The Dealer Playbook
The Dealer Playbook

Episode · 8 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 dealer Playbook podcast, episode 29 today we're sitting down with the king of prospecting Fran Taylor. Here we go. You're dialed in to the dealer Playbook podcast where it's all about winning auto dealer strategies that deliver proven results. And now your hosts, robert Weissman and Michael Cirillo. Hey there and thank you so much for listening into the dealer playbook podcast where every single week robert and I are sitting down with the elite power 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 excellent Michael. So today we are so fortunate to sit down with Fran Taylor from Fran Taylor's training system. Um, you know, he is a wealth of knowledge, he's the king of prospecting and you know, robert, you, you've been friends now with Fran for quite some time, right? Yeah, it was one of the first guys that I connected with when getting into the auto industry and showed me a lot in, you know what I guess we call traditional prospecting tactics and techniques, which I think that they just fall by the wayside and don't get the love and the shine that they deserve because of the, you know, the digital world that we're we are now living in. You know, so this is this is a powerhouse. I mean the guy has a lot of things that you you know about. You think about, it's nothing that's like shockingly brand new and that's, you know, something you've never heard before. But it's just the facts of, of putting them in action and executing them and, and, and consistently exactly executing 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 resources that you can take part in. We're going to link to in the show notes at triple w dot the dealer playbook dot com forward slash 29. But without further ado, let's hand it over to frank taylor.

Here we go. Yeah. All right. And we are here with Fran taylor. You can check them out Fran taylor dot net. And I tell you what, we're so appreciative to have you on the show today, Fran. Thanks so much for being with us. Well, I appreciate you having me. It's, you know, in in all 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 to selling vehicles. In fact, you know, like we were talking about Fran, you've been in the business now, is it 32 years, 30 two years. And what's significant about this is within two years of being in the business, Fran was 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's serious metal, that's serious metal and I'm so excited about this because Fran is going to share with us the tips, tricks, strategies that he used personally and is helping dealers to this very day implement so that they can achieve the same results. That's what we love about the automotive industry is it's an industry of progression of achievement. Fran is one of those influential power players and that's why we're having them on the show that teaches dealers every day how to do this stuff. So Fran, let me ask you, um, you know, two years to, to some standards, that wasn't really a long time to be in the business. What were some of the fundamental differences or techniques that you implemented for yourself To achieve? 50 units per month? Well I was pretty green. Well obviously I was green, but the first day on the job, my manager had me write down goals and once I had to his goals and then he...

...said, okay, Fran, there's more customers outside the dealership ready to buy a car today than we'll ever be here 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 of putting just a buyer in my birthday system. You know, we didn't have computers in. So I've had a little box, but I'd put the whole family in there when in my first day there was so crucial because it just made common sense to me. He said all the money's in repeats and referrals. Your grosses are higher, your close ratio, higher, more fun, less stress and you have more time off. 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 afford these 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 even have a car when I started, I was rough, but believe me, but you know what? I had a good manager believed in me and I told him, look, I want to, I want to make a lot of money. And he said, Okay, kid, I'll help you. And uh, the first thing 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 my first week in the car business. So I called all of them up. Uh, I let them know what I was doing. And I asked him, you know, who do you know, looking to buy a new year's car. So when you start with 250 names, by the time you get the whole family and within two weeks I had 750 names, at least that I could contact over the year. Now that took me like Maybe two weeks at the mad most to get those names in my system. But that was more than most guys had that we're there for, you know, 34 years. You know, my goal was to make much as I can, as fast as I can when when I didn't have repeats me for us to work that that didn't stop me. I mean once I get those names in my system, then I would go out everyday prospect and that was part of...

