The Dealer Playbook
The Dealer Playbook

Episode · 4 months ago

Ali Reda: How To Make Selling Cars More Natural


Ali Reda is best known among his colleagues in the retail automotive industry as the highest-performing car sales professional in the world. To his customers, he's Ali, the guy who has devoted his career to being a good person, neighbor, and community member. 

In this exclusive behind-the-scenes interview, you'll hear Ali share his best advice about how anyone in car sales can achieve similar success to his. This interview was taken from the FlexDealer monthly office hours call which is reserved for FlexDealer clients to learn and interact with industry subject-matter experts like Ali. 

Many car sales professionals are stuck in a slump. They complain about tough times and wonder why they aren't hitting the numbers that others achieve. Listen carefully to how Ali has navigated his car selling career and what you can start doing today to turn things around if you're stuck.

Noteworthy topics from this episode:

2:38 - How do you train your mindset?

7:51 - Quantify the feeling you get from serving others.

17:14 - Have you always been an active member of your community prior to getting into the auto industry?

23:07 - How are you handling the leads you already have?

32:16 - How do you sell 209 cars in a month?

41:41 - What would you encourage the first thing everyone listening should do?

55:18 - How do you choose a coach?

Connect with Ali Reda:


Connect with Michael Cirillo:





...the car business is rapidly changingand modern car dealers are meeting the demand. I'm Michael Cirillo andtogether we're going to explore what it takes to create a thriving dealershipand life in the retail automotive industry join me each week forinspiring conversations with subject matter experts that are designed tohelp you grow. This is the dealer playbook. Mm mhm Good. Hey, my friend, welcome to this episodeof the dealer playbook. Before we hop in. I thought I should just provide youa little bit of context into how this episode is going to play out a littlebit different than some of the other episodes where it's just myself and ourawesome guest. Yes, you're going to hear from Ali re to the top performingcar sales professional on planet Earth, but you're also going to hear someother voices on the call asking him questions. And the reason for that isbecause I am presenting to you exclusive audio from an office hourscall that we do once a month here at flex dealer dot com for clients only.So I'm giving you the goods that behind the scenes, you didn't know thishappened, but now you kind of do know that it happens. Most importantly,you're gonna hear Ali Reda who in 2017 sold 1530 new vehicles and 50 to usedvehicles. You're going to hear him talk about how he moved through the pandemic,saw it as an opportunity. Saw it differently than a lot of people.You're going to hear him talk about how yes, he was kind of furloughed and laidoff the same way that other car sales professionals were, but how he'sbounced back in an incredible way. He is a shining light in the industry, butthat's why you're going to hear this episode play out just a little bitdifferent. I hope you enjoy it. Let's dive into this exclusive flex dealerdot com office hours call with Ali rita. So my first question to you is this tokind of kick off the conversation. I want to touch on the mindset side ofthis equation, everybody goes into panic mode and it's not just a pandemic.It could be anything going on in life for different circumstances in thiscase they're referencing the pandemic, which here on after, once we're allopen shall never be spoken of again. Um, and you say you see it as anopportunity while I believe it requires a specific mindset in order to seeopportunities amidst the chaos. Can you bring us a little bit inside of whereyour mindset is that and how you've gotten to that point? Yeah. And and in most people's mind setis how do I capitalize on this? Right? How do I get in there? And and how canI monetize it? And that's just the wrong approach. That's the approachthat kind of gets you stuck and get you in trouble and your brain storm and youknow, how can I make money or how could I, you know, go out and buy masks andin turn a profit and how can I go get sanitizer and nobody can get it in turna profit rather than having that mindset of, gosh, you know, my, mycommunity, my brothers and sisters, my, my family members, they're hurtingthroughout here and they need help and they need somebody that that can stepup to the plate that has the connections, that has the know how thathas the ability to do something that will change somebody's life and maybesave somebody's life furthermore. Right? So when you take away the monetaryreasons to take away the mindset of, I'm not getting anything out of it. Youknow, you know, I'm not gonna do it, why would I do that for? Right? Um, ittakes time. It takes money, It takes energy. Why would I do that? And in thepandemic when they started out and people were crying for help and youknow, without getting too deep into it. But you know, government was hands weretied. You know, cities and states, hands were tied. Nobody knew what wasgoing on. We did not know the outcome had, we knew the outcome. It would be alot easier and a lot smoother and...

...people have been more relaxed. We didnot know the outcome. So like the article says, right, I was off of work.So I didn't know when I was going to go back to work. I don't know if I wasgoing to go back to work, I didn't know any of that stuff was that I was goingto happen. But what I did know is my community needed my help and theyneeded, they needed supplies, they needed, you know, love and support.They needed, you know, PPE and for me, I saw the opportunity of helping. I sawthe opportunity of okay, here, here I am, How do I give back? How do I getback to the community that has loved and supported me my entire career, notjust for for work relation reasons, just my personal life too. So, um, youknow, I saw the opportunity of of an easy entry point to get into yourcommunity and do do right by your community and do it for the rightreasons and you know, I started a couple of different campaigns at thetime and I said, you know, hey, I have connections, right? I've gotten to knowa lot of people over the years and I have connections and, and I was able toget uh, masks and PPE supplies and and get those things out to people whoneeded them. Well, you know, rather than, and also Michael, I've spent myown personal money because we weren't open dealership wasn't open. I meannothing was going on. I said, you know what, this is gonna take, you know,five or $7000 to kind of get these things out to people and I felt thatthat was right. Um I literally got my kids involved in it. Uh, so I was ableto get some masks and get some supplies and rather than just driving to, uhrather than driving to the hospital and saying, here's a box of supplies, dowhat you will with them. I literally reached out to all my customer base.All my family and friends that I knew were nurses, doctors, firefighters, anyfirst responder and I said, hey, I have a limited supply of masks, let me knowwho needs them. And I started a group, a group chat and the group chat grewand grew and grew and it grew so much that I actually turned it into awebsite called dearborn cares dot com where people were driven to thatwebsite and you know, then they can, they can get up, go on there and callme and text me and let me know you know what they needed. And, And I wasphysically driving these masks two houses of my customers and familymembers and people call me, oh my God, my daughter's been wearing the samemask berg for a week and you know, she can't go to work and I would pull up tothese houses and give them what I could and the love and support and thereciprocation was just an amazing outpour from the community and then Iwas just getting calls like crazy and I couldn't believe how many people werejust scared, right? They were scared. You know, parents crying saying that,you know, please, if you can help me by my daughter, my son needs help and Youknow, to me that was an opportunity to give back, that was an opportunity todo something that was right and felt right. And, and that's how you growwithin your community, right. I didn't, I didn't say, Hey, I have mask for $5or $12. I didn't say, Hey, you know, this is what it costs me. I, none ofthat came about all as I knew as they needed help and you know, I felt like Iwas a person that, that could contribute, I'll be a small portion orwhatever it was. But I did my part and I felt good about it and uh, that's,that's what, that's what given back is about right doing it for reasons youknow, from, from your heart, not from your pocketbook or any otheralternative reasons. I think this is so tremendous. It resonates. I think withall of us at flex at such a deep level. Um, you know, some might in theindustry might call this psychobabble. That's, that's recently been a thingyet, here you are proving that the best way two grow in businesses to grow inthe other facets of your life. Like how can you, how can you quantify thefeeling you get from serving other human beings? I think is tremendous. Umbriar you had a question Yeah, just more a comment to say thatfirst of all my hat's off to you and I...

