[Music] alright guys welcome back episode 32 you are we bet one morning Alisha podcast so before we start it was a couple of days left for RSVP in town Houston we on the way on August 22nd August 22nd so when I tell you guys hit it you have two days a day and a half to RSVP so go to the linking up our Instagram page our bio our website on your leisure calm under the events tab yeah and it's right there it's free it's a networking event in h-town so cheese thing it's got a special feeling all the surrounding areas Texas needs you to come out and show you love you be looking forward to that it's gonna be big it's been already a great response people have been real hospitable offering a lot of things to us so if you missed this one you played yourself man don't miss it it's gonna be James Harden weekend out there too so yeah you just found that out if anybody got some connects some parties and some concerts Tony Stone is a third annual concert so yeah hopefully you get some guest on that sure we gonna beat it so let's do it so all right we're gonna jump right into it this is a highly anticipated episode yeah something that people have been asking us to cover for a while you know and something that is on it's practical but it is needed the information is needed right so we're gonna talk about cars the car industry got so a lot of different things you're gonna talk about how to make a living in car industry we're gonna talk about how to buy a car leasing a car the differences between buying and leasing which you should look for all of these things are important because when you like grow up nobody really teaches you to anything right it's like passed down towards like people that supposedly know ya just because my bring my uncle and my dad had a car they must know about that when you buy your first car you bring somebody with you they may know what to do they may not know what to do you may get ripped off you don't really know it's like it's like looking in blindfolded it's like everything else that we cover on the podcast why there's no blueprint for it right so there's what we going through today we're gonna give you some blue creme you don't give you some information about the car industry and sales in general too because I it's important when you talk about sale you're not just talking about something called you're talking about selling anything right I mean everybody sells something in one way another whether you're selling yourself whether you some of the service will be its own product as an entrepreneur as a business person just as a any regular day person you have to engage in sales at some point these these skills translate across mediums so it's very important yeah yeah so without further ado we have very special guest Christian survey who is one of the sales manager one of the top mercedes-benz dealerships here where we live where me and Troy actually got our car from yeah so what we need in discount long history in the in the car industry and just a really good story so first and foremost thank you no thank you guys for having 20 years in the game 22:17 yeah so yes so we gotta jump right into it right so we get a lot of feedback on Instagram recently about a leasing cars buying cars right now you have a wealth of information being in the car industry for how long over ten years right well 20 years now this year actually 20 years in the car industry from the bank to the dealership sides yeah you've worked every every facet basically yeah every facet so alright so we don't get into your back story but before we get into the back story I want to just go right into it because people take this like very personal personal thing like it's like we got like a thousand comments over a video that we post and people was like no that's a terrible idea should never leave sack on people like no you should never buy a car people arguing with each other they're about to start fighting on it that's great so it's like I realize is one of those things is very emotional for people and nobody wants to feel like they made a mistake yeah so if you bought a car it's like you don't want to admit that that might be a better you bought it you leased a car you might not want to say that's a bad idea so everybody's like you know it on so my personal opinion on it is that you know there's no right shoe that fits all feet right so leasing is a great option for a lot of people buying a car could be a great option for a lot of people buying a used car that may be the option for a lot of people then with our podcast we just try to provide it right so and just so we know that we've done both oh yeah personally yeah so my personal journey in causes when I when I graduate from college my does my first time getting a car I don't have a car before that so when I graduated from college I came home and the first car that I had I wanted a luxury car so I brought everyone used infiniti g35 infinity yeah they look like a couple years but it was it was nice card over sedan today so I had to had a g35 and it was nice and I had that car about five years I had a terrible interest rate can I have any credit yeah so I'm just trying to figure it out as I go so in year five it started to like fall apart and tires I had to start buying tires and like transmission and a whole bunch everything just started falling apart on it right so I need a new car so when I was I want to now sound upgrade so I went to the BMW dealership and I thought to get a BMW so I went to the dealership I might want to buy cars I'm thinking I want to buy a car I'll rent a car Lisa : we heard that that line well it's alright we don't buy we don't least we bought an old cars you shouldn't it's my feet grew up thinking like yeah you gotta buy the car Jay Z really tainted our brain job DJ I saw God but um yeah he said that at least we bought a whole call as you should we live you got black our mentality was having so when I went to the dealership that the guy he was telling me he's like nobody all buyers called everybody that comes here has money nobody's bought ninety percent of people here at least in cars so I'm like wow and then I started to dig deep into it and then I started to understand why he said that as far as like the tags business benefits and all the different things that come the benefits that come to leasing so then my last two cars at least I had at least a BMW now lease an event and who know I'll do next I'll find the real stories like around that same time before you had a car he was driving everybody Scott my shotty : need your car so he was driving cars and he I brought him with me when I got my second car was a BMW and we had a crazy story they at the dealership but um they I was financed it and I got the payment out they would like I know forgive let me crash your car the FIR before I got off the line yeah we crashed it Yeah right yeah as soon as I drove they were like ah now just leave it we'll come back another day so I crashed the suit well they crashed as soon as I got it it was like five hundred sixty two dollars for the payment I was like twenty four years old I was like man you were financing that car I was like wow that's a lot yeah I said that's a lot but you know what let's just go for it and um like he said we was cruising it was a nice car and yeah four or five like that those BMWs they had just changed the body was like 2004 they just changed the body I got in 2006 and every time something was wrong in the car like it was the centre go off and senses will go off films like this isn't getting annoying and every time you fix the sensor it was like $360 I was like I this is crazy finally I paid it off it was like 2012 and I'm like what I'm gonna do with this car like it was a $50,000 car I looked at the value of it because I was driving it everywhere the miles was crazy I was they were like we'll give you six thousand dollars for this thing and I was like what right after six years of pain and then like the parts like I said that the parts themselves like that's one thing that I learned is like no matter how old the car is the parts don't appreciate so like if you bought it in 1986 and you need new parts the parts still closed the same and I was like you know what this is it man and the final straw my son was born and I had the BMW 525i at that time it was still coming in real world they'd have four-wheel driving all the cars and I was coming up the hill in my house and the car started rolling back it was snow on the ground and my son literally the third day like that's it you bring the kid home and we like when it went into oncoming traffic and I was like this is it I'm done I'm never driving this car again I'm never buying a car again that's the end of this story and I literally walked him up the hill and left the car down the street he never got back in so so yeah so we're gonna go into the details of leasing first buying I'm gonna say from my standpoint as far as the persona before first I want to give you the floor right alright so can we talk about the difference but we leasing and buying a car what are some key differences in leasing a car