Advanced Roll Play with Channel Members
Matt Ryder watches channel members role-play real sales scenarios and breaks down their questioning, framing, and closes. They cover final expense insurance referrals, career coaching, dental marketing, and car dealership leads, with focus on one-call closes, handling objections, and probing for catalyst events.
And, and the dream of like being featured rather than going into depth. I'm working on that currently, but that's, that's the context that leads are coming in with.
Okay. And you're deciding what they buy just based on vibe or what?
Based on, based on my discovery with them.
Right.
So I'm gonna get a feeling for what the problem's looking like and what actually the dream reality looks like that they want to achieve.
Right.
And within that future pacing, I decide what I'm going to present and what I'm going to sell.
Okay.
And you want to close them in what, like the hour?
Yeah. And this is where, this is where I'm curious what you were saying. If you think I can build enough problem awareness and urgency for big business owners like that within 60 minutes to close them into like 35, 50, $100,000 deal within 60 minutes. Or if you'd say, hey, better do discovery first and then book a presentation call and follow up on the presentation call and prepare a little bit because this is, you know, I can do custom tailored and prepare myself a little bit more for the call.
What's your close rate at the moment?
Close rate on offer is 33%.
Okay. I mean your leads are pretty good. Then like you're obviously coming in somewhat, somewhat primed. But if you're closing at 33, like just split test it. I mean that's, it seems like a pretty good ratio. Yeah. I mean so like what would I change? And you're doing a one call.
Yeah. Right. I've been, I've been testing everything. I've been testing 30 minute discovery and then booking them for 45 minute presentation. So I have enough, enough time to handle objections etc. That's been working. Okay. I would, I wouldn't say I was like, I feel like the, the traction got lost over call. Like the traction I built on call one got lost.
I mean where are you? You're closing at 33%. Like where's that, where, where's that coming from? Like what are you doing for that? Or is that like an aggregated of all the different things that you tried?
Yeah, that's aggregated of all the different things that I've tried. I have not the testing set up like that.
From a questioning standpoint, it's like useless data for me to know then. Right. So it's like I don't, I don't, I can't answer the question. So it's like, can you maybe. I don't know how good you are. Right. Like I just, I Have no real context for you. Could I do it? For sure. So can it be done? Yes. Can you do it? No idea. You know, I mean, like, that's kind of the. The. The. The answer to that one. But, like, is it worth it? I. I would rather have a lower close rate and do a one call than a higher close rate and do a two call, just because overall, that's probably gonna end up in more sales, generally speaking, depending on obviously, like, you know, there's obviously extremes to both of those ends, but generally, if I can get away with it, I would. I would do that. But if it's also trying to put a round peg in a square hole, I'm probably not going to. I'm probably not going to try and force it just for the sake of some time, you know? So, yeah, I would split this and then run the numbers out and then see what actually happens, you know, because, like, it's sort of try and do it. If it. If it works, great. If it doesn't, then go back to what was working, you know? Yep. Okay, cool. We'll go one question from manual, and then, Victor, we'll do your role play. Okay.
Hey, thanks so much, Matt. Appreciate you taking this question. You're probably gonna laugh at me and beat me up through the.
Through the.
Through the video.
Just kidding. But I was gonna say, one of my challenges, though, I'm in final expense. I've been doing pretty well. I'm in the field selling face to face.
Okay.
And.
One of the things that's been happening is when it comes to referrals, I started off my career, like, asking a lot, like about three or four years ago, and I noticed that some of the prospects that I ask referrals from, I end up kind of generating this callback of like, hey, you.
This guy, you know, you.
You gave him my number. And then they start talking, and then they shop, and then. And then they're. Because the final expense product I sell is not, like, the cheapest one out there. So I've kind of got intimidated from asking referral. So I feel like it led to some cancellations. And so I kind of was coming to you just maybe for some mindset stuff or, like, am I thinking about it the wrong way or, you know?
Yeah, I mean, like, I've never heard of anyone saying they asked for, you know, referrals, and they ended up with refunds. You know, I think asking for referrals is a good thing, but I think, you know, I would. I would definitely test it. I don't Think it has to be that deep. I would probably argue that it didn't happen very often, but it stuck out. True. I would probably say like, yeah, on an actual, like, number basis, how many times does that happen?
Yeah, probably like four or five. Feels like a lot.
Out of how many?
Maybe out of like 50 or somewhere from 1500 of actual referral sales that I got.
Yeah, 1500.
Over the years.
Yeah. You're saying that you stopped doing something because something happened four times negatively and 1500 positive and you stop doing it?
No, 50 and 100.
Yeah. Oh, 50 and 100. Okay. That's slightly different story. But still, like, first of all, 50 and 100 is a big swing. Like, it's a big left and right. But either way, I would say the positive mass of the outweigh is the negative. So I feel like kind of answering your own question there.
Yeah.
If I do something and 50 out of 50 times, like, or 55 times it lands correctly. 50 times.
50.
50 times and incorrectly five times, I'm probably doing it. Got it, got it, got it. Okay, cool. Yeah.
And, and you don't care about the fact that, like, if especially what can seem like a commodity, which is obviously, you know, like, final expense, if the product I'm selling is a little bit more expensive than what they. Somewhere else, that wouldn't bother you about trying to get referrals or make you feel like, ah, they, they might figure out that mine is more expensive and get worried about it?
