The Dealer Playbook
The Dealer Playbook

Episode · 7 years ago

Fran Taylor: The Lost Art Of Car Sales Prospecting

ABOUT THIS EPISODE

 

Our Guest :

 

Fran Taylor "The King of Prospecting" is the founder of " Fran Taylor Techniques" a automotive sales training company that specializes in the lost art of prospecting. 

 

Fran got his start in the automotive sales industry in 1982 and within 2 years he was personally selling 50 cars a month using the traditional prospecting tools and tactics he discusses in todays session. 

 

Quick Preview Of This Session:

 

- The power of traditional prospecting tactics in todays digital world.

- The prospecting tools every car pro needs in their business.

- How to make prospecting work for you.

- How dealers and or upper management can help getting their team to take prospecting serious. 

 

Links & Resources Mentioned

 

Connect with Fran Taylor on Facebook: https://www.facebook.com/mrfrantaylor?fref=ts

 

Check out Fran's website for more resources: http://www.frantaylor.net/

 

 

Join over a 1000 other committed car sales professionals at Fran's private Facebook Group "30 Sales A Month": https://www.facebook.com/groups/505418206269962/

Hey, you're listening to the dealerPlaybook podcast, episode 29 today we're sitting down with the king ofprospecting Fran Taylor. Here we go. You're dialed in to the dealer Playbookpodcast where it's all about winning auto dealer strategies that deliverproven results. And now your hosts, robert Weissman and Michael Cirillo.Hey there and thank you so much for listening into the dealer playbookpodcast where every single week robert and I are sitting down with the elitepower players in and out of the car business. My name is Michael Cirillo.I'm here with robert Wiseman. How you doing? My man? I'm doing excellentMichael. So today we are so fortunate to sit down with Fran Taylor from FranTaylor's training system. Um, you know, he is a wealth of knowledge, he's theking of prospecting and you know, robert, you, you've been friends nowwith Fran for quite some time, right? Yeah, it was one of the first guys thatI connected with when getting into the auto industry and showed me a lot in,you know what I guess we call traditional prospecting tactics andtechniques, which I think that they just fall by the wayside and don't getthe love and the shine that they deserve because of the, you know, thedigital world that we're we are now living in. You know, so this is this isa powerhouse. I mean the guy has a lot of things that you you know about. Youthink about, it's nothing that's like shockingly brand new and that's, youknow, something you've never heard before. But it's just the facts of, ofputting them in action and executing them and, and, and consistently exactlyexecuting them. And you're going to hear a lot of that in this episode.Stay tuned in the show notes, because France dropping some cool resourcesthat you can take part in. We're going to link to in the show notes at triplew dot the dealer playbook dot com forward slash 29. But without furtherado, let's hand it over to frank taylor.

Here we go. Yeah. All right. And we are here withFran taylor. You can check them out Fran taylor dot net. And I tell youwhat, we're so appreciative to have you on the show today, Fran. Thanks so muchfor being with us. Well, I appreciate you having me. It's, you know, in inall transparency. Friends jumped in at the last minute to help us out. Um,with being on the show, um, he is an undisputed expert when it comes toselling vehicles. In fact, you know, like we were talking about Fran, you'vebeen in the business now, is it 32 years, 30 two years. And what'ssignificant about this is within two years of being in the business, Franwas pushing 50 units per month. Now, I don't think right. I mean that is,that's when you get to say yes, you are an undisputed expert at Carson'sserious metal, that's serious metal and I'm so excited about this because Franis going to share with us the tips, tricks, strategies that he usedpersonally and is helping dealers to this very day implement so that theycan achieve the same results. That's what we love about the automotiveindustry is it's an industry of progression of achievement. Fran is oneof those influential power players and that's why we're having them on theshow that teaches dealers every day how to do this stuff. So Fran, let me askyou, um, you know, two years to, to some standards, that wasn't really along time to be in the business. What were some of the fundamentaldifferences or techniques that you implemented for yourself To achieve? 50units per month? Well I was pretty green. Well obviouslyI was green, but the first day on the job, my manager had me write down goalsand once I had to his goals and then he...

