How This Facebook Ad Strategy Helped Dealers Sell 20+ More Cars a Month

What's up, man? Thanks for jumping on. My name is Nate Tilly and I'm the CEO and founder of the shift social. Why don't you. And what was your name, sir? It looks like one more person is jumping on.

Yeah, I think we got two more people joining us. My name is Andrew, the general sales manager over here at Victorville Chevrolet and Cadillac.

Is it Victorville or Victoria?

Victorville.

Victorville. Okay. Cadillac.

Yeah. Chevrolet and Cadillac is what we sell here.

You're the general sales manager down there. General manager.

General sales manager.

Got it. Okay. And then Bert Hoff is joining as well. What's going on, boss? Say. Say something now.

Chris.

Yeah, Chris is on.

Awesome. How's it going, guys?

Good. Yourself?

Doing well.

Good. So A. Hartig is Andrew Hartig and he's with the dealership with Victorville Chevrolet. I don't know if Jacob's in the room, but Jacob was who originally reached out to you. So he'll probably join us here in just a minute.

Okay, awesome. Yeah, I was just talking to Andrew and he. He let me know that as well. So that sounds great.

So waiting on Jacob.

Yeah, we'll wait for Jacob to get in here. Let me just get your guys website and everything pulled up. I think Jacob reached out via email, so I didn't have much information coming into it, but I looked him up on Facebook. Got a lot of cool stuff going on at the dealership. This is you guys, right?

Yes, that's us.

Okay.

Sell new and used subprime special finance as well as prime. What's kind of like. Do you guys do little bit of everything?

Yeah, we do everything.

Okay.

And are you guys also in the Spanish market down there?

Yes, sure.

Okay, awesome. Yeah, that's. We found that to be very fruitful, especially on the ads. All right, and what are we doing on social media?

Currently have Facebook. We have Instagram posting some videos here too. Yep.

Okay. And then obviously I'm sure you're doing The CarGurus, the third party listing sites and all that.

We have some of them, yes.

Okay, cool. So like I said, we're just kind of waiting for Jacob. But I'll just take a little bit of a look at this and give some thoughts while we are. And then we'll go into the full, full thing. But yeah, so you guys are running some standard inventory ads that are going directly. It's your direct inventory catalog. Looks like going to the VDP page. So this should take me right to whatever car I'm clicking on. Looks like a little slow to load Maybe that one's already sold, but yeah. So pretty standard. For some reason, this isn't loading, but it should take me right to the page of the vehicle I clicked on. And then this is. You're going to get your site traffic and everything up from this. For some reason, it's not really working for me. I don't know if that's just on my end, but. And then it looks like we've got some fleet vehicles you're pushing out there. Business. Okay, and who's handling this stuff? Do you guys know?

Are you on the fleet website?

I'm on Victorville Chevrolet, yeah, through the ad manager.

So the, the fleet stuff's getting handled through work Truck Solutions. And then the. The retail stuff is. Is dealer.com. okay.

And how's that stuff been doing. In terms of performance?

Yeah, Andrew, you're gonna know better than me. I mean, I think. I think Richard's doing pretty good with fleet, right?

Richard is really. You mean Robert Anthony?

Robert. Sorry, yeah. Wrong.

Wrong army. Richard's our media guy, Robert. No, he's been doing pretty good since he started. He's definitely growing the fleet business.

Okay, Yeah, I see you guys have a lot of good things going. One thing that we could look at here is more organic looking posts. I'll give you some examples just to kind of show you one of our clients who's really, really good at this stuff. And what they're doing is they're posting more happy customers, you know, more organic pictures. Some of the OEM stuff, it just doesn't get the reach and engagement anymore. And you got to do stuff that looks more like, you know, your grandma just bought a new car and posted it. That's the stuff people click on. That's the stuff that gets shares, engagement. And then that's the stuff that helps you sell more cars and actually get your ads and your social media posts in front of people.

On.

On social media, a lot of businesses are struggling with reach where their business posts don't reach anybody. So all this, all these different posts that you guys are doing over here just aren't probably going anywhere. Like, they're maybe reaching 100 people, you know, so what you got to do with Facebook and Instagram, Instagram's a little bit better. But what you got to do anyways is you got to put some spend to the right strategy. And so what we'll do is we'll do different kinds of videos and pictures that will actually run as ads where we'll just get leads right off that. And we do the inventory ads too, like what you guys have going here. But we don't really like to send people directly to the OEM page here just because of potential risks like you know, if something doesn't load properly or like if somebody gets on here and then there's just too much, too much going on so they opt out. You know, all those things could possibly happen. So we just want to get their lead information, you know, ask them some qualifying questions and then connect with the lead speed to lead as fast as possible right when they see your ad. And that's how we've been able to drive a lot more leads and solid opportunities. And of course on the back end you send them back to the website of course, you know, so they can look at the vehicles. But we found that just by siphoning the lead right off Facebook, you have a lot of success. You know, you can see what they're posting here. You know, it's a lot different. I'll show you the ads we're running for them. These guys are selling sold 23 cars additional from us in July and August I believe was 26 and September. We'll get the match back, report back and find out. But see, we're running the same kind of stuff with the inventory ads but we're actually sending these people to a form so we can engage with them right away. And then we're also running this stuff too, you know, happy customers, you know, high quality certified inventory showcasing our Google reviews. I see you guys have a ton of good reviews. I know you guys do good business in the local market and so different ads like these can really catch for you. And even this isn't, you know, the total best example we've got like here, here's one we did some, a video ad, you know, right here. So these are, these work really, really well and you want to have stuff like this going at all the time on social media. We got one guy, these guys actually went famous Garden City, Chrysler Jeep, Dodge Ram. This guy David, he can't even go out in Long island anymore without somebody recognizing him. That's what he said. Let's see Garden City, see ad details. Let me just hover over this and go to view all the ads and I'll show you guys kind of our style. You know, this happy customer stuff right here, ultimate car buying experience. Taking some reviews and putting them in here blue collar and you put a diff a lot of different hooks out there and that's how you attract higher quality leads and different audiences. Of course we have Some of the subprime stuff too. We make these graphics real simple, real plain text so people can understand how easy it is to buy a car with you. And this is not just going after that lower. You know, when you only run inventory ads by themselves and that's it, you're only going for people who are like ready to buy now. But your ad spend can go a lot further if you run it with the long term play in mind. You, you know, getting these people to remember you. We used to spend a lot on radio jingles and billboards and different things like that. Now with social media, you can have a spokesperson for your dealership like we had David. Let's see one of his videos here.

