Bad Habits

During one of our recent sales training sessions we learned about habits and how they are with us everyday. Habits are basically things that we do regularly without much thought. Sometimes they are so common place that we don't even realize we are doing them. Things such as the time we wake up, how many cups of coffee we drink and the route we take to and from work everyday. Many of the habits we have are actually very helpful and necessary but what about bad habits? How are those developed?

One thing that I've noticed in the car business is the ease at which one can develop bad habits. It's especially evident when a new person starts. When we have a new salesperson come in they usually start with great enthusiasm and success. After a few months, however, we notice a slight decline that usually gets worse over time. Many of these habits are picked up from what other salespeople tell them or stuff they see them doing. And once the habit kicks in it's very hard to break. A new person can fall prey to bad habits without even realizing it until it's too late. Then they can't stop the habit.

" A bad habit takes a commitment to change" is what we learned about from Jonathan Sewell that day and it is oh so true. Regardless if we want to admit it or not we all have bad habits. Even if you don't work in this industry I can guarantee you have some sort of bad or poor habit. It really sucks too especially if it's an extremely bad habit because it takes time, in most cases, to break. It takes a serious desire to change and a huge commitment. If you have no desire or commitment to change the habit then you won't change it. 

So, if you want to change the habit for the good you must come up with a plan that's going to be effective. You must write down a goal that you can and will follow. You must put that desire before many things and follow through with it. Surely some habits are worse than others but you must attack the extremely bad habits in order to rid yourself of that burden and get back on track. 

Good luck kicking that bad habit that is hindering your progress!

FPG out!

#thefistpumpguy #fpgleadershiptraining 

The Anderson's Fistimonial after the purchase of their new 2016 Toyota C...

2017 Toyota Corolla SE look around with The Fist Pump Guy in Enterprise Al

The Temples Fistimonial after their purchase!

Listen, Learn & Live

Listen, learn and live seem like three normal everyday terms. If you were to take each word individually I'm sure that many could come up with the definitions relatively easily. I want to take a look at them as a whole and how they apply and effect each other. Now, of coarse, I am in sales but what I'm about to say about these three words can apply in life in general.

Let's talk about the LISTENing. Last week I did some training about how to listen to your customers in order to get them what they want. Apparently, most people weren't Listening. I am not saying that listening will get you everywhere in life but it can help, especially when paired with my other 2 words. Listening can help you learn what to do and what not to do. If you see someone doing something that seems wrong or hear someone say something wrong then you can decide that whatever they are doing isn't beneficial to you and be able to figure out what the right way might be. But, on the other hand, you can apply what you hear from more experienced salespeople that have come before you and apply what has made them successful and use it for your benefit. I think the main danger in this point is that there are a lot of salespeople out there that don't want to listen at all. They think they know it all and that there is nothing that anyone else can offer to make them better. It really amazes me, especially with today's competition, that people don't want to get better by learning as much as they can learn. I try to learn something everyday.

Which brings me to my next point and that is to take what you LISTEN to and hear and LEARN from it. Whether it is something positive or negative you can always learn something. Learning, in this business, is crucial in order to grow and mature. I will admit, that when I first started in the car business, that it didn't take me long to think I knew it all and that I didn't need to learn or listen to anyone else but once I matured a little I figured out that if you are not learning and growing then you are dying. It's frustrating for me to see new sales people come in, sale a few cars and then they think they know it all. I can't stress it enough......Learning is an essential part of any successful sales person, no matter what type of sales you happen to be in. It's very hard to learn everything there is to know in almost any sales business there is out there though many think they know ALL.

Now, we can talk about LISTENING and LEARNING but if you don't LIVE what you've heard and learned then you haven't accomplished anything. Remember back when I mentioned listening to or seeing what people are doing right or wrong and applying it for the positive in your life? That's what I'm talking about here. If you say that there is something you need to change in your life or in your profession and not do something to change then you are doing nothing but talking. If you are not taking some kind of ACTION then you are standing still or moving backwards. Don't get caught up thinking that you don't have to move because if you want to continue to grow and improve then you must take those things that you LISTENED to and LEARNED and now you must LIVE what you have gained from them. 

Never take life for granted. Nothing is guaranteed except death and taxes and that includes tomorrow. You can plan for tomorrow but you may never see it so learn all you can and apply it so that you can if you do make it to tomorrow that you won't have any regrets. It's always easier to say "I wished I would've done this or that differently" so why not go ahead and do it differently now!

Hope I was rambling too much!

Thanks for reading!

Fist Pump Guy out!!

#thefistpumpguy #listenlearnlive

Listening to your customers!

I recently went into an eating establishment to order some food. Now, I go to this place regularly and usually don't have many issues if any at all. I went in this particular morning and ordered my usual breakfast and then the young man, taking my order, asked me if I just wanted the sandwich and drink to which I replied no I'd like the meal. Then he repeated my order and then inserted "medium Coke" to which I replied no a "medium coffee". Now, I really don't get upset or frustrated about things like this because I usually use them to train on. I usually try to use them to apply to what I do for a living.

The first thing I noticed about the young man is the fact that he is "training" and probably hasn't been doing it long. And I for sure will agree that working in fast food is definitely not easy especially when you are busy and getting backed up and everyone is staring at you wondering when they are going to get their food. So I definitely wasn't going to get mad. I automatically thought of the sales industry, auto sales in particular, and how often we do this same exact thing.

We have a particular process we use at our dealership and train everyone to follow it. It begins with the meet and greet and then goes into the interview process. Now, these two steps are vitally important to any sales position because this is where you learn about the customer and start to find out what you need to sell them. If you are not really "listening" to them at this point you could lose a deal whether it's right away or at the end. If you are not really paying attention to them you could miss important information that could lead to you putting them on the wrong product or showing them the wrong item.

You might ask "Is that really that big of a deal if I show them the wrong item or product?" to which I would respond "YES". I answer the question that way simply because a customer looks at you as the professional and they expect you to have all the answers even if you don't know all the answers. They look to you to show them what they need instead of showing them the wrong product altogether. Sometimes you lose trust and credibility and sometimes it blows over and is no big deal. But why must you risk the possibility of losing a customer because you were too busy or not interested enough in them to listen to what they want and what their concerns are? Keep in mind that you may even sale the particular customer but do they send you referrals and do you get their repeat business? Both important questions to note.

If you don't "listen" to your customers and "hear" what they are saying then you could also lose vital time. If you want to sell more than one car a day, for example, then you must be able to utilize your time and that includes being efficient with each and every customer and opportunity that presents itself to you. If you don't then you could find yourself spending way more time on a deal than you probably need to and if you do end up selling the customer you may not leave yourself time to do much else that you need to be doing. Now, when I'm talking about time you must be considerate of the customer's time as well. It's not all about you. If they come to see you then you must be prepared to handle the customer in an appropriate amount of time so you definitely must be able to "listen" and pay close attention to each and every opportunity.

I could write much more on this topic but the whole point is that if you want to be successful in sales, not short term but long term, you must be able to listen to every customer and apply what they say to your process so that it'll end with the results you want it to. If you can, listen to everything that is going on around you too. Who knows?, you might even pick up something from someone else that may help you grow in your craft.


Thanks for reading!

Fist Pump Guy Out!

The Dreaded Check Register!

I haven't written in my blog in a while so I figured I'd try to get back on the wagon. It seems like I haven't written in months. My motivation, for some reason, just hasn't been what it normally is. And it has truly shown in my production and my attitude, at least I can tell it even if no one else can.

I'm going talk a little about what I saw today. I went into a local bank to get a check register, you know those things where you deduct the money you've spent so that you make sure that you don't overdraw. They're just so much easier to keep everything lined up. For the past few weeks I have been using note cards to keep up with it but it just doesn't work the same. Anyways, I went in to the branch and a lady was standing up front and asked if she could help me. I replied to her what I needed and she said she would get me one. I then happen to look around the branch and noticed that there were quite a few people working in there and they all seemed to be busy assisting customers and such, which I was pleased to see. Now, normally I don't go inside this branch because it is usually so packed but today I decided to run inside real quick, since it was early in the morning, to see if they could help me with this, what I thought to be a simple mediocre task.