and buying a car well at least most people you know hear that a lot of people say well you don't know in the car right but the truth is do you want to own a vehicle that's going to lose value right very rarely do cars go up in value so that's why leasing is so prevalent 7080 percent like you said of people leads to vehicles when you're financing the vehicle you you do you technically own it but the bank owns and while you're financing so until you pay it off the vehicle still belongs to the bank title the title is held by the bank you're not the owner of that vehicle that's something else that's a common misconception you don't want to call you the way yeah until you finally pay it off and then when you do pay it off more people want to trade it in they want it right in right away so by the time you own it now it's old exactly what another thing with the with the leasing that people don't fully understand so like for me personally right the reason why at least is that summer business owner yep right so I get better tax treatment for leasing the car exactly whereas like with the lease I can write off the insurance the gas and the lease payment formula percentage won't get too complicated and employer I can write that off on my taxes if I own the car then I could only have to go by the depreciation correct it's our own I get less of a tax benefit from owning a car so it's in my benefit to lease the car because it's pretty much a write-off yet for me and I don't have to worry about maintenance right so I never haven't got I haven't paid for oil change and I can't remember when or at least everything is paid for and warranties - yes and then I get a new car every three years so I always sell like if you want everybody's personal preference it's different you can't force your views on sometimes right like if you want to keep a car for ten years that's good right you can do that I don't want to do that okay a new car so I know it's gonna cost me a lot more money to buy a car and then buy a new car every three years and the post leasing a car and then getting a new car every three years and the upfront is less yeah right yeah absolutely yeah you're on a lease you only pay let's say the taxes right when you're financing a vehicle you pay tax on the whole price with a car we're on a lease you only pay tax and let's say the monthly payment depending on the state and where your regice in the car a state like New York the only paying tax on the monthly payment right so I think that's something that people could and as far as for me I don't drive a lot so 12,000 miles I never go over 12,000 my usually hit like eleven ten five so it's perfect for me yeah but you were saying even if you do go over 12,000 that's a big misconception also a lot of people think that if I Drive a lot of mileage I shouldn't be leasing you know you hear a lot of people come in and they say you know I do fifteen twenty thousand miles a year I shouldn't you know leasing is not for me I think the contrary that's the way I look at it is when you're leasing the vehicle even if it's a high mileage least you know your true cost of ownership like you say what maintenance right you know that you're gonna have this car three years you're gonna for fifteen thousand miles a year you'll have 40 to 45,000 miles most warranties are let's say four year 50,000 mile bumper-to-bumper warranty so you're still covered under your warranty you see what I mean so you'll be able to look at it and say hey you know what I know exactly what I'm gonna be paying every month for this car as long as I have my lease now when you're financing a car and you're putting higher mileage on the car the two things that lower the value of the car quickest is the amount of mileage you put on it and and the condition of the car so let's save the vehicle is in an accident so if I'm leasing my car and and it's someone that my next-door neighbors buying their vehicle they're financing their car in three years I have a lot more flexibility of what I can do I don't have to worry about if my car was in an accident or you know there's somebody key my car that a garbage truck come down the street to hit my car because their value is dropped now so now you're playing this guessing game of oh wait a minute what is my car now worth and you run into a situation where you finally pay off your car you put money into the vehicle trying to fix it and they turn around say hey your car is worth $6,000 now the other thing that we talked about was that technology is moving so fast so things get antiquated quick so that's why leasing is nice because in three years you you may not need a small sedan right nineteen three years your life changes you have a family you have kids now I want to ask you V my lease is up I come out of the Felisa go into the brand new SUV if I want to check for the Honda Accord anymore exactly yeah now it's true technology changes even like the view I have now like I saw the 2000 2020 model my weight yeah that is ridiculous like I need that technology now so it's like you can just come in every three years man that's that's a huge benefit in leasing one of the things that is important when you're leasing or financing is this credit yep how does that work does is there a specific bureau that car dealerships use or the bank with plausible so it varies between manufacturers so different banks so let's say if you're going to Honda Honda financial Toyota has to you're the motor credit mercedes-benz has mercedes-benz financial they all have different criterias right so it's not it's not a blanket as far as what they use some people use TransUnion some people use Equifax other manufacturers use what's called the auto score so an auto score means your automotive history so even if you had some trouble on your credit but they saw let's say for whatever reason you had some medical bills or something happened but you always paid your car note on time the bank may look at that and say hey well wait a minute yeah they miss some payments over here but they always paid their car on time so that means that hey you know what this person needs that car they need to get to work they need to provide for their family so no matter what happens they're going to take care of them of the payment and another thing I want people think too a lot of times people look at it like okay well I'm out of business owner and we talking about luxury cars just because we have luxury cars but it's the conversations for any type of car doesn't matter understand well also people have to realize is that you don't have to be a full-time entrepreneur to be entrepreneur because the tax system I can't stress this enough the tax system is set up for entrepreneurs and investors not set up for employees right so as an entrepreneur you give all kinds of benefits you can write off meals you can write off travel you can write off almost anything realistically as long as it makes sense don't give orders and cars is one of the things that you can write off right sure so if you work in a regular job and you might have a side hustle why not get that incorporated get LLC so you get to see quote whatever you want to do and get a tax ID opening a bank account now you have a business so now you can lease that from your side hustle business and you can deduct the same deduction it's like if you work the regular job right like now that goes against any money that you make on that and so I say that to say we have to think like business people and you don't even have to actually be a full-time business owner salespeople as well yeah right if you're a 1099 or if you are in some form of sales where you can take the doctrines like real estate something like that it chars you sell insurance the same thing so a lot of times people you know they have negative views towards things because they don't they have a lack of understanding here once you have a lack of understanding and like I said now if you still choose to do that then it's your decisions in the country lifestyle but a lot of times we make decisions based out of ignorance not knowledge yeah exactly so one thing I want to actually was you said on MSRP versus price right with different supposed to selling price alright so yes so you have MSRP right yes that's what's on the window sticker right so the manufacturer suggests the retail price of the vehicle that's MSRP manufacturer suggests the retail price that's what they recommend you should be selling that car for now the selling price is what you negotiate right or whatever however you can reduce the selling price of the vehicle that's what that comes down to so is that the same thing as a cap cause so no cap cost let's say you're leasing or you're financing the vehicle the final cap cost is the selling price plus anything else or whatever money the bank is lending you to lease or finance they're still lending a certain amount of money so let's analyse if you've rolled your taxes into your payment that's gonna add to your cap cost if you negotiated a $50,000 selling price and then you rolled your taxes of $2,000 it's at least that's fifty two