The Dealer Playbook
The Dealer Playbook

Episode · 7 years ago

Tom Vann: How to Build a Massive Customer Database and Sell More Cars


"Dealers have been so focused on analyzing data, we forget about the magic that happens between people"

Tom Vann 

There are so many great trainers in the automotive industry that have so much great information that can grow your business. 


 Today on "The Dealer Playbook" podcast session 20 we sit down with not only a very unique and creative sales trainer but also a very successful active dealer. 


 Tom Vann founder of VSM Training has been a dealer for many many years. In a small town of 9000 people he was able to sell 174 Million dollars worth of retrial vehicles! 


 In this session of "The Dealer Playbook" podcast Tom Vann discusses some of the key strategies he uses in his dealership to reach those ground breaking numbers.



What you can expect to learn more about in this session 


 - The key strategy he used to explode his business


 - The VSM Selling Methodology 


 - Why your sales staff needs to focus on building a database of contacts


 - Tips on how to build a power house database 



All of that plus so much more in this ground breaking session 20 of "The Dealer Playbook" podcast. 


Tom Vann has some very unique strategies that are not hard or costly to implement that well you see how well they worked for him. 


Get more from our friend Tom Vann


Connect with Tom by checking him out at 


Learn more about his unique training programs and get signed up for his free video series right here



Now we want to hear from you


Have you tried any of the outside the box tactics Tom discussed? Did you receive any value from this session? What would you like more of? What would you like less of? 


What you have to say means so much so sound off below and lets keep the conversation rolling! 


If you have not yet, be sure to get subscribed to "The Dealer Playbook" so you do not miss a beat! 


See you next time on "The Dealer Playbook" podcast. 



Youre dialed into the dealer, playbookpodcast, where it's all about winning autodealer strategies that deliverproven results, and now your hosts Robert Weissman and Michael Serilla, hello, and welcome to the dealerplaybook. I am Robert Wisman and I am well first off flying solow today. Mytag team partner, Michael Sorillo, was unable to to make it to this session.So you just have me today with with my guest of course, but anyways. This isthe dealer playbook thanks for the download. I am so glad you heare. Youare here, and this is the podcast that we unlock in UN leashreal dealer strategies that are going to get real results, and this issession. Twenty. Thank you so much for your support since day, one. If you know anybody that has been heresince day, one. Thank you so much. If you're just getting here, I recommendgoing back and checking out some of the previous sessions get all get all thoseat the dealer. Playbookcom make sure you subscribe so they'll get handdeliverd to your in box every week, so you don't miss a beat. So today, let'sjump into it today. I am sitting down with someone that was very influentialin me when I first got into the auto industry and definitely helped curve my mindset to building thebusiness and doing things in a unique fashion compared te most people in theauto industry today my guest is Tom. Van Tom van is the founder Creator andowner of vsm selling technologies. It's a training company for automotivedealers and also he is actually a dealer himself he's been in thebusiness for many years in a town of nine thousand of only nine thousandpeople in Michigan, he was able to sell a hundred and over a hundred andseventy three million dollars worth of metal. So Tom is going to talk a lot abouttoday about building your database, the importance of your database and ways toget everybody involved in the dealership, your sale staff intobuilding at database, which does you know wanders for your cospertransaction and and so much more so we're going to dive right into thiswith Tom Again, it's Tom van check out his amazing. You know content atTomvancom, but we're going to jump right into this with Tom van check itout. Okay and, as I mentioned before, I amjoined with, like I said somebody whoas very influential to me and to so manyof you, because I don't know how many...

