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Hey thanks. 
Checking out the dealership. 

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Fix a podcast. 
This is episode 66. 

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Joey Rebellion. 
The BDC expert. 

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How to effortlessly and quickly 
be able to follow follow up with

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qualified leads and maximizing 
your Roi. 

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Your return on investment for 
the money that you guys are 

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spending for your dealerships on
trying to get new customers 

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through the door. 
I'm going to talk about syncing 

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that process. 
Oh, sales and follow up with 

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marketing because it's all part 
of a flywheel. 

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And if you think about gears, if
you have the wrong gear ratios 

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on your just essentially going 
to be grinding them all the 

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time, and you're going to feel 
like you're stuck in a rut, and 

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you're not actually moving 
anywhere. 

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And that's actually a Perfect 
Analogy to how a lot of 

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dealerships feel. 
So this goes speaks to the the 

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theoretical aspects and the 
technical aspects of relieving 

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some of those problems. 
Lems so that, you know, you can 

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really take a break loose and it
could be a lot more effective. 

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So we're going to talk also 
about using lead, follow-up, and

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automation technology to really 
get you to. 

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What's most important, right? 
Selling more fun and having 

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happy customers. 
So why listen to me at all? 

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You know you guys have your time
is extremely valuable and you 

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hear joining us today spending 
time to learn, but you want to 

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know that you're you're learning
from reputable sources and for 

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reputable people. 
So this stuff, you know, kind of

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boring. 
I won't spend too much on it but

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I've got personal experience and
over 15 years in digital 

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marketing, my career actually 
started back in a car 

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dealership, which shortly 
thereafter as the marketing 

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director in a power sports 
dealership. 

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I identify the enormous 
disparity between the resources 

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that are Sports Marine and RV 
dealerships get. 

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And I was also in your shoes in 
having, you know, the burden of 

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marketing for dealership and 
then Questioning are these good 

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leads, how do we integrate 
everything? 

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So many of the questions that 
come into mind when you're 

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having to essentially be at the 
helm of that, right? 

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You'll see that I have 
collaborations with a lot of 

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really cool industry. 
People one of them being here 

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with us as an attendee another 
one actually being with us as a 

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panelist and so I've been very 
blessed and very lucky in that 

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sense and Yeah, so essentially 
we've gotten to work with dozens

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of top of the powers of 
Powersports dealers and I'll 

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show you guys an example, a few 
of them. 

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Let me know if you guys can 
still see my screen, okay? 

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If you can hear me, okay? 
This is this is our family, 

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right? 
This and I just come packet it 

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to just one slide because 4 
times purposes. 

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It is an example of some of the 
dealers that we help and we 

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really consider them as family. 
The goal is to essentially work 

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with them to get their marketing
and their follow-up investing 

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using the right tools to not 
only just It's sales. 

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Like, that's a very simplistic 
sort of. 

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I mean, simplistic, it's 
complicated. 

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But it's just when you're 
talking about your goal and you 

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just say, Okay, I want to 
increase sales, that's very 

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singular. 
The goal is also, you know, to 

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grow leadership and the culture 
in general at the dealer, by 

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having the right things in 
place, right? 

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And being being able to be 
backing off my twin Joe, you 

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know, going to like, Simon 
Phoenix. 

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Why I love that, the original 
TED Talk. 

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That kind of launched them on 
that and what we have found out 

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and I'm going to show you guys 
with regards to the process of 

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BDC and follow-up is details 
aside, by the way, not having a 

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clear. 
Why you're in business? 

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Why you're doing certain things 
that they lead you to have these

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things that were you seemingly 
essentially feel stuck, right? 

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That is like, out of all the 
dealers that we've helped. 

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We hear this very often. 
We hear that there's in the may 

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not necessarily use the 
Retractable stock. 

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But there are certain pain 
points that they go through 

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which we hear constantly in this
one's want one of them. 

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It's at the core of it. 
We hear some other things like, 

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well, you know, I've used 
marketing companies and I feel 

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they're unreliable. 
Then I hire somebody in-house 

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and you know they are not able 
to handle as much as I thought 

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you know. 
Well this the offseason sales 

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are slowing down, its how it's 
hard to follow up with Lee. 

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Leeds. 
And another common one is, you 

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know, I'm getting tons of lead 
from online, but they're not 

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good quality. 
And I'm going to going to 

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addressing for every single. 
One of these why what most 

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people perceive to be the actual
problem is not and it actually 

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boils right back down to being 
able to get that right ratio on 

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that gear, making the flywheel 
just function the way that it's 

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supposed to just nice and even 
right in the cases of what we've

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seen. 
All the beaters, we work. 

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We see that there is a good 
chunk, is kind of like that 

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Economist 80/20 rule. 
Right? 

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Similar scenario where like 80 
90 percent of the revenue is 

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being taken by the 
top-performing, you know, 20 or 

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10 percent dealers. 
Now let me show you guys a case 

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study. 
That's super important here with

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regards to an example of how 
we've helped some of our clients

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and it can press it. 
You can we can all agree by 

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looking at it like Like, wow. 
Yeah, the marketing is working. 

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And then I ask the question, 
what does it matter, right? 

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And that's where there's an 
important differentiation to 

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know that whoever you are. 
Moving forward to be your 

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marketing partner, whoever is 
going to either handle your 

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marketing, whether it is in 
house or a third party or 

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whatever the hell else maybe 
morning. 

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But overall, it's going well, 
but I'm sorry. 

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That's okay, we're good now. 
Okay. 

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Joe there's your technical 
difficulty. 

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It's out of the way they're 
sailing. 

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You're ready to rock. 
No issues. 

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Yeah, so all right. 
Cool, cool deal. 

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So, essentially, long story 
short is I asked the question 

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did the marketing. 
The most of them are going to 

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work, the question is, did it 
matter. 

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And why do I ask that question? 
It's not to be - it's because 

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that's what's going to lead us. 
Down the path of being able to 

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truly really understand. 
The how to how to know, what 

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year to put in the flywheel to 
make things work for you. 

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One of those things that 
supercritical in the process is 

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determining your Roi AKA return 
on investment of your BBC. 

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Now when I say BBC in any of 
these slides just no guys. 

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I'm talking about Business 
Development Center, I'm talking 

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I'm speaking generally with 
regards to follow up. 

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So later on you hear me mention 
that you can have If you look at

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bullet point number one, whether
you do it in house or outsourced

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BBC even though technically the 
term refers to an outsourced BBC

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in in this case of what we're 
seeing today is is referred to 

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as just your follow-up in 
general, so just keep that in 

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mind. 
So with regards to figuring out 

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your return on investment, 
right? 

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You're going to have to look at 
it but few different things to 

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understand where you're at. 
Number one, are you going to do 

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with somebody and how somebody 
is hired full-time? 

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And there's a whole laundry list
of things that actually could 

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help you identify. 
We've got some material that may

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be able to help you identify 
what's a good fit for you if it 

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doing it in-house or being 
outsourced. 

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And so just hit me up on the 
chat, let me know that you're 

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interested and I can send this 
over to you. 

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How many leads are you 
generating that matters? 

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Because number one, if you're 
doing it in a house, you need to

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know the capacity of the one 
particular internet. 

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It leads manager and if you're 
Outsourcing it vast majority of,

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you know, follow-up companies 
are going to charge you based 

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on, you know, the tier of leads 
that you're having to coming it.

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You need to have a good handle 
on like the software, you're 

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using the training and the 
configuration, taking into 

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account learning curves, how 
long it's going to take their 

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staff to get up and running. 
And then of course, you need to 

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know what the cost of generating
your leads are right. 

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So what The cost of a bad BBC 
strategy and that's really truly

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important because you know, this
is where kind of things start to

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fall apart, all right? 
You look at the vast majority of

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traffic that goes on websites. 
You may think that part of 

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follow-up doesn't really involve
the optimization. 

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That's on your site, if you know
that, maybe that's not the case,

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the The truth of the matter is 
that it's all part of the 

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process and being able to 
actually close and finalize the 

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sale, right? 
It when you start thinking about

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the interaction, the customer's 
Journey looks badly different 

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today than it did along. 
You know, even just a few years 

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ago, I believe I forget the 
exact step, but I believe it's 

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close to 80 percent of the sales
process. 

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Starts happening online before, 
you know, the customer even 

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reaches out to you. 
So thinking about all of those 

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things and that process every 
step of the way is critical lead

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form, just one of them and what 
we end up seeing is that a lot 

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of times you have people on your
website and then 90% of the 

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traffic goes away. 
And then you have, you know, an 

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enormous percentage of people 
that will essentially convert, 

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but then because of the actual 
follow-up process where now you 

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have The information to contact 
them. 

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You know, there are other 
aspects like how many times you 

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communicate? 
What was the experience like 

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when you were communicating that
you reach out enough times Jo M 

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was talking about with regards 
to like, just one. 

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Email is just courtesy. 
It's absolutely correct. 

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You need at least 15 
touchpoints, okay? 

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And that is something that I'm 
going to get into the staff and 

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you're going to be blown away by
what the average sales person 

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thinks that. 
As far as like their Outreach 

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is, And how much shorter they're
missing out on. 

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So it's essentially sort of 
missed sales, tournament Revenue

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opportunity, right? 
Believe it or not. 

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So, let's get further into the 
details as to why these things 

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happen and how to choose that 
right here. 

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So we can turn things and make 
it loose and can get freed up. 

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70% of users, that will will 
lose a customer when they take 

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longer than 60 seconds to get 
back to me. 

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And it's and it's an insane 
insane. 

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Jane stat. 
And here's the reason why I mean

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it's easy to see you. 
Look at the numbers if you're 

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like, you know, 24 hours all the
way to the cold side of the 

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graph. 
You know, you might as well just

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kind of almost like forget it 
like, like the lead was just 

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kind of almost thrown away and 
I'm actually not shocked when I 

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actually came across. 
A lot of dealers that are kind 

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of getting back to some people 
48 hours later. 

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Think about it. 
You know it particularly if it's

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a if you know some of you You 
may be joining here and your 

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dealer is closed on Sunday and 
Monday. 

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Let's just say, well, you know, 
from the time that like, let's 

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say, let's say that lead came in
just right after closing, on 

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Saturday, the now, your internet
manager may not get back to 

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clean till Tuesday morning, 
that's well over 48 hours. 

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So I'm going to go into details 
in a few slides as to what you 

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can do to stay Within. 
In that one minute range, right?

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Because I know that it just kind
of crazy things like, how do I 

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do it so fast and it's one of 
the worries that concerns that I

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hear a lot from people. 
Here's put in a different way 

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more than 50 percent of sales 
will actually go to the 

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dealership that responds first 
and that's like an enormous part

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of the value of where your your 
follow-up being on point is so 

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important. 
Here's what we like to kind of 

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call the OEM secret apis. 
And these are things that Apis 

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another, you know, acronym for 
key performance indicators, the 

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things are going to measure but 
things are going to measure. 

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They're going to tell us really 
if we're picking that right gear

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to put in place to make things 
kind of free up Deuce. 

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So we're going to want to look 
at response times. 

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How many times were reaching out
to people, which is what we call

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Touch rates. 
How many times are you able to 

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connect with them your 
appointment ratios and then 

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missed appointments, right? 
Then now you've started to get a

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good handle on what you're 
generating from your marketing 

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to what's actually stick. 
Being and then to actually 

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bringing them onto the showroom,
then that's like we're kind of, 

228
00:13:33,500 --> 00:13:35,500
you know, we're kind of like 
Beyond creative and the attorney

229
00:13:35,500 --> 00:13:39,300
post-op and that's kind of like 
where you know Dojo starts, you 

230
00:13:39,300 --> 00:13:43,400
know, then it's the more human 
intervention and I'm sure 

231
00:13:43,400 --> 00:13:48,100
there's parts of it to that Joe 
can speak to as far as like the 

232
00:13:48,100 --> 00:13:50,900
sales component of it when 
they're on the phone which if 

233
00:13:50,900 --> 00:13:53,100
you want to jump in and say 
something during that time Joe 

234
00:13:53,100 --> 00:13:55,200
you're more than welcome to. 
I'm just going to grab a quick 

235
00:13:55,200 --> 00:13:57,000
sip before we go to the next 
slide. 

236
00:13:57,000 --> 00:13:58,000
Yeah yeah. 
No at that. 

237
00:13:58,000 --> 00:14:01,100
I'm happy to you know there's 
there's a have another program 

238
00:14:01,100 --> 00:14:03,000
as called army of One sales 
training. 