thousand dollar cap cost okay and is that negotiable but well it's based on what you negotiate as far as you just say your selling price okay so that whatever fees you put into it those aren't negotiable those let's say taxes and DMV fees things like that so all right well you talked about okay talk about leasing a car but my a car somebody want to buy a car right and you say most of time if you do want to buy a car and make it makes more sense to buy a used car I always recommend people if you are gonna buy a car buy a certified pre-owned now listen there's vehicles you can find out these Lots that are not authorized but say mercedes-benz dealerships or a Toyota dealership me personally I think you're better off going to you may pay a couple of dollars more but you're getting it from the manufacturer so you have the backing with manufacturers and just give you an idea most companies when they certify a vehicle the vehicle goes through let's say you know a hundred and fifty point hundred and sixty point in spec so not only will they inspect the vehicle to make sure that it's in a certain condition so they'll eliminate things like let's say there's a base frame damage to the car if the car is frame damaged doesn't qualify for a certification so it's eliminated most dealerships won't even take that car they'll send that car out and that's what you'll see that the vehicles on these other side lines right and they're selling those vehicles so there's really no recourse when it comes to something happen to the car not to mention the fact that once that car goes to the certification a lot of manufacturers will put new car interest rates on those cars so typically pre-owned cars or used cars will have a higher interest rate than a new car but if it's certified you get a better interest rate so like right now let's say you have one point nine nine percent you can't get one nine nine percent on a used car you know anywhere else you know I mean if the vehicles certified that's the way to do it me personally the vehicles as you guys have all heard this people say oh well the vehicle loses value as soon as you drive it off the lot now what happens is really it's once it's registered the vehicle loses value that's when it that's when the vehicle loses value that's normally when you drive it off the lot that's when you got it brand new so yeah when you're buying the car brand new it initially loses its value when when you drive it off a lot where the vehicle is titled okay so now you're buying a vehicle who's gonna that's gonna depreciate in value that's what it card does it's gonna go down in value so you're financing acquired it's losing value it already took a big hit right when you're buying new opposed to a certified pre-owned that the initial depreciation has already happened it's already taken place but you knew that car was taking care of the manufacturer the dealership you know is putting themselves behind that vehicle saying hey we know this vehicle we've inspected this vehicle we know this vehicle is in good shape we're willing to even put a new car rate on it so you have some more confidence when to bind that type of vehicle okay all right there was another thing that I uh we saw when we were reading it was gap insurance though that's something that doesn't come on a finance but it does come on a lease yeah New York State leases all have gap insurance now what happens people don't realize that if a vehicle is is let's say total or stolen any negative equity so if your insurance company says hey your car was worth ten thousand dollars but you owe the bank twelve or thirteen without gap insurance you're responsible for that negative equity okay your negative balance you're responsible for them out so that's all new york state leases will have gap insurance alright so for people that go into the dealership and they only know like what what question is coming to me cuz you only know if you're getting ripped off or not you just want me so like what questions should they ask like how do you know if they're getting a good deal how can you get the best deal everything negotiable everything's negotiable so how can you get the best deal so here's what it is I mean it's the car business has this bad reputation right the sometimes we make it harder than it has to be as a consumer now if you know there's a vehicle you want there's so much information out that you can go online you can do research you can find out what the cost of the vehicle is but the end of the day I always recommend trying to buy local try to buy where you're gonna be servicing your vehicle and they want to take care of you when you have a problem yes you can go to any matter of fact you can go to any dealership and try to get get help or have your vehicle serviced but a lot of times when you buy local they have more of an interest in taking care of you because you know what you purchased from them they're gonna take care of you first right if you came to my dealership and you bought the car in Jersey right or another dealership but another customer came in and he bought his car here who would you expect me to take care of right better or first right if I have one loaner car left I'm gonna give it to the guy who's loyal to me say it's buying cars money as far as the price goes listen there's a lot of information online you can go you could look up what the cost of the vehicles are I do recommend this you want to shop around but at the end of the day once you have a bottom line number go into your local dealership say hey this is this is what I got and you guys match you get close to it beat it whatever it is what sites you recommend like Kelley Blue Book or hey blue books great you know there's a lot of omission if you go to Google you can search you know CarGurus that they'll give you all types of information what about what's the residual value all right residual value is what the bank the bank sets what's called a residual value a residual value is the estimated value of the vehicle at the end of the lease okay so that's what the bank is assuming or hoping that the vehicle is going to be worth once your lease is over now that's determined by the mileage right how many miles less miles you put on the car the higher your residual value is gonna be the good thing about the residual is that you want to have a high residual value the higher the residual value means that the vehicle is going to depreciate less so you're paying a smaller monthly payment cuz your monthly payment is based on the depreciation okay so let's give you mathematics right okay if the cars has a selling price of let's say fifty thousand dollars right let's say so MSRP of fifty thousand dollars used to use round numbers and the residual value is fifty percent so it's $25,000 it's what the vehicles gonna be estimated to be worth at the end of the lease all right so you're gonna pay that difference between the fifty thousand and the 25 thousand that's depreciation but let's just say you just negotiated your price down to forty-five thousand so now you're shrinking the depreciation because it's between forty five and twenty five opposed to the 45 and 50 you're paying on that depreciation see what I mean okay and what about the cap reduction alright tap course reduction that's the money down that's what your initial investment to bring your payments down so you'll see a lot of times people come in they say well I saw an ad that said three forty nine a month but in that fine print they said thirty to ninety nine tap cost reduction or money down so a lot of times people come in they say well I don't want to put any money down that means you're still giving your taxes your first month's payment your bank for your plates up front it's not mean doesn't mean you're not coming up with anything out of pocket that just means you're not putting on a cap cross reduction so to give you an idea let's say on a 36 month lease a thousand dollar cap Qwest reduction is equivalent to roughly thirty dollars in your monthly payment so if you're at you know let's say for your at um for fifty a month and you want to get down to 420 keep interdiction thousand dollars down and get you down to that monthly payment after you've negotiated your best deal now some people are opposed to putting money down it's all a personal preference some people let let's say they they know they want this particular car and maybe their company gives them an allowance for their vehicle or they just want to keep the payment below a certain budget because they want to you know work the numbers in there for their monthly payments right they may put that money down me personally I don't put my name on the lease because I'm okay with my monthly payment and I'd rather have the money in my pocket that's the way yeah and sometimes the dealerships have things built in right specials like that like yeah there are specials where they have incentives from the manufacturer if they're trying to move particular product you know some people come in and say well wait a minute why is this car fifty five thousand dollars and this cars fifty five