The Dealer Playbook
The Dealer Playbook

Episode · 6 years ago

Alan Dickie: New Year Game Plans To Guarantee Success

ABOUT THIS EPISODE

Welcome to the final episode of DPB Podcast in 2015! Team DPB is so thankful and blessed for an amazing year that only happened because of your continued support week after week. 

Team DPB is obsessed with your success in the auto industry so we wanted to send you into the New Year with some valuable information and strategies so you can make it your best year ever!

Having and setting goals is a very important piece of the puzzle for reaching success. We want you to hit the ground running in the New Year so in order to help you do just that we are sitting down with Mr. Alan Dickie.

Alan Dickie is a dynamic sales professional who has been serving the automotive industry for over 10 years. Alan started his career as a Sales Consultant in 2000 and began to develop an acute fascination and drive for understanding and dissecting the sales process to achieve success.

Alan continuously adjusted his approach and adapted to the market to guarantee results. During his career, he has successfully performed at all functions of the business, including Sales Consultant, Business Manager,Sub Prime Business Manager, and Sales Manager. His wealth of experience has enabled him to obtain a well-rounded and stunning array of sales techniques and strategies.

The automotive industry is constantly changing and Alan has created the most up-to-date and innovative methods necessary to prosper in today’s market.

Here is a quick preview of what to expect in this session:

Setting & Accomplishing Your Goals

Alan breaks down his secrets and techniques that he personally executes as well as teaches to car sales professionals across North America when it comes to setting goals.

He also discusses how he makes sure he is doing all he can to accomplish and conquer his goals. You are going to love it!

Keys To Staying Focused

Laser focus and consistency are vital if you want to knock your goals out like a boss in the New Year. Alan shares some of his favorite and most affective hacks to staying on track and laser focused so you can dominate all of your goals in the New Year.

Pitfalls You Need To Avoid

If you have been in the car sales business for any period of time you are well aware that there are pitfalls and challenges everywhere that are dedicated to road blocking your goals.

Alan delivers some valuable information and tactics in this session to help you detour the pitfalls and setbacks so nothing stops you from reaching your goals in the New Year. 

As always that is just a small taste of what you can expect in the final episode of “The Dealer Playbook” for 2015!

We truly appreciate the support and love and truly hope to deliver even more powerful content in 2016 to help you kill it in automotive sales.

Get More From Alan Dickie

You Know The Drill, Now It's Your Turn

The whole team at DPB can not thank you enough for all the support and love you have been giving us.

Whether you loved it, hated it, want more of it, or want something different , we want to hear your voice.

Sound off below with your thoughts, opinions, suggestions, questions, etc. and lets keep this conversation going.

See you next time ; 

Have You Checked Out Michael Cirillo's Best Selling Book "Don't Wait Dominate? 

  • Get Michael's book here.

Connect With Team DPB

  • Connect with The Dealer Playbook on Twitter here.
  • Check out Michael Cirillo's blog here.
  • Check out Robert Wiesman's blog here.
  • Connect with Michael Cirillo on Twitter here.
  • Connect with Robert Wiesman on Twitter here. 

This is the dealer playbook. Hey there, what's going on? You're listening to session seventy seven of the dealer playbook podcast, where every week we deliver creative strategies for you, today's advanced automotive professionals. My name is Michael Cirillo, joined once again by my gruff sidekick, Mr Robert wison. What's going on, man, yet again, like you've been absent for more episodes than yeah, so I don't want you passed on me. Yeah, again after seventy seven, I have yet again. Yeah, we're having so much fun putting the show together for you guys, and today's no exception. We've got a really cool guest lined up for you. His name is Alan dickey. He is a sales consultant, sales trainer, does some really cool programs and just so happens to be a fellow Cannajian. Yes, so we're excited anytime we can get it. Well, I'm excited anytime I can get in fellow Kay. Yeah, Robertson there like twiddling his finger and his lemonade. Yeah, right, but you know, we've got a really cool show lined up. You're going to hear in this episode about things that you can do to create a juggernaut lifestyle and year for yourself. At time of recording, this thing is launching just prior to the New Year in two thousand and sixteen. So we're focused on that topic today. Robert, which you got for us, the man I just seen. Caught up with this guy on let's into them, on another podcast that I'd listened to, and see him on some of the groups and in common. He's got some good information, he's got a lot of a lot of energy and he's out there. So you know you got let's do it. We noticed them and put this together. Let's jump in, man, we canna be fun. All right, guys, we're sitting down now with the man, Mr Allen dickey. Allen, thanks so much for joining us on DPB. Hey, thanks for having me. Guys, excited. Yeah, and you know what, it's always fun, and Canada's exactly I was going to say. It's always fun when we get another Canadian on the show. We're growing, guys, we're growing. Soon enough you're going to have US overtaking the show, especially after you start experience the great content. They go exactly and you are no shortage. I mean we're checking out your website, you know, becoming more familiar with your platform, and there's no shortage of some pretty incredible content there and we're really looking forward to your perspective on our topic today, especially, you know, as of airing this episode, we're diving right into a new year where, at the end of two thousand and fifteen, into, you know, moving into two thousand and sixteen. So for those of you that are listening to the show at some other time, there's the context of what we're talking about. So real relevant stuff tomorrow. Tomorrow can be your new many days, going deep already. He's diving in deep. Okay. So you know with that, you know, talking about the New Year, and I mean for people ...

