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. 



You're dialed into the dealer playbook podcast, where it's all about winning out ter dealer strategies that deliver proven results. And now your hosts, Robert Weissman and Michael Cirillo. Hello and welcome to the dealer playbook. I am Robert Wiseman and I am well. First off, flying solo today. My tag team partner, Michael Sorillo, was unable to make it to this session, so you just have me today with with my guest of course. But anyways, this is the dealer playbook. Thanks for the download. I am so glad you here. You are here and this is the podcast that we unlock in unleash real dealer strategies that are going to get real results. And this is session twenty. Thank you so much for your support since day one. If you know anybody that that has been here since day one, thank you so much. If you're just getting here, I've recommend going back and checking out some of the previous sessions. Get All. Get all those at the dealer playbookcom. Make sure you subscribe so they'll get hand the liver to your inbox every week so you don't miss a beat. So today let's jump into it. Today I am sitting down with someone that was very influential in me when I first got into the auto industry and definitely helped curve my mindset to building the business and doing things in a unique fashion compared to most people in the auto industry today. My guest is Tom Van. Tom Van is the founder, Creator and owner of vsm selling technologies. It's a training company for automotive dealers and also he is actually a dealer himself. He's been in the business for many years. In a town of Ninezero, of only nine thousand people in Michigan, he was able to sell a hundred and over a hundred and seventy three million dollars worth of metal. So Tom is going to talk a lot about today, about building your database, the importance of your database and ways to get everybody involved in the dealership, your sales staff, into building a database which does, you know, wonders for your cost per transaction and so much more. So we're going to dive right into this with Tom Again. It's Tom Van. Check out his amazing, you know, content at Tom Vancom. But we're going to jump right into this with Tom van. Check it out. Okay, and, as I mentioned before, I am joined with, like I said, somebody was very influential to me and to so many of you, because I don't know how many people that have now...

...become connected with me or, you know, part of my little community, that told me they heard about me from Tom Van. Tom Thanks for taking the time out of your, I know, banana schedule to join me. Man, you got a buddy. I really really appreciate it. All right, so listen. So, guys, like I said in the you know pre interview that you know this guy here, Tommy's the real deal. A lot of you. He has a training company. That's the vsm selling technology. It's amazing program but also he's a deal little just like one of you guys, you know in the Michigan area and the guys it's you're talking a hundred and seventy three million, like I said, and in retail out of a town of nine thousand. That's so strong. But also, Tom since you do some traveling and you do some in dealership consulting and you you're there from such a great angle because you're running a successful dealership of your own. So it gives you, you know, super razor sharp insight what some like what's are some reoccurring barriers, problems, issues that you see? That's it's that that are more unique than the problems that we all know and we all talk about. Yeah, man, that's a good question and, you know, interesting it seems to be. There's like one commonality that seems to be, I think, growing quite a bit, and that is it's actually comes from something like all the sales pressure crisis. And what happens is this is it sales people, in order to be great, I think, really at folks on to things, selling methodology and they have to focus on building their own database, right. I mean you are an x, I mean here like the world's expert at that right. Thank you, thank hey. Well, and I see what happens in a lot of dealerships is they're not allowing salespeople to have the autonomy to really focus on building that database side of that, you know, let alone. I think there's a lot of methodologies that are a bit screwed up or not being filed through with and such, but it's really allowing sales people to fall through on database building, client building strategies at work for them and so well, and that being said, what that really comes from, I think, is this lack of culture that exists in side dealerships of coaching in support is opposed to management styles, because when the sales pressure crisis starts to peek up, then what happens, and what I've seen, and I see it all the time, is it managers have this tendency to start tightening up and overmanaging deals. They overmanaged sales people and how they operate through their day, they overmanage phone calls and such, and then ultimately you don't allow sales people to be great sales people and the pressure starts to collapse dealerships. Okay, so when you're saying that that they're holding them back or and not coaching, okay, so is Coaching Camp, coaching and... Aren't the the the the same thing? Correct? Yeah, that's right, they're not. Okay, these they combined with one another, but they're not exactly the same thing. Now, well, what directions should should they be looking to coach these guys? I mean, you bring people in and you want to to foot for the