The Dealer Playbook
The Dealer Playbook

Episode · 6 years ago

Alan Ram: BDC Tips to Create More Business


Welcome and thank you for dialing into “The Dealer Playbook” Podcast session number 46! So glad you are here. 

In this latest session team DPB sits down with President/Founder of Alan Ram Proactive Training Solutions, and he dives into a topic he has been very vocal and passionate about “call monitoring in your dealership”.

In today’s automotive market there are several different categories of leads and opportunities to sell a car. 

Hands down the hottest lead is by far the incoming phone call. A phone up. If someone is picking up the phone and dialing your number they are a serious buyer. 

Now not only is a phone up the hottest lead, it is also the most mishandled lead/opportunity. 

Call monitoring is something in 2015 most every dealer has access to and there is more value in your call recordings than just training purposes. 

Alan Ram dives into the real time sales opportunities being missed by management not monitoring the calls daily. 

Here is a quick preview of this session.  

Accountability Factor:

Accountability empowers people to become better and greater at what they do. Alan dives into the importance of sales management being held accountable to listening to all inbound phone recordings daily, and through out the day.

Alan says with every thing you can be doing to sell more cars why would you not listen to inbound calls that happened that day maybe even within the last hour and maybe even call that customer back to try to quickly resolve missed opportunities. 

Managers Do Not Have The Time :

Alan dives into that dealerships really only get 5,10, maybe 20 phone ups a day. With that being said there is no excuse why management should not be monitoring all these calls daily.

There is nothing more productive to sell more cars a manager could be doing with their time than listening to fresh phone calls and then diving in to try to convert the opportunity. 

Setting A Appointment Is Not The Goal Of A Phone Up:

How often does a caller set an appointment and doesn’t show up? Exactly! 

The objective of a call should be to get the caller into the store and turn them into a buyer not a appointment. 

A caller will sometime set a appointment just to get off the phone so if management is listening in daily they can get a feel from the call and know by the way the call flowed if they are really going to show up for the appointment. At that point they can call that customer back and increase the possibility of this caller coming in and becoming a customer. 

Get In Touch With Alan Ram 

Call Alan Ram’s office direct - 866-996-4665

Alan Ram’s Facebook 

Alan Ram’s Proactive Training Solutions Website

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 ;)

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Connect with Michael Cirillo on Twitter here.

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Hey this Oln Ram and you're listeningto the dealer, playbook podcast you'r dialed into the dealer, playbookpodcast, where it's all about winning autotaler strategies that deliverproven results, and now your hosts Robert Weisman and Michael Sirila, heythere what is going on you're listening to the dealer, playbook podcast episode,forty six, where every single week we're interviewing and havingconversations with elite, trainers, speakers and authors for you, today'sautomotive professionals, my name is Michael Serillo, I'm joined by MrRobert Weisman, how you doing man Yo? What's up brother, not much justgetting ready to pound out some pretty cool things, I'm excited to telleverybody about. You know I've been I've been talking about it now, for thelast I don't know three four episodes. I want everybody to be aware of this.This really cool project that you and I are working on and I want them to findout about. I want you guys to find out about it. Hit Up triplewdot the dealerplaybookcom there's a link to join our newsletter, and that's where we'regoing to be letting a lot of people know about this cool project that we'reworking on. That's GOINGNA really transform your career in the automotiveindustry, so I want you guys to find out about that. Go check it out, butyou know today we're sitting down with a really cool trainer he's very wellspoken. There's been a lot of controversy going on lately in theindustry, which of course here on the DPB. We don't really subscribe to. Welike to give you know relevant information thathopefully will help you guys listening in out an, and you know what our guesttoday brings up some cool really valid points. We sat down with Allan Ram fromAlan Ram's, proactive training solutions, and we got his take on somethings that you could be doing to improve processes, especially when itcomes to the phone inside your dealership, Robert. How did you gettagged up with with Allan with the rant...