...that really track time and they do those sorts of things and they use certain dates on the calendar to to, you know, give themselves deadlines to do things by, this is going to be a really relevant topic. I want to turn it over to you. I mean I was I was reading an article a little while ago and it talked about how the kind of a median cutoff for when people give up on new year resolutions is like January eighteen. In your opinion and your view. Why is that? Why are people giving up on on the things that they want to do? I mean they're sitting there and I think that's just golden. Yeah, that's just goals in general. Secifically as there, those are just publ why is that? Why are people giving up so quickly, especially if they sit there and they're like, oh, yeah, that's a good idea, I want to do that. Maybe it's the car sales professional who's like, you know what, two thousand and sixteen is my year to be a thirty car guy or thirty car girl, and then January eighteen, all of a sudden it's like, you know what, maybe I'm okay with twelve, but yeah, I'm done with maybe twelve okay, maybe nine's okay. Why is that? What's your opinion? Yeah, I know, you know there's a lot of people who fall under that mo or mold story and right around that time, January eighteen, nineteen, they start already say things like Oh, we'll get them next year. Yeah, and next year's my year. Yeah, exactly. I think there's a series of principles at play here. Like for me personally, but I experience is when I'm out, when I'm setting out goals for the upcoming year. I recognize the importance of experiencing successes, you know, as quick as possible, because they validate, you know, your efforts and provide the fuel necessary to, you know, show up every single day in the name of taking those goals. So I'll look out a year and I'll say, for example, okay, you know, I want to make a six figure income this year. And and then I'll start to break that down and say, okay, so what are we talking about here? Roughly what eighty three hundred dollars a month, whatever the math is. Okay, now what are we talking about? Well, every four weeks. If I divide that, we're talking about two thousand dollars a week. If I'm working, you know, five days a week, we're talking about I got to make four hundred dollars a day. And so by breaking these, you know, goals down into segments like that number one doesn't make them seem so monstrous, because that's what happens. Right a guy hits the eighteen of January, he's got three deals on the board, made fifteen hundred bucks and now it seems insurmountable. Now, oh my gosh, I need to make sixty five hundred dollars to hit my goal on behind. My goal is ruined three weeks into the year and they start talking like that. But in all actuality, when we do have, you know, this big annual goal, and then we start to break that goal down, we realize that, hey man, we're not perfect and this goal is not going to play itself out at eighty three hundred dollars a month over twelve months. There's going to be ebbs and flows, highs and lows and just, you know, committing to our end result and understanding the ups and guns we're going to go through. That's one way of maintaining a focus. You know, you fall off the horse, get back on.