thousand dollars but let's say two different brackets to two different models right well maybe an SUV wants a sedan the prices are different right and what happens is we may have a lot more sedans in inventory and there's not a lot of these SUVs around everybody's buying this you piece so the magnet manufacturer says hey let's help the dealership move these vehicles by putting additional incentives on it so their payment below is this specific time of year that that happens like I always see like it's like a summer sale or when you know every manufacturer has different sales events like let's just say for Mercedes normally the end of the year is a big time also in June of July you'll see some some nice sales events but the way I look at it it's all based on what you need right depending on when you need your car is when you want to work your best deal do the payments fluctuate to a point where it's hundreds of dollars difference between those sales events not necessarily no normally it's a thirty forty fifty dollar difference in the monthly payment so if you need a car listen you want to go into the dealership you want to build a good relationship with your dealership and if you spend some time work the deal obviously make sure that you're there for a reason a lot of times people come in they go you know what just give me a breast price I'm leaving that that makes it a little bit more difficult and I get it I get it people get focused as far as the numbers go I totally understand it you want it but my thing is this we want to give people great deals we want you to buy cars right it's not about the car business has this you know persona of being like oh they're gonna rip me off that's not the case anymore listen I'm sure there are people out there who take advantage of people but that's not the case in most Highline dealerships almost you know mom and pop organizations where they really love to take care of people and then you can all you could buy a car at the end of the lease right now you can buy your vehicle out at the end of the lease that's one thing people ask me a lot look I want at least this con and I want to buy it that's good fun right rent that lease with the option to buy so my thing is this if you're gonna buy the car buy the car now all right now here's the thing we go back to that residual value yeah you want that residual value to be high you almost want it to be unrealistically high because that means your monthly payment on you're gonna lease is gonna be lower now here's the thing now at the end of the lease all of sudden you say oh I'm gonna buy you're buying it at that very high residual value you have the option to buy it at that price okay so you now you're basically any savings that you took advantage of because that versus real value is high you basically give them right back to the bank nothing all thanks to as far as what least call the monthly payments are usually lower than if you bought it yeah normally that's nothing people have to understand - it's like it's okay not to own everything for me personally I don't necessarily want to own a car because I'm gonna lose money on it yeah right so I don't want to own something that I'm a lose value in so that's like owning a house that you know is gonna go down what's the point of owning it rather in it yeah I have to have somewhere to live I don't want to own a house where I'd know if I'm gonna pay a hundred thousand and then ten years over 20 taels well that's what I tell people if let's say there's an area that you want to live in for whatever reason the views or whatever is the school's whatever the case you want to live there but the let's say the real estate agent said hey great news this house is X amount this apartment is X amount of dollars and every year it's gonna go down in value you're gonna say well wait a minute I don't why would I buy that that you better you're better off renting it right you say listen I want to live here for three years but guess what in three years from now I want to go move to the suburbs you know I like the views where I am but I can't see myself raising a family here right you rather rent that apartment and renting is like that in that case like it's like leasing where you you have the option to walk away from it the end of those three years yeah there's something called a lease enclose that's like something that's like a hidden cause there I actually found out about so like if I have a Mercedes and I lease it but at the end of the lease I decide you know what I want to go to BMW there's a price for that so they have what's called a disposition fee all right that's basically a fee to turn in the vehicle now here's the thing if you go with another BMW a lot of times they'll just waive that fee right now there is a reason why they charges it's not just a penalty for the leaving the brand they have to keep in mind once you surrender that vehicle they have to pick up that vehicle they have to condition it for resale so things like that they go through this paperwork that has to be processed in order to do it and obviously it does give you some sort of incentive to stay with the brand right so if I stayed and there's that cause I was gonna say wait for you most manufacturers wait I learned that I don't know that I learned that when I was trading my car yeah that's why I have to stay with Mercedes we try and we are trying but before we go I have one other question I just saw recently online where somebody said that they uh they sold their car back to the dealers about that at least it out of that how does that work so very rarely does it happen where the vehicle has a higher value than the residual value okay so let's say the residual value like we talked about 25,000 guy kept it in great shape you hardly drove it you only put minimal mileage on the vehicle cars garage kept and all of a sudden for some reason there's a there's a high demand for that particular vehicle let's say this $30,000 actually the book value for that car and he was 25 he can turn out to do is if said hey I know my buyout is X amount of dollars would you be willing to buy that car from me in order for me to trade it back to you now they have some money that they could put towards another vehicle also yeah t-pain said that no it was all it was Matthew knows oh and that pulled the t-pain bought the Bugatti 1.8 million he didn't get lost boy yeah he lost he blew the engine or something like that and sold it back to the dose of honey he lost one of Dell's another good well you brought the car and they sold it six months later yeah yeah I mean it's rare that that happens you know like I said cars of depreciating assets but it's very rare all right so now you got the 101 maybe 103 it's far as gear exactly so now we are going to careers in the car industry I want to highlight it and give people some some information as far as that's concerned you're in the next segment all right so now you're gonna go into careers in a car industry and I think that is important to give people with different options especially we spoke before about we did a college episode we spoke on college a lot and to say college isn't for everybody and we know that realistically everybody's not gonna go to college even finish college right now but you can still be successful in this world you can still do it there's a lot of different things you can do a lot of trades and the car industry is one industry in particular well you don't necessarily need a college degree to be successful right so can you tell your story because you have an interesting story you grew up in Queens I went to school in Brooklyn some tough morons hid the money like the city especially especially in that in that period of time East New York it's pretty tough neighborhood oh yeah oh and you said you got a GED right yep so all right so can you talk about your journey from growing up and to getting into the car industry well my you know my thing was I went to school at a public school Frank a lane and Brooklyn New York one of the toughest schools and Brooklyn first school metal detectors and it was rough listening I grew up you know kind of hanging out with wrong crowds and stuff and then at one point you know it's tell you exactly what happened I had a child at an early age and I realized wait a minute I can't keep doing this I need to be able to provide for my family and I ended up getting a job through a job fair at a chase auto finance on the banking side of the car business and I was doing well so able to pay my bills take care of my family and through speaking to dealerships and helping dealerships on a daily basis I was recruited by a dealership and buy a Lexus dealership actually just because I would always help them out I always go above and beyond to make sure he was taken care of and he said you know what how much you make over there at that time I was making about $40,000 a year and I was good I was happy with I was getting my check every week and I worked for Chase and I was my mother had my business card on her generator she was excited I was an executive right so this person said