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the internet department is made of broken in four key areas your products your people your process your promotions we talked about the products I want to kind of get into people it's very very very very important about your people because you could get whatever you could buy as far as with websites tools you can spend a ton of money at advertisement but one of the the biggest variables that that's the wild card is your people so what do I mean by people it's the right amount of people okay a lot of stores don't have enough people working the internet department they just don't they've got like a zillion leads and not enough people so now you need to factor in let's just say for example if you've got let's just use hinder how many leads do you have that are fresh 400 a month okay they have we got 400 leads is that internet and phones or just internet just just emails get closer okay say again just people email us just email now what about your phone UPS how many phone UPS you have uh another uh 130 a month 14050 you say so that's 550 leads so it's 550 leads bare minimum they should have about what five or six say no bare minimum bare minimum like if you want to be cheap about it is four people you can't have any less than four people and you're pushing it I'd say the optimal number for here is five those are for fresh leads but what about the residual flow Factor because F me does this getting on the video okay so if you got 550 you sell how many cards off the emails we do off the emails andon the emails in phone we'll do 60 to 70 okay so if we do 70 how much is left over 40 thank you so out of 480 some of those are dead bogus bought elsewhere change mind or crazies so let's say we throw away what 100 i' say more than that 200 200 let's go with three 200 people minus 200 that means that there's what 280 left over all right so 280 so let's just use the month of March in the month of March they've got a total of 4150 for 550 emails and phone leads in March at the end of March they deliver 70 units that means there's 480 left over some are dead bogus bought elsewhere they're going to carry over April 1st a minimum of 280 leads 280 Plus in April they're going to get 550 which is a total of what 8:30 huh 8:30 8800 and 30 leads now is that enough for five people M no 830 leads to be ran the right way you need a bare minimum six to seven you know coordinators do you all see how I just figured that out dealers don't account for the residual flow Factor that's only 60 days the average bonding cycle people is what 90 I can't hear you 990 0 thank you the average buying cycle is 90 days we just did a trailing of just 60 days so I would estimate let's just let's keep it at a minimum keep it easy in your mind to justify because then it gets really scary when we start doing 90day follow-ups and all other stuff here's the other thing you need to begin with the end result in mind make sure you know how many people you need to follow up with the leads they're not going to just magically sell themselves if you start spreading yourself to things in you've got a problem what you're going to need to do is cut down on the leads which I think is sacriligious there's never too many leads okay not enough people it's like saying I got too many cars to sell what what you want to be able to do is make sure that you have the right amount of people and that's just one quick formula to show you that time check five minutes okay so now it's having the right amount of people now remember I shared yesterday about the average gation period is that I am sure the average dealership gation period is about 11 days so my advice to everybody watching this on YouTube or on Facebook is that I want you to go to your you know your sold log for last month so again since we're in March that would be what February so go to all your February sales if you really want to be successful you really want to not have false numbers and false security or false sense of grandeur and magnanimousness if you really want to be real about this go to February create a spreadsheet and calculate every person that bought a vehicle and the variables you want to have is Source blah blah blah like you normally would but I would add these extra things what was the date that the lead originated on what was the date that the lead uh closed on and what was the window period so let's say you sold 40 cars okay you add all those 40 up and you divide it by 40 and guess what that's your average window period does everybody understand that again okay so let's say you sold 40 cars in in in February you would create a spreadsheet and I want that the details the name of the customer the source of the customer stock number the type of vehicle um you know the gross profit the the the source of the lead Source provider uh the sales rep coordinator whatever normal data that you get but here's what I want you to add to your sold log or your sold recap I want to know that date the lead originated on did it originate on February 3rd and when did it close February 6th which gives me a 3day window period so what I want to really add is the date that the lead originated on the date that the lead closed and the window period why then what I'm going to do is I'm going to add all of the number all the window period numbers together let's say we have a 3 Day 72 day 60-day 11 day two day one day one day two day one day two day let's say I add all four of those numbers up then I divide them by 40 that's going to give me the average window period and my psychic forecast is that the average dealership is suffering from mediocrity and complacency and just stupidity be honest with you what's going to happen is they are going to only have an average of 11-day window period when you do the exercise you should be in the double digits if the average buy cycle is 45 to 90 days how could you be okay with only 11-day window period stop