The Dealer Playbook
The Dealer Playbook

Episode · 7 years ago

David Bradley: How To Build A Winning Car Sales Team



" Just because your pumped up about something, doesn't mean you know what your doing".

  David Bradley 


Sales Manager for "Cardone Training Technologies" David Bradley sits down with " The Dealer Playbook" to talk about "How To Build A Winning Sales Team" in todays dealerships. 

Dave is a long time friend who knows inside and out how to build a powerful sales team that will deliver winning results. 

In session 11 of "The Dealer Playbook" David Bradley talks about how vital a good attitude is from leadership on down. The leadership in the dealership needs to be inspiring to pump the time up and keep them pumped up. 

 David is a very smart guy that has been able to keep his position with serial hustler Grant Cardone for several years now, so believe me this guy knows what he is talking about. 

 In this session David delivers some free and easy ways to get your team fired up, ready to learn and go out and sell cars! 


In this episode you will learn more about: 

- Tightening up you and your teams attitude

- Narrowing in on the right approach 

- The actions that leaders can take to prepare their people

- Tips on role playing with your people 


This and so much more are packed into this 30 minute sit down with again David Bradley from Cardone Training Technologies, one of the nations top sales training companies. 


Hook it up with David and keep the conversation rolling:

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Check out some of David's powerful articles:


Now it's your turn


Sound off in the comments section and let us know what you like and don't like about "The Dealer Playbook". We are here for you!


This is the dewer playbook podcastepisode eleven and our guest today will never stop and we'll never quit Hustlin.Let's do this you're dialed into the dealer, playbookpodcast, where it's all about winning autodealer strategies that deliverproven results, and now your houst Robert Weisman and Michael Serilla, all right everybody. What's going onMichael Serello here and Robert Weisman with the dealer playbook dude, we arelike busting these things out having a blast man and this the whole thing is,is you know we're doing this to you know to get some great information outand try to educate everybody as much as possible and think differently, but I'mloving just the free training that I've been geving out of these te right, Imean boy, we got these guys full, don't we yeah and well and here's the thing Imean I've just been, and I know you have two just overwhelmed by theresponse that we're getting. I mean people are taking pictures ofthemselves watchin. You know listening to dealer, playbook and their vehicleson their way to work, and you know just the feedbacks been overwhelminglypositive and you know so. I just wanted to quickly give a shout out toeverybody listening and thank you so much it's been an incredible journey today is is going to be an awesome, awesome episode, because we've gotDavid Bradley, who is the sales manager or one of the sales managers forCardone Training Technologies? That's the online training module or program that grantcardown has put together. I've personally been involved with that withmy team. We were subscribed to it and you know it just did wonders for forour sales abilities and- and you know just helping us grow our business. SoI'm excited to have him I've known David now for the last couple of years,and if there's one thing I have to say about him is he is a proof in thepudding hustler like he he's the WHO's who of being in the trenches. You knowcloseing deals and making things happen. Yeah I mean this guy's definitely was agood car guy and he was in the business for a while and he's so he', so smartand, like he's creative, with his words and his delivery and he's just he's areal, intelligent guy, and I think everybody's going to love this. It's agreat follow up to his his old partner in crime jared glant from again theVpssales, for I guess that would be his boss bps sales for Cotontechnologies, wherehe talked a lot about the just. You know getting it down getting h thetraining schedule and making it consistent and just drilling it down,Dave's going to talk about that, a little bit deeper, and I this is kindof a this- is the perfect followup to to jared's episode, which was like howto get started with training and the consistency, and this is like a youknow, a good carry on from that which... like okay. Now, how do we do thepeople process thing Yep, all right, so, let's top right to it guys everybodyenjoy David, Bradley, Okay and guys- listen! I am, you knowso excited to be here with our guest today, David Bradley who's, the Salesand marketing manager for Cardone Training Technologies, David thanks forbeing with us today, Ey Iwam, so glad I was able to get the time to come andhang out with you guys it's an Hoder to be on the show. Thank you so much.Thank you. I I think we first met a couple years ago at Autokon, twothousand and twelve. That was the time that my company flexdealers signed upfor Cardone University, and that was my first exposure to you being the hustlerof all hustlers, and so you know I couldn't imagine a better person to actas the followup to jared glant. who was a who we had on a couple episodes ago.Jared spoke all about. You Know: volume of training and consistency andtraining and how to get started with training, but you as the hustler in thetrenches day after day pounding the phones working, the deals, closing themand as you like to call yourself the the. What did you say, the gap closer,that's right, the gap closer. You know we couldn't think of having anybodybetter to act as the follow up and really talk about today, how we take the training and use it tobuild a winning team and you've written an article about this. So I wanted tojust turn it over to you and say: okay, great now, we've got training. We know where we need to get ourtraiding from. We know what material to be looking into. How do I get started?Building a winning sales team inside the dealership? Yeah perfect. So Ithink if you go back to t e, what I'venicknamed myself is like the gap, closer grand talks, a lot about closingthe gap between what's real for you right now and then, where your truepotentialize and whether we take that as in the micro sowing the macro. So ifI'm taking a large dealership, we look at Hey, what's real for us right now,what kind of numbers are we putting up? What's our right up, Rasou, like is astore. What's our demoratio like what are we doing right but that that'swhat's real for us, but we always know the potential ist greater, and we talkabout this with you as all the time it's like, Hey, I'm not hitting it. Iknow I could do better. I want more. How do I get it, so my job istoliterally come in here and help you guys as a dealership close that gap andGrahm is put together a formula and jared touched on this, which is ae big,Phillin jarred shoes picking up after him, that's just intimidating for me,like what am I like. He touched on so much. That was such a solid call. Youguys did like. Where do I pick up so what I'm going to talk about today? Iis literally that where do we go from here, so howdo I take and create a winning and effective sales team now that we knowthat greatness doesn't come without training that it's part of our culture?We've made that commitment. Now what so,...

