The Dealer Playbook
The Dealer Playbook

Episode · 7 years ago

Laura Madison: Building a Car Sales Personal Brand

ABOUT THIS EPISODE

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, www.lauradrives.com

 

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 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 to episode thirty six of the dealer playbook podcast. Every single week, we're sitting down with the WHO's who in and out of the automotive industry to share actionable insights that will deliver you winning results, you know, real insights that I'll take your business to the next level. We do that every week. Wanted to let you know just in case this is your first time tuning in. We appreciate you being here. My name is Michael Sorillo. I'm joined by 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 you know, how long has it been? Ten months of doing the show every Thursday, new new episodes coming out. We missed a couple there for holidays and whatnot, but you know, the show's really picked up a lot of traction. So excited to have you know, listeners in fifty countries around the world. We could have never expected that kind of support. It's been phenomenal, but that's because, like I said, every week we're bringing you actionable insights. We're sitting down with these guests who, you know, just have so much knowledge and a wealth of knowledge to share, but, most importantly, actionable insights that you can implement into your daily routine. Mean today's no exception. We're excited 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 been checking us out, which is cool. Actually, I think she said it was creepy that she felt we weren't, you know, aware of her, but she was following us, which is not true. We've certainly, you know, been following her and noticing, you know, some things that she's been doing as far as personal branding and whatnot to help her career. I mean she's been selling cars for four years and has already made a posset, a massive positive impact on her career, her dealership and the community she's in. So, you know, let's jump into our sit down with her. I think you're really going to enjoy it. With Laura Madison. Here we go, I'll write, and we are here, excited to be sitting down with you. Probably have seen her. She's a sales professional at wrestler motors and any enormous Toyota enthusiast. She's actually originally from the East Coast, from Vermont, which we now understand, and now lives in Bowsman, Montana. She's spent nearly four years selling cars and creating a personal brand. She does it extremely well. Her name is Laura Madison. Would like to welcome you, Laura, to to the show today. Thank you, thanks so much for having me. You know, we it was kind of funny pre show. We were talking and you're like, oh, man, I kind...

...of feel like a creep because I've been following you guys, and we're like, well, no, actually we've been following you too, we just never have spoken you in person. So this is kind of a cool first interaction with you to kind of be able to pick your brain about some things that I think will really help those sales professionals listening into shape the rest of this New Year. I mean it's January first today that we're releasing this podcast. Two Thousand and fifteen first of the new year, and I mean this is the perfect time for those listening in to learn some, I think, strategies and tips that they can implement into not only their personal branding but just really shaping their career and having a massive positive impact on themselves and their circle of influence in two thousand and fifteen. So, with that is the premise, I want to kind of just turn it over to you. I noticed a video on your website, Laura drivescom. You're talking about personal branding and you bring up some really, you know, I guess, poignant concerns and problems that sales professionals face. It's staggering. I mean there's there's two hundred and twenty some odd thousand automotive sales professionals in the United States alone, many of which, I suspect it's the eighty twenty rule, and maybe even a little less than that, of those that are really making it big in the business, making an impact, like yourself, and those that are struggling. So my question to you is, what is you know what are let's say, let's pick three of them. What are three fundamental struggles that automotive sales professionals face today and then we can kind of maybe dive into what your solution is and how you've built your career there at Wrestler Motors. Definitely. So. I think the three biggest challenges that sales people face our leads, whether it's floor traffic, lot traffic, Internet, not having enough people ask for you leads is definitely the largest problem. Number two is the store, that the management. There's often tension in that relationship for various reasons. And the third problem I see is differentiation. So unable to communicate with customers why the product stands apart from maybe a competitor, why your store stands apart from one down the road and why maybe you, as a salesperson, stand apart from from anybody else in the business. Okay, very good. So leads, management issues and differentiation these are all very, very key problems. Let's start with leads. You know, four years not a long time to be in the car business, but you've really kind of excelled and have made a name for yourself. What what are you doing to have a continuous flow of leads? I'm doing a combination of things. The biggest thing that I'm trying to do is something that grant card own calls, getting out of obscurity. I'm really trying to introduce myself to prospective buyers, to people that already own maybe a...

