The Dealer Playbook
The Dealer Playbook

Episode · 8 months ago

Micheal Burt: Grow Your Car Sales Customer Base



Micheal Burt is an acclaimed business coach, author, speaker, and leader who has amassed a following of monster producers and high performers. In this replay episode, Coach Burt shares how car sales professionals can become people of interest in their communities -- a topic that is hyper relevant to the modern automotive retail landscape.

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...the car business is rapidly changing, and modern car dealers are meeting the demand. I'm Michael Cirillo, and together we're going to explore what it takes to create a thriving dealership and life in the retail automotive industry. Join me each week for inspiring conversations with subject matter experts that are designed to help you grow. This is the dealer playbook. Mhm, Mhm, Mhm! We're sitting down now with the man, the super coach. Mr. Coach. Bert, Thank you so much for joining us on the dealer playbook. Absolutely. Man. The dealer playbook. I'm excited to be with you, man. I appreciate you guys. I appreciate Robert, listen to my books and read my books. And you guys having me on I'm always honored to get out there. And you got a phenomenal fan base. And I'm just excited to be with you today and And you know what A what a phenomenal opportunity is to sit with an actual real coach talking about the plays in the playbook. So, you know, that's kind of where I want to get started with you today. Coach is, uh I mean, you go from coaching championship basketball two a life coach, a business coach. A freaking juggernaut powerhouse in the business world. How did that happen? What did that look like for you? What made you go from coaching basketball to where you're at now? You know, I think people have a unique ability, some superior skill set there many times, given very early in life at birth. And and for some reason I was given a talent of the emotional and psychological side of winning. You know, I really understood how to touch all four parts of a person's nature the body, the mind, the heart, the spirit and so early in my coaching days, man, I was teaching all of this success stuff to my players. I was teaching them the seven habits of highly effective people and the principles of good degrade. And I was doing this with 14 to 18 year olds, and we begin to win... many games that people began to ask me, you know, what are you doing? How are you winning? How are these players so competitive? And I said, Well, I'm really, you know, teaching them all of these things from the business world. And it became so popular. People began to ask me to speak and will you come talk at this and be at this banquet? And so I really liked it. I wrote my first book at 25, and that's really when big corporate America and people begin to see me in another like that, just a basketball coach. They really begin to see me as this motivational guy who understood how to take a group of people and get some serious results with them. Okay, so and this is something I find interesting just on that topic about teenagers and all that sort of stuff. I mean, there's so many people on the planet right now that complain about this entitled generation we have. But I think I think everybody has potential for greatness. And I love what you're talking about. How you're catching them at a young age and impressing upon them. You know, these these principles of success that they're not gonna or that they wouldn't traditionally learn in the school system, I think is pretty powerful. What What we find now leading into my question here is, um you know, a lot of young people, a lot of millennials in the car business. Um you know, Robert and I hear from them almost every day. They send us emails saying, Hey, I'm brand new to the business. I want to make a big go of this. I want to. I want to do things differently. What do you say to these individuals? Where do they start? What's the what's the number one? You know, I guess Coach Bert Day one. You know, business one on 1. What's the concept that you you wanna and ingrained and or impress upon their mind right out of the gates? Well, here's a big mistake. I think millennials making I've got several on my team is that I think they go for the money versus the mentor, and that's a tweet a ball right there, by the way, they go for the money versus the mentor, and what I mean by that is who's coaching you matters, okay, And so the reason I came to the concept of the greatness factory my training facility in Tennessee is because people would ask me, what did I do with those kids... get them to play at that level? And I'd say, Well, we kind of got our own little greatness factory is. We take kids from all walks of life, all backgrounds and socioeconomic backgrounds, and we put them into our system and 5.5 hours a day for four straight years. We coach their knowledge, their skill, their desire, their confidence and then we pump them out. On the other side is winners. We're inner engineering people to win well, what's happening in our country. So a new person goes to work at a car dealership. They don't have a little greatness factory. They don't have a person coaching them every day. They don't have a person developing these things, so they're really left to learn it on their own. And that's why I suggest that a person that comes out that's ready to start and he is to first find a great mentor that will pour into them every single day. I think about the guy, my sales guy, he he was working for me three different times. He spends 3456 hours a day with me and I'm just pouring everything I've ever learned into him, which is accelerating his opportunity to be successful. So the young people that go out there and try to make it on their own. They don't have a coach. They don't have a selling system. They don't have a good follow up mechanism. They don't know how to take current customers to advocates. They don't have anybody coaching them, so they what they do is they flounder around for years until finally somebody walks into their life. That helps them manufacture their own greatness. So I would go for the mentor first versus the money. I love that, and it's a tweet double that's a treatable right there. And and I love that because, you know, um, one of one of the things I learned One of the things my mentors taught me is the first thing you just need to know who to listen to, right. But in your, you know, approaching it from your vantage point, what should somebody be looking for? How do they know who to pick to be their mentor? Well, not all people want to be mentors. There's been people in my life that I sought out to be a mentor that had no interest whatsoever in being a mentor. To me, a mentor is so I put these categories in different categories.