...said, okay, Fran, there's morecustomers outside the dealership ready to buy a car today than we'll ever behere in your biggest sale. You just got to go get him. So I took that to heart.I started to do things. The other guys knew about what didn't do instead ofputting just a buyer in my birthday system. You know, we didn't havecomputers in. So I've had a little box, but I'd put the whole family in therewhen in my first day there was so crucial because it just made commonsense to me. He said all the money's in repeats and referrals. Your grosses arehigher, your close ratio, higher, more fun, less stress and you have more timeoff. So I bought in from day one, I think that separated me from the rest.And uh, I had a good manager, uh, when I first started, I said, I can't affordthese prospecting tools. And he said, no kidding. Look at the shape you're in.I was more or less forced. I was forced to get into it. I mean, I don't evenhave a car when I started, I was rough, but believe me, but you know what? Ihad a good manager believed in me and I told him, look, I want to, I want tomake a lot of money. And he said, Okay, kid, I'll help you. And uh, the firstthing I did that made sense. I started with 250 my friends, relatives,acquaintances, people that I've never sold a car to. Obviously it was myfirst week in the car business. So I called all of them up. Uh, I let themknow what I was doing. And I asked him, you know, who do you know, looking tobuy a new year's car. So when you start with 250 names, by the time you get thewhole family and within two weeks I had 750 names, at least that I couldcontact over the year. Now that took me like Maybe two weeks at the mad most toget those names in my system. But that was more than most guys had that we'rethere for, you know, 34 years. You know, my goal was to make much as I can, asfast as I can when when I didn't have repeats me for us to work that thatdidn't stop me. I mean once I get those names in my system, then I would go outeveryday prospect and that was part of...

...my daily routine instead of orderinglunch for Mcdonald's or Wendy's or a pizza place, something like that whereeverybody did. I went to the mall and you know, everybody does that's goingto go through the same thing I did. You know when you're not with your manager,you talk to cherry pick who you're going to talk to. You know this guynice, you know, I was a younger guy then so I'd say hi to the ladies, butafter a while when I start to see the results, I got more serious about itand then I don't care who you were. I just started talking cars. And one ofthe things that I did a little bit different than the average person is Ihad $100 put on the back of my business card when I go to talk to somebody andsay hello, how are you? You know? And I'd smile of course and they say prettygood and you and when they say how are you doing? That's when I'd say betterif I could sell a car to who do you who do you know looking to buy one? Nobodythat's when I would turn my card over with $100 on the back and I say, well Ihelped make people's car payments and house payments because they send mecustomers, could you use a couple 100 bucks a month? Everybody I talked tosaid, yeah, that's when I get real serious. It's a great how'd you like towork for me? So I had people, it doesn't seem like much, but you talkedto 15 or 20 people every day, You know, and you take that times 365, it'simpossible not to sell cars. The differences. Uh, I got over beingbasketball when I got my first paycheck, you know, and I started making 10, 12Grand the first month man that I was hooked. So I just wanted more and Ijust no doubt about it, man. And, and that's that's great. And I know thattoday and like when I first got into the business, you and I connected, youhelped me a lot, lot with prospecting, which is seems to almost be like a lostart today for a lot of the new people coming into the business. And even sofor the dealerships, a lot of them, The majority of them that I've seen, theydon't prove, you know, they're not proactively providing tools and showingsales people how to do the prospecting...