...when jared talked a lot about attitude,approach and action, it's like how do we take those three concepts and reallyplug it in and so grant put together a formula based on sales meetings, sales,training and then sales solutions, and then how do we put that in every dayand really get our heads around those three specific concepts? Right, so I mean what are you finding is the the biggest struggle fordealerships who have committed to do the training, but not really knowingwhere the next steps are. I mean what is the struggle there? The biggest challenge is always goingto be attitude and it's the first, it's the most important piece. If you lookedat the attitude approach and action as a pyramid, I it's the base. It's thefoundation, if you don't have that nothing's going to happen, and if youwant to really put a number on that and quantify it, there have been studiesdone that will show you that a customers perception of the deal notjust the dealership but the actual product itself like if you Sall Honda,they'll, make a value decision about Honda based on the attitude of thepeople they deal with it. The store right right. So it's almost a FIDUCIARresponsibility of management to make sure that these guys show up to worktoday, not just physically but mentally and emotionally as well. And the thingwe talk about. I this article is that this is a sales team and, whileeverybody's out to take care of their family, nobody's going to work forsomebody else's family, we're going to work for our family. We still need tofunction as a team, and I think if you look at some of the great coaches andyou look at some of the great teams, whether that's been sombardy or theNavy Seals, these guys have meetings before afootball team takes the field they have a meeting and in that meeting they'renot talking about who left the keys in stock number eight seven zero. Fournine two are talking about getting jacked up today, we're talkingabout what are we here to do? What are our goals- and I remember Listeninginto Tracy's- call talking about how he makes sure that what these guys want isin front of them all the time. That's terrific! So, like you got to make sure that yourguys are here to work on time, because if you think about it, you've got TA,sell, Tha Guy who hasn't sold a car in six days, he's already decided, he'll,never sell something ever again right. He had a fight with his wife last nightbills are due right. You can't get the level forty Icandy crush he's been listening to the news in the car on the way to work theDUDES CRAPD out. You don't want him taking it up right now. You know okay,so let me ask you this. This sounds like it could be a dauntingtask, for you know the sales manager general manager dealer principalwhoever's, running this team. You know I'm sure, there's senior level executives inside thedealership who are listening to this right now going holy crap, I'm not amotivator. How am I supposed to get my team jacked up when I can't get to the next level on KennyCorsaga or you knowriti right there I...

