The Dealer Playbook
The Dealer Playbook

Episode · 6 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 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. Yeah, my guest today is Nathan Hayes, he is the mayor of Kerrville. That's how everyone's going to think of him after this. You're gonna hear his journey from starting in the car business six years ago to where he's at today, where people are referring and he knows people in the community and guess what people that are in the community are saying, hey dude, when are you going to run for actual mayor? Mr Nathan Hayes man 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 be here. So I'm jacked up cool to have you on the show today in this topic that we're going to be discussing um is very timely, especially since the Gary V episode um which you in fact are following. Um Gary gave some some interesting insights into what sales professionals can do specifically to um you know, expand their market or dominate their market, which is what you 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 that are are maybe this is their first exposure to the mayor to. Mr Hayes tell us a little bit about yourself, your career, your journey and automotive and then 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 no sales background before, just kind of been a home, home body went away, move back and all my coworkers are like me and so many people know you everywhere we go, we go out to lunch, you know, you work late, you're here and then all these people just keep coming and asking for you like, you know everyone or I know a couple of people and you know, you know, 10 times that many or you have a ton of facebook friends are, you know, whatever else. So that's kind of always have been an inside joke. I work at a Jefferson city Auto plex, we have a Hyundai store, Nissan, Honda and Kia and I'm very blessed and very lucky because I can sell out and under those four rooftops. So I have a competitive advantage because I got four great brands. We also have a large selection of used cars and uh, it's really allowed me to make a name for myself where I live and even in our market, you know, it's funny as you're saying this to, I mean, I found myself in the same boat as maybe some of your co workers or whatever where they're like, man, I don't, I don't feel like I know anybody. And so, um, I think it's...

...important to note though, that if you actually 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. The favorite bakery you go to the deli 02 and you just made a list of those people 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 me because I remember everyone's name. So like at high school unions, I'm popular because I remember all of our classmates, uh, I think I have four thousands on facebook friends. If you rewind back two years before I really started hyper networking with a lot of people in the car business. I mean every single person, it was a joke at work. Every single person that I'm friends with on facebook, I could tell you who they were, how I met him when the 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's they 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 where they were living, what they did that day. I can just remember that with names and faces. So that is an advantage for me. Um but at the same token, it's kind of a double edged sword because then people kind of think you're creepy. Like how do you know that? Or how do you remember that? It's like, I don't delve in to people's lives. It's just was now with social media being so big and text messages and phone numbers and whatever else. Uh we'll be in college and college, all my friends wanted to go party with me because I knew all the girls and I never just kind of in passing or got introduced to him and I would actually act like I didn't know people because they 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 truly because I'm really good with names and faces. And so that is a definite advantage that I that I have with my customers, people in the service drive co workers, you know, ex coworkers. Uh just seeing people out and about, You know, you network and go to various events and as we'll kind of get further into The segment of the show and it's, it's a gift and I'm sure not everyone has it, but uh, that's why I think this episode will be important to anyone who's new in the car business. Always been in the car based for 10 or 15 years 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 up coming the dealership on the lot. I think you really have to make a name for yourself, a network with people. And that way people just automatically come to the dealership and ask for you as opposed to just walk in the front door 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 have this perception then of your dealership...

