The Dealer Playbook
The Dealer Playbook

Episode · 2 months ago

Nathan Hays: The Power of Relationship Selling

ABOUT THIS EPISODE

[REPLAY from episode 92]

Nathan Hays is a car sales professional who has risen to the highest level of the game by building local community relationships. His popular hashtag #AskForNate has become a staple among his clients and has helped generate new car sales opportunities through repeat and referrals.

What we discuss in this episode:

  • How Nathan went from a greenie in the carbiz to being nick-named, "The Mayor of Carville" by his colleagues
  • How to avoid disappointment when selling cars
  • The math and science of becoming a top car sales pro. It's a numbers game. If you take the time to identify how many people you know, the more you should start to see how many acres of diamonds are sitting in your prospect pool. This is even more important in today's car sales climate where there are shortages. Your community must think about you first or you lose.
  • Car Sales Success is a Recipe. When it comes to selling cars and becoming the Mayor of Carville in your commnunity, it's the truth! Success is a recipe. Often car sales people want fast results and are unwilling to put in the effort to see long-term gains.

Like this show? Please leave us a review here -- even one sentence helps! Consider includi ng your LinkedIn or Instagram handle so we can thank you personally!

Thanks, Nathan Hays

If you enjoyed this episode with Nathan Hays, please let him know by clicking on the links below and sending him a message.

...the car business is rapidly changingand modern car dealers are meeting the demand. I'm Michael Cirillo andtogether we're going to explore what it takes to create a thriving dealershipand life in the retail automotive industry join me each week forinspiring conversations with subject matter experts that are designed tohelp you grow. This is the dealer playbook. Yeah, my guest today is Nathan Hayes, he isthe mayor of Kerrville. That's how everyone's going to think of him afterthis. You're gonna hear his journey from starting in the car business sixyears ago to where he's at today, where people are referring and he knowspeople in the community and guess what people that are in the community aresaying, hey dude, when are you going to run for actual mayor? Mr Nathan Hayesman thanks so much for joining me on D. P. V. Hey Michael, great to be here,love the show. Long time follower and listener and I'm truly honored to behere. So I'm jacked up cool to have you on the show today in this topic thatwe're going to be discussing um is very timely, especially since the Gary Vepisode um which you in fact are following. Um Gary gave some someinteresting insights into what sales professionals can do specifically to umyou know, expand their market or dominate their market, which is whatyou are going to give us the tips on today, which I'm looking forward to.But before we get into that I want to just turn it over to you for those thatare are maybe this is their first exposure to the mayor to. Mr Hayes tellus a little bit about yourself, your career, your journey and automotive andthen we'll get into the tips tricks and strategies. Sure. Well the mayor, uh,was a pseudonym or nick name came up as a joke about three or four years ago,I've been in the car business now for almost six years and uh, really had nosales background before, just kind of been a home, home body went away, moveback and all my coworkers are like me and so many people know you everywherewe go, we go out to lunch, you know, you work late, you're here and then allthese people just keep coming and asking for you like, you know everyoneor I know a couple of people and you know, you know, 10 times that many oryou have a ton of facebook friends are, you know, whatever else. So that's kindof always have been an inside joke. I work at a Jefferson city Auto plex, wehave a Hyundai store, Nissan, Honda and Kia and I'm very blessed and very luckybecause I can sell out and under those four rooftops. So I have a competitiveadvantage because I got four great brands. We also have a large selectionof used cars and uh, it's really allowed me to make a name for myselfwhere I live and even in our market, you know, it's funny as you're sayingthis to, I mean, I found myself in the same boat as maybe some of your coworkers or whatever where they're like, man, I don't, I don't feel like I knowanybody. And so, um, I think it's...

