How We Help Dealerships Sell 20+ More Cars Monthly | Automotive Ads & CRM Breakdown

Mr. Ron Zimmerman, the man himself. How we doing today, sir?

You know, a little, A little busy.

Yeah, yeah. Running around or just different meetings and stuff you got to jump between?

No, I'm actually in the back end of our sites right now writing a bunch of script.

Oh, wow. You do all the, the web development yourself?

A good chunk of it, yeah. Really rely on the providers for a lot of it.

So the code that you're doing is that, is that like a, that could be like a widget you're adding or like a banner post, anything like that.

Upkeep all the way down to restyling the site. Moving elements, hacking apart different elements from within the site. New, I guess you'd say, pieces of engagement that don't already exist. Like, you know, you look at like personalizations and stuff like that. A lot of people are like, hey, welcome to the site. It's all textual based in the sites, right? Well, I've had to park the WordPress sites to a point where I'm able to identify your location, where you're at, and if you're in that location and you come to the site rather than seeing, hey, welcome, you know, welcome back. I can actually deliver video ads to you based on your geographical location.

Wow. Like geo. Geo targeting. Essentially.

Essentially, yeah. It's using device location to identify your location. Then it will couple in. If you're in this particular geographical location that I can deliver this ad, I can deliver that ad to a different. So I can actually geofence down to the store level while the customers are showrooming you and actually deliver a different ad or experience other than a textual welcome things of that nature to the customer in actually any format because I've coded it to accept raw HTML. So whatever I want to build or deliver and deliver it in a modal to where it doesn't take you off the page. It's completely within the experience. You're already there.

Wow. Wow. That, that goes deep. I mean, I've heard, I've. I've heard of guys doing that through, you know, IP tracking, where they're able to even recover emails and phone numbers and stuff like that. But you're talking about actually being able to do display advertising and different things to them based on their location tracking.

Right within our own site. Yeah.

That's awesome. Yeah, I just jumped on the site and it asked to know my location. So now I just got added to that funnel. I'm, I'm, I'm sure.

Which is, I'm, I'm working on a piece of that Right now. So it's, it's down but nice. Awesome.

Awesome. Yep.

Mark is the director of marketing. I am the digital experience director and the CTO of the company.

Okay, awesome. Just get my notes in front of me here. Hey, Mark. How you doing, sir?

Good, man, how are you?

I'm doing excellent. Thanks for jumping on today. Appreciate your guys time. So first and foremost, time is obviously our most valuable asset. Both of you guys are busy so I want to make sure to make this constructive and really hit it on the head with what you're really looking to see. So I've already spoken with Ron yesterday. I have a really pretty good idea of what you guys are trying to look at. We're going to take a high level view of my process, some of the results we've got and also we're. Before we get into that, I'd like to just take a peek at, you know, some of your guys pages so we could get on the same page. I went over with Mitch and also with Bob at some length. Their individual locations, marketing and social media and different stuff. So I kind of want to look into some of that with you guys if you're open to it and then.

You'Re looking at something. I'm coding right now.

Yeah, yeah, I know. Yeah, you said that. You're doing this right now, so. So I totally get that. No worries on that more or less. Like, you know, what we want to really focus on is the social strategies because that's what our bread and butter has been, you know, and so, you know, we're going to dive into that. But looks like we got, you know, I've got till the top of the hour, but we'll probably just need 20, 30 minutes to give you guys a clear picture and then we can go longer if we need to. Is that good with you guys?

Cool.

Awesome, awesome. So do you do any kind of traffic from this page at all or is this mainly just you have it for the group, but each individual location is driving their own traffic.

That is a group site. Each one has their own Facebook pages, drives their own traffic.

Nice. Okay. Yeah. So you are running some ads from the auto group page too. I noticed this across the other pages too, that there's quite a heavy emphasis on the inventory based strategy.

The only thing we run.

Yeah, I noticed that. Can you tell me a little bit about that, Mark?

Yeah, we're here to sell cars.

Yeah. And in terms of creative testing, strategy and you know, more UGC content or more, you know, things that are a little bit more in Alignment with social media posts. Have you guys tested any of that?

No.

Okay, cool, cool.

Yeah, we've done, we've done some stuff in the past.

Huh.

And I'll send some background to where we're at now because a lot of this stems before Mark came on to the team.

Got it.

