The Dealer Playbook
The Dealer Playbook

Episode · 6 years ago

Antonio Centeno: How Fashion Contributes to Selling



The Dealer Playbook Podcast is back with another new episode! 


In session 65 we are sitting down with Personal Style Consultant extraordinaire Mr. Antonio Centeno founder of Real Men Real Style a insanely popular mens fashion and style blog. 


The Importance of Your Appearance 


Like it or not the world has a tendency to judge a book by its cover you if you know what I mean, so it is important for you to present yourself in a style that works for you. 


Antonio gives some super helpful tips to figure out what style is going to work for you to help you accomplish your goals. 


The Truth About Beards 


A hot topic we see in forums and groups for sales people online is the whole facial hair controversy. 


Is facial hair ok or is it a professional No-No? 


Antonio delivers the truth about beards and other facial hairs. 


The Best Shoe For The Job


Like the topic of facial hair the best shoes for the job is another topic that sees a lot of chatter. 


With shoes being one of the first things people notice an abundance of people judge the whole book just by the shoes so its important your shoe game is tight! 


In the dealership life not only do your shoes have to look good they need to feel guide and perform good on that black top right? 


Antonio gives some great advice on selecting the right shoe for you that will get the job done. 


That is just the tip of the iceberg of what Antonio Centeno teaches us today. This session was a absolute blast and very educational. Antonio really knows his stuff and is always up for sharing it. 


More From King of Style Antonio Centeno 


Check out his site:

Real Men Real Style


Check out Antonios YouTube channel packed with over 500 video tutorials regarding Men’s Style:



Real Men Real Style YouTube


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Hey before we jump into this awesomesession of the dealer, playbook podcast, because we value you so much as alistener, we have a free gift. Just for you, head on over to the dealer,playbookcom lead and get instant access to yourcopy of the secret dealership Lee generation blueprint. This is going tohelp. You discover the six simple steps that will help you get more highquality car buyers, all on auto pilot and it's completely free head on overto the dealer. PLAYBOOKCOM SA lead and get yours now now back to business. This is the dealer playbook hey there. What's going on you'relistening to sessionsixty five of the dealin playbook podcast, where everyweek we're having conversations with the some of the most influential peoplefrom inside and out of the automotive industry, my name is Michael Sirilojoined by Yal Knoam, Mr Robert Weisman Wha's, going on Ey man. What's up yeah,I mean this is this is a cool one, because it's it's subject matter thatwe haven't had on the show ever, and you know one thing that thatI'll say is. I mean there's going to be a lot of guy talk here I mean a lot ofwhat we're talking about is specific towards men's fashion with our gueststoday, but you know you can take these sameprinciples and apply them to yourself SORRI, Ladies Lady, in the Odt. Butladies, if there is an expert like this for ladies that can talk this. Whatyou're about to get into here? Please hit us at the on twitter yeah del playbook on who, because we'd love it we'd love to get asolutely. So our gueststoday is a gentleman by the name of Antonio Sentano. This guy is a very,very influential INFO marketer and we could have gone that route with him butspecializes in what's his website again: real rol men, real stylecom, real man,real stylecom. He is, you know, one of...

...the foremost experts on fashion, for you know, dressing forsuccess, yeah he's a style consultant, and so we thought you know it'd bereally cool to bring him on the show and talk about ways that you canpresent yourself to get the most out of your sales career or whatever it isthat you're doing at the at the dealership, but Robbert you've beenyou've been connected to this guy watching you know and checking out hisblog and stuff like that yeah I originally got the guys YoutubeChannel. You definitely want to check out he's got five hundred plus videotetorials on there of awesome, stuff man and that's where originally startedfollowing him is from his marketing. You know just watching his marketingand thought he was a great marketer, and I was just looking at like hisstrategies and tactics and regards to that, and then I really fell in lovewith this content and it's so good for, like everything you know the whole, youknow business because your personal brand isso much of you know your style. We go into that a lot here. So stay tuned inthis episode, because you're going to hear Antonio dmystify and dig deep on alot of the questions that we know you have about how to present yourself howto make yourself your appearance. You know really kind of kind of Jus, wereverything we're going to dive deep on the beard topic, what kind of watchesyou should be wearing everything so staytuned for this, this episode andour sit down with Antonia why you should be wearing it? Let's do hey Antonio thanks for joining us today.You're welcome good to be your guys, yeah we're really looking forward tothis, because it's you know, subject matter that we haven't really had onthe show. Actually we haven't had on the show at all, but something that we're veryparticularly interested in- and I know, is going to go a long way for thosethat are listening and but I want to...