...with Ram Yeah? Well, just is Ram beingaround the business for a while Ram man. I like to call him, which was probablymy favorite Hman action figure back in the day. wher ther ran then, but justfrom being around the industry, I mean I didn't. I don't really have anyexperience. I know with his. You know products basically his training. I knowa lot of t lot of the guests in the past ore people that I've learned froma lot, but you know I've seen him out, therehe's respected and just you know,through reading some of his post, his article Succetra, you know I've gainedthat the guy really you know, Hi's got Ta, grasp an understands what's goingon and has different take on certain things that that others don't so that'swhat we want to do here on DPB is bring you. You know not necessarily. I'vesaid before how you know, Michael or myself, think that you know I don'tagree with everybody's information that they've delivered. You know on everysession, but we leave it up to you tuning in to figure out AF Tis,something that that's going to fit into what you're doing to grow your businessand a dominate yeah. Absolutely I mean you know what lots of good points here,we're going to leave it to you guys to decide. You know, like we say all thetime I mean we probably say this in some way: shape porform on everyepisode. The proof of ability is in results and- and you know, and that'sthe cool thing about this stuff- is it's it's free information for you tohelp. You take your career to the next level, so, let's jump into our sit downwith Alan Ram. Here we go I'll right, everybody we are sittingdown with the man himself, he's the president and founder of Alan Ram's,proactive training solutions, and I bet you can't guess his name. You guessedit Hellen Ram man thanks so much for...

...being on the show with us today. Thankyou very much for having me. I'm excited we're excited to have you, youknow and we're ready to just jump into this, because I know you've got a loton your mind and a lot of valuable information that you want to drop onthe audience here. Those of you listening in so I have a question here and I want tojust kind of see where it goes, but I know you know in the spirit of ofreally trying to help dealerships amprove what they've got going on sothat in turn they can sell more vehicles or products and services inyour observation Allan, what are some things that you've noticed that coulduse immediate improvement for the betterment of the dealership. That's a great question and there's somany ways I could go with this. You know the most. They say that people,those that are successful, do the things that those that are notsuccessful, won't do, and I see so many shortcuts in the car business. You know-and I quite a lot of I like using sports andalogies and fitness analogies.If I wanted to get in shape, somebody wants to get in shape, they want tolose weight. You know the first thing they shouldn't think of his Oh diet,pills the FR, the way to approach that is, eat right and exercise, andunfortunately, that's that tends to sound like work to people and that'swhy there'se still a pretty good markket for diied fills and those typesof things, and I think the dealers, what we need to do is AP. We need toTrean our people to do their jobs. That's that's number. One put some makesure we have processes in place because that's something I don't see much of ata lot of dealerships and we have to hold our people accountable for theirperformance, and you know it's Business Onde, an one but training processes andaccountability is misome of the things that are missing from a lot ofdealerships and that's where I think that a lot would benefit. So you knowyou make a good point on the...

...accountability thing and I thinkthere's also you know. When you have accountability mechanisms in place,that's just it empowers people t to become better and greater at what theydo. So from your standpoint, what are what are some accountability mechanismsthat can be put in place? You know, let's say the trainings happened andand people are kind of understanding how to do their job. How do we holdthem accountable? Well, you know every dealer should just about everydealership in two thousand and fifteen has called monitoring and one of thequestions. I ask. I speak in a lot of dealer, twenty room meetings and I'llgo around the room and I'll ask these dealers. How many calls do you get andmost of the time it's anywhere tolike tenfifteen, twenty? Maybe twenty fivein n a highside, thirty real sales calls, and then I ask him the nextquestion I ask Gokan Se, you know man calls you get. Yyou have called monitoring, correct,Yo we've got call monitory. Are Your managers listening to every single callthat comes in, and I'm telling you ninety five percent of the time? Theanswer is no it's well. No, we listen to some. We definitely don't listen toall of them. I wish we listene to Hem all we might listen to ten twentypercent of them, but, and they say it like that's, okay, a D- And it's notokay. They think about this. If we did in fact come to work everyday to sell cars, you know we're here to sell cars. What activity could we asmanagers, be engaged in the that it would yield a higher benefit, a higheresult and listening to customers? They just call the store that wane to buycars today, listening to those calls and quickly resolving missdopportunities to do business. I can't...