There are different than a coach. A coach is a person that most likely I'm paying that is going to engage me in a set of systematic and consistent behaviors that allows me to do something tomorrow. I cannot do today. A mentor is a person who's been there and done that, and they're gonna give me wise counsel. I'm going to go to them when I need something there. A trusted advisor. They're gonna walk me through a difficult decision that's a mentor. And so the first thing you gotta know is you may pick a mentor, but if they don't have any interest in being a mentor, then it's never, ever gonna work. And and I think this is big. A lot of people say, Well, you mentor me, coach Berg, and I'm like, Well, what does that consist of? Are you going to show up because I'll coach you all day long? If you'll show up and be here and be consistent, I'll coach you, okay, But But But the first thing I think people got to do is find somebody that's interested in being that mentor, you know, I want to be it makes it tough and, uh, less enjoyable if you got Crowbar, the information out of the person, and if they don't want to be a mentor, I mean, that's pretty much what you're gonna do. You have to pull it out of them to get anything from them. Yeah, and it's not a good relationship. You know, I hired I hired a guy last year two years ago to be my enterprise coach. I paid him a lot of money, But the reason I paid this guy to coach me and mentor me in that scenario was because he bought a company at five million. He built it to 100 million, and he sold it and he cashed out and made a fortune. Announced a $500 million dollar company and and that year he coached me in one very specific area. How to take Michael Burt from a solo preneurs or single individual person to an enterprise to Michael Burt Enterprises, where it's scalable, where it's repeatable, where we could sell it in the future if we wanted to, and I needed the coach in that specific area. So, you know, back to your question, Michael, where I go after is I go after mentors in a very specific niche. Like, how do I build a national brand? How do I build a personal brand? How do I scale a company to $500 million? How do...

I do? How do I get involved in real estate? I need a very specific person to teach me that. Typically somebody who's done it. Yeah, there's not a one of those, uh, Like random store somebody wants, you know, that has everything. You know, you don't go to a coach to learn personal branding how to go to 500 million. You know, you go to them for for the specifics that they've done and you want to do basically mhm. That's right. Okay, so, I mean, this is power stuff right here for those of you listening in. I mean, you got to be paying attention to the coach here because this is the playbook for building a powerful, uh, you know, success system for yourself and for your for any business you build, whether it's your own, whether you're not a motive, procure whatever it might be with that coach, let me ask you, um, So you've got mentors. Now you've got a variety of mentors, um, in in specific, you know, areas that you want to really progress in. Where do I go from here? What is a person of influence? What does that mean? How does that apply to a car sales professional? I mean, especially in an industry that's got this negative or just hovering over it. You know, people just would rather, you know, jump off a cliff chewing on tinfoil than deal with the car dealer. How do you How do I You know, let's say we're talking to me and I'm not in car sales or anything like that. But how? How does one become a person of influence? Well, I want you to think of a person of influence, a person of interest as a person that that is very attractive to the market. It's a person that's in demand. It's a person that has certain ingredients. So in my town, you know, 200,000 people where I live. There are car dealerships all over town, but there are certain people that became the car dealer in town. It's like a dealer of interest, you know, it's a person that has certain skill set. So let's see what skill sets they have. They have knowledge, are considered experts. They know everything about the automotive industry. I mean, everything. They've got skills, they're unbelievably at disseminating what it... They know they've got passion and desire. They've got deep conviction for what they do versus just someone who wants to make a little money on the side. They've got confidence. Their true professionals. They see their profession is no different than a doctor or a lawyer. These high esteem positions out there in the market. They've also got incredible likability. That means they've got good engagement. They got good energy. They've got deep networks. They know everybody, they're highly visible. They're seen about town with lots of circulation, and they've got some free prize. This is something. In addition to that, I get that I never expected. And this is one that a lot of people don't get. So I get that I can go to a car dealership, buy a car. So what? They may not ever follow up with me. They may never call me back. It may be an okay experience. I drive a BMW and they call it the ultimate driving machine. I've got two BMWs, a white one and a black one. And I would tell you I drive the diesel. It's it is the ultimate driving machine. And, uh So here's what I look for, though. Did the person from the BMW dealership that sold a two BMWs about the way at one time did they ever follow up with me? Did they ever get involved in my life? Did they ever come back and show me new versions of the BMWs? Did they ever send me anything? Did they ever invite me back to the dealership? Did they ever try to get any referrals out of me? And you know what? The answer is? No, no, to all of those. And so I'm sitting there going, man, we bought to $70,000 vehicles. You'd be a gold mine clients. Coach. Burger boy. Yeah, that's what I'm saying, man. Better get on the horn with Coach Bert. And you know, I got $100,000 Mercedes sprinter that I travel on and and I'm sitting there going What? I can't get it, man, cause somebody spend $70,000 with me. You better believe, man. We've got people assigned to them. We've got people calling them every week. We want to be a person of interest to them. Because here's what we got to remember. Guys like gravitates toward, like, association breeds assimilation. So Coach Bert runs around with other people that have similar interests.

