can flip you out of what you're using right now and why so save you time it's gonna save you money it's gonna get you better results come see this dude if I'm just telling you I have no game in this I just like playing the game okay so if one of the best at it if you're not satisfied with your crm if you're not satisfied with the support if you're not satisfied with the results if your people aren't using it okay if you're fed up with CRM say don't use it is not where do you think come see these dudes man I'm telling you okay I don't work for him come see them and see if maybe the company you're using is just dropping the ball how do people drop the ball on the CRM thing I use a lot of different ways you know I think the biggest one is not using it you pay a lot of money and use I don't I use something well yeah I think you kind of hit it on the head I mean we've been talking round like uh it's too much right I mean I'm not even half the word you're saying I'm not even getting yeah so when you think about that it's like ah there's the Epiphany is this there's so much it's too much right yeah you can do all these things well I didn't know how do I do that I'm overwhelmed I only have so much time in the day I mean when you think about all that that's really the biggest biggest point yeah because people do things that are easy you know so like I know how to go to the refrigerator I know how to get the cookie you know I know how to do it for me it was easy everybody to do it right yeah so and I know it's erm Zizi it can you know writing on a notepad or guys calling up he's interested in the honda s honey or oh I know how to do that like nobody has a problem so why is it that a guy now has a problem with going in here saying I'm Henry in here in here you know some of its just playing with technology everybody's at a different place right I mean depending on who there there's some people that embrace it run with it right and they're they do really well and then there's others they're still struggling with Hayes's technology I like the old way I used to do things it's comfortable to me I'm it works yeah and then they forget that hey this can drive efficiency which gives you more at-bats it makes your life easier tell it takes the thinking out of it to some extent hey I need to follow up this guy's telling me what to do right now I just need to do this so do you think Dan that maybe people think it well that's not really business like you know because when you just said that I'm thinking about myself being on twenty five year old salesman right did I walked in every day just like I wonder how it's gonna be today what's in my fingers one but when your planner he grabbed what you said you you just described a system like I can walk in open up my computer hey dude this is who you need to call the Negra right okay these people are three days into the cycle three months in a cycle like it would give me a system to start building a company on right and that's really what you know I'm a member getting business at 19 and it was all those things it's your business you know the dealership gave you the tools but essentially you were you were the business you'd go out there and generate farm nurture kill right and and the CRM because I member the 3x5 cards that was fine yeah and I always lost them because you know being this one and I go back the next day and I left it in that coat but the CRM is always with you it's on your mobile device it's on your tablet it's it's on your desktop it's everywhere and again it's it's helping you run your business more efficiently and effectively because it's getting you in front of the customer at the right time with the right message yeah and that's what's gonna win yeah so once we see to get you more gross because we all know customers will pay for a better experience they say that time and time again and we choose not to listen to that yeah but what is the better experience mean it means I don't call a guy hey I want your business yeah you're I got my business I mean I had that happen to me that's my family uh-uh damn yeah that's kind of embarrassed right you know oh I'm calling about one thing he's like nah I was just in there yesterday correct right yep so those are the things that I think you know the CRM customer relationship management what do i do I just something on my computer yeah we you have all my it's all good versus Oh me and all that's no we don't worry about that yeah we're pretty Cox automotive and they they take a frown on their front on a lot of that stuff yeah they believe in ethics everything's got to be set up right protected and and set you up for success and it's you know the end of the day it's your data but again it's your data in a streamlined system that helps you maximize what you're gonna do with it this dude is Dan more he works with a huge company huge company okay Vince solutions well I'm gonna be at nad nad is the National Automobile Dealers Association I'll be in this booth Friday Saturday Sunday what are we doing how long's your my there the whole time with them I'm gonna be there okay they're giving books away if you're on a leads or who's that other company to your socket dealer socket now I never can remember their name it's just amazing to me and and the end of the cookie company right the cookie cutter yeah yeah yeah and anyway if you're on either one of those guys okay and and you're not getting the results you need from the CR your people aren't using then you're paying for and you want to change that come see this dude okay look he even even if you don't want to change even if you don't come see them and see what they can do for you because they're doing different stuff all the time he he's looking at what we do with our CRM here and how he can help us cuz I want to sell more yep hey we all do and we promise you this you come by the booth we won't waste your time it's worth the look so if you're going to nad anyway you're down there you may as well the food is gonna be great in January man that's the time of the year to go dad's place to eat yeah so tell me tell me like what's the first thing give me that tricky that little magic thing the first thing I should do when I get that CRM and the thing that I would do every that would be worth me doing every day with my staff from from everything you should do with the staff is train every day you know you know Kevin fry over I like Cuban that Weiler they I mean that guy runs training non-stop his people know the system in and out I mean huge kudos to you Kevin you've done a great job you really bought into the CRM process following that military background right but I think that when you say anything worth doing is worth doing every day every day yeah and they do it every day yeah discipline every day you've got to maximize the system you make the investment in the CRM you've got to get in that thing every day and