Finance Training // The Meet & Greet – Keeping the Customer a Hot Buyer // Andy Elliott #Finance

most people in the automotive space are a master of none they go through their whole life they never Master anything and it’s sad because they make more money than most not being a master but if they could Master it I mean oh my god dude they could they can make more money in five

years than they made in their whole life hey guys here we go it’s me and Dennis again we’re going to talk about the module on the meet and greet Dennis take it away be ready to chew on this and uh let’s kick some butts so this is incredibly important so I’m going to make the

assumption that you did a high quality pregame with your sales team because if you’ve done that effectively if you’ve asked the questions you’ve done the study and you got the miles off the car they’re buying the one they’re trading you touched you feel you looked at

all the paper the Credit app the bureau all the things you’re going to be prepared to deliver a great meet and greet right that’s where we’re going to trans to give that transfer of enthusiasm it’s where we’re going to win over that customer so

they’re excited to work with us and excited to finish the purchase of their brand new vehicle so table stakes and he talks about this all the time when you come to the table literally and figuratively you gotta have a great attitude no dead Bobs right Andy you got to be excited to be there

you got to be grateful to work where you work you got to be grateful for your you’re alive man you’re above ground you got to have a good attitude a can-do attitude and an attitude of being a servant to that customer to help them out so really important and then of course you gotta have

a great delusional belief that they came to buy we’ll buy we’ll buy and they are going to buy if we do our jobs today really important if you don’t have those things going into this transaction turn the deal well a closer starts at the handshake right hey what’s going on how

you doing great when you look at me right away you can tell man if I’m just someone in the store that’s going to print some paperwork or if I’m somebody you actually want to have a relationship with get to know do I seem like somebody you want to know 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 CashNews.co right like do you want to know me right so that’s where that great attitude comes in and then that delusional belief just means this a closer I’ve never seen have you ever seen a closer right in the sales Tower say what they’re leaving give me that paper I’ll

close anybody Anytime Anyplace anywhere on the phone or in person let’s go baby and they take off that’s that’s what I’m talking about like that person they don’t overthink it okay they know that clearly that client wouldn’t be there if they didn’t want to

say yes and they’re going to go get the yes they know it’s going to be a yes they’re not worried about it that’s what he’s talking about like know that whatever you want to happen manifest in advance it is going to happen whatever’s going on in your mind it

happens in your life that’s it this is all mindset this is all mindset right here this is clearly nothing but mindset right here absolutely okay and which clearly mindset is everything when it comes to sales so I just want to say that in this right here before we get into the expectations

with the customer because we are going to set some expectations this is where I see F and I managers get down in the dump oh it’s a lease great separation oh it’s a cash deal oh it’s Max oh it’s whatever it is it doesn’t matter you were given an opportunity it’s

our job to solve the puzzle it sounds to me like they just want something easy we all want something crazy I want to make a half a million a year and I don’t want to do anything yeah you and everybody else bro you and everybody else yeah we got to get in do the work earn it the the guys and

gals that can solve the problem get paid all the money so come in with the right attitude anybody else whine about the cash deals absolutely take it you know why they got cash because they got money yeah I do like let’s think about that what does that even mean by the way it could be a

Credit union deal it could be going to their own bank they don’t they haven’t had your um conversation with you yet they they may not they’ve only done that in the before in the past because everybody else they talked to didn’t know what they were doing I

mean just understand this I don’t care what they thought they were gonna do before they met you they’re going to do what you want them to do that’s the end of it so the mind is right we’re gonna put a check we got our mind right it’s show time baby we’re gonna go

out and get in with that customer right and it’s so important when you grab that hand they know that you’re the guy that’s going to help them you’re the person that’s going to get this over the Finish Line get them out on the road in their new car and they’re

going to be grateful doing business with you so it’s incredibly important F and I managers I see so many F and I managers Andy they just sit back in their hole and then they get a deal salesperson takes it in they don’t do the pregame they print up their paperwork and then they do Andy

bring your customer to Finance click click they’re walking down it’s like The Green Mile the customers getting marched to the background to have who knows

what’s gonna happen don’t do that get out of your hole get out there meet the customer out on the showroom floor I know every single F and I provider training company in the world talks about meeting the customer on the showroom floor and if they’re not they don’t know what

they’re doing get out on the showroom floor meet that customer on the showroom floor with the sales person by their side you want to meet them where they are they should have to come meet you where you are absolutely that makes sense like dude you know the reason why we do trial clothes