No, I would hope that it's more expensive because it's a bit better.
Yes, it is.
Well, there you go. You're fine. You know, it's sort of like I sell Ferraris, but I'm really worried down the road because there's a Toyota dealership, you know, it. I'm fine, I'm fine with it. You know what I mean? So, yeah, I think, I think you should just do it. I think, I think if you're looking for permission, I, I, I give you permission. My man.
Thank you so much.
Go. Go forth. Pearls, Victor.
I'll get you.
I'll play and then Nahum. I'll get you to be the prospect if I can. Because Victor's been patiently waiting to make it through all the hating, debating whether or not he can even weather the storm. All right, for those of you who are. Victor, are you there? Are you asleep at the wheel? You have to jump to another call. All right.
Yeah, dude. Let's see. So I first I wanted to do a role play, just kind of going off of what we did yesterday. I don't know if you remember.
You need me to remind you? Yeah, I know what you saw. Yeah, what's that? Yeah, I remember what you saw. You sell them. Okay.
Okay.
Yeah. All right, cool. Who's gonna be a role play partner? Who's. Who's certified non retard when it comes to role play? Anyone here certified? Raise your hand if you certified.
I could do it.
Okay, sweet as. How certified? Self certified. I like it.
What's up?
Who said that?
Who said that? Who am I looking at? Okay, sir, so yeah, so the offer is we help people stand out from the crowd, right, when they're applying to jobs, right? So that they're not one out of a million.
Right?
So that they can actually stand out from the crowd.
Get.
Get the interview. And then while they do the interview, we, you know, train them on how to be successful in the interview so that they can land the role.
Makes sense.
Coaching program.
Cool, dude.
We'll do outbound.
All right.
Okay.
So like, you're reaching out to me?
Yeah, you. Yeah, I'm reaching out to you. You filled out a form.
Okay, so I'm. I came from an ad or something like that.
Yes, you came from an ad. You put your number. So now I'm calling you back. Okay, so.
Hello?
Hey, Alvin.
Yes, who is this?
Hey, I mean, it's just Nahum here with Catapult Dream job.
What's going on?
Nothing much. How can I help?
Nothing, man.
Yeah, it looks like you asked us to give you a call back about some strategies to stand out from a crowd when it comes to like, looking for a new job or doing interviews. Does that ring a bell?
Possibly. I was scrolling down on my newsfeed I always do every night, and I might have came across an ad or two and submitted my information a couple places. So maybe. Yeah. So what?
Did you see that prompter you. What's that?
I like it a little bit squirrely. A little bit squirrely from the get go.
Good.
A little squirrely.
Yeah.
Yeah, man, that's fine. So, okay, so what did you see that prom you to reach out and think, oh, maybe these guys can help me out?
Well, I'm just looking for, you know, to. It's a better competitive market out there. So I'm just looking to, you know, somehow stand out so that I can land in a better. At a better job.
Yeah, makes sense. So what are you doing now to like, boost the application or, you know, the resume or developing interview skills to stand out instead of, you know, blending in. What Are you doing now?
Well, I just put my LinkedIn together.
Okay, you did it yourself?
Yeah, I just took a nice picture to put it in there and just, you know, going with it, reaching out to a couple of job openings through there.
Nice.
So is it working?
I mean, I've only started it like a week ago, so I can't say, you know.
Oh, okay.
Yeah, it's been a week. So I mean, I guess what prompted you to reach out, you know, maybe in the first place?
Yeah, like I said, I mean, I don't even know what it is that you guys do. Look, you run me through, like, what do you guys do?
Yeah, man. So, yeah, essentially like what we do is we help people, you know, stand out from the crowd, right? So like people who first come to us, they send out a million applications. They don't hear back a lot of the times from many of them, or they get in the interview and, you know, they take the interview and they don't hear back from them. They're kind of left stuck wondering why. So what we do is we, you know, how.
How do you guys do it?
Yeah, yeah. So we, you know, we run courses, right, where we teach them the skills, right? So that they can actually learn how to stand out, right? So that they're not just putting in, right? So that's just like one out of a million, right? So for you, right, what is it maybe that you're actually like looking for? Just see what we do here would even work for you.
Well, like I said, I'm just trying to land a better job, so. Just trying to see how I could do that and how you guys might be able to help me with it.
Okay, well, yeah, man, Just, just so I understand the rationale here, I mean, I guess what causes you to feel like you might want like outside help, right, rather than just, I don't know, you could always double down on the applications.
Okay.
Sweet.
You watch that role play a bunch of times, didn't you? Of course. Today? Yeah, I thought that was good. I thought that your deflection was good. He, he's a. It was a lot better than yesterday, right? I thought you scrambled a little bit. I did. Because, because he threw you a bit of a curveball. But I think it's a fair enough curveball and I think it's probably good practice. It was a fair. Yeah, totally. But I, I feel like you, you did the right thing. You, you probably over justified and answered the question about like, well, like, what do you guys do? How do you do it? Be like, oh, man, there's a bunch of different ways. Like, I don't even know enough about you to know that all the things that we could do could even work. So, like, what do you actually. And that's like. If someone's being like that with me, they're being, like, very, like, you know, trying to take control, get to the point type stuff. I'm sort of gonna. I'm gonna allow it for the first time, maybe just, you know, and then from there, I'm gonna be like, let's have a get real moment. Be like, all right. Like, well, what. What do you. Why are you here? You asked us to reach out to you. It's like, what are you. What are you looking for?