...think of many things if I'm called HAsales manager. I can't think of many things that I could be engaged in thatare more productive. That would be more productive than listening to my realcalls as they come in and again quickly, resolving missopportunities to dobusiness, and some of the excuses that I hear for why it doesn't get done areabsolutely ridiculous, they're, nothing more than excuses, so you're saying that not I mean obviously so boom a phonecall comes in salesperson handles it. What have you that directly after themanager should be, you know in an x amount of time they should be on therecording listening to that and then even prodactively, maybe calling thatcustomer back or doing you know comletey yeah. Absolutely. If I hearcall comes in, and I hear the thes customer ask he you guys have a twothousand and ten fort edge on your website. I want to find out what couldI buy it for cash sales person says: Oh, that one sold, Sir okay, great thanksclick and of call not no. The manager can quickly resolve thatmissed Opportunity Number One by coaching, the salesperson, because ifI'm a manager, that's my job as to coach my sales team, but pick up thephone and call that customer and there's you know, and I hear theexcuses I hear like oh they're too busy. Well, we need to prioritize whatmanagers do give me and I challenge dealers all the time. Give me anactivity. Give me something that they could be doing throughout the day,that's more productive than that than listening to customers that want to buycall cars. Today, listening to those calls coming and quickly resolvingthose opportunities they get too many calls that's nonsense. They gettenfifteen twenty, maybe twenty five calls a day and here's another thing. Ifound the more calls the dealership gets the higher the volume of cause,the more managers they typically tend... have on on staff. So we get too manycalls, isn't an excuse they're too busy again, and what hat?What are they doing? Tha these call monitoring solutions whether be callbright or whatever the dealers shoul might have also they sort the calls out.If a COCO calls coming in for service or parts or sales, it should go intothe appropriate bucket and if it's not going into the appropriate bucket.That's that's a call monitoring issue that needs to be resolved, but I shouldbe able to listen to my own sales cause. There's nothing, there's nothing! Icould be doing throughout the day. That's going to directly affect ourbusiness more than that, and then you, obviously you use thisinformation from the cause you listen to to spill back into some some form oftraining right, absolutely absolutely on on the on thespot. Coaching and er he's something. Interesting is analternative to this. You know, fealers, we've got this mentality of you knowyou think about this, and I call you know some something sometimes was BDCmentality and not all bdcs, I'm not ANTIBDC, but there are good ones intherare, bad ones. Just like restaurants, right and you know a lotof times. He mentality is our sales beo. We listen our sales people they suck onthe telephone, they're terrible you kno. The solution is, let's hire anothergroup of people to do what our sales people should be doing ar sales peoplewon't listen to us. Let's hire someone else, that's not the solution. Thesolution is trainig. yoursalves people put some processes in place and thenhold them accountable, say the same mindset. The same weak mindset appliesto this some of this. This callum onitoring. My managers won't do it. Ican't get my managers for listen to calls first off if you're a dealer- andyou say I can't get my managers to do it you'r. The problem is: probably you,okay, that's number one. The second thing is, though, so now we buy allthese things that enable our managers...