...kick this off with a question to you. You know I've attended a ton ofdifferent. You know business seminars and you know wealthseminars and all those sorts of things in the past. You know very, very muchso invested in th the concept of personal growth and all those sorts ofthings and there's one particular topic that always comes up doesn't matterwhat seminar I go to and it's it's the the concept of dress for success, and you know there's a lot of a lot of. Iguess questions that I have for you that I know our listeners will have aswell that we were hoping you can kind of address and demystify. I guess thefirst one is, you know for me the first I guess business seminar that Iattended. They they talked about the importance of being clean shaven,and I don't know if that was specifically directed at the type ofbusiness that I was getting myself into the type of sales that I was getting itmyself into. But at that time I had a pretty big, delicious, looking beard, and it was ahard thing for me to shave that thing off in my own pursuit of whatever mydefinition of success was at the time. But you know what I found is that itdid actually have an impact on my ability to sell. I want to turn thisover to you, because I know beards. We're going to jump off right into thistopic. Beards is a is a big thing right now, they've kind of come back in. YouKnow Roberts kind of Sporting, this this manly mountain beard going onright now, what's what's the consensus on that, Imean what what kind of do you have any conclusive information? Yes beard or nobeard? What are you finding works? Al Righ, Michael? Let me go ahead andthat's a that's a great place to starve, because it's a trend and so a lot ofpeople in sales. I know you guys are staying up on. You know you see what ispopular and you also feel a little bit of pressure and you want to try it out,but what you, so the answer was...

...actually in what you said: Clean Shaven,so the association and for a long time ats been. If you are. If you have hairon your face, you are not clean and my friend Eric over at beard brand. He hasa big issue with the word clean. He has built an intes on shark tank and theguy whos built an entire business on beard products and he he likes to callit fully or completely shaven, not clean shaven, but there is still anassociation and it is out there. Some people feel that if you've got a beard,you are in some way dirty. So that's the issue with beards, isn't that youare dirty or that you are clean. It's simply that they're polarizing, and soit's kind of like if you're in the Chicago land area and you're a a greenbay. Packer fan you don't wear a Green Bay Jersey and try to sell cars inChicago her its going to be now some Greebay fan will probably say man, yourfregging awesome. I love how you go against your. I ov how you go againstthe crowd, but if you do that, you're just going to polarize in people aregoing to be. Who is this guy like it's going to be? It's too polarizing new,so you try to reduce the polarizing things that y. u you try to set thingsup for success and if your job is to sell and be the number one sales personyou want to eliminate anything, that's going to cause somebasically,subconscious, distrust and beards. Unfortunately, are one of Um sin withmustaches, okay. So, but how does that tie back to becauseanother thing that IA that I think a lot about style, though, is it's soimportant C and an topic we discuss here? A lot is about personal brandingand your style was huge with your personal brand. But I see what you'resaying it's like: It could turn some people off, but it might not turn otherstuff. You know what I mean it might not so exactly there's a guy in Austinor I've even seen a lawyer, I think in Portland and the guy is completelycovered with tattoos and piercings that... for those townts and he's thelawyer for the ant. You get caught with weed you go to this guy, and that isthe message that he's going for and that's how we standing out from thecrowd. So if you are the bearded, you know the beardy dealer, you know you gofor it, but understand that is part of your branding and you've got to own itGotcha. Here's one that I have off the cuff that I see a lot of people askingabout is very important so and tol you to think about these guys. You knowwhether they're established or not they're on their feet a lot. Some ofthe newer guys are outside they're stomping around in Chicago winters, andthen you know or Texas, Summers and stuff like that. What is the your feet?Man H? They start aging, no matter what shoeyou have from your perspective, I would really like to hear the kind what shoeyou would wear if you were in that terrain. Well, one I would have probably avariety of shoes, so it would be something you keep two or three at workif you're in Chicago for the weather and actually rotating through shoes. Ina day, because what really happens is you start to get moisture build up andin a you know, it's a hot human day in Chicago Wereout, maybe on the northeastcoast and yeah, you want to be able to rotate through shoes. You do want niceshoes, though people were look at shoes and they're going to look ataccessories and they're going to quickly measure you up. So, if you'reselling BMWs you don't want to be running around in a fiftyr pair ofshoes, your customer, he may not dress, so you know he may you know be. He maykeep it. You know a little bit lower key, but he probably is more. Heunderstands quality he's buying a quality car and if he looks down atyour feet and you're wearing something that's glued together and cost fiftybucks and his square toad he's Goinna say you know. Can I really trust thisguy versus? If you pick up something like Alen Edmonds or maybe you knowPaul Evans, it really is finding a brand that works for you also makingsure you get the right pair of shoes...