...mean: How are they going to get peoplethat themselves? How are unmotivated, people ECAUSA that have no experienceto motivate people sp? You know adapt adapt to that challenge and accept thatchallenge. Tand be accountable. For that I mean h. How do they go about?You know starting there, because that seems like the big starting point, yeahtotally so the for us we've got. You know you had the card on university.We've got cardon undemand. That's one option and not to get I'm not going togo into a salespitch here, but that is an option and whether you use grantsmaterial for somebody else's material. You don't have to be the motivator.Nobody said you know when you sign up for the GIG that you got to turn InoTony Robins or you got to be map foly from Saturday night live it's not it'snot your deal. That's not. Most managers came up because they wereperformers, not leaders, and so now you found yourself in this precariousposition. How do I get these guys jacked up? Well, you take a programlike Cardon undemand or you go to youtube or you crack open a book or youjust read something put something in front of these guys: Dit Not onlymotivate you but motivates them and thet. We use this to have a guideddiscussion so in our world well launch we'll watch a video from cardonundemand. We use that to stimulated discussion. We do that in our office. So you know Jarre talked about how theyroll play, but before that we have a meeting and we'll watch a segment, wehave a discussion about it. We never start our day without talking aboutwhat we need to do to be successful. No, and I think right, there is a supernugget for anybody. If for any and everybody that's in there for and thedealership level is that you know, instead of putting it all into yoursales manager, which I've never been into a sales meeting before that theydid something like that, and you know what it's easier: it gets you off thehook, if I'm a sales manager like most sales managers, I'm looking for theeasy way out, you know what I mean and and like most people are so boom putthat on it's going to be more effective because the person on the F- if it'sone, that's inspiring you. Obviously you know it's a professional up there,that's ever professional, motivator, professional trainer, etc. What haveyou boom? Take the weight off the shoulders of your people and put it onthis content? That's that's on demand, whether it's a paid service or again Imean that's a great great great, not get their Dave on Youtube. I meanthat's people miss the boat on that, like you could sit and do a sales meateveryday go in and take your team, and do you know the cardon stuff is whatyou like? Most of them are between two to five minutes so and if you're notplugged into that or somebody else's version of that boom go to YouTube.There's IT's notthin and I'll. Tell you what there's plenty of videos onYoutube that have jacked me up over the years, man without a dout. Imagine if,every day, for one week ad a dealership, we just watch the game of inches speechthat Pachino gives an any given Sunday there you go. There's that there's theRo. I love the rocky one from rocky,... the six. Where he's like you knowit's not how hard you can hit, how hard you can hit it's, how hard you can gethit and keep going so boom guys right there like that was what that was worth.It alone is just try that once a week it costs you nothing and I would go as far as saying that, justan attitude alone. You know they still have to execute upon that that you knowwith that great attitude, but at least it's going to deliver that, if not, foryou know good half an hour, an hour yeah and I'm almost hearing you say today, and what we're talking about here is that you know part of getting your attitudestraight and part of being who your team needs you to be, as a leader meansthat you need to make the commitment. I mean what you know, whether it's a book,whether it's the training, videos, whether it's youtube, you need to makea commitment as a leader to you know, make sure that your head is right, thatyou are in the game that you're doing the things that you're expecting yourteam to do. Is that what I'm hearing you say absolutely and if you take alook at some of the great leaders- and I mentioned vence en Bardy- take a lookat Phil Jackson, you look, or even some of these mark divine, for example, he'sI don't know if you've read anything by him, but he's a former navy sealbusiness professional. Now the guy is not this raw rod Du none of those guys werethey weren't these guys jumping around talking about living in a band down bythe river and they certainly weren't going down the Tony Robins road at justgetting people pumped up for the Sak of being pumped up. These guys havepurpose. You look at Phil Jackson and you want to do something. It's just alook at his face, so you don't have to write that guy you just you need to bea leader. You need to take charge. This is what we're doing. This is how we'regoing to do it. This is what I need from you go get up right. So do you feel, like you know, in your observation, when a team is trained when they showthat commitment? Do you still find that there's a gap between their commitmentand their knowledge now that they've been trained and that in between maybe a fear to execute?Do you know what I mean because I feel like I feel like that's the secondpiece of the puzzle here, it's like great. You have all this training. It'sbeen consistent were jacked up motivated pumped up, but do you stillfind that there might be some sales reps out there that are fearful ofexecuting on the knowledge that they receive yeah? Just because you justbecause you're pumped up doesn't mean you know what you're doing you know grant will say even a blind scrorl can get enough and so that you kno squirrels areactive er, they're, they're, energetic they're, bouncing all over the place,they're full of energy. They got the right attitude, but if the approach isn't there then forgetit so jarry touched on this. A little bit, too, is that you got to have someconsistent training in the dealership that happens daily,and that is the approach piece of the...