...not to do their jobs. We buy theseservices that Grade Critique score, monitor our cals for us, okay, sohere's the problem with that. Now your managers, don't think that theydefinitely know they don't have to do it because we've hired a service to doit for Hem. Now, after the fact we get a report, weget a score card, we get an email telling us, we missed the call or thecall is the call is graded and we receive that grade first off. If yourmanagers are too lazy to listen to the initial sales, call they're going to betoo lazy to open up the email and listen to the quoteunquote, coachd callor graded caller scored call okay there we can. We can keep the laziness going.The solution is: have your managers do it initially, but so now, maybe an hour later, two days later,sometimes might be three four days later. We get this call and we cannowlisten to this misdopportunity. The problem is bad. Customer bought a cartwo days ago, Yeah Gon, so not now, I'm finding out that billy didn't ask for aname and number on Tuesday or Joey missed the chance to ask for anappointment right here better like next time Joey. I don't need to know aboutthat two three days later, four days later, I need to know about itthroughout the day and I'm talking about managers having their callmonitoring, open and again they're, not getting this volume of calls that isprohibitive. Okay, I've got a dealership that I did a actually did asales meeting at this morning. Abcn San a lot of people. Anyone in the nisonworld would know this dealership. They do a great job. They've got a stronggeneral manager there and when he got to this dealership and it's a toptwenty five in the country, Nisan dealership volume wise. He said everyhour he paged his managers into his... and he said every hour theylisten to the sales cals. So if they got three sales calls that hour, helistened to three sales cals with his managers. If they got five, they listen,O five and then he'd be farming them out to the managers. Tommy call thatcustom right there. What are we doing talking about one Centra Bill? Callthat customer back that that sounds like that. Yeah, it's an apployment, but itdoesn' sound like that. Guy's really planning on coming in call them back and when he was setting the culture atthe dealership for the first three or four weeks, that's what he did. Everyhoure pageis managers in now, it's automatic the managers listen to everysingle sales call and when I questiond question him on it, he said en what dowe have that we could be doing that's any more productive than listening tothese customers that call this up that want to buy cars today there is nothing-and I don't want to know about it at eight o'clock tonight. I don't need tobe opening up an email or seeing a score a week from now. I need to knowthat customer that called in at ten am this morning is going to be outsomewhere buying a car at four PM. If I'm only opening up my email catchingup on email tonight or opening up my email, you know six o'clock, it'salready too late, they're going to be out somewhere else, buying your car,you know, and and the thing I love about what you're. What you're talkingabout you know in this example. This you know, whoever they are ABC Nison is that you know we hear this all the time. Look. Thiskind of stuff has to happen from the topdown, but you see how what effectthat has in a real situation when you know from literally the top down thegeneral manager, the dealer Principale has shown invested interest and takenthe time to sit with his managers review the calls- and at least they nowknow what his expectations are, and they can. They can then take that downto where the rubber meets the road yeah it's you know, and it's funnythese some of these other solutions. I...

...actually discussed this last week onanother show I was debating. I was debating someone who's, the Co of a company and he has aa call monitoring solution. Okay, he actually said what did he say? Hang onI've got the quotes right here et for the life of US figure out, whothat would be. The pones are a huge process. Leak inour industry and sales managers aren't the answer, and then he actually said if I can take someone who is in India-and let me clarify this is not me saying this. This is him saying thisduring a debate. If I can take someone who's in India and they sweak fluitflew int English and they understand the parameters of phone call handwhat's going on. They summarize that call they plug it into the software andit alerts the dealership that hey, you just had a botched opportunity so nowhat that took it to a whole new level. We don't even have someone in thiscountry tic an monitor calls, we have to send it, and these are his words.Not Mine. We've got companies sending these callsoff to to India really now here's the thing. We also need to look. Here's whyI need managers, listen to the cause versus anybody else, whether it's inthis country or out of this country, it's because the goal of sales call.What do you think most people think the goal of a Sales Calliges, gentlemen?They thidn set up in a point side, yeah yeah, and it's not to set up an appointment.Okay, and I actually educated this gentleman on that as well. I asked himwhat's a goal of Ha Sales Caln, he said it's the set, the appointment, no, it'snot, because how many appointments don't actually show up? Okay, so whichwould we rather have a customer who we set up an appointwith that doesn't showup or a customer that won't set up an...

