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hey guys how you doing at Santee alley I'm here today my man Tony Clyde I'm going on guys Tony is going to be working with me through negotiations today on the payments - hi now look series 1 this is one of a four-part series or in series 2 now this is on the payments - hi the last video we did the price is too high this is going to be the payments too high the next video series 3 is going to be a lot more from my trade in series 4 is we need to think about it or we'll get back with you during negotiating ok we're going to teach you how to handle those things at the table so we're at section 2 now listen you may say Andy I've seen the video before where you showed me how the payments do I let me ask you this do you got it down yet can you close every single customer when you sit down at the table and they say the payments - I can you close them do you understand how to fully use money justification well we're going to teach you today okay and I'm gonna teach you five different ways before I get into that here's what I want to do okay guys here's my cellphone nine one eight two one zero zero two five four we've been selling a ton of courses and by the way 110 percent satisfaction rate 110 percent guys lives are changing overnight not only they're making more money and killing it and becoming a one-percenter it's the best money to ever invest we want to give away three courses okay and Tony tell them how we're gonna do it what do they need to do okay so first of all we need people that want to come in get three courses text a video of why you need the course that's all why is it gonna change your life we want to help everybody listen at the end of the day money doesn't mean everything okay what matters is us helping you crush it so we want to give away three free courses it's assembled you shoot me a one-minute video or less which everybody can send a one-minute video or less on their cell phone to nine one eight two one zero zero two five four in less than a minute tell me why you need the course we're gonna sit back we get a couple hundred we're gonna find three feet when a shoot of the core so we want you to start training okay we're grateful for you we appreciate you if you're interested in getting the course and it's something that maybe you don't have the means to do it this time shoot us a video to tell us why you need it okay alright let's get back to the video so check this out what I did is and by the way let me slide over here I'll contain that closes I'm gonna talk about a gas close a warranty close a deal or benefit close and then a credit card close and a credit close now I may not go real hard into some of these some of you guys work in to grant credit stores so you don't get a lot of bad credit but I'm gonna tell you if you're working to dealership you see all types of credit some of you guys work in subprime zones where you get a lot of bad credit so when I start talking about a credit close like you're gonna be like man I need them and I'm going to show you exactly how to do it how to leverage it everything in life when I say the term money justification it means how to justify where that they're spending money on their vehicle that they wouldn't be spending it on yours it's called money justification listen anybody that's incredible at closing anybody that's a great negotiator remember and this is negotiations in closing 101 so this isn't like advanced selling I'm not teaching you anything like the psychology of selling and you know how to just use massive context and use like 20 different styles of closes I'm teaching you the basics once you learn this these four part series on negotiating then me and you have something to talk about for getting into serious growing on going to the next level okay so this is the foundation of the house and once you get this down you're able to kill it so I'm gonna go release these four five different ways what I did is I picked a vehicle here this is the car that customer's gonna be buying it's a 2018 sorry about that I mean flip flop 2018 Kia Forte 20,000 miles the customers gonna be trading a 2013 Kia Sorento 65,000 miles so we got an 18 Kia Forte 20,000 miles 13 kids Oh 65,000 miles now look I always look at what the customers paying now so I wrote it here the customers paying 250 now the payments going to be $5.99 a month okay just make that up why because my goal is is that Tony's gonna tell me the payments too high and it's gonna be about three hundred dollars too hot but I'm gonna show you how to handle it and we'll just go through this step-by-step okay so in the beginning I would be like hey Tony alright so buying your 20:18 here for tight the car that you love trading your 13 Kia Sorento you're paying right now this at payments of $5.99 a month sign here I'll get you your car cleaned up anything but I think that payments a little too high for me okay awesome always neutralize the situation I understand how close to $5.99 can you come down I can probably come up to about 300 in a seated position everything is written 300 awesome and what do you currently pay when you're trading 250 cool so it shows me you comfortably for about 50 more for your new car is that right yes all right now stop I want you think about this any confrontation here know any nervousness and he wall command back up between me and him no so what do I do in a seated position I flip the paper over and what I do I get ready to close them on the back side so I'm gonna draw a line underneath this okay and we're gonna call this the back side of my sheet of paper with my worksheet it understood makes me do this right Tony this is your old car this is your new car and what I'm gonna do is I'll write down the 250 payment Tony's car my pan all right down the 599 that the new car is I'll never say it I just ride it and then I'll write the 50 more that Tony says he can afford for a