Toyota locally, and really just trying to kind of get myself out there. Okay, so you say prospecting and you know, introducing yourself. What is that typically entail? I think the best way to get out there isn't to essentially broadcast commercials, ask people to buy, ask for referrals. I think the best way is to build relationships by sharing some of the value that that I have being in the business and, although four years hasn't been that long, you learn quite a lot, whether it's from manufacture or training or just from really kind of this is the people business, really watching the habits and anxieties of buyers. So sharing some information that can help them on their buying journey has been really successful for me really trying to kind of provide value there. So let me let me, you know, walk us through a typical day day in the life of Laura at the dealership. What are some of the things that you you are engaging in on a daily basis to drive these leads into you? You know, as you said, and, as grant says, pull yourself out 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 on my Iphone, so I'm really not that high tech, but I find that if I don't do it in the morning sometimes it never gets done. So I try and film a video or two a fiftime, maybe even edit them right away. But I really I think that Youtube has a really strong power and I think Robert would really agree with me on that front. So that's kind of where I begin. And of course, as your day gets interrupted from service customers coming in to say hello or people stopping by or appointments, it you know, becomes a little more choppy after that. But I really try and engage at least in the early afternoon on some on some social media, maybe share some of the content, whether it was a video or a blog post that I was able to do earlier that day, and those are the main things that I kind of try and keep really consistent. So I'm I mean from the sounds of it, and I mean you're preaching to the video choir over here with Robert and using iphone especially, you know, and Robert has a cool resource guy that will link, link you guys too in the in the show notes of this episode. But how long did it take you to kind of come up with this process for doing videos, like do you spend a good amount of time doing them? Do you have topics lined up ahead of time, or is it kind of, you know, more off the cuff and raw, like hey, I you know, I feel impressed to do this and I'm going to do a video about this. You know. Yeah, it's a little bit of a combination of the two. When I first started doing video, which was within the first six months of working in the car business, I would script everything and brainstorm constantly, and what I've noticed has happened is once you start...

...to build momentum, all of the sudden ideas appear everywhere and you don't have enough space in your phone to make the notes for all the ideas you have. I have customers emailing saying, Hey, can you show me the space behind the third row in the forerunner. So sometimes I get help people really wanted to see something in particular. So really kind of depends. But sometimes I'll wake up and I'll say hey, you know what, I'm going to focus on camera today because that's really the mood. So it all really depends. But I did get to a point where I stopped scripting and really started just kind of speaking a little bit more naturally, and I can tell you it's really gotten easier as the time has gone on and it taken quite a bit less time to do a video or two. And now, tell me if this is totally off base, but would you say one of the biggest struggles that people face doing video for the first time is actually having to look at themselves and hear themselves? Yeah, Oh, yeah, and I can't tell you how often, I mean I have sales people contact me from all over the country saying what do I do? And when I do get the chance to respond and say video, I can't whether it's women or men, whether they've been in the business for five, five months or fifteen years, they tell me that that they don't want to see the fun of it. Yeah, Robert, does this kind of is this kind of like your same path to do in the video thing? Was it like, Hey, just off what was it more raw for you, or was it? Yeah, I mean go back, I mean I am the biggest. You go back to my earlier stuff if you want to know what not to do, back and look at everything earlier that I did. But Luckily I was very early adopter to using it and it, you know, it just spun for me. You know what I mean? But yeah, it's a lot of people. I mean, I can relate with her, you know, very closely without, you know, people contacting you every day ask you, Hey, what can I do to start driving my own leads? Everybody wants the leads, but they don't want to put in the thing, the work to do it. My my whole thing was, you know, nobody else is doing this, so I'm going to do it. That's all I look for. I was just like, what is an you know, anything that nobody was doing or wasn't the norm I was quick to do. And that that's cool too, because, I mean you said something, Laura, about you know, once the momentum starts going, it's kind of a this this freight train, and and you're saying this now, you know, Robert 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 in to really shape your career. But in the same token, I mean being an automotive sales professional is a competition and it's very much like any other form of business competition where you will advance and conquer by doing the things that nobody else is willing to or hasn't thought of doing yet. So I love that we're talking about video and that that's something that you use and and I love that you're walking us through the process here, especially with the iphone. Right, Robert, you kind of preaching to the Apple Choir. Easiest way to do it with the...