After the nice lady asked me what I needed and I told her she scurried off to take care of my problem. I then decided to try to catch up on some much needed reading on Facebook. Every few minutes I'd look up to see if she was back. I looked up and she was behind the teller counter looking with no luck. After another few minutes behind the counter she came out and then proceeded to ask everyone that works there if they had seen any check registers to what all answered "no". I am probably one of the most impatient people I know but I was really trying to understand and really did appreciate her time in checking on it for me.

Now, keep in mind, I never go inside the bank or even through the drive thru but today I needed something from the bank that I've used for quite sometime and they weren't able to assist me. They did offer to call me when the order of them came in and I declined and said that I would just check back in a few days. I left a little aggravated but not that big of a deal until I got to driving and thinking.

I then had a brief conversation with my oldest daughter about being successful in a job and in life. I basically told her that she needed to learn as much as she could about everything she could even if it didn't directly apply to what her chosen profession might be. I told her that she could never learn enough and that she should take every opportunity to learn something new even if it seemed very unnecessary to know.

All I could think about was the amount of people that I work around on a regular basis that were very content in not trying to learn anything new. Many of them aren't interested in getting better at their craft or trying to grow. Even after all I try to teach they still put forth little to no effort to do the extra unless of course the learning is turned into "Mandatory training".

I had a training class the other day that talked about "Mandatory" and "Voluntary" training and what the difference was and which one would be more beneficial to them as a professional and all of them answered that voluntary training would definitely be more beneficial and effective. But even with that being said I just don't see or notice the effort of the majority of them. I guess I just don't understand the mindset for the most part. Oh, I get it that many "sales professionals" say that you don't need to learn the product or that one doesn't need to do extra training as long as you're performing but what happens when or if they lose their job or get moved to another dept etc? I guess I think about what else I can do verses why do I need to do something. I know many of the people I work with look at me and talk about me behind my back when they see me shooting videos or investing in something that I hope will grow my business but I try to not let it bother me even if my idea doesn't have the effect I thought it should or hoped it would. I try not to give up.

The moral of this story is this, make sure that if you work in a business, especially sales, that you must learn as much as you can so you can know what's going on so that when someone comes in looking for something or asking about something, even if it seems like a small thing, that you can give them and answer and solve their problem. You'd be surprised at the amount of people that I work with that can't do simple tasks or answer simple questions from customers. If I don't know I find out the answer. It is very important for your reputation to be able to get and keep a customer's trust and gain credibility. Sure, you may not see the results immediately but they will come in some shape, form or fashion.

Thanks for reading!

FPG OUT!

#thefistpumpguy #learnallyoucanaboutyourbusiness #voluntaryormandatorytraining

Blank stares in the room!

One thing that always seems to amaze me, when doing any kind of training, is the amount of blank stares or the noticeable lack on interest. I always wonder what are people thinking. Are they thinking "I don't need this", "I already know this" or "I am so good that I don't need anymore training"? I could think of other things if you gave me time but it would take up too much of your precious time.

What's funny about this whole thing is that most of the people that have "checked out" need the most training, I don't care what title they hold. Are these guys so comfortable in what they think they know that they don't absorb any kind of training or are they selective in what they want to pay attention to? Is it because that they have learned sooooo much that their brains can't handle any more? Is it because they think that the topic at hand doesn't pertain to them? In this world of constant change do they think that they have a secure lock on their position? Have they had a moderate amount of success and they think that what they currently know will continue to sustain them? These are all seriously vital questions that need to be answered simply because, in today's day and time, no one's job is safe.

I mean, think about it for a minute. If you had a job that you've had for a long time and the company sells out to a larger corporation and they decide to "clean house" and bring in all their own people, where do you go at that point? If you've had no extensive training and are too comfortable in what you think you know then what kind of job do you think you are going to be able to do? If you don't have enough knowledge in order to carry you to another company then what are you going to do? Have to start over? Yea, I guess you could find another job doing something similar but may not be as successful.

Ideally, no one wants to think they need to learn anything which I guess could explain people dropping out of school. Nonetheless, learning and growing is essential especially in this present world that changes from day to day. It's been hard for me as well especially with the technology part of it because it seems like everything has gotten harder since the invention of all this new technology. I'm sure it was put in place to make things easier and in some aspects it has done that but some of it I just don't get.

I guess the moral of this post is if you want to grow in your business and become more successful then why wouldn't you think that you could use new training? even if you have heard it before or you are better at it than others around you. Also, if you are in a "leader" position then you have to be the example! You have to show that you want to learn and that you are interested in learning. If you show that you don't care then those "subordinates" under you will NOT care. If you don't stress the importance in improving then they will NOT improve. Sure, they will make you money for a while but once the newness wears off then that will slow as well. What are you going to do at that point? Get rid of them and start over? Why, because you didn't do what you should've done and train them right to begin with? It's easier for some to start over with new people because they can program them but wouldn't be much easier training people the correct way from the start and keep it up instead of yelling at them and tearing them down because you didn't do your job and train them right to begin with? I think you can see the answer!


Thanks for reading!

Fist Pump Guy out!

#thefistpumpguy #blankstares #lackoftraining

The 6 Ps of Sales

Today I trained on a topic that I thought would be important to people in the sales industry. Now, there may be a different version of this taught but this is the idea that I came up with that would actually kind of add to the other teaching and that is my 6 Ps of Selling.

People -      you must have clients/customers to work which you get by Prospecting. You can't sell anything without having someone to sell to

Process -     you must learn the process that your company has come up with that they feel is most efficient in order that you might be more Proficient in the Procedure

Product -     you must be knowledgeable in whatever product you are going to be selling so that you may Permeate Perfection to your Prospects

But it starts with

Potential -    you must know or at least think you have Potential and then you must Practice until you reach your goal and then set more goals

Professionalism - is accomplished through Practice to learn the skills necessary to be considered a true Professional in your field

Patience -    you must be patient until you reach your goal. It doesn't happen overnight. But you must Practice Patience through Persistence. In other words you must always be moving forward toward your goals. If you aren't moving forward you are moving backwards


These are just some ideas I had come up with. I'm sure you may have your own but the idea is still the same. Have a goal to shoot for even if it seems out of reach. If your goal is easy you aren't going to work and strive as hard. But if you don't see your own potential to do it then it will be very difficult to even set a goal!

Thanks for reading!

Fist Pump Guy out!

#thefistpumpguy #the6psofselling

Reasons to consider the Toyota Corolla

There's no Participation Trophy in car sales!

One thing I think has hurt the way our children act and the way many people act is because of their sense of entitlement. What I mean by that is that many people, including kids, have developed the sense that they deserve to get something they didn't earn. It happens everyday in this country and it's only getting worse. Also, when we are talking about kids, giving them a trophy for participating in a sport or something like that doesn't really help them want to do better and practice harder. If they already know that they are going to get a "prize" at the end then what is the point of them even trying or developing skills that can carry them further in the real world. Now, granted, I am not talking about everyone or every situation but you get the point.

Now, I need to tie that into the car business for a minute (you probably knew I would)! In this line of sales, and many other sales positions, you don't get paid unless you make a sale! That's where I am going with this and that is that in many sales positions you don't get a Participation Trophy just for "trying". It is very discouraging sometimes but that's part of the sales industry. I know, you might say, "well, if you don't like it then change jobs". In which I would reply, "It's easier said than done". Number 1, and foremost, sales jobs pay, on average, more than most other jobs, unless of course you have some type of fancy degree and even then you might be in some type of sales position. Number 2, depending on the area you live in there may be a scarcity of jobs that will pay you what you need to make or think you deserve. So, running out and finding another job is really out of the question unless some great opportunity just falls in your lap. Besides, I actually like what I do though I do have bad days, weeks and months from time to time.