use it to its full potential and if you're ven customer call your performance manager hold them accountable work with them make you better that's what you need to do mm-hmm so I could call each account has a guy each count hasn't performance management their dedicated performance manager their partner in crime yeah do you see do you see that they're under you're less no they're they're being over utilized which is a great thing that means it's what that means there's a lot of the same dealers using the performance managers and then some guys just don't use it correct correct there's always that right you've got it I'm gonna use it and the ones that use it they they go all-in because they're bought in and they're seeing they're seeing it you know go to VinSolutions calm look at the testimonials you'll hear from a lot of our dealers they tell you right there the one thing that's always the common thread is their partner their performance manager so check it out don't believe me listen Lori I'm 4,000 stores a half a million no note how many emails today uh on a monthly basis millions millions of emails go in and now it's been doing a couple million emails every day how do you attract that much traffic man I can't even track three or four or five people I can't remember what I did yesterday if you guys spend a lot of money on software Jared brings me deals hey you remember that group that they wanted me to come like you spoke later last month you know I can't remember I get some estate particularly if you're highly productive and you've got a lot of stuff going on it's like and that's the beauty the CRM you can log all that information into that one customer record so you know what they bought you know what they're doing you know last time you talked to him because all of that's relevant when you start engaging because remember you've talked to millions of people they've only talked to you yeah so if you're not on a level that ability good you've talked to a lot of people they've only talked to you or maybe one other person who's gonna make the difference who's gonna have that custom follow up hey by the way the last time you were in here your daughter Sabrina yep awesome to see her you know that you know you've just came out with a book whatever man to customize that relationship that's what he's talking shuffle some cookies show up with cookies he did by the way Dan more he'll be at na da he'll be in New Orleans at the conference center there the beautiful conference center and beautiful beautiful yes beautiful it's a beautiful city man it's beautiful and and I'm gonna be over there I'm gonna be over then we're gonna go to dinner one night we're going dinner okay if you got any questions you can email Dan dot more Dan top more at min solutions comm at Vince solutions.com we'll post that in this if you got a question you can always email Dan dot more at then solutions calm and if I don't know I will find somebody that does know and look if you're not know automotive space I guarantee you'll answer your answer your your emails anything that I can do to help okay look this is ask a pro okay and what I do would ask a pro is I find somebody that's an expert we're doing a big growth conference in in March 10x growth con I know a bunch of you we have Kevin Harrington Frank Kern I mean these are geniuses these guys are freaking we got Lois house school of greatness Daymond John's trying to make it work Gary Vee trying to make it work Bradley 50 million dollar man Tom 160 million bucks in income last year gave 75 million dollars to charity okay do never finish high school I got some people you've never heard of come blow your damn minds okay Bobby Castro company was evaluated six hundred million dollars Danielle Delgado Tim's story I need this whole list so not to keep doing this thinking trying to figure out I need my CRM right now yeah there you go anyway some of you some of you there you know I don't want to be a speaker I want to come speak look if you can't get in that chair you're not coming to speak at my event okay you ask a pro what are you a pro about what are you great at okay so before you go speak at the 10x growth conference and I introduced you to thousands of people why don't we figure out how to get you in this chair I mean if you're actually a professional you should be able to tell this audience something you do specifically that will make them better and that's what Dan did today okay if you don't have a CRM folks by the way you do have one okay that's what it is man okay and I know some of you guys see your hands and they're still doing this right yeah I'm gonna tell you right now I hate taking notes I hate it so what I do is I have somebody takes notes for me okay I'll get it done with the next thing I give them all my notes it goes into the CRM I don't enter the data below my pay grade you still you see her in them I still using that CRM what do we do last time what do we talk about last time what do I need to know about him so you need information yeah the book what's your favorite book you've ever read favorite book yeah oh come on doesn't have to be one of mine you know I like Gary B's thank you yeah yeah I mean yeah there's something just it's got a cool tone to it it makes sense because it goes to that one-to-one relationship yeah because it takes you off the game the one thing that's got me excited about one-to-one is everybody's looking at you know so she's all about one-to-one he's talking about one-to-one marketing so I'm hitting you right time right message I know I got to work on that grant good point when you think about the consumer and you get to the one-to-one that's when you make money when you play the common ground that everybody else is you when your average you're gonna sell it an average or below average price if you're delivering something different and you're really getting that one-to-one you're obsessed and you're making more the one the one the be obsessed with one-to-one is you know my daughter Sabrina you know there's a scarlet you know I mean this is easy as it's ever gotten you couldn't do this 20 years ago even ten years ago Sabrina's turning seven Scarlets five you know they're big mottos are you know when you can do that okay I got the Jedi got 10x on just came out with a new book when you can do that with a client you own them yeah it's not about the money anymore so what it's a couple hundred more one way or the other you're creating relationship and they're bought in on that the order war in the order war okay right great book yes look it's a war of information matter as long as you have the information you win the war and that's what this cat can do VinSolutions Dan more ask a pro man look I want you to sit where Dan is sitting cuz I know that chair is cooking right now with some genius and it's just waiting for you okay thank you for watching ask a pro thank you guys [Music]