The Dealer Playbook
The Dealer Playbook

Episode 7 · 8 years ago

Sean Moffett: Turn Customers Into Raving Fans Of Your Dealership

ABOUT THIS EPISODE

Your greatest asset are the people you just sold. People like to do business with an "expert", and will pay more to do so. 

 

20 year automotive vet, International Sales Expert and host of nationally syndicated radio show " The Sean Moffett Show" Sean Moffett himself sits down with Robert and Michael to chat it up about " Turning Your Current Customers Into Raving Fans"! Advocates of your dealership and your brand. Even in today's advanced market there is nothing stronger than the relationship with your store and its customers. Past, Present and future. 

 

 In this awesome new episode, Sean talks about how just in how the way a sales person greets a customer, that customer knows if they are dealing with a professional expert or not. '"The best place to close your deal, is with the first impression". 

 

Sean is going to show us exactly how to do just that in this session.   

 

Sean Moffett gives a few easy word tracks sales people can use to sound like a expert. A professional. Check them out and practice with your team or whoever is down. Why not pick up something new that is without a doubt different than what the sales team is currently doing. 

 

What if just something that simple as how the customer is being greeted is what is holding back sales explosion in a dealership?

 

 

 

This is session is packing some powerful information!!! 

 

Sean is a professional broadcaster and great speaker so nobody minded that " The Dealer Playbook" turned into "The Sean Moffett Show". Starting with authentically greeting someone with a caring disposition, to how to finesse and keep the " wow factor" rolling after they make it purchase. 

 

It is all in this session!

 

 

You in this session you will learn more about 

 

- How to greet the customer like a professional expert

 

- Focusing on the customer’s experience genuinely 

 

- Is management in need of leadership training (it is more than penciling deals)

 

- Being an expert on your product

 

- Communicating with customers & allowing them to shop with you 

 

- Finding training material you can relate with (so much online for free) 

 

- Different markets require different tactics 

 

- Watching out for listening to the wrong "guru's" information. 

 

All that plus so much more! 

 

 

Here are the links mentioned in this episode 

 

 

 

 

 

Sean's Website: 

http://www.themoffettcompany.com/

 

 

Facebook:

https://www.facebook.com/profile.php?id=100001592899984&fref=ts

 

Twitter:

https://twitter.com/TheSeanMoffett

 

 

Sean Moffett's " Wow Factor Sales Success Training":

https://www.udemy.com/wow-factor-sales-success-training/?sl=E0Ibc1tTQxMALBoeCRAcKBM%3D&dtcode=qqmla8hp 

 

Sean's killer YouTube Channel Lots of good stuff:

https://www.youtube.com/channel/UC1XW7Dmi_6v6hr-RA1gGC8g

 

Sean's syndicated radio show on iTunes

https://itunes.apple.com/us/podcast/the-sean-moffett-show/id631875767?mt=2 

 

Get his free audio book email here:

info@themoffettcompany.com (put "The Dealer Playbook" in the subject)

 

The Dealer Playbook - 

http://www.thedealerplaybook.com 

 

 

 

 

This is the dealer playbook, episode seven, and today we're featuring our first fellow Canadian, and he hijacked the show, and rightfully so. Here we go. You're dialed into the dealer playbook podcast, where it's all about winning out or dealer strategies that deliver proven results. And now your hosts, Robert Weissman and Michael Cirillo. Hey, everybody, what is going on? Michael Cirillo and Robert Weisman here with the dealer playbook. Robert, what's going on, man? WHAT IS UP, everybody? Thanks for being here. Hey, this episode I'm really looking forward to. We have the opportunity to meet with a bona fide hustler, sales expert, car guy, Sean Moffatt, who is really a really credible source about helping dealers, I want to say, build their brand, but do it through creating such incredible experiences for the people who they work with, in other words the people who purchase vehicles, to turn those people into evangelists. You've known Sean for quite some time. What can you tell us about him before we jump into this episode? I mean, he's he knows this stuff and you know he's he's got a good point about. You know, you want to turn these your customers. Why wouldn't you want the people that already like you to be like raging lunatics? Be Your mouthpiece out there there. He's Sean's got some great things on his about these number one sales expert to follow on twitter. He's voted one of the top ten business coaches on twitter, forty under forty business award winner. I mean he's got the credentials to back it up. So again he's going to talk about turning your current clients, your customers, into advocates of your operation, of your brand. Let's go at this is it is a great interview. I mean you're going to love it and Sean does an excellent job. So, Michael, if there's nothing else, let's go in. All right, guys, enjoy. Okay, and everybody, and we are back and we are here with my fellow mastermind or in the unfair advantage automotive mastermind group in Charlotte, sewn moffatt Shawn Man. Thanks for the time, brother, thanks for having me here. Good, good, good. So listen. So Sean's guys, we mentioned this topic. He's going to talk about the how effective and what what techniques we can take to turn our current clients, customers, into advocates, meaning, you know, advocates of the dealership, of the brand, and will show you. What I'll do is just so like we get all the audience, everybody caught up to speed. Explain exactly what you mean with that term. Your greatest asset are the people that you just sold, and there are two tight of salespeople working in the economy right now. Number one is the type that's too afraid to work into lazy...