Now, having said all that, I would like to make a point that is of vital importance to me and many others in this position. That is the fact that if you know someone or are friends or acquaintances of someone in the sales business please do your best to give them your business because, as I said, we don't get a Participation Trophy at the end of the day. Every time I see someone I know come into the dealership and someone else is selling them I get a little aggravated especially when they know I work here.(It's hard not to know where I work with the amount of stuff I have online) Yea, I know, not everyone that you know wants to deal with someone they know and I get that but you must understand the way I take it. I look at it as you are taking money straight from my pocket and handing it directly to someone else kind of like how you pay out taxes. And usually it doesn't affect anyone but one person and that's the one that didn't get the sale. I'm not saying that I "deserve" everyone's business but I'd at least like the opportunity. Listen, if you work for an hourly wage or if you even have a salary or retirement coming in then you may not get what I am saying and I get that but don't take those in the sales profession for granted. Yea, I know, many are not honest and like to deceive people but that's not all of us. It really helps that if you are use to dealing with someone or have bought from someone in particular in the past that you try to get up with them first. There is a big turn over in the this business but it doesn't hurt to ask if "so and so" still works here.

So, in closing, I'd like to reiterate the fact that there isn't a Participation Trophy in the sales industry. Yea, there may be some great opportunities that may come about through sales but the fact of the matter is that we don't get paid unless we sell. So, do me a favor, if you know someone in the sales industry do your best to do business with them. A familiar face is always easier to deal with than someone you don't know.

Thanks for reading!

Fist Pump Guy out!

#thefistpumpguy #noparticipationtrophieshere

Lawn Care and the Car Business?

Today I trained on the lawn care business. Yes! The lawn care business! My first question was "has anyone ever cut grass or do they have a person cutting their grass?". Of coarse everyone raised their hand. I'm sure, especially in smaller cites and rural areas, that most people cut their own grass or have someone else do it. Then, I asked them to list all the equipment that a Lawn Care professional would need to use. They said things like a mower, weed eater, trimmer, edger, gas, trailer, truck and I added insurance. So, needless to say, they see the expense that is involved in running a small business and the amount of initial investment they have even when they don't know the ultimate outcome or results.

Next, I talked about how most lawn care people have certain strategies or methods in order to get each lawn done and one may vary to the next depending on the terrain and the amount of yard to be done. Some cut in a circle or at angles or even a back and forth method to make it look like lines in the lawn. They have to know the different kinds of grass and how it grows. They have to know how each one of their customers prefer to have their yard cut in order to keep them happy.

Then the question was asked how do they remain relevant with so many companies and individuals doing it now and how they can separate themselves? I then pointed out that unless all the grass burned up, we built so many buildings that covered all the grass or if everyone bought their own equipment and cut their own yard that there will always be a need for lawn care people. But staying ahead and relevant in that business can be difficult. They must keep a good name and good reputation in order to accomplish their ultimate result which many may think of money but I say is growth. You must continue to get better and more relevant in order to continue to grow. Granted, some lawn care professionals only want to get so big because of added expenses but you get the point. But growing any business is important whether you're growing in size or relevance and reputation.

What does this have to do with the car business? Simple, people in the lawn business and the car business both have to be able to sell themselves and their work in order to grow. Also, they must both keep and maintain a good reputation in order to stay needed and relevant. A few mishaps on a mower can lead to a seriously depleted customer base. Likewise, a few bad car deals can keep you from getting repeat business and maybe even new business if it gets online. You must, in either business, continue to do good work and keep improving in order to keep growing the standard.

What does the lawn business have in common with the car business? Other than the need to keep a good name and good reputation there is a need to get a result. Now, in the car business, the ultimate result is delivering a car to get paid but my point is that both business have a result that needs to be accomplished. The main point, of this topic, being that there is usually a common result that is desired in any business but there may be different ways to accomplish it. In other words all lawn companies don't do exactly the same things in order to have a satisfied customer but that is still a result. Likewise, not all salesmen or women have the same strengths or weaknesses but ideally they still want to deliver a car or a product. So, the commonality is they both are working for a positive result/reward!

Thanks for reading!

Fist Pump Guy out!

#thefistpumpguy #lawncareandthecarbusiness #getresults #buildingyourreputation

Field of Dreams!

Last night I watched a good movie that I haven't probably seen in 20 years or so and that was Field of Dreams with Kevin Costner and James Earl Jones. Both are good actors and have been around for a long time. "If you build it they will come" is probably one of the most famous movie quotes of all time even if you have never seen the movie itself. It may not be one of the greatest movies of all times but it was definitely a good baseball movie and had a good story line.

What does the movie Field of Dreams have to do with the car business or sales? Well, I used it, in the meeting, to show that you must be investing in something mostly yourself in order to grow. In the movie, Kevin Costner, had to build a baseball field in his corn crop which was his lively hood. He stepped out on a limb when everyone else was laughing and ridiculing him even though he had no idea why he had to do it or even what the ultimate outcome would be. He basically cost himself time and money in order to invest in a future that was uncertain.

 I believe, in sales, we must do the same thing. We have to invest in ourselves and our business in order to try and get a good long-term result even though we don't know what that future may hold. Not everyone has the same thinking or even the same things that they feel need to be invested in but it still has to be done in some aspect of your business.

Time is the thing we have the most of that is of value. How are you investing your time daily? Are you using your time wisely in order to reach a goal? If you utilize your time you can and will get results. Let's say you work in the car business for a minute and you have a product that needs selling. Of coarse you need to have the appropriate approach to learning the product though knowledge of the vehicle is only part of the business. You also have to learn how to sell and what to say and what not to say. You have to use whatever tools that may be at your disposal and maybe even some that may not be. Doing videos of the product or yourself are a good use of your time as well as using social media to get you and your business out to the masses.

Investing in the internet part of your business is very important too. It can be expensive depending on how far you want to go with it but ideally you can get a substantial foot in the door on the internet with little or no money. Using Facebook, YouTube, Twitter and Instagram are just a few that can assist you in your progress. And the only thing you are investing in when you use these is your time. It's pretty easy to invest in this part of your business because you can shoot and post a simple video in a matter of minutes. So, make sure that you are utilizing these tools to expand especially since, as of now, they are free for the most part.

To make a long story short, make sure that  you are investing in yourself and your business. You can be somewhat successful nowadays without investing much but you have to look long-term. You don't want to be just a flash in the pan. You want to invest in yourself as much as you can even though you may not know what it will bring or what or where the future may lead you.

Thanks for reading!

Fist Pump Guy out!

#thefistpumpguy #investinginyourself

July 2016 WASSUP video!

Personal Assessment and the 5 As

Today's training was a continuation of yesterday's topic on Personal Assessment. If you want to learn more about that topic just read the post from yesterday. Otherwise, I am just going to post the notes from the meeting. Ideally, these things are important to know and understand if you want to do an effective Personal Assessment. If you can't or won't do these things then you are already perfect and don't need help of any kind. You are the master that needs no teaching.lol.

So, here they are in order. The first one makes the rest tick. If you can't do the first one then you probably don't need to read any further!

ACKNOWLEDGE - accept or admit the existence or truth of or recognize the fact or importance or quality of

-Admit and accept your faults and build from there

-Recognize you may need help and that you must get better in order to grow and to succeed long term

ABSORB - take in or soak up (energy, or a liquid or other substance) by chemical or physical action, typically gradually or engross the attention of

-Soak in all the training possible and use what is beneficial to you and your business

-Read and take notes from successful authors/speakers

ADAPT - make (something) suitable for a new use or purpose; modify or become adjusted to new conditions

-morph into what you need to be in order to continue growing

-Phonebooth salesman

-Think of the amount of college athletes that went to the pros and played a different position so that they would have a better chance to succeed long term

ADJUST - alter or move (something) slightly in order to achieve the desired fit, appearance, or result

-Alter your schedule to accommodate your new goal even if it is just a small change

-Change usually starts small

ADVANCE- move forward, typically in a purposeful way

-Always continue moving forward... if you're not moving forward you're moving backwards

-It's a lot harder to drive in reverse than in drive

-Small advances are better than no advances

Thanks for reading!

Fist Pump Guy out!