hey you know what you can make six figures in the car business the way you handle yourself the way you take care of people if you keep that in mind you can make six figures in the car business and I still kind of like kind of brushed it aside and I was like yeah whatever things change from me at the bank side and all of sudden things things happen and I said wait a minute let me give this a shot I left the bank side of it I went to the car dealership actually went to a dealership and I interviewed with a couple of people and first thing they told me was wait a minute you don't have experience you can't come work in Highline you can't work at a high-end brand go get some Toyota or Honda experience or go work at a Nissan dealership you know and then learn the business and then come back the gentleman interviewed me I'm actually still good friends with to this day he actually he lives in the area here he has some restaurants now up here but I told him I said listen if you give me the opportunity and you teach me I will work harder than anyone here how will I will work and I'll land a business and I'll take care of clients I want you to teach me the sales side it I understand the customer side of it I understand the bank side of it just teach me the sales side of it and I'll be good and he did he gave me an opportunity and I thank him every time I talked to him and he put me on a path where you know it wasn't about you know taking advantage of people and that's what I told my mom when I when I was coming into the business she's like gonna be a car salesman like nobody wants to be a car nobody grows up saying hey I want to be a car salesman but you know what I saw there was a void right there was something missing and that's what I said you know what I'm gonna be knowledgeable I'm gonna be I'm gonna be up front and I'm gonna be honest yeah and that's it and if I can't be successful doing that then I'll find something else but that's the approach I took from day one I wanted to help my customers buy a car instead of selling them a car and that was my biggest you know the the biggest catapult in my success in my career you know Mike we were talking earlier my him the first client I ever sold the car to I still sell him cars you know he's followed me through every manufacturer I've worked for and you know he just trusts me he sends his family his friends because he goes you know what the way you take care of me I'm gonna send you business so I realize that the business is long-term you weren't you know a lot of people say well I'm gonna sell this car and I'm gonna make X amount of dollars I can go on vacation of this that doesn't happen anymore this business is a long-term business if you're in it for two or three years you're not going to do well me person I said this is what I'm gonna do as a career and I've been able to luckily you know build a really nice life and great oka business and I have great relations with my clients and my reputation is number one so wherever I go nobody can ever say well that guy you know he screwed me or whatever it was you know he took advantage of me nobody I never have to hide my face in a restaurant or anything people instead they send me bottles of wine when I'm having dinner and they see me in a restaurant it's bigger than selling cars you sound like a relationship it is I just give me another story like let's say during Hurricane sandy you know my dealership when I worked in Brooklyn we were right on the water during hurricane sandy and people lost everything like when I tell you people in that area lost everything right and then shortly after people were coming into the dealership they lost their cars right and they've come into this church you know my car was totaled it was washed away and you know that people were like you know struggling don't know what to do and they said that getting their car was the first step in helping them get back on their feet cos now they can go to the laundromat mmm you know they can go to Home Depot they can go to you know stay with their friends I think so it's such a big part of life think about transportation how much without transportation how life changes amazing without life now whether you're driving a Honda Mercedes listen that does you know everybody makes great cars right but without the car it's like even living over here if you don't have your car your car's in the shop for two days and they don't give you a car you're calling other people saying I need to get to the store or you know or you're staying in you're not going out I'll begin on the beeline it's difficult especially I mean if you live in New York City Manhattan Brooklyn you don't really need a car it's different but for the vast majority of the country and even the world probably not having a car is a tremendous burden yes it isn't having a car is freedom it is right my son my son's 22 years old when he got his car the first thing I told my said go get lost he's like what do you mean I might just drive you can go anywhere like you can get in your car you have a credit card you have a phone just go there's much less priority that's Evan just go experience what's out there so that's what that's to me you know I don't look at it as selling cars I'm helping people buy cars that's that's the key to how I've been successful and I think that's why customers look at me and they go you know what I trust this guy with my buying decisions all right so for somebody that's looking to get into the car industry is it still a lucrative industry like King how much can you make selling cars like we'll talk about the management side but just as a car salesman what's a realistic goal that somebody can can obtain so here's a cool thing about the car business you really are self-employed even though you work for a dealership or you work for you know a group you determine how much you make that's it you're really self-employed but somebody else is paying for your building they're paying for your phone they're paying for your your product right then they're putting the cars in front of you all you got to do is sell it now I know sales people that make 5060 thousand dollars a year and they sit next to a guy and this is no exaggeration who makes $400,000 commission by selling car commission base so it's all Commission B's well some dealerships will have a small salary some dealerships don't me personally I don't I wouldn't want to work for a company who paid me a high salary because I want to determine how much I want to make you know how much I can how much I can generous so being that it's commission base working at a high-end car dealership I would seem you'll make more right well it depends know so there are some people in like let's say a Honda store to order store that will make more money than the guy that because it's also because it's the it's the volume the amount of vehicles that they sell the amount of effort they put in listen if you come in late every day if you leave early you know you're you know hanging out you're buying you know 30 $40 lunches you're not gonna do well selling cars I mean so one thing we talked about actually when we first met was you know your circle of five and I tell myself people look at the five people that you spend the most amount of time with and you can do this in any industry you can do the cars you can do the relay ssin ships whatever you want to do it in if you look at the top performers they hang around top performers if you look at the guys where at the bottom of the list and you know there's always a board that lists how many cars yourself guys at the bottom of list normally hang out together so look at your circle of 5 and then make adjustments one thing we talked about addition by subtraction if there's some person in that in that circle of 5 that's not pulling their weight delete them and put somebody else in that spot and you'll see you'll start to grow subtract the weak things from out to change and so Commission how much commission do they get it all varies it over some very some dealerships will pay ten fifteen percent of the profit right or they'll pay you know there's thirty forty percent but now here's what's happening dealerships understand that you know price is so important people want to negotiate the price now so what the dealership to do is they put volume incentives so they realize that you may not make as much money in the car because you want to take care of your customer you want to get them a good deal right so what they do is the manufacturer says hey we want to give you an incentive if you sell X amount of cars to make X you know X amount of money so now it's out of which is cool because the amount of money that you're gonna sell the car for kind of is taken away from the sales person right they don't have to worry about how I need to make X amount of dollars so now they say hey let's just sell the car even if I you know am giving away a car I know it's gonna help me get to my volume bonus which that comes from the dealership and incentives from the matter of fact that's important because yeah because if you are it's