...to steel, so they get into car sales, and the other is the kind of salesperson who understands that what they do is a career, but what they do, more importantly than that, is serve the public. And in two thousand and eight everything changed with the economic meltdown. You know, six years ago now, almost a five and a half years ago, everything changed and buyers and consumers, your customers, my customers, started realizing that their dollars were far more precious than ever before. See, right at that point, if you take sort of like a quick snapshot of history, five years ago, we paid in the car business. I was in the car business at that time, and you and I paid huge lip service in the car business to finger quotes, customer satisfaction and finger quotes exceeding expectations. But it was all crap because no really did that. And so buyers, a customers got really, really used to transactional deals. I mean there are there are sales trainers Galore that you can listen to, unfortunately, that are going to tell you the eighty five different ways to jam someone into a car before they leave, and some sales managers still promote that kind of guardbridge thinking. But here's the thing. When you become a transaction to someone, when you're buying something, forget about the car business. But when you buy something and you become a transaction, you feel like a transaction. And you know what I'm talking about, Robert. You know what I'm talking about, Michael, that that feeling of getting taken, you know, not being valued, not being important in the process. You're just a dollar sign. Right, you don't go backs, right, you don't go back. And that's the way that it was in two thousand and two thousand and nine. That's the way that some card dealers, most car dealers, frankly, are still working today and they're blowing their brains out on advertising, trying to get people in when, if they manage the relationships they already had, they would double their bottom line tomorrow. But they don't. And so I say turn your customers, the people who you used to be transactional with, into raving lunatic advocates for what you do by treating them well, serving them graciously, being humble and putting the customer before yourself, before the RDR, before the commission, before the bonus, before all of those things. Put the customers best interest first and you will grow advocacy. But you got to be I mean genuinely. Being genuine is going to be super crucial in this. I mean genuinely genuine. It's all about authenticity. I mean, I've heard it said once you can fake sincerity, the rest is easy, but that's bullshit. That doesn't work...

...anymore. You know, I'm sorry if I said Bullshit, I apologize. You can at you said it twice. It's all right, people, because I figure, for in a podcast we can say whatever we want, right and it's bullshit to think, frankly, that that if you are in authentic people can't read that. People read in a up anticity all the time. Walk into place. I think about it. You walk into a store, any kind of store that's more than like a Walmart. Decision Right, and you walk into the store and somebody in a bad suit that smells like cigarettes, forgive me if you smoke, comes up to you and says, can I help you? What's the answer? No, no, I'm just looking. I don't want to be bothered. And what they're really saying is, I don't want to talk to you because you're repulsive to me, you know. But if you, if you authentically cared, genuinely cared about the person that was walking in, you didn't judge me, and I know I've heard every well and never prejudge and never did. But you do it right, you do it. That's why you don't get up from your chair to go greet the customer when they come in. You you quickly jump on your computer to pretend like you're doing something. You know. You pick up the phone, you jump on Facebook, you do whatever you can do to the authentically engaged the client. They can feel that right when someone walks into the dealership, you need to go to that customer, look them squarely in the eye with a humble disposition and a positive energy and say thank you for coming to ABC motors. My name is Shawn Moffatt. Are you here to see a car, a truck and SUV, or was there something particular you came to visit for? You know, and that's different. It sounds different, it feels different, and the best place to close your deal is with the first impression, and the way that you do that is by authentically engaging someone with a caring disposition. You got to connect with them. I mean, makes one hundred percent sense and and I like the word track there. So why don't you get let's hear that word track again. Let's try this greeting right here. Let's hear that again. It's simple. You walk over to the person or the family that you know, the husband, the wife, whomever. And by the way, if you if a husband and wife, man and woman, man and man, woman and woman walk in together, don't look at the guy and say can I help you? And totally if you. If there's a couple that walks in, by the way, if there's a couple that walks in, greet the woman first. Okay, because when you do that, the husband or boyfriend or whomever is going to realize they're dealing with a professional. They're going to they understand the deal. But here's how you do. You walk over humbly, graciously, with a positive gate. So you stand as though you didn't just get kicked in the nuts by somebody you know. You you stand with your shoulders back, your chest up a little bit, not not bravado, but just confidence. You know, that humble confidence that you experience when you deal with an expert. You know...