#thefistpumpguy #personalassessment #the5As 

Personal Assessment

Today I trained on doing a Personal Assessment and why it is important. In any business venture, that you may be in, it is very important to evaluate yourself. It is so easy for us to look at others and evaluate them and their habits but when it comes to evaluating ourselves we tend to shy away. There can be many reasons why you think that is but I will share with you what I think the answer to that is in a minute. Doing a Personal Assessment can hurt and be very eye opening if you indeed do it honestly and with the hope of truly correcting or improving your situation.
Why is it important to do a Personal Assessment? Well, I'm sure there may be many answers out there that people have concluded but I want to sum it up in one word and that is "GROWTH". Yes, I said "GROWTH". We are living in the most competitive and ego driven society that has ever been spawned. Nobody wants to be wrong and most people think they never are. They want to believe that they have the best way or the best product available. They may indeed but when I say to GROW you must do a Personal Assessment. That means everyone. No matter your profession or walk of life at some point you must look at yourself and see what direction you are going and what direction you actually want to be going. Sometimes we may be headed in a direction that looks right but indeed it could be the wrong direction. So the primary reason I think one must do a Personal Assessment is so that they can continue to GROW. If you're not growing, especially in sales, you are dying.
Now, the question might be "What gets in the way?". I'm sure you and everyone across the world may have their own answer or opinion on this one but my answer is it's because people are too full of Pride. Now, I'm not talking about the kind of Pride you have in a job well done or a good decision you made. I'm talking about the kind of Pride that is deadly. Many people, especially in the business I am in, are very Prideful. Everybody thinks they know everything and no one wants to admit they don't. Nobody thinks they need help or that they need to learn anything hence the blank stares when I am training. I mean let's face it, if you can't do something as simple and basic as coming to work on time then you probably need more training than anyone.....I'm just saying. Besides, you should definitely have enough respect for yourself, not to mention the company you work for, to at least want to try and grow and get better. I see it all the time that people think they are owed something and therefore don't try and learn and grow. They don't believe in hard work anymore. It's all about how to get something for nothing and without working for it. So, look at yourself honestly, do a Personal Assessment. If you need help with something or need help learning something, ask someone or pick up a book. There are many resources out there that can help you get to the next level and to help you not be so Prideful.
Now, a quick list of things to look at when doing a Personal Assessment.

Attire - How you look and present yourself says a lot about you and how much you care. Are you lazy and unorganized and therefore don't have time to iron your clothes? A very serious thing to look at. Remember, first impressions say a lot.
Verbage - Kind of like Garbage.... what you say says a lot about who you really are. Be careful with your speech and look at what comes out of your mouth regardless of who you're around because not everyone wants to listen to the garbage and nonsense.
Knowledge - What you know and what you want to know makes the difference. Always be willing to get better and eager to learn from those that are more knowledgeable than you. You never know where that will lead.
Attitude - I  could talk for a long time on this topic but to make it short.... how is your attitude towards yourself and those around you? Is it easy to see how your day is going when someone looks at you? Are you easy to upset? How are you about life in general? Very important to know these especially in any sales position.
Ethics - How honest are you about things? Are you willing to overlook dishonesty especially when it benefits you? Do you stand up for what is right and ethical or do you fall suspect to those around you that suck you into their dishonesty? Do you allow your children to be dishonest? If not, why not if you are being dishonest?
Setting Goals - It's very important to set goals. No matter what you do for a living or what you want to do in life it is very important to have an objective. No objective means no direction. Which way are you headed?

Thanks for reading!

Fist Pump Guy out!

#thefistpumpguy #personalassessment #pridegetsintheway

The ABCs of Selling!

Today I trained on a topic that is essential in any kind of sales industry especially in the car sales industry. It's pretty simple to understand the basics of this topic but it's also very important to understand these points in order to make yourself relevant. In an ever growing digital age it is very important to make sure that you are growing in your craft no matter what type of sales you currently work in. The following steps will help you become a better you.

Give yourself

A Better Chance

By looking for

A Big Clue

And

Always Be Collecting Data

While

Always Being Consistent

But 

Always Be Careful

That

All Bases are Covered

So that you may

Always Be Closing

Essentially the whole point is to make sure you are giving yourself A Better Chance to be successful by setting yourself up for that success. At the end of the day you must Be Closing in order to hit your goals and to stay relevant and grow your Reputation! 

Thanks for reading!

Fist Pump Guy Out!

#thefistpumpguy #abcsofselling 

If you're not first you're last?

One thing that is very hard to get use to in the car business is the fact that we have what we call "a 30 day career". What I mean by that is that since you have to basically start over every month it's like having a 30 day career.  In other words, you could have a great month then a bad month or two and sometimes, depending on your employer, you could be let go. Not that it happens like that very often but it could. Most dealers give you more like 90 days but you get the point.
No matter how long you've been in this business it doesn't get any easier. You work really hard to make a successful month then you have to start over around the 1st and the cycle continues over and over as long as you are in it. Hence, the saying, you go from hero to zero. In other words you have a very good month and maybe even lead the board and on the 1st you are back at zero. It almost seems like what Ricky Bobby said in Talladega Nights, "If you're not first you're last". It's really not like that but it can feel like that sometimes. You can have a record breaking month and make the dealer a lot of money and once the 1st hits it's like it didn't even matter or happen. No matter how hard you worked it really isn't that noticed.
I've noticed that everyone has a bad month from time to time. I mean, the level of a bad month actually is dependent on each individual's averages but it still happens from time to time. Every one, in this business, has a month that doesn't match up to their standards. It's hard to swallow sometimes, especially when you don't hit your own goals. Now, some will do anything to make their month, even if it's dishonest though I choose not to. And even some managers will let things slide under the rug just to hit numbers but when the 1st hits you start all over no matter if you or the company hits its goals. I've been doing this a while now but it's still hard to get use to. I always kinda dread the 1st of the month to be honest with you. I struggle with the fact that no matter how hard I worked or the sweat I put in that it starts all over around the 1st. Also, the 1st brings about bills and usually we don't even get our commission checks til around the 7th so I have to plan them out ahead of time. So, if I have a bad month it could affect the next month before I even have a chance to sell anything.
So, though I do think it's important to hit the goals you need to hit to make your month and pay your bills, I don't necessarily believe that "if you're not 1st you're last" because I don't compare myself to others. The main reason is because, though some sell more than I do, I can't focus on them because it may effect what I normally do to stay ahead. If you are competitive it will happen from time to time that you may try to out do others but at the end of the day it's about the effort you put forth to make the month happen that you need to happen in order to provide for you and/or your family.

Yes, we are technically in a 30 day career, but it doesn't really have to be like that as long as you work hard at whatever you do and put forth the effort and practice that is necessary to stay on top of your game. Keep pushing forward and don't let others around you affect what and how you work your business. Do what you know to be right and honest and it will eventually work itself out for you.

Thanks for reading!

Fist Pump Guy out!

#ifyourenotfirstyourelast #30daycareer #fromherotozero #thefistpumpguy

Importance of Building Your Reputation

I currently work in a field that doesn't have the best reputation or track record. For years, and still today, car salesmen have taken a bad wrap for being dishonest or thieves. Granted, back in the day and even some today, deserve to have that stigma but not everyone does. Back in the older days there was much more emphasis on word of mouth business and that is also mainly how one's reputation got around. Today it is bigger than it has ever been when it comes to getting the word out about a person or a business.
Today, we are in a very technological world that depends highly on electronic gadgets to just get by day to day. I am a firm believer that some of these same gadgets have actually made us dumber since we don't have to remember things as much anymore. But that doesn't change the fact that they are here and here to stay. There are so many ways to get information nowadays from phones to tablets and watches and it's still growing. You may be asking yourself "where in the world is he going with this?". Well, my point is this, if there is so much technology out there and every person has some form of it just about then why wouldn't someone be concerned about their reputation? If any person at any given time can do an online search and find out just about anything about anybody then why wouldn't you be concerned about what they might find?
Now, granted, there are many jobs that one may have that may not be affected so much by a good or bad reputation but that's not the majority. Even if you are job hunting your reputation can either help or hurt you. If you are trying to grow a business with new business it can too be affected by a good or bad reputation. So, I am always baffled when I here someone say "I don't care what people think about me" or "I'm not concerned about my reputation". Ideally, just about everyone has some feelings about what people think about them. They try and play it off like they don't but they really do. I'm always amazed at the amount of people that walk around with a chip on their shoulder because they can't find a "decent" job and they like to say that they are being treated unfairly. There may be some times that they may be treated like that but a lot of times they have just had a bad reputation following them. Whether they are a job jumper or they don't come to work on time their reputation follows them. Most of the time it's their fault and they like to blame others.
Ideally, in order to be truly successful, you need to have a very favorable reputation. Whether it's looking for a new job, or trying to excel in your current job, having and building a good reputation is vitally important. If you are trying to get ahead at work by hard work then you want to be known as a hard worker and someone who can get the job done. If you are applying for a new position or a new job then you want that same reputation to follow you. Let's face the fact that many businesses search potential applicants online to get more information. You can lie or stretch the truth a little on a application and get away with it but it's hard to get away from the published truth online so you need to make a valiant effort to be reputable online.
 Search yourself online and see what you find. Do you find good or bad things about yourself? Do you find anything at all? Because not finding anything can be bad at times too but we will talk about online presence at a later time. Make sure you are being noticed but that you are being noticed for the right things.