new vehicle okay now remember that 50 more that's gonna play out so you always want to get that here if they can pay more and then you want to write it there because in money justification that's another avenue of money to take so follow me don't get lost all right Tony so this is your old vehicle that's your new one I'm gonna write the 50 more you said you can pay for a new vehicle alright so 50 more roughly how much you spend the weekend gasps 13s our 50 bucks 50 bucks whatever Tony says maybe you can't tell him how much he spends Tony says how much you spend so we're gonna use just an easy number let's say Tony says asking 50 bucks a weekend - all right cool you see how to label that out it's pretty simple 50 we can guess and Tony you'd agree there's four weeks in a month Yeah right cool so it roughly shows me on your old vehicle spend about $200 a month and gas I'm gonna bring down the car payment of 250 that's how much you pay to the bank is that right Tony got roughly shows me about $450 a month it's how much it cost you will just say that pretty simple - Oh your old vehicle you worked hard for your money right right you put your money in the bank right now draw a picture of the bank here put your money in the bank when the money leaves the bank that's the world money spent would you agree right so when do you bought my new car today or not for 50s or it's costing you Olin on your old car right cool now I'm gonna make that point Tony is no longer now on payment Tony's on ownership payment so what will I do I'll transition on my new car you know they're shipping all right Tony's on your brand new vehicle here right would you agree better gas mileage less than he's mad yes cool so I'm gonna take the 50 a week you spinning gas cutting it in half because you get double the fuel mileage e goes to 25 a week and gas pretty simple math there's four weeks in a month just like we did over here Tony that shows me your new cars gonna cost roughly 100 ollars a month I guess okay I'm gonna bring down the 599 payment that you would be paying to the bank and I want to look at the total ownership cost way it would cost you for your new car that's $6.99 a month to own that make sense okay cool I'm gonna take the 699 where it's gonna cost on the new car and then we've already looked here 450 is how much it's costing me on your old car right right what does that come up to roughly about 249 more right when you came in here today right it's actually not that really here today you said you'd be comfortably forward about fifty more for a brand new car that is that right right cool so if we it's gonna be about 249 more you said you could comfortably afford about 50 more I'm gonna take that 50 off and it roughly shows me that this car is roughly about a hundred ninety nine dollars more than what you were prepared to pay Tony it's not let me explain what on your own vehicle in your 13 Kia Sorento it's out of warranty is that right around it is cool guys in a seated position what do we do we ride it now so guess what am i doing here I'm writing down the warranty okay no Tony since your car is out of warranty the national average would it cost to maintain a vehicle that's currently out of warranty is roughly about $2,400 a year let me explain this to you this is a timeline of a year now watch you guys have to sell intangibles okay I'm going to sell Tony now on the 2400 so that he'll understand it by the way 2400 is a real number matter of fact if you get into Diesel's and stuff like that it's way higher so 2400 is actually a low number so Tony at 2400 basically let's say in February right I don't know let's just say your fuel pump goes out well with labor and parts and stuff like that let's say it costs $1000 and then put your fuel pump in your car and then your 13 Kia Sorento it's only got 65,000 miles let's say it drives perfect you know it goes 10 11 months nothing breaks beautiful car I think that's what happens in December it's cold outside let's say the heater core goes out right you gotta have a here in the winter you got kids right and guess what just cost $1000 parts labor guess what happens well that thousand and that thousand that's roughly about 2000 that you would spend I'm gonna explain this to you I take at that point and I say hey it's Tony so I take that 2000 each bit since we're talking about a budget in the monthly budget I'm going to take that and divide a body what 12 months in clear and that roughly shows me about $180 a month did a small maintenance payment Tony that's money that you have to budget for your old vehicle the brakes because y'all have a warrant you have to pay from our pocket right right right so if I take that 180 and I compare that to the 199 more that the new vehicle is guess what as long gasps Tony I could show you a full warranty on this brand-new vehicle that's why if the motor went out on this 18 Kia Forte and I'm just saying you're driving down the road it cost $10,000 I don't care how much it cost you nothing Tony it costs you nothing matter of fact it's still under bumper-to-bumper warranty if you're driving down the road and I'm just gonna say let's say the power window goes out how much does it cost you with 20,000 miles costs nothing Tony so guess what happens it has is your ownership cost so since you're spitting into a budget here and you're not gonna be splitting a budget on your new car guess what I take that 180 from the 199 that it looks like this new car was and guess what it looks now that it's only about 19 dollars more than what you're prepared to pay because everything on the car is paid for you don't have any ownership costs does that make sense yeah watch us at this point I would do one of two things I would say tell me at the end of the day can't you see yourself paying $19 more budget to buy brand-new vehicle I could put my hand out right I could say hey Tony for less than a dollar a day did you think you'd be