...just have so much respect for folksthat are in a position to provide that kind of mutual aid and that kind ofdirect to the people that need the most care um is so tremendous. And just tounderscore kind of what you were saying, it's like the getting through to thehumanness, right? And wanting to build those connections out of a place ofgenuine, wanting the desire to give and you're in a position to do so. And Ithink that that really is something that could be applied to ourrelationship building within our communities pandemic or not. So just agreat learning and leadership. Yeah, you carry that, you carry that with you,you know, like you said with all facets, you know, I mean it doesn't have to bea pandemic. I mean I've been involved in my community for many years andcharity organizations and fundraisers and doing things for kids and you know,it's great, it actually gives you a positive energy, it gives you life, itmakes you feel good about yourself for doing something. You know, it's, it'sjust, it's a way that you can give back, you know, to show appreciation foreverybody else's love and support. I mean you can't just take, take take andexpect never to give and, and again, it was done for the right reasons, youknow, it helps somebody, I can look back and say, hey, I did my part and Ifeel good about it, you know, a lot of people afterwards, you know, I thinkback and say, I wish I did this, I wish I did that. And you know, I was at home,you know, they were, everything was closed, so people were home, they hadtime, right? You couldn't travel, you couldn't go anywhere, you couldn't goto restaurants, you couldn't do anything. So, you know, literally Itook it, I think I sat for one day and I said, oh my God, I can't see her for,I don't know how long they didn't say it was a two weeks and you're goingback to work for three weeks, nobody knew the timeframe. So, you know, wewere guessing at that point what was going to happen and you know, Iinstantly, like everybody says, stay ahead of the curve, we stayed ahead ofthe curve and we stayed ahead of it and you know, by doing that coming out ofthat, coming out of the pandemic and then once we find a lot, finallyrealized we're going to open back up, we were so far ahead of everybody elseof just in the dealership life because we, we, we didn't stop, we stop selling,but we started doing everything that I got the dealership involved after thatand we were so far ahead of of the CDC guidelines and what we could do what wecouldn't do, we were so far ahead of the curve, we came out of it and whenwe were able to open we ended up finishing number one as a store out ofour zone, you know for the first time ever and that was because we wereprepared, we stayed out of the curve, we didn't just stay home and watch tvall day and watch the news and CNN and drive yourself crazy but you know itwas just it falls into place when you do it for the right reasons and it'scontinuing to do so right now for sure and I you know that kind of goes to aquestion that I had for you which was around like listening back to yourepisode on the D. P. B. But you talked a lot about um you know that you're notsuper involved in social media, you know that your your connection to youraudience, your potential buyers is rooted in community and being You knowpresent. And so I was curious but I think you've kind of answered italready informed, I was curious how that had changed during the pandemicwhen you were unable to uh you say meet folks in restaurants and stop at 20tables on your way um how that shifted but perhaps it was through that kind ofdirect community outreach. Would would you say that That was how you stayedconnected to two people? Yeah, and...'re right because because I'm not ahuge social media guy, I don't have anything against it. I just neverreally had the time to put myself out there and get involved. And that'swhere you know, marketing and everything is shifting towards socialmedia. But I'm still a hands on guy. I still believe in the power of humantouch. I still believe that you know, when somebody knows you and loves youand hugs you, they're never going to forget that way different than justlike in the photo or or you know, looking at you on social media, it isimportant. But if I meet a person and you know, you have that impact on theirlife or are you just just a simple hello and a smile that to me is gonnago a lot further than you know, like in the photo that they put online thatthat that's instantly they recognize it and it's forgotten. An emotionalattachment is unlikely to be forgotten. So if my name comes up at a at anotherpoint in time, they were like, oh my God, he was so nice. I met him once andI'll never forget meeting him. They were never going to say, oh yeah, oncehe liked my photo, you know, I mean it's just not going to get there right?So there is a need for it. But during the pandemic, the way I did stayconnected was through somewhat social media, but I started, you know, the,the campaign, uh, everyone cares dot com, I put up a huge billboard uh rightin the middle of our community and it was a huge billboard with cars drive byand it said thank you, first responders, um you know Dearborn cares dot com,we're here, we're here for you and left that message with my name up there, sopeople recognize that. So we were doing it that way, but you know, eventuallyit was going to come back around where things were going to come back, peopleare gonna open and, and again, I still stayed in contact with the communitythrough, you know, those, you know, giving away the PPE and doing all, youknow, fundraisers and what we did. So, um you know, I think, you know, it'simportant, but the years that I built the relationship with the community umgot me through it without having to really worry too much about it. Iwasn't going to fade away just because you know, I wasn't on social, they'renever going to get it and you say right in in the podcast, one of your favoritetakeaways that I had written down was, you know, we might operate in 30 daycycles at the dealership level, but not a 30 day career. Yeah, that's so, so onpoint, because you know the dealership life, you know, people measure us in 30day increments, right? What you do in the last 30 days, what do you do thismonth? What do you do that month? Well, you know, I came on and said, well it'sirrelevant, I don't know where my numbers are, I don't care where theyare, you know, what's important to me is that next person and for me to keepmoving. So my career is not measured in 30 day increments, right? It's it's alifetime. So, so I simply tell people now that I have no beginning and I haveno end, So it doesn't matter what I did yesterday, it doesn't matter what I didlast year, last month, I don't follow the numbers because I have no end,December 31 is every day to me, so it doesn't really make a difference and itis so solid to think that way to have that urgency yet to understand that youknow, you're there for the right reasons and not rush and you know, forus in the dealership, like you know, they're always like we want it now doit now do it now, don't let the customer leave, don't, you know, butI'm not selling from scarcity, I'm not worried about them not coming back, I'mnot worried about them shopping me other places, I encourage it, you know,and I want them to be able to have that experience of why they bought a carfrom me, why they came to service with me not because they had to or becauseyou know they thought it was You know $10 a month cheaper because that's notyou know that that's only that's a one time you know one night stand you knowI'm looking for that relationship. So ali I have a follow up question tothis but real quick I just want to welcome a few more people to the call.I see Connor, Alice Alenia Melinda, welcome to office hours. We've got Aliread to the one and only top selling...