...puzzle. So you've got your attitude,we're doing that with our daily meeting, and now we need an approach that we cando, that is customer centric that we can train on it daily, and that removes thought okay. So whatO you? What do you mean by removes thought? Well, look if I throw afootball at you right now or I'm you're in candidate, so figt slap shot ahockey puck at you right now. Okay, how much time do you have to respond split? Second Right, so you need toknow what to do about it. There's no room to decide! There's no ron to thinkyou got to you got to react and if you take a look at leveraging your salestraining with that Same Level, tot get your people to the level of knowingthis that they don't have to think about it in high school and college. I did a tonof theater and if you get stuck on stage having to think about your line, you are so screwed, it's not even funny.Okay, so this is. This is deep. This is deep because Lord, what we're talkingabout here is like subconscious competence. It's, like you know the first timesomebody said: Hey, tie your shoe and you reach down, and you realize youdon't know how to tie your shoe. That's conscious in competence, but then youstart training and you start learning how to tie your shoelaces and youbecome consciously. You know you're made aware, so it'slike conscious, ind competence to conscious competence where you stillhave to think about it, but I mean any of us now. If we said hey tie yourshoes, we just know how to do it. We don't have to take any thought. It'sit's subconscious competence. So you're, saying hey, train yourself! This iswhat I'm hearind. You say: Train yourself to the degree that actionbecame becomes some subconscious competence. You just do it withoutthought. Yeah. You should be able to handleobjection with his much Hese as you drove the work today, because it's theyou know, Jara talked about this. We hear the same stuff ther very single day when a customer saysjust looking not biind a day whatever it is. There should be an immediateresponse. There shouldn't be. Any thoughtinvolved so is tr is getting that into your team, okay for the for dealersmanagers and what not out there at that want to get their team ready and sharpokay. They need to do training, but is it more than okay playing the videosreading out of a book even sending them with material when it comes toroleplaying what it is i? What is a good example because role paying ispowerful and I did it. You know with my girlfriend at the time on a nightlynightly basis when I first started getting into you, know this businessand was introduced to your material yeah Y, ah she's not and listen to thisshe's, not with me anymore and now never was in the business ever, but nowshe runs a BDC department for a dealer group go figure just from bouncing offjust from it bouncing it off on me bouncing offer all night long, but... ofever on Nili, yes exactly soso! Well, so at tell how can they easily do that? I think a lot ofdealers like I've seen them talk about it, but I really don't think they knowhow to like get their team together D and do it okay break off in the pairsor, let's do it all. As a group, I mean what have you seen from being ins inand out of dealers and within your organization the way that that type ofprep training for and preparing with role playing is just works and rollssmoothly with big groups of people yeah. So, like here's, this here's a simblingexample. You take an objection that gets in your way you can, whether youuse grantbook to close your survival guide. You Use our online program, youbust out or close a saleout whatever it is that you do, and today, in ourtraining session, we're going to work on that. So let's and we just talkabout hey, what's getting in the way you know. Well, it's the wife objection,okay, so we're going to find a way to handle. Let me talk to my wife. Let metalk to my husband, we'll find a way to do that and then we're going to splitup into groups and we're going to practice it until we're blue in theface and then maybe later on. In the day amanage is going to roll up to to Joe Salesman and say hey joe. Let me talkto my wife and, if Joe Responds right away pass, if not flunk, so it's just handle thatparticular objection don't continue with with going through the sale likeafter that, just drill that initial response and don't be distracted withwhere you go with it after that, is that what you're saying? Oh becausethen then you start thinking well, if he says this thend, he does an it er,just let's just handle what's in front of us right now, good enough, which is,I need to talk to my wife Okays, so I'm going to handle it before. I worryabout anything else, I'm going to get that out of the way. Okay. So there yougo that that says it, and that makes complete sense. So all you got to doout there with your stores as you go in and you take even if you're you don'twant to turn to your team for feedback or they're shy. They're like Oh, Idon't know well not much well, this one. This will just go through the list ofany any seasoned vet can tell you what objections they hear on a daily basisanytime. They engage with a customer and then just go down the list get youknow, formulate the response pair them up and together and just keep it likethe word of the day almost but but around the dealership. Just always, youknow running o anybody ask them about the objection, make sure they got thatthat response that response, Yo, COC cock, then re store. That wasthat was working on that was really struggling on the phones, and so theyfound the one call that they thought was the biggest challenge and every dayin their meeting for two weeks, they practiced drilled and rehearsed androllplayed the exact same call. For two weeks the GM told me that, like on theeighth day, sales people started threatening to quick if they practiceit one more a time his just not we're doing it for two weeks, if you blow outyou bull out, but we're doing it for two weeks and at the end of the twoweek period iguess what that was not a fact. Everycall got better. So it's like hey we've... people who are committed theirtraining. Now we're learning some solid process,we're role playing we're figuring out how to overcome these objections withsubconscious competence. I'm Goinna, that's my word for the day. That's myphrase. There you go, but it's like doing thatlike having these people. These committed people who are committed totraining themselves and then having you, know those people pair it up with theright process that kind of eliminates the numbersgame in selling I mean I feel like. We always think that selling is a numbersgame, but it could be more just like having the right people in the rightprocess for having people with the right attitude it exactly. It is that'swhat it is about. Yeah I mean you or no matter how hardyou try it's going to be a numbers game, but at the same time, at that doesn'texcuse you from taking full responsibility and control for whatthose numbers look like and taking responsibility for your side of it.It's like, okay, you know, there's nothing stopping that individual bypulling the wife card, but you can control how you respond to thatindividual. I feel like I remember this could be a really harsh example,but I remember like listening to a grant rant or something about beingalways in control, and he was talking about hey look. If I'm in a caraccident, I want to be the one that caused it, because I'm in control ofthe situation, yeah, and even if you didn't takeresponsibility for it anyway, so somebody crashed into you it's my fault.For being there yeah you could have took a short cut. You could have drivea little faster, a little slower. You could have went another way. You couldhave just called in sick and broke the first rule and not even showed up yeah.You know so it's like hey. I can't control it's guaranteed that I'm goingto get objections today, as I'm trying to pitch these vehicles or, as I'mtrying to present these vehicles, that's out of my control, except that,but also eccept, the fact that you are in control of how you respond to it andhow you like what process you follow. Yeah I mean one of my favorite words inthe English language is is responsibility, because when you breakthat word and half it's response ability, it's the ability to respond Boright. It's ag it's it's! I think it's! What separates man from from beastright, the power nugget right Bo- if you know Mama Mama Bear, doesn't chooseif you play. If you pick up, Mama's bears cub. She does not pause to figureout if you're going to eat that CUV or not. She just destroys you. If you look at a human being mamma whenyou touch your kids she'll take a moment, is this person safe or not, and that when we translate thatin a dealer speak, that's my instinct just told me thats a jackor a stroke, but I get to decide what I'm going todo about that stimulus. I can act on that.