...for your feet. Go through and go into astore, try on multiple brands. They all fit you differently and practicewearing them. I think some iys people are pretty darned soft. Honestly, whenI was in the Marines, you know we throw on a rucksack and you go march thirtymiles and that's when your feethook hurt. You know it's and I understand,being up tat all day. Well, yeah dude, but don't some of those like with thewooden bottoms and some of those really really nice shoes that are beautiful,nd, constructed grape, like walking on pavement and walking on, like you knowit's different than walking through an office all day, but then, when you'rewalking on blacktop and and grass and all that is there like any particularbread. My favorite go to and I'd like your opinion on this was the co HanSana barbarid get them in the tans and the blacks over and over again, likelooked good comfortable airmax like Ar, and it felt good on the foot. Well, I would say I mean if you feelgood about them and if you can make a knowledgeable decision thatthey do look good, that I would say, go for it and that's the way that I liketo teach there's an infinite number of decisions. You'll have to I mean menaround the world will have to make when they get dressed and my thingis. Youneed to focus in on fit fabric and function, and if you understand thosethree things in men's style and just to apply them to your shoes, do they fityou properly? Do they feel good? It sounds like they passed that you knowar do they function properly. If your job- and I don't know what type in thiscase, what you were selling or we were always selling something if theyactually fit, you know if they function right for your position than great, andwhen I say fabric, what I mean is the overall by the best you can afford, andyou want to do that in the difference between sown up shoot. Sus shoes thatare actually sewne versus shoes that are actually glued is going to besimple. You can get them resold, rebuilt and over the long term, you'regoing to get more value, but you're right some men. They are simply goingto want a brand that has everything...

...that you talked about, but you justneed to own. It need to make sure it fits right. I mean if you decide to berunning around in a pair of Air Jordans and that its your style and youactually your dressed grape, but you got this flashy pair of Air Jordan'sand you're a young guy, and you you are a Chicago Fan, you you can make thatwork for you and people are going to remember and I'm that that is stylishand you can even measure Hen Aryou. I don't remember the guy's name, but man.He was running to the point to point. He brought me water and he was wearingthose Air Jordans. I think those are like those are so overlooked:everybody's always talking about ways to stick out and spending a lot ofmoney. Marketing, whatever to do so, but little things like that, if youjust have the the Havit in you to take that chance like they can go a long wayand today more than ever they're accepted, but you said fit so myopinion. Let me ask you this: If I'm right here is that the fit iseverything like it's more important than that, then you have this. You knowgreat fabric shirt on made by the you know, high end designer everybody knowsit and it's you know the style is great, but if it fits you bad, it's like worsethan having something cheap on that fits you good right. It's close, I compared to it to a stooland en it still has three legs, like I said fit: Fabric and function and fit,is the first leg of that stool that I would say you need to have on there andthe last one if I had to lose on quality of the material and build, andif I, if I was a little bit off in the function the fit, though I do notcompromise on and there's you K ow from the practical concern of. If it fitsyou, you will actually be able to move easier and it just simply looks better.It makes you look healthier a lot of guys spend time in the gym, wherethey're, in the best shape of their life and having something that fits.You is going to make you look great if you're in bad ship and you've got anextra. You know, fifteen twenty thirty pounds around the mid section. Well,the act if you've got something that...