239
00:14:03,000 --> 00:14:08,400
In one of the modules in there 
is called give good phone and it

240
00:14:08,400 --> 00:14:11,300
was hysterical because I was 
actually at my sister's place 

241
00:14:11,300 --> 00:14:15,200
years ago and she came out of 
her home office and she said 

242
00:14:15,200 --> 00:14:18,300
man, that guy gives good phone 
and I just burst out laughing 

243
00:14:18,800 --> 00:14:22,300
but like but that's the truth. 
Do when somebody does give good 

244
00:14:22,300 --> 00:14:25,000
phone what's the outcome of a 
phone call? 

245
00:14:25,700 --> 00:14:27,800
It should be the same type of 
Ocean like it. 

246
00:14:27,808 --> 00:14:30,000
Here's one where dealerships? 
Get it wrong. 

247
00:14:30,400 --> 00:14:32,100
Customer calls, right? 
Yes. 

248
00:14:32,100 --> 00:14:36,500
To the phone, right? 
You know, ABC Powersports, 

249
00:14:37,000 --> 00:14:38,400
right? 
And you might not even have the 

250
00:14:38,400 --> 00:14:41,300
right way to answer but that 
most people just say the name 

251
00:14:41,300 --> 00:14:44,600
and, you know, help me out this 
is Joe speaking classic. 

252
00:14:44,600 --> 00:14:47,300
Anyways, I'm not going to get 
into that and then then somebody

253
00:14:47,300 --> 00:14:50,600
says, yeah, I'll show what are 
your product start at? 

254
00:14:51,300 --> 00:14:53,100
And then what you most 
salespeople? 

255
00:14:53,100 --> 00:14:57,500
Do they tell them the price and 
then it's like, thank you click.

256
00:14:58,300 --> 00:15:00,500
What, what the, what are you 
doing? 

257
00:15:01,400 --> 00:15:05,500
But you got it. 
Listen, they call you because 

258
00:15:05,500 --> 00:15:08,300
they're, they've raised their 
hand and they're interested in 

259
00:15:08,300 --> 00:15:11,000
what you have to offer. 
Now, that doesn't mean that you 

260
00:15:11,000 --> 00:15:14,100
can't answer their questions but
think of the SOS, right? 

261
00:15:14,100 --> 00:15:16,500
Think about what do I need to do
to be able to find out some 

262
00:15:16,500 --> 00:15:19,600
metrics like you should be okay?
They just called well. 

263
00:15:19,600 --> 00:15:21,000
Now measure the call. 
All right. 

264
00:15:21,000 --> 00:15:23,100
How many calls just came in and 
then go. 

265
00:15:23,100 --> 00:15:24,700
Okay. 
So hey, is this your first time 

266
00:15:24,700 --> 00:15:26,500
calling our dealership have you 
been in before? 

267
00:15:27,300 --> 00:15:29,000
Oh, you haven't, Hey, listen. 
You listen. 

268
00:15:29,000 --> 00:15:31,300
We could discuss this over the 
phone, till we're blue in the 

269
00:15:31,300 --> 00:15:33,900
face, until you touch and feel 
like we want you to be able to 

270
00:15:33,900 --> 00:15:36,200
make an informed decision. 
What's a good time for you? 

271
00:15:36,200 --> 00:15:38,000
I've got availability on the 
weekend. 

272
00:15:38,200 --> 00:15:39,400
Are you available Friday or 
Saturday? 

273
00:15:39,400 --> 00:15:41,800
Like with what's good? 
What's better for you, Friday, 

274
00:15:41,800 --> 00:15:44,000
or Saturday and set up the damn 
appointment. 

275
00:15:45,300 --> 00:15:48,800
Like jeez. 
Anyway, yeah and one of the the 

276
00:15:51,000 --> 00:15:52,900
there you go. 
It makes me feel good. 

277
00:15:52,900 --> 00:15:56,200
I'm not the only one, you know, 
that that's like fired up about 

278
00:15:56,200 --> 00:15:59,700
that because some of the things 
that I have heard on Paul's is, 

279
00:16:00,300 --> 00:16:05,600
you know, now I tell you, I'm 
starting I have kids now that my

280
00:16:05,600 --> 00:16:08,500
oldest just reached, you know, 
teenage years. 

281
00:16:08,800 --> 00:16:13,400
And so, you know, I'm still 
relatively young, I'll devault 

282
00:16:13,400 --> 00:16:17,300
my agent. 
To be 36 and I've got a 13 year 

283
00:16:17,300 --> 00:16:19,800
old but I'm starting to be 
called cringy. 

284
00:16:20,400 --> 00:16:23,600
So I don't know if some of you 
parents out here, you know? 

285
00:16:23,600 --> 00:16:27,100
I've heard that term but cringy 
your cringey dad apparently. 

286
00:16:27,100 --> 00:16:30,800
It's just that embarrassment 
stage so I'm pretty creamy. 

287
00:16:30,800 --> 00:16:34,100
It seems I've been crazy for 20 
years man. 

288
00:16:36,900 --> 00:16:42,300
So the reason why I bring that 
up is because man, oh man, in in

289
00:16:42,700 --> 00:16:47,000
listening to call Recordings. 
I have heard some Korean G 

290
00:16:47,000 --> 00:16:49,300
things and I kind of feel like 
telling my kids, you guys don't 

291
00:16:49,300 --> 00:16:51,100
really know the first thing 
about cringing. 

292
00:16:51,100 --> 00:16:55,700
Okay, sure I got that joke, 
cringey cringe are the things we

293
00:16:55,700 --> 00:16:59,900
hear on sales calls and one of 
them which, you know, and I 

294
00:16:59,900 --> 00:17:01,700
won't get too much into the 
aspect of the training because 

295
00:17:01,700 --> 00:17:05,300
that's not so much my cup of 
tea, but it's how do summer 

296
00:17:05,300 --> 00:17:07,099
sales guys? 
Even let people off the phone 

297
00:17:07,099 --> 00:17:10,300
without even taking an email, 
you know, or a name. 

298
00:17:10,700 --> 00:17:13,800
I've heard some kind of things 
that are just mind-boggling like

299
00:17:13,900 --> 00:17:17,000
oh Oh, we don't have it but 
so-and-so across the street, you

300
00:17:17,000 --> 00:17:21,700
know, it's there's still a way 
you can help and I think, you 

301
00:17:21,700 --> 00:17:24,000
know, Joe would agree. 
There's still a way that you can

302
00:17:24,000 --> 00:17:26,300
help somebody just because 
you're going to offer an 

303
00:17:26,300 --> 00:17:28,400
alternative but to me that you 
don't have their best interest 

304
00:17:28,400 --> 00:17:30,800
at heart. 
You know, you're I know that 

305
00:17:30,800 --> 00:17:32,700
sort of the objection that the 
sales guys would tell you right 

306
00:17:32,700 --> 00:17:34,000
away as well. 
I don't want to force them 

307
00:17:34,000 --> 00:17:35,400
something they don't want, you 
know. 

308
00:17:35,900 --> 00:17:41,200
So I feel like that goes to 
speaks to like a lot of the 

309
00:17:41,200 --> 00:17:47,000
misconceptions that there are 
within The sales /, follow-up 

310
00:17:47,000 --> 00:17:51,800
World reps, make like literally,
75% fewer attempts that they 

311
00:17:51,800 --> 00:17:57,500
actually think they do and there
are so many more things, more 

312
00:17:57,500 --> 00:18:01,500
touch points and communication 
that needs to happen that is 

313
00:18:01,500 --> 00:18:08,700
just not being done that. 
It speaks to really the heart of

314
00:18:09,300 --> 00:18:12,800
where a lot of the money is just
withering away. 

315
00:18:14,100 --> 00:18:15,500
No, in the power sports 
industry. 

316
00:18:15,500 --> 00:18:19,400
I think we have the tendency to 
not really feel like, okay, you 

317
00:18:19,400 --> 00:18:21,600
know, are they coming in? 
Because like vast majority 

318
00:18:21,600 --> 00:18:24,900
99.999% of dealers, they have 
the film motorcycle at the 

319
00:18:24,900 --> 00:18:29,000
store. 
So so and so not coming in then 

320
00:18:29,000 --> 00:18:30,700
it's almost like, they're not a 
real lead. 

321
00:18:31,000 --> 00:18:34,400
Well, you know, just because you
can't see it in can't touch, it 

322
00:18:34,500 --> 00:18:38,500
doesn't mean that that person is
not actively looking shopping. 

323
00:18:39,500 --> 00:18:42,100
And the question is, are you 
going to be there? 

324
00:18:42,400 --> 00:18:44,000
Are you going to meet them where
they're at? 

325
00:18:44,400 --> 00:18:47,300
And are you going to, you know, 
part of that, a lot of with Joe 

326
00:18:47,300 --> 00:18:50,900
you talked about earlier, and 
empathy and trying to come from 

327
00:18:50,900 --> 00:18:55,200
a place of understanding. 
Same thing goes for technology. 

328
00:18:55,300 --> 00:18:58,100
I talked about meeting people 
where they're at all the time. 

329
00:18:58,100 --> 00:19:01,100
We need to get so much better at
that in the industry. 

330
00:19:01,300 --> 00:19:02,500
And meeting them where they're 
at. 

331
00:19:02,500 --> 00:19:07,000
Also means, you know, I know a 
lot of dealers that it's smile 

332
00:19:07,000 --> 00:19:10,600
and dial tone, tone, tone, tone,
tone tone, they have, but it 

333
00:19:10,608 --> 00:19:13,500
doesn't always work like that. 
We actually have metrics that 

334
00:19:13,500 --> 00:19:15,100
we've seen. 
In that there are some stores 

335
00:19:15,100 --> 00:19:19,700
that are much phone heavier and 
you know, others that are much 

336
00:19:19,700 --> 00:19:23,600
email, follow-up heavier and 
guess which one performs better,

337
00:19:24,100 --> 00:19:27,600
it's a wonder right? 
So what the ones that perform 

338
00:19:27,600 --> 00:19:32,300
better do is not necessarily 
that they're stronger on email 

339
00:19:32,300 --> 00:19:37,700
or stronger on text but they're 
just better will diversify in 

340
00:19:37,700 --> 00:19:41,100
their follow-up. 
If you look at the screen, you 

341
00:19:41,100 --> 00:19:44,900
know, and I know at this point 
you're pretty like oh my I got 

342
00:19:44,900 --> 00:19:47,100
to be, will diversify it in all 
the different follow-up 

343
00:19:47,100 --> 00:19:48,600
attempts? 
I got to have how many calls 

344
00:19:48,600 --> 00:19:51,000
attempts I got an answer within 
60 seconds, right? 

345
00:19:51,100 --> 00:19:52,800
It's like a lot, but don't 
worry. 

346
00:19:52,800 --> 00:19:55,600
We're gonna go into a Solutions 
part that's going to actually 

347
00:19:55,600 --> 00:19:57,800
show you. 
Here's how you implement those 

348
00:19:57,800 --> 00:20:00,500
things to make it a lot easier 
for you, because you look at 

349
00:20:00,500 --> 00:20:03,400
what's on your screen right now.
I mean, literally you don't get 

350
00:20:03,400 --> 00:20:06,900
above the 90s percent. 
So these are phone calls Folks. 

351
00:20:06,900 --> 00:20:11,300
By the way, this is like like 
you know, number of phone calls.

352
00:20:11,400 --> 00:20:14,600
That's not even including you 
know email Text message, 

353
00:20:14,600 --> 00:20:19,200
Facebook, Messenger, Etc. 
I mean, most reps, they actually

354
00:20:19,200 --> 00:20:23,100
give up on, you know, in 
contacting somebody after just 

355
00:20:23,100 --> 00:20:26,400
one point three attempts. 
So I know this when you're like,

356
00:20:26,400 --> 00:20:29,700
okay yeah, how many of these 
things are going to keep 

357
00:20:29,800 --> 00:20:33,200
throwing at me, right? 
But I promise, we're making our 

358
00:20:33,200 --> 00:20:39,200
way to the solution part of the 
presentation. 

359
00:20:40,700 --> 00:20:45,100
Let's talk about being able to 
identify Some of those things. 

360
00:20:45,100 --> 00:20:47,800
And I kind of like me talked 
about him as a few slides ago. 

361
00:20:48,500 --> 00:20:51,100
What are some of those things 
where you're like? 

362
00:20:51,100 --> 00:20:54,300
Mmm. 
Yeah this if I'm experiencing 

363
00:20:54,300 --> 00:20:57,900
this, I probably have a 
follow-up either either a 

364
00:20:57,908 --> 00:21:03,200
follow-up strategy issue or 
maybe you know a marketing and 

365
00:21:03,200 --> 00:21:07,000
sales flywheel issue going on. 
I'm going to tell you about some

366
00:21:07,000 --> 00:21:09,500
of the things. 
They're actually quite simply a 

367
00:21:10,100 --> 00:21:12,800
simpler in a way that you would 
you know that you would expect 

368
00:21:13,000 --> 00:21:17,000
T', are you having a overspend 
on expensive? 

