The Dealer Playbook
The Dealer Playbook

Episode · 6 years ago

Ryan Stewman: Marketing Strategies For Car Sales Pros


Welcome back to the DPB Podcast session number 67. As always we have another powerful episode with another serious player. In this session we are sitting down with the “Hardcore Closer” Ryan Stewman.


Ryan is founder of the which is an amazing blog that is killing it right now. (over 2million monthly visitors) Ryan has a very unique approach to sales and that shines through on his blog.


Ryan has had experience selling cars but specializes in working with high level real estate brokers and mortgage lenders helping them market themselves and become the elite professional in their market place.


Here is a quick preview of this session.


Creating Videos That Close Prospects On Auto Pilot


Ryan talks about the kind of videos he and his students create and exactly what they do with them. He discusses how to make the videos and lists off several types you can create.


Facebook Ad Ideas For Salespeople


Ryan specializes in Facebook Ads and has used them to build his business. In this session he breaks down how you can use Facebook Ads to sell more cars and how to set them up.


Ryans 777 Facebook Strategy


Ryan is nice enough to break down his Facebook prospecting strategy that costs nothing and if executed will sell you more cars. Ryan takes us through the steps and exactly how to get started doing it with your Facebook page.


That is just a preview of the power bombs Ryan Stewman delivers in this session. 


Get Connected With The Hardcore Closer

Hardcore Closer Website


Hardcore Closer Facebook


You Know The Drill, Now It's Your Turn

The whole team at DPB can not thank you enough for all the support and love you have been giving us.

Whether you loved it, hated it, want more of it, or want something different , we want to hear your voice.

Sound off below with your thoughts, opinions, suggestions, questions, etc. and lets keep this conversation going.

See you next time ;)

Have You Checked Out Michael Cirillo's Best Selling Book "Don't Wait Dominate? 

Get Michael's book here.

Connect With Team DPB

Connect with The Dealer Playbook on Twitter here.

Check out Michael Cirillo's blog here.

Check out Robert Wiesman's blog here.

Connect with Michael Cirillo on Twitter here.

Connect with Robert Wiesman on Twitter here. 


Hey, before we jump into this awesome session of the dealer playbook podcast, because we value you so much as a listener, we have a free gift just for you. Head on over to the dealer playbookcom lead and get instant access to your copy of the secret dealership lead generation blueprint. This is going to help you discover the six simple steps that will help you get more high quality car buyers, all on autopilot, and it's completely free. Head on over to the dealer playbookcom lead and get yours now. Now back to business. This is the dealer playbook. Hey, welcome to the dealer playbook podcast, where every week we are sitting down with you know, the WHO's who consultants, experts, best selling authors, you name it, in and out of the auto industry, to help you kill it in automotive sales and take your career, your business, to a whole new level. I am Robert Wiseman again, Flying Solo Michael Sorello. I swear he's still down with the show man. He just couldn't make it in for this one today. was tied up with some other stuff. To shout out to Michael. He'll be back next time, for sure. We're going to jump right into this. The secession sixty seven. Wow, it's been a long ride, and this one we're sitting down with Mr Ryan stuman of the hardcore closurecom an amazing blog. He's got some great updates, great information on there. Ryan has a lot of history in sales and a lot of experience working with some of the top real estate players in the game, helping real estate agents and mortgage lenders and things like that generate their own business and and market themselves. And he also had some experience himself selling cars, which will go into a little bit. But I really, really I just got put onto him and really have been enjoying his content. I mean, this dude is going to be, you know, someone to watch. I'm telling you, he's going to do some amazing things. I really like this dude. We get along great. He has some great angles and some great tops to discuss. Again, I think that you know, whether it's real estate, whether it's selling cars, whatever, it's working with people, its sales, and I'm telling you, like there's so much to learn from a lot of others outside of automotive that can give you some great insight and great ideas on how you can grow your business. So let's jump into session sixty seven with the higher core closer, Ryan steuman. Check it out. Okay, and we are sitting down with the hardcore closer. missed. Like I am like the newest fan boy with...