All right, call me back.

Four grand.

Done.

We're going to get you driving on.

The road, see what you can do.

What's the biggest misconception that people have when they try to buy a car that they can't get approved?

I mean, that's what they get them approved. Get them approved.

So I went out there and filmed some video ads for them, you know, and, and these, I mean, these sell car. They sell about 20 extra cars a month from a 20$500 ad budget consistently with this stuff. And these different video ads do super well. And then of course you guys mentioned you're into Spanish. And so we've got the Spanish ads that we do here. And, and it's the same principle. Any ad that you see, we're going to be running 20 to 30 different variations of different texts, headline combinations and graphics to ensure that you have the, you know, the. Find the best one that works in your market and attract, you know, the people in your backyard as well as the other people and move them down the funnel. You know, the people that are ready to buy, no problem, but the people that maybe need a little bit more time, you know, you're going to be able to bring them into your process and connect with them here as well. You know, like we build these landing pages where people can go in and tell us what, you know, if they're first time buyer, first time financing, if they've bought and finance before, you know, and, and this is what we do for more of that subprime stuff. So you're not just getting the lowest quality leads. So in a nutshell, guys, that's kind of like the system that we've had success with. And just to give you a little background about how everything works and what we're doing. Exactly. So that, you know, when Jacob jumps on here, you could Be kind of familiar with why he might have reached out to me. So hopefully that's helpful.

Awesome. I appreciate you going over all that stuff. We kind of got a better idea what it was.

Yeah, man. That's what we do. We've been doing it for the last five years. And yeah, we work with a ton of dealerships and we blow guys up on social media, you know, like it. You become the dealership to know, like, and trust. Everybody's on social media these days, and that's where you can find the biggest advantage. So. And I see you guys are already spending on there, but just a couple little tweaks and. And I think your ad spend could go a lot further.

Any other dealers in Southern California currently?

How far are you guys from Westminster?

That's probably.

It's like an hour, right?

Probably at least. Yeah, probably more than that.

We got a dealership out there. They're selling 29 extra cars last month thanks to the shift social, and the month before that it was 19. Well, that was in their first three weeks, so probably like 23, 24. And, you know, we track everything through the back end system. We do match back reports, but, yeah, we work with some different dealerships, but not specifically in your area.

Okay.

Yeah. In general, I run my ads where I don't have a dealership because we really don't like to take on multiple dealerships in the same market. So that's probably why we reached out to Jacob in the first place or, you know, got him to reach us. So is you guys have a connection point with him. Do you know if he's jumping on? Could. Could you reach out maybe and make sure that he's got the link and everything?

Yeah, let me try calling him. I did text somebody respond. Give me a second.

Thank you.

All right, he's jumping on right now.

Excellent. Excellent, man. Yeah, I just want to bring you guys up to speed, let you know kind of what we're even getting into, because I know how it goes when somebody's like, hey, let's jump on this call with this. You know, saw this thing online, right?

Absolutely.

Looks like he's connecting to the audio. Jacob, what's going on? Can you hear us? Hit the unmute. There you go.

I can hear you guys.

What's up, man? How you doing today?

Doing pretty good. Ready for another good day?

Excellent, man. Blessed every day. So super glad for all you guys taking the time to jump on with me here today. I've kind of spent some time to just go over with Chris and. And with Andrew here and let them know a little bit about my process and how things work at a high level view. That way we could all be on the same page. I know you had reached out to me. I'm not sure exactly where you saw us at, but, you know, overall, you know, my goal would just be to understand a little bit more about you guys, what you do and what made you want to reach out. What you're kind of hoping on this call. Probably got, let's see, I got to the top of the hour, so probably got 30, 30 solid minutes and we can go a little bit longer if we need to, but yeah, man, so you reached out, you saw us somewhere shift social. And I guess at the end of the day, what I want to do is help you sell more cars. Whether that's with some free consultation here today showing you the systems that work best for us, or actually building and developing some kind of partnership. But I'd love to know what made you want to reach out, what you were kind of hoping to get out of today's call. And, and, and we could go into that so I can make sure to deliver there.