...important to note though, that if youactually sat down and you started making a list of everyone, you know,and maybe maybe you don't know them by name, but you associate with them.Maybe dude, maybe it's your, your barber. I don't like your whatever. Thefavorite bakery you go to the deli 02 and you just made a list of thosepeople like, yeah, the person you would fill up a piece of paper pretty quickly.Yeah. So when I was growing up, all my guy friends like hanging out with mebecause I remember everyone's name. So like at high school unions, I'm popularbecause I remember all of our classmates, uh, I think I have fourthousands on facebook friends. If you rewind back two years before I reallystarted hyper networking with a lot of people in the car business. I meanevery single person, it was a joke at work. Every single person that I'mfriends with on facebook, I could tell you who they were, how I met him whenthe last time I saw him was maybe, you know who they're married to or dating.And it's not like I like creeping people just like, It's like, uh it'sthey have a segment on 60 minutes where they say, Oh, where were you December 5,2010. And people can remember what they were or where they were from or wherethey were living, what they did that day. I can just remember that withnames and faces. So that is an advantage for me. Um but at the sametoken, it's kind of a double edged sword because then people kind of thinkyou're creepy. Like how do you know that? Or how do you remember that? It'slike, I don't delve in to people's lives. It's just was now with socialmedia being so big and text messages and phone numbers and whatever else. Uhwe'll be in college and college, all my friends wanted to go party with mebecause I knew all the girls and I never just kind of in passing or gotintroduced to him and I would actually act like I didn't know people becausethey would be like, weirded out that I remember their name from, You know,marketing 101 class, you know, two semesters before. And it's just trulybecause I'm really good with names and faces. And so that is a definiteadvantage that I that I have with my customers, people in the service driveco workers, you know, ex coworkers. Uh just seeing people out and about, Youknow, you network and go to various events and as we'll kind of get furtherinto The segment of the show and it's, it's a gift and I'm sure not everyonehas it, but uh, that's why I think this episode will be important to anyonewho's new in the car business. Always been in the car based for 10 or 15years because there's so much out there and nowadays, because of the internet,I think there's less and less people that just firsthand, just straight upcoming the dealership on the lot. I think you really have to make a namefor yourself, a network with people. And that way people just automaticallycome to the dealership and ask for you as opposed to just walk in the frontdoor and maybe they don't get greeted. Maybe no one ever follows up with them.Maybe, you know, nobody talks to them so they leave or you know, they havethis perception then of your dealership...

...that nobody wanted to help me asopposed to, I can just technically sit at my desk and people come in and askfor me, you know, not all day every day, but I mean, it's pretty today was myday off and two people came in and asked for me when I was there. So, Imean that's a good feeling, you know, and it reminds me of one of my favoritebooks and I know it's a lot of, a lot of people's favorite books how to winfriends and influence people. And he talks about, I mean, like you said, youknow, you feel like it's a gift for you and there are some people out there,they're like, man, I just remember people, I know things about them inthose sorts of things. Um, whereas there are a lot of people who are like,dude, I don't, I could be talking to somebody and ask their name five timesand I don't remember who they are. However, it reminded me of How to winfriends and influence people because in there he talks about how one of the,that, that is a good attribute to have in building a business. Um, and, and healso gives some stories of people who implemented strategies in their liveswhereby they could become better at remembering people's names. And it's,it was as simple if I remember correctly as you hear somebody's nameand as soon as possible after that conversation you would go and write itdown and, and you know, something that stood out to you about them and youwould write that down and like maybe maybe he's the guy that wears blue tiesall the time or she, she likes diamond earrings and so you'd write their namedown and the thing that you would associate with them and it helps youremember. But having said that, you know, we know okay, you've, you've gotthis ability, um, you know, to remember people's names and we know theimportance of that walk me through six years. I think a lot of people wouldnot, would agree, Hey, that's, that's not a lot of time in the car business,but to go from, you know, 60 years ago, not being in the car business or juststarting in the car business to where you're at today, where on a consistentbasis, people are coming in and asking for you, even on your day off. This issomething I think a lot of people would agree they want for those watching orlistening in. How do I make that happen? Um, walk me through this like justwhere do we start out? Because I know these people listening in, they're,they're going ok, this, this is cool. That's what I want. What's my step one.What's my step two? So if you had to walk me through, what were your stepscoming into the biz? Yeah, What are you working on? I think it's important tonote to just being on this call, you know, six years, you know, you'recoming a long way. So I would just start at first, you know, day one, Igot carded, I got actually interviewed and they said they were too busy. So Ineeded to come back another time. I mean, I was in essence and nobody, Ihad never been in sales before. I had, you know, kind of from my hometown orwhatever else, but I didn't know the difference between a Hyundai sonata anda Honda accord or a key optima and Nissan ultima. So you know anyone, youknow, starting tomorrow or after this episode airs, you know, these are allthings that anyone can relate to whether you've been in the business fora long time. Um and so it just, I...