369
00:21:17,000 --> 00:21:22,500
Software are you having to have 
10 different dashboards to 

370
00:21:22,500 --> 00:21:25,900
control and manage things? 
And that some of them may feel 

371
00:21:26,200 --> 00:21:28,900
super complicated? 
That's one of them. 

372
00:21:29,200 --> 00:21:31,900
That's not the way you know we 
looking at the person set the 

373
00:21:31,900 --> 00:21:34,200
slide it shouldn't look like 
this. 

374
00:21:34,900 --> 00:21:39,100
That's what you don't want. 
Okay, another thing that you may

375
00:21:39,100 --> 00:21:42,300
be experiencing is that leads 
look seemingly low quality. 

376
00:21:43,100 --> 00:21:46,200
I say seemingly senior is an 
important key word, right? 

377
00:21:46,200 --> 00:21:52,300
So just keep that in mind 
because if if that agency that 

378
00:21:52,300 --> 00:21:54,000
compelling in, these are good 
quality leads. 

379
00:21:54,000 --> 00:21:56,500
They just need to. 
You know, if they sounded like 

380
00:21:56,500 --> 00:21:59,700
an excuse it isn't. 
And now I'm going to start 

381
00:21:59,700 --> 00:22:01,800
talking about the solutions of 
how it is. 

382
00:22:01,800 --> 00:22:05,000
That that can be solved because 
I feel like I'm part where the 

383
00:22:05,000 --> 00:22:08,000
power sports industry and such 
green eat is because people will

384
00:22:08,000 --> 00:22:10,800
say like your OEM maybe going to
you and saying, hey man, your 

385
00:22:10,800 --> 00:22:14,600
follow-up time socks, you're not
Following it, bad enough you 

386
00:22:14,600 --> 00:22:20,000
know and you're like yeah okay 
man and how do I fix it? 

387
00:22:21,000 --> 00:22:24,000
So I mean I hear that from a ton
of dealers, I may be something 

388
00:22:24,000 --> 00:22:26,200
that you're experiencing or 
you're like I'm sick and tired 

389
00:22:26,200 --> 00:22:29,000
of my OEM telling me that I 
don't follow up enough or I 

390
00:22:29,008 --> 00:22:32,200
don't follow up quickly enough. 
Where's the solution, right? 

391
00:22:32,700 --> 00:22:36,400
So seemingly low quality leads 
is another big one which is 

392
00:22:36,400 --> 00:22:39,300
struggling with book, the 
appointment ratios and no-shows.

393
00:22:39,800 --> 00:22:44,000
That's a big one, right? 
And then you may also feel A lot

394
00:22:44,000 --> 00:22:47,000
of these and this one is the one
that kind of leads to feeling 

395
00:22:47,000 --> 00:22:50,400
like they're bad quality, right?
But it may just seem like some 

396
00:22:50,400 --> 00:22:53,100
of these guys just ghost, you 
altogether, or maybe just kind 

397
00:22:53,100 --> 00:22:55,400
of give you enough, and then 
they just disappear. 

398
00:22:56,500 --> 00:23:00,800
Another one, is that your sales 
staff may be complaining about 

399
00:23:00,800 --> 00:23:02,600
feeling overwhelmed? 
Like really? 

400
00:23:02,600 --> 00:23:08,500
Do you expect me to pick up the 
phone while also, you know, be 

401
00:23:08,500 --> 00:23:11,400
helping out another customer and
showing them their the new unit 

402
00:23:11,400 --> 00:23:14,100
or taking them to finance. 
Whatever the case might be 

403
00:23:14,100 --> 00:23:17,100
right? 
So put anything in the chat. 

404
00:23:17,200 --> 00:23:20,600
If you know if you struggle with
any of these things in the past 

405
00:23:20,600 --> 00:23:24,600
or these are things that or any 
questions by the way, and or 

406
00:23:24,600 --> 00:23:27,400
comments. 
And I'm going to slide on over 

407
00:23:27,600 --> 00:23:30,400
to actually making it more 
solution-focused. 

408
00:23:30,400 --> 00:23:35,800
I'm going to go into three main 
success, BC success, follow-up 

409
00:23:35,800 --> 00:23:45,800
strategies for dealers. 
All right, so let's go straight 

410
00:23:45,800 --> 00:23:50,200
into the first one, right? 
It's simple Outreach, Cadence. 

411
00:23:50,800 --> 00:23:52,500
What the heck is Outreach, 
Cadence? 

412
00:23:52,500 --> 00:23:58,100
Well, Outreach is, you know, you
reaching out so essentially, you

413
00:23:58,100 --> 00:24:00,100
know, somebody contacted your 
dealer, they said they were 

414
00:24:00,100 --> 00:24:04,300
interested in a unit. 
So so that point and that's like

415
00:24:04,500 --> 00:24:07,200
where, that's the point where I 
asked the question, remember 

416
00:24:07,200 --> 00:24:11,800
earlier in my first few slides I
said, the marketing world. 

417
00:24:12,000 --> 00:24:14,100
Did it matter? 
Okay, that's the pivotal point 

418
00:24:14,100 --> 00:24:16,600
right there? 
Where the Outreach Cadence 

419
00:24:16,600 --> 00:24:21,800
begins. 
Because at this point everything

420
00:24:21,800 --> 00:24:27,300
you do from S 0, I don't know if
it s 0 or S for S 1. 

421
00:24:27,900 --> 00:24:33,300
That that came in makes an 
enormous difference on how you 

422
00:24:33,300 --> 00:24:36,100
are bringing somebody in from 
what seemingly, the digital 

423
00:24:36,100 --> 00:24:41,500
Unseen World, and how you're 
going to be able to start an 

424
00:24:41,500 --> 00:24:44,800
invisible relationship with them
through digital and actually, 

425
00:24:44,800 --> 00:24:47,900
eventually compel them if that's
really how they should. 

426
00:24:48,000 --> 00:24:52,200
Be compelled. 
It is should be you know I love 

427
00:24:52,200 --> 00:24:56,500
that Joe used term something 
about inspiring. 

428
00:24:56,500 --> 00:24:59,500
I think it's a term that he used
with regards to inspiring 

429
00:24:59,500 --> 00:25:02,600
people. 
So they should feel inspired and

430
00:25:02,600 --> 00:25:04,500
they should feel compelled to go
to your dealership. 

431
00:25:04,500 --> 00:25:10,500
Now, you may be secret shopper 
audited by like Pied Piper and 

432
00:25:10,500 --> 00:25:12,200
you'll see that some of the 
stuff that they put in there, 

433
00:25:12,200 --> 00:25:15,600
just very like much a checklist 
and that's great. 

434
00:25:15,800 --> 00:25:17,800
And they'll say things are like 
what? 

435
00:25:18,000 --> 00:25:20,400
It's you know, what are you 
including in your emails that I 

436
00:25:20,400 --> 00:25:23,100
value? 
The problem with just going off 

437
00:25:23,100 --> 00:25:27,100
of those things, is that 
sometimes you know, you just 

438
00:25:27,100 --> 00:25:29,600
start worrying about how much 
you crammed into the one email 

439
00:25:29,600 --> 00:25:31,400
and then it just becomes 
subhuman. 

440
00:25:31,800 --> 00:25:34,500
Your main thing is just to be 
human about it and I think 

441
00:25:34,500 --> 00:25:37,800
that's probably a theme that 
you're going to hear throughout 

442
00:25:37,800 --> 00:25:42,900
all of our presentations today. 
I know, shoot, Joe hit on it, 

443
00:25:42,900 --> 00:25:45,800
they see it on it. 
I'm hitting on it now and I feel

444
00:25:45,800 --> 00:25:52,800
like even That even you know 
Laura's going to go into it in a

445
00:25:52,808 --> 00:25:56,900
second. 
So everything from that point on

446
00:25:57,000 --> 00:26:00,300
makes an enormous difference, 
the Cadence of what your 

447
00:26:00,300 --> 00:26:02,300
Outreach will. 
So what should that look like, 

448
00:26:02,300 --> 00:26:05,400
right? 
Well, the very first thing is 

449
00:26:05,400 --> 00:26:11,200
going to be that you want to try
to maximize different avenues 

450
00:26:11,200 --> 00:26:13,600
that you're going to reach this 
person through. 

451
00:26:14,300 --> 00:26:17,700
And at the super critical 
component of it, because if you 

452
00:26:17,700 --> 00:26:21,800
still stay singularly focused 
and this I cannot stress this 

453
00:26:21,800 --> 00:26:24,900
enough. 
I really, really, really cannot 

454
00:26:24,900 --> 00:26:33,300
stress this enough which is that
if you just focus on what you or

455
00:26:33,300 --> 00:26:38,400
your team is most come The lady,
the bunch of other type of 

456
00:26:38,400 --> 00:26:42,600
opportunities, to be able to 
communicate with that lead? 

457
00:26:43,200 --> 00:26:45,100
Why is that important? 
Why does that matter? 

458
00:26:45,100 --> 00:26:49,400
Because remember your 
empathizing, you know, you want 

459
00:26:49,400 --> 00:26:52,600
to be able to have an engagement
with right and what's happening.

460
00:26:52,600 --> 00:26:55,800
Now is here, you know, I don't 
have you guys can see my camera 

461
00:26:55,800 --> 00:26:58,400
but I know you're looking at my 
screen but I'm sharing, but if 

462
00:26:58,400 --> 00:27:01,700
you can see me, here's my phone.
We've literally got our phones 

463
00:27:01,700 --> 00:27:04,800
on us all the time and literally
and on that phone. 

464
00:27:05,000 --> 00:27:08,700
And we've got like the, you 
know, little we're like many 

465
00:27:08,700 --> 00:27:11,000
gods with just the palm of our 
hands. 

466
00:27:11,000 --> 00:27:13,700
We got options. 
I mean talk about Google my 

467
00:27:13,700 --> 00:27:17,600
business and being able, you 
know, to rate businesses by 

468
00:27:17,600 --> 00:27:19,600
their reviews and so many other 
things. 

469
00:27:20,100 --> 00:27:23,700
So what do you think's going to 
win in the digital landscape? 

470
00:27:23,700 --> 00:27:27,400
When somebody up against, you 
know, you and two other 

471
00:27:27,400 --> 00:27:29,700
neighboring dealers, they're 
good. 

472
00:27:29,700 --> 00:27:32,200
The the buyers process begins 
prior and they're going to be 

473
00:27:32,200 --> 00:27:34,800
checking out your reputation, 
they're going to be checking out

474
00:27:35,600 --> 00:27:38,400
What their experience was like 
navigating and trying to contact

475
00:27:38,400 --> 00:27:42,400
you on your website. 
And then here now with regards 

476
00:27:42,400 --> 00:27:46,500
to the follow-up process is 
where the Magic Begins as far as

477
00:27:46,500 --> 00:27:50,500
are you going to engage them at 
a at a man in a manner that 

478
00:27:50,500 --> 00:27:54,000
matters, right? 
So the Cadence coming back to 

479
00:27:54,000 --> 00:27:58,100
that is going to be trying to 
reach them with as many Avenues 

480
00:27:58,300 --> 00:28:00,200
first and then you kind of start
staggering. 

481
00:28:00,300 --> 00:28:03,300
So as an example, if it's during
business hours, the lead comes 

482
00:28:03,300 --> 00:28:07,500
in Christ and in the attack. 
Just try and do the default 

483
00:28:07,500 --> 00:28:13,400
autoresponder email with should 
always, you know, go out whether

484
00:28:13,400 --> 00:28:16,700
it is during or outside of 
business hours, you can even do 

485
00:28:16,700 --> 00:28:20,800
one where you can time it 15 or 
20 minutes later, so it's not 

486
00:28:20,800 --> 00:28:22,200
obvious. 
You know, that it is an 

487
00:28:22,200 --> 00:28:25,000
autoresponder email. 
Those are all things that play 

488
00:28:25,000 --> 00:28:31,900
into the Cadence just as well as
the actual message that you're 

489
00:28:31,900 --> 00:28:34,700
including in, there needs to be 
extremely well-crafted and needs

490
00:28:34,700 --> 00:28:38,200
to You were to reflect the 
culture in your leadership and 

491
00:28:38,200 --> 00:28:40,500
the sorry, the culture in your 
dealership. 