...people that have now become connectedwith me, or you know, part of my little community. That told me they heard about me from TomVan Tom Thanks for taking the time out of your, I know banana schedule to joinme. Man, you got a buddy. I really reallyappreciate it all right, so listen so guys, like I said in the you know,preinterview that you know this guy here Tommy's the real deal lot of you.He has a training company, that's the vsm selling technology, it's a amazingprogram, but also he's a deal little just like one of you guys. You know inthe Michigan area and the guys you're talking a hundred and seventy threemillion, like I said, and in retail out of in town of ninehousand. That's sostrong, but also Tom, since you do some traveling and you do some in dealershipconsulting and you're there from such a great angle, because you're running asuccessful dealership of your own. So it gives you, you know Super Razor,sharp insight. What's some like. What's there some reoccurring barriers,problems, issues that you see that Rit's, that that are more unique thanthe problems that we all know and we all talk about yeah man, that's a goodquestion and you know interesting. It seems to be there's like onecommonality. That seems to be, I think, growing, quite a bit ind, that is, itastll comes from something they call the sales pressure crisis. And whathappens is this? Is it sales people in order to be great, I think, really atfolks ent to thing selling methodology and they have to focus on buildingtheir own database right I mean you are an Ext. I mean here like the world'sexpert at that right. Thank you than Heyman well, and I see what happens ata lot of dealerships is they're not allowing sales people to have the autonomy toreally focus on building that dadabased side. Of that you know, let alone, Ithink, there's a lot of methodologies that are a bit screwed up or not beingfiled through with and such, but it's really allowing sales people to follthrough on database building client building strategies at work for them. It's so well, and it being said what that really comes from, I think,is this lack of culture that existence I dealerships of coaching and supportis opposed to management styles, because when the sales pressure crisistr starts to peek up, then what happens? What I've seen I see it all the time isthat managers have this tendency to start tightening up and overmanaging deals, they overmanaged sales peopleand how they operate through their day they overmanage phone calls and suchand then, ultimately, you don't allow sales people to be great sales peopleand the pressure starts to collapse. DEALERSHIPS: okay, so when you're saying that thatthey're holding them back or and not coaching, okay, so is Coaching Com,coaching and training. Aren't the...

...the same thing: Correct Yeah! That'sright: they're, not okayisthey, combined with one another, but they'renot exactly the same thing now! Well, what direction should should they belooking to coach these guys? I mean you bring people in and you want to to fotfor the salesperson to focus on their database whereis. You know to talk a little bitmore about that. What is that going to benefit the management and the team,and what do they do from there? Yeah Fairno and that's a good way to ask thequestion to is that what happens often here is that sales people kind of getclumped into like theyr just bodies, their heads, like you got so many salespeople that'll sell you so many vehicles. You have to have so many onthe floor and so on and so forth, and a lot of them mat a lot of thosemathematics. Don't work out as well as they used to way back in the day. And,of course, I'm back from the day too, but but what happens in what we reallyknow about the individual sales person? is they each have their own skill setssometimes that skill sets in voice. Sometimes it's in Oh analytical management. Sometimesit's in product knowledge. Things like that, and everyone's got a little skill inall our talent and all, but but each person has their own really cord talents that allow them toconnect with other people. Now, I'm hoping from a dealership's perspectivewe're all pretty darned good at hiring people, if not- and that's a wholeanother thing to look at here. You know, but let's assume that we understandthat sales people come to us with certain talents and that talents isconnecting with other those talents have to do with connecting with otherpeople. Well, the problem, a that that that most er,I shouldn't say most but a lot of managers have is allowing thoseindividual to use the best talents they have to connect with people outside oftheir dealership. There's a lot of waiting going on for for sales peopleto come in, but sal, I'm sorry for clients to come in, but sales salespeople have the talent and they should have the expectation of building theirown database and the way that they can do. That is to be able to be supportedin what they can do best in order to reach out and find the correct dadabasefor them, and that can be through well lot of things. Th t you use to thingslike Youtube and Facebook, a lot of social network, but also a lot of grassroot stuff that still works today, and I work with a lot of people and we workwith a lot of strategies and how to how to make individual contact and then howto make indevelop visual contact, spider web out into dozens, ultimatelyhundreds and then ultimately, thousands of database contacts. So what are ways that that, if, if themanagers listen Er, a dealer that that that's that's into this, what are waysthat they can? You know start to put this in action. How can they empowerthe People...