...my daily routine instead of ordering lunch for Mcdonald's or Wendy's or a pizza place, something like that where everybody did. I went to the mall and you know, everybody does that's going to 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 guy nice, you know, I was a younger guy then so I'd say hi to the ladies, but after a while when I start to see the results, I got more serious about it and then I don't care who you were. I just started talking cars. And one of the things that I did a little bit different than the average person is I had $100 put on the back of my business card when I go to talk to somebody and say hello, how are you? You know? And I'd smile of course and they say pretty good and you and when they say how are you doing? That's when I'd say better if I could sell a car to who do you who do you know looking to buy one? Nobody that's when I would turn my card over with $100 on the back and I say, well I helped make people's car payments and house payments because they send me customers, could you use a couple 100 bucks a month? Everybody I talked to said, yeah, that's when I get real serious. It's a great how'd you like to work for me? So I had people, it doesn't seem like much, but you talked to 15 or 20 people every day, You know, and you take that times 365, it's impossible not to sell cars. The differences. Uh, I got over being basketball when I got my first paycheck, you know, and I started making 10, 12 Grand the first month man that I was hooked. So I just wanted more and I just no doubt about it, man. And, and that's that's great. And I know that today and like when I first got into the business, you and I connected, you helped me a lot, lot with prospecting, which is seems to almost be like a lost art today for a lot of the new people coming into the business. And even so for the dealerships, a lot of them, The majority of them that I've seen, they don't prove, you know, they're not proactively providing tools and showing sales people how to do the prospecting...

...because you're 100 correct. There's more people outside of your dealership ready to buy than are ever going to come into your dealership and in today in a digital, you know, the digital world that we live in. A lot of these like timeless, you know, prospect tactics, tools and resources get pushed by the wayside, but in fact that they still have a lot of relevancy and power and and can make things happen. So that being 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 and resources brought that they should be using and implementing that will of course try to sell them cars while they sleep as you say. Yeah, well I think that's an interesting comment you have and it is so true. You know, when I teach sales, I try and get them to do both. You see the older people aren't into computers, like the young guys are, the young guys aren't into the prospecting, like the old guys are, if they ever put it together, they're unstoppable. 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'm going to share with you how you can have your name seen several million times a year as a sales person or a dealer. I'll give you example. I had magnets 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 phone number 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 and email address. You got to get it to those customers to make it easy as possible for them to contact you. So give you example here if So you've got a family of 34 people in the family. If they get in a refrigerator 25 times a day, that's not much. But if you do the math, they do hey, And if you have 500 customers, You take that number times...

...365 just that prospecting to alone equals 4,562,500 times a year. You get a chance as a salesperson for that customer to remember you. You see that's a problem with sales today. You know, it's a proven fact that 90 of customers don't remember the salesperson one year later. So I mean it's almost impossible not to remember me. They couldn't turn around without seeing my name. So the magnet on the refrigerator is one of the techniques that I use. That's really awesome. The other thing that I put on the car, uh, I had little stickers made say sold by friend, taylor, abc motors and a phone number and every time they get in a car or every time at a delivery, uh, I would point out, you see prospecting tools 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 at that magnet. If you ever have a problem, you know where to get a hold of me and if you know somebody looking here send them to me it's worth 100 bucks. Excuse me? The same thing with the Soul by stickers. I put them on both sides of the door jamb and the gas tank led. And when I deliver the car and say Mr smith's either little sticker right there, you can't get away from me if you ever have a problem or concern, here's how to get a hold of me. And if you don't have a problem, look at that sticker again, you remind them, look at that stick. If you know somebody looking uh appreciate you send them to me, it's worth $100 the same way with the key rings. You know, most people get in the car at least four times. So there's all kind of back in the old days when I had him, I had fluorescent colour key rings. If I had to do it today, I'd have different key rings, you know, with uh on there, I'd have my email 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. Give example, 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, they can't get gas without seeing my name. They open the refrigerator, they see my name. So to me it was a no brainer. And once I got the momentum built and the referral started piling in, uh I wanted more, I mean there's no limit what you can do. I have a lot more prospecting tools than that and that's the same thing that's going to happen to sales people once they start that, the difference between myself and the other ones is I was committed. Once I understood how easy it was, then I wanted it all and I love this because I mean, this is what you're talking about Fran, is to me, the essence of, you know what we talk about, which is building a business within a business. You really demonstrated that entrepreneurial mindset where, you know, like you would say to referrals, hey, now how would you like to work for me? You know, kind of 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 do it do it is what's great about well and not only this perhaps and correct me if I'm wrong, but I mean you were, you were paying out of your pocket for these resources, correct? Absolutely. To me it was chicken feed. You gotta understand I didn't make any money, but it didn't take me long to realize I spent 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 the box, You see one prospect and tool won't make you rich, but a bunch of them will make you wealthy and trust me. I know it's like coming to work and not have an appointment. So I came in one day, didn't have appointment on saturday and sold seven cars. Believe me what I tell you, you can't track prospecting, but you have to have, you have to feel secure inside. If you're invested in things that you know is going to work, it will happen, It might not be happen overnight. But man, I was...