People that buy my coaching programs have similar interests. They see what I drive to the office every day. They say, Where did you get that car at? Man? I'd like to go get me one. So most Auto dealers get a bad rap because of this, they don't treat themselves like professionals. No one. They don't follow up like they should. They see it as transactional versus transformational. And a and a person of interest is in the transformation business. Okay, they're never in a transaction business, So I'm interested in taking you and not just the first deal. I'm interested in us having a long term relationship where I'd take your energy from low thoughts to high thoughts. And I'm your guy forever. That's what a person of interest does. Nice, nice, nice. Yeah, man, you'd be a person of interest to me if I was selling cars. Still, absolutely. Is that you'd be a good referral network to absolutely, man. I see thousands of people a week, you know, and, uh, I just don't understand it so hard for me to comprehend how you could sell a person that that big of a purchase and they don't ever follow up with you just baffles me. Well, what about this? What about? You know what else? I don't know what else they need for to be a person of interest. And this comes from your playbook. Coaches Swag too, right? Mhm. Yeah, They Yeah, swag is a book I wrote a small book I wrote that had a big impact on a lot of people. And I wrote that book because I believe that that confidence affects all seven billion people on the planet. And it's either your greatest asset or it's your greatest liability. You know, it's either adding or subtracting. Confident people take risk and opportunity. Insecure people want comfort and complacency. They're always contracting. They're always retreating. And so a person of interest notice that fourth ingredients of confidence. So so a new word for confidences. Swag, you know, is that you've got this internal knowing and belief that you can create or manifest something. And so I'm attracted to people like that. Uh, you know, when I really get down and I get tired, I watched the Tony Robbins video of him on Oprah Winfrey, preparing for one of his unleash the power within... And I watch how he prepares. And I watched that there's 4000 people coming to watch how he gets his mind, ready for what his body is about to do. And it reminds me, man, I am a person of interest. You know, people are counting on me. They are expecting me to deliver the goods over and over and over. And when you can affirm and validate that in yourself, you first have to want to be a person of interest. I've never met a lazy person of interest. Guys, you have to work hard at being a person of interest. Yeah, so your your job isn't selling cars. Your job is becoming a person of interest. It's your personal brand, and it's it's applying those those four ingredients that you just talked about. Yeah, because the bigger your person of interest score is Here's the deal. You can dominate A local market. It's a lot harder to be a person of interest in New York City with six million people than it is in a market with 200,000 people. So I believe in these mid major markets 200,000 people are below man, you can completely saturate and dominate the market. And and so people ask me all of the time, this would be a great you know, for you guys to think about. They say, Well, if you were in the car business, what would you do? Or if you were a real estate agent, what would you do? You know what I tell them exactly everything I'm doing right now. I would write books. I would have my own show. I would do my own podcast. I would be. You know, I write an article every week in our local newspaper. We put out yard signs all over our city. Everybody needs a coach in life. We just completely saturate and dominate this market. If I was in the car business, I would do the exact same thing because I do believe money follows attention. I do believe money follows energy. I do believe money follows a circulation and activity. And so if you're really good, here's the problem. No, not enough people know it. People of interest are known. They're famous, they're celebrated. They are people that other people are interested in. Okay. And so we got to give them something to talk about. Yeah. Is that sometimes? And in some cases, do you...