492
00:28:41,200 --> 00:28:43,800
And those are things that are 
very important and I think that,

493
00:28:44,100 --> 00:28:47,800
you know, for those of you that 
are here and that, you know, you

494
00:28:47,800 --> 00:28:53,700
listen to Joe's presentation and
a lot of the concepts that he's 

495
00:28:53,700 --> 00:28:57,000
talking about connecting with 
people think that way when 

496
00:28:57,000 --> 00:29:01,000
writing these kick when writing 
in crafting these messages and 

497
00:29:01,000 --> 00:29:04,600
thinking about that Cadence. 
So you know what you start out 

498
00:29:04,600 --> 00:29:07,000
with kind of casting a wide net 
of first when the leaf first 

499
00:29:07,000 --> 00:29:08,900
comes in because that part of it
is so crucial. 

500
00:29:08,900 --> 00:29:13,300
But then for the follow-up, You 
want to stagger things, don't 

501
00:29:13,300 --> 00:29:18,600
send them a ringless voicemail 
and on a call and a text and a 

502
00:29:18,600 --> 00:29:23,600
Facebook messenger message and a
and and you know and Animo all 

503
00:29:23,600 --> 00:29:26,900
at once. 
So you can now on the next day, 

504
00:29:27,400 --> 00:29:30,500
through our light email the next
day after that, you can follow 

505
00:29:30,500 --> 00:29:34,400
up with, you know, a tech and 
then maybe the next day after 

506
00:29:34,400 --> 00:29:38,700
that you could do a ringless 
voice mail drop so that Cadence 

507
00:29:38,700 --> 00:29:41,200
of it. 
And then nurturing Saying that's

508
00:29:41,200 --> 00:29:43,000
part of the nurturing process, 
people may. 

509
00:29:43,000 --> 00:29:45,100
It may feel like they're 
completely ghosting you. 

510
00:29:46,500 --> 00:29:49,000
But it's important to think that
we don't really know what's 

511
00:29:49,000 --> 00:29:52,300
happening in their world and how
preoccupy they are. 

512
00:29:52,600 --> 00:29:54,900
And, very likely, the reason why
they didn't answer the first 

513
00:29:54,900 --> 00:29:57,500
like two or three, four 
messages, just showing, and they

514
00:29:57,500 --> 00:30:01,000
have the different things. 
So being there and like really, 

515
00:30:01,000 --> 00:30:05,100
truly, like doing your absolute 
best to really reach out and 

516
00:30:05,100 --> 00:30:12,700
help that person so that they 
can, you know, enjoy the vehicle

517
00:30:12,700 --> 00:30:15,600
of their choice, you know? 
And and help them have a A 

518
00:30:15,608 --> 00:30:17,600
life-altering decision for the 
better. 

519
00:30:18,000 --> 00:30:22,400
I feel like it's your 
responsibility to do the 

520
00:30:22,400 --> 00:30:24,600
absolute most, you can and your 
Cadence. 

521
00:30:24,900 --> 00:30:28,000
And how many things you put into
the actual? 

522
00:30:28,000 --> 00:30:30,600
Follow-up are critical 
components of it, so that kind 

523
00:30:30,600 --> 00:30:32,300
of brings me over to number two,
right? 

524
00:30:32,400 --> 00:30:36,300
Which is Outreach automation. 
So I promised you that I would 

525
00:30:36,300 --> 00:30:40,600
talk to you about how to put 
things together with the 

526
00:30:40,600 --> 00:30:44,400
difficulty of having to have so 
many different platforms having 

527
00:30:44,400 --> 00:30:46,900
to do so many Outreach. 
And Do it so quickly. 

528
00:30:47,200 --> 00:30:50,000
The good news is that you have 
choices, you have options of 

529
00:30:50,000 --> 00:30:53,800
Technology out there and 
reliable technology, that you 

530
00:30:53,800 --> 00:30:58,800
can leverage to your advantage 
so that you centralize things. 

531
00:30:59,300 --> 00:31:02,000
The first one that comes to mind
is trying to trying to put 

532
00:31:02,000 --> 00:31:03,500
everything together in a 
dashboard. 

533
00:31:03,500 --> 00:31:06,500
That makes things easier for 
you, and then of course, being 

534
00:31:06,500 --> 00:31:09,300
able to have a reliable 
integration so that let's say 

535
00:31:09,300 --> 00:31:12,700
all of your leads coming in from
your website. 

536
00:31:12,700 --> 00:31:16,400
But also very important leads at
you, May have coming in from 

537
00:31:16,400 --> 00:31:21,100
Trader, needs that you may have 
coming in from the chat function

538
00:31:21,100 --> 00:31:26,100
on your site, Facebook 
Messenger, all get put into one 

539
00:31:26,100 --> 00:31:31,300
place and then that one place 
follows the rules that we're 

540
00:31:31,300 --> 00:31:33,800
kind of talking about with 
regards to the automation. 

541
00:31:34,300 --> 00:31:37,900
So there are just endless 
different software Technologies 

542
00:31:37,900 --> 00:31:40,000
out there that you can use. 
You have to make sure that you 

543
00:31:40,000 --> 00:31:44,700
using one that simple. 
And that really just jives with,

544
00:31:44,700 --> 00:31:48,300
you know, the way that Either 
operate at something really 

545
00:31:48,300 --> 00:31:51,400
important to keep in mind that 
this platform is this platform 

546
00:31:51,400 --> 00:31:54,100
really going to work for us and 
then you kind of really, you 

547
00:31:54,100 --> 00:31:57,000
know, get likely married to that
software. 

548
00:31:57,000 --> 00:32:00,200
So that it helps you also be on 
the lookout for like software's 

549
00:32:00,200 --> 00:32:04,800
that are going to give you a 
difficulty, having your data 

550
00:32:04,800 --> 00:32:07,400
exported after, if you want to 
leave them or that you know, 

551
00:32:07,400 --> 00:32:10,600
kind of box you in. 
So they're very important to 

552
00:32:10,600 --> 00:32:12,700
keep in mind. 
So you heard me talk about 

553
00:32:12,700 --> 00:32:15,100
having a lot of avenues and a 
lot of different options on how 

554
00:32:15,100 --> 00:32:18,700
to How to communicate to people.
So, why is Automation, and why 

555
00:32:18,700 --> 00:32:20,800
is putting in as many 
communication channels as 

556
00:32:20,800 --> 00:32:22,800
possible? 
Because the more of them that 

557
00:32:22,800 --> 00:32:26,800
you use increases success rate 
of being able to reach somebody 

558
00:32:26,800 --> 00:32:29,100
about a hundred and sixty one 
percent. 

559
00:32:29,100 --> 00:32:32,400
That's enormous. 
Now, here's some of the I would 

560
00:32:32,400 --> 00:32:37,100
just say basic ones for Success 
that we Implement there are 

561
00:32:37,100 --> 00:32:41,400
more, you know, but these are 
like your fundamental ones. 

562
00:32:41,700 --> 00:32:45,400
You want to have an automatic 
call generated. 

563
00:32:45,600 --> 00:32:48,800
Your dealer if it's during 
business hours. 

564
00:32:49,400 --> 00:32:54,100
So that now, essentially, your 
team gets a call and said, Hey, 

565
00:32:54,100 --> 00:32:57,700
Joe Motorsports, this is, you 
know, you have a lead on line 

566
00:32:57,700 --> 00:32:59,200
one. 
Her name is Christy press want 

567
00:32:59,200 --> 00:33:01,800
to be connected. 
And what the system does is 

568
00:33:01,800 --> 00:33:04,600
essentially when they hit you, 
no one would be software's. 

569
00:33:04,600 --> 00:33:07,700
That will dial the needs phone 
number and then it tends to make

570
00:33:07,700 --> 00:33:09,300
that connection. 
There's also the option that if 

571
00:33:09,300 --> 00:33:12,200
the person didn't answer, you 
can hang up safely. 

572
00:33:12,200 --> 00:33:15,100
And then you know, they get a 
ringless voicemail. 

573
00:33:16,400 --> 00:33:20,300
Throughout the lifespan. 
What we call the sequence of 

574
00:33:20,300 --> 00:33:23,100
following up for one particular 
need. 

575
00:33:23,300 --> 00:33:27,400
Let's just say about a two week 
time span, you should also drop 

576
00:33:27,400 --> 00:33:30,000
think about dropping to bring 
these voicemails the way ringlet

577
00:33:30,000 --> 00:33:37,600
voicemails work is essentially 
that it literally will ring the 

578
00:33:37,600 --> 00:33:41,400
phone for a split second and 
then it just goes straight to 

579
00:33:41,400 --> 00:33:45,500
voicemail and it drops the 
pre-recorded you know message 

580
00:33:46,000 --> 00:33:49,700
You want to include text 
messages and you want to include

581
00:33:49,700 --> 00:33:52,400
emails as well. 
If a lead came through Facebook 

582
00:33:52,400 --> 00:33:55,300
Messenger, you want to be able 
to reach out to them and just as

583
00:33:55,300 --> 00:33:57,300
a heads up there's a lot of 
people don't know this and 

584
00:33:57,300 --> 00:34:00,700
Facebook constantly is changing 
all of their policies and all 

585
00:34:02,000 --> 00:34:05,400
there's a limit and don't quote 
me. 

586
00:34:05,400 --> 00:34:08,300
But I believe it's 48 because 
they just recently changed it to

587
00:34:08,300 --> 00:34:10,600
when the lead follows when the 
need comes in. 

588
00:34:11,199 --> 00:34:15,000
If you wait more than 48 hours 
to follow up to that lead, you 

589
00:34:15,000 --> 00:34:17,600
cannot Not. 
Now follow up via Facebook 

590
00:34:17,600 --> 00:34:21,500
Messenger, unless that lead 
regenerate, and it's just 

591
00:34:21,500 --> 00:34:25,000
Facebook, excellent way to make 
sure that they are milking you 

592
00:34:25,000 --> 00:34:26,699
for the money that you're 
spending with them on their 

593
00:34:26,699 --> 00:34:29,199
platform. 
So, just keep that in mind 

594
00:34:29,199 --> 00:34:30,800
though. 
Because if your feet, you know, 

595
00:34:31,100 --> 00:34:33,900
as an example, that I gave to 
some of the dealerships I closed

596
00:34:34,100 --> 00:34:37,800
on Sunday and Monday, and you 
had a Facebook lead come in on 

597
00:34:37,800 --> 00:34:41,900
messenger. 
This is 44 paid by the way? 

598
00:34:43,000 --> 00:34:46,199
And that lead came in and then 
and then You know, your 

599
00:34:46,199 --> 00:34:48,400
follow-up guy or gal is not 
going to follow? 

600
00:34:48,400 --> 00:34:50,500
It's a Tuesday morning. 
You can't even mess it that 

601
00:34:50,500 --> 00:34:54,300
person yet. 
So, with a lot of the things 

602
00:34:54,300 --> 00:34:59,400
that I told you the number three
aspects supercritical is 

603
00:34:59,800 --> 00:35:04,100
essentially to how really good 
grasp on where you're at, as far

604
00:35:04,100 --> 00:35:08,100
as your spending, as far as 
where your efforts are taking 

605
00:35:08,100 --> 00:35:11,800
you, what you're closing, how 
many people are actually making 

606
00:35:11,800 --> 00:35:21,000
an appointment the whole night. 
So that's where reporting is 

607
00:35:21,000 --> 00:35:24,000
supercritical. 
Get down to the nitty-gritty of 

608
00:35:24,000 --> 00:35:25,800
finding out. 
Okay, so how many Meats it 

609
00:35:25,800 --> 00:35:28,600
generate? 
I was like cost per lead? 

610
00:35:29,300 --> 00:35:33,300
Many of those leads actually 
turn into an appointment and how

611
00:35:33,308 --> 00:35:35,500
many of those actually turned 
into a sale? 

612
00:35:36,300 --> 00:35:38,600
You want to be able to get a 
graph so that you can track what

613
00:35:38,600 --> 00:35:41,900
we talked about earlier on, 
which was your Roi also known as

614
00:35:41,900 --> 00:35:45,100
your return on investment. 
You want to look at things such 

615
00:35:45,100 --> 00:35:50,200
as your follow-up campaigns, 
your reply rates, how much 

616
00:35:50,200 --> 00:35:54,300
people are opening them reply, 
your age are super, super 

617
00:35:54,300 --> 00:35:58,500
critically important, okay? 
And so that's that, wraps it up 

618
00:35:58,500 --> 00:36:01,600
for number three. 
Before I give you a recap, I 

619
00:36:01,600 --> 00:36:04,800
want to open it up to any of our
panelists, I want to add any 

620
00:36:04,800 --> 00:36:08,200
comments to anything that I just
reviewed or even to anybody on 

621
00:36:08,200 --> 00:36:10,700
the chat to leave some comments 
or do some questions. 