...when you do with someone who really knows what they're doing. And you guys know what I'm talking about. You've met those people and immediately when you meet them, your your being, I don't not trying to get airy fairy, but you're being almost rests a little bit and you're like, you know what, this cat knows what he or she's talking about. I'm in good hands. I can relax a little bit. You know. You feel that and I feel that. So you walk over to the person. They come into the dealership. You say welcome to ABC motors, not can I help you, but hi there, welcome to ABC motors, welcome to Wiseman Motors, welcome to moffatt motors. My name is Sean Moffatt. I'm here to serve you. Did you drop by to see a car, a truck and SUV, something in our pre owned department, or was there something specific you came to look at? You know, and it's it's not. The answer can't be no. You know, the answers got to provoke something and it's going to sound a bazillion times different than the last three cats they came to see, because the first thing that those people said was, what's your credit score? Can you fill up this application before I can tell you what car you're going to be able to buy from me today? Okay, it's like, give me a friggin break. Really, like that's where we are right now. It's two thousand and fourteen and and it blows my mind that you know, as the deal or as the entrepreneurs, the businessperson behind those operations, that you don't see that that weakness and really take advantage of it by preparing your people, like I just had like this vision, and being in dealerships and, you know, being addicted to educating myself, I never had like greeting training. Now, how hard would it be to get your whole team in in the office together and before Saturday morning, hey, everybody, let's practice and let's try this when we greet the customers. Only today. You know what I'm saying. Boost Damn Rehearse it. Yeah, and it costs nothing. Cost nothing? Well, Robert, I hate to interject, but it does cost something, because what it costs is a dealer principle, a general manager, a salesmanager, to put their ego aside and recognize that they may know everything, but there's other things that can be learned as well, and to stand up in front of your staff and say hey, look, you know what, I haven't done my job as a leader, I haven't shown you the right way and I've allowed you to get into a habit that's actually hurting you. So here's what we're going to do. We're going to as as fundament mental and as rudimentary as this sounds, we're going to practice some greetings right now. And it's going to feel weird and it's going to feel strange and I know you're all uncomfortable with it. But look, if you can't do it here with me, with people who care about you, you're not going to be able to do it with the people who come through the door who I care about you know, who are your customers and my customers. So it does cost something, but it costs someone willing to forego...