...didn't, I did things just because Ididn't know any better. I got my job because I joined the Chamber ofCommerce, we had a group called young professionals, that's where I basicallygot hired or offered a job, stood up in front of a bunch of people and said,hey, you know, I have a college degree, I worked part time and I'm looking fora job and everyone laughed and that's in essence how everyone, I was told bymy boss, hey, if you've got enough stones to tell everyone you'reunemployed, laugh about, you should sell cars. And so apparently that wasfunny and, and I, I remember Supes episode, she talks about basically alot of great people get into the car business on accident and that reallyresonated with me a year ago I think when she said that because the samething happened to me, so You know, I, I would, I would pick a hobby uh, and andstick with that. So like I like coaching or like sports but I knew Iobviously at 31 and I weigh, you know 200 some pounds, I wouldn't be able toplay sports. So I would, I would coach sports and volunteer and I looked atthat in a numbers game Every year. I'm gonna coach 10 or 15 kids. Those kidshave parents, those parents buy cars, their friends by cars. Um, theirgrandparents buy cars, they have another child, you need a bigger car.And then now those kids, six years later, they're aging out or aging upand they're in high school. So now they need cars. So I had really six goodyears of coaching in the summer, just volunteering for fun and then I coachmy daughter. Um, and all those parents, I mean it's not, I don't sell 20 cars amonth to previous t ball parents, but that's something if you pick a hobby,whether it's fishing, scouting, um, coaching chess club speech and debatetheater, let's say you like to work out a lot of people in the car businessprobably don't have the healthiest lifestyle. I got a lot of friends thatare, you know, jacked ripped and stuff. I'm not, so I do fitness challengeevery year and I do it selfishly for myself to lose weight. But I know thaton my team or the group that I'm in is predominantly going to be women, theirdecision makers and in each of my classes, there's gonna be 20 people andthose are, I mean not that everyone's a number because I never treat anyonethat way. But it's just all it is is, do you have a better chance of sellinga car to someone who's a fresh up on the lot or someone you've sweated withfor 90 days over a fitness challenge and laughed and cried and painted andbeen upset and cursed at your trainer. And if you're just joining thisconversation at this time marker, understand that there is context beforethe sweated with laughed with and yeah, exactly. And it's just, it's all thosethings around you. So I knew, hey, I'm new in the car business. I know lots ofpeople they don't know where I'm at, they don't know what I'm doing. I needto go tell them and yeah, you can, you know, advertise on facebook and I tryto post and I try to be myself on facebook and not advertise way too muchbecause I think people get inundated...

...and blown away with, you know, hey, Imean I watch people daily say, hey, we're having a sale today come by car.Hey, we're having a sale today, come back and everyone's saying the samething and it's like, well I don't know this guy, half the people, theirfacebook profiles don't even sell, who are they selling cars for? They sellingcars for their buddy, are they selling cars for themselves? And that's just apet peeve of mine. So, um, so you're basically, I mean you're, you'rebasically saying, look people are inundated online with the same messagefrom a gazillion people, but you basically in a better way. You tookthat concept offline. You didn't shy away from telling people what you didin real life where it really matters, correct? Yeah, because you're, you canbe the same person on social media as you're in person, especially if youhave a family, you're going to do those things anyway, so you might as wellmake the best of it. So if I'm going to coach my daughter's T ball team, it'skind of like herding cats as we joke around about, you might as well get toknow all the parents, there's parents, there's gonna be parents listening. Howmany times have you been on a coach? You don't even get to know the otherparents, you don't even know their names, you don't even hardly know thekids names, The coach doesn't introducing blah, blah, blah. I wouldalways like get gift cards and stuff just like when I sell people cars, getbottles of wine or whatever else because it introduced everyone toeveryone else and that in essence would send referrals to them. I've gotinsurance agents that I've coached your kids for that, you know, later on downthe road have sent me referrals or bought cars from me or they need a vanor you know, whatever else. And I just think that that just goes back to homefield advantage in being aware of your surroundings and knowing you know whatnot everyone's gonna buy a car every two years or 10 years or 15 years, butI have a rough list of maybe some people that I probably should contactin 10 years because I know they're going to be able to trade. I don't needto call those people in 90 days and say, hey, are you ready? Because that's not,that's not how it is. Well, I mean what's, what's standing out to me hereis, you know, everything you're talking about the fact that, wait, I knowpeople and they know people and they know people etcetera, etcetera,etcetera and not shying away from telling people what you do or who youwork for those sorts of things. Uh, I mean it's, that's very entrepreneurial,focused thinking. Have you always been that way? Is that something you grewinto? Um, or did a light, just go off when you started in the, in thebusiness and said, you know what, I need people to know who I am. Mygrandpa was in the car business, let's say 30 years. And I think whenevereveryone said, oh, you know, when you're a junior in high school whereyou're gonna go to college yet, where you gonna go to college, et cetera? Iknew I was going to go to college, I didn't know what my end game was. Ididn't ever expect that I would sell cars And so I knew when I graduatedfrom college, everyone made fun of me, my junior college, I was looking forjobs. I wasn't applying, but I was looking because I wanted to know when,and if I graduated what position I might be interested in that might beavailable in two years. You can look at...