What's going on?
Yeah, like. Like, what do you want? You know, and so kind of do a little bit of a reset, because otherwise, he did a good job of getting you into an I ask you answer. I ask you answer, you know?
Yeah, I tried. I try to. Yeah, I try to take it back when I was like, well, what. What is it that you're looking for? Just see what we do over here. Whatever. We work for you. But I needed to do that, like, sooner. Less justification.
Yeah, and also, you were, you know, you were a little bit. You say right when you're scrambling a lot. So. Okay, you said right. Like five times, which is a habit that I have as well. But it's just something to bear in mind and try and try and reduce.
Matt, what do you think about, like, building a little bit of a rapport, like, at that beginning of the conversation, like, maybe if you would have asked, hey, like, what industry? Or like, what kind of, like, what job do you have right now? Okay, cool. Like, what is it you look to. To land, like, now?
Well, no, what he. You know, what he should have probably done is probed a little bit more right at the very beginning, because he went straight. And I like. I like what he did, to be honest. I think he aired on the side of the right. I think he did a good job because he got straight into it. Rapport is not built through. Like, how about them dolphins? Or, you know, I've got a cousin in Maryland.
Right.
You know, I mean, it's not built through anything but a mutual respect of. I listen to you and you talk, you know, and it's. It's just through having a quality conversation. That's how rapport is built, you know? Like, I wouldn't say that I had rapport if I'm, like, sitting at the bus stop and going like, hey, how about them dolphins, right? You know, and just sort of having an inane chit chat about the weather. I wouldn't say I'm building rapport with somebody because it's just pleasantries, you know, I think that showing someone their respect of listening to them intently and answering their questions like, you know, and asking them good questions is what builds that rapport. Which the ultimate outcome of that is to build enough trust to where they believe what you're saying, you know, so. And I think that going down the line of asking them questions that are not with an intent to, to do something or drive the ball forward, I think that it, it will cause most people, not all, but most, to end up in a state where they're having kind of rabbit hole type conversations where it's difficult to get out of because the initial part of the call is the most important one. It's the one where you either decide whether or not we have a very broad and overarching conversation which is going to lead to a massive increase in potential time that you're going to spend to get down to the same endpoint or it's going to be nice and nice and pointy, you know, and, and what, what Nahum did really well was at the very beginning it was like, so what are you doing too? And then it was like solve the problem. Whereas last time yesterday when you role played it was oh, like what's your current strategies for X instead of what are the strategies to solve the problem for X? Right. Which is a very, it's a very different conversation and it's a much harder conversation. So I think it was a really good calibration from yesterday's discussion. Yeah, dude.
Yeah. I mean, yeah, I did watch it a million times, but also because like, like hearing you talk, it helped me tap in more into like my natural way of speaking, which is, I feel like more similar to yours.
Right.
Than, you know, other coaches I've worked with. So if it sounded like I was like maybe copying you, like, not really, that's just how I talk.
I don't care. I don't know. You can copy me all you'd like. You can start a sales training course, take all the content and cram it with yours. Plenty others have done it. I encourage you all, go forth and make money.
Except I'd wear a podgers hat, not a Dodgers hat, but yeah, yeah, that's fair enough.
Sometimes people are gay. Right? We love you all. Just. All right, who's next? Thank you. Raise us the hand of Halvin, did you want to go? Do you have a question or do you want to do a role play? Oh, he's on a phone call. All right, cool. One pin. All right, who wants to go next? Come on, guys.
Role play.
Let's do it. Nobody wants to go. I'm gonna start picking people.
I'll go.
All right, let's do it, jj. All right. What do you sell, buddy?
We sell marketing services to dentists.
Okay, I know that.
Well, yeah, Facebook, Instagram ads, they come.
In for like, dentists are of prospects.
Yeah, they can be.
You gotta. You gotta slappy slappy and make daddy happy with these ones. All right, I'm gonna need you to step up. I'm gonna need you to be a prospect and a bit of an arrogant prick. Dentists have this, like, deep seated arrogance, which is difficult to deal with.
Yeah.
Doctors is difficult in general. You gotta be real authoritative, see how you do it.
So what, what's the offer?
So Facebook, Instagram ads, they come in for like, Invisalign implants all on X. Different sort of things.
Okay, so.
Okay, cool. So sorry, the name's Nahum.
Yeah, yeah.
Okay, cool. All right.
Hey, Nahum, how's it going?
Oh, yeah, yeah, doing all right.
Who's this? So sorry, this is going to be on inbound. On.
Oh, okay.
Okay, okay. Over.
Zoom. Okay.
Okay.
All right. Hey, Nahum, how's it going?
We're doing all right.
You doing okay?
Yeah, doing great, man. So, like, today's call is basically about getting more information about, like, what exactly is kind of going on in your office and you know, how we can help when. If that's even something we can help you out with.
So.
Just to get a better understanding, I guess. Like, how did you hear about us originally?
Yeah, I mean, I saw the Facebook ad, looked all right. I was curious.
Oh, cool.
You probably get hit with a bunch of them. Like, what kind of stuck out to you in regards to our ad?