But we did your standard social media ads and stuff like that. And I'll be honest, you know, they just didn't yield much. And so we started running, you know, vehicle inventory ads within, in Facebook. And this is, let's rewind five years ago. So when it first came out, we adopted it immediately and built the back end with our partner for this. And essentially the only ad you're seeing are ads that are being ran for customers essentially have looked at that vehicle already. So our automotive inventory retargeting ads only got it. So when you think of from that perspective is, hey, I've looked at this car, I went to a vdp, I physically looked at the car. I'm invested, I'm, I'm an in market shopper. It's very low funnel and these ads do very well. Yeah. You know, so it keeps the spend down. It also allows us to keep that car in front of the consumer, you know, because they got, you know, anywhere about seven to 14 days before they decide to make a decision on what they're buying. And then occasionally we'll run some boosted posts or you know, things of that nature for an event we're running. But that's about the extent of, of the advertising. Any store is a little bit different.

Any store. Yeah, I can see that there's some variety across the board, but it's kind of the same, you know, standard. And honestly, like guys, the strategy is, is dialed in like vehicle inventory ads, retargeting to low funnel traffic that's been driven to your website already, maybe through the listing sites or maybe through SEO or wherever. However they got to your website, now you're showing up on their feed on social media. That's a great strategy for your bottom of funnel leads. It's one of the best strategies we do. And I applaud you guys for having that figured out already because that's like a huge piece of this pie. You know, we want to sell cars like just like Mark said and we want in market shoppers to do that. And you know, but one thing that we've layered on top of this strategy and of course, you know, we're going to talk about Spanish and some of the specifics that we do, but one thing that we Figured out to layer on top of this strategy that we've had a lot of success with is more top of funnel marketing to get the people that, you know, they're interested in buying a car, but they don't know what kind of car they want to buy. They have some must haves, but you know, not everybody shops based on they know exactly what type of vehicle they want. Especially if people, you know, they're not sure about the, maybe they're a first time buyer or, or they've got a trade in. They, they want to know their questions can be answered. And so what we do is we position you as a local authority and actually get people to trust you guys and you start getting more, not just leads but also engagement and high intent leads that aren't getting solicited by your competitors at the same time at the same frequency because they're not that in market shopper. It's already been on the listing sites. It's getting hit up by every dealership. There's somebody that's like I want to buy a car, I got 2,000 down. And our ads are direct response based to where they're going to persuade these customers to want to do so. Okay, so I'm going to show you some of those ads and that strategy. But let me show you on the front end, you know, a really successful dealership that we work with, Lakeway Autos. You know, this is a small independent dealership in Tennessee and they have been really successful in implementing this inside their store. And I would just like to share this because they have a ton of success. They post a lot of stuff that makes them look like a local, like they, they actually look like a local dealership. Whereas a lot of dealerships that I, I see, they look more like, you know, there's just banner ads and just pictures of cars and that's it. And there's so much more depth to what we do in the car business than that. And so by placing these kind of things on social media and then running ads positioned in the same way, you're able to get somebody that, you know, maybe they're, maybe they're retired and they're, you know, they're not really wanting to buy a vehicle and they've got other needs and concerns. We can sell away their concerns through our advertising and through our trust building content. And look, I'm not here to tell you, hey, we got a bunch of clicks on your ads or whatever, we want to sell cars at the end of the day, but this is a strategy that Most dealerships aren't investing in because you know, everybody wants fast sales and fast leads. This is a long term play and I'm going to show you. I'll dive into my, my presentation here. I'll show you what we do for these guys, you know, as far as as it goes to get these results and exactly our process works. So I like what you guys are doing. Overall it looks really good. I know you guys have built up a great name with yourself with that strategy. I'm curious like as far as the like auto group page and what you're doing on the dynamic retargeting ad budget, like roughly what are you guys investing in ad spend as far as that goes? And like what kind of returns is that bringing on the Facebook and Instagram side already? Just curious on that.

Couple grand store.

Yeah. So like less than three.

Yeah.

Okay. Yeah. And that's the one thing too is you don't need to have too high of a budget when you're using that strategy because it's all, it's a smaller audience already, but it's a really hot audience as you know. So that's like, you know, anything that we're going to talk about today isn't going to be to replace that. It's only going to be to layer in an additional acquisition channel on top of that, you know, to prospect to new customers. Because I love what you guys are already doing. And in terms of sales though, do you guys have a third party tracking system or a way to track your attribution directly from the Facebook over to your sold customer list?

Doing math, we actually upload our, our customer sold data.

Nice. Okay, perfect. So you get that match back. So on average, what kind of return are you guys seeing from the ads you're already doing? You're spending a couple grand per store. Roughly how many units per month?

Honestly, without going diving into reports, I couldn't tell you.

Yeah, you know, it's good, you know it's working. So you keep, keep rocking with it.

That's pretty much it.