But another thing. I make some really crazy goals, you know. I'll share one with you. Remember, early on in my career I had, you know, big financial goals, etc. But one of my goals was, and I teach this to people, I'm of the belief system if you make your bed every day, it'll make you a millionaire. Now, I know a lot of people laugh at that, but let me explain the principle. See Discipline, actions taken on a consistent basis care and the result we can agree to that. So, you know, one of the small discipline set of actions and I can take on a consistent basis each and every day is making my bet, you know, first thing when I get when I wake up. Now, if I make that one of my goals, I can experience and an instant gratification on the first of January, booth, I reach my goal today, right, and and something as small as that can really get this, this winning in your blood. That will be necessary as you move forward to take on the bigger goals. Does that make sense? Yeah, yeah, so you're saying that you should strategize it to hit the winds rather than, I mean, even initially, till you start to you know, get the discipline. Whne your discipline and what I because some people can go in, let's say, for example, like grant. Grant's always taught, you know, set your goals. You know, T X, you're huge, because it's better to fall short on a higher goal than to reach a smaller goal. But there's that certain you know, if you need something to fuel you, and that hitting that goal is something that does that, I can see that being, you know, effective as well. Well. I mean, you know, I sorry, to catch you off. I mean I was even thinking about you know, there's I don't know if you guys ever heard of a man named Kevin Trudeau. He was like the late night infomercial guy. He wrote a book that was like how, you know, seven healthy ways to fight cancer naturally or something like that. Anyways, long story short, the dudes in prison but still still uber successful. Like I mean, if money is your measure of success, the guys got more money like outside of prison waiting for him when he's done, you know, than anything. And but one of the things he taught kind of goes along with this and it's it's with what you're saying, Alan, which is that the close of the first goal to achieve is is the closest to your achievement. So sometimes we set goals that, you know, are so big, so incredibly big, that what happens is we don't we miss what you just talked about, which is reverse engineering them and breaking them down into these smaller chunks. And so I don't actually see a difference between what grant card own says about setting these massive goals, you know, aimed for the stars. That way you land on the moon. Type of a concept and what you're saying. You're just kind of bringing that extra layer into it, which is hey, set this massive, ridiculous goal, but now let's reverse engineer it and take it in bite size chunks. Well, and here's something I mean specifically for automotor sales people. One of the, you know, biggest issues I see when I go in and work with the various dealerships I do...

...is the focus. The focus is all along. Right, I encourage automotive sales represented as you need to judge your days by the seeds you sow and not by what you read. Right. See, if you want to stay highly motivated in your goal, you know, is to, let's say, make eight thousand dollars a month, to have a six figure year, and let's say you average, you know, however many dollars a vehicle that you need to sell twenty cards, just for a round number. Then you know you can actually stay empowered and focused on your goal by by dumbing this thing down to a numbers game. I mean the industry closing average in our business is twenty percent, right. So if you want to guarantee that you're going to hit your twenty deals, which you know, the math states assuming you've worked it out, and that's the math that will deliver your hundred thousand dollar, your income. Well, now you can completely control how motivated you you know stay and maintain at work each day by staying focused on what you can control, and that is your efforts. So you can say, okay, I've got a thirty day month ahead of me. I need to talk to three point three people a day. I need to grab three point three new names, email addresses and phone numbers and have conversations with these people about automobiles and the numbers state I'm going to hit my twenty cars. So now, if you're coming to work January one, two, three four, haven't sold a car yet, but you've got eighteen new names, email addresses, phone numbers, etc. Well, that's going to keep you in power. They're going to say, Hey, man, I'm right in line with where I need to be, because at the end of the month I yet to meet a sales representative who followed the simplicity of that course of action and had a hundred names, email addresses and phone numbers the end of the month and didn't have a twenty car month. I haven't seen it yet, but I have seen is sales representative say oh yeah, well, I got to thirty, and I'm like yeah, and you sold ten cards. Man Right. So I think that's a big thing there. You know, one of the greatest tips you know our audience and listen to is, Hey, let two thousand and sixteen be the year that you judge. You know your days by the seeds you so and not by what you read. Your efforts are within your control and your efforts will be a direct byproduct of your results. But if you're just focusing on results in the efforts aren't there, the whole thing's pointless and you're the guy on the eighteen who just paid for a gym membership it doesn't go anymore and are waiting for two thousand and seventeen to become greating this. You know what this reminds me of. This reminds me of an experience we had just the other night. You know, talking about you know, you, you, you know. They're focused on the sale. That's kind of what all of their efforts are directed towards us, their only focus, and it kind of gives them this blind spot to you know, what kind of effort they're putting in and out my family the other night. We decided we wanted to go in a car ride. I have three small kids. We wanted to go look at all the Christmas lights and my wife says, Hey, you know what we should go? We should go to this one house that has sinked up their Christ of slights to do a display that that's, you know, connected to the radio. And so when you approach this house, there's a big sign that says, you know, tune into whatever it is, eighty eight point whatever, and the Christmas lights actually danced to...