human nature hmm you're getting twenty percent of the profit yeah profit might be five thousand or it can be two thousand or it could be ten thousand obviously you're gonna try to push the profit to the highest amount because you're gonna make more money but but when I always tell people look without losing the sale don't lose the sale but you got to take care of people if the person's gonna be buying a car whatever you work make sure you're the one selling the car and then what you wanna do is you want to make sure you create an experience where they're like wow like this person is awesome if you didn't if you sold the car I'm gonna make anyone in the car that's okay that's gonna happen what you want to take care of that person you want to take care of your client so they'll say hey you know what let me send you somebody else let me send you another client I have a co-worker who's interested in the car also and that's why like I said I always tell people I give great deals and an even better service so how do how do people separate them so every time I go into a car dealership they seem like they either point me somebody but it's like five people and it's just the luck of the draw like so how does one person make four hundred thousand all the person make fifty like how is demo happy that doesn't happen from the from the door the person who's making that kind of money and I get them along that for hundreds rarity it's just you know I know somebody who doesn't and he's just incredible he's just consistent he sacrifices a lot to be in the position where he's in that's not norm but if you're going to do that you have to work you have to make sacrifices and with anything if you're gonna be successful you're gonna make sacrifices right now in the dealership structure what happens is people come in the door normally most dealerships will have a rotation they'll have an up list right we're depending on who's up next we'll take that customer some dealerships you've seen it where you pull into a parking on this five guys are standing outside ready to approach your vehicle so you know different situations for use dealership this way it's like you're right I'm gonna deal chairs it'll be whoever is at smoking a cigarette right now like I'll you I'll be with you in a second right one of the things you said there's interesting is understanding your customers and you have a very very interesting technique of how you read and understand customers as they're walking you wanna talk about that well one of things that we train and then we kind of somebody taught me was a neuro linguistic programming trying to identify your client and that helps you by helps helps them buy the car if you can identify somebody's communication the way they communicate or though they're buying habits that's gonna make the job a lot easier for you and the client is now you're gonna be talking the same land language right so you know like we talked about it if someone calls in and says hey I want this specific car in this specific color I want thirty six months one fifteen thousand miles a year I want you know they know exactly what they want and then you're trying to tell a person well I need you to come in in order for me to give you a number you're rubbing that person the wrong way nowadays and we talk about this patience is no longer a virtue people want things instantly I could pick up my phone and buy a car if I really wanted to right so every you know we don't go the supermarket anymore we don't go we don't go to shopping centers anymore everything is delivered right to your home so you want it quick so identify your client if you get a client like that who's speaking a certain language speak to him in his language so our thing is hey you know what search sounds like you're really busy let me see how I can make this process as easy as possible maybe even deliver the car to your home or office would that be beneficial to you and that person's like you know what yeah I don't have time to get into the dealership I don't have time to visit different dealerships I just want to get a price I want to get a good price I want to be taking care of after I buy the car so one thing that I want to talk about before we go into the next segment is that oh so all right somebody wants to get involved in the car industry right how do they do that like would you just welcome to Honduras they hire me well I've dated the the way I did it I basically well this is dating myself and I opened up a yellow pages and I called up it's called Google now yeah now this is what the retention what's the retention rate for cars it's as funny I've heard different numbers with retention right now I've heard 30% I've heard 70% not to me that's in this business nobody quits jobs most people quit management that's the way I look at it but for the most part if a store takes care of you they take care of the staff if they really you know pay attention to what the people want and always said as a manager take care of your salespeople first right this if you take care of your staff the staff will take care of the customer so so yeah I'm in a different way I'm in a management role my customers actually my sales person obviously ultimately it's the customer right I want to make sure they're taking care of it I take care of my guys they'll take care of my customer if I don't care about my guys they're not gonna care about the customer so that's in any tribunal dustry in any industry so you know if you're in a good store that treats you right and they treat the customers right there's no reason to leave you know I mean and most people I've gotten offers from other dealerships when you know I was at another store I got offers and they walked me more money higher positions but I was I was loyal to where I was and I had my book of business I had no reason to leave all right so next time I'm going to very important topic sales we haven't really talked ourselves yeah it's a business podcast so there's no way that we can have a good outcome when sale so when I talk about sales in the Nexen in the next segment right so now we're gonna go into a very important topic for business but not just business I once again I can't stress this enough sales people have a bad reputation any type of sales people right they feel like don't you like pushy or you're taking advantage of somebody but sales makes the world over everything is being sold if you buy groceries am i selling that to you in one way or another it's not a hard sell because you need to buy it right it might be a soft sell but it's still a sale so if you go to a job interview have to sell yourself if you trying to impress a meet you have to sell yourself it's all sales yes all sales so all right obviously as a car salesman and in the car industry you have to master the art of selling if you're gonna be good right so we talked about selling we talked about some objectives how to overcome them and different things that you've seen in the industry yeah absolutely I mean one of the things I'd like we talked about earlier was if your goal is to help somebody it's a lot different than trying to sell somebody right so asking questions you know you've all heard this where people say oh sell me this pen right funny because lots of I've never heard the actual pitch when somebody said you know but something's pen they go okay do you need a pen or do you want to write a check whatever I was on an interview once and I got and I'm really cool guy who I love dearly he's your friend of mine one of the hardest interviews he told me is the hardest interview ever gave anybody him it was it was a lot of fun and he turned to me this before wolf of wallstreet he said to me hey sell me this stapler and he put it in front of me and handed me a stapler and he looked at me and I sat back and I looked at the stapler I started laughing and took the staple and I put it down I said let me ask you a question before I show you a stapler that I have let me ask you a question about what you can be using the stapler for how many pages are you stapling at a time you're speaking three papers four papers are you stapling three or four hundred papers at a time because the stapler I have here may not be the right stapler for you so I started asking questions to find out what it is he's looking to accomplish before I started selling him that stapler or that pen right so are you signing important documents are you just you see Nisa do you lose pens frequently right I'm not gonna sell somebody 500 I love pen if they'd just known for something they losing their pens frequently I'm gonna sell you a pack of pens for five hundred dollars right so this way if you lose them it's okay right I'll say you two packs for $250 right so that's meats ask the questions up front that's gonna help you help the customer find out what the customer so let's say the customer is driving you know you want to ask them what they currently use the vehicle for who's in the vehicle somebody may say well I'm a real estate agent okay do you show clients houses do you pick them up and take them yeah I do okay so is