...that nobody wanted to help me as opposed to, I can just technically sit at my desk and people come in and ask for me, you know, not all day every day, but I mean, it's pretty today was my day off and two people came in and asked for me when I was there. So, I mean that's a good feeling, you know, and it reminds me of one of my favorite books and I know it's a lot of, a lot of people's favorite books how to win friends and influence people. And he talks about, I mean, like you said, you know, 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 in those 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 times and I don't remember who they are. However, it reminded me of How to win friends 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 he also gives some stories of people who implemented strategies in their lives whereby 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 name and as soon as possible after that conversation you would go and write it down and, and you know, something that stood out to you about them and you would write that down and like maybe maybe he's the guy that wears blue ties all the time or she, she likes diamond earrings and so you'd write their name down and the thing that you would associate with them and it helps you remember. But having said that, you know, we know okay, you've, you've got this ability, um, you know, to remember people's names and we know the importance of that walk me through six years. I think a lot of people would not, 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 just starting in the car business to where you're at today, where on a consistent basis, people are coming in and asking for you, even on your day off. This is something I think a lot of people would agree they want for those watching or listening in. How do I make that happen? Um, walk me through this like just where 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 steps coming into the biz? Yeah, What are you working on? I think it's important to note to just being on this call, you know, six years, you know, you're coming a long way. So I would just start at first, you know, day one, I got carded, I got actually interviewed and they said they were too busy. So I needed to come back another time. I mean, I was in essence and nobody, I had never been in sales before. I had, you know, kind of from my hometown or whatever else, but I didn't know the difference between a Hyundai sonata and a Honda accord or a key optima and Nissan ultima. So you know anyone, you know, starting tomorrow or after this episode airs, you know, these are all things that anyone can relate to whether you've been in the business for a long time. Um and so it just, I...

...didn't, I did things just because I didn't know any better. I got my job because I joined the Chamber of Commerce, we had a group called young professionals, that's where I basically got 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 for a job and everyone laughed and that's in essence how everyone, I was told by my boss, hey, if you've got enough stones to tell everyone you're unemployed, laugh about, you should sell cars. And so apparently that was funny and, and I, I remember Supes episode, she talks about basically a lot of great people get into the car business on accident and that really resonated with me a year ago I think when she said that because the same thing happened to me, so You know, I, I would, I would pick a hobby uh, and and stick with that. So like I like coaching or like sports but I knew I obviously at 31 and I weigh, you know 200 some pounds, I wouldn't be able to play sports. So I would, I would coach sports and volunteer and I looked at that in a numbers game Every year. I'm gonna coach 10 or 15 kids. Those kids have parents, those parents buy cars, their friends by cars. Um, their grandparents 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 up and they're in high school. So now they need cars. So I had really six good years of coaching in the summer, just volunteering for fun and then I coach my daughter. Um, and all those parents, I mean it's not, I don't sell 20 cars a month 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 debate theater, let's say you like to work out a lot of people in the car business probably don't have the healthiest lifestyle. I got a lot of friends that are, you know, jacked ripped and stuff. I'm not, so I do fitness challenge every year and I do it selfishly for myself to lose weight. But I know that on my team or the group that I'm in is predominantly going to be women, their decision makers and in each of my classes, there's gonna be 20 people and those are, I mean not that everyone's a number because I never treat anyone that way. But it's just all it is is, do you have a better chance of selling a car to someone who's a fresh up on the lot or someone you've sweated with for 90 days over a fitness challenge and laughed and cried and painted and been upset and cursed at your trainer. And if you're just joining this conversation at this time marker, understand that there is context before the sweated with laughed with and yeah, exactly. And it's just, it's all those things around you. So I knew, hey, I'm new in the car business. I know lots of people they don't know where I'm at, they don't know what I'm doing. I need to go tell them and yeah, you can, you know, advertise on facebook and I try to post and I try to be myself on facebook and not advertise way too much because I think people get inundated...