Yeah. And with the attribution reports, at any time you can go in there and you can see, okay, hey, this is looking good. Or, or maybe we need to make an adjustment. Okay, cool. So our stuff is, you know, it can fit really well into this and right now we're talking about getting just started with you guys and doing a kind of a custom program where we just focus on the Hispanic market. That's what we've previously discussed. But what Ron and I were saying is like, let me show you what our whole process looks like, the whole pie, even though we're kind of focused on a piece of it, so you guys can understand how we can fit into your long term. Is that right, Ron?

That's what Mark and I discussed, yeah.

Sick. Okay, cool, man. So I'm just gonna kind of skip around this. I'm not gonna go too deep into every slide, but these are three different screenshots of three different dealerships all in one month that all sold 20 vehicles in that month. From working with us, one of them's got 19. That's because we did the match back after three weeks of running their ads. And I'm going to break down the ad structure we did for each one of them in the same month in order to do that. And this was in July 2024. Okay. And this is what I did is I took dealerships across different demographics and also across different types of campaign structures. And I'll show you how we do that. So I told Ron a little bit about who I am. Just so you guys know. I started out detailing cars for a broker out in the middle of South Dakota Ravel lot, where people weren't really buying retail cars. I was learning on YouTube how to run ads, and I said, hey, man, could I try to retail some of these wholesale units you got? He said, sure. You could spend 100 bucks on ads. I was able to run ads, generate 12 leads, work those into my first three deals, and. And I never sold cars in my life. I was, like, cleaning cars. I looked like a hippie kid. And people were coming to this gravel lot. Of course, we had good prices product, which was a factor, But I was able to get that $100 in ad spend and turn that into my first $3,800 commission check. I don't come from money. To me, I felt like I just found a cheat code printed money. And I kept working with them for over a year, just getting commissions, being their Internet sales manager. We took on a whole retail front with that. And then I started my business 2020. When Covid shut the world down, dealerships wanted to get online. I got a referral who gave me a referral, who gave me a referral. And we started building up more case studies to get to the point that we're at today, where I've been able to work with over 450 businesses, including, you know, local service, not just dealerships. So here you see me, hippie kid, 2019, 2018, just learning about advertising, detailing cars. And now in 2024, I'm in Andy Elliott's brotherhood, work directly with his team, run their marketing and we work with a ton of different dealerships, including groups like James Automotive Group who we're doing a ton of cool stuff for and Garden City is another one, VIP Automotive group. So yeah, you guys get the point. So let me show you one of our flagship case studies and this is just a really good example of an out of the box system and strategy that you won't see other dealerships doing and dealerships down the road can't copy. Okay, so this is a nine month screenshot. We tracked 101 sales, 234 cost per car sold and that's 13.8x ROAS. And we've helped them consistently with this strategy and it's with these video ads you see here in this top right corner and here's a picture of me with David. I actually went out there and visited them in person. We helped them to double their monthly sales in their, in their subprime department and across the board add an additional 20% in sales volume with ads that look like this. Okay, so these are not polished. These are ads that look like your aunt just posted a car that she bought and people are interested in it and so when they click on it, it tells the algorithm, oh, this is a good ad. People are engaging with this and guess what that means it's going to show it to more people, it's going to lower your CPMs and it's going to increase that the people you're able to reach. And it's also going to help you tap into a completely new audience. Guess who David does a lot of business with since we posted this picture? Young African American women. That's like a big portion of it because of this picture. Just by putting a different person in the picture, you start to tap into a new audience. So now we've got 15 to 20 different pictures with him and customers that he's worked with all across social media. And he's tapping into different demographics because people see people that they're like, they resonate and that's how they connect. We also do stuff like this. You won't see other dealerships looking and doing this kind of stuff. But this is a direct response ad. It's very easy to do. It's, it's not any magic formula. But most people aren't thinking of the top of funnel. All the dealerships are fighting for this 3% in market traffic. And when you're spending all your budget there on social media, you're neglecting the other 98% and whatever it is that's not directly in market, but they're going to buy a car and they live in your backyard and they don't even know who you are. So we put, hey, we're looking for people who want to be approved for a vehicle. Disclaimer. These guys are very special, finance based. They wanted subprime leads, they wanted credit apps. That's why we ran these. And that's kind of their program. But that's not all the dealerships we work with. I'll show you, but you know, we just said we approve everyone for vehicles. Your income is your credit. Click below to apply. Takes four minutes. People go there, they go to our credit application and we get credit apps in the middle of the night 24 7, 365. And you can see there we're getting leads for $5.32 a lead. And these screenshots that I'll show you in these results are taken at various times of us working with them. We've been working with them for three years total. And so yes, like, you know, if I were to update this all the time, it'd be, you know, just heinous. So you'll see me have some different screenshots from different times. This is like an all time, I think this is an all time screenshot here. Or it's from like over a year where we generated them. 5,823 contacts from Facebook. This is in Long island or on Long island, depending on who you ask. 1300 appointments. Okay. With over, you know, 4, 500 Facebook leads. 24, 57 credit applications. And then we, we had a handful of other things too. We're sending out text messages, we're doing emails, we've got calls. We generated them. 1600 inbound calls all tracked through our system, you know, with ads like this. And notice how many likes David's got on this. 587 likes. What would it be worth to you? And these aren't fake bots. These are actual people in your local area. We get a video ad and we run it for six months a year if it's, if it's converting because new people are seeing it and engaging with it and it positions you as a know, like and trust dealership in your market area. Look at this. Got 92 comments. 70 shares. And they're all positive. And actually I took the liberty guys, because I want to show you like this isn't just a presentation that's all doctored up. But let Me show you some of these comments David gets so and and I'll show you the video too if that's all right with you.