...for this cat right here, Ryan stoom and Ryan, what's up, brother, thanks for taking to time, man. Hey, no problem, man, I am I'm just glad to be here and and have some fun with you me and just kind of hang out. So thanks for having me on me. You got it, man, you got it, you got it. So listen. So again as I is and I'll build off the intro a little bit that before the show. But you know, Ryan has a lot of history and a lot of experience like helping, you know, real estate. You know people selling real estate, people selling mortgages, all stuff that really relates to like it's not the same as the car business, but again it's like it's dealing with people and there's nothing like dealing with people. Is dealing with people. So strategies that work for any other industry, I really think that that that they would work for you know, you that are out there selling cars on the front line today. So that's why I knew round was a great guess. and not to mention I mean he has a powerful group, facebook group out there. What's that? Sales talk with sales pros, right, Ryan? Yeah, we're all we're like fifty two hundred strong. While we're recording this now, I think we're fifty two hundred and there's a lot of familiar names and faces and stuff in there that since I've since I've jumped in that, I've, you know, seen that are familiar. So a lot of guy is from the car game. So you know it. In a lot of your blog post you refer back to like if you're selling cars, this in that. And a big thing you talk about is you have so much content on there about, you know, marketing funnels, building marketing strategies, this in that, because, as we were talking before the show, it's like, and you put enough people in front of the weakest closer in the game, like they'll put up numbers. So I wanted to build a little bit off that. I wanted to go into some of your some of the strategies you've implemented for some of your people, your clients and and yourself, etc. That that really catch steam, that you think that that the the car sales pro listening in could really gain some value from. Well, Robert, I have some actual experience as a car person. In Two Thousand and eleven I was married and I was doing the entrepreneurial journey at the time and you know, I was my doing, you know, just kind of getting started, trying to find my way of doing a few podcasts and I had started the hardcore closer blog and all that, and my life wound up pregnant, right, and you know how that happens. But she the ex wife now. But anyway, she got pregnant and so I needed insert and so, in order for me to get insure and try to go get a corporate job real quick, while I got kind of a sketch. Do not kind up that extremely skeets you back to Crown Right. So I can't just go get a corporate job anywhere, despite my talent. That means you're perfect for the car game. Oh yes, so exactly. My Buddy, who actually meant in federal prison, is the GSM of a dealership. He's like, come on over, man, I'll give you a job and get you some insurance. You'd sell a shit the cars for us so that's how I got into the car but so I sold cars for about...