...fits you and does a good job of hidingthat it's going to make you look. You know better healthier and thereforemore trustful. Okay. So I've got a question here. I mean it's kind of offof the topic of what we've been talking about. You know the fit fabricanfunction, but I mean with you know today in today's I guesssociety. As you know, the millennials are coming up and we try and be as as nonjudgmental as we possibly can. Howdo we approach this topic of your appearance matters without, I guessoffending people. Do you know what I'm getting at I mean I feel like peopleare like look, I've got I've got I'm just going to throw it out there andfor those of you listening Aind, I'm not suggesting that these are myopinions, I'm just throwing it out there because I see a lot of it. Youknow hey visible tattoos or length of hair we've already addressed.He Berau thing like they're, like that. My opinion with that, but I say withthat is it's. You know we don't make the rules, you just learn how to playthe game and unfortunately, like those it's Jut, Salad. Well, I feel, like youknow, I've even had this. This conversation with my own team, there'sthe two varying schools of thought and that's why? Antonio I'm interested inyour perspective here, there's the the perspective of Hey. Look people are becoming much more acceptingit doesn't matter what you look like everybody's, a good person Yadayadyata,let's all hold hands in sing, Kumbaiya, there's the the other school of thought,which I will admit, is kind of closer to what I believe in what you just said,Robert, which is hey. I didn't create the rules, but for some strange reasonin the in the universe, we just naturally feel more open with somebody who presentsthemselves. Well, you know I'm a big siow way that week sitter well yeahexactly I'm a big suit, wearer, there's nothing Bett, like I tell people I wasborn, born wearing a suit and that I'm...