...the they you know, there's a light show. They made an attraction out of it. Well, what I thought was fascinating is built onto this person's house was a hair salon. They built a hair salon, and I mean and people are parking there watching these Christmas lights dance to the music for thirty, forty minutes at a time and right in front of their house is this big sign that tells that their hair salon. And you could see people, even my wife and I, and I'm bald as they come, we were like, Oh hey, there's a hair salon here. That's crazy, you know. My wife was talking about and people were like, Oh, I didn't know that hair salon exists. How many people will go to the hair salon just to like, say how much, just to walk in? Now, all of a sudden, and that's what that's Happ you reminded me of. Is like these people went out and put out effort just by, you know, creating a cool experience for people, giving them a you know, they made themselves a local attraction and there's no way to not know what they do by sitting there. I mean you're sitting there getting indoctrinated for thirty minutes about how there's a hair salon there while you're watching the Christmas lights. And it's kind of the same thing. I feel like in the car business we get so focused in on I just need to make money, I just need to make money, I just need to make money. Oh crap, I didn't make any money today, and then you get depressed, you get discouraged. Oh Man, I'm not going to make thirty cars this month. Oh okay, maybe next month and maybe next year. When really they basically stay on. Hey, stop telling people you're going to sell them a car and focus on putting effort in. That's going to bring people to you and create that and and indoctrinate them that there's an experience, there's more than just a car or I'm telling you so, but so many people, like the perception from the exterior is people were jumping into this industry and then they think, okay, I want to be successful at it, but they really don't. They just want to make quick money, you know, and that's where a lot of it comes from. That I'm to it's not that the especially today. Maybe at one time that could work pretty good, but today, and that as the days ago on with this information age, it's not going to work. You know, it's end with so many different options for people to go and if they're if you're looking to make fast money, I mean go sell crack, you know as yeah, crack. This isn't the thing for you, man. This is the long game. You want to be successful, you got to play the law case lay, and that's what that is. Looking at benefits of sorry, real quick of fact, what Alan said about get mad. Look being being feeling good about putting those three point three people in the can, you know, in the queue, somebody to talk to. You know, you think that's a Alan. Let me ask you us. I mean, do you have that, because, I mean, that's that's super achievable. Three point three people, so let's just say four people a day you got to talk to get their contact in for I mean, that sounds super achievable. Do you think that, because of the day time period that we live in, we are kind of, I guess, taught that those successes aren't really success because of the size of them? Like, do you think it's we just want this big thing and that's what equals success? That we've just forgotten? Like Hey, three point three people adds...

...up and that is a success and you should be patting yourself on the back and feeling the wind. What's your take? Yeah, I mean the whole it's so funny. We can sit and, you know, there's so many people out there that like to wax poetically about the secret, all these secrets. You know, this is how this is the secret to being successful, and it's, like I alluded to, you know, a discipline, set of actions is taken on a consistent basis can guarantee that success for you. The other thing to really, you know, make this thing simple. You need to create enough opportunities to afford failure. You know, when I'm when I'm doing sales training, especially with, you know, the younger groups that I do today. I relate a lot of selling to the courtship of women. Right. I say to them, I'm like, if you guys are going out looking for a day tonight, you go to some club that's got a thousand, you know, women in it. If you say, you know, hey, can I do you want to can I have your phone number and we can go have a pizza or something like? If you have some weak approach, then you're probably going to get shut down. You know, yeah, you're not going to have too much success, but you might have one or two that will say yeah, here's my number, call me. They may not have all their teeth, but you'll find a taker. Now, when we go out and create enough opportunities to afford failure to a couple things are at play here. Repetition becomes a strength builder, right. So we have a willingness to go for failure and we go and we have our approaches and through failing we realize what works what doesn't work, and so repetition becomes a strength builder which allows us to experience greater as a greater levels of success when we continue to same or take the same amounts of action. Now I'm going to tie it in for it what ends up happening? You know, and a lot of the young men. For the ladies out there, you'll probably have a kicker get a kick out of this, but for the young guys I'm talking about, we think about selling. We're put into this position at the age of thirteen where we need to ask girls out to the dance like who didn't have the sweatiest palms and pockets filled with, you know, paper towels when this happened to our lives by our desire to have a lady at the dance was so strong we were willing to go through the pain of potentially failing to become successful through doing it so often. What ended up happening is, as we grew, repetition became a strength builder. We got a bit better at it, and this is what had us now going into the same club saying to our buddies, Hey, back up, I saw our first I'm going in following the principle that intention is greater than method. How we're going to go about it palls in comparison to the importance that we're committed to getting this lady to dance with us or give us our phone number, and then we would go in and it created a polished version of us that would say things like Hey, can I buy you a drink, or it you just like the money? No, seriously, let me buy you a drink. Feed at loser. No, really, what's your name? Lisa? Lisa. One day your kids are going to say to me, Hey, damn, mom, how'd you meet that and not to tell him how difficult this was? Can you cut me some slack? ha ha ha. Let me buy you a drink. I think you're the prettiest girl in the bar. Let me talk to you for five minutes. You could decide if there's a sex and we would win that attention over through being different,...

