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hey guys it's Andy Elliott I want to talk to you about the art the Lost Art of the write-up sheet now listen to me I'm going to tell you why a lot of amateurs out there right now are missing a lot of profits on car deals because they don't know about the write-up sheet by the way because they're lazy or they've never been taught but I'm going to teach you right now so I need your attention till the end of the video and if you're in the automotive space you will end this video being better than you are right now so number one the power in the write-up sheet is so that you can ask the client how they want their new car titled to write down the vehicle they're going to be buying and then also talk about the vehicle that they're going to be trading in okay it's very simple and by the way where do you have your car financed with okay I'm gonna write that down roughly what do you believe the payoff is I'm going to call and get a 10-day payoff but what do you believe it is what is your monthly payment right now and then also we're gonna ask a few more questions that nobody does I'm gonna get to it here in just a minute but what if I don't ask how do you want your new car title and I sit down and say okay Mr Mrs Johnson do you have an ID on you and the guy hands out his license and he gives it to you and then you start typing it in your system or you copy it on your write-up sheet and then you go and get a copy of his driver's license and give it back to him can I ask you a question did you say how do you want your new car titled where would you like the paperwork mailed to for your new vehicle did you say any of that stuff no you didn't so the client doesn't even believe that you're actually there to buy a car isn't that crazy you know why they don't believe they're there to buy a car because no one's told them they're buying a car yet and that's your job that's your job but you're not doing it you're just copying down information off of a driver's license and then you're hoping to come back with some numbers that are enticing enough that they say oh well man you know what I think we're going to go and buy it but can I ask a little question most of the time aren't cars more expensive than people want them to be aren't payments a little higher than people want them to be or interest rates up a little bit right now yes hey guys what's going on it's Andy a lot of you leave comments tell me that you need help do me a favor I'm going to tell you the best way to get a hold of me shoot me a text message right now 918-210-0254-918-210-0254 I'll help you with whatever you need I got you back for life let's get back to the video are we ever giving people too much for their trades or is it never enough Never Enough okay so if you can't get them to commit to buy the car on the worksheet do you think they're going to be ready to buy the car when you bring out numbers that are a little higher than they want no they're going to get up and your manager and go where are your customers going and the guy goes oh didn't agree to buy a car I thought you were just showing me numbers yeah that's your fault so we're going to go into the art of the write-up sheet we're going to go A to Z you ready A to Z Art of the write-up sheet here we go number one how do you want your new car titled very simple whether you're typing it or writing it write that down number two where do you want the paperwork on your new vehicle to be mailed to your home or your office which one it's very simple just ask the question okay don't get smart on me ask the question when you're done with that you're going to say okay Mr Mrs customer you're buying a 2012 or a 2023 Chevy Silverado crew cab four-wheel drive black I'm gonna go get the exact mile off the vehicle but we know it has around 8 000 miles okay I'm gonna get the exact odometer off of it okay also on top of that you're going to be trading in your vehicle today right your 2013 Chevy Malibu outside I noticed it was silver and by the way who's to pay off with okay GMAC awesome and how long have you guys had the vehicle for three years awesome and what's the monthly payment on it that's the monthly payment amount and some of you guys may say Andy we don't have to ask all those questions I know you don't have to but you're going to start asking them because you're going to understand I'm going to give you some more questions to ask here in just a minute that's going to show you the art of the write-up sheet okay and by the way if you're typing in a computer I would highly suggest that you have a blank piece of paper once you're done how they want their new card titled where they want the paperwork mailed to the car they're buying and the car they're Trading I would highly recommend having a piece of paper ready to write down on in front of you so that you can understand how you're going to close them are you ready okay so now that I've got all the information if I have a write-up sheet it's here okay or if I'm typing it here I'm going to grab my blank piece of paper and I'm going to ask two questions you ready write this down okay ready my general manager gives most money for vehicles that have been serviced the best okay write that down my general manager gives the most money for vehicles that have been service the best Mr and Mrs Johnson would you mind sharing everything you've done on your vehicle okay as far as money spent within the last two to three years on it that way I can share it with my general manager so I can make sure I get you the top dollar for your vehicle now at this time they're going to share things that they've done on their car and money that they've spent now can I ask you a question in a minute monthly payments are going to come up am I right you're going to bring him a pencil monthly payments are going to come up and they're going to say oh I can't afford that because they're going to say I'm only paying this now I can't afford that well in a minute they're going to give you all this stuff that they've done and then they're going to tell you how much they spend and they're going to believe that they can get more money for the car which they can and if you told your manager about it I bet they would get more money for it because now you're sharing with your manager how nice this trade-in is but also there's a flip side to it too which I want you to understand I'm getting more money for their trade-in Now by telling my manager everything they did now he wants that vehicle in the lot and then the flip side is hey this client they're paying 400 a month but if they've been spending 1200 a year on maintenancy and stuff guess what 1200 divided by 12 months in a year that's really 100 a month in a small maintenance payment they're not paying 400 they're paying 500. you feel me I'm finding where the money is another now what did I say my general manager gives the most money for vehicles have been serviced the best would you mind sharing everything you've done for your car within the last two or three years art of the write-up sheet baby all right so the second question you want to ask is obviously the vehicle that you're trading in today we do need to make it like new for the next client that's going to own it like if you were going to trade your car in today and your daughter was going to buy it we'd probably have to service it and get it ready for her to own it right what are some things that you could think that need to be done to your vehicle so when you trade it in today I can make sure I let my service manager know about it so he can get those things fixed first nobody knows your vehicle better than you what would those be and