...the car business exactly the same withyour customer base. Hey, I know that I got to sell car tomorrow, but I alsoknow I got to sell cars in two years and if those pop up those names pop up,take a little note, put it in your smartphone or uh, some sort ofapplication or email list. And then just ultimately schedule, I use Syriaall the time. Uh, and just schedule a call, Hey, I need to follow up withthis person or hey make a note to call this person or email this person in 90days or a year and a half. Could you forget, I mean I talked to 50 people aday and you forget to follow up with people and those people deserve to befollowed up with. So I mean, you know, I wholeheartedly agree with everythingyou just said, how many people, how many, I mean, do you think that thechallenge with this though though, a small step. I think from my viewpointin your view, point shy away from that because it just sounds like way toomuch work. It's like, dude, oh man, now you're telling me, I got to keep trackof this and I gotta make a note on this. I mean, how many people shy away fromor, or do you think it's these small things that are the reason why peopleshy away from perhaps achieving what, what they could, I agree with yourlatter statement because no offense to people I work with. But you know,Mike's talked about it. I'm sure grants talked about it. I'm sure Gary's talkedabout it. Everyone that's ever been on this podcast has alluded to it at anypoint, but you just have to go to work and work and we work with the, I meanthis probably goes for you and maybe some of your staff, I try to puttogether a list the night before of things that I'm going to do the nextday that way have 4 to 5 little goals that I can achieve that way. I feellike I was sick success. And then those four or five things you do andaccomplish you check those off at the end of the day. You know, I don't havea list of 30 things. I got a list of four or five things I can do. Then Ifeel like truly a, I did something at work, be a lot of those tasks are goingto lead to potentially another car deal or helping someone out in the servicedepartment or following up with someone that's going to lead to referrals anduh, it's not instant. Um, you know, I didn't become successful four years ago,I have started becoming successful, you know, this year, I mean, not that Ihaven't been unsuccessful, it's just that I can see the results and part ofthat has to do with staying put. Part of that has to do with making a namefor yourself. And you know, treating people the way they wanted to betreated. People talk about the golden rule, treat others the way you want tobe treated. I talked about the platinum rule, treat others the way they want tobe treated. Um, And that's where really the theme of home field advantage cameas a book I read about three years ago, I got invited to be in a networkinggroup, I would, if you're not gonna be any group or a networking group, someof those have become fads. But I think ultimately it gives you the chance toconnect to 20 or 30 people that are...