...through through having committed approaches right, and then next thing you know, it wasn't difficult for us to find a day. It's the same thing. It's selling. Man. You take an approach where you're committed to taking such massive amounts of action, willing to go for failure, tracking the data of your results, what six, what's successful, what's not successful, and continue to move forward. That's where the easy money lies, because right now I could walk into a dealership that you could drop me on the moon in a store and I'll make easy money, but I know the principles that I'm going to need to follow and commit to to make it happen. And when we're talking about, you know, goals and it's a new year, it's a new day, this is what people do. They don't take the amount of action necessary to achieve the result. They're not judging their days by the seeds they so instead they're judging them by what they read. And also, and this is sort of the third point we could bring into that, is you need to they need to create a willingness to it, not only accept failure, but go for it, knowing it failures the hottest chick in the bar and you should want to dance with her all night long, because once you learn to accept that and know that it's a given, then you can start to figure out how to do better and overcome it more times than not, which will ultimately lead to great successes in your career. That was long, wasn't dude? I was like and I was sitting there, I was like, man, I I can't relate that this. I had women lining up asking me to day no, I'm just you know how to make that happen. You just got to be the best dancer in the room. The girls will be like, oh, cool. So there's all these guys with their peach fuzz mustaches counting their magic cards, and then there's that one dude over there that's spinning girls around the dance floor. Let's that's Kim to dance, but that's kind of sales in and of it. What's look, what was your favorite move? And Magic Cards, Michael, while you know, I sorry, I don't. I was I was too busy answered with the girls. I thought you met. You were with a guy playing that knows pogs. It was hockey cards, all rights, the right kids. Yeah, no, that's that's that. That's some that's some deep stuff. And I love what you said about creating enough opportunities to afford failure. I mean we don't really think about that. We taught we think about fail forward, but people get discouraged and I mean I've even been in that boat where I get so discouraged by all of the failure and and it's really because I just didn't give myself enough, enough opportunity to, you know, feel like the failure was maybe the afterthought, but I like what you said changing the perspective about failure as well. But I mean that that's really the case. A lot of people just aren't giving themselves enough opportunities to afford the failure that everything they do just seems like a failure because there's not enough to do well. It's it's a funny thing to add to that. You know, it's funny as we're talking here, I'm sort of having a I'm reflecting and you know, I remember when I started. So you know, I was in the automotive industry. Performed at all levels, you know, sales, management, F and I sub private all of them. And when I made the transition into...