Yeah, we've done very minimal advertising on Facebook. We're considering a few different vendors, few different platforms, because I know it can be done a little different depending on who you speak with. And just want to do our due diligence and, and speak with three or four different companies and just see if Facebook in general would be a good, a good avenue for us.

Yeah, excellent, excellent. And we just took a look at what you guys are doing on Facebook now. And we, we directly went over, you know, we saw the fleet stuff, we saw the stuff that you guys are doing in house. Let's see, it's right here, all these inventory ads. And I was just sharing with the guys here how we do things a little bit differently. And so I'll show you that now. You know, I'll just dig right into that. And, you know, what will be best, actually, is if I show you in this slideshow. One of the big things that we do though, differently is, you know, you see when you click these ads here, you're going to be taken directly to the VDP page. And what we found is there can be complications with doing this where you lose a lot of leads. And you can actually just get the leads, you know, with some basic information, sync them into your CRM and then have your BDC team or your sales team follow up with them right away. We've seen that significantly increase response rates and also Ad efficiency. So little tweaks. We also do ads in Spanish and so I noticed that none of these ads that you guys are running here on the front end are in Spanish. Maybe if you're doing some marketing for that somewhere else. But just as far as from this page, there's no Spanish ads and we've got those going. You know, this is one of the dealerships I was just showing the guys that we've been working with for over two years now. And like, this is some of the Spanish ads we do for them. Let me pull it up here a little bit bigger, you know, so we'll do these different ones here. Works super well. You know, they've got a whole Spanish department that works these and they're adding, you know, 15 to 20 additional tracked car sales every single month from what we're doing, spending about 2500amonth in ad spend. So, you know, I like to just pull back the curtain and kind of show you guys, you know, different proofs of concept that we're having success with right now and, and kind of compare it to what you're currently doing. So yeah, man, just to bring you up to speed, we checked that out. Also on the front end page I see kind of like you have some really good content here from a while back. This is good stuff and I like that you have it pinned there. Some of this recent stuff, I was just telling them how it just doesn't get the reach anymore, you know, from a business page. And so you have to run ads to strategically. And the way that we do that is we upload content that people will actually engage with on the front end, you know, and really position you as a, know, like and trust dealership, building that, you know, local trust and really training up your team to make sure that you guys are continuing to build this as an asset. Like this is one of our clients here. These guys are selling an extra 26 cars last month and 23 cars the month before that with us. And they, they do super well and their whole ad strategy is similar, but just a little bit different and you'll see what we do for them. So, so some video ads, of course, we've got some. A testimonial video right here of somebody that just bought a car and then we've got the inventory ads. But when somebody clicks on this, they're going to go to a short form and fill out some details about them and then they're going to go to the website on the back end. That way we can get the most convert the most leads, and. And then we make these graphics and run this stuff that really positions you as, like a transparent, you know, dealership. People can. And I. And I see what you're doing on social media. I looked. I looked into you, Jacob. And so you guys have a lot of different talking points, you know, press things that we can feature, and that's going to take you a lot farther. So. Yeah, man. As far as what we do, I'll show you guys a few case studies. You know that this is all from July, and you can just tell me if this is kind of the system that you were looking for. So just so I can make sure that what I show you is the most relevant to you guys. How many cars are you guys selling a month new and used?

300.

Roughly 300. And that's split. How would you split that between used and new?

200 new, 100 used.

Okay. And what would you say has been your best source of advertising right now or conversions to be able to do that? 200 new out the door and 100 used.

You know, a little bit of everything, say. I don't. I don't know if there's one that necessarily sticks out.

You got radio, you got traditional. Like, you got billboard. You got the whole spread.

Yeah, I. I don't know if you could name something that we're not doing besides Facebook.

I love it. Are you doing, like, even conquest data and, like, you know, print and. And postcards and things like that? Yep.

We'll run mailers every now and again.

Mailers? Super sales.

What is a super sale? What do you mean? Just like, we're running a sale, the.

People will do, like, the jackpot spin to win.

Oh, yeah, no, we don't. We don't do that.

Yeah, those are. Okay, Cool, cool. But pretty much everything else. Okay, cool. So that gives me a really good idea on what you're currently doing. And your digital presence is more minimal from what I can tell on social media. But what about Google SEO? Are you spending some. Some money on that stuff as well? Oh, yeah.

Yep. Good chunk of change on all that.

Okay, nice. And how's Google been performing lately? I know they made a huge, huge update recently that's knocked a lot of.

People a little bit sideways, you know, fine for us. Yeah.

Good, good, good. Yeah, that's excellent. And so you're just looking now at new sources of additional, you know, sales, obviously, but just also presence and brand in your area, and. And that's why you're looking at Facebook. Yeah.

Seen a few dealers on Facebook and it's just something we're not currently on. So we're just exploring if it's worth moving around ad budget to go into Facebook at all or. Yeah, just doing our due diligence with the platform. Sure, sure.