Yeah Fair Enough? Well, to take on alike a coaching culture inside of an organization that really takes a different mindset,because coaches need to be experts at understanding the psyche of theirpeople and understanding the motivations of their people oftentimes.When managers get involved with discussions, ord meetings with theirpeople, it's usually like a gigantic data dump or information dump. For instance, a meeting POPs up thestaff is in there a staff of fifteen twenty people, or sometimes just fiveor six people whatever it is, and the manager starts laying out all thesethings that he or she wants to be understood on like well. We've onlysold this many vehicles who everyone has to make this many more phone callsand- and you got Ta, stop being on your cell phones and it's kind of a bighammer session on what everybody needs to do, because there's pressure beingapplied to the manager to produce more sales when, in fact that that's actually contradictory towhat works. Well, because inside a coaching atmosphere, a coachingatmosphere takes people one an one and in groups and allows people to, and infact it encourages and demands. People to to share their opinions about what theywould be strong about and how they would believe they could best connectto more people, so there's still accountability in coaching cultures,because the accountability says okay, Mr Salespperson, I'm going to make youaccountable for reaching or for building a database of this many people,maybe per week or permonth or whatever it is. So. Let's say it's me and you,Robert on and you're the manager and you come to me and you say: Are you thecoach coach manager and you come to me, and you say Tom? This is what I needfrom you. I need you to add another five hundred people to your database,this particular month and without you telling me exactly what to do. Your best move is to say, okay Tom. Sowhat are your strengths and being able to do this? Where do you go? Who yougoing to connect with how you going to connect with them? If you don't knowhow? Let's talk about a few ways and let's find what way is going to be bestfor you, because you do need to reach that five hundredincrease in dadabase this month. Do you understand o course I'd sae yeah? Iunderstand, but she's I'm a little uncomfortable with that Robert I'm notsure where to go and you'd say well, let's take a look at a couple of things.I've done in the past I've seen in the past and let's see what works best foryou and then you can decide. What's wor works best for you, you see in thosetype of meetings, whether again again, whether theyre group meetings orindividual meetings. What your allowing me, in fact, what you're, reallyencouraging me and demanding of me, is that I arrive at the best solutionsthat are going to work for me and you never let me off the hook, because Istill need to build that database and of course I still need to use a certainselling methodology. That's going to allow me to be most effective with thatdatabase. You see yeah, I mean th, it's one thing gathering the database andit's a whole other on...

...what you're going to do with it. How doyou nurture it? How do you you, you know, keep it thriving, but I like that. I like thatso they're setting so setting goals for not so much as x, amount of phone callsx amount oppointments, you know, do you still have your sales goals? Of courseI would assume, but then you certainly you have your. You know yourcontribution to how many people you know you're, bringingin and puttinginto the Databese- and I think I mean hey, that's a great way to lower yourcostper, lea transaction loking at out, and but it's important on one you getin there. You put these people in you're, not sending hem what kind ofcontent or what kind of emails. How are you communicating with this with thisdatabase ore, you building a database of fool names, or do you get in whatyou can get or how do you recommend what what to collect? What informationdo you need from someone to really put them in a database? I think that's fair. Well, I think you get what you need,but of course the the ultimate thing is: If you get it all, you get. You getfirst name. Last name phone number, email address text number if that'sseparate hardmail number in face Wellnot, just necessarily facebook, butalso social connection, strategies which includes Youtube. If you can pullall those now, you got the ultimate database, but but there is anunderstanding when you're building database that that you want to makecertain that that, if you're a salesperson you'reconnecting with a new a new potential, client or a client or a new contact, Ilike to call him that will lead you to primary context. Is it every time youmake this connection? You want to know from that person how they want to becontacted, because that's simply the most important thing if the client, asOh yeah contact me this way, I love facebook chat or I love chat me or Ilove email whatever. It is the that'st the way you're going to contact thosepeople consistently, but you always want at least two forms of contact.Otherwise, you'll start losing people on that database. Gettin theright,preferred method as well preferred method is necessary Gat, so you know they. You got to sit, you gotsome, but you figure out somebody's man their way to build their database. Thatworks for them, as, as a matter of fact like give Givan example of a way thataway that some, a salesperson could build a database. Let's just say thisis what worked for them. Give me something that unique that youdeveloped with somebody based off of them. You Bet Yau, okay. Well now thereare multiple ways to connect with people, but I'll give you a couple ofsimple ways that that have been very effective for a few people. Well, firstoff you need to find out each an into each individual salesperson needs tofind out who their primary database would be, and that's be that'd be thosepeople they connect with best, for instance, if, if say you're out in the country, forinstance, and you're, surrounded by an...