Thanks for reading!

Fist Pump Guy out!

#thefistpumpguy #buildingyourreputation #getsresults

Fishing with the wrong bait?

Many know that I have been training on Building your Reputation and how important it is in any kind of sales position. I have been tying in different topics to try to show you how to build your reputation effectively. Today I am going to briefly talk about the topic I trained on yesterday in the meeting that I am certain is vitally important in sales but especially in the car business.
Selling cars can be easy and hard at times but far too often salespeople make it harder than it needs to be especially new salespeople. It's made hard by a simple mistake and that is they might be Fishing With The Wrong Bait. What do I mean by that? I will tell you in a second. But let me ask you something first. Have you ever spent an excessive amount of time on the lot showing a vehicle, or multiple vehicles, and get the customer inside and they do not close? There can be a few different reasons why they don't close but many times we blame it on the price or they may even say it's the price. The fact is that many times, though we or they might say it's the price, we are on the wrong product/vehicle.
Fishing With The Wrong Bait means you are trying to sell them the wrong product/vehicle. If you haven't gone through the correct steps and asked the right questions then you can find yourself trying to build value in the wrong thing. That's not to say that you should always give too much credibility to all they say they "want" as I said in my last post but that you should listen and then follow their request with "what about this particular vehicle are you attracted to?" or "how important is this feature to you to be on your next vehicle?". These are just examples of coarse but you do need to know why and what they really need so that you make sure you are showing the right thing because you don't want to be on too much vehicle but you also don't want to be on too little vehicle. You can also ask them "what do you like most/least about your current vehicle?" or "what would you like to have on your new ride that you don't have now?" and other questions like that but you also have to take into account what their budget may be if you know because too much vehicle will blow them out to another dealership, probably to buy the exact lesser model car you are trying to switch them back to.
Another important step to make sure you are on the right product/vehicle is to model up/model down them. This means that you need to either show them a model up from what they are wanting to look at or show them a model down or maybe even do both. The reason is because that it helps you build more value in what you are really trying to sell them or it helps you find out what is really important to them, based on what they told you they wanted, and it sets you up with a switch vehicle or two just in case the payment is too much or the money isn't right for them then you can say something like "you remember that other model I showed you? It would be closer to your range/payment than this model is". This will help you close them on the car they are in finance on or it will help you switch them to the car you probably thought they should've went with in the first place. Either way you do two things, you find out what is really most important to them and you build an extreme amount of credibility and value in yourself which is also highly important in any sales position which ultimately leads to building your Reputation and gives you more/higher Results/Rewards.
My ending thought is this, make sure you are asking the right questions and showing the right amount of interest in your customers. If you actually listen then you will have an easier time distinguishing what they really need and an easier time picking out the right product/vehicle. Remember, you are the professional so act like it. They look to you for answers many times and you need to be able to solve their problem and answer their questions. Many times the customer needs to be led, if not every time, because all too often they do not even know what they want or what's best for them. It's up to you to make the difference which is why it's so important to make sure that you are Fishing With The Right Bait!

Thanks for reading!

Fist Pump Guy out!

#thefistpumpguy #fishingwiththewrongbait #buildingyourreputation #getsresults #followthefistpumptoenterprise

Pleading Your Case

I have recently been training on building your reputation and how it important it is especially in the sales industry and how it leads to Results/Rewards that you desire. I also trained on the ability to adapt or change into what the customer needs you to be through The Phone Booth Salesman. Then I trained on QDR which was Toyota's focus when they started building vehicles and continues today and how using these same guidelines to show people your Quality, that you are Dependable and that you are certainly Reliable.

Yesterday I fed off of these training topics and taught on Pleading Your Case to the customer. Much like how an attorney gathers the facts and is able to build a story to convince a jury or a judge we, in the sales industry, must be able to do the same. We start off by greeting the client/customer and then gathering facts by asking questions and finding out what the customer's true needs are and not necessarily their wants. It's fine to listen to all of their wants and desires but sometimes they aren't necessarily things they MUST have and it's our job to find out what they need instead of all they want. Simply put, if a customer comes in and says " I want so and so fully loaded" doesn't always mean they want the top of the line. They may just mean they want alloys and leather which may be on a lesser priced vehicle. It does no good to try and build value in something a customer doesn't need unless, of coarse, it's the only one you have and then you need to exceed the value. This is just an example of coarse and I'm just using it to show you what I mean. 

My whole point is that in order to build value and sell a car you must be able to Plead Your Case about whatever vehicle you are showing and in order to do that effectively you must ask the right questions and gather the correct facts. If you don't gather the right facts then you may be wasting your time and therefore you may be Pleading Your Case on the wrong item. If you are able to put them on the right item and then Plead Your Case effectively it will eventually end in a deal and therefore it will build your Reputation and Respect because, sometimes, those are more important than the monetary Reward/Result. 

Thanks for reading!

Fist Pump Guy out!

#thefistpumpguy #buildingyourreputation #pleadyourcase #getresults 

The Phone Booth Salesman

When I came up with this training title I was telling myself how dumb it may sound to the sales staff. I was thinking that they would think I was some kind of idiot.....though I think I am a little. I think many of them tune me out anyway so I decided to train on this topic regardless.
I am a huge Superman fan. He was always my favorite superhero. I was always amazed at how he was able to keep his identity a secret but yet able to change into his superhero dress while needing little time or cover to do so. This is where I came up with the idea of The Phone Booth Salesman.
You might be asking "what in the world is he talking about?" a Phone Booth Salesman? Yea, I know, it sounded a little dumb to me when it was running through my head as I came up with the material to cover in the meeting under this title. But I started to think what this could mean in the sales force. Superman was able to step into a phone booth and change in less than a few seconds....in the older episodes anyways. He was able to change when there was trouble or someone was in trouble. He was able to "adapt" into what people needed him to be.
That's what I think is necessary for the sales force, especially in car sales. We are approaching a time when the majority of any kind of sales will be done online, at least the searching part anyways, and it will be necessary to stand out and be noticed. As I've discussed before, building your reputation is very important and can lead to you being needed in sales. So, being able to adapt to a customers needs or being able to adapt to a different time is very necessary now for sure.
What do I mean by being able to adapt? Well, for starters, we must adapt to the times. In a growing age of technology we have the opportunity to be lost in the chaos. It's becoming less of a face to face business and more and more of a face to screen business but no matter if you are on the other side of the screen or if you are the one on the lot you need to make sure you have a good reputation and you are relevant. Being able to adapt helps make you both. If you are able to answer all questions and handle all issues you will be needed. If you are able to show that you are the one to call when a customer has a problem or if you are simply there to set an appointment for them you will be needed. In the past these things weren't necessary but now they are very necessary,  especially in the automotive business. If your service dept can't figure out a problem on a car then you want them to be able to call you for the solution. Who knows?....you might even pick up a customer in the process. Whatever is going on you need to be involved and you need to be able to adapt to that situation. It will only make you more needed and wanted. You need to make yourself a necessity and not a liability, no matter what your chosen profession or job happens to be.
I see, especially today, that many people don't want to change. I get it. I didn't either. I am older than I once was and I for one can see how much technology has actually hurt how we live but that doesn't change the fact that it is here and we must adapt to the situation. Much like how Superman was able to change into his superhero dress we must be able to change into what the customer needs us to be. It may be hard to even want to change but there's a time coming when you need to make sure you are different and indispensable.
At the end of the day you want the customer/client to think of you with all of there automotive needs, or whatever your job is, no matter if you are able to directly help them or not. Adapt and succeed or don't and eventually fail. We all miss it sometimes and fail but you must always continue pressing forward towards the results/rewards.