Yeah, I mean, the. The picture looked good on it. You know, there's definitely some stuff I'm trying to, you know, start bringing in more of those, so.
Okay. Like what exactly are you kind of looking to bring in?
Yeah, like the. More of the Invisalign. You know, it's kind of stuff like that.
Yeah.
Okay. Okay. How many Invisalign patients are you currently getting a month? Right now?
You know, we're doing about X. You know, looking to get to like, Y, preferably.
Okay, okay. How long have you been doing X for?
You know, we've been doing it for quite some time now. Five, five, six years.
Okay.
What made you guys all of a sudden, like, want to start getting to, like, why?
Well, you know, we want to expand, you know, obviously.
Right.
We want to make, you know, start bringing more clients, helping more people.
For sure.
Awesome. Like, what do you. What are you guys currently doing right now in order to get to. Why?
Well, you know, we've been kind of some running. You know, whenever the patients come in, we prescribe it or whatever, but sometimes they just go with something different. You know, we're just looking at.
Okay.
And it might be a midline.
Yeah. Okay. Have you guys ever done any sort of marketing before?
Yeah, we do some, you know, we do some, you know, we're on Google and, you know, do Google Ads, stuff like that. Yeah.
Okay.
Some Facebook ads in the past.
Okay. How's the Facebook ads working for you guys?
Yeah, I feel like they're doing. They're doing what they can, you know.
Yeah.
We're just wondering if there's a way to.
To.
To build it up more, obviously.
What do you mean, what do you mean by that? Like, they're doing what they can?
Well, you know, I feel like, you know, I feel like we've been stuck at X for like, some time now. So we tried ramping it up.
Yeah.
You know, we tried putting more into it, but it didn't really get us to why, so we're just kind of looking.
Okay. What do you feel like stopping you from getting to?
Why?
Well, I'm not sure. I'm not sure if it's the people that are coming in, the type of people that are patients.
Questions? How long is your sales pool?
Like 45 minutes.
Okay. What's your, what's your current, like, close rate? Like, how's it going?
Like, my, my current close rate is typically around like 50%.
50?
Yeah. Like, usually I'll call them when they inquire with us. If I don't call them, it'll drop like to like 30.
Right.
But if I call them and I qualify them over the phone and then I book them in, like, technically speaking, like, it'll be like a 30 minute call, but if I don't, it'll be like a 45 minute to like a 60 minute call. And then of course, like, my close rate will be a lot lower. Like anywhere from like 30.
How many sales do you make in a week?
In a week? Usually I'm doing a lot of outbound because, like, our lead right now is like, our, our ads right now aren't really Bringing any leads. So we have a database of like about 2,000 leads. So like, usually I'm technically doing anywhere from at least like four or five a week. So I bring in at least like 13 dentists a month without like any ads sometimes getting booked on.
All right. I'm super hesitant to make any changes then.
Yeah, like, it really depends because like, we have like intake problem too sometimes. Like when the leads do come in, sometimes we can't take those clients on if they're like really close by. So like the issue is like, I.
Have to kind of go into radiuses.
Exactly. Yeah.
Radius solutions on those are annoying.
Yeah. So it's having like a big problem on.
Like, do you know there's a smarter way of doing those? And it's how F45 did it. It's kind of diabolical. But it was kind of genius as well is they did it according to the postcode, like the zip code. Right. They didn't do a radius. Right. Which meant that they could have ones that were across the street from each other. But technically they're in different zip codes.
Right.
But nobody thinks of it like that. So when you do a zip code, you just can't have anyone in the same zip code. But they can be across the street.
Right.
So like, that is like, I saw like, you know, I don't know if it's the, the best thing for the, the client. I don't think it's a bad thing because I think like dentists, people need dentists. Right. But I'm saying that I don't know if you have any control over that. You probably don't. But so with a close rate like that, I'm hesitant to sort of make any changes. What I would say is that, like, I think this is one of the rare cases where I like setting frames at the beginning of the call. We're like, hey, this is how the call is going to run. This is what we're going to do. This is exactly how this is going to go. Because it allows you to take just a more authoritative stance. And with doctors and with lawyers and we're just selling that kind of stuff. Like they just generally speaking need to be slapped around from the very beginning and like, there is no follow up. Like I would like buy or die, just go for it. Because they just do not. Like, they're just arrogant. Right. So they don't like being in situations where they don't know what they don't, what. They're not like the smartest person in the room.
Right.
So yeah, so that's. But like if you're closing at the rate that you are, like I think everything that I thought was good, your probing is really good. It's like impressively aggressive yet quite laid back which I think is a pretty good mix and so I can see why it's working well. Like I thought it was overall very good. But like the only change that I would make is setting a more deliberate frame at the beginning. However, with the close rate you have, is that worth trying? Maybe, maybe not. That's kind of a U call to be honest. I don't want to with it because if you're like, honestly if you're closing that demographic at that rate, unless it's just a no brainer offer, like just a Taylor offer that's like, oh, like it's free for three months and you know, you know and it's like, well it's a bit different. Right. But whenever is this me or you just get super quiet.
Sorry, can you hear me?
Barely. Yes, yes.