...appointment that comes in any way andbuys obviously the customer that comes in. Therefore, the goal of a sales call.We make the mistake of teaching salespeople that the goal of a salescall is to set up an appointment and know it's not it's to get that customerin the door. So as a manager. Listening to the call I can hear, I can't tellyou how many times I'll see a call. That's been scored as an appointment ora salesperson that puts it in the crm as an appointment and you listen to itand you can tell yeah the customer set up an appointment, but I can tell bythe way this gentleman said it by the way the guy set up the poyment Wasjusto get off the felling out. Just Tas customers will set up appointmentsbecause it's the quickest way off the phone. So if I can hear that, I canhear in the customer the way they're saying it in their voice. Inflectionyeah this guy in plenty on coming in he just set up at a pointment to get offthe phone. I can still call that customer back. Yes, would it be scoredas an appointment by someone else listening to the call yeah it would be?But I don't get paid on scoring, I get paid for selling cars, so there is nothere's. There's no shortcut to this. Okay, that all the benefits a and againwe can make all the excuses that we want for managers are busy. That's abunch of crap, okay, yeah they're busy everybody should be busy, but there isnothing if they're too busy to do this. We need to reprioritize their day. Whatare we doing? That's any more important than listening to cals and the otherthing when we, when sales people know that the managers are listening tocause ofcourse, they tighten up their game because they know you're listeningto them. So you know, I don't believe in enabling people to be weak. At somepoint we have to have expectations for people to do their jobs versus salespeople they just suck on the phone they're not going to do it. Let's hiresomebody else to do it, no train them and hold them accountable. Managersthey're not going to do it. Yes, they will, but somebody...

...funny story, another dealership here in Phoenixwhere I work. I visited them last week and I was talking about this and theowner looked at his managers and asked Hey. How many calls are we getting aday manager said about ten and the g the owner asked. Are you guys listeningto the calls and the GM actually said, I haven'tlistened to a call in a year and the sales manager said yeah, I really don'tyeah. I listen O to him once in a while I trie to but not really and the ownerasked why and the reason wasn't, because we're so busy we're beingoverrun with customers we're just working so many car deals. They justdidn't think about it. They thought it was optional, so t at that's theproblem, so many things are optional in the car business and that shouldn't beoptional. It sounds like it's probably compared to what you said: You're theABC Nison, that I bet that I like that every hour technique bring them in bangout because it'll be three t three to four five Max, depending on the volumelike you said, but that gives your real time that you can. I mean I guaranteethat they're selling a couple extra cars every month from something likethat. That's Ik, O cars. They sell a lot that place, sells a lot of cars andand but again it's they hedid it when they were setting the culture for three.You know two three four weeks I think t was three four weeks he did that, wherehe'd bring them all in now it's automag now he knows every single call islistened to by his managers, because it's the culture and the thing culture.The thing I really like about this is at the end of the day they always justblame their website provider for everything man we suck on the phone. It's ourwebsite providers walt yeah, you know so you know I hear what you're saying here.I think this is going to resonate well with with those you listening, and Imean at the end of the day, it's like it's like that old sang that that I'vethat I use frequently it's look short...

...cuts, always turn into lung cuts. Ifyou're looking fir, I think so many people, especially in this, thisdigital age, in the technical age, so many people are looking for automationin their business, but I just think you know, along with what we're talkingabout they're, looking for automation in the wrong areas, and- and you knowit makes sense what you're saying I mean if you want to become better at you know, having people visit yourstore and closing those over the phone and- and you know just becoming betterat setting appointments and all those sorts of things you need to invest realtime. It doesn't make sense to automate that process when you need to have thatinvested interest coming from the top down. Absolutely okay. So let me ask you this just inwinding down here. You know we talk a lot about a lotabout the phones, N and a lot of people listening in our car salesprofessionals. You know worldwide now at this point, what are some thingsthat you can suggest to them to kind of tighten up their game? What are the things that I coundsuggest? You know they have to realize that the car business has reallychanged. Okay, it really has the number one point three seems to be getting alot of attention and the what that number represents the number ofdealerships that a customer shops in person before buying a car in twothousand and fifteen. So it's not they're, not rolling into four fivedealerships. Anymore, they're shopping, one point three: So if you're thesecond place that that customeris planning, I gointo it's too late,you're goingno you're going to miss that customer. So the car business hasreally become about conversion conversion of opportunities, and youknow we really need to take every opportunity seriously, whether be aphone opportunity and Internet lead a webshite opportunity. We need toconvert quickly and aggressively...