...in as fast as I can. I mean I had other stuff 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 a little goatee and I put them everywhere. Do you have any idea how hard it is to give out 25,000 matches? You know what I mean? But I don't care. Every I had him 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 people commenced. I forget the guy's name, but that's him, you know, so it's just the matches alone, you know, I think there were like $300 back then. And uh, but there again, you spend 300, you make a couple 1000 now, you can't give them out right away. I mean all of them, but there again when you're out prospect and you know, just carry boxing matches with you someplace. One thing is that I knew it didn't take me long to realize is the more you have your name out there, the better it is. And, and too many trainers say get your name out there, but you don't show you how, well no one really showed me this. I just took it to heart and said, you know what? I don't need anybody. I can figure 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 to the local pizza guy And I said, I'm a business guy. You are too right, Yep. I said, 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 sell cars. I'm going to write a customer's name on my business card and I'm going to 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 your pizza 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 someone sat down, I'd show him the menu and I give him a car. This is before I even worked a deal. And I mean I'd give him a pen with $100 referral one and then I'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 you how many times they come back from service and say frank and we get a discount on pizza. Oh sure. By the way, who do you know, looking to buy a new used car? It was like taking candy from a baby. The only difference between myself and the other guys is I only didn't come up with a new idea. I wasn't afraid to invest in myself and thank God I did because I got it back many times, no doubt about it. And another thing that I think a lot of people overlook sales people in general and anybody industry overlook when it comes to a lot of these prospecting tools, like the simplest things like pens and those stickers and excuse me, uh nice, you know, uh, information brochures about yourself, et cetera. It's not just that, you know, that 11 benefit is as you're saying, and there, it just starts, it keeps your funnel going and keeps you in front of and and get, you know, forces people to remember you. But another fact is the whole perception and credibility factor that I think it delivers to the individual as a professional, as somebody that's not like a fly by night salesperson, you know, when they have all 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 is committed, they're going to be here, they're serious, they're professional and 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 you get serious about the car business, the carbon is going to get serious about you. I mean, it's just like I was talking to guys the other day about a handwritten, uh, birthday card. Well, another trainer responded If it was sloppy, I'd consider a junk mail. Well listen, I send out Probably 15,000 cards and those 2.5 years I worked, you never get hate mail for sending somebody a birthday card, wishing him...

...happy birthday, but you have to hand write 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 in your birthday system, what the heck? That's three cards a day, I'm going to take the time to do it right, and when I mail my birthday card, I'm gonna put my $100 referral there, I'm going to put a magnet in there, you see now I got 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 of that 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's okay and there again, this is just my opinion, my opinion. You can't load up birthday cards. Uh I mean when you send a birthday cards you load them up with all that information. When you send a postcard you eliminate that chance of getting those 15 business cards. You can. Yeah good point. Because I did use postcards and had good success out of my just like the fact that it didn't need to be opened and it was kind of like right in their face but you're right, you get those cards in their hands, get them to hand it out. I mean it's it's the thing is is this is what I say a lot with digital uh online with calls to actions and things. It's like not everybody is going to do like what you ask them to do or what you want them to do. Like hey take these cards, hand them out to your friends, whatever, whatever not everybody is going to do it, but there is a percent of them that will, you know, and why not? You know, I want to capitalize 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's conveying, you know, these uh strategies that you're talking about and how you're getting in front of people is conveying that message to the audience or to your customers that you provide an experience that they're not going to get anywhere else. I mean who...