Excellent. Yeah. Well, I see some big opportunities for sure. And I'm just making a note here. Okay. Yeah. So I mean, all this is really going to be relevant for you and, and let me just show you guys what we do. And by the way, you know, we're not a huge vendor. We're not some you. And we're also not a 16 year old in their mom's basement. We do all this work in house. I started out detailing for a small dealership and I figured out how to sell cars through Facebook ads. While I was like detailing, I didn't even know what I was doing. And I was able to come in there and, you know, really solidify my role at that place, running a lot of different sales from just ads. And then when Covid came, I launched into working with other dealerships that I grew through referrals and word of mouth. People that knew each other started recommending me. They started getting good results. I took those results, I ran those on ads for myself into the United States and I started getting dealerships, reaching out to me and that's how I've grown my entire business. Jacob, do you know if. Did you see an ad from me or. I know you reached out by email.

Yep, yep. So an ad on Facebook.

Nice. Yeah, so I run, you know, this is when I was detail and you know, now I run the ads for Andy Elliott. You guys know Andy Elliot?

Yeah, I've heard of him. He was that guy in that picture on the. Right, the ball guy.

Yeah, yeah.

So we run the ads for him. We're in his coaching program. He works with a ton of dealerships. You know, these are some of the clients that we work with and you know, this is what we do. I mean, Garden City Jeep came to us when they didn't really have. They had the same kind of strategy. They were sending people straight to their website and they weren't really converting much off of it or couldn't track it that well. And we launched the happy customer ad right here. We launched some subprime based ads to get credit apps and then we launched this viral video strategy where literally he's got people walking in the dealership every day saying, hey, you're the guy from the video. And, and, and he said he can't even go out in long island for a drink with his wife without somebody recognizing him from the video. We've been running ads for two and a half years for them. And he's gotten millions of impressions from different, you know, hundreds of thousands of different people right in a 25 mile radius. And everybody's on their phones, everybody's on Facebook or Instag, every demographic of people you can find on there. And so it's still as relevant as any other time. And even the ads that I was running in 2019, we're able to get ads that are just as effective, if not more effective now in 2024, even though people are saying the platform's dead, more people are on there than ever. So it's a really, really good investment, especially when you can run something that's different. Other dealerships can't copy the exact video that you do. And we found that it doesn't have to be a high quality $20,000 video, even low quality cell phone videos with a nice script. And we'll give you the scripts that we use. It works really well. So, you know, we've tested this in 15 different dealerships in the last six months and had amazing results. You know, and we've been doing it for people for years. We've got long case studies. You know, we give you guys the fill in the blank scripts, teach you how to film it. I'll even come out like for Garden City, I flew out there and filmed videos for them. So it just depends. But you know, we can teach you this system yourself and you can install this in your dealership. And long term, you'll not only be, you know, just selling cars, but you'll be building brand. When you just run your inventory, you're only attracting the, the lower market people who are actually in the market to buy a car today or next week. And those are the mostly the people that are going to be interested in that type of marketing. But that ignores the other 97% of people that are just scrolling on Facebook and Instagram that just want to get, and you know, they just kind of want to get some entertainment, some information. They want to learn more about something. They might want to check something out or send it to somebody. And if you just break down your process. One of my mentors, Dan Henry, he told, you know, my top employee actually went out to go see him and he told him that you'll be twice as effective in your advertising and you'll double your income if you simply learn how to describe what you're doing really, really well. And a lot of dealerships kind of miss the mark on that. Like now in this modern day time, you need to have ads that like really clearly spell out because it's, it's not as simple as we think to buy a car. You know, when we're car people we're always thinking about it, but people don't really know what it takes a lot of times or they've been ripped off. And so you can attract, you know, you can really nail a lot of those things in your marketing and position yourself in a better way. And I'll show you some examples. Like, you know, these are some simple. From your phone to your home, we work with all credit types, reach out, hassle free car buying, you know, and we're always launching new stuff for them. We'll have 30 to 50 different versions of each ad, you know, variations and we're always split testing for which one's working the best. So you know, that's our front end of what we do as far as it goes. You know, we, we launch different campaigns that attract different audiences. So you guys got new, you guys got used inside of that. You have different segments of those different vehicles. You know, all of those need their own marketing strategy. Also you got Spanish, you need campaigns for Spanish. And we do all those things for you. Like we'll build out the graphics, we'll build out the text, we'll send you the video scripts. We've even built out videos before. But it works best to have the guy that's going to be in the dealership make the video. And we've seen that over and over. That's a proven and tested system. Just like we did for David, you know where he's coming in here and you know, given these different messages. Okay, so we've got like probably 15 to 20 different ads for him. And a lot of these ads, like if I jump back in where I was and just pull this up right here, you're going to notice, look. 587 likes, 92 comments. He definitely helped me out with my charger. People are buying a car from seeing that ad, commenting on the ad and sharing their review. And these ads are like super sellers. Like it's insane. We've just let them build up. We'll run these ads like, I mean there's no reason to turn them off. They keep getting leads, they keep selling cars. So you can see some of the metrics here. You know, on the back end of our system. Twelve hundred test drive, appointments booked, six thousand leads, you know, total. We've managed about sixty thousand dollars worth of ad spend for them over the past three years. And off that, we've converted over three hundred and fifty car deals. So, you know, and it's only getting better with time. These are some other dealerships that had success with that too. So I won't go too deep into all the metrics and stuff. It's all here. You know, you can see the screenshots from their accounts and the time frames and all that, but I just kind of want to keep it moving. I've also, guys, I visited one. This is a video. When I went and visited them. You'll see him. Absolutely incredible. This is a cmo, high quality leads. Got to work with these guys. This is David right here, the guy in the video. Very happy. And all these are deals they're closing. This is the video where he says people are coming in every day. Saying people are coming in. They're like, that's the guy. You know, they recognize me. We've gotten that feedback from a lot of people that their lead quality goes up because now a customer already kind of knows who they are and when they call them, they get this like sensation, you know. But we run all different types of ads. We work with you guys monthly on the performance, tracking everything, you know, and like David and those guys, I even went out, I did a podcast with their cmo, you know, around their process and we'll share all that stuff with you. This is a one month performance screenshot right here. 120 test drive appointments booked, 110 inbound phone calls, 425 inbound texts, you know, and 48 of those submissions were credit apps. Out of 550 total leads, that's on a 2500 per month ad budget. All right, so is that, is that helpful for you guys to see that? I got, I got a couple other dealerships on this thing that also sold 20 in one month. But this is the screenshot of them having a record month. This is, this is what did it right here. And I showed you. These are the ads that we're running, you know, plus the videos that I showed you. I showed you the active ads library. So you guys have any questions with that? Is that helpful to see? Is that what you're hoping for? Yeah, yeah.