...eight months and I actually loved the man. So like twenty thirty cars every month. And I'll explain what I did to get there, because I don't have any leads and I sure as I didn't want to need my friends to know that I was in the car business. It was this whole thing because I'm trying to live one life and become a writer and tell people that's what I do for living, but I'm really making my money selling cars. So it was hard. I didn't liar to see anybody, but I just wasn't trying to do in life. You know, yeah, I wasn't what I was trying to do in life, but I sure enjoyed it and sold a lot of cars and has a lot of fun and learned a lot because you get so many face to face terms. There's not too many places that you can get it that. So I do have some really good experience and some stuff that I know works right now in the car business. I'll be worn happy to share you guys. Let's let's hit that man. Go for it, okay. So this is stuff that I did in two thousand and eleven that there's still very few people do it. See, there's a couple of industries that things don't really change in. There's like the finance and insurance industry, which is like, let's say, I stay farm guys or quicken loans. Those guys kind of followed the same pattern. Same with the car industry. You know, you come in, they tell you to take the ups, they tell you to get on the phone call path. Clients go work to service dry and it's just because they have such a high turnover in a lot of those industries they really don't want to take the time to train. Somebody can's INN pull. You go to comes to the scoops them up from Ford or vice versa. Right, we're all in the game here. We know how it works. So, you know, there's not a whole lot of really good training that you get there. But See, I came from the morttridge business before I sold cars and I had this like dream of one day being the Internet marketer. Right, so that's what I do for a limit now. Right. So like drink come true, which is really cool, and I've stuck with the program. But what I wanted to do with okay, so some. Now I've got this card uner shit that I work at that they're on TV, they're marketing, they're doing flyers, they're doing you know, they're having these contests with TV's and gold coins and they're getting people on the door and I'm making sales. But I'm having to work like seventy eighty hours a week and I'm not really I want to work on my passions that many hours every week. I don't want to work for somebody else that that many hours every week. So what I did was I started creating a follow up system of videos. Now he's bastards cutting my tie off. When I sold a car one time. I think is my first one. There's some peoples. I'm not that big of a guy. There's some big old car car guys at the place that I worry. But are you a big take there the cheapass tires? You have some money tied up in it? Yes, and maybe forty bucks or so, but there's probably a lot of money to me at the time and I needed all I could get. Yeah, I wasn't happy, but they like I think they were recruiting these guys straight out of the halfway house over there. It wasn't it was. It was odd, thinks, in the rich part time. But anyway, so this is Texas, right, Texas. Yeah, this is a huge car market. King of the car access knows how. So funny baby, they do. And it's in downtown Dallas, is where we're at. So that's where I live now in the dealerships and maybe ten minutes up the route for me, even closer to downtown. So the thing was I didn't want... work all those hours. So, even though everybody made fun of me and everything else, I would bought a tripod for lemon box from Amazon, took it to work out of my iphone and I would set my iphone up on this tripod and I would go out in front of whatever car model that was in new, whatever color I could get my hands on it, and I would do like the demo and a walk through and all that Shit, just as if somebody would right there with me. I'd walk up and treat the camera as if it was the person and I would like get in the car with them and I would do the voice commands the GPS, take them for a ride around the block to the test drive they and then I would send the videos but I wouldn't say, Hey, Jim, this videos for you as like hey, you asked about the Honda. I made this video specifically for you. I was really vague about it, and allow me to re purposes in the allow that the multiple clients. Basically, it's why you're so absolutely and then I'm able to send it out to these to the people. It's like, Hey, have you you want? You were interested in this car. Here's a cool video real life me doing it, just a regular guy with a tie on. It's cut off at the car dealership, right. And then, you know, I'm able to send him another follow up, like different screenshots how the dealership. If I introduce them to the GSM and one video introduce them to the finance guys. Another video explain with their part and how we could get them through, walk them through a screenshot of how to do the application online, like all these different things. In a way, when they showed up, they were like, Hey, it's that guy. He's pretty much helped me do everything. I'm just here to sign papers and now a way under have to spend a lot of time showing them cars and doing all this other stuff. Yeah, we had to take them on a test ride, but they do exactly what they wanted because I had showed them all the features and got all that up front. So a way, that missedop you on that one real quick, real quick, when you say that's something I got. No, that's cool. That's cool. That's why I interjected. That's something that I had got. That I hear a lot comment and conversation today. So you said we had to take them on a test drive. So like that was their thing, like and which happens in dealerships. That's how it was when I was orging to dealerships. Like they want you, like you have to take a test drive, and that's why you mean like they they made you like your management was like, Dude, you got a right take them for a ride, right, you couldn't sell a car without it. Yeah, I think. What do you think about that, though? Every challenge, you've sold multiple, multiple different items, more from mortgages to the biggest investment most people make to like the second biggest investment most people make. Now you get people making investments with you online without every even meeting you, for a decent amount of money. Like what do you think about that? Like if somebody comes in it's like, dude, like, I don't want to drive it, I know it. I'm educated. Like, let's get down to business, like why would you try? Like what do you feel about that? Like me, I mixed the motion's, like why would I take somebody to do something they're telling me they don't want to do? Like am I looking for them to just start beef and with me or what? Now? If I got, if I had run into that a couple times back then and I just sold the people, it's like, Hey, man, just to some that's what we did that just walk up door, immune choke for complement, talk about it and hell out of here. But I agree. When I bought my I have two cars right now, and when I'm fought, I released them, at...