...enormous amount of farmers, and such isthat you may want to build a strong connection with the farmer, but only ifyou really understand the life that they live and you understand how toconnect with those particular people, if you're a kid that grew up in thecity, never understand about farms, and you don't go out and start talking todairy farmers about about how you can help them, build their businesses andsuch and what type of impact you can make on them, because you'll look likea dumb, dumb right, okay, so so one of those things is is that let's say we'resitting down with the sales representative and with the salesrepresentative, I will say whether it another dealership or my ownI'll say all right. So who is it you connect with Beth whereare you yourbest? Who are your what's your interest, and what do you think will be thosetype of people you connect with best? So, for instance, there is a super strong now she's, asuper strong gall name is Kateley and she's a different dealership and inanyway she didn't know who to contact but she's a younger gall and but shefeels like she connects with older people. Well, so I said: Well, here'syour first. Here's your first moment is that what is that you like the best?What do you like the most and she says? Well, I love studying things and I loveoutdoor activities. I Love Rock climbing and I love outdoor biking andsuch and I said well, okay, so who's in your area and she said well, there's alarge place. That's called Patagonian, not everyone knows Patagoniy, it's kindof like a north face type of group anyway, so I said well, then youought to connect with the Patagonia folks and and what you're looking to dois you're looking to connect with them at a face to face level where you couldsay, look what it can. I do to help build your business and I said I wantyou to go in there and talk to them about how you can help build theirbusiness and what they do. So she goes into the to Padagoni. She setsIsappointment with an HR person and then she iltinly gets to a vicepresident. I won't go through all the bits and pieces of this, but but butshe goes in, makes contact with these people and they say jeeze. We wouldlove to have a some level of contact between you. What it is you sell whatyou offer up in US and she said: Well, that's really not what I'm looking fornecessarily. She says what I'm looking to do is is connect you with, because Ilove your company. I wear all of your stuff. I buy your stuff actually down atwo major store outlets from where I live, says. I'd like to be able tointroduce my database of clients to you, because I have roughly about eleventhousand people that I've connected with over time and I constantly connectwith them, and I want to introduce Patagonia and a lot of things that youdo for the community and for for Earth Health and a lot of things thatPadegonia believes in by the way, and so now they're blown away by her andthey said cheese. Well, we would love to offer up stuff to you, and so let'sdo this, and so they start going through a bunch of the Oh, a bunch ofthe things that they do. Charitable events with and a lot of those arerunning races and offsite, races and mountain bike racing and things likethat, and she said boy and they said to...

...her. Well Jeez we're going to Hook U upwith a couple people in our in our division and we'll introduce you toeach one of those things and if you'd like, we could help you. You know sponsor water, tents andthings like that. She said I'd love to do that so, where it went to is this isthat so she she makes this connection with Patagoniam. She immediately hooksup in three major events and these th three major events accounted forsomewhere in the neighborhood of about thirty thousand people. So in thisthirty thousand people she then starts doing a contact list and how she canbetter support their causes, and in so doingyou know they share database. So her adabase grew from what was just overeleven thousand to roughly about Nineteen housand people in a matter ofabout. Oh, it turned out to be about five weeks total and so now, she's gotall of these folks in her personal database that she contacts with in allthe ways that they want, that they see best and she likes to float those downinto three things into an online newsletter which she shut sends outonce a month, and it's very eight. It's not typical. We worked on this type ofnewsletter quite a bit so that she knew what would impact these folks in thebest possible way and and by the way I know when I start talking about thisstuff. People are going wait what about cars? Well, the fact is that theultimate connection thet people has have with this girl is, and she sellskeyis by the way. So she she called herself Kateley, the Keya girl and, andthen she's made a couple of switches on that by the way, since we started doingthat but anyway. So so as we build this now, everybody knows here is Kateleythe Kale, the KIA girl, but she's, really Katley, and so the connectionpeople has have. Is this wonderful, very powerful, very giving girl thatwants to be involved in this culture out there? That is the outdoor cultureyou see so, in a matter of five weeks, just with one connection to one personthat led to to that's now led to increasing your database by roughlyabout Oh seven or eight thousand people. She now continues to move her headbecause she's gone from where she was a gale selling, roughly about twelve tosixteen keyis a month, she's now up to about twenty to twenty three in thatshort period of time, because now that's been about Oh two, two and ahalf months, Heis, not waiting on any fresh opportunities or anything likethat. Oh Yeah, she doesn't want to Wias Er pen penetration Racio is float. Youknow it is Pearac only I got to I started to see the business and lookedat it when I was in retail- and I was at one point- I looked at it and I waslike I'ma: it's only possible to deliver asan individual x amount of cars aday. You know, so I'm going to spend it withpeople that ar I like being around that are enjoyable that I might have seen before, or theyalready trust me coming in the door and...