...looking to do business with themselvesor for you to do business with them. Or you can lean on them and they can dobusiness with you. You know how many people that listen to this, connectwith reorders the realtors in your market there, the pulse of your economy.They're gonna tell you why people are going to move here. They're going totell you, hey, when we move here, we're gonna buy a house first, then we'regoing to buy a car. I get, I get, I have two cousins that are realtors, butI still get referrals from other realtors to because they know just likeI know of them, They know I'm going to take care of their customers. So youknow, if you're, you need to connect with realtors, you need to connect withbankers. I take bankers, I have a buddy that has a little popcorn place out ofhis house. He charged me $2 a bag for popcorn so I can get 50 bags for $100.You know, just sell half a car. I guess. As they say, I get 50 bags of popcornand I can make, you know, 50 people's day real quick I guess unless you'reallergic to popcorn, but you go to a bank and you hit up all the loanofficers make their day anyway, just in a different way to make people smile,mix it up. I kind of keep the list and I try to spread the love insuranceagents, you know, connect with insurance agents, connect with realtorsconnect with bankers, people that own gymnasiums, personal trainers becausepeople work out and so what are you doing this weekend? I'm going to goshop for cars. Well, hey, I know this guy, you know, blah blah blah. I meanall this stuff in a big kind of web. Yeah. And what, what intrigues me about.This is the first three things that you've kind of talked about here havenothing to do with actually selling a car. And, you know, we talk a lot aboutthis on the show building relationships of trust, because those are the onlytypes of relationships that matter. They're they're the only types ofrelationships that are sustainable. I mean, when's the last time you boughtsomething, gave your hard earned dollars to someone that you didn'ttrust? And and you know, it's one of those same reasons why my grandparentsimmigrated from Italy and shop at Sears till the day they die because there wasa group of people there that they trusted or they trusted theneighborhoods of the problem. And so, you know where I'm going here is Ithink, and you tell me, I mean, working, working, you know, inside the store,give me your your reading on this. But my, I would venture to say that one ofthe biggest challenges we face as an industry when it comes to the sale of avehicle is that we, in the back of our minds expect that every day. I'm gonnaI'm gonna sell cars today and we don't reverse engineer what that looks like.And so the journey you're bringing me on here is I'm reverse engineering this.We're not talking about selling cars right now. Today, we're talking aboutbuilding relationships. What's your viewpoint are people are people um, arethey are people too focused on the sale...

...of a car. I tell all my customers selling cars isvery easy. Other dealerships and other car salespeople make it very hard,whether they make it hard for themselves or of course, selfishly theymake it hard for me. Uh I don't I don't absolutely don't think it's short term.I think when you look at your bank statement and you look at your directdeposit and you look at your commission slips, I mean, ultimately paying billsand having a family or trying to start a family, buying a house, trading in,you're upgrading your own ride. Uh you know, that short term stuff, but I justthink long term goals. I mean, I have families that have bought 6789, 10 carsfor me. Uh and I don't work with anyone else, but maybe one person who's beenat the same place for 12 years can say that. So how do we, where's the balance,I mean, yes, like you said, there are all these short term things that happenevery single month. What's the balance between what you've said here? Buildingrelationships, building a network, telling people what you do? I mean, allin my opinion, all very simple things. I think you would agree there's no,there's no rocket science here. How do I balance those things that taketime to plant the seed and cultivated and harvest and all those sorts ofthings using those farming references and, you know, satisfying the shortbecause the short term, you know, needs, because, let's face it, at the end ofthe day, your spouse is hitting you up, your significant other is hitting youup and being like, yo you make any money today. Yeah, yeah, it's time togo to target. Yeah, there there is a balance and that's something that I'dimagine I probably need to work on or sometimes struggle with. I think itjust goes back with casting a pretty wide net and then cultivating thoserelationships and knowing that uh there are books you can read where they talkabout grading your database. You know, if someone's an A. B, C. Or D, how manypeople those people are going to send you, obviously you want to give moreattention to someone who's an A than their A D. Or an F. As someone that'snever going to send you business, I think, you know, I'm not, I don't putnumbers on people's heads and I don't consider someone a number. But that istrue. I have a guy that I've been over backwards for and I don't know evenknow where he lives. We delivered the car to him and for whatever reason, hestill doesn't like me and he had his five year anniversary called the otherday and I've literally never talked to him ever since I've sold him a car, butI think he was a good person. I guess something happened somewhere where wedelivered him his car and it rubbed him the wrong way and I just think you youhave to, you can't quit working because you can't just, I can't go to work andjust bank on, I'm gonna get 10 referrals this month or I need to sendout 20 referrals that way I get five from these people. Uh, it's just aconstant, I still take ups, you know, I don't think I'll stop taking ups for,you know, another five years probably.