...going to get my wife to sew me a pairof suit jamas. So I can sleep in a suit you know, but, but so that's kind of myschool of thought. I really enjoy it. I like the way it makes me feel etceter.How do we approach this topic, especially in this? This you know inthe auto industry, which at times can be very controversial. How do youapproach that topic? Look, I'm not judging you, I'm just telling you, butthis is what I wer oting you and I'm Gonn be straight up here. So what doyou know what the kill Radiis of an m? Sixty seven grenades, have no clue it'sfive, it's five meters and if you can't throw that grenade five meters, I don'twant you near me or in a foxhole with me close to me, because it's going tokill both of us and if you hold on to this PC belief that looksdon't matter when you chose your mate based off of how they looked when youmade a decision. Ta Cross the street because the Guy Walking towards youlook like he may be high on some type of drug you're, ignoring reality, andthat's why I don't focus on opinions here. I bring up the signs. I've got ayou know evolutionary bilogy degree from Corno College, and that was mybackground and my experience in the Marine court is in something you wouldthink that it shouldn't matter. How a Marine performs or how a soldier, or itshould matter how he looks but they're, you know the Halo Ofeffect, which iswhere we associate good feelings. Your bad feelings based off. If simply howsomebody looks came out of the military was called tha, Halo defect andthorndog talked about this in h s and for over a hundred years, they've beendoing. We've got hundreds of studies. I sigte many of them over on my sideabout how this is a real phenomenon, and we want to believe that we shou, Imea it's something we try to say and it feels good, but it is not reality andthat I was just reading about. You know t the protests on Wall Street theoccupy walstee and guy was saying that he worked there and you know what, whenyou wore a suit, you walked right through the police barriers. If youweren't wearing a suit, they stopped... now. How did they make thatdecision based off of looks based off of presentation and if a man wearing asuit cross j walks three times as many people will follow him versus? If he'sdressed like a slop, if a man falls down and he is Dret, he looks like he'shaving a heart attack and he's dressed like a homeless man. People Walk Rightby him. If he's dressed in the souit, people, stop immediately try to helpthem up find out. What's going on, that's for the world, THAT'S THE WORLD!We live in, I'm not proud of that. We do judge. I mean I've got you know thre.I got four kids. I want to live in a great world, but I also need them tounderstand that gravity. ISIL, exactly gravity is not a theory. You know thisis a law, and you know you've got to understand that yeah you're, going toif Youif you fight this you're going to lose O. I agree. I think anybody, that's thatthat's it out. There agree it like not to, but it is. It is the way it is soit kind of goes along with you know I say: Stop Moving against. You know,stop moving in the opposite direction of the money and in the context of ofwhat we're talking about today. It's like look if you want to, like you,said Antony. If you want to be number one and you want to achieve yourdefinition of success and if that has to do with building trust, making moneythen stop fighting against it. Stop Meo, I guess, with the political correctnessof everyone's a good person, it's like look, they might be a good person and,like you said I it's I, you know I mean I'd love to have people not be sojudgmental, but appearance does really affect how people treat you and whatkind of an affinity or not that they have with you. So if that's the casemoving the same direction as the money stopped fighting against it, exactlyhey antonio, what about the like? The ability? Is it possible for the guy tobe overdressing tnow? We talked about BMW, N, of course, you're talking, thehiger and cars is one thing, but let's...

...get down to somebody. That's working!You know that guy listening that works at Kia. You know the girl listenig thatworks at Ford. Like you know, you know what I mean like how what can you adapt?Can you adapt from your customer? Do you take anything from that or you knowgoing into that? How do you design your style, Yep and that's where thefunction comes into it? So and it's you have to remember who you are and whatyou're trying to do, but also a very close attention to your audience. So Iwas just talking to a gentleman he's going to be going to a conference. It'sa actually a plant based, you know talking about hordor. I forgot the wordhordo culture, whatever you know, but basically I's a lot of landscaping. Inthat case, he's not going to want to wear a three piece suit. He will notconnect with his audience. On the other hand, he's a lawyer and he's talkingabout GMOs, so he definitely he want. You know he's already talking about acontroversial subject and he needs to be presented in a way that he doesn'tbetray the expectation of the audience. That's the big thing of. If you've gotyou guys have Robert, you guys have any kids or yeah we both do. I have twoboys. He has two boys and a girl. So you walk into an emergency room at twoo'clock in the morning and you're immediately your sons, your kids, aresick and they've got a fever and you're looking where's the doctor and someguid comes out Youha's twenty five, but he's wearing torn torn tidiy shirt,shorts, say I'll. Take the kid I'll take a look at him. Now you could haveut, he could have a degree from Harvard, but unless you got that white jacket onI have you have betrayed my expectation with my most precious. You know with mychild and I'm wont to I want to see you. I want to make sure you're, not somerandom guy. Just on high. You know walking around the halls. Yeah goodpoint I mean we don' we did. The jacket makes it happen. That's the key. We've all got a uniform and in themilitary it was very clear what that uniform was and what the rank signifie.We have those same things in the saviler world, they're just a bit worsesubconscious. So when I expect to met a salesman, I have a certain expectationof what he's going to look like now. If...'re selling you know affords, ifyou're selling, you know BMWS Youre selling, you Mercedes that uniform isgoing to change based off of not just you know the the area you're at, butalso your clientele, okay. So what tips before I know you got? We got to wrapthis up, but I like where that's going. We should want with this wether. Whattips can you give on them determining that just some quick ones like feedingoff the the individual, knowing that you're kind of in the right you're, nottoo too fresh, but you're right in the justrights Zon? So what you know a number of things you're going to take into isone you want to look at your environment. Obviously, if in Chicagoyou're going to have t you're going to have the weathers you going to be outthere when it's cold, you know it's Gyou, so you want to still presentyourself well, but you don't want to be shaking you don't want to look likeyou're ill prepared, so pay attention to that environment. Also, look at youknow the city you're in there's a difference between if you're indowntown Chicago or, if you're going to be, maybe in highland park or you're,going to be out, maybe out Juliet or something like that, so itwas a littlebit different feel for those areas or if you're D, if you're outside of thecity you're in Ebenston Illinois, so that that goes into you'll be able todress down at the Mercedes dealership in Evans. You know versus you know, ifyou're in downtown or if you're in New York City, so all that goes into it.Then you start to bring in what type of message do you want to send and are youknow if you're, you know a starting if you're starting at the bottom, atthe dealership, you're not going to be wanting to wear cufflings, you alsohave to pay attention. What are the people in the company going to be?Thinking of me do? Are they goingto think I'm popas and I'm sure I'm alittle bit. You know because I'm outdressing them so pay attention. Whatthe unspoken dress code is at the company and you can stress very similar,even if your company does have a dress code, you can actually take yourclothing and get it adjusted to fit you, and that would be something most.People never go that extra mile and have that done then you want to youknow, pay attention to like we talked...