Thanks for reading!

Fist Pump Guy Out!

#thefistpumpguy #phoneboothsalesman #buildingyourreputation

Questioning integrity

I want to talk about a situation that happened at work yesterday but first let me do a summary of my training from last week. If you read my last blog post then you will see that I trained a lot on how important one's Reputation can be, especially if you're in any kind of sales or if you own your own business. Basically, without going through every point, your Reputation is built through effort of your own to earn Respect and ultimately earns you Results/Rewards. Now, having said that, I am a big proponent of honesty in the workplace. I don't really care what kind of business you have but I believe that trust, honesty and integrity are some very important qualities that one can have. Granted, not all think like I do, especially in the car business, but that's who I am. So, when someone questions my integrity I get a little upset.

Now, to the event yesterday. I was confronted about a situation that happened with a customer I had just sold. Now, just a thought, if you assume something without having the facts it can lead to a serious situation so don't do that. Also, if you have an issue with someone then you need to find out the facts and then try and find out what happened instead of accusing someone. Because, though you might think they did something to deceive another doesn't always necessarily mean they did. What I mean is that things aren't always what they appear to be on the surface unless that's what you've already made up in your mind has happened. So, I guess where I am going with this is the fact that because my integrity was questioned in a public environment without allowing me time to explain what happened and when I do get somewhat of a chance to explain I then am basically called a liar and compared to those that do things purposely to deceive others when I didn't even do what I was being accused of. So, needless to say I got highly upset. Those that know me know that I don't get upset often especially to the point where I am actually angry. That happened yesterday. For that I am sorry. I apologize to any employee or customer that may have heard the commotion when I lost my cool. I am truly sorry that I let my emotions get the best of me. I really got too upset over an issue that, first of all didn't happen but second of all wasn't worth the time it took to get that mad. But had the person asked me about the situation instead of accusing me then I don't believe that it would have taken place at all. But instead of doing just a little bit of research this person jumped to conclusions and questioned my integrity which I take to heart. That's no excuse for me losing my temper like that and again I am sorry for that. 

So, now I am going to offer some helpful tips to anyone that suspects something dishonest is going on and the steps to handle it. First, take a look at the Reputation of the person you're about to accuse. See, what kind of example they have been and their track record. Are they someone that has done these things before multiple times? Are they someone that is always trying to deceive others or stealing from them? Has it been proven at other jobs that they are that type of person? Second, do your research. Look into the situation first and gather the facts. Give the benefit of the doubt if you have no proof. That's better than making yourself look like an idiot because you accused someone of doing something they didn't do. Third, gather those facts and make sure they are accurate. Sometimes, "taking a witness' word for it" may not be good enough since they may have their own agenda against that person too. Forth, after you have gathered all you think you need, or even if you have found no evidence, go to the person in private and try and talk it out. That would be much better that confronting someone in front of co-workers because they will definitely go on the defensive real quick. If you truly want to know the truth then you will actually listen. If you have already made up your mind then you won't hear a word they say and will probably either cut them off or not let them talk at all. Not doing these things to handle a situation correctly can and will ruin work relationships especially in the car business since we spend more time with they guys and girls at the dealership than we do with our own families. Now, I understand that we spend 10-12 hours a day with each other and we can act like brothers sometimes and fight but it doesn't need to be over something that isn't true and petty.

Just a side note, you notice I didn't mention going to a manager for help. The reason is, in the car business anyways, because they don't like handling these types of situations. A lot of times they have their own agenda against the same person and won't handle the situation correctly either. Besides, as long as the car gets sold they don't care who sells it even if it was done dishonestly....in most cases anyways. So, going to a manager isn't always they best way to handle a situation. My theory on this is that though a manager may have one or two they can count on to get a job done or get a customer served others may see that as favoritism and therefore develop and agenda that is obvious. So, just use common since when going to a manager even if it just for advice because, though many of them are knowledgeable in what they do many haven't been trained how to handle people and learn how to deal with situations nor do they want to. 

So, to make a long story short, do your research and give people the benefit of the doubt especially if you know them to be an honorable and respectful person instead of accusing and confronting them for something they might not have done. 

Hope this helps! Thanks for reading!

Fist Pump Guy Out!

#thefistpumpguy #findthefactsfirst #checkthereputation 

Buidling Reputation leads to Results!

This is the topic I trained on this morning during our sales meeting. Soak it in and allow it to help you no matter what type of sales you are in! Don't let anyone tell you that your reputation isn't important because everyone has one. You have to know if yours is negative or positive and how you can improve it in order to earn Respect and get Results!

Thanks for reading!

Fist Pump Guy out!
#thefistpumpguy #buildingyourreputation #getsresults #followthefistpumptoenterprise

Returned from the PROS Banquet

Well, we made it back home late yesterday afternoon and we have just been being lazy today before we both go back to work tomorrow. Needless to say we had a great time and wished it didn't have to end so soon.

When I first got the news that I had made it to the banquet I was a little excited. I mean, I was suppose to go a couple of years ago and didn't go but now I wish I had. I didn't really know what to expect until I finally got there and realized that it was a big deal. I'm not even sure I realized how big this thing was until the last night of the Boots and Bling Banquet and I was able to see the amount of time and money invested by Southeast Toyota to recognize a few elite salespeople. It was quite impressive. I looked at Talitha while we were sitting at dinner that last night and said, "I knew it would be somewhat a big deal but I didn't realize it was going to be this big of a deal". I still feel like that. It takes a lot to impress me but I was impressed. Talitha looked at me after I said that and said to me, "It is a big deal and you should be proud". I don't really get proud about much but when this was going on you just have to sit back and look at the sacrifice you must go through with the amount of hours worked and time away from family, though I'm sure there are many out there that work more hours than I but you get my point. To be recognized for your work is, I think, one of the most underrated ways to build morale that there is. Sometimes people just want to be told thank you and Southeast Toyota did it in a big way and I am so thankful. I wish everyone could experience what I have just experienced. If you work for Southeast Toyota I recommend to work your butt off to try and make it to this level. It is so worth it. Think about it. We stayed at a 5 STAR hotel on the Disney property. Pretty much all the stuff is paid for and they give away a bunch of money at the end. That is something that you almost have to see to believe. Even as i was sitting in this beautiful room the 1st day I didn't know what to expect and now that I'm back I still don't really know how to handle all that went on. The only regret I think I have is we would've kept the room for one more day and I would have met a lot more of the salesmen and ladies there. I am somewhat shy and felt a little out of place the first day but warmed up by the end but I didn't meet and talk to near enough of the people there and that I am sorry for but other than that it was a great time. I can only pray that I am blessed like this again but if I am not I am very thankful that I got to experience. Maybe the next time I go I can be recognized as an Elite Pro and get the jacket. Kind of like the ceremony they give at the Masters when the winner gets a green jacket except theirs are black but it's pretty cool. 

I  want to thank Southeast Toyota one more time along with my home dealership, Bondy's Toyota for this opportunity and now I just have to try harder to make it to the next level!

Thanks for reading!

SET Pros banquet

As I sit here watching TV waiting on this shindig to begin I can't help but be thankful that I'm here. I don't know if I will make it back here but I'm very thankful for the Lord blessing me with this opportunity. Especially the fact that my wife is able to come with me. I can see the excitement in her eyes. We don't get to get dressed up often so I know she is going to do it up bigtime(pictures to come soon). As a married couple with kids we don't get out much so, for us, this is a huge thing we are included in. It may not mean much to some of the guys and girls here but it means alot to me. This is my 1st one actually attending but my 2nd year as a Pro so I am just experiencing this for the 1st time and Southeast Toyota does it up bigtime. It kind of reminds me of all the meetings I had to go to when I was a manager with Walmart though theirs wasn't near as fun. Theirs felt more like work than anything. This is actually fun so far. Maybe next time we stay a couple extra days here and just enjoy our time together since we don't know when we will get it again. Stay tuned for updates and pictures from The Fist Pump Guy!

New logo!

In an effort to continue to try and brand myself I have received my new logo. It's somewhat simple but I love it. I plan on putting it on my shirts and maybe doing key chains and such for my customers. Maybe it'll catch on soon!