...sales professional um in my mind stillthe Guinness record holder, I don't care, I don't I don't care what anyonesays, here's what they said. It didn't matter, we don't subscribe to the drama,we look at the numbers, we look at the facts. But anyways, You've also writtena book how to sell 100 cars a month which I think is tremendous and that'sactually where I want to, I want to kind of dive into that just a littlebit. Um sorry before I do see I'm so excited I'm getting out of myself. Sofor for those that have just joined us office hours is a very casualconversation where we get to meet with the subject matter leader in thisparticular case. No better on the topic of selling cars as an active car salesprofessional than ah Loretta if you have questions please feel free on muteand ask your question and we'd love for you to join the conversation andextract as much as you possibly can now, you probably weren't alwaysselling 100 plus cars per month and I don't know did you, were you born withthe aspiration to be a parcel like when you got started? I mean the industryreally hasn't changed much. So all of this, talk about mindset and the law ofreciprocity and being an active integral member of your community, haveyou always had that, did you have that coming into the business or was there alightbulb moment for you? Yeah, it wasn't, you know, yeah, of course I,you know, didn't even know that I would ever be a car salesman, you know, backin 2000 and one, you know, I was just starting out my life, I was gettingengaged and said, you know, I'm gonna start a family and I was at a decentjob, you know, and and I just felt that, you know, I was at the job for 10 yearsand I felt I needed more and I thought, you know, hey, for the next 10 yearsI'm probably doing the same thing. So you know, I felt there was more in meand I knew I wanted to do sales. I, I felt like that was, you know, mypassion and I wasn't sure it was in the auto sales, real estate. I kind oflooked at both and just kind of fell in love with the auto sales portion of it,but you know the whole giving back, you know, I was fortunate enough to, tokind of work work next to a guy named jerry turkey who would sit at his deskand people would just come in and he just laughed for a few minutes and thenI have you know driving off with a new car and I'm like man, this guy is soeasy and I'm running the parking lot, you know, I'm trying to get somebodyjust say hi to me, right, I'm running around, I'm sweating and this guy justsitting in the air conditioning, I'm like man, I want to be like that guyand you know I kind of was able to watch him over the years and mimic thethings that he did and he was active and you know he was probably doing 3540 study, you know, our industry never told us that 100 was possible, so Inever knew that 100 was actually possible. Uh you know, they always putlimitations on us, you know, and this mindset, the whole mindset idea of likeokay, you know, I think after we started talking about you know how Iachieved things and talking about my career and people started talking abouta little bit more about mindset and Damien boudreau, my coach who you knowstarted talking about it and teaching it and we wrote that book together,then people started kind of realizing, hey maybe there is more, maybe there isno ceiling, maybe you know, anything is possible. And you know when I waswatching jerry work and he'd come in like I said, and he was active in hiscommunity and I kind of was fortunate enough to be able to work at a store tosee something like that And then, and then just said, Hey, there's more,there's more, right, there's more time I can do more than what what people aresaying you can do. People told me you couldn't do more than 30, you know, 30is the limit in our industry, your elite, how much more do you possiblywant? And you know, then when you break those barriers, you know, when I hit 40and I'm like man forties, okay, I could do 50 and at 50 you know, I couldn'tsee 100 but at 50 I could see 65 and at 65 I saw 75 I saw 90 and then I saw 100and then, you know, at this point now, I mean my my my record is 209 in a, ina month, that was December of 2020 and you know, and that's not the limit. Youknow, there's gonna be somebody out there that's going to come through andfigure out a more efficient faster...