...about which the way your customers eredressing, look around see what the avere, especially the people that arethe best customers, how ere they presenting themselves. How do they liketo be addressed, I would say, always have a sports jacket and maybe a changeof clothes, so you can dress up because you may not always find yourself on thelot you may be called into a meeting with you know: Company exacts thatcoming from Toyota and their dressed in suits you at least want to be dressed.You know be able to take it up to another level. Yes, so you want to beflexible there and you mentioned changing the shoes and stuff too. So,like you got to be like a Mr Rogers changing twice a day there at thedealership put make sure you sin ter letters, yeah, youknow, there's, never there's not awhen it comes to the extra mile and business there's not a whole lot oftraffic there and that's. Why that's the that's why some people I sai seedand other people? Don't? And if it's too much for you to have that extragear and to go that extra mile, then you're, probably just not going to bethat top one percent performer yeah interest and I've even known peoplethat have gone as far as having like a you know, an electric razor in theirtop drawer that they can just kind of run into the bathroom and clean up real,quick if they're getting a little bit scruffy or whatever. I have one last question for you tokind of add to this rapid fire you mentioned accessories is the does the size of your watchmatter. I wouldn't say the size of your watch.I would say it matters for some, because that is a so. If you were on ahigh end car dealership, I mean, if you look at what ID BMW start off as whattype of what I almost gave it away, what whatdid they manufacture wasn't at motorcycles first orsomething in the airplanes? Whener Paisn't, that if you look at the logo,it's a propeller and yeah it's and so, and airplanes O men.It's a precision instrument. If that fails, and you go down here's a Ye, O ht that's not a good TOA difference between a airplane in a car, butdefinitely yeah,...

...and but that's a precision instrumentand I would say the same way that people get wrapped around their carsand they love them. They give them names the same thing with watches, soyou want to focus on a quality piece and you know for a relatively smallinvestment. You can get something you know under. You know just a couplehundred dollars that is respected once you spent and you get into t. If youhappen to catch the Bug Gosh, there are watches out there that cost half amillion D, I'm not recommending that you shouldn't probably be having towork in a dealership if you're making, if you can spend half a million on awatch. But the point is: Is it there? It is something that if you're going togo into go into and become PA, you know you understand, it could become aconversation piece so and so, with that thoughts on smart watches, I mean theit's, not something. That'sreally a collector's piece. You'll get more. Compliments or more people willtalk to you, a respectable yes or now. It depends. I mean if you're wearing it,to grab it. If you actually enjoy the tech and you like being part of amovement, then then sure, if you're a tech, you on your your sidetime, you'rea podcaster and you know you're, not just a guy talking about cars, but youlove, watches and you love to be part of the first generation. Let's say theApple Smart Wot, you know the apple, the eye watch or whatever it is thensure, but if you're doing it thinking that's going to impress somebody. Iwould say no not at this point, because that technology has not even come closeto being perfected. Okay hold on here, I'm just T, I'm excited to see what thebrands are going to do with that the accessory is in like the watch band forthe smart watches. I envisioned like a lot of brands stepping forward withdesigns for th Maya. I've got a friend up in Montana, called the strapsmithand he has just been bombed barded with orders for Fort straps. For for theSmart Watch, swets amazing, LISTEN GUYS! You got TA check this Guy Out, Antoniaman, that not only is he you know a...