salesperson to focus on their database. Where is, you know, to talk a little bit more about that. What is that going to benefit the management and the team and what do they do from there? Yeah, fair enough, and that's a good way to ask the question. To is that what happens often here is that sales people kind of get clumped into like they're just bodies their heads, like he got so many sales people that will sell you so many vehicles, you have to have so many on the floor and so on and so forth, and a lot of them met. A lot of those mathematics 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 and what we really know about the individual salesperson is they each have their own skill sets. Sometimes that skill sets in voice, sometimes it's in, Oh, analytical management, sometimes it's in product knowledge, things like that, and and everyone's got a little skill and all our talent and all, but but each person has their own really core talents that allow them to connect with other people. Now, I'm hoping from a dealership's perspective we're all pretty darn good at hire and people. If not, then that's a whole nother thing to look at here, you know. But let's assume that we understand that sales people come to us with certain talents and that talents is connecting with other those talents have to do with connecting with other people. Well, the problem that that that that most were, I shouldn't say most, but a lot of managers have, is allowing those individual to use the best talents they have to connect with people outside of their dealership. There's a lot of waiting going on for for for sales people to come in, but sale, I'm sorry, for clients to come in, but sales. salespeople have the talent and they should have the expectation of building their own database and the way that they can do that is to be able to be supported in what they can do best in order to reach out and find the correct database for them. And that can be through, well, a lot of things. You use to things like Youtube and Facebook, a lot of social network, but also a lot of grassroots stuff that still works today. And I work with a lot of people and we work with a lot of strategies and how to how to make individual contact and then how to make into a visual contact spider web out into dozens, ultimately hundreds and then ultimately thousands of database contacts. So what are ways that that if the managers listen or dealer that, that that's that's into this. What are ways that they can, you know, start to put this in action? How can they empower or the people? Yeah, fair enough. Well, to take...

...on a like a coaching culture inside of an organization that really takes a different mindset, because coaches need to be experts at understanding the psyche of their people and understanding the motivations of their people. Oftentimes, when managers get involved with discussions or meetings with their people, it's usually like a gigantic data dump or information dump. For instance, a meeting POPs up, the staff is in there, a staff of fifteen, twenty people are sometimes just five or six people, whatever it is, and the manager starts laying out all these things that he or she wants to be understood on, like well, we've only sold this many vehicles, who everyone has to make this many more phone calls and and you gotta stop being on your cell phones, and it's kind of a big hammer session on what everybody needs to do, because there's pressure being applied to the manager to produce more sales, when in fact that that's actually contradictory to what works well, because inside a coaching atmosphere. A coaching atmosphere takes people one on one and in groups and allows people to, and in fact it encourages and demands people too, to share their opinions about what they would be strong about and how they would believe they could best connect to more people. So they're still accountability in coaching cultures, because the accountability says, okay, MR sales person, I'm going to make you accountable for reaching or for building a database of this many people, maybe per week or per month or whatever it is. So let's say it's me and you, Robert and and you're the manager, and you come to me and you say you're the coach, coach manager, and you come to me and you say, Tom this is what I need from 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 toime. So what are your strengths and being able to do this? Where do you go? Who you going to connect with? How you going to connect with them? If you don't know how, let's talk about a few ways and let's find what way is going to be best for you, because you do need to reach that five hundred increase in database this month. Do you understand? Of course I'd say, yeah, I understand, but she's I'm a little uncomfortable with that, Robert. I'm not sure 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 for you, and then you can decide what's work works best for you. You see in those type of meetings, whether again again, whether their group meetings or individual meetings. What you're allowing me, in fact, what you're really encouraging me and demanding of me, is that I arrive at the best solutions that are going to work for me and you never let me off the hook, because I still need to build that database and of course I still need to use a certain selling methodology that's going to allow me to be most effective with that database. You seem yeah, I mean there's it's one thing gathering the database and it's a whole other on what you're going to do with it.

