The Dealer Playbook
The Dealer Playbook

Episode · 6 years ago

Laura Madison: Building a Car Sales Personal Brand


First of all, HAPPY NEW YEAR!

We are so excited to get this new year off to a fresh start and to bring you episodes of the show that will help you completely dominate this new year. 

Our guest today is Laura Madison, an automotive sales professional who is absolutely taking her career, her dealership and the market by storm. Laura has been selling cars for only 4 years, but has adopted and formed some key habits and behaviors that have helped her take things to the next level.

She's with us today to let you in on her career-building secrets.

1. Do Whatever you can to get more leads for yourself

While this may sound like old news to some, the key element of getting more leads is found in the "doing whatever you can". If that means that you need to take some of your downtime to film more videos or write a new blog post that you can share on social media, so be it. 

Don't sit around waiting for more people to walk through the showroom doors. Be proactive and create content that will entice them to come to you!


2. Work with your management

Laura admits that management can often be a problem that holds sales people back from achieving more success. It's no secret that management rarely offers enough training to their team, but that's where you can again, be proactive in approaching them and speaking their language. 

Let them know that you want to try out different strategies to promote yourself and bring more traffic through the doors. 

3. Be Different

One of our favorite quotes by NYT Bestselling author, Gary Vaynerchuk is, "A penguin can't be a giraffe, so be the best darn penguin you can be!"

By being yourself and not trying so hard to be someone other than yourself, you are being different. Focus on leveraging your strengths to build a brand in and of yourself that you can bring to the market and use to set yourself above the competition.

Don't be fearful of others catching on to what you're doing either. We asked Laura is the other reps at her dealership were following her lead, and she admitted that they were not.

That goes to show that not everyone will do what it takes to dominate their career, dealership and community.

You can follow Laura Madison on twitter @LauraDrives or check out her personal website,


Your turn

What are some simple strategies that you use on a daily basis to help advance your career? Let us know in the comments below!

ALSO, don't forget to get our brand new eBook: "10 Incredible Insights from 10 Incredible Experts"

You're dialed into the dealer, playbookpodcast, where it's all about winning autoeler strategies that deliver provenresults, and now your host Robert Weissman and Michael Serillo, hey there, and thank you so much forlistening to episode. Thirty six of the dealer, playbook podcast every singleweek, we're sitting down with the WHO's who, in and out of the automotiveindustry, to share actionable insights that will deliver you winning results.You know real insight that I'll take your business to the next level. We dothat every week wanted to let you know just in case this is your first timetuning in we appreciate you being here. My name is Michael Sirillo, I'm joinedby my cohost and partner and Crime Robert Weisman happy New Year to you,yeah, happy New Year to you as well, sir. Really crazy. It's been a fun. Youknow how long has it been ten months of doing the show every Thursday new newepisodes coming out? We missed a couple there for holidays and whatnot, but youknow the show's really picked up a lot of traction so excited to have you know listeners in fifty countries around theworld? We could have never expected that kind of support. It's beenphenomenal, but that's because, like I said every week, we're bringing youactionable insights, we're sitting down with these guests, who you know just have so much knowledgeand a wealth of knowledge to share, but most importantly, actionable insightsthat you can implement into your daily routine. Today's no exception we'reexcited to have Laura Madison on the show. She's, an automotive sales,professional we've been following on social and she's mentioned she's, beenchecking us out, which is cool. Actually, I think she said it wascreepy that she felt we weren't. You know aware of her, but she wasfollowing us, which is not true. We've. Certainly, you know been following herand noticing you know some things that she's been doing as far as personalbranding and whatnot to help her career. I mean she's, been selling cars forfour years and has already made a poss a massive positive impact on her career,her dealership and the community she's in. So you know, let's jump into oursit down with her. I think you're really going to enjoy it with LauraMadison there. We go all right and we are here excited to besitting down with. You probably have seen her she's a sales professional atwrestler motors and an enormous Toyota enthusiast, she's, actually originallyfrom the East Coast from Vermont, which we now understand and now lives inBosman Montana. She spent nearly four years selling cars and creating apersonal brand. She does it extremely well. Her name is Laura. Madison wouldlike to welcome you, Lord, to the show today. Thank you thank so much forhaving you know. We. It was kind of funny preshow. We were talking andyou're like Oh man, I kind of feel like...