before walking to the showroom for because people are walking into a new door the hardest thing is to get them from the lot to the right up right because they have to walk through a set of double doors am I right yeah when they walk into those double doors what do they do they they completely go

cold again they put the wall up and it’s like they they restart and and so the goal is is I’ve envisioned this F and I room over here right if you’ve came out and you’ve meted them they’re warm to going to meet you already so they can stay in that state and they

don’t have to change anything they want to put a wall back up they’re not meeting somebody new you met them where they are they’re in a comfort zone okay if not just be prepared to have people walked into your office have a harder time to build rapport and dude it’s

miserable on you and the customer there’s there’s pressure on both ways that’s unnecessary you know you’re so right and I mean instinctually at our core as a human being when our environment changes Andy our Spidey senses it’s it’s just not it’s survival

mechanism there might not be anything to be afraid of but the environment’s changing and I don’t even know who you are yet because I haven’t met you so all of a sudden I think you’re judging me I think that I’m judging you dude we’ve started over again we started

over and that’s the worst thing you could do so meet them where they are absolutely this is key and when you start that conversation you know the great handshake the great eye contact two ears one mouth listening to what they say and you want to start out this conversation and by putting the

ball in their Court Andy you know hey first of all I want to thank you for your business I know you work with uh Andy your salesperson he’s the best in the business you’re truly blessed to work with him we can’t thank you enough for choosing our dealership we know there’s a

million other places you could have bought your car but thank you but really before we get started I know Andy’s probably covered a lot of information I want to make sure you don’t have any questions or anything you need before we get going no I’m good we’re good right so

I’m so glad to hear that so we’re going to do a number of things today and all of them are going to be at your pace I want you to be a hundred percent comfortable with everything in the car deal today I want you to make sure you’re 100 comfortable with the car which I’m sure

that’s the case because you’re here now right we’re good car is great also I’m going to be going over all the paperwork with you inside and out you know to the point that you’re comfortable we we work at the speed of accuracy I want to make sure you’re

comfortable with everything you’re signing and you know 100 everything you’re getting and everything you’re not getting before you leave here today and the other thing I want to do with you today Andy is I want to go over any warranties that come with your vehicle so if you need

them in the future your expectations are met does that sound good yep all right I love places everything you’re getting and not getting to me that that creates curiosity right you know what I’m saying it’s almost like like I don’t want to Forfeit anything what am I not

getting and all he did is just a little seed that he dropped absolutely you got to plant that seed and that’s an attention grabber right like writing an essay in elementary school I’ll go over everything that you’re getting and not getting just to make sure that before you leave

today you have every you know you need to know you have everything you think that you need and then also on top of that going over your warranties with you just to make sure that you have the coverage you need from the driving you’re going to be doing and and we love you so thank you

I’ll be handling all that we’re going to take care of it right because customers what they want right when they’re buying a car you always hear you know when you look at reviews online you look at you know complaints and surveys things weren’t clear I wasn’t

comfortable I felt rushed right so you want to come and tackle that ahead of time as the Finance manager I want to give you Clarity I want you to be comfortable and more than

anything Andy I want you to be certain that you chose the right place to do business today yeah and you know what’s really cool is that people do want to go fast people do want to go fast and the more they trust you the faster they’ll go with you absolutely you’re I mean I mean

that’s it like like all I’m saying like all the pre-game and the stuff that he’s talking about and this stuff like it it all rolls in and it’s so important and it really shows you what an ugly life looks like and then what an easy great life looks like and when we hear about

these people you know because I’m going to tell you you know when Dennis says seven figures okay Dennis knows everybody in the Auto industry everywhere some of you are like seven figures where do they work it’s not where they work it’s who they are yeah okay let’s be Crystal

Clear before someone made Seven figures okay before someone made Seven figures no one made it just like in every wealthy person’s family there’s eventually a point in time there was no wealthy person in that family we are trying to create you to be the top one percenter where

you’re at you don’t need to be anywhere except for exactly where you are it’s what you don’t acquire and what you’re doing and what you’re not doing now or what you are doing now that’s not getting you what you want we want to raise your standards by by

training you and our goal is that we want you to review what you’re currently doing and find holes in your day in your game that you can fix so that you can become the top one percent right and I know we might run a little long here and there but I’m gonna explain this to you for a

living you you were 12 hours a day in the automotive space five to six days a week I mean you told your family you were leaving them to go make a living like understand being the best in the world in the top one percent that means you have to beat out you know 50 000 other people yeah am I right I

mean let’s just be clear about it okay like you’re not beating out the people in your dealership you’re beating out the rest of the world everybody knows what the rest of the world looks like and then we know what you look like okay so we’re trying to create you to be that