...their ego for a moment and and actually engage their staff. Bam and no doubt about it. And I tell you what, like right there again, guys, was another bomb that he dropped. He's giving you, you know, scenario or word track for you to humble yourself. If that's you, if that sounds like you, he's giving you the out right there. Gave you the laydown to him and that's it's going to rally the team and nobody's going to think of you any differently after it. That's right. So, I mean there's some accountability on the part of the executives at the dealership, dealer principle to you know, kind of get the ball moving. I like what you said. Put there ego aside. I mean we see that a lot in the industry. You know, I'm a sales manager. You know, let me step up on my soap box or ride my high horse. We see that a lot. What kind of accountability do we put on the individual sales people? Are Team members. I mean, you know, I think this message is resonating with a lot of people right now. I'm sure you know, even in the Okanagan, where I'm based out of, there's card dealers here, there's sales people here who are going man, how do I step up my game? What can I do differently? What's the starting point for them? I mean, you know, there's so many things, I think, that stand in people's way, you know, their own little fears or obstacles or whatever. Where do they get started? What's the first thing that a salesperson can do today to adopt this? Okay, great question, Michael. Thank you for asking it. The first thing sales people need to do, and look, I'm a salesperson. Okay, I have a confession to make. I got back on the sales floor February. First I'm selling cars today and I'll tell you why. I'm selling cars today. To prove that the sales training and the technologies and the the way that I sell in train and teach people to sell works, because it's it had been about four years since I've been on the floor and I wanted to be back on the floor proving that it works. So I'm doing both. I'm running the company and I'm selling cars on the floor. But here's how here's our salesperson should go about it. A salesperson should look themselves in the mirror and, and I know this is really hard because I had to do it myself, so I'm not asking anybody to do anything that I haven't done recently, but look in the mirror and ask yourself, am I as good as I could be? And you're going to realize that the answer is no. Then the second question you're going to ask yourself is what what do I need to do to get better? And the answer is to train yourself to be better. You know, one of the things that I set off the top of the show is that sales people are too afraid to work into lacey is steel quite often and that's why they get into sales. And I kind of say it and get a good laugh, but it's true. I have the most successful salespeople that I have met are not the slickest talkers, they're not the you know, the traditional sort of wolf of Wall Street kind of guys gals. They're the ones that work the hardest, they're the ones that care the most...

...and they're the ones that are willing to do whatever it takes. Unfortunately, I had to steal that line, but they're they're willing to do what it takes. How about that? What it Gah in order to learn what they don't know, in implement what they don't normally implement and improve. It doesn't matter what your career choices you know, whether you are in car sales or you've decided to be a sales trainer, you want to start your own company, you got a food truck, it really doesn't matter. If you don't practice your craft and hone your skills, you will fail. And so the first thing that a salesperson needs to do is to find a reliable source of training and literally dive into it head first. And sales people are often unwilling to invest in themselves because the reason they're in sales is they have a very poor self image. The A lot of sales people suffer with a lack of competence and so they, you know, they fly into this sort of arrogance zone right because to me the antithesis of competence is arrogance, and they get a little arrogant and they, you know, they think they know everything. I mean, I've met so many sales people who think they know everything and they don't you know. So you've got to you've got to be willing to invest in yourself, because it's a great investment, and start slowly. You know, get some recommendations of people to follow on social media. That doesn't cost anything, and those people are constantly linking you to great articles and and things that you can learn to improve yourself. Find some sales trainer that you connect with, that you believe in, not just the person who barks the loudest or, you know, the person who has been at it since one thousand nine hundred and ninety one and is still training the same things, but find someone who's relevant to you, who you like, who you connect with. Read their stuff, listen to their podcast, watch their videos. Get Online. You could literally take all of my training for probably a hundred dollars, if not for free, because I've put all of it out online for free right so for less on a hundred dollars you could take probably three different training technologies that would teach you how to sell twenty cars a month and next month. But people don't do that. So that's what sales people need to do is invest in yourself, get out of your own way, get real with yourself about the fact that selling six to eight cars a month is not okay. Right, don't be relying on your wife and your girlfriend or your husband or anybody else to be filling in the holes of your income. You should be filling in the holes of your income and if you can it's because you're not working hard enough. Sorry to tell you, but managers need to take a stand. To See, managers are often those people who've hung around...