...process and a faster way of doing it.And it's probably gonna be one of these social media groups that just knowseverybody who knows, you know, I don't, it's crazy to think, but you gotta havea mixture of both and at some point there is no limit. I mean you can thinkof faster, smarter ways of doing things and they will and and hopefully theyuse the blueprint that I set forth, you know, throughout my career and have aneasier path because I didn't have anything to gauge it off of. We have alot of trouble in europe real quick. Just to tie that one off for me. Wherecan we get a copy of your book? You can actually for everybody here, you canget a free download of the book. They sell a hard copy on amazon, but a freedownload how to sell 100 cars dot com and you can get a free download. It's aquick read. It was the first book that I that I wrote and it was more justkind of getting back to the basics, right? It's not tactical. It's it'smindset and getting people back to the basics because it seems like a lot oftimes we forget and you know, and you know how to just, just be patient,start over, relax and and let things come to you. Um, I am working Damon andI are working on another book here that would come out pretty soon. That Ithink it's going to be really phenomenal about a little more tactical,well, can I put you on the spot when that one comes out and get a commitmenthere that both of you will join me on the podcast. Absolutely done. Done.Absolutely man, you love it. You love it. It's probably going to be a gamechanger because there's a lot of, of faults that that happened in thedealership and we kind of focused on that and, and the way things operateand we went through dealerships that are very successful and why they'resuccessful versus others that are not. Um, there's a lot of things that no,that's very educational for, for somebody to help their dealership as awhole girl. Amazing. Alright, I see, I see a hand from Jason and then with,yeah, I have myself double muted there justto be extra sure. So it took me a second. But uh yeah, I think there's areally interesting point that you highlighted at the end there when yousaid, you know, some of these social media gurus, I'm sure there's a ceilingfor them to come in and break records at some point. But I think that there'sa really definitive part that doesn't change and that's the process. Onceyou've hit acquisition, social media ads, paid media, all of that makes iteasier to get acquisition if you know what you're doing and if you, you knowfigured out kind of the algorithm, so to speak and how to get people. Butwhat doesn't change is how you handle people once you've got them. And that'sa really, really critical piece. And that's kind of where you get that roadmap of building success for yourself. And if it takes you eight hours to worka deal, you're not going to sell 100 cars a month unless you're working 100hours a month. Right? So the process is really where that comes into play. Andeven if, you know, you're implementing the best that you can on digital mediaand social media, if you don't have that process locked in, then it's notgonna and there's a lot of dealerships out there that are going, I want moreleads, I want more leads I want, but it's like how do you handle them? Righthand, right. You already have, Yeah, yeah, because you can get as manypeople coming your way in your funnel as you want. But again, you're right,how are you treating them? And what kind of experience are you giving them?You know, if you wanted to do something as a one night stand and just sell themand done. I mean that's a whole different story. But if you're buildinga career and you wanted to be a relationship type career, I mean thatthat's where the longevity comes in, that's where, you know, 20 years for mecounting, you know, comes in, I mean, it's not an overnight sensation. Andyou know, that's the one fault with social media. I mean, your, your heartright now, but the next day, you know, something new comes out and all of asudden, you know, there's tick tock and all of a sudden there's, you know,another, another platform and you know, things are gonna change and you're notgonna carry that same weight um, as you do again by actually knowing somebodyby actually having dinner with somebody by getting to know their family members.I mean, they're just, you're not going... get that reciprocation. Um, I don'tcare how many people, you know, on social media and do they truly know you,you know, they know of you, but they don't know you, uh, those are twodifferent, completely two different things would you say, uh, sorry tointerject, but just before we get there, but there's something to be said thenabout dealers that are maybe in the mindset right now we need leadgeneration, lead generation through whatever channels. I don't care really.If it's social paid media, whatever the case may be, we need leads, we needleads. We need leads. Um, and, and you're saying, you know, it's moreabout the everyday action of being a person that's visible in your communityand or like how you handle them thereafter, once you get the lead, whatdo you do with the leaf, right? Yeah, Most people are not aware of that,right? And most people don't, don't see that. So yeah, we can, I mean, we canblast as many, you know, as we want out there. But if you don't have thecorrect personnel to handle it and handle it properly. Um, like Jason saidwith the right process in place. Um, yeah, you're just gonna lose those andeven even, you know, online, like, you know, with emails and, and you know,the BDC department and I mean they're looking to retain, You know, 3, 5, 7%.You know, I mean to me that's such a small amount. But what do you do withthe 90% you didn't sell? Why do we just forget about those people? Because theydon't have family members. They don't have, uh, spouses, they don't havesiblings. I mean, we're just completely dismissed the 90% that we didn't buy acar and we just let them go and then worry about trying to retain five orseven or whatever percentage they want. I mean, it just doesn't make any senseto me. So I'm going for the 80 90% right? I'm going for the sure thing.And, and people, people with social media, they think that they have to be,um, they have to appeal everybody abroad, right? It's like, oh my God, Igotta be known. I'm in michigan, I got to be known in California and I got tobe known in Seattle and that, I just need to be known in my little cityright here because there's, you know, 200,000 people. I mean how many peopledo I need? Right, how many people do I need? I mean is the 200,000 cannot lastme as the community grows and I go what they will that last me your career? Ofcourse it will, it's in my backyard, so I don't need to worry about, you know,being the most popular person in social media, it does nothing for me. So, youknow, at some point we have to realize even as a dealership as a whole, Iwould rather focus my time on building each salesperson within their owncommunity and then having each one of those people develop, you know, 30 4050 cars and then having, if you have 10 of those, well you're not yourself in 5,600 cars and, and you know, which is, which is a great number and you're justdoing it based on, you know, community building and you know, I don't think weneed to get that that crazy about, you know, blasting ads everywhere. I don't have any on social media. So with that in mind, you're takingvery much a leap of faith in this action that doesn't have an input andan output 1-1, what advice would you give to either individuals ordealership owners that might be afraid to step out of the 30 day cycle andmight be afraid of this intangible effort that you've experienced theoutcome of, but maybe they haven't before. You know, it's just a flood, agood question, but it's just a flood mindset. So basically they say, okay,well if we want to sell 100 cars, we know the national average for asalesman to sell a month is 10. So if we want to sell 100 we need 10salespeople. If we want to sell 200 It's 20 salespeople and that's theirbusiness plan. Right? And, and, and it's not a bad business plan, that'show they started the dealership. But at some point you got to say, how do Igrow? I can't keep, I can't 150 salespeople to hype to do, you know,500 cars. I mean, you have to at some point say, all right, how do I empowerthese sales people? So they understand...

...that they own their own business withinmy business. How do I train them properly? So they stay here for thelongevity. How do I give them proper training And as a dealership when Iwent through my cycle, you know, managers, it was supposed to be theirrole to kind of build the salesperson up. They got overloaded throughout thedealership process that, you know, they don't have time for that anymore. Sorather than thinking, okay, I have the salesperson area has a lot of potential1st, I'm going to be his manager next, I'm going to be his coach, then I'mgoing to be a teacher, then I'm going to be his partner rather than followingthis guideline or, or you know, having a plan for that person, they're justlike, well if you leave, I'll just replace you and I'll replace you withthe guy that's doing 10 and that's the business model. Um, and it's, I'm notsaying that's wrong, they have to run a business, but there is definitely abetter way of doing it. And there's the stores that are doing outstanding.You'll, you'll notice that they had salespeople there for, you know, 10, 15,20 years and those veterans are managing their own business and theydon't know, they no longer need to be babysat, they don't need a manager totell them, where are you call your customer, you know, because now they'rein the air, in the partnership role. They give them the love and support andthe tools that they need to succeed. And then they kind of let them runtheir own business within their business. That's the whole idea. Andthat's basically what I do at my dealership and I need their support andI need their, uh, you know, I need the tools that they provide me, but I'malso running my own business inside there. You've got an entrepreneur mindset, we all should, right, because when Iget in there, I might go, I turned on my light and I'm open up my storefront,right, people are coming in to see, you know the brand name Ali rita, that'swhere they're coming in to see, you know, so, so if you drive thatbusinesses to see me then then they're unlikely to shop you on online oranywhere else. And you know, again, once you have that one opportunity andyou sell them and you know, now you have, you know, a whole army behindthem with their family members and everybody else. I mean that's, you know,the whole idea of social media is very, very important to use during and aftersale, right? Because then you can spread that to their family and say,hey, so, and so is doing business with Ali. Maybe I need to look at that right?Maybe I need to go there. And so you, you get the message out there. But youknow, uh, we as a business owner, you know, I want to make sure that you're,you know, you have the right experience and, and then you are spreading goodnews about, you know, your experience. Are you working Belda belt? Yeah, that's the perception, right?Everybody's like, oh, how do you have time to do anything? You're, you know,you're probably working seven days a week. So, so okay, newsflash, mydealership has opened five days. We're open monday through friday. We'reliterally closed on saturday and sunday closed And uh, you know, Monday Mondayand Thursday until eight pm Tuesday Wednesday Friday until six PM Now I getthere an hour early and I'd probably leave an hour late so it's about 52hours a week. And so inside of this I think we're alldying to dissect now your process. So we know you're opening the store, weknow you're closing the store um and we know that you have a limited window andwe also know that you have an abundance mindset. Yeah That was one of thethings right that I think that as human beings our if we give our chatteringbrains so much as a nanosecond we come up with excuse on excuse on excuse. Sowe hear. Oh well he could do, he could do 209 cars a month because he's in alarger market than I am. People in your market are saying. Yeah but it could besaying but I sell cadillac Chevy in ford Capital of Planet Earth andDearborn right which is completely off...