But I think over, let's say five years,I've sold over 800 cars. Um, and then then let's say 10% of those people arein the market at any point. You know, those 80 people that my job when I goto work every day is to find uh whether they live two hours away or down thestreet that want to upgrade their car and I've missed some. I mean, you'realways gonna miss some. You're not going to get everyone back the secondtime. Um, and I think that's the beauty of, you know, social media instagram.Now. You know, if you're not on instagram, you should be on instagram.If you're not on Snapchat, you should be on Snapchat. If you're not ontwitter, you should be on twitter just because when someone searches your name,that's just one more little free nugget, as you say, All right, everyone says Uh,to be seen or to be found and it is a balance. It's a struggle. I try to, Itry to talk to 10 previous owners. It's just kind of uh, something to practice.I try to talk to 10 previous owners, satisfied owners every day. And sothat's, you know, 50 people a week, 60 people a week. And one of those peoplesurely is going to know someone that it's gonna need a car. So that's anextra four deals a month. And, and you know, people I work with self four carsa month. Some people, I work with cell eight cars a month or 12. And so that'sjust one of the processes that I use contacting happy warm previous ownersevery day, five days a week. Okay, So now bring me inside of this because Iknow now people are going, okay, I, I get this, okay, we network, weintroduce ourselves with people, we make them aware. I talk about this allthe time. Like it's so simple when you break it down. If nobody knows youexist, if they're not aware of it and nobody can do business with someone orsomething, they don't, they don't know exists. So the science of that reallyconnects its simple. Absolutely. The next step now is somebody says, oh,cool, what do you do you say? Hey, I'm whatever your spiel is, I'm I work at,you know, jefferson city, you know, plex, right? And they go, oh, where do you go from there? Like how,how does Nathan. Hayes get into the conversation to pique interest? Do youhave a specific script? The word track ago too? That you found that just likeworks like a charm. So five. So I guess my mom raised me right five years ago,six years ago when I started meeting people, I knew that truly theconversation was about them. So you're dating women and my wife knows that Ican talk for five hours. I mean my customers, my bosses, tell me Nathanyou, these people already told you they're going to buy a car from me andyou're still talking to him about, you know, what's going on this weekend atthe fair or whatever else. So I have the gift of cab and I think that justwears people down. Whoever talks the least wins, whoever talks the mostloses. That's a conscious thing that...

...you need to make effort of. And so itgoes back to like what Ryan Stahlman talks about, there's a great guy outthere. Coach Michael Burt, you guys had him on the show. He talks aboutbasically what he believes in and that leads into what the customer orprospect in essence does versus what you do. It makes the conversation aboutthem. And then if they're a pretty decent wholesome person, they're goingto ask you what you do. So then you've, you're not creating a wall by saying,uh, hey, I'd sell cars, come see me or whatever I work with people, all theydo is just passed out cards, passed out cards. Pass out business cards thatdoesn't, that's not, you know, as as some people say that's not reallyprospecting, they just get thrown away or I don't keep business cards. I meanI do, but I don't know, it's very simply, it's the law of reciprocity,right? So what strike, what strikes me about this is you make it about themand you also, what's funny about this is is you make the conversation aboutthem, you give them something to reciprocate on first and foremost. Butthen you also talk about these guys that do nothing but handing out cardsand how it doesn't really work that well. And it's very tiresome. Andearlier in the conversation you talked about the guys who are doing the exactsame thing on social media and so what I want to draw attention to here is ifit doesn't work in real life, it's not going to work on social media becauseguess what? Ding dong, Power Nugget social media is real life like sittingat your keyboard does not transform like trans translate you to somealternate reality where all of a sudden stupid makes sense right? Creating afacebook post that you sell cars doesn't deposit money into yourcheckbook at the end of the day, everybody knows what you do. Yeah, Iwork at this car dealership, do you sell ice cream, like nobody's askingyou, so where do you go from there? Okay, you've given them something toreciprocate on. They now ask you, hey, what do you do? Yeah. So then I justbasically say, hey, I like making the, since I met lots of people or since nowI've been in the car business. I know lots of people were a hub for like thestate workers. So someone will say, hey Nathan, I work for the Department ofTransportation. Well then I know two or three people, the work of Department ofTransportation, maybe that's 2000 people. But chances are if I knowsomeone then that's gonna give me credit with them because I know two orthree of the same people that kind of, it's like when you go on facebook andsomeone edges a friend and you're like, oh, I've got 36 friends in common withthem or 549 Well man, should I be friends with this person or why am Inot friends with this person already? That when you, when you know peoplethat they know that instantly gives you credit and so I like to make theconversation, you know, I don't just hammer someone hate, you know thisperson, hey, you know this person, hey, you know this person, but I think thatthat gives you because then if they leave that day or here at therestaurant and they don't actually, you know, buy a car for me right then andthere or say their, you know, whatever,...