...least cars out of my cars. I don't keep I don't have a TDK keep him on a Barm. So when I leave the cars that I had, I just called the infinity dealership told them what I wanted, what colors that I wanted and what options I wanted. They said that they had them. They sent me the invoice form. I already had the true car verification thing, which is what I used, you know, it's what I got leads from when I was selling cars. So I kind of knew what to do there and they didn't argue with me or anything. They were like, all right, we'll let you know when it's done. Be In detailed. You can come pick it up in the keys. I don't have the test drive it because I was in a hurry. I didn't want to spend all that time they were comminating. So I think. I believe that it's up to the customer. I don't think that it's if it's one less sale you have to meet. Now I do agree that if you're selling use cars, then yes, absolutely, one hundred million percent less. You're shipping it somewhere, you should. They should take a test to strike because you never know, squealing breaks, things like that can show up, but on a brand new vehicle with a warrantine and everything else that they know what they want and you know, he should be able to deliver it to their doorstep or however they want to pick it up with without a test drive. Yeah, all right, my feelings your I agree. I proms anymore? No, no, I agree, because it's like one. Let's tell the make. If I got to fail you to think a test drive and then tell you the car again, that's like a pain in the ass. I really just tell you the car pass that you want. Well, and and and and my thought is it's all the time. They come in, they're in, people are saying that, oh well, you got to take them on that test drive to build value, this and that. Well, it's like they already know what they want and like at this point, like it sounds like they're gonna they're interested in it. And if it's going to be a mini, if it's going to be a small deal, like let's just get it done and over with, let's make it fast, you know, move on to the next one. Yeah, okay. So use video, and that's something that a lot of a lot of people out there, you know a lot of you know the person listening. They've might have done it, they don't do it consistently enough. I had great results with that as well, but I love the like bringing in the GM and bring it in the F and I telling them his role, kind of like explaining, you know, going like basically pulling the curtain back, you know what I mean. So I do think that it's definitely value. So you got videos, so let's all right, keep going from there. You're in the midstuff. Tell us about the steps that you got that you show people to do. Yes, I did these test drive videos, videos introducing everybody, videos with them, touring the dealer shit, videos, showing them different departments, introduce them to the serves, guys, all that stuff, and then I was like you, you just said, like I like to get everything done and staff as possible and thinks the Internet a lot of stuff is Manis. It's just, it is what it is. And a lot of the dealer ads or to just liquid a car. So and that's cool. I was always good with a Sol as many as it takes right and every now and then I hit a big Linku and that'll be cool and I'll just keep selling them. So you know, when people walk in with the true cars, to stuff off the Internet, it's verified. Things is you can try to sell the protection package and stuff like that, and are you back and forth, or you could just close them and move on right, especially if you have a lot of leads, and that's my opinion anyway, because they're going to sell them stuff on the back end and they get fs and I anyway that those guys are... their dowmn money. But just how? I thought, yeah, like, man, we're basically t and them up. They got to hit things yourselves. So but yeah, so the videos worked really well. The other thing was, you know, getting involved in facebook. Like in my downtime I was one of the only people there that had access to facebook. I don't know how it is these days that they didn't want you back on then, but my log and allowed me to get onto bad youtube because the video things. And so what I did was two things I would tell people. I got into dealer socket, both dealers, I believe you's that software. I'm not in the ether socket. And wrote my own yeah, I wrote my own follow up emails, so you can populate someone's name in there and then right, hey, here's a look at that Honda that you wanted to or here's a look at that, you know, F one hundred and fifty that you were looking for whatever, and I just made my own email. So as soon as the lead came in, and you know, within the first two minutes, while everybody else to try to call them, I'm just sliding in their email with the free video and what their car looks like. But I think the headline was something like this is exactly what your next car looks like video, and it was like in parenthesies. So people like, oh, really, I just plans that. I wonder what that is. And then if me obviously showing them that. So that works really well, and then, getting in my downtime, I would get involved in groups. There's a lot of car guide groups, and I'm not telling about car sales guys, which are cool too, because if you get in the car sales Guy Group you can trade, you know, you got to either trades, different stuff that people might be looking for the you, but you're not going to light it up, you're not going to light the stroke board up in one of those groups, though. I get it, though, like it's good for a lot of things, like you said, but again, like I think that those those groups that are full with filled with rather buyers. That's an overlooked the buyers. Yeah, yes, yeah, they are, because there's a lot of car efficient autos. Man. What I if you sell forwards, if you go to fords facebook page alone, there's every time they post they're going to get thousands of comments. Men, there's going to be a lot of people on there in your area that say they want a car. You know, man, I like those. I've been meaning to get their test drive and you hit them up. You like I'm an official for representative for downtown for you can come in on Thursday. We haven't empoyment time at two o'clock. Be More happy to be free test drive. You can hit those all day long. And and you know, there's not just that, for there's a punch of different form pages, but the actual cars and the corporation and the different you know, and the Selene and I'm sure there's like localized groups to write. Absolutely, absolutely, like the meet up groups here, and they have cars and coffee, which they light do once a month at the Alexa stealership. Everybody pulls there like, you know, exotics and stuff and all of us going brull over them because they're awesome, you know. So they do that. If they have their group too, and all those guys are buying different stuff, and so you take a couple of year old corvette on trade or something like that, you could post it back there in the groups like that Soli Shot. Yeah, dude, I mean heck, no matter what I sold. If, like that was something in my backyard, like right now, like you just give me that, like if I would show up to that, even if my car wasn't worthy, I'd park get a few blocks down and I'd stroll up and if I...