How do you nurture it? How do you you've, you know, keep it thriving, but I like that. I like that. So they're setting so setting goals for not so much as x amount of phone calls, x amount appointments. You know. Do you still have your sales goals? Of course, I would assume. But then you got to you have your you know your contribution to how many people you know you're bringing in and putting into the database, and I think I mean a that's a great way to lower your costper Le Transaction with Ye, doubt and but it's important on one you get in there, you put these people in. You're not sending on what kind of content or what kind of emails? How are you communicating with this, with this database? Are you building a database of fool names? Are you getting what you can get, or how do you recommend? What what to collect? What information do you need from someone to really put them into database? I think that's fair. Well, I think you get what you need, but of course, the the the the ultimate thing is if you get it all, you get. You get first name, last name, phone number, email, addressed text number, if that's separate, hard mail number and face. Well, not just necessary facebook, but also social connection strategies, which includes Youtube. If you can pull all those. Now you got the ultimate database. But but there is an understanding when you're building database that that you want to make certain that that that if you're a salesperson, you're connecting with a new a new potential client or a client, or a new contact, I like to call them, that will lead you to primary contacts. Is that every time you make this connection, you want to know from that person how they want to be contacted, because that's simply the most important thing. If the clients is, Oh yeah, contact me this way. I love facebook chat or I love chat me or I love email, whatever it is the that's the way you're going to contact those people consistently. But you always want at least two forms of contact. Otherwise you'll start losing people in that database. Getting their preferred method as well, preferred method is necessary that so you know they you got us it, you got some, but you figure out somebody's me their way to build their database that works for them. As a matter of fact, like give give an example of a way, that a way at somewhat a salesperson could build a database. Let's just say this is what worked for them. Give me something that you need, that you you developed with somebody based off of them? You Bet you. Okay. Well, now, there are multiple ways to connect with people, but I'll give you a couple of simple ways that that have been very effective for a few people. Well, first off, you need to find out each and into each individual salesperson needs to find out who their primary database would be, and that's be that be those people they connect with best. For instance, if, if say, you're out in the entree, for instance, and you're surrounded by any enormous amount of farmers and such is... You may want to build a strong connection with the farmer, but only if you really understand the life that they live and you understand how to connect with those particular people. If you're a kid that grew up in the city, never understand about farms and you don't go out and start talking to dairy farmers about about how you can help them build their businesses and such and what type of impact you can make on them, because you'll look like a dumb dumb right. Okay. So, so one of those things is is that, let's say we're sitting down with the sales representative, and with the Sales Representative I will say whether it another dealership or my own. I'll say all right, so who is it you connect with? Beth? Where your best? Who are your what's your interest and what do you think will be those type of people you connect with best? So, for instance, there is a super strong now she's a super strong gale. Her name is Kate Lee and she's a different dealership and anyway, she didn't know who to contact. But she's a younger Gal and but she feels like she connects with older people. Well, so I said, well, here's your first here's your first moment. Is that the what is that you like the best? What do you like the most? And she says, well, I love studying things and I love outdoor activities. I Love Rock climbing and I love outdoor biking and such. And I said, well, okay, so who's in your area? And she said, well, there's a large place that's called Patagonian and everyone knows Patagonia. It's kind of like a north face type of the group. Anyway. So I said, well then, you ought to connect with the Patagonia folks and what you're looking to do is you're looking to connect with them at a facetoface level where you could say, look, what can I do to help build your business, and I said I want you to go in there and talk to them about how you can help build their business and what they do. So she goes into the Patagony, she sets to a pointment with an HR person and then she alternately gets to a vice president. I won't go through all the bits and pieces of this, but, but, but she goes and makes contact with these people and they say, Geez, we would love to have some level of contact between you. What it is you sell, what you offer up in us, and she said, well, that's really not what I'm looking for necessarily. She says, what I'm looking to do is is connect you with because I love your company, I wear all of your stuff, I buy your stuff, actually down to two major store outlets from where I live. Says, I'd like to be able to introduce my database of clients to you, because I have roughly about Elevenzero people that I've connected with overtime and I constantly connect with them and I want to introduce Patagonia and a lot of things that you do for the community and for for Earth Health and a lot of things that Patagonia believes in by the way. And so now they're blown away by her and they said, she's well, we would love to offer up stuff to you, and so let's do this. And so they start going through a bunch of the a bunch of the things that they do charitable events with, and a lot of those are running races and offsite races and mountain by like racing and things like that. And she said well, and they said to her,...