...because you're 100 correct. There'smore people outside of your dealership ready to buy than are ever going tocome into your dealership and in today in a digital, you know, the digitalworld that we live in. A lot of these like timeless, you know, prospecttactics, tools and resources get pushed by the wayside, but in fact that theystill have a lot of relevancy and power and and can make things happen. So thatbeing said like in today's day and age for any of the sales people out there,dealers manager, whoever what are some of the key, you know, tools andresources brought that they should be using and implementing that will ofcourse try to sell them cars while they sleep as you say. Yeah, well I thinkthat's an interesting comment you have and it is so true. You know, when Iteach sales, I try and get them to do both. You see the older people aren'tinto computers, like the young guys are, the young guys aren't into theprospecting, like the old guys are, if they ever put it together, they'reunstoppable. One of the things that I did that made me a lot of money and I,I only had about two minutes to do this. I wrote it down real quick, but I'mgoing to share with you how you can have your name seen several milliontimes a year as a sales person or a dealer. I'll give you example. I hadmagnets made with my picture on and then on top of it said Ask me about my$100 referral. So I remind him about the referral and then I had my phonenumber on it and the dealerships phone number. Now if I had to sell cars a day,you know, I'd have the dealerships phone number, my cell phone number andemail address. You got to get it to those customers to make it easy aspossible for them to contact you. So give you example here if So you've gota family of 34 people in the family. If they get in a refrigerator 25 times aday, that's not much. But if you do the math, they do hey, And if you have 500customers, You take that number times...

...365 just that prospecting to aloneequals 4,562,500 times a year. You get a chance as a salesperson for thatcustomer to remember you. You see that's a problem with sales today. Youknow, it's a proven fact that 90 of customers don't remember thesalesperson one year later. So I mean it's almost impossible not to rememberme. They couldn't turn around without seeing my name. So the magnet on therefrigerator is one of the techniques that I use. That's really awesome. Theother thing that I put on the car, uh, I had little stickers made say sold byfriend, taylor, abc motors and a phone number and every time they get in a caror every time at a delivery, uh, I would point out, you see prospectingtools are okay, but you have to program the customers to use them. Like, hey,I'm sending you to maggot every time you get in the refrigerator, look atthat magnet. If you ever have a problem, you know where to get a hold of me andif you know somebody looking here send them to me it's worth 100 bucks. Excuseme? The same thing with the Soul by stickers. I put them on both sides ofthe door jamb and the gas tank led. And when I deliver the car and say Mrsmith's either little sticker right there, you can't get away from me ifyou ever have a problem or concern, here's how to get a hold of me. And ifyou don't have a problem, look at that sticker again, you remind them, look atthat stick. If you know somebody looking uh appreciate you send them tome, it's worth $100 the same way with the key rings. You know, most peopleget in the car at least four times. So there's all kind of back in the olddays when I had him, I had fluorescent colour key rings. If I had to do ittoday, I'd have different key rings, you know, with uh on there, I'd have myemail address and and all the other things necessary for them to reach me.But there's all kind of key rings and these are very inexpensive tools. Giveexample, if you get the same thing, if you only get in there four times a day,You've been fighting, you have 500...

...customers. That's 730,000 times a year.Somebody's going to see your name. So I think about it. They start their car,they see my name, they get in, uh, get in the car, they see the stickers, theycan't get gas without seeing my name. They open the refrigerator, they see myname. So to me it was a no brainer. And once I got the momentum built and thereferral started piling in, uh I wanted more, I mean there's no limit what youcan do. I have a lot more prospecting tools than that and that's the samething that's going to happen to sales people once they start that, thedifference between myself and the other ones is I was committed. Once Iunderstood how easy it was, then I wanted it all and I love this because I mean, this iswhat you're talking about Fran, is to me, the essence of, you know what wetalk about, which is building a business within a business. You reallydemonstrated that entrepreneurial mindset where, you know, like you wouldsay to referrals, hey, now how would you like to work for me? You know, kindof a thing and just this concept of getting in front of people's faces, um,and can't hurt, that's all I do know is, you know, no matter and anybody can doit do it is what's great about well and not only this perhaps and correct me ifI'm wrong, but I mean you were, you were paying out of your pocket forthese resources, correct? Absolutely. To me it was chicken feed. You gottaunderstand I didn't make any money, but it didn't take me long to realize Ispent 100 and 25 bucks. I'm gonna get four or 5000 back. I said to myself,how many of these can I get? And then so I just started thinking outside thebox, You see one prospect and tool won't make you rich, but a bunch ofthem will make you wealthy and trust me. I know it's like coming to work and nothave an appointment. So I came in one day, didn't have appointment onsaturday and sold seven cars. Believe me what I tell you, you can't trackprospecting, but you have to have, you have to feel secure inside. If you'reinvested in things that you know is going to work, it will happen, It mightnot be happen overnight. But man, I was...