Name is Dave. 5 yeah bad credit, no credit or low credit.

Listen up.

My name is David. I'm the finance manager at Garden City Jeep.

I've helped thousands of people get approved.

In a newer used car.

Simply click the link and submit the.

Form and get in touch with me.

Right now to get on the road. So we edit the videos, we distribute the videos and we send the scripts and you'll see he's this is my guy, really good. Even if you don't have a co signer he the real deal. He gets it done. Go see him. Hey David, it's Michael. You know this is one example and, and like I said we do this we'll run a lot of variations. We're always split testing. So we've got probably 20 to 25 different videos out there. This one's got 284 likes. This one's got 74 comments. These guys are spending $85 a day on their ad budget to sell an extra 15 to 20 cars a month with these kind of videos. And this isn't is on top of all their in market stuff that they're already doing. You know so I filled out everything. My guy David, I went to school and I'll tell you something that's crazy about this that David told me about too is that he can't even go out for a drink on Long island anymore with his wife without somebody recognizing him and being like hey are you the guy from the, from the video? Like this is another prime example. 397 likes 154 comments Dave is the best. Help me get my Jeep. Hands down best experience. Nah, David is definitely the man. Help me get approved with bad credit. Good Getting people into debt who shouldn't be applying for a car loan. Look, we can't make them all happy but people need to drive cars and maybe they don't have the best credit. So this opens them up to a whole flood of new leads and new business. And look the conversion rate on this, it's not going to be as high as your in market lower funnel stuff. This is going to be stuff where you're going to get 400, 500 leads and you're going to sell 20 to 30 vehicles. But the grosses on that and then the email list that you build and the lead database you have and you know with some of the different software that I'm going to show you, that we use you, you're able to be in a prime position. So yeah, that's, that's the, that's the Garden City system. And I'll just show you like the way that we did the videos. Like we send the scripts over, we've already got them. So it's like a mad lib. You just say attention your area, you know, and then we've got a bunch of different scripts for you guys to use for videos that we've already tested. And we've done this, we've duplicated this single strategy across probably now probably 50 dealerships, I'd say maybe a little bit less, maybe a little bit more, I'm estimating. But this is, this work like this lady single dealership owner, she's got less than 10 vehicles. We helped her just boost up 200%, double, triple her sales and exposure within 30 days. People are calling saying, oh you're the lady from the commercial, can't wait to meet you. And she was getting like $3 credit apps, you know, and she couldn't even keep up. She didn't have enough inventory. You know, these guys have been with us for over a year. You know, they add about 25k a month profit. It's 6 to 8 extra vehicles a month and they spend about 1500 dollars a month on their ads. So I'm trying to show you guys diversity because every market's different, every dealership's different and every single campaign is different. But like Garden City, this was, this is a two and a half year screenshot right here. 60,000 total spent. You'll see campaign name contains shift. And for that We've delivered over 350 attributable car sales directly from our leads. Like not just they had some click, you know, attribution. No, they, they like literally the first time that they engaged with the dealership was through our ad and they ended up buying a car. And you could see the exact metrics right here. Guys like, you know, tons, tons of different results for them. 1168 appointments schedule. Just like the other system showed 3000 credit applications. So some of those could be duplicates. $52 cost per appointment. We track everything and then what we do is the same thing as you. We have a third party system that we import the, the sales data into that we have pixeled and tracked with your website and also our ads that tells us exactly these customers journey, how they clicked, how they engage with you and everything like that. So last thing, go ahead sir. Yep.

So you know, you've Always talked to Mitch, and you know who he's got up there working for him now because she's brought you guys to him.

Yep.

My question is, is so you know who she was working with before? Yep. I'd love to see that company's metrics.