622
00:36:10,700 --> 00:36:15,600
I'll do a full-on, you a Or the 
end, but I'll open it up real 

623
00:36:15,600 --> 00:36:18,200
quick so I can get a drink, any 
comments or anything like that, 

624
00:36:18,207 --> 00:36:21,800
you guys want to share. 
Hey Joe, I've got something 

625
00:36:21,800 --> 00:36:24,600
that's stepped off right at the 
beginning of your presentation 

626
00:36:24,600 --> 00:36:27,200
and I just been it's been on the
tip of my tongue. 

627
00:36:27,200 --> 00:36:31,400
The whole time you would talk 
about people running, an 

628
00:36:31,400 --> 00:36:36,700
internal program versus 
Outsourcing the program and you 

629
00:36:36,700 --> 00:36:39,900
know this is going to sound 
salesy I'm going to try and say 

630
00:36:39,900 --> 00:36:43,600
this in a way that makes sense. 
But only once did I really see 

631
00:36:43,600 --> 00:36:46,200
an internal program that like 
blew me away and knocked my 

632
00:36:46,200 --> 00:36:49,300
socks off and that was in the 
Marine industry. 

633
00:36:49,500 --> 00:36:53,200
A company called Marine Mac when
I worked for Suzuki. 

634
00:36:53,200 --> 00:36:56,800
I went to Marine Max and did 
some training down there and do 

635
00:36:56,800 --> 00:36:59,700
they have like, 12 people in the
marketing department and BBC? 

636
00:36:59,700 --> 00:37:02,700
And I mean, just like it looked 
like gaining computers 

637
00:37:02,700 --> 00:37:04,500
everywhere, right? 
Everybody have multiple screens 

638
00:37:04,500 --> 00:37:08,300
and was just going after it. 
But usually what I see is a 

639
00:37:08,308 --> 00:37:11,500
dealer will put like one person 
in charge of pay track this 

640
00:37:11,500 --> 00:37:13,700
track that. 
Follow these 19 channels and 

641
00:37:13,700 --> 00:37:16,600
then it just never seems to 
never seems to happen our 

642
00:37:16,600 --> 00:37:19,200
progress and I've wondered had 
some insight on that, okay? 

643
00:37:19,600 --> 00:37:21,300
What makes it fail? 
What makes it work? 

644
00:37:22,800 --> 00:37:25,500
That's a, that's a really, 
really good question. 

645
00:37:27,400 --> 00:37:32,000
And I have seen very similar 
things, which is essentially 

646
00:37:32,000 --> 00:37:37,600
that I see outside programs work
better. 

647
00:37:37,600 --> 00:37:41,200
And I know that a lot of a lot 
of dealers, will kind of say, 

648
00:37:41,900 --> 00:37:45,500
you know, I've tried different 
ones and that is one of the 

649
00:37:45,500 --> 00:37:49,400
aspects that suck about, you 
know, like trying to do it out 

650
00:37:49,400 --> 00:37:51,800
sourced, right? 
Like really finding out which 

651
00:37:51,800 --> 00:37:54,000
ones Are going to be which ones 
are going to. 

652
00:37:54,300 --> 00:37:56,200
It's not necessarily that 
uniform that you could just say.

653
00:37:56,200 --> 00:37:59,500
It's not a binary saying these 
people suck or they're good very

654
00:37:59,500 --> 00:38:02,100
often times. 
Is, are they a good fit for your

655
00:38:02,100 --> 00:38:05,100
dealership? 
Is that AMC a good fit for your 

656
00:38:05,100 --> 00:38:06,300
dealership. 
So sometimes, you know, you'll 

657
00:38:06,300 --> 00:38:09,700
hear dealers that will say, I 
got a, I've tried, I've tried an

658
00:38:09,700 --> 00:38:12,600
agency or 24 units. 
Do my follow-up or anything 

659
00:38:12,600 --> 00:38:14,800
goes, by the way, for marketing.
Right? 

660
00:38:14,800 --> 00:38:18,100
We hear that often like agency 
sought and it shows the question

661
00:38:18,100 --> 00:38:21,600
is are you know, I think that 
the problem traced back to 

662
00:38:22,100 --> 00:38:25,900
Perhaps not being a good fit for
each other, and in the way they 

663
00:38:25,900 --> 00:38:30,300
work, put in general, that 
aside, I do see that Outsource 

664
00:38:30,900 --> 00:38:36,800
works better and in my belief, I
think it's because to do this, 

665
00:38:36,800 --> 00:38:38,700
right? 
Depending on the number of leads

666
00:38:38,700 --> 00:38:43,100
that you have this needs to be a
culture change in the 

667
00:38:43,100 --> 00:38:47,000
organization. 
So, as an example, you know, if 

668
00:38:47,000 --> 00:38:50,300
same thing that with, you know 
what, my twin Joe does, you 

669
00:38:50,300 --> 00:38:53,300
know, he will come in. 
And I don't want to, I don't 

670
00:38:53,300 --> 00:38:56,300
want to speak too much for him 
because I don't want to 

671
00:38:56,300 --> 00:39:00,900
misrepresent, but he essentially
helps in training, you know, and

672
00:39:00,900 --> 00:39:03,700
that training, builds that 
culture. 

673
00:39:04,100 --> 00:39:09,000
It's a mindset a mindset, a 
mindset shift that helps 

674
00:39:09,300 --> 00:39:12,100
establish that culture within 
the dealership. 

675
00:39:12,100 --> 00:39:16,500
So so you know, it's things that
you learn that. 

676
00:39:16,500 --> 00:39:20,200
If you put in place, will make 
you be successful. 

677
00:39:20,700 --> 00:39:24,600
The reason why in particular 
Literally with with BBC in-house

678
00:39:24,600 --> 00:39:27,900
versus outsourced. 
I see that most hitters don't 

679
00:39:27,900 --> 00:39:32,200
have a successful program to 
your point is because I think a 

680
00:39:32,207 --> 00:39:33,700
lot of dealers are not 
necessarily. 

681
00:39:33,700 --> 00:39:37,400
They're like they're they're, 
they're probably more closer to 

682
00:39:37,400 --> 00:39:42,100
saying yes, I need a program 
that teaches about sales and 

683
00:39:42,100 --> 00:39:45,200
that gets my sales staff, you 
know, trained properly and 

684
00:39:45,200 --> 00:39:47,500
ramped up and all of that and 
like I think they more readily 

685
00:39:47,500 --> 00:39:52,000
accept that then saying, oh I 
need a program, you know, and I 

686
00:39:52,100 --> 00:39:56,000
Build something from the inside 
that's complex in it of itself 

687
00:39:56,400 --> 00:39:58,800
because the follow-up process in
and of itself. 

688
00:39:59,100 --> 00:40:01,800
Whether you have every single 
one of your salespeople follow 

689
00:40:01,800 --> 00:40:07,900
up, or you have a dedicated BBC 
manager, that component of it in

690
00:40:07,900 --> 00:40:13,600
it of itself needs attention. 
So you know, it's like, it's 

691
00:40:13,600 --> 00:40:16,800
almost like you're forming a, 
you know, an organism within the

692
00:40:16,800 --> 00:40:19,900
organism, it doesn't matter what
it looks like, it's just that it

693
00:40:19,900 --> 00:40:21,500
needs that. 
It's like a plant. 

694
00:40:21,500 --> 00:40:24,000
They look like I think about it 
or the garden your dealership in

695
00:40:24,000 --> 00:40:27,400
the garden. 
That one plant is a, is, is, you

696
00:40:27,400 --> 00:40:30,000
know, a plant in the entire 
Garden of the dealership and you

697
00:40:30,000 --> 00:40:32,100
have to water it. 
You've got it. 

698
00:40:32,100 --> 00:40:34,800
So a lot of them are like well 
yeah, we're just reply to emails

699
00:40:34,800 --> 00:40:37,500
and we're good. 
Hmm, yeah, not really, you know 

700
00:40:37,500 --> 00:40:41,000
really, you know, in the chat, 
Steve Jones put up a couple of 

701
00:40:41,000 --> 00:40:44,100
comments. 
A he asked if we had an example 

702
00:40:44,100 --> 00:40:47,400
to show how things get automated
and you've got a good, you know,

703
00:40:47,400 --> 00:40:49,200
10 minutes or so, to go into 
that. 

704
00:40:49,200 --> 00:40:51,600
So I didn't want to take away 
from more of your presentation 

705
00:40:51,600 --> 00:40:54,000
time. 
But then he also noted that a 

706
00:40:54,000 --> 00:40:57,700
lot of In-House things, he says 
they give up like a lot of 

707
00:40:57,700 --> 00:41:01,400
dealers will fail because they 
give up within a few weeks or 

708
00:41:01,400 --> 00:41:03,400
months. 
And I've seen that happen to 

709
00:41:03,400 --> 00:41:06,500
I'll talk to some business 
owners and say hey this is a 30 

710
00:41:06,500 --> 00:41:10,700
60 90 day program, we're going 
to evaluate every 30 days and 

711
00:41:10,700 --> 00:41:13,700
constantly make changes and 
then, you know, at 180 will 

712
00:41:13,700 --> 00:41:16,300
really cement things in and 
maybe they just don't put enough

713
00:41:16,300 --> 00:41:18,800
time and effort into it or they 
get impatient. 

714
00:41:20,000 --> 00:41:26,400
Yeah, I think I think that it's,
you know, it's a mix. 

715
00:41:26,400 --> 00:41:31,900
It's a mix of things life gets 
busy, you know, they think 

716
00:41:32,200 --> 00:41:34,600
because of one of the aspects 
that I mentioned earlier with 

717
00:41:34,600 --> 00:41:39,500
regards to feeling like you're 
being seemingly ghosted, I would

718
00:41:39,500 --> 00:41:44,800
say that like it's very easy to 
immediately be like this is not 

719
00:41:44,800 --> 00:41:49,900
working, you know what I mean? 
Like this is, this is just not 

720
00:41:49,900 --> 00:41:53,100
happening and nobody is actually
on the other end and this is not

721
00:41:53,100 --> 00:41:54,900
going to make any sense, you 
know, any difference. 

722
00:41:56,000 --> 00:42:01,100
So that the automation component
of it right? 

723
00:42:01,100 --> 00:42:08,000
Is a big help for that because 
it stays there and it does the 

724
00:42:08,000 --> 00:42:11,300
Relentless work It does the very
time consuming work the 

725
00:42:11,300 --> 00:42:15,500
Relentless work and it's never 
set it and forget it. 

726
00:42:17,000 --> 00:42:21,000
Because at the end of the day, I
do want people to understand the

727
00:42:21,000 --> 00:42:24,100
like, you know, one. 
Somebody raises their hand, they

728
00:42:24,100 --> 00:42:26,700
need to step in. 
They need to step in and be 

729
00:42:26,700 --> 00:42:29,200
like, okay, let's now do 
something with it. 

730
00:42:29,300 --> 00:42:33,900
We actually offer, you know, 
managed services for dealers so 

731
00:42:33,900 --> 00:42:38,400
that where we can either do like
a soft completely DC solution or

732
00:42:38,400 --> 00:42:41,700
a soft. 
Easy solution or a fool BC 

733
00:42:41,700 --> 00:42:44,900
solution where there where our 
teams actually like dialing out 

734
00:42:44,900 --> 00:42:47,900
the soft one is one along the 
lines of like a somebody replied

735
00:42:47,900 --> 00:42:50,900
via email or text. 
And now you carry on the 

736
00:42:50,900 --> 00:42:54,000
conversation in the manner that 
that person wants, right? 

737
00:42:54,000 --> 00:42:55,800
Because, you know, the replied 
be a text. 

738
00:42:56,300 --> 00:42:58,800
So I think and I don't know if I
went off, too much on the, on 

739
00:42:58,800 --> 00:43:01,000
the weeds there and I didn't end
up answering your question. 

740
00:43:03,200 --> 00:43:05,400
But it's going to it. 
I think that they give a 

741
00:43:05,400 --> 00:43:08,400
prematurely because it's 
time-consuming because they 

742
00:43:08,400 --> 00:43:12,100
don't know that it's actually 
making a difference, you know, 

743
00:43:12,400 --> 00:43:14,900
and they go on to other things 
and they forget about it, you 

744
00:43:14,900 --> 00:43:18,500
know. 
Hey Joe, you know what? 