Yo Ave te got my business car and goout back and have a cigarette or I gno andle, just looking correctly and movethis guy into my process. Okay, so let me ask you this you've got the I meanyou're, the person you've committed to training you're doing it. You'reexecuting things are going well, what's the incentive to continuetraining, I mean we know. Can I mean I know continued education is a big thing,but why what's the incentive? What do we tell people or as a sales manager?What do I tell my team or do to my team or share with my team to keep themmotivated to continue training? GRAT spends a lot of time talking about. Hementions the word, why a lot and why can dial into your customer, which is understanding?Why they're here today? But why also needs to apply to why you're here todayand everybody at home has a family has tosome degree they have goals. They have dreams, if you're a leadership in yourif you're leader in the organization, you hire these people because you saw apotential in them, and so we need to tune into what are they doing here and one of the first things I learnedfrom grant which blew me away. was you don't go to work for the dealership? You go to work for your dreams and yourgoals, and if you don't have those things, then you need to get thosethings and whether you're in the car business for one week, one year orthirty years. That moment you walk in the door or themoment you pop out of your car. You got to commit to that day to make that thebest day you can possibly make it and you got to commit to that for a purpose,that's bigger than you deep. So you know, granill talk a lot about theacceptance of average, which I think is incredibly dangerous. If you look at another great team I'll bring it up allday long, the Navy seals they train not to train for the sake of training,because it's the right thing to do. They train for a mission right and theytrated an they trained to execute on that mission, and so, as a leader in agroup. I want to know what my sales person mission is. I need twenty carsthis month, because I need a bigger house, because I want to have a boatbecause you know whatever it may be, that gets him jacked up. We need tomake sure that they're training from mission, not because we're supposed to so it's really in thebest interest of a sales manager to know the watll call it. The WY statement of eachteam, member yeah- why do you want to be here and then?Why are you not where you're at right now, you know, and one of the thingsthat can be very effective with sales training- is to make it very specificto that individual we could consistency in the store and while one day we'reworking on the life objection, if salesman billy doesn't need help withthe wife objection. I need to make sure...