Chris, Andrew, do you have any comments?

Not for me.

How long is that? That Garden City Jeep? How long did you say they've been running ads with you?

Two and a half years. We're going on two and a half years.

How long did it take after you started? Did you actually see some traction.

Yeah, great question. So first month we sold I think about six cars on a fifteen hundred dollar budget. And then the next month it was like four cars on a fifteen hundred month budget. And then we ramped up the budget and then they started to break 10. And then a couple months later they broke 15. And we steadily creeped up the budget to 2, 600amonth where it's at now. And now they're able to convert 20 deals a month with that. So like right away they saw sales and they saw traction and they saw activity, but it didn't start boiling over into, you know, compounding effect until I'd say about month three to four. And we see that typically.

Did you adjust the types of videos to try to get them going or was it just the compounding? That's what you see normally after you post for 3 months and all of a sudden you're seeing the results.

Yes, it's the compounding effect. But right away he's profitable. Six deals. You and I both know, gross profit, I mean they're, they're averaging back then, you know, 3, 800 was low. They're closer to 4, 800, but let's just say even at 3006 deals, they're $2100 in gross profit. And that 1500 that they were spending plus whatever they're paying us, let's say, you know, if they're in $3,000 marketing and they're bringing in 21k gross, they're super happy with that. That's a lot of traction. And we could have just stopped right there, but we wanted to continue to get better results. And so we continue to work the leads, we continue to, you know, work different ad angles. The whole time we're trying to crack in and see what works. And then as their sales keep increasing, that's how we know the system's working. Where now they're doing, you know, 60,000 gross versus, you know, and it's relatively similar in ad budget. Cylinder 5k, total investment per month. Does that make sense?

Yes.

Nice. Yeah. Cool, man. So, and just to show you guys, it's not just them, these guys started with us and their first month was incredible. They got really busy and they weren't really, we weren't even really talking with them that much and we weren't sure we were asking them how things were going. They said they're really busy and they weren't getting back to us and we couldn't book a meeting with them. And then they popped up out of Nowhere. Three weeks in, we got the match back report. We. This is, I want to tell you first, this is an above average result. I haven't seen this that often, but this was just back last July and August was really good for them as well. 367 leads, $3.84 a lead. They spent 1400 bucks to reach 20,000 people in their local area. And this is what they were able to see. You know, 4,500 people that saw an ad and went to their website. 423 leads and 23 sales from that at $63 cost per acquisition. So what we do is we set up a data tracking system, a system that we've developed that's unique to us. Other people don't have this exact same system because we've actually developed this. And what this does is this allows us to track exactly how many people click on your ads, even down to the vehicle that they're clicking on, how much budget is going towards those and their names and everything. And the way that we do that is we take your match back customer, we take your, your sold customer report at the end of every month and we upload that as a matchback report into our software. And through pixel tracking, it'll give us an exact timeline of how these customers engage. If they saw an ad as a first attribution, we'll be able to track that. Say this person saw an ad, they went to your website, they bought a car, or maybe they were a referral or a repeat customer that was on your website and then they saw the ad too. We'll be able to track that as well. And we're not going to try to take credit for the ones that weren't first attribution. But all you're going to be able to see a picture of how all your marketing's working together. So that is one process that, it really sets us apart from other people in this industry and what makes us very different, aside from my experience selling cars and using this for myself and working with, you know, close to 350 dealerships now. You know, this is a really just technical piece that we offer that a lot of people don't provide. And, and okay, I showed you the, the ads that they're running. You guys saw their Facebook page. This is the last one I'll show you. And these ones are clo. These guys are closer to you. Whoops. Whoops. Jumped around on me. This is Westminster, California, Beach Cities, Toyota right here. And we just ran. They didn't want much of the subprime and so we made a custom strategy for them that we're, we're running the inventory ads in the way that I told you guys with that little tweak. And then we ran these ads in Vietnamese. They got a Vietnamese sales manager that said that there's a lot of Vietnamese community members. And so we started running the, the Vietnamese ads. Then we ran these other ads too that just talk about our extended warranty. These are best for new cars and we throw some flavor in there as well. They were able to after three weeks and we sent everybody to this test Drive calendar, do 19 sales, $66 per purchase. And they were able to do that. And the funny thing is we asked this guy that we were working with, the American, hey, how many sales did you guys do based on what you think before we get the match back? And he's like, I think we did like nine. But I haven't talked to the Vietnamese sales manager. And so we uploaded the report, we got all the names of the sales and we saw that there was a bunch of Vietnames, last names like Nangon and like all these different names. And I was like, whoa, these are all Vietnamese. And then we realized like, oh. And so once we uploaded it, there was actually about 10 deals they did with Vietnamese people in that area. And some of those were, one person saw it and then they referred the other person and others were just direct attribution. So, you know, we manage custom strategies and really help you dial in. Overall, what we do is Facebook and Instagram ads. We run them through a qualification process and then we do the lead follow up and conversion. So let me ask you guys, what, what does your follow up process look like right now as far as the BDC and the sales team? How does that go?