So sorry. I was saying like originally when I came in and started selling like the price points were around like about 2k for like the management. So I raised it to about like 3k to 4k. And so at 3k it was still selling really good. But then like the results and stuff like that weren't doing the best. So we kind of like mitigated that sort of portion and I increased their ad spend. So a lot of doctors, like I, I do month to month so I, I, I would never give in guarantees or anything. So they started becoming like closing less when I started being more aggressive on their ad spend to get them better results because like a thousand dollars just was like dog. It was like you're not really getting much, especially when you're paying us a high management. So the close rate started going a little bit less because of that, if that makes sense.
Yeah.
But yeah, that's just what the market will bear. What the market will bear right now. Yeah, you do calls for a high ticket business, you charge them 50 grand a month, you do the same thing.
For.
You know, like what is it like real estate agents, bro, done for you. Complete full stack marketing top to bottom for a real estate agent. Yeah, 500 bucks a month. Like they will not pay more than that. Yeah, they're like, they just will not. They're the dregs of the society of, of salespeople. They're, they are the drinks. They're the ones we hate the most. Right. They are the special prize. But like they like I've, I've been a part of those offers and like they offer what a normal agency offers for 10 grand a month for like 500 bucks. Like, oh my God, so expensive. Crazy. Yeah. You guys want a marketer, go and get one that does real estate. They'll go get you leads for nothing. Right. Anyway, listen, sounds like what you, what you're doing is good, man. So, like I'm not going to make too many changes. I think that you could set a frame at the beginning. I think if you're playing around with your pricing, I think just track it and see what, and see what happens. I mean, that's what you can do.
No, I appreciate it. The question I also had Matt, like, if, if I'm taking them through that and then sometimes I do shoot the offer like right after I do the discovery. It works and doesn't work. Like, how would you kind of track that too? Because like sometimes before we were giving like slides onto like presenting that way, but I didn't like it. And so I would always close just off. Like, just give me one price. Because I saw you said A and B closes are kind of like, you know, lay downs and stuff like that.
No, I said option closes. Like, so option closes is not an A and B and option closes. Would you like the red or the blue? The black and the white. The. One of the two. Visa, MasterCard. Right. Like, that's where I'm, I'm just giving you the options. Like that's Jermaine giving two different distinct options is in like we have two programs, right? This one, this one. That's, that's different. That's not. Like, that could be the beginning of an option close. Like would you like the large or the small? You know, I mean.
Yes.
No, sorry, beginning of that. So I listen, I like presenting. I like reducing decision fatigue.
Yeah.
And I think that, I think that it works better to present them with one thing that I can confidently say, this is the thing for you.
Okay. That makes sense. Yeah.
Alrighty. All right, cool. Alrighty. Halbin, you wanted to go, right?
All right.
Jj, can you be more fast? Are you, you're role playing?
Yep, yep. I'm all good for it.
All right, cool. How. What are you so having.
Cool.
So lead generation services for car dealerships.
Oh, bro, you guys are match made in heaven. You're dealing with, you're dealing with, with car sales people and JJ is dealing with dentists. You guys can sit over and have a nice shaky beer at the end of each month. For sure.
For sure.
Alrighty. Hey, jj, Looks like you booked a call today to learn more about possibly selling some more cars over there. Is that right?
Yeah. Yeah. What company are you with?
Yeah, this is Halvin with Metadealer. You came from one of our ads and submitted your information about looking at ways to sell more cars.
Oh, yeah, man. Like, I click on a bunch of them all day, you know, sometimes I just tend to forget what exactly?
Yeah, I mean, we're an agency, so we help dealers bring in more clients using our showroom accelerator. So it's a mix of proactive advertising, you know, personalized ask for dealerships, dynamic follow up. Nai. But you tell me, though, like, how can I help?
I don't know, like, what's your guys's offer?
But what are you guys looking for? Are you looking for more leads? Are you looking for, you know, more qualified leads? Are you looking for better follow up? What do you guys need?
Yeah, more qualified leads, man. People are ready to buy.
Gotcha. And what are you doing now, jj, to get more qualified leads besides Marketplace and Cargurus and things like that?
Right now we're just buying leads. Yeah, just buying a bunch of leads and, you know, getting the sales guys to hammer them through and see who gets approved.
Okay. Besides, like, what most dealers do, like Cargurus and. And marketplace and cars.com. are you guys doing anything differently, though?
What do you. What do you mean by that?
Like, are you guys running any ads? Are you guys, I don't know, like, doing any content? Like, what do you guys do differently?
Yeah, yeah. Like, the guys post on Facebook, they put videos on themselves, they follow some of the Andy Elliott stuff. You know, just the typical car sales guys. And then, yeah, we post things on car gurus as well. But, you know, it's a hit or miss. It's a hit or miss. You know, sometimes it's good, sometimes it's not. I feel like it just depends on the vehicles you have and the price point you put it at.
Understood. And, like, how many cars do you guys have out in front ready for sale?
We have at least like, 200 cars.
Oh, cool.
And how many cars average, give or take?
I'd say about like 12 to 15 per month. Yeah.
You used to sell cars or something?
What's that?
Yeah, yeah, yeah.
You did?
Yeah.
I was like, you're like the greatest bullshitter I've ever heard in my entire life. Like, how are you doing this? Yeah, for sure. Yeah. Anyway. Yeah, okay, makes sense.
So 200 cars out in front and you guys are selling how many?
12 to 15.
Is that per day? Per week? Per month?
No, in the month.
200 cars?