dropping out of here a brand-new vehicle I could say that or I could go to the next level so watch let's move over here I went through the gas close I went through the warranty close all right you see where it says deal or benefit here this is where it would use this so some stores you know where you're at you know what you have what does your dealership stand on if it has something hey some dealer some guys like me at my dealership will give nothing guess what all right cool you can't use this but if your dealership gets nitrogen in the tires use it okay guess what if your dealership gives all the changes you said if your dealership give all engines for life use it so let's just say you work for a dealership that has engines for life or I mean let's use some small like oil changes let's say they give your first two years old changes right oh it has his Tony let me ask you this question you probably changed what every other month something like that um like that how would you cost you change all about 50 bucks cool cool and you do it five times here yeah so it shows me you spent probably two dollars a year changing it all right is that right and I'm showing your tragen you have to continually pay for your changes yes well you're not gonna have to do that on your new car so what explains up to you you know that $250 you're paying here turn 50 right now you're not gonna be spending that no warrior right no I take that divided by 12 what is that it's enough to cover that $19 in it yeah and there's some money left over take your wife out to dinner in there you see this hand fixing to go out and shake his hand and then I say Tony's that doesn't make complete sense a trade and it's super affordable absolutely and when more stuff breaks on your car because it's a 13 there's a thousand working pieces on the machine when something breaks you're not gonna have to pay for it but it's paid for in my car when gas goes to $5 a gallon Tony when he goes to $5 a gallon of your new car is gonna get paid back at the pump your old car to cost you more right wrong right safe safe safe safe safe safe you guys see it it's that simple am I saying Tony could you pay up to no more than meet me in the middle reward yourself your wife's worth it am i saying any of that no cuz I don't need to it's called money justification now listen we explain this to you this works I close with it all the time Tony when Tony was a Salesman and worked in a dealership Tony closed with it all the time I can out close 99% of the managers with these basic closing skills in a DA in 2019 said most salesmen no one close managers - that's embarrassing okay during this negotiation period I'm teaching you five and guess what this is just getting warmed up so whatever you see this now just merrily watching the video and say oh I'm gonna try that can I ask you a question can you do it as good as if you can't you have to practice repetition is the mother of skill the first time that I learned money justification when I was young dude I went out tried it on a customer and the guy said hey you're an idiot and I was like well that doesn't work and then guess what happened the guy that trained me said all right do me a favor pinch me show me how you did it to him like go over it with me and I sound like an idiot the guy was right I sound like an idiot because I didn't practice it okay how stupid was I didn't think that I was just gonna walk out there and close this you know what I did I practiced over and over and over and over and over and I ran into him about two months later I said hey come on we try that again with you guess what happened BAM at that point in time I understood have learned that man he was my teacher he was great but now that he showed me that he taught me a lethal skill that I had over all these other salespeople that were too good to learn or tried it once and then quit right that don't work man of course it don't work do you think Michael Jordan threw his first three-pointer and then switched it no man he spent hours on the court years all night long and you know what happened then in the game he made it look easy right so I'm telling you if you want to become the best closer in the world this is the basic foundation of closing its ethical cars are being made unbelievable now that have better benefits and older cars it's the perfect time to learn this and by the way when you learn this we can keep going to the next level and turn you into a master closer and that's what it's about so we talked about deal or benefit all right let's go to credit-card close here okay so let's talk about we got this last nineteen dollars left right and I could say this now remember this is something have to check with your management on but it's a good question to ask your customers say hey Tony so obviously it mean for a $19 selling you didn't think you'd be buying let's say you don't have a dealer benefit let's say you didn't think you'd be buying a new car for $19 more Tony but listen let me ask you a question do you have a credit card right now yeah cool what's your lowest balance on a credit card what's the lowest balance you have got $100 cool couple hundred like what 300 400 ml three cool 300 what's the tank 925 cool let me ask you a question tell me if you didn't have that credit card and it was paid off right could you afford the other 19 yeah absolutely here's what I do I'm gonna be right back let me talk to my manager if I can pay that credit card off okay if I can pay it off and we can see what if it's 300 400 if we can pay that credit card off that's what will happen that pain that will go away my 19 is good fair yeah it's credit card closed if Tony what if I said Tony what's your lowest balance on a credit card told you like 5,000 I'm like bring that maybe wouldn't have been the time to do it but here's my point sometimes the credit card closes you see I asked a question I did say Tony do you have