...a creep, because I've been followingyou guys and we're like. Well, no, actually, we've been following you to.We just never have spoken you in person, so this is kind of a cool firstinteraction with you to kind of be able to pick your brain about some thingsthat I think will really help those salesprofessionals listening into shape the rest of this New Year. I mean it'sJanuary first today that were releasing this podcast twothousand and fifteen first of the new year, and I mean this is the perfecttime for those listening into learn some. I think, strategies and tips thatthey can implement into not only their personal branding but just reallyshaping their career and having a massive positive impact on themselvesin their circle of influence in two thousand and fifteen. So with that isthe PREMIS. I want to kind of just turn it over to you. I noticed a video onyour website, Laura Drivescom, you're, talking about personal branding, andyou bring up some really. You know, I guess, poignant concerns and problemsthat sales professionals face. It's staggering. I mean there's, there's twohundred and twenty someon tousand automotive sales professionals in theUnited States alone, many of which I suspect, it's thetwenty rule and maybe even a little less than that of those that are reallymaking it big in the business, making an impact like yourself and those thatare struggling. So my question to you is: What is you know what ar? Let's say: Let's pickthree of them, what are three fundamental struggles that automotivesales professionals face today and then we can kind of maybe dive into whatyour solution is and how you've built your career there at Wrestler Motors.Definitely so I think the three biggest challenges that salls people face. Ourleads, whether it's flor traffic lot traffic internet, not having enoughpeople ask for you leads, is definitely the largest problem. Number two is thestore that the management there's often tension in that relationship forvarious reasons, and the third problem I see is differengiation so unable tocommunicate with customers why the product stands apart from. Maybe acompetitor whyyour store stands apart from one down the road and why maybeyou as a salesperson stand apart from anybody else in the business? Okay,very good, so leads management issues and differentiation. These are all very,very key problems. Let's, let's start with leads, you know four years, not a long time tobe in the car business, but you've really kind of excelled and have made aname for yourself. What what are you doing to have a continuous flow ofleads? I'm doing a combination of things. The biggest thing that I'mtrying to do is something that grant cardown calls getting out of obscurity.I'm really trying to...

...introduce myself to prospective buyersto people that already own, maybe a toota locally and really just trying tokind of get myself out there. Okay, so you say prospecting and you knowintroducing yourself what is that typically entail? I think the best way to get out thereisn't to essentially broadcast commercials. AskPeople to buy ask for referrals. I think the best way is to buildrelationships by sharing some of the value that I have being in the businessand although four years hasn't been that long, you learnd quite a lot,whether it's from manufacture or training or just from really kind ofthis is a people business really watching the habits and anxieties ofbuyers, so sharing some information that can help them on their buindjourney. It has been really successful for me really trying to kind of providevalue there. So let me, let me you know, walk usthrough a typical day day in the life of Laura at the dealership. What aresome of the things that you you are engaging in on a daily basis to drivethese leads andto. You know, as you said, and as grant says, pull yourselfout of obscurity yeah. So the first thing I would begin after my morning,sales meeting is trying to bang out at least one video. I film everything onmy iphone. So I'm really not that high tech, but I find that, if I don't do itin the morning, sometimes it never gets done. So I try and film a video or twoa fi have time, maybe even edit them right away, but I really, I think thatYoutube has a really strong power and I think Robert would really agree with meon that front. So that's kind of where I begin and, of course, as your daygets interrupted from service customers coming in to say hello or peoplestopping by or appointments it. You know becomes a little more choppy afterthat, but I really try and engage at least in that early afternoon on someon some social media maybe share some of the content, whether it was a videoor a blog post that I was able to do earlier that day an and those are themain things that I kind of try and keep really consistent. So I'm I mean fromthe sounds of it, and I mean you're preaching to the video choir over herewith Robert and using iphone, especially you know, and Robert has a coolresource guy that will link link you guys to in the in the show notes ofthis episode. But how long did it take you to kind ofcome up with this process for doing videos like do you spend a good amountof time doing them? Do you have topics lined up ahead of time or is it kind ofyou know more off the cuff and raw like hey, you know what I feel impressed todo this and I'm going to do a video about this. You know yeah, it's alittle bit of a combination of the two when I first started doing video, whichwas within the first six months of working in the car business. I wouldscript everything and brainstorm constantly and what I've noticed hashappened is once you start to build...