...in as fast as I can. I mean I had otherstuff like I had matches made with my picture on Now. That might seem crazy.But I had more fun with those matches. Uh, it was me back then when I had alittle goatee and I put them everywhere. Do you have any idea how hard it is togive out 25,000 matches? You know what I mean? But I don't care. Every I hadhim in the back of my car. I had whatever I could I go in some place,I'd leave matches, any gas stations are famous for it. And that's how peoplecommenced. I forget the guy's name, but that's him, you know, so it's just thematches alone, you know, I think there were like $300 back then. And uh, butthere again, you spend 300, you make a couple 1000 now, you can't give themout right away. I mean all of them, but there again when you're out prospectand you know, just carry boxing matches with you someplace. One thing is that Iknew it didn't take me long to realize is the more you have your name outthere, the better it is. And, and too many trainers say get your name outthere, but you don't show you how, well no one really showed me this. I justtook it to heart and said, you know what? I don't need anybody. I canfigure some of this stuff out myself. It's like I had my name on pizza boxes.That was one of the most profitable things I ever did. And I just went tothe local pizza guy And I said, I'm a business guy. You are too right, Yep. Isaid, could you use to 3000 customers a year? He said, absolutely. I said,Great, would you give them 10 discount? He goes, sure. I said, Okay, I sellcars. I'm going to write a customer's name on my business card and I'm goingto send them to you. You honor the 10% discount. He said, no problem. I said,in return, I'll pay to have a four by four uh, section on your top of yourpizza boxes. All it's going to say is I need a new used car. See me Fran,taylor, abc motors and a phone number. He said, no problem. As soon as someonesat down, I'd show him the menu and I give him a car. This is before I evenworked a deal. And I mean I'd give him a pen with $100 referral one and thenI'd say excuse me for a second, I get up and come back and they think jeez,somebody gave me something for nothing.

We didn't even start, I can't tell youhow many times they come back from service and say frank and we get adiscount on pizza. Oh sure. By the way, who do you know, looking to buy a newused car? It was like taking candy from a baby. The only difference betweenmyself and the other guys is I only didn't come up with a new idea. Iwasn't afraid to invest in myself and thank God I did because I got it backmany times, no doubt about it. And another thing that I think a lot ofpeople overlook sales people in general and anybody industry overlook when itcomes to a lot of these prospecting tools, like the simplest things likepens and those stickers and excuse me, uh nice, you know, uh, informationbrochures about yourself, et cetera. It's not just that, you know, that 11benefit is as you're saying, and there, it just starts, it keeps your funnelgoing and keeps you in front of and and get, you know, forces people toremember you. But another fact is the whole perception and credibility factorthat I think it delivers to the individual as a professional, assomebody that's not like a fly by night salesperson, you know, when they haveall of this, you know, invested into themselves with their name on there,that you know where to find them dealership address, et cetera. That,you know, it gives off the, uh, the perception that this person iscommitted, they're going to be here, they're serious, they're professionaland that there, you know, changes people's attitude towards you. You know,when doing business, you're absolutely right and I can tell you this, when youget serious about the car business, the carbon is going to get serious aboutyou. I mean, it's just like I was talking to guys the other day about ahandwritten, uh, birthday card. Well, another trainer responded If it wassloppy, I'd consider a junk mail. Well listen, I send out Probably 15,000cards and those 2.5 years I worked, you never get hate mail for sendingsomebody a birthday card, wishing him...