Fist Pump Guy Out!

Customer service matters!

Had a good training class this a.m. Thank you Kevin for your preparation and input. We mainly discussed how to better streamline the finance dept and try and speed up the process without hitting snags. Having paperwork filled out properly and completely is a must in order to make sure your customer isn't waiting too long. If the finance dept gets held up because of your mistake then please don't blame the finance dept when your deal doesn't close.

Customer service has to always be in mind in whatever business you might be in. We are in a time, in this country especially, when we are in a big hurry. We are usually more concerned with more and more numbers instead of focusing on individual needs. Yes, it is difficult sometimes when everything is based on budgets and goals but we have to be very careful not to just treat the customer/client like another number. Part of the problem is because businesses have become so cut throat and another cause is because in order to get a decent paycheck you have to sell more units or contracts. Granted, that's where we've put ourselves. We've trained the customer to be more price conscious and want to shop more. The problem with that is that when a customer doesn't purchase local they are doing themselves a great injustice, though they may not realize it. We have to make sure they are our focus and not the #s. Yes we need to strive to hit the numbers but it should never be in sacrifice of customer service like some of the big retailers!

Thanks for reading!

Fist Pump Guy out!

WOOOOOOOO!

I recently watched a couple of old Ric Flair short videos. Now, you want to see someone who was a great entertainer and knew how to work a camera or a crowd it was him. He had a way to get under your skin and make you not like him and yet like him at the same time. Now, granted I'm not agreeing with everything he did in his personal life I'm just referring to what you saw on camera. As a kid I watched wrestling a lot. I didn't understand that it was staged when I was that young and so I really enjoyed the fight. As I got older I lost a little interest in wrestling but I still admire some of the guys that put their bodies through what they did to entertain people.

Ric Flair had it all though. He could work himself into a frenzy with pretty much ease and he always knew what to say. He had a way to make people so mad that people in the stands wanted to hit him and I'm sure many tried. But that's how he kept you engaged. He always ended up yelling in the camera and turning red in the face. He had a way to describe who he was and that he was the best and you almost had to believe him no matter if he won or lost. He made you believe that he was rich and had all these cars and expensive jewelry, though I don't know if he really did. He often talked about how he could have any woman he wanted, not sure if that was true either but he made you believe it even if it wasn't. Ric Flair has been able to do this for a long time and I still am not sure if it was really true or not.lol

What does this have to do with the car business? I'm glad you asked that question. Sometimes, selling a car is about showmanship. It's how you demonstrate the vehicle and how you sell yourself. I'm not saying that you need to be as loud and full of charisma like Ric Flair but you definitely need to be confident and enthusiastic about what or who you are selling. Some guy/girls are overly aggressive and boastful which a lot of the times turns the customer off. And many times some guys/girls are very boring or non-engaged with the customer and likewise turn off the customer. If you are not confident in what you are doing then chances are it will show in your presentation. On the other hand, someone that is confident and has a little energy and eagerness about them can wooooo a customer to the point of a sale even if you are not the lowest price. It's very important to understand that missing a sale or getting a sale isn't always about price, even if the customer says it is. A lot of the time it's because they like the salesman or doesn't like the salesman. I think far too often we want to blame it on the price and not take responsibility that maybe we were the cause of a missed sale. Sometimes we don't sale ourselves or the dealership enough. Sometimes we are overly pushy and aggressive and run the customer to another lot. It's not always the price!

With today's technology, and people doing more and more shopping online, we have a harder time with pricing but, as I said before, a customer sometimes is more satisfied with a great salesperson than a good price. Let's face it, most of the time dealerships are cutting each other's throats the way they gouge prices just to grab a customer and the price may not be much different than what you presented them. And many times the advertising or pricing is just a gimmick to get them in the door and they end up buying anyway because, though it may not be what they thought, they don't want to admit they drove a long distance to buy and don't buy. Most of the time they buy just because they drove the distance. If they come in your dealership they may buy just because they got you as a salesperson so it's vitally important to make a great impression. You always want to show that you want them as a valued customer, show them that they are important and take interest in what they are saying and wanting. So, to make a long story short, let's make sure that we woooooooooooooooooooooo every customer we come in contact with!

Thanks for reading!!!

Fist Pump Guy Out!

1st time in a while!

Sometimes with the busyness of our life, the hectic work schedules and a rambunctious 4 year old I forget how nice it is just to have a few hours alone with my wife. I know many husbands don't really like or want to be around their wives that much at one time but I truly enjoy it. Yea, I'm a little aggravating sometimes with my joking around but I think she still loves me. We don't really get to do it much and since we both had today off together, which is odd in itself.....thanks Mary, we decided to do something together. We went to the movies for probably the 1st time in about a year or so. We are both super hero nerds at heart and watched The Avengers Civil War movie, which was awesome btw and wouldn't mind seeing it again. It doesn't seem like much just to go to the movies together but it's nice for it to just be the two of us from time to time. We didn't really have to worry about work too much, though we both had to deal with some work type texts. We just got our tickets, a huge thing of popcorn extra butter, nachos with extra cheese and jalapeños....which I'm paying for now, and had most of it eaten before the movie even started!lol. We held hands and she even put her feet across my legs. It was almost like no one else was even there. I don't get to tell people stuff like this often but I really enjoyed this day with her. No matter how tough our jobs are and how much we stress sometimes we always seem to let all that go when we go to the movies or out in general even though it's not very often. I wish we had the opportunity to do things like this more often but I guess when you don't get use to doing it regularly it makes it even that more special!
Thanks for the awesome day sweetheart!

Fist Pump Guy out!

Follow the Fist Pump to Enterprise!

I just wanted to send a quick shout out to all my customers and say Thank You for your business! I truly appreciate it! I also wanted to send out a quick message to all my friends and family and ask that if you know anyone that may be looking for a new or pre-owned vehicle to send them over to see me. Just tell them to ask for me and let me know that you sent them and I will handle the rest! There have been people sent over here to Bondy's Toyota  that were suppose to ask for me and didn't and ended up buying from others here. Though I appreciate them buying from Bondy's in general I don't get paid unless I sell them a vehicle myself. Please tell them to ask for me. If you need me to I will text you a business card or you can get it from this Blog post! Thank you in advance!

Fist Pump Guy out!

Is an online presence necessary today?

One thing I've learned in this business, if I've learned nothing else, is that you must always be learning. I've heard it said that "if you are not moving forward you are moving backwards". I can see how that is so in many different lines of work but especially in the car business have I seen this. I'm not one that needs to be rich or be known more than anyone else but I can see where learning everyday is a must. I look around some days and see different sales people that show no desire to learn or try and progress. They seem content to just do nothing and hope something happens. Not to say that product knowledge is more important than anything else but it is necessary. You must work to try to improve all of your skills in order to move to the next level or even to stay in tune with where you are. With an ever growing market and social media growth now, more than ever, one needs to be able to set himself/herself apart from the crowd. Now, how to do that may be different from the next person but it is necessary. 

With more and more people shopping for vehicles online the salesman is not as needed as they once were but for now are still needed at least. So, we know that an online presence is very necessary which is why an online presence is necessary for many salespeople. I'm not saying that everyone has to be online or have websites in order to be successful but there may come a time when it is definitely necessary. Keep in mind that if many people are shopping online then they are also looking at online reviews for your dealership/business and for some of the salesman that may be working there. If you or your dealership have a bad reputation then it may come down to them going somewhere else to shop even if you are very local. Having a good online image is vitally important!

What do people see when they search you online? Do they see vulgar things or things that would make you seem like you are disrespectful and dishonest? Do they see a recent arrest record or conviction of theft or something like that? Or, do they see a bunch of 5 star reviews? Do they see that you are family man/woman that loves people and seems to have a heart to help people? Do they see all the customers that you've helped or sold to? Do they see your name pop up whenever a video is searched or your dealership is searched? Do they see awards you have won and promotions that you may have received? Remember, many people do shop price, though not as much as you might think, but they will pay a little more and drive a little further to work with someone that they like and trust, even if all they have seen or heard of you is online. If, you don't think people are searching you online then you are deceived! Maybe not everyone but many, many do!