...momentum. All of the sudden ideasappear everywhere and you don't have enough space in your phone to make thenotes for all the ideas you have. I have customers emailing saying hey. Canyou show me the space behind the third roll and the forerunner? So sometimes Iget help people really wanted to see something in particular, so really kindof depends, but sometimes I'll wake up and I'll say hey. You know what I'mgoing to focus on camery today, because that's really the mood, so it allreally depends, but I did get to a point where I stopped scripting andreally started just kind of speaking a little bit more naturally, and I cantell you it's really gotten easier as the time Ha's gone on and it takenquite a bit less time to do a video or two and now now tell me if this istotally off base. But would you say one of the biggest struggles that peopleface? Doing video for the first time is actually having to look at themselvesand hear themselves yeah, Oh yeah, and I can't tell you how often I mean Ihave sales people contact me from all over the country saying what do I doand when I do get this chance to respond and say video, I can't whetherit's women or men, whether they've been in the business for five months orfifteen years. They tell me that that they don't want to Te afot of it. YeahRobert does this kind of. Is this kind of like your same path to doing thevideo thing? Was it like hey just off what was it more wrough for you or wasit yeah? I mean go back. I mean I am the biggest you go back to my earlierstuff. If you want to know what not to do back and look at everything earlierthat I did, but luckily I was very early adopter to using it and it youknow it just spun for me, you know what Imean, but yeah it's a lot of people. I mean I can relate with her. You knowvery closely without you know, people contacting you every day. Ask You hey?What can I do to to start driving? My leads. Everybody wants the leads, butthey don't want to put in the th the work to do it. Li. My whole thing was, you know, nobody else is doing this, soI'm Goingno do it. That's all I look for. I was just like what is, and youknow anything that nobody was doing or wasn't the norm. I was quick to do andand that's cool too, because I mean you said something Laura about you knowonce the momentum starts going, it's kind of this, this freight train and you're saying this now you knowRobert Doing something that nobody else is doing, and it's kind of funny,because I mean this episode is all about helping those of you listening into really shape your career. But in the same token I mean being an automotivesales. Professional is a competition and it's very much like any other formof business competition where you willadvance and conquer by doing the things that nobody else is willing to orhasn't thought of doing yet. So I love that we're talking about video and thatthat's something that you use and I love that you're walking usthrough the process here, especially with the iphone right Robert you kindof preach into the Apple Choire,...

