Gooooooooood Morning! And thank you again for joining us in another video in the series, [name]. Let’s get right to it. Carlos spent the first month learning all about the ins and outs of the dealership and reaching out to people in his apple tree. His community is excited for him! That’s why these are the people we need to reach out to when we start in the business. They are your people - your friends, your neighbors, your family. They trust you to help them, and they want you to succeed! 

Relationship selling gives you an 80% chance of selling the people who like you, trust you, and believe in you. Our business is brutal! It can so easily be discouraging when your job is to convince people that you aren’t trying to swindle them. Some days, I know it takes all you’ve got to keep yourself positive. 

I invite you to watch this week’s video and decide if it’s your time to make that transition from a transactional business to relationship sales.

That’s right, folks! Carlos hasn’t taken any ups, no dealer driven opportunities, no internet leads - it’s all his community. We are one month in, and starting out 100% relationship. The issues and problems that we all started out with, Carlos hasn’t even seen. They know him, and they know he wants to help them. The first sale he had took him 20 minutes. 20 minutes, guys!

Starting out in the relationship business also allows him more time to train and reach out to more people. In the first month, he has not had the opportunity to find the distractions of the dealership. He’s not wasting any time by the water cooler, and every bit of his downtime is being focused into productivity and training. 

If you're watching a video of a product that you sell, and a customer walks in...

Man, you're just, you're right there.

It's in your mind, you're sharp. You're in the mood, you're in that zone.

-Ali Reda

I challenge you to try it for 60 days. See how you feel. Open the doors, and invite some new relationships into your business. Take back your time, your process, your life. 

What can you do to begin the shift now?

Engage your Community

• Call your old friends, and say hi. Go to local events and functions. Consistently show up for your neighborhood and the people in it. It’s gradual. Concentrate on your community, and things will start working for you. Be seen. Be present. Listen, serve, be a benefit to people.

Are you using the KISS Process?

• Make sure you’re taking it one step at a time. You can’t offer a solution if you don’t have all the information. You have to ask the right questions, so you can offer the best solution for them.

Use the downtime wisely.

• Stay away from the distractions.

• Watch the Auto Training Academy videos. - You can find them on YouTube, or in the members’ site.

• Check out our training programs. - Start with the Auto Success Blueprint. It’s 20+ videos and support materials, all for FREE, built to go beyond the basics of dealer training and get to YOUR next level of success quickly.

• Read, re-read, and reference Keep It Simple Selling as a guide for your process, and a motivator for your success!.

Get in the relationship business! 60 days. I challenge you to incorporate this into your process and see how it feels on you. It took Carlos 20 minutes to sell his first car because he was helping a friend get their car. Ever sold to a family member or a neighbor? In the comments below, tell us ‘How long did it take to make that deal?’