...well, Jeez, we're going to hook up with a couple people on our in our division and will introduce you to each one of those things and if you'd like, we could help you, you know, sponsor water tens and things like that. She said, I'd love to do that. So where went to? Is this? Is that? So she makes this connection with Patagonia. She immediately hooks up in three major events. In these three three major events accounted for somewhere in the neighborhood of about thirtyzero people. So when this thirtyzero people, she then starts doing a contact list on how she can better support their causes and then so doing. You know, they share database. So her database grew from what was just over elevenzero too, roughly about Nineteenzero people in a matter of about Oh, it turned out to be about five weeks total. And so now she's got all of these folks in her personal database that she contacts with in all the ways that they want, that they see best, and she likes to float those down into three things, into an online newsletter which she sent sends out once a month and it's very eight. It's not typical. We worked on this type of newsletter quite a bit so that she knew what would impact these folks in the best possible way. And and by the way, I know when I start talking about this stuff people are going, wait, what about cars? Well, the fact is that the ultimate connection that people has have with this girl is, and she sells keys, by the way. So so she she calls herself Kate Lee, the Keya girl, and and then she's made a couple of switches on that, by the way, since we started doing that. But anyway, so, so, as we build this now everybody knows her as Kate, the Kaylee, the Kya girl, but she's really kately. And so the connection people has have is this wonderful, very powerful, very giving girl that wants to be involved in this culture out there. That is the outdoor culture, you see. So in a matter of five weeks, just with one connection to one person, that led to too. That's now led to increasing her database by roughly about seven or eight thousand people. She now continues to move her head because she's gone from where she was a gal selling roughly about twelve to sixteen key as a month. She's now up to about twenty to twenty three in that short period of time, because now that's been about, Oh, two, two and a half months. She's not waiting on any fresh opportunities or anything like that. Oh Yeah, well, she doesn't want to. Why is her penetration ratio is float you know, it is protectors only. I got to I started to see the business and looked at it when I was in retail, and I was at one point. I looked at it and I was like, I'm all, it's only possible to deliver as an individual x amount of cards a day, you know. So I'm going to spend it with people that or I like being around, that are enjoyable, that I might have seen before or they already trust me, come in the door and feel good about me. You know, it's it's...

...twice the work for usually half the money dealing with just working with walkins. You know, yeah, been blind. The data be stuff I like so much because, especially when you put your team out there. I don't think that dealers really I don't know if they just over the years, they just, you know, some of these days have been in the business for so long that they just don't have faith in salespeople, their salespeople like that to take that approach. But it's you know, it's not necessary that every single person on there's going to buy a car from you today, tomorrow, the next day or you know, it starts paying off directly, but in the long run you cannot go wrong if you've got ninetime, mean Hack nineteen thousand is bananas, but even half that or you know, the four thousand, five thousand, even to a good start. It's it keeps given to you. You know, you can pump it almost and get results. Man, I agree with you and I got to tell you, you know, I what I've seen out in a lot of dealerships is it is it a lot of dealers you know who grew up selling. Man, a lot of dealers are just incredible sales people themselves. You know, kind of old horse traders and such, but a lot of that's been lost. You know, we've, I think that, and I'm not going to say we overanalyze things, but we become such a such a management group of data, that we've forgotten a lot of the magic that really happens, the magic between individuals in and once you stifle that in in your selling staff, even though they have the talents to begin with, once you stifle that and you say, man, this is all about you know how many people you can connect with versus this, how many facebook adds you do, and and not that that stuff isn't important and not that it's it's powerful. But when you get of an individual and opportunity to build their own following based upon just personality connections within friendship building in such my goodness. Not only by the way, as you mentioned, not only do your cost per sale goes down to nothing because, like my aunt, my cost per sale in my dealership is a hundred and thirty seven dollars and most all dealerships they're running somewhere between 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 at referrals, you know, because referrals is all part of what you and I are even talking about here right this culture of database building, this culture of coaching, ultimately bleeds and database management building, this bleeds into massive, massive referrals. And in referrals cost nothing, cost you nothing and just just your time and your attention. So so look at easier and they're usually what easier to you know, easier to convert and convert for more and pay you more money than most completely and yeah, it overall, if we and everybody, and I think most people, most dealerships, understand this too, is that the type of dollar figures you make our referrals versus cold leads and such, is just mass. If you...