...feel right about me. You know it's.It's twice the work for usually half the money dealing with just workingwith walkins. You Know Yeah Bani, the Data Bay stuff. I like so much because, especially when you put your team outthere, I don't think that dealers- really- I don't know if they just overthe years they just you know some of these doers have been in the businessfor so long that they just don't have faith in sales. People theire salespeople like that to take that approach, but it's you know it's not necessarythat every single person on there's going to buy a car from you todaytomorrow, the next day or you know it starts paying off directly. But in thelong run you cannot go wrong if you've got nine ti mean heck. Nineteenhusandis bananas, but even half that or you know, four thousand five thousand evensa good star an IT keeps given to you know you can pump it almost and getresults man. I agree with you and I gut tell you you know what what I've seenout in a lot of dealerships is that is it a lot of dealers? You know whogrew up selling mand a lot of dealers are just incredible sales peoplethemselves. You know kind of old horse traders and such but a lot of that'sbeen lost. You know we 've. I think that and I'm not going to say we overanalyzethings, but we become such a such a management group of data that we'veforgotten a lot of the magic that really happens, the magic betweenindividuals and once you stifle that in in your selling staff, even though theyhave the talent to begin with. Once you stifle that- and you say man- This isall about. You know how many people you can connect with versees this, how manyfacebook ads you do and and not that that stuff isn't important and not thatit's it's powerful, but when you get of an individual, an opportunity to buildtheir own following based upon just personality connections with inFriendship Building and such my goodness, not only by the way that isyou mentioned. Not only do your cost per sale goes down to nothing because,like my my cost for sale in my dealership is a hundred and thirtyseven dollars n and most all dealerships they're running somewherebetween, like four seventy five up to six hundred and twenty five dollars.Some even more, I hear which is crazy, but they've stopped even looking atreferrals. You know, because referrals is all part ofbl you- and I are eventalking about here right this culture of Database Building this culture ofcoaching, ultimately bleeds and databased management. Building. Thisbleeds into massive massive referrals and and referrals cost. Nothing costyou nothing and just it just your time and your attention so o look at OEA,Yor and they're. Usually what easier to you know easier to convert and convertfor more and pay you more money than most co, slately and yeah, it overaffwe and everybody, and I think, most people most dealerships understand thistoo, is that the type of dollar figures you make off, forfurrals versus coldleads and such as just massive. You...