Yeah, like, you know, the cars, trucks, SUVs. We ship them out sometimes, you know, to, like, Alberta, Kelowna, you know, different parts of the province.
Do you own your inventory or do you floor plan them? Like, are you financing your cars?
No, we own them.
We own them. Yeah. I buy them off of, like, Facebook Marketplace. Sometimes trade inside. Typical thing, you know.
What's your average price, your average sales price over there for your cars?
Typically, they're anywhere from like 40 to 60,000.
This information. What do you. What are you trying to get? Like, what?
Well, because he's.
He's.
He has 200 cars out in front. He's only selling 15 cars a month, so he's like, really in a. Like in a hole where I might not be able to help. You know what I mean? So that's what I'm probing. Like, okay, so you have 200 cars out in front of $60,000 per copper. Per car. You're looking at. You're saying that you have, like, one, like, $12 million in inventory, and you're only selling 15 cars a month. Buddy, there's something wrong in there, you know?
Okay, well, do you sell to, like, big dealerships or just small ones?
Well, on average, most dealers sell about 50% of the inventory, like, when everything is okay, you know? So, like, if you have a hundred cars, a rule of thumb is that you should be selling 50 cars. You know what I mean? If you have 100 cars and you only sell, like.
Let's rewind to where he has 100 cars and he's selling 50 of them.
Okay, yeah, let's do that.
How about.
I was going into like, like, so.
And then.
Like, so how many have out of front?
How many? Your kids?
Yeah, yeah, no, we're selling about 50amonth right now.
Okay, and how many out of front?
200.
About 200 cars. Okay, cool. All right. And you're doing everything that most other dealers are doing. What do you guys sell last month?
Last month we sold about. I'd say 40.
About 40 cars.
Okay.
Do you remember, like, July?
I just feel like this. I just feel like, like you're. You're in this. You're in. You're in this too early, gentlemen. I feel like you're. You're. You're. You're putting the cart before the horse a little bit, you know? Like, what? This. This information is more powerful when stacked upon the problem. Like. Like, he knows all of this. Right. So, like, you know, let's find out what. Why he's there, what he wants.
Right.
And what problem he's looking to solve. Then lemons go through.
He already said more qualified leads.
Yeah. What's he doing now to get more qualified leads?
The same thing that everybody else is doing.
Says you.
Yeah, well, that. That's what he said. He said he's doing Cargurus and just having the. The sales.
It's not what he's doing to get more. Okay, right. Like what. Like, what's he doing to get more? Because, like, if he. That's what he's been doing.
Right.
So there's. There's a difference between what are you doing, like, what have you been doing? And what are you doing to solve the problem? Like. Yeah, we're just looking for more qualified leads. Well, what are you doing to get more qualified leads? So I'm doing this, this, and this. Okay, well, that's what you've been doing for lead generation. Right? Okay, but what are you doing to actually get more qualified leads? Because, like, you're not making enough sales.
Correct.
Yeah. Okay, so what are you doing to solve that problem? Right, because that's what you're there to do. Because, like, your entire thesis is going to be throw that out and do it my way. Right. So, like, what he's doing is irrelevant to the conversation. It's. Is it working? No. And what. What is he doing about the fact? Because it's obviously not been working for a bit. Right. So, like, what have you been doing? Like, what have you been trying to. To elevate the quarterly to get more. Like, not what you've been doing to maintain the status quo. What are you doing to get more? Because you're there to elevate, get more, do the next thing. Right.
I asked for, like, the numbers so that I can build out.
You can do that. I would do that, like, after rationale and stuff like that.
Right.
And I would do it real quick because you're. You're gonna get sucked into an early pitch. Like, you can feel it coming. You can feel the. Oh, like, what do you guys do? And then it gets all combative and use car sales, you know?
Yeah. So just leave it towards the end.
Well, not towards the end, but like. Like, if you. If you're gonna. Like, if you want to future paste them out, then you want to have, like, why are you here? So I'd be like, okay, jj, like, you know, why are you here? What did you see? How can I help? Right. We'll do it real quick. It's like, all right, jj, looks like you booked cool about, you know, looking to get some. Some more. Some mo better leads. Right? How can I help, jj?
Oh, sorry. Okay, cool. Yeah, just. I'm just looking at it, how I can sell more inventory, man. I have a bunch of inventory looking to see how I can sell more cars.
Okay, what are you doing at the moment to sell more cars?
Well, right now, I got the sales guys. You know, they post on Facebook, Instagram. You know, they also, like, we put on car gurus with buy leads. You know, that's what we're typically doing right now.
All right, and that's. That's been. How long have you been doing that?
I've been doing that for. You know, we've had dealership for at least four or five years now. So that's what we've been what we get started, and that's what we're still currently doing.
Okay. And I guess, like, what shifted recently to where you want to actually start doing something different to try and elevate the quality leader and actually sell more cars?
Well, I want to bring in more sales guys and sell more. Right. Like, currently, right now, I just feel like with the amount we're selling isn't enough.
Okay.
I see other dealers, you know. Well, you know, right now, like, currently, like, I'm trying to pay my guys, like, at least, you know, 10 on commissions. I want to increase it to 15 because other dealerships are offering that.
Are they stealing?
Yeah, they're selling way more. They have, like, at least 12 people. I only have, like, four or five guys right now.
Okay, and how long has it been going on for?
Well, since we opened, I guess. Right.
