I know that you guys know what to say. The question is how do you say it? So watch us. Hope you're having the best day of your life. This is Andy. How can I help you? Does it sound like I'm having the best day of my life? No, I'm helping you. Okay, watch us. Hope you're having the best day of your life. This is Andy. How can I help you today? Okay. Nice, I like you having a pretty damn good day. Guys, what you say, how you say it? Follow me. When you pick up the phone, they can't see you, can they see you? No. They can't do anything. They can hear you. Are you excited to talk to them? Guys, can I ask you a question? When somebody picks up the phone and makes a phone call, does it take some courage and guts to dial that dealership? A lot of people get a little nervous calling. Would you agree? Yeah. They don't listen to me. I'm going to tell you they don't tell you that. They're not like, oh, Stacy, I'm so nervous calling you. No. No, number one, there's one of two things. Number one, Stacy. They probably called somebody at a dealership a minute ago. They did a really job. And they're like, damn, another sales guy, right? And then they meet you. And then they meet you. Guys, do you care what anyone says about any other sales person in the world? Or do you care about what they say about you? Care about me? Yeah, you go to a Starbucks right now, guys, right? Somebody's taking a survey outside and you're saying, what do you think about car salesmen? What do you think people say? Robbers, cheats, thieves, liars? Would you guys agree? Question is, what would they say about you? So I give a shit about. And then that all you guys care about? Hey guys, what's up, it's Andy. Do me a favor real quick. Whatever you're doing, stop right now. Grab a pin, grab a piece of paper, write down my cell phone number 918 210 0254 918 210 0254. Whatever you're struggling with, whatever you need help with, you want to go to the next level? You want to go to the next gear? You want to make more money? I don't care what it is. You need more leads. Shoot me a text. Let me know what I can help you with. Let's get back to the video. You know what I love, guys? You know what I love? I love that a lot of people suck in this world. I really do. I love it. I love that a lot of people are unwilling to grow. I love that a lot of people are uncoachable. I love that a lot of people really don't care. I love it. I love that they're lazy. You know why? Makes my job really freaking easy. I come out with passion, energy, do a good job, know my stuff. Guess what? I said I could damn hero. Isn't it crazy? I just say an average and I didn't settle like most of the world. I would like you guys to do me a favor and I would like for you to look, look at yourself and find the holes in your game. I want you to think, where am I not giving all I got? And I'm not going to pick you apart. I want you to not get demotivated. I want you to put your head up, find your hole and I want you to fix it. I'm going to show you how to build a connection. By the way, you had your great greeting. Remember we drew a line? The open to the close. The closes at the end, the open's in the beginning. The open would be the great greeting. You guys all know your greeting. So do me a favor. Next to great greeting, just put this. Have a great attitude and sound like you have a great attitude. Okay? Let them know that they have chose the right place just by the greeting. They're like, damn this place is different. Just by the greeting, we haven't even gotten anywhere yet. By the way, who am I speaking with? Who do I have the pleasure of speaking with? She says her name's Lindsay. Okay? I love it. I say, hey Lindsay, are you calling from the 7-845 number or what's the area code in case we get disconnected? I love that you guys are getting phone numbers. That's cool. Right after that, everybody is saying to say create the gap. Create the gap. Okay, say Andy, what does that mean? That means this. We are going to separate on where we're at now, which is I know why you're calling. I know what you're calling about. Andy, I was calling to get some information about this vehicle. I know what you're calling about and I know your name. What are they waiting for? Information now. Am I right? They want, guys, do you want stuff fast? If you text somebody, do you want to text you in an hour, tomorrow or right now? Right now. You text somebody, you're like, oh, they just read it. And they text me back yet? That's a bull. Right? Like, you guys know you want it now. The people want the information now. But here's what we're going to do. I'm going to show you how to create the gap, which I'm going to show you Lindsay how to build the best friend with them. Now listen to me, creating a connection with somebody can happen in 30 seconds. It could take five minutes. And I'm going to show you how easy this is. Okay? And by the way, you don't have to say what I'm going to say. You guys can find something you're comfortable with. I'm not asking you to be me, but I'm going to tell you what I said and I'm going to take some other things you can say. Okay? So I'd be talking to Lindsay and I'm like, oh, hey, the pleasure of speaking with you. She's like, oh, my name's Lindsay. I'm like, Lindsay, awesome. Is this the last four of your number 7, 8, 4, 5? Is that the number you're calling from? In case you get disconnected? She's like, yes, it is. I say beautiful. Lindsay, what are you calling about today? How can I help you today? How can I serve you today? Chick-fil-A there. Okay? How can I serve you today? And they're like, listen to me. Just listen. Pick a word you like. And they're like, I was calling to get some information of the 2018 F-150. You know what I'm going to say? I'm going to say no problem. And I'm going to hit them with this little line. I'm going to say, listen, Lindsay, I just reset my computer. It's going to take me about 45 seconds. And then I'm going to get you all the information you need. Okay? Lindsay, by the way, where are you calling from today? Boom. All I'm doing is that I'm getting them to talk. I'm getting them to have a conversation with me. Guys, am I going to sell them a car on the phone? No, I'm not. I'm going to sell the appointment. I'm going to make the car the star. I'm going to create urgency, but I'm going to build a relationship with them. I am going to make this customer have a connection with me.