...know we usually find it somewhere inthe neighborhood of about eighty five percent greater, but we work with somany referrals. Now kind of we've lost the ability to manage the e, not really you know, but we've kindof lost the this desire for how many brand new clients can we bring inthrough a new AD. You know it just doesn't happen anymore, because ourculture is all about. Building referrals bought off building our owndatabase and I'll just BIL comes down to robuilding relationships. Yes, itdoes whut, it's a so another thing, quick because I kno were we're runningon time here when what whatever your way so so forthe example in Kateley the Kya girls scenario, she you know shared, did somelist sharing, sometimes base sharing and was imply basically imported. Youknow for the technol, the Te teck end of it probably imported a list into herlist or something like that. What about like pounding the pavement?How do you ask somebody? Do you ask somebody? What scenario would you likejust ask? Somebody to you know, get them into your database, and what doyou tell? What are you selling them on? What is the benefit to them to get intothese databases? Well, specifically, you know it's an interesting way thatyou ask it and and cut me off if I start getting just a little winded here,I'll try not to, but when you when you're, when you're pounding topavement- and that means when you're doing things like I do a lot of workwith chamber of Commerceis wherever I go, because chambers are incrediblesources of information and connectivity to others anyway. So so in connectinglet's say to a chamber, people that work in the chamber than ultimatelypeople that are members of chambers and such is that when you go to people,your first step in is not about selling cars. Your first step needs to be howit is. You are going to help them with their business. Now the best way to dothat. As you tell people, I want to introduce you to my database and aneven if an individual says I want to introduce you to my database, because Italk to a lot of folks and let's see, somebody's database is only about threehundred people and I work with a lot of people out there that they're, startingwith the database of a hundred, sometimes eigty people, sometimes ahundred and fifty people. Sometimes three hundred people and that's okay.You got to start with something you know if you've never been in thebusiness you're going to start with about ten, you know, and so so theadvantage that we give the the brand new person into our database is. I wantto introduce you to a lot of my people and what you do. I want to introducepeople to your cause to Your Business, to your organization, to your to yourchurch. That type of thing and people go boy, that'd be fantastic and it isso simple because people when they see that you're not selfishly motivated tha,that this isn't all about you selling cars to people. Then people say Gosh. Iwant to contact with you, they say Robert Man Wel. Of course I do I'd,love that and then Robert will say...

...absolutely. I don't need to promotemyself, as is Robert Wise Men, the car guy. I just need to say: Look I'mRobert Weisman and I'm about you. I want to help you and build yourbusiness because you're important to this community and in that connection,that you have with people ultimately gets people to ask. Well what is itthat you do and Robert says? Well, I'M IN CAR SALES I sell cars for a living,but really what I love doing more than anything is I love building thiscommunity and I love making connections with people that are important to thiscommunity like you are, and when that and when that messageis sincere, it abetter, be sincere, we're, not actors here. Is it if we turn out to be and nby the way this is critical to coaching. Is that you don't coach people on howto be actors, you coach people and how to find their sincerity and how to findtheir soul, because when they do that they connect with people in the rightway and when hoy connect with people in the right way, then people Jeez they become believers in humanityagain and that's what we become. You know the great sales people out thereare people that show that they're really about humanity. Is this isn't atrick we're pulling off here? It's really true human stuff. We pull offand when we can build that trust, then people will trust, buy their productsand an in services from us. It's an it's pretty impossible to fake it. YouCun or er you famally, fake it for TOFOR. For so long man well put yeah, Iguess Tom Listend. So that's a lot in there. That's great!You know it's it's! I Love! It's just puts your teamto work. It's like imagine if you have a showroom full of people that are thatare doing that. You know it's. It can only lead to good things and it reallydoesn't cost it like. It's not like buying a fool paper AD newspaper ad oryou know, Radio Slot. It's not even going to cost you any kind of you knowto cost theme, incidentals, I'm sure, but yeah incidentals, it'Lli, yeah it'llcost you, you know a bag of donuts or some coffees or pizza party or abarbecue se that in your training I remember what way back. Then that wasone that I saw and I was Likedu. You know, and I went did that and then it'sfunny because it made me remember at the dealership when an insurance personcame in like that with the doghnuts and stuff for and a bunch of cards, and I'mlike man, you know I thought back at that ND, I'm like look so sale, it'sworking other sales people are doing in and other industries, but not enough ofit in this one, no ID hol man not enough at all. You got it. So I'm going to give you. I didn't tellyou you know. I didn't discuss this with you before before the call, butwhere I wanted T, I want to send some of these folks if they're interested tocheck out your your programs and your the the vsm selling methology man. It'sawesome. It did so much for me and it's so interesting and there's so much. Imean what do you have like twenty seven free videos they can sign in fo, signup for or sfhun yeah exactly it's...