...easiest way to do it with the step bythe time you take your regular. You know if you use any other type ofcamera, you're set up and take down it just makes it you less. You know lesslikely to do it when it's harder to go in and do it, and so what ar you riseto hear from her, though that sorry, Michael Yeah, I'm surprised to hearthat you say it got easier than from scripting. Now, when you say scripting,are you scripting like line for line, or are you just doing bullets? Were youjust doing like more bullets of what you were going to cover, because for meI, like the kind of- and I try to preach, that I think that you shouldplayn out the video as much as possible because a the to wing it to me. I thinkthe effort that goes into winging something is exhausting and the you know like just planning, knowingwhat I'm going to go in and go out like I'm a Rambler as you can see, I have atendency to do that. So when I know where I'm going and what I'm doing, Iseem just seems to get done better yeah. So are you going in still kind ofscripted with thesor? Is it you've just become so comfortable now doing it thatyou just know what you want to say and the format and the calls to action andall that kind of stuff yeah? You know when it's not car on the lot, whetherit's used that I'm trying to feature or if it's new, maybe a redesign. I don'tscript that I'll think a little bit about it. Maybe I've even gone toToyota training, so I kind of have their bullet points in regard to whatthey want me to highlight, even when I'm walking around the vehicle with acustomer. But I really don't script, those anymore, because I used to doword for word and it would take so long and I always thought what I wrote wasbetter than what I'd come up with off the top of my head. So I'd, try and andsplice all these clips together of me remembering a line and then spacing,and but but now with some of these videos,like Michael the one you mentiond about about personal branding and some of theproblems it solves. That was something that I did. Script out and bulletpoints, because I want that point to be clear, so it seems that I'm morecomfortable on the car lot. Whan, I'm talking about the cars not going with ascript, but that's certainly something that evolved cool so and you using aselfie stick or what do you? What Dor you using a tripod? You know I a littlebit of a Selfy, the Toyotas, I'm very fortunate have a place where you canliterally just kind of lean the camera on the Dash. So when I'm in the car,that's generally what I do and then I also love used car Ricki over in Texas.He had he's a big fan of just rubber banding, the phone Toyow. You know, butI love that because it really shows that look. It doesn'ttake tons and tons of efforts to get doing this, but look at the Amit tointimidated people, let the tech and they have the accessories bog them down.You know and slow them down like ges, to hear that you just rub a band it upand get busy. That's it because it...

...doesn't. I don't think the contentneeds to be profound. I just think it needs to exist to begin working andRoberts wrote written some great articles about if you do kind ofupgrade tech a what to go to, and that's certainly something I see in myfuture. But for now I just it's important to get the content out thereand you guys wouldn't believe how many people email me and say what kind ofmicrophone are you using and Oh yeah, I knowloyeah or to pes in a pod, I'mtelling Youan my thought and here's something that me and Michael Like todiscuss talk about a lot is: Is it's a lot of it's depending on your marketand where you're at like for, for example, you're doing these videos tosell more car? I mean to brand yourself amongst car shoppers now in your marketplace, now differentplaces Ar with that are more competitive or you know I'm not sayingyou're, not in a savvy market per se, but you know bigger market majormarkets. I think that you know the quality is more important than thequantity and the quality has more. You know is more relevant. You know indifferent plate in different places. Across the you know the world evenexactly and yeah. I can see somebody in a more metropolitan area wearing a suitand getting a little bit better quality in regard to filming, I'm in Montana,where most of the people here still have dial up Internet because we'R sopurple Fren Up. So it's really, you know you need to do a little bit ofground research and make sure that your you're speaking to your market, whereyou exist and then coming up with a strategy- okay, cool so just to kind ofround off. This leads problem here you know talked a lot about video, I mean.Certainly I mean Gosh we're into two thousand and fifteen. If you're notdoing video by now, please, Dear Lord help, these people start doing videoright, but what are a couple other? I guess tools are resources that you useto generate leads for yourself. Let's see, I definitely like facebook alot as well, because the idea again is just to get people connected with youand I just want to go back briefly. We spoken a little about how people don'tlike to hear themselves or see themselves. I just think it's reallyimportant to get your face out there. The psychology behind connecting a facewith a message is really really important and just really reaching outand continuing these relationships. I can't tell you how much facebook hashelped me. You know directly sell a car, sometimes I'll PUTT, I posted a classicon there over Memorial Day weekend. It was a sixty, seven Corvett stingray andit's sold within two days after I had had posted it off of facebook andthat's powerful, because I mean we, you know we go to these conferences and wealways hear somebody say something along those lines. But yet do you kindof feel like most dealerships and I think most sales people are still kindof hesitant to know how to do social media in a way that they can get thosesorts of results. Yeah, and I think you...