...happy birthday, but you have to handwrite it, you know they were saying doing the stuff with the dealership,anything's better than nothing by the way but me, if you have 1000 names inyour birthday system, what the heck? That's three cards a day, I'm going totake the time to do it right, and when I mail my birthday card, I'm gonna putmy $100 referral there, I'm going to put a magnet in there, you see now Igot my gun's loaded every time and hopefully they have three or four kids,so that's five times a year, that's 15 business cards I can get in front ofthat family every single year. You take that times a couple of 100 customers.Gee whiz man, does it take off? I know people to send Postcards and that'sokay and there again, this is just my opinion, my opinion. You can't load upbirthday cards. Uh I mean when you send a birthday cards you load them up withall that information. When you send a postcard you eliminate that chance ofgetting those 15 business cards. You can. Yeah good point. Because I did use postcards and hadgood success out of my just like the fact that it didn't need to be openedand it was kind of like right in their face but you're right, you get thosecards in their hands, get them to hand it out. I mean it's it's the thing isis this is what I say a lot with digital uh online with calls to actionsand things. It's like not everybody is going to do like what you ask them todo or what you want them to do. Like hey take these cards, hand them out toyour friends, whatever, whatever not everybody is going to do it, but thereis a percent of them that will, you know, and why not? You know, I want tocapitalize off them. The other thing about this, sorry to cut you off there.The other thing that, about this, that I'm really enjoying is that it'sconveying, you know, these uh strategies that you're talking aboutand how you're getting in front of people is conveying that message to theaudience or to your customers that you provide an experience that they're notgoing to get anywhere else. I mean who...

...else is doing this sort of stuff goingout of their way, paying out of their pocket to get in front of so manypeople to show, you know, through a simple handwritten birthday card thatyou actually care about them and, and that, you know, conveys that subliminalmessage to this group of people that hey, you know what Fran took care of uspre sale because he was so passionate, he got us in, we purchased from him,he's doing these small little things Fran cares, you know, and it makes itso much easier, like you said, to build up that momentum to have people or acontinuous stream of people referred back to you absolutely Fran. What? Sothis is this one's gonna be directed towards, you know, the sales manager orthe team leader and you know, GM dealer principle that that's, that's dialedinto us today. What do you think is, you know, if your people, you know, howcan they embrace this prospecting and and get their people on board or atleast get some of the guys on board that that might not know anything aboutit, But you know, they, they want more, They want to be successful. How do youcreate that culture or what are some ways that, that that management, uppermanagement can get involved to help the sales people start prospect using thesetraditional prospecting tactics. You have to treat it like a demo. You haveto treat prospecting exactly like a demo or T. O. If somebody didn't demoor T. O, you'd probably get rid of everybody in the world. It's been inthe car, but it's a short time or a long time. Especially longtime knowsthat ain't all the monies and repeats and referrals and prospecting works.When I was at GM. Here's what I did. That helps a lot them out. I alwayspaid on the increase that just say somebody's averaging 10 cards a month.Okay. Your goals 13. You know, I'm gonna give you 300 bucks if you getthat those extra three cars now let's stop and do the math. If if you have 10salespeople and they're averaging 10, it's gonna cost you three grand. But ifyou're averaging 3000 gross, that's...

...$90,000 income. So I always paid on theincrease. Here's what was different. You don't want to buy the prospectingtools for the sales people because it sets, Believe me, I made mistakes inthe past, I convinced owners and GM is to buy it, which we all had the rightintentions, but it failed because there's no skin in the game. So when Iput those bonuses up there, I said, Okay guys, you get, this is strictlyfor prospecting. So you make, you hit your $300 bonus, you get half cash andthe other half goes in a prospecting account. So if you do that for for acouple of months, watch what happens. So now they'll start to use theprospecting tools there again. You know, you gotta you gotta get the rightinformation, some of the stuff, I still have other stuff to share that most ofthese people never heard of, but yet they're willing to do it. I can't tellyou how many times I talked to people, but in The car had been as 10, 15 yearsand they said, No one ever showed me there. So, you know, you got to get theright information, you know, and once once somebody starts to buy into thisstuff, it's like birthday cards, is that the requirement or request to mailthem out you? No, or thank you cards, you don't have to be mean, but you haveto have structure, what's the rules to work here? And if I was in the GMstarted a GM again, I'd say, okay guys in six months, you're all going to havesix prospecting tools. Why? I don't want you working 50 60 hours a week. Iwant you living on repeats and referrals. So your grocers are high,you're closer as you hire and you make more money and you have fun, lessstress. So I'm going to help you. So, uh GM our owners that are listening,you have to help them. It's cheaper to spend a couple 100 bucks a month on asales person to do the right things and it is to advertise and might not getanybody absolutely, definitely lower costs to lead acquisition. And you said,and I know you used to tell me about how, you know, bone instead of paying,spiffing out cash, Spiff it out in a prospecting tools or like a half payhalf of it, etcetera.