...believe that visibility will trump ability? I've got a I've got a coaching client right now named Tommy Davidson. And, uh, he read a person of interest. And he's done all this stuff as a real estate agent. So he created his whole brand. Good time, Tommy. He's writing a book. He's got his own show on my network. No other real estate agent has done this because he believes it is all about status, status, sales. And so he believes that people just go out there and pick any random Joe to really to represent them in real estate. So if he's better known, he believes that they'll pick him. So it's created a lot of buzz in our community. A lot of people for and against its created. Even some controversy But here's the deal. His belief is that that status, sales and if he believes that if you can get more attention than many times, it does trump ability. Now here's what's gonna get you. Robert is, let's say you do have all this hype and people do sign up and they do come to you, but you're not very good. What happens is you get somebody one time they become a lukewarm or passive customer and you lose the lifetime referral of that consumer. And so it's almost a concept of it's not who you know. It's what you it's not what you know. It's who you know. I would add this when you get there, you better know, because once people do do business with you, they won't come back or refer you if it's a big flop and it's all marketing buzz. Yeah, but But even if it is marketing buzz, well, then you should at least be teaching that absolutely no, because you are good at it. If you were able to get people to yeah, no doubt. Person of interest, you know, people. I wrote it on a premise that Jim Rohn said to attract other people. We must become attractive. So what is it about our business that's attractive and what's unattractive? I think when you go to a car dealership, what's unattractive is a vulture sitting there waiting on me to pull in to attack me. When I first get there to try to sell me a car that's unattractive. So how can we solve that problem? You know of making...

...that me putting my defense mechanism up? How can we be more professional about it? How can we schedule appointments? How can we do things like real professional businesses? Do them and and it's what we gotta do is look at Here's what's unattractive about buying a car. Another thing. When I bought these two BMWs, it took six hours, six or eight hours to do this. It freaked the finance person out because I bought two at one time and she she, you know, blew her mind. And I was like, Is this never happened before in the history of BMW? Somebody walk in and buy two of these, and so what should have been a great experience was just an okay experience, and I'm sitting there going man here. If you want to do this right? Instead of it taking six hours and it being miserable, let's pull it down to an hour and a half. We get to the car you want at the price you want, and we do it in an hour and a half. When you sit in this nice, luxurious place, we handle all the details for you. We get your cookies will get you a sandwich, would get you whatever you need, because you're spending $140,000 at one time with us. So whatever you need, we get it. Why don't we take care of this? And I think people need to really think about that. Even when the service comes. When you go back to get it service, you know, What do they do? Do they have anything to eat there? The last time I took my BMW back had to walk across the street to get food, and so I'm walking out in the end, you know, on the interstate to try to go get food. Hey, have the food there, man. Let's let's just start thinking about how we can make it great. Be the best at what the customer wants the most. Okay, and they want convenience and speed. You don't show them if if you're panicking because you're writing to deals at one time, don't let the customer know It's about to sort of 1:40 and you're confused. But you know what? That's really that's what. And for me, it all comes back to what you said earlier, Coach. It's all about you know, you you not not just focusing on this transactional relationship, and I think that's one of the biggest mistakes that we face right now is we're so concerned about going straight to the cell that the relationship doesn't expand beyond that and that that trickles down and... see all these breakdowns in the dealership it takes too long at. It's not a very good experience because they're not thinking right now. Today, how do I become a person of interest there, thinking, How do I make money to make ends meet today? Yeah, and I think that's a great point, Michael Is that Is that the biggest challenge when the biggest negatives to people is temporary thinking short term temporary thinking and you guys could tell me this because you. You know, you know this industry that the auto industry better than I do. But in the real estate industry, and I coached thousands of real estate agents, here's what the stats tell me. You guys tell me what the stats are in your industry for everyone. Deal done. If it's done properly, If it's done really good, if there's a free prize, if it's exceptional, if we exceed expectation that one deal should be worth 5.7 referrals over the lifetime of the customer. Okay, so you should see every real estate transaction as six potential commissions. So, having said that, what if I turned around and told you that 98% of real estate agents never call a customer back once they put them in a home? And the number one reason people don't refer their agent is they don't remember their name. So So this is supposedly the largest financial transaction of your life. They'll tell you that on the front end. When they sell, you let me help. You could take six months to two years with the largest transaction of your life and, oh, yeah, When it's over, I'm gonna be so uh, play such a minuscule role in your life that you're not even gonna remember my name. Okay, So what are the stats and the auto industry? Is it something similar to this? That's a good question. Um, I actually don't have a hard set. I know from my experiences. That's how I would always look at it. I always thought about when when somebody would come in and they were that grind e, um, price oriented. Never wanted to, uh, they they were making it harder than it than it than it should been that it could have been. It's like, man, listen, I know I'm not gonna get any referrals out of you. Like I'm not interested. I'm not interested. If it's only one deal, I...