...the longest and not gotten fired. So they know how to play the political game really well and they know how to insulate themselves from any level of accountability. And as sales managers, that's an unfortunate deal because, frankly speaking, I look to you as my leader as a sales manager. You know, I look to you as the person who's going to help me succeed. It's not my job as a salesperson to make your life easier as a sales manager. As a sales manager, it's your job to serve me as the salesperson and to help me be better than I ever thought possible, and that's not what sales managers are doing. So, sales managers, take a look in the mirror. Ask Yourself, am I really serving my staff? Do people actually come to work wanting to work for me? Am I giving these guys and girls the tools that they need to help me achieve my targets? And you know what, I bet you the answers no. And if that's the case, you need to invest in some leadership training, because just being around long enough in a dealership not to get fired, or being the guy that or gal that you know sold a fair amount of cars but maybe you know wasn't the top sales person. Very rare that the top sales person gets into management. You've not taken management training or leadership training. I don't know how many sales managers in the car business actually went to post secondary education to learn how to be successful as a sales manager in the automotive business. It doesn't happen. So they've got to invest as well in leadership and how to rally people and how to get the best out of people and how to be a servant leader rather than someone who's pulling people along. Yeah, it goes further than just learn how to pencil up deals right. Yeah, and and I don't like that's what I always questioned was, you know, I's I've never was like a desk manager, but I always visioned, okay, if I was a desk manager, they're always like, you don't want to be there, you're going to wake make lay way less money with the amount of cars you sell. Well, my thoughts were, if I go to if I'm a desk manager and I'm paid off the the nut of the team, you know, I'm confident that I could build, you know, the right team and a good functioning team so that they you know, they they hurt themselves by not like creating rock styles, rock stars out of their team members. You know that means, you know, to mean pushing them as hard as they can. It's it makes no sense. The other thing thing to sorry, just to interject that I love your points where you're absolutely right. One are the other things that I've learned in my career is that the best sales managers are not afraid of their staff. You know, a lot of a lot of sales managers that I've met all have to be that Alpha person because, you know, they they're actually afraid that if someone that they're working with...

...becomes really successful that they might take their job. You know, again it goes back to that massive insecurity, thing that a lot of salespeople have. And so, as a sales manager, your job should be to build the best team and to push them. And here's the thing that you have to realize as a sales manager, the best of the best do not want to fly with a bunch of Turkeys. You know they want to they want to soar with eagles. Right, they need to have accountability targets, regular communication and conversation, regular feedback, not just when your GM tells you to do it, not just when they're about to get fired, but regular, consistent goals, game plans and strategies, and the best of the best rally around that and make you look like a superstar. And I mean that. The other thing to hear that that I that I heard you say. I mean, you didn't right out come and say it, but you've talked about credible training. Yes, and and I mean that to me, is a huge part. You need to know who to listen to and it has to be someone that has either accomplished what you want to accomplish or has achieved what you want to achieve, or who is who you want to become. And and you know you say that from the salesperson perspective, but you also say it from the leadership perspective. I do agree that sales managers need to let their ego aside and they need to also be saying, you know, like what you said, Hey, am I doing everything I can? Am I? Am I serving my team? Am I a servant leader versus a High Horse leader? And if not, I need to align myself with someone who can mentor me and can coach me and help me be who I need to be in order to get the most out of my team. So I love what you're saying about, you know, your confession about you being back in the dealership, because that that's, I mean, just a testament that you know, you can be you yourself. Sean Moffatt, are someone that people can listen to because you're doing it. That's right, you know and you're approving it, and I think that's just something that everyone needs to keep in mind. I mean that in the digital age there's so much access to information. I can I can find information on anything that I want, but how credible it is? It is it. I don't know who's done what and if they're, you know, trustworthy source. So I like what you're saying you need to line up with credible training, someone who's going to be able to show you how to do it properly. But, more importantly, from the reverse angle, you need to know that that person who you're seeking training from is someone who's actually has what you want. That's right, and there's a couple other things to that, Michael, and I appreciate you saying that. The first thing that I would say is is not all training works in all markets. And I say that specifically because you know you're from. You're from British Columbia in Canada, and I'm from Toronto in Canada, and Robert is...