...set by the time you take your regular you know, if you use any other type of camera you're set up and take down, it just makes it you less, you know, less likely to do it when it's harder to go in and do it. And so what are you rise to hear from her though? That? Sorry, Michael. Yeah, I'm surprised to hear that. You say it got easier than from scripting. Now, when you say scripting, are you scripting like line for line, or you just doing bullets, where you just doing like more of bullets of what you were going to cover? Because for me I like the kind of and I try to preach that. I think that you should play an out the video as much as possible because a the towing it. To me, I think the effort that goes into winging something is exhausting and the you know, like just planning, knowing what I'm going to go in and go out, like I'm a Rambler, as you can see. I have a tendency to do that. So when I know where I'm going and what I'm doing, I seemed it just seems to get done better. Yeah, so or are you going in still kind of scripted with these, or is it you've just become so comfortable now doing it that you just know what you want to say in the format that calls to action and all that kind of stuff? Yeah, you know, when it's a car on the lot, whether it's used that I'm trying to feature or if it's new, maybe a redesign, I don't script that. I'll think a little bit about it. Maybe I've even gone to Toyota training, so I kind of have their bullet points in regard to what they want me to highlight, even when I'm walking around the vehicle with the customer. But I really don't script those anymore, because I used to do word for word and it would take so long and I always thought what I wrote was better than what I'd come up with off the top of my head. So I'd try and and splice 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 mentioned about about personal branding and some of the problems it solves, that was something that I did script out and bullet points because I want that point to be clear. So it seems that I'm more comfortable on the car lot. What I'm talking about the cars, not going with a script, but that's certainly something that evolved cool. So and you using a selfie stick or what do you what do you use in a tripod? You know, I a little bit of a Selfie that the Toyota's. I'm very fortunate have a place where you can literally just kind of lean the camera on the Nice so when I'm in the car that's generally what I do. And then I also love used car ricky over in Texas. He has he's a big fan of just rubber banding the phone to so you know, but I love that because it really shows that. Look, it doesn't take tons and tons of effort to get doing this, but look at the people get too intimidated. People let the tech and they have the the accessories bog them down, you know, and slow them down, like I see here that you just rubber band it up and get busy. That's it, because it...

...doesn't. I don't think the content needs to be profound, I just think it needs to exist to begin working. And Roberts wrote written some great articles about if you do kind of upgrade tach what to go to, and that's certainly something I see in my future. But for now I just it's important to get the content out there. And you guys want to believe how many people email me and say what kind of microphone are you using? And Oh, yeah, I know, love it. Yeah, your two peas in a pod. I'm telling you a pin my thought. And here's something that me and Michael Like to discuss talk about a lot, is is. It's a lot of it's depending on your market and where you're at. Like, for for example, you're doing these videos to sell more car, I mean to brand yourself amongst car shoppers now in your market place. Now, different places are with that are more competitive or you know, I'm not saying you're not in the savvy market per se, but you know, bigger market, major markets. I think that, you know, the quality is more important than the quantity and the quality has more you know, is more relevant what you know in different plate in different places across the you know the world even exactly. And Yeah, I can see somebody in a more metropolitan area wearing a suit and 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 so purple friend up. So it's really you know, you need to do a little bit of ground research and make sure that you're you're speaking to your market where you exist, and then coming up with a strategy. Okay, cool. So just to kind of round 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 not doing video by now, please dear Lord, help these people start doing video right. But what are a couple other, I guess, tools or resources that you use to generate leads for yourself? Let's see I definitely like facebook a lot as well, because the idea, again, is just to get people connected with you, and I just want to go back briefly. We spoken a little about how people don't like to hear themselves or see themselves. I just think it's really important to get your face out there. The psychology behind connecting a face with a message is really, really important, right and just really reaching out and continuing these relationships. I can't tell you how much facebook has helped me, you know, directly sell a car. Sometimes I'll pote. I posted a classic on there over a Memorial Day weekend. It was a sixty seven corvette sting right, and it's sold within two days after I had had posted it off of facebook. And that's powerful because, I mean we, you know, we go to these conferences and we always hear somebody say something along those lines. But yet do you kind of feel like most dealerships, and I think most sales people are still kind of hesitant to know how to do social media in a way that they can get those sorts of...