...and blown away with, you know, hey, I mean 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 same thing and it's like, well I don't know this guy, half the people, their facebook profiles don't even sell, who are they selling cars for? They selling cars for their buddy, are they selling cars for themselves? And that's just a pet peeve of mine. So, um, so you're basically, I mean you're, you're basically saying, look people are inundated online with the same message from a gazillion people, but you basically in a better way. You took that concept offline. You didn't shy away from telling people what you did in real life where it really matters, correct? Yeah, because you're, you can be the same person on social media as you're in person, especially if you have a family, you're going to do those things anyway, so you might as well make the best of it. So if I'm going to coach my daughter's T ball team, it's kind of like herding cats as we joke around about, you might as well get to know all the parents, there's parents, there's gonna be parents listening. How many times have you been on a coach? You don't even get to know the other parents, you don't even know their names, you don't even hardly know the kids names, The coach doesn't introducing blah, blah, blah. I would always like get gift cards and stuff just like when I sell people cars, get bottles of wine or whatever else because it introduced everyone to everyone else and that in essence would send referrals to them. I've got insurance agents that I've coached your kids for that, you know, later on down the road have sent me referrals or bought cars from me or they need a van or you know, whatever else. And I just think that that just goes back to home field advantage in being aware of your surroundings and knowing you know what not everyone's gonna buy a car every two years or 10 years or 15 years, but I have a rough list of maybe some people that I probably should contact in 10 years because I know they're going to be able to trade. I don't need to 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 here is, you know, everything you're talking about the fact that, wait, I know people and they know people and they know people etcetera, etcetera, etcetera and not shying away from telling people what you do or who you work 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 grew into? Um, or did a light, just go off when you started in the, in the business and said, you know what, I need people to know who I am. My grandpa was in the car business, let's say 30 years. And I think whenever everyone said, oh, you know, when you're a junior in high school where you're gonna go to college yet, where you gonna go to college, et cetera? I knew I was going to go to college, I didn't know what my end game was. I didn't ever expect that I would sell cars And so I knew when I graduated from college, everyone made fun of me, my junior college, I was looking for jobs. 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 be available in two years. You can look at...

...the car business exactly the same with your customer base. Hey, I know that I got to sell car tomorrow, but I also know 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 of application or email list. And then just ultimately schedule, I use Syria all the time. Uh, and just schedule a call, Hey, I need to follow up with this person or hey make a note to call this person or email this person in 90 days or a year and a half. Could you forget, I mean I talked to 50 people a day and you forget to follow up with people and those people deserve to be followed up with. So I mean, you know, I wholeheartedly agree with everything you just said, how many people, how many, I mean, do you think that the challenge with this though though, a small step. I think from my viewpoint in your view, point shy away from that because it just sounds like way too much work. It's like, dude, oh man, now you're telling me, I got to keep track of this and I gotta make a note on this. I mean, how many people shy away from or, or do you think it's these small things that are the reason why people shy away from perhaps achieving what, what they could, I agree with your latter 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 talked about it. Everyone that's ever been on this podcast has alluded to it at any point, but you just have to go to work and work and we work with the, I mean this probably goes for you and maybe some of your staff, I try to put together a list the night before of things that I'm going to do the next day that way have 4 to 5 little goals that I can achieve that way. I feel like I was sick success. And then those four or five things you do and accomplish you check those off at the end of the day. You know, I don't have a list of 30 things. I got a list of four or five things I can do. Then I feel like truly a, I did something at work, be a lot of those tasks are going to lead to potentially another car deal or helping someone out in the service department or following up with someone that's going to lead to referrals and uh, 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 I haven't been unsuccessful, it's just that I can see the results and part of that has to do with staying put. Part of that has to do with making a name for yourself. And you know, treating people the way they wanted to be treated. People talk about the golden rule, treat others the way you want to be treated. I talked about the platinum rule, treat others the way they want to be treated. Um, And that's where really the theme of home field advantage came as a book I read about three years ago, I got invited to be in a networking group, I would, if you're not gonna be any group or a networking group, some of those have become fads. But I think ultimately it gives you the chance to connect to 20 or 30 people that are...

...looking to do business with themselves or for you to do business with them. Or you can lean on them and they can do business with you. You know how many people that listen to this, connect with 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 to tell you, hey, when we move here, we're gonna buy a house first, then we're going to buy a car. I get, I get, I have two cousins that are realtors, but I still get referrals from other realtors to because they know just like I know of them, They know I'm going to take care of their customers. So you know, if you're, you need to connect with realtors, you need to connect with bankers. I take bankers, I have a buddy that has a little popcorn place out of his 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 popcorn and I can make, you know, 50 people's day real quick I guess unless you're allergic to popcorn, but you go to a bank and you hit up all the loan officers 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 insurance agents, you know, connect with insurance agents, connect with realtors connect with bankers, people that own gymnasiums, personal trainers because people work out and so what are you doing this weekend? I'm going to go shop for cars. Well, hey, I know this guy, you know, blah blah blah. I mean all 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 have nothing to do with actually selling a car. And, you know, we talk a lot about this on the show building relationships of trust, because those are the only types of relationships that matter. They're they're the only types of relationships that are sustainable. I mean, when's the last time you bought something, gave your hard earned dollars to someone that you didn't trust? And and you know, it's one of those same reasons why my grandparents immigrated from Italy and shop at Sears till the day they die because there was a group of people there that they trusted or they trusted the neighborhoods of the problem. And so, you know where I'm going here is I think, 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 of the biggest challenges we face as an industry when it comes to the sale of a vehicle is that we, in the back of our minds expect that every day. I'm gonna I'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 about building relationships. What's your viewpoint are people are people um, are they are people too focused on the sale...