...robberty from North Carolina or something. You'd never you always get me wrong, man. One time you say Massachusetts I lived. I live in PA I live in Pennsylvanis Lania is certainly much different than the Canadian market, but the Pennsylvania market is different than the Manhattan market, you know, and so for me I think it's very important that if you choose to listen to someone who's going to train you on how to sell cars and they're selling cars in the style and fashion of a, I don't know, chopper from Vegas, and you're in in the Okanagan Valley in British Columbia and your buyer is specifically and completely different. If you adopt the ways that this trainer is teaching you how to do things, it's quite possible that you just turn your buyer right off, you know, because you've got to understand the market that you're in. So not all yelling, screaming, freaking out sales trainers are going to teach you the kinds of things that you need to know to be appropriate in your market and be successful. And frankly, I think that ship has sailed as it relates to salesmanship. But the question that I would ask to and just further to your point, Michael, is social media's a beautiful and wonderful thing and it's part of what I built my business on. But what I've noticed in social media, particularly over the last twelve months, is that everyone has become an expert. Everyone's a guru, everyone's an expert, everyone's a whatever you know right and and that's unfortunate. And someone asked me one time. They said, you know you're an expert and that's how long have you been doing it? I said, you have had my company for four years and I've been in the automotive business for almost twenty. They so when was last time you were actually in a dealership working? I said two thousand and ten, and I lost the deal and it made me think. You know, it doesn't matter how much stuff I put out online, how big my following is, how many clients I have, if I can't actually affect someone today based on what they're going through, then I'm not an expert and I'm not a guru and no one should listen to me. So be careful, be weary. You know, there are there are lots of people who are telling you what you should and shouldn't be doing who haven't done it in a long, long, long time, if at all, and just simply being aggressive isn't the mark of a successful professional salesperson in two thousand and fourteen. Very good, very good. So what kind, what kind of Hook up do you got over there at your dealership now? Are you working like on appointment only type thing, or are you there? Are you building a building your...

...business? I am on the floor taking ups, selling cars and within I started February, the first of February, and kind of you know, learn the product and the lay of the land and got comfortable with things and I have been the top sales person in March and the top sales person in April in the store and I like to think it's because my training works. But it's more important than that. It's it's the way that I engage clients, the way that I engage customers. I use a formula or philosophy kind of which is which is connect, communicate and then close right. So when people come in I want to connect with them quickly and it's goes back to what Robert said at the beginning about being genuine, about being authentically interested in these other people. Do I like all of them, know, but I find something that I can like about them so that I can be genuinely interested. And if it turns out that you know what we just don't, there's there's just an energy clash right away and it is not going to work. I'll give him to somebody else because I know that relationships sell cars today and if I can't get into a relationship with you, is going to be really tough for me to sell you a car very or help you buy one. You know. So it's about first connecting right and then clearly communicating, which involves finding out what they really want. Why are they even at the dealership? You know, why did they choose to use up there are time to come to a dealership look for a car? Like why would they even do that? And then what's the perfect solution? Because often what they come into to see, to drive, isn't what they really need, isn't what they're actually really going to use. Right that they often come in on that ninety nine dollar bi weekly add but that's not the car they need. You know, that's the payment they want, but it's not the car they need. And you got to communicate in order to be able to figure that out. And then communication goes way beyond that, right it goes through actually picking out the right vehicle, actually demonstrating knowing your product and your job so well that you can demonstrate a product in such a way that people are actually emotionally connected to a car before they ever sit down to look at the numbers. If you can get someone to that point, the numbers are going to be important, but they're not going to be what you have to base your entire deal on, because when you base your entire deal on the numbers, you lose. You you may, you may sell the car, but the customers not happy because the only thing that they connected to was a payment. They don't even remember your name because ninety days later, if they come back for a service...

...appointment, they can't remember who's sold in the car. And you don't make any commission because you take a minimum deal to get a sticker on the board and that's just not sustainable. You just can't do it. So you got to communicate in all facets and then when you get back to the dealership, you keep communicate and and you communicate options and you communicate choices and you allow them the opportunity to shop with you because, guess what, you sell more than just simply the brand that you sell. You've got to use car department. You've got other friends in the industry right there's lots of different ways to sell a car. When you stop focusing solely on how it's going to serve you and you actually start focusing on how it's going to serve the customer, you make more money, you sell more cars, you're happier and you close more deals. And so that's that's what I'm doing. I'm literally taking I had no leads, no UPS, no customer book to drop from, and I just went in and I went at it and here I am. Sean. Yeah, ask you something. Yes, you want to do me a favor, work and why don't you drop, drop me a page. What's a URL that people can go to to get some of your some of the free stuff you got floating around there? Absolutely if you go to youtubecom forward tea, so the MOM Moffitt, see company T MC excellence. So youtubecom forward, slash TMC excellence. That's my youtube channel. There's over I don't even remember how many videos are on there, but it's been viewed something like almost I think thirteen million views or some crazy number like that. So there's a lot of a lot of that floating around. They can go to you, to mecom, you deemycom, and search for me there. SEAWAN, MOFAT SEMOFFETT. I have a course on there called wow factor sales training and it's Bro I took that course, man. It's killer. That's available for for free. Think down. I think it's I think it's ninety nine dollars and but I'm pretty sure they have a promotion and all they're always have sales seventy five percent off for eighty percent offer. Yeah, seriously, no exaggeration. They are always around seventy five percent off. So even just search a google a coupon code for it and I'll put the links in the show notes for everybody to get it. I know exactly. Yeah, that Shawn, I was on it. It's good, it's it's definitely it's different and, you know, I got to play with the stuff a little bit and it's you. There was I remember there was one particular thing that you did and it was like immediately started selling more cars or something. I can't remember what...