that person primed for a coupe or a car with a small backseat probably not they may want an SUV or a larger sedan right so then you can just help guide them to what it is that is just options and let them make the decision yeah I think that's very important because so if anybody's not familiar I'm a financial advisor that's what I do for a living so we learned early on like I was doing it for 11 years so but early on I had training right and a long story short I see it happened a lot in my business especially for new people that come in right because it's Commission base so you hungry to make a sale right and you end up trying to sell somebody a product that they may or may not need right but you doing what's in the best interest for you you're not doing it was in the best interest of somebody else but it comes across right so my thing is like it's like going to the doctor I can't subscribe medication without actually know what's going on exact so like the first meeting that I have a first-time station that I have with my clients I don't actually talk about any product at all because I don't know what's appropriate I need to know what's going on these arms yeah and then from there if you need to buy something you're gonna sell yourself because once I explain the process and different things that may be beneficial to you then you don't say okay yeah actually I need to do this like you need to psychologically when you know you need to do something it's much easier than trying to convince somebody takes something that's the biggest mistake I see with sales especially like I said young sale people people just getting in the business is that there's they pushed yeah you don't have to push can't push yeah I got this custom abuse for both you when you see doubt in somebody like what's the step right cuz I'm sure there come times in car salesmen your profession is for sure they'll be doubting people aren't sure what's the next technique so the way I look at is if someone's not sure right if they have that doubt it's because we haven't answered all the questions and it may be a question that they don't know they have and that's what you have to uncover the objections so you're gonna ask some questions that are gonna lead in to the customer saying hey you know what this is what this is actually what the real issue it's an underlying issue that's holding them back yeah and for me you know I don't forget the most important thing one of the most important things I learned early on is though somebody told me about the hidden objection mm-hmm objection is when they don't tell you yeah nobody people are very funny right as far as is human nature you don't want to hurt somebody's feelings we just think a train like that right so instead of this happens all the time outside of business too you take a girl on a date you don't hear back from she doesn't tell you that's your breath stink that's why right she'll just curve you yeah there's a hidden objection it happens all the time in sales when people don't express what really is holding them back so that's up to you as a salesperson to get in the forefront of the hitting objection yeah right so that's difficult because if you don't know what it is right but you gotta kind of use your creativity and say okay usually come down to a few different things money is 90% of the time with the issue is right and somebody can't afford to pay for something they won't they won't tell you they can't afford to do it they just won't do it but and then they won't respond to you yet your email via text message instead of just being out front and just saying look right now I don't have enough money yeah nobody wants to be feel embarrassed mm-hmm so that's up to you to give them different options balloons and versa that so that's what I do that's what I think they teach themselves always have three options yeah this is a very important three option if it's on paper it should be color-coded green blue red or red blue green red blue green because reason being red is a no-go we're psychologically trained all right so if you stop it right like everything bread is not this what teachers used in my papers as well blue is a very neutral color and green is gone you want to do the highest priced item is green the lowest price item is red and then they're realistic what they probably can afford in the blue nobody wants to do the lowest option no way psychologically nobody ever wants to do the lowest nobody wants to be the dumbest person in the right here if I want to be the fattest you're okay being a second yeah that's what you see everybody's okay with being your second does your own don't want your okay being the second dumbest person in the class right you just don't want me to dumbest person really you're okay buying the second like somebody said it's about the wine like when you go to a restaurant no the the wine that sells the most is the second cheapest hmm because nobody wants about a cheapest wine nobody whoa no one want to look like they can't afford a second cheapest right you don't really break the bank it's still in your price range and you feel good about yourself yeah that's a trick for sales people it's all about positioning you can sell anything if you position it correctly right and you don't make people feel like they're going out of their budget they're right in line it's all about you gotta you know kind of stroke the ego so I say like to say when you give somebody options that's a way to get out in front of the hidden objection because if the prices that had an objection it's like okay now I've given you three prices one I know you definitely can do one you probably should do and one you really can't do that's my take on it yeah yeah I've never heard the color thing but same thing with us we give three three options and another thing you want to do is going back to certified pre-owned if you're giving a customer and a lease or if you're showing a customer financed on a vehicle or pre-owned car and you hit them with a number a lot of times the finance numbers and be a lot higher than at least payment so giving them an option say hey I know you didn't you mentioned you want to finance but just so you know if you were to lease out a brand-new car this is what the payment would be and sometimes I say wait a minute that payments a lot lower than this finance option and it gives them that flexibility to say hey yeah that's really my target area you know and asking questions like you said if you know what they're currently paying for their car you kind of understand where they're okay being so alright so now that you've cleared the dealt right how do you become the Mariana stealing like how do you close this deal how's it done for both of you but you know it's it's every customer is different I'll tell you that so it's I've went into deals you know one thing we do is you always see like a manager will come in if the salesperson came close with a a lot of people think that oh this is the closer this is the guys it's not the case it's just sometimes it's a different face I don't know if that's the same thing if you guys had that in the financial industry if somebody else would follow up and just touch base sometimes somebody's willing to tell me something that they just didn't want to say to the salesperson and they may they may say you know what this is really what I wanted to be so we meet every customer that comes in if they're not able to close it and like I said if you really look out for the person that's going to increase your chances of helping the customer and be able to close deals more often like you said 90% of the time it is price and you have to work the numbers you have to take care of people so yeah I think it depends on your personality - I think so you can't be what you're not and you kind of have to play to your strengths some people are naturally just really aggressive people right that's not me I'm more of a laid-back person so my selling style is is passive passive but it's very important that at some point you have to close yeah you can't just string things out forever because it will fall apart so knowing winter clothes is a very delicate thing like for me personally my sales process is a two meeting process right the first meeting is just I gather information the second meeting I present and then at the end of the second meeting there's a close at that point right everybody's different some people like to close in the first meeting to me that's too aggressive right some people stretch it out to three meetings to me that takes too long so I think mastering your sales process for yourself is important and knowing who you are as a person me personally I'm not like I said I would strongly recommend not to be pushy but some people like that right it's like our relationship some people like people that are aggressive mm-hmm some people like people that are laid-back you really you know you kind of end also every client isn't for you that's something that's important as well anyway you can't chase money because ultimately a bad client is not worth the money that you're