...actually grown. The promotion stillsays twenty seven, but yeah. It actually takes even brand new salespeople through an understanding of really how to sell the right. The rightmethodology that that works in in the modern world of selling Thot,necessarily a bunch of old style stuff that still taught some places out therethen there's still some effectiveness in that, but but this is about sellingin the new world and in what it means and it's effective selling. Well Anyway.So a lot of D. I've got roughly about nineteenhousand yeah, just overnineteenthousand tofilers worldwide. It's reached like ninety ninety eightcountries now or something like that, and and that's free and that's justthey can go to anyone can just go to Tom Vancom and there's a I got a linkon there. They can click and get the free video set. I have the linkd to allthat in the show notes here on the dealer playbookcom, where anybody cancan access that link. Now, if I'm correct like for management and dealersout there, you know, don't you you kind of like he had such a unique selling.You know process that he implemented in I his place, which we told you what hedid over there and I loved it, and I you know, I really believed in it, butI could never sell my dealer on it. So you got you pretty much reveal that andand in detail in there right sure man yeah, there's no embarrassment. Thereis that a lot of dealers have a have a tough time, sucking it down, and a lotof it is just because dealers have been used to doing one thing for so long.That's and don't necessarily man mean the dealer by the way, a lot of timesit's just managers in the middle you know is, it is at they fillwed one wayfor so long and they just can't crack their way from it and they keep tryingto sell their their sales. People on it and man there's a lot of sales people.They get that get pushed a lot of selling methodology that just doesn'twork for them and Gosh. I see it. I mean it's, it'sthousands and thousands of sales people out there, a lot of waste, od, talentand, and so yeah man, you rigt it it's a right at first, it's tough for peopleto swallow it, and then some people go my God. It'ssuch it's, so common sensical and I go. I know that Itad. It is definitely andit's so easy. It cost nothing to just start in doing that start to do that,one day to well yeah you're right man doesn't cause you a thing, but but it'sa methodology that has to permeate an entire organization. It can't be- and Iguess some people out there, where it's just a couple sales people doing it ontheir own and they're. The superstars and the management just shrugs yourshoulders and you know, but but but t, but in just about me minutes aboutindividual sales, people out there that that are looking for help that canreally turn dealerships into superstar dealerships well beyond, where they arejust as long as they get the support to do so. Yeah Tom. Thank you so much asyou hear, because I'm not even going to edit that out my door bells ar again,because my son's for next door they're waiting for him to get here today, guys.So that's again, that's at Tom van...

...that's Va. Doublencom super easy to getthere. The link will be in the show notes. Tom Thanks. A million manappreciate your time. You know it's been I've been. You know, involved infollowing what you've been doing and engaged with it for a long time, andit's everybody check him out, but Tom. Thank you so much for sitting down andwe and guys why I didn't. We didn't go over this selling mythology on this Iwould have liked to. But when I talk with Tom Preshow, just a little toolong, we wouldn't have been able to squeeze it into you and give you likethe Foo really sink Sinkin to you and really understand it in the amount oftime and just with the audio so go check out Tom vancom Tom. I can't thankyou enough brother. Wherever you got it, my friend man keep it keep it goingbuddy. You are awesome, Manwel, uch! Thanks for that man I'll see you soonall right talk to you sobye boom and right there. You have it my friend andearly mentor to me when I was in the car industry that I learned so muchfrom Tom Van. I can't think Tom Enough for taking the time this was on aSaturday when we record this. You know it's the beginning of August. Thisguy's lot. You know in the dealer ships every day and also you know helpingdealers and sales people around the country Dayin and day out, so the guysgot you know, he's dialed in for Real, so make sure you go check out of stuffat Tom Van com. This is you know if you're, a manager, R you're a higher upor you know, you've got some pool in your dealership. You definitely want tocheck out the the selling mythology that he promotes, that he implementedit into his stores, and he saw you know amazing results and it's what heteaches his dealers. He goes over it all and unleashes it on to you at TomVancom, that's to NSCOM that'll, be in the show notes. Of course. Thank you somuch for spending your time. Hopefully you still enjoyed it, even though itwas just me. Michael was, of course here in spirit. He will definitely behere for the next session of the dealer playbook head on over to the dealer,playbookcom anything and everything having to do with this session. You'llfind there make sure you sign up, but don't miss a beat. You know this thing:Acan come right to you, don't have to worry about Remembering Tho go check itout or you know, forgetting it and having to go there and do a you know.Cram session and listen to a bunch of sessions in a row. Will tand deliver itto you on a silver platter to sign up for at the dealer Playbookcom I'mRobert Weisman. This is the dealer playbook, where we giving realstrategies to car dealers that deliver real results. Thank you so much foryour time today and I will see you next week.

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