745
00:43:19,700 --> 00:43:22,100
I want to speak to something 
here that I think a lot of sales

746
00:43:22,100 --> 00:43:26,900
people and just people in 
general have a fear And they 

747
00:43:26,900 --> 00:43:32,700
have this fear of having these 
automations go out and that 

748
00:43:32,700 --> 00:43:37,100
people are going to not like it.
They're going to receive too 

749
00:43:37,100 --> 00:43:42,300
many emails, or they're going to
receive too many texts and not 

750
00:43:42,300 --> 00:43:44,500
like, here's the reality. 
Okay? 

751
00:43:45,400 --> 00:43:49,300
If you get an email that you 
don't like, you can unsubscribe,

752
00:43:49,800 --> 00:43:53,300
if you get a text that you don't
like, you could just write stop.

753
00:43:53,300 --> 00:43:55,300
And that's it. 
Like, you can turn this stuff 

754
00:43:55,300 --> 00:43:57,700
off. 
I think that as a society we 

755
00:43:57,700 --> 00:44:01,600
have to remember that, you know,
and I'm cheering you on Joe 

756
00:44:01,600 --> 00:44:06,300
because the three things that we
as Leaders need to do as 

757
00:44:06,300 --> 00:44:09,900
business people and my coaches 
remind me this all the time, 

758
00:44:10,200 --> 00:44:12,100
right? 
Joe, is there something that 

759
00:44:12,100 --> 00:44:14,600
you're doing right now? 
That is a waste of your you know

760
00:44:14,600 --> 00:44:16,700
five thousand dollar an hour 
greatness. 

761
00:44:16,700 --> 00:44:19,500
Because everybody here right now
every one of you if you're on 

762
00:44:19,500 --> 00:44:22,500
right now, you're watching this.
You should really be thinking 

763
00:44:22,500 --> 00:44:24,300
that. 
Hey I make 5,000 bucks an hour 

764
00:44:24,300 --> 00:44:26,200
that is my rate. 
So am I doing? 

765
00:44:26,400 --> 00:44:30,700
A twenty dollar an hour job is 
if you are you either automate 

766
00:44:30,700 --> 00:44:37,000
delegate or eliminate because 
like if you're all 5,000 bucks 

767
00:44:37,000 --> 00:44:38,900
an hour. 
So if you're out mowing your 

768
00:44:38,900 --> 00:44:43,900
lawn right like you could give 
somebody 25 bucks to mow the 

769
00:44:43,900 --> 00:44:48,900
lawn so you can go out and make 
your the difference of 4975 box.

770
00:44:49,900 --> 00:44:51,400
Now, if somebody says to me, 
yeah you know what? 

771
00:44:51,400 --> 00:44:53,000
But I really love to mow my 
lawn. 

772
00:44:53,000 --> 00:44:58,800
I'd look at them and I go do, 
you know your neighbors lawn And

773
00:44:58,800 --> 00:45:00,300
they go world. 
It's yeah. 

774
00:45:00,300 --> 00:45:04,400
So you don't love it that much. 
So like put it into perspective,

775
00:45:04,700 --> 00:45:06,900
you need to automate delegator 
eliminate. 

776
00:45:06,900 --> 00:45:10,900
So follow-up. 
Listen, I could write a book 

777
00:45:10,900 --> 00:45:13,100
that's called your follow-up 
sucks. 

778
00:45:13,600 --> 00:45:16,500
Most sales people. 
They don't follow up like they 

779
00:45:16,500 --> 00:45:20,700
just suck at it. 
Okay, number one, number two, if

780
00:45:20,700 --> 00:45:24,500
you can automate it and make it 
affordable, I'm telling you like

781
00:45:24,500 --> 00:45:26,300
it's the way to do it in the 
bicycle. 

782
00:45:26,400 --> 00:45:30,100
Industry that like create an 
automation. 

783
00:45:30,100 --> 00:45:32,000
I've, you know, in the bicycle 
industry. 

784
00:45:32,000 --> 00:45:33,700
I've got partners that have done
that in Joe. 

785
00:45:33,700 --> 00:45:38,700
You're the guy in this 
ecosystem, you're the man, I've 

786
00:45:38,700 --> 00:45:43,100
looked up what he's doing, like 
think of it and then again 

787
00:45:43,100 --> 00:45:44,200
delegate it. 
Okay? 

788
00:45:44,200 --> 00:45:46,200
Yeah I can delegate my 
follow-up. 

789
00:45:46,200 --> 00:45:47,400
Okay. 
Good luck with that. 

790
00:45:47,600 --> 00:45:50,000
You're going to actually get 
somebody to do the follow-up for

791
00:45:50,000 --> 00:45:53,000
you because I can tell you 
following up is where the 

792
00:45:53,000 --> 00:45:56,200
fortune is, and we're bombarded 
with so much stuff. 

793
00:45:56,400 --> 00:45:59,000
So you got to be able to break 
through the static. 

794
00:45:59,900 --> 00:46:03,200
Yeah, that's where able to do. 
And so that is out. 

795
00:46:03,400 --> 00:46:06,700
And then then there's a thing 
that, you know, before I cut 

796
00:46:06,700 --> 00:46:10,400
off, here is you said 
Relentless, and it's just so so 

797
00:46:10,400 --> 00:46:15,700
good because you need to be 
relentless without being a past.

798
00:46:15,700 --> 00:46:17,400
There's a difference? 
Yeah. 

799
00:46:17,400 --> 00:46:20,900
So then it's a question of time 
management. 

800
00:46:21,200 --> 00:46:23,800
So what is a Relentless 
follow-up, system, look like? 

801
00:46:23,800 --> 00:46:27,800
And I teach this and again, if 
you You want to manually do it, 

802
00:46:27,900 --> 00:46:30,400
you should be doing at least 
minimum of four touch points a 

803
00:46:30,408 --> 00:46:32,700
day for 4 days. 
So they're 16 touch points that 

804
00:46:32,700 --> 00:46:35,400
you manually do. 
Good luck to try to just do 

805
00:46:35,400 --> 00:46:36,700
that. 
When you've got new people 

806
00:46:36,700 --> 00:46:38,100
coming in and your phones, 
ringing. 

807
00:46:38,400 --> 00:46:41,100
And oh yeah, I've got to get the
kids to soccer and I love you, 

808
00:46:41,100 --> 00:46:44,100
just not going to do it, which 
is why your follow-up sucks. 

809
00:46:44,400 --> 00:46:47,600
So if you can automate it, let 
Joe might win. 

810
00:46:47,600 --> 00:46:53,000
Let them let he's got you, he's 
got you to take care of you and 

811
00:46:53,000 --> 00:46:55,700
you know, another thing too, 
that I have realized Joe is that

812
00:46:55,700 --> 00:46:59,600
that It's it's an it's I think 
almost like an excuse, I think 

813
00:46:59,600 --> 00:47:03,100
that may stem from Fear With 
regards to do they're going to 

814
00:47:03,100 --> 00:47:07,700
think I'm a pest this and that 
at the higher level when it 

815
00:47:07,700 --> 00:47:11,200
comes to Marketing in general, 
if you're not pissing off a few 

816
00:47:11,200 --> 00:47:12,600
people you're not doing it 
right. 

817
00:47:12,700 --> 00:47:14,200
I totally agree. 
Couldn't agree. 

818
00:47:14,200 --> 00:47:18,000
Yeah, you know, I get every now 
and then I'll get somebody who 

819
00:47:18,000 --> 00:47:20,500
actually takes time out of their
day to send me an email and say 

820
00:47:20,500 --> 00:47:24,700
oh I can't burn but it's just 
like okay you know the idea 

821
00:47:24,700 --> 00:47:27,800
isn't to be a pest and that's 
why Why Cadence, which I talked 

822
00:47:27,800 --> 00:47:31,400
about earlier comes into play 
and mapping things out, but I 

823
00:47:31,408 --> 00:47:33,500
couldn't be more on board with 
regard to. 

824
00:47:33,500 --> 00:47:35,900
What you're saying with regards 
to the automation? 

825
00:47:36,200 --> 00:47:39,700
If things are set up properly 
from the beginning, there is an 

826
00:47:39,700 --> 00:47:42,600
aspect of it that it's just 
going to be done for you. 

827
00:47:43,000 --> 00:47:47,100
Why do you want to really just 
sit there and truly do just a, 

828
00:47:47,100 --> 00:47:49,700
you know, ten fifteen twenty 
dollar an hour of just like 

829
00:47:49,700 --> 00:47:53,900
following up with emails are 
sent, it makes absolutely no 

830
00:47:53,900 --> 00:47:55,200
sense. 
And the truth of the matter is 

831
00:47:55,200 --> 00:47:59,000
that this ties back to What you 
do and how you help people 

832
00:47:59,300 --> 00:48:01,600
change their mindset to be able 
to really truly connect with 

833
00:48:01,600 --> 00:48:03,500
other humans. 
That's what sales is about. 

834
00:48:03,500 --> 00:48:06,200
Yeah. 
When we take away the, the busy 

835
00:48:06,200 --> 00:48:10,400
work of all these emails and 
that are around the now it needs

836
00:48:10,400 --> 00:48:13,500
more time for that, the real 
stuff, the stuff that people 

837
00:48:13,500 --> 00:48:17,800
really truly enjoy, it's funny 
because technology has driven us

838
00:48:17,800 --> 00:48:21,300
apart in a sense and it's, you 
know, kind of put a wedge in 

839
00:48:21,300 --> 00:48:23,200
between us. 
But at the end of the day, 

840
00:48:23,200 --> 00:48:26,500
what's really ironic about it, 
is that people still seek That 

841
00:48:26,500 --> 00:48:28,900
very human connection one where 
another percent. 

842
00:48:28,900 --> 00:48:32,300
Yeah, yeah. 
So so I don't know if you guys 

843
00:48:32,300 --> 00:48:35,000
can see here on the screen. 
I changed in. 

844
00:48:35,000 --> 00:48:37,300
This is like the back end of be 
turning pro. 

845
00:48:37,300 --> 00:48:42,100
Do you guys see that? 
Well, I'm not saying, don't ya. 

846
00:48:42,100 --> 00:48:42,800
Okay, cool. 
Sorry. 

847
00:48:42,800 --> 00:48:45,900
Wasn't seemed perfect. 
So this is to answer Steve's 

848
00:48:45,900 --> 00:48:48,600
question a little bit of an 
example and we've got tons of 

849
00:48:48,600 --> 00:48:52,600
different things here, right? 
Where we can go, you know, and 

850
00:48:52,600 --> 00:48:55,600
add a new event as an example. 
And then, you know, we can do 

851
00:48:55,800 --> 00:48:57,700
messenger if it originated 
there. 

852
00:48:57,700 --> 00:49:03,100
We could do SMS, email 
voicemail, you could even run, 

853
00:49:03,100 --> 00:49:06,700
webhook, so if you wanted to 
connect to, you know, to an 

854
00:49:06,700 --> 00:49:09,800
outside platform, but this is 
kind of more of like you're out.

855
00:49:10,000 --> 00:49:12,000
Reach down under one as far as 
Automation. 

856
00:49:12,400 --> 00:49:16,700
And it essentially says that if 
it's, you know, within business 

857
00:49:16,700 --> 00:49:18,700
hours. 
So you could edit that in here, 

858
00:49:19,000 --> 00:49:23,000
then you want this to be sent 
and such and such you know that 

859
00:49:23,000 --> 00:49:27,600
you want this this call to 
happen, same thing with text. 

860
00:49:27,800 --> 00:49:30,900
So we leave text for it's only 
happen during business hours. 

861
00:49:32,700 --> 00:49:35,700
And so, this is some of that 
perfect example of how to 

862
00:49:35,700 --> 00:49:38,700
automate it. 
Once it's set in here, tons of 

863
00:49:38,700 --> 00:49:41,200
parameters can be edited. 
And so, as an example, if you 

864
00:49:41,200 --> 00:49:45,000
have a round robin, you know, 
for your sales staff, the email 

865
00:49:45,000 --> 00:49:50,300
signature could be automatically
in put it in put into the 

866
00:49:50,600 --> 00:49:56,300
outgoing email and so whatever 
sales associate, it gets 

867
00:49:56,300 --> 00:49:59,500
assigned to the lead. 
It'll actually inject their 

868
00:49:59,500 --> 00:50:04,000
email signature and and you can 
you know you can you can see on 

869
00:50:04,000 --> 00:50:06,800
here there's like particular 
Cadence of certain amount of 

870
00:50:06,800 --> 00:50:10,400
days after the first one that 
Follow up. 