...starting my business, there was an early aspect to my business where I built networking groups, and this is something I teach in dealerships today, and I built these networking groups as a means to support this thing that I was building. So I still had relationships and I was able to sell automobiles and generate some revenue over here doing that while I built the machine. But when I built these networking groups, one of the things I was forced to do is, you know, various businesses. I would approach and I would approach them saying Hey, I've got this dynamite group and putting together. We meet weekly. I hold a meeting purpose, with the purpose of driving business to one another. That's a whole other explanation, but the point is I would go into these businesses and I'll never forget, man, I went into a florist. You know, anybody who's got a human being with blood in their veins as a customer can can benefit from a networking group. I go into this florist and this guy looked at me like I was some kind of punk salesman, like like I was, you know, the low of the low, the biggest loser on the planet. And I'm sitting here looking at this guy and I'm thinking, Dude, you spend like fourteen hours a day in a floral shop making forty grand a year and you're in your posturing on me like this. And what it did for me is it reminded me that I was different. Look at three percent of the country makes a six figure income or greater three percent. That means nine point seven out of ten people in Canada. I'm keeping it real with my care for a minute, Robert. That's than cannon. Okay, three, nine points net. Seven out of ten don't make a six figure income. Right and so but I was reminded of is, if this is how they perceive me, that meant I was different, and if I was different from the norm, then I must be a part of that, that group, that elusive group or exclusive group. Right, and so I used it as motivation, I used it as fuel. The thing that that causes sales representatives to give up and fall flat is there's no commitment, man, there the faith isn't there. You know, they see the actions that are going to be necessary. Hey, man, you got to beat up the telephones. Hey, you need to talk to four people a day. Well, how am I going to do it? Figure it out, man, if you want to do something, you'll find a way off. Now, you'll find an excuse. Figure it out. And what they do is they go out and they fail a couple of times and that becomes so painful that they go into their shell. They stop taking action, and I'll mind, is the devil's playground. Now they start to second guess their careers and you find them work in the pure later truck within three weeks. And so when you embrace failure as a given. This thing's happening, but when you approach it with a commitment to let life know, hey, listen, Bud, I'm not going anywhere. So you could beat me up, bring every florist in the country to laugh at me, bring them right. When you have that type of attitude and approach, then ultimately you know what's happening. And it happened to me, and I'm sure any successful person will agree with this. Life opens up like like Moses parting the waves and it says, okay, kid, you're for real, come on in,...

...and then everything just kind of flows and happens easy. You Talk to the successful people in our industry, you know, those guys doing thirty, forty cars a month, making, you know, two hundredzero ind coomes, just killing it and they make it look easy. And the reason they do so is they took enough action, they were willing to go fulfailure enough, you know, times, until they got down a system that work that they can just continue to work, you know, in a discipline manner, on a daily basis, and they make it look easy. And that's the thing is is the k pretender or thinks it's happening overnight. Life is going to squeeze that guy out, and so you need to be prepared, you know, to commit to what you're committing to and then do it. And that's kind of the ultimate end of it is all of that planning, all of that desire means nothing if you don't take action. It's a don't sing it. Bring it. Yeah, the proof of abilities and ults. Well, it's funny because you know not to name names. We, you know, a lot of in social media. We've got a lot of these wonderful groups that you know, gather a lot of people in our industry and we get to talk about various things. But you know, one of the things I experience working in all the deal ships I do is this crazy mindset. I run into some guys who think that, will put it this way. I have to explain to them our industry is not jail and it does not reward time served. Right, how long you've been doing this is no reflection of your ability. Your results are. So if you're one month into the business drop in thirty cars, I got a near for you. And if your twenty years in the business chasing up traffic, selling seven or eight cars, on death, and so you know, that's what we we've got a lot of that in this industry, where New People coming to it initially have this fuel and they listen to a guy like me and they're like yeah, man, that makes sense, I'm in, I'm committed. But then you got a lot of these other guys, you know, who just who cancer, these individuals, and they do it with their experiences. You know, this doesn't work, that doesn't work and if surrounded in that environment long enough, you know you're going to your you're going to become a product of your environment. So you know, to all of the listeners who want to you know, number one, stop wanting to make change. People who wish and want, you know, never get that's why they're wishing and wanting. For those that are making decisions in two thousand and sixteen to absolutely smash it, commit to their goals and become great, then you need to get very focused on your goals and by doing so you're going to create a purpose for your existence at the story each and every day, and through creating that purpose, a discipline will be born. So the next time somebody wants to talk to you about how all that doesn't work. You know, I tried that in my career. Any type of negativity. You will have a discipline to shut your door, stay focused on the actions you're taking, because you'll be motivated by your purpose in your goals. That's why this is so important. And not only that. Something we forgot to speak to is the repetition of them. Every night, every morning, you put yourself to bed with these visions and...