...of a car. I tell all my customers selling cars is very easy. Other dealerships and other car salespeople make it very hard, whether they make it hard for themselves or of course, selfishly they make 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 direct deposit and you look at your commission slips, I mean, ultimately paying bills and 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 just think long term goals. I mean, I have families that have bought 6789, 10 cars for me. Uh and I don't work with anyone else, but maybe one person who's been at 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 happen every single month. What's the balance between what you've said here? Building relationships, building a network, telling people what you do? I mean, all in 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 take time to plant the seed and cultivated and harvest and all those sorts of things using those farming references and, you know, satisfying the short because the short term, you know, needs, because, let's face it, at the end of the day, your spouse is hitting you up, your significant other is hitting you up and being like, yo you make any money today. Yeah, yeah, it's time to go to target. Yeah, there there is a balance and that's something that I'd imagine I probably need to work on or sometimes struggle with. I think it just goes back with casting a pretty wide net and then cultivating those relationships and knowing that uh there are books you can read where they talk about grading your database. You know, if someone's an A. B, C. Or D, how many people those people are going to send you, obviously you want to give more attention to someone who's an A than their A D. Or an F. As someone that's never going to send you business, I think, you know, I'm not, I don't put numbers on people's heads and I don't consider someone a number. But that is true. I have a guy that I've been over backwards for and I don't know even know where he lives. We delivered the car to him and for whatever reason, he still doesn't like me and he had his five year anniversary called the other day and I've literally never talked to him ever since I've sold him a car, but I think he was a good person. I guess something happened somewhere where we delivered him his car and it rubbed him the wrong way and I just think you you have to, you can't quit working because you can't just, I can't go to work and just bank on, I'm gonna get 10 referrals this month or I need to send out 20 referrals that way I get five from these people. Uh, it's just a constant, 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 are in the market at any point. You know, those 80 people that my job when I go to work every day is to find uh whether they live two hours away or down the street that want to upgrade their car and I've missed some. I mean, you're always gonna miss some. You're not going to get everyone back the second time. 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 on twitter, 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, I try 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 so that's, you know, 50 people a week, 60 people a week. And one of those people surely is going to know someone that it's gonna need a car. So that's an extra four deals a month. And, and you know, people I work with self four cars a month. Some people, I work with cell eight cars a month or 12. And so that's just one of the processes that I use contacting happy warm previous owners every day, five days a week. Okay, So now bring me inside of this because I know now people are going, okay, I, I get this, okay, we network, we introduce ourselves with people, we make them aware. I talk about this all the time. Like it's so simple when you break it down. If nobody knows you exist, if they're not aware of it and nobody can do business with someone or something, they don't, they don't know exists. So the science of that really connects 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 you have a specific script? The word track ago too? That you found that just like works 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 the conversation was about them. So you're dating women and my wife knows that I can talk for five hours. I mean my customers, my bosses, tell me Nathan you, these people already told you they're going to buy a car from me and you're still talking to him about, you know, what's going on this weekend at the fair or whatever else. So I have the gift of cab and I think that just wears people down. Whoever talks the least wins, whoever talks the most loses. That's a conscious thing that...