...brand like shouldn't they dominate Welloh it's impossible for me to sell cadillac and Chevy and in in a fordmarket so we reduce we reduce re reduce until we come up with a good enoughexcuse as to why this isn't possible but you're looking at it from anabundance mindset and so now I'm curious Can you bring us inside yourprocess? What happens? How does this work? How do you how do you sell 209cars in a month? Yeah, I mean, 1st, 1st it starts withthe keyword is a relationship that that's that's where it starts becausethere's two types of sales. Michael, you got a transactional sale, which isa customer that just walks in the dealership and says I need asalesperson. Uh, they don't know you, they don't trust you. They don'tunderstand you, They don't know who you are, they don't know what you're about.And that customer, that transactional sale does take a lot more time andyou're closing ratio is probably, you know, 15-20 when you go into arelationship type business, it completely flipped right. You're onlythere for minutes And they already trust you. They already know you theyalready believe in you. And uh, you know, the time frame gets cutdramatically and you're closing ratio is probably closer to 90%, maybe 95%.And you know of that 95%. Uh, this is the real kicker that people don'tunderstand is when you're in a relationship type sale, you become moreof an advisor. And I've been trying to push people to say, you know, insteadof instead, instead of a salesman where we become advisers, right? I meanyou're buying $100,000 product, how am I not advising you to do what's bestfor you And when you carry the adviser roll through for your customer base andtheir benefit? and you know of course we all have a job to do. So I have toprotect myself. I have to protect the dealership and I have to protect thecustomer. If you're an advisor you can figure out a way to do all three ofthose things in a matter of minutes. Right? So then if somebody comes in andsays Wally, what do you think Now? All of a sudden making 95% of thosedecisions on what they should get, why they should get it, how they should getit. And they and they might choose you know a couple of minor things likecolour or you know certain suspects that they want. But they're notultimately deciding the entire deal when when that happens. You know it'slike when your doctor comes into your office and this is this will make senseto you because this is how I mocked my entire process right? And and thenmocked it through what doctors do. So. So you know I'm thinking about it. Howcan I make this more fast and more efficient? How do doctors see so manypatients throughout the day. Right? They have people in place. They have agood process. So when you go in there and your doctor tells you well you knowyou based on your symptoms that you told my nurse right? Because the nursecomes in first gets the preliminary they get all the facts that they need.The nurse comes in. She briefs the doctor momentarily and the doctor saysyou know well based on based on what we have here um it sounds like you havethe flu and here's what we're going to subscribe to you. We're going to giveyou this this this and they give it to you. Okay? Anything else going on? Nodoc. I'm good thank you very much. Do you say no no no doctor. I think you'rewrong with reanalyze this lets you know I mean unless it's something drasticyou're probably 95% going to say okay you're right doc. I trust you. I trustyour opinion. I trust what you're doing. I've been coming here for years and Ithink you're correct. I got the flu. I'll take the medicine and I'll go homeyou leave and another person feels that office and the nurse comes in gets thepreliminary dr. Then goes to the next office solves that problem, goes to thenext office solves that problem. And it just rotating these offices, that's whythey have seven or eight offices and a waiting area. So you're waiting 70offices are all full. The nurses come and take the preliminary measure whichmy secretary comes in, my assistant, She comes in. She takes all theinformation that I need. Uh and I have four offices and they're back to backto back to back. So when I when I when I saw that and thought man that's whatI need to mock it off of, I went...

...directly and I said I did four offices.I need all these officers directly. I said I don't want nobody behind me. Andwe need to get him we need to move because I have a lot of people waitingand these four officers belong to me. So I got those offices and now I have aperson at every office at a different stage of the of the process. So mysecretary will come in. She gets the information. What are you leasing now?Uh you know how many miles you have on your car or banker you financed through?And she lays it out. When I come in, I have all the facts. All I need to do issolve the problem. So then I can spend three or four minutes catching up withthe person just chit chatting. You know, you know how the kids, how is this,what's going on? Anything new in your life? No, everything is good. Okay.Here's what we got. What do you think in the same car, nuclear car while Ijust want to pick up truck. All right, perfect. Here's what I suggest we do.Here's a pickup. I'm gonna have somebody show you the car and then Imove over to the next office. So why they're doing that. Now I'm working 5,6 people at one time And each person the processes, 20 minutes tops. Right,20 minutes each office, I got to get him out of there because often that'sprime real estate. But when I'm in that office, Michael, that's all I'm focusedon. I don't break action. I don't leave. I don't see who's yelling in theshowroom. None of that matters right? I'm focused. I'm solving that problem.I give him all my attention for that few minutes that I'm in there and thenI move on to the next person. And people love that. They love the factthat they're not fighting you. They love the fact that they're not talkingto 12 different people. There's no going back and forth. There's no, youknow, if I could do it today, would you? There's no, you know, there's none ofthat. It's literally sincere. It's honest. It's very transparent and youknow, they're out of there and the reason why the amount of time. So whenyou're doing it at that number, you can handle four or five people at one timeand each person's 20 minutes. That could be your delivering the car everyfive minutes. If you're doing it right? So every five minutes, a car could beleaving. You got to have the right personnel to be able to do that. Myassistant, uh, is absolutely phenomenal without her. I definitely couldn't bewhere I'm at today and you know, but, but that's what we're doing. So, uh,you know, I needed a porter, I needed a personal porter run the parking lot. UhSo I got a personal porter. So in order to grow my business I needed the rightperson up and those are the steps that you need. Yeah. Yeah that makes sense. I'm taking notes likecrazy. It's a lot to take in sometimes but it's such a good process man. It'sso good. And you know I I feel that you know being able to do it this way. Iabsolutely love what I do still uh you know I love going into work. I thinkit's bought me a lot of time in the business that that you know I wouldprobably not want it to be in the business anymore. But I'm having fun.It's a really good fun process and and it's duplicate herbal, it's teachable,anybody can do it and I lay it out there for everybody. The blueprint isthere. Yeah, I would submit that. It's probably favorable right? Like I'm justthinking about my last, you know car buying experience. I'm sure most folkscan tell us that it's it's certainly longer than 20 minutes, right? Yeah.The longest thing that takes time is cleaning the car. So you know, and Igot that down pretty good too. But you know it doesn't take that long of theactual process because if you come in and it's the second time or third timeor four time or first time I dealt with you, chances are we have yourinformation, we just verify what's correct, what changed, what didn't um,I do my own finance. So while I'm talking to you, I have everythingloaded and I can submit the deal while I'm talking to you. So I'm not Goingover to finance and saying can you get this bought? And he puts it on thebottom of his stack of deals and says I'll get to in 30 minutes or an hour orwhatever it is. So as a salesperson,...