gonna get like in this trip it's not worth it in the long run because they're gonna be calling you they're gonna be hounding you in the stress and this even the service work that it may take you might make a little bit of money but it's gonna cost you way more time something to do all the time the first meeting I have with people I say this is for me to fill you out to see if you're a good fit for me and for you to see if I'm a good fit for you I'm not trying to get every single person that walks into my door when you take that approach another psychological trick here there's a reason why the pretty girl or the handsome guy whatever they always have people lined up to date though reason being is because they're hard to get psychologically once you actually get the girl you it's not the same the girl that constantly rejects you we chase after that the girl that we can easily get we look ripe as the same thing with sales I know to get Bernie Madoff when I watch this movie and I read some stuff and they were saying that when he became so big to get money like he would turn people down like they would say they were begging they wanted they wanted to work with yeah because now if he's approaching it like give me your money I need your money they're looking at it like no psychologically he's like I don't need your money when somebody tells you that they don't need you you want them more you want more so that's another trick for sales people to understand as well you have to kind of position yourself to make it seem like you're the real asset your clients need you more than you need your clients well that comes to inventory also so you'll see that with certain vehicles like let's say the G Wagon a big big SUV a Mercedes Benz people paying top dollar for that car because you just can't get it and you have people calling around the dealership saying hey do you have this car in stock whatever it is I'm gonna pay it because I want that particular car so it does Drive the the market sure yeah that's that's some hacks psychological tax right there I got a you know it's funny you mentioned not being pushy but to that point I'm not a pushy type of person that I think you guys could see that I'm pretty easygoing but sometimes you need to nudge people right I can't tell you how many times the person was everything lose perfect the car the color the price equipment the dealership everything was just right and they just were still hesitant it's like this fear of commitment right and sometimes you just have to let people know say listen it's okay to say yes and I'm telling you I can't tell you how many people I've asked people I said let me ask a question if you said yes right now what would happen and they go nothing I'd have the car I'm like would you be comfortable with the monthly payment yeah would you be happy with the mother would you be making life-changing decisions over that multi-beam they don't know I'd have a brand-new car and I go so let's do it then I go okay the keys they go okay and they're surprised it like you know what I just bought a car in the appetite those are the happiest people in the world because sometimes they need that little nudge not pressure but nudge to say yes that's the truth but the fact that you just said that made me think of like I've taken a few people like the you know that I've become the person that oh you must know about cars and when I might go this deal is done here to come the keys in like for real I'm like yeah you just got a new car right well like yeah yeah those were psychologically trained to be fearful yeah ever since we're kids we're like so not to talk to strangers and then like we you know we go to school all day and then we it's like so we're not use very few people like me I'll do anything I like you make a lot of bad decisions that way but sometimes it works out well for the most part people are very scared that's another thing as a salesman you need to understand that that people are scared to do anything nobody wants to do anything what I just day in that comfort zone yeah and do what they've been doing anytime something somebody does something that they haven't done or something that's uncomfortable it takes a lot of courage to do that now we've been saying that like your life starts when you're comforting so but this disdain people will do business more so with people that they like and feel comfortable with and somebody that's knowledgeable does another mistake that people make a lot of time people leave with knowledge and information they have all these facts and nobody a nobody understands what you're talking about nobody cares what you're talking about and beat it they don't care people will make that decisions based off of people that they like look at love people do all the time relationship so the key is to get somebody to like you once you once they like you you pretty much can you do whatever you want yeah now you can't that power could you kind of use it mm-hmm but it's more important to work on those skills than it is of course you have to have knowledge but if somebody likes you they buy into you as a person now the rest you can kind of just go with any direction you wanted to go yeah people don't care how much you know until they know how much you care exactly no sir it's all about relationship that's true so all right well that was a lot a lot of different softly no pads well yeah for sure so how can the people contact you if they want to buy a car I know you do some other stuff as well so yeah I do some consulting firm or businesses you know any industry that has to do with customers that's really what you know I enjoy doing it I enjoy taking pain care people so well there is restaurants or hotels or you know even furniture stores I've done stuff with where you know we help them in they're helping to make the customers process easier that's what I do but yeah my Instagram you know CCH one one six feel free to hit me up on that well how about your client list you got any famous clients I got some yeah I got some pretty cool clients man ooh there's a long time and yeah I've got some basketball players some really cool people yeah and you lose you know so yeah I said all right Troy oh yeah man so we're just gonna give a big shout out to everybody that's on patreon proud the pay program we got some new members this week Elliot Mikkel Britney Ilana and Jason thank you for your support patreon as you know has five different tiers you can join any tier that you you'd like you know it allows us to do things like we're about to do in Houston but what we've done in Atlanta what we've done in LA in Brooklyn you know come to the people meet chop it up with everyone hopefully you get to network and find somebody in that meeting that can help you out in your future so patreon allows us to do that so continue to support that as patreon.com backslash ernie leesia our merch is up on our site we actually do not have some new merch coming very soon so be on the look out for that we have some other initiatives that we're actually going to launch in a very near future you want yeah a lot of things right now byl University we really can't get into it right now but I'm very very very short on the way we'll be laying out the whole blueprint for UIL University we are excited so yeah that's gonna be that's gonna be dope smells gonna be tomato that's a way to you know because the podcast is everything we do it's informational base like people want more information interact there's only so much that we can give in one our podcast but so this is gonna be more interactive this is gonna be you know all educational based platform and another thing along those lines is that a lot of time people hit me up DME question people know at this point I'm a financial adviser so what we did is I made my calendar available on our website I really do calm my calendar is up so if you have a question related to the best thing you got an inheritance you got a rollover that you want to do let's left your job you want life insurance you can go on earn your leisure calm and you can book a 30-minute consultation with me it's free and it's a lot easier to me didn't respond in two beams I get a lot of themes and it's just difficult but as I said if you're looking to invest if you're looking for some financial planning help if you're looking for some guidance you can go on the website welcome 30-minute consultation my calendar and then we can take it from here and the book tip for this week is the closest survival guy from Grant Cardone tell them yeah she'll do great he's a he's an interesting person interesting person oh but yes he gave you a shout out to on Twitter right yeah yeah he posted something he had a him and I had a chance to meet real cool guy very positive and especially the car industry - he's very well known in the car industry yeah so he posted that book and it's good not just for car sales me anybody that's looking to you know like you talk all the stuff that we talked about today so I highly recommend net and yeah thank you guys for rockin with us we will see you next week [Music]