guess what now they're going to tell us well you know I know that sometimes the air conditioner works and and sometimes it don't work okay well listen right now the managers drove the car the air conditioner is working just fine but if it doesn't work sometimes that's a problem am I right now they're going to share with us that would we have known about that if they wouldn't have told us no they're going to share some stuff with us about their vehicle that needs to get fixed why would we ask this question okay my general manager gives top dollar for vehicles I've been service the best also that's question one also my my service manager he loves to get these cars serviced like new for the next customer that's going to own it what is everything you could think of that needs to be done to your car next and then say anything you can think of work that needs to be done please let me know so I can make sure I share it at the end of my service manager now I'm going to explain these two things for you this is the art of the pencil number one they've shared with us all the money they spend now that's going to be money justification okay for additional money they spent besides our monthly payment on the flip side now they're sharing with us money that needs to be been on their car that guess what if they didn't trade it in today they would also have to spend that money to get that stuff fixed you see we're releasing them of that burden you feel me now what's the art of this worksheet the art of the worksheet is they gather information to gather Intel and gather data so that we come in for the close we're equipped and prepared now if anybody's watching this right now and I have flown over your head and you don't understand this you need to watch this 20 times until you get it there is a professional out there that gathers the right Intel that when they can go in for a close they Envision the negotiation in advance they have everything they need and guess what they're ready to strike amateurs don't ask customers about their trade-ins Pros do now we're going to go to the flip side are you ready now the back half of what questions you ask is this hey most of my customers put anywhere from 10 to 15 percent cash down comfortably Mr and Mrs customer how much were you prepared to put down today how much be quiet what did I say most of my customers put anywhere between 15 to 20 cash down most of my customers put anywhere between 15 to 20 cash down comfortably how much were you guys prepared to put down today take your pencil take your pen and put it against the piece of paper and wait just like this and they're going to say oh well we were only wanting to put a thousand down okay cool no problem guys hey I'm gonna put option A say it I'm going to put option A as a thousand now I would also like to put an option b with maybe a little more money down because we know the more money you put down it does help dramatically lower the monthly payment does that make sense so if we did use an option b how much more cash could you put down and I'll show you both ways and in the end at your decision is that fair get an option b well I guess if it would help on the payment show us an option with 3 500 down so right now they're about to get a pencil from you which is going to be the proposal of what the dealership's going to offer them with price payment trade-in and probably maybe an interest rate okay now I want you to understand when you go out if you haven't talked about cash down and your manager just writes an amount of cash down on a piece of paper if you haven't asked any questions now on the pencil you're actually talking about cash down see I like to talk about it beforehand okay there's no numbers on the table there's no price I haven't given them a number on their trade-in yet I haven't showed them how big the payment's going to be on the car so they haven't seen any of that stuff so they feel pretty comfortable if they're going to go up and down payment talking about that before the pencil because there's really no other numbers to be scared about does that make sense so I'm going to ask hey most of my customers put anywhere between 15 20 cash down comfortably how much you guys going to put down a thousand dollars awesome I'm gonna put option A thousand bucks also we know this the more money you put down it does help dramatically lower the monthly payment so I'd like to like to show you an option b with a little more cash and in the inature decision okay so if if you put more than a thousand how much would it be and I'll show you both ways it's completely up to you um do two thousand okay cool how much do they have doubt now a thousand or two thousand so when you go back to your manager your manager knows that this client now has some money down money down can help with a better interest rate it helps with the lower monthly payment it helps offset the carry of a car deal in case maybe there's negative equity or maybe the client's buying a lifted truck or something and the bank won't Finance all of it money down would help that loan to value come into balance money down is so important in a car deal everybody has forgot the art of the write-up sheet okay and I don't know if it's because we just don't talk about it anymore but this right here this is how all the money is made and this is how you best communicate with your client if your goal is to provide a customer experience through the roof if you ask these questions I just asked I know more about your customers and just like two or three minutes then most people will know coming in blindsided saying oh man you just don't want to pay that you don't want to pay it's like dude now we're just arguing and nobody knows what's really going on okay I want to help you guys become professionals so this is the Lost Art I haven't showed you how to pencil a deal okay this is the Lost Art of how to use a worksheet to go in for a write-up and be the best at it by the way my name is Andy Elliott I know you guys know who I am I made 700 Grand a year my last year selling cars if you're not earning over a half a million a year you can I don't care where you came from I don't care who you are I don't care I care who do you want to be you want to be the best in the world you want to be the top earner you want to be the top one percent in the industry I hope these tricks tactics and techniques have helped you better yourself to make more money now if you're ready to get off the porch and go hang out with the big dogs and you want to really earn what you're worth number one they say when the student is ready the teacher will appear I've created a training system called project 500. it's how to make 500 Grand a year selling cars I'd love to give you access to it if you want to shoot me a text message write this down 918-210-0254-918-210-0254 you shoot me a text message I'll send you all say hey Andy my name is John give me some information on Project 500. I'll send you all the details check it out I'd love to help you go to the top I hope this video really helped you guys go to another level and more importantly understand where most amateurs they miss stuff like this understand how I don't want you to miss it and I want you to be the best I got your back for Life make sure you shoot me a text message see you guys soon [Music] hey guys I just want to tell you the true one percenters you made it till the end of the video do me a favor share it with the friend that wants to go to another level make sure you like the video comment below so I know who you are set your notifications and then subscribe to the channel we got daily sales training videos dropping I'll see you soon foreign [Music]