...sold cars, and I'd connect with the dudes there, because you know what, those guys are car buyers and when they're passionate about it, they'll kick the dollars out, you know what I mean? Yep, YEP, so on facebecially they like exactly. I know a big part of what you do now is and because, again, you help a lot of like real estate dudes out, and to me it's the same. There's no difference between marketing real estate, marketing cars anything. It's all about its mark. It's all about people, you know what I mean? I think the fact that we try to make automotive marketing its own type of thing is the problem, because it's not. Because they're only buying a car every three to five years, but they're buying everything else all the time and they like to think that it's a different kind of marketing. So with facebook book ads. Now I jumped ahead of you a little bit where you running like ads. At this point in time then or this come after that, you were selling. Well, it's sad to say that that is the reason I got fired, or really not the reason I got parted party say back does. The reason I I quit the job is I was ready to go back to do my passion, but I was really going to stay for another couple of months and help him out because they were getting pretty busy. But they GSIM made a deal with me and he said he would get me a dollar for every facebook fan that they had within the next thirty days. Right. He's like, you can run our page, will give you. We won't pay you any extra for it because we're paying the guys five hundred bucks now, but it will give you a dollar for every life that you get on our page. I got like, I don't know, five thousand likes something on their page within thirty days from we're a little twenty ads myself thinking also to get the money back. Right then they didn't pay me. They're like well, you know, we were thinking you were probably going to spend three or four hundred dollars of our money. You know, we didn't expect to pay you five grand you should have told US ahead of time. Well, in the try, you piss me off because I had work to make that happen for then they just kind of took that bandage on me. So not to like be a dead horser or complain about that, but that's like, coincidentally, running facebook adds is what ended my career. Is that sounds so, but facebook ads are okay. So between the housing and the car business and there is no difference. They're both the most expensive assets that most people will buy in their entire life. They're the only differences. That takes longer to buy a house than it does a car. It takes longer to find the right house than it does at car because their houses are lump together on a lot, together for sale, like cars are, obviously, and all the houses that are look together and developments are not always all for sale. So it's a little bit different as far as the shopping pattern. But a car salesman a real estate agent are virtually identical. I have done both jobs. They are virtually identical. They have no pool. Somebody went to fucking money. Is the person that makes all decisions on the back end. Their job to make the customer happy and they fade all the eat. So I know, we know that facebook ads was kind of is one of your things in like social media ads was something that you that's big for you. So let okay, let's let's...