...know I didn't always know. Nor do Iknow everything now. I think sometimes we're going to bumble along and make amistake or two, but just having a presence and being connected withcustomers. It makes it easier for them to refer you. I can't tell you howoften I'm tagged by somebody, because somebody put a status up about testdriving and a friend of mine that hey you've got to work with Laura, so sojust really really kind of beginning the trust there just being justexisting on social media. I think, is really really helpful in regard togenerating more leads and more recognition, and it kind of you knowfor me. I, like that you said that I mean it kind of ties into the wholecontent thing. For me, you'd said something earlier aboutcreating the content which is really like. Hey, you know what create thecontent, because the content will find you an audience yeah. You know and thencoupling that with the facebook or a social strategy and utilizing socialfor what its primary purpose was when it first came out, which was to besocial and engaged with people. Now I mean now it's an advertising network.You know facebook is, and so, if all of your social posts are of an advertisingnature, then you're just kind of blending in so it's kind of funny,thinking that going back to the roots of what Social Medias about which isbuilding relationships, like you said, and and being social and connectingwith people, that you'll actually stand out exactly yeah, okay, so tons of valuable nuggets there, like Isaid we'll get you guys tagged up with a resource guy that Roberts puttogether for doing the Ifo thing and now you've heard some great validationfrom Laura about using an iphone and and the type of video production youcan use and then also getting connected on social media. But you brought upanother one, which is actually come up. Another concern which is come up inpast episodes of the podcast which is dealing with or working with management.What? What is the struggle? What is the concern on a daily basis to put management? As your number twoconcern? You know I can't speak to their struggle, but what I can speak tois there's a lot of turnover in this industry so manager, sales managersspecifically are almost always training and teaching and retraining, and Iimagine it's fairly exhausting so when I sat down to plan out this video andto plan out, you know what are the: What are the problems that sales peoplesee? It was actually my manager that suggested this for for number two and Icouldn't have agreed with him more. The I think teethere can often be tention,whether your social media, Sav and really trying this personal brand routeor, if you're, just traditionally moving along in the car business. Ithink theyre, inevitably there's tension between sales, people andmanagement, and so what I've really thought over the years and what I'veseen and experience personally is really committing to my store towrestler motors and to Toyota has...

...really shown management more than Icould have ever told them. How committed I am to staying at the storeto selling and bringing value to my customers and really just reallyshowing them. My Byan and my commitment do you think that that is a main problem? These days withturnover? Is that there isn't the right balance between you know employee,showing their buying and commitment level as opposed to management, also kind ofmeeting in the middle and not showing their buying and commitment level. Ithink so. I think we're in an interesting point in the automotiveindustry, we're still getting a lot of people that have kind of bumbled intoit. s maybe stumbled from another profession into selling cars by chance.Maybe they don't understand the opportunity that I think exists in thebusiness and- and maybe these gentlemen, that their management have been in thebusiness for twenty years, are confused by the Internet, are frustrated by alot traffic being down are frustrated by things like true car that they don'tunderstand. So so, there's all kinds of I think miscommunication that reallyjust builds to tention on the sales floor in the middle of a deal. Can you because I think you know in my ownexperience and just my own observation, something that hinders well, I guess majority of people fromtaking massive action is focusing too much on the how of the action they'lltake in instead of what the actions are that they'll take you know and what you said reallyresonates, because I observe this all the time working with our clients. Youknow you see, managers going Holy Crap, you know lot traffics down sales ordown leads or down traffics down. What do you say to the salesprofessional that wants to approach their manager tosay here's how I'm going to help things out? Do you know what I mean like? Whatinsights can you provide to that? You know there's somebody kind of nervousright now, because they know they need to be doing this, but they also knowthat they need to get buying from management. What are they going to sayto their management to get get kind of the NE The ball rolling? You know, Iwould say, never be too confident in it, because I think fervato and ourindustry can never do do well. Just just really try and explain: Hey,there's some people seeing some really big success, whether it's at least keptHart when she was at sunset, Honda or me or Robert, when he worked for Hundathere's some people. That really saw some huge success from this. You knowthis is something I'm willing, I'm really willing to try out, and I wantyou to know that, but but otherwise I wouldn't involve them too much. My bigusaying in the business has always been asked for. What's the SAING ask for a EASOR, it'seasier to ask for forgiveness than it is permission exactly and that's what Idid a bit with my personal brand. I just I went for it. They had a vagueidea of what I was doing just because I was on the lot with a video camera, butI never said hey what do you think...

