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he's in a seated position right correct you ever do it standing I do it's your first problem in a seated position everything is written and that's how we [Music] close don't ever present num standing we close on our seat we we sell on our feet Mr and Mrs Johnson I noticed a couple things that are concerning to me I told you if I found something concerning I would let you know where can we sit is this where we're going to sit and I'm going to sit here with you just like this I'm going to set you here and by the way just so everybody is aware if you're ever in a seated position ever in any industry with somebody you ride it down you get KNE to knee with them you close face to face you you never present standing up rule number one no numbers ever get presented standing up how much is it well there's a couple different ways we could go to really explain it to you where's a place we can set down real quick cuz I want to explain it in case you have any questions I want you to be able to interrupt me is that okay we're we sit see move them shift them where are we going living room we going to the showroom floor we going to the fni office we're going over here can we sit down over here at this does that make sense you guys feel me say rule number one if there's ever any money involved always sit down when you're presenting the money okay how many times have you said [Music] um how you doing Andy Ellie what's your name Sam Sam nice to meet you Sam tell me what we got going on here I know why you called out you got a mosquite tree but talk to me how many trees we got on the property is there any more damaged trees what's going on no let's go check them out by the way how long you lived here 5 years nice man does this tree mean a lot to you they're beautiful you know how long it takes to grow a mosqu tree let me see the size of this thing let's go check it out hey do I care about his property do I care about the home I excited to see what he's got yeah listen to me order taker tour guide or closer okay now listen here's my goal do I want to be the person that you want to spend your money with yeah that's who I want to be you came to this guy's house do you think he plans on being your buddy do we need him to be your buddy okay so he doesn't plan on being your buddy but we're going to make him our buddy okay do you make people your buddy by acting like a buddy yeah Andy Elliot how you doing man what's your name Sam Sam nice I spoke to you on the phone nice to meet you buddy all right so talk to me where are we going front yard backyard you you lead the way you're the boss you're in charge let's go backyard let's roll can we go to the house yeah go around side going to take my shoes off what am I doing I'm being poite I care about you want to take my shoes off are we good okay cool I love it man it's your house you're the boss all right what do we got here man nice yard love the house by the way that's the tree beautiful tree by the way while I'm out here today if I see some other things that look concerning can I tell can I tell you about them is that is that okay what am I doing my upsell is ass right away okay why who's the who's the expert who's the authority who's the trusted guide all right so what did I tell you guys I would teach you today how to be a master [Music] Communicator now now listen I want you to understand a master Communicator is something that that makes it easy to say yes to that means whatever I say it's easy for you to say yeah makes it hard to say no to that means when I tell you what I want you to do it's impossible if you to say no to me and then I make it your idea we're missing to make it your idea part as a finance person it's your job to set up the sale and make it the client's idea thank you so much for coming back here today remember when the salesman told me you're one of the nicest customers he's had all year so that's amazing I can't wait to help you guys out we're going to sign a little bit of paperwork now before we do that there's something called risk transfer okay and that's the department I handle and this is basically the opportunity at this point in time where we can transfer the risk if anything breaks um to the warranty company so something breaks they'll pay for it does that make sense cool now how many working pieces do you think there's on a machine on the car you're buying a 2020 model how many working pieces do you think that they're on that car 5,000 thousands 30,000 working pieces on a machine 30,000 they make these cars pretty in depth now now the biggest thing is if something goes out on this car these 30,000 it's not a matter of if something's going to break which I'm sure you look at the number it's when the question is when it breaks who is going to pay for it so I want to give you some information and this will be the time that we decide who handles the risk you or the warranty company is that fair you feel me framing him have I asked him to buy anything no I just told him we're going to make a decision who's going to handle the risk we're transfer that's all we're doing because the average per hour labor to put your car in the service department is $200 per hour that's labor That's not including a part the average car goes into the service department for 5 hours which means it would be $11,000 in labor the average part is anywhere between $500 to $600 let's say it's $500 plus $200 for a diagnostic just to have your car in the shop for one time is ,700 now I'm not the best at math but if I was to take 1,700 if it happened one time in a year divided by that by 12 months in a year that's about $120 a month in a small maintenance payment that you'd have to add does that make sense for $450 for only $50 difference I can actually put a full warranty on this vehicle where the risk transfer will take these 30,000 working pieces on the machine and we'll transfer that over to the warranty company so if something happens when you come in you don't have to worry about this and they'll take care of it and we know that it's not a matter of if something's going to break but when question is when it breaks who wants to pay for it would you like to transfer all the risk over to the warranty company at this point so if something breaks you can walk in hold the keys in the air we'll take care of the car give you something to drive and fix it or do you want to handle that and if something happens you just go back here and figure it out would you like me to handle it okay you guys get that it's risk transfer what do we do in selling guys do you understand he's not selling me anything his job is to help [Music] me his job is to get me interested number one if you're going to call call somebody there has to be a point in which you say something that's interesting to them I'm he's just pitching me I'm not negative I'm just saying he's pitching me guys can you withdraw money out of the bank account if you don't deposit money into it no you can't withdraw money if you don't deposit money some of you guys like this I'm like that's why you're broke you keep trying to pull money out you're overdrafted you ain't putting nothing in hey what's going on this is Andy down here at ABC Motors where you bought your last car from I was reviewing your account need about 30 seconds of your time it's extremely important can I get 30 seconds yes there's our first yes beautiful hey number one do you still have the 2019 toal Corolla you bought from us back in 2020 you still got it still do beautiful the question number two that I was going to ask you my general manager want me to personally reach out if you still have the vehicle he wanted me to ask you one question if he was willing to offer you more money more money than what your car was worth would you mind if I told you how much that was can I tell you is he saying yes make it easy to say yes to hard to say no to make it the client's idea every single time is he saying no or yes how am I doing that well number one I'm trained communication is the disconnect between people spending more money and then people not spending money the way we communicate stuff with them [Music] d [Music]