...that I'm helping him with what he needshelp with. Maybe he's got that down. You know, so I mean both of you correctme if I'm wrong Dave, but you started out in a dealership, correck, yes andRobert, I mean Wale, now Robert's been inside the deanership from both of yourcombined experience. How often are top level exacxet dewlership investedin actually knowing what your reason why Yore coming to work? It is nothing I've ever seen. It's pretty rare. I think in thatalmost ten years that I was on the dealer level, I saw maybe one managerthat really pushed and took you under a wing andmade you. You know wanted to see you succeed legitimately, so I mean the the big value play hereis for sales managers listening general managers, general sales managers,whoever dealer principles, if you're sitting there and you can even remotelyrelate to Gosh. How do I get my team motivated going or whatever here's yourpower power play is sit down with each of them and find out. You know whattheir goals, dreams and ambitions are and then figure out how you can playinto that yeah, because if you have a one on one coaching session of thesalesman were not only do you talk about, you know what do you want tohave in your world? And what do you want your life to be like in ten years?But then we start looking at what standing in the way of making thathappen right now, and we bring that down to to today, like it's the twentyfourth of the month and your right up RAC show is only at forty percent,because you've had a hundred ups and you've only demoed twenty right. Well,how you know, if that's the case right now, why is it- and you want to have this three bedroom house, because you're breeding faster than your income,you need right. We we need to get your ride. Uprace you up, man, which means you got to be driving more people, so here'ssome things that we can, that you can work on to make sure that you'reputting more people on a drive and then you bringg them inside to look atnumbers right, cool so and I'm going to link to ithere in the shownotes. But you know we've kind of used an article thatyou've written as a guide here, and I something that popped out to me was yousay: Success is a skill. What do you mean by that? Well, if you take a guy like Michael Jordan,for example right this, here's a dude that flies right literally Flysh, Kayright. That guy, though, had some talent, but what he also had was some mad skill,yeah, the talent, the talent. God gives you the skill. You got to go out andget yourself yeah the people that we see that are themost amazing people and whether it's Jordan on the court Pacino on thescreen, you know, grant ind a seminar whoever it is. These guys do not getthere tteirs, no such thing as an...

...overnight success. There's no suchthing as just being born that way. You Bust your ass to get like that. That's not something that just POPs up,there's no pill for that. Let's work without a dout and that's and that'sthe thing I mean if they investing dealerships, you know invetthe more they invest in their team and I'm not saying just doll. You knowinvesting capital into Hem. I just mean invest in their education, invest inknowing them knowing what drives them. It's you know it could get you some lowhanging fruit, that's not there right now and that's what I think somethingso easy like look here instead of having your Saleyour Salesmaagor,whoever lead the meeting for a week. Just do like you, like Dave, said, playa youtube clip of something hat that that jumps out to you that relevant toyour team, a d you think might have the same effect on them, that it did youand see what could happen because it's not going to hurt, but chances are if,if it moved you it might move them and that'll help at least grab some lowhanging fruit just from their great attitude, because you know grantthoughts about it. How many of how many people have even witnessed it and doneat how many times have you bought something off of somebody and like theydidn't even seem completely raise or sharp about the product or whatever?But their attitude was just I mean a dime. You know we all do yeah yeah! You know it's interestingtoo, and I'm glad you brought that up because it kind of reminded me of solike my early experiences in the car business and Tracy Mars talked on alittle bit where you just didn't quite get. You know you got some stuff andyou got a pan on the butt and good luck. Kid and go get them and don't let themleave. You know you get that thing, but what I found was really interesting wasthat I, when I looked at the demographics of management and leadersat the first dewirship I worked at you, had there was two managers and manager,a manager b manager, a would see a salesperson and be like that. Dude cando it, there's greatness in them and I'm going to help him get it out. Sam Me, a different manager, samesalesman would be like he's a week suck and in the same vein, that we've all assalespeople decided that that customer was a stroke. We didn't bother o up theguy, the guy that did up them. You know laid them away and made like a fifteenhundredar commission on him. We learn that lesson, but I think managementsometimes can fall into the very same trap of doing that with salesmomyea.Without a doubt I mean that's, that's a guarantee. You know you can't judge thebook buts cover, you know what I mean and, and you just got to empower yourpeople believin your people get behind them. Yeah! You want to expectgreatness, then you have to believe that there's greatness in them already,and then we just put a plan in place to pull it out. Fude David. Thank you so much, I'mgoing Ta wind this thing down. You've dropped some serious power bombs on ustoday, which I mean listen. If the people listening in, don't see thevalue and what you've shared with us. I don't know what will, because I wasextremely powerful. Tell me: How do we...