...you need to make effort of. And so it goes back to like what Ryan Stahlman talks about, there's a great guy out there. Coach Michael Burt, you guys had him on the show. He talks about basically what he believes in and that leads into what the customer or prospect in essence does versus what you do. It makes the conversation about them. And then if they're a pretty decent wholesome person, they're going to 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 they do is just passed out cards, passed out cards. Pass out business cards that doesn't, that's not, you know, as as some people say that's not really prospecting, they just get thrown away or I don't keep business cards. I mean I 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 them and you also, what's funny about this is is you make the conversation about them, you give them something to reciprocate on first and foremost. But then you also talk about these guys that do nothing but handing out cards and how it doesn't really work that well. And it's very tiresome. And earlier in the conversation you talked about the guys who are doing the exact same thing on social media and so what I want to draw attention to here is if it doesn't work in real life, it's not going to work on social media because guess what? Ding dong, Power Nugget social media is real life like sitting at your keyboard does not transform like trans translate you to some alternate reality where all of a sudden stupid makes sense right? Creating a facebook post that you sell cars doesn't deposit money into your checkbook at the end of the day, everybody knows what you do. Yeah, I work at this car dealership, do you sell ice cream, like nobody's asking you, so where do you go from there? Okay, you've given them something to reciprocate on. They now ask you, hey, what do you do? Yeah. So then I just basically say, hey, I like making the, since I met lots of people or since now I've been in the car business. I know lots of people were a hub for like the state workers. So someone will say, hey Nathan, I work for the Department of Transportation. Well then I know two or three people, the work of Department of Transportation, maybe that's 2000 people. But chances are if I know someone then that's gonna give me credit with them because I know two or three of the same people that kind of, it's like when you go on facebook and someone edges a friend and you're like, oh, I've got 36 friends in common with them or 549 Well man, should I be friends with this person or why am I not friends with this person already? That when you, when you know people that they know that instantly gives you credit and so I like to make the conversation, you know, I don't just hammer someone hate, you know this person, hey, you know this person, hey, you know this person, but I think that that gives you because then if they leave that day or here at the restaurant and they don't actually, you know, buy a car for me right then and there or say their, you know, whatever,...

...they can go back to work the next day and say, hey, I was at longhorn steakhouse and I met Nathan Hayes, he said 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 12th conversation 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 know what's funny about it, This is very similar to a strategy probably 56 years ago that I, that I thought about, you know, when, when it came to social media and in fact most of most of the most influential people in my life today, whether it's, you know, friends, mentors, whatever I met, I met all of them on social media and my, my goal along the lines of what you're talking about here is to just take up enough mindshare that they would think about me just for a second because I knew if the more consistently that happens, you know, it goes from that one second thought process of, oh, there's Michael Cirillo and I like his post to now all of a sudden I'm paying attention to Michael 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 like each other, We become friends and how we talk to each other all the time sort of thing. You're basically saying the same thing. It's like, hey, I gave them something that they reciprocated on and albeit maybe it was a five second conversation or 12th conversation. People like things to talk about at the office 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 when people find out I'm from Canada. They go, you're from Canada, you know, tom smith, He lives 4800 miles away from you, but still, and, and it gives them something 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 start implementing immediately. There's nothing uh, and correct me if I'm wrong Nathan, but I mean there's nothing in here where it's like, Oh, they got to go 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 a relationship 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 and what you've demonstrated here to me, Nathan is the essence of business really. 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 in that chamber of commerce group or something like that, Make your, make your make your presence known, get involved, let people know you exist. Um The 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. I guess my my main takeaway here is be comfortable with the work associated with making results happen, man, tons of nuggets here and I'm excited for the show notes because we're gonna list out, you know, everything we've talked about here, but in winding down, how can how can those listening in or watching on Youtube or wherever, how can they get in touch with you? Everything that I have is asked for Nate. So I've asked for Nate dot com, it's just that uh you're gonna cringe and I say this, but it's more of just a digital business page or a business card for me. Uh you can send, I get referrals sending through, they're just pictures of all my happy customers, twitter dot com slash asked for Nate facebook dot com slash aspirin eight. I'm the only Nathan hey, is probably uh there's 56 or seven Nathan Hayes is it's H A white note, 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 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. Yeah. Mhm. Mhm, mm hmm. Yeah. Mhm.

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