Welcome back to our video series, Begin Again! When I met Ali Reda in 2010, he was ten years into the business selling 25-30 units a month. He was obviously not at the peak of his career, but some days he felt like that. That’s what he could see from there, and we had to move to that next level for him to be able to really see what was possible. 

He had spent ten years building up his business, being patient, and hoping for the dam to break. He knew it was a long game from the beginning, so he was prepared to wait. When we started working together, asking questions, finding focus, and being present and aware of every interaction throughout every day - that’s when it all happened. 

We worked hard together to find all the ways that he could revise and refine his process. We had big aha moments and little ones along the way, and we know how it all turned out. Be consistent, repetitive, and patient. Ask yourself questions to see what can be done to make this work for you. People only fail because they give up. Have faith in your process, and in yourself. 

Whether you are just starting out in the business or you are looking for a refreshed mindset to move forward with, I invite you to watch this week’s video. Take some notes, and try another one of the things that worked for Ali Reda. 

Introduce your customer to a manager early in the deal while you’re getting the picture. The purpose of the T.O. is for the customer - it is to move them to the next step of the process. You want them to feel comfortable, not pressured so the timing of this meeting matters. 

Your career does not last in 30 day increments. It’s not instant gratification we’re looking for.  You’ve got to be able to look ahead to two years, five years, ten years. You’re going to need to practice patience, and reassure yourself often that this is going to work.

You want your customers to feel safe. Because you are safe. You’re trying to help them solve their automotive needs. The benefit of being 100% in the relationship business is that all of your customers know you, like you, and already trust you. It’s safe, and that’s why when you’re 100% in the relationship business, you close 80%.

It’s going to take you some time. Just consistently show up. Say hello to all your friends, and make friends with all the people you haven’t met yet. You’ve got to be able to look ahead to the end result. When the dam breaks, you’ll want to have done all you can to make it feel like a flood. 

Let’s try something. Grab a pen and paper, and write down the answers to these questions…

• What’s my monthly sales average today?

• What’s my next level number?

• What’s my dream number?

• Where do I see my career in five years?

This is your career. These are your goals, and we want to help you to grow into them. We want you to forge forward, intentionally toward your dream life! There are so many wild success stories in our industry - so many that I know it’s possible for you to have one of your own. 

You can hear more about my story, and Ali’s too in our book, How to Sell 100 Cars a Month. Click here to get your free copy now!

Do you know someone with one of these success stories? In the comments below, tell us about it. Let’s inspire each other!