...know, we usually find it somewhere in the neighborhood of about eighty five percent greater. But we work with so many referrals now kind of we've lost the ability to manage the yeah, not really, you know, but we've kind of lost the this desire for how many brand new clients can we bring in through a new ad? You know, it just doesn't happen anymore because our culture is all about building referrals off building our own database, and I'll just build comes down to building relationships. Yes, it does. What the so another thing quick, because I know we're we're running on time here. When what? Whatever your way. So so, for the example and Kate Lee, the key of girls, scenarios, she you know, share it did some lists sharing, some database sharing, and was imply a basically imported, you know, for the technolog the tech end of it, probably imported a list into her list or something like that. What about like pounding the pavement? How do you ask somebody? Do you ask somebody what scenario would you like? Just ask somebody that to, you know, to get them into your database? And what do you tell what are you selling them on? What is the benefit to them to get into these databases? Well, specifically, you know, it's an interesting way that you ask it and and cut me off. I start getting just a little winded here. I'll try not to. But when you when you're when you're pounding the pavement, and that means when you're doing things like I do a lot of work with chamber of commerces wherever I go, because chambers are incredible sources of information and connectivity to others. Anyway, so so in connecting, let's say, to a chamber, people that work in the chamber then ultimately people 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 how it is you are going to help them with their business. Now the best way to do that, as you tell people, I want to introduce you to my database. And and even if an individual says I want to introduce you to my database, because I talked to a lot of folks and let's say somebody's database is only about three hundred people, and I work with a lot of people out there that they're starting with the database of a hundred, sometimes eighty people, sometimes a hundred 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 the business, you're going to start with about ten you know. And so so the advantage that we give the the brand new person into our database is I want to introduce you to a lot of my people and what you do. I want to introduce people to your cause, to Your Business, to your organization, to your to your church. That type of thing and people go boy, that'd be fantastic. And it is so simple, because people, when they see that you're not selfishly motivated, that this isn't all about you selling cars to people, then people say, Gosh, I want to contact with you. They see Robert Man. I well,...

...of course I do, I'd love that, and then Robert will say absolutely, I don't need to promote myself as as Robert Wiseman, the car guy. I just need to say, look, I'm Robert Wiseman and I'm about you. I want to help you and build your business because you're important to this community. In in that connection that you have with people ultimately gets people to ask, well, what is it that you do? And Robert says, well, I'm in car sales. I sell cars for a living, but really what I love doing more in anything is I love building this community and I love making connections with people that are important to this community, like you are. And when that and when that message is sincere, and it better be sincere. We're not actors here, is it if we turn out to be? And by the way, this is critical to coaching, is that you don't coach people on how to be actors, you coach people on how to find their sincerity and how to find their soul, because when they do that they connect with people in the right way. And when the connect with people in the right way, then people geese. They become believers in humanity again, and that's what we become. You know, the great sales people out there are people that show that they're really about humanity. Is. This isn't a trick we're pulling off here. It's really true human stuff we pull off, and when we can build that trust, then people will trust to buy their products and and and services from us. It said it's pretty impossible to fake it. You can or you finally fake it for Tou for for so long, man. Well, put yeah, I guess Tom Listen. So that's a lot in there. That's great. You know, it's it's I love it's just put your team to work. It's like, imagine if you have a showroom full of people that are that are doing that. You know, it's it can only lead to good things and it really doesn't cost it like it's not like buying a full paper ad, newspaper ad or, you know, Radio Slot. It's not even going to cost you any kind of you know, to cost the incidentals, I'm sure. But yeah, inscidentals. It'll it'll look. Yeah, it'll cost you, you know, a bag of donuts, sir, some coffees or pizza party or a barbecue. See that in your training. I remember what, way back then, that was one that I saw and I was like Duh, you know, and I went did that. And then it's funny because it reom made me remember at the dealership when an insurance person came in like that with the doughnuts and stuff for in a bunch of cards, and I'm like man, you know, I thought back at that and I'm like look, so sale it's working. Other salespeople are doing it in other industries, but not enough of it in this one. Not a hell man, not enough at all. You got it. So I'm going to give you. I didn't tell you, you know, I didn't discuss this with you before, before the call, but where I wanted to. I want to send some of these folks, if they're interested, to check out your your programs and your the the vsm selling methology. Man, it's awesome. It did so much for me and it's so interesting and there's so much I mean what do you have? Like twenty seven free videos? They can