...about this? Will you prove Reed thisblocg post? Will you you know that was really never anything. I did. I reallywanted to show he much rogue yeah yeah. I wanted to show them that it workedfirst. This leads us to your number three problem, which isdifferentiation. What can you say what solutions do youhave to solve the problem of differentiation? I think it's probably,even though it's number three, I think it's probably the biggest issue thatsals people face. They may just not realize it right. They think thatthey're getting tire kickers or you know that it's the customers faultand he was so silly to have fought from down the road, but but what we don'trealize is that we're really responsible for this person standing infront of us and forgetting the people in front of us and differentegation, Ithink, has so much to do with personal branding. I think it's being able toshare a message on platforms that again are completely free, really gives theopportunity to have trust begin begun to be built from customers. You canstart sharing a message about your store about your product. You know yourcommitment to why you're selling the cars that you're selling maybe try andshare some personal stories. You know and enact some storytelling to Buil,build trust, and I think it's the biggest way that you can get your facein front of people and really start to get more business so that they're noteven considering going down the road sure, and do you think that you knowthe mindset needs to be different. I mean undoubtedly, your your commitmentlevel is not like. Oh yeah, I work over at wrestler. It's like no, I'm an automotive salesprofessional at this dealership, I'm so proud to work there. You know what what allowed you to connect withyour dealership in that way, because I meanlet's face it. I think a lot of people are just nine to fivers like hey, showup get the paycheck kind of meet the quota, maybe and then go home. Where did that shift happen for youbecause it hapned? It happened to beginning when I started the personalbrand, and that's probably my starting point in regard to advice for anyone.That's thinking about starting to reach out on social media and building apersonal brand is sit down and make a list of reasons why you work at thestore you do and sometimes they're not you know, sitting right up front. You'vreally got a dig for them, but once you highlight those and really kind ofcommit to the store into the product that you're selling, you can ganerenthusiasm that Wi will sell you. Cars will do you worlds of good and regardto views on Youtube. You mean enthusiasm, I think sells more than anywell dressed. You know gentleman how you know. Here's an interesting question, I thatjust came to my mind: You're, obviously...

...not the only sales professional at thatstore, Rigdo, the others embrace you know being in your under yourinfluence or is it you know is there is the opportunity as big as it is forsales professionals to really differentiate, because not everyone'sgoing to do this stuff? You know, I would think that the same thingshappening at my store, that's happening at all the stores, even though they'rereally close to me, and they understand that it's been very effective. They arenot willing to take the the extra steps and there is some effort involved inmaking videos and thinking about thats the good news yeahout all of thisokayge. Nobody wants to do it's easy that I talk to these sales got peopleevery day. I tell them that you don't get how easy this really. Is it's hard.It's a lot of work. It's a lot of extra work, but it's going to be easy for youto push through because there's no competition exactly and I mean I thinkit's a lot harder to sit there and wait than it is to make a video by the bythe end of five minutes of me, watching the lot and sitting and waiting I'mgoing broke in my own mind, I'm it aod way putting it. I'm just I'mripping myself apart and I may start you know in a great fantastic mood andhave had the best coffee that morning, but that idle time really proved to bereally really bad for my psyche, and so I just I can't imagine. I know that alot of car salesmen have a fair amount of downtime and I can't imagine thateverybody, you know wouldn't want to do this and just stop stop the madness that happens when we have to sit andwait. It's it drives you to psycosis it's like sitting in a Rocke, I mean,and you know these people go home at the end of the day and they're like manthat was such a long day and wow, I'm so tired and yeahe ha out and you'regoing well. What did you do? Dude you? It was like sitting in a rocking chairlit. You know, lots of movement back and forth, but you actually didn't moveanywhere, and so I like this concept, because it's like hey, you know justtake action. You know like, like we talked about inthe beginning of the show tthere's like two hundred and twenty someodthousandcar salls, that e new car- that's new car, that's just n Ada yeah, that's newcar, two hundred twentythousand plus new car sales people in the UnitedStates alone. There is a ton of clutter, but you see. Individuals like Laura,like Robert did like a least did, who are making a keyword operative word,making a positive impact happen on their career, their life, thedealership, the community. By doing some simple actions that are, you know,helping her and and helping her brand. Just really progress Laura! Thank youso much for being on the show today. So many actional inight, those of youlistening in, can get the list of...