871
00:50:10,400 --> 00:50:13,400
And by the way, it doesn't 
really just in two weeks after 

872
00:50:13,400 --> 00:50:17,200
the initial lead coming in 
because those people afterwards,

873
00:50:17,200 --> 00:50:18,900
unless there was a resounding 
no. 

874
00:50:18,900 --> 00:50:20,900
And that's when you change 
things and you get to remove 

875
00:50:20,900 --> 00:50:25,500
people, you know you want to put
them into a longer term sort of 

876
00:50:25,508 --> 00:50:30,000
follow-up nourishing kind of 
sequence where, like by default 

877
00:50:30,200 --> 00:50:33,700
every lead that coming in, you 
know, you should be putting into

878
00:50:33,700 --> 00:50:39,800
a mail chimp or a what do you 
call it Constant Contact. 

879
00:50:39,900 --> 00:50:44,400
List that, you know, at the bare
minimum, you know, you're 

880
00:50:44,400 --> 00:50:47,600
sending them a newsletter for 
your for your new stuff once a 

881
00:50:47,600 --> 00:50:50,300
month. 
As an example, did you guys have

882
00:50:50,300 --> 00:50:52,700
a comment on there? 
Yeah. 

883
00:50:52,700 --> 00:50:54,900
Actually there's a couple and I 
want to I don't want to give 

884
00:50:54,900 --> 00:50:57,000
people their shout outs because 
we've got people listening on 

885
00:50:57,000 --> 00:51:01,100
other channels, Steve Jones 
writes he puts as an industry, 

886
00:51:01,400 --> 00:51:04,500
we are extremely Port following 
up having an automated response 

887
00:51:04,500 --> 00:51:07,900
for an inquiry within minutes. 
Instead of days, leads to 

888
00:51:07,900 --> 00:51:10,900
increase sales opportunities, 
multiply the opportunities by 

889
00:51:10,900 --> 00:51:15,100
how many contacts you lost, 
because no one followed up and 

890
00:51:15,100 --> 00:51:18,300
men, that really mirrors, that 
mirrors my own personal 

891
00:51:18,300 --> 00:51:20,100
experience. 
I put in the comments myself 

892
00:51:20,100 --> 00:51:21,500
earlier. 
I was scared too. 

893
00:51:21,600 --> 00:51:24,100
Besa automate things because I 
thought it would interfere with 

894
00:51:24,100 --> 00:51:26,700
the relationship. 
But as you pointed out, Joe, 

895
00:51:27,300 --> 00:51:30,100
when you have automation to pick
up some of the pieces that are 

896
00:51:30,100 --> 00:51:34,200
mundane you actually get to 
focus, your relationship energy 

897
00:51:34,200 --> 00:51:37,900
rather than spend it on 
auto-replies and stuff because 

898
00:51:37,900 --> 00:51:39,300
half the stuff you got your 
face. 

899
00:51:39,300 --> 00:51:41,700
Anyway, what sense is that 
exactly? 

900
00:51:41,700 --> 00:51:43,900
Right. 
That's exactly right and and 

901
00:51:43,900 --> 00:51:46,700
there are certain very few 
parameters that you that you can

902
00:51:46,700 --> 00:51:50,600
just put in there through custom
fields and things so that you're

903
00:51:50,600 --> 00:51:52,900
making sure that things. 
They're properly setup and that 

904
00:51:52,900 --> 00:51:54,700
that that's all front loading 
stuff. 

905
00:51:54,700 --> 00:51:57,500
Once that's in place, you're 
good, you know. 

906
00:51:58,300 --> 00:52:01,700
And then the rest he just it has
to be written in a way that's 

907
00:52:01,700 --> 00:52:04,400
very human. 
So people are afraid of the 

908
00:52:04,400 --> 00:52:06,500
automation when the automation 
isn't the problem. 

909
00:52:06,500 --> 00:52:09,100
It's more than anything, the 
messaging, you know. 

910
00:52:09,700 --> 00:52:12,800
So let me just kind of recap if 
I want to see you. 

911
00:52:12,800 --> 00:52:14,300
There may be some question. 
I don't know me. 

912
00:52:14,600 --> 00:52:17,300
I don't want to go over time, 
but I want to do give a little 

913
00:52:17,300 --> 00:52:20,700
bit of time for Q&A. 
We do have it after work, but I 

914
00:52:20,700 --> 00:52:22,600
want to just kind of Except that
I guess it's either, you're 

915
00:52:22,600 --> 00:52:26,300
going to want something that's 
simple fast, budget-conscious 

916
00:52:26,300 --> 00:52:29,700
and relatively simple to 
integrate, right, and train your

917
00:52:29,900 --> 00:52:33,700
employees on. 
And that actually allows you to 

918
00:52:33,700 --> 00:52:37,300
be able to scale once you 
Pacific them in place. 

919
00:52:37,600 --> 00:52:39,300
And that IT addresses, 
obviously, that the reaming 

920
00:52:39,300 --> 00:52:42,700
profitable components of 
follow-up that we spoke about. 

921
00:52:43,000 --> 00:52:48,100
So you do this by implementing a
quality lead generating system 

922
00:52:48,100 --> 00:52:49,600
that cherry-picks prospects were
you. 

923
00:52:49,600 --> 00:52:51,500
So we kind of talked about that 
goes back. 

924
00:52:52,700 --> 00:52:57,100
The BBC topic that Kurt you and 
I just mentioned a few minutes 

925
00:52:57,100 --> 00:53:01,500
ago so it goes back to that 
aspect of it. 

926
00:53:01,700 --> 00:53:04,000
Whether you're going to do it 
in-house or not, it doesn't 

927
00:53:04,000 --> 00:53:05,400
matter. 
Just make sure that you're 

928
00:53:05,400 --> 00:53:08,700
putting in a system that you're 
that you're watering that plant.

929
00:53:08,700 --> 00:53:12,700
That's what's going to be really
important and you want to do it 

930
00:53:12,900 --> 00:53:16,800
to a way that suits your 
dealerships needs and your 

931
00:53:16,800 --> 00:53:19,700
dealership style. 
So don't necessarily just go by 

932
00:53:19,700 --> 00:53:21,300
oh, you know, so and so is doing
it like this. 

933
00:53:21,600 --> 00:53:24,600
Got to make sure it works for 
you, crew and focus on the 

934
00:53:24,600 --> 00:53:27,700
low-hanging fruit, you know, 
when it comes to marketing, 

935
00:53:29,200 --> 00:53:30,800
because those are going to give 
you the highest return on 

936
00:53:30,800 --> 00:53:33,600
investment with, like, you know,
the least amount of work 

937
00:53:33,600 --> 00:53:36,300
involved. 
So you would do that, you're 

938
00:53:36,300 --> 00:53:40,100
going to dominate, you know, 
your competition without a 

939
00:53:40,100 --> 00:53:42,000
doubt. 
I mean, there's just so many 

940
00:53:42,000 --> 00:53:44,700
people that aren't doing the 
right things that don't be 

941
00:53:44,700 --> 00:53:47,300
afraid if you started W. 
Literally I don't feel like, oh,

942
00:53:47,300 --> 00:53:49,600
you're going to fall in your 
face and do it. 

943
00:53:49,600 --> 00:53:51,500
Because right now, there's just 
so many people aren't doing. 

944
00:53:51,700 --> 00:53:55,100
Anything that just doing 
something will put you ahead of 

945
00:53:55,107 --> 00:53:59,000
the game by a lot. 
So it's really, really critical.

946
00:53:59,300 --> 00:54:03,100
Once you create and put this 
system in place, it's just up to

947
00:54:03,100 --> 00:54:07,100
you how much you want to grow. 
Now if any of you that are here 

948
00:54:07,100 --> 00:54:12,200
with me right now, want to talk 
and chat about implementing this

949
00:54:12,600 --> 00:54:15,200
either, you know, put something 
on the chat that says, I'm 

950
00:54:15,200 --> 00:54:18,200
interested, hit me up or 
whatever the case may be, or you

951
00:54:18,200 --> 00:54:20,900
can go to go beyond creative.com
schedule. 

952
00:54:21,600 --> 00:54:24,000
And you'll see my counter to 
available on there, and my 

953
00:54:24,000 --> 00:54:28,500
emails also up on the screen. 
And with that, I want to go 

954
00:54:28,500 --> 00:54:31,600
ahead and open it up for Q&A. 
Do we have? 

955
00:54:31,700 --> 00:54:34,500
I think, I think I might have 
just hit time, her do we have 

956
00:54:34,500 --> 00:54:39,200
enough time for a Q&A quick Q&A.
Go ahead and end your screen 

957
00:54:39,200 --> 00:54:42,000
share and open up the Q&A screen
for folks and let's see what 

958
00:54:42,000 --> 00:54:44,500
we've got. 
I don't see any questions that 

959
00:54:44,500 --> 00:54:47,300
are queued yet. 
We did have a few comments. 

960
00:54:47,400 --> 00:54:50,900
You want to take a look at the 
comments screen if you can keep 

961
00:54:50,900 --> 00:54:54,900
your that if you can keep your 
screen shared but go back Joe to

962
00:54:54,900 --> 00:55:00,800
that to that slide with that 
time and Effectiveness back 

963
00:55:00,800 --> 00:55:04,600
toward the beginning of your 
Terrible way to die. 

964
00:55:04,800 --> 00:55:08,700
Exactly. 
I'm thinking if it's at the one 

965
00:55:08,700 --> 00:55:12,200
with regards to like the number 
of touch the follow-up touches 

966
00:55:12,200 --> 00:55:14,400
and well it had to do with the 
time. 

967
00:55:14,400 --> 00:55:20,400
It was obviously showcasing the 
faster. 

968
00:55:21,200 --> 00:55:26,300
Yes so lead response time you 
know I think this sums up a lot 

969
00:55:26,300 --> 00:55:29,800
of what you're talking about and
why the services you provide or 

970
00:55:29,800 --> 00:55:32,700
the concept that dealer should 
wrap their head around this sort

971
00:55:32,700 --> 00:55:36,500
of process and Automation and 
things. 

972
00:55:36,500 --> 00:55:40,500
Like what you do to me is this 
is the apparent piece. 

973
00:55:40,500 --> 00:55:43,800
It's obvious and so true, these 
are conversations. 

974
00:55:43,800 --> 00:55:45,300
I have with dealerships all the 
time. 

975
00:55:46,200 --> 00:55:49,400
You know I yeah I get You know, 
it's on the, it's on the board 

976
00:55:49,400 --> 00:55:51,900
as a lead but, you know, we 
didn't close it. 

977
00:55:51,900 --> 00:55:55,300
Well, where did you get with? 
Well, we, by the time we got 

978
00:55:55,300 --> 00:55:56,400
with them, we couldn't get with 
them. 

979
00:55:56,400 --> 00:55:58,000
We emailed them, they never came
back. 

980
00:55:58,000 --> 00:56:01,400
We return their call, you name 
it, but the conversation comes 

981
00:56:01,400 --> 00:56:06,300
comes back to this. 
And this is where a lot of times

982
00:56:06,300 --> 00:56:08,600
urge people to consider services
like your own. 

983
00:56:09,400 --> 00:56:12,700
If they can't do this in a 
timely fashion, they're just 

984
00:56:12,700 --> 00:56:14,900
wasting their time. 
Obviously, you know. 

985
00:56:16,000 --> 00:56:18,200
Yeah, exactly. 
I agree. 

986
00:56:18,200 --> 00:56:20,600
And I just want to confirm 
because I didn't I I'm going to 

987
00:56:20,600 --> 00:56:23,100
separate screen. 
That was Brian, right. 

988
00:56:24,200 --> 00:56:25,800
Brian. 
Okay, cool. 

989
00:56:26,600 --> 00:56:28,400
So you know, no no it's all 
good. 

990
00:56:28,700 --> 00:56:32,900
Brian one thing that that did 
this is this is actually 

991
00:56:32,900 --> 00:56:39,300
fascinating because you know 
your your am I allowed to say 

992
00:56:39,300 --> 00:56:41,700
you're a drinker guy. 
Yeah, I don't know. 

993
00:56:45,800 --> 00:56:47,500
Exactly. 
OK I just didn't know if we I 

994
00:56:47,500 --> 00:56:50,300
wanted to respect, you know, 
branding guidelines. 

995
00:56:50,300 --> 00:56:53,000
So I don't want to throw you 
under the bus. 

996
00:56:53,000 --> 00:56:55,600
Yeah, that's who. 
That's who keeps my mortgage 

997
00:56:55,600 --> 00:56:57,200
paid? 
So yeah, I can't complain. 

998
00:56:57,300 --> 00:56:58,800
They're good. 
Exactly. 