...the more we can control, the fasterthings become and the more efficient. So I'm doing my own finance because itwas much faster for me to do that. So I could submit a deal while you'restanding there and my assistant on the phone with your insurance company bythen we just need to clean the car and that I even solved when we have a hotvehicle like like Blazer is, is a hot least item. So every morning I come inand I send five blazers to prep and I said I need these cars cleaned up by 10,10, 11 o'clock and I got five cars lined up right there. So when you comein you're like, oh I love the black blazer, no problem. Here it is, it'sclean, it's ready to go. So, so the car's already cleaned. So a lot oftimes the cars cleaned, ready to go gas. I mean we're just, all they do is thepaperwork and if you, if you're handling the more of it yourself and Iknow a lot of lot of dealerships you can't do this yet. And that's the wholepart of owning your own business and getting to the point where you are ableto earn more responsibilities through your dealership. Um, but you know, themore you can do yourself to faster everything will become, what was thefirst thing you did Going down this road, right? Because we know that weknow the average for the last 30, years maybe it's a little bit better now, butit kind of hovers around that 8-10 vehicles per month. What did you do tolike, what was that first thing? So for the sales pros that are, that are goingto watch this, What's that? And they're sitting there and they're thinking, man,what do I do? I keep hitting 10, I'm sure 12 as possible, I'm sure 15 ispossible. And even for the managers that are watching, how do I encouragemy team too? Get to that next step. What did you do? What was that firstthing that you could encourage the people that are going to watch this todo? I think just, I think first thing is believing that it's possible and Ithink again that I was able to actually see somebody do it live and believethat, you know, because like you said, a lot of people think, oh, you know,Ali works in a easy market and, and you know, it's easy for him because he'sbeen doing that forever. And of course, I struggled at the beginning, I startedwith one car just like everybody else, right? So, you know, you have tobelieve in what's possible if you don't believe it, you know, if they doubt itand you know, they're never going to achieve that. So that was the firstthing I think, I, I absolutely believed it and you know, you've got to educateyourself, you know, a lot of these guys, you know, they're just in today's worldbecause a lot of people do know other people through social media orreferrals, they're coming in specifically asking for somebody, thereused to be a time where you sit at a dealership, people just walk in, that'snot really happening that much anymore there, if somebody's coming in, they'reprobably coming in to see somebody whether they've been on social media orin email or a referral. So, you know, for those people, you've got to getinvolved in your community, you got to get out there and you got to be able togive back and, and Michael, the reason why people give up and, and I've seenit time and time again and people call me from all over the country, they'relike, hey man, I went to a charity event and you know, I left and I soldno cars, well, of course you sold no cars. First thing you went there tosell a car and nobody there is interested in buying a car. What youwant to do is go there and get to know people as a person, right? People gotto know me as ali, they didn't get to know me as Ali, the car salesman, right?That comes later. And the reason why people fail is because they, they giveup way too early. It's premature. It takes years, right? It takes years forany business to take off. I mean we're not, you know, I mean, how long it takeamazon to get to where they are. I mean it takes years for them to develop intotrial and error and to get yourself out there, you're not going to show up at acharity event. You know, sell a car, nobody's, they're interested in buyinga car. What they're interested in is you care about why they're there. Andwhen you start carrying that mindset of, you know, you know, I, I need to getout there and I need to get back and it could take five years before you see itreciprocated, right? But again, you're doing it for the right reasons. Youfeel good about it. You know, and, and,...

...and it goes something like the firstsecurity event I went to, you know, I sat at the table and I, you know, justsat there and listened and I went home, you know, I think I talked to likethree people at my table And then the next one, you know, I was morecomfortable. I kind of mingled a little bit, you know, I probably talk to 10people. And the third one all of a sudden I'm all over the place. By the5th 1, I'm speaking at their right, because I've gone, I know everybody,I'm getting involved, I'm getting more into it. And now all of a sudden I'm onstage right now, I'm doing doing my part. So then everybody there knows whoI am because I'm on stage, guess what happens when you do that? Everybodycomes up to you, you don't have to go to anybody else anymore. And then oncein a while somebody is going to mess up and say, hey, so what do you do? Andthen you're like, oh, I saw cars, you know, perfect, Oh my God, I need a car.I was looking for one last week. So that's how the conversation goes. Now,imagine I go there and be like, I saw cars, here's my business card. You know,they're going to be like, get this guy out of here, right? It's not theseventies, You don't do that anymore. It's funny, but, you know, one thingyou said, Michael to is, is the national average, you know, in theseventies, it was 10, Right? In the 80s, we started getting Internet and westarted getting all this stuff and It went up to 10 And then, you know, inthe 90s we got all these trainers and we got all this, you know, platformsand you were going to get you were going to get you to, you know, 12,that's what it was 10. And then the 2000, you have social media and youhave Facebook and you have all this stuff and guess what? It went backwards,it's nine. I mean, so for the last 40 years, whathas changed? Nothing, nothing has changed. The business plan is the same.You want to say, 100 hire 10 people. I mean, at some point, me as asalesperson, as as you guys are out there, you got to take the initiative,you gotta say, okay, I'm not gonna let them dictate what I'm doing. I'm notgonna let them dictate what's possible. I'm just I'm going to do it and I'mgonna and I'm going all in right, I'm going head first. I'm going all in, Idon't care what anybody says it and it's gonna work right. If you believein it, it's gonna work and you'll find a way, we're pretty amazing, we'll finda way and you're, you know, you're never waiting for an uh like you justsing, right, That is the World Leader Call or literally, I think, I thinkpart of it, internally, I think you're right right, I think it internally, Ithink I hate it because I hated going taken up, I hated going up to a personand being like, you know, hello, how are you? Welcome to, you know, lessstanford hooking up and I hated that feedback. I hated that, you know, oh myGod, this guy is out here to get me and I hated that so much. I'm like, man, Idon't want to wait on another up ever again in my life. And at some point Icut that off and I think I probably psychologically built this thisrelationship that I only want to deal with people that know me because Idon't want them judging me just because I'm a salesman and then come out togreet you, I'm doing my job. I'm just coming here to greet you yet. I don'tgreet you and you're mad because nobody greeted you. But if I do agree, youyou're like, get out of here. So I, you know, I'm confused. What do you want meto do? I hated it. I seriously? So I said you know what? I'm not doinganybody who doesn't know you don't know me, I don't want to deal with youeither. And that was it. And that was at the end, I never I never took him upafter that. You know that this all ties into why your personal brand is aspowerful and impactful as it is because you're you are demonstrating what makesa brand so strong, you know, like if I had a dollar for every, you know salespro over the last seven years of doing my podcast who have messaged me saying,what do you think about uh going by like your cadillac guy, Ali rita? AndI'd be like, if you if you spent the same energy just yeah, focusing onother human beings for a second, you wouldn't need to worry about yourcadillac guy or your Chevy dude and all these kinds of things. You would, youwould actually be doing the thing Michael, you are so right on man. I getmessages from people all the time.