...you start your day with these visions. Had to throw that in there, you know what, and that brings up a good point. So I know there are definitely going to be people listening in and they're saying, okay, this is awesome, this is great. You know, just to recap, you know, setting, setting goals, I mean obviously and sticking to them. We've talked a lot about taking action. We've also talked about, you know, just breaking things down so that they are achievable and and tracking those small successes. I love what you said about, you know, you need to experience success quickly, but I'm thinking about, you know, some individuals who are like, okay, this all sounds great. Where do I start? What's the first thing that I that I do? I mean, I'll add into this that you know, if you're listening to this now, this is the time to be prepared for two thousand and sixteen. Don't jump into January using January as your prep time. But I mean if somebody asks you, okay, Alan, where do I start? What's the first thing I do? What's your response? You know what you're it's funny. I had this conversation not three hours ago. I describe it by saying Puke on a page. Right, okay, put put, put down the the remote control, right, turn off the football game, turn, turn off the bachelor, okay, and and get a piece of paper out and really puke on a page. Start to throw all of your ideas, your thoughts or feelings onto this page. What is it you want to do with this wonderful gift called life? Right, because what I'll end up pattening is you'll stay and I encourage people like let it, let it flow, man, write down I want to be a movie star, professional athlete, I want to, you know, be a rock star, whatever. But when you start, you know, puking on a page, as I describe it, you're going to start writing just a bunch of stuff onto this paper. Now, when you've done so, you can go back and trim the fat and and by doing so, okay, Hey, maybe I'm not going to the moon. Okay, maybe that root, you know, a TV star deal. Let me cross that out. But within that you're going to realize there's three, five, seven things that really speak to maybe they're family goals, maybe they're I want to I want to buy a home. I met that special somebody, I want to propose to her, you know, the engagement, whatever it is that that stimulates you. You know, then you'll you'll have an idea, through those stimulants, as to what it's going to take to get them right. Hey, I want to own a my first home. Kay Gray, you know, average price of a homes five hundred thousand dollars. I'm going to need ten percent down at least to get into the door. I need Fiftyzero. I need to save fifty. So now you can write out all your stuff, your bills, your goals, whatever's going on in your life or as far as your bills are concerned, and start to mathematically make sense as to what exactly you need to produce. One of the biggest reasons people fail on goal setting is they're not, you know, a cute with describing what it is. You can't say, you know, I want to make six figures. Say to yourself, I want to make a hundred...

...and Twentyzero dollars, and that is an equivalent of tenzero per month. And again, really break them down and create an exact you know, science out of it. Being vague is dangerous with your goals and that's what causes people to fall off of them. But I would do that and I would also create you know, it's very simple. I call it a dream book, a goal book. You need to have a little book, you know, line paper, pick it up at the dollar store and have that thing right beside your bed, wherever you go to sleep each night, wherever you start your day every morning, and that is where you want to allocate the time to write down your goals. And here's a very important thing. You need to write your goals down, but also you need to write it affirmations down. I alluded to it earlier. You can't be writing things like I want to do this, I hope to do that. You need to affirm things to yourself. I sell twenty five cars a month, I make tenzero a month. I'm the top sales person on my dealship. Because here's an interesting thing that I experience, and this goes and I've been doing it for eleven years now, but when you write your goals down at night and in the morning like that, think about it this way. If you ever watched like a horror movie, you know nightmare in Elm Street, then went to sleep, nobody had a good sleep after doing that right, probably had a few nightmares. Freddy was chasing in your dream, etc. When you when you go to bed at night, your subconscious mind really replays whatever you have fed it. And so to feed it your dreams, that cottage with that boat of yours and you're fishing rod hanging out of it that you're going to go fishing in in the morning, and really start to create these visualizations as you're writing down and going to sleep each night, really thinking and dreaming about those. Every morning when you wake up, you're going to feel a new vigor, just a real encouraging sense of yeah, I'm doing this like it will become real to you and again, doing it every single day well will ultimately provide you the fuel necessary to carry it out. What you do need. Need to be wary of and you said it in the beginning, Michael, is that first twenty one days, man, the first twenty one days is where life is going to try and weed you out and you're going to notice everything you're committing towards. It'll be weird how there's extra circumstances coming at you to knock you off of that right and that that sort of life's way of testing you. So you know again, be conscious of the first three weeks. It takes twenty one days to make a break a habit. That's a scientific fact. Factor forget where I've read it, but I believe it. I practice it and and every night, every morning, get your goals written down, be acute with what they are, don't be vague, and start your day and and your day with them. That would be my top three piece advice. Awesome, awesome, man. So you know, and I was like, okay, I think, I think this is all my brain can handle right now because this is such good stuff. You know, we see evidence is all over the place of people not practicing this. We also see those same people coming to us all the time, and I say US...