Yeah, Yeah, I was gonna. I was gonna pull them up, actually, as well, because I think that that's a really good indicator. And. And just so you guys know, if you want to look at this, everything that I'm saying with, like, David. David's in here on video saying, hey, people show up every day to the dealership asking for me, and they're like, hey, you're the guy from the video. And here's me when I visited them. They're saying, hey, highest quality leads. You got to work with these guys.

And.

And some other good stuff. So I won't play that for you here today because I'll. I'll show you what you just asked for. But that's here in case. You know, I mean, it's easy for anybody to get on here and say, whatever, but I've been doing this a long time, and every single thing is backed up. You know, we really try not to inflate things and just give you what it is. So if you want to check those out, you can always do that at any time. I'll send you this afterwards. Yeah, so this is. This is them right here. Let's just go. I'll go. I'll go. I'll go. Maximum. We'll just take a look at the overall. So they're. They're in an area where the lead cost can be a little bit higher. They're in a very, very small market, so we don't have a huge pool of people to go through. But we do the same kind of things. Like we have videos right here for them in Spanish that we sent them the scripts on. Same thing. 49 engagements, 4 comments. And then we got another one right here. 20. 20 engagements, 5 comments. You know, with the guy doing it, we got all the copy, everything. And then we generate the leads right here. How. How soon are you looking to buy a vehicle? What type of vehicle are you looking for specifically? I'll see you, baby. Full name, phone number, email privacy policy. And then right here we say, hey, go and book a test drive where we link them to an online calendar so they can book their own test drive. We sync all the leads into an app where we send them automated text messaging and email, and then we round robin leads to your sales team, whoever you have working.

Here's my question on that regard. So our sales teams are not allowed to, to operate in a secondary CRM. They have to operate of our CRM and our CRM only. How does that fit into your.

Yeah, we get that a lot. We get that a lot. And the thing that like, you know, all I can say is the people who have the best success with us, they use our technology because our technology has been proven and we've put a lot into testing it. As far as on this front end, a lot of dealerships have their own system, which is great, but it takes away a lot of the control in our process, which is also fine. We have a policy where we get in, where we fit in. So if we need to send leads into your CRM and show you the best practices where you can imitate it, that's fine. But we have, I mean we've got millions of dollars into development in what we've got and it's, I mean for text messaging and for customer engagement, for review management, I mean it's, it's just absolutely unmatched.

That's the piece that, that, you know, all our outbound communications have to happen out of our CRM for a couple of various reasons. Number one, I understand as far as legalities in our regards. Number two, the engagement. Our CRM is not just a CRM. It is a much more robust platform in relation. So there's no other CRM out there like it.

Okay.

It's an engagement based CRM.

Okay.

So we don't say oh yeah, you know, we had 90 contact rate, you know, because I clicked the button. Our CRM actually measures exactly how many outbound communications happen daily, what it needs to happen daily, what the benchmarks are for those daily. But on top of that, it actually only quantifies the consumer if there's a back and forth meaningful conversation that happens. True engagement, whether you email the customer, text the customer or phone the customer, as long as the customer responds in one of those three fashions, then it's, it's a bilateral communication and it's now categorized as engagement. So if we were to utilize another system for that, it would not actually register in the CRM correctly. Even if the communication. Just like our digital retailing. Yeah, same thing. You can communicate right there because it's all within the chat. But the reality is is we still have to have those communications out of the CRM. Otherwise it actually causes problems within not only the reporting but also from the, our artificial intelligence that that's coupled to it that Keeps going back after the customer when the customer no longer has engaged with, with the salesperson. Right. Yeah, there's, there's a multitude of levels. So I'm not saying that, you know, you're not the right fit. It's just, I have to understand, hey, great. You guys have no problem just feeding the lead to us. Perfect.

Yeah.

If you guys have a. Hey, we, you guys would love to update the communications in your CRM that are happening so you have a trail that you can go in and audit at any point to help out. Great. You know that, that could be something that, hey, that communication not only gets sent to the customer, also is, you know, blind CC to you guys with the consumer's information. Maybe that can happen.

Sure.

There's, there's all, all sorts of reasons why we do things on our end. And one of them is for compliance.

No, that makes absolute sense and I don't have any problem with that whatsoever. My interest is in making sure that the back end is dialed in. Because of course, if the processes somehow, you know, aren't up to the standard with what we found to be the best success, then I'm concerned that my process work. So if you, if you have it, it sounds like you've got what any, what other dealerships don't have. Like, it sounds like your CRM is far, far more advanced than most dealership that I'm talking to. And so I can likely show you some of the things in there. I mean, can you send an instant text whenever somebody fills out a lead form or like, does it, you know, comes into your CRM?

So you fill a lead form, you're going to get a text, you're going to get a video message. The first thing goes out, you're going to get followed with a text and then you're going to hit with a phone call.