Oh it works. I'm trying to tell you,see, we have to get as a GM to me it's required by me to help the sales peoplebecome the best they can be if they don't have prospecting tools than them,depending on the owner to spend all the money each month, that's not how itworks. So I get a bear hug on the show and give them a little bit of time. Iwould start with the birthday cards and I buy the stickers, I try and get themone a month if they don't have any money or I know other dealers say it'sa one time deal, I'll pay half right off the bat. It's cheaper to do it thatway and get them rocking and rolling right off the bat than the weight. ButI guarantee one thing there's nothing more powerful than prospecting. I saythis All my training classes, jesus started with 12 people, look how bigthat got. So if we get the same mentality, like, hey, we get thesetools working and each sales person's name has seen a couple million times ayear. It's impossible not to sell more cards. Yeah, I it's so it's so, it'sit's almost so obvious, but it's so looked over. I think, let me ask youthis too, because I mean it sounds and I mean, we we do a lot of this stufftoo, so we know the power of it. And, you know, if it's worth anything, wecan validate what you're saying, um, robert being on the front line, youknow, you you like you said you've done a lot of this stuff. But let me ask youFran, what would the biggest hesitation be for uh, sales, uh, individual to getstarted doing this stuff? Well, I, you know, I work with salespeople all the time, and a lot of them don't have no money. You know, theydon't have any. I I take it my prospect. And a lot of them don't have money tobuy lunch. So it's not that they don't want to do it. A lot of them just don'thave money, so we have to help them some way or another. If they're goodenough to hire, they're good enough to invest in. I mean, that's how I believe.It just takes a little bit of time. It just takes a little bit of time. If yougot to have a reason to do something. What's the benefit for doing this? Well,that's simple. You get I'd rather pay...

...$100 referral than pay $400 a month. Iget a fresh up on a lot. You actually cut your advertising budget when you dothis prospecting. Yeah. Yeah that's what I meant. I mean it definitely canlower if you if you have a team of no matter what size your sales team is.You have six people, you have eight people, you have 10, you have 20. Ifyou get those guys all you know dialed in and clicking and and and using thesetypes of tools and each of them are getting millions of people look youknow getting their names, you know looked at in front of people millionsof times a year. I mean that place is gonna be rocking. Absolutely. I'vehelped I've helped a lot them do it. And here's the difference. You knowwhen you look at the big picture, you know I'd rather pay $100 referral andselling 100 cars And pay $4,000 that way, then pay $40,000 to get fresh ups.Yeah, I think anybody, I mean, well that that and that further advancesyour relationship building because you're you're starting out of the gateson the premise of building relationship, not, you know, faceless in thebeginning, paying for those leads and then getting them in and then having tobuild a relationship. So, you know, absolutely valid point Fran, thank youso much for being on the show. No doubt. There are many, many people listeningin who you have piqued their interest who um you know, have that willingnessto do this stuff and you know what for for whatever reason might be in thatsituation, you're talking about where they might not have the money to getstarted or they do, and just still need to know how to take that first step. Sowhat I want to do is just kind of turn it over to you so that you can letthose listening in know how to get in touch with you. All right, Well, there's several ways.Uh, if you're just starting to go to friend taylor dot net, that's ourwebsite and I would start with the e book. I mean I have all the things Italked about in there, you know, start with that. Or you can become a friendof mine and Fran taylor on facebook or I'll tell you what's really excitingtoo is we have a group, we just started...