a credit card said yeah Tony deaf rapper no he said yeah say hey cool I didn't say what's the balances I said what's the lowest balance right okay and then once he said what's the lowest balance then I would you choose my purpose which is what's the payment on and then when he told me then I told them my motive with it cool that's a credit card close and I'm gonna tell you this your manager if you walk back in and say hey guy alright mr. manager check this out I've got him at 599 arranged like dude good job man you closed about 599 yeah I got it the only thing that customers requesting they have a $300 credit card 400 or credit cards on their Bureau the guy says cap one credit card and he said if we would help pay it off he could free up that payment and we'd be cool your manager will look at the bureau and say yeah yeah we'll give him 400 bucks back to do the $5.99 payment deal and maybe you go back in there and say hey man I need another five bucks that's it hey Tony got great news we're gonna do the deal I just need five more bucks so I was gonna ask you for I guess what that credit card is gone you're due cars in your driveway that's it you closed them down okay so I want you to understand this this is basic principles okay it's very very simple it's actually common sense but most people don't use commonsense during closing a lot of people use combativeness and they get nervous notice what Tony says no to me I'm okay with it I know this I'm gonna find benefits in my car money justification is finding areas that your car will save the money that you know they're already spending in other areas or would be and will be spending in other areas you don't always have to sell today you could always sell in the future look when they go into finance right I'm gonna take this on the car that they're buying it's it broken today No then why do they buy extended warranties because they buy future why do you buy life insurance in case you dive we all know a car's gonna break down right right we all know gas is going to go up right right we all know we're gonna die there's some things that we have to buy that's why we have sells people okay to sell them and the ones that knew a better job selling are the ones that make more money and more Commission and your customers are actually looking for reasons and excuses to say yes and you're gonna give them to a match in this video okay you may have to watch this video 20 times you may have to practice it but guess what this will take you there right so the credit close let's just say and I'm gonna kind of back out in this for a second I feel like we've kind of tore this board up here so let me erase this and this will give us a really good just kind of general idea on how credit close works for payment okay so let's say I say hey Tony $5.99 sign here Tony says hey I ain't going a penny over 500 you know I'm just making a point let's say it we're a hundred away okay let's just use the easy flat number this is had above anybody a hundred bucks anyone if they have less than perfect credit so I said hey Tony alright so five hundred is all you're willing to pay is that right right cool I could try to get a commitment and go down or what can I do I could say this so Tony what you're saying this is a hypothetical close here if I could sell you the car 500 a month you take it home right right cool Tony let's say that I shook your hand okay I'm not saying I can okay but let's say that I did and I said that I can tell what you do that okay okay okay okay all right Tony you drive out of here today and your core Plan B $500 a month you got your brand-new car I know that sounds crazy car sit down the drive out there but you got your brand-new car and what are you I'm Evan you're happy right all right cool now watches let's just fast forward and let's say you go six months down the road cool before you go to work you look down there and that's a whole TV but you see on the TV you see the president United States and whether you like it or not doesn't matter he has the authority to do what I'm fixing to tell you if he said I'm gonna give anybody the opportunity I don't care how their credit is and at this point I may know a little bit about Tony's history like Tony cosign for his brother his brother screwed him so that's why Tony's credit ain't right right never have a relationship with Tony so I like I know that remember to remember what you hear watch this I say Tony like you know kind of like hey cosign for your brother the president I say says hey like a new post time for your brother or something he didn't make his payment guess what we're not worried about it for $100 a month if you mail $100 a month for one year to the White House one year you may think this is cheesy but hold up you have no idea the customers that have bought in cars and paid more number one because it's true but number two because they're willing to pay money to build their credit but they're not willing to pay any more for the car you have all right why do you think people pay money to credit reestablishment companies right to try to clean their credit so that they can go buy stuff it's because they're willing to pay money to get credit in return and a lot of your people with less-than-perfect credit are willing to pay it and how do they get that great credit well cleaning your credit doesn't give you great credit starting an installment line with the nationwide lender that reports to all three bureaus that builds credit and what are you doing you're gonna build their credit so I say hey Tony the president I'd say said you sell you about $100 a month to the White House for one year okay he would guarantee you to have perfect credit for the rest of your life you don't care about your brother's room that repo all that stuff for one year 100 bucks hell I'd do it for perfect credit did you did I do it hell even if some hundred fifty I do yeah two hundred I do