So, the question comes down to, "What do people see when they search you online?". It is very important, especially long term, that people see good things when they search you. It may take a while for the online presence to really pay off but it will. If you only got one or two more deals more a month from people searching you online then that is payment in itself. Even if you wanted to start a personal website the cost is very minimum. And most social media sites are cost free, at least for now, and they are easy to use. Use as many as you can keep up with! Hire an assistant if necessary to work your social media alone! 

Thanks for reading!

Fist Pump Guy Out!

Sad but necessary

Just for the record, I am never happy with someone getting terminated from their employer. Yes, sometimes it is necessary and yes, many times it is warranted but I am never happy about it. I would much rather see someone learn from their mistakes, or from warnings that have been given, and change their ways verses being terminated. If one refuses to change and can't listen to counsel then that person is untrainable and therefore may need to seek employment elsewhere but it still doesn't make me happy. I don't like anyone struggling at all but if one continues in wicked ways and continues to get caught then people have to make decisions, no matter how tough it might be.

But isn't it ironic that when a person is thought of to be a certain way that when something like termination happens that the same one affirms what people already believed about them? You can really see who people really are when adversity strikes. Sometimes people take it in stride and move on and then some have to resort to anger and hostility because that's all they have inside them anyways. That's the persons true character. The one that comes out when some type of adversity hits. But even then, I am not happy or excited when someone gets fired no matter if it is for the best or not. It's really sad to see and I don't like it. So, just to be clear, I don't get happy or excited, nor do I like it, when someone gets terminated though it may be necessary. When I was a manager with a big retail chain I never liked terminating people though it was necessary and part of my job. I have never been fired from a job, thank God, but I have seen it happen many times and have fired people too and it is hard every single time. Yes, they deserved it many times because of tardiness, absences, thefts or whatever else but it isn't easy.

In closing, a few comments about my post yesterday, I want to say I still feel the same about what I said. If someone is purposely being dishonest they need to be let go, especially after they've been warned or talked to. It isn't personal but a necessary part of running an honest business. One, it is necessary for morale because you don't want others doing the same things and thinking it is okay to do dishonest things. And two, it's important to set standards and follow through with them. When you are training people it is very important to prepare them for the real world. Do people get things by being dishonest? Yes, but that still doesn't make it right. Would you teach your kids to lie and cheat and steal knowing what the consequences are? No?! Then why would we want to accept it from friends or co-workers? The answer is pretty clear to me but not everyone thinks like I do. I actually think of others. Maybe not as much as I'm suppose to or even as much as I should but ultimately that is part of my goal. As I said yesterday, selfishness is dangerous and can lead to many terrible things in your life and those around you. So, don't think for a minute that you doing things that are dishonest isn't noticed at some point. Maybe a kid you know, a co-worker, a boss or even your own child may see it and mimic what they just saw and think that because you did it then it's okay.

Think about it!

Have a great Wednesday!

Fist Pump Guy Out!

When is enough enough?

I need to start today's blog with a quick statement..... I do not understand some people. I don't understand why some people do what they do. My faith aside for a minute I just don't understand the fact that some people have no ethics or morals whatsoever and it bugs me to no end. I went home last night and thought about this situation for a while. I finally decided that it wasn't worth worrying and stressing over but it still doesn't make sense to me why people have to be so bluntly dishonest and not care one bit.

I guess the question comes down to.... "When do you call a thief a thief and liar a liar?" Is it after they've been busted once and then it was swept under the rug because they "perform" better than anyone else? Is it after they have been busted numerous times and again it is swept under the rug because they seemingly out perform everyone else by a landslide? Is it because, in my line of work, that certain things become acceptable as long as the car gets sold? As long as the uppers get paid it doesn't matter who sells it even though others are struggling because they keep having things stolen from them? I don't know how to really answer the questions I've just asked. The only conclusion I can come up with is that dishonesty to perform better than anyone else is better that honesty and integrity. I'm not sure if everyone feels this way and I don't want to lump everyone into one category but I can only assume that when things are being allowed to happen on a regular basis that it is better to "out perform" dishonestly than to perform decently and honestly. I got news for you, my integrity is way more important that "performing" better than anyone else. If I can't get it honestly then I don't want it. If I can't say that "I'm on top" by doing things the right way then I'm okay with that! If I fall a little short on my goal but I'm doing it honestly then I'm okay with that! If I for one second feel like I have to be dishonest and lose my integrity in any job I perform then I can't do the job and need to move on. Yea, I get it, there are many in this business that are dishonest and people may not even realize it as long as they get what they want but I have One I have to answer to even if I did want to be dishonest. I can't control how some people act and things they do other than just try and be a positive influence that rubs off and I can't control how things are handled but I myself choose to be as honest as I possibly can be.

Now, the question I want to pose is this...."If one is being dishonest and "out performing" everyone else by taking deals from others then why is it allowed?" It's because he is "selling" a lot more than everyone else and he "out performs" everyone and the uppers don't want to lose "their best sales person". But, I guess I wonder, that if all the numbers he puts up were actually customers of another sales person? I wonder how many people he has actually stolen from others in order to make more money and to be on top? I wonder when you start saying that the one's supporting what he does and makes excuses for what he does are just as guilty as he is? When do you say "birds of a feather flock together"? I don't know how to answer these questions either because, quite frankly, I don't come in everyday trying to figure out a way to cheat the system and steal from others! I hope this isn't being too harsh but if you continued to have things taken from you, maybe more than you're aware of, and nothing is done then at what point to need to change your environment? At what point do you say "I've had enough"? I'm sure I'm not the only one out there that feels like this and I'm sure that I'm not the only one that actually likes his job but hates the way certain co-workers think and act.

Selfishness and greed is very dangerous! It affects the one doing it and affects how people act around them because of their actions!

How do you measure success?

In many ways the car business is primarily focused on units sold and that is usually how many dealers measure their success monthly and also how many sales people measure their success monthly. The other side of that is focused primarily on gross and that is how they measure their success. If you listen to many of the big names out there they say that money is the focus always. When you listen to them speak they always gear success towards money. That begs the question of "Is monetary things the only way to measure success?"

Well, the idea has always been that money is the ultimate goal and factor of one's success. I want to tell you that I try my hardest to not make things about money nor do I try to compare myself with others around me that make more money. I don't mean that I don't want to make money or that I don't need money because I have bills like everyone else. I simply wanted to state that because, though selling cars is the ultimate goal, that focusing only on that and how to make more money can take other things away from you. It can take your happiness and joy and replace it with resentment and stress along with worry. Now, granted, I still worry sometimes, not because I want to for sure, but because I have place a bigger burden on myself than I need to. I try not to but if you have a bad month or a bad few months and you get behind then your stress level rises and then you find yourself doing or saying things you may not want to nor realize you are. I guess that is part of being in sales.

Having said that, if you have a good and supporting spouse you can have a different attitude. My wife, for example, is pretty supportive of me. I do my best to not talk about my day because her job, by far, is way more important and stressful than mine. I do my best to be supportive of her too but she is supportive in the fact that she has confidence in me. Being in the car business is very stressful and it has a tendency to effect your life especially the family. Long hours worked and almost every Saturday can and will take a toll on the relationship you might have with your family. In turn, if you have trouble at home it can affect you at work, regardless of your profession.

I guess what I am getting at is this. though I want to be successful and have things that I need, I don't necessarily base my income on my success. Yes, I have made good money in the car business and I thank God for what He blesses me with but I don't want the money and material stuff to be what measures my success. I want my relationship with my Lord, my wife and my kids to be my ultimate measuring stick. If I have all the money in the world and my relationship with any of the three is not good then I have nothing. The Bible says "the love of money is the root of all kinds of evil" not because money, in itself, is evil but the love of it. It can and will affect your marriage and other relationships if you let it be the primary focus in any part of your life. If money is your primary, and most important goal then you may be blinded to what you truly need in your life and what your family truly needs form you. Yes, have stuff is nice but not if you have to sacrifice the happiness and joy that comes from your family. Many people have committed suicide, divorced their spouse and even robbed and killed because of their "need" for money.

All that to say, don't let your goal of making lots of money and having material things affect your relationship with others. When is it enough? After you've lost all the important people in your life? or to the point you don't care about anyone else but yourself?

Thanks for reading!