...get a hold of you? How do we get intouch with you? How do we follow you? Okay, so I'm I'm on twitter. IT'S THEAT STOP! Don't quit COM okay hold on! Why? Why is it at stop? Don't quit cometell me about that real quicka, so yeah, the short history of that is granted associal mediae contest right when I started right before I started workinghere. In fact, that contest was what led you to come work for grant, but Ididn't have a twitter account at that point, but what I did have was a selfpublished book on how to stop. Smoking is called how to stop smoking withoutkilling anyone and as grant was driving this contest. He said, hey promote, youknow what you've done promote yourself. So when I joind twitter stop don't quitthat's my website. So for the book it's Dumbd Ooub O stop now quitecom. So Isaid I'm going to make t up my twitter angle. So that's how it is that's. Howis me Erin and we'll link to that in the show notes for everybody? How elsecan we get a hold of you David at grant? CARDONCOM is my email address and thenmy batphone at the office is three ten, seven, seven, seven zro three, five,two ohand everybody! Please note that David is not on eastern standard. He ison still on Pacific Time, so he's three hours, but he had to throw that anresist. The last man standing out west they'd, packed up and had east andDavis left to hold down the entire west coast, good for Youi work. The wholeplace was clean out. Ey Didn't even it's not like the movie the office,though right like you, actually still do work. Tol Yeah wait Y, a play that Ineed to. Let me do some confirmation, for we put this thing: live man, titsGoild, to be a Hoox, well David. Thank you. So much for Beia,Stak, Amilian brother appreciate it so great to Bethank you gus wow. That was incredible. I mean thatguy dropped some power bombs on everyone who is listening, power bomb,great classic, WWe executed, move yeah, and I mean, as I was saying, that afterwe wrapped up the call something like those youtube videos- and I just don'tthink that a lot of people that arl get the values a lot of you are like wellDu. You know how many of you don't. You know the real hustlers and go gettersthey're banging those videos out on a regular basis, taking advantage of anyfree content they can get. But a lot of you go are not, and I highly suggestyou do that because I again that's low hanging fruit. That will cost younothing and I and for sure at least, to improve attitude of the team therewithout a doubt. Like you said it's so obvious youtube. I mean you're sittingon Youtube, anyways nine times out of ten. Yes, and you know, you even seehem on facebook, you're scrolling through your news, feed and somebody'sposted, something that's inspiring motivational, and- and so I love thefact that that's just something- that's so accessible that doesn't cost anymoney for you to get in, and you know if you're feeling motivated nine timesout of ten just through common sense. You know that showing it to somebodyelse will get them motivate exactly...

...exactly and guys David. I mean we hadhim on here, because he is. You know I've known David for for a long timenow and he is razor sharp and he is open to talk any time he dropped hisemail in there. It will be in the show notes, he'll help you even build kindof like a training strategy for your organization and he's not going to sitthere and just try to hard close you on his products or anything like that.Great Guy Really knows what he's talking about so definitely take thetime to connect with him. If there's any way, you feel that he can help yourorganization, please so Michael I mean I'm. I had a blast with that again. Wwere so grateful for everybody that takes the time to let us you know intoyour headphones into your car wherever you listen to us that we we areappreciating the love more than you can know, yeah absolutely and don't forget,check us out subscribe on Itunes, we've been blastin new and noteworthy onItunes, it's been incredible, but we're on stitcher radio as well and don'tforget to check out our website the dealer playbookcom. You can listen tothe episodes there check out. The show notes from today's episode, wherethere'll be links to the article that we were referencing and will also throwin a length there to David's book so that you guys can check that out. But leave us your feedback leave ussome suggestions for future episodes. We love that kind of stuff talk to youlater, a right everybody, Pease.

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