...results? Yeah, and I think, you know, I didn't always know, nor do I know everything now. I think sometimes we're going to bumble along and make a mistake or two, but just having a presence and being connected with customers, it makes it easier for them to refer you. I can't tell you how often I'm tagged by somebody because somebody put a status up about test driving and a friend of mine said, Hey, you've got to work with Laura. So just really really kind of beginning the trust they're just being, just existing on social media, I think is really really helpful in regard to generating more leads and more recognition, and it kind of, you know, for me, I like that you say that. I mean it kind of ties into the whole content thing for me. You'd said something earlier about creating the content, which is really like hey, you know what, create the content, because the content will find you an audience. Yeah, you know, and and then coupling that with the facebook or a social strategy and utilizing social for what it's primary purpose was when it first came out, which was to be social and engage 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 advertising nature, then you're just kind of blending in. So it's kind of funny thinking that going back to the roots of what social media is about, which is building relationships, like you said, and and being social and connecting with people, that you'll actually stand out. Exactly. Yeah, okay, so tons of valuable nuggets. They're, like I said, we'll get you guys tagged up with a resource guy that Roberts put together for doing the iphone thing. And now you've heard some great validation from Laura about using an iphone and and the type of video production you can use and then also getting connected on on social media. But you brought up another one which is actually come up another concern which has come up in past 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 two concern? You know, I can't speak to their struggle, but what I can speak to is there's a lot of turnover and this industry, so manager, sales manager specifically, are almost always training and teaching and retraining and I imagine it's fairly exhausting. So when I sat down to plan out this video and to plan out you know, what are the what are the problems that sales people see. It was actually my manager that suggested this for for number two, and I couldn't have agreed with him more. The I think they're there, can often be tensioned, whether your social media savvy and really trying this personal brand route or if you're just traditionally moving along in the car business. I think they're the inevitably there's tension between salespeople and management, and so what I've really thought over the years and what I've seen experience personally is really committing to my store, to wrestler motors...

...and to Toyota has really shown management more than I could have ever told them how committed I am to staying at the store, to selling and bringing value to my customers and really just really showing them my buying and my commitment. Do you think that that is a main problem these days with turnover, is that there isn't the right balance between, you know, employee showing their buying and commitment level as opposed to management also kind of meeting in the middle and not showing their buying and commitment level? I think so. I think we're in an interesting point in the automotive industry. We're still getting a lot of people that have kind of bumbled into it as maybe stumbled from another profession into selling cars by chance. Maybe they don't understand the opportunity that I think exists in the business and and maybe these gentlemen that their own management have been in the business for twenty years, are confused by the Internet, are frustrated by lat traffic being down, are frustrated by things like true car that they don't understand. So so there's all kinds of, I think, miscommunication that really just builds to tension on the sales floor in the middle of a deal. Can you because I think you know, in my own experience and just my own observations, something that hinders, well, I guess, majority of people from taking massive action is focusing too much on the how of the action they'll take in instead of what the actions are that they'll take. You know, and what you said really resonates, because I observe this all the time working with our clients. You know, you see managers going Holy Crap, you know, lot traffics down sales or down leads or down trafficks down. What do you say to the sales professional that wants to approach their manager to say, here's how I'm going to help things out. Do you know what I mean? Like, what insights can you provide that? You know there's somebody kind of nervous right now because they know they need to be doing this, but they also know that they need to get buy in from management. What are they going to say to their management to get get kind of a net the ball rolling? You know, I would say never be too confident in it, because I think bravado in our industry can never do do well. Just just really trying to explain. Hey, there's some people seeing some really big success, whether it's at least kept heart when she was at sunset Honda, or me or Robert when he worked for Honday. There's some people that really saw some huge success from this. You know, this is something I'm willing, I'm really willing to try out and I want you to know that. But, but otherwise I wouldn't involve them too much. My big saying in the business has always been asked for. What's the saying? Ask for an easier? It's easier to ask for forgiveness. that it is permission exactly, and that's what I did a bit with my personal brand. I just I went for it. They had a vague idea of what I was doing just because I was on the lot with a video camera, but I never...