...because hey every time, every time wedon't, we miss a cardeal. So it's not just about the phones anymore. They. Itis all about the phones, yeah, and we see this all the time I mean you knoweven from our own metrics, that we gather through our platform. We seethat phone phone calls will out number any web form lead by. You know seven toone yeah, I mean it's crazy and it to me from you know being there when I wasin the show room- and this was a few years ago- even but I always thoughtthat the phonele the phone up was the hottest prospect because, like walkinginto the store, is one thing you could have been killing time. T waiting for somebody to get out ofthe nailplace across the street or whatever yea could send in an Internetlead, but just like shopping around. But when you take that action to pickup the phone and die in there, that's a serious, but that's a buyer, especiallythis day and age. When so many people were seeing increasing numbers ofpeople who are afraid to use the phone, they don't know how to use it. Theythey know that there's APPs on it and games and social media, but they don'treally know how to use it as a phone. So imagine how powerful it is, ifthey're, actually using it as a phone to call you yeah. Absolutely and again, a bigproblem is a lack of training. You know you walk in to most dealerships on aFriday morning and they're, not training their people on the phones,ore, doing a walk around presentation. A lot of the training that we see inthe automotive industry seems to focus on those inperson live skills, and youknow a lot of what dealers end up buying. That's call training, isn'treally training, you know whet they get to the point where they think. Oh youan. We can't train our people. We we L, it's impossible training, oursavespeople, not ask hing what they've done and come to find out that what they didwasn't even really training it's. You know they send somebody off to aseminar to listen to somebody talk for eight hours, that's kind of like me,going to a baseball game and expecting... come out of there. A good baseballplayer you got to have it's training. Is a process. OIK educate your people.You have to simulate with them. That's you know just like baseball teams rightnow. They tik their spring training and they take badting practice every day.They Tak fielding practice every day that Spring Training and throughout theseason, so they simulate. But then theyre held accountable on how manystatistical categories and then, when they don't do their job there's aconsequence, but in the carpesis it doesn't seem to be that there's alwaysa consequence. The kind of things I hear. Oh, that's, that's bill bills.Going! No do bill's been here for twenty years, Bill's gonna do what he'sgonna do like it's: Okay, Ilike that baseball an now. Oh YeahGolf anything! It's all about education, Simulaton asoabilty in consequence, sothat's kind of why, like pichers, usually suck at hitting in the NationalLeague, because they're spending all their time practicing pitching insteadof taking batting practice, I would imagine yeah absolute. who was that wewere talking to once and they said practice doesn't make perfect. Ot makesconsistent. Do you remember manyways? I think that's it right. If you practicethe phones, you know the right way. Then youconsistently you become consistent at handling the phones right way. If youpractice the phones, the wrong way, which I mean whether you know no matterhow we look at it if you're using the phones, is the wrong way right now, youare actually kind of practicing the wrong way to use the phone and that'show you become consistent at it. So infit, consistently bad and by ifyou just Ganto figure out who said something just toss, vinsulin Bardy inthere yeah there you go, he said pretty much everything right and you don'thave to worry about it. Becoming er Yo go out of date because he's not goingto get in trouble an lot intr and he's Al Yo bring that up. It's funny. Youbring him up because we use his and him and is an example all the time I meanevery football season right. Gentlemen, this is a football you'd start fromsquare one, and he ould make sure that...