Warrior that’s Unstoppable unbelievable plays chess 10 steps ahead of everybody and Dennis you’re such a going over with is priceless you know and what I hear when I hear you Andy talk you’re talking about progress progress for the individual right and it’s all about just

because you’re here now doesn’t mean you’re not going to be up here later but it all starts with you committing and getting better and doing the fundamentals at a high level this stuff right here the meet and greet the pregame these are just basic foundational elements of a great

fni manager in a great process right so you’re setting the expectation with the customer they want to progress too they want to get the hell out of the dealership and go enjoy their that new car they don’t want to really be there and if you can make it fun give them the clarity comfort

and certainty that they just want as a human being certainty that that that’s a big one certainty and bottom line is when I hear Clarity and comfort what I hear him say is remove the pressure from the deal so that because you’re the one absorbing it all you know what I’m saying

hey I got this this is easy it’s no big deal this is the easiest part of it and then providing massive certainty they can never look to you for one second and not believe you yeah 100 and that comes being a student in the game in all aspects of the F and I office yeah and that’s why I

like it I want you to Envision someone coming and investing I want let’s just pretend right you had a million cash and you went to invest it with somebody once they started telling you your investment options right as you’re looking at them because you really really love your money a

lot but your goal is to give them the money to get more right than what you currently have right and everybody’s told you it’s good you believe that there is the right person out there somewhere that could help you you’re hoping that you found the right place but you’re

guessing inside with uncertainty that you know how could you get someone that could help you grow your money it’s like all these uncertainties play out but then when you do meet the right person or speaking the right language they’re doing the things right they put you at ease they pull

the pressure next thing you know you’re giving them a million everything else you got you’re trusting them you’re believing them you’re calling them they’re your person for life that’s what we want with you okay and that’s the reason why dealerships can

Thrive or why in 2023 someone will try to survive yeah absolutely you know I you know I make the equation when you go out there as a salesperson right you got your commitment at 500 a month next thing you know you pull the Credit and you’re going out there seven eight hundred

a month there’s guys like Andy the top one percenters that just go out there with confidence and they’re like boom it’s 800 bucks and they shut it down like that versus the amateur we get 800 tractor yeah they’re shaking with the the 800 no you got to be confident because

when you’re confident people borrow your confidence I hear you talk about it encourage right so Clarity Comfort certainty makes it all happen so you know you got to set the expectation with the customer on the next steps that you’re going to do all these things for make sure all their

questions are answered so when they leave the dealership they feel good about their decision to do business with you and the dealership and they know they’re coming back the next time they need anything for that car or any other car in their household and then you got to let them know

I’m gonna get you out of here as quickly as possible we’re going to go through all this paperwork quick easy make it simple but just remember I’m here to answer any questions if anytime you don’t feel great about something let me know because I’m here to solve it for

you and I always like to say I’m going to go as fast as you want to go okay now if you wouldn’t mind it would be okay with you if I kind of went a little quicker than if you saw something you didn’t understand I’ll slow down is that fair absolutely it’s fair notice

I’m I’m making him feel like he’s got control okay hey I’m gonna go quickly because I know you guys want to get out of here and go enjoy your new vehicle I’m sure you’re hungry you sure you got a name of things going on other stuff you want to do so I’m

going to go quickly through this but if there’s something if you have a question you just ask me interrupt me it doesn’t matter I want you guys interrupt me I’ll slow down and then we’ll we’ll go through that is that fair like like what you’re doing is

you’re giving them control but it’s the old effect sound like a lion act like a lamb right and basically you’re holding the spotlight and you’re putting them in it okay so I’m controlling the spotlight so who’s in control I am but who’s in the spotlight he

is okay just understand this all this has to do with being a master at what you do most people in the automotive space are a master of none they go through their whole life they never Master anything and it’s sad because they make more money than most not being a master but if they could

Master it I mean oh my god did they get they can make more money in five years than they made in their whole life yeah yeah okay so guys this right here is going to be the meet and greet going through everything very simple okay um we love you we’re gonna see you in the next CashNews.co

let’s keep moving hey guys I just want to tell you the true one percenters you made it till the end of the CashNews.co do me a favor share it with the friend that wants to go to another level make sure you like the CashNews.co comment below so I know who you are set your notifications and

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