...else is doing this sort of stuff going out of their way, paying out of their pocket to get in front of so many people to show, you know, through a simple handwritten birthday card that you actually care about them and, and that, you know, conveys that subliminal message to this group of people that hey, you know what Fran took care of us pre 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 it so much easier, like you said, to build up that momentum to have people or a continuous stream of people referred back to you absolutely Fran. What? So this is this one's gonna be directed towards, you know, the sales manager or the team leader and you know, GM dealer principle that that's, that's dialed into us today. What do you think is, you know, if your people, you know, how can they embrace this prospecting and and get their people on board or at least get some of the guys on board that that might not know anything about it, But you know, they, they want more, They want to be successful. How do you create that culture or what are some ways that, that that management, upper management can get involved to help the sales people start prospect using these traditional prospecting tactics. You have to treat it like a demo. You have to treat prospecting exactly like a demo or T. O. If somebody didn't demo or T. O, you'd probably get rid of everybody in the world. It's been in the car, but it's a short time or a long time. Especially longtime knows that 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 always paid 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 get that those extra three cars now let's stop and do the math. If if you have 10 salespeople and they're averaging 10, it's gonna cost you three grand. But if you're averaging 3000 gross, that's...

...$90,000 income. So I always paid on the increase. Here's what was different. You don't want to buy the prospecting tools for the sales people because it sets, Believe me, I made mistakes in the past, I convinced owners and GM is to buy it, which we all had the right intentions, but it failed because there's no skin in the game. So when I put those bonuses up there, I said, Okay guys, you get, this is strictly for prospecting. So you make, you hit your $300 bonus, you get half cash and the other half goes in a prospecting account. So if you do that for for a couple of months, watch what happens. So now they'll start to use the prospecting tools there again. You know, you gotta you gotta get the right information, some of the stuff, I still have other stuff to share that most of these people never heard of, but yet they're willing to do it. I can't tell you how many times I talked to people, but in The car had been as 10, 15 years and they said, No one ever showed me there. So, you know, you got to get the right information, you know, and once once somebody starts to buy into this stuff, it's like birthday cards, is that the requirement or request to mail them out you? No, or thank you cards, you don't have to be mean, but you have to have structure, what's the rules to work here? And if I was in the GM started a GM again, I'd say, okay guys in six months, you're all going to have six prospecting tools. Why? I don't want you working 50 60 hours a week. I want 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, less stress. 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 a sales person to do the right things and it is to advertise and might not get anybody 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 pay half 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 people become 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 it works. So I get a bear hug on the show and give them a little bit of time. I would start with the birthday cards and I buy the stickers, I try and get them one a month if they don't have any money or I know other dealers say it's a one time deal, I'll pay half right off the bat. It's cheaper to do it that way and get them rocking and rolling right off the bat than the weight. But I guarantee one thing there's nothing more powerful than prospecting. I say this All my training classes, jesus started with 12 people, look how big that got. So if we get the same mentality, like, hey, we get these tools working and each sales person's name has seen a couple million times a year. It's impossible not to sell more cards. Yeah, I it's so it's so, it's it's almost so obvious, but it's so looked over. I think, let me ask you this too, because I mean it sounds and I mean, we we do a lot of this stuff too, so we know the power of it. And, you know, if it's worth anything, we can validate what you're saying, um, robert being on the front line, you know, you you like you said you've done a lot of this stuff. But let me ask you Fran, what would the biggest hesitation be for uh, sales, uh, individual to get started doing this stuff? Well, I, you know, I work with sales people all the time, and a lot of them don't have no money. You know, they don't have any. I I take it my prospect. And a lot of them don't have money to buy lunch. So it's not that they don't want to do it. A lot of them just don't have money, so we have to help them some way or another. If they're good enough 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 you got 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. I get a fresh up on a lot. You actually cut your advertising budget when you do this prospecting. Yeah. Yeah that's what I meant. I mean it definitely can lower 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. If you get those guys all you know dialed in and clicking and and and using these types of tools and each of them are getting millions of people look you know getting their names, you know looked at in front of people millions of times a year. I mean that place is gonna be rocking. Absolutely. I've helped I've helped a lot them do it. And here's the difference. You know when you look at the big picture, you know I'd rather pay $100 referral and selling 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 advances your relationship building because you're you're starting out of the gates on the premise of building relationship, not, you know, faceless in the beginning, paying for those leads and then getting them in and then having to build a relationship. So, you know, absolutely valid point Fran, thank you so much for being on the show. No doubt. There are many, many people listening in who you have piqued their interest who um you know, have that willingness to do this stuff and you know what for for whatever reason might be in that situation, you're talking about where they might not have the money to get started or they do, and just still need to know how to take that first step. So what I want to do is just kind of turn it over to you so that you can let those 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 our website and I would start with the e book. I mean I have all the things I talked about in there, you know, start with that. Or you can become a friend of mine and Fran taylor on facebook or I'll tell you what's really exciting too 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 $28,000 selling cars from this prospecting. So you can reach me through 30 sales a month group. Uh, I have actually had plenty of dealers have the whole crew listening to that or Fran taylor dot net or reach me in facebook or if you want to call me at the office here at 717232 049 four. Yeah. And you guys want 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, I was just a, you know, a monster when it came to just learning and wanted to know more and to be successful at it. And Fran was one that, you know, we, we connected 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 a lot of this stuff I can validate that that you know, you use it right? And again, what I really like you said is you program your customer on how to use them most on how to, you know, to look for him. And uh it's effective and I think it gets a lot of it doesn't get the attention and like I said in such a digital world and everybody understands the power of the internet and and the amount of, you know, how it's how scalable it is online that we forget about this little like hand to hand combat type of prospecting, you could say. But again, it's so it's cheap on the grand scheme of things, very inexpensive 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 appreciate you taking the time and, you know, stepping to the plate at the last second again for us today, man, that really means a lot. Uh, you did, you know, drop some really good information guys, get in touch with Fran if you have more questions or want more information on this because the guy cares and he will he will spend time...