...it was. Yeah, well, yeah, it was where I started, but for just switching around a couple things in the process and really get into know exactly what, you know, what they were looking for, what their language was and, you know, to be what their vibes were. I just shifted some things up. It was some time ago, man, I you know, unfortunately, and I've been away from but yeah, it was somewhere in the process where I switched up the you know, the information gathering and just some kind of no brainer type of things. So I'll I'll link you guys to that that's in you to me. I'm making the note for it now. It's really good. And where Else Shaun shown? Let them. We're going to wrap this up, man. So where else can they? I think if they they can go to itunes and my I have a naturally syndicated radio show in the US that gets sort of turn into a podcast and you can subscribe on Itunes. Just searched on Mafado. Come up, and you can also go to my website, the MOFFAT COMPANYCOM. I got all my blogs and everything there and like past shows that have done, and and and, frankly speaking, you know what, if somebody listens to this and once my audio book, which is called the three he's of selling, just send me an email and I'll just give it to you. I don't care, let's give it to you. Awesome. So Info One, fort lots a COMPANYCOM and I'll just I'll give you the free book, all right, everybody, and I'll put all the links to all that down in the show notes at the dealer playbookcom and that everything will be available there. Love it, Sean. Thank you so much for joining us today. I kind of jumped a gun because you went on and there were some more power bombs in there, but, you know, certainly appreciate you taking the time and you know, like, like you said, you gave us a bunch of places to hook up with you and the free book will link to that in the show notes. Thanks again. Anybody who wants to kick up their game needs to get hooked up with Shawn MOFFATT and we'll go from there. Thanks. Thanks Michael, thanks Robert, sir. Wow, and that was great, everybody. Thank you so much for tuning into the Sean Moth. That sh I mean to the dealer, but wow, but I mean the guy. I'm just getting though. He I bet he had so much to say, and this is exactly what I knew it was going to be. Dude that into this. I ton't. I just kind of tuned myself out because I was like what am I going to add to this? I mean he started rolling and I'm like I'm done, I've there. There's nothing I can say that's going to enhance what he's doing. So I just got to let this guy fly and I love I love the you know, was like immediate action. You know, we asked him some getting started stuff. You know, we talked to him about what can happen immediately inside of the dealership to see the shift, to really shape a new experience for customers. And like...

...he just exploded. I mean there was so much information coming out of that guy. I have I have four and a half pages of note year. Yeah, he he rocked it and you know, his delivery is so well and I mean this guy was. It was nice. I mean we were on with a professional broadcaster. I mean he truly is, which is probably why I also toned myself out, because I'm like yeah, but it is a little bit intimidating going in to it. I made a joke about it, but you know, I knew that he knows how to carry it and I think he did a great job. So look all the links, all the training he talks about that he's got you you can get access to and you know him saying he'll send you this free book. Just, you know, check the show notes at the dealer playbookcom. Just Click on the this episode Sean Moffatt and you'll have access to all that stuff. I mean I had a blast, Michael. How about you? That was so much fun. I you know, I want to have him back on again. Maybe we can just carry up the conversation, but hey, listen. If you haven't already done so, take it. Take a quick minute leave us a review on itunes or stitcher radio. We'd love to get your feedback about the show and also, don't forget click the subscribe button on either one of those platforms and visit us the dealer playbookcom to check out the show notes, like you said, Robert, and we'll talk to you guys soon. Yep, take advantage of this offer from Sean. They'll be in the notes. Thanks everybody.

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