They're like, I don't even know them,right? I have no idea who they are, I have no idea anything about them.They're like, what do you think about this logo? And I'm like, dude, I saidhow long you've been in the business? Uh well, I just started like a monthago, I started a year ago, I started to how do you don't even know who you arein the business? How could you actually come up with something? How could youcome up with the slogan when you don't even know what your thing is, right?You just want to be the car guy. You don't know anything about the cars. So,so you have to so many people that start out because they see a lot ofthese guys that are doing well on social media with these brand names,but they built a business to create that you cannot force a name onyourself. It has to be given to you, has to come to you based on youractions throughout your career. So I, I, people call me all the time and they'relike sending myself, I'm like, I don't even know you do. I can't even answerthat question because I have no idea who you are, what you do, how you doing?Like you're trying to reverse the whole process. Yes. Right, Right. Like thewhole, and I tell them that and I'm like, I don't have a brand new. I said,I've been doing it for 20 years and I don't have, you know, whatever it is, Idon't have Alibaba and I, you know, saw magic rides, I don't know, I don't knowwhat they want me to come up with. Right? It sounds cool. But to me it'slike more like, you know, people, people know me as Ali, right? That's socool. I think you know me as who I am, right, forget about everything else.And eventually you could have something that catchy slogan that that comes upand I, I have an employee that I hired a salesman that I hired. Not if you'refamiliar with or not, but I hired a salesman. His name is Carlos and neversold a car before. And you know, he's two years in with me now and and doingphenomenal, but it took me time and all of a sudden he was selling a bunch ofSilverado. So I mean, he was just selling Silverado. Like they were likethe last thing on earth. He was just doing so good with Silverado. So, soone day as I'm selling them, I'm like, man, you're the Silverado King. Andthen all of a sudden that just stuck, right? So all of a sudden now I can gowith, if I want to put on his card, if I want to put somewhere, you know,Carlos, the Silverado King because he actually fit the role had I tried to dothat from day one and be like, man, I'm gonna make you into Silverado King,it's not possible. I don't know who he is yet. So let You have to be patient.You have to be patient in this business with so many things that happened inthis business. If you're not patient, I mean you're just going to driveyourself crazy. So if you're patient enough to build your business and letthings develop, let that come to you and then, and then sometimes it'll cometo you and sometimes it won't 20 years later, don't like anything that evercame to me. I just like be myself, right? I don't I want the slogan, butfor him it just came out and it works and it's fun. And by the way, two yearsin, he's averaging 50 cars a month, wow in relationship only, right? Neverdoesn't take a phone up internet lead floor up. He literally came inrelationship based only. I gave them the blueprint. I'm his manager on hisfinance manager, on his coach, on his teacher. I'm his partner and I gavethem the blueprint. And, and he's actually a salesman that works for me.And this is his own numbers. This has nothing to do with the 209. He hasnothing to do with my numbers in his own person. He just works under me forhimself and it's none of my customer base. But we built him up to the pointwhere he hit 51 for the first time. He's been averaging between 40, and 51.Uh, not that I think last month, month before, which is phenomenal coming in.Not knowing anything. Yeah, pretty good. I'm proud of them. It still took twoyears. two years. Yeah, two years in two years on day one. It wasn't day one,he was probably doing five. Do you want, do you want 10 guys who do 10 or do youwant five guys who start out doing five and then in two years they're doing 40.Yeah, exactly. That's what I'm saying. So we gave them the blueprint. It'sthere, it's proven right, anybody can do it again. Were duplicated one andit's learn able and, and he follow that blueprint. He was the right person todo it. We got him involved in his... We got him involved in, Youknow, we advertise him throughout his community and and that's how he builtit. And all of a sudden, you know, now that's what he's doing, man. This is a, I just want to talk to youforever. How do we have a, just assume that's open just for you throughout theday. Just like peer in and see what's happening over there. It's just, youknow, I get get, get crazy sometimes because I'm just passionate about it,right? And I know that it's not, you know, it's not just, it's me. I mean,it's possible for anybody. It's not like, you know, I've done anything that,that just, you know, impossible. I believed in what was right. The cargods have been good to me. I followed my heart in many instances. You know, Idid it for the right reasons. I went out and got a coach, right. I got I gota trainer. I says, you know what for everybody out there. That's educatingyourself. There was a point where I said, you know, as a coach, they cansee and do things that you cannot see or do, right? So my coach didn't changethe way I talk. He didn't change the way I speak to customers. They didn'tchange my heart. He didn't tell me, go say, you know this to a customer. Allhe did is made me aware of the best version of myself when I became awareof why I feel the way I feel at certain times, why I don't like feeling certainthings now aware of it. I can, I can become a better person, not a car salesperson. I can become a better person. And by default I've become a better carsales person. But you know, and I thought, and I said, well, you know,Michael Jordan as a coach and you know, tom brady as a coach and their coacheshave coaches. So why would I be so naive to think that I don't need helpwith somebody that can see something that I can't see. And you know reallyit became one of the best, best things I've ever done is to understand thathey, you know, I can learn from somebody and I, and I use them tilltoday. I have one last question for you as wewind down and of course we want to respect your time knowing you, youhaven't eaten dinner yet, you have it. You know, we're good. We're good. Youknow, as much time as you want, like committed to you buddy. Uh, and Iappreciate that and, and, and that actually runs deep. I think intoeverything that you're saying, the passion that you speak of. I mean notonly do we feel it, but the authenticity that we're feeling, Ithink is just something that's so tremendous. You're not, you know whatwe typically do in this instant gratification world is is we embellisheverything, maybe maybe you sold 30 cars in one month once and all of asudden you're the billionaire car sales person and you know your, you know yourphotoshopping yourself on the cover of magazines and you're you're doing allthese day. And look, I was I'm an international speaker because I'mspeaking a bunch of people in Canada over zoom and you know like we havethis thing built into into wanting to do that stuff, but we just feel thegenuine, you know, the nature that you have and I think that's why you are atrue champion in this and it all just comes down to service. Um speakingabout coaches, how did what's your recipe forselecting a coach? Because to my earlier point, Somebody sold 15 carsonce they were the top salesperson in their store and they go, I'm gonna getinto coaching and I'm going to go coach. How do you select a coach? Becausethere are a lot of dare I say, posers out there? Yeah, it's tough. I meanit's not easy. You gotta, you gotta share the same energy, right? What we,when we produce energy out of our soul and our heart, the energy that youproduce, you know, you have to listen to that, right? So if it tells you that,you know, meeting somebody is right, that's how you meet your significantother, that's how you become friends with certain people. So when you'reaware of that, you know, I am producing this positive energy and finding aperson that shares the same goals that that, you know, you can understand andyou can relate to and it doesn't have... be a paid coach, right? It could beyour parent, it could be your friend, it could be a mentor, it could besomebody that you call every day on the way to work that that loves andsupports you. That's the person, right? Not not somebody that's, you know, outto get you or somebody that, you know, uh, you know, hates to see you succeed.And those are those, those, those cancers for lack of better words, youhave to cut those out of your life at some point, you have to be aware thatthey are there. So you can understand that, hey, I don't need this in my life.I'm better than this. I need to move on and become a better person. So, youknow, finding that person in your life that loves you unconditional that thatsupport you, no matter what I mean. You know, that's the type of deal I'mtalking about and you know, they're around you. You just have to be awareof who they are and you have to open up your heart, your mind to accept thatand to say, hey, I can learn from this person, right? I can, you know, hey,you know, we all get off that phone call and you say, man, I just lovetalking to that person, right? That person makes me feel good. So, you know,that's the type of thing that you have to be aware of, you know, understandingthat that just happened rather than saying, wow, that was a goodconversation, see you later. And that was it. So it's just, it's just thosetypes of things that we, we go through these motions in life that we just wereso oblivious to what's actually happening that we miss it, right? Stopfor a minute and slow time down and just say, let me absorb this, let mewhat just happened. Okay. Why did that conversation feel so good or or why didI feel horrible after I said that or why man, that was such an amazing, youknow, that person produces, you know, the best smile and they made me smilejust looking at them. Those are the type of things that we need to slowtime down and realized that's what's happening around us. And you know, forme, I was, I was blessed to me Damien, my coach by by mistake, right? I methim, he started, he was training and you know, I started talking to him andhe was, he was saying all the things that I felt, but I didn't know therewere things I didn't know that relationship selling was the thing,right? Nobody ever talked about it. I didn't know that actually meantsomething. And I'm like, wow, I do that while I do that. And it resonated withme. And afterwards I pulled him to the side and we just started talking andbecame friends. And, you know, as I listened to the guy I said, well, I'mand this guy is knowledgeable. He understands and sees things that that Ican't see. And and he, I tell everybody to these days, he just made me awarethat that's it. That's exactly what he did. And that was his intended purposewas to make me aware and and that changed my life, wow, he sounds amazing. Oh, you got toget him on your show. I mean, you talk to him and you'll understand, you wantto get somebody that's, you know, anybody that can refer me. Oh, yeah,maybe, maybe I'll twist somebody's, I'll twist somebody's arm, but you youguys will get him on the show and you understand what I'm talking about. He'sjust he's just very knowledgeable and he's, you know, he speaks from hisheart and everything is genuine and that type of person resonated with me.And, you know, he's a family member to me now. You know, it's just not no, nolonger just just a person in my life, man, I can't thank you enough forjoining us here. I know I know you're passionate. I am passionate. I want tojust keep listening to you, but I'm not going to do that to you and certainlywe appreciate our client partners who have joined us. Everything you've saidresonates so deeply with us because that's, you know, that's really themission that we're on here at flex, its why I produce the dealer playbook. It'sall about enriching and enhancing the lives of automotive professionals andto go beyond that really to do that. The best way I believe is to thinkbeyond the four walls of the dealership to say, hey, how am I? What is, how areall facets of my life? How can I be a top performer if things aren't good athome? If I'm not spiritually centered,...