...they can go back to work the next dayand say, hey, I was at longhorn steakhouse and I met Nathan Hayes, hesaid he knows you and 99 out of 100 times where nick, oh man, I love Nathan,he's so funny or he sells cars or blah, blah, blah. And then it's maybe a 12thconversation about how goofy I am or you know, whatever else, but that just,that gives me out of there like 10 seconds of trust, right? Yeah. You knowwhat's funny about it, This is very similar to a strategy probably 56 yearsago that I, that I thought about, you know, when, when it came to socialmedia and in fact most of most of the most influential people in my lifetoday, whether it's, you know, friends, mentors, whatever I met, I met all ofthem on social media and my, my goal along the lines of what you're talkingabout here is to just take up enough mindshare that they would think aboutme just for a second because I knew if the more consistently that happens, youknow, it goes from that one second thought process of, oh, there's MichaelCirillo and I like his post to now all of a sudden I'm paying attention toMichael and all of a sudden I'm following Michael and the next thing,you know, we meet at a conference, we shake hands were real people, we likeeach other, We become friends and how we talk to each other all the time sortof thing. You're basically saying the same thing. It's like, hey, I gave themsomething that they reciprocated on and albeit maybe it was a five secondconversation or 12th conversation. People like things to talk about at theoffice and they're going into the office the next day saying, hey, I, hey,I met Nathan. It's also a similar conversation about what happens whenpeople find out I'm from Canada. They go, you're from Canada, you know, tomsmith, He lives 4800 miles away from you, but still, and, and it gives themsomething to talk about. There's that central like hub of conversation that,that, that you get talk about. Cool. Yeah, absolutely. So I'm going to recap this here. Um,there's some nuggets in here and, and for those of you paying attention,you're going to hear a very simple strategy that you can startimplementing immediately. There's nothing uh, and correct me if I'm wrongNathan, but I mean there's nothing in here where it's like, Oh, they got togo and buy this super system for 103 payments of 189 99. It's basically this,okay. It's build relationships. If you need to know how to build arelationship then this is not the episode, You should be listening to,you need to go start reading books on what can I do to be a good person andwhat you've demonstrated here to me, Nathan is the essence of businessreally. It falls in line with my my philosophy, which is be a good person.So get out into the community, join a B and I group or a rotary group or inthat chamber of commerce group or something like that, Make your, makeyour make your presence known, get involved, let people know you exist. UmThe law of numbers, right? So the more...

...people you can let know that you exist,the more they can let other people know you exist and just be comfortable. Iguess my my main takeaway here is be comfortable with the work associatedwith making results happen, man, tons of nuggets here and I'm excited for theshow notes because we're gonna list out, you know, everything we've talked abouthere, but in winding down, how can how can those listening in or watching onYoutube or wherever, how can they get in touch with you? Everything that Ihave is asked for Nate. So I've asked for Nate dot com, it's just that uhyou're gonna cringe and I say this, but it's more of just a digital businesspage or a business card for me. Uh you can send, I get referrals sendingthrough, they're just pictures of all my happy customers, twitter dot comslash asked for Nate facebook dot com slash aspirin eight. I'm the onlyNathan hey, is probably uh there's 56 or seven Nathan Hayes is it's H A whitenote, H A Y S. There's no E in my last name, a lot of people messed that up,man. Thanks so much for joining me on DPB. Yeah. Thanks, ma'am. Yeah, sure. I'm Michel, Cirillo andyou'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. Yeah. Mhm. Mhm, mm hmm. Yeah. Mhm.

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