That sounds great. Okay, that's perfect. I'm just going to send out a text in these guys and just like, see, and I'll just tell them, I'll just tell them it's a text so they don't burn up a ton of time. But yeah, that sounds awesome. So if you've got that already dialed in, man, then all you need, like, all you need is on the front end.

Sure.

I'm sure you can just understand on my end, working with a ton of dealerships, that a lot of people don't have that dialed in.

I'm actually right now, yeah, we're, we're going through a few of those things and their knowledge, no effort but sorry, that was Mitch actually calling.

Oh, nice. Awesome.

He's like kind of a product. Yeah, I said no, we're still vetting it.

Nice, Nice. Yeah.

Cool.

Well, no, that's no problem at all. We can feed leads and applications and anything that we get directly to wherever you have them on your site. You know, if you've already got that process dialed in on this end, I mean, this looks good, everything's good here. Value your trade. I like that it doesn't just end after they fill out the lead form, but actually, you know, it keeps them here and retains them. By the way, we talked about websites and development before. Are you guys doing any heat mapping?

Heat mapping is. Two things are wrong with heat mapping. Number one, according to the Federal Trade Commission, you can't legally map anybody's actions on your websites.

Wow.

Yeah.

Because what you're doing is you're tracking the users and what they're doing in there. So there's some vagueness in the legalities right now. And the other piece is any heat mapping software exponentially slows down your website.

I see.

Then affects your speed index, which then affects the algorithms for your optimizations through Google and the search engines.

Wow. Yeah, true.

Typically, if I do anything, I might do some testing. I'll throw a heat map up for a very, very, very short period of time for that test just to see those things. But if you really want to look at what's happening as far as heat mapping, just disregard everything. Go in your GA4 and look at your. Your interactions within your event categories because each one of those should be tagged with, hey, I click this button or I click that button and. And what page did I click it on that all exists?

No, I didn't realize that. I mean, we're not big in it or anything. I was just curious because you are doing so much development. I. I just thought it'd be like, maybe a good insight to like see. But like, I didn't realize that there was that gray area legality. So we wouldn't want to do that.

We could do like a B testing and say, hey, I'm going to put this button here and then I'm going to put it here. I'm going to show it in two different places to the customer. Which location gets, you know, higher clicks? Right, right. So this location gets more clicks. Now you're testing on your variants as far as six different textual variants of which one gets the most clicks. Exactly. So there's other ways around it where you don't have to have that Software constantly running and just bogging down your sites and, and destroying the mobile experience in relation to that.

Yeah, no, I think that's really insightful and that makes a lot of sense why you wouldn't want to do that and the potential problems with that. So appreciate you breaking that down. So just kind of going back to this because I want to be respectful of your guys time like do you guys think. I mean first and foremost like and we're, and we're going to look at Spanish too. I mean we looked a little bit at NW stuff but yeah, the, the lead follow up stuff is totally fine. We'll, we'll look over and see how we can make it better and standardize it and see if we can help you with the insight that we have. But overall like we want to send all the data into your system. In an ideal world, people are already working there. We just found that there was a lot of processes that were with the processing speed of speed to lead and different BDCs and teams that you know a lot of things were slipping through the cracks. So we patch the hole. But in a dealership like yours where you guys already have that figured out, you know, you know it's not going to be as necessary and you're just going to. We're just going to have to find out some way where my team can accurately track that. And I think through our software just the tracking part of it will, will handle that. And then the follow up, you know we'll leave up to your guys best processes and I did put a. Okay. Oh yeah, nice. They already called me. I got a text. Let's go. Yes. To confirm. Yes. Okay cool. So yeah they called me, they texted me. That's great. I love to see it. You won't believe how many dealerships I will be on. I also got the email foreign. I'll be on so many of these and I'll do these and people. Nobody will call, nobody will talk, nobody will email. But you guys are on point. So I love to see that. Do you think having ads like this high funnel ads where you're gonna be building an email list, you're going to be getting people that aren't ready to buy today you're going to be getting some subprime people and you're going to be getting some people that aren't worth anything but you are also going to get some people that your competitors have never talked to. You're going to be showing daily ads in your market to top of funnel traffic. Do you think that that would be beneficial to you guys as a whole. I just want to know if you align with this strategy and see kind of the, the differences in approach and how this could be beneficial.

I'm not going to speak for Ron, but I'm going to speak for myself. So what you're presenting, it's interesting. It's intriguing. However, every penny matters and every second matters. You started that out earlier in our conversation saying, hey, time is an incredibly valuable resource. So if, if I dump 400 leads into a store that's already incredibly busy now I've distracted a big portion of my sales staff with a customer base that might not close at a high percentage right now. We do very well with the leads that we generate and we have very good closing percentages on those. And so if I see a lead source that is sucking up my staff's time, do I want to continue giving them that lead source? And I've recently taken away lead sources from stores because they don't perform on why am I spending money on that? So again, this is not to say that I'm not interested ever. But you got to understand from our side of things, do I really want to go Barry, a store with leads if the closing percentage is going to be super low?