...if I'm not grounded, if I'm, you know,a nay Sayer and a skeptic and a negative nancy and all of the, whateverthe terms you, you can think of that typically are the stigma attached tothis industry, that it's a shark tank and whatever you're proving that thatis not the case. You're proving there is in fact a more efficient way and thebeauty of it is that you, you could look at it two ways and,and those that look at it, the second way that I'm about to mention are theones that are going to continue to stand up and stand out like you are.The first way is man, this is going to take too long. That sounds like ittakes time, old boy I, I like what he's saying about, whoa, whoa, whoa. Thesecond group of people are going, Oh yeah, I totally can do this. This isthis sounds extremely difficult, but the time is going to pass anyway. Andso long as the past times anyway, I might as well do something with thattime. You owe it to yourself, right? You owe it to your family. You owe itto yourself to to give it, give it your all. I'm not I'm not going to say workyourself to death. I'm not doing that. But at the beginning you gotta put inthe time, right, Michael. I mean, you and I both know that there's nosubstitution for work. I mean, you run this program here, you run the zoomcalls and you got all the behind the scenes work and there's a lot of workthat goes into this and you have to get out there and put yourself out thereand say, you know, I I know it's a lot of work, but um it's worth it. Yougotta have a plan. You got to be able to see, okay, five years from now. I'mhoping to be here in my career. Uh not, you know, we talked about earlier,waiting for it up to come in and you know, waiting for people to show up.You know, you gotta have a plan, you got to execute and you know, you youowe it to yourself to try it out and if it doesn't work, so be it, trysomething else. Amazing. So one final question for you before we wind down,how can how can those joining us on the call or those of our client partnersthat will watch after the fact here. How can they get in touch with you man?I mean I'm on social media, I mean you can reach out to me any time. You canmessage media, you can instant message me anytime. Um you know my phone numberis listed on my, on my facebook page. You can, you can reach out to my phone,you call me any time. Uh you know, I you know, I'm always available to helpwhen I can um but if you message me and it takes me a day to get back to you,you know forgive me but I will get back to people and I get messages all thetime from people across the country and you know it's it's good to help people,but you know you can't solve everybody's problems in a few minutes.So uh you know people got to get out there, listen to these, you know, thesepodcasts and listen to you know different shows that are out therebecause that's how you educate yourself, you know, but um you know anytime I canhelp out somebody man, I'm happy to do so again it's a pleasure to be on herewith you might I appreciate you having me on it and caring enough to to, youknow, help somebody's life. So if this this helps one person get over thatedge done, it was so worth it. Mm. Yeah. Mhm. Mhm mm. Yeah, mm. I'm Michel Cirillo and you've beenlistening to the dealer Playbook podcast. If you haven't yet, pleaseclick the subscribe button wherever you're listening right now, leave arating or review and share it with a colleague. Thanks for listening. Mhm. Yeah.

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