...said Hey, what do you think about this? Will you proofread this blog post? Will you? You know, that was really never anything I did. I really wanted to show them much rogue. Yeah, yeah, I wanted to show them that it worked first. Cool. This leads us to your number three problem, which is differentiation. Hmm, what can you say? What, what solutions do you have 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 that sales people face. They may just not realize it right. They think that they're getting tire kickers or you know that it's the customer's fault and he was so silly to a fought from down the road. But but what we don't realize is that we're really responsible for this person standing in front of us and forgetting the people in front of us. And differentiation, I think, has so much to do with personal branding. I think it's being able to share a message on platforms that, again, are completely free. Really gives the opportunity to have trust begin begun to be built from customers. You can start sharing a message about your store, about your product. You know, your commitment to why you're selling the cars that you're selling. Maybe try and share some personal stories, you know, and and enact some storytelling to build build trust, and I think it's the biggest way that you can get your face in front of people and really start to get more business so that they're not even considering going down the road. Sure, and do you think that? You know the mindset needs to be different. I mean, undoubtedly your commitment level is not like, Oh yeah, I work over at wrestler. It's like, no, I'm an automotive sales professional at this dealership. I'm so proud to work their. You know what? What allowed you to connect with your dealership in that way? Because, I mean, let's face it, I think a lot of people are just nine to five ors, like hey, show up, get the pay check, kind of meet the quota maybe and then go home. Where did that shift happen for you? Because it happened. It happened to beginning when I started the personal brand and at 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 a personal brand is sit down and make a list of reasons why you work at the store you do. And sometimes they're they're not, you know, sitting right up front, you've really got a dig for them. But once you highlight those and really kind of commit to the store and to the product that you're selling, you can garner enthusiasm that will will sell you cars, will do you world's good in regard to views on Youtube. You mean enthusiasm, I think, sells more than any well dressed you know, gentlemen, how you know? Here's an interesting questions that just came to my mind. You're obviously not the...

...only sales professional at that store, right. Do the others embrace, you know, being in your under your influence, or is it, you know, is there is the opportunity, as big as it is for sales professionals, to really differentiate, because not everyone's going to do this stuff. You know, I would think that the same things happening at my store, that's happening at all the stores. Even though they're really close to me and they understand that it's been very effective, they are not willing to take the the extra steps and there is some effort involved in making videos and thinking about that's the good news. Yeah, all of this so huge. Nobody wants to do it's easy that. I talk these sales got people every 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 you to push through because there's no competition exactly. And I mean I think it's a lot harder to sit there and wait than it is to make a video. By the by the end of five minutes of me watching the lot and sitting and waiting, I'm going broke in my own mind. I'm it's terribway putting it. I'm just I'm ripping myself apart and I may start, you know, in a great fantastic mood and have had the best coffee that morning, but that idle time really proved to be really, really bad for my psyche, and so I just I can't imagine, I know that a lot of car salesmen have a fair amount of downtime and I can't imagine that everybody you know wouldn't want to do this and just stop, stop the madness in that happens when we have to sit and wait. It's it drives you to psychosis. It's like sitting in a rock I mean, and you know these people go home at the end of the day and they're like man, that was such a long a and wow, I'm so tired and yeah, Daddy Ada, you're going. Well, what did you do, dude? You you it was like sitting in a rocking chair. Let you know, lots of movement back and forth, but you actually didn't move anywhere. And so I like this concept because it's like hey, you know, just take action. You know, like, like we talked about in the beginning of the show, there's like two hundred and twenty some odd thousand car sales. That's new car, that's new come, that's just anyda. Yeah, that's new car. Two hundred and Twentyzero plus new car sales people in the United States alone. There is a ton of clutter. But you see individuals like Laura, like Robert did, like at least did, who are making a keyword, operative word, making a positive impact happen on their career, their life, the dealership, the community by doing some simple actions that are, you know, helping her and and helping her brand. Just really progress. Laura, thank you so much for being on the show today. So many a actionable insights. Those of you listening in can...

