28 Jan 2026 · 2 min
Podcast excerpt (recorded 2020-06-01) featuring a host and Luke discussing June forecasting for car dealerships. They advise setting monthly revenue/sales goals and backtracking them into required appointments and calls using closing-rate math (example: to sell 20 cars you may need 40 appointment shows and 80 appointments set). They also note the June convention was postponed to September. The tone is practical and directive, aimed at owners and salespeople.
Hey. Hey, Luke. Happy Monday, buddy. Hope you're geared up for an awesome week and an awesome June, man. First of June. What's going on? What's your game plan for this month?
Well, you know, it's kind of bittersweet because we're all typically looking forward to the convention in June and going out in Vegas and seeing everybody and talking to everybody, and, you know, we're having to push that back to September, but, you know, it's still. It's. The dog days of summer are about to be here. I know it's hot out there. It's going to be hot here. But you need to. You need to be prepared for the month. This is a different time we're dealing with. If you're not forecasting, take today. This is the first thing in the morning, and go over and forecast your outlook for the month and make sure that you're doing the things you should be doing to get ahead.
Yeah. It's setting goals, and then it's backtracking those goals into tiny bits. Right. And that's something I try to teach my salesman. How many car. How much money do you want to make this month? How many sales do you have to have? How many appointments do you have to set? How many calls do you have to make? You know what I'm saying? You can work it back. It's just math.
It's so simple. And it works for owners as well because we know most owners are listening to this or people that listen to this are owners. It's pretty simple how many cars you want to sell this month? Right. So if you write that down. So, okay, well, what's our closing rate? You know, what's our closing rate per lead? Then we start backing into it. The same with salespeople. Look at your salespeople and say, how many. You know, how many cars you want to sell this month? You want to sell 20 cars. That's great. That means you've got to have 40 appointment shows.
That.
Means you have to set 80 appointments. Right. That's how you got to work it. So you've got to. You got to know exactly what you got to do to sell the amount of cars you want to sell.
Yep, yep. And then follow the system, follow the math. Thanks, Luke. Awesome, guys. Look forward to talking to everybody on Thursday.