...called 30 sales a month on facebook.You know, the last two weeks ago we had a gentleman speak, he made $28,000selling cars from this prospecting. So you can reach me through 30 sales amonth group. Uh, I have actually had plenty of dealers have the whole crewlistening to that or Fran taylor dot net or reach me in facebook or if youwant to call me at the office here at 717232 049 four. Yeah. And you guyswant to do a conference call with your crew. I'll be happy to do that for you.Hit Fran up because I'll tell you what, when I first got into the business, Iwas just a, you know, a monster when it came to just learning and wanted toknow more and to be successful at it. And Fran was one that, you know, we, weconnected on the phone and he spent time, uh, you know, talking with me and,and you know, giving me a lot of this stuff firsthand that most of the like alot of this stuff I can validate that that you know, you use it right? Andagain, what I really like you said is you program your customer on how to usethem most on how to, you know, to look for him. And uh it's effective and Ithink it gets a lot of it doesn't get the attention and like I said in such adigital world and everybody understands the power of the internet and and theamount of, you know, how it's how scalable it is online that we forgetabout this little like hand to hand combat type of prospecting, you couldsay. But again, it's so it's cheap on the grand scheme of things, veryinexpensive to get into. And it does does does bring results. But again,Fran, you know, we've been friends now for a long time. I really appreciateyou taking the time and, you know, stepping to the plate at the lastsecond again for us today, man, that really means a lot. Uh, you did, youknow, drop some really good information guys, get in touch with Fran if youhave more questions or want more information on this because the guycares and he will he will spend time...

...talking with you won't even send you aninvoice. Yes, I appreciate you guys have me here. Thank you. No problemFran. Thanks for thanks again. Mhm. Yeah. And just like that there,you had it mr Fran taylor from Fran taylor techniques. Uh, Michael, youknow what you think? I mean, I have a long time. I've been talking withfriends for a long time. I hear the stuff from him for years now. I put itin action And I'm a member of that group, the 30 sales a month group,Super massive engagement going on in there with real successful salespeople,new salespeople, there's room for everybody in there and so many peopleare having success from using a lot of these traditional prospecting tacticsthat that he discusses. Yeah, absolutely. I was, you know, I was justthoroughly impressed. I loved what he had to say about, you know, some ofthis stuff which is could could be viewed as, you know, a common senseapproach to building a massive business, but you know, just taking thatentrepreneurial mindset to a whole new level. I love some of the things hesaid about just getting into it and being fully invested and wanting tomake it work right from the get go. It reminded me a little bit of ourinterview with Dr Willie Jolley where he talks about how you have to do.Oftentimes you have to do something ridiculous. And I was thinking that asyou know, as you heard us ask him um did you spend out of pocket to do thisstuff? And he says, yeah, absolutely, well I can see how other sales peoplewould think that spending out of pocket for your own tools is, you know, couldbe viewed as ridiculous. But look at the results that Fran was taylor FranFran was getting. It's unbelievable to me ridiculous that within two yearshe's getting 50 units for what the...

...proof is in the pudding. I love, youknow, any time we see results, the proof of abilities and results inFrance. Absolutes was getting those hey, he dropped some hints to some resourcesthat he has available to you for free. There's an e book that he has puttogether that is going to help you kind of, you know, sink your teeth into theconcept of like robert said this hand to hand combat or traditionalprospecting to help grow your business. We're going to link to it in the shownotes at triple W dot the dealer playbook dot com forward slash 29. Sodefinitely go check that out. And of course, don't forget to subscribe onitunes or stitcher radio so that you can get the latest episodes deliveredright to your smart device as they come out on a silver platter baby. There itis. Thanks so much for tuning in. We appreciate you listening every singleweek. Where again, we're sitting down with elite power players like Frantaylor. We look forward to talking to you next time. Take care. Yeah. Mm.

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