Yeah, no, that's a, that's a really great point. And I think to combat that, what we've done is really increase the friction on the front end with these leads and actually disqualifying people on the front end. You know, a lot of what I showed you here is the ad itself. These guys, they told me every lead has potential. All I want is name, email, phone, and so that's what we get them. And so they have the lowest closing percentage, but they still are happy because they're doing 20, 30 extra deals. Plus they get a lot of walk in traffic, phone calls, all that good stuff. But when you're talking about trying to get more quality and not bog down your team, there's filters we put on the front end that can really help with that. And that's one solution that I could think of for you guys. You know where that can help a lot on that front end. Like we do these micro websites where people fill out an application and tell us what they're looking for and then also they can book a test drive. This has been one way that we've really increased the intent behind leads and saw the ones that are the most serious, got the qualification information on the front end so that you guys can see that and, and not have to. Who Am I missing, you know, be bogged down with all of them? But yeah, it makes sense what you're saying and I definitely agree that that's a factor to consider. It's all gonna boil down to capacity, you know, so and messaging. Like these guys wanted the low percent rate. These guys here, they sold 23 cars and they didn't. They don't even do subprime, you know, 23 cars their first month with us, you know, they still got a ton of leads. Ton of leads. That's just what, what we do, man. I don't know how to not provide volume. 367 leads, 384 or 3.84 a lead. 1400 dollars. They sold 23 vehicles. Match back we got the direct attribution reports, the names, the clicks, everything in our software. So like it doesn't have to be an issue. The ones that aren't good leads, they just next and go through and, and it's a process that it's a little different. So there's one more step in the qualification on your ends team but it doesn't change anything. We've also these guys, they're not big on subprime either. We do the inventory ads just like you guys have running ads in Vietnamese because they got a big population. For you guys it's Spanish. And then ads for their new cars and talking about those. They did 19 car sales their first month, the first three weeks rather. And you see we sent everybody to this calendar where we were booking appointments, they were getting leads for six bucks. You know. So that, that is a really good point you make. And that's why we've added this qualification and filtration process on the front end that's really aligned with social media to help weed those people out for you.

Yes. You guys focus a lot on, on Facebook lead gen from Forbes.

Yeah, Facebook and Instagram. Lead gen is, is our bread and butter. It's, it's just, it feels under underutilized when you can use two platforms at the same time and reach every demographic of people.

So we ran when Facebook leads first came out, we were running Facebook leads in the store level and we were getting about 250 to 300 leads per store every single month. The only pushback we had at that time is, is the sales. Some of the stores adopt us. Some of the stores are, you know, pitch it. You know, hey, these are garbage leads. They're just too hard or you know and the reality is, is really it's a process around it that you know, they didn't adopt Facebook leads. And even if you talk with Ban Chero, Mark, he'll, he'll attest that they're good leads. They just need to do work differently. So I think that, you know, this is, this is still something that, you know, obviously Mitch wants it, but I think we need to discuss this afternoon with Mr. Reardon.

Yeah, and like, we can go as far as you guys want to go. Like, we can get, you know, we can send them to where it's a full, like, application like this one. You know where they go in here and they've got what type of vehicle do you want? Car, truck, suv, estimate, credit rating. You know, we can ask them a lot more questions where you, you'll get a full application lead like these guys or we can do. And, and of course, every single lead that we generate, we have them opt in, we have the consent forms and all, all things like that. I know compliance is huge for you guys.

That's all handled on your platform and then sent to the CRM as a lead, Correct?

Exactly.

Yep. That's just a frame in is what you got going on there.

Exactly. Yep. And we can do this through the in face the on Facebook leads too, but we have found that it's a higher volume of those. That'll be bad phone numbers or that will be crap because it's so easy to fill them out, but you'll get so much volume from it, you'll build a list. And I mean, we have so much success with database reactivation. And that's a strategy like we use through our CRM and we'd love to implement with you guys, where you're taking those unsold leads and you're sending them a text message, you're sending them an email. And I mean, nine times out of 10, I can go in any dealership CRM and say, hey, have you.

What's your sample of your text messages messaging that the consumer receives? Because in this state, you can't market to a customer with an offer of any sort without them opting in to receive the text first.