...talking with you won't even send you an invoice. Yes, I appreciate you guys have me here. Thank you. No problem Fran. Thanks for thanks again. Mhm. Yeah. And just like that there, you had it mr Fran taylor from Fran taylor techniques. Uh, Michael, you know what you think? I mean, I have a long time. I've been talking with friends for a long time. I hear the stuff from him for years now. I put it in 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 people are having success from using a lot of these traditional prospecting tactics that that he discusses. Yeah, absolutely. I was, you know, I was just thoroughly impressed. I loved what he had to say about, you know, some of this stuff which is could could be viewed as, you know, a common sense approach to building a massive business, but you know, just taking that entrepreneurial mindset to a whole new level. I love some of the things he said about just getting into it and being fully invested and wanting to make it work right from the get go. It reminded me a little bit of our interview 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 as you know, as you heard us ask him um did you spend out of pocket to do this stuff? And he says, yeah, absolutely, well I can see how other sales people would think that spending out of pocket for your own tools is, you know, could be viewed as ridiculous. But look at the results that Fran was taylor Fran Fran was getting. It's unbelievable to me ridiculous that within two years he's getting 50 units for what the...

...proof is in the pudding. I love, you know, any time we see results, the proof of abilities and results in France. Absolutes was getting those hey, he dropped some hints to some resources that he has available to you for free. There's an e book that he has put together that is going to help you kind of, you know, sink your teeth into the concept of like robert said this hand to hand combat or traditional prospecting to help grow your business. We're going to link to it in the show notes at triple W dot the dealer playbook dot com forward slash 29. So definitely go check that out. And of course, don't forget to subscribe on itunes or stitcher radio so that you can get the latest episodes delivered right to your smart device as they come out on a silver platter baby. There it is. Thanks so much for tuning in. We appreciate you listening every single week. Where again, we're sitting down with elite power players like Fran taylor. We look forward to talking to you next time. Take care. Yeah. Mm.

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