...only see one deal, and yeah, I'm not interested. Yeah, but you know what brings up? It brings up a good point, though, to Robert, because most sales people in the car business think about this one sale and oh, man. Now I gotta bump and grind, and I gotta hustle like like like nothing else next month because I sold the vehicle this month, and now I got to create all these fresh opportunities, and they're not thinking about this. Almost this residual effect of of, you know, treat this customer with with an incredible experience and that actually turns into a residual income opportunity. Well, yeah, and they burn it, they burn. They burn a big time on the fact that, like when its a married couple that I think it's, like 16 over 50% that that the spouse will be getting a buying a car in the next three months. Yeah. So when you think about this, I look at different industries. They tell us that the average person will spend $75,000 over the course of their life. I'm in furniture, You know, from the time they got there. First bedroom suit to the time you know they're older. So if you're in the furniture business, how much of that would you want? You say? Well, yeah. You say, man, I want all 75,000. So so here's the deal. You know, uh, you know, I look at the swimming pool. You know, I put a swimming pool in at my house. Two typical swimming pools are between 50 and $80,000 depending how you know expensive kid, Or how do you live in Tennessee? Was that river pools that put that in for now? It wasn't river pools, okay, but But But But, you know, I think about this because I was in a subdivision where they were building other swimming pools and I was the very first one. So every person that put a swimming pool and came to my house and knocked on the door and they said, Coach Bert, can we look at your swimming pool? And I'm like, Sure, man, come on back and look at it. And then then they asked the million dollar question. Who put this pool in? And then the second question was, Would you use them again? Now let's do the math on that. Since then, there have been nine other swimming...

...pools in our subdivision. If I say yes, I would absolutely use them again. That's nine times, let's say 50,000. That's $450,000 new dollars that comes into their company. If I say no, that's a potential loss of $450,000 to their company. So one customer okay, in that scenario, me could have brought the company almost 500,000 of revenue. If we do a great job, if we service it correctly, if we exceed our expectation and that's that's the short term people thinking people don't think of one car could be six cars, you know. And so when people come to you, you need to always remember that every customer is one of four types. They are a passive. That means they did business with you. They could take it or leave it. There's no referral there that you did make money off of them, but it's one time or they're a detractor. They did business with you. They didn't like it. So they're telling other people about the experience or they're an excuse me, a promoter. So they're actually talking. Sure, I call it chirping. There's a little bit of chatter. They're saying positive things about you, but they're not fighting for you in the market. And the fourth customer, the kind I like are called advocates, Man, those people out there fighting for me, they're out there stepping up. You know, Robert, when you read my books and listen to that man, you were out there fighting for me. You're like, Man, you gotta get this book. We gotta have this guy on the show. That's an advocate. Okay. And depending on how I do on the show with you guys today, you'll walk out here and go. You know, guy was passive. He was okay. It was, you know, pretty good or man. That guy was good. More people need to know about that. And that's the kind of experience I'm interested in creating is to the level. You know, I went to see Tony Robbins a few weeks ago in l a first time I'd ever seen him. The guy went for 12 straight hours on day number 1. 12 straight hours. He didn't take a break to use the bathroom. He and I'm sitting there going, like, how does he do this? I mean, so you know what he knows. People will leave there and tell that story. That man,...