So we currently have a structure with the Internet team. So when the lead comes in, Internet department jumps on it and reaches out to the customer. Whether it's call, text, email, based on what information they have. If they have all of the above and they can't get a hold of them and they're calling each source usually do a morning call, they do the morning, and then if they didn't get a hold of them, then they do a follow up for the afternoon, evening, and then awesome. Obviously the next day, if they haven't got a hold of them yet, they're continuing to make a phone call.

Awesome. So your Internet department's going to crush this. And how are they doing? Do they have the capacity to manage more leads?

Yes, they do.

Okay. Okay, perfect. Because yeah, I mean sometimes when you start running ads, like I said, you're running ads to the 97 of people that might not be ready to buy today, but they're going to be ready to buy in three weeks. It's going to be important that we kind of filter those leads out. Okay, this person is a future follow ups and make sure we've got the sequence set up for those. But ultimately you're going to be able to get a hold of the most people with that speed delete. And it sounds like you guys have that system. So we run some front end qualification like for the subprime leads and, and when. So that way your team knows when they're serious. But these are some examples of some of those leads that we get in. You know, somebody. This guy's got good credit, 3,000 down over 500amonth. He's bought and financed before. He wants a car as soon as possible. This is what we know about him on the front end. After you saw an ad at 1:04pm and filled out all this information, you know, so that really helps with filtering out those leads from social media. So let me just show you what we kind of do inside of our system. This is the full, the full shebang right here. This is the scale 3.0 formula. This is the system that these dealerships are using to sell an extra 20 to 30 cars a month. Essentially. It's, it's a custom strategy that's built for you so it works for you. Like I said, variations of ads campaigns. We manage it under your own page, in your own ad account for full transparency of billing and you own and retain all the data. So we're in there and we build up that asset for you. So you also get the added benefit of not just leads, calls and sales, but also you get the added benefit of people knowing your dealership and brand recognition, local awareness. So we craft all the campaigns for you and we craft campaigns that cut through the noise. You know, I've showed you some of the videos, I've showed you some of the images. You won't find a dealership very often that's running that in your market. And if so there's only going to be like one or two guys that are doing that. And so it's still a blue ocean. When you run ads in this way that we show you and the way that we actually set up for you as well, you know, so it's a collaboration. We sync the leads directly with your CRM right to your Internet department. So they're going to get those and they're going to be able to follow up with all the notes and everything as well. And we also provide a full done, you know, a solution for follow up where we have speed to lead and make sure no lead slips through the cracks. So we'll evaluate your current systems and then we have the technology and the software to be able to implement if we need to any kind of text message automation or any kind of equity mining into your existing database to re engage those customers that maybe the Internet department got a hold of but it wasn't the right timing and things of that nature as well as post sale follow up strategy. Right. As far as text message and email goes. So we'll help you with that. We have the software that's a level up for the dealerships that need it. You guys are more advanced than some dealerships we work with. So I'm sure your systems are really top notch. I'll take a look behind them like I said in audit. And if you need, we've got a full software for review management. We've got, you know, social media posting, we've got a lot of tools that will provide your team marketplace automation with your sales team. You know, a lot of things that we'll be able to do with you where we're an all in one program, you know and all that's to help elevate your dealership. You know, we check in with you frequently with strategy calls, monthly reporting. We do the matchback, you know, sold customer report as well as monthly zoom calls to go over your ads performance and connect with you guys. We provide some coaching calls and materials as well, some of Andy Elliott stuff and some other stuff that we've done as well, PDFs and stuff like that. So you know, our goal is to come in and provide you as much value as possible. And this is how we figured out how to do it after refining it, working with the most dealerships.

All right, great.

Yeah. So is that kind of what you, you guys were hoping for? I know you're talking to some other vendors. What do you think of this offer? Do you think that this would help you get dialed in on Facebook and be a good product to get you to the next level? Yeah.

If we were to advertise with Facebook at all, I think it would be helpful, especially with that many leads, to have somebody filtering the leads because with, I don't know what, hundreds of new leads, thousands of new leads, not sure it might be too much for our bdc.

Yep. And that's that's why we have the number three is we have an automated follow up system that filters the leads out and then what we'll do is we'll put a, you know, my team, we have live people that are in the accounts fielding for responses, fielding for the hottest leads and those are the ones that we'll send to your actual Internet department. So that's, that's a part of the custom strategy that we built where we would filter those leads for you initially and then send the only the, you know, the ones that meet the qualification to the Internet department.