...get the list of problems and solutions that we talked about in this in this episode at triplew Dott the dealer playbookcom forward slash. Are We thirty six? Yeah, thirty six episodes into the dealer playbooks or triple w dot, the dealer playbookcom forward slash, thirty six. Hey, Laura. So you know, I I imagine that lots of sales people have tons of questions for you on a regular basis. How can those listening and get in touch with you? The best ways are on the social mediums that I'm already on most of the time. So you can find me at twitter at Laura drives, you can go to facebookcom Laura drives and you can check me out on youtubecom Laura Madison, wrestler, and of course, the message me on any of those platforms and I'll likely see it right away. And Robert at that's wrestler. Are ESSL ARE NOT WR as? Hey, there it is. Thank you so much for being on the show today. It's been absolute pleasure getting, I know, you here for a few minutes and that and love the information that you have. Thank you, guys, so much. I appreciate it. All right, take care, okay, and right there you have it. That was Miss Laura Madison. Mike what I thought? That was great. She's got a lot meet me, and her too. Peas in a pod man. I could talk with her for hours. Dude. Right when she started talking iphones and doing video, I was like there it is, two peas in a pod preaching of the choir. But it's a true like being contacted different sales people hitting you up all the time, asking you'd like the most things that they think are important but aren't, like the whole kind of microphone you use, and what are you doing to do this, are you doing to do that? HMM, Yep. She had a ton of cool information about just, 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 sales meeting, I'll just take a little bit of time and just crank out another video. And that's because she's built up this momentum and it's just really had a good, positive impact for her. You've heard me say that a lot, but that's really what it is. It's an it's a positive impact, it's a change, it's a shift. She's doing these fundamental things like you did and like a lease did, and you know other rock stars like Mike Davenport and Charles Cannon and you know Michael's Vaboda. They're all doing these things and they're noticing results. I mean, you know, Laura is one more sales professional who's added her name to the list of those that are, you know, taking action to see results. And I mean the thing is is they're taking control, and I've said this before, because whether you're actively building and and and nurturing your personal brand or not, you have a personal brand, whether you're you're building one or...

...not. You know, it's what people think about you before actually having an engagement or experience with you. So now that's these people are just taking control of it and controlling the perception of what people that have not had an engagement or an experience with them what they'll think about them. Yeah, and you know, and we kind of addressed you know, that's so that's so important. So crucial. I'm glad you brought that up because, I mean, you look at the things that people fear in life and it's typically things that are out of their control. You know, they fear death, they fear getting sick, you know, they fear you know, all those sorts of things. But but you know, you're you see a group of individuals at say well, okay, those are out of my control. What is 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 guys did, and so I love that concept that you bring up, which is hey, I've got control over this, so I'm going to take control because it's mine. So super, super good episode. Hope you got a lot of valuable nuggets and power bombs out of it. You can check out the show notes where we're going to link you up to some valuable resources, like Robert Wiseman's ultimate video guide, which is going to show you, you know, that the tools and resources you need to, you know, create video and get started doing that, tripled w dot, the dealer playbookcom forward, slash thirty six. We're also going to link to Laura's social profile so you can get in touch with her. But again, thanks so much for listening. In hope you guys have an incredible New Year. We wish you guys the best.

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