...transform you today, knowing what you know. Now, we got the car salesman listening and off the top of the head, what kind of campaign like? What tell me kind of the strategy you would use with facebook right now, like give somebody, give them something. Okay, there's a couple of strategies right now that I would use. Tous less, say Twenty Day ads been to get you a couple of car leads a days. Number one was we paid top dollar for trades. Find out what your cars working now, right, because then you got people entering in there that are interested in selling their cars. They're going to sell their car. They're going to mean another car, right. Yes, and I to target people according to their income, according to where they live, right, because you know certain parts of towns by its bit a, certain parts of town by PODD's right. Yeah, you know that. Invest is the way it is. And I would target them by their income, by the part of town that they're in. I would target them by you can see what their recent purchases are. They tells you what their credit rating is. So I wouldn't Nessam any bogues. I'm target people by what their credit is. FACEBOOK SMART Y'all and all this is found in the AD managers. If you go to facebook and you go to the ads manager and under demographics when you're selecting your audience, you can find all this stuff. It's got credit finances. You can see that if they bought a car within the last two years. If they bought a car that's in the it's over two years ago the last time they bought a car. According to Facebook, you should run it at hey, you should change cars every two years. Some pride. I mean you can pretty much look back there to excuse me, all the lift different demographics and figure out how you can craft your pitch to come and fumble. But for me right now, if I was a dealership and I'll here to do your sales, dude, man, you're doing it in York. Page everything. Yeah, let's do that one. Yeah. So, yeah, I would create a page. That would be you know what't name it after the dealership. I would create a community or a fan page. It's like Ford car stand page. Let's just AC keep using forwards whatever reason. But like like Ford Car Fan page. Now I'll take different pictures every day of stuff that's on your lot posted up there, and then I would boost it to people in the area that fit the criteria that I just gave you. Super Simple. I'll make a demo video, just like I talked about. I would upload the video from my phone right to that fan page and, for twenty dollars a day, run traffic to that video to people that live in a certain area, made at least the income that you look for and that had the credit that are to take your list down to about Twentyzero people, depend on where you live, but targeting by that are thinking about Twentyzero people. You can get in front of about three thousand a day for twenty or thirty bucks. Maybe with the videos you can get in front of even more for that same price. But here's the catch. In the video you have to make sure that at the end you have to say you know, make sure you go to this website or make sure you send me a message and make sure you text on your car. You have to get into some sort of call to action. Can't just make a video for them to see the vehicle and then not know what to do next. It like, here's the vehicle, this is... awesome it is. If you want to come get it, call me right here, Ryan Stevens, for two, one, four, D hinere ninety nine five five, five five, or you can even text me, if that's what you want, to set up time to come pick you up from your house and this bad point right whatever you got to do, just, you know, make sure that there's a call to action at the end. That a way of five thousand people see your video for your twenty or fifty ad spend, then you've got, you know, at least a couple and fifteen reads can out to you saying that they're interested in the car or one like that. So what about like idea? Then chargers over there? What about like do you stay away from interests and things like that when you're doing you're targeting on facebook, you can see here's the things there rubber. There's like so many different ways the target stuff on facebook. It's not a one size fits all. And the crazy thing what works in Philadelphia doesn't work in Atlanta because it's two different types of personalities, two different ways of thinking and stuff. So and it's not the ads don't work, it's the targeting. They don't work to ads work across the board. You guys have seen the most ridiculous advertising ever work. A blow up guerrillas and balloons and stars and then people come in with gold coins. We've seen the advertising works, no matter who what right, no matter what, it works. It's the targeting of who you get the advertising to. So on facebook you can pick people, if your self, every lad and the people that are interested in sham relays, but maybe they already own when they want to switch the fords. You know, you never really know. That's just different things that you have to test. You can go into audiences and audience insights in the ads manager and you can find out what, like the popular pages in your area are, such as radio stations, such as radio stations, different things like usually your local sports teams really popular, your local Dj or that you know, maybe a local business or club or something like that. So you can see what kind of people are there. So you know if your people hang out, the type of people that you deal with hang out at x y zlocation or typically buy stuff from placed or whatever. Then you can target them as well. There's just so many different ways back there pretty much anything that you can think of to get in front of somebody you can on facebook to the key is figuring out who you want to get in front of and making sure that you have the right call to actions for them. Okay, so what that means? It's not going to do you good to have bad credit targets. Yes, absolutely. It's all about the right message to the right person at the right time in the right tone. Yeah, I get that, and that's completely one hundred percent agree. But what about then, once they get that, like what? What? What do you need them to click to on that ad? I mean how important is the redirection? You know, if they do click and that called action, I mean it should go to a specific landing page or you know. What are your thoughts with that? So I use something called lead pages. So what I would do is, when they click the link from the video or the picture or whatever you use, there's a software you can use called lead pages. Lead pages donet like super easy to use, twenty thirty dollars a month, and I...