999
00:56:58,800 --> 00:57:01,800
So I'm not gonna, I'm not gonna 
do that to you, but the reason 

1000
00:57:01,800 --> 00:57:05,700
why I bring it up is because you
have a high level of exposure of

1001
00:57:05,700 --> 00:57:11,700
talking to a vast number of 
dealers that essentially are in 

1002
00:57:11,700 --> 00:57:14,900
this pickle, right? 
With regards to follow up time 

1003
00:57:15,000 --> 00:57:16,700
and all of those things. 
I think he just mentioned what 

1004
00:57:16,700 --> 00:57:20,700
we call we got busy and blah 
blah blah, one component that I 

1005
00:57:20,700 --> 00:57:23,400
mentioned with regards to 
unifying but I don't think that 

1006
00:57:23,400 --> 00:57:28,600
I focused or made enough 
emphasis on that supercritical 

1007
00:57:28,600 --> 00:57:30,400
whether you do it through 
somebody like us are you do it 

1008
00:57:30,400 --> 00:57:34,000
through? 
Somebody else separately is for 

1009
00:57:34,000 --> 00:57:36,800
the dealership to try their 
best. 

1010
00:57:36,800 --> 00:57:39,000
Whatever it is that they're 
using Business Solutions or 

1011
00:57:39,000 --> 00:57:43,600
they're using any leads or if 
the using, you know I don't know

1012
00:57:45,400 --> 00:57:49,500
what are you the X1, you know, 
that the X1 be a dealer 

1013
00:57:49,500 --> 00:57:55,900
management system, whatever to 
try to put all of the leads into

1014
00:57:55,900 --> 00:57:59,700
one platform because one of the 
things like on that screen that 

1015
00:57:59,700 --> 00:58:02,300
I shared with you guys where it 
actually showed you the sequence

1016
00:58:02,300 --> 00:58:07,000
of the automations, In the 
previous screen prior to that, 

1017
00:58:07,000 --> 00:58:09,200
which I don't think I showed you
see that. 

1018
00:58:09,200 --> 00:58:12,300
We have it all broken down by 
where the lead is coming in. 

1019
00:58:12,700 --> 00:58:16,700
And that's an important factor 
folks because the way you talk 

1020
00:58:16,700 --> 00:58:19,300
to a Facebook lead is going to 
be different than the way you 

1021
00:58:19,300 --> 00:58:23,100
talk to a Google. 
You may ask why the well because

1022
00:58:23,100 --> 00:58:26,600
if you think about it, it's 
actually based on the nature of 

1023
00:58:26,600 --> 00:58:29,500
the platforms that you're doing 
your marketing on what I mean by

1024
00:58:29,500 --> 00:58:32,200
that. 
Well, if I go to google.com, 

1025
00:58:32,200 --> 00:58:36,200
because I say motorcycle, you 
know, Recycle shop, nearest me, 

1026
00:58:36,500 --> 00:58:39,500
or I'm looking for a particular 
part and accessory, whatever the

1027
00:58:39,500 --> 00:58:42,700
case may be, but if I'm putting 
in near me and those sort of 

1028
00:58:42,700 --> 00:58:45,600
terms, that's very high intense.
That is somebody who's likely be

1029
00:58:45,600 --> 00:58:49,000
ready to pull the trigger on 
some sort of purchase to be, you

1030
00:58:49,000 --> 00:58:53,300
know, forty dollar pair of 
gloves, a four hundred dollar 

1031
00:58:53,300 --> 00:58:58,100
Helmet or I don't know, you know
20, 25 thousand dollar unit, 

1032
00:58:58,200 --> 00:59:01,900
sorry, vehicle caught myself, I 
should be calling the Munich. 

1033
00:59:02,000 --> 00:59:08,200
So The point being is 
essentially that you speak to 

1034
00:59:08,200 --> 00:59:11,300
these folks different, right? 
That person I came in with 

1035
00:59:11,300 --> 00:59:14,700
hiring tent, your urgency needs 
to be different, the sequence 

1036
00:59:14,700 --> 00:59:17,200
for them is going to look a 
little bit different than the 

1037
00:59:17,200 --> 00:59:20,700
people you serve ads to or your 
interact with on Facebook. 

1038
00:59:20,700 --> 00:59:22,400
Why? 
Because Facebook is 

1039
00:59:22,600 --> 00:59:26,400
interest-based meaning that they
didn't actually put a search 

1040
00:59:26,700 --> 00:59:31,100
term on their browser and then 
you came up, you came up on 

1041
00:59:31,100 --> 00:59:34,800
their feet because you know, 
that they either At your website

1042
00:59:34,800 --> 00:59:37,300
or, you know, that they're in an
interest group such as 

1043
00:59:37,300 --> 00:59:41,000
motorcycles or writers, and it's
like Yamahas or like Indian, 

1044
00:59:41,000 --> 00:59:45,500
whatever the case may be, right?
So the nature of the approach in

1045
00:59:45,500 --> 00:59:49,000
the Outreach, your Cadence is 
different. 

1046
00:59:50,200 --> 00:59:53,500
Your, you know, the how you're 
going to reach out is different,

1047
00:59:53,600 --> 00:59:59,000
does that kind of make sense or 
just convolute things more No, I

1048
00:59:59,000 --> 01:00:01,200
think that that's important. 
Those are important, nuances, 

1049
01:00:01,200 --> 01:00:02,800
that people should have that 
conversation with the 

1050
01:00:02,800 --> 01:00:05,400
attribution the tempo. 
You know, when you start 

1051
01:00:05,400 --> 01:00:07,500
interacting with somebody, those
are all important pieces. 

1052
01:00:07,500 --> 01:00:10,800
And if if a dealer doesn't quite
know why those things are 

1053
01:00:10,800 --> 01:00:13,100
important, I think they should 
reach out directly to Joe. 

1054
01:00:15,100 --> 01:00:16,800
Thank you, Brian. 
I appreciate that. 

1055
01:00:18,400 --> 01:00:21,200
And then just kind of as a 
comment to kind of wrap this up 

1056
01:00:21,200 --> 01:00:25,200
for folks that are thinking they
might hear this ago. 

1057
01:00:25,200 --> 01:00:27,900
Ah, this is cool but it's beyond
our scope or this is interesting

1058
01:00:27,900 --> 01:00:29,400
but we're not ready for that 
yet. 

1059
01:00:30,200 --> 01:00:32,600
Mark Sheffield makes a nice 
comment its I'm sure it was 

1060
01:00:32,600 --> 01:00:34,700
meant to be funny but it's so on
point. 

1061
01:00:34,900 --> 01:00:37,700
It says you only need to be bad 
to be better than most your 

1062
01:00:37,700 --> 01:00:40,700
competition. 
There's weirdest humor. 

1063
01:00:40,900 --> 01:00:44,900
I love it. 
If if you don't You're good 

1064
01:00:44,900 --> 01:00:46,800
enough or if you're a 
perfectionist and your weight 

1065
01:00:46,800 --> 01:00:49,300
and have everything be just 
right, you're going to wait 

1066
01:00:49,300 --> 01:00:50,700
forever. 
It's never going to get done. 

1067
01:00:51,100 --> 01:00:55,200
So, you know, jump out, jump out
on faith. 

1068
01:00:55,300 --> 01:00:58,600
Take some steps to implement 
some processes, and then, you 

1069
01:00:58,600 --> 01:01:00,900
know, measure the Matrix. 
Take a look at it and go did 

1070
01:01:00,900 --> 01:01:02,400
this work? 
Did this not work and then tweak

1071
01:01:02,400 --> 01:01:04,000
it as you go, you know. 
Yeah. 

1072
01:01:04,000 --> 01:01:07,600
I think you make a really good 
point and I've actually been 

1073
01:01:07,600 --> 01:01:10,300
encouraged in the past, I've 
been giving feedback to say like

1074
01:01:10,300 --> 01:01:14,000
want you know, and previous 
webinars that. 

1075
01:01:14,300 --> 01:01:21,100
I've hosted to express to our 
attendees that like, hey, you 

1076
01:01:21,100 --> 01:01:24,900
know, if you like I would just 
encourage you book, like, book a

1077
01:01:24,908 --> 01:01:28,800
time for us to chat because what
happens at that point is worse 

1078
01:01:28,800 --> 01:01:32,400
case scenario. 
You know you will go out with 

1079
01:01:32,600 --> 01:01:35,400
some sort of actionable plan 
that will be beneficial and that

1080
01:01:35,400 --> 01:01:39,200
will work for your dealership as
far as like having been given 

1081
01:01:39,200 --> 01:01:43,700
free advice and free pointers 
and whatnot you know as opposed 

1082
01:01:43,700 --> 01:01:48,500
to Immediately saying in your 
mind, oh, this may not be for me

1083
01:01:48,500 --> 01:01:51,200
or it's too intensive or it may 
be too expensive. 

1084
01:01:51,200 --> 01:01:55,200
Whatever the case may be, I 
would just say just schedule and

1085
01:01:55,200 --> 01:01:58,800
literally it could be, you know,
we could find out within five or

1086
01:01:58,800 --> 01:02:01,500
ten minutes. 
I may not be a good fit or it 

1087
01:02:01,500 --> 01:02:05,800
could lead into something where 
you know, maybe we spent twenty 

1088
01:02:05,800 --> 01:02:08,200
thirty minutes on the phone and 
you walked away with an amazing 

1089
01:02:08,200 --> 01:02:12,000
amount of things or we may be 
able to work together, whatever 

1090
01:02:12,000 --> 01:02:14,200
the case, maybe there's there's 
no pressure. 

1091
01:02:14,300 --> 01:02:17,200
And in reality here, what it is 
about lifting the industry. 

1092
01:02:17,500 --> 01:02:20,600
So I would just say schedule, 
you know, do yourself a favor 

1093
01:02:20,600 --> 01:02:23,200
and try to figure out you know 
whether this is a thing that you

1094
01:02:23,200 --> 01:02:29,100
want to pursue or not. 
Nice nice Joe. 

1095
01:02:29,100 --> 01:02:30,400
I just want to throw it out to 
you. 

1096
01:02:30,400 --> 01:02:33,800
I know following up. 
Joan marku takes takes a little 

1097
01:02:33,800 --> 01:02:35,700
bit of a deep breath. 
You got to get ready to talk 

1098
01:02:35,700 --> 01:02:38,600
fast and fill in the gaps. 
But man, you knocked it out of 

1099
01:02:38,607 --> 01:02:41,100
the park that the information 
you share you. 

1100
01:02:41,100 --> 01:02:45,900
And I spent some time on zoom 
and on the phone before and man,

1101
01:02:45,900 --> 01:02:47,100
I knew that you were going to 
bring it. 

1102
01:02:47,100 --> 01:02:49,200
I knew that you were going to 
have information that dealers 

1103
01:02:49,200 --> 01:02:52,400
could really Implement and use. 
And then thank you so much for 

1104
01:02:52,800 --> 01:02:55,900
participating in our Roundtable 
today at this, as The founding 

1105
01:02:55,900 --> 01:02:58,400
power partner this thing. 
Then you really brought it. 

1106
01:02:58,900 --> 01:03:00,300
Thank you, man. 
I appreciate that. 

1107
01:03:00,300 --> 01:03:01,500
Great. 
That means a lot to me. 

1108
01:03:01,500 --> 01:03:02,800
Thank you. 
And I really do hope that are 

1109
01:03:02,800 --> 01:03:06,000
attending stay on because we 
have some really exciting stuff.

1110
01:03:06,000 --> 01:03:09,600
I just want to say, we've got 
some really, really cool things.

1111
01:03:09,600 --> 01:03:11,900
Yeah. 
And and for the attendees that 

1112
01:03:11,900 --> 01:03:14,300
are still keyed in no matter 
where you're looking, I've been 

1113
01:03:14,300 --> 01:03:16,900
putting the live Zoom link all 
over the place with the 

1114
01:03:16,900 --> 01:03:19,900
passcode. 
So share it, bring friends. 

1115
01:03:20,700 --> 01:03:22,800
We've got two more segments to 
go. 

1116
01:03:23,000 --> 01:03:25,300
We did not factor in a 
lunchtime. 

1117
01:03:25,500 --> 01:03:29,800
Or a cold beer time for people. 
So, depending on what time zone,

1118
01:03:29,800 --> 01:03:33,200
you're in, if you got to grab a 
sandwich or grab a cold beer run

1119
01:03:33,200 --> 01:03:38,200
and do it right now and be back 
in like 60 seconds, because Lara

1120
01:03:38,200 --> 01:03:41,900
is bringing a lot of valuable 
information and some value added

1121
01:03:41,900 --> 01:03:42,800
perspective.