...problems and solutions that we talkabout in this. In this episode at triplew Dot, the dealer playbookcomforward. Are we thirty six yeah thirty six episodes into thedealer playbooks, so triplewt the dealer? PLAYBOOKCOM forwardthirty, six,Hey Laura! So you know, I imagine that lots of sales people have tons ofquestions for you on a regular basis. How can those listen again? Get intouch with you, the best ways are on the social medium that I'm already onmost of the time. So you can find me at twitter at Laura drives. You can go tofacebookcom Laura drives and you can check me out on youtubecom, LauraMadison, wrestler and, of course, message me on any those platforms andI'll likely see it right away and Robert that's wrestler r e SS Ler nutwr Ayehey there. It is thank you so much for being on the show. Today it'sbeen absolute pleasure, Gat, ING to know you here for a few minutes and andlove the information that you have. Thank you a guys so much appreciate allright: taker, okay and right there you have it thatwas Miss Laura Madison Michael. I thought that was great. She's got a lotmeet me and her two peas and a Podman. I could talk with her for hour. Sewould wrigt when she started talking iphones and doing video. I was likethere. It is two peecs in a pod preach, inof the choir, but it's so true likebeing contacted different sales of people hitting you up. All the timeasking you like the most things that they think are important, but aren'tlike the whole kind of microphone youuse. And what are you doing to dothis? What you doing to do that yep she had a ton of cool information aboutjust you know, simple things like you heard her say it stood out to me. She's,like you know, most of the time after our morning meeting morning, salesmeeting I'll just take a little bit of time and just crank out another video, and that's because she's built up thismomentum and it's just really had a good positive impact for her you'veheard me say that a lot, but that's really what it is. It's an it's apositive impact. It's a change is a shift she's doing these fundamentalthings like you did and like a lease that did- and you know other rock starslike Mike Davonportand chares cannon- and you know Michael Paboda, they're,all doing these things and tthey're noticing results. I mean you know: Laura is onemore sales, professional who's added her name to the list of those that are,you know, taking action to see results P, and I mean the thing is: is they're taking control? And I've saidthis before, because whether you're actively building and and and nurturingyour personal brand or not, you have a...

...personal brand, whether you'R, you'rebuilding one or not. You know it's what people think about you before, actuallyhaving an engagement or experience with you so O that's Goinbe people are justtaking control of it and controlling the perception of what people that havenot had an engagement or an experience with them. What they'll think aboutthem? Yeah and you know a and we kind of addressed you know, that's so that'sso important, so crucial, I'm glad you brought that up, because I mean youlook at the things that people fear in life and it's typically things that areout of their control. You know they fear death, they fear getting sick. You knowthey fear, you know all those sorts of things. But but you know, you see agroup of individuals that say well, okay, those are out of my control. Whatis in my control a lot of people, fear mediocrity and usually achieve it,because they're not willing to do those simple things like like again, you guysdid, and so I love that concept that you bring up, which is hey. I've gotcontrol over this, so I'm going to take control because it's mine, so super super good episode. Hope yougot a lot of valuable nuggets and power bombs. Out of it. You can check out theshow notes where we're going to link up to some valuable resources like RobertWeisman's ultimate video guide, which is going to show you, you know h thetools and resources you need to. You know, create video and get starteddoing that triplew dot the dealer playbookcom forward. Thirty, six, we'realso going to link to Laura's social profile, so you can get in touch withher, but again thanks so much for listening and hope you guys have anincredible New Year. We wish you guys the best.

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