Okay, so what's actually kind of sparked in you recently to where you're like, I need to get this sorted. Like, did you lose a particular sales guy or did you have a bad month? Like, what. Like, what's going on?
I. I just want to grow. Like, you know, the main thing I want to do is, like.
Yeah, but I'm assuming that you wanted to grow from the moment that you opened it. Right. So, like, you know, you've been doing something one way for four or five years, and now you're looking at potentially shifting and doing another way to get a better outcome. What was that sort of catalyst for you? Like what? Like, what happened? You know, like, people buy a minivan. Why? Because their wife gets pregnant. Right. So, like, is your wife pregnant? What's going on?
I want to bring in better talent. Like, we're kind of getting outsold by other dealerships.
Okay.
And I feel like sometimes we lose deals, too, so I want to try bringing over some of those sales guys and just give higher commissions.
Okay. Which one? Do you have one in mind?
Yeah, I. I lost. I wanted to get, like, this one guy. His name's Zach. He's at a different dealership. Apparently sells, like, at least, like, 25 cars a month.
Okay.
Which is like half of what we do.
You know, that makes sense. So we gotta. We gotta figure out a way to get more leads in so that we can entice Zach to come over and sell 20 twice. Sweet, sweet cars over here. Is that right?
Yeah, 100%.
All right, cool, man. And just so I can see the rationale behind why you might be looking for, I guess, a different way or someone to come in and help you with that. What's the main reason for doing that rather than just, like, doubling down on what you've been doing for the last, say, four or five years?
It's too much work. Like, I'm one guy managing, like, four or five guys.
Okay.
And, like, if I. If I can find someone to kind of, like, outsource it, you know, allows me to kind of build the team more. And then if I can build the team some more cars, you know, I can kind of put in some managers.
Okay, that makes sense. Then I would go through the numbers that you went through, right?
Bang, bang, bang, bang, bang, bang, bang.
Okay. I would do the numbers and I go, okay. So before you started talking to me, have you actually been out there looking for ways to get from X to Y so that you can attract more customers and get reps like Zach to sell the extra cars and kind of take some off your plate? Or, like, what have you been doing?
Yeah, Like, I first tried buying a sales course from, like, Cardone, uh, getting the guys better.
Okay.
They were. The guys weren't able to, like, follow the process, so I. I thought, like, I doubled down on buying more leads. Okay, Tried that. Didn't work. I got one guy trying to do Facebook ads locally. Okay. He didn't really work. Leads weren't qualified.
What do you mean? They didn't want cars, like. Or they wanted, like, a hellcat, you know? I mean, 75 year lease, right?
Yeah.
I mean, and they wanted to pay what? Yeah, you know, no. 100%?
No.
They would just start saying, like, hey, I can get it cheaper from the guys down the lot.
Okay?
Or, like, you know, these guys are giving, like, a better model at, like, a similar Price. So start dealing with some of those issues.
Okay, that makes sense, man. And I suppose, like, you know, have you. Have you given a thought about, like, what it is you're actually looking for in a solution? You know, like to make sure that, one, you found the right thing, but two, like, it's going to actually give you the outcomes that you're looking for.
To be honest with you, like, I'm just looking for someone who can, you know, bring us good leads that, you know, I can. I can have the guys kind of hammer out. I'm looking for someone who can just bring it consistently so the guys can, you know, have the opportunity of selling more.
Okay.
Because if we can make more money, of course, and sell more cars, I can instantly maybe get someone like Zach to kind of come on over, offer him a higher percentage, maybe even, like, lead the team and put him in as a manager and teach these guys what he does.
Okay, that makes sense, man. All right, sweet. So pause from there. I would then go through and kind of anchor some of the pillars that I've got.
You know what I mean?
And then, like, give a real overview criteria briefly. And then I would transition solutions. I'd be like, okay, if we were able to do that for you, put you in a position where you could get XYZ so you can bring on people like Zach. I like using names and anchoring to that because, like, that's why I asked him, is there a person in particular you're thinking of? Yes, Zach. All right, cool. So how do we get Zach? Right. It makes it more real.
You know what I mean?
Like, in, like, Nahum's position where he's selling to people to get a better profile so they can get more jobs. Like, I'm going to be like, hey, who do you feel like is passing you over? Who's that one guy in the office that you feel like is. Is always the one that's getting promoted when, like, you're just as good as them. Oh, it's Billy. Okay, cool. Let's. About Billy. Right? So, like, I'm gonna. It just anchors it easier and better. They don't always have it. Sometimes they do, sometimes they don't. It's not a big deal. But it does help if it's there. And then. So when I go through solution, let's say we put that in. What does that do for you, Jimmy? Because, like, at the end of the day, it's not about his business, it's about him. Right? Like, he wants to be in the position to be able to do what he wants and yada, yada, yada. And so like, I need to know what he wants from the business, you know, I mean, like, what does that do for him to be able to do that? And, and then from there, you know, we go through consequence and shit like that. Right, Matt?
So like, if he would have said to you, when you, when he said that, he's like, oh, what have you been doing to get more sales? And he would have said, oh, I'm just always looking, you know, I'm always trying new things. Like, how would you like the actual.