...this was four days, 50 hours. A guy went 12 hours on day one, and then you walked on hot coals. Then you walked on fire at 3. 30 in the morning. And so So he what He's figured out to build a $500 million company Is this This experience has got to blow people's minds. Mhm. Yeah, I'm finishing Writing? Yeah. I mean, yeah, I'm just sorry. I'm I'm writing notes. That's something that happens. It's what happens. We say that every episode, like, hold on, we're taking some notes here. You know that? That is some powerful stuff. Coach. In winding down here. I wouldn't mind you just talking a little bit because I know our listeners are going to be our thinking. Okay. How do we How do we hook up with this guy? Um, you mentioned earlier the greatness factory. What's that all about? What? What, what? What is that program like Or that variety of programs, Um, for those that are interested in connecting with you. Yeah, man, I'm telling you that story winding down, man, I'm just getting cranked up. I thought we're going 12 hours, man. Uh, we definitely could We break it out into four segments. I'm here, baby. I'm here. Let's go the distance. No, The greatest factory is a concept I created and thank you for asking. It's a brand new concept I created and I created for this reason. I believe at some point in everyone's life, they make a decision either through pain or potential or a role model or some pivot point in their life that they want to pursue greatness. They want to become great at the personal level. Some people make it early. Some people make it late. Here's the problem. When you make that decision in your city, where do you go? You typically you do you do what I did. You spend a couple $1000 and you fly across the country and you walk on calls with Tony Robbins, and that's a three day event. And then it's over, man, it's over is great. But then it's over. So I said, that's a problem and what we did is build a greatness factory in our community. My goal is to have 50 all over the country. This is a place when Robert Wiseman makes a decision to become great in his life, he says. I know exactly where I'm going. I'm going down to the greatness factory,...

...and we have programs for entrepreneurs like Monster Producer, which is a wildly popular program for for entrepreneurs that want to be legendary creatures. We go into that real quick. The monster. I like that one. What's the What's The monster producer? A monster producer is a legendary creature that combines multiple skill sets to dominate a market. Okay, and so what we've done is created a three year, highly intensive coaching program. It's one year at a time, renewable at the end of every year. And it's it's for people who absolutely want to dominate their markets. They want to be monster producers, so it meets every month, two hours a month, either in person or online. We have people all over the world in the program. They get personal coaching for me and my team. I do all the sessions. They have accountability, and then we give them the structures they need to go out there and build a big time business, build a scalable business, build a business they can potentially sell at some point. And and so that's what monster producer is, and there's Probably 50-60 people in that program right now. They pay almost $5,000 a year to be in that program at 399 per month, and we do it month after month after month. So I try to keep coaching programs affordable, cost effective, and you can literally sit there and watch the program anywhere in the world. So we have programs for entrepreneurs like monster producer. We have a person of interest mastery where it's a two day experience with me, where I walk you through the book person of interest and show you how to dominate a market. We have the Cheetah school of selling, which is my selling academy around our book Zebras and Cheetahs and our legacy selling. And then we have a new program called Talent Supply, where we take your people, and in a very concentrated 90 day window, we get them talent ready to produce. And I do see car dealerships interested in this program because, like the eggs, the farm system Yeah, it is a farm system. So you're gonna send them to us for 90 days? We're gonna put them through intensive coaching 2 to 3 hours for three days a week. We're gonna teach them a selling system, how... service, and we're gonna teach them mindset how to prepare how to plan, how to attack a week. We're gonna give them back. It's like sending the dog to the dog trainer, right? You know, and that's what it is. So that's yeah, and we do all of that at the at the greatness factory, so you can go to my greatness factory dot com. You can see all of our program. It's all online and in person, so we can really sell it to anybody in the world. And that's that's my ultimate vision for scaling. Uh, Coach Bert is that we do have these greatness factories all over the country, not just in one city we got in our first city here. And if it's successful, we'll scale these into other markets that I'll eventually either franchise or I'll own all the factories and then we run. But the training will come from me, comes from watching my mind, what's in my books, and then we pump it out to the market. The other places just go to coach bert dot com, which shows you all the books I've written. We have 10 books out of the market. I do do a weekly show on the Greatness Network with our own network linked to all that goodness, and they're definitely in the show notes. Because the show you all you, this type coach, Bert man, Coach Michael Burden. You can find it. Mhm. Yeah, I'm Michel Cirillo, and you've been listening to the dealer playbook. Podcast. If you haven't yet, please click the subscribe button wherever you're listening. Right now, leave a rating or review and share it with a colleague. Thanks for listening. Mm.

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