Chris Collins breaks down why service advisors misunderstand their pay plans and how group pay structures create confusion. Most advisors can't explain how they actually earn money, which costs dealerships real revenue.
A funny one is most advisors don't know how they're paid. And it's so funny because when you talk to a service manager or you talk to a dealer, and even they pretend like they know, but they don't know. Like, I do this all the time on strategy sessions. I'll be like, how are the advisors paid?
Silence.
There's this pause, and it's like, well, it's on a sliding scale. And then it's all this if come maybe. And they're trying to manage the department through the advisor pay plan, in a sense. And so it's like literally the range of what the advisor could make is. And, you know, not only do you have to make the pay plan simple, you have to explain it to them until they understand, like, over and over and over again. But there's a lot of leverage in the advisors having a pay plan that they can easily figure out. And they know that, hey, the work I do today.
I'm gonna see, you know, the effort that I'm putting in today, I'm gonna see in my paycheck. The other one to you with they don't know how they're paid is if, if they're paid on a group thing.
Oh, yeah.
Why have we never. It never works. I, I'll tell you, though, I always wish it worked. Every time I've been convinced to try a group pay plan where the advisors are splitting the percentage or whatever it is, I, I, in my heart, like, I don't know, there's something about me that's like, hey, that would be so cool if, like, you were a team and everybody was like, yeah, like all.
Six people were a team.
And yeah, this guy's really good with, you know, difficult customers. And this guy can just write volume. And like, you know, like, if everybody brought their unique thing to the table and you all covered each other, whatever, but it just isn't reality. Just never. It never has worked out. I've never seen that work out.
I would say that just from.
I never. I mean, never.
Yeah, not once. I've been hearing it more lately than.
It'S just a reaction to poor systems. So it is interesting how many in weird things we're coming up with as an industry to fix the fact that we don't have text.
Yeah.
How many times somebody calls us and they're like, we need advisor training. And then I get on a strategy session with them and they're like, we need you to come in and train these advisors because the customers are mad. They can't communicate and this and that. And I'm looking at the thing and it's like, okay, you're booked out three weeks and I do the average ros per day on the advisor really quick. Like, how many are the advisors writing per day? And I'm like, the last thing you want us to do is train your advisors. What you want us to do, which we're really good at, is help you find tax.
I mean, I don't know how many times I've said that in the last four months. And there's a long, awkward pause and then they're like, oh, I think you're right. Like, it won't matter if we. If we train the advisors to sell more, do more. If they can't get the work done, we're just going to make the customers upset.
Thanks so much for watching this clip of Service Driver Revolution. We're uploading new stuff every day, so make sure you subscribe and click the bell icon so you don't miss out. If you have a question you'd like us to answer on the show, call 8333 Ask SDR and we'll answer your question on the show. That's 8333 Ask SDR. For special deals on our books and training, head over to offers.chris collinsinc.com that's offers.com chriscollinsinc.com I'm Chris Collins and I'll see you in the next video.