it right where do we stop getting perfect credit Tony you can have $10,000 cash in your pocket right now in $10,000 cash we'll get you perfect credit will you agree yes right yeah you need this you need credit going to get good credit even right or wrong right so that would be worth another hundred to you right yeah cool so let's look at Tony's budget now Tony let's check it out so you bought my car you're happy you have the car in your driveway you're paying 500 bucks right right and then also on the side you're paying $100 a month for the next year to the white house to do what have perfect credit how much money are you paying a month to build your credit and drive the car $600 that would be were six hundred women yeah you guys got me I mean am I the only person that realized that Tony just got closed well Tony watch this Tony the great news is that's never gonna happen okay that's the bad news so let me give you the good news it just happened because you build your credit when you buy this car today and go through a nationwide lender and guess what once you make one year of perfect payments on this vehicle your credit will be different than it is today guess what you have one or two choices one refinance the vehicle that you love keep it guess what get a lower payment better credit better interest right okay or to come in here try get back in buy a car of your dreams and then get a lower payment with what a better interest rate on a different vehicle either either way you'd be willing to pay for great credit right and for the car you love at 600 rook you're paying 600 for great credit in the car you love and just like this would never happen would youwould do it on this one pay $500 a month towards the car and a hundred for your credit bottom line at 600 you're getting both of them Tony doesn't it make complete sense to Trey to get you the credit and in one year make a promise to me when I build your credit and you have the credit that you want for the rest of your life you can buy anything you want in a year from now they can promise that when you're ready to do something you'll come back and see me first just because I build your credit you won't buy from someone else down the street we've given up first shot is that fair yeah alright done guys that's it Tony said no to the car right he said no to the car I ain't paying 500 more than that I got it I understood that hey I don't need to beat Tony up for that but because I leveraged which is part of closing the fact that Tony has less than perfect credit I said hey Tony let me ask you a question let's say I could shake your hand I pulled the hypothetical and then guess what I did I wrote it down and then I told him six months from now if this still popped up what he want to do with in hell I would would you he says yeah all right cool so Tony's telling me that you pay more money but just not for the car he'll pay more money for his credit but because I was able to get in and shut Tony's mind off about talking about this damn car deal for a minute I was able to turn Tony's mind on to talking about credit with me for a second which I knew was a sore spot for him because I knew what he told me about his brother early on about how his brother screwed so guess what you think Tony's been a hundred bucks to make that that sore spot go away yeah dad just not another hundred for the car but now when I said would you do that yeah for the credit and the car he said yeah now tell me saying yeah you know what yeah yeah credit and car 600 well guess what I took it away and I said yeah credit car 600 there we go so guys would this all being said it's pretty simple right oh yeah Tony guys wherever you are in the world you can decide to use any of these all of these are some of these most of you guys won't be good at one of these and till you practice but if you watch this video a hundred times over if you ask the nd how do i dominate this give me instructions real simple go by your whiteboard go by your whiteboard watch this video literally do this same car same payment structure everything don't change anything because if you can do this same one when the car and the payment structure changes it's okay it's still all works you're saying Tony could have told me he was spending fifteen week and gas 20 a week and gas hundred we can guess it doesn't matter my car still gets up when you ask while I'm still gonna go in my current could have got a third of the gas mileage it's still gonna change the payment we're still gonna be scooping up money so my idea of it is is if you just need to understand the funnel and the process so when you're setting the funnel in the process then guess what when you get to the drawing table or you're like I don't understand how close does he pay what do you pay it now let me show you how affordable your new car is this is our old car versus a new car this is how much more you said you could pay telling me what are you roughly spending a week in gas man it's like here we go man and it's just in your blood and it's in your heart and it's your foundation this is the foundation to closing in the automotive sell business car and car sales and before we shut this off let me remind you one more time nine one eight two one zero zero two five four that's my cell phone I'm gonna give away three of the zero to a hundred thousand fast car sales training programs all I need from you send me a video write to my cell phone one minute or less it'll be easy to send through a cell phone because it won't be too big to send telling me why you need the course okay and guess what if we love it and we feel like you're the dude or you're the girl out there the woman that needs it guess what there you go everybody needs the course everybody's killing it with the course I know that but we want to send out three free courses so send us the videos guys we hope you love this and then we'll Cydia and training three right