...would put a picture of the car up there with something to the tune of you know, find out what your cars worth or, you know, find out how you know more about this vehicle, whatever the case. That a way, when they click on that site, facebook allows you to do something called installing a pixel. They give you this little job, the script, and you like paste it in the webcode and the lead pages and don't freak out everybody. It's like easy stuff to do. I'm no, no tech guy play any stretch of the imagination. So it's super easy to paste in there and even shows you in the videos on lead pages how to do it. But then what happens is, once they click your site, whether they gave you their email and information or not, once they go back to facebook, that Pixel allows you to run traffic for avergiving back to that traffic. So let's say if thousand people click on your link and out of a thousand, ten people give you their opten right that they give you their email, name and phone number. One about the other nine hundred and ninety people? So now when those nine hundred and ninety people go back to facebook, they will see a different add it's like a still looking to sell your car or whatever the objective of your add is. So and that's pretty easy to do as far as install on the Pixel for again, the guys that have your own website that you drive traffic to her, even a dealership, if you don't have a facebook Pixel and solved on it, but you missing on a lot of easy traffic. Yeah, very good, very good, and that's something you don't have a website for that right. Like with lead pages, now you got to have a website. Okay, the pages. You don't know the pages is the website. That's a great program I use it. I don't. Michael my costs unavailable today. He uses it. I think it's pretty gangster, that thing right there. Definitely okay. So another thing you talk a lot about before we start going in the wrap this this this thing up. So what about, like with prospecting, like offline, online, etc. Like. What is some of the things that you teach your your students and whatnot on prospecting, on just, you know, other ways to D im up their own traffic and their own opportunities. Well, to keep it can grue with the show. I'll leave you, guys with this. I have a method that we call the lucky seven nothing and it's three actions seven days a week, which, for some reason, we came up with seven, seven, seven. That's sound of lucky life. They US would just go with it. All right. So this, this method, is you're going to take three actions every single day of the week, and it's hard to do this for an entire month. Not Hard as the sense of physically laboring or anything like that. It's hard to keep up with because you start getting attraction just because the dynamics and the algorithm of how facebook works. But three actions to day. Those three actions are action number one is make sure you comment on at least one person's post every day. You know, engage with people, even you never know when somebody's about to buy a car, they have a tire blowout, they need new tires, the transmission fell out there on the side of the road, somebody had on their man at their car, whatever case, you never know. So you need to be interacting and leaving at least one comment on somebody's post every day, and that takes all of what thirty seconds, right, what's the worst thing can happen in conversation with somebody you like? Second thing is you need to write...