...rhetorically, but of course they come out and they say, man, life situation sucks this that in the next thing, what I love about what you're saying here is you've you've you've outlined a simple, strategic, scientific, mathematical, whatever you want to call it, approach to achieving your goals, dreams and ambitions, and I mean that the the one thing I guess I would add to anything you said, hopefully it adds value doesn't take away, is you know, know who to listen to. I mean you need to be able to take advice from people who are achieving the things that you want, who have become who you want to be, there, the type of person that you want, you that you believe in, and have different mentors in the different aspects of your life. So if it's, you know, becoming a juggernaut salesperson or learning how to scale your business, you need to have somebody that has ultimately done that. I think too many times, when it comes to dreams and goals and all that kind of stuff, is people just take advice from the wrong people and you know, that translates to just a you know, I feel like that could also be contributing to the the giving up too early. But I love what it what you've said here. I mean there's so much information. Those of you listening, and if you just took a few of the things that you've heard Alan and US talk about today, you're setting up two thousand and sixteen or whatever year you're listening to this and Robert's deep power bomb at the beginning. You know tomorrow can be your New Year. So I show, I mean you know that's the reality of it is. Don't wait, dominate, man. That's the whole spirit of that is is, you know, figure out what you need to do. Take Take Allen's advice, Barte, you know, Puke on a page, get everything out of your head, you know, manifested in the real physical world. Pull it out of your brain and and make something big happen for yourself, because you know what we believe, and we see this all the time, that you absolutely have the potential to achieve greatness. I mean, everybody is inherently great and it's about tapping into that, and so what you've heard US talk about today is definitely that. So, Alan, thanks so much, man. We appreciate you being on the show with us today. Hey, I appreciate the time. It's always a pleasure. I look forward to doing it again sir, awesome man, all right, and that was the Sarrillo's Canadian brother, Alan dickey. He can go, man, he's got some Info. He warned US pre show that he can just keep going no matter what the time limit. He can get he we should call US episode oot in a boot with Alan dickey and Michael Cirillo, just for all of our Canadian piece. I said of one Christmas shopping and you should have. You would have made some money, dude. So you know what I loved about this is is, I mean he had I don't know if you caught him, but I was. Of course I was taken out. So that's like what I do here. But you know, he had some real power bomb one liners that that I absolutely loved. You know, one of...

...them that stood out to me create enough opportunities to afford failure and and you know, just taking a strategic approach to making sure that your outflow is is at a level that when when failures do happen, you've accounted for them right. And then the other thing that I thought was was pretty cool because I you know, I think, I think in kind of the basic, fundamental terms, because often those are the things that we forget about. We always were, always looking for this high level stuff, but we talked about, you know, creating, what was it? You know, just creating habits around these simple, small things. So making your bed. You know, he taught about how doing something as simple as making your bed could make you an extra million dollars this year. And it's because you're you're training your brain to do these small, simple things in a routine. You know, you're giving yourself a little things of discipline. You know that? That really stood out to me. I think sometimes we make success more difficult than it needs to be, and he dialed that in and see it just said. Well, first you have to just kind of Puke on a page and figure out what it even looks like to you, like you even know what success is for you. And so, yeah, man, real cool episode, Real Cool Guy. We could I could tell he had so much more in his memory bank that he could pile through, and that's that's really cool. Yeah, yeah, he's, you know, some he loves talking about it and that's how he was on the other place. So I know he'd be a great, great guess to have all. I hope you guys got some value. So where do they check him out. So you can. You can go to the show notes, triple w dot the dealer playbookcom forward slash seventy seven, where will link you up. You can also visit his website, Alan dickycom, Ala n DIIC kiecom and, of course, you know, we'd love to hear from you guys. Would love a shoutout on itunes if you guys have a couple minutes to drop us a review. You know we're getting some pretty cool reviews and just hearing what you guys are liking about the show or what you're not even liking. I mean we want to hear everything from you and of course you know you can. You can hang out with us on facebook, where people are engaging with us there if you have any questions or feedback about the show. You know we're just here. We want to be able to provide you guys as much value as possible. And, you know, I think we're wrapping this one down. So, if you're listening to this live, wish you all the best in the holiday season and a powerful new year. And if you're listening to this any other time, well, take Roberts advice. Make Tomorrow Your New Year. Make it powerful,.

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