So, yeah, Washington's are a little bit like more strict as far as, like anywhere else is concerned for us. But, you know, we have, whatever area we're running in, we're going to have like, this is an example of one of the first, Whoops, sorry about that. First text that goes out, it's kind of blurry. But this is the opt in text. You know, reply stop to opt out. Or if you prefer, you can book your test drive appointment Here and we send them a test drive. You know, this is a little old. This from 2023.

That's not the outreach one, that's not the reactivation. What do you send them?

Yeah, for reactivation it can only be with leads that have been in through your website in the last six months, you know, and they've already opted into text. So on the front end when we do our applications and stuff like that, we're getting them to opt into text already on that front end. And so they're already subscribed leads. You see what I mean? So like those ones are good and that's why we keep them through our system. And once we build those up with you, as far as the leads on your website, you have to check your policies when somebody submits a lead. But if it's in your policy, hey, I consent to opt in to receive promotional marketing, text message, sms and they check that box. Then you're good for whatever your state allows in time, which is generally about six months, but it can vary. And I know Washington's more strict, so we would just look into that. I think it's might be 90 days even for Washington, might be even 60. Yeah, yeah, that could, that could be. So I mean, but then if that's the case, then we want to make sure that that's something that's scheduled in for, for every four to five weeks that we do that with that pool of leads that we've got before they, you could say go bad or like expire from having to opt in again. Because it's just, it's such a great strategy. I can go into any of these dealership systems right now and say, hey, this is XYZ dealership. Are you still in the market to, to, for a vehicle? Just let me know here and we'll be in touch. And you're going to just get. Yes, yes, yes, or I can ask them. I did this this morning for a dealership. I said, hey, have you spoken with anybody at our team? This dealership is saying that he's not getting many leads in, in the door and that they're all bad numbers. And so we went ahead and sent out a message to them this morning. And this is a lot of the stuff that we're getting back. Let me look at these ones that we starred right here. Like this guy, you know, this was.

I'm gonna pop out, I gotta go handle something. But Marky Mark's still here. Mark will have some extra questions. I understand the tech side of it, so I'm all good there. I'm just gonna mute myself and then.

Okay. Okay, no problem. So, yeah, Mark, as far as that goes, you know, we've done a good deep dive into this. We've just got a few minutes.

Ron, are you coming back or are you done?

I think he's off.

Yeah, keep going.

Oh, okay. Sorry, I thought we were. Yeah, man. So, I mean, we've just got a couple. Couple minutes left here. I want to make sure this is most valuable to you. So as far as that side of things go, you know, what other kind of questions do you have about kind of our process? I know we've talked about. We're not really going to be doing the text through your guys system. We're going to keep that or through our system. We're going to keep that all in your system. We're going to fully integrate there. What questions do you have about how this works or anything along those lines?

You.

You've answered all my questions from Hispanic standpoint, from when you showed us what the other stores were doing. So that. That answered my questions. At this point, I think it. It's now deciding whether or not we can find the budget for it and if. If we're going to trial it at.

At the.

At this particular location that you've already been talking to. So, yeah, I think the onus is on us now to get back to you and let you know where we're at, but I know Ron already gave you the parameters that we're going to need from a contract standpoint. So. So I think. I think we're as buttoned up as we can be right now. Now we just need to get back to you to tell you where we're at and see if you agree.

Okay. Perfect, man. Yeah, that sounds good. Yeah. So we'll be looking forward to getting that. That going. He's told me what he needs on that end, and I'll just check back in with him whenever he's done doing what he's doing, let you guys have the chance to speak and. Yeah, man, I mean, as far as, like, finding a budget for it, like, this thing's gonna. It's gonna drive a lot of revenue for you guys. And not just. It has the potential to. It's definitely going to. If you let it run, you know, and you got to start sometime. I mean, like, just look at Garden City go. Go dive into their ads, dive into their page. Like, we're doing crazy things for them. We have monthly webinars. We're doing for their leads. We've got. We've got the spin to win events we just got. I mean, man, like we can really drive on the social media side. It's untapped. The way you guys are doing it right now is great, but there's a whole other, like millions of people out there on social media that will be attracted to your dealerships in a different way and we'll help you shed that light. So I'll let you guys chat. I know that we're just going to focus on the Spanish. That's a turnkey program. It's going to instantly provide results. And even if we're only selling an extra five to 10 cars from this source, you know, I mean, you guys are going to be able to make minimum, you know, anywhere from 3 to 10x your investment with us just from that alone. And these are leads that you probably otherwise wouldn't have got. So whatever that's worth, man. Just something to consider and you know, I look forward to showing you guys what we can do. Talks cheap, but I'd love to really show you what we can do with this one store, maybe even multiple stores and we can just get after it.

Okay.

Awesome. Okay. Appreciate your time, man.

You too, man. We'll see you.