...on one person's wall every day. Okay, so going to somebody's wall see what they've been up too lately, telling you just want to drop by you were thinking about them, that you miss them, you're thinking about them, you want to say hello. You saw the other day that they have a wonderful families. Want to congratulate it. Whatever right, be nice to let's start that conversation with them. The third thing is private message. One person, every day, same thing. Go to their facebook's wall, see what they've been up to and heading with a message like this. Hey Man, I saw you were at the zoo on Saturday. I was hey man, I was thinking about you and what you've been up to, and then I looked on your page. While you was a zoo on Saturday, what's the zoo like these days? Start the conversation with them. On the way through that conversation, humans identify with the three things they identify with their job, their name and where they're where they're from. So you already know most of that stuff. You're going to ask the person once you get through the the casual conversation, you're going to say, Hey man, house business treating you. They're going to give you some BS and so I got business is good, bad and different, whatever the case, they're usually nine times out of ten they're going to turn around. They're going to see how business for you. You can see a business school. You know the car business is what it is. If you know somebody's looking to buy, sell and trade and Chev leam and make sure you've seen. On my way. Could always use some more business. Cool. That's just the easy way get in front of somebody. You don't have to be all aggressive or weird about it. You weren't spamming them because you showed some interest in what they had first. I call that social reconnaissance. Right, you'd lived in saw something that they were interested in talking about. Before you just like, Hey, come down if you know anybody wants to call or type of crap. Right, what do you call them? So know what social what the social reconnaissance? Okay, so, like you just go on their page and do a little recon about what they've been up to. You know, people put stuff on facebook because they're they want attention. So you given them attention. Is rewarding them psychologically. You know it came out was looking at the stuff you wanted me to look at. Yeah, you know, all you seem somebody. You said, there they're if you're pming with somebuddy, it seems that they're post show up more and more in your new that's the beauty of this. So at the end of a week you have twenty one people that you've dealt with. Right, seven actions three different people every day, seven days weeks, or three actions from three different people seven days a week. So that's twenty one different people that you've got in front of prospect wise in a week. And then again, that adds up fairly quickly, right. But each one of those people now are going to see your post in their new speed. You've covered it on their wall. You have what facebook calls infinity. They're going to show you there. They're going to show them your post. Same thing, private message. Somebody their facebook's going to show them your post. You interacting some money on a comment thrend? facebooks going to start showing them your post and guess what, you're in front of them on a consistent basis. When people think cars, when their friends say who should I go get a car from? When their friends make a post about who's a good, honest car guy in town, they're going to say Ryan and they're going to tag me in the thing. And I will be able to say I can get you whatever you want, more than happy to help you out right there and demonstrate my specialism in front of them and all of their friends as well. So the thing is in the in the business, is to get in front of as many people as you can. You got ups coming in, you got your Internet leads, you got your calls from service and from past customers...

...and you've got the ups from the service DRIBE as well. In your down time when none of that school what on, because we all know we have so many hours that there are slow one in your downtime make sure you're engaging people. Going through three steps. Today, one comment, one post on somebody's wall and one private message. In thirty be they if you will tell cars from it. You can't. That's called the triple seven, right, the seven, seven, seven, yeah, let's see it again. It's a lucky eleven comment on the wall, but it's coming on a post private message. You want to post wall and then you know, private messages and post on the wall. NOP, just relevant, not just in reasonable go everything. Asking them to marry you from the gate. You go in and you start the conversation up right and then, yeah, marry doubt. Man. I like that. I like that. That was good, man. We should kick it off with that. That's a good one. So the the seven, seven, seven. So if you guys aren't doing that, put it in action, Ryan. Man. We want a little bit over today, man. But where can have? You know, my people listening and where can they get? Where should they hit you up? Where should they get more from? You got the new redesigned site, man, congratulations on that. Thanks. Thank you. Appreciate their route. You know, everybody can find me a hardcore closercom. I'll be honored if you'd subscribed in my mail and list. I promise to deliver some kickass content that you'll enjoy, to make you laugh. Some of these going to Piss you off with that kind of part of our job. So you got have some six kid, and I promise that everything I make and in deliver onto that website is the intention to help or entertain the community in one form, one way or another. So you guys could head over the hardcore closercom and check that out. It's nothing but goodness. Just don't let your kids be going to say it played over the videos. Yeah, definitely know, but it's good guys, definitely check it out. Like I'm a I'll be honest, I'm a new be subscriber over there band but I've definitely been loving it all right, Ryan, listen, man, it did awesome. Dude. Thank you so much for for taking the time and I hope everybody could goes and checks you out and I will continue to keep tuning in. Bro Hey, I appreciate you have me on here. Man. Thanks again. You gotta Bro. And there you have it. That was himself, the hardcore closer, Mr Ryan stuuman. Check out him on the hardcore closercom really cool blog. Guy Updates it and, you know, insanely amounts of times with a lot of great content. Again, I knew that. I was new too to his content. Just really started following him, but definitely enjoying I think he's got a great thing going on. It's definitely want to look out for. So thanks for everything for checking out the session. Make sure you swing over to the dealer playbookcomas sixty seven for the show notes and all the links to any of the resource that anything that we've discussed in this episode. Until next time,...

...stay out there, stay killing it and we'll see you next time,.

In-Stream Audio Search


Search across all episodes within this podcast

Episodes (514)