...master of style. He is like a marketing monster to just so you know we we couldhave went that way with him, but thought that in this session this wasthe way to go. Where's the website, where you have like five hundred pusplus block blog posts and videos and what not five hundred Naw we gotfifteen on fifteen hundred, we go aot. We got bout, five hundred videos freeon youtube, and you know it's something: Hey email me. If you're a dealer andyou've got specific questions, I love creating content that addressesquestions to people who are for me. Qualified leads, and it's got greatstuff. That's like how to roll your sleeve up the right way and sack thatfive or five different ways to do that, and I give it you a quick and shortvites. But if you've got a specific question, just send me emails. We lovecreating content for guys, because I find that it's just a great way tobuild trust into you know in at the end of the day, create more sales with ourcourses and products. I love it. We're going to link to all of that in theshow notes: Bul men, real style, that's right, yeah! I love it Antonio thanks!So much for being with us today, Robert Michael appreciate it. Thank you rock.The Bro. Thanks and there you have it that was real men, real styles, fine, founderAntonio Centenno, Michael You like that. I could tell you like that. One throwinin some quit less o hold on I'm still trying to take off my smart watch overhere and throw back, throw the, but you go bossback on or whatever yeah on ebay right that yeah exactlyit's like, Oh man, I just bought this thing. No, so yeah I mean this. This isa topic like I said I mean you heard me sayin the episode. I have conversationsabout this topic so frequently. You know I like I like how he just kind oftook my question there. Halfway through the show and Choot it up and spit it out and justwas very candid and frank and said, look...

...yeah. This is a we're. Absolutelyjudging people and gave gave some examples and he's not judging them from them as being a good person or a badperson, but just strictly from how how we perceive things and how we buildtrust with people, and so I really like just kindof. That's who I want to solvemy problem is EA exactly and so it's hit or miss because it's we weretalking, Michael What you want. Sometimes you want to turn off acertain type of person, yeah we're big and segent to work with exactly I meanwe're big and segmenting, and so you know- and he addressed that rate at theonset. It's like look. You need to dress appropriate for the audience thatyou're trying to attract. So, if you're, if I mean, if you're you know in thecontext of Your Business, if you're running like you know, I'm going to goto an extreme obvious example. What if you're running a tattoo shop, I meanfill your boots, that's you're going to have a specific target audience, but ifyou're, a BMW, dealer and Mercedes dealer, you know, there's there's alsoa specific target audience there and you need to make sure that you'representing yourself to match your audience. So that's it man. That was great. I hada good time with that, so check him out, get osubscribe to him on Youtube andthen also real men, real stylecom. That was a good he's, got some great stuffand you know learns every day, yeah absolutely so we're going to link youguys up in the show notes: triplew Dot, Thud dealer playbookcom forward, sixtyfive. If you can believe that sixty five episodes in on our track to ahundred episodes and beyond, but listen check out the shownotes with lovecomments from you and again, if you, ladies, have anyone that you know ofthat talks on this topic, but specific to the naties fashion, afte e dealerplaybook on withe absolutely heat us up at the deler playbook on twitter untilnext time. Guys thanks so much for listening again we'll talk to you, LataSe, yeah.

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