...everyone was on the same page andthat's you know what that's absolutely what you listening in you need to. Youneed to be focused on. You need to make sure that your team is trained or thatyou're trained in that and that you are becoming consistent at doing the rightthings and that there's an accountability mechanism in place-that's not there to you, know make you feel inferior or whatever it's there tomake you powerful in there to make you great so, Mr Ram Allan thanks so much for beingon the show. Today, we've got some valuable power bombs that you'vedropped. Today, I for those listening in how can they getin touch with you call my office, I'm a phone guy, sowe've got, we got a lot I was I was waiting. I was hoping you'd say yeah,just send me an email or and what's the what's, the number toyour office. It's we're in ARA IN PHOENIX, it's fourEighto, six, five, nine, four, six, six five and we have an eight hundrednumber, which is eight a eighty six, nine nine six is that correct, eight!Six on sorry, eight, six! Six! I never use the eight hundred number myself.It's eight six, six, nine, nine, six, four, six, six five! I just call frommy cell phone. So I'm not good a remember them. Also. Those will be inthe show notes, absolutely just make sure it's Alan Ram's, proactivetraining, solutions, love it thanks. So much for being on the show with UStoday, Hey! Thank you very much for having me. This was great, no problem.Man. Thank you all right, and that was sessions. Fortysixis guest, Mr Allen, Ram Ram man. Michael, would you think man? You werehitting a tongue twister there der y this session sessions, forty sixis yeahman, you know what really really valid pmeants. I think... know. Ultimately, I think, there'sa great divide when it comes to this whole call monitoring thing: it's acrucial piece, no matter, no matter how you look at it, no matter what debatesor whatever's going on out there, I think everybody can come to theconsensus that call monitoring is essential for success to help trainhelp improve processes. Now you know he's got some valid points. The thingthat I will say is look you've got to try this. If you want to see if, if, ifwhat Allan Talks about or whatever whoever else talks about this stuff out,there works for you, you need to ultimately do just that find out if itworks for you. So I like a lot of the things that he said, something thatstood out to me was. You know he talks about a couple ofmanagers in this episode that take the time to sit with their management teamand review. Some calls, and I think, no matter what your process is for callmonitoring. I think that right there is still a crucial universal piece thatshould work, no matter what the management, if you're, sitting downwith your managers, and that that I mean that becomes a great opportunityfor you to outline what your expectations are and to provide sometraining, yeah and, and that thing not to cut you off. But I think that that'swhere th there can be some confusionist, because there is the training aspect ofcall review of listening to the the playback of the calls and then alsoit's that, like real time like capture, you know, put fires out and save a dealor an opportunity by going in and shearing it mishandled and if you'reyou're checking on them at a you know certain periods of the day. What haveyou like? There's deals to be had there you know e ee, so there'sthere'sthere's a couple different ways to look at it. Definitely but great session was was happy to have Allan on hopethat you know definitely we'll bring thim back in the future for othertopics, because he has a you know, Wide...

Knowledge Base that you know weld lovethe tap into for you here. So so t about. I mean that's it. Let's wine,this thing down, so listen for those you listenain man, O LD, would love tohear your comments and feed back. Let's get a discussion, goon tripledw dot,the dealer playbookcom forward or forty six, that's how you can gethooked up with this episode. We'd love to hear from you would like to engagewith you. There also a couple a couple other things. Man would love to giveyou this free gift that we g going on our websites, an awesome ebook, that'sgoing to help you take things to the next level. So all you got to do issubscribe and get your free gift and then the last thing is, you know: Do usa pretty please little favor an and give us a review on itunes or Stitcherwe'd love to get your feedback. It helps us. So much so again, triplewtthe dealer playbookcom Ford Ash. Forty six. We look forward to hearing fromall of you. We love the feedback we get so far. So grateful you're listening inuntil next time. We'll talk to you late Peyo,.

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