Perfect.

Yep. Cool. So what questions do you have as far as this goes? I mean, I know it's kind of up in the air whether you guys even want to do Facebook, but let me ask you, I mean, where do you really want to see yourself be at in terms of monthly use sales, monthly new sales? Like what, where do you see your dealership being able to be at with your current team and system and everything like that?

You know, we, we, we've done 400 cars a month before. So through multiple different channels, our goal is, is to get back to 400 cars a month.

I see, so an extra 50 each would get you there in theory, or maybe split any way you could.

Exactly. Any way you want to split it.

Yeah. And yeah, I mean, you know, as far as the price, you know, like I've seen a lot of dealerships when it comes to, you know, their goals and then just matching that down. You know, you've seen some of the dealerships we're working with, they're getting a cost per acquisition of $66. So if I'm able to convert a cardio and I'd say, and I told you that was an above average result. But even, let's just say let's do 150 because that's more accurate, even 150 to 300. But let's say 150, if we're able to consistently get Cardios for that price, then times another 100 deals, that, that's 15k a month is in theory what you'd want to be running on. Ads. And you wouldn't start there, of course. You know, we like to walk before we run, you know, and, but at the end of the day, like once you have that math equation, we've seen through Garden City and other dealerships that I've been working with for more than, more than two, I've been working with one dealership for five years now and you can see that the cost per acquisition stays roughly within the Same threshold and you can average it out over time, over the year and then you can just scale the ad spend and the only thing you're fighting against then is market cap on how many people is that really out there that I can reach. But you know, it's just a simple equation. If you guys have a enough people in your population, we can reach all of them in time. And, and that's what we provide is a system to help you do that. We also manage that across other channels. We're on TikTok, you know, we're on email marketing, we're on text. Like you're gonna Instagram, Facebook, you know, so you're gonna be showing up everywhere. You know, you've also got other additional services, YouTube advertising. And at the end of the day, like if you want to get back up to that point, the Internet is so you get such a good bang for your buck in terms of eyeballs versus traditional billboards, radio, you know, I mean, you've been spending a lot on that stuff for a long time. This is when you know you can track it and when you know what you're spending on and it's putting the right message out there. This is a game changer. So I think this would be a really good, huge opportunity. I know this will work really well for you guys and I think that this is a really, really strong shot at a single channel that could help you get back to where you were in time if you guys are willing to put in not only the money but also the time. Because it's going to be scaling the team and everything like that. I mean, you know, the real investment isn't just the money that you spend on the ads or what, what, what you pay us, but the real investment is going to be us really working together to figure this out, you know, to get up to another 100 sales a month. But if you want a team to help you do that, we come alongside you as your back end marketing team, you know, with all social media.

So that's what we do. All right, great, thank you. Yeah, gosh, I think I'm out of questions. You guys have anything with the, with.

The multiple dealers you, you use or work with? How are you with the GM co op program and providing co op documentation for ad spend?

Yeah, we send in the packet and everything. We just get the, the information that we need for, you know, your, your specific provider over to, you know, to wherever it needs to go and we send packet for you. My team, the, the administration does all that. So, you know, but not all the ads we run are co op approved, you know, just because some of them are, you know, so we have to check out what your criteria is specifically for Chevy. And some of these like, you know, it's not going to be a co op thing. It's not going to be able to. Only the inventory ads generally are. But the, the ones that are more like happy customer base or the video ads, I'm not sure that those are unless something's been updated.

Okay. And then with that said, yeah, we've kind of been thrown around numbers, you know, everything from, you know, 1500 to 15,000 depending on how we scale. And we've been talking ad spend. What is, what is your fee?

Yeah, so Our fee is 22.50amonth plus $1,000 setup fee. And the ad spend is separate directly to Facebook and Instagram. And that's a minimum of $50 a day for you guys. I'd recommend starting at $100 a day, no less than that. So that'll put you at a $3,000 monthly ad budget and then 2250amonth for us on the service. So you'll be in about 5,000amonth, a little bit over. And then, you know, plus the setup fee the first month. So the first month will be six grand. But you know, when you're, when we're talking about dealerships, we help sell an extra 20 additional tracked sales. What's that going to be worth?

Far more.

Six grand. And we won't work with any dealership in your neighborhood. We won't work with any dealership in your direct market. We won't work with a competitor like you lock us in. And you're the only one getting this strategy. I know all my com competition. I know what they're doing. I've hired them. I've, you know, I've worked with them. I've been in the same ad accounts as them. I've seen their back ends and price for value. You're not going to find a better offer than this. And this is really going to give you what you need on terms of the ad creative. And that's all the modern day ads are these days. It's just creative and then tracking it. And we have both of those things really airtight. What a lot of people won't have is the creative strategies. It'll be cookie cutter. It'll be the same thing. And not that they're bad companies, but you know, they might even be cheaper, but you're going to get what you pay for. To bring in a whole marketing leg, a fractional CMO to come in and look at everything and build out an additional channel. It would be expensive. You got health insurance, got all this. You're going to get that plus a team of 10 that's going to be working on your dealership social media accounts and making sure it's booming, you know, plus looking over the CRM and everything else like that. So that's what we do, you know, and that's, that's how I built my business. What do you think, comparing it to some of the other stuff that you've looked at?