sign on infl sign up for something? Yeah, exactly. It's actually grown. The promotion still says twenty..., but yeah, it actually takes even brand new sales people through an understanding of really how to sell, the right the right methodology that that works and in the modern world of selling, not necessarily a bunch of old style stuff that's still taught some places out there. Then there's still some effectiveness in that. But but this is about selling in the new world and in what it means and it's effective selling well anyway. So a lot of I've got roughly about nineteen thousand, yeah, just over nineteenzero followers worldwide. It's reach like ninety ninety eight countries now or something like that. And and that's free and that's just they can go to anyone can just go to Tom vancom and there's a I got a link on there. They can click and get the free video set. I have the link to all that in the show notes here on the dealer playbookcom, where anybody can can access that link now, if I'm correct, like for management and dealers out there, you know, don't you? You kind of like he had such a unique selling, you know, process that he implemented it in his place, which we told you what he did over there, and I loved it and I, you know, I really believed in it, but I couldn't ever sell my dealer on it. So you got you pretty much reveal that and and and in detail in there, right sure, man. Yeah, there's no embarrassment. There's that. A lot of dealers have a have a tough time sucking it down and a lot of it is just because dealers have been used to doing one thing for so long. Man's and I don't necessarily man mean the dealer, by the way. A lot of times it's just managers in the middle, you know, is that is that they filed one way for so long and they just can't crack their way from it and they keep trying to sell their their sales people on it. And Man, there's a lot of salespeople they get that get pushed a lot of selling methodology that just doesn't work for them. And Gosh, I see it. I mean it's it's thousands and thousands of salespeople out there, a lot of waste of talent and and so yeah, man, you're right. It's right. At first it's tough for people to swallow it and then some people go my cat, it's such it's so common sensical, and I go, I know that it's at it is definitely and it's so easy. It costs nothing to just start and doing that. Start to do that one day too. Well, yeah, you're right, man, doesn't cost you a thing. But but it's a methodology that has to permeate an entire organization. It can't be, and I guess some people out there were it's just a couple sales people doing it on their own and they're the superstars and the management just shrug your shoulders and you know. But, but, but it's been an in just about me, man. It's about individual sales people out there that that are looking for help that can really turn dealerships into superstar dealerships well beyond where they are, just as long as they get the support to do so. Yeah, Tom Thank you so much, as you hear, because I'm not even going to edit that out. My doorbells are again because my son's from the next or they're waiting for him to get here today, guys. So that's again. That's at Tom Van.

That's via double andcom super easy to get there at. The link will be in the show notes. Tom, thanks a million, man. I appreciate your time. You know it's been I've been, you know, involved and following what you've been doing and engaged with it for a long time and it's got everybody check them out. But Tom, thank you so much for sitting down and we and guys, why I didn't. We didn't go over this selling mythology on this. I would have liked to, but, as when I talked with Tom Pre show, it's just a little too long. We wouldn't have been able to squeeze it into you and give you like the full really sink sink in to you and really understand it in the amount of time and just with the audio. So go check out Tom vancom. Tom, I can't thank you enough. Brother Robert. You got it, my friend, man, keep it, keep it going. Buddy, you are awesome man like you very much. Thanks for that, man. I'll see you soon. All Right, talk to you sooner. Bye, boom. And right there you have it. My friend and early mentor to me when I was in the car industry that I learned so much from Tom Van. I can't thank Tom Enough for taking the time. This was on a Saturday when we record this, you know, it's beginning of August. This guy's lot, you know, in the dealer ships every day and also, you know, helping dealers and sales people around the country day in and day out. So the guys got you know, he's dialed in for real. So make sure you go check out his stuff at Tom Van docom. This is, you know, if you're a manager or you're a higher up or you know you've got some pool in your dealership, you definitely want to check out the the selling methology that he promotes, that he implemented it into his stores and he saw, you know, amazing results and it's what he teaches his dealers. He goes over at all and unleashes it on to you at Tom Vancom that's two endscom. That'll be in the show notes, of course. Thank you so much for spending your time. Hopefully you still enjoyed it. Even though it was just me. Michael was a course here in spirit. He will definitely be here 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'll find there. Make sure you sign up, but don't miss a beat. You know this thing, you can come right to. You don't have to worry about remembering to go check it out or, you know, forgetting it and happing to go there and do a you know, a cram session and listen to a bunch of sessions in a row. Will hand deliver it to you on a silver platter to sign up for at the dealer Playbookcom I'm Robert Wiseman. This is the dealer playbook, where we're giving real strategies to car dealers that deliver real results. Thank you so much for your time today and I will see you next week.

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