He said that? Oh, he did, yeah, he said that. And I said, yeah, but you've been looking. He said like three times. He goes. I go, yeah, but you've been looking to grow the thing from the moment you opened it. So what's actually shifted recently? Like, what was the catalyst event for you? And then I gave him an example and I said, like, people buy a minivan, why? Because their wife gets pregnant, right? Yeah. You know, I mean, like no one's trading in the Mustang for the minivan without kids on the way, you know, I mean, it's like. Or what? Is your wife pregnant? Like, what was that catalyst event for you? So I'm giving him a frame of reference that's within his realm, right? Because like people buy cars for a reason, you know, and, and so like, yeah, you know, when a guy comes in, he's 50 years old and he buys a convertible, like you can safely say he just got divorced, you know, so it's like a 50 chance of that being the case. So, you know, if I can put them in, because what I want to do is I want to get like, if I can get a, like a catalyst spark event that calls them to thinking about doing something new and different, that's like the best thing for me to anchor on because that, that, that, that, that, that's what denotes the demarcation line between what I've been doing and what I will do. This is not working. This will work.
Right?
So it's, it's an easier line to go down. And then I don't get caught in this crossfire of like in a chit chat about in in depth numbers about what they've been doing from leads and you know what, I mean, it sort of, it gets real logistic real quickly. Yeah. Oh, thanks. All right, coolio. Let's see what time. I got a couple minutes left. Alrighty. I got, I got time for like one more question, then I gotta bounce out. Thanks, jj. That Was good, good, Good prospects. He wants on cars. Dallas Price.
What's up? Can you hear me?
Can you see me? Yes, I can.
Yeah.
Okay.
Sorry, I was just with you.
Yeah, I had a. Interesting one today. A guy got approved, you know, for. He went through underwriting and whatever. And I call him, I says, hey, you're approved. Came through a standard, you know, and he's like, actually, you know, I was talking to my estate planning guy, and they recommended something different. You know, seven or three hundred dollars less or something. I was like, well, I mean, you still haven't done underwriting or anything. Like what? I immediately jumped into, like, defense mode, you know, like, we don't know what it is. I'm like, you know, just get the illustration. Let's go over it together. You know what I mean? And I.
What do you sell?
So this was a variable, universal life. It's like an iul.
Yeah.
Okay.
All right, cool. So you got, like, a partner. Objection. Essentially, kind of, yeah. Yeah. Sweet. Was it a better option?
I have no idea. I just jumped in. I was like, listen. I mean, they could have quoted it at a different rate. You know, who knows what it is, right?
With those ones, it's pretty tough to, like, not just go, yeah, maybe you should check it out. Right? You know, why don't. Why don't you go check it out, and then we'll schedule a meeting for, like, two, three days from now. Is that enough time to sort of investigate? Because obviously, like, I want to make sure you get the best thing for you. Make sure you send it over to me, because then I can make sure that it, like. Because if it's $300 less, but you get a thousand dollars less worth of value, like, that's not. That's not a good value. Like that. Math doesn't. Math, Right. Yep.
Sweet.
All right, cool. So, you know, I. I can have a look at this. We can have a look at this. And then what I would do is I would encourage them to investigate and then kind of go, now, if. If you know what it is, that's different. Like, because if you know and have an understanding, then you can potentially dismantle based off, like, something that it doesn't include. That it would. That yours would include. Right. And then usually you make like that, like, a linchpin of success. Like, if.
If.
If I have 1, 2, 3, 4, and has 1, 2, 3, then 4 is the thing which is important.
Yeah.
Right.
So. But if you don't know, you know, especially in the position that you're in Selling what you're selling. I think you're probably better off going like, I don't know what that is. So I can't tell you whether it's better or not. What I would encourage you to do is like, go and find that out, send me the information and then I can see if it's matching what I'm offering. And then if it is and it's cheaper, mate, fucking go for it. Like, high five, do your thing, right, like, you know, like this. Or you can really say and then, but then from there, but like, but if it's not, let's book a call for two days time, we can go over and then you can just make a decision as to what's best for you. You know, I think that the transparency, I think is going to fix all things. And if it is better and cheaper or the same and cheaper than like, you know, you win some, you lose somebody.
But I was like, listen, I mean, I've got the, I've got the brokerage too. Like I can look at the same products that they're going to be, they're going to be trying to sell you, right? It's just, it just depends on how they quoted it. I mean, obviously if they quoted it at a better health rating or, you know, without features, then it's going to be different price, you know, Exactly.
So you're like, I don't know, like, let's have a look at it, let's explore it. You go away, have a look, get some information, we'll come back and see and then from there we can figure out like what's, like, what's best for you and just say the important thing is that we, we get this, we get something put into place, right? Whether it's me or someone else, whatever, I'd always prefer to be with me. But like, if not is what it is, you know, I mean, I would just say that, like, yeah, what is it? So like, I don't think in those situations it benefits you or anyone to try and go into like deep objection handing mode. Unless you know the specifics. And you can say my concern is this and then you can actually address a concern other than that it's just you trying to get some dude's money, you know what I mean? Like if we, if we, if we're honest about it. So unfortunately that's how I would deal with it.
Cool.
Yeah. All right guys, thanks very much. Love you all. Peace be with you. All right, guys, if you're on YouTube and you like this kind of stuff, and you do want to actually be a part of it, you can go to the membership somewhere on the YouTube channel. It's like 50, 150, 200 bucks a month. Cancel anytime. It's all through YouTube. Enjoy it.