Yeah, I think the video ads are interesting. You know, like what you said. I think every other dealer out there, it's just slap on some inventory ads and, and that's all you get. I, I do agree with you also that video ads are way more effective. Yeah, I think everybody tends to stop on video ads more often than just an inventory ad.

Exactly, exactly. And a lot of dealerships try to do them, but they do them wrong. You know, it's like you have to make sure like that you follow a framework. So we give you guys access to the top 100 video ads of all time for dealerships across TikTok, Facebook, and then a library of ads that we've ran and then fill in the blank scripts so your guys can actually film those in the right way. Too many people are like, hey, this is Jeffrey Jones at Jeffrey Jones Auto. 1, 2, 3. We got some cars here, we got some trucks. It's like direct response advertising is a little different and you have a very specific script and you're speaking to a problem that you could solve or a pain point and then you're actually giving a direct call to action for somebody to reach out to you in that moment and then capitalizing. And that's why speed delete is so important. So our, our formula is more old school marketing and direct response ads that you'd maybe see in like an old school print sales letter that you'd send to somebody's house. And now we're just taking that same blueprint online. It's not branding based, it's very direct offer based and that's what allows us to just, you know, convert a lot of leads and then it's high ticket. So you're making, you know, if you get 400 leads and you do 20 deals, well, you know, that's some good ROI and then the rest of the leads can convert later on. Build your email list and we've been doing some good stuff with those. So, yeah, man, that's, that's what we do. We'd love to work with you guys. I know we can have a lot of success. Like I said, you know, your guys time is super important to me. And you know, time is our most valuable asset. The time we spend today is time we're not working on our business, you know, and, and not spending with our families and, and everything else that we want to be doing. Right. So what I'd love to do is just propose to you guys like, you know, where do we go from here as far as, you know, the decision making process and everything like that. Are you guys, you know, how soon are you looking, I guess to get something like this going is, is my one question is how soon are you looking to get something like this started? You're looking at different companies. What do you think for timeline? Tomorrow's October 1st. Yeah.

So for us, we're gonna, we're gonna look at our ad budget probably second week of October. October is when we have a lot of our ad meetings. And then we'll say, okay, we're going to really talk about October. We set up, what do we need to do? What do we need to change? And then we'll even go out to, okay, what do we do? We feel like we need to change anything big that we need to do in October for November. So really by probably the third week of October is when we decide if we feel like we want to move into Facebook or just stick with our current strategy. And then we would try to get Facebook then going in in November.

Okay, I see. You know, I gotta tell you, like, as the Q4 and election season comes up, that's when all in Black Friday and Christmas, that's when ads get the hardest. So you're coming into it at kind of a rough time. It's, it's something. I really wouldn't advise prolonging that too much if you could avoid it because Q4 in November, you know, he. Once you got Thanksgiving, you got Black Friday. E commerce ads go crazy. And then we've got a political season. So people are going to be dumping money. I wouldn't say it's not worth it not to do it. You know, we always advertise. You've been advertising for, you know, years and years. I know you have on every different source. It's not like you're going to back it off. But definitely it's better to get in and get these, you know, these ads and these pixels trained in this data dialed in sooner than later is the one thing that I would consider. But yeah, I mean, of course, you know, you guys are looking to make a long term decision here and, and looking to make a play that's really going to last. So. Yeah, you know, that makes sense. So we could either circle back, you know, three weeks and we could get started, you know, in November, or we could circle around tomorrow and we could look at getting started early October where by the time you guys have your budget meeting, you know, we could just, you know, you could discuss what you really want to do and how much you want to spend. We could start with a lower ad budget and I mean, my team could start getting set up as well. You know, I mean, we're open. I mean, we've got the 22.50amonth and that includes the tracking and everything. We got the setup fee. I mean, if, if this was something that you guys wanted to do sometime this week, I'm sure we could work on that setup fee. You know, that way it doesn't really creep into your budget that hard and you can give it a try and see how it does. But I think you're going to be really, really impressed with this. In fact, I know you will. And once you see the data and the tracking, you're going to probably wish that you would put a lot more money into Facebook a lot earlier, you know, and that's just from what I see from working with a ton of different dealerships, and I got guys that are at your same size that have been spending 12 grand to 15 grand a month with Facebook and it's their number one source and they love it, you know, so just things to consider. Would that be fair, though, to consider, you know, if maybe, Jacob, if we could have a phone call tomorrow or something like that to see if you guys have a chance to talk? Would that be fair? I just don't want three weeks to go by and then in this Christmas season, then, hey, let's talk next year and then, you know, you guys aren't doing, you know, aren't able to see the power of this today. And it's working today, you know, and that's all we can guarantee. Yeah.

So unfortunately not. I just don't move that quick. I. I have so much other I gotta do. I. I will be reviewing though here in a couple of weeks our ad budget and what we're spending and what we plan on doing for the month of November. So unfortunately we're set for now. But I do appreciate your time and we will let you know if we end up going with Facebook as one of our ad sources.

Thank you so much. All right, I'll talk to you guys soon. You guys have a great day.

Thank you. You as well. Appreciate you.

Appreciate it.